) pa Ww eS Sy LE) ie as Twenty-First Year GRAND RAPIDS, WEDNESDAY, APRIL 27, 1904 Number 1075 William Connor, Pres. Joseph 8. Hoffman, 1st Vice-Pres. William Alden Smith, :d Vice-Pres. M. C. Huggett, Secy-Treasurer The William Connor Co. WHOLESALE CLOTHING MANUFACTURERS 28-30 South lonia Street, Grand Rapids, Mich. IMPORTANT FEATURES. Page. 2. 4. 5. 6. 7. 8. 9. 12. 14. 16. 17. 20. 24. 2%. 28. 30. 32. 35. 36. 38. 39. 40. 42. 43. 44. 46. Window Trimming. Around the State. Grand Rapids Gossip. Men of Mark. How to Keep Trade at Home. Editorial. The Retailer's Dilemma. Clerks Corner. Dry Goods. Clothing. Merchant vs. Editor. Sound Investments. Hardware. i Scotch Cunning. ‘Woman's World. Shoes. That Market Case. New York Market. English In Our Schools. Butter and Eggs. Men of Mark. Commercial Travelers. Drugs--Chemicals. Drug Price Current. Grocery Price Current. Special Price Current. Spring and Summer Line for immediate delivery is big and by far the greatest line in the state for Children, Boys and Men Phones, Bell, 1282; Citz., 1957. (a4 WIDD THE FRUITS OF UNIONISM. The hanging of the three bandits at Chicago last Friday naturally re- calls the relation of trades unionism to crime. Every city in the United States is turning out young men of this class, largely because there are so few avenues of employment open to them. Under the iron-clad regula- tions of the trades unions, the num- bers admitted to learn the most im- portant trades and industries are so few that too many of the young men, unless they can find employment in some field of labor where the occu- pation is not classified, or in which there is no organization, are left to grow up in idleness. “An idle brain is the devil’s work- shop,” and hands that are employed in no honest work are sure to be engaged in evil. The three. young men mentioned, with another named Emil Roeski, were constant associ- ates and chums, and although it was understood that they were engaged in no ordinary occupations, they were able to spend money freely for what- ever they needed. They were, for a long time, not known to be concerned in any crime, although they had al- ready committed several desperate robberies attended by murders, and Collection Department R. G. DUN & CO. Mich. Trust Building, Grand Rapids Collection delinquent accounts; cheap, ef- ficient, responsible; direct demand system. Collections made everywhere—for every trader. Cc. E. MecCRONE, Manage.r - We Buy and Sell Total Issues of State, County, City, School District, Street Railway and Gas BONDS Correspondence Solicited. NOBLE, MOSS & COMPANY BANKERS» Union Trust Building, Detroit, Mich. IF YOU HAVE MONEY and would like to have it EARN MORE MONEY, write me for an investment that will be guananteed to earn a_ certain dividend. Will pay your money back at end of year if you de- sire it. it was not even after they had killed Martin V. Barker two men and wounded two others Battle Creek, Michigan in a successful attack on the money in the car barn, or station, of the Chicago City Railway, in which they got away with over $2,000 in cash on Aug. 30, 1903, that these criminals were suspected of any wrong-doing. It seems strange indeed that these men could have committed so many murders and desperate robberies in Chicago without ever being suspect- ed until one of the criminals himself betrayed the fact. No wonder that these young desperadoes thought they were secure from any interfer- ence by the law. Doubtless if Marx Have Invested Over Three Million Dol- lars For Our Customers in Three Years Twenty-seven companies! We have a portion of each company’s stock pooled in a trust for the — of stockholders, and in case of failure in any company you are reimbursed from the trust fund of a successful sonyens- The stocks are all withdrawn from sale with the exception of two and we have never lost a dollar for a customer. Our plans are worth investigating. Full information furnished upon application to ey ye anagers of Douglas @ company 1023 Mich: n Trust uilding, Grand Rapids, Mich. had been more prudent they would have had a long career of and robbery. They were real bandits murder | | | | | GENERAL TRADE REVIEW. The continuance of the unseasona- of a sort that it was not supposed | ple cold so near the first of May has could exist in a great city in this age of civilization, but the fact is there to stand for itself, and the success of these young desperadoes has set | many others on the same road. They particularly infest the trades union districts of Chicago. That the civilization of the twen- tieth century can produce such mon- strosities in human morals is not so strange as it may seem at the first | glance. It is true that the steamship has driven the pirate from the high seas because he can not keep his ves- | | j | | | | | | | | | | sel afloat without going often into | port for coal. Then he would cer- | tainly be caught, because he would | have no Custom-house papers show- ing whence he had cleared. It was | supposed that the electric wire and | the iron rail had put the highwayman | on land out of business, but this is a great mistake, since he holds up railway trains as successfully as ever did Dick Turpin the London stage coach. But it was supposed that the elec- tric street lights and the freedom of | American cities from the blind alleys and black culs de sac of the ancient European hives of population would prevent in this modern age many of the crimes that formerly throve only in darkness. the same success under the blaze of the electric lights as they did in the dark streets of an earlier period. As | Criminals operate with | greatly reduced the volume of spring trade in all Northern localities. This, of course, is felt in all lines of manu- facture and so greatly affects trade conditions all over the country; and yet as compared with the average of recent years, excepting the last, the showing is very favorable. Prep- arations were made for an exception- ally large business, and anything less seems like a setback; yet prices are generally well maintained and conditions point to healthy trade as soon as the weather resumes its wonted habits. The late must be recognized as a setback, and in settlements be distributed serious a season must be considered and thus the burden as equally as possible. Unexpected complications and de- lays in the Northern Securities litiga- stock volume. tion trading at a minimum Price changes have been small and the tendency is towards lower levels. A further reason for this is the ap- proach of the date on which so many wage scales are considered. There is a tendency to an unustial degree on the part of workmen to meet the conditions fairly, and while there is no lack of labor disturbances the causes, as shown in our own city, are the encroachments of unionism rath- are operating to keep in | es than questions of pay and hours. | to the morals of to-day, the criminal | classes, with intelligence and often by the aid of all the appliances of modern science, are just as deprav- ed as in the Dark Ages, and are vastly more able to accomplish their evil designs. more Modern education aims only to inform the human mind. It expels religion from its precincts and in the interests of material science it re- presses in the young and destroys in the aged all sentiment and enthusi- asm so necessary to the development of the morals and the higher quali- ties of our kind. Then to this must be added the infamous trades union organizations that shut the doors of industry and honest employment against so many youths, and we have conditions that are as favorable to the development of moral monsters as were those of the period which, for lack of learning and civilization, was known as the Dark Ages. What is human society, with all its boasted enlightenment, going to do about it? —— Merchants who employ union clerks invariably find that they are surround- ed by liars, grafters and till tappers. The moment a man joins a union he Prices of the great staples contin- ue at a high level. cotton are not sufficient to give any encouragement in its manufacture. Wheat is more freely taken at what a high figure; but price changes are controlled by reports of crop conditions, which of course are not favorable so far. The tendency in provisions is toward a more rea- level, and the quantity of pork packed in the West is greatly in excess of last year. Cotton spinners are between the two difficulties of high cotton and demoralized demand, and so are only working from hand to mouth. Wool manufacture is not much better. Iron and steel are still putting more plants at work, notwithstanding the tempor- ary setback in sympathy with general trade, showing confidence in a nor- mal demand as change. Building operations are especially ac- tive in most parts of the country. Concessions in seems sonable conditions mnmmemnadl A German scientist has succeeded, by treating the vegetable fibers peat the molasses of beet sugar manufacture, cleansed of moss with waste in producing a compound that serves acceptably as food for domestic ani- mals. A. L. Morehouse has_ purchased the grocery stock and meat market leaves honor behind and becomes a| of Atwood & Son at 61 South Di- | vision street. social pariah and an outlaw. 2 MICHIGAN TRADESMAN as the center of attraction in the painting, which made a_ wonderful — sum of $500. Hearing this the | ly exclaiming: hit and brought the artist the tidy | farmer was exceeding wroth, excited- | 2 | “Here I've be’n atrying fer two) Two “Notable | » Exhibits ‘of Widely Dif. | year ter give away that mis’able purp | ferent Character. |fer fifty cents, an’ ‘long comes thet Fashions change, and we change | there bloomin’ artist feller an’ makes | with them. Time was, when one|a picter uv ’im ’at he sells fer $500! | spaded and hoed and raked the soil | Things ain't evenly divided in this | to induce the growth of eatables and| ‘ere world, b’ gosh!” posies for his own or his neighbor’s Mr. Hamilton, it is said, delectation, they called it “digging in | the above incident when he entereda the garden.” Now they give to this seed store to order the corn from thrifty and pleasurable occupation | which he painted the first-mentioned the more euphonious title of “garden- | picture. ing,” “horticulture.” ’Tis but a case) of “a rose smelling just as sweet,” | | ~< + + From garden seeds to lingerie is a far cry, but a pair of stout lungs may compass the distance. Steketee & Sons present this week however. The horticulturist would see some- thing to interest him in the A. J. Brown Seed Co.’s big show window | until Friday or Saturday an array of this week. The whole of the floor|rcady to wear white goods from space, to the depth of some three which the lady of high degree, and inches, was covered evenly over, the lowly maid as well, might select with a gray-looking substance. In/ a suitable assortment of inside love- this substance were large letters in liness sure to set the feminine heart a dull yellow, which the beholder cu- pitapat. Any woman who knows riously spelled out to be “Kentucky | that the “inside of her” is exquisitely Blue Grass. Crop 1903.” groomed, no matter how simple her The whole thing, including the in-| Outside dress may be, steps daintily scription, was made up of nothing along with a graceful poise of the but seeds! body and a peace of mind that all The solid gray foundation was made the consolations of religion can not up of millions (I might more properly bestow! say billions) of tiny lawn grass seeds, First of all, the bath, while the dull yellow letters were which no one is ever truly well dress- composed of a proportionate number ed—and if girls but understood how of diminutive white clover seeds. related | Spring Time Sellers Light Rubbers Sell Now. You can be sure they’re right if they re Banigans Order of Geo. S. Miller without | essential this is to loveliness of com- | At the_back of the lettering was a plexion they would be daily users of | long row of small fat bags contain-| this great skin-beautifier—and then | ing the wherewith for a_ beautiful the person clothed with equally clean lawn. The pudgy little fellows some- under garments, and the body is well how reminded one of little animals | ¢4tipped for its daily struggle for ex- that had eaten too much for their|istence. And if these garments are physical comfort! trimmed appropriately for the occa- The exhibit was sure to fill the| Sion on which they are to be worn, window gazer with the desire to in-j| 45 I say, they engender a tranquility vest his all—or a sufficient portion | °T harmony in the noddle feminine im- | of it—in one of those pussy pusil possible of attainment by any process | of ethics. But I digress from my _ proposed ‘Tis remarkable what good effects description of some of this pretty la- are produced by the window decora-| ‘ies’—no, I mean ladies’ pretty—un- tor (or decorators) of this ever in-| det clothing. teresting establishment. There is al- Since Dame Fashion (the fickle ways something in its store front to jade!) decrees that her devoutest de- induce the enthusiast in growing votees (if I may use tautology) shall plants to step in and purchase an| T¢turn to the almost-equal-to-silk lux- article that is sure to add to the beau-| "TY Of the white petticoat, once more ty of his home interior or its sur-| OU willing eyes are greeted in store roundings. Yearly is there more at- windows—and otherwise—with cap- tention being paid to landscape gar- tivating glimpses of frou frou lace dening and plants and shrubs are re- ruffles guaranteed to cause the be- lied on to accomplish much in the holder not to look the other way! education of the youth growing up| Cleanliness and common sense de- within the blessed home walls.