— (| ON V2 AD) -~) & si sy os ae SSS5 eee pes y w Wee “ Y Kore EE ES STEEN SOS ay, & Wye € ah Bo See Ny a e: VIA) < eo s i id <4 NAS) ee WEE TELUS a oe 3 ER SC », Rh Ne AL irc by ACT Hat oy Aw OY BB. S\ Se eZ C= & (aCe A RE: ‘eG yy) A SZ: oye PES Se G, BA L767] aN & 1 / in ~ i. . 7 . . / - aS 5x ADAMS & HART, 12 West Bridge Street, Grand Rapids, Mich. 5s SIS SSSA ° | Don’t you want to know more about our up-to-date store lighting? Wouldn't your customers like a bet- ter light for their homes? If so just address a card to us giving your name and address and let us tell you all about the “Ann Arbor” lighting system and the “Ann Arbor” Lamps. Try “Ann Arbor’ mantles. They are the cheapest and the best. “Ann Arbor” No. 32 special gasoline mantle $1.25 per dozen. The Superior Manufacturing Co. Ann Arbor, Mich. 107 2nd Street The Hit of the Season SELLS ON SIGHT The Schaefer Handy Box Fruit Jar Rubber Investment Better than a 5% Gold Bond with the fk Grand Rapids, Michi | rand Rapids, Michigan ieir trade by selling these rubbers. Packed one OX, 5 ross in a carton, 20 cartons inacase. Retails at 10c per dozen, and it’s all ac > rr , . 2 ~ : . . : . I,100 Cases per day ° or sale by first class jobbers. Price and sample on application. If your ; Joes not handle the Schaefer Handy Box Rubber write direct to the manufacturer. 2 W. H. Schaefer, 770-772 Spitzer Building, Toledo, Ohio Prospectus containing full particulars sent free of charge. ee ee ee Address secretary of the company + Sunlight A shining.success. No other Flour so Charles Fr. Bacon good for both bread and pastry. 18 Houseman Block Grand Rapids, Mich. Walsh-DeRoo Milling Zo. < Holland, Michigan he sain tetas ~ : The rubber that sells and seals; extra heavy and extra good. Your fruit will be preserved if Capacity of factories you use this rubber. Dealers can increase thei i li I t i Oe Ne em, mm Nem em, em Ne re ee ee. wn a. On OS ST Vy poten pone 0 Twentieth Year GRAND RAPIDS, WEDNESDAY, MARCH 18, 1903. Number 1017 MONEY IMPORTANT FEATURES. The Grair. Market. Wheat, contrary to general expecta- The large plate glass front door bore the sign, ‘‘Grocery Store, Walk in.’’ On 3. Annual Smoker. tions, has been weak during the pastjarriving the guests, receiving no re- Earns Mone Quickl = aoe eee eed week, springlike weather baving had a/sponse from the doorbell, walked in y y é the a P- depressing effect. Argentine shipments, |and were confronted by a large hand if invested in our propositions. Best out af cs gaara pies = ee os 7 ee ne a Ho a »| 8. Editorial. duced prices, had their effect also. The |the dressing rooms, they were met by safe, sure, profitable for large dividend. tb Editorial. general situation as regards stocks on / the hostess and host, who greeted them For complete particulars and our list i. eye hand was in favor of a steady market, | as perfect strangers and invited them to ADDRESS 13. Not the Great Things. especially as the Government report|the front parlors. The guests were 14, Clerks’ Corner. as to the amount in farmers’ hands |attired in the regulation clerk costume— Chas. E. Temple & Co. 16, sar made only 164,coo,coo bushels, against |the ladies in white aprons and sleeves, 625 Mich. Trust Bldg. ey a ae 174,000,000 bushels at this time last|and the gentlemen in white caps and Grand Rapids, Mich. 26. The Case of Kate. year. This was considered in favor of|sleeves, with pencil and order books. - bs — the long interest, but all this had no| The gentlemen secured their compan- eT 00990000 a ae eid Gens, effect as to holding up the market. Thejion for dinner by finding the fair pos- 3 IF YOU HAVE MONEY $4, The Wik to Pred Cestousers. visible showed only a decrease of 681,- | sessor of the other half of the card given * 36, Butter and Eggs. oco bushels, where over 1,000,000 bush-|them cn which was printed the comple- . and would like to have it 38. The New York Market. els had been expected. However, the |/tion of the word of which they had the 3 cea eee $ a aden amount on passage decreased 1,600,000 | first half. For instance, catsup was di- @ that will be guaranteed to @ 42. Drugs and Chemicals. bushels and foreign prices were steady, vided into ‘‘cat’’ and ‘‘sup.’’ The z i ae @|43. Drag Price Current. but as the weak feeling on this side|large dining room was divested of its @ Will pay your money back 44. Grocery Price Current. seems to prevail, we may see a little | furnishings, except the sideboard and 3 at end of year if you de- 45. Goecmy Baten Gaavens. further depression in the price of wheat, | table and a few fruit pictures, and the wil gk 46. Grocery Price Current. ft ‘ “ E oe 3 47. Sale In Bulk. especially _in futures. May wheat is walls” were hung with bright posters o Martin V. Barker 73%c, against 74%c last week. Cash|descriptive of the relative merits of $ Battle Creek, Michigan Ta i winter wheat is off 1c from a week ago. | some special brand of goods and fifteen 7. at alas Corn has slumped _fully 2%%c per signs such as, ‘‘Ask to See our Blind seeesee bushel for May. This, of course, 1%] Kobmes,”" “Try Our Cracker Jack,”* owing to the poor quality coming in. |‘‘Hot Lunch Served in One Minute,’’ Noble, Moss & Co. Investment Securities Bonds netting 3, 4, 5 and 6 per cent. Who are Douglas, Lacey & Company? Exports in corn have been large, but, witb over 1,000,000,000 bushels back in farmers’ hands it is bard to elevate prices. Conditions favor lower prices and probably May will go to 4oc per ‘*Your Credit is Good,’’ ‘‘We Furnish You Table Free,*’ etc. The dining table was decorated with a pyramid of fancy groceries, and the guests found their places by locating the article at Government Municipal bushel. However, this is the opinion|each plate named on their cards. Ten Railroad Traction of the short sellers. There is not much | games of flinch were played, the favors : Corporation trading in the corn pit. This is to he|consisting of cans of canned goods for Se ee Members Detroit Stock Exchange and are prepared to handle local stocks of all kinds, listed and unlisted. 808 Union Trust Building, Detroit Commercial Credit Co., tte. Widdicomb Building, Grand Rapids It Will Pay You to Investigate Them and Their Plans Exchange of stocks.—Whenever any company for which we aet as Fiscal Agents proves by intelligent development to be unworthy of further expenditure of money, we immediately call in the stock outstanding among our cus- tomers and issue in exchange, from the trust fund, the stock of some company that has pro- ven to be successful, on a basis of absolute protection for the amount invested. expected on account of the poor quality, and as warm weather is coming on, it is likely to make the corn in the elevators heat, so buyers are not anxious to pur- chase except for immediate use, and are not inclined to invest for holding. Oats, likewise, are rather shaky and, while they are good, they are not favor- ably looked upon at the present pinnacle prices, Rye is dormant, offering at 2c less than a week ago. At the present out- the ladies and bags of salt, flour, etc., for the gentlemen. After the games, the guests were invited to the dining room, where ensued a contest in pack- age tying by the gentlemen and the naming of several articles by the ladies, to decide upon the fitness of the appli- cant for the position. On the table were also placed about 150 samples of canned goods, soaps, syrups, etc., and after the host and hostess had selected the most proficient lady and gentleman for clerks, Detroit rae.) House Block, Detroit Dividends Penne Any company — look there is not much inducement to they eicine aaiaall to give ein ealidtision: ol , entering the dividend list will continue as a urchase rye to hold, as prices will be 7 i i ty Good but slow debtors oe permanent dividend payer, even should there : y i r their skill as clerks by closing out f upon receipt of our direct de- be periods Ww hen the property should be unpro ower i full the sample lot of goods. Suffice to say, 4 - ; ductive; and it would only cease to pay regular Beans are also easier by ully 5C perithe gocds disappeared very rapidly, mand letters. Send all other dividends in the event that the ore should give |] bushel. There is not much demand,/and the guests won for themselves the accounts to our offices for collec- tion. William Connor Co. Wholesale Ready-Made Clothing out or the property prove unsuccessful; and in that event the stock outstanding would be taken up in exchange for the stock of some successful company deposited in the trust fund for that purpose. Thus it will be seen that the trust fund is an absolute protection, not only for the principal especially as they are higher than buy- ers are willing to pay. Holders are loath to take lower prices unless compelled to do so and are still looking for an ad- vance, wherein we think they may be mistaken. distinction of being artists in their chosen profession. ee Hides, Pelts, Furs, Tallow and Wool. The state of the hide market does not satisfy the dealer or tanner, Hides are c — but for the permanent dividends as Flour is in fair demand at going too high, poor and scarce and should well. ‘ . . : Men’s, Boys’, Children’s The dividends declared on any stock depos- prices for both local and domestic use be lower on account of euiiny: There ited in the trust fund furnish a reserve to in- and prices are held steady. is a demand for all that are offered at Sole agents for the State of Michigan for the S. F. & A. F. Miller & Co.’s famous line of summer clothing, made in Baltimore, Md., and many other lines Now is the time to buy summer clothing. 28-30 South lonia Street Grand Rapids, Mich. Collection Department R. G. DUN & CO. Mich. Trust Building, Grand Rapids Collection delinquent accounts; cheap, efficient, res ible; direct demand system. Collections 6 everywhere—for every trader. CO, E, MOCRONE, Manager. sure the permanency of the dividends of the earning companies represented, but any com- pany borrowing from the fund for the purpose of paying dividend during any quarter when from any cause they may be short of their reg- ular earnings, must reimburse the fund from their excess earnings in subsequent quarters. Information pertaining to any of our 24 com- panies will be furnished to any one upon his applying to or calling upon Currie & Forsyth 1023 Michigan Trust Bldg., Grand Rapids, Mich. Mill feed shows no signs of shading in price, as the demand is fully equal to the supply. Receipts of grain have been below normal, being as follows: wheat, 43 cars; oats, 15 cars; rye, 5 cars; flour, 2 cars; beans, 1 car; potatoes, 13 cars. Millers are paying joc for No. 2 red wheat. C. G. A. Voigt. oo Oo Grocery Store Party Given By J. George Lehman and Wife. The invitations read as_ follows: ‘Wanted, a lady and gentleman to work in a grocery store. Apply at 88 Mt. Vernon street at 7 o’clock, March 13.’”’ prices which can be agreed upon, with a tendency to decline. Pelts are in light offering at fair values. There is no accumulation. Furs are draggy and command lower prices,awaiting the outcome of the sales in London, which will fix values for the balance of the season. Tallow does not accumulate, while prices hold the same as for the past two weeks, Wool is lower in the Eastern markets and unsettled, There are no movements from the State of any consequence and the little is consigned to be on the mar- ket before the new clip arrives. Wm. T. Hess, 2 MICHIGAN TRADESMAN ANNUAL SMOKER Of the Grand Rapids Retail Meat Dealers’ Association. The annual entertainment of the Grand Rapids Retail Meat Dealers’ As- sociation, which was held at the Bridge Street House Monday evening, was not only well attended, but proved to be one of the most enjoyable affairs ever conducted by that organization. The grand march to the dining room started about 8:30 o'clock, and after all had found places at the tables, Toastmaster Castenholz very gracefully invited all present to drink to the health of the As- sociation, which invitation was accepted with hearty good will. President Eble then made his annual address as follows: It is with a feeling of pleasure and gratitude that I try to state to you the progress made by this Association. As we have quite a lengthy programme, I shall endeavor to explain to you the condition of the Association in the shortest possible time. The Grand Rapids Retai] Meat Deal- ers’ Association was organized a lit- tle over six years ago, with a member- ship of about twenty members, to pro- mote the interest and welfare of the retail meat dealers of Grand Rapids, both in a business and social way. When this Association was first organ- uN G. Ese » President ized it held its meetings from month to month in a hall on Canal street. The committees appointed from time to time have put their best efforts of maintain- ing interest and making the Association a success by providing entertainments, picnics, excursions and social gather- ings, The Association has grown in mem- bership as the years passed by, in the meantime doing very good work, as the early closing movement and the Sunday closing movement and other good ex- amples of advancement, such as up-to- date meat markets, up-to-date fixtures, up-to-date business methods in cleanli- ness and in handling the purest and best grades of goods obtainable. While making such good progress in our work, we have many thanks to offer to our friends and guests here this even- ing, including the representatives of the daily papers of Grand Rapids; and, last but not least, our friends and peacemakers, the officers and members of the Retail Grocers’ Association of Grand Rapids. About a year ago the Executive Committee deemed it prudent and beneficial to acquire better accom- modations for our Association and, through the kindness of the Board of Trade, succeeded in having access to their rooms, which we now think was a move in the right direction, as it brought us closer in touch with their organiza- tion. Our membership has grown, to the present time,to seventy members in good standing. In the year just passed we have been trying to promote the half holiday movement and to dispense witb one telephone. As these movements are just new and it takes time to bring them about, we have met with but par- tial success, but shall be as persistent in our work as the Board of Trade is in deepening the waters of the Grand. Sam Brice sang two or three comic songs, with banjo and mouth organ accompaniment, when Levi Pearl made a few complimentary remarks concern- ing the work of the Association, closing with the request that he be elected a member of the organization. Sol. J. Hufford read the following let- Put. HiLser, the absent one ter from Phil Hilber, which was well received. The reading was frequently interrupted with applause. Glendale, Cali., March 9—As I have not heard from my old home city for some time, I now take the liberty to write you a few lines. Since I left Grand Rapids I have often thought of the boys at home—and I have naturally wondered if they still thought of me. I feel rather homesick at times and once or twice I was on the point of com- ing home,but something would always turn up to delay me. However, I hope i. J. Rave, Secretary : see my old home and friends some ay. The weather here is fine—just like June in Michigan. No snow—no frost— flowers growing outside twelve months each year. Here the people have no house plants, They do not need any, as flowers and what we call house plants gtow anywhere and at any time of the year, I tell you, Sol., this is the place to live and enjoy life. For a while I was living in Yuma, near the Mexican line, and I rather liked the ciimate there— better than any place | have seen. Since leaving Grand Rapids I have visited a good many places. In going through Texas I stopped off at San Antonio a few days and, while there, | met a butcher who reminded me of Lou. Katz—a big strapping six-footer, He runs a very swell shop, sells meat in the forenoon only, except Saturdays, and, say, you fellows can take a pointer from him on collections. He just simply makes people pay up. If they are stub- born, he just takes it out of their hide. Of course, I would not recommend this method to butchers under 200 pounds, I also ran across a butcher there who could talk louder and faster than Char- ley Dressler—and he was no Homer Klap, either. Tell John Rauser to keep away from Texas. Nothing doing there in the Sausage line. It is all hot tomalies. Now, if Sam Brice can make _ hot tomalies, tell him there are grand open- ings in Texas. Tell Sam that his dream of ‘‘Creole Belles’’ could be realized here, How I wish Al. Stein was with me here! Al, knows a good thing when he sees it—and you are not as slow as you might be either, Sol. As 1 was going through El Paso | did just as thousands did before me and that is went across the line to Jarez, Mexico. 1 tell you, So.. Hurrorp, Treasurer Sol, that is a safe place to goto, It happened to be ona Sunday and I was just in time to go to church. It was one of those old Mexican churches, built of sun-dried mud brick in 1781—they call them missions—and while standing there, as they have no seats in church, I could not belp but think of Brothers Wertsch, Waltz, Mobhrhardt, Kremer and a lot of the other boys,all of who attend church regularly, Say, Sol., how is my old friend Al- bert Stein getting along? Does he stil! think of raising the price of liver? Ask him what he did with that little iece of hide. He will understand. here were others interested also. I understand that Swift & Co. have a new manager for their Grand Rapids branch house. Where is Larson and who is helping him out now? Peggy ought to have had Larson’s job. There ought to be more Jews in the. butcher business, then the trade would not think so hard of me. So Jobn Eble is President again. Well, Jobn is a good one and the Association makes no mistake in having him at its head. Tell him that the beer down here is not half as good as it is in the North, I suppose Charley Dressler is satisfied now that the Treasurer of the Associa- tion has given bonds and that the sur- plus is drawing interest at the bank, Is et he does not attend the meet- ings believe Frank Burns will be a great horseman some day, if the world lasts long enough. Tell Frank to ~ breed- ing with the Texas steer, He could surely change his luck if he came South. Well, Sol., I must close for this time. Give all the boys my best regards and write me all the news. Sorry I can not be with you. Good-bye, Phil, P. S.—Tell Levi Pearl that if he gets elected City Marshal | will come back. C, S. Grigsby gave a recitation which pleased his audience, after which vol- untary remarks were made by several gentlemen. E. Clinton Adams completed the en- tertainment by giving one of his inim- itable exhibitions, which caused great merriment as well as wonderment. The Butchers’ Quartette, composed of Gotlieb Waltz, Charles Wertsch, Jobn Rauser and Albert Stein, rendered a couple of selections in an effective man- ner, Jas. Castenholz, as toastmaster, and Peter Thiebout, as policemen, dis- charged the duties devolving upon them with excellent discretion and much of the success of the affair was due to their handling of the funny portion of the programme with deftness and good taste. —_—_—-©0-_ Splitting Up the Nickel. ‘“You would be surprised to know the vast number of children among the poorer clases in New Orleans who do not clearly understand the value and function of the nickel,’’ said a store- keeper down town, ‘‘and it all results from the popularity of the quartie sys- tem which has always been so much a part of life in this city. They are the small buyers, who run all kinds of er- rands for the little family to which they belong, ‘‘ Purchases, amounting in individual cases to less than five cents, daily amount in the aggregate to thousands of dollars. It is no small part of the retail traffic of the city. The children split a nickel up into very small pieces, buy- ing a penny’s worth of this and a penny’s worth of that until they leave the store or the market with an armful of little packages which will represent the day's supplies, ‘Sometimes they will spend only a part of the nickel, and will get a ticket, or tickets, or maybe pennies in change. Frequently the purchase will amount to 2% cents, and then they get a paste- board check for the other 2% cents, which is legal tender at the place issu- ing it for its face value, Checks or tickets of this kind are extensively used in this city, and they have added great- ly to the circulation of a sort of crude subsidiary money. ‘*One of those checks is as good as gold at the grocery or market stall where it is issued. It is predicated on and gets its value from a redemption fund, just like Uncle Sam’s money, except that instead of being redeemable in gold or on demand, it is exchangeable at the 8tocery at its face value for any of the things in stock, or good at the vege- table stall at the market place for 2% cents’ worth of anything on hand when it is presented. It is always good for what it calls for on its face.’’—New Orleans Times-Democrat. sto _____ Realized at Last. “‘Why did you insist on getting me an upper berth in the sleeping car?’’ asked the habitually austere lady. ‘‘Well,’’ answered her irrespressible niece, ‘‘you have been expecting for so many years to find somebody under your bed that | thought it might relieve your mind to have all doubts on the subject removed for once,"’ a ot Sncaal a ae Bh an ane nalts er ne aan sm ater oe Se ~ Se a ia we od Oat, Ba een sane settee lll ene es tar. an santo MICHIGAN TRADESMAN 3 © GLALLLLALLLLLLLLAALLALLLAARL RL AA STSSTCCALAAAR Forty years of milling experience combined with the most modern machinery are the prime factors oo Uoiagt Cream-Flakes in a class all by themselves. Every wide awake grocer and jobber sells this delicious breakfast cereal. Uoigt Cereal Food Zo., Limited Grand Rapids, Michigan, U.S. H. Onseonmmnnn SETTSSSTSS CESS STTS © When You're in the City on business or pleasure, don’t forget that we have a line of SHOW CASES that will interest you. We want to see you and We Are Always at Home at the corner of Bartlett and South Ionia streets, two blocks south of Union Depot—handy when you come in, handy when you go out. Come and See Us GRAND RAPIDS FIXTURES CO. THE IMPROVED Perfection Gas Generator PEL .._L Is clearly the leading illuminating machine of to- day as the following letter attests: GRAND RAPIDS, Jan. 13. Replying to your enquiry would say, with the 63 test gasoline we had last week, we could not do a thing with ourlights. It would smoke the mantels and would not burn flat on the generator, as it does with the higher test. I was of the opinion at first it was in the machine, but since we changed and got a higher test, we have had no trouble whatever. With the low test it would take 30 minutes to start our lights. In the barber business you must have the best light there is. We run 9 chairs and 11 baths. We think this is the only light. R. W. LONG. The gasoline is always placed outside the building your machine perfectly safe. We control all territory and solicit all correspondence direct. All business of the late Perfection Lighting Co. is turned over to us. BUTLER & WRAY CO. Grand Rapids, Michigan , thereby making 17 S. Division Street deeded ddd indeed diel Located 17 miles south of Grand Rapids, 4 miles southeast of Moline, in the center of Leighton Township, Allegan County, in the best farming country. church and school near by. General merchandise stock about $1,000, such as farmers need every day. Dwelling and store 20x32, wing 16x20, all 20 feet high, cellar under both with stone wall, washroom and woodshed 10x37, one story. Bank barn 18x48, with annex 12x47, all on stone wall. Feed mill and engine room 18x64, Saw mill 20x64, Engine 25 horse (10x12) ona brick bed, 1 injector, I pump, 42 inch tubular boiler, 40 flues 3 inch to feet long, brick arch half front. Good well; 35 bbl. elevated tank, 45 bbl. Stone feed mill, Kelly duplex cob mill, corn sheller, elevators, automatic section grinder, emery wheels for saw gumming, plow point grinding, etc. We grind feed two days each week (Wednesdays and Saturdays) 6 to 9 tons each day. One 54-inch inserted tooth saw, slab saw, picket saw, log turner, (friction drive), sawdust and slab carriers. Citizens telephone pay station in the store. perty and see the country around it. cistern, Come and look at this pro- Yours respectfully, ELI RUNNELS, Corning, Mich. e AAAAAAAARAARAABANAARAAANAMAAAAAARMIRAAAARAAAAAAAAAS AAMAS AAAAAAMAAANAAAS?BAAAAAHAABAABAARAAARAAN?NRARAAM AABARAAAAAANAAMA RASS Duplicating Order Pads =) 1 'g ht Bros We a maa et Counter Check Books Simplify your work. Avoid mistakes Please your customers, ples and prices gladly submitted. Sam- The Simple Account File Co. 500 Whittlesey St., Fremont, Ohio eon 2 oe AN AWNING Until you get our prices on the Roller Awning, the best aw ee on the No ropes to cut the cloth. Cc ooper market. We make all styles of awnir igs ~ stores and residences. Send for prices and direc- tions for measuring CHAS. A. COYE {1 and 9 Pearl Street Grand Rapids, Michigan Overhead Show Case and Counter Fixture for displaying merchandise. Write for com- plete catalogue of window display fixtures and papier mache forms, also wax figures. WESTERN MANUFACTURING CO., Patent applied for Milwaukee, Wis. 306-308 Broadway. A —F =A MacHiGaz TRADESMAN re ee ae F.C Fanthen he one lies’ N. Y. tea,all kinds, grades es. cal] Visner. both phones Wrought Iron Pipe ndications point to an advance the : If you wist ; to Stock up, do it now Grand Rapids Supply Co. 20 Pearl St., Grand Rapids, Mich. Force of Habit y xcuse for merchants f + a T selling or customers accepting bulk dried fruit which has set around exposed to the foul air and re dirt, which unavoidably pre- SANITARY” Prunes, Peaches, Apricots, Dates put up in I lb. packages clean and pro- air, store dust, lies, etc., go to the consumer > CHOICE FRUIT { UNIFORM IN QUALITY a / ii aan lROORES GE ie Buy of your Jobber Geo. D. Bills & Co. Chicago, Ill. ~CREDITADVICES Soea sae ter aL te 20> Glove-Counter Palmistry. ‘‘Do I believe in palmistry,’’ repeated the glove store salesgirl. ‘‘I do not know much about it. But just let a cus- tomer hold out her hand to be fitted and I can read her main traits of character without ever noticing her face. ‘The woman who extends her hand with the thumb shut in under the fingers is apt to want the best gloves in stock at the cheapest price, and is likely to find some flaw or misfit in the glove after it is on that no one else can see. Reasonable people, with determination of character, unconsciously shut the thumb over the fingers when the hand is folded in repose. ‘‘If a girl puts out her hand to be measured and the fingers bend back- ward a little and are not overtapering at the ends I know that she has a sweet, sunny disposition and is considerate of others. ‘Customers with fingers more square than tapering are sure to thank you for your services after you have fitted them, and will generally make some comment pleasant to hear. They have good taste, as a rule, and do not select ultra-fash- ionable shades and styles. ‘‘The woman with fine-tapering fing- ers has good taste, too. But she is for- mal and seldom considerate. I never expect such a one to thank me for hav- ing tried to please her, And she sel- dom does, taking it as a matter of course, 1 suppose, that a salesperson’s duty is to please and that she is paid to do 80, ‘From looking at a customer’s hand 1 can tell whether she will want her gloves to draw on and off easily or try to wear them so tight that she could hardly turn a door knob, lift her skirts, or otherwise use her hands witb them on. Fewer women want their street gloves tight now than used to be the case. But a good many still persist in wearing their evening and full-dress gloves a quarter size smaller than they should be.’’ —___~> +. The Doll Season. ‘‘It is a curious fact,’’ said a well- known doll expert, ‘‘that low prices for wool makes doll prices high, while when wool brings a high price dolls are cheaper. We watch the wool market closely, and when prices are high place heavy orders for dolls in the European markets. When wool is advancing more sheep are raised, and the skins are therefore more plentiful. Of late years we have been having a great deal of trouble with kid dolls, the leather being of an inferior quality. This year, however, we will have better dolls at popular prices than ever before. The skins are coming from Australia, and being tanned in Germany and England, ‘‘There is a new patented process by means of which the eyelashes on the cheaper grades of dolls are made of real hair instead of silk. These make a very handsome appearance, and are to be found on dolls ranging in price from fifty cents upwards. ‘‘There is a new celluloid head, having a bisque finisb, which more nearly approaches the old wax dol! in appearance than anything heretofore produced. Wax dolis were never satis- {actory in this climate. They are very susceptible to sudden changes of tem- perature, and show every finger mark, England, by the way, is the only coun- try where there is now any sale for wax dolls. The even climate makes it possible to carry them in stock without serious loss. ‘*This will certainly be a great year for dolls. Models have been much im- proved, better goods can be procured at the same prices, and in fact everything points to a tremendous demand."’ +> 6. Nottingham Lace Trade. Fashions are greatly in favor of lace, particularly cotton laces, insertions and galloons for the home trade, the nearer continental markets, and for certain ex- port branches, says the United States Consul at Nottingham. The demand includes a larger proportion than usual of the higher qualities of goods. There was probably never a time when the varieties were so extensive and the qualities so rich. There is a large out- put of lace curtains and kindred fabrics, but the demand scarcely equals the great supply. New designs are being pre- pared by manufacturers of certain lines, especially aprons, children’s frocks, blouses and collarettes, which form an increasingly important branch of the lo- cal trade. The long-depressed em- broidery branch does not improve, and the demand is insufficient to keep the machinery well employed or to encour- age the production of novelties. The silk lace branches languish, and the output has of late been considerably re- duced. Fashions are unfavorable to them and, besides, French manufactur- ers are taking the bulk of the trade. The large business in fancy articles and the further anticipated expansion in- duce the preparation of many novelties, which are now in progress. On the whole, production is now fairly abreast with the demand; prices show no quotable change. Extensive preparations are being made for next season. —-_» +> A technicality is something that helps the wrong to defeat the right. Are You Interested In Ladies’ Wrappers? We manufacture them exclusively and we make them right. The pat- terns are selected especially for wrappers. We buy no “jobs.” They fit. They are large enough in the skirt, through the hips and in the sleeves. They are carefully made. These are a few of our styles: ¢ y , i . . . EG s No. 5. Red. Solid reds in stripes and figures, plain yoke. Good percales. A splendid seller Price $9.00 per dozen. No. 57. Handsome stripes and figures in reds, blacks and blues. Good quality percales, nicely trimmed. Price $10.50 per dozen. No. 44. Light and dark colored percales, assorted. Made full size, and trimmed. Splendid value. Price $7.50 per dozen. No. 56. Solid colors in blacks, grays, indigo or lightblues. Stripes and figures in each color. In or- dering specify color. $9.00 dozen. No. 58 Extra quality percale. Well made, handsomely trimmed. Assorted colors in stripes and figures. Price $12.00 per dozen. EB. Same goods as No. 56 Made with square yoke and sold in assorted colors, reds, blues and blacks. Price $9.00 per dozen. Lowell Manufacturing Co., 87, 89, 91 Campau Street, Grand Rapids, Michigan id an iho 12 MICHIGAN TRADESMAN Livening Up? One of the best things that can be said of a merchant in an ordinary sized town is that he is public spirited—that he is always interested in building up and improving the place, inal! possibile ways. In a big city, this can not count for much, simply because a big city is too vast a concern for the work or influence of any one man to be prominent. In the small town, there is an opportunity for leadership, and in most towns there is need of it. Most American towns and villages are willing to do things for the general bet- terment, if they know what to do. But the mags of the public is inert and neg- ative. It awaits suggestion, lies dor- mant until some one with force and originality and real initiative starts it in motion. There are many things that can be done to make a town more attractive, more comfortable, more healthful, beau- tiful, useful—to make it in every way a better place to live in. There is one thing very certain: a place where the citizens al! wait for ‘‘the town’? to make improvements and to keep things in order wil! never be clean and wil! never be improved fast enough to keep up with the need of repairs. A town where people will walk around and over garbage while they wait for the ‘*town collector’’ to come around, in- stead of going after that garbage them- selves and disposing of it, will never be anything but an il! kept, ill smelling place. The thing to do is to awaken people to the necessity of individual work, The best list of possibilities the Tradesman has ever seen was one Circu- lated by the Civic Improvement League which asked for volunteer workers in the following lines: Abatement of smoke nuisance. Arbor day celebration. Billboard regulation. Care of vacant lots, Care of railroad and traction rights- of-way in city and country. Care of streets and alleys. Cleansing and beautifying public buildings and schoo! houses. Children’s Improvement Association. Civic improvement reading course. Free public baths, Good roads and good streets. Garbage. Improvement of city water front. Improvement of rear yards. Junior Civic League. Lectures on nature and outdoor topics. Legislation. Municipal architecture. Marking historical buildings and lo- calities. New members of the league. Open-air concerts. Open-air picnic grounds, Preservation of groves and natural features. Parks. Public lavatories and closets. Public gymnasiums, Planting about factories. Proper naming of streets and roads. Public sanitation, Private parks. Prize awards for home planting, Popular instruction in landscape gar- dening. Removal of unsightly fences. Street, road and riverside planting. Suppression of noise, Suitable groupings of public build- ings. School gardens. School yard planting. The ‘‘city gateway’’—railway sta- tion and grounds. Tree planting on streets. Town or neighborhood lectures. Vine planting. Waste-paper boxes. Tbere is certainly a variety of im- portant municipal matters in which every citizen should be interested. Now, can’t you ‘‘start something’’ in the line of such work in your town? Don’t try to start everything at once, but take up a few of the things that your town needs most and get people inter- ested. Talk up the subjects. Keep rigbt on talking, until they say you are a regular crank on the topic. It takes an enthusiast to start anything in this world. Stir up the newspapers. Write out your ideas in good shape, and they will be glad to print what you write, or talk it to an intelligent newspaper man and let him write it. Be sure, however, that he gets it right. Transferrence of thought, even by the aid of speech, is not always easy. It depends on both sender and receiver. Get such work started, and then fol- low up with other suggestions. Get the town interested, and everybody wil! belp. You know what your own town needs. A merchant, ora firm, that takes up this matter can get a vast amount of favorable publicity out of it, can benefit the town and benefit their own trade. ———_—~> 0 -- -— Care of Overcoats. A merchant tailor, in talking to a customer about the care of an overcoat, said: ‘‘Men in general do not take good care of their clothing. Whena new overcoat comes home, the owner tugs it off anyhow, and wears it flap- ping open. Every new coat should be carefully moulded, by the wearer, into the shape cf his every-day figure. He should get his shoulders weil into it, and in order to arrive at that result, he should have assistance on at least the first six occasions on which he wears the gar- ment. The coat should be carefully but- toned downward, but the reverse is so often the case. For at least one bour, each of the first six days of use,the coat should be kept buttoned. It will then adjust itself to the peculiarities of the figure.’’ The above advice is very sensible, and it would not be a bad plan to have it printed on a card and distributed to customers in clothing stores and clothing departments a oe Points to Remember. No man shculd become a merchant un- less he is willing to put in the best years of his life in trade. Because some men think they can go into merchandising for a few years, clean up a fortune, and then quit, ex- plains some of the mercantile failures that we read about every week. To successfully conduct a general store to-day requires careful and con- stant attention, and no man can devote his best energy to any work that he does not like. It is an old saying among sailors that there is work to be done ali of the time onashbip. That is as true of a store— something to be done every moment of the day and part of the night if the hours of rest can be devoted to it. —_—_——~> 0. All the world advertises an advertiser. * Neen eee About “Bright Spots” “The Best or Nothing.” It will be a sunny day when you put Bright Spot Mantles on your counter. Our display box with a dozen mantles is irresistible. The Bright Spot Mantles sell on sight—because they are so bright—they don't shake to pieces either, with every jar. They outwear three ordinary mantles Every customer of Bright Spots is a stayer—they always come back for more. There is a good deal in that. We handle all kinds of Welsbach supplies. Whatever you need write Workman & Company, 93 Pearl Street, Grand Rapids, Michigan Wholesale Dealers in Heating and Lighting Supplies, Iron Pipes, Brass Goods, Valves, Fittings, Etc. Pan-American Exposition absolute PURITY of LOWNEY’S COCOA . product; no “treatment”? with alkalis or h, ground cocoa shells, or coloring matter; the CHOICEST Cocoa Beans. A quick jal née'sea GOLD MEDAL The full avor, the deli Put th tive 14 x ¢ da PROFIT maker for dealer WALTER M. LOWNEY COMPANY, 447 Commercial St., Boston, Mass. Housecleanin iiss g P| eRTaee Ey gfe ae The spring house, store and office eres TA BRIG building cleaning season is now with I ae | us, and all retailers will find a good de- a REM —2— ss gl ee ee his is acombination cleaner that wi WSC LEAN ER clean all varnished and painted wood- me Ze CLeaANs EVERYTHING. work and metals, as well as cloth fab- wr RG TRADE MARK rics, Carpets, rugs, lace curtains, etc. tis acleaner and polisher superior to any and all others now on the market. It is cheaper and will do more work than any and all other cleaners. A quart can that i! x , will cl n tnrt ‘ te ms 1 ° . retails for 25 cents will clean forty yards of carpet. All retail merchants will find it to their interest to put a case of each size of these goods in stock, The free samples and circulars packed in each case, if passed out toac- ll make RE friends. ® . jobbers. 