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Later Developments in the Imerman
Failure.
Geo. H. Reeder, trustee for the Imer-
man estate, returned yesterday from
Evart, where he met the appraisers and
instituted an investigation which will
result in the recovery of considerable
property for the creditors. Imerman
tried to evade him in every possible
way and undertook to cover up and con-
ceal evidence in the shape of books,
papers and other documents. In search-
ing the Imerman residence, Mr. Reeder
found a trunkful of goods which he or-
dered returned to the store forthwith.
They were secreted in a bedroom, evi-
dently with the intention of alienating
them from the stock,
The merchandise thus far discovered
by the appraisers inventories about
$2,500. The indebtedness which has thus
far come to light aggregates $8,000,
with probably more to hear from.
a —
The Indiana Appelate Court has ren-
dered a decision sustaining an injunc-
tion restraining a certain family from
cooking onions in a certain building in
which a dry goods store is located. It
is said to be the first instance in which
the courts have made judicial declara-
tion of the fact that the fumes of onions
are offensive. Perhaps in time the
courts may work up to the point of
granting injunctions against the appear-
ance in public of persons who are ad-
dicted to the onion habit.
_ a -
Postmaster General Payne is just now
the man who is carrying the heaviest
burdens of the National administration.
He prohably wishes President Roosevelt
would abandon his Western trip and re-
turn to Washington to lead in person the
attack op the crooks who have found
lodgment in the postoffice departments,
Payne will get no vacation until he has
thoroughly cleaned house,
> +>
Detroit—The Globe Tobacco Co. has
bought from the Brush estate a vacant
lot on the southeast corner of Brush and
Champlain streets, with a frontage of
82 feet on Champlain and a depth of
138 feet. The company wili erect on
this lot a seven-story building for its
plug tobacco department,
os > <->
Hillsdale—The Hillsdale Steel Boot
Co. is now ready tc begin operations
and will push its invention in every
possible manner. The officers of the
company are F, M, Stewart, President;
Edw. J. Gulick, Vice-President, and
Thos. F, Fant, Secretary, Treasurer and
General Manager.
An old bachelor says that when a man
hasn’t enough worry of his own it’s his
cue to get married,
ss fe
se
As,
ceteeninittere
2
MICHIGAN TRADESMAN
USED TRUNKS
In Which to Ship Merchandise to Rela-
tives.
The examination of Harry Imerman
by Attorney Doran before Referee
Wicks, last Tuesday, resulted in some
interesting disclosures. The witness
was formerly engaged in general trade
at Evart and was recently thrown
into bankruptcy. He was considerably
disturbed over the trunk episode and
will probably he greatly disconcerted
over certain questions which will be put
to him on the occasion of his further
examination on May 12. In the mean-
time his attorney has communicated
with the creditors, offering 50 cents on
the dollar, but as evidences of crooked-
ness are developing in the case, it is
doubtful whether the creditors will ac-
cept anything less than par Senator
Doran asserts that Jaffe, whom he kept
in jail for six months, was no more
reprehensible than Imerman and threat-
ens to place the Evart man behind the
bars in the event of his attempting to
cover up any crookedness which he may
have resorted to. Among the testimony
offered by the witness last Tuesday was
the following :
Those goods were shipped to him at
Peliston?
Some was to Harrietta and some to
Peilston.
What did you ship them to Harrietta
for, if he wasn’t there?
First he was there and I shipped them
wherever he told me to.
Sept. 15 was the first merchandise
that you sent him there and you say
that he moved in September up to Peils-
ton?
lf I don’t make any mistake he moved
there in September.
There are two shipments in Septem-
ber, one Sept. 15 and one Sept. 22.
Where did you ship those to?
That must have been to Pellston all
right. He was overto my place with
me and he shipped it, too, took it with
him; I don’t remember any more.
Do you remember whether you
shipped this or he took it with him.
I shipped some all right.
How did you address them?
A. Imerman.
A. Imerman, Pellston, Michigan?
A. Imerman, yes, sir.
That is the way you shipped the
goods?
_ Yes, wherever they went to.
The first bill is Sept. 15, by mer-
chandise $87.40. And was that shipped
to him from the freight office at Evart,
addressed to A. Imerman, Peliston,
Michigan?
Well, I don't remember if I shipped
it, or he took it witb him.
How did he take it with him?
He used to take it in a trunk.
You don’t know whether this was one
of the trunk-loads or not?
I don’t remember, I didn't keep any
special account of it.
Where did he get the trunk?
He would come and take it in a
trunk.
He would take it on the train as bag-
gage?
Yes, sir.
Hew about the second one, Sept. 22,
merchandise $112.01?
Well, I will tell you, I will give you
a straight account of wherever they went
to. I don’t remember where they went
to.
You mean to say you shipped him
Sept. 22 merchandise $112.01, and you
don’t know where it went to?
No, sir, I don’t remember where it
went to, he came to my place.
Was he there Sept. 22?
Yes, sir.
How long had he been there before
you shipped the goods?
Well, maybe a day or so,
Was he there Sept. 15?
He was there every time whenever |
shipped him.
He would take a trunk?
Sometimes with a trunk and some-
times of course I shipped them,
Which ones did you ship?
That I couldn’t tell, which ones I did
ship.
Oct. 20 there was a shipment of
$28.20, did that come in a trunk or was
it shipped by freight?
I guess he took that with him.
On the same day there was $19.90,
that scems to be a trunk-load, too?
Yes he shipped that.
Did he ship it by freight?
Yes, sir.
How was it addressed?
Well, be shipped that by freight.
What is the date of that?
Oct, 20,
It was shipped by freight from the
depot?
It was $319 90.
It was shipped at the depot addressed
to A. Imerman?
Yes, sir.
Pellston, Michigan?
I don’t know if it went to Pellston or
not. He shipped it himself there.
Weren’t you at the depot when he
shipped it?
No, sir, he shipped it himself. eee
What time of day did he make that
shipment?
1 don’t know what time of day.
Weren’t you down there at the freight
depot at night along about those times
in December and January?
In the night time?
Yes.
What do you mean by night time? F
Sometimes we call night time after
dark.
He went away and shipped the goods
whenever it was.
Didn't you go after night and ship the
goods, after six o'clock?
No, sir.
In the winter time?
No, sir. They don’t take any freight
after six o’clock.
Didn’t you arrange it with them?
No, sir, they don't take it after six
o'clock,
Did you ship all the goods you
shipped out by freight?
If | shipped all the goods?
All the goods shipped out by you,
was it shipped by freight at the depot?
No, sir,
Wasn't any of it run off by a team?
No, sir,
Didn’t you have a wagon and a horse
there?
No, sir.
Did you have a horse and wagon
there?
No, sir, not mine.
Whose was it?
I don’t know. I never owned a horse
and wagon.
Did you rent one?
No, sir, | never rented one.
You never rented a horse and wagon
in the year 1902?
Ob, | used to renta rig quite often.
Who from?
From the livery stable.
What livery stable?
I don’t remember the name, back of
the freight house, what is the name?
How lately?
Well, the last—I haven't been doing
anything in the last two or three
months.
What do you mean by that?
I had a horse to go out on the road.
When was the last time you rented of
him?
Well, the last time was about two or
three weeks ago.
What did you take witb you?
Oh, I just took some different little
small things.
What do you mean by small] things?
Ob, little notions,
Where did you get the notions?
I got them from Pellston.
You got them from this brother of
yours?
Yes, sir.
When did you get the last notions
from him?
Well, I don’t remember, I got them
through freight whenever it was, don’t
remember,
Do you mean to say you don’t remem-
ber when you got the last bill of mer-
chandise from him?
I got a bill of some freight, I don’t
remember the time when | got it.
Your Catalogue Maker
Tradesman Company
comes before you in the role of Catalogue Maker on
an enlarged scale. Our printing facilities have been
increased on the same generous plan as the other
departments since our removal into the present five-
story and basement building which is now our home,
and will be for seventeen years to come
We are prepared to make your catalogue from
its inception to its completion—we will write, com-
pile, design, engrave, print, bind, and mail it, if
you so desire.
: We have complete equipment for the highest
grades of catalogue and booklet work, in way of
skilled catalogue makers, from start to finish, and
WE WANT TO DO BUSINESS WITH YOU, WHEREVER YOU
In these days of telephone, telegraph,
and rapid transit, location cuts but small figure, so
long as you are located where expenses and costs of
ARE LOCATED.
production are at a minimum, as is the case with
Tradesman Company.
We offcr you our service. Write or phone us,
and we will visit you promptly, and guarantee satis-
faction in every detail.
TRADESMAN COMPANY
25-27-29-31 North lonia Street, Grand Rapids, Mich.
| Little Gem
Peanut Roaster
Everybody
Enjoys Eating |
Mother’s Bread}
COPYRIGHT SS
Made at the
A late invention, and the most durable, con-
venient and attractive spring power Roaster
made. Price within reach of all. Made of iron,
steel, German silver, glass, copper and brass.
Ingenious method of dumping and keeping
roasted Nuts hot. Full description sent on
application.
Catalogue mailed free describes steam,
spring and hand power Peanut and Coffee
Roasters, power and hand rotary Corn Pop-
pers, Roasters and Poppers Combined from
$8.75 to $200. Most complete line on the mar-
ket. Also Crystal Flake (the celebrated Ice
Cream Improver, \% lb. sample and recipe
free), Flavoring Extracts, power and hand Ice
Cream Freezers; Ice Cream Cabinets, Ice
Breakers, Porcelain, Iron and Steel Cans,
Tubs, Ice Cream Dishers, Ice Shavers, Milk
Shakers, etc., etc.
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
Kingery Manufacturing Co.,
131 E. Pearl Street,
Cincinnati, Ohio
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EE SUNT RIN ME trNNNRNIRRST MFR: OK REN
anor
MICHIGAN TRADESMAN
Can you tell us the month you got it?
Well, the month, it must be—
This is the last of April, did you get
it"this month?
No, sir.
Did you get it last month?
It must be last month.
That was in March?
It must be in March,
How much did they amount to?
The amount was 90 some dollars.
Did you pay him for them?
No, sir.
He gave you credit?
Yes, sir,
Now was that all you received from
him in March?
That is all that I received from him,
yes.
Did you receive anything in February
from him?
No, sir.
Or in January?
No, sir.
Then you mean to say you never
rented a rig there to haul stuff from that
store in Evart until after you failed in
January, along about the 2oth of Janu-
ary, of the present year?
No, sir, I never rented one.
Didn’t your brother keep a horse at
your barn?
No, sir.
Was there any horse kept in your
barn or the barn that is connected with
the house that you rented?
Well, I never kept one.
Wasn't there a horse kept there?
Well, there wag only just a brother-in-
law when he came there to stop, just
one day; he drove through there and he
stopped one day with me, that is all that
he stopped there ; he drove through town.
What date, when was it that this
brother-in-law was along?
That was November 15.
Last year, 1902?
Yes, sir.
Where did he come from?
He came from Bay City.
Did he drive his team all the way from
Bay City?
Ves, sir.
What is his name?
Fishman.
What is his business in Bay City?
He is peddling.
Is he any relative?
Yes, sir.
He is a brother-in-law?
Yes, sir.
Is he worth anything?
No, I don’t know, I don’t think that
be is worth very much.
You don’t remember that he is worth
very much?
No, sir.
He is a kind of a pack peddler?
He has a horse and wagon.
He is a pack peddler?
Yes, sir.
Did you have any dealings with him?
Yes, sir.
When?
Well, he owes me that money, that
note.
He owes you that—what is that?
Money you let him have, and when did
you let him have the money?
I let him have one part in July.
Sometime in July, 1902?
Yes, sir.
What did you let him have the money
for?
He was over to my place and his
folks was in England and he got a letter
from his folks that they took sick and
he wanted to go home and sol gave him
some money to go home with.
You gave him $750 to go home with?
No, sir, I didn't give him that whole
amount. I gave him about $250 some-
time in July.
What time in July?
Well, it must be before the Fourth,
something like that.
When did you give him more?
I sent him by mai! some, about $40.
When was that?
Well, I sent him a postoffice order, I
don’t remember the date that I sent him
that.
Was it after July?
It was after July some time.
In the month of July or August or
September?
I wouldn't like to say because I don’t
remember the date that I sent it to him.
Did you make any memorandum of
it?
I kept the receipt from the postoffice.
Where is that?
I haven’t got it here, I have got it to
home all right.
When was the next payment you made
and how long and where was he?
Sometime in September he came back
and | gave him more money at’that
time.
How much money did you give him?
I gave him $200,
Where did you get the $200?
Got it from the sales.
Did you get it from the bank?
No, sir.
You had the money in your pocket,
then?
Yes, sir.
And the same with the $250, you
didn’t get it from the bank?
No, sir, I bad it in cash.
How is it you didn’t get it from the
bank?
Because I hadn’t deposited it.
You kept out a good deal of money
that you didn’t put into the bank?
Well, I didn’t have that put in the
bank,
You gave him $200, you handed it to
bim?
Yes, sir.
What time in September?
Well, it was sometime the middle of
September.
What makes you think it was the
middle?
Well, because I know it was down
about the oth or 1oth in Bay City, and I
told him to come down to Evart.
You saw him at Bay City and told
him?
To come down to Evart.
That you had some money there?
I told him to come there; he wanted
to buy a horse and rig, and I told him
if he came down I would try and get
that money then.
When did you give him any more
money?
Well, sometime in October I gave
him the last that that note was made
for.
This was made out in November?
I figured up with him in November
and he gave me that note in November.
Your creditors were asking you for pay
right along at these times?
No, sir.
You borrowed your money from
Schoenburg along about that time? What
did you borrow it from him for?
I borrowed that to pay to my creditors.
Why did you goto work and give this
man money that hadn’t anything and
borrow from the other fellow?
Well, he was there to my place and
just got over from England and I had
to give him that to get him started.
He used to stop to my place and I can’t
keep any longer and | give him money
to get started.
How long did he stop at your place?
Well, the last time that he stopped
there it was a couple of days.
When was that?
Well, that was sometime in Novem-
ber when he gave me that note.
That is the time that he was there
with the horse and wagon?
Yes, sir.
Where did he get that horse and
wagon?
He bought it out in the country,
Out around Evart do you mean?
No, he didn’t buy it in Evart, he
bought it around, I guess it must be
around Bay City.
He had already bought the horse and
wagon before you gave him the money?
o, sir, I gave him the money and he
went down and got that horse and he
came back.
He came back with the horse and
—— :
es, sir.
What did he do with the horse and
wagon?
He went into the country.
What did he have in the wagon?
He got some goods, I suppose.
What kinds of goods?
Tinware.
Where did he get them?
In Bay City.
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Grand Rapids, Mich.
Owners of
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Capital Stock, $100,000; Shares, $10 00 each.
800 Shares at 25 cents on the dollar, or
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BOARD OF MANAGERS:
Chairman, WALTER H. BROOKS
Secretary, ERWIN B. JEPSON
Attorney, HARRY CRESWELL
Send For Prospectus.
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Vice Chairman, FRANKLIN D. EDDY
Treasurer, JOHN W. GOODSPEED
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poe ae
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MICHIGAN TRADESMAN
Around the State
Movement: of Merchants.
Coldwater—The Shugars Cycle Co. is
succeeded by Alien & Rogers.
Northville—Brazee & Brazee, bakers,
have sold out to C, L. Frasier.
Albion—E. W. Griffin has purchased
the grocery stock of Arthur R. Miller.
Grawn—Dr. W. M. Boylan has pur-
chased the drug stock of Frank B. Gan-
nett.
Fostoria—Clare W. Horning has pur-
chased the hardware stock of Owens &
Evans.
Sturgis—Arick & Maddux succeed J.
B. Keller & Son in the confectionery
business.
Owosso—Reed & Gray have sold their
grocery stock to S. M. Campbell and
Ray Morehouse.
Richmond—J. T. Adams has pur-
chased the hardware, implement and
carriage stock of Merton Fuller.
Woodiand—W. H. Sease has pur-
chased the interest of his partner in the
bardware business of Sease Bros.
Conway—Wm. D. Day has returned
from Holland and re-opened his drug
store here for the summer season.
Lapeer—W. J. Rowden has purchased
the interest of his partner in the meat
business of Brackenbury & Rowden.
Sturgis—P. T. Williams, formerly en-
gaged in the drug business at Grand
Rapids, bas opened a drug store at this
place.
Niles—A. F. Fox & Son have dis-
solved partnership and the stock is be-
ing closed out by Stevens & Co., of
Chicago.
Zeeland—G. J. Boone & Co. continue
the general merchandise business for-
merly conducted under the style of E.
Boone & Co.
Cass City—The Model Clothing &
Shoe Co. succeeds Philander S. McGreg-
ory in the clothing, shoe, furnishing
and notion business,
Petoskey—James Lyons, the Mitchell
street grocer, has disposed of his stock
to Jas. McFarlane, of Conway, who will
remove it to that place.
Alma—Ernest L. Frasier, for some
time an employe of Lewis & Yost, has
recently purchased a grocery stock and
bakery at Northville and removed to that
place.
Mt. Pleasant——The Waterman &
Hagan Co., dry goods dealers, has dis-
solved partnership. The business is
continued under the style of Hagan &
Proud.
Lansing—The ‘ Donsereaux ‘Clothing
& Grocery Co, has increased its capi-
tal stock from $20,000 to $60,000 and
changed its style to the Donsereaux Dry
Goods Co.
Tustin—The hardware and_ grocery
firm of Holmes & DeGoit has been dis-
solved, G. D. DeGoit retiring and W.
M. Holmes continuing the business in
his own name.
Howard City—Bert Crittenden has
purchased the interest of H. M. Gibbs
in the grocery business of Crittenden &
Co. and will continue the business in
his own name.
Quincy—A. R. Taylor has removed
his genera! merchandise stock to Girard
Center, where he will re-engage in busi-
ness in his store building. Mr. Taylor
removed to this place from Girard four
years ago,
Trombly—W, A. Cross has purchased
the general merchandise stock and store
building of the Kellogg Mercantile &
Cedar Co, The business will be con-
ducted under the style of the W. A.
Cross Mercantile & Cedar Co.
Battle Creek—L. C. Burgess and E.
C. Greene, who have conducted the Big
Four store in this city, have dissolved
partnership, and the stock sold to pri-
vate buyers. The business will be re-
organized and remain in the field under
other management.
Brunswick—E. T. Carbine, of Car-
bine & McCallum, general merchan-
dise dealers at Hesperia, has formed a
copartnership with R. W. Skeels, of
Holton, and will engage in the produce
business at this place June 1, occupy-
ing the building vacated by E. L.
Boyd.
Hart—Wm, F. Lyon, Jr., bas pur-
chased the interest of his partner, R. C.
Fisher, in the furniture and undertak-
ing business of Fisher & Lyon. Mr.
Fisher has accpeted the position cf pro-
fessor of chemistry in a large medical
college in Chicago, and will study med-
icine while there.
Mason—The Mason Cold Storage Co.
bas filed an application with the Cir-
cuit Court for a dissolution of the com-
pany. It is alieged that the $15,000
capital stock of the company has been
exhausted in the business; also that
there are liabilities amounting to about
$8,000 and assets of about the same
amount.
Paris—Colone! C. B. Fuqua, whose
peculiar business methods and eccentric
manners have long been an object of
merriment to all who came in contact
with him, hag uttered a trust mortgage
on his drug stock and departed for new
pastures—and fresh victims. The stock
will be closed out by Joseph Barton, the
Big Rapids attorney, to whom creditors
may apply for satisfaction.
Ypsilanti—C. W. Rogers & Co, and
Weinmann & Matthews have merged
their drug stocks into a corporation un-
der the style of the Rogers, Weinmann,
Matthews Co. The capital stock is
$10,000, held as follows: Charles W.
Rogers, 250 shares; Mary A. Rogers,
250 shares; E, Fred Weinmann, 235
shares; Louis A. Weinmann, 30 shares,
and Ernest D. Matthews, 235 shares.
Mancelona—Harley Rodenbaugh has
sold his interest in the drug firm of
Rodenbaugh Bros. to W. S. Stevens, of
Traverse City. The business will be
continued under the style of Rodenbaugh
& Stevens. This business was estab-
lished twenty-two years ago and, al-
though Oscar Rodenbaugh, the senior
member, -died in May, 1895, his son
Harley took his place and the firm name
remained the same. Mr, Stevens has
traveled in this territory for twelve years
for the Michigan Drug Co., of Detroit.
Harley Rodenbaugh expects to locate in
the Upper Peninsula.
Manufacturing Matters.
Torch Lake—The Cameron Lumber
Co, has decrease its capital stock from
$170,000 to $149, 500,
Mt. Clemens—The Mt. Clemens Cas-
ket Co. has increased its capital stock
from $15,000 to $30,000,
Detroit—The capital stock of the
Michigan Wire Cloth Co. has .been in-
creased from $150,coo to $175,000,
Detroit—The capital stuck of the De-
troit White Lead Works has been in-
creased from $500,000 to $600, 000.
Petoskey—Louis Pagel, having inter-
ested sufficient capital, has organized
the New Era Rug Manufacturing Co.
Hastings—The interests of local par-
ties in the Bowling Dress Stay Co.
have been sold to E. C. Bowling, of
Detroit, who will operate the factory in
this city.
Durand——The Durand Condensed
Milk Co, bas been organized with a
capital stock of $30,c0c, Among those
prominent in the enterprise are H. H.
Gore, Fred Hamlin and T. E. Borden.
Mason—S. E. Beeman has resigned
as manager at the Mason Cold Storage
Co. to take a position with the R. B.
Coultrin Manufacturing Co., of Jack-
son, manufacturer of cement block ma-
chines.
Prattsville—A new cheese factory has
been established at his place by B. L,
Peebles, who controls several factories
in this locality. The entire output of
the Peebles factories has been contracted
for by Eastern houses.
Michigamme—F. W. Read & Co.'s
sawmill has started up with a full crew
on the season’s cut. There are more
logs in the lake and river this spring
than last year, consequently a longer
run will be had this season.
Ann Arbor—O. Lutz, Henry Stiller
and ,Jobn Huss have formed a partner
ship under the name of Oscar Lutz &
Co., as successors to the old firm of M.
Lutz & Co. Their specialty is the man-
ufacture of office and bar-room furni-
ture.
Saginaw—Thomas Jackson & Co, are
making rapid progress in the construc-
tion of their door factory that is to take
the place of the one recently destroyed
by fire. The frame is up and the build-
ing will soon be in shape to receive the
machinery.
Aigonquin—The mills of the Penin-
sula Bark & Lumber Co have resumed
operations for the summer season. One
bundred men are employed. The com-
pany bas 15,000 ooo feet of logs, mostly
hemlock, to saw; 4,000,000 feet are now
at the mill.
Munising—The Cleveland-Cliffs Iron
Co, bas established another wood camp
on its lands. The camp is located five
miies east of Eben, on the ‘‘Soo’’ road,
and employs fifty-five men getting out
cordwood for use in making charcoal at
the furnaces.
Hart—The Union Steam Cooker Co,
bas been organized with a capital stock
of $5,000, held as follows: Wm. R.
Flack, Toledo, 166 shares; Elmer Gaf-
ford, Toledo, 166 shares; Clara Orcutt,
Toledo, 166 shares, and John W. Gaf-
ford, Hart, 2 shares,
Kalamazoo—The Kalamazoo Under-
wear Co, bas been reorganized with a
capital stock of $15,000, Chas. T,
Gorham, of Jackson, has been elected
President and Manager of the enter-
prise. Associated with him are James
F, Counliffe and H. C. Gorham, of
Jackson.
Detroit—The Sheet Steel Stamping
Co., capital $30,000, of which $21,000 is
paid in, has filed articles of association.
[he incorporators are Hugh D. Walker,
James A, Straith and Oscar E. Flem-
ing, all residents of Windsor. Opera-
tions of the company will be carried on
in Detroit.
L/TIGA a am :
WIDDICOMB BLDG. GRAND RAPIDS,
DETROIT OPERA HOUSE BLOCK, DETROIT
RNISH N AGAINST
aed PROTECT \WworTHLESS ACCOUNTS
AND COLLECT ALL OTHERS
|
|
The full line of
profitable to carry.
bring ‘“‘repeat’’ orders.
ee
Easy Selling
Pure Foods
foods—Vega-Frankfort, Vega-Wiena
(Vegetable Sausage), Vege-Meato, Vegeola Cheese, Vega-
Mince and Vegeota Butter—made by us will appeal to the
enterprising dealer as a line of goods that he will find
They are new and different from all other pure foods.
They are clean, pure, of delicious flavor, and made
wholy from vegetables, nuts and herbs.
They are to be sold at popular prices.
In short, they have all the talking points of good
sellers, and all the other points that make them sure to
We have an attractive Proposition to make to every
_] > y . .
dealer who wants to represent us in his town.
Write when ey a Se
Write today for this Proposition, together with sam-
ples of our goods and our liberal “first order’’ offer.
The M. B. Martin Co., Ltd.
Grand Rapids, Mich.
|
|
‘
SE on. eee
he ATO att ne
SORENSEN TRREN HER:
Se CRU ECM FSH
MICHIGAN
TRADESMAN
&
Grand Rapids Gossip
The Grocery Market.
Sugar—The raw sugar market con-
tinues firm, with no change in price but
witb business a little quiet the last few
days, refiners claiming that they have
their wants well supplied. There is,
however, no pressure to sell on the part
of holders and full previous prices are
maintained in every instance. The re-
fined market is very firm, with good de-
mand, the trade generally showing con-
fidence in the situation and increasing
their stocks, as it is generally believed
that the warmer weather will result in
an improved demand, and it is even
hinted that another advance in prices
may soon be looked for. There is
nothing new regarding Michigan beet
sugar. There is but a very little left
in the State and that little is very
closely held; in fact, it is not being
offered for sale at present, as the refiner
is holding it back expecting to realize
still higher prices on it soon.
Canned Goods—The improved condi-
tion of the Michigan canned goods mar-
ket noted last week continues and this
week several lines of goods have been
cleaned up. Owing to the heavy frost
of last week, reports of damage to the
fruit crop are coming in from all points.
Strawberries, early cherries and early
plums are undoubtedly injured to con-
siderable extent, but so far the indica-
tions are for a fair peach crop. How-
ever, peaches are not out of danger yet,
as this week is a critical period in this
section. Tomatoes are slightly firmer,
without any special feature. The pos-
sibility of an advance in prices grows
daily more promising. Consumption
will be larger from now on to packing
time than it has been and holders are
becoming firmer in their ideas and are
likely to refuse to make further conces-
sions. Corn continues in moderate de-
mand, with prices firmly held and
stocks very light. Sales of peas to spec-
ulators are about ended, probably, and
most holders are well unloaded on cheap
grades. Good stock is moderately firm
without much effort for either buyers or
sellers to effect any movement. There
has been a very good business in gallon
apples and practically all tae really
first-class goods are sold up. A few
that are slightly off grade are still being
offered, but do not meet with very ready
sale. Peaches also have been selling
well and desirable lots are getting more
scarce every day. There has also been a
good trade on future pineapple. Sal-
mon continues very firm for all grades,
as the nearness of the heavy consuming
season has a steadying influence, Sar-
dines are quiet, but prices are firmly
held and stocks are light.
Dried Fruits—The small improvement
in the dried fruit market noted last week
still continues and holders of California
products remain quite firm in their
views, but as it is now so late in the
season it is not expected that this activ-
ity will make any lasting impression on
the market. Prunes are meeting with
quite a good demand just at present.
Orders are comparatively small, but are
sufficient to keep the market in fair
shape and are causing considerable
decrease in spot stocks, The call is
chiefly for the large sizes, but as they
are so scarce, in many cases buyers are
compelled to be satisfied with goods of
a smaller size. Raisins are meeting
with fair demand, but with no change
in price. Sales are not large, but there
are a number of small orders coming in
all the time which soon cut down stocks
materially, There is still considerable
interest in apricots on account of dam-
age reports, but actual sales are few.
Trade in this line at this season of the
year is always rather quiet, and the
same can be said of peaches, which are
in moderate supply, but moving out very
slowly. Figs are finding a little freer
movement under the present low prices
and dates are doing quite well, moving
out in fair quantities at unchanged
prices. Currants show no change, but
are in good demand, The evaporated
apple market continues in good shape,
with considerably more enquiry than
for some weeks past. Prices show an
advance of about c,witb holders much
firmer in their ideas. The frost of last
week encourages holders to think that
the summer demand will be good, owing
to the damage to early fruits.
Rice—The rice market continues very
strong with good demand. Stocks on
band are very small and consequently
there is an exceedingly firm feeling
among holders, with no indications at
present of any lower prices being named
in the near future,
Molasses—As usual at this season of
the year the consuming trade shows no
disposition to make any extensive pur-
chases and consequently business is only
fair. However, in view of the small
stocks and the very strong statistical
position in the South, prices are firmly
maintained and what few sales are re-
ported are at full prices.
Fish—Trade in fish shows very little
change except a slightly increased busi-
ness in herring at the lower prices now
being quoted. There is no change in
either mackerel or codfish and both of
these articles are moving out in a mod-
erate way. There is some disappoint-
ment in the fact that business in the fish
line bas not improved any and, on the
whole, bas been very unsatisfactory this
season.
Nuts—Trade in nuts continues prac-
tically the same as at last reports and a
good feeling in the general situation is
exhibited. Brazils meet with a good
demand and show slightly advanced
prices. Walnuts are selling well at pre-
vious prices, In fact, these goods have
been the chief article of interest in the
market the past week and a number of
sales are reported. Filberts are steady
in price and meet with moderate sale,
Almonds are unchanged in price, but
are selling fairly well. Peanuts are
meeting with good demand at previous
prices.
>
Menominee—The I. Stephenson Com-
pany has decided to put to practical use
two of the water powers it owns, Civil
engineers in the employ of the company
have investigated the matter and recom-
mend such action. One at Swanzy, on
the Escanaba River, is capable of de-
veloping 1,100 horsepower, which it is
proposed to utilize in generating elec-
tricity, to be disposed of to mining com-
panies operating at Ishpeming and Ne-
gaunee. At Wells, twenty-five miles
from Swanzy, the company is the pos
sessor of a large waterfall that is cap-
able of developing 3,500 horse power.
At this point the company has deter-
mined upon the construction of a pulp
mill. The I. Stephenson Company owns
about 500,000 acres of land in the Upper
Peninsula, and now that the pine has
been cut from the greater portion of the
land it is proposed to utilize the water
power, pulp wood and other resources
that remain.
s+ >_____
For Gillies’ N. Y. tea,all kinds, grades
and prices, call Visner, both phones.
The Produce Market.
Apples—The price has advanced to
$2@2.50 per bbl.
Asparagus—$z per crate of 2 doz.
Bananas—Good shipping stock, $1.25
@2.25 per bunch.
Beans—Very dull. Local handlers pay
$1.50@1.75 for country picked,
Beeswax—Dealers pay 25c for prime
yellow stock,
Beets—soc per bu.
Bermuda Onions—$z.75 per crate.
Butter—Receipts are heavy and the
demand is not equal to the supply. Lo-
cal bandiers quote 12@13c for packing
stock, 14@15c for choice and 17@18c for
fancy. Factory creamery has declined
to 21c for choice and 22c for fancy.
Cabbage —75c per doz.
Carrots—3oc per bu.
Cocoanuts—$3.50 per sack.
Cucumbers—$1.25 per doz.
Dates—Hallowi, 5%c; Sairs, 5c
Eggs—Receipts are liberal, but by no
means equal to the ability and disposi-
tion of packers to absorb. Arrivals are
taken on the basis of 13@14c, with no
indications of a slump until warm
weather affects the quality.
1 lb. package, 7c.
Figs—goc per 10 Ib. box of California,
Green Onions—8@loc per doz,
Green Peas—$1.90 per bu. box.
Honey—White stock is in moderate
supply at 15@16c. Amber is active at
13@14c and dark is moving freely on
the basis of 12@13c.
Lemons—California command $3 for
3008 and $2.75 for 3608 per box. Mes-
sinas 300-3608 fetch $3.25.
Lettuce—Head commands $1.25 per
bu. box, Leaf fetches 10@12c per Ib.
Maple Sugar—to%c per lb.
Maple Syrup—¢$r per gal. for fancy.
Nuts—Butternuts, 50c; walnuts, soc;
hickory nuts, $2.35 per bu.
Onions—In good demand at Soc per
bu.
Oranges—California Seedlings, $2.50
@2.75. Navels, $3.50 for fancy. Med-
iterranean Sweets, $3@3.50.
Parsnips—$1.25 per bbi,
Pieplant—$1 per 40 Ib. box,
Pineapples—Cubans command $3 per
crate of 308 or 363. The quality of
Havanas has been so far reasonably
good, with the possible exception of
some of the large sizes. Next week
cutting wiil begin in Florida, The crop
is reported in unusually good condition
and as large as last year. The first ar-
rivals from this cutting may not reach
the standard, but the early, and possibly
somewhat green stock will speedily give
way to larger and more thoroughly
ripened fruit. Within a short time a
few crates of Babama pines will arrive,
the beginning of a bountiful yield.
Later will follow schooner loads. These
are the pines wanted by canners. They
do not lose their flavor in the cooking
process, and they also hold their sulid-
ity better in the can,
Plants—Cabbage, 75c per box of 200;
tomato, 85c per box of 200,
Potatoes——The market is quiet.
Country buyers are paying 30@35c.
* Poultry—Receipts are so meager that
local dealers are compelled to draw on
Chicago cold storages for the most of
-
their supplies. Nester squabs, either
live or dressed, $2 per doz. Dressed
stock commands the frllowing: Chick-
ens, 13@14c; small hens, 12@13c;
ducks, 15@16c; turkeys, 16@18c;: small
squab broilers, 18@2oc.
Radishes—Long, 30c per doz, ; round,
25c per doz.
Spinach—6oc per bu.
Strawberries—$2.50@2.75 per case of
24 qts.
‘lomatoes—$4 per 6 basket crate.
Turnips—¢1 per bbl.