|™and that the wearer of filmy dimi- Talking about seeds reminds me/ ties and lace-bedecked underskirts of a story told by the artist Hamil-| Shall not drag them on the dirty ton, of Aurora, Illinois, who painted | ground; so, if they must be lifted up, the famous realistic “Corn Picture” | Masculinity has never been known to hanging opposite the elevator, in the | be averse to a wee bit—or more—dis- parlor-floor hall of the Morton/| Play of daintily-shod foot and trim House: little ankle encased in the fetching- He said that, “once upon a time,” | ¢st of fetching lace hosiery! a way-back farmer possessed a Some of the petticoats in that Stek- measly yellow dog which he brought | etee window are veritable dreams— along to town one day, where he was/ visions of loveliness! accosted by a noted artist who fan- There was, among the many beau- cied the canine for a model for a cer-/ tiful models, one especially attrac- tain picture upon which he was then| tive to me. Around the hips the at work. The purchase was effected | skirt was perfectly plain, which I for a small sum, and in due course; regard in better taste than trim- of time his yellow dogship appeared | ming way to the waist. Below this containers. + + + 131 and 133 Market Street, Chicago, Ill. your house a - The cost of painting the house and barn, Se — fences is a beavy burden. Cheap soon, peel or scale off an ad and oil coi much and has to sored 80 often thatitisa patie lhe a Bom me keep the Dright, clean appearance so desirablo in the cozy. Sa or the elegant mansion. To meet the needs of the small purse and at the same ti so the rich, lasting, pro- tecting effect of a first-class paint caused the manufactu = Carrara Paint H and it is the best paint for house, barn or fence; for interior or exterior work jt has no equal. It is smoother, revere pan surface, brightens and preserves colors, is used -. blisters oF any tin, bric stone or tile, and never cracks, chalks; itd — not fade, it outlasts the best Rite ead or mixed and it covers 80 much more surface to the Fi 7 Mus Chicago; Kenw olan elepnone at useum, , jab, icin) Union Telephone 0o.: Field eae ge Hie Grande ©. tz Wellington fietel, Chicago. Agents wanted in mee town in Western Michigan. WORDEN (GROCER COMPANY @RAND RAPIDS, MICH. DISTRIBUTORS ej, eee tO a MICHIGAN TRADESMAN 3 Oe NM 200 stay tO was a most. elaborately-decorated flounce over two feet deep. Three inch bands of eighth-inch tucks al- ternated with cobwebby lace inser- tion two inches wide. | This lace was | of a tulip pattern, which was dupli- | cated in the six inch foot ruffle. To protect all this from wear in walking was a plain underneath flounce of the same depth with a ruffle of fine cloth like the body of the skirt. This, I repeat, appealed to me the most of the many pretty samples on | exhibit, not even excepting the very handsome one that had a solid fifteen | inch ruffle of lace composed of rows upon rows of three inch insertion sewed together, up and down, the lower part of each piece being cut away at the bottom, wedge shape, to allow the use of inverted hemmed Vandykes of the muslin. Below this intricacy was a wide ruffle of lace that exactly matched the cut-away inser- tion in pattern. . For the less frivolous in taste, the one whose choice runs to the geomet- rical in design, there were skirts dec- orated with almost countless rows of narrow insertion in what the women call a “set figure.” These alternated with bands of fine tucks, making one’s eyes—or back—ache to think of the immense amount of work involv- ed in the construction. And, when one takes into account that all the underwear on display in this immense window was merely machine made, he—she, rather—is appalled to think what the same would represent if made by that cunningest of machines, the human hand. This is again a lace season, em- broidery almost being given the go- by. (By the way, I wonder if that is a contraction of the word good-by; it might be.) The Marguerites and other gar- ments belonging strictly to ladies’ apparel were of the cheaper grades. There has, during the last few years, been an attempt to revive the old-fashioned chemise of our grand- mothers, but it does not seem to meet with especial favor of the sex, although the lower half of the gar- ment has been lengthened and wid- ened and betrimmed, to obviate the use of a small underskirt. I think the reason lies in the fact that, al- though the around-the-waist volu- minousness’ considered absolutely essential by a past generation has been largely dispensed with, still it is impossible, with muslin, or even China silk, to get the clingingness of the natty little knit shirt. And then, too, the latter, especially if in silk, is so altogether charming with its lace or crocheted tops and should- ers and besides comes in the delicate evening shades, that it is small won- der the ladies “will have none of it” when it comes to the more-cum- bersome old-fashioned muslin che- mise. ‘Fashion may as well take a back seat when she attempts to foist on women an article they—at least the younger ones—abominate! I wish I- had room to more than refer to the handsome _ substantial shopping~money-holders disposed in Steketee’s west window. They are sure to take the eye of the woman, old or-young, who dislikes a purse that is forever, and on the most un- dropping out her loose change. The | stout new leather bags with the pon- | derous clasps preclude such a hate- | ful contingency and are a boon to | the hurried shopper. All these porte- | monaies contain, in a dear little in-| side pocket, a small purse, easily got | at—another welcome convenience. | Some of the bags contain simply the | big open space and the side pocket | for the small purse to match, while | in others the open space holds a va- | riety of articles possibly wanted ona shopping tour—smelling bottle, and | the like, although the average healthy woman eschews these folderols. She doesn’t want to be bothered with the | lugging of them around. ee “Great minds run in the same chan- nel.” It was a curious circumstance that, coincident with Steketee & Sons’ dis- play of ladies’ fine underwear, there should have been, across the road at | Benjamins’, an equally large window given up almost exclusively to an exhibit of fine under garments for gentlemen. Whether or not this was premeditated on either side the Rialto I do not know, but at any rate the incident was remarked by close scru- tinizers of window trims. And there were many members of both sexes who stopped to see and admire each of these trims with little or no par- tiality! —_+2>—__ Celery City Grocers Propose Close Early. Kalamazoo, April 26—The Kalama- zoo Grocers and Meat Dealers’ As- sociation last night decided to insti- tute a fight for the following better- ments in their time conditions: “To close their stores throughout the city at 7 each night excepting Saturday and Wednesday. “To close their stores during the summer months each Thursday at noon and not open them until Friday morning. “Not to deliver from their stores after 4 o’clock upon Saturday.” An especially strong fight will be instituted against the midnight deliv- eries of Saturday. Some agitation was opened for a Wednesday night closing, but was laid upon the table. An attempt will be made to have the signature of every grocer in the city placed upon the resolutions printed above. Nominations for the election of offi- cers for the Association to be held To Monday, May 9, were made. Names were chosen as follows: For Presi- dent, Carl Meisterheim, Samuel Hoekstra, W. C. Hipp, John Steke- tee, A. P. Cave and Ed. Purdy; for Vice-President, C. A. Baker, — T. Sloan, John Van Bochove and A. P. Cave; for Secretary, H. Schaberg; for Treasurer, William H. Moerdyke, Henry Van Bochove, Elias Hoekstra, Frank Miller and Ed. Purdy. Nom- inations for the members of the Ex- ecutive Committee were as follows: W. C. Hipp, John Van_ Bochove, Elias Hoekstra, Carl Meisterheim, George Ryan, Mark Diver, Samuel Born and John Steketee. A proposition advanced by C. Ely was turned down. Ely has been at- tempting to promote an air castle expected occasions, opening up and | scheme by which grocers are to re- ceive pay for their goods in coupons. These coupons were to be redeemed by them at stated times at the Ely clearing house for the small sum of 5 per cent. upon all which passed through. This plan, Ely claimed, would do away with bad debts and establish a credit system. Seeming to care more for the credit system than for Ely, the Association passed him up. A large amount of routine husiness was transacted in addition The Association as a body refused | the invitation of the Grand Rapids grocers to attend the pure food show i2 be held there soon. ——__—_. >< ——— Willing to Accommodate. Abraham Benedict tells of a school teacher in Rochester who had a great | deal of difficulty with a few mischiev- boys. day when them had given her a great deal of annoyance she said to him: “I wish 1 could be your mother for just about ous One one of I would rid you of your “Very well, | about © it,, one week. naughty disposition.” will speak to. father promptly responded the lad. ———— +2 > is cheap; you can afford the most tri Civility to give it away with fling sale. ATTENTION, JOBBERS! We are agents for importers and shippers of oranges and lemons, breaking up cars and selling to JOBBERS ONLY. Best fruit at inside prices. H. B. MOORE & CO., Grand Rapids Package Package Package cut) 25 dozen 7 inch Dinner Plates No charge for package. Package No. 3. more Handled Teacups and Saucers (1 dozen con- tains 12 cups and 12 saucers) No charge for package. 3 dozen No 9 Covered Chambers 3 dozen No. 9 Uncovered Chambers 6 dozen in assorted chambers in package. for package. Shipped direct from factory at East Liverpool, Ohio David B. DeYoung Importers’ and Manufacturers’ Agent Crockery, Glassware, China, Lamps Bargains in Crockery For a limited time I can offer special bargains in Teacups and Saucers, Dinner Plates and Chambers. Fifty Packages each for this sale. No. 1. Semi-Porcelain 2nd selection (as cut) 25 dozen Coalport Teacups and Saucers in pack- age (1 dozen contains 12 cups and 12 saucers) No charge for package. 42c per dozen Semi-Porcelain 2nd selection (as 42¢c per dozen No. 2. First selection. 