58 WEST CONGRESS ST. DETROIT, MICH. ene Ga eagoee nena Re Rrra ee ea ta hat meneame a MICHIGAN TRADESMAN 13 NOT THE GREAT THINGS Which Usually Cause Success to Come Our Way. Written for the Tradesman. We hear ministers, lecturers and writ- ers discussing the value of small things in everyday life. They claim it is not the great things we do that cause suc- cess to come our way, but rather the little, trifling things that are tended to with accuracy and exactness. While the eye of the multitude is fixed on the big achievements of the successful, we are apt to forget that it was the training gained while attending to duties of minor importance that made it possible for the successful man to grasp the op- portunities for doing great things. But this line of thought seems to have passed the buyers of many mercantile establishments by without making even the slightest impression. They many times forget that a little thing that they have paid no attention to may lose them valuable customers. They buy goods with a view to supplying the demand for bulky articles, but the little odds and ends that go to make up a complete stock of goods are sadly neglected, and as a result many shoppers are disap- pointed. Let me give a few illustrations con- cerning this matter, not theoretical, but actual facts that have come to my no- tice recently. Not long ago a lady went into a dry goods establishment that ad- vertised to keep everything under the sun that is in any way connected with this line of business. She had previously purchased clcth for a waist and desired on this occasion to buy some smail white cord to use in its makeup. But no such thing could be found inthe store. There was black cord, blue cord and cord of every other hue, but after hunting through the store from top to bottom the saleslady was unable to find the desired atticle. The lady went to another store, with the same result. Now what was the result? She was angry, for she knew that common white cord was being used all over the country in dressmaking establishments. She knew that these stores should keep it in stock. It was impossible to proceed further with the making of the waist until she bad sent to a nearby city by a friend to secure what she wanted, This was a trivial affair. In regard to dollars and cents these stores did not lose much at the time, but the lady now has a bad opinion of the establishments and has acquired the habit of going to the city to do her trading. And now for another illustration. I know a young man who had been troubled a great deal by having his neckties creep up around his collars. Probably the majority of the readers of the Tradesman know what a delightful sensation steals over a man when he is attending a social function and dis- covers that everybody is looking in his direction because his tie is making a tremendous effort to climb to his ears. Well, the young man in question was going to attend a party. All the clean collars he had were standups. He put one on and resolved to stop at his cloth- ing store on his way through town and purchase some sort of thing to hold down his tie. But what was his con- sternation to find tbat the clerk had never heard of any suchathing. He tried another store. The clerk had heard that such things were made, but blandly informed the young man that they were too small to bother with. Here’s result number two. The wrathy young man sent to Chicago the very next day for a mail order catalogue and has been buying a considerable amount of his furnishinsg in the windy city ever since. He has formed a habit that is growing on him. Where for- merly he spent all his money at home, now about a third goes across the Lake, and who is to blame? Even a blind man can see without much trouble. Another young man desired to pur- chase an ascot tie. He knew they were always stylish and he desired to appear well. But when he called at his cloth- ing store he was informed that they had never kept such styles instock. There- upon he went to the city and found what he wanted. While there he laid ina supply of shirts, collars, etc. The local merchant lost on this deal more than the value of a singie sale. Other young men wanted ties similar to the one worn by this young man. He told them that he purchased it in the city, and they, too, went away from home to do their trad- ing. And to cap the climax, the man- ager of the clothing department in this store also went to the city and purchased an ascot. Does this store keep ascots in stock now? ‘Hardly. You couldn't buy one there if you had a million dol- lars, notwithstanding the fact that the head salesman stands behind the coun- ter day by day wearing the very thing that he refuses to place instock. Rather a strange proceeding, don’t you think? Perhaps readers of the Tradesman will smile when they read this and say to themselves that I have been stretch- ing the truth. But every statement here- in made is absolutely true from begin- ning to end. I could name many more such occurrences that have come under my notice. I can take the reader into stores where the clerks wil! tell you con- fidently that they haven't what you want, that they probably never will have and that if you want to be real up-to-date in your wearing apparel you should goto some other place. At the same time the stores advertise to be the headquarters of all people who want the best, the lat- est goods out and the lowest possible prices. Any man _ of average inteiligence knows that it does no store any good to have people telling their friends that it is a place of last resort in shopping. If they fail to find what they want two or three times, they will soon consider that there is nothing in the store fit to pur- chase. It is easy to lose friends, but it takes effort and lots of it to keep them, in the mercantile trade. Ifa store ad- vertises to keep all that a person can desire it should be the aim of that store to try to live up to its assertions. It should be the policy of the buyers to see to it that customers are satisfied in regard to the little things as well as the greater ones. It is all well enough to announce in the column of a newspaper that you buy your goods in carlots and can thereby save the people money on their purchases. But when a shopper discovers that you do not handle small things of everyday use the underpinning bas been knocked from beneath the ad- vertising. When a person wants a thing he wants it bad. And when he finds that he can not get it be wants it more than ever. Somewhere this want can be supplied. Depend upon it, that no matter how trivial the want, there is somebody looking for this person, It may be that it is some big mail order house or some big department store. NK, matters not. When somebody else sup- plies this want of your customer your hold is weakened. And when the sec- ond want is supplied it is dollars to doughnuts that the otber fellow is on top. Therefore, it will be seen that a thing in the mercantile trade can hardly be so small that looking after it will not be time well spent. Raymond H. Merrill. WR Advertising is business and needs no disguise, yet there are ways of gilding its protuberances that sometimes appease the squeamish, and the squeamish, like the poor, are always with us and in evi- dence. C. C. Wormer Machinery Co. Contracting Engineers and Machinery Dealers Complete > plants designed and erected. Estimates cheerfully furnished. Let us figure with you. Bargains in second-hand engines, boilers, pumps, air compressors and heavy machinery. Complete stock new and second-hand iron and brass and wood working ma- chinery. >. 2. The highest art in advertisement writ- ing is persuasiveness. One may please, instruct and entertain and still be short of the fulfillment of that highest desider- atum, the ability to attract trade. The man who thinks he has his busi- ness to a point where it ‘‘runs itself’’ is living in a fool's paradise. A business left to run itself can reach but one end, and that is, the ground. Large Stock of New Machinery DETROIT, MICHIGAN Foot of Cass St. Decline in Price For 1903. Tanglefoot Sticky Fly Paper Will be sold to the retail trade at $2 80 per case (250 double sheets). This increases the retailers’ profit to over 120°. Last year it was 95 per cent. Quality better than ever. > The Test That Tells the superiority of Diamond Crystal Salt, is the test given the dairy products at the various butter and cheese- makers’ conventions. No better illustrations of the exceedingly high quality of ‘‘the Salt that’s ALL Salt’? could be offered than the rec- ords of these tests. At the last Nation- al Creamery Buttermakers’ Conven- tion, Milwaukee, in October; at the last Michigan Dairymen’s Convention; at the recent Minnesota Buttermakers’ Convention and the Minnesota Dairy- men’s Convention; at the Illinois Dairymen’s Convention, and at the Wisconsin Cheesemakers’ Convention, butter or cheese, salted with Diamond Crystal Salt, was awarded the highest prizes. There’s a good reason for this; and the same good reason that wins prizes for the butter maker, will win trade for the grocer who sells Diamond Crystal Salt—it’s the merit of the salt. For more reasons why you should sell ‘the Salt that’s ALL Salt,’’ write to DIAMOND CRYSTAL SALT COMPANY, St. Clair, Mich. 14 MICHIGAN TRADESMAN — Not the Creature of His Surroundings. Written for the Tradesman. March, fitful and wayward and always disagreeable, got out of the wrong side of the bed that morning and proceeded at once to business. He blackened the sun and he angered the wind, and into the rain and sleet that he managed to send out he placed a chill that crept into men’s marrow and made them as bad as the weather that everybody was swear- ing at. Men who had to be out crawled as far as they could into their upturned coat collars and growled back at the hu- manity that presumed to speak to them. Women, veiled and muffled from the cold, burried along the streets as_ silent as ghosts and as fast as the insulting wind would let them and the boyhood let loose made the most of its chances to get even with the maturity abroad, with whom it has a constant feud. It was under these distressing circum- stances that Max Welton heard the voice at the foot of the stairs say with a touch of touchiness in its tones, ‘‘Max Wel- ton, this is the third time I’ve called you and if you expect to get to the store in time you must get right straight up. I shan’t call you again.’”’ The boy was not an angel nor had he the faintest desire to stand with that choir of heavenly minstrelsy and his first impulse was to throw down the stairs a reply appropriate to the time and the occasion; but the youthful Max bad never been without a warm place in his heart for hie mother and witha voice as cheery as the sunshine at that moment exulting on the other side of the clouds he called back, ‘‘All right, mother. Pour my coffee and I’il be drinking it before you’ve cracked your eggs. ‘It’s no wonder she’s cross this morn- ing,’ he said as the raw air seized him when he threw back the covers. ‘‘It’s going to be a day for kicks and slaps and no end of fauit finding. When mother feels it, the best of the world is sure to get on its high heels; and it's going to be a good time for me to see if I can’t get the better of my surround- ings. I'll begin this day right here. Max, my young one, keep your eyes wide open this sturmy day and see how many scraps you || keep out of by not losing your temper. Above ail things don't you answer back—that’s your pet sin, you know. Better change your ring to keep it in remembrance,’’ and with the changing of that article of re- gard and adornment he came into the little dining room. Of course there was a frown on the dear, motherly face. It wasn’t right for the breakfast to be spoiling after she had been so long in preparing it that detestable morning, with the wind shaking the blinds and the doors and the clouds darkening the room and making it to her home-seeing eyes the head center of domestic discomfort. So she stood at her chair ready to ‘‘say things,’* but before she could begin up went her little trim body into the robust nineteen-year-old’s stout arms and the sweet mouth now on a level with his was kissed before it hada chance to say a word of further reproof. : ‘*I won't do it again, mother, I won't do it again! I didn’t mean to do it now, but the night was a wild one and— and—I guess I didn't hear you the first time you called! M—m! How good your coffee smells. It isn’t every fel- low that has such a breakfast as this to sit down to in the morning with a little mother cheery in blue ribbon, one knot in ber hair and another at her throat. Guess I shall have to kiss you again!"’ and he did and when he got through she didn’t care how often he came down late provided it didn’t “get him into trouble at the store. There was not any gloom in that din- ing room after that and with the only sunshine on his face that the morning had seen he went whistling the ragged- est kind of ragtime through the gate that slammed snappishly behind him. Old Erosh, who stood at the corner waiting for the street car with the cor- ners of his mouth pulled down even with bis chin, scowled at the noise at first, but as the musician drew near with his smiling face and stopped the ‘‘noise’’ long enough to put out his band for a shake, somehow the mouth corners were lifted a little and the boy’s brightness managed in some way to lighten the frown. ‘‘That was good,’’ the whistler thought as he passed on. ‘‘I hope I can do as much for the other fellows at the store. On such days it does seem as if Langley couldn't be got along with without pounding and | don’t know but a little muscular violence is the best thing for him. Still a man at the head of a concern like that has trials the rest of us know nothing about, and I guess after all the best way is not to trouble him and if he bristles—er—when he bristles up—not to notice it and above all things not to answer back, That seems to put the Old Harry into most men in the shortest time of anything I know of. I don’t care for it’’—the I was in a very large Italic—‘*but it does stir me up when he bears down on Susie Johnson. She’s so little and so frail and so afraid of him that—well, I just hope he will let her alone and if he does not, by thunder, I will lick him! There I go! That is a mighty pretty temper to be in when I get to the store ;’’ and to change the atmosphere he struck up his liveliest tune on the highest key and whistled himself into the best of humor long before the store was in sight. He found things there just as he ex- pected. Langley’s face was blacker than a thunder cloud and he had already polished off two or three of the boys and was ready for Max the minute he opened the door. ‘*The weather does not seem_ to dampen your spirits, Miss Macy,’’ he said to that rather sharp-featured old maid, who took care of the books and who at that instant was looking at him through the pay window. ‘‘You never locked prettier in your life than you do this minute framed by your window. Hold me, somebody, lest Romeo shall be clambering into his Juliet’s win- dow !’’ ‘*Goose!"’ murmured the not over- fair Juliet; but she laughed and the rest laughed, the first sound of merriment the office had heard that morning and a sound that thunder-bearing Langley came at once to see about. ‘Good morning, Mr. Langley, you ought.to have seen old Erosh this morn- ing. I saw him on the street corner waiting for a car and I struck up my liveliest ragtime. By the time I got up to him be was ready ‘to knock me down. He looked as if he had a job of souring milk on his hands and had got to settle right down to business. I made believe not to notice that and made the old reprobate shake hands with me and, if you will believe it, 1 left him laugh- ing ~that is, as much as old Erosh can laugh. Which corner of his mouth is it A New Customer Says | | “Lily White flour moves very well. Everyone , who uses it takes the pains to come and tell me | what good bread it makes.” | If you sell Lily White you'll have the same ex- | perience and it is much more pleasant and profit- able than to have customers coming back to find i Lily White ‘‘The flour the best cooks use” A A ani Is the kind that brings customers back to buy more and anything that will do this is a good thing ‘ to handle on general principles. Some firms spend a great deal of money just to get people into the store. Valley City Milling Co. Grand Rapids, Mich. ea eee tne | | fie BAKERS’ . OVENS All sizes to suit the needs of any grocer. Do your own baking and make the double profit. Hubbard Portable Oven Co. 182 BELDEN AVENUE, CHICAGO | KEEP YOUR NAME U . by using Eelskin Weatherproof Signs _ These signs are 6x 18 inches, printed on heavy cardboard, in permanent gloss inks, and coated both sides with parafine wax. 108 Designs in Stock. Send for catalogue and sample. The Walker Lithographing & Printing Co. Dayton, Ohio. ea that goes down first when his fits come on him?"’ The question was not asked for an answer and it received none. There was first a glare from two frowning eyes at the youthful presumption before him and then, wondering at the innocence that could not see the danger it was trifling with, like old Erosh, whom Langley thoroughly hated, the thunder cloud lost something of its blackness and the atmosphere of the store like, that of the home the young fellow had left, grew ligbter, and nine o'clock found everybody inside indifferent to the state of the weather and doing his best to counteract the baneful influence of that raw March day. Tc no one inside was the change in the air more grateful than to little Susie Johnson and to no one was the cause of the change more certain than it was to ber. More than once had the gloom been banished by this same all-power- ful sun and the little blossom that feared the tempest never looked up with more grateful eyes to the sunsbine than hers did wben Max Welton came into the store that morning. She did not see him, but she knew he was there, exact- ly as she knew by its overwhelming presence the baneful influence of Lang- ley in bis worst moods, Nor was the sunshine in this instance unconscious of its influence, nor was it unwilling to exert it. It brightened every corner of the little department that the blossom blessed. It kissed the petals and the leaves and warmed the soil and the atmosphere and then,one day when June had come and all the world was glad, the flower was transplanted into the lit- tle home garden where there was no more gloom and a kindred spirit reigned that was not the creature of its sur- roundings, but was instead so thorough- ly the ruler of circumstances that it could and did bring light from dark- ness and sunshine from storm and good from evil. Richard Malcolm Strong. seo —- Libel On Women’s Financial Acumen. A woman boarded a street car the other day, tendered the conductor a five- dollar bill and received in change four silver dollars and a handful of small change. She looked at the silver, then cast a reproachful glance at the con- ductor, who was making his way toward the door. After handling the money for some time longer and giving expression to her views on the inconvenience of the silver, she turned around to the passen- ger sitting next to her—a well-dressed man, reading a newspaper—and said: ‘‘Would you mind kindly giving me bills for these silver dollars?’’ ‘‘Not at all, madam,’’ replied the man, taking a roll of bills from his pocket and handing her four single dol- lar bills, which she folded up and put away in her pocketbook. She was still jingling the small change in her hand, and as the conductor passed she asked: ‘*Conductor, will you let me have a dollar bill for this change?’’ ‘*Certainly,’’ said the conductor, tak- ing a bill from his pocket and handing it to her, in return for which she handed him tbe ninety-five cents. ‘*Beg pardon, but there’s only ninety- five cents here,’’ be said, as he counted over the change. ‘*Yes, you know I gave you five cents before,’’ was her rejoinder. ‘*That’s all right, but I need five cents more to make up the dollar,’’ insisted the conductor. MICHIGAN TRADESMAN 15 ‘“‘Don’t you see,’’ persisted the woman, ‘‘the ninety-five cents and the five I gave you before make one dol- lar?’? ‘‘That nickel you gave me for your fare, madam,’’ said the conductor. ‘‘Yes, and that with what I’ve given you now makes up the dollar,’’ insisted the woman. Emptying the change in her lap and picking up his dollar, the conductor went forward to collect other fares. Turning to the obliging passenger next to her again, she said: **1 don’t like to trouble you too much, but could you give me $1 for this change?’’ ‘‘With pleasure, madam,’’ he said, as he laid down his paper and took out his roll of bills for the second time. He was well aware of the fact that he was a nickel short, as were the other passengers, who had been watching the proceedings with a good deal of interest and amusement. After the bill had been neatly folded up and put away in the woman's pocktbook and he had re- sumed reading his paper, it looked fora few moments as if the incident had come to a close; but such was not the case. Suddenly turning around to the man again the woman broke out with: ‘‘Oh, I owe you five cents. ’’ ‘*That’s all right, madam,’’ replied the man, looking up from his paper. ‘‘No, but I must pay you.’’ ‘*It’ll do some other time,’’ he said, evidently tired of going through the process of making change. ‘*Oh, no, I'll pay you now,’’ she in- sisted, taking out ber pocketbook and looking all through it fora nickel. ‘‘I haven't five cents in change, but if you give me the ninety-five cents I’ll give you the $1,’ At that moment the man noticed that the car had stopped at his corner, and he made a rush for the door, his brain in a whirl and trying to make out whether it was he or the woman that was crazy, or whether the conductor or all three were prospective patients for a lunatic asylum. ee a An Odd Sea Anemone. Most varieties of sea anemones attach to rocks or spiles or other hard sub- stances, but there are some that make their home in sand, in which they can bury themselves completely,or above the surface of which they can as readily rise. Such sea anemones are found at some places along the Long Island shore of the sound. Extended, these sea anemones may be seven or eight inches in length, or more; collapsed, they settle down so that their tentacled upper disk is flush with the surface of the sand or mud in which they bury themselves, or it may be drawn down a little below it, making a little depression, a veritable trap for any small living creature that might chance to wander that way. Or for its own protection this sea anemone can settle down into its hole farther still, so tbat the sand will tumble in on it or wash over it. Said a fisherman who was telling of this sea anemone’s characteristics: ‘‘It comes the nearest being able to crawl into its own hole and pull the hole in after it of anytbing I know of.’’ a The Strollers, Gunner—I found a jeweled garter the other day and received $5 for returning at. Guyer—I found a garter the other day and it cost me $10, Gunner— How was that? Guyer—I returned it to the wrong woman and she had me arrested. oN The portrait painter’ may not have much money with ‘which to speculate, but he occasionally dabbles in oil. SEPEEEEEEEEE EEE TEE TTT TE Cera Nut Flakes One of the Choicest of Flaked Foods + + ~~ + Manufactured by a prosperous company; now in its + second year. We could sell three carloads a day if we ~~ could make them. We must have additional buildings - and offer a limited amount of treasury stock for this pur- - pose. No uncertainty, no new undeveloped proposi- of tion; but a prosperous institution, running night and oe day. Come and look us over or write to us for terms. + + + + NATIONAL PURE FOOD CO., LTD. 187 Canal Street Grand Rapids, Michigan hh heheheh hh bh ohh4 PEEPS EEE EEE ETE TT Z Facts in a Nutshell nee an BOUR'S ata MAKE BUSINESS _ WHY? They Are Scientifically PERFECT + KZ = = = = = = = = = = = = = = = = i= = = = = 3 = = 3 = 3 = 4 = = 3 VIPONENOT NETO NONE ENON NTT TEP NeT Vr NeTeT Ver NTT vernerTr vernr verver vender itr ‘Tr it? 129 Jefferson Avenue Detroit, Mich. il A 113-115-117 Ontario Street *¥ Wall Papers Newest Designs Picture Frame Mouldings Newest Patterns High Grade Paints and Oils C. L. Harvey & Co. 59 Monroe St., Grand Rapids, Mich. Exclusively Retail Sucnene ROTORS HONORS TOTONE HORSES HO COROHS ROTO HS HORORS 16 MICHIGAN TRADESMAN Clothing Furnishing Goods Conditions of New York and Chicago. Chicago. Business among the wholesale furnisb- ers has not varied greatly in character or volume since our last report. Some houses report that they have had a very nice house trade, while others say that the volume of business has not been of an extent to require extended comment. Business seems to be irregular in its character and volume all along the line. Collections range from fair to good and any unsatisfactory features about busi- ness are attributed to purely natural causes that are the source of no_ uneasi- ness. House trade among the shirt houses bas ranged from fair to good. Buyers are much interested in the new style of collars which are now being brought out in high turn-downs, calculated for wear with all styles of scarfs. The high turn- down coliar has not been well adapted to the use of large shapes and manufac- turers are devoting more attention than in previous years to making improve- ments that shall overcome these defects. Collars with extra folds in the back to give freer passage to the scarf, collars with specially designed openings in front, and collars with various modifi- cations of the thickness of the folds are all being brought out in an effort to satisfy the demand for a more adaptable collar. The trade evidently looks fora greater business on the high turn-down collar than ever this summer, and sales of wing and other style collars show the effect of this tendency. In outing shirts a very good business has been done in plain bosoms, while the pleated shirt is preferred in semi- dress shirts. Shirt houses are still busy in catching up on spring deliveries. There is a continuance of the demand for figured effects, although stripes in moderately pronounced patterns are called for by a part of the trade. In neckwear some of the leading houses report an unexpected demand for ascot scarfs, but business is for the most part on the narrow four-in-hands. Some houses have included lines of Satins in their lines for fall, as they think there may be a moderate demand for them then. Batwing ties, in the two-inch width, have been sold by oth- ers. In all neckwear, smal! figured effects in silks are called for, although in Easter neckwear more pronounced figures have been ordered. In hosiery and underwear business has been perhaps more active than in other lines of furnishings, Fancy hose in striped effects, moderately pronounced, have had a good sale. Figured effects have also been in good demand. Some houses report a tendency to revive tans. Black and blue grounds are preferred by most buyers. In underwear a good business has been done on summer weights. Mercer- ized underwear is much sought fcr and fancy colors are in good demand. On all lines of underwear for summer, or- ders have been received in good vol- ume, fancies being well sought after. New York. An occasional buyer is observed in this market, and business is somewhat irregular, ag the first half of the season is about closed. As noted in our pre- vious issue, the season bas not been as good as a year ago on general lines. Hope of a betterment is now centered on Easter trade and the last half of the season—summer trade. It is believed that supplementary business will show a satisfactory increase over open orders. The effort to book Easter business has met with a fair response from retailers, as an early spring is looked forward to. Easter falls on April 12, a little later than jast year, which is considered more favorable for business, as the weather is likely to be more propitious for the bud- ding of summer styles than if it was early, as was the case last year, when a chilly Easter put a damper on the retail furnishing goods business. All initial business in the shirt, collar and cuff division is about over for the season. Trade has been satisfactory, and, as retailers bought fairly well at first, no great expectations are enter- tained of a supplementary demand un- less the unlooked-for happens. In an- other month road men will be off on their initial fall trips with new samples. Dark grounds witb fine stripes and smail figures are most talked about, and thought to be most appropriate for that season. The neckwear people are making efforts for Easter business with very gratifying results, so far as they have progressed, the best business being done on white grounds, creams and pearls with self figures, and also with bright- colored swivel and mock-swivel effects. Hosiery and underwear lines occupy a peculiar position. Importers and manu- facturers are apparently more concerned about filling orders now on the books than they are about securing additional business. They are not receiving their goods as fast as they are wanted for shipment to customers, and the tardy arrival of merchandise in the face of the large business secured for the present season has held up the market on desir- able stuff. Other branches of the furnishing goods market appear to be in the transitory stage, with not much doing for summer and the time a little too early for fall. Increase in Price of Stiff Hats. The Manufacturers’ Association, which is composed of manufacturers of hats in Danbury and Bethel, bas sent out three different kinds of schedules to cover three different branches of the trade. One, to those makers who handle bodies in the rough from the forming mills, another to the jobbing trade and a third to the retail trade. The circular which was sent out to the retail trade is as follows: During recent years there has been a gradual increase in the cost of material and labor entering into the manufacture of hats, which increase has not been accompanied by a corresponding ad- vance in the selling price of the manu- factured article. The advance in the cost of produc- tion, together with the cost of extras, which during late years, have been re- quired by the trade, has increased to such an extent as to entirely wipe out all profits from certain lines of goods. Under these circumstances the Manu- facturers’ Association has found it nec- essary to make,and has agreed to estab- lish, the terms, discounts and costs of extras hereinafter stated, to take effect Monday, February 23, 1903: No regular trimmed hats to be sold for less than $15 per dozen. No regular trimmed seconds to be sold for less than $12 per dozen. No dating. Payments ten days from invoice date, 8 per cent. Payments between 10 and 30 days from invoice date, 6 per cent. Payments between 30 and 60 days Arranging It Satisfactorily. from invoice date, 5 per cent. Master Edward, 4 years of age, was Payments between 60 and go days) very fond of his grandmother, and spent from invoice date, 4 per cent. most of his time at her home. One After 95 days from invoice date, net. | afternoon he came home from play so Elastics or overcords on any grade, | very tired that he could eat no dinner, 25 cents per dozen extta, and asked his mother to a him to bed, Ce id. 2c She took him upstairs,and when he was Extra printing in gold, 25 cents per a eee = ‘‘Now, my little boy must say his prayers.”’ ‘*T tan°t—I am so tired.’’ ‘*You want to go to heaven, don't you? Then you must say your prayers."' ‘‘Are you doin’ to heaven, mamma?’’ ‘*T hope to, and want to see my little dozen for each impression. Extra printing in silver or emboss- ing, 12 cents per dozen for each impres- sion. Gold or woven labels mean the same. Jiggered or strung leathers, 25 cents per dozen extra. boy there.” Eyelets, 25 cents per dozen hats ex-| “jg papa doin’ to heaven?” tra. ‘*He hopes to.”’ Wide bands over 14 ligne, 50 cents} ‘‘Well, you and papa go to heaven, per dozen extra. and I’Jl go around and see grandma.’”’ No $15 hat to be reversed bound or ec nnn wide under. About the only time a woman meas- One hat in a box, 50 cents per dozen | ures her words is when she sends a tele- extra. gram. ROWNIE Overall. LOT 117. Sizes 4 fol) S3OO per Doz. S205 3 fol5 $329 por Doz. Sizes M1015 $ GIO pS Vii * Wo rwo C WHOLESALE MANUFAC TURERS. GRAND o> — Jobn Wanamaker is known as a great storekeeper. His stores are successful , his employes well paid and satisfied. He lays down certain rules for the guid- ance of his employes and he lives up to the letter of these rules himself. One of the fundamental rules of the Wana- maker regime is that customers must feel satisfied. Goods are cheerfully ex- changed or the money when desired is immediately refunded in full. —__. 4+. Edward Miller, Jr., dealer in dry goods, clothing and boots and shoes, Evansville, Ind.: I rather Jike your journal, for it is filled chockfull of very interesting matter. It seems to Carry much real sound advice for the mer- chants in general. Enclosed please find my check for $1, for which send your journal for one year. Ellsworth & Thayer Mnfg. Co. MILWAUKEE, WIS. MANUFACTURERS OF Great Western Fur and Fur Lined Cloth Coats The Good- Fit, Don’t-Rip kind. We want agent in every town. Catalogue and full particulars on application. B. B. DOWNARD, Generali Salesman Bees s hn ee eI rat a Ye b ay: Jauntiness Rl which is a distinguishing characteristic of PAN-AMERICAN GUANANTEED CLOTHING added to our tamous guarantee, “A New SuIT FoR EvFry UNSATISFACTORY ONF,”’ | makes it the best selling line of Popular Price Clothing for Men, Boys and Children in the United States. And the Retailer’s profit | is larger, too—Union Label has improved quality has not changed the price, though. | | | ee ISSUED BY AUTHORITY OF Cc UNITES Sprocmnent = Ml =woprepe Fs AMR Ica = SMe Men’s Suits and Overcoats $3.75 to $13.50 High grade materials, all wool, stylishly cut and handsomely fin ished, substantial trimmings, stayed seams—every suit made so that it will uphold our guarantee. Our salesmen or our office at 19 Kanter Building, Detroit, will tell you about it. Or a postal to us will bring information and samples. ee ee ee = Es ee 18 MICHIGAN TRADESMAN Growing Demand For Clothing For Au- tomobilists. A matter of immediate concern to the merchant clothier is the growing de- mand for, and interest in, clothing for autoists. Every town and city of im- portance throughout the country has its devotees and their number is rapidly increasing. For a time the autoist,contented bim- self with wearing ordinary clothes, but with the introduction of garments ap- propriate to the motor car he has felt the necessity of adopting the novel things devised for his comfort and con- venience. Up to the present time retail clothiers, outside of the largest cities, have made little or no effort to cater to this class of trade. The ordinary heavy _ulster, at first adopted by men, has been tound insufficient protection against wind and dust. Special rigs for the sport are now the proper thing. The evolution of dis- tinctive costumes for automobiling has now reached a stage in which utility and styling are being combined. Some of these latest garments are really in- genious in their construction. Apparel for autoists comes within the province of the retail clothier. If the leading firms in a town of say fifty thousand inhabitants where good roads abound, and boasting of a number of autoists, were to announce that they were making a specialty of automobile cloth- ing and dress accessories, a very satis- factory amount of business could un- doubtedly be obtained. Clothiers in towns of a hundred to two hundred thousand inhabitants should have no trouble in securing quite a large trade. The opportunity is now with the re- tail merchant. When some years ago the bicycle came into popular use cloth- ing appropriate to the sport was taken up by clothiers and introduced with sat isfactory results. Golf followed, and clothiers in large towns, where the sport bas obtained a footing, reap a very profitabie trade from the patronage of golfers. Now comes the autoist, and his needs should be supplied through the up-to-date, well-equipped clothing store. A large investment of money is not necessary, unless the size of the city and number of autoists in the place war- rant it. In that event an investment of $2,500 would prove amply sufficient for a full stock of assorted garments and accessories, such as caps, gloves, leg- gins and goggles. For the merchant who preferred first to test the possibilities of trade in this direction an investment of $500 would be sufficient for a variety of styles as a sample stock upon which orders could be taken. These could be telegraphed in to the manufacturers and importers and filled the following day. A sample stock, carried in this way, would un- doubtedly prove the nucleus of larger business ultimately. Once knowing the sources of supply the merchant can quickly establish relationship with the manufacturers and importers and secure the desired novelties. A considerable expenditure of money in advertising this department is not required. A por- tion of the regular advertising space, used by the merchant in bis local news- papers would suffice to call the attention of followers of the sport to the fact that the store is headquarters for all the ne- cessities of an autoist’s rig. Automobile costumes first gained in- dividuality in France. They were de- signed with the utilitarian idea in view. Now they have reached such a stage of perfection that the dress of the owner is readily distinguishable from that of the hired chauffeur and the racing auto- mobilist. American manufacturers have recently taken up the manufacture of this kind of apparel, and are steadily increasing their output, and varying their styles, some of which show as much originality as anything designed by the French. Probably the newest and most in- genious suit is that which has the ap- pearance and utility of a paddock suit. It is made of gray whipcord. The skirt is detachable from the waist, permitting the autoist to work about his vehicle in a sack coat, when necessity may re- quire a few repairs en route. The sleeves have wind veils or protectors, the ex- terior of the sleeve having a flap clasp to tighten the sleeve about the wrist. The trousers fasten just below the knee and end in kid leather spats. The latest French novelty is one that may do service as a laprobe, trousers or skirt. The material is of heavy water- roof blanketing. The garment is so cut that when properly folded it has the appearance of an ordinary lapblanket laid double. The buttons and flaps on the reverse side enable the owner to convert it into trousers, or a skirt fora woman, with pockets, one at each side in front. It is called ‘‘la couverture pantalon,’’ and, as implied, may do as a pair of overalls. It is the invention of Strom & Sons, Paris. It comes in va- rious colors and fabrics, including tan waterproof cloths. Another French novelty is a skirt-like coat, ‘‘le parapluie du chauffeur,”’ which has no opening except at the neck and the bottom. It is made by Strom & Sons, is rainproof and comes in ligbt or heavyweight tan or black cloths. It is pulled on over the head and a neck piece of thin rubber sets it tight at the neck. At the wrists, also, there are elastic pieces that make it fit so as to be windproof. This sort of gar- ment is also made in rubber goods, and is so long that when the wearer is seated,in the vebicle it falls around him and affords full protection from the rain and sleet. The ‘‘chauffeur’’ is a rubber automo- bile coat designed to protect the wearer from the elements and is a very prac- tical and serviceable garment in many ways. It affords complete protection, being loose and full, falling clear to the floor when the chauffeur is seated in bis car. It has a blouse front, with three buttons. It is slipped over the bead. The sleeves are fashioned ordinarily, excepting at the cuff, which is provided with a strap and several buttons so that the wrist can be tightly encased or left ioose, as may be desired. Rubber gar- ments in this length have a sweep of 134 inches at the bottom. There are long coats and short coats of leather, corduroy, khaki and waterproofed cloth, the latter made reversible, with the other side of kid skin. These can be donned with the cloth side out, as a serviceable dress coat for riding, and in case the chauffeur has to crawl under the machine to adjust some of its parts, the skin side may be turned out. The Parisian automobile dress coats are wholly different from those made here. They are of more expensive ma- terial, have silk plush and corduroy col- lars and heavy frogs, and all are made with wind flaps in front that button inside the outer or main piece that buttons over. In styles there is the long ulster pat- tern one, the short double-breasted sack and the Norfolk, allin American stand- ard leather or French kid. Some are fitted with storm and others witb the narrow collar. The leather overcoat is of French kid, light in weight and suit- able for summer wear. There are two shades, black and tan. The long ulster style of coat has a strap, at a point just below the knee, to keep the skirt of the coat closed, protecting the legs. The sieeves, in most of the coats, are fitted with wind puffs bound to the wrist by elastic bands. The long leather ulsters wholesale from $25 up. The short coats can be had at prices retailing at from $o to$20. Vests retail at from $3 to $5. Kid skin pants, made in three styles, fastening just below the knee, extend- ing in long leggins buttoning from the knee to the instep, and extending to the} ankle, ending in short spats, retail at from $10 to $15. For those who do not care to wear leather trousers there are} hip leggins, which wholesale from $6 a | pair up. Complete suits in khaki cloth, | short coat, knickerbockers and leggins | can be bought for from $6 upwards, | Boot leggins can be had) Suits may | also be bad in waterproofed cloth in| whoiesale. wholesale from $3.50 up. DONKER BROS. Carry a full line of Men’s or Boys’ Yacht Caps From $2 25 up. |} Also Automobile, Golf and Child's Tam O’Shanters all in colors from $2.25 up per dozen. Give us atrial order and be convinced. 29 and 31 Canal Street, Grand Rapids, Mich. Citizens Telephone 2440. Clothing ufacture at a discount of 25 cents on wrong to secure some of these lots. O®©QOODOOQOE OODOOQOOO® GE OQOQGDOOQOHOOD?E OO c | CO® DOOGDOOQO HODGDODODES OOK PDOHQOQGHEOHGHDOGOO HHDOHOQOGS HOGGDOGDOE will please take notice that the Wim. Connor Wholesale Clothing Company 28 and 30 South Ionia Street Grand Rapids, Michigan. have just received instructions to close out a number of job lots at consider- ably reduced prices, and still have a few lots to close of Kolb & Son's man- ready made clothing, including UNION MADE $3.25 for men’s suits, and up to the very highest grades. and all kinds of summer goods. Customers’ expensesallowed. Open daily from 7:30 a. m. to 6 p. m. except Saturday, then! p. m. ceive prompt attention. Goods have an upward tendency, so you cannot do | | Merchants the dollar. Remember every kind of Low prices. Just fancy Children’s suits QDODOOGHOOHDDHHOOODOES BOOQODOOO® Mail orders re- 2®OOOOQOQODOOQOOQOGDDOOODDOHOOOOQHOHHEQODO DO© § ©HHOQOQOOOD®) qu~ I Make Shirts! according to measurements and guarantee ry you a perfect fit. All the latest styles and fj|}| patterns to select from. Let us send you 14) i} {L3] samples and measuring blanks. Popular 17[t]+0; Hpi] prices. Write me to-day lest you forget. 4 Hit] 1 Ski h | Ny INH Collver 4344 te fei] ‘ 7 bistia | tal The Fashionable Shirt Maker saldta rafal ; ak HHT Lansing, Michigan ae aan PAAR CDAD AS All Kinds All Kinds of f * |IFAPER BOARS =. Do you wish to put your goods up in neat, attractive packages? Then write us for estimates and samples, GRAND RAPI GRAND RAPIDS PAPER BOX CO. DS, MICHIGAN Box Makers Di e Cutters Printers enn, Allin. Ly Pepa gaa Emote een a B * | tO, Se ene em MICHIGAN TRADESMAN 19 different colors. Some of the prices given are for domestic goods, which wholesale for less than the imported. The domestic garments are made of the finest materials and are well put to- gether. There are various styles of caps, some of leather, others of waterproofed cloth, and again others of shantung silk water- proofed. There is the golf style, the tourist and the auto patterns, Some are provided with celluloid and mica gog- gles, which can be fclded inside the cap when not in use. These hats wholesale at from $1.50 to $2.50. Gauntlets and gloves for the autoist vary much in style. There are separate gauntlets with wind puff protectors, and gloves with gauntlets attached. These also range in price according to quality, from $1.50 a pair up. The use of leather in autoists’ wear- ing apparel is for a two-fold pur- pose. In working about the machine the task is a grimy one, and grease and oil get on the clothing. It is easily wiped off the leather, and does not show. In running at high speed the wheels throw up pebbles, cinders, dirt and dust which cut into and lodge in wool clothing, but fly off the leather. —___—-~> 4 > The Point Is Whether It Pays a Profit. There are a number of persons in the grocery business who fail to realize just what conducting such an enterprise successfully demands, It is interesting to engage these people in conversation, and draw out their ideas as to the literal meaning of the word ‘‘grocer.’’ One fellow I know actually conducts his business under the impression that he isa sort of manufacturers’ distributer ; carrying a stock of merchandise that the public demand; supplying only the articles called for, and never testing his own abilities as a salesman. The man who imagines—and it is deplorable to know that there exists a multitude of this stripe—that it is only necessary to stand behind a counter and wait for orders is on the wrong train, and should get off at the first crossing. The man behind the counter should exert himself in his endeavors to find an outlet for his goods, as much so as does the average knight of the grip. The merchandise carried in stock be- longs to the merchant, provided he has paid for it, and in his efforts to make a success he should realize that he is con- ducting an independent business; in- dependent of everybody; that he is fighting for himself, and selling his own goods. How foolish, therefore, is the fellow who lies back on his oars and waits for the various manufacturers to sell his stock for him. I overheard a conversation between a factory salesman and a grocer some time ago, and the view the merchant took of the situation occurred to me to be ridiculous in the extreme sense of the word. The dialogue ran about as follows: ‘‘This is a superior piece of goods, Mr. Grocer, and I am confident that when you once get it started you will find it a wonderful seller. I don’t want a large order; in fact, I prefer to sell you a small quantity in order that you will not feel the purchase, and again, for the reason that I am positive of its duplication. Your competitors will not have the goods, as we sell only one merchant in a town. Mr. Brown handled a great deal of the goods, as you are aware, but since he has closed out his business we are compelled to secure another representative in this territory. It is true that only a few of your customers know of the goods, but a word from you now and then will soon acquaint them of their existence.’’ ~ ‘*Look here, young fellow,’’ said the grocer, ‘‘I don't intend to put in any new brands and work my heart out to sell them. No, sir; the factory does not pay me to introduce their goods, and I won’t buy until I bave to.”’ Now, in the first place, this grocer was aware that the product paida hand- some profit (about 4o per cent, if I re- member correctly), and, in the second, that the article was of superior quality; yet, simply because his customers did not cry for it, he allowed the chance of a monopoly of a fine article to slip by. When you know that an article is of superior quality and pays a good profit, do not wait until you are over-run with demands, but consider whether or not your trade would appreciate the goods, and if your reflections are favorable, buy them and sell them. Your profit is ample compensation for the effort. Some years ago I represented a fac- tory which, in order to market its prod- ucts, sampled the consumer from door to door, The canvass was an expensive arrangement. The canvassers were paid seven dollars per week and ex- penses, and the crew numbered ten. One day a grocer interrogated me in this fashion: ‘‘Say, why don’t your factory give us grocers a Jittle more margin of profit and we'll reach the consumer for you all right. It would be far less expensive than paying a crowd of samplers and, besides, we'd do it better.’’ ‘‘Like thunder you would,’’ said I. ‘*Where there is one grocer like yourself in business,there are a hundred and one who wouldn't do such a thing fora gold mine. We've tried it, and paid dearly for our experience. What did they say? Well, some of their remarks would sound quite out of place ina Sunday school room, but all of them snorted and bellowed, ‘Go create a de- mand for your goods, and we’ll buy ;’ that’s what they said.”’ There’s a point. A grocer bowls be- cause the profits are so small, but fails to consider that be himself has made them so. The manufacturers figure the problem out this way: We'll adver- tise and create a demand for our goods, and then give the grocer what’s left. An old employer of mine once said: ‘I can stand a stick behind the counter and sell the people what they want, but it isn’t profitable. What I aim to do is to sell them what they didn’t think they wanted.’’ And he was right. Don't be a stick. Wake up to facts, and put some flesh and blood in your business, Sell all you can, whether at first there is a de- mand for it or not. Put the profit in your pocket, and consider yourself re- warded for whatever effort you bave made.—George E. Powers in Grocery World. > To Which Class Do You Belong? This world, as some one has reminded us, is divided into two classes of peo- ple : those who accept responsibility and go ahead and do the world's work, and those who stand by and tell how much better it might have been done. These chronic kickers sometimes vary their programme of dissatisfaction by predicting the impossibility of accom- plishing any work in hand, About every good work ever done has been de- clared to be impossible. When the inventor Fulton was build- ing his first steamboat his friends and i a i | enemies joined in the chorus: ‘‘ You} can't make it go.’’ One croaker was | especially persistent in dinging this| into Fulton's ears. Fultontried to argue | the case with him, pointing out that the | thing must go. But the answer was, not argument, but, ‘‘No, you can't make it go.’’ The day fina ly arrived when the boat was to make its first trip, this critic | was present with his prophecy of evil. | Finally the fateful moment arrived. The | signal was given—and the boat started | on its first journey. But Fulton's grouchy | friend was not to be put down, After | gazing in silence at the moving boat for | a moment he exclaimed excitedly:| ‘‘You can’t stop it! You can't stop it!’’ | Wall Street Arithmetic. 10 mills make one trust, 10 trusts make one combine, 10 combines make one merger, 10 mergers make one magnate, I magnate makes all the money. > +> —— Before the Feast, | ‘‘Ig luncheon ready?’’ asked the can- nibal chief, arrogantly. ‘‘Not quite,’’ answered the cook, courteously ; ‘‘he is just combing his) hair.” dy to come to you with an order of “KADY SUSPENDERS.” so is “THE KADY.” Send us your orders di- rect, or through our salesmen, They are attractive and d things to use in y —_—___—> 2>—___— Forestalled. Gladys—Did he get on bis knees when | he proposed to you? Marie—No; | was already on them. A -- Hell bath no fury like a woman’s corn, if you step on it. The Ohio Suspender Co. Mansfield, Ohio you want them to lf You Sell Suits please your trade— garments that fit well, are durable, that look right—-a make that they will want again. The Latest Styles are worth handling. Tho best patterns are in Fancy Worsteds and Fancy Cheviots. They are made up with hair cloth stiff fronts that hold their shape. The collars and shoulders are carefully padded by hand. Nicely shaped lapels and pocket flaps. Suits like men are looking for. Do you want that kind? Prices up to $12. Let’s hear from you. M. I. Schloss, Manufacturer of Men’s, Boys’ and Children’s Clothing 143 Jefferson Ave., Detroit, Mich. Put Out the Smoky Lamps Be up to date and light your store and dwelling with Acetylene Gas We can sell you a generator that will last you a_ lifetime—never clogs up—always ready—it makes maximum light at minimum cost. Acetylene Gas is the nearest thing to sunlight—every ray is a pure white light—it burns steady, needs no mantles or chimneys and will not sputter. Let us tell you about prices. Special inducements now. mi. ea nei tn eng tlie INE me P,P 20 MICHIGAN TRADESMAN Shoes and Rubbers 7 Some Ways of Pushing the Sale of Find- ings. Would you like to seil findings and have this department looking better than your competitor's? Many dealers, espe- cially the smaller ones, seem to think that the only thing required is to buy a supply of findings and place them in an out of the way place in the store, deem- ing them of but little consequence. Is there not a better way to conduct this department in order to make it more attractive and reap a bigger profit? The question is readily answered in the affirmative. A good way is to place them in the front part of your store on a smal! table or showcase in an attractive manner. Place a few of these articles also in your show window between your shoes and keep them looking clean and neat, and you will find this will attract business. If your show windows are attractive an examination of the interior wiil follow and you will have no trouble in introducing this department and making it pay. But one of the greatest drawbacks this department has seems to be the indifference on the part of clerks towards people who indicate a desire to make a purchase from the findings counter. Salespeople who are worthy of their name will try their level best to dispose of the small articles and show these customers the same agree- able manner they would as if a $5 shoe were being purchased. The up-to-date clerk is looking out for the things in stock which may possibly be overlooked by the indifferent one and allowed to go unoffered, and brings them forward with the purpose of getting the money out of them, and at the same time shows an indication to please and satisfy all patrons, no matter what the trouble may be. Permanent customers are the main- spring of every successful business. How to get and retain them isa problem worthy of the careful consideration of every merchant. If you will establish your findings department on these lines you will have no difficulty in making it one of the best paying investments for the amount of money required to run it. Nearly every article which be- longs in the findings department can be sold at a handsome profit, and it has been demonstrated beyond reasonable doubt that but little effort is required to sell these goods. Proper discretion in buying and a little ordinary taste in displaying them are all that is necessary. The salesperson when making a sale should speak of the many little articles carried, and if a person buys a pair of shoes it is easy to remark, incicentally, that the findings line is complete and further indicate your interest in the cus- tomer by showing some °f the articles that you think may most interest him. If he does not want to buy probably he will mention the matter at home and later some of the other members of the family may call. The art of selling not only involves a knowledge of the goods to be sold, but a keen perception of hu- man nature also, Customers are easily pleased and just as easily offended, and offense is more apt to happen when customers are looking for something in the findings line. Many persons are not familiar enough with the article they want to call it by name, therefore are secretive, and inclined to let the salesperson do the talking. It is just here where a great many clerks make a mistake by showing their indifference and making the customer feel anything but at ease. It is just as essential to study hu- man nature and be able to respond to their many demands as it is to study the merchandise you have in your establish. ment. The salesperson who can beam with pleasure and remain polite and deferential! under all circumstances is the one who will make a success at sell- ing findings, and is the one who will quickly climb to the top. As to what to buy: The house from whom you buy your findings should be able to assist you to a considerable extent in deter- mining what articles are best for you to carry. It is impossible to offer any rule by which dealers may be governed when placing such orders for findings. In order to do so intelligently it would be necessary to have a knowledge of the city, the location and the demands of the trade; bowever, the most important question is, Will you give this depart- ment more attention? If you decide in the affirmative, it will be an easy mat- ter to determine what to buy. _ oO Securing Competent Help Not a Difficult Problem. The problem of getting efficient help becomes more and more serious, al- though many employers really do not know sometimes whether they have com- petent help or not. What we mean by competent help are those who will use their best efforts to please the trade when the employer does not happen to be inor is watching them. The percent- age, we regret to say, is very much in fa- vor of the fellow who is a hustler only when he is watched. A great many dealers figure on the sales of their clerks as a basis for their salaries. This might be a fair way of figuring it if the deal- er was constantly on the floor with his selling force, otherwise we would say it was a bad plan. It is not altogether the fellow who sells the most goods who is the best man for the house. A great many employers judge their clerks by the amount of the gales they make, while they do not seem to appreciate the work and disadvantage of a better clerk who tries hard to please, not letting things slide, as does the fellow who has the largest amount of sales when night comes. You may ask how it is that one can sell more goods than the other? Did you ever watch the fellow who turns in the largest amount of sales every night? If not, just do so for a week, and learn his methods of handling your trade,and you will find that if he bas a customer who is hard to please, after trying on two or three pairs of shoes, he will permit him to walk out or perhaps turn him over to some other clerk who is more conscientious and who tries his best to please him, while the indifferent fellow has made two or three easy sales in the meantime. You will find when night comes that the fellow who has given most of the time in trying to please cus- tomers who are hard to satisfy is the one who has done your business the most good. But what does he get at night when he turns in his sales? He is perbaps asked if he has been there all day, and what was the reason his sales did not show up with some of the others? If you expect to increase your business engage intelligent salespeople, pay them well and they wiil produce results, When a man feels that he bas a good position and is appreciated he will hus- tle to keep his end up with the leader, provided that leader be a capable, con- scientious man_ who is capable of lead- ing, and one who never fails to drop a CF“ Rubber Boots The one article of footwear that will meet with a quick sale during the next few weeks is the rubber boot. We strongly recommend The Bos- ton Rubber Shoe Co.’s as being admir- ably adapted for hard usage. They are made extra stout, possess comfortable fitting qualities and have great dur- ability. Look over your assortment and have us send you a plentiful supply of the kinds and sizes you are out of. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Michigan Should be handled by every shoe dealer because they give satisfactory service and hold the trade. Six hundred skilled workmen are kept busy turning out all grades of shoes from the ordinary everyday shoe to the finest for dress wear, suitable for all classes of trade. Mayer’s shoes give satisfaction where others fail. Write for particulars. F. MAYER BOOT @® SHOE CO. MILWAUKEE, WIS. Che Lacy Shoe Co. Garo, Mich. Makers of Ladies’, Misses’, Childs’ and Little Gents’ Advertised Shoes Write us at once or ask our salesmen about our method of advertising. Jobbers of Men’s and Boys’ Shoes and Hood Rubbers. cai PEN eeaa an pridan > Ly ar : ‘i i | cai ee ee many at a > MICHIGAN TRADESMAN ai to fill all orders promptly. NOTICE We take pleasure in announcing to our friends and customers that we have secured the services of Mr. Arthur Hagney, of Randolph, Mass., for superintendent of our Northville factory. Mr. Hagney is a thor- ough shoe man and has spent seventeen years making high class Men’s, Boys’ and Youths’ Shoes. We have built an addition to the factory which will more than double our capacity and we will be able Our aim is to make the best shoes in the West, as we feel there is a growing demand for good, honest, Western-made shoes, and we have spared neither time nor money for that purpose. Sample cases or pairs sent prepaid on application. Factory at Northville, Mich. word of encouragement to those in his! charge. The employer who takes no personal interest in his employes outside of see- ing that no time is wasted, or who takes advantage of every opportunity to be- little them, will find that they will be- come dissatisfied, and will do no more than they really are obliged to, as, no matter how much interest they may manifest, they feel such an employer will not show any appreciation; conse- quently they make no extra effort to please. It is sometimes said that good treat- ment is often the means of spoiling salespeople; that they become ungrate- ful, and will take advantage of any kindness and do as little as possible in return. Im some cases this may bea fact, but such people are no good, no matter how they are treated, and you can not get rid of them quickly enough. Good men, on the contrary, will do their level best to advance their employer’s interest, especially when they learn that the manager takes a personal interest and shows that he places confidence in them. You will find it will stimulate all to do the best they can, and is a sort of flat- tery to which everyone is susceptible. In this period of hustle and enlighten- ment merchants should be ashamed to complain of the inefficiency of their help, and should not expect more from each individual than his ability will allow. Every person bas bis limitations, some are necessarily brighter than oth- ers. The man whose salary is $10 or $12 and his ability indicates be is worth $18 is worthy of recognition by some token of appreciation for his valuable services. A man with this ability can not be kept down, and if you do not recognize it, before long someone else will. Kind words are worth much and cost little, and are always welcomed by all. Politeness is sometbing which can be exercised toward everyone, and there should be no distinction.—Shoe Re- tailer. + +. Importance of Easter Season to Shoe Dealers. Shoe dealers should not wait until a holiday is upon them before making plans to take proper care of the trade that the event should bring. Giving such an opportunity no attention meant few, if any, special sales at such a sea- son, We have Easter in mind. That great event in the religious world falls upon April 12. To the secular world it bas come to have great meaning, being the occasion when the new fashions for spring and summer are formally dis- played. The shoe men must keep pace with the millinery stores, cloak houses and department stores, and must begin to think early—even now—of their Easter window trims, Easter advertisements and other announcements, Easter ‘‘openings,’’ Easter souvenirs, etc. The Easter show window is one of the first matters of importance to decide upon. Confer with your clerks, if you bave not a regular man for the window, and decide what is best to be done to attract the attention of the people. Most dealers make an effective window for this season by the use of Easter lilies, sometimes tied with long white satin ribbons, Tbe background should be white and the floor the same; in fact, nothing in the window should contain color save the shoes themselves, and black shoes, shiny leather, should pre- dominate. For a single window not more than twenty shoes should be shown. If price tickets are shown, make them of white with black lettering. It is the custom with some dealers to suspend white doves from the ceiling. They may bear in tbeir bills a neatly printed sign or ribbon, calling attention briefly to the spring shoes. Other white flowers may be used if Easter lilies are not available, and more doves if attain- able. Ifacolor is desired, use white and lavender, which is an appropriate and permissible combination at the Easter seasun. Shoes suspended hy baby ribbon are attractive. A lattice work covered with white cloth or painted white, with shoes shown on metal side standards, forms a splendid background. A patent colt or kidskin, which your manufacturer will doubtless loan you for the occasion if you show his shoes, might be suspended in the background or laid, apparently carelessly, in the foreground, giving another talking point and adding another feature to the window. If you carry a line of white party slippers give them a good place in your window as Easter means the close of the season of fasting and the beginning of the time of world gaiety. It should also be borne in mind that this is a splendid opportunity to dis- play, for the first time, our newest and latest styles for spring. Large dealers often keep ‘‘open house,’’ as they an- nounce it, having special attractions the night, or sometimes the entire week, before Easter, including music by an orchestra, distribution of gifts or souv- enirs, etc. Small dealers can do this in a less expensive way. There are small things, such as __ buttonhooks, shoe horns, etc., that can be given away, each packed in a small and neatly tied car- ton. The shoehorn could bear your advertisement and be an advertisement that should pay well and last at least a season. Dealers should also remember that there is a chance for special win- dow and interior decoration in the ob- servance of Palm Sunday. A window filled with palms, ferns, etc., is espe- cially attractive, and, like the Easter window the week following, will attract much attention. Cut out all bargain sales for these weeks, as new goods should be sold in April. Easter, it will be noted, comes earlier this year than last.—Shoe Retailer. We court comparison. Yours truly, THE RODGERS SHOE COMPANY, Toledo, Ohio We not only carry a full and complete line of the celebrated Lycoming Rubbers but we also carry an assortment of the old reliable Woonsocket Boots Write for prices and catalogues. Our assortment of combinations and Lumberman’s Socks is complete. “Our Special” black top Felt Boots with duck rubber overs, per dozen, $19. Send fora sample case of these before they are gone. Waldron, Alderton & Melize, Saginaw, Mich. ed To buy our No. 104 Ladies’ $1.50 Chrome Kid Pol, The best shoe on earth for the money. Send for a sample case at once. If not just as represented return at our expense. ee ee ee a ee ee ee WALDEN SHOE CO., Grand Rapids, Mich. j f all solid and warranted. { ll solid and j j j j Michigan Distributing Agents for the celebrated Hood Rubbers wae ee ea Famous Blue Cross Shoes for Women Personification of ease and com- fort. Dongola, Lace, Turned, Low Rubber Heel. $1.50 Geo. H. Reeder & Co. Grand Rapids, Michigan 22 MICHIGAN TRADESMAN Timely Hints For Progressive Shoe Deal- ers. At this season of the year people buy rubbers. So many merchants will wait until it rains, then send in an order for twenty-four or forty-eight pairs. This is a poor way. When the sun is shbin- ing on both sides of the street you must remember that it is not going to shine forever. There will be days of rain. Have one of the hoys go through the rubber stock and take down the sizes. If you have three pairs of number five women’s storm rubbers, don’t think that will do until next time, but order a full case of fives. Some in other good sizes. Keep a little shy on sizes two and a half and three, but in the larger sizes be ready for them when they come. Get a good neat style and don't try to get rich on them. Any store that you might happen in and find an old stock of rub- bers, worth hardly anything, are likely to be in women's and size 6 in men’s, 2% When it starts to rain and people want a pair of rubbers they fee! disappointed if they go into your store and do not find a pair to fit them. It does not lock like business and they are apt tu give the other fellow their trade next time, whether it is a pair of rubbers or a pair of shoes. Noticed a case yesterday where a woman, being caught in the rain, Saw a sign ina window, ‘‘Wom- en's first grade rubbers, 18c, small sizes.’’ Now this ‘‘small sizes’’ was painted in small letters, and she did not see it, but when she got inside they asked soc for a pair. When she referred to the sign she was told they were odds and ends of smail sizes. She walked out without buying, but went to another store close by and willingly paid 4oc, and while waiting for her change she caught sight of a pair of beaded slip- pers which were marked $1.25, and bought a pair. People like to trade where they can get what they want and are treated right. Had this nrst merchant put his smal] size rubbers on the bargain table and marked them with a card saying, ‘These are all small sizes, price 7c,’’ he would have made more money. A woman comes into your store and Says she wants a pair or two of shves sent to her address. She is in a hurry and does not care to take the time to be fitted. Why, certainly you will send them. Take a look at the foot as if you could tell from the outside just what was needed. But ask just politely if you can not slip one shoe off only for a moment to see exactly what shape to send. Very few will object if you work it in a smooth, quick way. When you get the shoe off, measure the foot with stick and strap, and, perhaps while tak- ing off the shoe you can catch a glimpse of the size the party bas been wearing. Be sure you have about the right size. Then make a quick move for a shoe, slip it on, as it were, to see about the instep or toe, or anything else pertain- ing to the shoe, and in nine cases out of ten you can sell a pair of shoes on the spot, which will save the trouble and inconvenience of sending one, two or three pairs, which usually come back soiled; or else the party will send back the shoes with the word that they will call when they have time. But the truth is, if you send out the shoes, say she asks for a 4 and 4% B, that she ought to wear a5 or 5%, and she will think your shoes are not right and will go to some other place to be fitted. So fit them while you have them.§They tell you they are in a burry, but they are not. Saw a man in a shoe store one day who got awfully mad because the clerk could not find just what be wanted in a min- ute. He said, ‘‘I ama busy man and am in a hurry. You must fit me at once or I can not wait.’’ The clerk fitted bim at once, leaving two other cus- tomers waiting who had been in the store before this party came in. Then when Mr. Man bought his shoes he started for the door, but just as he reached it he met a neighbor of his and stopped, chatting with him, with his bundle under his arm, for fully one-half hour. These people just imagine they are in a hurry. Serve them nicely. Do not get excited and you can get the money.—Shoe Trade Journal. ———_~. ¢. Good Time to Buy Shoes. Apprehension in regard to the price of boots and shoes is a disturbing fac- tor in current trade conditions. There have been times in recent years when retailers, influenced by passing rumors, either bought too heavily or bought too little. Glancing at conditions all arcund, present or prospective, there is very little alluring or repelling to the merchant who is figuring out what to buy in the matter of footwear for the season or two which lie immediately be- fore us. There are two things which the retail shoe dealer can rely upon with compar- ative certainty—steady wholesale prices, with perhaps smal]! but not sensational advances in boots and shoes, and a good run of business during the spring and early summer months. Shce merchants, wholesale or retail, are, happily, no longer baffied by a multiplicity of styles, witb the very evident result that stocks of shoes in jobbing or retail concerns have, possibly, never been better in hand than at the present time. The changed conditions of business which have brought about all this have been very salutary. There is less money tied up in shoes, the season for the sale of which has passed away, bills are more promptly paid and the general! credit of the trade has risen to a higher commer- cial altitude. The leather markets, both upper and sole, are steady. Sole leather is strong and certain kinds of upper stock are advancing in prices. The situation is healthy. Shoe manufacturers, as a rule, have covered their wants under condi- tions and at a time by no means un- favorable, and are enabled to carry out and fulfill their contracts on a paying basis. The glazed kid market has, since the advent of the new year, been unusually quiet, and the situation, to some extent, favors large cash buyers. The sole leather market presents a contrast. Oak leather of standard tannage is good property, whether it be in the hands of tanner, dealer or shoe manufacturer. Texas oak of all selections enjoys a good movement. Union and hemlock sole are moderately active. On the whole, supplies of most varie- ties of upper stock, as well as sole leather, are moderate and the outlook gives promise of steady quotations. Un- der the circumstances, retailers in plan- ning orders for supplies of boots and shoes can do so with a feeling of se- curity, confident that prices to-day are as low as they are likely to be and that there is little prospect of anything oc- curring which would tend to upset or un- settle the prevailing commercial condi- tions. —Shoe Trade Journal. An Original and Profitable Scheme. The proprietor of a shoe store in a small Wisconsin town recently hit upon a very lucrative advertising scheme. This particular town is located in the potato belt of the Badger State and nat- urally everybody living thereabout is greatly interested in this product. The shoeman offered three prizes of one pair of shoes each to the man, woman and child bringing in the largest potato. The children were especially invited to engage in the contest, and asthere was no selling scheme in connection they all did. Each person was given the privilege cf submitting as many en- tries as desired. Naturally nearly every | child in town searched diligently in all | available potato bins. The older folks also became interested and made efforts to secure the honor and glory as well as the prizes. The newspapers gave wide publicity to the competition and finally announced the names of the successful contestants. The shoe dealer not only gained an immense quantity of inex- pensive advertising, but was enabled to ship a carload of potatoes to market, | which more than repaid him for bis | time in arranging and carrying out the contest. —_»-4+—>___—- Chicago to Colorado. New overland service via Chicago, Milwaukee & St. Paul and Union Pa- cific line. Through sleeper and free} reclining chair car to Denver from Chi- | cago 10.25 p.m. daily. No changes} nor delays. Booklets and folder free. Jones, Michigan Passenger Agent, Robert C. 32 A Safe Place for your mone.’ No matter where you live * youcan keep your money safe in our bank, and you can get it immediately and easily when you want to use it. Any person living with- in the reach of a Post Office or Express Office can deposit money with us without risk or trouble. Our financial responsi- bility is $1,960,000 There is no safer bank than ours. Money intrust- ed tous is absolutely secure and draws /o i 3% interest Your dealings with usare perfectly confidential. *‘‘Banking by Mail?? is the name of an interest- ing book we publish which tells how anyone can do their banking with us by mail; how to send money or make deposits by mail; and important things persons should know who want to keep their money safe and well invested. It will be sent freeupon request. Old National Bank, Grand Papids. Mich. Campus Martius, Detrait. VER since we tion not only Shoes, but the Makers of Shoes Shoes it has been our highest ambi- can be put together out of leather. ever increasing output proves that we have succeeded. Try them. Herold=-Bertsch Shoe Co. commenced making to make GOOD BEST Shoes that Our Grand Rapids, Michigan upon goods. to serve WALTER W. WALLIS, Manager It is Wet Weather Wisdom To order your Mackintoshes, Coats, Oiled Clothing and Cravenettes Don’r wait until the wet weather is you and then Now is the time to look up your stock and see what sizes you are short and what you are out of, and order up and when the wet weather does come you will be in good shape and catalogue for the asking. proof Clothing of every description. Goodyear Rubber Co., 382-384 East Water St. Rubber Coats, Drivers’ NOW run short of your trade. Swatch cards Water- Milwaukee, Wisconsin a paises = What an Employer Can Do to Help the Clerk. Yards and yards of advice, good and bad, appears in business publications, but so far as I have read it, it seems to be largely written from the employers’ side. Much of it is of a fault finding nature, without advancing a method of remedying the fault. Much tells about the employers’ views, without contain- ing anything of real benefit to the clerks. A comparatively small amount is written by bonafide clerks, and is practical and helpful to us. The first thing a merchant should do, if he wants to help his clerks sel! goods, is to treat them as part of the firm. They must feel that they, as much as the owner and manager, have a definite interest. When you can make a clerk feel that the store is his store, and that its success is proportionately his suc- cess, he will pick up a vast amount of encouragement. In ‘‘my’’ store, the owner is an old man. The business is in the hands of a manager. The manager frequently says after a good day, ‘WE did well to-day!"" ‘‘WE sold $— worth of goods.’’ ‘‘WE broke last year’s record for this month.’’ He makes us feel that WE are part of the business. He does not say, ‘Perceive how great is my genius—I did it.’’ The result is that he is the best friend we have. We all feel like working over time whenever he says that sales may not reach the desired point. Every clerk in this store, and it is a large one, watches the record of daily and monthly sales like a cat. Every one, without exception, wants to see each day break all previous records. The result is that we sell goods, Our manager frequently gathers a number of us together, especially after his buying trips, and in a companion- able way tells us everything he has learned about new goods, the merits of new stock, styles, prices, and the trend of the big markets. Much of it is gen- eral information, but it broadens our knowledge and helps us to sell the stock |. on the shelves understandingly. He {frequently speaks of the various classes of our trade, suggesting this treatment of one or that treatment of another. His whole attitude is one, first of friendli- ness; second, of helpfulness; third, of encouragement. His aim and desire are for more business and he makes every one feel it without telling them so in words. I speak of this to show that it is pos- sible to get good results from clerks without putting a slave driver over them. Many merchants complain of ineffi- cient clerks, because their help has never had a chance to become efficient. They have never tried to help them. One can pick up an education unaided, but it won't compare for an instant with the knowledge that is picked up with oc- casional help over the knotty problems. 1 think a merchant sbould watch his clerks carefully, take frequent occasion to instruct them, encourage them to greater activity by arousing a competi- tive spirit, see that they are well in- formed as to markets, prices, new fab- rics, or new goods of any description. If he finds a clerk who does not respond to such encouragement, he should dis- charge him at once. Clerks should be given the papers relating to their trade. A chance to read often puts valuable ideas into their heads. They should be given a chance when vacancies occur. Fill your posi- MICHIGAN TRADESMAN 23 tions from your own store. It offers an inducement to those down the ladder to keep on climbing. And, above all, don’t forget that 95 per cent. of all the clerks in Christen- dom are willing and anxious to learn. It is no pleasure or satisfaction to any one to feel that he is inferior. How shall we learn unless some one who is able to teach takes the trouble to help us? I guess this tells my ideas fairly well.—St. Paul Trade. > 2. Advice Which Applies to Shoe Dealers. The National Milliners’ Association was in session in Chicago last week. Mme. Ida Hunt addressed the conven- tion at some length. We append a por- tion of her remarks because they are applicable to shoe dealers as well as milliners : ‘‘If you get a woman’s confidence you’ve got her pocketbook,’’ declared Mme. Hunt. ‘‘She'll follow you; she’!l go miles to buy from you sooner than to buy from any one else. The first step in the gaining of your customer’s con- fidence is always to have a smile ready for her when she enters your sbop. Greet her cordially and let her go away so well satisfied with your work and your personality that sbe’ll come back again. Don’t tell ber a poor story, for you must feel as well off when you have $50 to your credit as when you have $500.”’ Then Mme, Hunt enumerated several other ‘‘don’ts’’ which she urged her hearers to observe. Among them were: ‘*Don’t give your customer the oppor- tunity to declare ‘she took all my money and I got nothing in return.’ ‘*Don’t neglect your business in little ways. ‘*Don’t be pennified. ‘‘Don’t ignore the wants of the poor, forsaken looking customer and cater only to tbe rich and well dressed. _**Don’t go rolling around from place to place. A rolling stone gathers no moss. ‘* Above all else,’? urged Mme. Hunt, ‘be honest and sincere. If you give your customer a yard of ribbon be sure that it isa yard. Don’t say ‘this is an imported rose’ if it’s a common Ameri- can flower. If the ribbon is cotton say it's cotton. If a moneyed woman comes in do not hesitate to show her expensive hats. Size up your customer’s tastes and her pocketbook at the same time and then try to suit both.’ ————_—_—_—> +. Recent Business Changes in Indiana. Anderson—The Geo. W. Davis Co. succeeds Geo. W. Davis in the dry goods business. Ashiey—L. M. (Mrs. B, L.) Duncan, baker, is dead. Bloomington—Treadway & Worley are succeeded by the Treadway Grocery Co. in the grocery business. Cyclone—L. G, Bolt has taken a part- ner in the general merchandise business under the style of L. G. & Wm, W. Bolt. Dublin—The Hussey Mower & Im- plement Co. bas removed to Knigbts- town. Freeland Park—Evans & Dean, hard- ware dealers, have dissolved partnership. The business is continued by Evans Bros. Geneva—Aspy & Cougil! have incor- porated their flouring mill business un- der the style of the Geneva Milling Co. Geneva—E. E. Conner has retired from the meat business of A. M. Red- ding & Co. Indianapolis—Middleton & Logsdon have merged their broom manufacturin business yah a corporation under a The Kent County same style. ® Lynn—Miss Ida Dailey has purchased Savings Bank the interest of her partner in the millin- ery business of Dailey & Nicholson. New Castle—E. N. Harlan has pur- chased the grocery stock of E. N. Weaver. New Richmond—Messer & Westfall continue the implement business of H. G. Messer. Paoli—J. R. Wells bas sold his gro- cery stock to B, K. Deremiab. Riverdale—A. B. Andrews continues | the general merchandise business of J, | DIRECTORS—Jno. A. Covode, Fred’k C. Miller, a Andrews. ae gg-omachange ss Ore y vonng Pats 7. Rushbville—R. C. Phillips has closed S. Verdier. ol out his department store stock and dis- continued business. ——_ > 2 > A laugh is worth a hundred groans in any market. Deposits exceed 2 ¥,, million dollars. | 35 % Senet paid on Savings certifi- | cates of deposit. The banking business of Merchants, Salesmen and Individuals solicited. Corner Canal and Lyon Streets, Grand Rapids, Mich. A time for work And a time for play; The first of May Ts fishing day. Therefore prepare ye for the fray. Buy sporting boots without delay Of GLove BrRanD, as you ought to know, To the angler comfort they do bestow. Price Reduced to $3.46 Net. _ HIRTH, KRAUSE & CO. GRAND RAPIDS, [1ICH. Distributors of Glove Brand Rubbers—‘‘The Best Made.’’ Keep an Accurate Record of your daily transactions by using one of our STANDARD Autographic Registers Mechanism accurate, but not intricate. They make you systematic and care- ful. Send us order for CASH REGISTER PAPER Quality and prices guar- anteed. Try us. Standard Cash Register Co. 1 Factory St., Wabash, Ind. 0 FOES NS COR ANS FOTDNS F626 NS FORSHS FHHHSS FSGS TAHA BSTSHS 30 YEARS SELLING DIRECTS we ae We are the largest manufacturers of vehicles Style No. 2. Price only $30 f] and harness in the world selling to con- i 4 7/9 sumers exclusively. é On ie WE HAVENO AGENTS hy ers x butship anywhere for examination, guarane teeing safe delivery. You are out nothing if not satisfied. We make 195 styles of ve- hicles and 65 styles of harness. Visitors are alwars wel- Sy come at our Factory. “ No. 327—Surrey. Price $73. As good as sells for $54 No. wi " bi $50 more. No. 644—Top Bugey; with % in. Kelly Rabber TC GE& ESS MFG., bo. El Ind. Tires. $52.50, As good as sells for $25 more. 24 MICHIGAN TRADESMAN Woman’s World When Woman Lacks the Courage of Her Convictions. A young girl, who frankly admitted that she was in love with a man who did not care for her, asked me not long ago if there was any way by which a woman could win the affections of a man. For the dignity of my sex, I longed to answer ‘‘No,’’ but I have seen sO many men married in gpite of themselves that I could only assure her that the woman who went out on a still hunt after any man was pretty sure to bag him for a busband. The old theory that man is the pursuer and woman the pursued in lovemaking is a beautiful and romantic legend, but it has few facts to support it. Cus- tom and convention deprive woman of taking any active part in courtship, but while this cripples her energies and fle- prives her of fair play, it does not bar her from the matrimonial game. It only forces ber to arrive by a circuitous route, instead of the plain and open path. Every man flatters himself that be discovered the timid and shrinking little violet he elects to wear on his heart, but every woman knows that nine times out of ten the little floweret had her eye on him from the start, and deliberately put herself in his road, so that he could not get past her without breaking his neck. The silent tactics with which a woman conducts a courtship are not dignified. They are even a little underhanded, but they are tremendously effective, and when a man finds that a woman is in love with him, and has marked him for her own, his only safety lies in flight. If be remains within the radius of her sphere, his name is Benedict. Little by little he yields to the flattery of be- ing so adored. Her judgment and taste in preferring him to other men appeal to him, and from having been perfectly indifferent to her in the beginning, he commences thinking she is a fine woman, a_ discriminating woman, a superior woman, the ideal woman he has been seeking, and it is all over then but the wedding presents. And he never knows, bless his dear, unsuspicious heart, how’ she _ turned the trick. For the things men do not know about women, my sisters, let us all return thanks. It is our salvation. Now, the mere suggestion of a woman making love, and actually popping the question, is simply shocking to the majority of people. If we should hear that Sallie Smith had frankly told Bob Jones that she loved him and would like to marry bim if he reciprocated her sentiment, we would lift our hands to beaven and cry out: ‘‘The brazen thing !’’ but when Sailie runs after Bob, when she throws herself in his way and calls him up half a dozen times a day by telephone, we all condone the fact, although it means precisely the same thing, and is not half as direct, as hon- est and as dignified as it would be for her to come square out with the truth, The old idea that a girl never looked at a man until he proposed to her and never thought of him as a_ possible sweetheart or husband until he asked her to name the day is too idiotic and sentimental a pose for this practical day. Long, long before any man proposes a gir! knows whether he is going to do it or not, for women are incredibly subtle in these matters. More than that, he knows when she is going to let him pro- pose, and she has taken the tempera- ture of her affections to the last fraction of a degree. A girl’s heart is not a box of safety matches that will not ignite until you scratch a proposal on it. It is a piece of tinder that will go with spontaneous combustion the moment a man she loves looks at her, and when a girl tells a man she must have time to examine into the state of he: affections, she means she is really going to look into his rating in Bradstreet’s, and he will do well if be withdraws his offer. Now, personally, I believe that the convention that prevents a woman from telling a man she loves him and asking him to marry her works as much unhap- piness as any other one thing in the world. I do not think that there can be any doubt that women are more dis- cerning in matters of the heart than men are, and that if women. could choose their husbands, instead of hav- ing to take what they can_ get, there would be fewer misfit unions. Marriage means more to a woman than it does toa man. He has his business and a thousand interests outside his home, and if his wife proves uncon- genial, if he finds that she is unrespon- sive where he looked for sympathy, nar- row where he expected her to be broad and liberal in her views, even if she bores him or is surly and ill-tempered, while it is without doubt a bitter disap- pointment to him, it is not the blight- ing tragedy it is to the woman who marries one kind of a man and finds him to be another when she gets him home. It is, therefore, more important that a woman should be pleased with her hus- band than a husband should be satisfied with his wife, and if either one is to have the advantage of picking the other out, it should be she. Nor, in the end, would this be any the less to the man’s advantage, for the wife makes the home atmosphere, and a happy and cheerful and contented wife wiil make a pleas- ant home. The woman who has gotten tbe husband she wanted, the man who came up to her ideal and fired her fancy and who is forever patting herself on the back for having captured a matri- monial prize, is going to move heaven and earth to please him, and if I were a man I would take the woman who wanted me, in preference to the woman I wanted, every time. It is so much easier to be pleased than to try to please. Perhaps no one realizes how much the shiftlessness, the extravagance and the ill-temper of women are a quiet revenge they take on society for having forced them to marry the man who asked them, instead of the man they would have asked, if they had been permitted the honest expression of their hearts, There is, too, a pathetic side to this matter in the increasing number of old maids, women who are too fine and true to give their hands where the high- est love of their hearts could not go also. We see beautiful and accom- plished women, refusing offer after offer of marriage, and passing into spinster- hood, and we know only too well that they are the victims of a superstition that in its way is as cruel as the custom that makes the Indian widow burn her- self on her husband's funeral pyre, for underneath the women’s oid-maiden- hood is the romance of a blighted love. Deep down in their heart, throttled by shame and held down by convention, is the love for some man who has been too dull, or too careless, to see that he was passing by a treasure. Probably he only needed a word to call his attention to it, probably he would have been oo too glad to clasp it to his heart, or he may have been only ton much of a cow- ard to dare to claim it for his own, but no word was spoken, the man passed on, and a life was wrecked. That men have small taste and less judgment in picking out wives the di- vorce courts abundantly show, and the chance are that women would display more acumen, When a widower with six children wants to marry again, he generally picks out a flighty young crea- ture with a pink and white complexion, Very likely she marries him, for his offer may be the best thing in sight, but she would never on earth pick him out if she had the proposing to do, Her taste would run to Johnny Twostep, and she would leave her elderly suitor to the middle-aged woman who would mother bis children and make his home happy and comfortable, and bring peace to him, instead of misery and discord. When Tom Poorman gets married he selects the silliest and vainest and flightiest girl of his acquaintance, but little Miss Frivolity, who marries him and keeps his nose on the grindstone the balance of his life, would have known better than to have proposed to an impecunious clerk herself. She would have asked somebody who was able to pay her dry goods bills. Many and many a rich woman would be glad to share her fortune with the poor man she loves, and who never asks her, if she only dared tell him so; many an old bachelor would be rescued from the privations of his lodging-house and landed in a happy home if only the woman who is dying to do it could call his attention to the fact of how comfort- able she could make him. There is not a bit of use in on once 13 and 115 W. Washington St. If it is Souvenir or View China that you are looking for see our travelers or write Geo. H. Wheelock & Co. gine Haller WA Caiscisly MICHIGAN’S BEST RESULTS PROVE IT Send for list of pupils placed last year. Send for catalogue. D. McLACHLAN CO. 19-25 S. Division St. GRAND RAPIDS. 4) HIGHEST AWARDS In Europe and and America Walter Baker & Co, Ltd. yo. The Oldest and Largest Manufacturers of PURE, HIGH GRADE ~COCOAS AND _ CHOCOLATES No Chemicals are used in their manufactures. ; Their Breakfast Cocoa is Trade-mark. absolutely pure, delicious, nutritious, and costs less than one cent a cup. Their r Premium No. 1 Chocolate, put up in Blue Wrappers and Yellow Labels, is the best plain chocolate in the market for family use. Their German Sweet Chocolate is good to eat and good to drink. It is palatable, nutritious, and hea 1; a great favorite with children. I s should ask for and make sure that they get the genuine goods. The above trade-mark is on every package. Walter Baker & Co. Ltd. Dorchester, Mass. eens 1780. South Bend, Indiana Our Trade Winners The Famous Favorite Chocolate Chips, Viletta, Bitter Sweets, Full Cream Caramels, MADE ONLY BY Marshmallows. Straub Bros. @ Amiotte, Traverse City, Mich MICHIGAN TRADESMAN 25 that any woman with tact can do all of this without popping the question. There are men so dense they have to be slugged with a fact before they ever see it, and if they ever get to the brink of a proposal they have to be shoved over, or else they back away. If women had the right to propose it would be a powerful incentive to do- mesticity. Now, when they have to take any old thing that comes along, they naturally feel that any kind of housekeeping and cooking is good enough, but no honorable woman would ever think of such a thing as asking a man for his hand and heart unless she could make hima good home. Then, too, after she had won the promise of ber shrinking Adolphus, she would have to face the ordeal of the interview with bis father, when Adolphus’ stern papa would demand: ‘‘Young woman, can you make my son as comfortable as_ his mother has always done?’’ Why men should so strenuously op- pose woman’s right to pop the ques- tion is hard to understand. One would think they would welcome rather than shun it. To have beauty on her knees before you can surely not be an un- pleasant sight, to say nothing of the solid satisfaction there would be in hav- ing some fair one weeping because you were a good thing she could not get. And as a matter of fact, being made love to is not an unpleasant experience. Quite the contrary. And a man would always have the right to decline. He conld say ‘‘no,”’ or refer the matter up to a papa, and when he saw a girl beginning to get sentimental he could head her off by telling ber how much like a sister he regarded her. And he would at least know where he stood and who was mak- ing goo-goo eyes at him and so he would be safer. It would be much less dangerous to face a business like prop- osition than to ward off the insidious attacks of those who are trying to hyp- notize you without your finding it out. Theoretically woman’s right to pro- pose, the advantages of her doing it, even, are indisputable. Practically she longs to do it, but she lacks the courage of her convictions, for, strange as it is, the sex that defies laws and conditions is a slave to convention and the woman who has fought her way into the front rank of the battle of life can still be shood back over the fence by a flap of Mrs. Grundy’s skirts. Dorothy Dix. ee oe ee ee Do Women Love Bargains? Well, they certainly do. While stroll- ing through several of the large de- partment stores Monday I noticed a reg- ular stampede at some of the counters, At the handkerchief counter they had a lot of men’s slightly soiled handker- chiefs at 9 cents each. Now I examined them as soon as I could get elbow room and found out from one of the sales- ladies, whom I am personally ac- quainted witb,that they had any amount of them in regular stock clean and fresh at Io cents each. But the way these women pushed and crowded to buy them was a caution. Passing through the shoe department they bad a sale on women’s shoes and oxfords at $1.79. They were all on one table and mixed up to beat the band. Three or four girls were selling goods from this table, and it was surrounded by women. Some wanted a French heel but when they found a low heel the size they wanted, they bought it. Some wanted shoes, and when they could not find their size in shoes they bought a pair of oxfords and vice versa—they bought their size irrespective of what they came for. Met the manager of the shoe department at supper that same night and referring to the crowds at the table, he took out his little private sales book and showed me where there had been sold a trifle over two hundred pairs from that one table alone, which would make a total of $358. These goods were bought cheap. They were good stuff, and worth the money, but all odds and ends. He can close out what is left at 98 cents a pair and then make money. I saw the original bill. It just goes to show that if merchants will make a stir and let the people know that they are alive, they will flock to your store and when you once get them coming it will tbe hard pulling for the other fellow to get them away from you. Do not forget that in a very few weeks Easter will be here and you need to have a nice line of patent colts both for men and women. Nearly everybody buys shoes for Easter—more so than for Christmas, or any other day in the year, On St. Patrick's day have a few green flags in your windows, They only cost about Io cents, and they will pay you 1,000 per cent. profit.—Shoe Trade Journal, Hints to Buyers Suggested by Long Ex- perience. A gentleman who has been on the road for thirty years and who has been a partner in one of the largest houses in the trade for a great many of the thirty years that he has been selling goods has compiled the following list of hints for buyers: Don’t be finicky, Remember that absolute perfection is impossible. Be critical but not hypercritical. Remember that manufacturers do the best they know how to do, Don’t forget that men and machines often go wrong. Don’t forget that human nature is the same thing in the factory that it is else- where, Leave a little latitude for things that might happen. The habit of complaining is easily ac- quired. Returning goods that are not abso- lutely perfect is not always just. It does not always pay to antagonize the men who sell the goods. Buyers ought to have confidence in the men from whom they buy. If they can not, then they ought to hunt around until they can find some one whom they can trust. Houses that have a good reputation can only preserve it by protecting the buyer. Trifling faults can always be discov- ered, but they can not always be rem- edied. There's some flaw in the best of goods. The difference between perfection and imperfection is whatever the buyer's humor cares to make it. Trouble always comes to the man that goes out of his way to find it. It’s pleasant not to find fault. Don’t think that every man is out to **do’’ you. Don’t think that you get all your salary for finding imperfections. First find the shortage then make the claim. Investigate before you growl; and last, but not least, Don’t get too free with your privii- eges. Remember that the other fellow may be of some use to you some day. Cash Sales Cash Register. at higher prices. account, etc. taken care of, thus preventing losses. Credit Sales Money Received on Account Money Paid Out ALL THESE KINDS coupon, fil it out and mail it to us today. Over 40 styles of perfect working, practical registers between $25 and $150. Fully guaranteed second-hand registers for sale. It enables me to accurately record each day’s cash and credit sales, money paid out, received on I can tell in a few minutes the sales for the month. National Cash Register Co. Dayton, Ohio Of transactions are recorded accurately, concisely and without the least trouble to you by a National Every transaction which can possibly occur in your business can be properly Would you like to know how? Others ao at a) Ww W. H. Harvey, Blocton, Ala. Cut off the attached = Gentlemen: :¥ I am interested in learning more about but do not promise to buy. Saw your “‘ad’”"in MICHIGAN TRADESMAN. Money Changed NATIONAL < Casu REGIs- + TER COMPANY. x > Please have your agent call when nextinmy locality. cash registers, Address 26 MICHIGAN TRADESMAN THE CASE OF KATE. Hank Spreet’s Health Food Does Not Seem to Agree With Her. Written for the Tradesman. If there was any misunderstanding in regard to the matter, Hank Spreet was to blame for it. supposed to know the private history of all the people in his bailiwick, their antecedents and also their decedents by Name, age, condition and occupation. He is supposed to be thoroughly quali- fied to discuss with every man his hopes, ambitions and crops, and with every woman the hopes and ambitions and private doings of every other person. Hank did not fall far short of all these requirements, but there were a few peo- ple in the township whose private affairs were not an open boo: to the grocer. It may as well be said that there was a misunderstanding in this case and this misunderstanding was the cause of the whole trouble. Of course Hank should also have been a little better ac- quainted with the stuff he carried in stock and the effect it would have if used according to directions, the per- tinence of which remark will be ob- served as the details of this episode are set forth. There may have been some excuse for the grocer, however, in the case of Hiram Bailey, who had but recently moved into the township. Bailey had come from the pine stumps somewhere, where he had been making an_ ineffec- tual effort to wrest a livelihood for him- self and family from among the roots. He had found it quite a wrestling match, too, for when the lumbermen carried away the timber they unearthed a soil which resembled in fertility the great expanse of the Sahara rather than the loamy delta of the Nile. Now he had settled near Kelly Center, where by grace of Three Hundred Dollars loaned him by a rich relative, with the con- fident expectation of never getting it back, and the assistance of a mortgage so large that it lapped over his forty acres at the edges, he had become one of the agriculturists of that predomi- nantly agricultural community. Hiram being a recent arrival in tbe township, Hank was not quite as well posted upon his affairs as he was upon the affairs of some of the other people in the community. True he did not have an acquaintance with every skele- ton that lurked in the clothes-press ot every Kelly Center family; but, with the individual exception of Hiram Bailey, he had a pretty clear idea of each man’s relation and_ financial standing. In Hiram Bailey's case, Hank had had no occasion as yet to investigate the latter, for some of the three hun- dred dollars still beld out, and, for those things which Hiram Bailey bought, he paid cash. As the practical! Kelly Center grocer put a man’s finan- cial standing above his family, he bad had no occasion to investigate either one. Hiram came into Spreet’s store one day with this simple request, accom- panied by the jingling of some silver coin, which made bis request worth all respectful attention: ‘*] want to get something for Kate,"’ he said. Now Hank did not know whether ‘‘Kate’’ was Hiram Bailey's wife, his wife's sister or her maid servant, but he was wise enough to know that it would be very lacking in tact to display his ignorance concerning this member of the Bailey family. He chose the The village grocer is| wiser course of generalizing a little in hig conversation so as not to burt the new customer’s feelings by an exhibi- tion of his ignorance concerning Hi- ram’s family affairs and at the same time to learn just what it was the cus- tomer wanted. ‘‘For Kate?’’? asked the grocer in- terrogatively, thinking that if the cus- tomer had any information to offer this would bring it fortb. The reply, however, did not do much to clear up Hank’s mental atmosphere. ies,” said Batley, “for Kate | don't know what's the matter with the old girl—she don’t seem to eat much, kind of off her feed, I reckon. Now this morning for breakfast she didn't eat enough to keep life ina kitten. If she looks a little run down, I'm sure it ain’t my fault, ‘cause, goodness knows, I'm willin’ to give her anything I can that'll keep her on her feet.’ This likewise did little to increase the grocer’s stock of information con- cerning Kate, but since Bailey had re- ferred to her as ‘‘the old girl,’’ he was pretty certain that Kate was Hiram's wife. The men of Kelly Center, like the men of almost every other commun- ity, bad a way of calling their better halves by such names, with such a ten- der inflection that what they lacked in elegance of expression was made up in genuine warmth of sentiment. In Hiram Bailey's request, Hank at once recognized a great opportunity. He had recently been induced to lay in a liberal stock of Crustota, a new-fan- gled health food which had been added to other things for which future genera- tions will hold the people of Battle Creek responsible. If Kate was a iittle run down at the heel, and in the pos- session of a feeble appetite, Hank knew that this was the very thing which would bring the rosy bloom of health to her cheek and the sprightly prance of the gazelle to her footsteps. He knew this because the distributor who had tacked the signs on his fence boards and filled his shelves with Crustota had told him so, and he had also read it on the red, yellow and green box in which his con- signment of Crustota was contained. He had been longing for some time to get rid of some of this stock, because the confidence with which the traveling man had inspired him in regard to the selling qualities of Crustota had begun to diminish somewhat. Kelly Center had not seemed to seize with avidity upon the health food deal and the near- est that Hank had ever come to effecting an introduction of cereal food into the menu of the ordinary Kelly Center citi- zen was a bargain sale occasionally of rolled oats, which on bargain days he sold twenty-five cents’ worth for a quar- ter. Here was an opportunity to move some of the Crustota, around which the cobwebs of time were already beginning to gather. ‘Got the very thing for her!’ said Hank, making an agile spring toward the Crustota department. ‘‘Just try some of this stuff, and if that don’t bring her back to health there’s noth- ing in the knowledge of the pure food department that will.’* Hiram took a package and examined it carefully. It was his turn to make a confession, but like Hank, be was some- what diffident about doing so. Hiram was not color blind and he recognized the fact that the label was red, yellow and green. His education, however, had been unfortunately neglected and, what- ever may have been printed upon the gorgeous label, it conveyed no intelli- DR. PRICE’S Tryabita Food is in such popular demand that you take no chances on its sale: the profit is large—combine these two FACTS. Crisp, delicious flakes of finest wheat, cleanly prepared and infused with celery. Dr. Price’s Tryabita Food seé/s on its merits, besides it is being very extensively advertised. Price Cereal Food Co., Battle Creek, Mich. Coffee, the world’s best, is blended and dry roasted by experts. packages. Contains the finest aroma and richest flavor of any coffee in this market. Sold in pound Telfer Coffee Co. Detroit, Mich. and other novelties Putnam Factory National Candy Co., Grand Rapids, Mich. of FLEISCHMANN & CO’S YELLOW LABEL COMPRESSED YEAST you sell not only increases your profits, but also gives com- plete satisfaction to your patrons. Fleischmann & Co., Detroit Office, 111 W. Larned St. Grand Rapids{Office, 297Crescent Ave. nati MICHIGAN TRADESMAN 27 gence to him. He did not care to make known his lack of learning, however, and so he only said: ‘*How much?’’ ‘‘Fifteen cents a package,’’ replied the grocer, ‘‘and seeing it’s you, Mr. Bailey, you can have two for a quarter.’’ In his heart of hearts, Hank was be- ginning to get anxious to get rid of some of the stuff at any price. ‘‘Well, this don’t look like some of the feed I’ve used before,’’ said Hiram, **but 17J1 just try you a quarter’s worth, darned if I don’t!’’ Thus were two souls made happy; for Hiram departed with two packages of Crustota, which he tucked into the back of his buckboard, and Hank sent one more quarter jingiing into the till. Having effected a sale of the health food, Hank’s confidence began to re- turn, and that night, when the Kelly Center Debating Club met in regular session, he dilated somewhat upon the merits of Crustota as a substitute for meat, eggs, vegetables and such. ‘Greatest thing in the world,’’ he de- clared, ‘‘for anybody witb shattered nerves, bad blood or general debility."’ Eli Grasslot felt called upon to per- petrate his annual joke. ‘*Migbt present Bill Blivens with a few packages,’’ ventured the super- visor, ‘ guess there’s a little bad blood there, ain’t there?’’ Hank smiled a _ never-touched-me smile at this reference to the recent boy- cott, and replied: ‘No, don’t think it’s necessary. Don’t seem to me Bill’s nerve is shat- tered any.”’ This closed the incident, and the health food and Hiram Bailey and the invalid Kate passed from his mind. It might not have recurred to his recollec- tion soon if Hiram Bailey had not reappeared at the store the next day wearing upon his face the most woeful expression of which his expressionless countenance was capable. ‘*Don’t know as I think a darned sight of that new-fangled feed of yours, Mr. Spreet,’’ be ventured at last. ‘*So?’*’ said the grocer, ‘‘maybe you hain’t used enough to give ita fair trial. Maybe you don't know what it can do.’’ ‘Oh, I guess I used enough,’’ replied Bailey. ‘'I think I know pretty darned well what it can do,”’ His manner had suddenly become just a trifle testy, and Hank Spreet began to fee] that same creepy, uncertain feeling that be had experienced when Bailey first spoke of Kate and her depreciated appetite. ‘‘Use it according to directions?’’ asked Hank, taking refuge behind the subterfuge that has not been found a bad thing by even men of the medical pro- fession when brought into a corner and their remedies questioned. ‘*Wasn't enough of it to call for much directions,’' said Bailey, ‘‘1 just gave her the whole blamed business.”’ Hank began to feel a little more du- bious. ‘‘Well, bow is her appetite now?’’ asked the grocer. ‘‘Guess her appetite’s as good as it ever will be,’’ replied Bailey. ‘‘Seem to be picking up any?’’ ‘‘Hasn't picked up anything I guess, but what she could carry.’’ ‘‘Well, is she better?’’ ‘‘That's what the minister probably say, that she was.”’ ‘‘Why, bow is she anyway?’’ ‘*She’s dead, kicked the bucket, passed in her checks,’’ replied the cus- would tomer, with a vindictive force applied to each phrase. It would be hard to tell which sur- prised or shocked the grocer the more, to hear that Kate’s gastronomical suffer- ings had been suddenly terminated by the winged messenger of death or the shocking manner in which Hiram Bailey spoke of the passing of his beloved. ‘‘The old girl was a gcod worker, too,’’ added Bailey, seemingly with no intent or purpose but to shock the ten- der feelings of the grocer the more. ‘‘Don’t know how I’m going to be able to run that old farm without her.’’ To this Hank could offer no reply. The customer's undisguised resentment toward the man who had sold him the health food was too evident for the gro- cer to risk a tempest by remonstrating with him on the heartless manner in which he discussed the loss of a mem- ber of his family. In consequence a long period of silence ensued, which be- came very painful to the grocer and he at last felt constrained to break it with a very natural and sympathetic ques- tion. **When is the funeral?’’ he asked. ‘*The funeral! Well, I didn’t reckon on having any funeral,’’ Then Hank was forced to the point where he had to ask the question which he should have asked in the first place: ‘‘Who is Kate, anyway?’’ he en- quired, ‘‘you see I’m not very well ac- quainted with your family. ”’ vor the first time a smile flitted across the woeful countenance of the bereaved Mr. Bailey. ‘Who’s Kate?’’ he repeated. ‘‘Why, she’s a borse.’’ The best that Hank could muster for a full minute was a low and prolonged whistle, and in the meantime Hiram’s countenance again darkened with in- dignation toward the man who had sold him the new-fangled feed, ‘‘And I guess your condition powder’s what did the business, too,’’ said Bailey, making sure not to let the gro- cer escape from his responsibility in the matter. "Well, Mr. Bailey,'* said Hank, ‘*! can’t see that I'm toblame. That health food is intended for people, and you must have been a blamed fool to ever think that a horse could eat health food and live.”’ Douglas Malloch, EH Business Promotion, Probably the most interesting subject in the business world is business pro- motion. It is not only a question of dojlars and cents—it is a problem of brain and hustle. The man who goes to the front is the man who dares be different. It is best, of course, to do different things. If you can not, do the same old things differently. You do not know how easy it is to be different if you will only think a minute before doing a thing. What makes imitators and copyists of most men is the tendency most people have to judge things by their own stand- ard. A man’s business friends criticise his ways of doing business because they judge him by their own little 2x4 stand- ards, The man who wins out in the long run is the fellow who won’t be cajoled or bullied or coaxed or browbeaten into doing things other people’s ways, He may go a little bit wrong sometimes, but when he goes right he does it big. The man who surrenders his individ- uality is giving up the only thing the world can not take away from him; selling his birthright for a mess of pot- tage. It is’nt worth much to those who get it; it is worth a good deal to him who loses it. SERINE natiitadinne aaa An order has been issued by President Roosevelt for the immediate withdrawal from public entry and settlement of St. Lawrence Island, a long, narrow strip of United States domain in the North Behring Sea. The entire island will be devoted to the propagation of reindeer for the Government. St. Lawrence Is- land lies 120 miles southwest of Nome and is a desolate region inhabited by a few hundred Eskimos. It is without agricultural possibilities, is treeless and its only resource is reindeer moss. It is considered capable of supporting from 15,000 to 20,000 reindeer. a You can drive a pen, but a pencil is generally lead. NEW OLDSMOBILE TOURING CAR The finest machine on the market for touring on rough American roads; range of speed at will up to thirty miles per hour; general appearance same as the famous Oldsmobile Runabout; weight 1,350 Ibs; 10 horse power 2-cylinder motor; wheel base 7 ft.; tires 30x3in. Dunlop detachable. Price $1,250. Oldsmobile Runabout, Improved for 1903 at $650.00. CATALOGUE ON REQUEST. Adams & Hart, Selling Agents Grand Rapids, Michigan Condensed Energy NireCrisy The Ready CocKea Granulayr Food, A Delightful Cereal Surprise Contains in easy assimilable form, more energy than can be found in any other food. Children love it and thrive on it. People in delicate health relish it. Indigestion can be surely banished by its use. Contributes clearness to the brain, strength and vim to the entire body. Each package contains WS a ‘‘benefit”? coupon that & Ligg~eN j will interest you. INTRO CRSP “pil Proprietors’ and clerks’ premi- et i | um books mailed on application. fe Nutro-Crisp Food Co., Ltd., fu iI > St. Joseph, M’ch. D | turer’s risk. PS rae to sell them under our guarantee. take the risk of selling \Souders’ are guaranteed ABSOLUTELY PURE, and comply with the Michigan Pure Food Laws. ses You are authorized to sell SoupEers’ Ex- TiavoriNes ee | TRACTS on such a guarantee at the mauufac- lB ter than many other brands sold at higher | prices. Manufactured only by | The Royal Remedy & Extract Co. N. B. Our new Michigan goods are now ready for delivery; guaranteed absolutely pure, and made in strict conformity to the Michigan Pure Food Laws. Order at once, through your jobber. ON’T 10c Lemon 15c Vanilla Extracts They are also guaranteed bet- Dayton, Ohio Dealers are authorized MICHIGAN TRADESMAN _ Hardware _ Some Pe You Meet in a Hardware Store. There is no place, perhaps, where the opportunity is better afforded for those that are interested in the study of human nature and the principles that govern the actions of people than a coun- try hardware store. Here come all the different classes of people and from all the different walks of life, and you are daily brought in contact with the various phases of hu- man nature, and it matters not how odd or peculiar a character may be de- scribed to you, you almost invariably recognize him and are able to match him with one you have met in your own experience. It is not my purpose in this brief article to deal with the motives that contro! the actions of these people whom we come in contact with every day nor to present to you any new theories con cerning them, but will merely cali to your mind a few that you have met and will instantly recognize as old acquaint- ances. One of these people that you have met is the fellow that sometime in the future expects to build a large barn and new house and wil! needa big bill of hardware, and if you will sell him what stuff he needs this season at a liberal discount from the regular prices, he will give you a chance to figure on the bill. Now, without any further in- dex of his character, you are able to go ahead and furnish complete and truthful description of this man. He is no doubt honest as honesty goes, in that he pays his debts, is very close and has held every dollar that ever came into his hands so tight that he ‘‘choked the figure of liberty,’’ but all to no pur- pose. He has thought about that new house and barn until he really expects that something wil! turn up that will enable him to build them and because the hardware necessary is considerable thinks your profits must be something great, little realizing that such bills are sold close to cost or even below. Another fellow that comes to your place probably oftener than the first man is the particular and intimate friend of the hardware man of the next town and by reason of his friendship is al- ways able to buy his goods at a very low price. This fellow sometimes makes his game successful, but beware, ‘‘he is working you, he is working you,’’ and will use any concessions you may be in- duced to make him to convince your neighbor that he is also a very good friend of yours. True, your neighbor may have friends to whom he may make concessions, but they are not going about telling of it or the friendship would soon cease. Then there is the chronic unfortunate who thinks he is born to bad luck. His ig a sad case; you all recognize him; he is usually honest withal and pays when he has anything to pay with, but is careless and shiftless, and his crop is burned for want of proper firebreak, or bis best cow fell in an abandoned open well that he neglected to cover, ora kindred misfortunes befall him that could easily have been avoided preclas a little care and forethought; so we pass him up, poor fellow. Again, there is the good old lady that can repair her own tinware ‘‘just as good as any tinner’’ if she only had some of that stuff that tinners use on tin to make the solder stick; so you graciously give her a small vial of raw acid and she goes her way rejoicing, but soon concludes that she had better let the tinner do this particular job. Perhaps you have never met but you have heard of the woman that gets her washing all ready on Monday morning and finds her wash boiler leaking too badly to be of use, so Johnnie is hurried to the tinshop to have it fixed right away for mamma has her wasb all ready and can not wait, although the boiler has been leaking for a month. The tinner has iust laid out to solder a dozen new articles that he has taken particular pains with to keep free from finger marks, has cleaned and trimmed his coppers nicely and expects to finish them up so neatly that they will be a credit to bis skill, when in comes that old boiler; they have been using borax or some washing compound that con- tains borax, and all tinners know what soldering a job of that kind means, but he must suppress all feelings on the sub- ject and repair the boiler because mamma forgot to send it down on Fri- day, his regular day for repairs, Some of you perhaps have met the young girl that is always breaking a breastpin or belt buckle or some smal! article of jewelry, although she does not turn up so often unless by chance you happen to have a fairly good looking young tinner. Then there is the too fresh young traveling salesman that sells all the goods that are sold in his ter- ritory. He sold seventeen barrels up at Cross Roads Station to Mr, So-and-So and turns over the pages of his order book glibly telling the number of bar- reis, cases and dozens he has sold and you begin to stare in astonishment and feel sorry for poor ‘‘Old Faithful,’’ who has traveled the territory so long for a competing house, and you can not sce what he is thinking of to let this young sprout skin him so completely. ‘‘Old Faithful’’ will surely bave to hunt an- other job next year, but the next year comes and ‘‘Old Faithful’’ is still on his beat as usual, while the young fel- low has either gone to another territory or stopped talking about his sales. And so I could call to your mind many of the undesirable people that you have met. The genteel deadbeat that always wears good clothes,is of fine appearance, uses correct and graceful language, is a good fellow in many ways, but was never known to pay a debt. The fellow that is always borrowing tools and never brings them back until asked to do so. The fellow that has owed you an account for some time and always duns himself before you have a chance. But the undesirable ones are a smail minority of those with whom you have to deal. The greater class are of the other sort. This greater class can also be grouped by some distinctive trait of character or habit not so noticeable as others because we are not aggravated by them, but they are there if we stop to notice them. There is the steady customer that you have sold goods to for years, not the heaviest buyer that you have on your books nor the one from whom you derive the largest profit, but he has been steady and his only ques- tion has been, ‘‘Is that as low as you can afford to sell the article?’’ With the assurance that itis the sale is made. He is not the richest man in the neigh- borhood, but is fairly well fixed and has three friends to the rich neighbbor’s one. He is the man to whom the neigh- bors all go in time of sickness or trouble, the children all know him and just the other day I saw him with his sleigh covered with them three deep, Haven’t you met him? Are there not a EMENT plan for We would like to explain to you our Ranges. Write us about it. colored lithograph. Bement’s S [_ansing, Michigan helping the dealer Ask for large 7 ™ oo MICHIGAN TRADESMAN 29 half a dozen other customers on your books whose accounts are twice the size of his that you would rather lose than his good will? Gush, mere sentiment, some one says, and has no place in business. Business has for its sole purpose the accumulation of wealth and the cus- tomer with the largest account is the one to be first considered and all senti- ment should be left to others, but, mv friend,if you are never touched by these finer sentiments that go to make up the threads of life, others may put in the undesirable class for in a country store the patrons are more or less influenced by the personality of the owner. I was interested a short time ago ina series of articles in a Philadelphia paper on the elements of a successful business man and one of the merchant princes of Chicago advanced the opin- ion that religion and moral ethics have no place in the modern business world, but I pity the nation whose business men are all of that standard. There is another character that you often meet, in a class all by himself, different from any one else with whom you have to do. I mean the old steady reliable traveling salesman, not the fel- low that ‘‘spiels’’ so cheerily one year for the biggest show on earth and the next bobs up serenely for some one else, then the third changes both house and territory, but the man that has visited regularly for, lo, these many years. Every thirty or sixty days he has come into your store with a smile on his face and ready to crack some new joke, or tell some anecdote of wit or wisdom just as if sorrow and care were an unknown quantity in his world and he bad lost the formula for finding it. You never saw a shade on his face. He is well posted in his line of goods or he could not have held his job so long and many times you have profited by his advice. He has stood between you and the house in times of drought and threat- ened disaster. The favors and small services he has done you have been times without number. Sometimes in the quiet of the evening waiting a de- layed train after the orders have been all picked up he may unburden himself to you and you find that the cares and sorrows of life are as common to his kind as to any others, but he has schooled himself to conceal his feelings from the outside world. Perchance it may be an invalid wife or wayward son and you realize that many a bright sally of wit has been made with the vision of a suffering loved one before him and the heart sore within. But wherever he may be or whatever his name, here’s to him and may he never be less. There is one other that some of you have met that has but of recent years come on the field of action and that is the President-Secretary-Directors—all- the-way-down-the-line-to-the-office- boy- and-janitor—hardware company,and you have to provide a journal with an extra wide item column to accommodate their very extended title, but some of the long named houses have wakened to the fact that the average hardware man dis- likes writing any more than absolutely necessary and are furnishing their cus- tomers with a rubber stamp. Elliott Sanborn. —__--—~» +. In writing advertisements it is well to remember that man has a large element of selfishness in his makeup. That ap- peal is strongest which persuades the reader that it is addressed to him and that it will be to his personal benefit to follow its counsel, Told in a Plain Way. Do we spend too much thought and time in making money and too little on making men? This is one of the warn- ings given young men in a recent speech made by Senator Hoar, of Massachu- setts, in Chicago. This country’s rapid rise to commercial fame and the ambi- tion of every man to become rich causes one of the statesmen cf the old school to warn the rising generation that there is something inthe world besides wealth of purse,and that is wealth of character It bas been said that every large fam- ily will have its black sheep, every great man his faults, and every nation bas an element of people with whom money is the whole aim and object in life; who believe that money although the root of all evil will actually buy virtue, The man who goes into business to make money honesty and legitimately is one of the best recommendations for a long career which this nation has. The retail merchant who by fair trade is making two blades of grass grow where one grew before is following one of the best precepts of the Bible and teaching the young men of this community les- sons in industry and frugality. For every successful merchant must sacrifice something to the needs of his business. He must give it his time while other men less attentive and less industrious are off fishing. His wife may be forced to go without that new home for several years in order that the invoices can be paid when due or discounted, The man who seeks money on this plan is one of the strong supports of his country. It is the get-rich-quick fellows who need watching and against whose increase the nation must guard. The element which gamble in wheat, in stocks, in the investment enterprises of questionable concerns, are not good cit- izens. They may be respected in the community because of their wealth. But the spirit which brought them their money will prompt them to put money- getting ahead of every other motive or principle which actuates the good citi- zen, There is no better lesson to teach the rising generation than that there are some things money will not buy and these are really the choicest gifts which can be bestowed on man. Character is a ruling force among the American people and their government. There may be times when it apparently lapses into inactivity and when the baser elements appear to be in control, But that is only the surface disturbance. The deep undercurrent is still at work and steadily forces obedience tc its com- mands. A great monopoly may have more friends among the members of the United States Senate without regard to party than the common citizen. But in time the voice of millions of the common citizens is heard and obeyed. As long as rigbt and reason rule among the mass of the people, this republic is not in danger from the fever of money- getting. —Eli in Commercial Bulletin. > +. The present age is one that ig exact- ing. Business men and those not in trade are becoming more critical year by year. Misspelled words, as well as faulty grammar in letters and printed matter, are noted and commented upon to the hurt of those who send them out. It pays to employ stenographers and ad- vertisement writers whose knowledge of English is sufficient to enable them to avoid palpable errors in spelling and syntax. ——__~. +> Large type and large space attract attention. Attracting attention, how- ever, is not equivalent to selling goods, “Sure Catch” Minnow Trap | Length, 19s inches. Diameter, 945 inches. Made from heavy, galvanized wire cloth, with all edges well protected. Can be taken apart at the middle ina moment and nested for convenience in carrying, Packed one-quarter dozen in a case. Retails at $1.25 each. Liberal discount to the trade. Our line of Fishing Tackle is complete in every particular. Mail orders solicited and satisfaction guaranteed. MILES HARDWARE CO. 113-115 MONROE ST. GRAND RAPIDS, MICH. SAP PAILS Sap Pans and Syrup Cans Let us have your orders. WM. BRUMMELER & SONS, Manufacturers of SHEET METAL GOODS. 