Wax Beans—$3.35 for 24 bu. box.
nnn ills
J. P. McGaughey, Michigan repre-
sentative for the Pillsbury-Washburn
Flour Mills Co., addressed the Mania-
tee Retail Grocers’ Association last
Friday evening, delivering one of those
ringing addresses for which he has a
national reputation, He was met at the
depot by the President of the organiza-
tion witha special carriage and escorted
to his hotel with all the honors which
could be accorded a President or Gov-
ernor. The Tradesman is pleased to
learn that the organization is in a flour-
ishing condition and that the members
are enthusiastic over the work they have
already accomplished and the additional
concessions they expect to secure in the
future,
—_—_>+.>—___
The retrial of the Jennings case was
set for next Tuesday in the Muskegon
Circuit Court, but the indications are
that the trial will be postponed. The
Food Department has retained a for-
midable array of expert witnesses—
‘‘bougbten testimony, ’’ as the trial judge
designates it—as follows: Prof. A, S,
Mitchell, Milwaukee; Prof. A. L. Win-
ton, of Connecticut; Prof. Henry
Heams, Detroit; Martin Knoobuizen,
Muskegon,
tO -<—————————
H. B. Moore and Claude P, Wykes
have formed a copartnership and en-
gaged in the merchandise brokerage
business at 3 North Ionia steet. They
will carry spot stocks for Western Mich-
igan jobbers of canned goods, green
and dried fruits, cotton seed prcducts,
flour, cereals, provisions and Califor-
nia products.
a —
The French are proud of their achieve-
ments as cooks. It is proposed to erect
in Paris a monument to commemorate
the culinary glory of the nation. It was
a Frenchman who said: ‘‘The man who
invents a new dish does more for hu-
manity than he who discovers a new
star.’’
PILES CURED
DR. WILLARD M. BURLESON
Rectal Specialist
103 Monroe Street Grand Rapids, Mich.
Oil fiow Nickel Plated
regulated 5, Oil
at will. Reservoir.
SWEEP YOUR STORE WITH AN
A. R. Wiens Dustless Hygienic Sweeper
®
ie
&
a
+
:
It kills the germs and won't raise
any dust.
CA.
ALL SWEEPERS GUARANTEED
ee
Write for particulars, or send $2.00
for a sample Fibre Dustless Sweeper,
express charges prepaid.
A. R. Wiens
Dustless Brush Company
227-229 Cedar St.
Milwaukee, Wis.
6
THE RIGHT WAY.
Some Pertinent Suggestions
Advertising.
Written for the Tradesman.
Notwithstanding the fact that hun-
dreds of merchants throughout the coun-
try assert that there is no money to be
On Retail
made through advertising their business, |
asked their}
we find many who, when
opinion in the matter, state that they
believe it pays to advertise. But when
we come to scrutinize their progress
the direction of publicity we find that
they have made very little.
siderable attention to it, but
cases out of ten we find that really good
advertisers are almost as scarce as hen’s
teeth, compared witb the great number
of men who are engaged in business.
Now a great many of the so c
perts make bold to say that th
so many business men do not advertise
more liberally is because they do not
know how. They assert that it takes a
c
reason
long training to make a good advertise- |
ment writer, and that if more men knew
bow to advertise there would be more of}
it done. Perbaps this is true, but it
seems to me that this claim could be
taken with a grain of salt wi
safety. Did you ever see a man who was
enthusiastic in the belief thar it pays
to advertise who did not hav me idea
as to how it should be done? | think
such cases are rare. How long do you
think any man wil! witbbold from
adopting any business policy that he
believes will tend to fatten his pocket-
book? It igs not human nature to turn
away from a promising proposition.
The average man wants tc get as much
of this world’s goods in his own name
as he can,and he wi!li work every scheme
e& 80
© sc
n
in|
One would |
think that when a man says that be has}
faith in advertising he would pay con-|
in nine|
alled ex-|
MICHIGAN TRADESMAN
| he can think of to cause things to come
| bis way. The man who is not built on
{this plan is a rare specimen of the hbu-
| man animal.
| If this is troe, and I think no one
will deny it, does it not look strange
to see a man professing faith in adver-
tising, while refusing to give it any se-
rious thought? But strange as it may
|appear, how far do we have to look to
i find dozens of such fellows? Not very
far. Go into any town in the country
land you wil! find men who profess the
greatest faith in the virtue of printers’
ink, and yet if you scan their advertise-
ments in the local papers you will be
surprised to see how little they have
|beeded their own argument. On an
average they spend about $6 or $10a
month with the papers. Some spend
jmore, but the majority do not appro-
priate so much. Isn’t this pretty slim
| for the men who believe that advertis-
ing brings business? Does it not begin
to look as if their faith is pretty heavily
watered? It is positive proof that they
do not practice what they preach.
Any man who has ever solicited adver-
tising for a newspaper knows that it is
hard to work up business. Some of the
merchants will come out flat in the claim
i
that money spent in advertising is
money wasted, but in a great many in-}
stances it is just as easy to get business |
from these f
those who ‘‘know it pays to advertise.”’
This
body doubts the trutb of it let him start
ellows as it is from some of |
} not uncommon in smal!
looks queer on paper, but if any-;
| ness
out on a soliciting trip and he will soon |
be convinced that it is
it begins to look as if what the mer-
so,
chants most need is not more knowledge |
as to the best methods of writing adver- |
tisements, but a little more solid faith
in the virtue of publicity.
Therefore, |
ithe year and have money le
Not long ago I was talking with a
representative of one of Michigan's big-
gest daily papers, one that is admitted
to be a first-class medium for advertis-
ing. During the conversation he made
the statements that to be a good adver-
a man must have an
tising solicitor
abundance of cheek. Now do you sup-
pose this would be necessary if an}
these fellows who claim that advertis-
ing is profitable would back up their
claims with action? Hardly. It would
| to secure advertising.
be no trick at al
1 think this is more evidence that a lot
of the people who claim to believe in|
advertising are simply talking for
effect
Some of the most successful city de-
partment stores make appropriations for |
advertising that amount to about 3 per
How
suppose
cent. of their annual business.
much more advertising do you
would be done in the smaller towns if
isi
1S!
the local merchants made as liberal ap-
propriation? In almost every little town |
we find stores that do an annual busi-
ness of $20,000. This is no big amount.
I know of a meat market in a
i,200 that did a
amounting to $12,000, and there are two
markets in the town. This same town
has a department store that does an an-
nual business of $15 oO. has other
stores that are pre is
dent that a b
ou
business
last year
It
so it evi-
@ Ty |
os
p
sines
ing a merchant doing tl
spent 3 per cent. in adverti
which would amount to $¢
run a page advertisement every week in
ft. He could
set the whole country talking about his
business. The people for miles around
oul
; would discuss his wonderful enterprise.
His name would be on every tongue.
town of}
| and yet, be would not be doing any
more than many of the big stores al]
lover the country are doing. Such a pro-
| ceeding in a small town would astonish
ithe natives, but when we come to think
| of it, why should it be any more strange
| for Jim Jones, of Pushville, to rush mat-
| ters this way than for John Wanamaker
ito take page advertisements in the Phil-
ladelphia papers six days out of the
week and every week in the year?
And right here comes another subject
for consideration. Itis the competition
|of the city stores that the country mer-
| chant is beginning to dread so much,
| Especially in the towns that are located
on trolley lines do we find him having
|his troubles. We go into these little
ltowns and find that the city merchants
| are spending more money in the little
|}country paper than are the local mer-
chants. Think of it! Perhaps some-
| body will say that this is not true. To
|those who doubt the statement I would
| suggest ap inspection of the ways of do-
ling business around Detroit. Every
| publisher in the little towns is getting
| lots of good money out of the city mer-
| chants for his advertising space, and in
many cases these 3 per cent. fellows are
| paying more for a given space than are
ithe home merchants, and are doing it
| without a kick. They are working the
jrural districts for all they are worth,
i while the country merchants do not ad-
vertise any more than they did ten years
ago. The city merchant never lets up.
He is in the game every day in the
year, hustling, pushing, scheming and
planning means of getting more trade.
His advertisements always say some-
|thing. He is always saving the people
money, if we can rely upon his wonder-
iful claims. Buta lot of his country
| cousins are resting on their oars. They
Cero-Fruto Free Deal
«
Beginning May | and ending May 31, you can get
one-half case Cero-Fruto free with two and one-half
cases and one case free with five cases.
out and it will interest you.
Regular price S440 per case of thirty-six large
standard weight packages, quality guaranteed.
The Only Food With the Fruit in It
Order of your jobber to-day. Address Department F for samples
The Cero-Fruto Food Company
Battle Creek, Mich.
Watch our new health confection, “JI MDANDY,.” the thing for the children. Out soon.
Figure this
MICHIGAN TRADESMAN
advertise to meet the prices of every-
body. Their stores are ‘‘old and reli-
able.’’ Every one of them ‘‘solicit your
patronage,’’ and we notice that every
one claims ‘‘our stock is large and com-
plete.’? But, while the country fellows
pay lower rent, less taxes, less insur-
ance, we never hear one of them claim-
ing to beat the city store on bargains.
We never hear them claim that their
goods are not damaged by coal smoke.
We never hear them tooting their own
horn with the vigor of the city man.
And that is the reason we have come to
the conclusion that a lot of fellows here
and there over the country do not have
the faith in printer’s ink that they claim
to have.
Perhaps, however, lest | make some
of the rural brethren wrathy, it will be
well to say that there are a lot of hustlers
Scattered over the country who are not
afraid they will set people talking about
themselves by stirring up the animals.
In company with the manager of a de-
partment store, I perused some grocery
prices put out by a city store a few
days ago. ‘‘How do those strike you?’’
I asked. ‘‘Well,’’ he answered, ‘‘we
can keep our end up with those fellows
all right. They don’t quote anything
any lower than we are selling right
along at those figures. Are we afraid
of ‘em? Well, hardly. We're in the
game to win,and if those fellows get any
of our trade they've to fight for it. We
won’t lay down for any of ’em.’’
This merchant is only thirty minutes
distant from a big city, but he never
uses less than four columns of space in
the local paper. He is after business all
the time—and he gets it. He practices
what he preaches.
Raymond H, Merrill,
—->-_ ~~
Harmonizing Colors.
Many people do not readily under-
stand the proper combining of colors.
The following hints may be of value to
window dressers:
Black and white.
Blue and gold.
Blue and orange.
Blue and salmon.
Blue and maize.
Blue and brown.
Blue and black,
Blue, scarlet and lilac.
Blue, orange and black,
Blue, brown, crimson and gold,
Blue, orange, black and white.
Red and gold.
Red, gold and black,
Scarlet and purple.
Scarlet, black and white.
Crimson and orange.
Yellow and purple.
Green and gold.
Green, crimson, turquoise and gold.
Green, orange and red.
Purple and gold.
Purple, scarlet and gold.
Lilac and gold.
Lilac, scarlet and white or black.
Lilac, gold, scarlet and white.
Lilac and black.
Pink and black.
Black, with white or yellow and crim-
son,
—_. ¢.
No Legal Appeal By Telephone.
A curious legal point has just been
settled by the cantonal tribunal of
Soleure, Geneva. A local tradesman
lost his case in a lawsuit, and on being
informed of the result he telephoned
that he wished to lodge an appeal.
This very modern manner of proceed-
ing was not agreeable to the legal
authorities, who told the tradesman to
appeal in person, but this he refused to
do, The question whether legal pro-
ceedings may be instituted by telephone
or not was threshed out the other day.
‘‘Altbough the law simply states,’’
said the judge, ‘‘that the court must be
informed of the appeal or any other ac-
tion, these can not be received by tele-
hone, and must be made by the person
Fimselt to the court in written form,’’
RENOVATED BUTTER.
Jobbers or Dealers Must Not Break Orig-
inal Packages.
Wasbingtou, April 302—The attention
of manufacturers of renovated butter is
respectfully invited tn the accompanying
copy of a letter addressed by the Sec-
retary of Agriculture to the American
Dairy Co., of Indianapolis. Also to
the circular addressed by the Secretary
to all manufacturers of renovated butter
and dated September 27, 1902.
Rulings have been made by the Treas-
ury Department, office of Commissioner
of Internal Revenue, to the same effect.
There still appears to be a disposition
in some places, however, on the part of
jobbers and other merchants to ‘‘wire’’
or otherwise break and repack original |:
manufacturers’ packages of renovated
butter. Such practice is manifestly ob-
jectionable and illegal, as shown by the
two circulars herein mentioned.
It must be of advantage to all con-
cerned to supply the trade with reno-
vated butter in such variety of form and
size as to accommodate all dealers and
also large consumers, without breaking
packages. If this practice could become
general, it might save much annoyance
and in some cases avoid legal proceed-
ings. Therefore it is hoped that manu-
facturers will cordially and actively co-
operate with this Department and its
officers in presuading jobbers and all
dealers, whether wholesale or retail,
to obtain renovated butter in the style
and size of packages suited to their
trade and to dispose of the same as
received from the factories, without dis-
turbance of contents or change of any
kind. D. E. Salmon,
Chief of Bureau of Animal Industry.
The ruling by James Wilson, Secre-
tary of Agriculture, referred to in the
above circular, is as follows:
Washington, April 11—Renovated
butter is prepared for market by the
manufacturers, under regulations duly
prescribed in accordance with law, and
promulgated jointly by the Treasury De-
partment and this Department. The
rules providing for all branding and
marking of this commodity, with the
exception of the U. S, tax stamp, are
under the supervision of this Depart-
ment. These rules contemplate such
markings upon renovated butter as_ will
insure its commercial! identity, for the
benefit of all purchasers and consumers.
All the marking done by Government
regulations is protected by law from be-
ing removed, altered or defaced. The
indented branding upon the surface of
the butter itself is in accordance with
the law and is regarded as one of the
most important of the identifying
marks, and to be especially protected.
This marking or branding can not be
preserved without altering or defacing
if the contents of the original manufac-
turers’ package of renovated butter
packed in solid form is emptied or dis-
turbed in any way. Hence the necessity
for Rule 22 of the regulations and for
its strict enforcement.
The last rule named,to which your at-
tention is invited, can not be changed
or modified without establishing a prec-
edent which would defeat the purpose of
the regulations regarding identifying
marks. The only safe course is to in-
sist that jobbers and wholesalers shall
handle renovated butter only in the
original manufacturers’ packages and
dispose of it without breaking those
packages for any purpose or in any way
changing the form and markings. For
this reason it is impossible to consent
to your proposition for emptying factory
packages for the purpose of wiring,
while moving in trade between the fac-
tory and the retailer,
It is felt that there is nothing oppres-
sive in this ruling and no obstacle to
trade because the regulations expressly
provide that manufacturers may pack
renovated butter in almost any form and
style of package from one-half pound
weight upward. All that dealers need to
do is to call upon the supply factories
for the product to be packed in a form
to suit their trade and their customers,
You will have no difficulty whatever in
obtaining renovated butter in a great
variety of shape and size of package so a8
to be able‘to fully satisfy the demands
of your customers. The simplest, safest
and most economical course for you to
pursue, therefore is to order renovated
butter from the factories supplying you,
in such shape as will meet the wants of
your trade and enable you to sell it and
ship it in exactly the condition in
which it is received. In this way Rule
22 and all other existing regulations
may be fully complied with, as well as
the interests and convenience of all con-
cerned,
Assignees.
Our experience in acting
as assignees 1s large and
enables us to do this work
nnn
It isn't always getting up at 4 o’clock
in the morning that brings a merchant
success. It is what he does and thinks
and is after he gets up that makes a
man prosper
ina way that will prove
entirely satisfactory. Our
records show that we do
the work economically and
in a business-like manner,
H. B Moore Claude P. Wykes
MOORE & WYKES,
Merchandise Brokers
with good results.
The Michigan
Trust Co.
Office and Warehouse, 3 North lonia Street, GRAND RAPIDS, MICH.
Grand Rapids, Mich.
Citizens phone 3771.
Flint Glass Display Jars
And Stands.
Just what you want for displaying y«
preserves, Fruit, Pickles, Butter 1
increase trade wonderfully and giv
appearance. Weare the largest
Flint Glass Display Jars in the world, ‘
the only kind on the market and our prices
low. Order from your jobber or wr
and Price List.
ri are very
ite for Catalogue
The Kneeland Crystal Creamery Co.
72 Concord St., Lansing, Mich.
For sale by Worden Grocer Co. and
Lemon & Wheeler Co., Grand Rapids, Mich.
Red Rooster Cigars
We recommend these to you because they
possess real CIGAR MERIT, not a mere
printer’s ink merit.
Made of as good goods as can be afforded.
Not a “doped” cigar but good, pure, smok-
able leaf TOBACCO. Pleasant to the taste and
carrying the bouquet of a much higher priced
article.
Not how big but how good.
Sold over your counter for five cents, with a
good profit and a pleased customer for your
trouble.
Built by
LA GORA FEE CO., Detroit, Mich.
Sold by
WoRDEN (GROCER COMPANY
Grand Rapids, Mich.
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ered ir The
toe differer
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i€ reason to believe that the demands
toe workers for increased pay w be
aic before the carpet manvfacturers
pretty much throughout the country
Friends of labor predict 2 victory, a!-
though the. et imal y on. a
LbOuUgZH thev anticipate str mg Cpposition
on the part of the mili men Vith such
wipe
3
EA Chicago Man
’
ili + : r
€ - pila and $15.00 1f
+} alin da ong
3 i J idiS at $4.50
oa 4 :
G T 1OZEI ihey are good seers
Grand Rapids Dry Goods Co.,
Grand Rapids, [lich.
Exclusively Wholesale.
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me i la — i — lil npg
-FLOOR COV ERINGS
Carry 2 Opie t : atting, © ioth and Linoleums.
& &
r
\TTING at 10%c per yard and
FLOOR OILCLOTH at 18c per
yaid and better
INOLEUMS at 4oc per yard
and Detter
i Jur goods are new and the pat-
terns are neat and desirable.
P. Steketee & Sons,
Wholesale Dry Goods,
Grand Rapids. Mich.
— ~~ v2 Fo
OUR LINE OF =,
WRAPPERS
les and dainty
rag lete. First-
reliable goods,
PRINTS, PERC ALES, LAWNS, DIMITIES
$7.50 to $15.00 per Dozen.
Freight or express prepaid on all
11 orders, So Order by Mail. Sam-
‘es cheerfully furnished free. A
trial order will convince you that we
have the right goods at right prices.
SLOW ELL MANUFACTURING CO.
ot-3 Campau St., GRAND RAPIDS, MICH.
MICHIGAN
TRADESMAN
il
knowing what may occur in the carpet
market. A good many of the weavers
are showing anticipations of trouble by
the fact that they are not interested in
making their yarn contracts,and further-
more, the spinners are doing a little an-
ticipating on their own account by not
taking up wools to any large extent for
their summer wants.
Rug Weavers—Report an excellent
business in nearly all lines and grades,
The Wilton and Brussels rugs are com-
manding most of the attention in the
better lines, while the small Smyrna
rugs find a ready call in the cheaper
grade. Art squares are only in small
demand.
~~
Securing a Compromise by Coercion.
A. T. Vandervoort, manager of the
Western Tool Co., Lansing, is securing
a compromise with his creditors by us-
ing impending bankrupt proceedings
as a threat to coerce them into accept-
ing whatever he sees fit to offer. He has
had what purports to be a petition in
bankruptcy drafted by an attorney to
which he has attached a schedule of his
liabilities, and he holds these docu-
ments up to a creditor and menacingly
remarks: ‘‘Take what I offer or you
will be included in this schedule and
get notbing.”’
Hon. Peter Doran, who has had con-
siderable experience in bankruptcy mat-
ters, was recently asked by a representa-
tive of the Tradesman if there should
not be an amendment to the bankruptcy
law, probibiting any man from using
the bankruptcy court as a vehicle of
coercion. He replied that, in his opin-
ion, such an amendment should be
made to the law.
>? >
Knit Garments For Next Spring.
In knit garments the chief interest
centers now around the prices for next
spring. It is a question that causes
everyone to hesitate. Combed Egyptian
yarn is something like 15 cents higher
than last year and seems to be almost
out of the question at that rate. The
indications are that a good deal of
* Egyptian’’ goods next spring will be
stained American cotton. Manufactur-
ers now have the process of staining
down to a point where it is almost im-
possible to tell on inspection that the
article is not genuine Egyptian and
only the consumer, by the poorer wear-
ing qualities, will know the difference.
SUCCESSFUL SALESMEN.
R. R. Pew, Indiana Représentative Rodg-
ers Shoe Co.
R. R. Pew was born 33 years ago on
his father’s farm near Montpelier, Obio,
where he lived until 21, working on the
farm in summer and attending district
school in winter. He also attended the
high school at Montpelier and in 1890
and 1891 taught school in the district
where he had formeriy been a pupil.
His marriage occurred in December,
1892, his bride having been his play-
mate from childhood and his first love.
They began housekeeping in Montpelier,
where Mr. Pew was employed by the
Wabash Railroad for three years as
private clerk of the Chief Engineer,
during the construction of their line
from Montpelier to Chicago, Later he
became a member of the firm of Walters
& Pew, dealers in general merchandise.
Mr. Walters was succeeded by R. R.’s
father, J. W. Pew, and the business was
conducted as before, but under the name
of J. W. Pew & Son. For four years he
had the management of a large retail
trade, thus giving him an experience
which has been invaluable to him in his
career as traveling salesman. The la-
bors in this field becoming too arduous,
the business was sold and, after a short
rest, he took up the grip for Draper &
Maynard, manufacturers of gloves and
mittens at Plymouth, N. H. He sold
their line for two seasons and on May
EEE EE —
THERE IS NOTHING ON EARTH
17, 1899, entered the employ of tbe
Rodgers Shoe Co., of Toledo, and was
assigned territory covering Southern
Illinois and a few towns in Kentucky
along the Ohio River. He worked this
territory for two years, residing at Mt.
Carmel, Ill. In April, 1891, he was
transferred to Northern Indiana, where,
with Ft. Wayne as his home, and with
his office and sample room in the Ar-
cade building, he is still bustling for
that house. His family consists of a
wife and a son and daughter, aged
respectively 7 and 5 years. He isa
member of the Methodist Episcopal
church and Sunday school, in which he
labors with the same energy which char-
acterizes his work on the road. He is
also a member of the Ft. Wayne Camp
of Gideons, Ft. Wayne Lodge No. 116,
x. of: FP. ana t. F.. A., Pou f., of
Evansville, Ind.
a
Mohair Is Up.
There has been such a demand for all
mohair goods during the past winter
and up into the spring that the prices on
this raw material have been rising
steadily since the first of the year.
The market is completely bare of spot
‘‘rawa’’ and the domestic clip, which
is now being marketed, is nearly all
sold before arrival. The advances since
the first of the year range from io to 15
cents per pound, the domestic product
being worth about 40 cents and the for-
eign from 43 to 46 cents.
Owing to the high cost of the domes-
tic manufacturers are beginning to im-
port larger quantities of the Turkish
and Cape mohair.
The original demand was largely from
the plush and braid business, but now
the manufacturers of dress goods have
taken up the use of the material exten-
sively and the call from hat makers is
an important item.
In some quarters the price is regarded
as artificial, but as the domestic sup-
ply is not enough for the needs it looks
as though the advance hasat least a fair
excuse for its existence.
Save Oil, Time, Labor, Money
By using a
Bowser measuring Oil Outfit
Full particulars free.
Ask for Catalogue **M”’
S. F. Bowser & Co. Ft. Wayne, Ind.
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 a trial order and be
convinced.
29 and 31 Canal Street,
Grand Rapids, Mich.
Citizens Telephone 2440.
‘GIVES
5 TIMES More Light
than Acetylene,
6 TIMES More Light
than Electricity,
10 TIMES More Light
than Kerosene,
100 Times More Light
than a Candle.
COSTS LESS THAN
KEROSENE.
Each Lamp
and Burns its ow
Hang or set it any-
where. A pure white,
steady light.
No Odor! No Wieck!
No Grease! No Smoke!
Litile Heat! Safe.
Makes
n Gas.
Over 100 Styles for In-
door and Outdoor Use.
AGENTS WANTED
Exclusive Territory
The Best Light Co.,
82 E. sth St., Canton, 0.
aba be
That shows so much profit for work done and
money spent as an oil well.
continual digging, but an oil well, if it does not
flow of its own accord, needs only to be pumped,
and it supplies the fuel to run the pump.
Hundreds of Thousands of Dollars, Yes, [lillions,
have been made in the Pennsylvania and Ohio oil fields,
but these fields are on the decline and the eyes of the world
are looking for a new field. Just at present they are turning
toward Kentucky, where a mighty development has just
begun. Two years ago Kentucky was scarcely known as an
oil-producing state. Today she
wells, and is pumping thousands of barrels of oil.
The Standard Oil Company is spending Millions in lay-
ing the foundation of the most compiete and gigantic pipe
This shows that they have faith
in Kentucky as an oil producing state.
GREAT NORTHERN OIL COMPANY
E. C. GLENN, Fiscal Agent,
811 Majestic Building, Detroit, Mich.
line ever laid in any state.
A gold mine needs
has over 300 producing
Follow Seon.
tion $600,000
free of charge
We have over 60,000 acres of proven oil land located in
Whitley, Rowan, Powell, Estill and Morgan counties in the
State of Kentucky. Much of this land is close to the Stand-
ard Company’s pipe line.
Our First Well Just Came in in Whitley County.
Our leases are paid for, but we need money
for development purposes, and for a short time you can buy
this stock at 30 Cents a Share.
Active operations have begun.
Others Will
Par value $1.00. Capitaliza-
If you wish to share in the Hundreds of Thousands of
Dollars that will be made in the Kentucky oil fields during
the coming summer, now is the time to invest.
there a better investment offered you than the Great North-
ern O11 Company now offers.
Write us and we will tell you more about it.
a map showing the location of the pipe line, producing
wells, and property of our company, which we will send you
A postal will bring it, or better still, $30
will bring you 100 shares of stock
Never was
We have
Grand Rapids Office Rooms 5-6, 74 [lonroe St.
F. G. FRIEND, Agent
City "Phone, 1515.
12
MUST USE BRAINS
To Achieve Any Marked Saccess
Advertiser.
as an
The advertising department of a mod-
€rn, up-to-date business is an import-
ant one. If it is to be a profitable one
it must be properly managed. No mer-
chant would expect a department of bis
Store to prosper if it were only given the
attention that could be paid to it by
men busy with other affairs connected
with the business. You would not ex-
pect
€ one did not make it all or a
bis special duty, and that som
man trained in the conduct of
b a department. How, then, can
merchant, wholesale or retail, who
Oniy attends to his advertising when he
bas nothing else to do,
e
considers of infinitely more ji
expect make a success of
tising end of the business?
Mp
t
t
portance,
to he
To successfully conduct an
advertising Campaign needs a
knowledge of affairs and as accurate ac-
quaintance with actual conditions pre-
vailing in the business and in the com-
munity as to manage any other depart-
ment of the store. Itisa question if the
successful advertiser does not require a
7
keener
4
‘
’
)
a
m
o
>
than any department manager. This
being the case, why should merchants
not lovk at advertising in a reasonable
way, study the subject, familiarize
themselves with improved methods, and
give the work of the department the
time and attention it requires, instead
of delegating it to some of the clerks in
the store or doing it themselves when
everything els
€ has been done?
or sandwiches it |
in between other occupations which he |
adver- |
mind, more alert intelligence, |
MICHIGAN
| We know of one merchant who is|
| making a fair success of bis business |
}simply because he has the entire con-
ifidence of his community as an honest
/man, who will spend hours superintend-
| ing the sweeping out of his store, watcb- |
jing every stroke of the broom and |
| brash, or in instructing clerks how to|
pile boxes, but his advertisements are}
}either written for bim by some volun- |
teer of the establishment or else scratched
off on the back of an envelope or some | y
bandy scrap of paper at the very last}
moment, without care, thought or inter-
est on his part. He simply thinks be |
has to advertise and buys space in the|
| Paper and fills it up with anything that
comes handy.
In contrast with this man we know of
| another concern which ina few years has
‘run its business up from $30,000 a year
to over five times that amount, The
manager of this business only concerns |
himself with the details of two things—
| the buying of goods and the advertising.
The details of the rest of the business
are left to a junior partner and his as-
sistants, the head of the firm consider-
| ing that he is abie to tell in a few min-
|utes’ time each day from an inspection
of the store itself and the record whether
the business is progressing satisfactor- |
lily,
What is the sense in a modern mer-
chant standing over his janitor while he
Sweeps out the store? It is compara-
tively a lengthy job and all that be can
possibly accomplish by doing this can
| be done by going through the store after
|it is swept and pointing out careless
; work and having it immediately cor-
;rected. If the merchant who does this
jwould take the hours wasted on such
| occupations and spend them in consid-
TRADESMAN
ering ways bs
elegate to
is abund-
oye
antly capable of doing and conc
e
c
rt
i
| bis mind on things that he can not leave|
| to some one « his business would be
far more su han it is,
It does not matter whether the mer-
be in all details
Nutrition in Banana Flour.
A writer ina German: i
draws
maican bananas
attention
roperties of banana flou
of water, 65.¢ carbo-
hydrates, and near of al-
bumen. The fa yellow-
ish bue, he re ptionally
adapted for bi ip to the
present, rem:z he}
business of a
large scale, a €
business, in} bad not attained happy financ
> wanted to adver-| but it might be that the fault res
ntrate |
| vert the fruit into bread.
a!
e | from a different standpoint it is credited
, say |
it is a fact}
istrated |
advertising injures a|
impression
-| working order,
| sults thus far are en
nts
a
ial results,
ed
St
ay to advertise it—/| with the way in which these business
an em-|
operations had been carried on, Now
the London Globe suggests that with the
cheapening of bananas by the large in-
crease of importations, some enterprising
baker may find it good business to con-
It could n
of course, says this journal, be sold at
the same price as wheaten bread, but
’
with very superior qualities, African
travelers who have experimented with
this flour claim for it great nutritive
value, easier and quicker digestion,
finer flavor and greater lightness of 1
ture. Sir Henry Stanley during
memorable journey up the Aru Whimi
chiefly lived upon this fruit bread, and
ex-
bh
vis
| although his baking arrangements must
| have
been primitive, he Pronounced
judgment in its favor compared with
the wheaten article on most points,
Whether it is, however, as alleged by
some analysts, very gouty in its constit-
uents, must be left for the present an
open question, there being little evi-
dence on the point, but if half the claim
advanced for it are true, it would seem
to be just the sort of diet fer convales-
cents and invalids who have need to
recuperate physically before their di-
gestive machinery can get into thoro
ugh
ugt
~~
Experiments are being made in New
York City to determine whether baled
waste paper collected in street refuse
can be profitably utilized to generate
power for municipal purposes, The re-
couraging. In the
of the future nothing will be
thrown away as valueless, Everything
will be consumed and will be made t
yield some benefit,
model city
Grand Rapids Fixtures Co.
A Shipped
— knocked
eiegant
qi down.
iesign i
Takes
first
a
combination class
Cigar freight
Case rate
No. 64 Cigar Case. Also made with Metal Legs.
Our New Catalogue shows ten other styles of Cigar Cases at Prices to suit any
pocketbook.
Corner Bartlett and South Ioni
a Streets, Grand Rapids, Mich.
Exclusively Retail
Wall Papers
Newest Designs
Picture Frame Mouldin gs
Newest Patterns
High Grade Paints and Oils
C. L. Harvey & Co.
59 Monroe St., Grand Rapids, Mich.
Ww =
ted amou
ob oh of de oe ode nde ode ofp nde oe ube
187 Canal Street
bo}
FEET ETE EEE PEPE EE EE Ty
Cera Nut Flakes
se
must have additional buildings
Lit
fai
US OVEr or write to us for terms.
NATIONAL PURE FOOD Co., LTD.
“
oe
>
“fe
fe
wf
whe
“—
“e
eg
~
z
~~
“e
~-
>
“-
7
7
>
de
~
€rous Company; now in its
ll three carloads a day if we
of treasury stock for this pur-
new undeveloped proposi-
Stitution, running night and
Grand Rapids, Michigan
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Highest spot
s or Bradstreet’s
f Patent Steel Wire Bales.
Smith Young & Co.,
1019 Michigan Avenue East, Lansing,
cash prices paid F. O. B.
and City National Bank,
We guarantee
Michigan
MICHIGAN TRADESMAN
THE CASH BASIS.
Why It Is Advantageous to the Retail
Dealer.
The time appears to be ripe for the
elimination of credit sales from the re-
tail business. Such has not always been
the case, for not very long ago it was
thought utterly impossible to successfully
run a retail store without giving credit.
Even at that time the objections to the
establishment of a cash system were,
apparently, not well founded. There
were obstacles in the way, but the diffi-
culties were not insuperable. This is
amply demonstrated by the fact that, at
the very time when conservative re-
tailers declared that the cash system was
impracticable, a few adventurous spirits
tried the experiment and found, or
made, it successful. Other retailers,
in ever-increasing numbers, have fol-
lowed the example set by these hardy
pioneers of the cash system, and the
difficulties have diminished as the num-
ber of cash dealers has increased. The
time has at length come when a deter-
mined movement all along the line will
secure victory for the friends of cash
trading, and bring about a highly bene-
ficial reform,
The advantages of emancipation from
the credit system are numerous, and
many of them must be obvious to the
casual observer. In the first place the
retailer is saved the whole expense of
bookkeeping. This includes the cost
of the books, the book-keeper’s salary,
and the cost of stationery and postage
used in rendering accounts. Then it
saves the possibility of bad debts, which
are inevitable under the most carefully
conducted credit system. Men whose
credit is absolutely gilt-edged often
prove to be bankrupt, and men whose
honesty is undoubted sometimes become
absconders. The dealer who sells for
cash has cash to pay for his goods, and
can thus secure the trade discounts.