25 dozen Balti- 54c per dozen No 4. C.C. Ware. $2.00 per dozen 1.50 per dozen No charge Grand Rapids, Mich. Send for new catalogues ahd prices. Bread Winners Who are solicitous of their health and thoughtful of their future pecuniary interests are urged to try Voigt’s ~~... Crescent “The Flour Everybody Likes” They are assured of receiving a just and fair equivalent for their labors. money expended. No other flour offers so much in return for the Pure and wholesome, a great muscle builder; it gives to the human system a buoyancy of spirit and power of endurance not to be acquired through any other source. With us Every Dollar Counts for its full value, no matter who spends it. Voigt Milling Co., Grand Rapids, Mich. MICHIGAN TRADESMAN Movements of Merchants. Boyne City—G. T. Gleason has_ opened a cigar store. Boyne City—Joseph McNamee has | opened a grocery store at this place. Boyne City—Mrs. W. H. has opened millinery parlors at this place. Millington —Rishop Bros. have pur- | chased the meat market of W. H. | Frost. Jackson—Hoffman Bros. have re- | moved their drug stock to an adjoin- ing store. Fowlerville--G. A. Newman has} sold his general merchandise stock to A. R. Miner. Vanderbilt—A. W. Reinhard has purchased the grocery stock of Mrs. | Maggie S. Elder. Ann Arbor—B. Benison & Co. have opened a clothing store at 117 North Main street. Saginaw—-Wm. H. Meader _ suc- ceeds Chas. C. Wirth in the grocery and meat business. Bay City—Remueld Rabidoux has opened a grocery store at Belinda and Woodside avenues.. Carsonville—C. C. McGregor, deal- er in harnesses, has sold his stock to W. W. Aikman. Cheboygan—Charles Schenk has purchased the grocery stock of E. S. (Mrs. James F.) Perry. Pellston—John A. Bryant, dealer in groceries and meats, has sold out to Thomas L. Bryant. Elsie—Reuben T. Cameron has moved his drug stock two doors east and put in new fixtures. Grand Blanc—Mrs. N. E. Phillips, of Flint, has opened a branch mil- linery store at this place. South Haven—-The Crown Drug Co. stock has been sold under an attachment to Judson Bailey. Webberville—James O. Taft will be succeeded in the grain business June 1 by Rubert & Weaver. Kalamazoo—C. W. Vanderbilt, of Lawton, has purchased the retail de- partment of the Witwer Baking Co. Rodney—Pattie & Cutchell have sold their drug stock to Dr. Grant, who has removed it to Chippewa Lake. Saginaw—Eisenberg & Weiss, mer- chant tailors, have dissolved partner- ship. The business is continued by Eugene Weiss. Ludington—Fred Brown, fruit buyer, has purchased a half interest in the produce business of W. J. Meisenheimer & Co. East Leroy—Orrin E. Close has purchased the drug stock of W. A. Dunlap and will continue the business at the same location. Kalamazoo—C. P. Bidlack has pur- chased the Miller & Walker drug stock and moved it to the Babcock location on Portage street. Sparta—E. E. Shook, of Grand Canon, Wy., has opened a feed store in the Calkins building. The store will be under the management of his father, A. E. Shook, for the present. LeRoy | Flint—H. & J. Danbeau, dealers in B | tobaccos and cigars, have dissolved | partnership. The business is con- / tinued by Joseph Danbeau. Coldwater--D. P. Harlan has sold ) his grocery stock to E. N. Russell, | who will continue his oil wagon un- | der charge of his son, Fred. Bad Axe—The Cosgrove-Fremont Co., Limited, succeeds the Wright- Fremont Co., Limited, in the hard- ware and implement business. Big Rapids—-J. K. Sharpe & Co. 'are closing out their meat business and will devote their entire atten- tion to their grocery department. Portland—John A. McClelland has | admitted his son, William, to partner- ship in his drug business. The new stvle is John A. McClelland & Son. Frankfort—F. L. Blanchard has leased the building formerly occu- pied by Averill & Herban and en- gaged in the flour and feed business. Tekonsha—Ed. R. Shumway and Fred A. Randall have purchased the istock of clothing and_ furnishing goods formerly owned by J. H. Dar- row. Marlette—The Hubbell-Baker Co. succeeds Hubbell, Baker & Co. in the egg and produce business. Chas. W. Hubbell is proprietor of the busi- ness. Muskegon-—H. Chris Hansen, for- ‘merly engaged in the mercantile busi- ness at Trufant, has opened a dry goods and millinery store at 80 Ottawa street. lonia—Broderick & Son have sold their stock of clothing to H. F. Hatch, of whom they purchased same a few weeks ago, and will return to Grand Rapids. Greenville—Raymond J. Green, formerly meat cutter for Hammond, Standish & Co., of Detroit, has pur- chased from Nelson Cooper the north side meat market. ; Sault Ste. Marie—Alf. Doran has purchased the confectionery stock of A, Hunter, at the corner of Pine and Spruce streets, and will add a line of tobaccos and cigars. East Jordan—J. F. Kenney has purchased the interest. of J. J. Vot- ruba in the grocery and meat busi- ness of Votruba & Bowen. The new style is Bowen & Kenney. Ypsilanti—W. S. Haynes has re- moved his grocery stock from its present location to the store build- ing formerly occupied by Dunlap & George, on Congress street. Thompsonville—A. A. Morrill & Son have opened a flour and feed store at their warehouse. The junior member of the firm will have personal charge of the business here. Ypsilanti—Charles Crane, formerly of Royce & Crane, has purchased the grocery stock of George Holley, on Huron street, and will continue the business at the same location. Ceresco—-Simary Phelps, for many years engaged in general trade at this place, has sold his stock to Charles Mott, who will continue the business at the same location. Sturgis—Claude Miller has _ pur- chased the cigar and tobacco stock | of Shoecraft & Allard, who will de- vote their attention to the manufac- ture of their patented piano moving truck, which is being manufactured on North street. Muskegon—Oscar A. Hopperstead has purchased the interest of Ralph Bush in the business conducted under the style of the Peoples’ Hardware Co. His partner is Gustav Dietrich. Flint—Clarence A. Fox will short- ly open a shoe store at 405 South Saginaw street. Mr. Fox was form- erly engaged in the shoe business at Flushing and more recently at Owosso. Bay City—O. E. Adams, for many years with Melze, Smart & Co. and also with the Pere Marquette Coal Co., of Saginaw, has purchased the grocery stock of W. D. Lature, at 1201 Columbus avenue. Manistee—B. F. Girdler, formerly with the Greulich Co., of Grand Rap- ids, has formed a co-partnership with E. B. Bidelman, Agent, of this city, to continue the clothing, hat and men’s furnishing goods business. Muskegon—Hoogstraat. & Neil, who conducted a feed store at 9, II and 13 East Clay avenue for several years, have sold out to John Stegink, who has had a feed store at 554 W. Western avenue for the past twelve years. Traverse City—A. B. Fairbanks has retired from the coal, grain and feed business of Powers & Fairbanks and will devote his entire attention to the produce business. Mr. Powers will continue the old business in his own name. Bay City—The Mohr Hardware Co. is planning the erection of a brick warehouse, 50x100 feet in dimensions and three stories high the coming summer to accomodate a line of goods now scattered about in three storehouses. Detroit—Wnm. Reid, dealer in glass, paints, oils and varnishes, has merged his business into a corporation under the style of the Wm. Reid Co. The company is capitalized at $300,000, all of which is held by Mr. Reid with the exception of two shares. Saginaw—Wnm. H. Meader has pur- chased the grocery, meat and pro- vision stock of Charles Wirth, at the corner of Warren and _ Johnson streets. Mr. Meader was with the Hayden Grocery Co. for eight years and more recently with Symons Bros. & Co. Detroit—H. V. Smythe & Co., im- porters, wholesale dealers and pack- ers in teas, have formed a corpora- tion with an authorized capital stock of $25,000, which is held in equal amounts by H. V. Smythe, J. L. Smythe, J. F. Smythe and J. B. Smythe. Muskegon—Daniel Drinen has sold his feed store at 160 W. Western ave- nue to John Cooper and Peter Rapp. Mr. Cooper has been engaged inthe hay baling business on Mason avenue for several years and Mr. Rapp was formerly engaged in the feed business on West Clay avenue. Grand Ledge—Wm. Pierce has purchased an interest in the grocery department of the dry goods and grocery business of T. B. Robipson, and that branch will hereafter be conducted under the style of the Robinson Grocery Co. under the management of Mr. Pierce. Kalamazoo—H. G. Coleman & Co. have merged their business into a corporation after having been in ex- istence under the style of Francis Colman, F. Colman & Son and H. G. Coleman & Co. for the past thirty- four years. The business will here- after be conducted under the style of the Coleman Drug Co. Muskegon—The Muskegon Lum- ber and Fuel Co. is the style of a new organization which has just been formed to take over and conduct the local department of Mann, Wat- son & Co.’s lumber business. The new company is composed of Mann, Watson & Co., Chris. Larson and Albert M. Brown, the two latter hav- ing been in the employ of Mann, Watson & Co. for several years. Saginaw—The Mooney & Pitsch Co. has been organized to engage inthe men’s and boys’ clothing business. The authorized capital stock is $12,- oco, the principal stockholder being M. J. Rogan, President of the Rogan Clothing Co., of Cleveland, Ohio. The other stockholders are W. W. Wadhams, Ann Arbor, and I. J. Mooney and B. J. Pitsch, Saginaw. Detroit—Charles Montague’s prop- Osition to pay his creditors 25 cents on the dollar in cash, 12% cents in one year and 124% cents in two years, has been accepted by the creditors. . The only objector was M. B. Whittlesey, who represents a claim of $650, but Referee Davock overruled the objection on_ the ground that the estate was too large to be held up by such a trifle. Manufacturing Matters. Holland—The Cappon & Bertsch Leather Co. has increased its capital stock from $400,000 to $800,000. Lake Linden—-Rock Paquette will equip his building with modern ma- chinery for the purpose of manufac- turing roller process flour. Bay City—Geo. D. Jackson, S. C. Crump and F. W. McCoy have or- ganized the Bay City Box & Lumber Co. The capital stock is $25,000. Bellaire—E. J. Kauffman has with- drawn from the E. J. Kauffman Mill- ing Co., who has removed to Wash- ington. The business is continued by Henry Richardi. Morrice—Elmer Bowers has sold his creamery to Fred Ramsey, of Shepardsville, who is remodeling it into a creamery and will begin oper- ations about May 1. Kalamazoo—The Rough Rider Sus- pender Co. has merged its business into a stock company and will manu- facture suspenders, novelties and fancy goods. The authorized capital stock is $6,000. The _ stockholders are Estelle Lehman, 130 shares; Lou- is Rosenbaum, 100 shares; G. Rosen- baum, 100 shares and E. S. Rosen- baum, Ioo shares. Commercial Credit Co., ts Widdicomb Building, Grand Rapids Detroit Opera House Biock, Detroit ve onan ene Ot 1 letters recounts to oul ' t —__ The Produce Market. Apples—Fancy, $3.50@4; common, $2.50@3. Bananas are very high and so are strawberries. Oranges are the only fruit that can compete with the apple and while they are very cheap they cannot take the place of the old standby. As a result the dealers are moving their stocks out in pretty good shape and the fruits will find apples well out of the way. Asparagus—$3 per box of 2 doz. Bananas — $1@1.25 for _— small bunches and $1.75 for extra jumbos. Beets—soc per bu. Bermuda Onions—$2.25 per crate. Butter—Creamery is weaker and actually lower in some markets. Local dealers hold choice at 23c and fancy at 24c. Receipts of dairy are liberal, but the quality is by no means up to the average, fetching 11@tzce_ for packing grades, 15c for common and 16@17c for choice. Cabbage—4c per fb. Celery—7sc for California. Cocoanuts—$3.50 per sack. Cucumbers—$1.35 per doz. Eggs—Local dealers pay 15%c on track. Production so far is from 15 to 25 per cent. below that of previous years. Some say that this condition will continue all through the season, while others think that a flush will come as soon as warm weather puts it her appearance. Egyptian Onions—$3.75 per sack. Game-—Live pigeons, 50@75c per doz. Grape Fruit—$3 per box of 60 per crate for assorted. Green Onions—1I5c bunches. Honey—Dealers hold dark at 9@ toc and white clover at 12@I3c. Lemons—Messinas and Californias are steady at $2.75@3 per box. Lettuce—Hot house leaf fetches 15c per fb. Maple Sugar—io@114c per tb. Maple Syrup—$1@1.05 per gal. Onions—-$1@1.25 per bu., accord- ing to quality. per dozen stock for extra choice and $2.65 for extra fancy; California Seedlings, $2@2.25. Parsley—35c per doz. bunches for hot house. Pie Plant—$1.75 per box of 40 tbs. Pineapples—Floridas fetch $3.50 per crate for assorted. Potatoes—Local dealers hold at $1 in carlots and $1.10@1.15 in store lots. While the price is no lower, some markets have weakened considerably during the past week. Pop Corn—goc for common and $1 for rice. Poultry—Receipts are small, in consequence of which prices are firm. Chickens, 14@15c; fowls, 13@ 14c; No. 1 turkeys, 18@19c; No. 2 tur- keys, 15@16c; ducks, 14@15c; geese, Iz@13c; nester squabs, $2@2.25 per doz. Radishes—25c per doz. for hot house. Strawberries—Steady on account of cold weather. Quarts fetch $4@4.25. Sweet Potatoes—Jerseys are steady at $4.50 per bbl. Tomatoes—$z2.25 per 6 basket crate. Wax Beans—$z2.75 per box. —_+---2__. Hides, Pelts, Tallow and Wool. There is little trading of conse- quence in country hides. Delivery of previous sales keeps dealers busy. Margins are too small to tempt buy- ers to an effort. Supplies are limited and prices are too high for the tanner. All offerings are of poor stock, and unless price is conceded the tanner waits for better takeoff. Pelts are in limited supply, with a good demand at full values. Tallow is still on the sick list. If a sale is effected, it is by concession. All greases are off in price. No regu- lar price is quotable and a further de- cline is likely. The wool situation does not change. Eastern dealers hold off, as prices start too high. A few cars have been taken at an excessive price to fill im- mediate wants. One Eastern house seems to be anxious and has set a pace others do not like to follow. Local dealers see big values ahead, and there are enough of them to make prices for others to follow or