249-263 So. lonia St. GRAND RAPIDS, MICH. Buckeye Paint & Varnish Co. Paint, Color and Varnish Makers Mixed Paint, White Lead, Shingle Stains, Wood Fillers Sole Manufacturers CRYSTAL-ROCK FINISH for Interior and Exterior Use. Corner 15th and Lucas Streets, Toledo, Ohio. ClLARK-RUTKA- WEAVER CO., Wholesale Agents for Western Michigan The Favorite Churn We are Exclusive Agents for Western Michigan and are now enter- ing orders for Spring shipment. Foster, Stevens & Co. Grand Rapids, Michigan 3O MICHIGAN TRADESMAN NATURE’S LAW. The Everlasting Struggle For Existence and Supremacy. There is a verse in Tennyson’s ‘‘In Memoriam’’ which represents nature as ‘red in tooth and claw with ravin,’’ and as shrieking against the belief in the goodness of the Power that governs the universe. There are a good many peo- ple who are troubled not only with the great real problem of pain, but disturbed in their faith in the general goodness of things whenever they ponder upon that they call the cruelty of nature. This is, of course, only a part of the great prob- lem of evil, but it is an important part, and it seems worth while to make a few statements about it. No one of us wants to be deceived or to be the means of deceiving any one else. If this is a bad world, and if na- ture is full of unhappy, suffering ani- mals, to say nothing, at present, of hu- man beings—if it is unreasonable to be- lieve in a Good Power ruling the universe, a ‘‘ Power, not ourselves, that makes for righteousness,’’ as Matthew Arnold puts it—why, then, we wish to face the facts. But if we are to deal with a matter like this we must first be sure of our facts, The actual amount of suffering in the world is probably, in the minds of most people, greatly exaggerated. There is no use in making a statement that might serve to harden any man’s heart or make him any less tender toward the sufferings of the world, but we do believe there are good reasons for holding that there is not anything like tbe quantity of suffering in this world that sensitive people have come to think there is, One of the most marked characteristics of modern times is the tremendous de- velopment of human sympathy. Notb- ing like it was ever known before. This ig a great and good thing ; no one would have it less if be could; only we must be careful not to waste our sympathy on imaginary evils. The animal world, in spite of the stories of pursuit and slaying and biood that we imagine, is almost entirely a scene of limitless joy and delight in being. It is a question of considerable interest to farmers as well as to scien- tists whether mother nature is, after all, cruel in her arrangement. We are often told that the whole world is a charnel house and that it is a question of strength and fleetness as to which ani- mai shall devour the cther, and that finally man comes in with skill to make more killing weapons and becomes the most cruel of all living things. Sir Samuel Baker declared that nature was ‘‘a system of terrorism from the begin- ning to the end;’’ and John Stuart Mill said that one of the things most evident- ly designed in nature is that a large proportion of all animals should all pass their existence in tormenting and de- vouring other animals. Now, it seems pretty clear that terror in buman beings is due almost entirely to the imagination. It is because we have this faculty of picturing to our- selves the terrible things that may hap- pen to us, seeing more or less vividly what we conceive to be the consequences of certain conditions—it is because of this faculty of imagination that we suffer terror. A large proportion of the fear, the misery, the pain in nature is dependent upon imagination. This imagination being largely absent from the lower animals greatly reduces the fear and the terror that are sostrengly pictured by Baker and Mill. Take any wild animal you choose, He has no fear of death, no anticipation of death. He is free from the imaginary horrors that have haunted the human mind so long as to what may happen at death and beyond. All this is swept away at one stroke. Alfred Russell Wallace, the rival of Darwin as an investigator, goes so far as to maintain that ‘‘the constant effort to escape enemies, the ever-recur- ring struggle against the forces of na- ture, are the means by which much of the beauty and harmony and even en- joyment of nature is produced.’’ At least in this way have been developed some of the most superb qualities of animal life, such as the fleetness of the horse and the deer, and the muscular beauty accompanying that development. Sir Francis Galton also maintains that the struggle for existence is ‘‘by no means to be counted as_ involving mainly misery and pain.’”’ J. C. Hirst, of Liverpool, in a book discussing this question, concludes that the amount of suffering caused by the struggle for ex- istence among animals is ‘‘altogether insignificant,’’ and that, in a world in which death is necessary, death by the assaults of carnivorous animals is much less painful than any other methods by which life may be extinguished. Many creatures are capable of instantly he- numbing their victims. Dr. Living- stone, the African explorer, tells us that when a lion knocked him down and se- verely shook him he was deprived not only of pain but of terror. Almost all scientific men agree that in the lower life of the world there is not the nervous susceptibility to pain that there is on the part of its highly and sensitively developed men and women. We have no right to project into the sphere of animal life our own nervous Capacity, our sympathy, our feelings. We have no right to suppose that they suffer everything we should suffer were we in their place. This discussion does not encourage the careless or cruel treat- ment of our domestic animals, of which there is far too much, but goes to show that the relation of man and animal may be one entirely free from the charge of cruelty. Suppose animals were left to die of old age, orto starve; it would te in- finitely more painful than the present way of dying. There is proof beyond rational question that sudden death by violence, either for men cr animals, comes as near being painless as any possible way by which life can be ter- minated. Mr. Whymper, the famous mountain climber, somewhere relates his experience on falling over a great precipice of the Matterhorn. He felt certain as he went over the edge of the dreadful chasm that he would be dashed to pieces thousands of feet below. By almost a miracle he was finally saved after a terrible fall; but he tells us that as he fell there was no sense of fear, no pain, only a sort of curiosity as to how the matter would end. Al! the testimony we can get in regard to matters like these assures us that the fright and suffering are on the part of the specta- tors who read imaginary accounts of them in books, and that the actual participants suffer little or nothing. So it is probable that the amount of suffer- ing on the part of the lower lives beneath us is immensely exaggerated by those who wish to bring an indictment against the goodness of the world. We are apt to fancy that the lower races of humanity must be very un- happy, with the constant struggle for existence, with none of the comforts of civilization, without what seem to us adequate food or clothing or houses to live in. It would undoubtedly be a hor- rible thing for us to be compelled to live as do the savages and the wild men. But their method of life is not horrible to them—they are having a very good time, indeed. They have not been put down, they have come up to their present level. Their lives are full of all the kinds of satisfaction that they are capable of appreciating. Nature is an eternal progress. The} evolution hypothesis teaches that there | has been a divine uplook from the very outset. Life from the beginning has been moral and co-operative. The strug- gle for life in the vegetable world is the elbowing of the trees for light and sun- shine, to create beauty and utility. The struggle of the animal world is rarely to destroy, but to preserve and to ad- vance life. Destructive insects are, in the main, scavengers,turning vegetable decay intoanimal life. Purely destruc- tive creatures are few in number and are clearly cases of degeneration. ‘‘The robin destroys worms for young robins. We do not consider her malevolent. The end and aim of the struggle all A Business House Should be Business Like T certainly is not business like to write business letters with a pen. Nearly every business firm of any magnitude has discovered this some time ago. There are a few, however, who continue to plod along in the old rut. A Fox Typewriter will change all this for you. It isa very easy thing to learn to operate the machine, and soon _ be- comes a pleas- ure, The Fox Typewriter is simple, durable, easy to operate and is the embodiment of tical features in typewriter con- 1 than any writing machine yet produced. It will last you a lifetime. Our 1 plan en : riter for ten days. Let us acquaint anyone to try the 1 it. New 1903 catalog free on The Fox Typewriter Co., Ltd. 350 N. Front St., Grand Rapids, Mich. along the line of evolution is not more We manufacture Stencils, Seals, Checks, Plates, Steel and Brass Dies, Automatic Numbering Machines, Check Perforators and Sign Markers. Send for our price list now. DAVID FORBES “The Rubber Stamp Man’’ 32 Canal Street, Grand Rapids, Mich. BOROCHSC BOECHS LORORE SOTO HS avaewune nese he SOROROHOHOROG Q t A RUBBER STAMP with fac simile of your name for only $1.25 Why sign your name to thousands of 4 letters when the above will answer the purpose and save TIME and MONEY? CASH IN YOUR POCKET 7) THE ALLEN LIGHT, MFb. BY M.B.ALLEN GAS LIGHT CO, BATTLE CREEK, MICH. Will be saved by using the ALLEN LIGHTING PLANT. Three years on the market without a fire loss. Absolutely safe. Just the thing to take camping. Light your cottage and cook your meals. Why not enjoy city life out in the camp? Responsible agents wanted in every town. Hecht & Zummach Jobbers of Paints, Oils, Varnishes and Glass 283 West Water Street, Milwaukee, Wis. MICHIGAN TRADESMAN 31 death but higher life. The product at last is man. Without the struggle for existence no such creature as man could ever have existed. Jelly-fish once in existence, it must have been jelly-fish forever.’’ Man is the most profound illustration and noblest product of the ethical aim of nature, but, like all other creatures in the line of evolution, he must die that he, too, may move for- ward and upward. Frank Stowell. —__. 24> —___ The Business World Growing Better. ‘‘Honesty is the best policy’’ has long been held to be a good business maxim, although latterly it is not con- sidered to exemplify the best moral pre- cept. The Sunday school teacher who, in these days, weekly exhorts the young idea to travel in the straight and nar- row path, tells him that he should do right for rigbt’s sake, not because it turns out to be profitable in the long run. However, the quotation with which the paragraph begins is one that modern business houses are beginning to find out is the best that can be nailed up over the door. A Western minister, thinking to find out the popular view of the question, recently sent out in the form of a circu- lar letter to the business men of his town the following queties: 1. Is it possible in these days to at- tain large business success and main- tain a high standard of personal integ- rity? 2. Is the ‘‘Golden Rule’’ practicable in business? 3. Is it observed by business houses? Thirty replies were received and all but two answered the three questions in the affirmative. One of the two excep- tions wa8 anonymous and equivocal, and the other has been characterized as ‘doubting and despairing.’ That the business world is growing better and more inclined to look at busi- ness questions from a strictly moral point is exemplified in the iecords of every day experience. Nearly all business houses have occasional dis- putes with their customers, but we be- lieve itcould be proved that a greater percentage now agree to a compromise than was the case even five years ago. It is now the rule rather than the excep- tion for a house to write back in re- sponse to a complaint, ‘‘We leave the matter entirely to your judgment; what- ever settlement you think ought to be made will be agreeable to us.’’ The millennium has not, of course, arrived, Secret commissions to buyers are still common, although probably not so common as was the case a few years ago. The one-price-to-all system seems also to be gaining ground. About Windows. Make it a point in dressing windows to have some one thing that is distinc- tive—something that stands out like a ‘*sore thumb,”’ The thing that spoils most window displays is that they lack point. Have some one thing in your window so that when peorle look at it they’ll carry away at least one distinct impres- sion. You can look into most windows and try to think ten minutes later of what you saw and you can not remember one solitary item. We can not tell you how to do it—you probably know how; most likely do it now. The man who can’t work up any en- thusiasm will kindly take a back seat. He is not an important factor in the work of the world. SENSIBLE SUGGESTIONS Furnished the Employes of Marshall Field & Co. Cultivate common sense and diplo- macy, and let them show in every detail of every transaction. Learn the great value of courtesy, not merely to customers, but to fellow em- ployes as well. All fixtures and property of the house should be treated with the greatest care; the first scratch paves the way for care- lessness. Each day should find us doing better and better than previously. Acquire the habit of promptness in every matter, large or small,*which is left to your care. Know the value of a good persona! appearance; do not think that any de- tail of your attire will escape notice. Learn to ask such questions as will draw out the most profitable information. Spend wisely your spare time; count every hour golden, every moment an opportunity; don’t waste a minute at any time. Avoid being influenced for the wrong by other persons; have a purpose of your own; weigh counsel, but act from your own best thought. Cultivate a good, clear, legible hand- writing ; many people judge quickly on this point; a good hand is always ap- preciated. However attached to your business, do not allow the commercial sense to deaden, but rather to quicken, the moral, artistic, and all wholesome sentiments. The great majority of errors are made through carelessness; learn to cere; be exact; strive to have it absolutely right—making a mistake in business is like falling down in a foot race: it is a setback. In giving orders, give reasons, thus teaching subordinates to think for them selves. Think to be interested in your work ; learn to love it and you will have the most pleasant of business relations. Cultivate a happy expression and a happy manner; feel it; mean it; the advantage is wonderful in every way. Learn to show a thorough interest in a customer or any person approaching you; try to look at the matter from his standpoint as well as your own. Make memoranda of little points while you think of them; run over the various sub-divisions of your work to recall any points you may have forgot- ten. Let every effort be towards the idea of permanence; do things to last; make the casual customer a permanent one through satisfaction. Salesmanship may be made a profes- sion and receive the same degree of re- spect accorded to an artist of any class. Be emphatically unwilling to ask or receive favors from any person who ex- pects a return in business favors. Make friends of visitors to the store, and do not hesitate to politely call them by name if you know it. The ability of producing an exquisite combination of colors is a characteristic of high refinement. Do not allow yourself to become so accustomed to things which are not just right that you finally see no wrong in them. Strive to understand the ideals and standards of the store on every point and work towards them. Be loyal to every interest of your em- ployers; treat as a trust every bit of in- side information which you are made familiar with. Keep your eyes open for improve- ments, criticisms and suggestions which will help any part of this business. Pay strict attention to whatever you have in hand, and let that forthe time have your whole thought. Learn to leave no misunderstanding unsettled to the entire satisfaction of the other party. Cultivate cleanliness in every spot and corner of the house; see that your own section is perfectly clean. Know how to write a good business letter, and be sure you are thoroughly understood by the recipient. Be sensibly economical in large and small matters; save paper, save lights, etc., etc., and treat each privilege as a trust. Try continually to set a good example for those around you, whether abcve you or below you in position; example is the greatest of teachers. Learn to utilize the knowledge of others, and know every man for the best there is in him. Be careful in all your conversation, cultivating prudence, caution, modesty, and, as well, good English. Know how to listen well; take in al! the points you are told, and catch the spirit as well asthe letter of the request. Learn to close an interview diplomat- ically, and save your time and that of other people as well. Avoid too much cross examination of customers when goods are returned ; this causes needless irritation. When a commission is placed in your hands to fill, see that you put into it your best judgment and thought. Learn the great extent to which the Golden Rule may be applied in busi- ness matters with the utmost satisfac- tion to all, “For $4.00 We will send you printed and complete 5,000 Bills 5,000 Duplicates 100 Sheets of Carbon Paper 2 Patent Leather Covers We do this to have you give them atrial. We know if once you use our Duplicate system you will always use it, as it pays for itself in forgotten charges alone. circular and special prices on large quanti- ties address For descriptive A. H. Morrill, Agt. 105 Ottawa Street, Grand Rapids, Michigan Manufactured by Cosby-Wirth Printing Co., out for $1,000. Are you using Electric lights in your store? itself, and after the first year it will pay you 100 per cent. on your investment. twenty times the light at the same cost and with less trouble to operate than one coal oil you want to learn more about the best Gasoline light on the market, write us and we will tell you. Dixon & Lang, Michigan State Agents, Ft. Wayne, Ind. THE PROOF OF THE PUDDING IS--- well, just read what this firm says about the F. P. Lighting System Incandescent Light & Stove Co., Cincinnati, Ohio Dixon & Lang, Ft. Wayne, Ind. Gentlemen— Yours of recent date recetved, As to the light, we without it; the best light we ever used. It is no trouble at all Get the F. P. and you get the best there ts, Yours very truly, If you are, we can put in a plant that will save you enough money in a year to pay for Are you using coal oil lamps? amp makes you. If these points interest you and P. F. Dixon, Indiana State Agent, Ft. Wayne, Ind. St. Paul, Minnesota North Manchester, Indiana. would not do Wouldn’t have it Helm, Snorf & Co. If you are, we can give you De ae eg ee 32 MICHIGAN TRADESMAN BILL HELLER’S CLERK. How He Acquired the Store at Slab Sid- ing. {Story in Seven stions-theintes IV.] Written for the Tradesman, After young Jobnson had safely passed the batteries of the Hennings’ enquiring gaze he increased his pace to a very re- spectable ’cross country stride. Half a mile farther he turned down a cross- road that took him squarely to the right and when, farther on, he came to an- other highway that ran parallel with the first, he again turned to the right and the curious observer of his movements would perhaps have been puzzled to know, if indeed the young man were headed for any objective point, why he had taken such a round-about course to get there. But Harm congratulated himself that he had just consummated a piece of strategy the like of which had never before been brought to a successful con- clusion. By walking three miles he had brought himself to a point at least a mile nearer Lena’s home than he was when he started, and he had done it, as he fondly believed, without any one sus- pecting his designs. Now it is not to be inferred from this that he was in tbe Jeast ashamed of the fact that he was going to see the very nicest girl that he had ever known, but it was rather a point of honor with him to make these little visits without at- tracting the attention of the neighbor- hood gossips. He was sensitive and he was country bred, and the sharp tongues and ruthless quips of his associates were often more than he could abide. He could not bear to hear Lena spoken of as a Dutch girl, and it made him fighting mad to have the big loafers of the village come into the store and ask for ‘‘b'lony sassage’’ and pretzels and the like, and then when he could not furnish the goods to have them grin knowingly and tell him he'd have to get on a big stock of such things as soon as he went to keeping house. These and kindred alleged pleasantries of a baser sort, many of which, from being silently borne, rankled all the more deeply in his sensitive breast, had opened his eyes to the fact that it was best to carry on his lovemaking as unostentatously as possible. He was swinging along the well shaded road at a brisk pace, looking forward to his call at the little farm house with anticipations of a cheerful nature, when the concussion of an object falling on the ground not far away at- tracted his attention. He stopped and looked wonderingly in the direction in- dicated, but without being able to tell exactly what had happened. It was an usual occurrence—just one soft thud— then Harm listened intently for a mo- ment, and finally, attributing the cir- cumstance to a falling limb, although he knew in his mind that it could hardly have been that, he started on. Presently a similar sound assailed his ear from the other side of the road, and then before he had time to wink twice a small! white object struck the trunk of a maple tree just ahead of him and ex- floded with a slight report, filling the air in his vicinity with sulpbureted hydrogen. A man with even less experience in the grocery business than Harm Johnson could have sized up the situation; but few there are who would have acted so quickly and so unerringly as did our friend. Just ahead the road curved sharply to the left, and around this bend Harm darted like an arrow, his precip- itation barely saving him from coming into contact with more of the flying missiles. Safely out of sight of any pursuing foe, be plunged into the thick brush by the roadside, and settled quickly into his leafy ambush. ‘*Now I'll find out who throwed them eggs,’’ he remarked, under his breath. Tug and Hod, nothing doubting that their victim had made the best possible use of his legs, came tearing around the corner, anxious to get another shot be- fore he was too far away. Just in front of Harm's hiding place they stopped in surprise. Before them stretched a long, level reach of country road, but upon it there was no moving object. The quarry had escaped. ‘Wall!’’ exclaimed Hod, ‘‘I didn’t s’pose any live man could run like that. He must of made a milea minute to git out o° sight tbat quick.’’ ‘“*You bet he did,’’ assented Tug, ‘‘onless—'’ he hesitated, ‘‘onless he's hidin’ around somers.’’ Just then, with the most horrible yell at his command, Harm leaped out of the bushes and seized Tug by the neck. He would have caught Hod, too, but the boy was too quick and with a screech of fright had bounded off. Three rods away his foot caught on a fallen limb and he pitched violently forward on the ground, Harm, without preface or comment, began to shake Tug with generous vebemence. After a while, when there was a pause for breath, it was discov- ered that Hod was standing near, weep- ing dolorously. ‘‘Waitin’ fer yer Harm enquiringly. **Run! why don’t ye?’’ shouted T ug. “IT can’t,’" whined Hod, and then broke into a louder wail than before. ‘“What’s the matter?’’? asked Harm curiously. ‘‘Haint’ broke yer leg, have yer’ ‘‘N—o; but I b-b-roke m’ blubbered the boy. ‘‘Ob, my!’’ screamed Tug, with a boy’s quick appreciation cf a joke, and then, regardless of his recent shaking, he rolled around on the ground shouting with laughter. But this inopportune mirth turned Hod’s grief into anger, and forgetting all else in his rage,and shedding egg from every pore, he pre- cipitated himself upon Tug, bent upon hammering that youth into a state of becoming humility and repentance. For a moment there was a mix-up that gave promise of being quite seri- ous, but Harm roughly separated the combatants. ‘*Don’t ye know better’n to on the Sabbath day? Hain’t ye had no Christian bringin’ up? It’s bad enough to be runnin’ wild all over the way ye do without chawin’ one another down like a couple o’ hyenies. I did cal- ‘late to gin ye both a good trouncin’ fer tryin’ to spile m’ clo’es, but now I come to look at your’n, | guess I might as well leave it fer yer dad. Yer both pretty blamed nasty fer me to handle anyway,’’ he added, smiling grimly. “‘After yer pa gits through with ye, | reckon I'll make a complaint ag'’in ye, and we'll see who'll git the most fun outen this in the long run.’’ Tug wriggled about uneasily, and Hod broke into a low, sniveling moan, ‘‘We didn’t mean nothin’—we didn't go to do it,’’ protested Tug. ‘I didn’t do it anyhow,’’ whined Hod. ‘' ’Twas bim!’’ ‘’Twa'n’t nutber, twas him more’n it was me,’’ asserted the older boy. ‘‘T guess the’ wa’n’t much differ- ence,’’ remarked Harm, ‘‘but I’m goin’ dose, too?’’ said eggs,”’ fight to warp it to both of ye on general principles. 1 hain’t none too many clo’es anyway, an’ I don’t cal’late to have m’ best suit salivated every time 1 take a notion to put it on.”’ ‘*Say!'? said Tug, as a sudden in- spiration came over him. ‘‘Leave us go this time an’ we won't never bother ye ag’in, an’ we'll carry in all the wood down to the store all winter. Will ye?”’ ‘I'll gin ye me five cents, too,’’ added Hod with a sigh. Harm was not averse to making a bar- gain if it were only of the right kind, so he said somewhat guardedly: ‘‘ Yes, that’d be pretty slick, an’ then next time there’s a lot of the fellers in the store, ye'il tell ’em how ye come it on me. No, | don't bite on no sucker bait if I be a fish.’’ ‘Oh, no, we wouldn’t—honest Injun, we wouldn’t—hope to die ’n’ cross m’ heart 'n’ strike me dead!’’ chorused the culprits. ’’ ‘*Cus if I w-o-u-l-d take a notion to let ye off fer the time bein’—fer the time bein’, mind ye—it'd only be on the understandin’ that the case ag’in ye is held open, an’ would be pushed to the full extent of the law fust time the’ was a peep from either on ye.’’ ‘*Oh, ye kin sock it to us all ye like if we ever say a word,’’ assented both Henningses in a breath. ‘An’ ye don’t want to make no mis- takes about fetchin’ that air wood, nuther. The old heater eats up dry maple like all git out, an’ the’ won't ncthin’ short of a reg’lar jam pile every mornin’ fill the contract. Ye wanter understand that! A reg'lar jam pile o’ wood bright an’ early every morn- m7 Twenty minutes later two naked youths might have been seen standing knee-deep in the little trout brook that ran through one corner of the ‘“‘big woods.’" They were trying to remove every trace of egg from their scanty wardrobes, but their efforts did not seem to meet with very marked success. Geo. L. Thurston. {To be continued. } Everybody Enjoys Eating Mother’s Bread COPYRIGHT Made at the Hill Domestic Bakery 249-251 S. Division St., Cor. Wealthy Ave., Grand Rapids, Mich. The Model Bakery of Michigan We ship bread within a radius of 150 miles of Grand Rapids. A. B. Wilmink This is the Finest Flint Glass Display Jar ana Stand on the market to-day. It is peer of them all. Just the thing for displaying Preserves, Fruit, Pickles, Butter, Cheese, Celery, Nuts, Raisins and Candies. The neatest, most tasty and best silent salesman ever put on the market. We are the largest manufacturers of FLINT GLASS JARS in the world and can quote very low prices. Write for Catalogue and Price List. The Kneeland Crystal Creamery Co. 72 Concord St., Lansing, Mich. For SALE BY Worden Grocer Co. and Lemon & Wheeler Company. SOLPLOLOLSOLSPLOLSVLOLOLLOLO Account Files For petty charges of the busy grocer. Different styles. Several sizes. THE SIMPLE ACCOUNT FILE CO., Fremont, Ohio 500 WHITTLESEY STREET t Treatment Salesmen. Written for the Tradesman. After several years’ experience asa salesman I am convinced that the work of salesmen would be much more pleas- ant and their services more valuable to both their employers and the buyers if many merchants had a more correct con- ception of the true relation between the seller and the buyer. This conviction is especially emphasized when a man is making new territory and calling upon new trade, for we all meet plenty of merchants who, when first accosted, deny that the buyer is in town and pro- fess total ignorance as to when he will be at his place of business. They ex- Discourteous of Traveling cuse themselves for this course by rea- soning that they do not care to be both- | ered: but the experienced salesman | readily detects the attempt at deception | and the merchant often loses the op- | portunity to secure some valuable addi- | tions to his bargains, which his com- petitor may gladly take. If his neigh-| bor has a good thing in his stock he did} not get it by claiming to be out of town) when it was offered him, for it is just) as mucha necessary part of ssi mercan- | MICHIGAN TRADESMAN tile business to purchase goods as it is to sell them after they have been pur- chased. Then there are merchants of a certain cast of mind who, as soon as a sales- man enters the store, at once become exceedingly busy with matters for which they had an abundance of time only a few moments before. Disregarding the fact that the salesman is there in the interest of both the seller and the buyer they leave him in total ignorance as to whether they are in the market for his goods, until his ambitious spell wears off, which may last half an hour, and it may last much longer. It would be just as easy, at the beginning, to state that no goods are wanted, thus leaving the salesman free to call upon other trade, or name an hour when there would be liberty to examine samples and discuss trade topics, thus enabling the sales- man to visit other dealers during the |interim, This practice of silent ig- noring is very common, even among dealers who are modeis of courtesy and | good fellowship when away from their places of business, and is a source of — annoyance to those whose time is fully taken up and energies greatly taxed to do the work assigned them. But, fortunately, the buying class is not entirely composed of the sorts men- tioned, for there is still a class who al- ways send us on our way inspired, re- newed and cheered whenever we call upon them, whether we sell ornot. And these are usually successful merchants, who appreciate the relative relation be- tween buyer and seller and realize that the salesman is as valuable to them as he is to his employers. Of course, no merchant can always see the good things each salesman offers, but the up-to-date merchant is wise enough and courteous enough to inves- tigate what the trade is offering, and when he is in the market he is posted as to trade conditions and has a pretty good idea as to what they are likely to be in the immediate future. Such mer- chants buy to the best advantage. Are you one of this sort? C. A. Bigelow. Corunna, Mich. > > The fellow who attempts to grasp the horns of opportunity must be strong and agile; otherwise he’s likely to be tossed over the fence. 33 Left Side of the Face. A photographer was asked the other day if there is any special reason why most photographers show the left side of the face and not the right. ‘‘Yes, there is a reason,’’ he an- swered. ‘‘in a majority of cases the left side is the good looking side, and photographers know this and take ad- vantage of it. On the other hand, i you want to get at the real strength and character of a person’s face—man or woman—study the right side of it. There you will find the lines bold and harsh, comparatively so, at any rate, with every defect accentuated. On the left side, however, everything is softened down and the face is at its best. ‘‘Whenever you suspect a man of trickery or deceit—or a woman either, for that matter—stand on his right and closely watch his expression. There never was an actor skillful enough to cover up the marks of his real person- ality,as nature has stamped them on the right side of bis face.’ > +> The Cynical Bachelor observes that no man is old enough to marry until he is old enough to know better. Some Members of Grand ae * Comet Mo 131 UC. I. H. A. Dennis Will Isham H. R. Putnam J. G. Benjamin z. O. E. Jennings Mj. W. H. Bunn WwW. R. Cherryman M. H. Van Horn evstek c, W. H. Sigel J. M. Flea Chappell Te ee nn ena rere nee LaLa | i bl 34 MICHIGAN TRADESMAN The Way to Treat Customers to Make Them Return. Written for the Tradesman. A customer enters the store and asks for a pair of shoe strings. The clerk waits on him politely and promptly. The customer pays for them and the clerk, instead of turning the customer away with an ugly look on his face at the small purchase, begins a little con- versation with him. There happening to be no other customers in the store, they talk on different subjects, the clerk getting the customer to feel friendly towards him and making him feel at home in the store. The customer, thinking it about time to go, pulls out his watch to see what time itis. The clerk, seeing that the customer is think- ing of leaving and that he has got on the right side of him, calls him by first name. ‘‘Jobn, don't be in a hurry,’ he says:‘‘Look around some. We just got in an elegant line of stylish Fedoras and stiff hats yesterday. Come back here, John, and look them over and try one on.’’ The customer looks them over carefully and admires them very much and says, ‘‘That’s a fine line of hats you have, they're really beauties. What’s the price of this Fedora?’’ The clerk looks at the box and finds that $2.50 is the price of the hat. ‘‘It’s really a $3 hat,’’ the clerk says, ‘‘but we marked them down to $2.50.’’ ‘‘Have you a 7% in this hat?’’ asks the cus- tomer. ‘‘Sure we have!’’ exclaims the clerk, full of pleasure at expecting to be the first one of the store to sell one of these new hats. Looking over the dif- ferent hats he finds the one wanted—7'. The customer examines the hat a mo- ment, remarking, ‘‘It’s a fine one, isn't it???’ The clerk replies animatedly, ‘‘VYou bet it’s a beauty!!"" ‘°‘Well, wrap this hat up for me and I’|i take it along.’’ The clerk wraps it up and hands the package to the customer, who pays over the $2.50. The clerk feels pretty good over the unexpected sale. ‘‘John,’’ he says, ‘‘is there anything else I can show you—our stock is complete?’’ ‘‘I’m coming in next week and get me a Sunday pair of pants,’’ says John. The clerk, not wanting to take chances on his coming next week,takes him over to the trousers department. ‘‘Jobn,'’ he says, ‘‘here’s an elegant pair of pants—what size do you wear?’’ ‘‘I wear 34 34.’’ The pair of trousers they were looking at hap- pens to be John's size. ‘‘John,*’ the clerk says, ‘‘I will give you a_bar- gain.’’ ‘‘Well, let's hear you,’’ says the customer. ‘‘You take these for $3.75,'’ says the clerk. ‘‘Wrap ’em up in a hurry,’’ says John, the good cus- tomer. They really are $5 trousers, but the clerk is working for the employer's interest. As he has only one more pair left like these trousers he decides to make a reduction in price. Instead of keeping the same old price on two odd pairs of trousers, by cutting them down to $3.75 he perhaps will get rid of one pair of them, whereas if he asks $5 for them he stands the chance of losing the sale and will still have the two pairs of odd trousers on the shelf. Now be has only one pair of them left, which he will no doubt sell for $3.75 to the next customer who fancies them. At any rate the clerk wraps the trousers up and Jobn pays him the $3.75. John thinks he has a bargain and he is right. The clerk says, after he receives his money, ‘‘John, let’s go and have a little smoke.’’ The clerk goes out with John and buys the cigars and they have a nice little smoke, when John says, ‘‘I guess I will have to go now sure."’ ‘*Well,’’ says the clerk, ‘‘come in again, John.’’ ‘‘Yes,’’ says John, *‘I will be in again in a few days and see you."’ Now ail this shows that the clerk has not only made a pleasant acquaintance but a steady customer as well. If he bad had a frown on his face when the customer asked for a pair of shoe strings the latter would not have cared to stay and converse with him. It certainly pays every proprietor and every clerk to have a_ pleasant smile every time a customer enters. Although it may be but a small child, if you treat bim po- litely be will remember it and come again. Merchants should read this carefully; it may furnish them a hint. Remember that one good way to win success in business is by being and acting like a gentleman whenever a customer enters your store, Meyer M, Cohen. a The First Need of a Modern Retail Store. It is our firm belief that the retail store whose master means to get out of his business all there is in it can as well do without advertising or the show window as without a bargain department. The store that has no bargain depart- ment lacks a feature that will, when tightly bandled, make business in dull seasons improve business at good sea- sons; and serve at all times as a ma- chine for grinding odds and ends into cash. It bas ceased to be a question whether a bargain department does or does not pay. There is scarcely a well- known big city store in the country— from Wanamaker, Siegel, Cooper & Co., Marshall Field & Co. down—that does not to-day run a bargain basement and countless bargain counters. In simplest terms a bargain depart- ment is some one place in a retail store where practical, low-priced, popular goods are brought together, and priced so they will impress the public as ex- ceptional values, The purpose is two-fold: First, to draw people into the store and make buyers out of shoppers. Second, to serve as a regular means of working off odds and ends. Call the feature what you will—bar- gain table, 5 and roc counter or bargain basement—the principle is the same. Metrofolitan stores usually conduct bar- gain basements,in which they place on sale low-priced goods, and which they advertise through the medium of attrac- tively low prices. Yet the principle is precisely the same as that of the 5 and oc counter in the country store which contains say but thirty dollars’ worth of tinware and glassware. The one thing needful to make a bar- gain department a success is VALUES— stuff that looks to be and is more for the money than usually given in retail stores. HOME GOODS fill the need pre- cisely. The hundreds of articles used in every household—items for the kitchen, dining room and chamber—staples in tinware, woodenware, hardware, china, glassware, crockery, etc.—can never lose their grip on public favor.—Butler Brothers’ Circular. —_—_ +. When you hire some one to help you give him for his work not necessarily what he asks, but what you believe it is worth. It does not pay totry to get more than your money's worth out of any one, —___ > 4. The woman who marries a man to reform him soon discovers that herglei- sure moments are few and _far between. Waste Means Loss of Profits } That’ s why there’s so little i profit in handling OIL OR || GASOLINE in the OLD way. STOP THE WASTE caused by evaporation and loss from leaky barrels and dirty ‘‘sloppy’’ measures | by installing an improved Bowser 3 MEAsurE J oe « Oil Tank “IT's “THE E NEW WAY. It pumps a gallon, half gallon or quart directly into the customer’s can without use of measure or funnel. No waste of oii, No loss of time or labor, No dirty oil-soaked floors. We shall be glad to explain more fully. Ask for Catalogue ‘«M.”’ It’s free. Ss. F. BOWSER & COMPANY FORT WAYNE, INDIANA. >OOOOOOS 0606666 060666000 66090000 90090006 60060066 “Search” The Metal Polish that cleansand polishes. Does not injure the hands, Liquid, paste or powder. Our new bar polish (pow- der) in the sifter can is a wonder. Investigate. Send for free sample. See column 8 price cur- rent. Order direct or through your jobber. =: = a SEARCH METAL POLISH FOR CLEANING BRASS,COPPER.TIN, NICKEL AND STEEL. REMOVES ALL RUST. DIRECTIONS: APPLY WITH SOFT CLOTH, WIPE OFF cusses acne WITH DRY SOFT CLOTH OR CHAMOIS McCollom MANUFACTURED BY . Manufacturing Co. ie el eo a bye eee Chamber of Commerce, Detroit, Mich. [ee sbisnninhineis eee ainsi in Ahi bis iii ib ih bbb bh tbbbnbbbhbhbbhrdbbeadoboe oe eerrrrrrrT7707T070"—"—C-FT-Yerrrrvrerrvrrrvrvee WORLD’S BEST Ss ~— we le FIVE CENT CIGAR ALL JOBBERS AND G. J. JOHNSON CIGAR CO. GRAND RAPIDS, MICHIGAN MICHIGAN TRADESMAN 35 Some Important Details in Good Store- keeping. The impression made upon custom- ers as they enter the store should be a pleasant one. The arrangement of the store is the important thing and a gro- cery or general store offers a large field for study and improvement in arrange- ment and decoration. Assemble your attractive goods near the front of the store, the canned goods, bottled goods and package goods, with the bright, catchy labels arranged on the front shelves, and make the best part of the store look the best. Do not shut off the view of a pretty shelf by piling goods on the show cases. An improvement can often be made in the looks of a narrow store by mov- ing the counters back a distance from the front, leaving the front of the store clear, back to the shelving. This gives a comfortable, roomy appearance to the store and shows up the shelf goods to their best advantage. Lay out your stock with an eye to convenience; that is, keep the goods that move out rapidly arranged handy to the wrapping counter; have the coffee and sugar near the scales, and do not go half the length of the store to the coffee mill. Have a little bunch of sacks near the bananas and oranges. If you take a print of butter from the refrigerator and walk across the store to get a butter plate you are wasting time. When a customer comes in aftera gallon of kerosene and a lvaf of bread, measure up the oil last, then you will probably get an opportunity to wash your hands before the next customer wants a pound of vanilla wafers, or a yard of pink ribbon. Do not give the manufacturers who pack their goods in packages for the trade too many chances to advertise the cleanliness of their goods and the un- cleanliness of the clerk’s hands, These fellows are cutting the profit in two for the merchant and doubling it for themselves. To be sure, they are giving the trade clean goods, but they do not always give them the quantity they would get in bulk at the same price. The quicker, the cleaner and the pleasanter you can wait upon Customers the better chance you have of holding their trade and getting more of it. Look out for bad odors around the store, generally from decayed vege- tables, an open or leaking oil tank, or a barrel of sauerkraut or pickles. Keep the store well ventilated and get rid of that old idea of covering the floor with sawdust. This habit is not so common as some years ago, but is still followed by a few stores. Sawdust smells bad, but the great fault is when the women sweep it up with their skirts. What woman can feel at ease and give an or- der in comfort wading around in the sawdust and trying to keep her dress clean? There is virtue in a little wet saw- dust when sweeping, to keep the dust down, although the broom moistened with kerosene is the more modern way. Discourage the old cat of that habit of sleeping on the wrapping paper on the counter. In dressing the window start cut with an object. A window full of miscella- neous goods does not produce as good an effect as one filled with one iine or two or three lines related to each other. A window filled with pancake flour and bottled syrups suggests pancakes to the observer. One filled with an ex- clusive line of canned goods reminds you of that brand, but a window deco- rated with a variety of miscellanous goods produces no lasting effect on the observer and you have accomplished lit- tle. These are a few suggestions men- tioned in a general way by an ob- server.—Commercial Bulletin, 0 Why Easter Is a Big Selling Season. The up-to-date storekeeper begins to prepare for Easter displays right now. Easter falls on April 12. For some time in advance the Easter business will be on in full swing. A good Easter window display is about as good an advertisement as the dealer can have, no matter how small the town may be in which he is located. The two great festivals of the civilized world are Easter and Christmas. Easter is beginning to be nearly as important an event in American life as the gift giving festival later in the year. Easter gift giving is greatly on the increase. The merchant wherever he may be located should remember this. He can cultivate Easter as a gift giv- ing festival in his community by good displays. Some window decorators, and that in- cludes the clerks in the general stores as well as the specialists in the big de- partment stores, make their displays en- tirely symbolic of this spring festival. Others believe that a touch of Easter in the window surrounded by a good dis- play of merchandise well ticketed with price marks is more to the point. For the average Northwestern mer- chant this department believes the straight merchandise display with a sug- gestion of the festival is the better. This is the big chance for the clerk who aspires to sell goods through win- dow decoration in the spring. Spring goods in most any line, especially in dry goods and shoes, can be used in this connection. In the grocery department some neat specialties can he selected out of which a good window trim can be built. But here again comes the question of what will attract in the community most. In some towns the windows have been filled with nothing but merchandise dis- plays for years. The idea of the window display is to make people talk about the store. li a town has never seen a window display entirely symbolic of Easter, it is well to have such a display. It will attract the attention not only of the children but of the adults and make the women good advertisers for the store. Some good color schemes should be arranged for such a display, in fact, through the Easter season several dis- plays can be made if the decorator or clerk has the time to do it. There are some beautiful colors in dress goods and some beautiful styles and patterns in wash goods this spring which can be blended into a harmonious and pleasing effect. Laces in all their variety are splendid material for the windowtrim. Ribbons help out wonderfully.—Commercial Bulletin. ——_—_o¢ —S— Value of Moral Rating. Those who have occasion to consult Bradstreet and Dun can not fail to note that two ratings are given firms of given classes, one being the financial and the other the moral standing. One may have money to meet all one’s obliga- tions and yet be rated low because of his disregard of his promises to pay. Promptness in meeting one’s engage- ments of all kinds, whether monetary or otherwise, is a sine qua non to high moral standing. This should hold as well in the matter of newspaper circu- lation and in the wording of advertise- ments. A time will surely come, for the moral forces of newspapers and adver- tisers are being exercised to this end, when newspapers will tell the exact truth about their circulation, and ad- vertisers will tell the precise truth about their goods. One who is honest solely because it pays to he honest is a rogue at heart. But if no higher motive will impel some, then, even, it were better for general business that this should be the incentive than that dishonesty should obtain anywhere. One who establishes a reputation for integrity makes easy the work of the salesman. Customers buy without solic- itation and without lengthy explana- tions. The newspaper which is known to be truthful as to its circulation bas but little trouble in coming to terms with the advertising manager. It pays to be honest with one’s self and it pays to be honest with others. One should be thus honest solely because it is right and, therefore, his duty to establish for himself a high moral rating Neverthe- less, as a matter of dollars and cents it is profitable to any man, and it is the shortest road to wealth to have a charac- ter as well as a reputation for sterling integrity.—National Advertiser. oo os Misrepresentation is the microbe of failure in advertising. The QUALITY of our Business DURABLE, RELIABLE, ATTRACTIVE. Our catalogue il- lustrates and describes them fully. quote you money saving prices. ENOS & BRADFIELD, 116-118 South Division St., Our Salesmen will soon call on the trade with a full line of Summer Goods. We have some special bar- gains. Our line of Har- ness, Collars, etc., for spring trade is com- plete. Send in your orders. Brown & Sehler, Grand Rapids, Mich. CAN SI | i Business, no matver what it ls or where Wherever mail ie delivered, 1 do bewmes. If you want to sells farm, t 5 balding, mill, factory, lamber or coal yard, stock an patent mght, of waab Booklet. If y for FREE Bpartner, send two stamps for my Bool 4 fo wy) BARRON'S MONTHLY 8 nit ob Ranmstons . Barron. South Bend,Ind SELLINGTHEMOD. EVERY MONTHS SSS 4 im every house [city or countsy J, fi re: men LLL yawe [© the Tike witdi tory, bank, b try}, fae millio oe earn over and over again; to ab NT an uick for exchasive A a BEND, IND | le 10 conte; movey back if ems ZENO M. O. SUPPLY C Wagons is unexcelled. They are Write for it to-day and let us Grand Rapids, Mich. [EAGLE 3:32 LYE | (\ 2 » m Standard of 100.9% purity. Powdered and Perfumed. Strongest, purest and best, packed inacan havingtwo lids, one easily cut and theother re- movableforcon- stant use. Eagle Lye is used for soap making, washing.cleans- ing, disinfect- ing, softening i water, etc.. etc. Established 1870 Fulldirections on can wrapper. Write for bookletof val- uableinformation. For spraying trees, vines and shrubs it has no equal. Absolutely Fr One Handsome EAGL Place your order through your jobber f Eagle Brands Powdered Lye. With the 5 come shipped FREE. retailer with our handsome GIAN Eagle Lye Works, to any dealer placing an order for a 5 e i E “BRANDS POWDERED LYE. HOW OBTAINED Freight paid to nearest R. R. Station. to the factory jobber’s bill wets fer Tre _ wae, sos NAIL LLER, pes d. OUR New Deal FOR THE Retailer te This Deal is subject to {withdrawal at any time without further notice ee of all Charges Giant Nail Puller whole case deal of ‘or s whole cases (either one or assorted sizes) case shipment one whole case Eagle Lye will Retailer will please send be returned to the Milwaukee, Wisconsin aS ee a ee a alae ea ee | 4 RR Seis ween eet - Cite oe ee aes ik wa a — _ - oe Dat eg Sea ot oe 36 MICHIGAN TRADESMAN Butter and Eggs — Observations by a Gotham Egg Man. William Wills, President of Mer- chants Refrigerating Company, recently came before the Egg Quotation Com- mittee on the New York Mercantile Ex- change (of which Committee the Egg Committee forms the majority) and ex- pressed his views in regard to a recent change in the egg rules by which no eggs can be passed as storage packed firsts unless the cases are provided with excelsior packing. It is well known that cork shavings have been largely used as packing for storage eggs and many packers and storers regard cork, when properly used, as the best packing for the purpose. But owing to carelessness in the use of cork it appears that some dealers have had trouble with storage eggs packed with cork, because too little was used and extra breakage resulted, so the Egg Committee recently con- cluded that excelsior was best and that no other packing would be permitted to pass as firsts. Mr. Wills objected to the change in the rule. He gave it as his experience as a warehouseman that odors coming from long held eggs in storage were due to the excelsior packing; that packers were very likely to get excelsior made from green wood, and he intimated that while careless or improper use of cork might result in more breakage the dam- age from poor excelsior was greater. Mr. Wills was of opinion tbat the use of cork shavings in packing storage firsts should be permitted as before. The Committee took no further action in the matter at the time. Several operators in storage eggs have spoken to me about this matter and most of them have-considered it wrong to bar from the class of storage packed firsts eggs that are packed with cork shavings. There is no doubt that when cork shavings are properly used they are superior or tully equal to excelsior and it certainly seems a hardship that oper- ators who prefer to use this packing should be debarred from selling their goods as firsts if they meet the require- ments of the rule as to quality and breakage. As there seems to be a decided differ- ence of opinion as to what is the best packing it would seem proper to make the rule broad enough to take in all kinds of packing that may be preterred by some, but to require that the kind of packing be specified so that a buyer may avoid what he does not want. If the Egg Committee believes that a great majority of the trade prefers excelsior packing for storage eggs it might be well enough to require such packing ‘‘unless otherwise specified;’’ and if that qualification were added to the present rule it certainly could do no harm to any, while it would permit those who had goods packed in cork shavings to offer them as such, and buyers who prefererd such to bid forthem. It must be remembered that the objection to cork shavings is that they are likely to lead to extra breakage (when improper- ly used that the ruies elsewhere provide against any breakage in storage packed firsts in excess of a certain max- imum—18 eggs to the case. The rule as it stands could undoubted- ly be made satisfactory to all if it were made to read ‘‘dry sweet excelsior pack- ing under bottoms and over tops, unless otherwise specified. *’ There is another reason why we think this leaway should be allowed: There is a new flat being made for egg pack- ing, made of corrugated strawboard of light weight, designed especially to do away witb other packing, and it will be generally admitted that if such a device will hold the eggs firmly in place, so as to prevent breakage, the doing away with packing ought to be advantageous in the preservation of the goods. We understand that some packers are pre- paring to use these corrugated flats this season and some may use them for the bottoms of the cases, using other pack- ing on top to insure solidity. If this packing proves satisfactory it would be unfortunate if holders should be de- prived of the privilege of selling as fists, especially as the rules protect the buyer against undue breakage. Such eggs, and other approved packings, could be sold for what they are under the slight modification of the rule sug- gested above. The second-hand egg case nuisance is still a cause of serious complaint. Many shippers are using these inferior cases and receivers are generally com- pelled to cut prices for them. There is no economy in saving a few cents in the cost of egg cases or packing at the ex- pense of bad appearance and increased breakage. —-N. Y. Produce Review. > 2. Process Butter Has Come to Stay. We hope those who have the real in- terest of dairying at heart will take a liberal and comprehensive view of the butter situation so far as it relates to renovated butter, and not be so foolish as to join in the senseless denunciation heard in some quarters of a product that is wholesome and pure, and whose in- gredients are wholly the product of the cow. The Maine Dairy Association put itself on record recently as condemning renovated butter. They pronounced it ‘“second to oleomargarine as a counter- feit and fraudulent imitation of genuine fresh butter.’" There is not a particle of fraud or counterfeit about renovated butter. It is simply all forms of dairy butter rechurned witb milk, and the im- purities and taints removed so far as it is possible to do by the elaborate process which it goes through. Under the pres- ent Government restrictions the factories making this butter are regularly in- spected, and every print, roll and pack- age is stamped so that the purchaser knows exactly what it is. Renovated butter is used by thousands who can not afford to pay for butter of higher grades and it is extensively used in logging and mining camps and by bakers for cooking purposes. It is mixed farm butter of every shade and quality, with a college education. This butter was heretofore made up into what was termed ladles or low grades, and some of it used to sell as low as 4 and 6 cents per pound. Since processing has been in vogue there is absolutely none of tbis cheap butter on the mar- ket. Packing stock—as it is commer- cially known—sells for from toto 14 cents per pound, and the high price means millions of dollars in the pock- ets of the dairymen added to what they were able to realize before renovated butter was made. For the creamery men to say that their butter is the only butter that should be sold and all else is counterfeit is utterly wrong and ab- surd. It is fighting the farmer on the frontier, who has no facilities for bav- ing his product worked up into creamery butter, Process butter has come to stay, and opposition to it, or criticism of it, only reflects upon the intelligence and fair-mindedness of the people who de- nounce it.--Egg Reporter. WHOLESALE OYSTERS We are the largest wholesale dealers in Western Michigan. Order early. DETTENTHALER MARKET, Grand Rapids, Mich. GHOOGHHHHGOHHHHHHHHGHOGOOGHGGG Butter I always want it. E. F. Dudley Owosso, Mich. GOOGOOGOHOGOHOOOOGDGHOOODDGOGOD “First Run” NOW is the time to ask us for prices and get your orders in for the First Run of Sap, which insures the VERY FINEST FLAVORED MAPLE Syrup and SuGAr. We guarantee the quality and ask to sub- mit you prices. Michigan Maple Sugar Assn., Ltd. 119 Monroe Street, Grand Rapids, Michigan Perfectly grown, perfectly cleaned, perfectly roasted and packed, con- sequently a perfect coffee and at a reasonable price. JUDSON GROCER COMPANY, Grand Rapids MICHIGAN TRADESMAN Story of George Ade’s Sandwich. Every time George Ade—author of the book of ‘‘The Sultan of Sulu,’’ among other notable things—thinks of a sandwich he recalls a most thrilling ex- perience that he had at college. Ade attended Purdue University at La Fayette, Indiana, where he earned his first dollar after graduating in 1887. He spent a good part of the summer vacation preceding his senior year in La Fayette. The ‘‘good old summer- time’’ in a college town of the size of La Fayette is not always over-running with excitement and novelty. In fact, at times it can be very monotonous, es- pecially to a lively young college fellow. It was at one of these times that Ade, tiring of sitting around the hotel and parading the hot streets, suggested to two of his ‘‘chums,’’ both residents of La Fayette, that they go boating. The others readily agreed and, after ‘‘toss- ing up’’ to see who should row the boat up the Wabash River toa little spot in the stream known as the ‘‘first is- land,’’ about six miles from the land- ing and within a mile or two from the historic battlefield of Tippecanoe, the trio started out well supplied with eat- ables and cooling drinks. The trip up the river, which was swollen with the floods from the tribu- tary creeks, was very difficult, two sets of hands at the oars being necessary most of the time. The men were very tired when they reached the little island and, after reducing their supply of food and drink very materially, they sought the shadiest and coolest spots and went to sleep. When the first one woke up, the stars were peeping out one minute and hiding behind fast-fleeting cl.uds the next. Before the return trip was started a heavy rain set in, accom- panied by a most vivid display of forked lightning and a constant rattle of heavenly musketry and heavy can- nonading. The river now was rushing witha madness that caused the hearts of the trio to beat with some apprehension. The use of oars was unnecessary, except in keeping the boat away from the treacherous sbore. At times the frail litle craft collided with great drift logs, once being almost overturned. When Ade got into the boat at the is- land be was nibbling one of the few remaining sandwiches. When he realized the danger that was staring him in the face on the wild ride down the stream he forgot all about his sandwicb, which he unconsciously kept in bis hand. At last, when the faint lights at the city landing came to their view, the steersman turned the nose of the boat toward the shore. Within a few yards of the landing a bridge crosses the stream. When the turn for shore was made the ‘‘man at the wheel’’ did not take into consideration the massive stone piers of the bridge. ‘‘Give her a jerk! Quick! quick !"’ shouted Ade, as he beheld straight in the path of the boat one of the big dark piers. The boat was given such a turn that it was almost overturned, but it cleared the pier by a few feet. Drift logs had become congested at the pier and one of them protruded over the water, This was not seen and before the men could realize what had hap- pened, they were clinging to the trembling log, their boat tossing madly on down the river. Their combined weight pulled the log so low that only their heads and vice-like arms were above the water. All three of them set up shouts for help and, lucky for them, the bridge- keeper heard their voices and hastened to the rescue. With great difficulty he succeeded in taking them from their perilous position. The students sat for half an hour in the bridgekeeper’s little house, each chilled to the marrow and trembling with excitement. Just before they left the house to enter a carriage, the bridgekeeper looked at Ade’s hand and began to smile. ‘‘What’s the matter?’’ asked Ade. ‘*What’'s that in your hand?’’ said the keeper. It was the sandwich, mashed until it resembled a plaster cast. NO Riche:t Man in the World. Alfred Beit, of London,is unquestion- ably the richest man in the world in bis own right—and he has been on this earth less than half a century and less than twenty-five years with any money in his pocket. The late Cecil Rhodes cut so colossal a figure in the affairs of South Africa that he quite overshadowed in public attention his partner ina great enterprise that made both of them im- mensely wealthy. This obscurer man was Alfred Beit, who was connected with Rhodes in the working of the fab- ulously rich diamond mines of Kimber- ley, which have yielded as high as $10, - 000,000 a year, Beit, who has latterly been danger- ously ill at Johannesburg with an apo- plectic attack, from which, it is be- lieved, he will entirely recover, is thought by many to be the richest man in the world, His wealth is estimated as high as a billion dcllars, while even a conservative reckoning makes it at least $300,000,c00, He owns most of the Kimberley diamond field, controls the cutting industry in Hamburg, and is interested in many other enterprises paying large profits. He is the most successful promoter in the Old World. While Rhodes was the forceful and aggressive partner, Beit was always careful and touched no investment that did not bring in good returns. Although a more quiet and less osten- tatious man than Rhodes,he had greater influence in South Africa than the ‘*Colossus.’’ Born in Hamburg forty- eight years ago, Beit first went to Af- rica at the age of twenty-two. He worked long enough in the diamond field to see his opportunity,and then re- turned home and got his father to aid him in buying mines. Rhodes, backed by the Rothschilds, contested fiercely with him for a time, but they finally made peace and joined forces. Beit bas a magnificent palace in Lon- don, but he is unmarried, and has shown no desire to enter society. Good Clothes Do Cut Some Ice. ‘‘Fine clotues do not make a gentle- man’’ is an antiquated proverb, In theory this is true enongh, but in every- day life the fine clothes help very ma- terially in the estimate which men place upon the character and standing of those they meet. Appearances count for a great deal in social life, in business and everywhere. A slouchily dressed man makes a bad impression, no matter bow talented he may be in business affairs. Men judge by external appear- ances and neat attire, and weil-selected colors are pleasing and effective. Ifa man is clean and neat, attractive and pleasing in his personal appearance, he will receive attention and be judged ac- cordingly, while the ill-dressed man will be passed by and spurned. —__. +> Some people are so disagreeable as to be continually contradicting themselves. Cold Storage Eggs Why pay 25 per cent. more for fresh when you can get just as Give us an order and be con- vinced. We store Fruit, Butter, Eggs, Poultry and Meats. Liberal advances on produce stored with us, where desired. Write for information. good by using our April stock? Rates reasonable. Grand Rapids Zold Storage & Sanitary Milk Zo. Grand Rapids, Michigan 16 to 24 Bloomfield St. West Washington Market New York kinds are wanted and bringing good prices. to gather. We can assure you of good prices. Cold Storage and Freezing Rooms Fancy goods of all You can make no mistake in shipping us all the fancy poultry and also fresh laid eggs that you are able E. S. Alpaugh & Co. Commission Merchants 17 to 23 Loew Avenue Specialties: Poultry, Eggs, Dressed Meats and Provisions. The receipts of poultry are now running very high. References: Gansevoort Bank, R. G. Dun & Co., Bradstreet’s Mercantile Agency, and upon request many shippers in your State who have shipped us for the last quarter of a century. Established 1864 We want your POULTRY Butter and Eggs Highest cash prices paid. Write and let us know what you have. not to-morrow. Do it now, JAMES COURT & SON, Marshall, Michigan Branches at Allegan, Bellevue and Homer References: Dun or Bradstreet or your own Banker Cold Storage They All Like ’Em—Grant’s Berry Cooler Toledo, Ohio, May 30, 1902. Cn Folding Bath Tub Co., Marshall, Michigan. Gentlemen—Enclosed please find check for Berry Cooler. The Cooler is all right and gives perfect satisfac tion. It is something every live grocer should have. Very truly yours, A. E. STREIGHT Fond du Lac, Wis., June 1, 1902. Folding Bath Tub Co., Marshall, Michigan, Dear Sirs —I enclose herewith draft covering your in- voice of May toth for Berry Cooler. It is just what I have been looking for and it is a pleasure to handle berries with ;t- Wishing you success, I remain, Respectfully yours, Ww. C. SOLLE. FOLDING BATH TUB CO. Marshall, Michigan Manufacturers ‘* Peerless” Counters and Folding Bath Tubs Sa TT ee, ee ae et Re eg 38 MICHIGAN TRADESMAN The New York Market Special Features of the Grocery and Prod- uce Trades. Special Correspondence. New York, March 14—The tone of the coffee market is much stronger than a week ago and, while this state of affairs may not last, it seems that there are certain factors at work which will eventually benefit the coffee trade, and the greatest is the diminution of coffee trees in the Brazilian districts. It has been recognized for some time that only a radical reduction in the supply would cause any advance in quotations and the latest dispatches indicate that there will for the coming twelve months be a steady decline in the amount of coffee grown. This week Arbuckles are said to have taken liberal supplies. Advices from Europe are stronger and supplies at Rio and Santos have shown material decline, while here the trade, aside from the big roasters, has been fully up to recent weeks and aii these things combine to give sellers more confidence. At the close Rio No, 7 is worth 55s @oc. In store and afloat there are 2,692,595 bags, against 2, 393.392 bags at the same time last year. Miid coffees are firm, owing to comparatively light offerings, and supplies are likely to be held back so far as Venezuela is concerned, until the export duty is lessened. Good Cucuta, 8'4@8Xc. There is about the usual March busi- ness going foward with granulated sugar. Most of the business is, of course, in withdrawals under old contracts and very little has been done in new trade. Country green and Pingsuey teas seem to be the only sorts much sought for and these are in limited supply. London continues quite a liberal buyer here and the situation at the close is firm and sellers look forward with a good deal of confidence. Rice is firm, so far as quotations go. Transactions are mostly of small lots ‘to lart over Sunday.’’ The supply is very moderate and the market is being very closely sold up on certain grades. Tbe market for pepper shows an ad- vancing tendency. The stocks are in so few hands that the holders are almost able to make their own prices and buy- ers have to pay them or leave it alone. Singapore black, 13%c. Other spices are selling in an average manner and are unchanged. Nothing is doing in molasses except in the usual everyday trade. Buyers, aside from bakers,are taking very small lots and neither side seems to take much interest in the situation. Prices are unchanged but firm, with good to prime centrifugal 17@27c. Syrups are in light supply and firm. Lemons are firm and the range for Sicily is from $2.25@3, as to size. Oranges are firm and a good trade has been going on all the week. Prices are slightly higher and sellers are confident. Bananas are steady and tend upward, owing to reported scarcity, which, how- ever, will soon be overcome. There is an evident desire on the part of packers of canned goods and jobbers to work off stocks, especially the lower grades of goods, There have been some offerings of peas that were seemingly ‘*bargains,’’ as quotations began at 50c or less and from that up to joc. For tomatoes there is a light enquiry and, while other goods are selling well for next season's delivery, tomatoes seem to hesitate. There is likely to be a tre- mendous pack if the season is favorable. Spot Jersey standards are worth a dollar a dozen and are little sought for. Gal- lon apples, $1.70; future New York corn, about 75c; spot goods, $1@I1.05, and Maine growing very scarce at $1.25 @1.35. Peaches are quiet and salmon is in about the same condition as last week. Red Alaska, $1.07%@1.12%. Dried currants are reported firm, but, aside from this, there is little doing and the general market is slow and quo- tations are practically unchanged. Dried fruits need a ‘‘campaign of edu- cation.’’ The average woman will pay 25 or 30 cents for a can of peaches when she could save half of this and be as : fi well pleased with the flavor should she | except obtain the dried article. The demand for the better grades of | marked increase in the demand for East- butter is sufficiently active to take care} of about all stock that is arriving, and | the market closes firm at quotations | showing an advance of practically 2c} over those prevailing a week ago. X- tra creamery, 29@29%c; seconds to firsts, 24@28'4c; imitation creamery is firm and ranges from 17@2o0c for good to choice and to 2!c for finest grades; renovated, 16@19%c; factory butter is steady at 15@16c. The cheese situation remains decided- ly in favor of seiler and for large size full cream 15c is readily obtained and, with stocks becoming reduced to very F ” small proportions, we may see a sti! further advance. One thing that may prevent a further advance is the warm weather and if this continues we shall very soon see new goods. If one could judge from the number of incubator advertisements in the papers there ought to be so many bil- lions of chickens in this country that | the consumer of eggs could buy them | for a cent apiece instead of 2c, as at} present. The market is very firm at the moment, and stocks are reported light here. Arrivals will probably soon show a notable increase and a decline will then set in. Present quotations for fresh-gathered Western stock range from 17 '%4@ioc; dirties, 16@17c. > +> Unsanitary Creameries. Somewhat startling discoveries of un- sanitary conditions in creameries are said to have been made by inspectors of the Minnesota State Dairy and Food Commission. In several cases cream- eries are located where it is impossible to drain away the waste products, which are accordingly deposited in cess pools, It has been found that in many instances these pools are sunk in sandy soil or loose strata of rock and drain directly into wells from which the creameries draw their water supply. The utensils are washed in this foul water and the butter worked and washed in it. Sam- ples of water have been sent the State Chemist for analysis. Where the water is found to be polluted, the creameries will be required to cement their cess- pools or go out of business. Great care will be taken by the inspectors, who wil] send in samples whenever there is any reason to suspect the weils to be con- taminated. ‘‘I wish it generally un- derstood,’’ said Dairy Commissioner McConnell, ‘‘that this department will be glad to assist in the selection of sites for new creameries. We want to make sure that no creameries are built here- after that do not have good drainage facilities. It is not only in the interest of health, but economy, so to locate new plants.’’—Creamery Journal. eal Look For Continued Steadiness in Sugars. Detroit, March 16—Raws are advanc- ing abroad, but continue to sell at 33/c duty paid New York. Considerable transactions in sugar afloat and for ship- ment are reported and some 3,000 tons of Cubas have been sold to the United Kingdom at a basis slightly above 33c duty paid New York. With English competition for Cuban sugar itis hardly likely we shall see lower prices, regard- less of the fate of the reciprocity treaty, unless Europe should break decidedly, which appears altogether improbable, the tendency being steadily upward. Beets now figure to a parity of about 4.07c with 96 deg. centrifugals. Refined sugar is in fair to good de- mand, with indications of large busi- ness to come with settled spring weather. All prices and conditions are unchanged and we look for continued steadiness as we approach the active season. With increased demand, we may reasonably expect higher prices. : The campaign in Michigan sugar is practically at an end, the small supplies in the hands of a few factories being in a few instances, are exceed- ingly limited. We; already mote a Fresh Eggs Sup To LAMSON & CO., BOSTON Ask the Tradesman about us. ern product. W. H. Edgar & Son. —__> +. Comfert in That. He—A man is as old as he feels, they say, and I assure you your extravagant notions make me feel very— | Sbhe—And they say a woman is as old looks, but, thank goodness, | can ver be as old as my bonnet looks. ——-- +> be advertiser should never be too to listem to criticism of his adver- Buyers and Shippers of POTATOES in carlots. Write or telephone us. H. ELMER MOSELEY & Co. GRAND RAPIDS, MICH. Ship us your Butter and Eggs Highest Market Price Paid. S. ORWANT @® SON, Grand Rapids, Michigan. Reference: The Fourth National Bank of Grand Rapids. Parchment Paper For Roll Butter Order now from . d. D. Crittenden, 98 S. Div. St., Grand Rapids Wholesale Dealer in Butter, Eggs, Fruits and Produce Both Phones 1300 a WE ARE HEADQUARTERS for California Navel Oranges and Lemons, Sweet Potatoes, Cranberries, Nuts, Figs and Dates Onions, Apples and Potatoes. The Vinkemulder Company, 14-16 Ottawa Street We buy Potatoes in carlots. Grand Rapids, Michigan What have you to offer for prompt shipment? SEEDS We handle a full line and carry the largest stocks in Western Michigan All orders promptly filled. We never overcharge. ALFRED J. BROWN SEED CoO. GRAND RAPIDS, MICH. BUTTER AND ECCS R. HIRT, JR., DETROIT, MICH. and be sure of getting the Highest Market Price. Egg Cases and Egg Case Fillers Constantly on hand, a large supply of Egg Cases and Fillers. Sawed white- wood and veneer basswood cases. Carload lots, mixed car lots or quantities to suit purchaser. We manufacture every kind of fillers known to the trade, and sell same in mixed cars or lesser quantities to suit purchaser. Also Excelsior, Nails and Flats constantly in stock. Prompt shipment and courteous treatment. Ware- houses and factory on Grand River, Eaton Rapids, Michigan. Address L. J. SMITH & CO., Eaton Rapids, Mich. HERE’S THE “> D-AH Ship COYNE BROS., 161 So. Water St., Chicago, III. held for local trade. Jobbers’ stocks, And Coin will come to you. Car Lots Potatoes, Onions, Apples, Beans, etc. MICHIGAN TRADESMAN 39 Some Interesting Facts About Pepper. Pepper is a commodity tobe found in every grocery store, but how many gro- cers know that the pepper plant—Piper nigrum—which produces the white and black pepper of commerce, is a climb- ing, vine-like shrub, found growing wild in the forests of Travancore and the Malabar coast of India? It is exten- sively cultivated in Southwest India, whence it has been introduced into Java, Borneo, the Malay Peninsula, Siam, the Philippines and the West Indies. The use of pepper was known to the ancient Greeks and Romans as early as the time of Alexander the Great, and at one time occupied an important place in the world’s traffic, being a staple ar- ticle of commerce in the early trade be- tween Europe and India before the days of cotton, tea and sugar. The price of this spice during the Middle Ages was exorbitantly high, and its excessive cost is said to have been one of the induce- ments which led the early Portuguese navigators to seek a sea route to India. Pepper is entirely tropical in its re- quirements, and seems to thrive best in a moist, bot climate, with an annual rainfall of at least 100 inches anda soil rich in leaf mold. The plant is a natural climber and will cling to almost any support by means of adventitious roots. It grows some twenty feet in height, but in cultivation is usually re- stricted to ten or twelve feet. The leaves are glossy, broadly ovate, with five to seven nerves, and grow opposite and alternate to a pendulus spike five to eight inches long, containing twenty to thirty white flowers that ripen into a one-seeded fruit, with a fleshy exterior. This fleshy berry, covering a soft stone, is about the size of a pea, and is at first green, but in ripening turns red and then yellow. The berry contains a resin to which it owes its hot, pungent taste, and a volatile oil that gives off an aro- matic scent. It has few medicinal qualities, its principal use being asa condiment. The white pepper is the black pepper decorticated by maceration and rubbing. The plant produces fruit in three years, and is probably at its best for the next seven or eight years. A single palm or tree sometimes supports eight or twelve vines, giving an average annual yield in good seasons of about 1,000 berry spikes to the vines on one palm. These spikes or clusters of berries vary in size, but 1,000 should yield on an average five pounds of dried pepper. An acre is reckoned to bear 2,500 plants, to cost about $20 in outlay,and to yield a prod- uct of $400 when in its best condition. The flowers appear in July and August and the berries about seven months later. The bunches are plucked by hand and placed in an oblong cane bas- ket, slung horizontally bebind the workman by a rope around his waist. The rounded ends of the basket extend a little on either side, so that the bas- ket can be easily filled by either band of the workman. When plucked,all the berries in the bunch may be fully ripe, but ordinarily the bunches are plucked when the berries are mostly green and just changing in color. The berries may or may not be sorted as they are plucked. If they are sorted those fully ripe are separated. These are soaked in water for seven or eight days or heaped, so that the pulp ferments, and are then rubbed by hand or on a _ coarse cloth if the quantity is small, or tram- pled under foot if the quantity is large. The pulp is thus rubbed off the inner stone, This stone furnishes the white pepper of commerce. The pulp is com- pletely removed by washing in baskets of running water. The pepper is then dried by exposure to the sun for about a week. This has also a bleaching effect,and the pepper becomes pale gray or pale drab in color. It can be bleached whiter by a chemical agency. White pepper is less pungent and more expensive than black, but is preferred by many from its not being readily seen in the food. Last year there was ex- ported from Bombay alone nearly 5,500, - ooo pounds of pepper, valued at $621,719. A. F, Tennille. ——~> 22 Killed By Butter Color. It bas taken a coroner’s inquest to develop the fact that the stuff used now- adays to color butter is a rank and viru- lent poison. In the good old days of harmless food adulteration butter and cheese were colored with annatto, an in- nocuous dye obtained from the seeds of a tropical American tree. In_ these days, when the whole range of dyes are obtained from chemicals, even so in- nocent a food product as butter appears on the table of the consumer as a menace to his life and health. These alarming facts were revealed at an inquest held yesterday by Coroner Harper on the body of Frank W. Kyle, aged 21 months, who had died on the previous afternoon in the agonies incident to chemical poisoning. The Kyle family are farmer people who live about one and a half miles from the town of Edem in the western part of Peoria county, and on Friday last were engaged in cleaning house, during which their domestic effects were in more or less disorder. The unfortunate child toddled to a closet, where it found a bottle of patent butter color. The child drank a small quantity of the contents of the bottle and was almost immediately taken alarmingly ill. A doctor was sent for, but his services were unavailing, for the little one died about 5 o’clock Saturday afternoon. The jury returned a verdict to the effect that the child came to his death by the poison contained in the butter color. Here is now a pointer for the Pure Food Commissioner to work upon in the interest of the health and safety of the public.— Peoria Star. ——~> +> Oil of Tobacco. Some interesting investigations have just been published by the analysts of the Government Laboratory with respect to what is known as the ‘‘oil of to- bacco.’’ In making up raw tobacco leaf into the article with which we fill our pipes, manufacturers use olive oil, and at one time they made a use of it which, like Sam Weller’s knowledge of London, was extensive and peculiar. In order to protect the smoker the Brit- ish Legislature has enacted that not more than 4 per cent. of olive oil shall be used by manufacturers for ‘‘making up’ or ‘‘flavoring,’’ and the business- like manufacturer has sometimes com- plained that this 4 per cent. is nota sufficient allowance, because the tobacco leaf itself supplies an oil which might be mistaken for the manufacturing product. The Government analysts have, therefore, experimented with forty-six tobaccos, and they find that the essential oil of tobacco usually exists only in the smallest of quantities, some- times not more than .o5 per cent. The oil is a paraffin—technically a paraffin bydrocarbon.