This in itself is no smal! matter, for it
enables the cash dealer to sell at lower
prices than his credit-giving competitor-
or it gives him larger profits if he sells
at the same prices. In short, the cash
system gives the retailer the use of his
money when he needs it, while the giv-
ing of credit ties up a considerable part
of his capital in the hands of his cus-
tomers.
Another great advantage of doing a
strictly cash business is that it prevents
the possibility of disputed accounts.
Under the most careful system of book-
keeping mistakes are liable to occur,
but the most prolific cause of disputes
and misunderstandings is the forgetful-
ness of customers. When accounts are
rendered infrequently, some customers
are sure to think that they are charged
with articles that they never purchased.
Others will be extremely liable to think
that they have paid for some of the
things with which they are charged,and
this is nearly certain to be the case
when the credit customer is in the habit
of paying cash part of the time.
There is truth in the proverb that
‘*short settlements make long friend-
ships,’' for many an enemy has been
made by an account that either was, or
was believed to be, incorrect when the
matter might have been settled amicably
if the settlement had occurred when ‘the
transaction was fresh in the memory.
Cash dealings prevent the possibility of
any errors which can not be readily ad-
justed, and thus do away with one very
fruitfui cause of the loss of customers.
To the buyer as well as to the seller
the abolition of retail credit would be a
very decided advantage. If the buyer
be able to pay cash, he would be bene-
fited by being compelled to do so. If he
be unable to pay cash it is more than
probable that his credit is to blame. If
he had never been able to get credit,
the probabilities are that he would now
be abundantly able to pay cash. His
ability to obtain credit has Jed him to
purchase goods he might have done
without, and has induced him to incur
unnecessary debts, When a man knows
that a certain sum of money must last
bim a specified time, whether it be a
week, a montb, ora year, he is careful
to regulate his expenditures in accord-
ance with the funds he has on hand,
When he buys on credit the case is usu-
ally different. He is not likely to keep
an accurate account of all his expendi-
tures, and the consequence is ‘that they
frequently exceed his income. This
leaves him less to spend during tke next
period, and increases the difficulty of
living within his means, Over-expen-
diture is not usually intentional, but to
most persons it is extremely difficult to
resist ‘the temptation to purchase at-
tractive goods when they may be had for
the asking, and it is very easy to get
into the way of regarding such things as
essential. Credit is, therefore, injurious
to the buyer for it facilitates getting
into debt, and increases the difficulty of
getting out. It tempts the buyer to live
beyond his means and it places ob-
stacles in the road to retrenchment,
ua
Foreign and Domestic Shoe Laces.
Germany and France produce a pe-
culiar yarn which makes a more finished
looking shoe lace than can be made in
America and these are sold here to some
extent, although the American-made
lace is stronger than these. The im-
ported goods can still be sold in this
country at a slight advance over the
home product, as the tariff just about
represents the difference in the cost of
manufacture.
CS aaa
Instructions have been given by Sec-
retary Moody of the Navy that no re-
ports of target practice shall be made
public. The idea probably is to keep
foreign governments from knowing just
how efficient are the men behind our
guns. Their work in the Spanish war
surprised the world. The time may
come when we would like to give an-
other surprise party.
Mackinac Island
Petoskey
Bay View Traverse City
Wequetonsing Neahtawanta
Harbor Point Omena
Ss mag
Oden Northport
about the train service on the
Grand Rapids &
Indiana Railway
(The Fishing Line)
Through sleep
tati, Louisvil
ishermen interested in
here to Go ’"* mailed free.
- L. LOCKWOOD, Gen’! Passenger Agent,
Grand Rapids, Mich.
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AUN
2
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: ie lon
ve
EBescastexsn a -
Cash Drawer?
And Not Over Your Bulk
Goods?
Can you tell us why some merchants
employ a cashier, buy a $300 cash register
and an expensive safe to protect their cash,
and then refuse to guard their bins and bar-
rels that hold this money in another form?
Just realize this point: The bulk goods in
your store were cash yesterday and will be
to-morrow. Your success depends on the
difference between these two amounts—
what you had and what you can get. Now
don't you need protection right at this point
more than after it is all over and the profit
is either lost or made?
A Dayton Moneyweight Scale is the
link that fits in right here; it gets all the
profit so that your register, your cashier,
your safe may have something to hold.
It will at. Mace
A postal card brings our 1903 catalogue.
Ask Department K for catalogue.
The Computing Scale Co.,
Dayton, Ohio
Makers
The Moneyweight Scale Co.,
Chicago, Illinois
Distributors
Dayton
Moneyweight
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FAN
14
MICHIGAN TRADESMAN
VALE, THORNE.
Change From Type Setting to Type Cast-
ing Machine.
This is probably the last issue of the
Tradesman which will be printed from
type set on a Thorne machine which
bas done yeoman service in this office
for the past eight years, and with which
the Tradesman parts with regret in
order to keep pace with the onward
march of improvement. The Thorne
will be superseded by a Universal
Mergentbaler Linotype, costing $3, 600,
exclusive of motive power and construc-
tion expense. The new machine sets
matrices and cast type lines,from which
the paper will be printed hereafter.
This will give the paper a brightness
and freshness it has nveer possessed un-
der the old method, except at intervals
when new dresses were purchased, be-
cause every issue will be printed from
new type.
Nothing in the entire range of typo-
gtapbic invention created a wider
change in the accepted methods of do-
ing work or finally culminated in a
more thorough revolution of the print-
ing business than the invention of the
Linotype. This ‘‘child of bis brain’’
will live forever as a monument to Mr.
Mergenthaler’s ability and genius, more
lasting than any which could be erected
by those he leaves bebind.
The early efforts of Mr. Mergenthaler
in bis endeavors to perfect his machine
are matters of history, and it will not be
necessary to present them at this time,
but the predictions made by him in
February, 1885, when the second ma-
chine, with automatic justifier, was ex-
hibited in Waghington, are worthy of
note. An exhibition of the machine
was given at the Chamberlain Hotel in
that city at the time named, such men
as Mr. Chester A. Arthur, then Presi-
dent of the United States, Secretary
James G, Blaine, Hon, L. QO. C. Lamar
and numbers of Senators, Re presenta
tives and newspaper men witnessing its
performance. At the close of the in-
spection a banquet was given, during
which Mr. Stilson Hutchins, a gentle-
man interested in the promotion of the
new machine, introduced the inventor
to the guests. Mr. Mergenthaler said:
Allow me, gentlemen, to express my
hearty thanks to you for the honor you
have bestowed upon me in coming here
to witness the performance of my in-
vention, You have come here to witness
the operation of a new com posing-
machine, and in as far as we are work-
ing in a field which is strewn with the
wrecks and failures of former efforts in
the same direction, you will probably
ask,’‘Are you going to have more suc-
cess than those whu have gone over that
field before you; and if 80, why?’’ My
answer is: ‘*Yes, we are going to have
full success, for the reason that we have
attacked the problem in an entirely
different way than did those who have
failed.’’
When I started on this problem I sur-
veyed the field and selected the best
road, regardless of the roads which
others had taken. I knew the direc-
tion in which others had attempted to
solve the problem, and was careful not
to fall into the same rut which bad led
every previous effort into failure and
ruin. We make and justify the type as
we go along, and are thereby relieved
from handling the millions of little tiny
types which have proved so troublesome
to my predecessors who have failed.
We have no distribution, yet we have
a new type for every issue of a paper,
an advantage which can hardly be over-
rated.
1 am convinced, gentlemen, that un-
less some method of printing can be de-
signed which requires no type at all,
the metbod embodied in our invention
will be the one used in the future; not
alone because it is cheaper, but mainly
because it is destined to secure superior
quality.
The history of our enterprise, gentle-
men, is one of evolution. We started
by printing one letter at atime and
justifying these sentences afterward :then
we impressed into papier-mache one
letter at a time, justified it and made
a type from it by after process, Next
we impressed a whole line and justified
it, still leaving the production of the
type as a second operation; but now we
compose a line, justify and cast it all
in one machine and by one operator.
You kave honored your country, for
everyone will know that this invention
has been originated in the land which
gave tirth to the teiegraph, the tele-
phone, the Hoe press, and the reaper:
everybody will know that it came from
the United States, aithough compara-
tively few will know the name of the
inventor,
Mr. Mergenthaler ‘‘ builded better than
he knew.’’ His expressions at the ban-
quet have been more than realized, and
the world to-day is using a machine
which, while wonderful in its operation
The Cost of Living in the United States.
It is doubtful whether any other sub-
ject is of such universal interest as the
rise and fall of the cost of living. Pro-
duction is a minor matter for the aver-
age man; because of great speciali-
zation this is constantly becoming more
pronounced in every branch of industry,
but all are consumers of a great number
of the articles produced. Consequently,
all records of the course of prices are
studied, not only by the economic stu-
dent but by the layman as well, who
sees in the rise of prices his purchas-
ing power decrease unless bis income
advances proportionately, and in cheap-
ening of cost he finds greater returns
and the possibility of saving something
for the proverbial rainy day. Yet these
fluctuations in prices can not be con-
sidered instructively without due allow-
ance for other highly important factors,
A low range of quotations accom-
panied by idleness is obviously undesir-
able. On the other hand, excessively
and in its results, has become so well
known and so familiar to printers every-
where that its daily work is simply
looked upon as a matter of course. The
Linotype is used on nearly every news-
paper of any prominence in ali the
cities of the United States, and book
and job offices are rapidly adopting the
machines. It has also been introduced
into printing offices in many foreign
countries, England, Germany, France,
Australia, New Zealand and other sec-
tions being large users. It isto be re-
gretted that Mr. Mergenthaler could not
have lived to see the universal adoption
of bis invention in offices of every kind
in all civilized countries,
———+- +.
Have you an old dead tree standing
around? Very well,trim off the branches
and plant Virginia creeper alongside to
cover the trunk. You will have an ob-
ject of beauty.
—-_-~s>4+>____
Those who stand by the clamor for
fair play usually seek an Opportunity to
butt in.
inflated markets are equally or even
more distressing, and it is in the proper
ratio between wages and prices that the
consumer finds prosperity.
Recognizing the great value of an ac-
curate record of prices, many statisti-
| cians have endeavored to prepare and
| publish tables on the subject. Numer-
|ous difficulties were encountered, how-
lever. These have been overcome in
|the preparation of Dun’s Index Num-
ber, which covers many hundred articles,
and each one is separately mutiplied by
the annual per capita consumption.
These ratios were obtained by careful
examination of census and other official
reports, supplemented by statistics of
imports and numerous trade records of
production changes in supply and other
helpful publications. No absolute exact-
ness is claimed for these percentages,
but a sufficiently close approximation
was attained to make the record of
greater value than any heretofore com-
piled,
The same ratios are used for al! dates;
otherwise there could be no definite
comparison of prices. While the con-
sumer pays retail prices in most cases,
it is not possible to prepare records on
this basis. Two stores within a stone's
throw of each other have widely differ-
ing lists, and it is not possible to secure
prices of similar articles for remote
dates. Of wholesale quotations, bow-
ever, the early records are available,
and they are used in this compilation.
The comparison has been carried back
to January 1, 1860, a time when general
conditions were satisfactory and no un-
usual factor distorted quotations, At
that time Dun’s Index Number was
$121,631, meaning that if each inhabi-
tant had purchased a year’s supply of
all the necessities of life, the cost would
have been $121.63 and one-tenth of a
cent. The highest point attained by the
Index Number was on Sept. 1, 1864,
when the same quantities of the same
articles would have cost $312,737. This
was due to the Civil War, and empha-
sizes the extent to which production was
curtailed by the withdrawal of millions
of men from industrial pursuits, the
devastation of vast areas, and the de-
preciation of the currency.
In recent years no such wide fluctua-
tions have occurred, but the rapid im-
provement in methods of production re-
duced the level of prices until a normal
position appeared at about $95 in the
early nineties. Beginning with 1893
there was a gradual decline in quota-
tions, due to industrial depression, and
the fall culminated on July 1, 1897, at
$72,455. At first glance it might ap-
pear that the consumer was most fortu-
nate at that date, since the same quan-
tities of the same articles were avail-
able at $20 less than a few years earlier.
Unfortunately, such was not the cage,
although it might have been if earnings
bad remained unchanged. Asa matter
of fact, the low prices resulted from just
that loss in purchasing power. Accord-
ing to the estimate of a labor leader,
there were three million idle workers at
that time, or there had been during the
months immediately preceding. This
meant that a vast army was subsisting
on charity or their small savings and
able to purchase few of the commodities
ordinarily used in abundance.
When business revived the situation
changed rapidly,and quotations resumed
a normal level. Increasing industrial
activity and steadily advancing wages
have carried the Index Number above
$100, the highest record of recent years
being attained on May 1, 1902, at $102,-
239. Some inflation through crop injury
by drouth was recorded in food stuffs at
that time, but the present level is but
little lower. Yet it would be a mistake
to infer that the consumer has suffered
by the higher cost of living. On the
contrary, with labor wel! employed at
the higbest wages ever known in this or
any other country, it is no hardsbip to
pay the higher cost of commodities,
while reports of savings banks and life
insurance companies indicate that an
enormous sum is being put away not-
withstanding higher prices.—Dun’‘s Re-
view,
—_2-<.__
They Expect the Earth.
Since the brothers of Joseph threw
him into the well because there was
only one swell coat in the family, the
world's records have been full of the un-
reasonable things asked by man. One
of these is the farmer who after wearing
a cheap glove six weeks brings it back
to the dealer and wants his money back
because it will not stand barbed wire
fences and an all day at the lumber
pile. The retailer should dodge the
glove buyer who expects the earth for
50 or 75 cents,
MICHIGAN TRADESMAN
Invest at Hom
Michigan Peat & Marl Co..,
LIMITED
Offices 317-20 Houseman Bldg.
Grand Rapids, Mich.
OFFICERS
Cuas. F. Bacon, Chairman
R. A. Lupwickx, Secretary
J. J. Lupwick, Treasurer
Organized under the laws of the State of Michigan on the 11th day of February, 1903.
J. J. Rurxa, Vice-Chairman
F. A. Bacon, Asst. Secretary
W. P. Rankin, Chemist
Stock, one million
dollars, divided into 100,000 shares, par value $10, The treasury stock is being sold according to the following
schedule:
on the the dollar.
at less than par value, or $10 per share.
5,000 shares at $2.50 per share, or 25 cents on the dollar; 5,000 shares at $5 per share or 50 cents
The balance above this 10,000 shares,
which might be necessary to sell, will not be sold
OUR PROPERTIES
We own and control near the M. C. R. R. between Grand Rapids
and Jackson 200 acres from 9 to 35 feet deep, the very best peat land
in the State of Michigan, sample of same going as low as 19-10 ash,
tbe same being the smallest percentage of ash on record for Michigan
Peat. Also have under our control numerous beds of A No, 1 quality
near some of the largest cities in the country. We control one deposit
of 1,000 acres 15 miles from Grand Rapids, and Grand Rapids alone
will take our entire output from this pit. Parties are enquiring at our
offices every day as to when we can furnish them fuel, and are anxious
to make long-time contracts.
We have in our employ a reliable chemist, Mr. W. P. Rankin,
from New York City; also competent engineers, who have under their
supervision the construction of machinery for our special use, of the
most intricate of which we absolutely contro! the patents, We have un-
der control the very latest Peat Compressor, which far surpasses in
our opinion, and in the opinion of our chemist and engineers, any
article on the market. These machines are made for large factories,
are also portable, making it possible for us to work upon a small peat
bed to great financial advantage, something no other machine which
we have been able to find can do, One source of revenue for this com-
pany will be royalties upon this particular machine, which will
amount to thousands of dollars per year, as we have people from all
over the country enquiring for the them.
We have specimens of our Peat on exhibition at our offices in its
crude state and also in its prepared state. Call and see same.
As our name would imply, we are also in the Marl or Cement
business, which anyone upon investigation will see is exceedingly lu-
crative. We are a Grand Rapids concern, getting our capital from
Grand Rapids and vicinity, which is a safeguard to investors, as we
expect to have the same aid in conducting the affairs of the company.
Our books wil! be open at all times to any and all stockholders, no
matter how small. Officers are not drawing salaries, except the Secre-
tary, whose salary is small considering the work he performs. The
company is not organized to make positions, but to make dividends
for the stockholders.
Witbout a question the first 10,000 shares will be sold within the
next 30 days, after which time no stock can be procured at less than
$10.00 per share, We intend to be in the market with our product for
next season. We can and will return you in dividends many times the
amount of your stock the first year of our operation. This seems to be
a big assertion, but if you will look up the profits of coal mines, both
bituminous and anthracite, and consider that we have a coal mine
practically up on top of the earth, you will see bow valuable our prod-
uct is, how cheap it can be produced and bow easily it can be scld for
an enormous profit and still be a great saving to the consumer. Stock
for $2.50 per share inside of the next three weeks wil! be easily worth
$5.00 per sbare and in go days at the outside it will be at par, so act
promptly. Our offices are always open and you are welcome to cal! and
talk with the officers and investigate thoroughiy our proposition, and
see if, taking everything into consideration, it is not the best oppor-
tunity you ever saw to invest money where it will greatly enhance
your finances as well as make you an income for life upon a small! in-
vestment. Thousands of shares of stock in gold, copper and oil com-
panies have been sold with much less bright prospects for a few cents
on a dollar which to-day are worth in intrinsic value many hundred
dollars per share, besides yielding an enormous yearly income to
holders. There is no reason why this stock shall not be a second
Calumet and Hecla in regard to advance in stock and earning ability.
Calumet and Hecla stock at one time in its early existence went beg-
ging in the State of Michigan at $15.00 per share, and now you cannot
buy one share of it for !ess than $500.00, and it has been as high as
$900.00 per share. One sbare of our stock, the par value being $10.00,
is equal to 10 shares of any company whose par value is $1 per share,
consequently $2.50 per share is the same price for our stock as 25 cents
a share would be for $1 par value stock. We offer you the first block
of stock, 5,000 shares, par value $10 00, at $2. 50 per share. Prospectus
and general information will be mailed upon request, but we prefer to
have people call and see us. The best representative business men
are buying stock, and have the management. The proposition will be
conducted for benefit of stockholders only; dividends will be declared
upon the stock issued only. Our capitalization is high for the pur-
pose of expanding and taking in small peat beds all over the United
States. Don’t delay in investigating this extraordinary proposition as
the stock at $2.50 per share will not last long.
Agents wanted in every city and town.
LIMITED
Grand Rapids, Mich.
Invest at Home
Investigate in person or write
for prospectus, etc.
Michigan Peat & Marl Co.
CUT OFF HERE
Michigan Peat & Marl Co.
LIMITED
319 Houseman Block, Grand Rapids, Mich.
Please teserve for me.......... shares of stock in the Michi-
gan Peat & Marl Co., Ltd., pending my investigation of your
proposition, which I agree to do within ten day, it being under-
stood that I may use my judgment about taking the same.
CUT OFF HERE
Signature. .
MICHIGAN TRADESMAN
Clothing
Status of the Shirt, Collar and Cuff Mar-
ket.
This end of the furnishing goods mar-
ket is undoubtedly the busiest. Store
trade shows some activity; there is
hardly a day passing that there are not
some buyers in New York either from
nearby or far-away points. The deliv-
ery departments are still very busy with
spring shipments; the factories are rufi-
ning to their fullest capacity in an effort
to catch up with orders.
While struggling with this state of
affairs duplicate orders for dark grounds
are coming in at a rate beyond the ca-
pacity of the factories to take care of as
promptly as they would like to, to please
customers. This active condition is
not applicable only to cheap and popu-
lar-priced lines, but also affects the
manufacturers of shirts retailing at from
$1.50 to $2 each. There are several
things which have contributed to this
bustle in shirtdom. The new styles have
undoubtedly caught the fancy of con-
sumers and brought a fair increase in
business to the manufacturers through
duplicate orders. The sudden demand
for dark grounds caught the factories
without large quantities of fabrics,
which the mills were slow delivering,
and as fast as the new goods can be cut
up they are put into work and rushed
to the retailers as quickly as deliveries
can be made. Most of the factories are
not yet caught up on initial orders.
Duplicate grders for shirts for spring
are heaviest on dark grounds, these
orders for dark grounds coming largely
from Pennsylvania. In light-ground
percales the preference in ihe matter of
Style, as indicated by duplicates, is for
units in black on white grounds. Stripes
in percales do not seem to have received
any attention from retailers. Buyers
Say that small effects in polka dots,
geometrical designs and nondescript
units of very small size are much the
best sellers in printed goods. In madras
corded stripes on light and medium
dark grounds are selling better than the
extremely dark grounds in blue, green
and gray. Cheviots have not had a big
demand thus far and it is doubted
if they will meet with much of a recep-
tion through the retailers now, as chev-
iots are better adapted for rough wear
than the lighter madras; and for outing
wear and sporting purposes it is be-
lieved that the fianne! shirt will lead.
Flanne! shirts have been brought out
this season in greater variety and possess
more beauty than ever. In the fine
grades the grounds are broken by pretty
stripes in silk of contrasting color—
cannille and satin stripes which en-
rich the dull wool grounds and produce
a handsome fabric. The ground shades
also include, for this season, a series of
tints and solid colors relieved by silk
stripes. In the popular grades there are
woven color stripes in wool with colors,
which makes dressy-looking shirts, but
which are not half as rich as those with
silk stripes. Stripes are better than
checks or plaids, although there is a gen-
erous assortment of the latter.
Among the high-grade shirts this sea-
son are to be found some attractive ones
in silk and silk and cotton mixtures
with cord and woven effects. The all-
silk shirts are made of foreign or Spital-
fields silks, and are to be found mostly
at the exclusive retail shops. But our
own manufacturers, not to be outdone
by the foreigners, have put domestic
silks into shirts, which are equally at-
tractive, with decided price advantages.
Looking quite as well and possessing the
quality for long service are shirts of
fabrics of half silk and half cotton on
the order of chambray. These are got-
ten up in pleated and plain fronts, and
are selling rapidly to retailers catering
to fine trade.
The retail trade, according to the re-
ports of the New York manufacturers,
are all agog over the introduction of
three new styles of collars, viz. : ‘‘ Flex-
ifold,’* ‘‘Tyfold’’ and the ‘‘Tiespace’’
styles which have recently made their
appearance. It is yet too early to pre-
dict their success or non-success, as
they bave not been before the public
long enough for a thorough trial.
Among the new features recently
brought out are the turnover cuff, which
has been applied to flannel and cheviot
shirts, the turnover being a double fold,
the buttons going through the two thick-
nesses of the cuff.
Another novelty is pleated cuffs, the
exterior of the cuff, which is attached,
having a series of quarter-inch knife
pleats running across the cuffs. It re-
mains to be seen how well these de-
partures wil! take.
Ne
Giving Away Findings Detrimental to
Trade.
Now and then we find a dealer who
still continues to give away laces, but-
tons, shoe horns and buttonhooks; also
various other novelties. This old plan
of giving away findings is poor business
policy, and is detrimental to any busi-
ness, The articles usually given away
are considered by you as cheap affairs
and reflect no credit on your store or de-
partment. Now, why not add to the
profit of your business by buying better
goods and making a small charge for
same? You can do this and a majority
of your customers will be better satis-
fied, preferring to have a better lace
and pay for it than to receive a much
inferior lace gratis, This department
really does not receive the attention that
it deserves, for to conduct it success-
fully it requires the same thoughtfu!
attention you give to your most impor-
tant stock,
If these little articles are selected
with the proper care they can be turned
frequently, and an article that can be
turned frequently, no matter how small
the margin of profit, will be wise to
carry in your department, for the rea-
son that it is the very thing demanded
by the masses, and you should get them
coming your way for these little things.
You will very often thus gain their
confidence and sell them something of
more importance later on. Direct your
salespeople to calling customers’ atten-
tion to this department, which can be
done with comparative ease when selling
a pair of shoes. If you have never
touched this findings end of the busi-
ness to any extent, go carefully at first,
only ordering a small portion of the
different articles which you think will
be most likely to sell best. By this
method you will minimize, if not en-
tirely prevent, losses.
When we say make findings pay it
does not mean that you must put ina
variety of the various sundries that are
on the market to-day. No; not by any
means, for by so doing you would
Swamp yourself with a lot of unsalable
stock. Every merchant should study
his own neighborhood and buy accord-
ingly, for what will sell in one place
may prove a failure elsewhere.
—_3- 0 —_
The tree a man plants is one measure
of his love for the man who comes after
him.
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, Generai Salesman
Retailers
Put the price on your goods.
SELL THEM.
Merchants’
Quick Price and
Sign Marker
Made and sold by
DAVID FORBES
** The Rubber Stamp Man”’
34 Canal Street,
Grand Rapids, Michigan
It helps to
Oleomargarine Stamps a specialty. Get
our prices when in need of Rubber or
Steel Stamps, Stencils, Seals, Checks,
Plates, etc. Write for Catalogue.
RUGS “vers
OLD
THE SANITARY KIND
We have established a branch factory at f
SS ee
4
Sault Ste Marie, Mich. All orders from the
Upper Peninsula and westward should be
sent to our address there. We have no
agents soliciting orders as we rely on
Printers’ Ink. Unscrupulous persons take
advantage of our reputation as makers of
“Sanitary Rugs” to represent being in our
employ (turn them down). Write direct to
us at either Petoskey or the Soo. A book-
let mailed on request.
Petoskey Rug M’f’g. & Carpet Co. Ltd.
Petoskey, Mich.
Pk RS RRR
the of
every retailer who’s looking for
ad
will fill requirements
a- “steady” trade in popular
: -
priced clothing. .
tJIt’s} iron-clad clothing—and
the’@buyer, gets Jan iron-clad
i ———
guara.tee—‘‘a “new suit for
every unsatisfactory one.”
Found we could make better
clothings for the same monev
with Union lahor than without
it, so we’ve added the Union
Label, too.
ISSUED BY AUTHORITY OF
Siu SeestnT
‘APRUL IZ?
7
=
cs
Ss
=
30 NOINN
ead s
+ RS C—
o Bige SKE yb!
‘| "west 4 cen SEO
is
Men’s, Boys’ and Children’s
Suits and Overcoats. NO
CHANGE IN PRICE—$3.75
to $13.50.
Better enquire about our Re-
tailers’ Help Department—
we’re giving 14 different kinds
of
We'll tell you about itanc
advertising this season.
isend
you samples.
too—
Salesmen have them,
and we have an office at Ig
Kanter Building, Detroit.
FFALO
NEA
FIELO ASSN OF AOV. NY
Fads and Fashions at the Eastern
Markets.
Have you ever seen a man who
knew he was dressed wrong, that his
clothes did not match and that, as
I heard it expressed, he did not hang
together? There are lots of men
whose taste is deflected to just this
extent. They know they are wrong,
but they cannot tell where the trouble
is. They are really defective in
training in this direction. They may
pay big prices for their clothes, get-
ting the best that is possible; each
suit or each garment may be made by
a high- priced tailor, yet their whole
appearance will not be as good as
some clerk at $10 a week who hap-
pens to have good taste. It is not a
question of good style of each gar-
ment, but it is the good style of the
whole outfit, the fitness of each ar-
ticle to the other and to the wearer.
The coat, for instance, must be of
the right shape. It must comply with
the season’s fashions, but it must al-
so comply with the shape and style
of the wearer, otherwise the whole
effect is lost. Fashion may say that
a tight waist line is the thing, yet a
man of rotund proportions cannot
wear a military waist and an effort to
do so merely results in the ridiculous.
One man can wear a brown derby
and look well in it, yet his friend
would look like a character from a
comic paper. One man can wear tight
trousers when fashion says so, the
other can wear only comparatively
tight trousers.
If men would first consider their
Own necessities and limitations in
style, then the demands of fashion,
we would have more well-dressed
men in this country. Fashions may
be taken in two ways. First, they
apply only to the men of absolutely
normal build to whom every word
may be literature, every decree may
be followed to the letter, but to those
who are tall or short, thin or stout,
then the word fashions must be
taken in a comparative sense. Then
trousers may be worn comparatively
tight or comparatively loose as fash-
ion may say; coats comparatively
long or comparatively short; hats
comparatively high or low’ crowns.
If these simple rules would be ob-
served, it would simplify tthe mat-
ter of dress greatly.
The man who does not know just
where his apparel is wrong follows
the ideas set down for some one else
in part. For instance, he may see
some one with a certain style of hat
and it looks well; he straightway
buys a hat of that same style and
same proportions for himself; he sees
a suit of a certain style and shape on
another person, likes it and gets one
similar; next he takes a fancy to a
necktie in a window and buys that.
Perhaps not one of these articles is
adapted to his own personality or
build and the result is naturally in-
harmonious. He has paid _ high
prices and got the best. The same
style certainly looks well on So-and-
so, and on So-and-so and he can not
get it through his head why he does
not look just as well as the other
man. He makes up his mind, per-
can not see himself as others see
him, and that to others he looks a
comparatively well-dressed man, be-
cause he has taken the best styles
from different people. Whereas to
others he looks very poorly dressed
and they say, “He spends enough
for his clothes, but he is one of those
on whom nothing will look well.”
There are many freak fashions
shown by some and they will doubt-
less attain a certain amount of suc-
cess in some sections, but the best
dressed man to-day will be the one
of quiet taste and conservative styles.
Among the freaks we mention the
Norfolk jacket with plaits in front
and back and instead of coming to
the top of the shoulder or ending at
the yoke, take a curve outward at
top way up to the shooulder seam.
Then, of course, there are many who
will show the extremely tight fit-
ting waist.
The three-button single breasted
sack suit will continue its popularity
this season and is one of the best
styles for men who wish a more than
usual snap in their business or gen-
eral wear clothes. The lapels are
rather small and the collar moder-
ately narrow. The front of the coat
is cut away rather sharply and the
length is moderate. The shaping
of the coat generally follows’ the
natural outlines of the figure, al-
though it is not by any means a tight
coat, but what might be called form-
shaped. One of the features this sea-
son will be the small vent at the
bottom of the back seam.
This style is a favorite with many
men who want to dress a little out
of the ordinary. These coats have
the diagonal breast pocket. The la-
pels are of moderate length and
slightly curved. The fabrics from
which these suits are made are
mostly plain or dark quiet patterns
of cheviots, cassimeres and worsteds,
also black and blue serges, thibets
and cheviots. The shonlders are
made full and broad and the chest
deep, giving an athletic appearance
that is much desired by all men.
This style of suit will be the
standard for this season with the
great majority of men. It is simi-
lar in general lines, cut away some-
what in front, with moderate lapels
and collar, diagonal outside breast
pocket, and only very slightly con-
forming to the figure. There is a
neat range of fabrics used in this
style, including black and blue serges,
undressed worsteds, cheviots, thi-
bets and the entire range of fancy
fabrics.
_ Oo
Linens and White Goods Up.
In linens and white goods jobbers
look for a large duplicating demand.
These goods will be bought largely at
an advance of.from 2% to Io per cent.
Unions and cottons are hard hit by the
advances and so are many all-linen
goods in heavyweights. Turkey red
and similar colored cotton damasks are
due to rise in the future, according to
indications, but as yet they are avail-
able at the old prices.
Jobbers are asking for advance deliv-
eries in fall goods in some instances,
owing to the shortage in some lines and
to the fact that they are afraid that
goods owed at low prices may be de-
haps, that it is simply because he
layed in delivery.
MICHIGAN TRADESMAN
!Ove ra iL
LOT 117.
Sizes L155
$300 per Loz.
Sizes 8 tol5
$ 320 perLDoz.
Sizes I 15
8 2, OO per Doe
I=
FACTO ©
WHOLESALE MANUFACTURE. FPS.
GRAND RAPIDS. MICH.
DEAL LoTHING
Artistic Shirts
According to your measurement, are my spe-
cialty. Satisfaction guaranteed or money
refunded. Let me send you samples of latest
}
patterns and my measuring blanks.
POPULAR PRICES. TRY ME.
COLLVER
The Fashionable Shirt. Maker, Lansing, Mich.
18
MICHIGAN TRADESMAN
FAKE ADVERTISING.
When Merchants Should Attack Their
Competitors.
\ subscriber recently sent us some
advertisements that he had inserted
in local papers, and with them was a
letter in which he said in substance:
“I think it about time for the legiti-
mate merchants in this town to be-
gin a campaign i ‘fake’ adver-
tisers. I am go to point my ad-
vertisements w mn this object in view.
Please give me your opinion on th2
subject.”
It is necessary first of all to define
what we mean by “fake” advertising
We suppose that our friend means
advertising hat states delibera ate, wil-
untruths about merchandise—un-
truths so gross that there is little or
no real relation between the facts and
statements made about them.
t is to distinguish this
kind of advertising from that which
narked by exaggeration alone. A
who believes in himself and his
] almost always en-
His enthusiasm
ful
1
the
T
i
necessary
idise is
about it.
ay that to another person whois
in a critical mood may not seem jus-
And it is one of the common-
currences for merchants who
take this critical atti-
tude to ea other.
We have repeatedly known of cases
have done things
in trade have not
hesitated to stigmatize as impossible.
We have heard merchants called liars
by their rivals because they said they
bought goods, turned stock, or did
other things of a like nature in their
operations that to an out-
seemed impossible. Nothing is
to doubt a ital state-
Nothing is easier than todo
this in perfect good faith.
The advertising of a store reflects
the ideas and operations of the mer-
tified.
rivals to
ch
3
merchants
at their
here
rivais
—t
business
4
sider
easier than
ments.
chant. It is very easy for a rival to
find fault with the statements made
in the advertising. It is very easy
for him, if he be a man of blunt state-
ments, to call the statements lies.
There is very good reason for not
stigmatizing statements as lies un-
less one is sure of the facts.
First of all, then, we advise a man
to be very careful before he begins a
campaign against fake advertising.
It is a serious matter to call the com-
mercial honor of anyone in question.
results of unjustifiable statements
are always, in long run, bad for
man making them. To go out
of one’s way hunting for trouble, to
the
facts are not clear, to attempt to in-
lict damage in a doubtful case—
these are actions that advertise a man
pestilential fool.