keep out. Clipping has only fairly begun. Wm. T. Hess. - The Grocery Market. Sugar (W. H. Edgar & Son)—Since our letter of April 19 there has been a gradual improvement in the gener- al sugar situation. Speculators took hold, securing possibly two thousand tons, and evidenced a disposition to take on more at the low price then ruling. They paid 1-32c advance without lighterage, equaling 1-16c net advance, which evidently brought about a change of sentiment, for the principal buyer entered the market on Friday and Saturday to the extent of 40,000 bags at equal to 3.67c duty paid; on Monday their purchases ag- gregated 150,000 bags at equal to 3.72c duty paid—all for May ship- ment—being the highest price yet paid for Cuban sugars, and an ad- vance of about 16c per hundred pounds from the low point of last week. Meantime Europe has advanc- ed 3-32@%c for cane descriptions, al- : : |so advancing slightly for beets, which Oranges—California Navels, $2.50) are now quoted at a parity approxi- mating 3.85c with 96 deg. test. Re- fined remained unchanged in all re- spects until yesterday, when the re- finer, who for two weeks has offered “prompt shipment” at a concession, withdrew the concession and at this writing there is every appearance of a general advance. The principal re- finer has withdrawn all “contracts,” accepting orders only for prompt shipment._ This is looked upon as pre- liminary to an advance, which is war- | ranted by the exceedingly strong po- sition in raws. Our confidence, as heretofore expressed, appears to be borne out in these later developments. The trend of prices should be stead- ily upward during the coming active campaign. i Coffee—The feature of the week has been the strenuous efforts which have been put forth both by Arbuckle Bros. and the Woolson Spice Co. to keep the market from advancing any fur- ther. To do this they have sacrificed thousands of dollars in profits by keeping their package coffees at the same price as ruled when green coffee was 7%c lower. The impression is general that this is done with the idea of keeping interior buyers out of the market, for there is no en- couragement for such buyers to buy more than their actual needs, since they can not buy green coffee at ruling prices and sell it roasted -to compete with the present price of package coffees. Reliable statistics seem to warrant a greater advance than has occurred. The whole endeavor of the large buyers seems to be to keep the market at its present price as long as possible, in order that they may get large stocks. Brazil is fighting this game bitterly. It is not possible at present to buy Brazil cof- fee and land it in New York at the prevailing prices of spot Brazil, and this is especially true as regards San- tos, which in primary markets is way above the parity of either Europe or America. Milds are steady and un- changed. Java and Mocha are steady at ruling prices. Tea—The new crop tea will soon be the interesting feature of the situ- ation. There is probably some in the Japan markets already and prices will be named within a week or ten days, in all probability. It is anticipated that these will be high, although not necessarily above last year’s figures, which were well up. Canned Goods—-Tomatoes are quiet at unchanged prices. The market is steady, however. Corn is in very light demand at unchanged prices. Jobbers are working to distribute their spot stocks of corn before the new season opens. No jobber has very large stocks, however. Peas are in light demand, with still a good but fruitless inquiry for cheap peas. These lots seem nearly all cleaned up. The general lines, both of Cali- fornia and Baltimore canned goods, are unchanged and in light demand. Dried Fruits—The prune market is not a particularly strong one. All the jobbers have good stocks on hand and they are not moving out with any great degree of enthusiasm, although there is about the usual volume of trade. In California the market is said to be very weak. Raisin affairs are unchanged and are far from satis- factory to the interests in California. When the tangle gets straightened out and harmony is restored it may be possible to get a better line on the market. At present it is ob- secured by the mixup in the affairs of the association. It is reported that little better demand for currants, particularly in the East. locally the jobbers do not note any appreciable difference. there is a Rice—Dan Talmage’s Sons say: “In sympathy with quiet conditions gen- erally in grocery lines, there is only a fair inquiry from nearby points and narrow-gauge movement locally. Or- dinarily this would be depressing, were it not for the fact that those who fore-handed are taking more than passing notice of offerings, on the well-known principle that the most advantageous time to make se- lections of a given article, is when it is in a measure neglected by the gen- eral trade. Prices are steady to firm, and it seems to be the general opinion that rock bottom has been reached. This is confirmed by the uniform re- sistance to further decline and turn- ing down of offers on that basis. Re- ceipts are not in as full volume as heretofore noted.” were Syrups and Molasses—There is a very firm feeling in the cheaper grades of molasses. Black strap is one of the strongest numbers. As a general thing’ the movement throughout the country keeps up very well. In the northwest the continued cold weather has prolonged the sea- son considerably. Fish—-Mackerel is quiet at unchang- ed prices. The market is still dull and weak. Cod, hake and haddock are unchanged, and in this section duil. The early spring catch of cod- fish has been phenomenally _ large, some of the trips being the longest on record. If the catch continues as it has begun, the prepared cod market will probably return to normal next season. Sardines are dull and un- changed. No special advance is looked for before the new _ season opens, since the opening is so close at hand, and the new pack will prob- ably be offered at lower prices than are now ruling. Salmon is unchanged and firm. The demand is light. 6 MICHIGAN TRADESMAN MEN OF MARK. J. W. D. Cook, Manager Grand Rap- ids Cold Storage Co. Corporate interests in this as in all other countries have always been on the lookout for young men of brains. /never before had the benefit of ex- Finding them is one of the essentials | of their successful means better dividends. Capital, no operations. It) matter how vast, if wrongly invested | or handled in a misdirected manner, | does not make the golden harvest so | dear to the heart of the stockholder. | It may be likened to an engine with- out a governor—there is plenty of potentiality, but it is power that is unreliable and going to waste. In this day of larger things capital | and corporations are more than ever to secure the young man of ability. When expenses are cut to| the minimum and after business oper- | anxious | | ment in. all departments, but has | never enjoyed the success its stock- | holders anticipated, because it has | perienced management. ed that Mr. Cook’s the dairy and produce Chicago will enable him to popular- | ize the establishment to that extent that it will ultimately take rank as one of the best paying institutions in | the city. It is believ- | experience in business in| Mr. Cook was married Nov. 13, | 1894, to Miss Genevieve F. Jewett, of | Chicago. The family includes a/ daughter 4 years of age, and they | reside at 322 Cherry street. Mr. Cook has never joined any se- cret order and is not a member of | auy fraternity, nor has he any par- | Water in Desert Cactus. The marvelous strength of desert plants is well known, but we are at _a loss to explain the source or reason of their luxuriance in regions where 'only a few inches of water fall dur- ing the year, and that little is imme- diately drunk up by the torrid sun. |What enables the yucca to thrust its | head through thirty feet of gypsum and sand or the barrel cactus to store /enormous quantities of water and to hold the water for months, perhaps years, or the sumach to cling so te- naciously to its ground when every- thing else swept away? are ques- tions which none can satisfactorily answer. No less marvelous and in- explicable is the mesquite shrub, which sometimes has roots over fifty ‘ticular hobby, unless it may be his feet long, and other desert plants ations are put on a close margin it) is a necessity that men of judgment shall be in control. The various cen- ters of territory contiguous to the/| places where big enterprises are con-| ducted are eagerly scanned for bright | young men; men not only of intelli- | gence but of regular habits—men who can be trusted and who show an} aptitude and a liking for work. owners of mills and mines secretly test the prospective employes. Then if they stand the trial they are plac-| trained | ed in minor positions and The | and matured with never an intimation | of their future prospects until almost | at an instant’s notice, and before they | are aware of their fitness, they are | thrust into positions of emolument, | honor and responsibility. John W. D. Cook was Grandville, Sept. 15, 1865, his ante- born at! cedents on both sides being English. | When he was a small child his pa- | rents removed to Grand Rapids, where his father was engaged inthe grocery business at the corner of | Monroe and Ionia streets, where the | Morton House now stands. Mr. Cook | attended the public schools of Grand | Rapids, graduating from the School in the English course in 1883. His father having died when Mr. Cook was but Io years of age and his mother having married H. M. Goebel, he entered the employ of the latter as salesman in the paper and paint store at 19 Canal street. remaining there seven years. wall! High | He then went to Chicago, where he | entered the employ of John H Palm- | er & Co., produce and commission merchants and dealers in dairy prod- ucts at 183 South Water _ street. Three vears later he formed a co- partnership under the style of Crow- ley, Cook & Co., which firm succeed- ed the house with which he formerly employed. A year later he purchased the interest of Mr. Crow- ley, when the firm name was chang- ed to Cook & Co., which business was continued until about four weeks ago, when it was wound up to enable Mr. Cook to accept the position of mana- ger of the Grand Rapids Cold Stor- age Co., which had been offered him by the directors of that institution. He entered his duties with the new company on April 1 and confidently expects to score an unqualified suc- cess. The plant has was first-class equip-j| lighted ends in their mouths. John W. D. Cook fidelity to his business. He has al- ways been noted for the long hours he puts in and the close attention he | gives every department of his work. | No feature of his escapes | his scrutiny and no detail is too in tricate for him to master. He studies the markets and_ their rela- tions to his establishment as a stu- dent studies his books or an astrono- mer studies the stars, and from such study and comparisens forms conclu- sions which enable him to manipulate large transactions with comparative safety. business —__—_2-9—_—_ Smoking in Puerto Rico. The old negresses of San _ Juan, Puerto Rico, who sell vegetables in the markets, smoke long, black ci- gars, and they smoke them with the | botanical laboratory at whose hairy coverings and resinous coatings prevent the evaporation of moisture. These secrets may soon be discovered, however, as the Carnegie institution has established a desert Tucson to study them. It was among the desert hills west of Torres, Mex., the Indian cut the top from a plant about five feet high and with a blunt stake of verde pounded to a pulp the upper six or eight inches of white flesh in the standing trunk. From this, handful by handful, he squeezed the water into the bowl he had made in the top of the trunk, throwing the dis- carded pulp on the ground. By this process he secured two or three quarts of clear water, slightly salty and slightly bitter to the taste, but of far better quality than some of the water a desert traveler is occasional- ly compelled to use. The Papago, dipping this water up in his hands, drank it with evident pleasure and said that his people were accustomed, not only to secure their drinking water in this way in times of ex- treme drouth, but that they used it also to mix their meal preparatory to cooking it into bread. Ee The Elusive Hare. To my notion there is a peculiar charm about trailing a hare. In the first place, there is a superb uncer- tainty about where you will locate the beast, if it knows where it is itself. You find a fresh track, and if wise, you follow it in what appar- ently is the wrong direction, and then—well, you just keep on follow- ing. Somewhere, perhaps only a few yards to