—Smoker’s Magazine. ——__+> 22> A woman’s palmy days are when a lot of suitors are after her hand. DOOOO99S 00900009 0899900 HOGOGH OS 09909000 O9OO6006 We are offering you 50 cars of Strictly Choice, Northern Grown, Select SEED POTATOES Our potatoes are well sorted and cleaned by running through the latest improved po- tato sorter, the only way that potatoes can be put in a strictly marketable condition. When in the market for any of the following varieties write or wire us for prices: Bovees, Throubuns, New Queen, Hebrons, Country Gentleman, White Elephant, Early Northern Thoroughbreds, Early Rose, Late Rose, Early Fortunes, Early Maine, King of Rose, Early Manistee, King of the Earlies, Clarl’s No.1, Early Puritans, Early Michi- gan, State of Maine, American Wonders, Carmans No. 1 and No. 2, Rural New Yorkers. We give prompt and satisfactory attention to orders. tato cipher. References—Manistee County Savings Bank or The Packer. When writing us use Baker’s po- When writing for quotations address to Tustin, Michigan MANISTEE POTATO WAREHOUSE CO., MANISTEE, MICH. SSOSSOSS $9606086 699660900 Re FOOOSSEOE GOO09OO0 00990900994 $0000 0690000806 69090906 09900008 SEEDS Timothy and Clover. Send us your orders. MOSELEY BROS., GRAND RAPIDS, MICH. Have You Any Hay or Straw? We want all you have quick, any quantity, and will pay highest spot cash prices, F. O. B. your city. Write and let us know what you have. Dun’s or Bradstreet’s and City National Bank, Lansing. We job extensively in Patent Steel Wire Bale Ties. Guarantee prices. References: Smith Young & Co., 1019 Michigan Avenue East, Lansing, Michigan a maxe... GOOD BUGGIES. MAKE... NR a a ee, a, a ..-- Write for our 1903 Catalogue and Price List..... All the latest styles. Arthur Wood Carriage Co., Grand Rapids, Mich. i eee ee eee “sxe CELEBRATED weet Loma “ar TOBACCO. (Against the Trust.) j \ j j j j j \ j ‘ NEW SCOTTEN TOBACCO CO. eee eee ene nnn anne nnn enn een ee ea sirens geenesiapnrsersjncuiberisns sities Aneta maa ee rE ere : as ii menangectn ta. fee eee ger ae ne se Naas seers 40 FARMER PHONES. Some Uses to Which They Are Users. Written for the Tradesman. The telephone bas become so much a matter of fact with residents of the older parts of the country that to them it isno longer a novelty or even an object of curiosity. In many homes it is as much a piece of the household equipment as is the sideboard, the cook stove or the dining table. But in some of the newer rural dis- tricts no such faniiliarity prevails. The telepbone is being rapidly introduced, but farmer and lumberman have only begun to learn that the severing of a telephone line by a falling tree is apt to be a serious affair and one that should be attended to without delay. Put by The inauguration of independent com- panies and the installation of numerous ‘*farmer lines’’ have placed excellent service within the reach of many who hitherto considered these things only for the wealthy. And as the telephone comes into use in isolated localities, much occurs to amuse and not a little to annoy the operators and managers of the lines. In smal! villages by far the greater number of ‘‘exchanges’’ are located in stores of one sort or another, for the reason that they are public places, are easy of access and are open to the pub- lic during the day and often until a late hour at night. But these exchanges are not directly favored with the entire busi- ness of the community, for when the average countryman drops into his fa- vorite trading place,he seldom hesitates to devote to his own use any conven- ience of which its proprietor happens to be possessed. ‘‘Kin I use yer telephone a minute?’’ The enquiry came from the son of a farmer living not far away. ‘Why, yes, if you bring it back when you get through with it,’’ repiied the facetious clerk. ‘'Gol! I don’t wanter take the blame thing home with me,’’ exclaimed the lad. ‘‘We jess got our phone into the house so’s't we kin talk, and I wanter jog dad a little.’’ So he went to the instrument twisted the crank vigorously. ‘Hey, dad!’’ he ejaculated, ‘‘them hang fired heiffers has broke down the fence—wha’ ju say?’’ and he came toa sudden stop. ‘‘Hey? I don’t know wha’ ye mean. Say that ag’in, will ye? Central what? Wall, I don't keer if ye be. I want to talk to dad, that’s what I want! Who’s my dad? Who ju ‘spose? Same chap he allers was. Seems like ye got a powerful lot o' questions to shoot into a feiler. All ye need’s a bunch o’ hossradish roots an’ a seed catalogue to be the sec’etary of agricul- ture. What’s the matter with this blame machine?’’ he enquired appeal- ingly of the clerk. The needed information was supplied, and he turned again to the instrument with blood in his eye. ‘‘Gimme Hank Johnsons’s residunts! Hello, dad. Say,dad—them dog goned heiffers of ourn has broke— Hain't dad? It's Cinthy? Cinthy who? Ob! Cinthy Roberts. Wall, say, you tell dad them blamenation heiffers—What’s that? Dad hain’t to home? Wall, gosh hang the luck anyhow!’’ and he dropped the re- ceiver in disgust. ‘‘Ye can’t tell me that these here new-fangled inventions is what they’re cracked up to be, fer I know better,’’ he protested as he started for the door. ‘‘I’ve fooled with this and MICHIGAN TRADESMAN thing longer’n it’d of took to ’a’ gone bome an’ fixed the fence myself,’’ and he banged the door viciously after him and quickly disappeared from view. a In sparsely settled districts where no regular all night service is maintained, operators who sleep near their work sometimes attach night bells to the switchboards, so that in urgent cases they can be awakened and connections made between subscribers, Not long ago one of these was aroused at 2 o’clock in the morning. ‘*Hello, Central, maimed or dying, and conversation ensued : *" Helio \"’ ‘*Hello! Who is this?’’ ‘*Can’t you guess?’’ ‘*] guess it’s Susie. ”’ “'Ha, ha, yes,it’s Sasie. back from the dance. John’s taking cff his shoes, and | thought I'd call you) up to see what you was doing. Was you up?’’ Be’n darning up pa’s socks. Beats all how many holes he gits in his heels and toes. I've a good notion to jest sew patches on ’em and not bother to darn another one. Was the’ a big crowd out to the dance?"’ ‘‘Ob, not so awful. Milt was there and his folks and Jack Albee was there, and who d’ you s’pose he brought along?’’ ‘*My, I can’t guess, Who was it?’’ ‘ Well, guess anyway.’’ ‘*Mollie Brown?’’ ‘‘No. You couldn't guess in a year, It was the new schoolma’am from dees- trick seven, up by Hennegsy's, you know. My, but he’s stuck on her. He danced witb ber jest about every set.’’ ‘‘Well, say, you better go to bed. It’s awful late.’’ ‘*Well, you better dothe same. Let pa wear his socks with a few holes in ’em or wait till | come over. I'll darn ‘em up fer you all right.’’ ‘‘Well, good night."’ ‘*Well, good night."’ So the operator went shivering back to bed. Not so forbearing, however, was an- other who connected some parties one Sunday morning at 4 o'clock. ‘*Hello, Corneely. This is Milly.’ ‘‘Hello, Millie. You up a'ready?’’ ‘Yes, I jess got up to see if | could get you this early, What you going to do to-day?’’ give me number | twenty-eight, line four.‘’ The coupling | was made and the operator listened in- | tently, curious to know who was sick or | the following | We just got ‘Yes, I was jess going to bed, though. ‘*Ob, go to church, I What are you?”’ ‘*Same thing. Say, little lambs out in the shed—new ones. “My! Ain’t that nice! But say,” ladded Corneely with chattering teetb, \it’s awful cold—and—I'm standing here jin my nightie! Te he he.”’ ‘*So'm I. Te he he,’’ admitted Mil- i lie with a companion giggle. ‘*Well, then,*’ broke in the operator |with an impatient grunt, “‘suppose we all go right back to bed, for I'm in my ‘nightie, too, and mighty nigh frozen |at that.’’ And the stillness that fvollowed was | broken only by the subdued clicking tbat jaccompanies the stealthy hanging up |of two telephone receivers. George Crandall Lee. ——— io What Is Credit? guess. we've got two It has long been a matter of dispute ‘in the business world whether credit is |money or wealth, but it is admitted that lcredit is a purchasing power precisely jas money is. We may have the foun- 'dation for a vast amount of credit, but {so long as we do not engage in an enter- |prise, and make no use of that credit, jit lies dormant and is not capital. It j;is not wealth, and it does not become a factor in the financial world. Credit is | somewhat like the mysterious something icalled electricity, which, although invis- jible, flows through its conductors, lcarrying with it either life or death, seemingly always present yet nevera |known quantity or power until put into juse. The actual influence of credit can ;only be measured by its results. The surest way to get good flour is to get it under a good brand. Cerresora has stood the test and proved its relia- bility. Confidence in CERE- soTA grows with each sack used, because the quality nev- er varies. It is as good every day as it is any day, and as good any day as the best flour produced in the United States Northwestern Consolidated Milling Co., Minneapolis, Minn. Judson Grocer Company, Distributors for Western Michigan Cere Kofa Why not handle the best substitute for Coffee when it pays you a greater profit and gives your customers more goods of a better quality for same money? Grand Rapids Cereal Co. Grand Rapids, Mich. ROGRESSIVE DEALERS foresee that certain articles can be depended Fads in many lines may come and go, but SAPOLIO goes on steadily. That is why you should stock HAND SAPOLIC on as sellers. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. MICHIGAN TRADESMAN Commercial Travelers Michigan Knights of the Grip President, B. D. PALMER, St. Johns; re , M. 8S. BRowN, Sag H. E. BRADNER, Lansing. United Commercial Travelers of Wichigna Grand Counselor, F. C. ScuTT, y City; Grand Secretary, AMOS. KENDALL, Toledo; Grand Rapids Council Ne. 131, U. C. T. Senior Counselor, W. B. HoLpeN; Secretary Treasurer, L. F. Baker. Sec- inaw; Treasurer, Gripsack Brigade, Harry Mayer,who covers Western and Central Michigan for the Aikman Bak- ing Co., of Port Huron, spent Sunday in Grand Rapids. Geo. Dice has undertaken to organize a camp of the Gideons at Saginaw and expects to be able to report progress in the course of a week or two. C. E. Walker, for the past three years Eastern Michigan representative for Reid, Murdock & Co., of Chicago, will soon retire from the road to take the management of the new cold storage warehouse now in process of construc- tion at Bay City. A Munising correspondent writes: Harry Holmes, the traveling man who secured the endorsement of Munising business men to sight drafts upon the Froblich Glass Co.,of Detroit, and which were not honored, was arrested last week at Otter Lake by Sheriff Gibson and was brought back to Munising. He is ‘‘squaring up’’ in a manner satisfactory to those who had to pay the dishonored drafts and it is probable that he will es- cape prosecution. Sheriff Gibson says that Holmes is highly respected by the citizens of Otter Lake and there was a large crowd at the train when he left for this place to wish him good luck and a speedy release. Holmes claims that he is innocent of any intentional wrong-doing. He says he never has re- ceived notice from the Frolich Glass Co. of his discharge. He has been ac- customed to draw drafts upon them to pay his expenses, that being the ar- rangement, and they had always been honored. Since his return Holmes has been stopping at the Beach Inn, and while under arrest he has not been in custody of the officer. Drink, it is said, was the cause of his trouble. Is amiability entirely a matter of training? How can you account for the amiability of the commercial traveler, which bubbles up as freely and con- tinually as a mountain spring, if you know anything about his daily vicis- situdes in making one-night stands? They seldom complain. Yet one did a tale unfold the other day that is worthy of being printec. ‘‘I strike one dreary monotonous stretch of country hotels,’’ he said, ‘‘where there are only two stoves in the house, one in the kitchen and the other in the office. The office stove, in one corner, was blacked once— at the factory. In another corner of the room is a long table, ink-bespattered and littered with old newspapers. It is far enough from the stove so that your hand gets cold and numb while you write. In another corner stands a cigar counter, where ‘Pride of the Prairie’ and ‘Undertakers’ Delight’ are sold, and in the remaining corner is a sink in which two washbowls stand. Over each bowl is a faucet, which when turned gives forth a thin, little trickling stream of cold water—ye gods! how do they get the water so cold without its freezing and bursting the pipes? In a tin dish at one corner of the sink is a cake of ‘Aunt Melinda’s tar soap’—warranted to remove dirt, freckles, warts and cuti- cle without chapping the hands. About halfway between the top and bottom of each washbowl is a brown-painted ring, which I guess denotes the consensus of public opinion in that community as to how much water a man ought to use when washing. Then in the evening, just about the time you have to sit down and get out your letters to the house, it seems as if everybody else has been struck with the same desire, and the writing table bas to work overtime. In the meantime, the town crowd comes in, and as many as can form a circle around the stove and shut off the heat and talk loudly and laugh boisterously, so that you cannot remember what you are writing about, while the rest play cards and slap each card down on the table as hard as if they were swinging a sledge, It is no wonder the traveling man frantically buys yellow papers, chewing gum and bad cigars from the train boy.’’ Surely,it is no wonder; but it is a vast, incomprehensible,a sublime and occcult wonder, that he is always amiable under it. et ee Recent Indiana Changes. Goshen—Boweman & Sons have pur- chased the stock of the H. J. Bostwick Hardware Co, and consolidated it with their own. Wayne—Nellesen & Ott is the name of a new shoe firm tbat will open for busi- ness at 232 East Columbia street this week, T. H. Nellesen is a newcomer to this city, having formerly resided in Chicago. John Ott, the other member, has aways lived in Ft. Wayne and for several years was a contracting painter. Bluffton—William Eppert has ac- cepted a position as traveling salesman for Joseph W. Bell, saddlery and hard- ware, of Ft. Wayne, and will start out on the road next Monday. He will move to Ft. Wayne with his family. South Bend—W. W. Anderson, of Grand Rapids, has taken a position in the dress goods department of Boyle & Brown. Ft. Wayne—By a vote of its stock- holders the Wayne Biscuit Co. has changed its name and will hereafter be known as the Perfection Biscuit Co. With this change come also a doubling of the capital stock and preparations for larger quarters in which to care for the phenomenal business built up by this independent cracker concern in lit- tle more thana single year. In addi- tion to its advance in other lines the company has arranged to install an ad- vertising manager——Emerson W. Chaille—who comes to the city next week from Indianapolis, and will have charge of the advertising of the com- pany. Mr. Chaille is a native of In- diana, born in 1876, and his father is one of Indiana’s most experienced news- paper products, now connected with a Chicago paper. After a complete course in the Indianapolis common and high schools, the young man completed a course of four years in college, taking the classical-literary course and receiv- ing the degree of A. B. Here he re- ceived also various college honors, was captain of the base ball team, a general athlete, President of the graduating class, literary societies and of Sigma Alpha Epsilon fraternity. A newspaper experience of ten years in various edi- torial capacities followed. -For the past few years Mr. Chaille bas been mana- ger of the advertising and sales depart- ments of the Indiana Illustrating Co., at Indianapolis. —__4+>—__—_ Never leave a good thing behind you until you know there is a better one in front, The Boys Behind the Counter. Petoskey—S. Rosenthal & Sons have two new clerks—R. D. Jones, of De- troit, in the clothing department, and Geo. Smith, of Grand Rapids, in the carpet department. Hudson—Charles Dwyer has taken a position as clerk in the Derbyshire Clothing Co.’s store. He takes the place left vacant by the resignation of Ernest Baldwin. Marquette—H. M. Pilcher, of Ash- land, has taken the management of the dry goods and shoe store of Louis Getz. Alma—Arthur W. Brock, Jr., is now in charge of B. S. Webb’s drug store, having returned from Muir for that pur- pose. Gladwin—Elmer Flood, drug clerk for J. W. Leininger, is visiting rela- tives and friends at Mt. Pleasant and Grand Rapids. Eaton Rapids—H. H. Gage, of Char- lotte, has taken the position in J. H. Ford’s drug store made vacant by the resignation of Hugh Walker, who goes to Kalamazoo. Howell—Homer Peavy has resigned his position in Orlando J. Parker’s drug store, to take effect April 1, when he will become a tiller of the soil. Eaton Rapids—H. H. Bradley has accepted a position in a Marquette drug store and will leave for his new field in the course of two or three weeks. A pharmacist from Los Angeles, Cali., will take his place in Wilcox & God- ding's. Olivet—Fred Knox, who for twenty years has had charge of H. E, Green's hardware, has resigned and will go into business in some other town, which will be announced later when he has defi- nitely arranged his affairs. Herman Cone returns to Olivet and takes his old place at Green’s, where he learned the trade and where he worked for many years. Kalamazoo—George Webster has left J. R. Jones & Company's store to take a position with a branch of Foster, Post & Company in another city. Hastings—Fred L. Heath has a new clerk in bis drug store in the person of Wayne Woodworth, of Eaton Rapids. Traverse City—Fred Ingram, window ‘trimmer at the Boston store, has tendered his resignation to Charles Rosenthal to accept a position with a Muskegon mer- chant in the same capacity as he served here with the Boston store and the Hamilton Clothing Co. Grand Blanc—Herbert Parshall, who has been in the employ of A. D. Banker for some time, has taken a similar po sition with the new firm of A. O. Mc- Neil & Son. Bay City—Percy E, Hymans has transferred himself from the Bay City Dry Goods & Carpet Co, to H. G. Wendland & Co. ses Benton Harbor—The Gillette Roller Bearing Co. has filed articles of asso- ciation, It is capitalized at $100,000 and held by the following gentlemen, each of whom owns 2,500 shares: R. G. Gillette, Manistee ; H. B. Gillette, Ben- ton Harbor; R. B. Gillette, Benton Har- bor and H. W. Carey, Eastlake. ’ Battle Creek—The Postum Cereal Co. will hereafter be conducted under three heads. The Postum Cereal Co. will handle the product of that name, and the Grape Nut Co., Limited, which has recently filed articles of association, will handle Grape Nuts. The Grandin Advertising Co., Limited, has filed ar- ticles of association and the officers are practically the same as in the other two organizations. Pe eee East Jordan—The East Jordan Flour- ing Co. has been formed with a capital stock of $40,000, The stockholders and their holdings are as follows: W. P. Porter, Fred L. Bryant and M. H. Robertson, East Jordan, 600, 500 and 400 shares respectively; Abel H. Front, San Diego, Cali., 500 shares, and Charles L. Ames, Chicago, Ill., 500 shares. o> The Grand Rapids Pure Food Co., Ltd., bas been formed with an author- ized capital stock of $300,000 to embark in the manufacture of nut butter and vegetable Frankforts. Thos. J. Haynes is Chairman of the organization, Wm. A. Klaser is Secretary and Dellos A. Merrill is Treasurer. The location of the new factory has not yet been decided upon, > > -— Port Huron—A new enterprise has been established at this place under the style of the Cement Brick Co. It has an authorized capital stock of $40,000, held by the following persons: R. E. Moss and B. D. Cady, of Port Huron, 995 and 20 shares respectively ; H. Mc- Intosh, F. J. Loughead and W. S. Min- ers, Sarnia, Ont., each 995 shares. > +> —__— Sault Ste. Marie—The Eldorado Pros- pecting & Developing Co. has been or- ganized and capitalized at $50,000, the stock being held by Albert Hunter, 625 shares; Ole Kraft, 625 shares; Thos. N. Rogers, 1,667%4 shares; J. A. Richard- son, 695 shares, and Edwin Richard- son, 692% shares. iio Hillsdale—The Hillsdale Fence & Post Co. has been organized by Jas. A. Mitchell, C. J. Treat, Wm. C, Chad- wick and Wm. S. Cherrard, each of whom owns 400 shares, except Mr. Cherrard, who holds 800 shares. The authorized capital stock is $20,co0. ~~» 4. —___—. The Grand Rapids Manufacturing Co., manufacturer of clocks, located at the corner of Grandville avenue and the P. M. Railway tracks, is suc- ceeded by the Beers Manufacturing Co., Limited. The JOHN G. DOAN CO. WHOLESALE Fruit Packages, Fruit and Produce In car lots or less. All mail orders given prompt attention. Citizens phone 1581. Warehouse, 45 Ferry St. Office, 127 Louis St. Grand Rapids, Michigan The Warwick Strictly first class. Rates $2 per day. Central location. Trade of visiting merchants and travel- ing men solicited. A. B. GARDNER, Manager. CROHON & CO. DEALERS IN HIDES, WOOL, FURS, TALLOW AND PELTS 26-28 N. MARKET ST., GRAND RAPIDS, MICH. Highest market prices paid. Give usa trial. BOTH PHONES ee lain ea 42 MICHIGAN TRADESMAN Drugs--Chemicals Michigan State Board of Pharmacy Term expires Wrst P. Doty, Detroit- - ~- Dec. 31, 1903 Sana STODDARD, Monroe Dec. 31, 1904 JOHN D. Murg, Grand ids Dec. 81, 1905 ARTHUR H. WEBBER, illac Dec. ai, 1906 HENRY Herm,Saginaw - - Dec. 31, 1%7 President, HanRY HIM, Saginaw. Secretary, og D. MoUrIR, Grand Rapids. Treasurer, W. P. Dory, Detroit. Examination Sessions. Grand Rapids, March 3 and 4. Star Island, June 16 and 17. Houghton, Aug. 25 and 26. Mich. State Pharmaceutical Association. President—Lov G. MooRE, Saginaw. Secretary—W. H. BURKE, Detroit. Treasurer—C. F. HUBER, Port Huron. De Not Handle Unprofitable Patents. There is a disgusting feature about the drug business of to-day, which is, investing your money in patent medi- cines and selling them at cost, or for 2 or 3 percent. profit. It costs money to do business. Most patents do not pay for the money invested, besides our time, labor and clerk hire are wasted. They prevent the sale of other medi- cines. It is practically doing business at a loss, under the piea of keeping your other trade, and is a disagreeable state of affairs that confronts all druggists. It has been said, ‘‘Buy your patents in large quantities and get the discounts’’— but the average druggist does not sell enough to justify him in such a genera! purchase. The druggists to-day are simply distributing the ‘‘patents’’ for the manufacturer without a profit, and are practically working without pay for the patent medicine manufacturers. Stop the discounts! Druggists are an intelligent class of men, andthere is a way out of this di- lemma—if the manufacturer would help. They claim to want to help, but how many of them are sincere? What do they care so long as they can use the drug- gists! And how they do palaver about bringing us trade—and how they howl about substitution! Holy ginger! In the present state of affairs, the druggist would be better off by not keeping ‘* pat- ents’’ in stock, The druggist by reason of his busi- ness gives a ‘‘certain standing’’ and a confidence to a patent medicine, which is a factor in its sale, and which no other merchant conveys. Patent medi- cines would not be half so salable if they were not so accessible or purchas- able in all the drug stores; they would soon degenerate if druggists refused to stock them. Other medicines would naturally take their places and in the end would be much better for the drug- gists. The coal miners, carpenters, brick- layers, and even the hod-carriers can get good wages and fair treatment by simply banding together and standing up for their just rights. The druggists are in need of a John Mitchell. If the forty thousand druggists of the United States would call a ‘‘boycott’’ on any one patent medicine and refuse to sell it, what would be the result? Why,they would and could easily drive the party out of business! They say they won't stick. It is clearly a lack of foresight—a blindness to his own inter- est—for any man not to stand by his brother druggists. In union there is strength—and by not standing firm with the rest, he is simply cutting his own throat and apparently is too narrow in his mind to recognize it. It is time that the druggists, as a class, should wake up and do something for the bet- terment and welfare of their business. Wake up! There is a way out of this muddle, but the druggists must band together— have meetings and agreements, every- thing mutual—tbe same as other busi- ness men and tradesmen and profes- sional men do, The evil can be rem- edied. Let every druggist join the right movement and do his mite. Junius Pestle, Ph. G. >_<. ___—_ Clerks Should Not Change Too Often. Among the errors in judgment com- mitted by the young drug clerk is the practice of changing his business con- nections frequently—sometimes because of an opportunity to get more pay, some- times for other reasons. While it is al- ways right to be on the alert to better oneself if possible, it does not follow that every change based upon a slightly better salary or upon more agreeable surroundings will be for the better in the long run. It is easy to see how one might soon acquire a reputation for unsteadiness in this way that would soon make it very difficult to secure a good position. When a business man secures a good employe be does not wish to be in dan- ger of losing him soon. A good clerk grows better and better the longer he stays, and consequently, is worth more and more money to the business. Be- sides this, there are many other rea- sons why the employer should and does wish to retain the satisfactory salesman. It is far more to a young man’s credit to work five years for one firm than to work for five different firms in the same length of time. Where the facts are not fully known there is something in the nature of a stigma attached to fre- quent business changes, and in such cases the clerk is likely to have to bear more than half of it. Of course,it would be foolish to remain in an unprofitable or unpleasant place merely to avoid a change, even although a desirable one; but skipping around one month here, the next month somewhere else, is not a good indication for the man who does it. Neither does it speak well for a store to be constantly changing the personnel of its salespeople.—New Idea. ee a Salicylic Acid For Boils. Prof. Philipson recommends the local application of salicylic acid for the treatment of al] kinds of boils, Large ones he covers with 50 percent. salicylic acid plaster, which should be changed several times daily so as to be able to free the boil from the accumulated pus at each change of dressing. For the latter purpose he recommends the use of a tampon moistened with a mixture of alcohol and ether. This treatment has- tens the softening of the boil, and the core generally comes out within twenty- four hours after the beginning of the treatment. The application, which should be continued, hastens the gran- ulation. Where the boil occurs on the face, Philipson recommends that the center be bored out with the point of the thermocautery and the hole packed with salicylic acid. Smail boils may be aborted by touching the spot three times a day with a 2 per cent. solution of the acid in alcohol. When there is a pronounced tendency to furunculosis over a large area the surface should be first washed clean once a day and a 2.5 per cent. salve rubbed in. 0 The advertisements which pay are those that hold forth a proposition in line with the public’s wants. Boards of Pharmacy Criticised. In a nearby state the members of the Board of Pharmacy (in due time names, facts and figures will be given) are one and all extremely ignorant and dishon- est. None of them could pass the ex- amination they themselves give, but they are very hard on candidates ; being afraid of competition, they are especial- ly bard on people in whom they suspect any possible intention of engaging in the business in their neighborhood. And very frequently it is only by the exercise of ‘‘pull'’ or by the paying of a fifty dollar bribe that the applicant succeeds in passing. And those who pay the bribe need not bother about their know! - edge. One case is especially striking. A man of the highest competence who had appeared before that Board received notice that he failed. He was certain that he must have made at least 95 per cent. (the requirement is 75) and he at once wrote back stating that he would mandamus the Board to produce his papers and show where he had failed. In less than forty-eight hours the can- didate received a courteous note from the Secretary, informing him that he passed and begging pardon for the ‘‘mistake.’’ Dozens of people came to me complaining of the outrages of that Board—which outrages, by the way, are an open secret. But did any journal care to take up the matter and expose the abuses in its pages? Not one. Another example. The Secretary of the Board of Pharmacy in a far-off state in the Union is an intolerable bully, who thinks that bis office is con- stituted for the sole purpose of annoy- ing, persecuting and robbing the drug- gists. Every applicant for examination is treated in a coarse, brutal and posi- tively shameful manner. Some of his acts are so petty, so mean and con- temptible that a public whipping would be the only adequate punishment. For the purpose of extorting money from the druggists he instituted a system of espionage which is simply disgraceful. He has contributed more than any other single factor towards the degradation of the pharmaceutical profession in that State. Hundreds and hundreds of drug- gists have written to me complaining of the Secretary's disgraceful conduct and asking me to bring their cause to public notice.—Critic and Guide. oo The Drug Market. Opium—lIs firm at the advance. There is no prospect of any lower price at present. Morphine—Is unchanged. Quinine—Is also firm. Cod Liver Oil—Has advanced $15 per barrel in the last week. It has now reached the highest price known for many years. It is still advancing. Bismuth Preparations—Advanced on the 1oth 60c per pound, on account of the syndicate advancing the price for metal. Market is very firm. Cocaine—Is unsettlea. Gum Camphor—Has advanced Ic per pound and is tending higher. Chloral Hydrate—Is weak and tending lower. Oil Peppermirt—Has decl'ned. White Lead—Has aavanccu twice dur- ing the past week, Yc each time. Linseed Oil—Is steady. a +> Clear- cut, frank statements of fact about one’s trade are not boasting, but it it easy to fall into the latter through optimism or excess of variety. a Don’t gush in your advertisements. Get right down to business with the first stroke of the pen. Do you sell Wall Papers? If you have not ordered your Spring stock or if your stock needs sort- ing up, : Let us send our Samples, Prepaid express, for your inspection We have a very fine as- sortment at the right prices. Drop us acard. Heystek & Canfield Co. Grand Rapids, Michigan The Michigan Wall Paper Jobbers Little Giant $20.00 Soda Fountain Requires no tanks or plumbing. Over 10,000 in use. Great for country mer- chants. Write for Soda Water Sense Free Tells all about it. Grant Manufacturing Co., Inc., Pittsburg, Pa. Hammocks Fishing Tackle Marbles Base Balls Rubber Balls Wait to see our line before placing orders. Grand Rapids Stationery Co. 79 N. Ionia St., Grand Rapids, Michigan FRED BRUNDAGE wholesale @ Drugs and Stationery « 32 & 34 Western Ave., MUSKEGON, MICH. The Imperial Gas Lamp = an absolutely safe lamp. It burns without odor or smoke. Common stove gasoline is used. It is an eco- nomical light. Attractive prices are offered. rite at once for Agency The Imperial Gas Lamp Co. 210 Kinzie Street, Chicago We want to tell _ of the dur- — — sanitary wall coating, Alabastine, and of beautiful effects that you can get without ae poisonous paper or glue kalsomine. Write for free information. Alabastine Co.. Grand Rapids, Mich. They Save Time Trouble Cash Get Our Latest Prices. V3 BARLow’S PAT. MANIFOLD SHIPPING BLANKS BARLOW BROS. TUL Laat Tete ann fh... petit SLAG NA temhnc WHOLESALE DRUG PRICE CU Menthol... 7 00@ 7 5¢ @ 22| Linseed, pure ae ecu R RRENT — 8. ESW. : 3@ 2 50/8 7 18 | L eed, dolled... 49 Advanced—Gum Camphor, Bismuth, Cod Liver Oil, White Lead. Mo hia, Mal ast 3 “tae = Declined—Oll Peppermint. Mosthus Canton... a3 ee —— 55 pn ae ce ante $e | Delivered tn 100 ib: tots. 4 aS SEE igen nec : a. rn NG 7 | Faney........--2.-e2eeeee ones 15 4 Santos - EE ST : , Cholés. 0000S. ap CHOCOLATE CY wee ce we ceee in eeeree ones Waner beker & Oa’s aoe oo conke German Sweet 23 Fair aracal 13 Premium 31 Cholce eee eee ee eee eee ee eee 18 Vanilla —_i Mexi - Caracas. . Ae Chol can 18 Eagle ee BD. o woes cecoccnessens wens 7 CLOTHES LINES Fancy.... ewan online — Chole 13 60 ft, 3 thread, extra. i 1 00 ereeee eee C ae erent ween 72 * 3 — — aus ; . 90 ft’ 3 thread, extra...... 1 70| Afficam...........-+-.+++-++- 60 ft, 6 thread, extra...... 129 a IE ono ce dee 17 72 im, 6 thread. oxtra... P é Tee eeC eee eee eee eee eee 31 J a eee er Sammie asta OS a copier workin au re 1 05 er Be, oe aces eee aap . — ee rrr ore 10% eee . 1 coolly AC MM 1 19 | LAOD..---. 0 -- e+ eee ee eeee 4 McLaughlin’s XXXX Cotton Windsor McLaughlin’s XXXX sold to OOo 1 20| retailers only. orders ee 1 40} direct to W. 7p. McLaughlin & ee eee 1 * Co., Chicago. i eee 1 atte. x cleat... in Felix 4 gross............-.-.1 15 40 75 | Hummel’s foil % gross...... 85 50 85 | Hummel’s tin % gross ...... 1 43 60 % CONDENSED MILK Galvanized Wire 4 doz in case. No. 20, each 100 ft long .. 1 90 No. 19, each 100 ft long... 210 COCOA 38 41 3F 33 42 45 1? - 70 . 3 = ee ee ee a é a... a ne oreo ae CLEANER & POLISHER | Daisy — Champion . pie cece ee el 4 25 Coallenge aceeeeek Oe 2 nge . on ‘curiae Poort Aten & eerless zr ot en... 6 10 ceil cue ae 3 85 ee eee. 425 Highland Cream............ 5 00 St. oe Sa -.4 BO RACK National Biscuit Covs brands Son: oie, oer Oe... - 13 Batter Quart can, per doz.......... 2 25 | Se Gallon can, per doz........ 750 Ginger Gems, Prgeor aan —— Snaps, RN. &. C.. % I shod eice woe chee 10% Grandma Cakes...... 9 Graham Crackers.. 8 Graham Wafe’ 12 Grand Rapids Tea 16 ——n. Firgers.... 12 Iced Honey Crumpets. 10 i cncecetccec es 8 Jumbies, Honey........... 12 I votes ocas ives cute os 7% Reeeeees Cake............ 8 Mireaees TAF. . 2. 002. 55. 9 Moss Jelly — ou ollae 12% Newton » Cncentaniey LAVORING EXTRACTS Folding — D. C. — mon C. Vanilla .o..... 06 eS = cee 1 20 COe.. 24... 10 4cf...... 2 00 os 200 60Z...... 3 00 Taper Bottles D. C. Lemon D. c. = eT WS 206....... 7. 1H s8z....... 2 io Soe....... 1S 4d2....... 2 40 Full Measure D. C. Lemon D. ©. Vanilla oe oo te....... 2... Lim 2e6....... i em. 70 68)... 3 00 Tropical Extracts 2 0z. full measure, Lemon.. 75 4 0z. full measure, Lemon.. 1 50 2 0z. full measure, Vanilla.. 90 4 0z. full measure, Vanilla.. 1 80 uder’s doz. gre. Regular Lemon ...... 90..10 80 Regular Vanilla......1 20..14 40 Re Lee so 1 50..18 00 am VOR. <......-.- 1 75..21 00 Venus Van.& Tonka. 75.. 9 00 be gps Vanilla, per gal... 8 00 _—— oa =. .. 6 00 MEATS Carcass... i Forequarters . =e Shoulders . LORE. 2.0. oe coe Sarcase ...... own wnee GELATINE Knox’s Sparkling......... 12 Knox’s Sparkiine, prgross 14 00 Knox’ s Acidulated 1 20 Sag eros Fame Ree... 5... 1 20 og EO ee 1 50 AAs, Oe OO 6, oo. ou 1 61 Cons, Gs elas... ...... 1 10 GRAIN BAGS Amoskeag, 100in bale .... 15% Amoskeag, lessthan bale. 15% GRAINS AND FLOUR heat Liquid, 1 gal. can, per doz.14 00 Se 70 Search Bar coum Winter Wheat Flour 1 lb. sifters, per doz........ 1 75 Brands OLIVES Patents..... 420 Balk, 4 onl, boes......... - ta Second Patent............. 3 70 | Bulk, 3 gal. kegs. 8b EE TE TLE 3 50 | Bulk, 5 oo keg 85 Second Sieaiele 3 20 | Manzanilla, 7 oz 80 ee Cea 3 Queen, pints... 2 35 Fe ees cue 3 26 | Queen, 19 oz. 4 50 Buckwheat 8 09 | Queen, 28 oz. 7 00 — ae Stuifed, 5 oz = Subject to usual - ' . oat we Se a 30 Flour in bbis., 25¢ per bbl. ad- ditional. as Cue, No, 216. Af aura —_— _ 8 ipsa? H & er 568... 3 90 a Comet Ma 3 96 PICKLES Caaken Me 3 90 Medium Barrels, 1,200 count ......... 8 75 Spring Wheat Flour Half bbis, aoe cuaet mau 4 88 Clark-Jewell-Wells Co.'s ~~ Pilisbury’s Best %s........ 4 60 oa ge count .........9 75 | Pilisbury’s Best sa oC a bbis, 1,200 count .......5 50 Pillsbury’s Best %s....... 4 40 PLAYING CARDS Pillsbury’s Best %s paper. 4 40 No. 00, Steamboas......... 90 Pillsbury’s Best 4s paper. 4 40 No. 15, Rival, assorted.... 1 20 Lemon & Wheeler Co.’s Genes No. 20, Rover, enameled.. 1 60 Wingold %8.............. 4 40 | N5. 572, Special............ 175 WHOA Wo, 4 90 | No. 98, Golf, satin finish.. 2 00 Wiese. 4 29 | No. 808, Bic eyele tae wneee oe 2 00 Judson Grocer *s Brand. No. 682, aoe hist. 2 25 Ceresota 48... 450 48 cans in case. s Ceresota 48 4 40 | Babbitt’s . eee Ceresota 48 ee Penna Salt Go.’s............. 3 00 Laurel %8. 4. PROVISIONS Laurel igs. 4 30 Barreled Pork Tae Me, ae a sete eete cess ceee 3 ee a Meal = _— oe @i8 75 en 2 60 | £18 steers: sees 21 00 oT ‘ Bean.. @i6 75 Ce ier aa on Feed and Milistuffs | Clear................ 12 00 St. Car Feed screened .... 19 50 —T _— Meats _ No. 1 Corn and Oats...... 19 50 | Bellies. . seece he Corn Meal, coarse........ 13 50 | SP Bellies. . sees al% Corn Meal, fine old. ne 19 00 | | Extra shorts... - G Winter Wheat Bran....... Smoked Meats —_— Winter Wheat Middiings. 21 00 | Hams, izlb.average. @ 1334 WE oo osca ss, duces 20 00 — pn 3 . eros... 1.42... 19 00 Heue. 20 tb. average. @ 12% Oats ried beef. .... @ 12 Car o.......-.......... 38 Shoulders (N. Y.cut 2@ “oer... 124%@ 14 | Corn California hams..... @ 10 Corn, car lots, new....... 46 Boiled Hams........ @ 17% Hay Berlin Ham prs'd, 9%@ No. 1 Timothy car lots.... 9 00 | 3ér pr’s : No. 1 Timothy ton lots.... 11 50 | Mince Hams ....... @ % esate Compound can @ 7% Sage... cece cowmmeoc MAL Uae oe oe cee @i0% Hops .. DLINIIEIIID ss | 60 Ib. Tubs... advance % Emnrel LAAWOR. 605055 co.) oo ses, 15 | 80 lb. Tubs..advance le SNE BNO oie cce cise none 26 | 50 Ib. Tins...advance oa 20 Ib. Palls. advance % INDIGO 10 Ib. Patls..advance % Madras, 5 Ib. boxes -----55/ § 1b, Pails.. advance 1 8. F., 2, 3 and 5 Ib. poxes......50 lh. Pails. advance 1 Vem... 5. 8 Sausages See @5% Tee ectae 6% Praneeers .......... Q7*% ree... 7%4@8 ae... ............ q oe 8% Headcheese....... _ 8% Extra Moss........+ i ee eee t 50 iit eee, Single case lots. 1g bbis., 40 Ibg....... 1 80 10¢ size, 4 doz cans per case 3 50 Sire 3 50 Quantity deal. 1 bbis., Ibs......... 8 00 $3.90 per case, with 1 case free r Tripe with every 5 cases or J case free | Kits, 15 Ibs.......... 70 with 3 cases. 34 Dbis., 40 Ibs....... 1 30 Condensed, z doz...... --1 20) % pbis., 80 Ibs....... 2 60 Condensed, 4 doz..... oo ' Casings MEAT EXTRACTS Pork . aicces 26 Ape 4 Son... 4 45| Beef rounds......... 5 Avmoees, 402 _........-.. 8 20 | Beef middles........ 12 Liebig’s, Chicago, 2 oz. De Ea oe dae cues 6 Liebig’s, Chicago, 4 oz. 5 50 Uncolored Butterine Liebig’s, imported, 2 oz... 455 Bien, GOT. oc ce cess il @1l% Liebig’s, imported,4oz... 8 50 zo a Bees ea + ee purity... N —— Solid, purity. . 14% ow Uricans Canned Meats Fancy Open Kettle........ 40 2 30 Choice.. os 35 17 60 oe RESO LL 26 3 20 Wo ea ee es es oe 22 45 Half-barrels 2c extra 85 eo ~ 45 Horse Radish, 1 doz... oD 85 Horse Radish, 2 doz. .. teee8 68 45 Bayle’s Celery, . doz........ s&s METAL POLISH ORDER AVd-OL Sold by all jobbers or write man- ufacturers. Packed 1 dozen in case. Paste, 3 oz. box, per doz.. 75 Paste, 6 oz. box, per doz.... 1 25 Liquid, 4 0z. bottle, per doz 1 00 Liquid, % pt. can, per doz. 1 60 Liquid, 1 pt. can, per doz.. 2 50 Liquid, % gal. can, per doz. 8 50 Sutton’s Table Rice, 40 to the bale, 2% pound pockets... .734 Best grade Imported Japan, 3 —" pockets, 33 to s Cost of packing in ston’ pock- ets only %c more than bul SALAD DRESSING Durkee’s, large, | doz....... 4 50 Durkee’s, small, 2 doz.......5 25 Snider’s, large, 1 doz........2 30 Snider’s, small, 2 doz........1 80 SALERATUS Packed 60 Ibs. in box. Church’s Arm _ : 3 15 Deland’s. ..8 00 Dwight’s Cow.. oe oe oe Embiem. I a 3 00 Wyandotte. el 8 00 “ — Granulated, bbis............ 80 Granulated, ia tb: cases .. 90 Lump, bbis.. ee Lump, 145 Ib. ao Lie ceeeeece 80 SAL’ Diamond o stal Table, cases, 24 3 Ib. boxes..1 40 Table, barrels, 100 3 Ib. bags.3 Table, barrels, 506 lb. bags.3 Table, barrels, 407 Ib. oo a Butter, barrels, 320 Ib. b 2 Butter, barrels, 20 — _— 2 Butter, sacks, 28 Ibs. Butter, sacks, 56 lbs.. ‘i Shaker, 24 2 Ib. poxes....... Common Grades BSEaE saugaase 100 3 Ib. sacks...... 2 60 5 Ib. sacks... 2 28 10 Ib. sacks. 2 cei eee .......-..-....- eS Warsaw 56 Ib. dairy in drill bags..... 40 28 Ib. dairy in drill bags. .... 20 Ashton 56 Ib. dairy in linen sacks... 60 Higgins 56 Ib. age be fen sacks... 60 lar Rock 86 Ib ome... ose we eee reen Case 23 Common Granulated Fine............ 75 oes Piee................ SALT FISH Cod Large whole.. Smail whole. Strips or bri aaen...... Pure came in Bulk - H Allspice.. 16 | Strips.. Cassia, Batavia... 28 Chunks.. je 48 “Herrin Cloves, Zanzibar........... 17 Holland white hoops, bbl. 10 50 | Ginger, African 15 Holland white a 5 30} Ginger, Cochin............ 18 | Holland white hoop, K O75 — —, Ac ceeelee 25 Holland white hoop me 65 Norwegian ..........cs00+. Mustard. 18 Round 160 IDs... o.20 sec. Pepper, Singapore, black. 17 Round 60 Ibs.. a Pepper, Singapore, white. 25 NOE oo ncn cccc cede cance cues 18% Pe pper, Cayenne. eee stecse 28 stccvccccccccccccccs fb BO! BABC..0. cece cece ce ccces coos 10 eee ee Trout Me 1 we a oe No.1 =.” 2 5o No.1 10 Ibs. 70 Ne.1 Sie.... dcae 58 Mackerel eee O00 Oe ooo ee cc 16 60 eee COT ici ocees SD Eee 16M... co 1 80 oe Sie. 1 47 oe. § Sei... oo No.1 sor acc. oe Re. oe, ...... — ot She ...... te Whitefish No.1 No.2 Fam ee ie........ 7% 3 85 a, 3 68 2 2 ‘ba 63 8 oe ..4 Sek ee eh enaanon ve © -1 00) a 1 4% 4 z Ss 4 : ise SHOE BLACKING Handy Box, large......... 