Q
o
as a petty, So many
of us fi
nd it easy to make fools of our-
selves that in common prudence we
must be very careful of our actions.
But
= are swindlers in every
ty who make a practice of
pul ng untruths with the object
of swindling the public. It is almost
impossible to take up a daily news-
paper in which one cannot find some
advertisement making statements
nil
oO
that are gross and wilful perversions
of the truth.
Many advertisers at-
tempt to justify themselves in these
practices.
The writer was one day looking
over the New York City newspapers,
when he came across the clothing ad-
vertisement of a famous department
that city. A lot of men’s
clothing was advertised, in the height
of the clothing season, at prices rep-
resenting a cut of one third in value.
It was stated that the goods were
regular fifteen dollar values according
to the standard of any department
store in the city, and that they could
be bought for nine dollars and some-
thing odd, during the sale. The cir-
cumstances impressed the reader as
so peculiar that he put on his hat and
went down to the store. Going in he
found a crowd of people eagerly pur-
chasing from the tables piled high
store in
t
with clothing. The buyer of cloth-
ing was standing by watching the
ah =ss. Beside him was a pile of
i the siete advertised that morning.
The caller picked up the sleeve of
a suit, glanced at the fabric, noted the
lining and finish, and then turned to
the buyer with a questioning look.
The regular value of the much adver-
tised goods was just about the price
asked for them. They were poorly
made, cheap garments that neither
in quality or seasonableness justified
the claims made for them in the ad-
vertisement. “Why do you _ adver-
tise these goods as being worth fif-
teen dolars?” The buyer laughed
“Oh, well, you know, it’s the custom
oi the trade. Our competitors do it.
People get their money’s worth and
have no right to complain. Ifwe
didn’t do it, we would have to go out
of business. We could not compete
with others on the street. Anyway,
sensible people don’t expect to get
fifteen dollar goods for nine dollars.
Fools may, but it’s their own lookout
if they get caught.” Nothing was said
further, because his statement cov-
ered the case.
If a man is satisfied with this form
of reasoning, well and good. Butit
betrays a degree of mental and moral
perception that might be expected in
a Hottentot, but hardiy in a white
man.
However, it is a fact that it is
profitable for a time to do business by
such methods. If a man is a rascal
and sets out to bunco the public, he
can often realize a heavy return on
his investment by operating boldly
and quickly. The advertising of such
a man wiil have “liar” written all over
it. “Get-rich-quick” schemes are
worked in clothing as well as mining
stocks.
We believe that it is the general
experience of advertisers that it does
not pay to attempt to enlighten the
community on the shortcomings of
competitors. People prefer to learn
for themselves. They will learn for
themselves. The school of experience
is the only school in which lessons
are listened to attentively. If a com-
petitor makes statements about a mer-
chant and his methods, he must be
very well established in the commun-
ity to escape the suspicion of ulterior
motives. His statements are credited
to anything but the true cause. A
man must be possessed of the pub-
lic confidence in an unusual degree
Perfect Fit
Stylish cut, large assortment, correct price.
Give my goods a trial; they will please you
and please your customers.
M. I. Schloss
Manufacturer of Clothing
143 Jefferson Avenue, Detroit, Mich.
Wm. Alden Smith, Vice-President.
M. C. Huggett, Secretary and Treasurer.
holesaie Clothing
Che William Zonnor Zo.
28 and 30 S. Tonia St., Grand Rapids, Mich.
William Connor, President.
PODDOOQGBOHOOHOS
We show everything that is made in Ready-to-Wear Clothing from the smallest
child to the largest and heaviest man; also union made suits. Men’s suits, beginning at
$3.25 and run up to $25.00. Pants of ev ery kind, $2.00 per dozen pairand up. Serge suits;
al
to 6 p. m., except
j goods. White and fancy vests in abundance
paca and linen
Mail orders receive prompt attention.
Saturdays, then
Open daily from 7:30 a. m.
close at 1 p. m.
Cheap as Dirt, Almost
50,000
DUPLICATE ORDER SLIPS
Only 25 Cents per Thousand
Half original, half duplicate, or all original as desired.
Larger quantities proportionately cheaper.
THE SIMPLE ACCOUNT FILE Co.
500 Whittlesey St., Fremont, Ohio
and cut down your expenses. One lamp will make a
25-foot room BRIGHT AS DAY.
of a 100 Candle Power Light is
Less than one-half a cent a day.
One guart gasoline will go farther than
The average expense
9 quarts of ker-
osene; give more light than 8 or 10 ordinary lamps.
Better than gas orelectric light at & the cost.
can use them.
Anyone
Itis the one gasoline lamp that
never fails to give satisfaction or to do as rep-
Every lamp guaranteed.
100,000 sold during the last five years.
resented. Over
Don’t
be persuaded to try imitations—they are risky
and expensive in the end.
with the BRILLIANT.
Everybody pleased ff
Write for catalogue.
BRILLIANT GAS LAMP CO.
Halo 500 Candle Power. 42 State St., CHICAGO.
100 Candle Power.
MICHIGAN TRADESMAN
if he hopes to attack the methods ofa
rival without suffering. Nothing is
easier than for a scamp to assume the
air of a martyr and attract popular
sympathy.
We think that it is only in cases of
the most palpable and glaring fraud
that merchants should devote their
advertisements to attacks on competi-
tors. It is far better to get local leg-
islation that will bar traveling
swindlers from a town than to attack
their stocks. Prevention is better
than attempts at a cure when an evil
has found lodgment. Co-operation
among all the merchants of a town
is the only remedy for raids by out-
siders. Bitter experience is the only
sure cure for that portion of the pub-
lic that allows itself to be sheared by
swindlers. People do learn after a
time, and when a reputation for hon-
esty is established, it is the most
precious and profitable of assets—Ap-
parel Gazette.
a
The Methodist Book Concern.
To the making and the sale of re-
ligious books there seems to be no
end. Every denomination has its
authors and its standard works, the
reading of which it advises and often
urges upon its adherents. Of all the
publishing houses engaged in this
branch of the business, the Methodist
Book Concern is easily the largest.
There is talk now of unifying all the
publishing and printing interests of
that church and the tangible assets
of the corporation amount to over
$3,500,000. In many ways the des-
ignation word of that denomination
is significant, since it has method in
all its opertions and has a very ex-
cellent working system. Of all the
Protestant churches, the Methodist
has the fewest vacant pulpits. As a
rule a Methodist church is a very
lively, energetic institution. It is
well organized, with the work par-
celed out and divided among many,
and those to whom it is assigned are
expected to do it. There is a good
system from top to bottom and to
the fact that it aims to do business
on business principles is doubtless
due at least part of its success.
Methodists are not only zealous and
pious, but they are systematically so
and there is always sufficient supervi-
sion to see that nothing is neglected.
In this connection it is interesting
to note that the Methodists very
early realized the value and im-
portance of putting their denomin-
ational books into circulation and se-
curing for them the largest possible
perusal. Among the resolutions
passed by the first American confer-
ence in July, 1773, was one which
made the publication of John Wes-
ley’s books a monopoly. It was in
charge of one Robert Williams. It
was quickly appreciated that the
more of John Wesley’s books there
could be put into the hands of
readers the more Methodists
there would probably be. In 1789
the Philadelphia conference made
Rev. John Dickens book steward.
He was not an especially good busi-
ness man and when he died of yellow
fever in 1798 the Book Concern was
put into the hands of Rev. Ezekiel
Cooper, a man of such shrewd sense
that if he had lived nowadays he
would have been one of the captains
of industry. He put the enterprise
on a firm financial footing. The min-
isters were urged to exert themselves
and were practically made book
agents, with the result naturally to
be expected that the sale and cir-
culation of Methodist literature saw
a large increase. For more than a
hundred years the undertaking has
progressed with wonderful success,
not only as a business proposition,
but in regard to its effect upon the
denomination. The Methodist min-
isters are not in the same relation to
the Book Concern that they used to
be, still all good Methodists have an
interest in its success. It was a
very wise move made early and fol-
lowed up energetically.
Vigorous Condemnation of the Boy-
cott by the President.
In his recent speech at Omaha,
President Roosevelt commended the
closing portions of the Anthracite
Coal-Strike Commission’s _ report,
which were as follows:
What is popularly known as_ the
boycott (a word of evil omen and un-
happy origin) is a form of coercion
by which a combination of many per-
sons seek to work their will upon a
single person, or upon a few persons,
by compelling others to abstain from
social or beneficial intercourse with
such person or persons.
Carried to the extent sometimes
practiced, in aid of a strike—and as
Was in some instances practiced in
connection with the late anthracite
strike— it is a cruel weapon of ag-
gression, and its use immoral and an-
ti-social, and the concerted attempt
to accomplish it is a conspiracy at
common law, and merits and should
receive the punishment due to such
a crime.
It was attempted to defend the
boycott by calling the contest be-
tween employers and employes a war
between capital and labor, and pur-
suing the analogies of the word to
justify thereby the cruelty and ille-
gality of conduct on the part of
those conducting a strike. The anal-
ogy is not apt, and the argument
founded upon it is fallacious. There
is only one war-making power rec-
organized by our institution, and that
is the Government of the United
States and of the states in subordina-
tion thereto when repelling invasion
or suppressing domestic violence.
War between citizens is not to be tol-
erated and can not in the proper
sense exist. If attempted it is unlaw-
ful and is to be put down by the
sovereign power of the state and na-
tion.
The practices, which are condemn-
ing, would be outside the pale of
civilized war. In civilized warfare
women and children and the defense-
less are safe from attack, and a
code of honor controls the parties to
such warfare which cries out against
the boycott we have in view. Cruel
and cowardly are terms not too se-
vere by which to characterize it.
———__. +>
If you do not know how to conduct
your business affairs just mention the
fact to your neighbors, They know all
about it.
PLASTICON
The unrivaled Hard Mortar Plaster.
to spread and adamantine in its nature.
Easy
BUG FINISH
The old reliable Potato Bug Exterminator.
Beware of fake products under similar
names. Write for circular and prices.
MICHIGAN GYPSUM COMPANY
Grand Rapids, [lich.
ile Housecleaning
pT SUR E's fed ee
The spring house, store and office
building cleaning season is now with
us, and all retailers will find a good de-
mand for Brunswick’s Easybright.
This is a combination cleaner that will
clean all varnished and painted wood-
work and metals, as well as cloth fab-
rics, carpets, rugs, lace curtains, etc.
It is 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
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 A
58 W
case, if passed out toac-
EST CONGRESS ST. DETROIT. MICH.
quaintances, will make
customers and friends.
For sale by all jobbers.
SOLD ONLY BY
JUDSON GROCER COMPANY
GRAND RAPIDS, MICH.
Ce Te
ee ee
20
Shoes and Rubbers
People Like to Trade
Store.
Of course, there are some folks
who would drop into a coal hole if
it were left open, but the majority
like to the
They prefer trad-
ing at a place where they can get
what they want and be treated cour-
teously.
trade at a store where
business is done.
The writer was in a country town
at one time and wanting to buy an
ax handle was
obliged to go to a
drug store for it, but if a man wants
a pair of box-calf bals with broad
toes and double soles and the near-
est you can show him is a narrow
toe with a single sole you are not
going to hold his trade very long.
You must keep the that
the people want, so that they can
come to your store with confidence,
feeling that they can procure the ar-
ticle they desire. We do not think
it wise to carry many dozen of pink
satin slippers, but it is the staples,
the every-day wants of your custom-
er that should be provided for. Do
not ever run short of shoe laces. A
great many stores have this fault.
1ey sell a pair or two of shoes to
a party and being asked for an ex-
tra pair of laces, find they are all]
out of them. Of course, it might be
explained to the customer that you
just happened to be out of laces and
that the next time he is passing he
should drop in and Stagger Cec.
do not like this idea. They
are not going to come into your store
and ask for a pair of laces. They
get the idea at once that you do not
want to give them an extra pair. A
good many articles have been writ-
ten about the impropriety of giving
laces away and how to avoid it, but
it has been the custom so long and
especially in the smaller cities that
it is hard to get around it.
The best way we know of in case
you are not disposed to give them
away is to tell your customers that
you put in laces with each pair of
shoes, but for five cents you can sup-
ply a good, linen lace that will wear
and keep its color.
In this way you can sell a good
many pairs of extra laces and at a
good profit. I was talking to a man
down the State a short while ago
who had recently put in a stock of
men’s hosiery. He said so many men
asked him for a pair of socks to try
on the shoes with that he kept a lot
of five cent socks and at the end of
the year the cost was quite an item.
He bought a nice lot of good socks
that he could afford to sell at fifteen
cents and make a small profit. After
that when asked for a Pair for noth-
ing he showed them what he us-
ually gave away, also the better ones
at fifteen cents. In this way he made
a small profit instead of a loss, and
the people seemed perfectly satisfied.
Keep up your stock of regular
goods, such as a box-calf bal for men,
a good school shoe for girls and
boys, and several style of lace shoes
for women, and the people will keep
coming. Where they see others go-
ing they will also go.
Keep your windows
Staples
ae
I
tomers
neat and
MICHIGAN TRADESMAN
clean. Change the trim often, the|
oftener the better. See that your|
store is tidy and the moment a cus-|
tomer enters the door have some one |
to greet him. |
Make visitors feel at home.
not wait for your trade to grow
larger before putting in a new win-|
or show case.
Keep in front of your business and
push it along. Go to town once in
a while and see what the other mer-
chants are doing. One day in a large
city will teach you pointers you never |
heard of before. See how they do}
business, and make a few notes.
Then go home and figure out how
you can do the same or better.
We all know that a merchant with
a capital of $4,000 can not buy goods
as cheaply or pick up stuff to the
same advantage as a firm with a mil-
lion dollars capital can do, but your
neighbors are not all millionaires.
lf you find several dozen pairs of
shoes on your shelves that are dead
ones, advertise them. Put a few in
your windows. Mark them way down
and get rid of them at any old price.
There are always people who will
bny a thing if it is cheap. The values
may be in these goods but perhaps
the style may be a little bit off. Sell
them out and in so doing you will
get many people into your store who
will select other articles on which
there is a profit. The idea is to get
people coming to your store. Make
it headquarters for them when they
Do}
j
|
}
1
dow
need shoes whether for the children |
or the old folks.
habit of coming. “Nothing succeeds
like success,” and when people see
their neighbors flocking to your store
they are going to follow. It looks
to them as if something is doing, and
every time you see a new face in
your store be sure and see to it that
they are served Properly and im-
press upon them the fact that you
carry the best stock in town.
It is not mcessary to bore cus
tomers. Talk to them in a nice busi-
ness way.
Old trade is all right, but unless you
are one man out of a million some of
it is going to drop off from time to
time. People die or move away.
Treat the old customers just as
pleasantly as you do the new, but
keep reaching out for more. The
more customers you have the better
chance you will certainly have to
sell shoes, and the more shoes you
sell the more money you ought to
make, as most of us are not in busi-
ness for our health.—Shoe Retailer.
Get them in the
Needs of Femininity.
“Yes, ladies,” announced the physi-
cal culturist, “you will be surprised at
the miracles my system can work.
It can increase your shoulder meas-
urement several inches, add to your
Stature and grace, give you—”
“But,” interrupts a fair pupil, “our
dressmakers can do all that for usin
no time. What we want to know is
how to get a twenty-three-inch waist
into a sixteen-inch bodice and aNo.
5 foot into a No. 2 shoe without tak-
ing chloroform.”
———_s>1>___. ___.
A good many men are like cheap
theatrical bilis: A very little money
bates
GRAND RAPIDS
os
73
it, Will Pay You
po
to see our fall line. Our salesmen will
call soon. Besides the strong features of
our own make they will show you sam-
ples of shoes in all grades we are having
made for us. Their style, price and wear
value will help your trade.
%
Rindge, Kalmbach, Logie & Co., Ltd.
Grand Rapids, Michigan
Causes them to be stuck up,
ss
Ques
COMFORT SHOES
Embrace every feature that goes to make
Style, comfort and durability.
Our gored shoes run just a little r
ahead of anything made by our competitors. The goring used
in the production of these shoes is the very best made and will
retain its strength until the shoe is worn out, All Styles and
Dealers who handle Mayer's Shoes have the advantage
of handling a product that is backed by a liberal advertising ap-
propriation. For prices aud particulars address
grades,
F. MAYER BOOT @ SHOE Co.,
MILWAUKEE, WIS.
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 combin
“Our Special” black top
dozen, $19. Send for a
ations and Lumberman’s Socks is complete.
Felt Boots with duck rubber overs, per
Sample case of these before they are gone.
Waldron, Alderton & Melze,
Saginaw, Mich.
Too Much Attention Can Not Be
Given to Findings.
There is no doubt but that the
average shoeman neglects the find-
ings end of his business, yet a com-
plete stock of findings is just as nec-
essary to a shoe stock as a line of
furnishings is to a clothing store,
and there is no more reason or ex-
cuse why they should be given away
than there is for giving away collar
buttons, neckties, handkerchiefs or
collars. What would you think if
you went into a clothing store where
men’s furnishings were kept with the
intention of buying a few collar but-
tons, handkerchiefs or neckties and
the same were handed to you gratis?
Can you think of any reason why
you should not be charged for
them? No, of course you can not,
Mr. Shoeman. Do customers ever
ask you to give them shoes gratis?
Now, you are obliged to pay for
your findings just the same as you
do for your shoes, consequently why
should one be given away any more
than the other? The manufacturer
does not send you extra laces with
the shoes, does he? Why don’t you
ask him to send you extra laces?
Because you know there is no reason
in the world why he should. The
same applies to you who give laces
or anything else away. They cost
cash, just the same as your shoe
stock; consequently they should
bring cash in return.
Of course it is considered good
business policy to act with a degree
of liberality with your patrons, but
to give gratis to all who ask for
them is not good business judgment.
If you intend to make the findings
end a feature of your business ar-
range these accessories in an_ at-
tractive way in the most conspicuous
place in your store or department,
and a little diplomacy on the part of
the clerk will overcome any diffi-
culty that may be encountered in
their sale, and at the same. time
make a living out of them.
The best plan to increase trade is
to get people coming after little
things, then they will buy more in-
portant ones at the same place.
A good many dealers imagine that
by giving away shoe _ accessories
they can get trade started, but it
is not so, simply because they do
not feel the need of them. Make
people want some articles in the
findings line and they will come after
it and gladly pay for same. Take
laces to demonstrate this theory;
for the past season dealers have
added largely to the income of their
findings department by encouraging
the sale of shoe laces for fancy work.
Where some dealers originally solda
gross they now sell eight and ten
gross in the same length of time, and
in order to encourage this in every
possible way, laces are made in a va-
riety of colors and of extra length.
These laces have been made up into
neckties, shopping bags, hatbands and
various other things.
Still another scheme to increase
your findings sales is to advise the
use of shoe trees. Few people realize
the utility of shoe trees. That their
use retains the original shape of the
MICHIGAN TRADESMAN ai
shoe and precludes creases and con-
sequent cracking of the leather is a
positive certainty. There is no doubt
that were the clerk to make it a point
to offer a pair of shoe trees with every
pair of shoes he sells there would be
hundreds of pairs sbld in place of the
few that are sold at the present time.
If you fail to interest the first person
do not get discouraged, but try it
on the next person. People will re-
member to get shoes and other im-
portant things, but articles in the
findings line are more apt to be for-
gotten, hence the way to sell them
is to call customers’ attention by
displaying and talking them up. Ex-
plain the good points of whatever
article you may be talking about, and
you will find that it will be but a
matter of a short time before your
findings department will be on a pay-
ing basis—Shoe Retailer.
——> 2.
Footwear of the Common People in
Holland.
Frank Carpenter, who has been
“globe-trotting” to more purpose
than many of the ramblers who cut
great circles on the map, and who
sees things as he goes along, recent-
ly wrote from Holland and Belgium,
telling of the footwear of the com-
mon people in the Netherlands.
He says: “There is no doubt that
a good cheap American shoe will sell
here. The better classes will buy it,
and if cheap enough it might com-
mand some trade among the miners.
Still, no leather shoe can compare in
price with the wooden clog which the
most of the poorer people wear.
During my walk in the country I
bought a pair of shoes for Io cents.
They were clogs large enough to fit
a 10-year-old boy, and I have seen
hundreds of boys wearing similar
shoes. I priced a pair of man’s clogs
which had padded leather insteps.
“They were offered for 32 cents
and I tried them on. They were
not uncomfortable, and I bought
them. Indeed, clogs are not bad to
wear, after all. They are much
lighter than hobnail boots or even
than heavy leather shoes. They are
impervious to water and more dura-
ble than leather. Both men and wo-
men wear them, and save for the clat-
tre they make they do very well. The
children have no trouble in getting
about in them. I see them running
and jumping and climbing trees
with clogs on, and as far as I can see
they succeed quite as well as our
American children shod with leather.
“It must make a difference with the
family expenses of the miner who
makes perhaps from 40 to 50 cents a
day, and who, therefore, cannot af-
ford to pay from 50 cents to a dollar
to have his or his children’s shoes
half soled every few weeks.”
Holland should be a good place
for the dealers who are always de-
manding cheaper shoes. They are
surely cheap enough in the land of
dykes—but how about total sales?
And how much profit would there be
in I0 cent shoes, or even 32 cent
shoes?
Let us consider that it is easier for
a merchant to get a profit out of
goods sold to workingmen who earn
from $1.50 to $3 a day, than out of
goods sold to men who must support
families on from 30 to 60 cents a
day. Consider the Dutch clogs, and
be thankful they are not among new
fall styles for America.
$1.50 $2.25
We have added several new and very desirable shoes to
our line. If you consult your own interests you will see
fhem before placing your orders. Do not try to do busi-
ness without our famous 104 Ladies’ $1.50 shoe; also our
Men’s 615 Patent Colt with seal top, a perfect gem at
$2.25. Sells readily at $3.50.
Walden Shoe Co., Grand Rapids, Mich.
= { (Sy¥9 \ y ;
Duoeiman =
A time for work
And a time for play;
The first of May
Is fishing day.
Therefore prepare ye for the fray,
Buy sporting boots without delay
Of GLOVE BRAND, as you ought to know
To the angler comfort they do bestow.
Price Reduced to $3.46 Net.
HIRTH, KRAUSE & CO.
GRAND RAPIDS, [IICH.
Distributors of Glove Brand Rubbers—*‘The Best Made.’’
Che Eacy Shoe Co.
Caro, 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.
Fine Cut and Plug
THE BEST.
Cadillac Ask for it
MADE BY THE NEW SCOTTEN TOBACCO CO. “Zndenen:
AGAINST THE TRUST. See Quotations in Price Current.
22
the Stock in a Presentable
Condition.
There is no problem in the retail
which should receive
more attention than the proper caring
A manager who will per-
stock to be neglected until
the shelves are filled with dirty, brok-
placed
hanging out from beneath the covers
Keep
shoe business
for stock.
mit his
en cartons, irregularly laces
and an accumulation of dust and dirt
everywhere, makes a very poor im-
pression on people who enter his de-
partment or store. Another import-
ant feature is the inside of the car-
ton, for it is not the outside of the
carton alone that needs attention.
Surely a stock of shoes can not be
too clean, and the ambitious sales-
person can always find work to do
on same. It is the manager’s duty
to impress on his assistants the im-
portance of these things, to keep the
the stock boxes
and to
also have the covers on properly. the
that
there are no broken boxes or covers,
store interior clean,
straightened on the shelves,
labels neatly, and see
pasted
and always to keep them well dusted.
When
should
new goods are received they
be carefully inspected to dis-
damaged or mis-
mated before being placed in
that the entire
cover if they are
every particular.
the writer was looking over a prom-
inent line of oxfords the other day,
which h -n received by a big de-
partment store in the Greater City,
he noticed that the B and C widths}
were finished with a feather edge, |}
1
while the broader widths were made
in mock welts, while still another
house sent in a line of women’s but-
ton boots, part of which were made
with scallop button fly and the re-
mainder nished with or
" is en A
straight fly here is no excuse for
iy manutacturer sending out goods
: .
1 r and the buyer that al-
1 to be placed on the
1 1 6 at n 454 7 ¢
sneives sucn a condition w soon-
er or later regret it
\nother feature that will be of
g assistance, particularly a
} + | % | li } + a |
rush, 1s to have every lace boot and
1 r. 4 searle« + tha an
aced nearly to the and
the lace tucked inside of the shoe or
3 Of course
las
Cou} this
can be don
ifter the goods have been placed in
luring the leisure moments of
constantly tried on an
‘ to become m:
A V artic ] tne be
s} be wa d and
casior res t
ghly cleansed, and where nec-
essary paste or dressing used toim-
ve tl Shoes taken care of
this manner will compare favorab
with your display goods in the win-
looking at them
do not feel that
tl sked to purchase
store
businesslike in-
A
terior is sure to stand high in the
public estimation irst impressions
nearly always the most lasting,
and very often are the means
raluable customers for the
V
{any times people on enter-
stock, |
line is finished}
While |
s| possible.” In
off l
ing will find something out of the or-
dinary which will impress them to
such an extent that they will inci-
dentally mention it to their friends,
thereby gaining other customers for
you. To create such a favorable im-
pression on the people is of the great-
est importance, and can only be ac-
complished by making the store (or
department) as attractive as possi-
ble. i
Keep before your salespeople the
importance of being polite to all,
and do not allow your customers to
enter and go about your department
(or store) looking for someone to
wait upon them. Have clerks ap-
proach prospective customers on en-
tering and make them feel at home
by being obliging, polite and willing
to show goods. The person who is
properly received on entering the
store will buy with much more free-
dom, giving considerable less trouble
force. Make it a
customers leave your
store to always invite them to call
again; no matter whether they buy
or not, give them to understand that
you are there for their accommoda-
~ 28.
to your. sellin
point when
tion, and that you are striving to
the best of your ability to please
them. Shoppers are fastidious as to
their trading places and the impor-
tance of making a first favorable im-
| Pression can not be overestimated.
| We strongly advise that
you watch your stock, and see that
it 1s at all times in a presentable con-
dition and that the interior of your
store is always “spick and span.”
>. —
Written Guarantee With Every Pair.
A placard bearing the above in-
scription was noticed in a window full
leather shoes in a promi-
nent Eastern city the other day.
So it’s getting to be a written guar-
antee! We thought that verbal and
Statements on the wearing
ities of patent leathers had done
ificient mischief, but here is a man
who is
therefore
of patent
. ,
printed
Sul
oa
evidently anxious to display
| his ability as a penman and distribute
lsamples of his business Stationery,
| which in his own hand will state how
| Casy it is to get a new pair of patent
| leather shoes in place of those that
|™ rinkle up a bit after they are worn
ja day or two. Maybe he even goes
|s° far as to volunteer to refund the
purchase price if gently urged to do
Either the statement made on the
display card is a pure fake, wi
intention on the part of the dealer to
out the promise it makes, or
he honestly believes he n
tee patent leathers to sell th
not policy to play at “fooli
the 7 — ~+ h lan a
| the put much ionger on this guar-
tee question. Men and women of
good common sense have come to
| the conclusion that a guarantee ona
atent leather is worthless, and when
ja shoe dealer openly comes out wit
an offer like that quoted above they
immediately say to themselves, “That
shoe dealer is a fakir; he offers to
do something which we know is im-
all this discussion of
the wisdom of “guaranteeing” patent
sathers it should be remembered that
public has had considerable edu-
tne
MICHIGAN TRADESMAN
WHALEBONE
WE GUARANTEE THAT THESE BOOTS
ARE. THE BEST MADE AND
WILL OUTWEAR ANY OTHER BRAND
A NEW LINE
Made of
The Purest of Gum
If you tie to this you surely
will not miss it.
Exclusive Sale Given.
Our Men have
road.
it on the
GEO. H. REEDER
& CO.
Grand Rapids, Mich.
There is Comfort
Mr. Retailer, selling our own make of Shoes.
No trouble, no kick, no complaint
For comfort, sell our shoes.
right.
Shoes are
Herold-Bertsch Shoe Co., Grand Rapids, Mich.
MAKERS OF SHOES
cation on this point—Shoe Retailer
|
PRPAIAE
BUY GOLD SEAL
TROUTING BOOTS
Lightest and Best Made.
Goodyear Rubber Co., Milwaukee, Wis.
W. W. Wallis, Manager
Sweet.
For Generous Nourishment
there’s no Food made
that equals
Nitiobris
The Ready Cockea,
Granular
A Delightful Cereal Surprise
There's Vim, Vigor, Endurance in
every grain of it. Best food for ath-
letes on account of quick assimila-
tion and great ‘‘staying’’ power.
Speedily builds up the weak.
Ready cooked—always crisp and
Buy a package today
and look for
Proprietors’
«e<
DOOKS ed on application.
NUTRO-CRISP
St. Joseph, Mich.
ee OVI
Oe 8
Food
benefit’’ coupon.
d clerks’ premium
FOOD CO., Ltd.,
MICHIGAN TRADESMAN
The Romance of Invention and Its
Tragedies.
When fulminite was invented in
1895, the entire world believed that
modern warfare would be revolution-
ized. This explosive was the in-
vention or discovery of an English
scientist. The German government
offered the discoverer £20,000 for
his invention, which, however, he
patriotically refused until the home
office had a chance to decide on pur-
chase or refusal. Negotiations were
nearly completed for the purchase of
the discovery by the English gov-
ernment when the inventor was
blown up by his own compound, and
although he left some slight clews
upon which scientists have worked,
his process and product have never
been rediscovered.
Back m the forties, an [tahan
priest discovered a method of mak-
ing stained glass in which the colors
exquisite as the work of
the ancient Egyptians, whose secret
has been lost. Abandoning his holy
orders, the priest set to work, but
shortly after took blood poisoning
the chemicals he handled and
died, leaving no trace of the manner
in which his wonderful work was ac-
complished.
Composition billiard balls equal to
ivory were put on the market some
time ago by a Scotch manufacturer.
He had a bonanza on hand and was
making many thousand pounds per
year, when he was mortally wounded
in his laboratory by the breaking of
some machinery used in his work,
and died before he could make any
statement as to the way ir which the
bals were made. The secret has
never come to light.
To turn from Europe to America,
consideration must be given to the
Chicago scientist who produced
some almost perfect samples of col-
or photographs. He_ received so
much encouragement that he sup-
plied himself with a laboratory which
cost $12,000, only to asphyxiate him-
self with a charcoal fire used in the
process, and died leaving no clue to
the manner in which his wonderful
discovery was to be worked.
The inventor of the metal tallium is
another instance of the fatality ac-
companying some lines of inventions.
He was certain that a metal hard as
steel and yet half its weight and price
could be produced by wholly artificial
means, and after five years’ experi-
menting with an electric process he
succeeded. Thousands of tons ofthe
metal were ordered by leading rail-
roads and contractors, but the orders
came too late—the inventor went
crazy over the strain of his long years
of work and was confined in an asy-
lum for two years, when he died a
helpless lunatic. He left absolutely no
material on which to work, so that
his secret could be rediscovered, and
the metal tallium, together with tem-
pered copper and malleable glass,
forms a mysterious trinity of lost
arts, the rediscovery of which would
greatly enrich not only the inventors
but the entire world.
——_—__—~>-4.__—_
Special Delivery Letter Box.
If experiments now being made in
were as
from
who desires to send a_ special de-
livery will be enabled to do so by a
new contrivance. A dime-in-the
slot machine is now being tested and
it ‘s said the trial so far has been sat-
isfactory.
The special delivery letter boxes
will be placed at convenient points on
the street and messengers will col-
lect the letters hourly from 7 a. m.
until noon and from 6 p. m. until 11
p. m. From noon until 6 p. m. the
collections will be made every half
hour.
The sender of the letter will be re-
quired to place only the usual two-
cent stamp on the envelope, but must
drop a dime in the slot to pay for the
special delivery stamp. The box is
equipped with a numbering device.
The compartment into which the coin
is to be dropped will keep them in
order so that if any one deposits a
“dummy” it will not only be detected
and the letter not delivered, but will
give the postal authorities a clew to
the person who attempts to cheat the
box.
The officials of the Postoffice de-
partment believe the use of the boxes
will add to the popularity of the
special delivery service and perhaps
may cause an inroad into the messen-
ger service of the telegraph compan-
ies, whose charges vary, while the
charge of the special delivery service
is uniform.
a >? —-————
The Atlanta Spirit.
What is known as the Atlanta
spirit is spreading. Other cities in
the South have seen what this spirit
has done for Atlanta. In fact, the
readiness at all times and everywhere
which the Atlanta man shows in
talking for his town has practically
made Atlanta what it is to-day—a
live, enterprising, public-spirited,
growing city of about 100,000 people,
some 99,000 of whom learn to ad-
vertise Atlanta as soon as they can
talk. This habit is a potent factor in
the growth and development of a city.
It will do as much for Birmingham
as it has done for Atlanta. Birming-
ham has all the resources for the
making of a great city, except one,
public spirit, which is founded largely
upon a disposition to advertise one’s
city.—Birmingham News.
<> -0.—___
qually Weather.
“I am afraid,” said the commo-
dore’s small son, as he saw his mother
approaching with a frown and a slip-
per, “that those clouds on ma’s face
indicate a spanking breeze.”
Thereupon he scuttled himself.
Sn ck te
When the will is ready the feet are
light.
ANGHOR SUPPLY CO.
AWNINGS, TENTS, COVERS ETC.
EVANSVILLE _IND
Waite ron CATALOGUE
A FEW POINTERS
Showing the benefits the merchant receives
by using the
Kirkwood Short Credit
System of Accounts
It prevents forgotten charges. It makes
disputed accounts impossible. It assists in
making collections. It saves labor in book-
keeping. It systematizes credits. It estab-
lishes confidence between you and your cus-
tomer. One writing does it all. For full
particulars write or call on
A. H. Morrill, Agent
105 Ottawa St., Grand Rapids, Mich.
Manufactured by Cospy WIRTH PRINTING
Co., St. Paul, Minn.
DR. PRICE’S
T ryabita
Is in such popular demand that you take no chances on its sale;
the profit is large—-combine these
Frood
TWO FACTS.