one side of where you struck the track, is the other end, and, of course, a hare. You acquire wisdom concerning this small techni- cality later—possibly ‘hours later— but that does not of necessity spoil the sport. It,may be the track is first found in a briery thicket, which hampers all the rising ground, mark- ing the edge of a great swampy woodland. It is easy—in fact, almost too easy. The hare loves swampy woodland, so, of course, he merely has skipped for a trifling distance along the rim of the depression, then gone down and squatted under some handy log, from which shelter you will bounce him within five minutes. Theoretically this is sound; practical- ly, it is a hundred to one shot on an utterly unreliable _ tip. Impulse prompts you to slant down toward the swamp at once, to jump him from somewhere, promptly knock him over and be done with it. This will save useless pottering over foolish tracks, and also some valuable time. — 22 2—___ Helpful in Dish-Washing. One of the most important of mod- ern inventions to lighten the labor of the housekeeper is a device recently brought to the notice of the public designed especially to help the mis- tress’ who, minus the service of a maid, permanently or temporarily, is compelled to attend to the dish-wash- ing herself. Some physical culturists assert that dish-washing is good for the hgnds, but the majority of wom- en prefer to adopt other means for keeping their hands soft and white and many a housewife reckons dish- washing as the most. disagreeable task in the household category. This new contrivance consists of a rubber tube fitted with a faucet adjustment at one end and a round perforated brush at the other. The brush has a handle which admits of easy manipu- lations. The claim is made for this device that its use does away with the necessity for any dishpan_ or other receptacle containing dirty or greasy water. The faucet brush is available wherever a force of water can be had or a boiler is used. — 2.2 >—__—_ Large ideas and small purses are an excellent team for the debtors’ goal. —_22>—___—_ Putting yourself in the customer’s place will help you make many a sale. ‘ | | | ’ MICHIGAN TRADESMAN | How To Keep the Trade at Home. | This article is especially intended | merchant who in his fancied security | iallows things to drift along in old, | for the merchant in a small town within shopping distance of a large city. To begin with, don’t get a notion that because your store is small and | situated in a small town you have no chance whatever against that large department store in the city which your townspeople can reach within an hour or two. Don’t lose any sleep over that store. Put your- self on a level with it in as many re- spects as possible. It is absolutely essential that you | The city | That’s why he | You are right | in the midst of the shoppers you | want to reach, and if you can give | them anywhere near as good service | be thoroughly up to date. merchant always is. is usually successful. as they receive in the city store, they won't bother wasting two or three hours on the car to go shopping. Don’t be afraid to carry high-grade articles. Of course, it | would be risky for you to stock up with a high- priced line of dress goods; in this popular and medium This also ap- department prices should prevail. plies to coats and other departments | where a large expenditure is required The peo- | for carrying a varied line. ple who want high-class goods in these lines will go to the city any- | how. But to these same people you | can sell a lot of high-class novelties. You should always have a small stock | of the new things on hand—the kind that people buy at sight just because they strike their fancy. And don’t be afraid to show them! Show them in your windows and dis- play them in your store. Then, for instance, take your un- derwear or hosiery stock. Are you careful to keep the sizes complete? If you pay no attention to keeping | up a proper assortment you are only | hurting yourself by keeping any of it | in stock. It takes but a few “Just out of this” or “We haven’t that size” to give the customer a decided- ly unfavorable impression of your | store and your methods. Such an) occurrence repeated once or twice would convince her that she could | | figured on, he’ll roar again, and we economize both in time and patience by going direct to the city store. And whose fault would it be? Is your line of notions as complete as it might be? Can’t you think of some other things that it might pay you to carry? You might find it of great benefit to spend a day every once in a while in those big city stores and see what lines that they sell could be profitably added to your stock. Here’s a decided don’t. It is no use for you to try to beat the city store in prices. On that point you should not attempt to compete. You do not begin to do the amount of business that they handle, and conse- auently you can not either buy or sell as cheaply. else is right the shopper won’t mind paying a few cents more if she can get just what she wants in her own town instead of spending from a half to a whole day on a shopping tour in the city. The fact that there is so little com- petition in the small town often has But if everything | a very deteriorating influence on the | timeworn ruts, which should long | ago have been forsaken for newer, | more aggressive, more up-to-date | methods. | —_——_+-.____ Expects Trouble From Fussy Look- ers. | “There’s an old fellow and his boy who thave been looking in the win- dows for the last half hour,” said a} salesman in a downtown shoe store the other day, “and if they ever do come in I’ll bet they’ll be too cranky for anything.” In ninety-nine cases out of a hun- dred the young man’s prognostications would have been correct, but this case was the exception. The boy wanted a pair of low shoes. The clerk fitted him very nicely in a ve- lour calf, and he thought it was too heavy. He then put a vici on his foot, a look of supreme delight o’er- spread his countenance, and he wore them out of the store. The salesman continued the conversation: “There’s one thing we shoe clerks have found to be a fact, and that is when a father and son come in to} get a pair of shoes for the boy we always expect trouble. We suit both of them, for the boy will widely divergent views on the shoe question that it’s next to impossible. The boy, of course, wants the latest style, no matter what it looks like, and the father thinks he ought to wear the old-fashioned kind like he does. “Take the new duck bill, for in- stance, one of the most popular shapes this season. A shoe clerk is courting destruction to show that to an old man, and some of the other new styles look equally hideous to him, but the boy wants them, and then trouble begins. “And again the old gent objects to paying the price asked. He thinks his boy should be able to wear a boy’s shoe—-not larger than a No. 5, and when you tell him it’s a No. 7, and the price 50 cents or $1 more than he usually have to draw liberally on our | reserve stock of patience before the sale is made. “And speaking of their looking in the windows, I would much rather a customer would come in without no- ticing any special style; I can sell him in half the time, for there is no danger of his objecting to every shoe he tries on because it ‘doesn’t look like the one in the window,’ and the longer they look in the window, the larder they are to sell.” He was called to wait on a custom- er, and T went out thinking over what he had said.—Shoe and Leather Ga- zette. ——__++.—___ Wanted An Understanding, Applicant (for position as cook)— How manny afthernoons out durin’ the wake, mim? Mrs. Highmore—Well, of course, you can have every Thursday, and— Applicant—I’m askin’ ye, mim, how manny afthernoons out ye want yer- silf. must | | | | | wear them and the old man pay for | them, and they generally have such) A) a Ee OUR UNABRIDGED Spring «4 Summer CATALOGUE IS READY FOR THE ‘TRADE IT CONTAINS 952 PAGES (ieneral Merchandise ROCK BOTTOM PRICES WE SEND IT FREE TO DEALERS ON APPLICATION IT WILL PAY YOU TO WRITE FOR ONE ...ASk for No. C 370.... LYON BROTHERS Madison, Market and [lonroe Sts. | CHICAGO, ILL. Largest Wholesalers of General Merchandise in America MICHIGAN TRADESMAN RRiCTIGANPADESMAN | DEVOTED TO THE BEST INTERESTS | OF BUSINESS MEN. i Published Weekly by TRADESMAN COMPANY Grand Rapids Subscription Price One dollar per year, payable in advance. | No subscription accepted unless aecom- panied by a signed order for the paper. Without specific instructions to the con- | trary, all subscriptions are continued in- definitely. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents apiece. | Extra copies of current issues, 5 cents; | of issues a month or more old, 10c; of issues a year or more old, Entered at the Grand Rapids Postoffice. B. A. STOWE, Editor. APRIL 27, 1904 WEDNESDAY - - SHEA THE INFAMOUS. Grand Rapids is in the throes of a strike of union teamsters, precipi- | tated and personally conducted by | one of the vilest creatures who ever drew the breath of life—Shea the In- famous—whbd stopped the funerals of | Chicago and gloated over the suffer- ing and sorrow he was thus able to! cause. Of him and men of his ilk Justice Brewer, of the United States Supreme Court, in the course of an address at Chicago, recently remark- ed: “The policeman was the hero and | sufferer at Haymarket Square, and of late in this city he stood beside the hearse in which your dear ones were borne to their final resting place and bade defiance to those hu- man devils who for a slight difference | in the matter of wages sought to! light the fires of violence in_ the quiet darkness of sorrow and play the dance of hell around the coffined dead.” This is the type of men who lead union dupes into foolish strikes and induce them to commit every crime | known to the criminal calendar. If Police Superintendent Carr did his full duty by the commonwealth which has so long honored him he would escort this infamous wretch to the train and refuse him permission to defile the city with his presence and disgrace it with his foul talk. There | is little hope that the official named will do his duty in this emergency, however, because of his sympathy for | and affiliation with trades unionism. ee OLD JAPAN AND NEW JAPAN.) Anglo Saxons the world over read with the deepest sort of indignation | the press reports of the deliberate murder of girl children by Japanese fathers who feel that, called into the | army or navy of their country by the exigencies of war, they can not leave those girls at home alone and with- out means of support. And another phase reported-—the sale of daughters into concubinage, by the fathers, is most repulsive to the occidental sense of things. But there are dif- ferences between the oriental and | the occidental estimates, methods | and results. In China and Japan| young women who enter what we} call a life of shame are not only pro-| tected by the government, but they | do not, by so doing, suffer the loss apn sinaecstianletincneee has no terrors. | because of the custom above outlin- | opposed _ strenuously, 'to prevent, | Canal of caste. In both countries the houses of ill fame, as we would des- ignate them, are under the strictest sort of governmental _ surveillance, and each proprietor of such an insti- |tution is required to pay a govern- | mental tax. | additional tax is put upon the gross /receipts at each place and is required /to be deposited weekly in savings Not only that, but an banks, distributed proportionately to 'the credit of each woman in_ the house paying this tax. Upon leaving |an institution because of prospective | marriage( the usual reason), or by expiration of contract, each woman receives a government certificate for 'the value of the cash that has been | deposited to her credit. lan becomes ill while in such bond- If a wom- age, she is removed to a hospital and | cared for without charge by the gov- ernment. Should she die while under ‘this sort of slavery, such monies as are to her credit are paid to the father, if living; to the mother in case she is a widow, or to the next nearest of kin in case the decedent is an orphan. Custom dominates above law in the Orient and patriotism is the highest virtue, next to religion. Neither Japanese religion nor patriotism de- velops a fear of death. “Going home to Buddha” is the glad journey that For this reason and ed, which has obtained for centuries, it is not strange that as the outcome of the present struggle with Russia we hear things that cause us to shud- der. This spirit of old Japan is being however, by the new Japan, with the Imperial in- fluence as chief factor. There has been organized the Japanese Sold- iers’ Relief Association. It has a Japanese princess as its