2 50 Handy Box, small. . o Bixby’s Royal Polish...... 85 Miller’s Crown Polish..... & SOAP Beaver Soap Co. brands 100 cakes, large size......... 6 50 50 cakes, large size......... 3 25 100 cakes, small size......... 3 85 50 cakes, small size......... 1 % Single bo: sous ee 10 5 box lots, ,delivered........ 8 05 10 box lots, delivered ........ 3 Johnson Soap Co. brands— Bever ee... sn 65 Calumet Family.... ..... 2 75 Seotes Familiy ...... «+++. 2 85 eee Jas. 8. Kirk & Co. brands— American Family........ 4 0 Dusky Diamond 50-8 0z.. 7 80 Dusky a 100-6 0z..3 80 eet TOGO. 8 bn a 3 75 Savon Tepestal Cee coors 3 10 White Russian.. a. 2 Dome, oval bars.. 2 Satinet, oval.. aa 2 White Cloud............. 00 Lautz Bros. & Co.’s ee Big SS es, 4 00 ee Wee... ss... 4 00 Snow ea P wdr, 100-pkgs 4 00 ieee. 4 00 Acme, 100-%lb bars ..... 3 70 | (5 bex lots, 1 free with 5) — —— bars single | Proctor & Gamble prands— a Die deeies cost ooudus 1 my 6 yee 400 ivr ee... .......... 6 75 — & Co. brand— ee 3 25 A. B. ‘Wrisiey brands— a 4 00 Old deans eS ee 3 40 Scourin Enoch Morgan’s Sons. Sapolio, gross lots........... 9 00 Sapolio, half gross lots...... 460 Sapolio, single boxes........ 2 25 Sapolio, hand........ ie 2 2B SODA =~ eesti nr = tor nee “4 s, Englis . ve ” SNUFF Scotch, in oR 37 Maccaboy, in jars.. 35 French ae in “jar 43 PICES Whole Spices i a ae Cassia, China in mats..... Cassia, Batavia, in bun Cassia, Saigon, broken.. Cassia, Saigon, in rolls.. Cloves, Amboyna.......... —- Zanzibar..... doeawe Nutmegs, "75-20... Nutmegs, 105-10... Nutmegs, 115-20........... Pepper, 4 ae black. Pepper, Singapore, white. Peer ones... sa pet et eae acres Sa em ch 1 25 | aie ce vag 20 1-Ib. packages.......... 6 40 1-lb. packages .. - 44O% SYRUPS | Corn MN oo tide bs ccna 44 cueece ale i oa aes 10 Ib. cans, % doz. in case.. 1 70 5 Ib. cans, 1 doz. in case 1 9° | 2% Ib. cans, 2 doz. in case. ..1 90 ure Cane - &€. No. eC ee... @ 8% oo eee @ 7 —— - 2 cee aie @ 12% Rel Geeeeer......... B BW Col River Salmon.. 15 @ 16 SS ru OYSTERS Bulk r gal. F. H. Counts...........- sii Ps re faa —. ia ieee 40 Suaneens Standards. .... 1 15 —_— en 1 10 Cans per can EB, &. Comms, ............. 35 Extra Selects. . oe 27 ae. 23 Perfection Standards... 22 See cl 20 eee... 18 HIDES AND PELTS Hides Green No.1 7 Green No. 2 @é eee eo. 2.......- @s Cured No. 2. @7 Calfskins, green No.1 @i0 Calfskins,green No.2 @ && Calfskins,cured No.1 @il Calfskins,cured No. 2 @ % Steer hides 60lbs.orover 10 Cow hides 60 lbs. or over 84 elta Seal a oe ee ee len 5t@1 60 Seeutinas ota ieee 75 Tallow No. 1... oe @s No. 2. ee @i Wool Washed, fine........ @z0 Washed, medium... @23 Unwashed, fine. .... 15 @I7 Unwashed, medium. 16 CANDIES Stick —— bis. pails IE oe oso 7 Standard H. H...... @7 Standard — oe @8s Cut Loaf.... — @9s cases mee. OF ......... @i% era @10% aliens aaies. eS @ic Dact Pe- -~ana Mixed Candy Cees... ..... 2... @é @7 @ im @i% @ 8% @° @s @ 8% @°2 @°2 Bon Ton Cream..... @ 8% French Cream.... @93 oS tee. .s. @10 Hand Made Cres™ mixed . 114% Premio:Cream mix Fancy—In Paiis O F Horehound Drop 103 Pony Hearts........ 15 Coco Bon Bons...... 12 Fudge Squares...... 12 Peanu mares..... 2 Su eanuts 11 ted Peanuts...... 10 Starlight Kisses... 10 San B ies... @12 Lozenges, plain ..... @2 Lozenges, printed. .. @ic Champion Chocolate gil Eclipse Choco poe @i3% Quintette Choc...... @12 Champion,Gum Dps Ss Moss Drops......... @3s Lemon Sours........ @2 ees... .. 9 Ital. Cream Opera... 12 Ital. Cream Bon oe. eee. ........ @ii Molasses — 15 Ib. cases. a @i2 Golden Waffies...... @i2 Fancy—In 5 Ib. Boxes Lemon Sours. G50 Peppermint Drops.. @60 Chocolate D H. M. Choc. Drops.. H. M. Choc. - and DE. oon 7 @i 0 Gum G35 oO. "F. aes Drops @se Lozenges, piain..... @55 Lozenge om —_—- @60 Imper . hon @55 Mo ig - ~. @so el G55 ee ee. G55 d Made Creams. 80 @vo Goeue Buttons, _ and Be ocieepne @é5 a ee... G65 Wintergreen Berries (@60 RUITS on Florida Russett.....- @ Florida Bright...... } ancy Navels....... 2 65@2 85 Extra Choice........ @ Late Valencias...... @ Besdings. .........++ @ Medt. Sweets........ @ Jamaicas ............ @ eet...... ae @} Lemons Verdelli, ex fey 300.. @ Verdelli, fey 300. .... @ Verdelli, ex chee 300 @ Verdelll, fey 360..... @ Cali Lemons, 300 3 9@3 59 Messinas 200s.. -. 3 60@3 75 Messinas 360s..... 3 50@3 75 Bananas Medium bunches.... Large bunches...... Foreign Dried Fruits foie Californias, Cal. pkg, 10 Ib. "pesan Extra noice, Turk. 10 Ib. boxes........ @ — Tkrk., 12 Ib Pulled, 6 lb. boxes... ¢ Naturals, in bags... Dates” Fards in 10 lb. boxes @ &% Fards in 60 Ib. cases. ree 5 5% Ib. cases, new. Sairs, 60 Ib. cases.. .. S@ 4% NUTS Almonds, Tarragona @i6 Almonds, Ivica ..... @ — a ————- -csuoe 15@16 a ee @il Pee... @i2 Walnuts. Grenobles. @15 Walnuts, soft — Cal. No. 1, new. @i6 Table Nuts, fancy... @i3% Pecans, Med... 10 Pecans, Ex. Large... @il Pecans, Jum @1z Hickory Nuts per ‘bu. Ohio, new. . @ Cocoanuts, full sacks g Chestnuts, per bu... 8, Pe Sune. crop Fancy, H. 1@ 5% Fancy, H P38 Suns Roas' € @b% Choice, H.P.,Jumbo 7 @7% . P., Jumbo ted . age aie ne 8 ou Span. Shlld 5 e. ine 5KO 6% 2 to 6 gal., fia’ 99 EP 2 a mot Nutmeg. 4% Gallon F No. 2 Cri 1 gal. tin 1 gal. gal 2 gal. gal _— Roll contains 32 yards in one No.0, %-inch wide, per gross or rol No.1, %&-inch wide, per gross or roll.. No. 2,1 100 boo 500 books Above charge. Can be from $10 50 “nurn wd chy per doz..... No. 1 Sun, wrapped =. 2 Sun, wrapped and labeled. . 0. 2hinge, wrapped and la! Ne. 2 Sun, “Sm Lam No. 2 Lime No. 2 Flint al al. al. Fitin gal. galv. ea. oe... Superior 1,000 books ar down. Ks STONEWARE Churns ston t or rd. bot., per doz......... - fat or rd. bot,, ennk...... a Fine Glazed Milkpans £ or ra. bot., per doz.... .... t or rd. bot., seach Stewpans fireproof, bail, per doz.. - fireproof, bail, per doz......... Jags Sealing Wax 5 Ibs. in package, per ID..........++.. LAMP BURNERS MASON FRU iT JARS With Porcelain Lined Caps 4 25 per gross 4 50 per gross 6 50 per gross ruit Jars packed 1 dozen in box LAMP CHIMNEYS—Seconds Per box of : ag WO a oe ok bese waco e ee cuce ee meee. Anchor Carton Chimneys Each chimney in corrugated carton. No. 0 Crimp. . No. 1 Crimp.. Me tOe......... First Quality No. 0 Sun, crimp top, wrapped & lab. No. 1 Sun, crimp top, wrapped & lab. No. 2 Sun, crimp top, wrapped & lab. XXX Flint No. 1 Sun, crimp top, wrapped & lab. No. 2 Sun, crimp top, No. 2 Sun, hinge, wrap — wra Pearl —— and labeled. . beled. . Bulb,” for Globe La Bastie No. 1 Sun, plain bulb, per doz........ No. 2 Sun, plain bulb, per doz........ No. 1 Crimp, eS MP, POT dOZ...... 2.22. eeeeee Rochester Mo. 4 Lee oe Oe) ................---+- No. 2 Lime (75¢ doz)... No, 2 Flint (80¢ doz)**** sence wenn were eeee ie Electric = eee a a OIL CANS cans with spout, per doz.. v. iron with spout, per doz.. v. iron with spout, per doz.. 3 gal. galv. iron with spout, per doz.. gal. galv. iron with spout, per doz.. iv. iron with faucet, per doz. . v. iron with faucet, per doz.. ee oo ine poke son os LANTERNS LANTERN GLOBES No. 0 Tub., cases 1 doz. each, box, 10¢ No. 0 Tub., cases 2 doz. each, box, 15c No. 0 Tub., bbls 5 doz. each, per bbl.. No.0 Tub., Bull’s eye, cases 1 doz. each BEST WHITE COTTON WICKS _ inch wide, per gross or roll. No. 3, 1% inch wide, per gross or roll.. COUPON BOOKS 50 books, any denomination.............. Ks, any denomination.............. , any denomination. . E 1,000 books, any denomination. . 1 968 2 92 wm OO ND whe Coho o-oo ane SSS2sZFSsS BSS SSS SRRS S SSB Baa > > oO —_ i > OQHw hs WK er ~ QHorn RSER BBSRRa — SRSSRET aK wc shkB SR 28 a@& Be SSREEE B28 aa uotations are for either ‘iiataamen, Coupon Pass Books made to Credit Checks 500, any one denomination...............- 1,000, any one denomination......... 2,000, any one denomination............+.-+ Steel punch POEEEE FOSSETT Coes DEES EEEEEH EO HOH Tee momic or Universal grades. Where e ordered at a time customers re- ceive specially printed cover without extra represent any denomination 1 5U 50 Our Catalogue is “Our Drummer” It lists the largest line of gen- eral merchandise in the world. It is the only representative of one of the six largest commercial establishments in the United States. It sells more goods than any four hundred salesmen on the road —and at 1-5 the cost. San [we It has but one price and that is the lowest. Its prices are guaranteed and do not change until another catalogue is issued. No discount sheets to bother you. It tells the truth, the whole truth and nothing but the truth. ene — go It never wastes your time or urges you to overload your stock. It enables you to select your goods according to your own best judgment and with freedom from undue influence. It will be sent to any merchant Ask for catalogue J. upon request. Butler Brothers 230 to 240 Adams St., bi Chicago We Sell at Wholesale only. ' Assignees. Our experience in acting as assignees is large and enables us to do this work ns soy Ot Oe pee entirely satisfactory. Our records show that we do the work economically and ina business-like manner, with good results. : The Michigan Trust Co. GRAND RAPIDS, MICH. Things We Sell r Iron pipe, brass rod, steam fittings, electric fixtures, lead pipe, brass wire, steam boilers, gas fixtures, brass pipe, brass tubing, water heaters, mantels, nickeled pipe, brass in sheet, hot air furnaces, fire place goods. Weatherly & Pulte Grand Rapids, Mich. fn — = ~ oe -~Ggee- cH Naa a — CE SPE TE a REE rt MICHIGAN TRADESMAN 47 SALE IN BULK. Effort to Regulate the Sale of Mercantile Stocks. The business interests of the State have united in requesting the Legislature to enact a law regulating the sale in bulk of mercantile stocks where there are creditors who are interested in the stocks. Several bills of this description have been introduced in the present Legislature, but the one which meets the approval of the mercantile classes is Senate bill No, 158, championed by Senator Brown, of Lapeer. The full text of the bill is as follows: Section 1. A sale of any portion of a stock of merchandise otherwise than in the ordinary course of trade in the = ular and usual prosecution of the seller business, or a sale of an entire stock f merchandise in bulk, will be presumed to be fraudulent and void as against the creditors of the seller, unless the seller and purchaser together shail at least five days before the sale make a full detailed inventory, showing the quantity, and so far as possible, with the exercise of rea- sonable diligence, the cost price to the seller of each article to be included in the sale; and unless such purchaser shall at least five days before the sale, in good faith, make full and explicit en- quiry of the seller as to the names and places of residence, or places of busi- ness, of each and all of the creditors of the seller, and the amount owing each creditor, and obtain from the seller a written answer to such enquiries; and uniess such purchaser shal! retain such inventory and written answer to his en- quiries for at least six months after such sale; and unless the purchaser shall at least five days before the sale, in good faith, notify or cause to be noti- fied, personally or by registered mail, each of the seller's creditors of whom the purchaser has knowledge, or can with the exercise of reasonable dili- gence acquire knowledge, of said pro- posed sale, and of the said cost price of the merchandise to be sold, and of the price proposed to be paid therefor by the purchaser. Sec. 2. The seller shall at least five days before such sale fully and truthfully answer in writing each and all of the said enquiries,and if such seller shall knowingly and wilfully make or deliver, or cause to be made or delivered, to such purchaser any false or incomplete answers to such enquiries said seller shall be deemed guilty of a misde- meanor, and upon conviction thereof shall be punished by a fine of not less than ten dollars or more than one hun- dred dollars, or by imprisonment in the county jail for not less than ten days or more than ninety days or both such fine and imprisonment in the discretion of the court. Sec. 3. Nothing contained in this act shall apply to sales by executors, administrators, receivers or any public officer conducting a sale in his official capacity. a a Would a Man Grow Younger? We all say that we’d like to be young again, but I doubt if we really mean it. We'd like to have as good health as we bad when we cast our first vote, and we'd like it if we didn’t have to visit the dentist so often and so expensively. But if it came to the point that the Genii bounced out before us and sulk- ily growled: ‘‘ What is your wish? I will obey, I and the other slaves of the lamp,'’ I fancy we should study quite a while with many a ‘‘Why-ah, let me see now,’’ before we plucked up the cour- age to blurt out: ‘‘Make me 21 again.”’ Because, you know, you haven't any too much sense now, with all your ex- perience of the world, and if you were 21 again it would have to be in mind as well as in body. The mind is what the body is. It seems a terrible price to pay for a new set of teeth and an undiscriminating appetite. What? To walk again that weary, tortuous road; to discover again how many kinds of a fool and a failure one can be, and not half try, either; to have to take over again all those terms of old Professor Experience—uh-uh! Not for me. You may if you like. Even if I could start anew with what | have learned of life, which would come far short of what I should really need, it seems to be that it would bea bore to have to sit through the performance again. I suppose if ever there was a success- ful man, a lucky man, it was Martin Luther, and yet when the Electreas of Brandenburg wished him forty more birthdays, he told her he would sooner give up every hope of heaven he had than spend forty years more on earth. To be sure, he would have had to spend them in Germany, probably but that’s a detail. Harvey Sutherland. a American Labor’s Danger. The danger of unreasonable demands by the labor organizations during these prosperous months is pointed out in the N. Y. Weekly Letter of Henry Clews: The most unsettling factor in the business situation to-day is the threaten- ing and often unreasonable demands of labor, There are signs that these de- mands have been pushed to the breaking point, simply because costs of produc- tion have been pushed so high as to seriously curtail, if not destroy, profits and to check new enterprise. Such an attitude on the part of the labor leaders is foolish to the last degree and will prove most unfortunate, not only for capital, but for labor, which in the end will be the chief sufferer from its own excesses. Should present demands be enlarged and pushed to the point of rupture, it may easily start a reaction which, if wisdom and moderation pre- vailed, could be indefinitely postponed. Those who control large capital and large enterprises view the situation with serious concern. American labor is al- ready securing generous reward ; if costs of production are to be further raised our industrial supremacy, like that of England a few years ago, will receive a blow requiring years of suffering and repentance for recovery. It should not be forgotten that we are unavoidably an — factor in the world’s markets, we can not withdraw if we would, Great Britain and Germany, our chief rivals, are rapidly adopting all our best methods of organization and equipping their plants with improved machinery ; so that, with lower costs for labor and smaller capitalization, they are already able to outrun us in the foreign markets until we come down to their cost of pro- duction. The latter event. must fall with most severity upon American la- bor, because its present extortionate policy plays right into the hands of for- eign labor, enabling Germany and Eng- land to undersell the American product and secure a foothold from which they will be driven out only through costly sacrifices and struggle. Sie cai tie oon Women Use Stub Pens. It was the young man’s first day in the department store, and when he sorted out the pens to be distributed among the public writing desks, he selected fine and medium nibs. The old hand, who superintended the job, told him to put them all back in the box and to pick out stubs instead. ‘‘ Department store letter writers are mostly women,’’ he said, ‘‘and nine out of ten women use a stub pen these days. It is almost im- possible to get them to write with any other kind, Every once ina while a new man comes along to do the work you are doing this morning and he, not being up to the tricks of shoppers scat- ters an assortment of fine-pointed pens over the writing tables. The women writers raise no end of a row overa mistake of that kind and insist upon being supplied with the favorite stubs,’’ ; Levels Hardware Price Current Stanley Rule and Level Co.’s........ oflis Mattocks Ammunition Adze Eye.. dicbasenpscan Oh 00..ate metiens ti cool - Metals—Zinc gD... Wate ad rm. a oe 50 | 900 pound os: te eeeeteces ee coneee ™m% ames aera ‘per : ¥, | Per pound.. ae Ta a Ely’s Wi rproof, ‘per. n. 60 Miscellaneous Cartridges Bird Cages i 40 No. 22 short, per m. Deleee apie s 2 BO Pumps, Cistern. 75&10 a = long, a” eu euel .Nekmes ; S Screws, Kew List ie oenee No. 32 long, RS bee cece secs cece 5 75 Dangers. tio ee ete ae Primers lasses ee 1 40 | stebbins’ — secede 60810 , » Ber mm... Enterprise, self-measuring............ 30 Gun Wads eine Black edge, Nos. 11 and 12 U. M. C.. 60 Black edge, Nos. 9 and 10, and — 70 Fry, A Wwe ee cces cove cccecces ce cece ce 6010810 Black edge, No. 7, per m. ie 80 Common, “polished ete weeslonenssinesaas Loaded ‘Shells Patent Planished Iron New Rival—For Shotguns “A” Wood’s patent planished, Nos. 24 to 27 10 80 Drs. of z. of ““B”’ Wood’s patent planished, Nos. 25to27 9 80 OZ. 01 Size Per No. Powder Shot Shot Gauge 190| Broken packages 4c per pound extra. : Hs 10 16 $2 90 Planes 1% 9 10 2 20 H 128 4 1% 8 —” See ee rast : 126 4 1% 8 10 2 90 | Sandusky Toot ‘Go.'s, taney. Oe 40 = on - : 2 2 Bench, first quality.. ee 45 200 3 1 10 12 250 ‘Nails 208 3 1 8 12 2 50 Advance over base, on both Steel and Wire. 236 3% 1% 6 12 re 2 85 265 3% 1% 5 12 i ST cen : 75 264 3% 1% 4 12 2 70 | 20 to 60 advance.. Seed ecelowaan Base Discount 40 per cent. io ie ee eeeanes..............2.-.. cea 5 Paper Shells—Not Loaded = No. 10, pasteboard boxes 100, per 100. . 72 30 No. 12, Ppasteboard boxes 100, per 100.. 64 45 ao 70 Kegs, 25 lbs. ee. ce. 490 50 % Kegs, 12% i. er me MO... Lt. 2 90 = 44 kegs, 644 Ibs., per 4 keg........... 1 69 g = Shot eee Oe eneeee. 25 Ee pueie oomestatens % the. ee ON en ee 35 Drop, all sizes smaller than B........ 1 50 os fp yn» nea ea 45 arre’ ee 85 Snell’s ee a au 60 Rivets Jennings | genuine. as at eee oe Teed... .... ._............ 50 Jennings’ imitation.......... 50 | Copper Rivets and Burs.............. 45 icin’ Axes Roofing Plates first Quality, S. B. Bronze............ 6 50 | 14x20 IC, Charcoal, Dean.............. 7 5O First Quality, D. B. Bronze. .......... 9 00 | 14x20 1X, ; Charcoal, Demn.. oe 9 00 First Quality, 8S. B. 8. Steel........... 7 00 | 20x28 IC, Chareoa a 15 00 First Quality, D. B. Steel............. 10 50 | 14x20 IC, Cha an a Grade... 7 5O Barrows 14x20 Ix’ Charcoal, Allaway Grade... 9 00 cre, (an 18 00 | 20x28 IC, Charcoal, Allaway Grade. .. 15 00 Garden .............-...ccceecececeeee- MOG 29 00 | 20x28IX, Charcoal, Allaway Grade... 18 00 Ropes go 7” | Sisal, % inch and larger.............. 9 “aaa — oe ee $4 00 | List acct. 19, '86.. «+ 58 Butts, Cast Sash Wei a Cast Loose Pin, sommen ama we eddies 70 z Wrought Narrow . i 80 Solid Eyes, per ton... ae lel 383 08 ‘Chain. Sheet Iron in. &16in. Hin. KiNDL com. smooth. com, -:- 1-4 * Se eee “Te BBB.. — |. 6% | NOS. 18 to 21........ 2.2.22. eee ee 8 90 A 410 3 90 Crowbars NOS. 25 00 96........-22+---0 00-0 ‘= 4 00 Cee Boeck, Per Re... ee 4 30 410 Chisels rik Sheets No. 18 and lighter, over 30 inches Cent Pe ee eee — —— a 85 Shovels and Spades OF COPNEL.... 1.2... ee eeee ces eeen ee 65 | First Grade, a ease dies cee sede coun 6 00 Pe cl a ass cues wae Gl i acm Grade, Pee... ll. 5 50 Elbows Solder Com. Stone. 2 oe: coos ee 75 OO a a rst arin 19 oa » Der ee eres dee oe 1 25 @ prices of the many other qualities of solder Adjustable ..dis 40810 | in the market Indicated by private brands vary ‘on ste Bits according to ve uares niet ine 6o—10—5 Files—New List Tin—Melyn Grade ws 4 gg get ae eae 70018 | 1ex14 IC, Charoosl..........-0..-2-2++« $10 50 cholson's. 70 | 14x20 IC; Charcoal 10 50 Heller's Horse Rasps... ae 70 | o0x14 Ix, Charcoal....... La Ae pA 12 00 se celica ‘Gaivanian = Each additional X on this grade, $1.25. 08. 16 to an an a List 12 13 14 is 7 Tin~Allaway Grade Discount, 70 eer Cee 9 00 Gauges ae ix Sees Pe cce ccs cee ccoe cece a = Stanley Rule and Level Co.’s.......... 60810 | 14x90 1X, a a RRR 10 50 Glass Each additional X on this grade, $1.50 Single Strength, by box. . 90 Boiler Size Tin Plate Double Strength, by box.. 90 By the Light........ 90 — 7 o_ _ — {per pound.. 18 Hammers ' shea Maydole & Co. ‘a, new St ....+---0+-.-. ls 33% | steel, Gam pe Yerkes & Plum a ae -dis 40&10 si aaa U4 Onelda Commmanhiy, “Newhouse’s...... 40810 Mason’s Solid Cast Beee -30e list Oneida Community, Hawley & Nor- nn Hinges eee dae ouua da 65 Gate, Clark’s 1, 2,3....................18 60&10] Mouse, choker per doz............... 15 Hollow Ware Mouse, delusion, per doz........ ....+ 1 25 bagirrrn tenet ateternnes eenet —_ Wire cee ees Cedi wider cues 10 WO isn circ ttesncnter cst Oe ee Horse Nails Coppered Market....... 50&10 Au Sable . A I Fi ios s ce cscs esas 50&10 House’ Furnishing Goods a Sprin ee: . = ‘ence, Galvanized ............ ees Tae imm—==« | —— 2 80 Iron Wire Goods Bar Tron, .... 2... 200 cccecccsce cos coset SO CFRSOS | BEIGE... 2.000000 2- so0e ce cone cess coee vos. 38 TS — sees cece cece . . Knobs—New List Been eee meee eee teense Door, mineral, jap. trimmings........ 78 nr re tars asones ” Door, porcelain, jap. trimmings....... 85 Wrenches Lanterns Baxter’s Adjustable, Nickeled... 30 Regular 6 Tubular, Peers *- erences OB Fe I, og ooiois oos nos co cc once Ei] Warren. Galvanized Foun! 00 ' Coe’s Patent Agricultural, /Wrought,.7” &10 Bouse eeeenee a a mes | i i 48 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent continuous insertion. No charge less air te meeeen aa ae Cash must accompany all orders. BUSINESS CHANCES. FOR SALE-pRY. GOODS, LADIES’ AND men’s furnishings stock, inventorying $8,000; did $18,000 business 1902; neat store with lease; best town in Michigan (Battle Creek); | bargain for cash. Address John Drave, Marine City, Mich. 202 . SALE—STOCK, GOOD WILL AND fixtures of grocery well located in Grand Rapids and doing good business. Address No 201, care Michigan Tradesman 201 OR RENT—ONE SIDE OF MEN’S FUR- nishing goods store for shoe store; best location in best town in the state. Address L. B., care Michigan Tradesman 199 hs SALE—SODA FOUNTAIN AS GOOD as new at half price. Call or write Tibb’s Drug Store, 107 South Division St., Grand Rap- a a . Se * 198 ida . F* )k SALE—DRUG STORE IN LIVE TOWN of 1800; fine location; brick corner; every- thing will please you; owner not registered. Ed C, Wilson, Sumner, Ill 196 \ASOLINE ENGINES FOR SALE—ONE 25 H. P. and one 8 H. P. Olds gasoline en- gine, both working every day. Maud S. Wind Mill & Pump Co., Lansing, Mich. _ 195 Fok SALE—FURNITURE AND UNDER- taking establishment; 5,000 population. Address Cure Bros., Martinsville, Ind., for par- ticulars. a | 194 o SALE OR EXCHANGE FOR GOOD Iowa, Northern Illinois, Southern Wis- consin or Michigan farm—a first-class stock of | dry goods, clothing, shoes and groceries, locat- ed in good Illinois country town; county seat; stock will invoice from $7,000 to $8,000; doing good business; other business reason for sell- ing. Address Z. U., care Michigan Trades- man. 193 -s SALE CHEAP—SODA: FOUNTAIN compiete. Write A. W. Snyder, Three Rivers, Mich. 192 RARE CHANCE FOR SOMEONE WHO - wants to engage in the grocery busi- ness On a main street in the city of Grand Rap ids. Come and convince yourself that you have asure thing. Address No. 189, care Michigan Tradesman. 189 as SALE—Aa FINE STOCK OF DRY goods, trimmings, etc., excepting silks: amount $12,800, at 40c on the dollar, or will sell part of it at 50c onthe dollar. H. Guth & Son, Allentown, Pa. 188 ERCHANTS OR SALESMEN, THIs IS 4¥i for you if you wish to make good money without any capital while in your other busi- ness. Write at once to Northern Agency Co., Limited, Grand Rapids, Mich. : 203 1,500 BUYS 80 ACRE FARM ONE-HALF mile from thriving town; good buildings; power mill. Address L. Stover, So. Board- man, Mich. 210 DRY GOO HOUSE FURNISHING, 4A. millirery, dressmaking, clothing and fur- nishing business in the heart of the best retail city in Manitoba forsale. First-class premises; clean up-to-date stock; stock reduced in six weeks to thirty-five thousand at rate on the dollar; failing health; must sell. For particu- lars address Box 325, Winnipeg, Manitoba. 209 _ SALE—BRIGHT NEW STOCK GEN- eral merchandise: 3,000; North Central Illinois: invoice $7,006 with fixtures; #22.000 cash terms reasonable; ill health. Earselli I about sales 1902; 8, 111 208 Fo! RENT — ELEGANT ROOMS FOR grocery or bakery business; brick oven: established place. Box 637, Three Rivers, Mich. 207 OR SALE—ONE OF THE BEST PAYING drug st i centrally located; good hotel and transient trade; clean stock; price $4,000; a good invest- ment for person wishing to buy a drug stock. Address No. 204, care Michigan Tradesman. 204 \ 7E CAN SELL YOUR REAL ESTATE OR business, wherever located: we incorpo- rate and float stock companies; write us. tio Gilbert & Co., 325 Ellicott Sq., Buffalo. 106 EWELRY BUSINESS FOR SALE— ONLY e one in town 800 tools invoice $900. iscount for cash. Address 148 care Michigan Tradesman. 148 K MR SALE—STOCK OF GROCERIES AND . dry goods, invoicing about $1.500;: good town; good reasons for selling. Address No. 215, care Michigan Tradesman. _ 215 s SALE—A STOCK OF DRUGS IN ONE of the best towns of southern Michigan, invoicing fifteen hundred totwo thousand dol- lars; a good chance fora live, hustling young man man. 213 f00 SHARES STAR PETROLEUM CO.’S ey stock at 1744 cents per share: write for our prices. Securities Trading Co.,Germania Life Bldg., St. Paul, Minn. 214 }OR SALE—AN ESTABLISHED MANUFAC. | turing industry; small capital required; ex- penses very low; an exceptional opportunity; = reason for selling. Address M., care Mich- gan Tradesman. 179 good town of about | Address Box 513, | res in Grand Rapids: corner store: | Hora- | Opulation. Stock, fixtures, | Address No. 213, care Michigan Trades- | Gg» BAZAAR STOCK,NEW GOODS AND staple, will be sold Wednesday, March 25th, at public auction to the highest bidder, at Vas- jsar. Take advantage; good chance to go intc | business with small capital. I. Wittstein, Vas- sar, Mich. 212 ". RENT—A NICE STORE BUILDING, best location, adjoining postoffice; building is 22x60, two stories; inside of store nicely paint- ed and varnished; electric lights; nice natural wood fixtures; suitable for a general store; a good business has been conducted in this store for several years; located on the M.C.R.R. and S. H. & Eastern R. R., feederof P. M. R. R.; 1000 inhabitants in the village and country around about thickly settled; small fruit farms surrounding it; more grapes, grape juice and grape pulp ship from there than any railroad station In Michigan; a large grape juice factory built last year that used 600 tons of grapes; will double their capacity this year; three other grape juice factories expected to be built here this year ready for next grape crop. Will rent whole building one year or more for $19 per month, or lower story for $175 per year. Ad- dress No. 161, care Michigan Tradesman. 161 ee SALE-GOOD PAYING WALL PAPER and paint business in the city of Grand | Rapids; stock invoices about,34,000; established | sixteen years. Don’t answer unless you mean business. Good reasons for selling. Address No. 186, care Michigan Tradesman. 186 a SALE—DRUG STOCK IN NORTHERN Michigan, town of 10,000; invoices about | $1,600; doing business of over $5,000 a year. Ad- | dress No. 183, care Michigan Tradesman. 183 | HAVE A FINE RESIDENCE AND FIVE | lots in this city. I will trade for a good stock of general merchandise. Address No. 751, care Michigan Tradesman. 751 Vy 7ANTED—TO BUY DRUG STORE. AD- dress No. 182, care Michigan Trades- man. 182 nee SALE—STORE PROPERTY IN HEART of growing Grand Haven, near Cutler block. Is now used as a bakery. Suitable for that or any other business; also summer home on Spring Lake and farm lands. Address H.S8. Nichols, Grand Haven, Mich. 181 YOR SALE—THE BEST MEAT MARKET in northern Michigan in the best town in the state. For particulars address No. 211 care Michigan Tradesman. 211 I ICH MINE OPPORITUNITY-BLA‘ K ROCK mines; 400 acres mineral; 20 claims; 2 groups; 1 group 6 claims about 4 miles from bi- lion-dollar copper mine at Jerome, now taking out over a million a month; in same mountain; Same ore; assays $15 to $%0 copper, gold and sil- ver per ton, mainly copper; 140 ft. shaft in vein 4 to 8 feet wide; 100 ft. drift on vein; steam hoist | and pumps, camp buildings; big proposition; we want more money to develop quick; will sell limited amount of stock at 50 cents for 60 days; we own it all; every dollar spent to make it worth two; no stock job or scheme; best safe mining _ that has been offered for many a day; must go quick if at all; good refer- ences. Address Black Rock Gold and Copper Mining Co., Flagstaff, Arizona. 168 ON DS—$15,0005 PER CENT. LIGHT AND wer bonds, denomination $1,000. Egyp- tian Investment Co., Herrin, Ill. 166 7 RENT OR SALE— NEW DOUBLE brick store, 44x80 feet; one of the finest op- ortunities in Southern ichigan. Address ughman & Yunker, Gobleville, Mich. 164 | FOR SALE— WELL-SELECTED DRUG | stock worth about %2,000. Good prescrip- | tion and farming trade; established in one of the | best business towns of Michigan since 1885; also | two-story frame building occupied as a drug store and dwelling, together or separate, the lat- ter cheap and on easy terms. Address No. 1345 Johnson St., Bay City, Mich. 173 POR SALE—OWING TO OTHER BUSINESS requiring my entire attention, I will sell my | old-established, money-making dry goods busi- | ness--best and cleanest up-to-date stock and | store in hustling Michigan town; inventory about $10,000. Can reduce haifin thirty days. Easy terms. Lock Box 28, Alma, Mich. 163 BARGAIN—850c ON THE $1 BUYS A NEW York racket store; stock and fixtures in- ventory $2,400; must sell soor; reasons for seli- ing. New York Racket Store, Muskegon, Mich. 159 > 7 SALE—GENERAL STOCK IN A LIVE little town. Splendid chance. Write for articulars. Address No. 158, care Michigan Tradesman. 158 Vy 4nren 10 EXCHANGE FOR HARD- ware stock good unincumbered =~ prop- erty. Address Hardware, care Michigan Trades- man. 134 OR SALE—SMALL STOCK OF GENERAL merchandise; store and suite of living rooms at low rent if desired. Write for particu- lars. UL. E. Mills, Grant, Mich. 142 HOICE 160 ACRE STOCK FARM FOR sale or trade on merchandise. A. L. Shantz, Cedar Springs, Mich. 141 \ENERAL MERCHANDISE STOCK FOR sale. Will invoice about $4000; located in a good town in Northern Michi ; good cash | man.” Address B. C. care Michigan Trades- man. 50 __ FAMOUS AUCTIONEER HAS SOLD more stocks in more states than any other auctioneer on the r and has a trunk full of testimonials. He sells your entire stock without loss and does not ask you to sign a contract. If you want to sell out, it will pay you to write the Famous Auctioneer, 49 South Kellogg St., Gales- burg, Il 140 FK OR SALE—-DRUG STORE GRAND Rapids; good business; good reason. Ad- dress No. 993, care Michigan Tradesman. 993 NOR SALE—GENERAL STORE AND STOCK in small town, inventorying about $2000; al- so residence and other real estate. A rare chance for a man with small capital. Reason for selling, other business. Address 136 care Michigan Tradesman. 136 . SALE — FINE TWO-STORY STURE with barn; or will exchange for general merchandise. Address 482 Washington Ave., Muskegon, Mich. 151 Ko SALE—RESTAURANT AND BAKERY; only one in town of 1,400 inhabitants; g ood meal Address No. tobacco, candy and grocery trade; and lunch trade. Wish to retire. 162, care Michigan Tradesman. | ee SALE CHEAP—SMALL MANUFAC- turing plantnear Chicago. Well equipped foundry, machine and woodworking shops; brick buildings, low taxes, good water, = fare, six railroads. Address B. B. Potter, Griffith, a 71 _ PURCHASER FOR $5000 stock general merchandise in country town. A money maker. Address S care Mich- igan Tradesman. 146 rr SALE— HARNESS SHOP, WITH stock of harness, trunks and carriages; good business; established in 1875; will sell right. Write for particulars. Address No. 116, care Michigan Tradesman. 116 {OR SALE—STOCK OF GROCERIES; BEST location in growing city of 2,000; ill health cause for selling. Address No. 115, care Michi- gan Tradesman. E HAVE FOR SALE TWO STORES; fine line of merchandise in one and the other store will do for hotel purposes. Income of $125 or more for telephone exchange. No op- ition. Good locality. Will be glad to hear rom you. Other inducements. Address No. 122, care Michigan Tradesman. 122 (\REAT OPENINGS FOR BUSINESS OF all kinds; new towns are being opened on the Chicago, Great Western Ry., Omaha exten- sion. For particulars address E. B. Magill, Mer. Townsite Dept., Fort Dodge, Ia. 90 TANTED— A GOOD CIGAR SALESMAN to sell nickel, seed, Havana goods to retail trade for Michigan and Indiana. Must be some acquainted with trade. address C.C. C. Tobacco Leaf, care Michigan Tradesman. Py sate -~TINNER AND PLUMBER, good all-around man. Address No. 197, eare Michigan Tradesman. 197 ANTED—POSITION BY AN ASSISTANT registered pharmacist; sixteen years’ experience. Address L. E. Bockes, Bellaire, Mich. i 185 \ 7 ANTED—EXPERIENCED DRY GOODS salesman for retail store, lady preferred; one capable of taking charge and to help in buy- ing and who understands ali details. Address No. 178, care Michigan Tradesman. 178 ANTED—EXPERIENCED YOUNG MAN to work in general store in country town. State experience, references and salary expect- ed. Married man preferred. Address F. W. Norte, Kendall, Mich, 180 eS ee BY ASSISTANT registered pharmacist. About seven years’ experience; married. Address No. 169, care Michigan Tradesman. 189 ANTED— SALESMEN EVERYWHERE to sell Crockery. Premium assortments. Can be worked asa side line. Free samples— weight four pounds. 20 per cent. commission. Don’t answer unless you mean business. The Merchants’ Supply Co., East Liverpool, 0. 177 GENTS WANTED IN EVERY TOWN IN the central states, $3 to$5 per day. Key- less Bank Co., 14 W. Atwater St., Detroit. 156 wALESMAN — TRAVELING, SIDE LINE; good commission to sell our celebrated sec- tion harness pad for sore backs, necks and shoul- ders; used also as an ordinary re: quick seller. Dealers write for catalogue and price list. Hart- well Harness Pad Co., 810 Marquette Bidg., Chi- cago, Iil. 144 ES TO CARRY OUR spring line of rubber collars as a side line. A strong, up-to-date line. Address the Windsor Collar & Cuff Co., Windsor, Conn. Vy 7 ANTEVD—SALESMAN TO HANDLE OUR full line on commission or salary. Address Angle Steel Sled Co., Kalamazoo, Mich. 99 ANTED—A YOUNG MAN WHO THOR- oughly understands stenography and type. writing and who has a fair knowledge of office work. Must be well recommended, strictly tem- perate and not afraid of work. Address Stenog- rapher, care Michigan Tradesman. 62 JOR SALE—LIGHT, COVERED DELIVERY wagon, made by Belknap Wagon Co. In use five months. L. E. Phillips, Newaygo, Mich. 82 SAFES—NEW AND SECUND-HAND FIRE and burglar proof safes. Geo. M. Smith Wood & Brick Building Moving Co., 376 South Ionia St., Grand Rapids. OR SALE—FIRST-CLASS STOCK OF DRY goods, groceries, boots and shoes. Will in- ventory about $10,000. Buiiding can be rented. Lighted with acetylene gas. Must sell on ac- count of death of owner. Address Mrs. J. E Thurkow, Morley, Mich 153 HANCE OF A LIFETIME—WELL ESTAB- lished general store, carrying lines of dry goods, carpets, furs, cloaks, clothing, bazaar oods, shoes and groceries, located in thriving Jestern Michigan town. Will sell good stock at cost and put in small amount of shelf worn goods at value. Stock can be reduced to $15,000. Owner is going into manufacturing business. Address No. 44, care Michigan Tradesman. 44 VOR SALE—DRUG STOCK IN ONE OF the best business towns in Western Michi- ga good chance for a i. Enquire of 0. 947, care Michigan esman. 947 Ke SALE—THE LEADING GROCERY stock in the best manufacturing town in Michigan; cash sales last year, $22,000; books 7 to inspection; investigate this. Address 0. 994, care Michigan Tradesman. 994 HOICE FARM FOR SALE OR TRADE for merchandise. Shoe stock preferred. Lock Box 491, Shelby, Mich. 129 1,000 BUYS 20 SHARES MALT — TOO Flaked Food Co. stock. Owner is going to leave the State. Enquire C. H. Hoffman. 717 Michigan Trust Building, Grand Rapids, Mich. 125 {OR SALE—$3,000 GENERAL STOCK AND $2,500 store building, located in village near Grand Rapids. Fairbanks scales. Good paying business, mostly cash. Reason for selling, owner has other business. Address No. 838, care Mich- igan Tradesman. 838 MISCELLANEOUS RUG CLERK, ONE YEAR’S: EXPERI- ence in drug store, wants position; not registered. Clarence Cole, Stanton, Mich. 200 _ ONCE—REGISTERED AS- sistant pharmacist. State age, experi- ence, references and wages expected. Con DePree, Holland, Mich. 205 OOK-KEEPER AND CORRESPONDENT, married, 30 years old, desires position April 1st; employed at present; six years’ ex- perience; best of references. Address No. 191, Care Michigan Tradesman. igl ‘““THE O’NEILL SALES”’ absolutely sell 10 per cent, of your stock ina day. Retail Selling—New Idea System If you knew that we could clear your store of all old stuff and any lines you would like to eliminate and get you thou- sands of dollars in cash, would you try our NEW IDEA SALE? If so, write us and we will ive you full etails and in- formation. c. C. O'Neill & Co. SPECIAL SALESMEN & AUCTIONEERS 408 Star Bldg., 356 Dearborn St., Chicago We also buy and sell Store Fixturés and take them on consignment. QUICK MEAL STEEL RANGES The name guarantees its merits. Write for catalogue and discount. D. E. VANDERVEEN, Jobber. Grand Rapids, Mich. MUReinCInas = DUPLICATES OF ENGRAVINGS << TYPE FORMS GRAND RAPIDS. MICH. ‘TRADESMAN Co. ON Ral Daan BE Relic tale: Wt yb Snide - sip aaneaeeasenapseenennineaeanaanee aa onal Ras peat WP es era AD OE Atlas en, PB Ne en! LL NY te err earn sree Wr enarrapre Se ee dem. ma eels a =k Lands for Sale Mahogany, Rosewood, Cedar, Logwood, 4,000,000 Producing Wild Rubber Trees. has become known on account of its good qualities, Merchants handle 4 X Mica because their customers want the best axle grease they can get for x their money. Mica is the best because it is made especially to reduce f ~ friction, and friction is the greatest destroyer of axles and axle boxes. ¥ It is becoming a common saying that “Only one-half as much Mica is required for satisfactory lubrication as of any other axle grease,” so that ¢ Mica is not only the best axle grease on the market but the most eco- 4 nomical as well, Ask your dealer to show you Mica in the new white ” and blue tin packages. ‘¢ You don’t have to wait until they grow.’’ How much? 500,000 Acres 750 Square Miles ILLUMINATING AND LUBRICATING OILS Write for particulars and mention this paper. Mexican Mutual Mahogany & Rubber Co. | PERFECTION OIL IS THE STANDARD ‘ THE WORLD OVER 762 to 766 Spitzer Bldg. Toledo, Ohio HIGHEST PRIOR PAID FOR EMPTY OARBON AND GASOLINE BARRELS Z , ® Start Right With a Bright Light The Royal Gas Co. are so positive that a Royal Gem Lighting System will please you that they offer a 10 day trial on the first order from your city. If the system is not what they claim it, same may be returned at their expense. Our Special Offer I five-gallon machine; 3 single fixtures, oxidized; 30 feet of ceiling pipe and connections. he above all complete ready to put up only $30 | The cost of running the above system only 1C per hour for 1500 candle power lights. | It will light a room 20x60 feet. Its light is as bright as an electric arc light. It is as sim- , ple as shown in the cut. It can be operated by a boy. It is guaranteed. ; When ordering state height of ceiling and size of room. ROYAL GAS CO., 197 and 199 West Monroe Street, Chicago, III. Quality the Best and Moderate Prices We know what the housekeepers want and we make the gocds. Our line is very complete and as we have three mam- moth factories you are assured prompt shipment. Write for one of our large illustrated catalogues ‘‘C.’’ | Belding-Hall Refrigerator Co., Belding, Mich. Standards of Comparison Refrigerators are the tal will bring him). in two, three, four, or five roll. made and a satisfactory investment in every way. number of these during the past year to dealers and will gladly refer you to them as to the merits of the same. you come in and look them over in our sample room, or our salesman will call on you with catalogue and prices (a telephone message or pos- Positively the finest store fixture ever We have sold a not have [ new one F this year? We would be pleased to have lete 1 refrigerato rs. J placed betweer » 5-roll. Made of oak, ye on each end. We o of $5 net) with division, or both can be used at the same any aiead compartment, and the eese will be fitted with revolving wooden slab. DIMENSIONS Length Depth Height 4¢ 41 M4 S4 S4 $1 S4 3 7 The 66 Belding’ ’ Fs We mean by this, one of our Leonard Cleanable Grocer’s Refrigerators F : $ : time you give a customer Down Weight. It may be small, but repeated dozens of times a day, hundreds of times a week, mighty total. If you gave away consciously in money what you uncon- sciously give thousands of times a year, this loss represents a € away in goods, you would be astonished at the waste- fulness incurred by using a Pound-and-Ounce Scale. The primary benefit derived from our Money-Weight Com- era Sens: el See ers puting Scales is in their profit-saving. They weigh in money. You know toa fraction the value of every article you sell by weight. No inaccurate weigh- ing. No hit or miss calculations. The SCALE does the figuring and it is infal- lible, which grocers, grocers’ clerks and the rest of humanity are not. Solid on easy monthly payments. They earn their cost while you pay for them. The Computing Scale Co., Dayton, Ohio, U. S. A. Money Weight Scale Co., 47 State Street, Chicago. SOLE DISTRIBUTORS One and the Same Thing Unconsciously you give away a part of your profits every fe Pr , ; egrets, 1 egy nen SENG on ee lige pte NT Dies ” SAT : ape. a “a x