Crisp, delicious flakes of finest wheat cleanly
prepared and infused with celery.
Dr. Price’s Tryabita Food sells on its merits;
besides, it is being extensively advertised.
Washington prove successful the man
Dixon & Lang, Michigan State Agents, Ft. Wayne, Ind.
There Was a Man
in Michigan who was paying $23.00 a month for electric lights
in his store.
We talked with him for a year about putting in aa
F. P. Lighting System
But although we showed him where he could save $18.00 a month
on his lights and pay for his gasoline plant in about 7 monthsit
was not until a year ago that he decided to let us install a system
on 30 days’ trial. He has had the plant (ro lights) just one year now.
oline by the barrel and the rorat cost of his light for the ENTIRE YEAR was $24.00.
he had about five times as much light as he formerly had.
valuable information about this system.
He says he buys his gas-
Besides this
Suppose you write us for a little
Incandescent Light & Stove Co., Cincinnati, Ohio.
P. F. Dixon, Indiana State Agent, Ft. Wayne, Ind.
See SASS SS Se SS RRO aaa
24
MICHIGAN TRADESMAN
Woman’s World
Some of the Symptoms of the Girl
in Love.
A timid young man writes me, say-
ing he is deeply enamored of a beau-
teous maiden, but he is uncertain as
to her intentions and, therefore, he
desires some rule by which he may be
enabled to tell whether a girl is flirt-
ing or means business by her smiles.
In reply, I can only cite him to
the time-honored test for distin-
guishing between toadstools and
mushrooms. Eat them. If they kill
you, they were toadstools. If you
survive, they were mushrooms. Pro-
pose. If the girl accepts you, she
was in earnest. Otherwise, as the
old song has it, she was merely
“fooling thee.”
This is in general. Specifically the
difference between the girl who
in love for keeps and the one who is
only playing at love is so great that
it seems to a woman that the way-
faring man, although blind, should be
able to see it. Nothing on earth but
the colossal vanity of the stronger sex
makes it possible to deceive them on
is
this point, but—and it’s money and
candy and theatre tickets in our
pockets—every man believes in love
at first sight when a woman tells him
that he inspired it. Senile grand-
papas never doubt that they are loved
for themselves alone, and not for their
money. Stupid men, ugly men,
coarse men, never ask themselves
what some exquisitely dainty girl
could see in them to attract her and
inspire a deathless affection, and so
every day we witness the marriage
of Beauty and the Beast, and as long
as the woman has theenergy andthe
tact to play the game the man
never stops to enquire whether it is
genuine love or love for revenue
only.
Thus easily is man hoodwinked be-
cause of his own weakness, but if he
really desires to know if a girl is
flirting with him or not, he may
readily ascertain, for it takes no Sher-
lock Holmes to read the secrets ofa
woman’s heart. The coquette may, in-
deed, counterfeit the symptoms of love
but the girl who is really, genuinely,
in love can not conceal them. Thev
break out all over her like the meas-
It is a kind of monomania that
gradually develops into acute insan-
ity of the grand passion, and that be-
trays itself in a thousand unconscious
ways.
les.
Passing over what may be called
the premonitory symptoms; the chills
and fever and hectic flush stages—
when even the dullest man alive must
be able to tell from a girl’s brighten-
ing look and interested demeanor and
cheerful air at his approach whether
he is agreeable to her or not, prob-
ably the first unequivocal sign that
a woman gives of her awakened per-
sonal interest in a man is her desire
to spend the evening with him at
home in her own parlor irsteaa of
gadding about with him somewhere
This a test that never fails to
show the real metal of which a wo-
man’s smiles are composed. The girl
who is mereciy playing at love is
is
never willing to do this. She de-
mands to be amused as the price of
jollying a fellow along, and the pros-
pect of a quiet evening of his undi-
luted society holds out no charms
Put no faith, brother, in the
goo-goo eyes of the maiden who
smiles her sweetest at you when you
for her.
invite her to go to the theater or a
party. You are merely 2 convenience
and not a necessity to her.
Next symptom is when a girl be-
interest in a man’s
e
gins to betray an int
there is nothing in
past. Ordinarily
the whole category of ills more af-
flicting than to hear a person’s rem-
iniscences about their youth, and
when a woman voluntarily does this;
when she will not only patiently en-
dure a recollections of when
he was a little snub-nosed boy with
warts and green but ask
for more, she is hard hit. Deep down
in the heart of every woman who
loves there an inextinguishable
jealousy of a man’s past—of that
past that did not belong to her, and
same instinct it in-
possible to refrain from pressing on
a sore tooth keeps her always prod-
ding in it, although she generally
stirs up something that hurts her by
doing it. It is, of course, a danger-
ous test and one to be applied with
caution, but if a girl will stand for
a bunch of childhood’s happy memo-
ries, a man is justified in making ar-
rangements for the wedding.
man’s
freckles,
iS
the that makes
The further progress of the malady
shown by a girl’s tendency to
criticise a man’s clothes and the way
he wears his hair. This indicates a
is
tender possessive interest. When
she tells him that he should wear a
different shaped collar or another
color necktie, the astute lover knows
at once that the girl is regarding him
as her own, and furthermore that she
is idealizing him and is trying to fit
him to the Gibson model she has
dreamed of marrying. The flirt cares
nothing for anybody’s looks but her
own. Besides, she does not feel re-
sponsible for a man’s appearance,
anyway, Or hurt when people criti-
cise him. Therefore, if a girl will let
a man wear a decollete collar and a
purple necktie, unrebuked, he is wise
if he transfers his affection, for there
is nothing doing in her way. Col-
lars and neckties show which way the
winds of affection blow.
Another infallible indication of
genuine loveis when a girl begins to
manifest a real heart interest in a
man’s business. It shows she expects
to share in the profits of it. Gener-
ally speaking, girls take but a luke-
warm interest in the state of the gro-
cery trade and the real estate mar-
ket, nor are they unduly impatient to
hear the exciting details of what “I
said to the boss, and the boss said to
me.” All of this, however, is changed
the minute one falls in love. Then
the most absorbing topic in the
whole range of conversation becomes
the price of mackerel or May futures.
The flirtcares nothing for how aman
gets his money. She only wants him
to have it, and the woman who can
listen to a man talk about his busi-
ness without yawning is pretty apt
to have a personal interest in it.
misunderstandings
| customer?
pe »ssible.
Signing
Doesn’t
Necessitate a
Buying. oe.
NATIONALCASH Hh
REGISTER Co. 4+,
Dayton ,OnI0, 4
%,
Ss ,
prices a
tion ast<
should use a National Cz
Register, as per your “ac
MICHIGAN TRADESMAN
eee
: Mail address
“ .
Fill out and return to us the attached coupon.
NATIONAL CASH REGISTER CO.
Dayton, Ohio
“Never Have Any Complaints Along This Line”
We used to have trouble occasionally by persons tellin
certain time they had paid such and suc
would conten
in the mat
over a dispute in this way.
rush of business un
=r the old
ae account when money is paid in, but the ‘‘National”
checks this matter, and now have smooth Sailing,
and never have an
Maryville, Mo.
Prove it to the satisfaction of both yourself
no giving
WOULDN’T IT MEAN LARGER
PROFITS FOR YOU?
Let us tell you how a National Cash
id with them, not knowing whether they were correct
ter or not, and would oc
It is a very easy matterin the
y com}
| Complaints Settled
Suppose Mrs. Jones’ little girl makes a complaint—
Wouldn't you like to prove who waited on the child and that she
was not overcharged—
away hard-earned
Register makes it
y us that ata
Perhaps we
han amount.
casionally lose a customer
way to forget to credit an
this line.
al
one
ng
Arry & RoseBerry,
and Mrs. Jones—no
THIS NATIONAL
TOTAL-ADDER
Lever Operated, Full-Sized Cash-Drawer.
393 other styles from $25 up.
Fully guaranteed second-hand registers
to hold
money
a
Only $85
for sale.
It is at this stage of the develop-
ment of the tender passion that a girl
is apt to have a violent attack of do-
mesticity. It makes her shudder to
think there are women so unnatural
as to prefer a career to a husband,
and she discourses volubly about
home being a woman’s sacred sphere.
She begins to do needlework instead
of read novels, and if she has it very,
very badly, she undertakes to make
her own dresses and to learn how to
cook. This is a serious symptom
and an unfailing tip to a man that he
is It. There’s no playing at being in
love in that. Nothing but affection
that is all-wool and a yard wide and
that won’t shrink in the washing
sends a girl to the kitchen, and when
one tells a man she is learning to
cook, she has hung out a sign that
Barkis is willing, and if he has a
grain of sense in his head he takes
the hint and clinches matters onthe
spot.
Another test is jealousy. In mar-
ried life perfect faith and knowledge
sometimes shut out the green-eyed
monster, but amid the uncertainty
of courtship—never. At such a time
a girl is jealous of a man’s grand-
mother and believes that every mar-
ried woman he knows is a sly cat who
is trying to inveigle him into a flirta-
tion. She is very careful to praise
other women to him. Oh, yes; but
if she can say that Mary Jones has a
lovely complexion without saying,
but she paints, or Sally Smith has a
beautiful figure, thanks to her dress-
maker, watch out. She does not care
for you. Worse. She is trying to un-
load you on some other girl. Jeal-
ousy is not invariably proof positive
of affection, however, for vanity
makes the flirt as anxious to keep
admirers as love does the girl to
hold the man to whom she has given
her heart.
When a girl is genuinely in love,
she begins to call off on the present
question, also, and instead of raptur-
ously receiving all that a man lays at
her feet, she begins to chide him for
his extravagance. A man can get
no better line on the difference be-
tween true love and make-believe
love than this, for the coquette, be-
ing utterly selfish, holds as the first
article of her faith the duty of get-
ting everything out of a man she can.
The girl who is unduly fond of pres-
ents is not in love. She is simply
greedy, and if I were a man I should
never believe that a woman was in
love with me until I saw indications
that she also loved my pocket-book
and was willing to spare it.
The final and most conclusive test
of love, however, is when a girl be-
gins to want to take care of a man.
It is the stirring of that maternal
feeling in a woman’s heart that makes
her feel that no matter how big and
strong and wise a man is, he has not
enough sense to come in out of the
rain and is liable to get lost going
home, even if he only lives around
the corner. It may not be as ro-
mantic for a girl to demand of you at
parting on a wet night, “Will you
change your shoes when you get
home?” as to ask, “Will your soul
never cease to adore me?” but it
means a lot more.
MICHIGAN TRADESMAN
It means all that is best and sweet-
est and most unselfish in a woman’s
nature. It means the love that en-
dures through sickness and health
and keeps the hearthstone swept and
garnished. The flirt knows no love
like that and she has not the art to
simulate it, and so when 2 girl wants
to bundle up your throat because it
is damp out doors or dose you on
her mother’s favorite remedy because
you have a hoarseness, do not grum-
ble. Propose.
It would not, of course, in the space
of one brief article, be possible to
enumerate all the symptoms of the
girl in love, but by these presents
I trust that my perplexed corres-
pondent may be able to diagnose the
case he has in mind and tell whether
the girl is really in love or merely
flirting. Dorothy Dix.
Men of Ability in Demand.
The demand for first-class men in
all walks of life is greater than ever
before, and never were the opportu-
nities “at the top” so numerous or
sO inviting as to-day. By first-class
men we mean not merely brilliant
men, but those who possesss real
ability, united with good judgment,
thoroughness and the faculty of lead-
ership—men of character and pur-
pose. Youth is no longer a bar to
the higher places in the business or
trofessional world. The young man
who, in a subordinate position, dis-
plays ability, zeal and energy rec-
ommends himself for advancement
irrespective of the number of his
years. Those in charge of large in-
terests are constantly on the lookout
for young men of this stamp and,
when found, are ready to put them
into responsible positions of power
and profit. It was announced the
other day that the general manager-
ship of the great Metropolitan Street
Railway system of New York City,
involving the supervision of 460 miles
of road and 14,000 men, had been con-
ferred upon a yonug man of twenty-
eight. In eight years the young man
in question, without “pull,” other than
his own industry and ability, had
gone through the various degrees of
clerk, gripman, motorman, conduc-
tor, inspector, car starter, assistant
superintendent, superintendent, as-
sistant manager and general mana-
ger of one of the most inportant
street railway systems in the world.
Hard work and ability, united with
zeal and thoroughness of knowledge
of his business, formed the equip-
ment for success in this, as in count-
less other cases throughout the coun-
try. Thoroughness is one of the
qualities most essential to advance-
ment. The young man who means
to succeed must take pains to acquire
information of every kind bearing
on his calling, and to retain it when
gained. He must also know how and
when to use it to the best advantage.
It is the lack of thig, quality that
keeps so many men plodding along
in the lower walks of life, with the
constant mortification of seeing their
more progressive and ambitious ju-
niors passing over their heads.—
Metal Worker.
> 2.
The industrious blacksmith is always
blowing about his work,
DON’T
10c Lemon
15c Vanilla
Extracts
are guaranteed ABSOLUTELY PURE, and comply
with the Michigan Pure Food Laws.
_8@-You are authorized to sell Soupers’ Ex-
| TRACTS On such a guarantee at the mauufac-
|turer’s risk. They are also guaranteed bet-
ter than many other brands sold at higher
prices. Manufactured only by
The Royal Remedy & Extract Co.
Dayton, Ohio
N. B. Our new Michigan goods are now ready for
sn delivery; guaranteed absolutely pure, and made in
strict conformity to the Michigan Pure Food Laws. Dealersare authorized
to sell them under our guarantee. Order at once, through your jobber.
NS Bie v(
lo Rae
“Oy
of FLEISCHMANN & CO’S
YELLOW LABEL COMPRESSED
YEAST you sell not only increases
your profits, but also gives com-
plete satisfaction to your patrons.
ene fo
> ay
Fleischmann & Co.,
Detroit Office, 111 W. Larned St.
y Grand Rapids Office, 29 Crescent Ave.
It sells better than it looks.
If you want a Fruit
Jar Rubber that will sell at sight, send me a
sample order. If not satisfactory you may return
them.
W. H. SCHAEFER
771 Spitzer Building, TOLEDO, OHIO
25
26
How to Treat the Traveling Sales-
man.
The traveling salesman, “knight of
the road,” or the “drummer” as he is
irreverently called by persons not
fully appreciating this indispensable
adjunct to the world’s commerce, is
usually found to be of pleasing ad-
dress, neat in appearance, full of gen-
eral information, political, social or
etherwise. He aristeh with the song
of the morning lark, regardless of
his having retired after the evening
lark. He seizeth his grip and hus-
tleth in the interest of his house,
withal taking care of the wants of
his customer. His suggestions are
generally to the point, aptly given
and in the right place. His tongue
is tipped with the latest prices and
best discounts, and he can at once re-
fer you to the manufacturer of that
article for which you have probably
been looking in vain over catalogues
for hours to find.
He can post you on the latest
goods and their merits, and as an ar-
bitrator on a question of right or
wrong it is true that he is the dealer’s
best friend.
A candid minded dealer will not
refuse to give a reputable salesman
the same courtesy and attention that
he would wish to be given his own
clerks by their customers. An
honest dealer will not employ a dis-
honest clerk nor will a jobbing or a
wholesale house employ salesmen to
make misrepresentations and false
statements. Errors may occur, in
fact they are common, yet a care-
ful
made in
will notice that errors
shipping goods ordered
through a salesman are rectified much
quicker and more thoroughly
when the order mailed. Why?
In the first instance the dealer
1ot in the transaction, except as told
the firm by their salesman. In the
second case the order is on file with
the house, stating precisely what to
ship,and if in an after consideration
the dealer should change his mind
on particular item or
have made a mistake in size, quality,
or kind, and not discover it in time
to countermand, there is no happy
medium whom to the
blame.
Does it pay to greet a salesman
in a sour, cross and crabbed manner,
or with a “we-want-none-of-your-
goods” air that is intended to wilt
the man at once? We answer by
asking—how do you treat an over-
bearing customer? Duty compels you
to wait on him, but you have no
choice goods to show, no special
bargains to bring out. You wait on
him in a mechanical sort of a way,
displaying only what is called for
with a suppressed feeling of disgust
for the arrogance shown, hard to
conceal.
It must be remembered that the
salesman is human, with sensibilities
equally as delicate as the dealer’s,
and when misused, if he calls again,
it is from the fact that he is paid a
certain sum by the firm for doing so,
and he does not come with jolly,
free openheartedness so characteristic
of the man who has been shown the
courtesy due a gentleman. How-
ever, too much effusiveness can be
observer
than
is
is
nat
some should
upon rest
MICHIGAN TRADESMAN
as easily displayed as an undue
amount of coldness, and should be
avoided on the part of both buyer
and seller. A free and easy ex-
change of terms in a brief and busi-
ness-like manner is sufficient.
The time to give a salesman atten-
tion should be the first leisure mo-
ment the dealer has to spare. It
is poor policy to keep him waiting
on one pretext or another when you
can as easily give him your time at
once as later. If you are not busy
it cannot affect you, and may be the
means of helping him make an early
train, and save him stopping over
for hours. This may appear too
accommodating, yet the average
salesman would do far more to get
some little item to include in your
order, in accomodation to you, when
in the city.
If you are not in need of goods it
can be politely, yet firmly stated,
and in such a manner as will prevent
“hanging on.” There is a way of
saying “no” by the dealer and a per-
suasive “yes” by the salesman which
oftentimes leads to a sale, and which
has established the idea, in the minds
of some agents, that in order to be a
good traveling man you must “stick”
to your man and not let him bluff you.
This practice,in vogue years ago, at
times would win, but rarely now.
“No” should mean “no,” but it should
not be spoken so quickly unless the
dealer is certain that he has no use
for the goods offered.
If time can possibly be found to do
so, a refusal to look at samples is a
mistake, often followed by serious
regret, especially when it is found
that your competitor has secured the
sale of a bright, new and novel article,
a ready seller. Your customers want
it and you had the first offer of se-
curing its sale. Yet through care-
lessness, a lack of common courtesy,
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., Milwaukee, Wis.
306-308 Broadway.
. Ke :
Patent applied for
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Facts in a
TILK
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WHY?
They Are Scientifically
PERFECT
IA MAMA A466 JAA UA AL AAA UL AA AA 4 bb JU abd
129 Jefferson Avenue 113-115-117 Ontario Street
Detroit, Mich. Toledo, Ohio
PUMA AAA AAA AAA AA AA Ak AAA AAA AAA AAA kk A Ad Ad A A Ad Ad Aa dba
VIPYTP TPN HTT TOP TTP NP NNTP NTT NTT NNT VER HTT tT NPR Er HTT VET NTP NTP Ne NENT NTT Nor ver NTT NTY vPr NPL
UMA AA A a a
IF A CUSTOMER
asks for
HAND SAPOLIO
and you can not supply it, will he
not consider you behind the times ?
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.
Cests the dealer the same as regular SAPOLIO, but should be sold at 19 cents per cake.
or call it what you will, you are now
compelled to search the market, giv-
ing time and money to secure that
which was carried to your door. It
is not always convenient to examine
samples, yet if the dealer has a dis-
position so to do, the times are rare
indeed when he cannot contribute a
few moments from his regular routine
to the profitable work of examining
a line of samples that have at times
been carried hundreds of miles for him
to see.
These samples represent the stock
in trade of thousands of dollars in-
volved, the welfare of hundreds of
families, the best thoughts of the
most skilled artisans in the land, they
are the hope of the jobber, the pride
of the salesman, and life, home and
comfort of the consumer. Manufac-
turers are striving with their best en-
ergies exerted, to excel and furnish
their jobbers with goods of a qual-
ity superior to that yet attained by
their competitors. This necessitates
continual, deep earnest thought, all
of which is lightly carried, yet care-
fully cherished in the little “grip” of
the “drummer.” Need we ask will it
pay to look at samples? There is a
lesson in each one of them, a story of
numerous disappointments crowned
by success in every article, a new
knowledge gained of progressive art |
and mechanism, a firmer belief in the
possibilities of the future and a better
understanding of what the world is
doing in your special line of business.
The dealer’s credit, the important
factor, especially in remote and rural
districts, is to a considerable extent
dependent upon statements furnished
by salesmen. While the several com-
mercial reports are largely used to
determine this matter, yet it is true
that when possible to gain facts
through their own representative,
a jobbing house places greater re-
liance upon his estimate as to the
financial standing of the merchant
than it does in the continued re-
ports of all the agencies. Great
trouble, distress and worry can be
readily forced upon a dealer by
thoughtless or unscrupulous remarks
from the salesman, and it is a matter |
of vast import, especially to the poor
but honest dealer, that his good name
be handled carefully.
Of course there are dealers whose
qanner or method of doing business
is best known to salesmen in gen-
eral, and we must remark they are
not slow at “catching on.” However
the fact that a dealer does not buy
from a salesman is no excuse what-
ever for the latter showing malig-
nancy. This dealer may have some
Particular salesman, with whom it is
to his advantage to deal. He should
treat the matter as one of the
“thistles” in the business, and try to|
secure customers equally as “solid”
for himself.
When to buy. This question is a
matter hard to determine. When in
need of goods, necessity compels buy-
ing at once, but if prices are not
known to be right, the quantity bought
may be regulated to present needs.
We have known dealers to buy goods
in July for September delivery, and
have awakened to the fact that a
good profit had been lost by buying
MICHIGAN TRADESMAN 27
too soon, and again we have known
times when July prices could not be
duplicated in September. While con-
siderable reliance may be placed upon
the representations of an honorable
salesman, as to the probable advance
or decline in prices, yet, generally
speaking, the best results come from
the merchant’s own careful consid-
is necessary for him to buy in quan-
tity it is advisable to ask different
houses for discounts, or best net
prices, upon the receipt of which he
will know how to intelligently handle
the quotations given him by the
salesman. However, better prices
from the house than the salesman
can quote are a rarity. He not only
knows the lowest margin his house
will accept, but is thorougly posted
on the prices of his competitors. As
a rule it is safe to place your order
in his care, and it should be attended
to at a time in advance of actual need
as will admit of some little delay,
without creating the annoyances and
vexations incident to hurried orders
when the trade is on.
L. S. Bonbrake.
—_~>_2—.___
Recent Business Changes Among In-
diana Merchants.
Huntington—J. J. Cappells, cigar
manufacturer, has merged his busi-
|mess into a corporation under the
| Style of the Cappells Cigar Co.
Indianapolis—Chas. G. Traub has
retired from the drug business.
Kit—M. Mortimer has purchased
the general merchandise stock of
Merrill & Crum.
Kokomo—Sunders and Lucas have
sold their grocery stock to J. & E.
Haines.
Leoto—Robt. Shields succeeds F.
M. Hobbs in general trade.
Muncie—Marshbank & White have
purchased the grocery stock of W.
R. Wright.
Pierceton—W. H. Plether, grocer
and meat dealer, has taken a part-
ner under the style of Plether &
Smith.
Rockville—Butler & Co. succeed
McMurtry & Butler in the dry goods
business.
Tipton—The Binkley Buggy Co.
continues the wagonmaking business
of H. Binkley & Son.
Willow—A. W. Hammers has dis-
continued the drug business.
Indianapolis—A receiver has been
appointed in the case of the Ameri-
can Produce Co. dealer in butter,
Terre Haute—The Terre Haute
Glass Manufacturing Co. has fileda
petition in bankruptcy.
Indianapolis—The Maltena Food
Co., manufacturer of cereal foods,
has uttered a real estate mortgage in
the sum of $1,000.
Wolcottville—Minnie M. (Mrs. A.
L.) Jourdan, dealer in general mer-
chandise, has asked to be declared
a bankrupt.
cake nee
Cut Out For Him.
The Student—That fellow has his
work cut out for him.
The College Man—What fellow?
The Student—My tailor.
—— a
spending good time getting good
money spend good money getting a
good time.
Account. Files
DIFFERENT STYLES VARIOUS SIZES
We are the Oldest and Largest Manufacturers.
The Simple Account File Co., 500 Whittlesey Street, Fremont, Ohio
For a Good Seller
and an article that
will give perfect satis-
faction, you should
—_
PLYMOUTH
WHEAT FLAKES.
A pure and wholesome breakfast
food, made of the whole wheat,
rich in phosphates and nitrates.
DELICIOUS AND READY TO BAT.
You will be interested in our new
and novel plan of selling stock.
Write for full particulars and a
sample of our goods.
Plymouth Food Company, Ltd.,
DETROIT, MICH.
tie
wv FO
A lot of people who should bet
Best on Earth
S. BB. and A.
Full Cream Caramels
Made only by
STRAUB BROS. & AMIOTTE
TRAVERSE CITY, MICH.
Shag ee ER ee Me ae ee WE
Sa esas
Pate rene b*
MICHIGAN TRADESMAN
Hardware
Indiscriminate Selling on the Part of
.the Jobber.
I understand the meaning of the
term “jobber” to be the middleman
between the manufacturer and dis-
tributor, and while I do not wish for
a minute to be understood as decry-
ing his position in the commercial
world, as I firmly believe the jobber
is essential to both manufacturer and
retailer, still I will say fearlessly that
he who solicits your trade and sells
you his ware and at the same time
caters to and sells the consumer, still
claiming to do a strictly jobbing bus-
iness, has not as much principle as
the man who gets your money by
gambling or other nefarious methods
of the crook’s profession, and has
neither his own or your best inter-
ests at heart. The ruling passion to
get the almighty dollar is his only ex-
cuse. If the Good Book is correct
when it states that the love of money
is the root of ali evil, I think I might
prophesy in this age of A. C. P.,
which, carried out, means associa-
tion, combination and protection, that
the so-called jobber who pursues this
course may even now see the hand-
writing on the wall. “Thy glory is
departed from thee,” for the man who
is his own best friend soon has few
others.
To illustrate the injury this prac-
tice is doing to the retailer of hard-
ware in the State of Nebraska, let
us consider a few figures. I am
creditably informed that there are
six jobbers of hardware in the State
who claim to do a strictly jobbing
business. There are about two hun-
dred jobbers of other lines who em-
ploy at a fair estimate three thousand
employes. Of this number it is rea-
sonable to assume that each has at
least twenty friends who, from time
to time, are willing to use him as
such. From these figures we find that
there are sixty thousand or upwards
who can and do draw their needs
through their three thousand friends
employed by jobbers outside of hard-
ware jobbers. This part of the tran-
saction hardware jobbers inform us
they cannot obviate or eliminate, as
they consider themselves under obli-
gations to their brother jobbers to
furnish their wants in the regular
channel. Again, there are upward of
two hundred machine shops and fac-
tories which draw more or less of
their supplies from the hardware job-
ber. Again, we have corporations of
various kinds which insist that they
also must draw their supplies from
the hardware jobber. I might include
contractors and individuals, and these
are not all. It is a well-known fact,
and I have data in my possession, as
has our Secretary, to prove that
ranchmen and _ farmers all over the
State are sold their needs indiscrim-
inately. If time would permit I could
pile up figures of trade diverted which
legitimately belongs to the retail
hardware dealer which would appall
the most skeptical.
In these busy and hustling times,
when we all have as much trade as
we can comfortably care for, we do
not perhaps take heed to or notice
that we are losing day by day in
this nefarious practice, and while I
am not a pessimist, I will warrant
the assertion that at a not distant
day a good many of us may be sit-
ting around upon nail kegs whittling
sticks and wondering why we are not
having more trade; but some one will
say, “How can this be remedied?”
“Persistency makes a probability of
a possibility.” It is a well-known
fact that the retail grocers of the
State of Nebraska were laboring un-
der the same difficulty in this direc-
tion as we are to-day, but through
the agency and effect of the Retail
Grocers’ Association they stand to-
day on solid ground and no jobbing
grocer dare sell any goods, not even
to an employe of the house. What
is possible for them to have accom-
plished is possible for us. It is for
us to take a firm stand upon our
rights and if necessary assert them.
If we will stop to consider the po-
sition the jobber holds to-day be-
tween the manufacturer and the re-
tailer, it would seem to me an easy
problem to solve.
The manufacturer can get along
without the jobber, although he is
an essential adjunct; but the manu-
facturer can reach the consumer of
his goods only through the hustling
up-to-date, progressive retail hard-
ware dealer whether or not he knows
end appreciates the fact. A com-
bined effort upon the part of all the
retailers of the United States would
soon bring the manufacturer to a
sense of the position. It would sim-
ply mean that, through our national
Secretary, the manufacturers instruct
the jobbers of the proper meaning
or prerogative of their business; and
I warrant the assertion that, if man-
ufacturers should iustruct the jobbers
of the United States to limit their
sales strictly to the source which le-
gitimately markets their goods, our
troubles in this direction would cease.
The same evils exist to a marked
degree by the manufacturers market-
ing their products direct to the user
or consumer. I have in mind a case
which occurred a few days ago, where
manufacturer in person solicited
our orders on an article of merit and
one which promised quick sales and
good returns, when I discovered by
close questioning that he had sold
largely to the jobbers, also to some
retailers (by the way, at an advanced
price over that to the jobber), as well
as to several machine shops. Now,
in my estimate, be the article ever so
meritorious, it is our duty to turn
him down coldly, which I did.
Another phase of the illegitimate
competition we are up against is the
selling of staple and standard articles
by prominent manufacturers to cat-
alogue and department houses, and
the jobbers themselves might be in-
cluded in this list. It seems a gigan-
tic task to attempt to divert these
standard lines into their proper chan-
nels, namely, the legitimate jobber
and the legitimate retailer; but when
we consider the strength and magni-
tude of our National Retailers’ Hard-
ware Association, piloted by our able
Secretary, M. L. Cory, it seems to me
that the immense mountain is but a
mole-hill after all. Does it not look
"Bements Sons
Jansing Michigan.
Bement
Peerless
Plow
When you sell a Peerless Plow it seems to be a
sale amounting to about fifteen dollars; but consider
that purchaser must come back to your store several
times a year for several years to get new shares, land-
sides, mouldboards, clevises, jointer points and other
parts that must sooner or later wear out. During this
time he will pay you another fifteen dollars, and you
will sell him other goods.
Bemeat Plows
TURN JHE FARTH.
We make it our business to see that our agents
have the exclusive sale of Peerless Plow Repairs.
E Bements Sons
Jansing Michigan.
Att GENUINE BEMENT PEERLESS Repairs
-~?- BEAR THIS LABEL ow,
BEWARE OF IMITATIONS !
Our Legal Rights as Original Manufacturers
will be protected by Law.
reasonable that, should we request
through our National Association
that such concerns as the Stanley
Rule and Level Co., Henry Diston &
Sons and many other manufacturers
of prominent lines should desist from
selling their products except through
a recognized channel of industry,
the handwriting on the wall would
be as plain to them as to our jobbers
who practice indiscriminate selling?
After all, the consumer uses their
product, and it makes no difference
to them whether it reaches him
through legitimate or _ illegitimate
channels, and they would be foolish
not to see which side their bread was
buttered on.
In closing this brief and rambling
paper, I think it well to insist on a
closer friendlier business relationship.
Our interests are identical. We are
not in the business for our health.
We ask nothing but justice and right.
The many hat on your head stores of
the Eastern cities and the greedy
grasping of money by the jobbers
from trade that does not belong to
them are features in our daily busi-
ness which need our earnest thought
and united effort to overcome.
Nathan Roberts.
———> 2.
How Customers Are Made or Driven
Away.
The purpose of publicity—of mak-
ing things known—is to direct the
public to a store, or to an article or
to services that are worth the public
patronage.
This statement, of course, refers
wholly to business that is not con-
cocted for fraudulent ends, but
which is helpful and __ legitimate.
But it is a singular fact that there are
business firms who pay and tolerate
employes whose coarse manners or
sullen replies to questions asked by
patrons who are drawn by advertising
ing drive away the very best cus-
tomers that advertising can produce.
There are very few people who
trade much who do not, now and
then, meet with a gruff clerk, or, per-
haps, a partner in a firm, whose boor-
manners and coarse treatment of
them suppress their custom. The
head of the establishment may not
know at once that what his advertis-
ing had produced for him is nullified
by the customers’ rough reception
at the store; for the abused customer
suddenly retreats, and presents no
complaint. It may be that customers
of a certain kind are annoying, or
even exasperating in their whims and
ways; but they have money and
should be humored to the extreme
end of their inclination. You can
tell them not to hurry in their pur-
chases; to take ample time, to come
again the next day or the next week.
In fact, anything can be said that
assures them that you have not ad-
vertised them into the store to do
them a wrong, or to take their
money without a fair or an attractive
return.
To sell things is an art, and, in
some cases, a stroke of genius as
great in its way as that of the artist
in words or in colors. Let the cus-
tomer get wrathy and abusive if he
will; let him say what his temper
prompts, but listen to him just the
ish
MICHIGAN TRADESMAN
same. The business the advertising
seller has in hand is to sell—not to
quarrel, and to remember that a
soft answer turneth away wrath.
The most highly organized busi-
nesses, such as the banks and in-
surance companies, are almost al-
ways notable examples of the exer-
cise of politeness in business affairs.
An employe in one of these institu-
tions whose politeness and urbanity
were in any way at fault would soon
receive a polite hint that his ser-
vices were not much longer desired;
sO necessary is it that the patrons of
these institutions shall be assured of
pleasant experiences in visiting
them.
Almost any one who has lived to
maturity can point out or remember
country or city stores where the
merchant and his clerks were models
of politeness. People patronized
them because it was a pleasure as
well as a necessity. They were sure
of having every possible attention—
of having special favors even—and
of having any purchase that they
made—which was not finally satis-
factory—either cancelled or in some
way made right. The truth is that
business of all sorts is made success-
ful largely by the way in which it is
presented.
The nations of the world do their
business with other nations by dip-
lomats. A gruff and rough person-
ality would never be selected to a
ministerial office or to an ambassa-
dorship, nor should he be to a busi-
ness office where he comes in con-
tact with its patrons. A clerk be-
hind the counter may not be able
to initiate large transactions; he
may not have great brain pow-
er; and he may be one of Abraham
Lincoln’s so-called “common folks”
whom the Lord must like, because
he made so many of them, but—
whatever he is—he must possess sa-
voir faire, he must know either by
instinct or instruction that the peo-
has to deal with must be
pleased and must, exemplify the fact
(whether he realizes it or not) that
politeness is a very important busi-
ness asset.—Printers’ Ink.
a
The Dahlia Revival.