President and the wealth and nobility of all | Japan, including all foreign residents in Japan, constitute the membership. Funds are being subscribed rapidly and liberally, and the purpose of the organization is to aid young women and families who have been or may be left without a protector and sup- porter through the demands of war. Magnificent work in this direction is being done already, and through the superbly organized civil and mil- itary systems of the country the new Association expects soon to be able absolutely, either the | murder or sale of daughters by over- patriotic fathers. PANAMA CANAL TRANSFER. Apparently the last obstacles to the acquirement by this country of the actual possession of the Panama concession and the property connected with it have now been re- moved. On Friday last the Panama Canal Company, through its officers, conveyed by formal act the canal and all its belongings to the United States | Government, the consideration being | $40,000,000 in gold coin of the United States. Saturday the formal act of transfer executed by the officers of the company was ratified by the stockholders at a meeting called for the purpose, and all that now remains to. complete the transaction is the | Payment of the money and the actual delivery of the control of the canal to a representative of the United States empowered to receive it. As the Government is prepared to pay the money to be given the Pana- ma Canal Company, the transfer will probably take place immediately, so that the actual work on the canal can be inaugurated under the auspices of the United States at an early date. Sovereignty over the strip of territory through which the line of the canal passes has been already ceded to the United States by the Republic of Panama, so that no real obstacle now remains to the prompt inception of the work, except the accumulation of the material on the spot and _ the gathering together of the necessary forces. That no greater time than abso- lutely necessary will be lost in com- mencing work on the canal is certain, as President Roosevelt is anxious that the work should be pushed forward to completion as fast as possible. In the event that he is chosen for an- other term as President, he will nat- urally desire to see the great work undertaken, or rather authorized, dur- ing his first administration, complet- ed during the latter part of his second term. There are few people who look for the completion of the canal within ten years, but there are some of more sanguine temperament, and the President can safely be counted among this few. One of the most infamous charges ever made against the traveling fra- ternity is the statement uttered fre- quently during the past two days by the wretched leaders of the teamsters’ strike in Grand Rapids to the effect that traveling men refuse to patronize the vehicles manned by _ non-union men. As a matter of fact, no self respecting traveling man will place himself under the protection of a union driver if he can avoid it, be- cause it is,as much as his hfe is worth to trust his well-being to the drunk- en gang who constitute most of the membership of the union. The aver- age traveling man hates a_ union sneak as he does a rattlesnake, and with good cause. The Japanese soldier is described by M. Pichon as a man with mus- cles like whipcord, a sure shot, hav- ing an eye for landmarks and a splendid memory for locality. More- over, he has wonderful endurance, can do with three hours’ sleep out of the twenty-four, is clean in his habits, attends conscientiously to sanitary instruction, is ardently pa- triotic, and costs the state only 9 cents per day. He never grumbles at hardships and is always ready to attempt the most desperate service. Steamship agents are not happy be- cause the spring bookings for Eu- rope-«are not so large as last year, and they do not anticipate any great increase in Westward passengers be- cause of the St. Louis Exposition. Last year 161,438 cabin passengers were recorded as either coming from or going to Europe. There were 150,000 in 1891, but in 1898 the num- ber was only 80,586, THE CZAR WAS DECEIVED. Evidences are not lacking that the Czar and his conservative advisers were very much deceived as tothe real state of affairs previous tothe war with Japan. The way their navy ' has been smashed to pieces has been both a surprise and a shock. They had been given to understand that this arm of the service was invinci- ble and yet boat after boat has gone down and others injured, while the Japanese ships sail blithely by, drop- ping in a few shells as they pass. It was this misinformation and misun- derstanding which led to the retire- ment of M. Witte as Minister of Fi- nance, and when the facts were found out he was speedily and urgently re- called. The death of Vice Admiral Makaroff, in command of the Rus- sian navy in the East, was a heavy blow. The appointment of Skrydloff as his successor is an indication that the Czar is wiser than he was and that he is getting a great deal of undesirable information. This ap- pointment is immediately followed by the resignation of Viceroy Alexieff, a resignation brought to pass at the suggestion of his superiors. It is quite apparent that if the Czar and his conservative advisers had known a few months ago what they know now there would have been no war with Japan. It could have all been settled with honor to both without shedding one drop of blood. Some over-ambitious and decidedly-unscru- pulous men in high places thought their individual interests would be advanced by taking the other course and they took it, to the great detri- nent and damage of their country. The longer the war continues the more awkward Russia’s predicament. Deceiving the Czar ought to be pret- ty serious business for those who en- gaged in it. It is not only a ques- tion of this particular controversy, although that is bad enough in itself. Already Russia realizes that it must be a big borrower. War under any circumstances is expensive. When carried on as far from the base and center of population and government as this is, the cost is something ter- rific. That must in turn be collected from the people. The peasants and the land owners are already groaning under taxation that is oppressive. The probability of still heavier bur- dens will provoke rebellion. Russia is honeycombed with socialism and nihilism, held in check only by its immense army and_ its tyrannical government. Harassed abroad and threatened within, the position is de- cidedly embarrassing, to say the least. There is reason for believing and for saying that the present Czar is an improvement upon his prede- cessors, that he is more liberal and more progressive. To take any other view of it is to say that his Hague proposition was a bold attempt to bunco the powers and the nations ot the world. It is difficult to harmonize his attitude then with the attitude of his government in these troubles with Japan. That he was hoodwinked and deceived by those upon whose hon- esty and integrity he had the right to rely is an explanation and per- haps a fair statement of the facts. iene eS eee See MICHIGAN TRADESMAN 9 THE RETAILER’S DILEMMA. Some Problems Which He Is Com- pelled To Grapple.* In these times of sharp competi- tion, of strenuous business methods, | most of us have come to appreciate that without some sort of an organ- ization, in almost every trade and in- dustry, profits are likely to go glim- mering. A few days ago a manufac- turer—one of my patrons—one of the class who are given to granting lit- tle confidences to the men who make the trade papers devoted to their in- terests—-was recounting to my will- ing ears the secrets which his annual balance sheet disclosed. He told of the profits of the year and the amaz- ingly small percentage of loss—a loss which he expressed the belief was less than that of almost any concern of equal size in his line. There was nothing boastful on his part in this latter claim, for the matter of cred- its was one entirely in the hands of his partner, who has had an interest in the work of the credit associations from the first. It is not necessary here to name him, but I do not think he has missed a meeting of either his local association, or the National Association, since their organization, and he has been constantly honored by both. “How much of that result,” I asked, “ do you attribute to your partner’s study of the whole subject of credits, prompted and suggested by the Credit Men’s Associations?” “All of it,” was the response, ”for I can find no other explanation of why we should be more favored than our competitors doing business in the same territory and under the same conditions.” This comment gave me new appreciation of the educational value of your organization. It is be- cause I believe you appreciate the value of this educational work, which is the chief result of any and every trade organization, that I have ven- tured to bring you this message. You, gentlemen, sustain—or should sustain—very close and confidential relations with the retailers through- out the country. The retailers—some of them—the best of them—have come to know and appreciate that the thoroughly. competent and con- scientious credit man has at heart the welfare of the customer as well as the house which he directly serves. Itis because there are retailers of the class I have indicated and very many cred- it men of the type I have described; because there is among you a com- mon appreciation of the educational value of trade organizations of every sort, that I shall venture to ask you to use your influence along certain lines for the improvement of the conditions in the retail trade. It is in this that you can join forces with the trade newspapers of the country which I represent and for which I speak. I presume we will all agree that in | the distribution of merchandise the best way that has yet been devised is that the manufacturer, with rare exceptions, shall sell to the whole- sale dealer, he in turn to the retail dealer and that the latter shall goto the consumer. If the manufacturer ignores this order of things and goes *Paper read by J. Newton Nind, edi- tor Furniture Journal, before Chicago Credit Men’s Association. past the jobber to the retail dealer, or if the latter is ignored by the wholesale dealer who goes direct to} the consumer, there will be trouble| in either case. Even where the job- | ber is eliminated we have with rare | exceptions come to appreciate that the retailer is a necessary factor in the structure of trade. his presence is almost as much a mark of civilization as the village school. In times of financial stress even the weakest of them help to car- ry some of the burden of trade This can be truthfully said also of the job- | ber. In the strenuous times which came upon us in 1893 it was the con- fidence—and the capital—of the little country merchant which kept bread in the mouths of many people, and it was the faith of the jobber in the integrity of his customer, and in the resourcefulness of the country which he aimed to serve, which kept the shelves of the merchant sufficiently filled even although the limit set by the credit man was oftentimes ex- ceeded. On the other hand, many a great jobbing house was saved from ruin by the ability which was shown by its customers to pay when it was absolutely necessary that they should pay. The interdependence of retailer and wholesaler, of wholesaler and manufacturer is never so convincing- ly proven as in what we are pleased to call hard times. Within the past few years the con- ditions under which the retail mer- chant is compelled to do business have wonderfully changed. I am speaking now not of the retailer in the city. He is abundantly able to take care of himself. My plea is for the merchant in the little country town who has come upon new forms of competition which threaten his very existence. The time has gone by when more than moderate profits can be made by the average country merchant and, unless he adapts him- self to the new conditions, adopts some of the methods of his new com- petitors, he must give up the fight. Unfortunately, there are more incom- petent retail merchants than compe- tent ones. Ina paper which was read before the Minneapolis Credit Men’s Association, by W. E. Davis, editor of the Commercial Bulletin, who has enjoyed the experience of the travel- ing salesman, he put it in this way: There are plenty of careless retailers. and the Northwest, with its rapidly de- veloping country, its new towns and its rough and ready retailing in those towns may have more than its share. There are retailers endeavoring to sell merchan- dise at a profit who should follow a plow, for too many times a good farmer has been spoiled while one name more_ has been added to the list of poor retailers. There are retailers who mean well but don’t know how and seem unable to learn. There is the same percentage of dishonest men in retail stores as_ in every other avenue of business. Then there are two more classes: the retailer who has the brains and the money to run his own business, and the _ retailer who is honest, has fair ability, not enough cash, wants to do the right right thing, asks for advice, receives a big assortment of it, and wiggles his way through a maze of trouble’ from year to vear. From what I have ob- served I believe that this last named class constitutes a large part of the re- tail world. And the troubles of this sort have increased in recent years. The supply house and the’ cata- logue dealer have been most in evi- dence among the troubles of the coun- try retailer for a good many years. Both of these have their place and No communi- | ty long prospers without him, and | are, undoubtedly, here to stay. The | extension of the rural free delivery | has immensely increased the facili- | ty of the great supply houses for reaching their customers, who are for the most part farmers, and still furth- er extension of advantages and priv- ileges is now being asked in what is known as the parcels post bill. Of modern advertising is to put the jobber out of business for all time. So you will see that you as the representative of the jobber, or the jobber himself, may be in- terested in this whole proposition. It is as simple as addition. The man- ufacturer of the product is advertising that product on all sides, and in keeping with the alertness of the manufacturer the retail dealer has to keep the fact be- fore his customers that he is handling the articles that the manufacturer makes popular. Thus there is no place for the middleman and his profits, out of which to pay advertising, if he needed it. lord seems to have stopped Fast mail trains which carry the} there and overlooked the other sort daily newspapers with the alluring | of advertiser who is attempting all advertisements of the big department | the time to go from the factory to stores radiate from all the principal} the fireside without regard to either trade centers and it is now possible| the jobber or the retailer. for the farmer ten or fifteen miles from a railroad, and 500 miles from | Chicago or any other center, to have | before him long before evening the | . - . | big daily papers of the same morning. | | | The popular magazines are distrib- | | | | this more a little later. | Mr. 1 | | | | One other disturbing factor has be- gun to make itself felt in certain lo- I refer to the co-operative store, of which more hereafter. calities. With this brief summary of the things which trouble the retailer, let uted with equal facility in every part| ys pass to a more specific considera- of the country and to every tarm house, and you who have taken the time to study the advertising pages in these publications, which not infre- quently outnumber the pages devot ed to what we newspaper men call “pure reading,” have probably not overlooked the fact that much of this advertising is designed to establish communication between the manufac- turer and the consumer. The growth of this class of advertising has been enormous in recent years. Some of it is done by the manufacturer be- cause the retailer is slow to adapt himself to modern methods and is designed to increase the consumptive demand to be supplied later through the medium of the wholesaler (al- though not infrequently -the plan ofa campaign of publicity contemplates the elimination of the jobber) and then the final distribution through the retailer. Most of this advertising is remarkably well done and from ita lesson should be learned; but the ten- dency of it all is to make the condi- tions under which the retailer does business more and difficult. There is no disposition on my part to minimize the good work which the popular magazines and our best news- papers do towards educating the pub- lic in taste, in a knowledge of what is being produced that is new, and which may minister to the creature comfort: of the farmer, the farmer’s wife, the village blacksmith, or even the modern merchant in the country We shall never know much the uplifting which has been done by the character of the reading matter now offered the public for a merely nominal sum has contributed not only to the general intelligence cf the people but increased the things they learn to want and which they ultimately buy. The Io cent maga- zine is made possible by the great volume of advertising it carries, and we buy a paper like the Saturday Evening Post for 5 cents because the Curtis Publishing Company is able to exact a rate of $2 or $3 an agate line for all the advertising it will ad- mit to its pages. Yet in a recently published interview Daniel M. Lord, the veteran advertising man, took oc- cusion to. say after thirty years of study of the subject of advertising: more town. how Thirty-three years ago when I set out to solicit advertising for the new Presby- terian paper it was the wholesale jobber whom I visited. But after thirty-three years of the evolution of advertising, the wholesaler not only is doing no advertis- ing to speak of, but it is inevitable that tion of some of the things already mentioned, The Supply House. The supply house had _ its in the effort to eliminate the middle- This was the slogan of the Granges thirty years ago, when co- rage among the farmers everywhere. The weakness of this movement was de- veloped in due time, but one of the reminders is to be found in a supply house in this city, which annually distributes millions of dollars’ worth of goods and upon which — other houses, in almost every important trade center in the West, have since been patterned. It matters not that there have been more failures than successes along these lines, the fact remains that every dollar’s worth of goods these houses sell makes it more difficult for the retailer in the coun- try town to do business. The fact that Montgomery Ward & Co., Sears, Roebuck & Co. and other houses of the same sort are in business does not concern a single retailer in Chi cago. But get out into the country and every storekeeper is affected by their operations. They strike at every business man in the town, from the dealer in threshing outfits and wagons to the dealer in writing paper and _ pills. The great catalogues which they issue are wonderfully at- tractive and are to many a woman next in personal regard to the family bible. These concerns exact cash for the goods they sell, usually in ad- vance, and in times of financial strin- gency with the farmers who are their patrons get about all the cash that is current and leave the local merchant to do the credit business. Every dol- lar which goes to these houses makes it more difficult for your customer to meet his obligations when they become due, restricts the develop- iment of the country stores, entails possibly a wider margin on the lim- ited number of goods actually sold by the country merchant and breeds distrust of the merchant in the com- munity in which he is attempting to do business and where confidence and respect should be a large part of his capital. Organizations, particularly in the hardware, the implement, and the lumber trades, have done some- thing towards hampering the facility with which the supply houses have secured their goods and_ probably more to prevent the establishment ot origin man. operative buying became a I ying 10 MICHIGAN TRADESMAN new houses. But instances are not wanting in which staple goods are sold by the supply houses for less than the same things can be bought by the country merchant in the best of standing. It matters not that goods so offered are generally of an inferior grade or have been bought at bankrupt sale or are actually be- ing sold at a loss, they are a disturb- ing element which adds to the per- plexities of the country retailer. Sometimes the goods so offered are “Close outs,” which it is even possi- ble that firms represented in this or- ganization have sold at a cut price, unmindful of the effect the transac- tion is likely to have on their regular customers in whose’ welfare they should have a continuous interest. It is so much easier to get rid in a lump of undesirable stock of any sort, rath- e1 than to attempt to distribute it through the regular channels. But this should be done, even if the cut in price to regular deeper than that which might be made to induce attention at the hand of the supply house. The rural free delivery has immensely increased the facility with which these great con- cerns are doing business. One of your members, even since I have had this paper in preparation, has report- ed that one of his customers has ac- tually been compelled to retire from business because he could no longer compete with a combination made up of supply house and rural free deliv- ery. But supply house and rural free delivery are both here and here to stay and the only problem to be solv- ed is how this sort of competition miay be met. I believe there is a so- lution and that the country merchant, with the aid and co-operation of the jobber, will find it. Their interests are certainly mutual, for carried to its natural sequence all the orders will go to the supply house and the sup- ply house buyer has already learned to go over the head of the jobber to the manufacturer. His orders have in many instances so outgrown those of the average jobber that the manu- facturer turns a willing ear to his biandishments and gives him the in- side figure. The jobber is utterly without method of defense, ‘unless it be through the retailer, and he is at this juncture more interested in the retailer’s waning ability to pay and his decreasing orders than in how the retailer is going to establish and maintain an effective picket line against the supply house dealer who is picking off the cash trade and leaving only the credit business. Even here it is reported the country retail- er is about to confront a new form of competition, for the supply houses are credited with the intention, through the facilities offered by the rural free delivery, of making a rural Pradstreet’s and extending limited credit to properly rated farmers. The Catalogue House. Distinct from what we commonly call the supply house are the cata- logue dealers. These are more numer- ous, although less successful—dealers whose stock in trade very largely con- sists of printed matter and an office force. Catalogues are compiled, the illustrations of which are not infre- quently furnished by the manufactur- ers, and the goods are purchased only as needed and not infrequently shipped direct by the manufacturer upon the order of the catalogue deal- er. There have been many such in the trade with which I am most fa- miliar. The magazines are filled with their advertisements. It needs no argument to make plain that com- petition of this sort is illegitimate. The manufacturer or jobber who will lend himself to it is deserving of no consideration at the hands of dealers. No dealer, with his fixed charges, his capital in store and in stock, can com- pete upon equal terms with houses of this class, where the manufacture1 actually becomes the distributer and the catalogue man simply the adver- tising agent. The Parcels Post. With these problems already con- fronting the retailer this body and every other body of merchants | should bring influence to bear against customers be} the passage of a bill now pending in Congress, and which has been brought forward and is being urged by what is denominated the Postal Progress League. The bill is made up largely oi the same features which were con- tained in a similar bill before a pre- vious Congress. The bill is backed by strong interests, the big supply houses among the number, and is really a substantial menace to the business and general interests of the country. I can not better make a statement of what it aims to accom- plish than to quote from an admira- ble epitome of the bill, which I find in an address which was recently de- livered by R. A. Kirk, of St. Paul, Minn., until recently the President of the National Association of Whole- sale Hardware Merchants: This bill proposes that the United States mails shall carry a package of merchandise up to three ounces for one cent, two cents for a package from three ounces up to six ounces, and five cents for one pound package and two cents for each additional pound up to and includ- ing eleven pounds, which for the present is made the limit. You will see that for twenty-five cents a package of mer- chandise weighing eleven pounds would be carried from one extreme end of the country to the other. For twenty-five cents this package would be carried from Portland, Maine, to Portland, Oregon, or