The revival of interest in the dah-
li is one of the most remarkable
features of modern floriculture. This
revival is not a “warmed-over enthu-
siasm,” but a brand new movement
aroused by the introduction of the
“cactus” dahlia and other new forms
that have lately been developed. The
“dahlia craze” of the middle of the
last century was caused by the per-
fection of the “show” type—-the for-
mal globular flower. A new era be-
gan with the discovery of the “cac-
tus” type. With the crossing of the
show and cactus dahlias and the re-
action against excessive formality in
all kinds of flowers have come a host
of new forms, which, for want of a
better name, are called “decorative
dahlias,” and their possibilities of de-
velopment are greater than anything
that has hitherto been imagined.
—->
All the comforts of a home and all
the conveniences of a hotel are never to
be found under the same roof,
ple he
29
“Sure Catch” Minnow Trap
Length, 19% inches. Diameter, 9's 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.
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.
CLARK-RUTKA-WEAVER CO., Wholesale Agents for Western Michigan
The Favorite Churn
Weare
Exclusive Agents
for
Western
Michigan
and are now enter-
BES Ba
ing orders for
Spring
shipment.
Stree eee oe
Foster, Stevens & Co.
Grand Rapids, Michigan
H. M. REYNOLDS ROOFING CO.
Grand Rapids, Michigan
MANUFACTURERS
Ready Gravel Roofing, Two and Three Ply Tarred Felt Roofing,
Roof Paints, Pitch and Tarred Felt.
30
HAS A MISSION.
The Special Province of the Travel-
ing Salesman.
Every once in a while we hear the
remark that there is no use for the
traveling man and that his salary and
expenses are added to the retailers’
cost of the goods purchased. No
shot could be made wider of the mark
than this. The first real commercial
traveler in the country was the
“Wandering Jew,” the man with the
pack upon his back. In the Eastern
States this pilgrim may still be found.
He carries a heavy load of pins, need-
les, thread, buttons, ribbons, shawls,
jewelry and hundreds of other things
necessary to every family. The pack
peddler made his regular thirty day
trips and was looked for as regularly
as the commercial traveler of today.
He was a necessity. Stores were far-
ther apart there than they are here
and the conveniences of the Eastern
people were not so great as we now
enjoy. Comparatively few country
people in the East visited the city or
village more than three or four times
a year and but few of them had any-
thing better than a one-horse lumber
wagon to go to town with. Hence
the pack peddler was a necessity.
The commercial traveler of today
bears the same relation to the retail
merchant that the pack peddler bore
to our parents and grandparents in
the away back East. The retail mer-
chant is in the market every day.The
traveling man calls upon him with
the same regularity as the milkman
rings his bell or the bread man blows
his horn. Under the traveling man’s
system the merchant is kept well
posted upon the changes in the mar-
ket as well as in the latest styles of
goods. A new style of shoe or hat
is put upon the market and the trav-
eling man will be showing it to his
trade within ten days of the time it
makes its appearance in New York
or Boston. Coffee drops a cent a
pound and traveling man at once
notifies his customers and takes their
orders. He is the pulse of the mar-
ket and indicates the changes as
quickiy as the thermometer notes the
changes of temperature. The traveling
man meets his trade periodically and
at regular stated intervals. The re-
tail merchant expects him and has
his want book ready for him when
he arrives. The retail man buys his
goods as he needs them and in such
quantities as his trade demands. In-
stead of an expense to the retail
dealer he is a help. Were it not for
the traveling man the retail dealer
would be obliged to visit the larger
cities at least four times a year and
would need to bear the expense of
railroad fare, hotel bills and other
incidentals. Through the agency of
the traveling man this expense is
avoided. Again the retail merchant’s
credit is established by the traveling
man. The commercial traveler knows
all about his customers and whether
they are entitled to credit. He visits
the trade frequently and notices the
merchants’ conditions and surround-
ings. The retail merchant is able
to run his business with less capital
through the aid of the traveling man
than he could possibly do if he had
to purchase a four months stock at
one time. He does not need so large
a stock and consequently carries a
greater variety of goods. The trav-
eling man has a mission to perform
and right well does she perform it.
Frank Stowell.
—_— -__ ~~» +2.
The Blue Laws of 1794.
The old blue iaws of 1794 have
never been repealed by the State of
Pennsylvania, and the arrest in Phil-
adelphia of a man for kissing his wife
on Sunday suggests the publishing
of some of the rediculous legislation
of former days:
“There shall be no manner of
work performed on the Sabbath day
and there shall be no_ bargaining,
trading or other indulgence in
worldly pursuits during the period
designated as the Sabbath day.
“The Sabbath day shall begin at
sundown Saturday.
“No beast of burden, man servant
or maid servant shall be called upon
to do any manner of labor on the
Sabbath day.
“No husband shall kiss his wife
and no mother shall kiss her child on
the Sabbath or on any day of fasting.
“No person shall undertake a jour-
ney, travel, cook victuals, shave or
otherwise defile the Sabbath day by
other outward conduct.
“No one shall run on the Sabbath
day, or walk in his garden or else-
where, except reverently to and
from his or her place of worship.
“Tt shall be unlawiul for any per-
son to disturb the peace of the Sab-
bath uay by indulging in unworthy
an dworldy conversation on the pub-
lic roads on that day.”
Nm Oe
A Word to Boys.
You are made to be kind, boys, gen-
erous, Magnanimous.
If there is a boy in school who has a
clubfoot, don’t let him know you ever
saw it.
If there is a poor boy with ragged
clothes, don’t talk about rags in his
hearing.
If there is a lame boy, assign him
some part in the game that doesn’t re-
quire running.
If there is a hungry one, give him
part of your dinner.
If there is a dull one, help him learn
his lesson.
If there is a bright one, be not envi-
ous of him; for if one boy is proud of
his talents and another is envious of
them, there are two great wrongs and no
more talent than before.
If a larger or stronger boy has injured
you and is sorry for it, forgive him, All
the school will show by their counten-
ances how much better it is than to
have a great fuss.—Horace Mann.
a ae
A Steel Doll.
A novelty that promises to become a
staple in toyland is the doll made en-
tirely of steel. This innovation is of
American origin and manufacture and
although samples are out the quantity
manufactured the first season will be
limited owing to the difficulty of get-
ting the required steel. The parts of
the doll are fastened together with wire
springs, and the foot is made flat so the
doll can stand alone. The body and
limbs are hollow and the doll is lighter
than the ordinary doll of the same size
as the steel shell is thin. It is also very
durable and the prices are to be no
higher than the imported doll of the
same appearance,
Hecht & Zummach
Manufacturers of
Mixed Paint, Oil and Water Colors,
Putty and White Lead
Jobbers and Importers of
Plate and Window Glass
277-79-81-83 West Water St., Corner Cedar
MILWAUKEE, WIS.
CASH IN YOUR POCKET
BT Re a Ee eS ee ee oe ee
°
THE ALLEN LIGHT,
B
MYL. BY
M.B.ALLEN GAS LIGHT CO,
BATTLE CREEK, MICH.
Will be saved by using the ALLEN LIGHTING PLANT.
Absolutely safe. Just the thing to take camping.
Why not enjoy city life out in the camp?
Patented October, 1902.
alts
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Metal Fountain Syringe
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SENT ON APPROVAL
A handsome, indestructible fixture always ready
for use. No bathroom complete without it. This
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room or bathroom and completely replaces the old
leaky, unsightly rubber fountain syringe; hose
1 be attached or detached in a moment by a
attachment. The tank has large opening,
hold gallon of water and is easily filled. It has
a bar inside for making water antiseptic (destroys
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this metal antiseptic tank. It is an ornament to
any bathroom, lasts a lifetime and costs but little
more than the rubber leaky outfit.
Order now to get an extra antiseptic bar free.
Send for catalogue and special offer. Shipped on
approval, guaranteed satisfactory.
Workman & Co., 92 Pearl St., Grand Rapids, Mich.
BAKERS’
OVENS
All sizes to suit the
needs of any grocer.
Do your own baking
and make the double
profit.
Oven Co.
182 BELDEN AVENUE, CHICAGO
Three years on the market without a fire
Light your cottage and cook your meals.
Responsible agents wanted in every town.
§ ccssdaessenneeiashel aa ue
Hubbard Portable
MICHIGAN TRADESMAN 31
Why the Price Cutter Cannot Last Very
Long.
The cut-rate butcher is usually a man
who knows very little about the busi-
ness. He perhaps drove a delivery
wagon fora few months, and in rush
hours helped his employer grind meat for
hamburger steaks. In some way, this
experience not only gave him the im-
pression that there was ‘‘a lot of money
in the business,’’ but that he was the
one to get it out. Then, having decided
to own his own shop some day, he saved
a few dollars, and hearing of a second-
hand set of fixtures for sale at a bargain
price, he swooped down on the outfit,
carted it away toa little store ona
main thoroughfare, sent in his resigna-
tion, and spent the next few days think-
ing out schemes to set the town on fire.
He didu’t know prime beef from can-
ning stock, and all mutton looked alike
to him. Experience he considered an
unnecessary nuisance! Meat is meat,
he argued, and the boy that sells it
cheapest gets the rocks, because the
sales will be heavy. He got the whole-
sale price on beef and mutton. He fig-
ured up how low he could sell it for and
make money on the deal. He covered
his shop with gaudy signs and his prices
made the other butchers gasp. There
he is. The bargain hunter is attracted,
and not only buys, but tells her neigh-
bor—your customer, perhaps—-how cheap
Mr. Pricecutter, the new butcher, is
selling steak and roasts. Your customer
likely gives the new man a trial. She
does not give him another trial, maybe,
and maybe she does. If the customer
does not mention to you (ber regular
butcher) that it is very queer you can
not sell meat as cueap as the new
butcher does, she is a queer customer,
Try to tell her that the new fellow does
not handle the same grade of meats as
you and she will hint she does not be-
lieve you. There is scarcely any use of
arguing. Sooner or later she will learn
that there are different grades of meat—
that is, if she keeps changing off, giv-
ing you an order one day and Mr. Price-
cutter an order the next day. The gen-
tleman just named will certainly flour-
ish for atime. His shop will be filled
like the mail box of a get-rich-quick
concern, and everyone of the bargain
hunters will be helping to rob the regu-
lar butcher of the trade that belongs to
bim. But what can you do about it?
You can go into the price cutting busi-
ness yourself, but you can not success-
fully compete witb the original It, the
first Mr. Pricecutter! Why? Because
he is dishing out an inferior grade of
meat. You are giving your people good
quality,and you can not afford to change
to the poor grade. If you do, you will
eventually lose what trade you have.
Your reputation has been established on
quality. Do not destroy your bard-
earned reputation in order to give Mr.
Pricecutter a whack. To attempt to de-
feat a price cutter by competing with
bim is the height of folly—folly may
occasionally soar to greater heights, but
not in the meat business. When one
or two butchers in a neighborhood start
in to knock spots out of a cheap Jobn,
the knocking process becomes con-
tagious. Ina short time every butcher
in town is thinking out plans to give
away more than the other fellow. One
gives away a head of cabbage with ten
cents’ worth of corned beef; his neigh-
bor gives a pint of vinegar with the cab-
bage; the next gives a knife and fork
along with the cabbage and vinegar.
Before long the greatest kind of a cut-
rate fight is on and no one makes
money. After a while everyone sees
the error of his way and the red signs
are called in. One might think, as they
say in Washington, ‘‘the incident is
closed.’’ But it is not; at ieast, the
effect of the fight will linger for some
time. Customers will say to you: ‘‘Mr.
Jones, there appears to me to be some-
thing very queer about this meat busi-
ness. A week ago, during the time of
the competition, your prices were
lower, and you surely would not have
sold at a logs, This steak you are ask-
ing 18 cents for you were selling last
week at 12 cents. What accounts for the
difference in price? 1 do not think you
are treating me fairly, and I am one of
your oldest customers, too,’’ There is
a hard question for you to answer to
the customer’s satisfaction. Tell her
that last week you were selling at a loss
in order to hold your trade, and she will
look at you in a way that means, ‘‘ Tell
that to the marines,’’ Your little price-
cutting experience has injured your
reputation; you have lost the confidence
of your customers. How about the orig-
inal Mr. Pricecutter? How has he fared
in the war upon him? He has gained
prominence through it, and the kind of
prominence he desired. All eyes have
been turned toward him. Everyone
knows he was the particular butcher that
every other butcher sought to wipe out
of existence. He has been selling a low
grade of meat, and continues to sell the
same kind. He has landed a victor
against the whole field. His trade is
increased, But even his great success
is fleeting. People soon tire of cheap
meat, and one by one they return to the
o!d butcher, until finally Mr. Pricecutter
sees there is no money even in cheap
meat at the rate he has been selling it
for. By this time he has some knowl-
edge of the business into which he
heedlessly jumped. He either takes
down his cheap signs and handles a bet-
ter grade of meat, or he moves to an-
other town and catches a lot of fresh
victims by his slap-dash tactics. In
either event, the regular butchers are
benefited, and realize that the result
would have been sooner attained had
they not unwisely started a war on him.
The moral of this tale is: Leave Mr.
Pricecutter alone. He can not last very
long, and the less attention you pay to
him the shorter will bis business life in
your locality be.—Butchers’ Advocate.
WE CALL ATTENTION TO OUR
SPLENDID LINE OF
LIGHT AND HEAVY
HARNESS
OUR OWN MAKE
We fully guarantee them.
Also remember our good
values in HORSE COLLARS.
Our line of Lap Dusters, Fly
Nets, Horse Sheets and Cov-
ers is complete. We give
special attention to Mail
Orders.
BROWN & SEHLER
Grand Rapids, Mich.
“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.
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FOR CLEANING BRASS,COPPER,TIN,| Send for free sample.
NICKEL AND STEEL. See column 8 price cur-
REMOVES ALL RUST. rent.
DIRECTIONS:
APPLY WITH SOFT CLOTH,WIPE OFF
Order direct or
through your jobber.
McCollom
Manufacturing Co.
Chamber of Commerce,
Detroit, Mich. 3
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MADE A FORTUNE.
A Man Without Honor in His Own
Community.
I sat in a grocery store up in a
good-sized town in Pennsylvania one
day last week listening idly to a con-
versation that was taking place be-
tween the grocer and a man who had
strolled in.
“Well, all I’ve got to say is,” said
the grocer, as the man went out,
“don’t buy any of Charlie Thorpe’s
houses unless you want to be skin-
ned.”
“T guess you’re about right,” was
the answer, and the man then left.
“Charlie Thorpe seems not to
possess your confidence,” I observed,
more for something to say than be-
cause I was interested in the unre-
liable Charlie.
“He doesn’t possess anybody’s con-
fidence,” said the grocer, “and has-
n’t since tthe first year he was in the
grocery business.”
I pricked up my shell-like ears, for
was here not material ready for my
hand?
“Tell me about it,” I said.
“Oh, there ain’t much to tell,” an-
swered the grocer. “Charlie Thorpe’s
a good-sized real estate operator here
now—puts up these operation houses.
They’re skinned to death, but they
sell cheap, so he has no trouble to
sell them. He is a man about forty-
five, I suppose, and I guess he is
pretty well fixed. He started in busi-
ness in the town here about fifteen
years ago—had a grocery store. See
here.”
MICHIGAN TRADESMAN
He took me to the door, and
| pointed down the street to a little
corner store now occupied by a con-
fectioner and baker.
“That’s where his store was,” he
said.
“I’ve known Charlie Thorpe for
nigh on thirty years,” he went on.
“Him and me was schoolboys together
and he was as honest and square a lit-
tle chap then as ever I seen. Noth-
ing wrong about him in them days.
He worked around town for several
years, at one thing or another, and
finally he got in Jimson’s grocery and
meat market down here as clerk. He
clerked there two years and then he
got hold of a little money and opened
that store for himself.
“Tt didn’t go. I always used to think
that Charlie would get along—he was
so square—but he didn’t. I don’t know
whether his stock wasn’t right, or
what, but he didn’t make a success.
I guess there was too many grocers
already in the place.
“Charlie had been working along
for several months, and I guess do-
ing a perfectly square business, when
he started to sell butterine.
“A slick salesman from one of them
Pittsburg houses came to town and
he lathered Charlie all over about the
profits he could make, and told him
all the other grocers in town were
going to sell it. That was a lie, but
Charlie gave him an order and
started in to sell the stuff. Butter was
high then and he made smashing big
profits, and sold a lot of it, because
he was underselling the rest of us.
There weren’t any pure food inspec-
tors then, so you couldn’t do any-
thing.
“That little taste of big profits
spoiled Charlie completely. He hadn’t
been able to get along by being
straight, and that kind of soured him
on doing the right thing, especially
because he began to make money as
soon as he got crooked.
“You know what a man can do if
he wants to sell bogus stuff in the
grocery business,” continued the gro-
cer. “Well, that’s what Charlie did.
There wasn’t any pure food business
to hinder him, and he simply bought
all the poor stuff he could and started
in to undersell the market. Cheap,
cheap, cheap—that was his main
point. All this time he was selling
butterine, too.
“Well, to make a long story short,
Charlie began to make money and
he kept on making it as long as he
stayed in business; I think that was
about four years. He had a liking
for real estate and he gradually put
his money into it until he was a
pretty big operator. At last he sold
his store and got out of the business
entirely.”
“What became of the store?” I
asked.
“He sold it to a fellow who used to
clerk for him,” he said. “The clerk
never had believed in Charlie’s meth-
ods, and when he got hold of the store
he stopped selling butterine and threw
out all the adulterated goods in the
place.”
“And how did that work?” I
“He failed in ten months,” an-
swered the grocer.
“And Charlie didn’t eh?” I asked.
“No, Charlie didn’t fail,’ he re-
plied; “he’s been in real estate ever
since and he does a contracting busi-
ness, too. He gets plenty of work,
because he works cheap, but nothing
he does is good. He skins every-
thing, because he learned that that
was the way to make money in the
grocery business and he followed out
that idea in the real estate business.”
“What's his general reputation in
the community?” I asked.
“Bad,” was the reply. “Of course,
he has money and that gives him a
certain swing, but he’s looked on by
everybody as shady—a fellow to
watch like a hawk or he'll skin the
eyes off you.”
“Got any family?” I asked.
“A wife and two daughters. They’ve
been trying to get into society here
lately, but they ain’t succeeded. Char-
lie’s reputation sort of keeps them
back—nice girls, too.”
“What do you suppose Charlie
Thorpe is worth?” I asked.
“Oh, I dunno,” he replied, “he ought
to have $100,000, anyhow.”
“All made,” I said, “or the founda-
tion for it laid, out of the profits on
bogus goods?”
“Every dollar, so far as I know.
“T guess he knows it, too,” he went
on after a minute. “Charlie used to
go to church regular, and belong to
the Christian Endeavor, but he drop-
ped out long ago, and I never heard
a fellow that could cuss like he can
now.”
asked.
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MICHIGAN TRADESMAN
33
That’s an instructive case isn’t it?
Here’s a man. who couldn’t succeed
by honesty, but became a howling suc-
cess, financially, as soon as he de-
parted from the straight and narrow
path. Today he’s worth $100,000, and
his family are trying to “get into so-
ciety.” He learned the game of trick-
ery through selling butterine, and by
playing that, in whatever he got into,
he made his entire fortune.
But there is another side to the
picture, my friends. Turn it over and
you see a skin real estate dealer—a
man without honor in his own com-
munity—a “man to watch like a
hawk”—a man whose townsmen warn
each other against him—a man whose
shady reputation thwarts his family’s
ambitions.
Do you think that when Charlie
Thorpe sits down in the twilight and
looks into his own heart, he believes
the game to have been worth the
candle?—Stroller in Grocery World.
Red Shoes.
A fashion writer says that in Paris
the fancy for red shoes and stockings
seems just now to show signs of becom-
ing a vogue, but what Paris may do in
the matter of footgear is by no means
always advisable for us. Witb a black
robe d'interieur red shoes are piquant
and charming no doubt, but out of doors
they look bizarre and bring the feet too
much into prominence. But there are
some of the prettiest shoes in soft shades
of satin and silk designed to wear with
the evening dresses; they are embroid-
ered in silks to match the gowns, and
for these one can have nothing but
praise, Naturally the amount of pa-
tient labor they represent when carried
out by hand makes them a rather ex-
pensive item which would be beyond
the means of many of us,
Must Be Conversant With the Goods He
Sells.
One of the axioms of business is that
the merchant must be conversant with
the goods he sells and at the same time
be conversant with the needs and de-
mands of the people he desires to sell
to, or he can not bring the two elements
together and make a profit for himself,
In the conduct of business, hundreds of
men forget that heing a merchant is
more than merely having a store and
having that store filled with goods. To
a certain extent many articles of mer-
chandise wil! sel] anywhere to any peo-
ple, but when that condition of common
need is met the remaining stock of
merchandise must be fitted to the wants
and demands of the people among whom
it is placed, or it will become dead
stock,
No man with a modicum of business
sense would think of offering a stock of
fur garments to the people of Key West,
or displaying a stock of organdies in
Dawson City, yet both of these articles
are portions of merchandise which bring
immense profits to their sellers in the
proper climates and among those ab’e
to purchase. Following out the same
principles, why should a merchant any-
where attempt to sell to the public gocds
which he will know, if he gives any
thought to the matter are not the arti-
cles which the people want or can _ use?
To put the same thought in another
form, the merchant can not make all
the success he would like out of his
business unless he gives close study to
the needs and tastes of his customers
and makes his stock cater to them. He
must know instead of guessing, or he
will get left more times than he wins.
His knowledge must be the outcome of
judgment formed by close observation,
i
A man knows what he has come to be-
lieve; nothing not believed can really
be known and can not form the basis of
good judgment. The mistakes made in
buying are always the results of guess-
ing, and the costs which come in ob-
taining experience are the prices paid
for false judgment formed without
knowledge,
The farther a merchant gets into
business, the more he feels that it is
something more than keeping track of
the outs and ins of stock and keeping
the store full of stuff to sell. If there is
an occupation on earth which can be
turned into a learned profession, it is
that of selling goods—being a mer-
chant. The merchant is more than the
plain keeper of a store, and he must be
a man of more than the ordinary will-
ingness to handle trade, if he would
rise above those who surround him.
Men who have become great merchants
have made their work as much a study
for a purpose as bave the men who have
become great preachers or great lawyers.
There are numbers of instances of
business failures where young men have
inherited big stores from their fathers
and have attempted to run them on the
idea that it was only a matter of keep-
ing goods in them and raking in the
profits every day. These stores have
either fallen flat, or the young men have
come to a later understanding that their
business must be studied deeply, and
carefully taken care of, or it will not
prosper,
The doctor who drops his reading and
his study when he begins active practice
never succeeds. The days and nights
of ministrations must be bolstered up by
constant learning. The merchant who
thinks be can easily make money by
simply keeping a stock of goods, with-
out also keeping a close watch on the
changing conditions and tastes of his
customers, will later be listed among
the 90 per cent. of failures yearly re-
corded by the commercial agencies.
The tastes of a community to-day are
not the tastes of the same community
yesterday. The plane of demand rises
and falls with the prosperity of com-
munities, and the things sold yesterday
will have an almost incalculable influ-
ence on the things ‘that are to be sold
to-morrow. A reduced income required
curtailed expenditures, but the family
once prosperous will not drop complete-
ly back to the taste of former low
éxpenses in some days.
Constant watching and_ constant
study of all surrounding things can be
made to have as much influence on ob-
taining the profits needed from the
goods as the possession of capital suffi-
cient to keep those goods in stock,
~~» 9.
Steady Cail For Laces.
Activity in laces is not so evident as
it was five or six weeks ago, but there
is a steady demand for the popular
goods for immediate shipment. Manu-
facturers of underwear and neckwear
have been good buyers in the past week.
There is plenty of Cluny lace on the
market and the indications are that this
grade is becoming too common to re-
main in fashion long.
Nottinghams and antique bands, gal-
loons and insertions are also in gcod
supply and allovers in these laces is am-
le.
' Signs point to a demand for colored
effects next fall. The constant call for
colored batiste, chiffon and combina-
tion laces on canvas and coarse net is
an indication that points in the same
direction.
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Water Pitcher
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H. L. China Co. Semi-Vitreous White Ware. Colo-
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Assortment ‘‘C.’’
Gee Pie Vien Ss S “4 $2 46
12 duz. Breakfast Plates, 7 inch.......... 58 6 96
Eo oe, Fruit SACO AM el ||| ee 3 24
12 doz. Hand St. Denis Teas and Saucers 72 8 64
12 doz. H’d Colonial Teas & Saucers, thin 80 9 60
es re EE ea 90 45
Og a 1 62 81
Gee, eee, I. C8 ee... 2 70 1 35
4 dot, DAMerS, FM 1 08 54
i Oe, DOME OM lea, I 62 81
ion ae OM. ce. 90
Raen Sealers FM 1 08
i det) Seabomes Sm. uel 1 62
E aoe. Seat 6 Mt. 2 16
, Gon Some NG 9 60
2 God) Bemws NO) a 72 t 44
Sag, Bows No. 24 ....... en ee go
2 doc. Oyster Bowls, No. 30 .-....-....- 72 I 44
14 aon, Milk Pitchers, No. 36............ go 45
% doz. Medium Pitchers, No. 24 ........ 1 26 63
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1 doz. Wyoming Covered Chambers. .... 4 32
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$53 68
Don’t buy any Crockery until you see this line, as
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Rapids, Michigan
AR an
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34
MICHIGAN TRADESMAN
BOUND TO BUY.
How the People Scent Bargains From
Afar.
A good many years ago when I was
in high school six hours a day because
my folks made me go, and in a shoe
store about six hours, too, because I
wanted to be, these things | am going
to write about happened.
In some way the event, or events,
made a deep impression on my mem-
ory, and | can recall it all just about as
easily as if it had happened last week.
The boss of the shoe store | worked
in was a little man, but just about as
clever as they make them. Everybody
liked him and liked him well, too. He
had a natura! faculty of discovering the
natural weakness of every one’s nature,
and then he knew what to do to make it
pleasant for them—and he did it be-
cause he was so good hearted he liked
to see everybody feeling good.
I do not think he realized it himself—
be was just born that way and did it all
without even thinking.
Well, down the railroad about thirty
miles from Germany, which I shall call
the town that store is in,is another town
of nearly the same size, which I shal!
call Bad Town.
I call the first place Germany because
the right name makes me think of Ger-
many, and | call the other place Bad
Town because the State prison is lo-
cated there.
There was a man in Bad Town who
had a shoe store, and who thought he
was a shoe man, but I believe he was
only a poor imitation,
Must have been the people in Bad
Town thought about the same of him as
I did, for they gave him so much time
to rest he finally decided he wanted to
sell out.
So he offered his business and stock
for sale for about ninety cents on the
dollar, and no one took a second look.
He was not going to let any one beat
him so he bung on awhile, thinking he
would sel! about half the stock out at re-
tail and sacrifice the rest,
But the trade would not buy his
relics. After about a year of that thing
he got desperate and lonesome and he
invited any one to make him an offer.
The word passed around and most of
the real shoe men in that part of the
State went over to see the stock.
My Boss went and took an inventory
of it. The boss figured he could give
about $700 for the stock. The Imitation
Shoeman said it cost him $4,200.
One man had offered $600 for the
stock, but he wanted the cash register
thrown in, so the dea! fell through. The
Bad Town man wanted $10 for the
cash register, which was a wooden box
with a sliding sale sheet and a cash
drawer below. It cost him $15 ten years
before and he told the Boss he could
not possibly take less than $10 for it.
The Boss noticed that and told bim it
was worth $10, The Boss said to him,
‘I don’t know as I can make you an
offer of over $400 on the stock, though,
but I will telephone you after I get
home and think it over.’’
When the Boss got home he tele-
phoned to the man who had offered $600
for the stock. He had a shoe store in
a town between Germany and Bad
Town. Well, the Boss phoned him and
asked him if he really offered $600 and
he said he did,but he did not care if he
did not get it. ‘‘Well,’’ said the Boss,
‘“would you give $400 for it?’’ *‘I don’t
know, I don’t care about it now,’’ said
the other shoe man, ‘‘Then you can
help me get it at a good price,’’ said
the Boss. ‘‘You telephone him and
withdraw your offer of $600, and offer
him $375 or $400.'’ You see, the other
shoe man knew the Boss,and that means
that be liked him. So he phoned to
Bad Town as the Boss asked him to, A
little later the Boss phoned to Bad
Town and says, ‘‘I’ll give you $451.50
for the stock, and $1o for the cash reg-
ister.’’ And say, that Imitation Shoe-
man took it. So the Boss said he would
be down on the 5 o’clock train and
pack it. And the reason that sucker
took that offer was because he got $10
for the cash register. The Boss saw
what no one else saw—that the cash reg-
ister was a tender point with him and
so he offered him $10 for the cash reg-
ister, which made him think the Boss
was all right. You know you’d rather
lose money to a friend than to an
enemy. All the rest of those who looked
at that stock got the man’s enmity by
laughing at his cash register. And the
Boss got his friendship by giving him
what he wanted. So the Boss got the
stock. There is one study in human
nature for you.
Well, the Boss asked me to go along
and help him to pack the stock, and |
was very glad to go, because I wanted
to see the prison. I left school at recess
and we took the 3:45 train.
The Boss had a bill of sale all made
out and he counted out $461.50 and had
the man sign it.
The Boss put it in bis pocket and
just then a lady came in the store. The
former proprietor asked her what she
wanted and she said: ‘‘A pair of shoes.
I beard you had sold out and I thought
I could get them cheap.”’
So the man called the Boss, and the
Boss said he did not care to sell any,
but as an accommodation he would let
her have a pair at about half price.
If you will notice you will see it did
not take the Boss over two seconds to
trim his sails for any new breeze that
Sprang up. The woman gota pair of
old style $3 shoes for $1.50 and went
her way rejoicing out loud,
The man tcld us that he bad been
telling the people around town about
the sale and he guessed they would real-
ize now he meant it when he said he
would sell out. Near as I could judge
be had been telling the people he was
going to sell out for a couple of years
and that he would sell what he could at
retail cheap; but the people thought he
was bluffing and his trade had got
smaller and smaller. So he was gore at
the whole town and he had put in the
day walking around Main street telling
people they would be sorry now that
they did not buy shoes cheap when they
had a chance, because now they could
not, as he bad scid out and the man
would be down to pack up at 5 o'clock.
There is another study in human na-
ture for you.
And say, the way the people took the
news! Evidently,they had not expected
it, and were so surprised they talked a
lot about it. A few of the wise ones
figured out that they would get around
between 5 and 6 and get the Boss to sell
them a pair of shoes cheap.
So between 5 and 6 we had about a
dozen customers, The Boss ‘‘let them
have some shoes at about half price’’
and most of them thanked him,
At 6 o’clock we locked the place and
went to the hotel to supper. 1 was
afraid some one might come along and
want some shoes while we were gone,
so I wanted to stay, but the Boss said,
‘No, if any of them come here to-night
they will wait or else go away and come
back with re-enforcements.’’
Sure enough they did. When we got
back to the store there was a handful of
them waiting to buy shoes at reduced
prices and they had their money ready.
They knew it was their last chance.
The Boss was willing enough to sell
all right He knew what he unloaded
there he could get better prices for
than he could up in Germany and that
Phone 1350
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MICHIGAN TRADESMAN
35
it would make that many less to glut his
home market. He had not counted on
selling anything, though, but if you no-
ticed he fixed up the first customer be-
fore supper so she would go home and
talk about it. It did not take him a
week to see what to do,
Well, the way they jammed into that
store that night wasa caution. I had
never seen them stick so late, and be so
bound to buy, before. You would think
it was the last chance they would ever
have to buy shoes, They came alone
and in couples and in threes and in
families, and they kept coming, The
Imitation Shoeman helped the Boss and
I waited on customers. We needed
help. I did not know there were so
many people in the measly town as
came into that store that night.
Maybe they would have kept coming
until morning. I wish we had tried it
to see. But along toward 12 o’clock the
Boss locked the door and told those in-
side to buy quick and he would let them
out,
When the last one was let out the
Boss walked back to his $10 cash regis-
ter and counted the money we had
taken in. There was almost $200, and
we three had sold it all in about four
hours, at an average of about $1.25 a
pair, which is not far out of the way.
We had sold two pairs every three min-
utes—that is, the three of us together.
You know what that means—swift buy-
ing and swift selling. I think the Boss
sold as much as the other man and my-
self put together. He gave the other
fellow $10 for helping him, more be-
cause he felt sorry for him than because
he had earned that much. Asa mat-
ter of fact, he had earned the $10 in ad-
vertising that one night sale which
otherwise never would have been pulled
off.
When the ex-Imitation Shoeman saw
all that money in the drawer he nearly
fainted. I am not going to try to tell
what he said, for it is not fit for publi-
cation outside of the Police Gazette.
But it seems that was more than he had
taken in any month that year. I do not
wonder he felt sore. There was the
308s carting off shoes that cost him
$1,000—taking out what we sold that
night—and the Boss was getting them
for a net price of about $300,
And there is another study in human
nature. The people in that town spent
more with a stranger in one evening
than they bad spent in the same store
before in a month,
I think we could have sold the whole
outfit there in a week, but the Boss
didn’t want to get into any trouble as a
transient merchant, so the next morning
be went all around town and bought al!
the dry goods boxes he could get and
we went to packing.
When we started that I could see what
had been one trouble in that store. The
way stock was kept was a warning |
have never forgotten. All kinds mixed.
The night before we just grabbed for
the size needed, because people bought
the first thing they saw; but the thought
of having our store in Germany like
that one made me almost tremble.
The drawers were worse than the
shelves. Children’s and infants’ shoes
were piled in there, loose, all unmated
and covered with dust as deep as it
could stick on. Not one drawer, but all
of them were in that condition, although
some had rubbers instead of shoes. I
remember one drawer had a pile of red
top, copper-toed boys’ boots, too.
Way back in the store, in the corner,
was a pile of shoes three feet deep at
the wall, and sloping down to the floor.
These were odd pairs and mismates, too,
From that pile, and from the drawers,
he had long ago stopped trying to sell.
Do you still wonder why he did not sel]
$200 worth in a month?
Well, to ring off. We packed that
morning, thirty-seven big cases,saw the
prison in the afternoon, and got bome
that night. The Boss took in over
$1,000 from the stock, and a big adver-
tisement it was for him, too.—Shoe and
Leather Gazette,
—> 2+.
The Home of the Perfume.
Ninety per cent. of the perfumery
used in the world comes from what is
known as the Department of Sea Alps
in France, the strip of mountainous
country which lies along the Mediter-
ranean east of Marseilles. The soil, the
climate and the sloping hillsides facing
the Southern sun make this a most fa-
vorable location for the cultivation of
flowers, and the annual harvest is about
6,000,000 pounds of roses, 5,000,000
pounds of orange blossoms, 3,000,000
pounds of carnations, 1,000,000 pounds
of violets, 9,000,000 pounds of lilies,
600,000 pounds of tube roses and other
flowers in proportion. These flowers
are mostly raised by peasants, who own
small farms and do their own work.
They sell their crop of flowers to the
agents of Paris perfumery manufactur-
ers, and trainloads are shipped to that
city every night during the season, just
ae milk from the Western farms is
shipped to the creameries.
When there is an abundant harvest
buyers will pay 6 cents a pound for rose
leaves, 7 cents for Orange blossoms, 25
cents for jasmines, 50 cents for violets
and similar rates for other flowers, An
ordinary rose bush wil! furnish about
fifteen pounds of rose leaves during the
year, a single violet plant will produce
about six ounces, and an orange tree
will yield from twenty to thirty pounds
of blossoms during the year. The peas-
ants go about through their gardens
with bags hanging from their waists and
a pair of scissors in their hands clip-
ping off the mature blossoms from the
plants and putting each variety into its
appropriate bag. A _ quick-fingered
woman can gather fifteen or twenty
pounds of roses an hour, but it would
take a full day to gather so many vio-
lets, After the day’s harvest is done the
flowers are dumped upon tables or
benches and the stems are nipped close,
but the leaves that protect the blossoms
are allowed to remain, because otherwise
they wilt quickly, and freshness is de-
sirable.
Each leaf contains only a particle of
oil, and it takes a great many particles
to make an ounce, It requires 32,000
pounds of rose leaves, or 5,000,000 single
blossoms,to make one pound of rose oil,
and 40,000 pounds of violets, or 12,000, -
ooo flowers, to make a pound of the oil;
and one may judge of the enormous
amount of flowers that are gathered an-
nually for this purpose when it is known
that the perfumers of Paris consume
nearly a million pounds of the oil of
flowersevery year. William E, Curtis,
Things We Sell
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,
Rubber and
Seals, Etc.
Send for Catalogue and see what
we offer.
Detroit Rubber Stamp Co.
99 Griswold St.
Get our prices and try
our work when you need
Steel Stamps
Detroit, Mich.
ATTENTION
DEALERS
Now is the time to take ad-
vantage of the demonstra-
tion made at the Pure Food
Show of
CERE KOFA
Better Goods, Larger Pack-
age, More Profit. Over 200
grocers in town handle it.
Ask your jobber for it.
Grand Rapids Cereal Co.
Grand Rapids, Mich.
C. C. Wormer
Machinery Co.
Contracting Engineers and
Machinery Dealers
Complete power 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.
Large Stock of New Machinery
DETROIT, MICHIGAN
Foot of Cass St.
Special Prices
0
Kitchen Cabinets
Ed. Kennicott, Manufacturers
Newaygo, Michigan
Fans For «
Warm Weather
Nothing is more appre-
ciated on a hot day than
a substantial fan. Espe-
cially is this true of coun-
try customers who come
to town without provid-
ing themselves with this
necessary adjunct to com-
fort. We have a large
line of these goods in
fancy shapes and unique
designs, which we _ fur-
nish printed and handled
as follows:
We can fill orders on two hours’ notice, if necessary, but don’t ask us
to fill an order on such short notice if you can avoid it.
Cradesman Company,
Grand Rapids.
ene eates
stein remenenpas
eK
so noire et Mey ae
sare ss neler vicg myers
Seance aie ee
Bes
36
LIES LBENNO GE SE ESE! Ny BI PSE OE EOE
MICHIGAN TRADESMAN
Butter and Eggs —
Arbitrary ‘coenates of Power by This
Government.
We have before taken occasion to
point out that some of the rules and
regulations promulgated by the United
States Department of Agriculture to
govern the handling and sale of reno-
vated or process butter were without
foundation in law, and have expressed
the opinion that they would, to that ex-
tent, be overthrown by the courts should
any prosecutions be brought for their in-
fringement. We referred particularly
to the compulsory use of the brand
‘Renovated Butter,’’ although the law
distinctly provides that the commodity
shall be branded ‘' Renovated Butter’’
r ‘‘ Process Butter.’’
One of the most important of the reg-
ulations issued by the Department of
Agriculture affecting the sale of this
commodity contains the following
clause:
Renovated butter can not be removed
from manufacturers’ packages and made
into prints or any other form and re-
packed in the same package, or any
other, by dealers or any other persons,
anywhere, without violation of the laws
referred to in the first clause of Section
5 of the Act of May 9, 1902, and thereby
made applicable to renovated butter.
It seems evident that any United
States law giving an apparently valid
foundation for this regulation would
trespass upon the sole powers of the
states and thus exceed the jurisdiction
of Congress. But the laws referred to as
having been made applicable to reno-
vated butter provide for the marking
and labeling of certain cattle and _prod-
ucts the subjects of interstate commerce
and can evidently apply to renovated
butter only when that commodity is a
‘“subject of interstate commerce.’’ The
constitutional limitation of Congres-
sional power was evidently considered
when it was provided in Section 5 of the
law of May 9, I902, that ‘‘no process or
renovated butter shall be shipped or
transported from its place of manufacture
into any state or territory or the Dis-
trict of Columbia, or to any foreign
country, until it bas been marked as
provided in this section.’’ Having
been manufactured and branded accord-
ing to law asa ‘‘subject of interstate
commerce’’ and legally acquired by the
citizens of any state, it seems evident
that the United States authorities can
legally follow it no further (when kept
within the borders of the state) except
as the Internal Revenue laws apply to
the cancelation of the tax stamps.
The case differs entirely from that of
oleomargarine because ail dealers in the
latter commodity, wholesalers and re-
tailers, are subject to internal revenue
taxation and the goods are constantly
under federal jurisdiction in the exer-
cise of the taxing power.
The absurdity of the position taken by
the U. S. Department of Agriculture in
regard to renovated or process butter is
apparent in a letter recently sent by
Secretary Wilson to an enquirer who
evidently asked for autbority to repack,
in prints or otherwise, factory packages
of renovated butter. Secretary Wilson’s
letter is printed in the ‘‘ Treasury De-
cisions’’ of April 16. He denies the
right of a dealer to so repack renovated
butter, and advises that the only safe
way for a dealer to handle renovated
butter is to order it from the factory
packed in the form desired, and dispose
of it in original packages only! One
might search the law in vain to find any
reasonable foundation for such a ruling.
The treatment that such rulings are
likely to receive judicially is pretty
clearly indicated by a letter from
Charles H. Brown, United States Attor-
ney for the Western District of New
York. Attorney Brown was requested
by a special agent of the U. S. Depart-
ment of Agriculture to present a Buffaol
firm before the U. S, Grand Jury upon
evidence that they had removed the
contents of duly stamped and marked
packages of renovated butter, repacked
the same in unmarked prints, and sold
them to customers within this State. He
declined to present the case on this
charge for the reasons—fully explained
in the letter referred to—briefly because
there was no evidence that the butter so
repacked was ‘‘to be shipped or trans-
ported from its place of manufacture
into any other state’’ and because, while
the rule of the U. S. Department of Ag-
riculture bad been violated, he was un-
able to find any authority in law for
such a rule.”’
The United States law provides that
this commodity shall be branded ‘‘ Proc-
ess Butter’’ or Renovated Butter’’ when
an article of interstate commerce; any
further restrictions contained in the reg-
ulations of the U. S. Department of Ag-
riculture or any extension of them to
trade within the States would seem to
be unfounded and there is little doubt
that the courts would so decide.
But dealers in renovated or process
butter should bear in mind the require-
ments of the State laws which govern in
their respective territories. In New
York the State law requires branding
both as to the wholesale package and the
retail wrappers and the law is being
strictly enforced by the agents of the
State Department of Agriculture. Bet
the point of importance developed is
that, according to the view so ably ex-
pressed by District Attorney Brown,
renovated butter when legally received
in any state and sold for use and con-
sumption within its borders, is amen-
able solely to the laws of that State, and
that the regulation of the U.S, De-
partment of Agriculture to the contrary
is without legal foundation and in-
valid.—N. Y. Produce Review.
iia Aa La
Where He Failed.
A man complained recently that his
advertising brought no results. He was
a retail hardware dealer in a small
town. In his locality, he said, it had not
been customary for hardware men to ad-
vertise. He wonders why it was that
his advertisements did not bring profits.
Now for the other side. It was learned
that his advertising consisted of placing
a five-inch single column advertisement,
giving little but his name and business
and an assertion that he sold “the best’’
in the weekly paper, on alternate weeks
for three insertions.
The advertisement was not changed
during its life. It appeared so seldom
that the average reader had forgotten it
and it told nothing he did not know.
Such advertising is like advertising the
standard 25-cent grade of coffee ‘‘four
pounds for a dollar.’’
Now for the remedy: Double that
space and take it every week. Never
run one advertisement twice. Every
week select some one or two things that
are real values and tell plainly why
they are good bargains and why they
are desirable. Educate the readers of
the paper to expect your new advertise-
ment and look for it. Try it for three
months, or better, for six, and watch for
results. Much of the trouble witb the
advertising don’t pay’’ men is unintel-
ligent and worthless advertising copy.—
St. Paul Trade.
GGS
We are the largest egg dealers in Western Michigan We havea
reputation for square dealing. We can handle all the eggs you
can ship us at highest market price. We refer you to the Fourth
National Bank of Grand Rapids. Citizens Phone 2654.
S. ORWANT & SON, cranpd RAPIDS, MICH.
Telephone, 1356 Franklin. Established 1865.
L. O. Snedecor & Son
Commission Merchants
Ego Receivers
36 Harrison St., New York
Corner ichinnen St.
We have special trade for small shipments of Fancy Fresh Eggs.
New York National Exchange Bank.
L. O. Snedecor, Jr.
Reference:
L. O. Snedecor
Buying “_—
Every day. Market price paid.
Mittenthal Bros., Grand Rapids, Mich.
106 S. Division Street it. Phone 2224
Branch houses—Chicago, Ill., Kalamazoo, Mich., Battle Creek, Mich.
Established 1884.
PPPPPEPPEEPE PP PEP DS OOPS
GARDEN SEED
All orders filled promptly the day received. Prices as
low as any reputable house in the trade.
ALFRED J. BROWN SEED CoO.
GRAND RAPIDS, MICH.
Wholesale dealers in Eggs, Butter, Honey.
|
©
Egg Cases and Egg Case Fillers
Constantly on hand, a large supply of Egg Cases and Fillers.
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.
REMOVE
We will May 1 move our office to our new brick warehouse on Second avenue, Hil-
ton street, Third avenue and Grand Rapids & Indiana and Pere Marquette Rail-
roads. To reach office quick from Monroe street, take Division street or Grand-
ville avenue cars south to Second avenue.
MOSELEY BROS.
SEEDS, BEANS, POTATOES, FRUIT, GRAND RAPIDS MICHIGAN.
Egas Wanted
Tn any quantity. Weekly quotations and stencils furnished
on application.
¢. D. Crittenden, 98 S. Div. St., Grand Rapids
Wholesale Dealer in Butter, Eggs, Fruits and Produce
Both Phones 1300
Sawed white-
aN entapses nn
MICHIGAN TRADESMAN 37
WHITE BREAD.
Detailed Explanation of Its Chemical Con-
stituents.
The cereals and the products derived
from them form the basis of all human
nutrition; in all climates aud in every
class of society bread of some kind is
the one food in general use, and forms
the nucleus around which almost every
diet is constructed.
The various cereals are of much the
same composition, but wheat flour makes
a much better quality of bread than
flour from any other cereal, because it
possesses a substance, gluten, upon
which its breadmaking qualities de-
pend, and one obtainable from no other
cereal. Oats, maize or rye, for exam-
ple, do not possess gluten, and, there-
fore, do not make good bread.
If wheat flour is made into dough and
this kneaded in a stream of water, the
starch granules are gradually washed
away and a gray rubbery mass is left,
the gum obtained by chewing wheat. It
is this elastic substance that entangles
the gas bubbles, given off by the yeast
organism in breadmaking, so that the
whole mass becomes light and spongy.
White flour is obtained by grinding
the endosperm of the wheat grain, that
is, all of the wheat grain left when the
branny coats and germs are milled out
and thrown away. Whole wheat flour is
white flour plus the inner branny coats,
especially the aleuron layer. Graham
flour consists of the entire grain ground
up.
Wheat bread is more nearly a_ perfect
ration, and will maintain life longer
than any other single food; because its
tissue forming constituents, the proteids
(gluten) and its energy yielding portion,
the carbohydrates (starch), are nearly
in the proportion demanded by the sys-
tem. The human body demands from
the food daily about 100 grams of pro-
tein, 50 grams of fat, and 450 grams
Carbohydrate. In 100 grams of bread
there are 7.8 grams of assimilable pro-
etin, 1.3 grams of fat, and 53.1 grams
carbohydrate, so that to get the neces-
Sary amount cf protein from bread a
man would have to eat about 1, 300 grams
of bread—about 3 pounds—a day. This
would give 35 grams too little fat, and
240 grams too much carbohydrate, but
since fat and carbohydrate are both
energy formers, and to a certain extent
interchangeable, the variations from a
standard diet is not great. We have
instinctively recognized these facts by
eating our bread with butter—a fat—or
taking it with milk, which contains a
large amount of proteid and fat, or eat-
ing it with cheese, which is proteid and
fat.
Brown breads are inferior to white
bread, because they contain much less
available nutriment, weight for weight,
than it does. Text-books and medical
men religiously reiterate the statement,
disproved years ago, that the best part
of the wheat grain is milled out and
thrown away in the bran. There is ab-
solutely no foundation for the wild
claims made by the whole wheat crank.
It is true that whole wheat contains
more protein than white flour, but then,
‘‘we live not by what we eat, but by
what we digest.’ We can eat hay, but
not digest it. The fact is that the pro-
tein in the bran and so-called aleurow
layeris enclosed within cellulose walls;
human beings can not digest cellulose,
and, therefore, the enclosed food is not
availabie tous. I have digested thin
sections of wheat grain with artificial
gastric juice for two days, and have in-
variably found the cell contents to be
unaltered when examined under the
microscope, Similarly investigators
have allowed thin sections to pags
through the alimentary tract with pre-
cisely the same results. It has also been
found, from numerous experiments on
human beings, that there is not as much
food absorbed from whule wheat or gta-
bam flour bread as from white. For in-
stance, a number of people were fed on
bread and milk,and by accurate physio-
logical chemical methods, it was found
that on the average 85 per cent. of the
protein, and 97 per cent. of the carbo-
hydrate of the best white flour is diges-
tible. In whole wheat 80.5 per cent. of
the protein and o4 per cent. of the
carbohydrate are digested; while in
graham bread only 77.6 per cent. of the
protein, and 88% per cent. of the car-
bobydrate are digested.
In one case, for example, a student
aged 23 was fed on hread made from
patent flour and milk, for a space of
two days, gaining two pounds in weight
in that time. He consumed 1.9 pounds
of bread and 4% pounds of milk per
day, digesting 85.6 per cent. of the
protein and 96.7 per cent. of the carbo-
hydrate of the bread. Numerous experi-
ments always yield exactly the same re-
sults.
Obviously, then, anyone who says that
white bread is poor food is simply ig-
norant of the subject in question; ex-
perimental evidence proves that white
bread yields 8 per cent. more nourisb-
ment to the body than graham bread,
which is made from the whole wheat;
not only so, but the branny particles,
by irritating the intestinal walls and
thus promoting peristalsis, hasten other
foods too rapidly through the intestine,
so that complete absorption can not take
place, and considerable loss occurs, Of
course, in certain affections of the ali-
mentary tract this increased peristalsis
is of benefit, and many people take
brown bread for ‘this reason. As with
every other food, eat what agrees witb
you; it is literally a fact that ‘‘what is
one’s meat may be another's poison.’’
The workingman demands, and al-
ways bas demanded, white bread, not
as the great physiologist Bunge imag-
ined, from a perverted instinct, but be-
cause he has found by experience that
be ‘‘can work better on it.’’ Public
opinion always has endorsed the white
loaf, evidently for good reasons; less
than 15 per cent. of the bread made in
the country to-day is brown bread. Sed-
entary people are often benefited by us-
ing brown bread, but the active person
will be yielded more energy from the
white.
A great deal is made of the loss to the
system of the calcium, iron and phos-
phorus salts which are undoubtedly
present in the bran, but no one has as
yet proved that we require abnormal
quantities of these salts, and since they
are present in oatmeal, breakfast foods
and, in fact, almost every vegetable and
animal food we eat, the so-called loss
is immaterial.
George G. Nasmithb.
——> 9 >
Tolstoi’s Boots.
One of the peculiarities of Tolstoi is
that he always wears boots of his own
making, and they are the admiration of
the shoemaker who taught him the trade.
But the latter was certain that the Count
would starve did he endeavor to earn a
living by boot manufacturing, as the
work put into a pair was too excellent
and slow to prove profitable. Some time
ago Count Tolstoi tried to persuade two
of bis disciples, young men of educa-
tion and culture, to turn shoemakers,
but they declined.
MERE’S THE = D-AH
Ship COYNE BROS., 161 So. Water St., Chicago, Ill.
And Coin will come to you. Car Lots Potatoes, Onions, Apples. Beans, ete.
E. S. Alpaugh & Co.
Commission Merchants
16 to 24 Bloomfield St. 17 to 23 Loew Avenue
West Washington Market
New York
Specialties: Poultry, Eggs, Dressed Meats and Provisions.
The receipts of poultry are now running very high. Fancy goods of all
kinds are wanted and bringing good prices. You can make no mistake in
shipping us all the fancy poultry and also fresh laid eggs that you are able
to gather. We can assure you of good prices.
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
Cold Storage and Freezing Rooms
renner
BUTTER
I always want it;
in fact,
[| WANT IT BAD
0.5
At present prices I want the other fellow to have
them.
E. F. DUDLEY, °woesso, micn.
Michigan Maple Sugar Association, Ltd.
Producers of
bigh Grade
Maple Sugar and Syrup
1i9 Monroe St., Grand Rapids, Mich.
Pure Maple Syrup
Pure Maple Sugar
15 and 30 Pails Maple Drops per fb...15¢
50 to 60 drops to pound
30 i Pails astd. Fancy Moulds per ...15¢
20 to 30 moulds to pouns
5 I . al e ; : OER ae)
100 Cases 26 oz. Bars per D.........9%c 1 Gal. Cans, % doz. in Case $s 3
60 tb Cases 26 0z. Bars per Pb. 10¢ ¢ Gal. Cans, 1 doz. in Case
t if fof si } ‘. ‘
100 i Cases 13 oz. Bars per D.........9%¢ \Y% Gal. Cans, 2 doz. in Case
60 t Cases 13 oz. Bars per fb. Cc \% Gal. Cans, 2
Price F. 0. B. Grand Rapids. Terms: 30 days net. 1% off Cash 10 days.
Mail Orders Solicited. Goods Guaranteed.
—
P= et kinematic fb oer dee Rl an tne hh
hye sevice ti an te ape t
38s
MICHIGAN TRADESMAN
The New York Market
Special Features of the Grocery and Prod-
uce Trades.
Special Correspondence.
New York, May 2—Coffee continues to
lose the little strength it had and this
week must have been very discouraging
to holders. Buyers are not showing the
least interest, taking only enough to
keep up assortments. Supplies at pri-
mary points continue large every day
and the outlook is for a long rule of low
prices. From July 1, 1902, to April 29,
1903, there have been received at Rio
and Santos 11,046,000 bags, against
13,943,000 bags at the same time last
year. In store and afloat there are
2,512,108 bags, against 2,341,909 bags
at the same time a year ago. At the
close spot coffee No. 7 is worth in an
invoice way 5'@53sc. Muild coffees,
which have been doing pretty well of
late, have had a bad week, too, and
save for the better grades have sold in
the smallest way possible. The supplies
of good West Indias are not large and
quotations are well sustained, even if
sales are few. Good Cucuta, oc. East
Indias are dull and without change in
rates,
The jobbers for a few days were rather
free purchasers of sugars, but later on
the market fell into a rut and at the
moment sales are simply of an every-
day character. Withdrawals under old
contracts constituted the bulk of the
few transactions and new business has
been almost nil.
Teas are steady. Perhaps the condi-
tion of affairs is all that could be hoped
for, although this is not saying much.
The grocery trade have been taking
rather larger supplies and the outlook is
not discouraging. Prices are practically
without change. Choice to choicest
Formosas, 25@42c: Congous, 22'%4@4oc.
Rice shows a greater degree of strength
than noted last week and some pretty
good sales have been made. Stocks are
light in the better sorts and quotations
are firmly adhered to. Choice to head
Southern, 534 @7c.
Spices are firm, but with a very mod-
erate call. Supplies are moderate and
yet there seems to be enough to meet
current wants. Pepper is more firmly
held than other goods, but there is no
change to chronicle as to quotations.
Singapore black, 12%@12%¢c.
Molasses is firm. There has been a
good call all the week, both from local
dealers and out-of-town trade. Full
rates are asked and obtained and at the
close the situation is in favor of the
seller. Good to prime centrifugal,17@
27c. Syrups are steady, with supply
and demand about equal. Prime to
fancy, 22@28c in round lots.
As canned goods stocks become
cleaned up, the market gains strength
and this week we have a better condi-
tion of affairs than has prevailed for
some time. To be sure, there is still
room for improvement, but it is some-
thing to have even a better feeling and,
as time goes on, the tone will improve.
The weather is not at all favorable for
growing crops in many sections of the
East and this helps the canned goods
trade. Almost all the very cheap lines
of peas have been worked off fand good
goods are being sought for and buyers
* are not inclined to haggle over prices.
Standard Jersey tomatoes remain at 9oc
@$1. The supply of corn is limited
and quotations are very well sustained.
In butter, it has been a varying week
and at the close the situation rather fa-
vors the buyer. Should the cold weather
last, however, matters may take a turn
and prices go up again. At the close
not over 22'4@23c can be safely quoted
for best Western creamery, although if
stock is very fine it might bring a frac-
tion more. Imitation creamery, 17@20c;
fresh factory, 14@15'%4c—latter probably
top; rolls, 13@15c; renovated, 15@18c.
Old cheese is in few hands and the
supply is becoming very light. Quota-
tions remain about unchanged, witn full
cream held at 15c. Exporters have been
doing some business on a basis of about
13c. New stock is coming in rather
more freely and the quality shows im-
provement. The demand for the same
is small, Saloon-keepers are swearing
that they will take no more cheese from
New York State farmers because the
saloon license has been raised 50 per
cent. by what they call the ‘‘hay-seed
legislators.’’ But the farmer can stand
the boycott.
For some time arrivals of eggs were
free and the market firm. This week it
is the other way and, with lesser quan-
tities coming to hand, the market is
easier and it is hard to get over 16c for
fancy Western storage stock, From this
the decline is sudden and fresh gathered
range at about 15c ; dirty stock, 13@13 4c.
The demand for beans is light, but quo-
tations are firmly sustained and the sit-
uation rather favors the holder.
+ 4.
Use of Preservatives in Canadian Butter.
Parties who have recently returned
from England attach considerable im-
portance to the use of preservatives as a
substitute for salt in the manufacture of
butter. Leading importing firms in
London, Liverpool and Manchester,
state that the Canadian export trade in
butter will never attain its proper pro-
portions compared witb other countries,
until our makers adopt the use of pre-
gservatives, not as now done in isolated
cases, but for general use. Shippers of
butter who have returned from their
annual visits to Great Britain state that
in the principal cities and towns, almost
saltless butter was used on the tables of
the hotels; and so mildly salted were
they that preservatives had to be used.
Saltless butter in many instances was
used, and the demand for this class of
goods was increasing in all the princi-
pal centers of England, Scotland and
Wales. An exporter in this city, who
returned home from Great Britain some
time since, stated that the admixture
of preservatives was strongly advocated
by many of the leading importers there.
All prejudice against their use should
be at once removed by the recommen-
dations of the British Parliamentary
Committee made in November, 1901,
and published by us at the time, and
endorsed and recommended by the au-
thorities here. When shippers on this
side and importers on the other side
advise the use of preservatives, the sub-
ject may be considered of sufficient im-
portance in the interest of the trade, tc
command attention, and follow the
methods of other exporting nations in
the use of preservatives. —Montreal
Trade Bulletin.
THE OLDSMOBILE
Is built to run and does it.
$650
Fixed for stormy weather—Top $25 extra.
More Oldsmobiles are being made and sold every
day than any other two makes of autos in the world.
More Oldsmobiles are owned in Grand Rapids
than anv other two makes of autos—steam or gas-
oline. One Oldsmobile sold in Grand Rapids last
year has a record of over 8,000 miles traveled at
less than $20 expense for repairs. If you have not
read the Oldsmobile catalogue we shall be glad to
send you one.
Wealso handle the Winton gasoline touring
car, the Knox waterless gasoline car and a large
line of Waverly electric vehicles. We also havea
few good bargains in secondhand steam and gaso-
line machines. We want a few more good agents,
and if you think of buying an automobile, or know
of any one who is talking of buying, we will be
glad to hear from you.
ADAMS & HART
| 12 West Bridge Street, Grand Rapids, Mich.
a
CROCE OHOHOH CHONOE OH OHOROE CHOROREOTORS OHOHOROROHORS
:
€
=
Cold Storage:
7
Butter, Eggs, Cheese, 5
Dried Fruits, ete. :
a
Now is the time to engage space. °
What are you going to do with that Maple Sugar and Syrup? $
Better ask us about it. 2
Switch connections with all roads entering Toledo. :
The Toledo Cold Storage Co., s
Toledo, Ohie :
ROROHS FOROCEC EOEOCES HEROES SOROHC EO ORO HOCHOROEOCCOHOSCE
14716 Ottawa Street
We buy Potatoes in carlots. What have you to offer for prompt shipment?
WE ARE HEADQUARTERS
for California Navel Oranges and Lemons, Sweet Potatoes, Cranberries,
Nuts, Figs and Dates
Onions, Apples and Potatoes.
The Vinkemulder Company,
Grand Rapids, Michigan
CROHON & CO.
DEALERS IN
HIDES, WOOL, FURS, TALLOW
AND PELTS
26-28 N. MARKET ST., GRAND RAPIDS, MICH.
Highest market prices paid. Give us atrial. Always in the market.
BOTH PHONES
f
j
j
f
j
TANNERS’ SUPPLY CO., LTD.
f
j
'
‘
A ee a ee a a a a ee. wee
DOOOOHOOOOSE
:*°
SHIP YOUR
BUTTER AND ECCS
em
R. HIRT, JR., DETROIT, MICH.
and be sure of getting the Highest Market Price.
We are also in the market for some Red Kidney Beans
SE BBB BB BBB EE BE EG We
Only One Cent,
If invested in a postal card
May Make You Many Dollars
Address one to the
asking for prices on
HEMLOCK BARK
Ten tanneries represented.
Cc. F. YOUNG, MANAGER, GRAND RAPIDS, MICH.
Widdicomb Building
EE BE BE EE EG we Be eo
our Kinds of Goupon Books
are manufactured by us and all sold on the same basis,
irrespective of size, shape or denomination. Free
samples on application.
TRADESMAN COMPANY,
Grand Rapids, Mich.
MICHIGAN TRADESMAN
39
a to ship, He found bimecif again in 2 |The JOHN G. DOAN CO.|ELLIOT 0. GROSVENOR ;
smith Young, the Lansing Hay and Straw | ®t'@™g¢ Country with a large expense Maazel 7 s 4
Jobber. account and no business. He went to Frui ekeagerescerss a i &
- - |Grand Rapids and. k : ruit Packages, Fruit and Produce Advisory Counsel to manufacturers and
Smith Young was born on a farm in . P » knowing that the |1,, cariots or less. All mail orders given prompt| jobbers whose interests are affected by F
West Milton, Saratoga county, N. Y., | 54¥ men of the West were shipping hay attention. Citizens phone 1881. the Food Laws of any state. Corres- i
ily 14, 1866. At the age. of 3 years, in carloads to that city, be decided to| Warehouse, 45 Ferry St. Office, 127 Louis St. | pondence invited. ¢
s parents moved on a farm near Es-|‘¢™ain at that place for the time being, Grand Rapids, Michigan 1232 Majestic Building, Detroit, Mich.
-rance, Schoharie county. He took a and sold bay in a wholesale and retail i
ourse at Eastman's Business College, | ¥#¥ '” Grand Rapids and also shipped F h E Buyers and Shippers of
: Poughkeepsie, graduating after four|‘° otber parts of the State. The next res ges :
onths of study. He then came West spring he returned to Lansing and es- jan? P Oo T A T O E Ss t
seek his fortune, having but little tablished a retail hay and grain busi- re in carlots. Write or telephone us. i
soney, but with a firm determination to ness under the style of the Michigan LAMSON & COo., BOSTON ER MOSELEY & CO :
nd employment and to learn some rep- Produce Co. In the fall of that year, endures : m= :
table business. His first venture was in he began the shipping business and Ask the Tradesman about us. GRAND RAPIDS, MICH. '
bicago and, having decided that he continued it until August, 1901, when F
ished to learn the commission busi-|2¢ 8°!d bis bay, feed and wood business :
ess, he canvassed South Water street and continued the shipping business PA XES t
r a chance to begin with the large under the firm name of Smith, Young PER BO i
ommission houses, but did not succeed|~“ ©°- At the present time he is ship- f
in finding an opening. Being obliged | P'"8 from various points in the State, We manufacture a complete line of L
to find employment of some kind, he aie oe _ as high as MADE UP and FOLDING BOXES for i
sold goods from door to door, afterwards | **>~’ ; sul uaa is ol i
aia starch to the retail grocers of ied 2 os company with a capital Cereal Food, Candy, Shoe, Corset and Other Trades f
Chiag. ee oe a . pie per tort oe When in the market write us for estimates and samples. ;
: : D5 0 res- i
— = oe ~ ident. Prices reasonable. Prompt. service.
Mr. Smith was married April 11, GRAND RAPIDS PAPER BOX CO., Grand Rapids, Mich. ‘
| 1894, to Miss Harriett Baker, of Holland
|| Patent, N. Y. They reside in their own
| home at Iolg Michigan avenue, East,
||where the firm has its cffice and from
| which it transacts al! its business, which
||is accomplished mainly by ‘elephone
|and telegraph. Mrs. Smith is a member
of the firm and is as enthusiastic as her
busband over the prospects of the busi-
ness and the probability of its assuming
large and profitable proportions.
Mr. Smith is a member of the Bap-
tist church, now occupying the position
of chairman of the Board of Trustees.
He is a Republican in politics, al-
though a very independent voter, be-
lieving thoroughly in civic righteous-
ness, He isa man with the old-fash- "
ioned ideas of honesty and integrity and
possesses the sturdy faith in the ultimate i
triumph of right which has been a dis-
tinguishing characteristic of a long line
of ancestcrs.,
ORDER AN AWNING
Until you get our prices on the Cooper
Roller Awning, the best awning on the
market. No ropes to cut the cloth.
We make all styles of awnings for stores
and residences. Send for prices and direc-
———
R Cha ak
ay icin
Soa yen een emer emt ee athe
Simoes
a
tions for measuring.
CHAS. A. COYE
1! and 9 Pearl Street
Grand Rapids, Michigan
> +>
i | Every one can master a grief but be
that has it.
Gas or Gasoline Mantles at
Moines, Ia., as traveling salesman in 30c on the Dollar |
Michigan. Two years later he was em- GLOVER’S WHOLESALE MDSE. CO.
ployed by the Kilmer Manufacturing | ManurAcTURERS, IMPORTERS AND JOBBERS
Co.. of Chicago, and Newburgh, N. q.. of GAS AND GASOLINE SUNDRIES i
as traveling salesman, covering nueariy wists renter scevoersemtentin f
every state West and South, also Chi- You ougnt to sell 1
cago, Michigan, Indiana and Ohio. Mr. i
Smith states that during this time he i a 7 WHITE oF
btained very valuable experience in r > a o _ i
earning business methods maa educat- “The flour the best cooks use” oe ee 5c Te R. a
ing himself along the lines he is follow- im gues im price Decamse 8 MS Quaity, = i
ihn ee G. J. JOHNSON CIGAR CO., M’F’RS, Grand Rapids, lich. 4
opportunity of learning where the best bes
hay sections were located, the best mar- ag
kets, how different people managed The Kent County *
their business, where they made their a Hl us ‘a
mistakes and why they were successful. Savings Bank ICE D . t) N F EK es ‘T ] 7 N S a
In 1892 he embarked in the hay and :
straw commission business in Chicago Deposits exceed i a : i.
with E, E. Kilmer and C. F. Van Wie, 214 million dollars. FOR SUMMER WEATHER. '
under the firm name of the Kilmer i a th
Commission Co., although he continued | 344 © interest paid on Savings certii- ————______—_— 43
to travel on the road, his part of the cates of deposit. 4
work being to obtain the consignments. eT Our Latest Assortment--Packed 22 Pounds in Case. 2
In 1895 he sold his interest in the _busi- The banking business of Merchants, :
ness and removed to Lansing, in the Salesmen and Individuals solicited. Nougat, Caramel, Marshmallow and Fruit Cocoanut.
expectation of engaging in the ship- —_____— aa
ping of hay and straw, believing from DIRECTORS —_—_—___——_- ¥
= Knowledge he bad gained of the} 1... a. Covode, Fred’k C. Miller, T. J. a
usiness that there was no better State in|" 4.p 030. Lewis H. Withey, E. Crofton Putnam Factory National Candy Co. +
tbe Union for his line, which belief he ' 1: . ; ia
h ; Fox, T. Stewart White, Henry Idema, GRAND RAPIDS, MICH. Pe
as never had occasion to change. On : & Veetier ed
reaching Lansing, be was doomed to > oe =
disappointment, as it was the season of Me fe
the great drouth and there was no bay! Cor. Lyon and Canal Sts., Grand Rapids, Mich. iF
40
MICHIGAN TRADESMAN
THE COMMERCIAL TRAVELER.
What He Is, What He Does, What He
Suffers.
The nerve and elan of a commercial
traveler on a charge or in the sack of a
captured town come up to those of any
African hunter in the French army.
Most emphatically he has nerve—espe-
cially when he comes to make out his
expense account.
His footsteps are good to follow in
when one goes a journeying. His busi-
ness is to know mankind and their
ways, for by knowing them he gets about
the best of everything going—even gets
the best of bright men sometimes, He
knows which hote! has the softest and
cleanest beds, the most inviting table,
the daintiest service, the prettiest and
neatest banded chambermaid. He is on
familiar terms with conductors, cooks,
hotel clerks, stage drivers, waiters, train
boys and other persons important to the
itinerant.
He also knows where the best tipple
is to be found; but, to the credit of his
discretion, be it said, he is usually
abstemious, although seldom austere,
and sometimes teetotally abstinent.
For, contrary to a current impression,
he is not given over to the service of a
certain great personage whose wages is
death. There are even pious men in his
ranks, class-leaders, who can supply a
vacant pulpit in a country village when
the pastor happens to be absent of a
Sunday.
One of his marked characteristics is
his youth ; and he has all! of its virtues
and some of its faults—others he has
overcome. He is not all young, to be
sure, for some of him are middle-aged
men, married, who must see wife and
babies at least once a week. But for
the most part young blood riots in his
veins, and he has the hope and high
courage that it carries. He realizes
that he is the coming merchant prince,
and seeks by hard and honest work to
hasten his promotion.
He is a missionary, carrying into the
remote country districts the latest slang,
trousers and chewing tobacco. He is
also a past-master in the art of coaxing,
as girls and country merchants some-
time finds to their cost ; although he usu-
ally treats both with consideration—un-
less they are too confiding. Some temp-
tations it takes a hero or saint to resist;
and he is neither saint nor hero. At
times be awakens awful jealousy in the
breasts of rural swains, and they look
upon his gorgeous raiment with envy;
but usually they are fast friends and
swap lies and brass watches ina sociable
way.
Through much travel he becomes cos-
mopolitan in his tastes. Al! dishes are
familiar to his palate, from corned beef
and cabbage to salmis and ragouts.
Even hash he does not disdain when he
has confidence in the cook. For the most
part he finds the plainest food the best,
and fights shy of dishes like the salvey
charlotte russe, which at some country
inns is esteemed a luxury, instead of the
affront to both palate and stomach wise
men know it to be. He rarely refuses to
cut a watermelon.
Above all, be believes in this great
glorious country with all his heart,
never wearies of chanting its praises, is
willing to fight for it, lie for it, and |
dare say, if need be, to die for it, When
he goes strange countries for to see he
upbolds the honor of his own, and gazes
about him upon marvelous sights with
the stoicism of a red Indian, the nil
admirari air of a finished dandy; al-
though he is free from the weakness of
refusing to ask questions, and where
business interests are concerned imme-
diately becomes ‘‘an animated interro-
gation point.’’
One more, and perhaps most distin-
guished trait must be mentioned: He
is a great story teller and carries a_ full
line of anecdotes, good and bad, in
standard goods and novels both, every
trip; for his business is to interest men
and so lead them to look kindly upon
him and his wares. While not denying
that some of these tales have a breadth
and freedom of expression remindful of
the ‘‘merrie gestes’’ jovial monks in
old times told in the rectory, and trou-
veurs and jougleurs in both cottage and
hail—tales like those the pious Valois
Princess and promoter of heresy wrote
for the edification of the men and women
of the sixteenth century—I demur to the
idea that they are generally vile. Al-
most all are humorous, to be sure; but
although some be as rank asa bit of
mouldy cheese, the most are as bright
and clean as a newly scrubbed milk pan
and convey as wholesome stuff.
———_— <>
Fancy Handkerchiefs in Demand.
There was a large sale of fancy white
handkerchiefs for the Easter trade and
these will be popular throughout the
summer. Initialed goods are having a
large call. Small script and block let-
ters are the most stylish, but more elab-
orate wreaths and medallions are per-
missible. The mannish goods, favored
by some, have the initial of correspond-
ing size. Some of the embroidered and
drawn work handkerchiefs have the in-
itial worked in in unobtrusive designs
and these are better liked than those of
more prominent figures.
a
Button Shoes Now the Vogue.
From the Chicago Record-Herald.
In patent leather boots, the toe is nar-
row and well rounded, without being
really sharp in point, the sole perfectly
flat and the uppers of kid with button
fastening. Laced patent leather hooks
are now entirely out of vogue, and if
anyone tells you that cloth tops are cor-
rect, well, just don’t believe it.
A Safe Place
for your mone,
No matter where you live
* you can keep your money
safe in our bank, and you
can getit
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 :
3% interest
Your dealings with us are
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 free upon request.
Old National
Bank,
Grand Rapids, Mich.
The Popular
Ocean Wave Washers
Once sold they never come back, because they
wash clean.
MANUFACTURED oY 0.
oS BRO'S MFC. c
Ne 10w
Light Running, Handsome, Well Made, Adjustable for High or
Low Speed.
Thousand Established Exclusive Agencies.
Voss Bros. Mfg. Co.,
1326 to 1332 West 3d Street, Davenport, lowa
Write for Prices and Exclusive Agency.
Sold to only one Dealer in each town.
Two
Sellers
Sellers of Diamond Crystal Salt de-
rive more than just the salt profit from
their sales of ‘‘the salt that’s ALL salt.’’
It’s a trade maker—the practical illus-
tration of the theory that a satisfied
customer is the store’s best advertise-
ment. You can bank on its satisfac-
tion-giving qualities with the same
certainty you can a certified check.
Sold to your dairy and farmer trade it
yields a double gain—improves the
butter you buy and increases the prices
of the butter yousell. For dairy use
the 1% bushel (14 pound) sack isa very
popular size and a convenient one for
grocers to handle. Retails for 25 cents.
For more salt evidence write to
DIAMOND CRYSTAL SALT COMPANY,
St. Clair, Mich,
MICHIGAN TRADESMAN
41
Commercial Travelers
Michigan Knights of the Grip
President, B. D. PALMER, St. Johns; Sec-
re , M. 8S. BRown, Saginaw; Treasurer,
H. E. BRADNER, Lansing.
United Commercial Travelers of 5 ~
Grand Counselor, F. C. ScurTt, y City?
Grand Secretary, AMos. KENDALL, Toledo;
Grand Rapids Council Ne. 131, 0. 0. T.
Senior Counselor, W. B. HoL_pEeN; Secretary
Treasurer, L. F. Baker.
LOVE AT FIRST SIGHT.
A Traveling Man’s Short Journey and Its
Result.
Written for the Tradesman.
She was so pretty that I could not
help being aware of her existence as |
gat opposite in the car.
She was already seated when I en-
tered, so I did not know where she got
on. She might bave been riding some
distance, for her slender little rainstick
was hanging by the silk cord to a hook
over her head and her much-belabeled
alligator skin bag reposed in the rack
above the umbrella.
I boarded the train at Grand Rapids,
with my final destination the little burg
of Saugatuck. At dreary New Rich-
mond I had an appointment with a
farmer living a quarter of a mile from
the hotel of which the station boasts.
Well, I walked down the aisle, look-
ing on either side for a seat. I saw
her the moment I entered the car. I
had gone half its length without finding
a seat, and had just reached the one
occupied by her, when what should the
man sitting opposite do but suddenly
offer me half of his seat, saying that he
was going into the smoker soon and
would get off a couple of stations ahead,
‘*Lucky dog!’’ I congratulated my-
self and patted myself on the back—in
my mind. I thanked the fellow beart-
ily, trying bard to keep a glad note out
of my voice and my eyes from wander-
ing whiie I spoke to him.
1 settled myself comfortably in my
half of the seat, disposing of my bag
between my feet. I cared not who shared
the seat with me—he might have been
a Hottentot, for all I knew or cared, so
long as he let me have the half which
was farthest from the window.
The bell rang and the car started and
I gave myself up to wonderment as to
the beautiful girl sitting only two feet
away from me.
How I longed for some chance that |
might say something to her, but every-
thing looked against conversation.
Her hair was as black as the raven’s
wing, and she was the happy possessor
of the most ravishing creamy complex-
ion, of a very dark tint. It had that
quality I have heard described as
‘‘clear.’? There were no roses in her
cheeks, only as she talked, and then
they came and went with every shade of
feeling, somehow making you think of
the dawn on a lovely spring morning.
Ab, but I bad not talked with her as
yet.
But you shall hear. Where did I leave
off when you interrupted me? I called
her ‘‘ Missie’’—to myself—although just
why I could not, perhaps, have told.
She looked so sweet and—well, so kiss-
able. Now you think I surely was in
love. Well, | won't attempt to deny
that such a condition was a fact.
She met my gaze when I looked at
her on entering the car and immediately
dropped her eyes; but not soon enough
so but what I had perceived they were
of an intense black—the blackest I ever
saw in woman’s head, That is, I called
them black—to myself—but afterwards
I found they could change to any shade
of gray or brown, and sometimes there
was even a hint of tawny orange in
their soulful depths,
But I am getting ahead of my story.
So far those eyes—that could pierce a
man's soul and be the tenderest dreamy
eyes by turns—had shown me only their
midnight darkness.
Now what do you think happened
when I found myself tonguetied in the
presence of that dear sweet girl? Was
ever traveler so hampered by conven-
tionality—pretty girl, young man in love
with her at first sight and Fate so un-
kind as to leave him absolutely no ex-
cuse to approach her, and only two feet
separating me from the object of my
admiration! But ’tis ever darkest just
before dawn. :
I sat there looking straight ahead of
me into space, when, oh, joy! suddenly
raising my optics,they bappened to rest
on a large mirror at the end of the car
on the other side from me—in fact, on
her side of the coach! (I put here what
the printers designate as a scare, and,
indeed, the circumstance of that mirror
being where it was and the added fact
that it happened to be tilted at the very
angle to give me the most entrancing
view of my unknown inamorata—I say,
they were enough to startle me and to
change my mind as to the inexorable-
ness of ‘‘Kismet.”’
My heart went out to the charming
reflection, albeit the mirror was as dirty
as car smoke and the dust of the track
could make it,
I sat very still and studied her closely
in the glass. She preserved her position
Sphinx-like, moving not so much as by
the quiver of an eyelid, it seemed to
me. I thought she would never stir.
Suddenly she did betoken she was
alive, for she arose and took down her
natty little bag. It was all plastered
over with foreign labels of many va-
rieties as to color and lettering, and the
girl instantly stood on a pedestal in
my estimation,
She unlocked the precious traveling
companion, took out an attractive (al-
ways) ‘‘Munsey,’’ deposited the satchel
carefully in the rack again and imme-
diately buried herself in the contents of
the magazine.
I had before glanced across at
**Missie’’ several times (I think I called
ber that name—to myself—because I was
born and brought up in the South), and
I looked over at ber once or twice while
she was getting out the ‘‘Munsey,’’ but
she seemed too busy with her research
to pay me even the merest bagatelle of
attention.
But bless that looking glass! It did
me a good turn the day I took that jour-
ney and no mistake, and blessings on
the head of the fellow that hung it
there!
Well, if Mademoiselle ‘* Missie’’ didn’t
look over in my direction I| certainly
lived up to my opportunity to examine
her ladyship in the mirror.
Her hat—I believe the ladies. deem
that article of feminine apparel of the
most importance, so I mention that first
—her hat was a fine black straw. It
projected quite far in front, shading
her eyes, and was trimmed with red
velvet ribbon caught with a big shining
perfectly plain jet buckle. I couldn't
begin to tell you exactly how that stylish
piece of headgear was arranged, but
anyway it was a hat that I should call
‘‘simply stunning.’”’
Her skirt was tailor-made and black
and peeping out from under it was the
dearest little pair of black stockinged
feet in the fetchingest pair of oxfords
that ever greetcd masculine eyes.
I observed that the hose were of a
dainty patterned openwork and that the
oxfords were graced with perky little
bows of narrow black ribbon.
The white shirt waist that ‘‘Missie’’
wore was immaculate, also the nar-
row turnover collar above it. A long
black silk four-in-hand of the regula-
tion width was tied ina tight little knot.
The last detail of apparel to be men-
tioned was her trig little smooth-cloth
jacket of exactly the same shade as the
velvet on her hat. It fitted ber plump
little form perfectly—there was nota
wrinkle in it anywhere—and it was
topped with a flat turnover collar of
black velvet.
You might think that the red of the
hat and the red of the jacket were two
too many reds, and it is undeniable
that they were striking; but somehow
the girl seemed born for red, and the
color being so very becoming, you were
amply disposed to ‘‘forgive it to her.’’
Well, ‘‘ Missie’’ continued to rivet ber
attention on, literally, the subject in
hand, and I to contemplate her charm-
ing figure—in the mirror—until, finally,
I forgot that I was staring at her re-
flection.
Suddenly I was startled to see her
look up over her ‘‘Munsey’’ and meet
my curious gaze.
It seemed to me as if the flush that
followed the encounter was as red as her
jacket, and I wondered just how angry
she was at my seeming impertinence.
She dropped her eyes immediately and
bent her head so low over the magazine
as to hide her features entirely from
me,
“You idictt” 1
‘*you’ve done it now.’’
And I evidently bad ‘’ put my boot
in it,'’ for until I got off the train at
New Richmond the young lady's eyes
were glued to the book in her pretty
white hands.
When we reached that desolate station
I made a bolt for the rear door and made
my exit with a swing to the ground and
a ‘‘Blast my infernal luck !’’
I looked neither to the right nor to
the left and started off in the opposite
direction to the way the train was
headed and set out in a brisk walk to
find the farmer with whom I had the
appointment I spoke of.
I dispatched my business with him in
short order, returned to the station,
bired a fast rig and started out on the six
mile ride to Saugatuck.
The roads were heavy on account of
recent rains and I was compelled to
drive slowly, trying all the time to ban-
ish from my thoughts a certain pair of
dark speaking eyes, two round white
cheeks and a tempting luscious red
mouth.
I had not proceeded very far in this
attempt,nor fared very well in the trial,
when about half a mile down the road
what should I behold but a short-skirted
young person with her jaunty little red
jacket on her arm, hurrying along as if
the witches were after her. 2s 2,
(Concluded next week]
A Oe
California lemons are rapidly displac-
ing tbe Sicilian product in the Ameri-
can market. The imports of lemons
have fallen $1,000,000 during the past
year. The superiority of the California
product and the duty on lemons, which
is one cent a pound, offset the difference
said to myself,
in freights,
Gripsack Brigade.
A Flushing correspondent writes: G.
C. Kennedy has taken a position with
the Rodgers Shoe Co., of Toledo, and
will travel in Ohio,
An Owosso correspondent writes: W.
S. Lamb has resigned his position as
traveling saleman for Hall Bros.,
Nichols & Dutcher. Elmer Bowers, of
Morrice, succeeds him.
S. L. Crocker, representative in the
Upper Peninsula of the Scotten [& Dil-
lon Co., of Detroit, with headquarters
at Marquette, has been transferred to a
more important territory and will shortly
remove to Philadelphia to reside.
Dr. Josiah B. Evans, for many years
traveling representative for the Ball-
Barnhart-Putman Co., now located in
Detroit as manager of the city sales de-
partment of the National Biscuit Co.,
spent Saturday and Sunday in Grand
Rapids as the guest of his brother,Sam-
uel Evans. The genial Doctor is as
gay and debonair as ever and looks and
acts as young as he did twenty years
oO.
‘ Hougbton correspondent writes.
Jack Beckley, who has for the past four
years made regular trips every month to
Houghton in the interest of the Ada-
mant Wall Plaster Co., of West Supe-
rior, said yesterday at the Douglass
House that this was his last trip to the
territory. He is going to take a position
as local manager for his company at
Milwaukee. Jack is one of the most
popular men on the road and he will be
missed when he forsakes the grip for a
desk.
Oo oe
Squirrel a Favorite.
Squirrel is a popular fur, It was gen-
erally worn last season and is having a
good call for the coming season. A few
years ago this fur was one of the really
dead ones on the market,but the women
of the world have voted it in favor
and the skins are steadily increasing in
value. Russian squirrel has many
friends and is being incorporated into
some nobby garments for the coming
season.
For a nice, quiet, home-like place
Livingston Hotel
will meet with your hearty approval.
None better at popular prices.
First-class service in every respect.
Location. GIVE US A TRIAL.
Cor. Fulton & Division Sts., Grand Rapids, Mich.
Central
/ Z oo) 7 4? 2 Agnes ”
Labo arisly
ue me)
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.
The Warwick
Strictly first class.
Rates $2 per day. Central location.
Trade of visiting merchants and travel-
ing men solicited.
A. B. GARDNER, Manager.
RT RES
Se a
ener meyerpeg eerie
nh ee
gets Aa han
perience
42
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MICHIGAN TRADESMAN
ge ee ee a ee eI Ce a eae ace a eae age a eat cena ae aaa
Pee asesionens aces ogeraestenaeeR Seeaaecces
Drugs--Chemicals
Michigan State Board of Pharmacy
Term expires
Wrgt P. Dory, Detroit- - - Dec. 31, 1903
CLARENCE B. STODDARD, Monroe Dec. 31, 1904
JOHN D. Murk, Grand ide Dec. 81, 1905
ARTHUR H. WEBBER, Cadillac Dec. 31, 1906
HENRY HEIM, Saginaw - - Dec. 31, 197
President, HaNRY Hum, Saginaw.
Secretary, JOHN D. Muir, Grand Rapids.
Treasurer, W. P. Dory, Detroit.
Examination Sessions.
Star Island, June 16 and 17.
Houghton, Aug. 25 and 26.
Mich. State Pharmaceutical Association.
President—Lovu G. Moork, Saginaw.
Secretary—W. H. BuRKE, Detroit.
Treasurer—C. F. HUBER, Port Huron.
MEN OF MARK.
H. E. Edwards, Vice-President of Foote &
Jenks, Jackson.
H. E. Edwards was born in 1863, be-
ing a son of R. D. M. Edwards, of
Liberty, Secretary of the farmers’ asso-
ciation clubs of the county. Henry was
reared in Liberty township and attended
school, working on the farm during va-
cation. He became imbued at an early
age with the glory of a successful at-
torney's career and, when he came to
Jackson to attend the high school in 1880,
be did not relinquish his desire to be-
come a lawyer, although his father
afforded him but little encouragement,
not entertaining the same lofty estimate
of a successful lawyer that his son felt.
Henry engaged board with the late
Judge Gridley and, in exchange for it,
took care of the Judge's horses and did
the necessary work about the barn,
copying legal papers in the office and
studying law when opportunity _ per-
mitted, for Judge Gridley saw the bent
of young Edwards’ mind and encour-
aged him to persevere,
The young student was active in
the school room and fond of debat-
ing. He had belonged to the debat-
ing clubs of Liberty and Napoleon
and brought his forensic talent with
him to the high school. It was through
his instrumentality that the debating
society was formed in the high school,
which became the James Russell Lowell
Club later and achieved a wide popu-
larity. Mr. Edwards was a close
Student and, although he was called
home to help on the farm for one year,
he crowded the four years’ course in-
to three years and graduated in good
form. He was chosen valedictorian of
bis class and his address created so fa-
vorable an impression upon Messrs.
Gibson and Parkinson, who were present
at the exercises, that the following day
he was invited to take a place in their
office and study law. He gladly ac-
cepted, and remained with the firm until
he was admitted tothe bar in 1886,
when he was nominated by the Repub-
lican County Convention for Circuit
Court Commissioner, on the same day
that he was admitted to the bar,and was
one of the few candidates on the ticket
who were elected. He continued with
Gibson & Parkinson until 1890, al-
though he was twice re-elected Commis-
sioner.
The young Commissioner made a
record in this office and he was easily
nominated for Prosecuting Attorney in
1892, but it was an off year for the Re-
publicans and he went down with the
most of his ticket, being defeated by 52.
He pursued his practice until 1895,
when he was made Assistant Prosecut-
ing Attorney to Charles A. Blair. He
made a fine record as Assistant and of
the seventeen criminal cases in the Cir-
cuit Court during the Blair administra-
tion but two escaped conviction. Mr.
Edwards bimself prepared these cases.
In 1896 he was again his party’s
choice for Prosecuting Attorney, but
was Carried away on the silver tide.
Neither defeat nor disappointment
soured his sunny disposition and he
greeted his successful opponent with the
same cordiality that has ever marked his
bearing. Onaccount of bis prominence
a8 a party worker and speaker, he was
the logical candidate for Postmaster of
Jackson, which position he filled to the
satisfaction of all concerned for four
years,
Mr. Edwards has been connected
with the bouse of Foote & Jenks ever
since the business was incorporated in
1893 and his legal knowledge and gen-
eral information aided the lemon extract
manufacturers very materially in estab-
lishing their strong position in the con-
troversy just ended.
Besides being Vice-President of Foote
& Jenks, Mr. Edwards is Secretary of
the Imperial Skirt Co., Treasurer of the
Jackson Ice Co., Treasurer of the Jack-
son Cushion Spring Co. and Treasurer
of the Dr. Colwell Magic Egpytian
Oil Co.
Mr. Edwards takes an interest in so-
cial matters and fraternal societies, He
was twice made Chancellor Commander
of Rowena Lodge, Knights of Pythias,
and he is an active member of Lodge
No, 50, F. & A. M. He is a regular at-
tendant at the First Congregational
church and is always ready to do his
part in matters that pertain to the wel-
fare of that society. Mr. Edwards’
habits have always been correct and
temperate, although he is liberal in his
iews,
——_»>3—___
Makes His Advertisements Straight to the
Point.
The best advertising I find to be a
circular about rox12 inches. This can
be in either folder or poster form.
Always quote prices. I send samples
of some of the bargains offered when
advertising a general line and particu-
larly when advertising dry goods, Sam-
ples of any kind of dress or garment
material will always fasten the attention
of the women on the advertisement.
I would not give fifty cents for the
majority of advertisements I have seen
in country and weekly papers as far as
their trade pulling power goes. About
the most good any of them do is to in-
form the public that the dealer is still
doing business at the old stand,
I believe in making advertisements
straight to the point. The public wants
to know your price. Your advertise-
ment must tell that above all things,
The public wants to know why it is a
bargain, why you can sell the goods at
bargain prices. Make that explanation
brief, plain and to the point.
Now here is where the sample comes
in.
kf you are endeavoring to build your
cash business by offering these leaders
some may believe the usual! stories that
you are quoting prices on goods which
you have not in stock.
The sample convinces the reader of
the advertisement that your offer is gen-
uine and further it proves a puller for
you, a big aid to the advertisement.
The merchant can readily see what
the effect of the sample is when he
thinks of the effect they have on him.
If he gets a circular letter from a
wholesale house maybe he reads it and
maybe not. Fully one-half of them go
into the waste basket without much con-
sideration.
But
offering certain goods at certain prices,
and containing some samples of the
goods, it attracts his attention immedi-
ately. So it is with his customer.
Some merchant might complain that
this is an unreasonable waste of mate-
rial. No, it is simply a piece of enter-
prise and with me it has paid well.
Business is no sure thing at every
turn. My brother inerchants must real-
ize that. Some of their efforts to obtain
trade will be mis-spent for the reason
that the best laid plans will frequently
go wrong.
Some of the samples I send out may
do little good. But if one-half of them
do good, I am repaid well. If one-
quarter of them bring some business, I
make a profit.
Advertising must be supplemented
with other effort. If 1 put an advertise-
ment in the paper it may bring results.
If I follow it up with a circular it will
do better.
But unless you are ready to get down
to figures there is little direct benefit to
be expected from advertising. The
public is tired of reading advertisements
which say nothing. It seems like an
imposition on the reader to attract bis
attention to an advertisement by flaring
bead lines and tel] him nothing.
If you buy right and are willing to sell
at a resaonable margin, which always
means a decent profit, you need not be
afraid to quote prices.
S. H. Sharbach.
The Drug Market.
Opium—Is firm but unchanged.
Morphine—Is steady.
Quinine—Is dul! and tending lower,
Cantbarides—Are very firm and tend-
ing higher.
Cod Liver Oil—Has again advanced
$5 per barrel. Some holders ask $15
advance.
Glycerine—Is very firm on account of
higher price for crude in the foreign
markets.
Mentbol—There is a better demand
and price has advanced.
Nux Vomica—Is scarce and advanc-
ing.
Sassafras Bark—Is scarce and has ad-
vanced,
Soap Bark—Is very scarce and rapidly
advancing.
Bayberry Bark—Is in smail supply
and tending higher.
Oil Cassia—Is
higher.
Oil Cloves— Has advanced on account
of higher prices for the spice.
Linseed Oil—Has declined.
Castor Oil—Has declined.
Turpentine—Is lower.
8
Men waiting for work seldom see the
work that waits for men.
firm and tending
let him receive a circular letter |)
Flags
Torpedo Canes
Base Ball Supplies
Hammocks
Complete line of Stationery and
Wrapping Papers
Grand Rapids Stationery Co.
29 N. lonia St., Grand Rapids, Michigan
Little Giant
$20.00
Soda Fountain
Requires no tanks or plumbing. Over
10,000 in use. Great for country mer-
chants. Write tor
Soda Water Sense Free
Tells all about it.
Grant Manufacturing Co., Inc.,
Pittsburg, Pa.
Losing Sales
on Wall Paper?
Because your stock is not com-
plete. We have ready for im-
mediate shipment a good as-
sortment of
Ready Selling Wall Paper
in all grades. A card will
bring samples or salesman.
HEYSTEK & CANFIELD CO.
Grand Rapids, Mich.
Michigan's Wall Paper Jobbers.
WAIT FOR THE BIG LINE
Our Salesmen are now out
With Samples of
FIREWORKS
TORPEDO CANES
FLAGS and
ALL CELEBRATION GOODS
No other line is so complete. WAIT
FOR THE MAN. Jur stock of
Base Ball Supplies, Hammocks
And Fishing Tackle
is still complete, and your re-orders are
desired. Paris Green, Insect Powder,
White Hellebore, Moth Balls. A full
supply at favorable prices,
FRED BRUNDAGE
Wholesale Druggist, Stationery and Holiday
x€ 5S,
»0
32-34 Western Ave., Muskegon, Mich.
National Fire Insurance Co.
of Hartford.
W. Fred McBain,
The Leading Agency,
Grand Rapids, Mich.
They Save Time
Trouble
Cash
Get our Latest Prices
BARLOW BROS,
AOL
tele
BUY OF YOUR JOBBER
a a0
ON. i en
eee
Re =: Re a
WARRANTED | 4
COMPUTES COST -OF
CANDY FROM 5 TO
60: CENTS PER LB
aa T Nf oe
WEIGHS
2 Lbs
BEAUTIFULLY: NICBEE
PLATED PHROUGH@WT
“118-132 W. JACKSON BOULEVARD, CHICAGO.
ATTRACTIVE CATALOGUE . 3 FFERENT KINDS OF SCALES
)
PELOUZE SCALE & MFéc.Co.
WHOLESALE DRUG PRICE CURRENT Menthol.. 7 50@ 8 co | Seldiitz Mixture oe shee -
secocs banks , pure 8
Morphia, 8. F.& W. 2 25@ 2 50 ee “3 18 | Linseed, — ‘4 7
Advanced—Soap Bark, Oil Cloves, Cod Liver Oil, Menthol. Morohi oo Q. 2 23@ 2 59/8) oe Ole... 2. @ 30) Neatsfoot, winterstr 59 85
Declined—Castor Oil, Linseed Oll, Turpentine. Moschus Canton... , 7 . 2 OTe a @ 41 — © ™
= Myristica, No.1..... 38@ 40/Snuff,Scotch,DeVos @ 41 Paints
: . ’ ’ BBL.
Acidum Conitum Mac......... BOD 90 | rt a DO.15 @ 10| Bods, Boras.......... @ 11) ea ceneede
Aceticum $ e@s 8| Copatba 22.00. 0ll 1 15@ 1 25! @ wide 1s 35@ 87 | Soda, Boras, po. .... 9@ 11/| Red Venetian. . 1% 2 @8
Ree ogee ae tl ou - Siageepaenan nO 1 3 | SOS wO | Soda’ et rae Tart. 28@ 30) Ochre, yellow Mars. 1% 2 @
—— man. ou Exechthitos 1 500 1 80 o@ @ 10) Carb. 1%@ ; Pane yellow Ber... 1% 2 @3
SOTACIC ...-..--++ +++. : Erigeron.......... |. Tinctures | Soda, Bi-Carb 3@ ty, commercial.. 2\ 2%@3
Carbolicum 2@ 2 +eeeeee 1 00Q 1 10 r
oO 44 Gaultheria 2 20@ 2 40 Aconitum Napellis R 80 @ 200 3%@ | | Putty, strictly pure. 2% 2%@3
ae 3@ «5 | Geranium, sii “""@ 75| Aconitum Napeliis F 50 $ ‘| eo. 2 | Vermilion, _—
Nitrocum .. Gossippit, Sem. gal.. 0Q 0 | naa . @ 0 50g 55 Vermilion, Kngiish:. 700 78
eneiaah, ati. 3 15 Junipera -.... 112 1 5O@ 2 00 | Arnice gigs 50 $ = Spits. $ ami Gueae aoa - ”
aa ertenl o ccoccece - = = Limonis . Beseseee 1 = : = Atrope Belladonna... = 1 @ = Spts. Vini Rect. Ybbi @ | oC 8%Q 7
ee Me Mentha Piper....... 3 86@ 4 00 | Auranti — beoée 50 ft + 1 ; oon yu eo. eal e Bog ite Span —
Mentha Verid 30@ 1 50 ts. Vini Rect. _ @ Whiting, white Span o@ @
Tartaricum ......... 38@ 40/ ¥ erid....... 5 00@ 5 50| 60 Strychnia, C stal.. 9G 1 15) Whiting, gilders’ S@ %
alain Morrhum, ‘gal... ee 4 = 5 oo = 75 | Sulphur, Subl. 2%u@ | White, aris, Amer @ 1
Aqua, 18 deg.......-- ‘2 a Olive ooo 75@ 3 00 | 75 : ee “— 9 4 Whiting, Paris, 2 Eng. e180
Aqua, 20) et. ee Fists =~ 10g 2 - 38 | Terebenth a 230 = | Universal Prepared. 1 10@ 1 20
Chloridum........... 12@ 14| Ricina 0B 94! 75 a onan iceman
Aniline 5 a 1 00 | 1 = 14 | Zine! : SS apempnen 7 81
Browii.-sccccccceson * go 1 oo (a faa § “tt ons be Aen
SS ne : 2 Tee 7 09 | Columba... Or... eens S 50 BBL. GAL. a 2 8 00
a... eee i= 00 Ou icamnen eae 4 14| Whale, winter....... 79 #70| No.1 Turp Furn..... 1 me 1 10
pace ‘ 2 gp | Cassia Acutifoi ne 50 po at can Oe 90 | Extra Turk Damar.. 1 1 60
Oubebs........ po, 2@ wu 1 50 1 60 | Cassia Acutifol Co... 50 eae 60 68 | Jap.Dryer,No.1Turp 70@ 79
Juniperus......-.---- So ia 0@ | | oo -- ee
Xanthoxyium ----.-- 9@ 5) theobromaa ......-. ug 20| Fert! Chioridiam:. ss
OCopeiDA . ..0<---<--<+ a ; = - Potassium = 19
POET, . ov cnee asso oon POMP ceca 1 5e 73 re Fe res
—— fia 2 S| Saiisalereataieaio ta aanainaee ie,
folniee 0000003 romide spe 33 RS
Cortex Carb = 15 mye Sis Sas eee SGI a
Abies, Canadian..... 18 Chlorate... -Po. i7@19 18a 5 nF
a Binge OT 2 H rf ard
Cinchon Flava. .... 18 | Potassa, Bitar, pire 2 Bo
Euonymus atropurp. 30 | Potass Nitras, opt. 7S 50
Myrica ew ae. 20 | Potass Nitras. 6B 75
Prunus Virginl... 12 | Prussiate.. 23 50 7a 7
Quillaia, gr’d......-. 15| Sulphate po... 18@ 1 59
Sassafras ...... po. 15 ' 50 re
Ulmus...po. 20, gr’d mi Radix Rhel 5e ros
Extractuam 2 2) whe 50 3 a :
aq | Sanguinaria......... 59 SY
Glycyrrhiza Glabra. 24@ 30 @ 33 | ;
omic oS "3 igemgemee. | SE ay
ae ; | Stromonium.........
Hamatox, 18........ 13@ 14 : -_— so. noes a aya
Hamatox, 40... 1p 15|Gentiana.....po.i5 19) 15) yon wee’ 5o oy
ioe 6... we a eee es ee Bl -. 59 i Are
, “ Hydrastis Canaden. @ 75| CO Eee 29 Yc
ae