to San Francisco, or to Juneau, Alaska, and for the same rate it would be car- ried to Honolulu or Manila. If a package were lost in the mails, the Government is required by the bill to reimburse to the extent of $10 if there has been no registration or valuation on the package. If registered and valued the Government would insure the package up to $25, so you see it is proposed to have the Gov- ernment go extensively into the insur- ance business as well as transportation —- on equally profitable or rather losing erms. Statistics from the Postoffice Depart- ment show the actual cost in this coun- try of carrying second class mail mat- ter to be about seven cents per pound. Therefore on the average eleven pound package the Government would receive twenty-five cents for a service that cost seventy-seven cents. Also bear in mind that, as the proposed plan ignores all business principles in carrying packages long and short distances at the same price, the Government would be sure to get the long haul in excess, so that the average cost of carrying the _ eleven pound packages would be much _ beyond seventy-seven cents, but it would in no cause get more than twenty-five cents. No argument can be offered in behalf of this monstrosity such as we all recog- nize in the chief transmission of news- = and magazines. All our people are willing that this shall be done even at some loss, but to apply this to merchan- dise is a proposition that I can not be- lieve the American people and especially the general business public will con- sent to. _ This bill is backed by the catalogue and mail order houses and some influential men, such as Col. Pope, of Hartford, are working for it, and money and strong personal influence will be used. in its be- half at Washington and elsewhere. The large and_ yearly increasing deficit in the Postoffice Department stands in the way of these marauders on the public Treasury. The rural aelivery system has added several millions yearly to this de- ficit and it is possible Congress will not consent to open such a flood-gate into the Treasury as this scheme would surely do. Another objection to it that will help to fight it is the crowded condition of the mails that would be bound to follow in case of this bill becoming a law. This congestion of the mails would simply be stupendous. A merchant or consumer at Portland. Oregon, for instance, in want of goods, could order, say from New York, many goods in packages of eleven pounds and less, and instead of ship- ping by express or freight, he would use the mail. Suppose he wanted a ship- ment of silks weighing 100 pounds or less, he could divide the goods into say nine packages and pay $2.25 for what would cost him at present express rates exactly six times this amount, while by freight the cost would be considerably larger than this charge by mail. The Government would lose several dollars in the transaction. I think you will agree with me, aside from any further suggestions which I may have to make, for the protection and the improvement of the conditions under which the retail- er is doing business, that this subject should command your attention, and that all the influence of this organi- zation, and other associations of Cred- it Men, affiliated through your Na- tional Association, should be brought to bear to compass the defeat of this bill. The Co-Operative Store. The latest problem with which the retail merchant has been called upon to grapple is the competition of the co-operative store. The Record-Her- ald told only a few days ago of an Towa town where the. merchants had found the competition of the co-oper- ative store too much for them and were endeavoring to sell out, while the farmers were beginning to realize that the damage which was being done to the village in which these merchants had been doing business meant ultimately the ruin of the vil- lage itself. Co-operative stores are not yet numerous, although they are increasing in number. The co-opera- tive store campaign is in charge of what is known as the Right Relation- ship League of Chicago. This organ- ization sends out organizers to get the farmers together and assist them in establishing stores. The league in turn sells them goods, or acts inthe capacity of purchasing agent. Thus far this new danger to the retailer has made its appearance chiefly in West- ern Wisconsin, although not unknown elsewhere. One or two moderate suc- cesses have been made. The Right Relationship League sends out litera- ture in which it is boldly stated that no town needs more than one store any more than it needs more than one postoffice, and the elimination of the middleman is, of course, a central note in the song which is sung. -Co- operative schemes of this kind are not usually long lived, but they gen- erally make it exceedingly uncomfor- table for the merchants in the towns where they are located, for a year or two at least, or until the capital in- vested is absorbed, the stockholders get to quarreling among themselves, or the manager, or some one else gathers in all the stock in the enter- prise and leaves nothing which is co- operative beyond the name. Stores of this kind as often grow out of co- operative enterprises of another sort. The farmers join in a co-operative creamery which is successful; they es- tablish a co-operative lumber yard, in which the merchants of the village not infrequently take an interest; or a co-operative elevator which is sim- ilarly encouraged by business men of the place. The co-operative idea be- comes popular and the merchant who has helped on the creamery, or the lumber yard, or the elevator, for the good of the town, and because possi- bly the lumber yard is controlled by some line yard owner who lives else- where, or the elevator by some big foreign corporation with a chain of elevators, suddenly awakens to dis- cover that he has nursed a_ viper. When he finds that the co-operative idea has invaded his own field of ac- tivity he repents whatever encourage- ment he has given to the other enter- prises. Experience does not show that co-operation along the lines here indicated has often proven perma- nently successful. It is as difficult to find the right man to run a co-opera- tive store as the right man to run any sort of a store under the direction of a board of directors inexperienced in the conduct of mercantile affairs. In periods of financial stress responsi- bility is not centered, and creditors become far more importunate than under other conditions. The mistake is made in all the co-operative enter- prises, of attempting too narrow a margin of profit to cover all the fixed charges, and the contingent losses and expenses which do not appear in any estimate, and which only become known after years of experience. I do not regard the co-operative store as serious a menace to the country merchant as some of the other things which have already been mentioned, but have called attention to it in passing as a thing to be reckoned with here and there. Wherein Lies the Remedy. It is possible that the sub-title of this paper, as already announced, may have indicated to you the answer to this enquiry. We need first of all better merchants. Village life not in- frequently is narrow. Petty jealous- ies exist between merchants doing business in the same town. There is hardly a place which is visited by the traveling salesman for the big job- bing houses which is too small for its commercial club, its merchants’ association, or some other organiza- tion to promote good feeling first among the merchants. themselves, and second to promote local pride and interest and formulate protective measures against the sort of competi- tion which I have already outlined. In the country towns more men die of dry rot than over work—and this statement is as applicable to their commercial life as to their physical life. They get in a rut and stay there. A majority of the country merchants in business to-day have failed to adapt themselves to the changed conditions under which business is being done, and are feeling the competition which I have outlined because they have tailed to use the same weapons which are being employed by the big de- partment stores in the cities, the sup- ply houses, the catalogue houses, and even the co-operative stores, which appeal to the personal pride and in- terest as well as the pockets of their stockholders-—farmers who are anx- ious to be regarded as_ something more than tillers of the soil. Competition with the big city de- partment stores, the alluring adver- tisements of which appear in the city ef 5 stan Oe ees MICHIGAN TRADESMAN 11 Sofost sroraaagromne meat dailies, now so readily offered even in the rural community, should be easy. The expenses of the country | merchant are less, he lives for less, and the margin above first cost which will net him a handsome surplus at the end of the year in a majority of cases is insufficient to cover the fix- ed charges of the city merchant. In’ the furniture trade, for instance, 50 per cent. above factory cost means little of gain for the city dealer; in the country 33 per cent. above factory cost will result in a very comfortable margin of profit. This comparative percentage will not apply to other lines, but is given here only by way of illustration. Supply House Competition. The competition of the supply houses can be successfully met if ef- fort is rightly directed. This has been repeatedly proven. Live mer- chants have stamped out the evil in many localities. Organized effort if directed along the right lines ought to be able to accomplish the same result elsewhere. It would be presumptous on my part to offer a prescription in detail. Methods must be determined by con- ditions, but the country merchant should not lose sight of the fact that the average farmer can be coaxed better than he can be driven. The personal equation is an important one in every trade proposition, and_ the country merchant—all the country merchants in fact—should establish friendly personal relations with every possible customer. The mer- chant ought to be in position to dem- onstrate, quality concidered, and freight and other contingencies add- ed, that goods can be bought just as weil at home as from the _ supply house. I am not a believer in dras- tic measures. Friendly ones will win where methods of the other sort will fail. In the end it may be well for the country merchant to use just the methods which would be used by any one of the gentlemen here present. Ii the customer persistS in sending his cash to one source of supply and standing off the jobber or the mer- chant who has given him credit, re- fusal to carry the account longer should follow. The man who is the real merchant is going to get close up to his customers and establish a personal bond between him and them that will enable him to come into very close touch with them and to learn their wants and anticipate their orders going to the catalogue houses. He will lead his customers to give their trade to their friend and neigh- bor. Beyond this there should be cultivated the pride in the village, in the surrounding country, and all that. The country village, a good market, and good roads over which the farmer can carry his products, are as essen- tial to the farmer as to the prosperi- ty of the country, the jobber and the manufacturer. As my friend, Mr. Davis, has already said: “The rock on which the foundation of the job- bing trade is built is the prosperity of the smaller towns and communities and the success of the local mer- chant.” And he might well have add- ed, the value of every acre of farm- ing land is affected by the character of the nearest market town. A farm within a mile of a dead town may pro- ‘duce just as many bushels of grain as though the town never existed, but ‘the land will not sell for as much as land within ten miles of a real live | town with its institutions, its enter- prises, and its opportunities for ad- vancement of the village and the sur- rounding country. Organization Essential. Iam a believer in organization. Your own association, and scores oi others which might be pointed to, have given proof of their educational value. They have made better manu- facturers, better merchants, better bankers, better credit men. Purely local organizations among the mer- chants of any town or village will make better merchants to begin with. The state and district organizations among men in common lines are al- ready doing much in this direction. But the present need, it seems to me, is associations among the mer- chants of the towns and _ cities throughout the West, irrespective of this is accomplished, common cause will be made for the good of the whole business community. There will be co-operation with the publish- er of the country paper for the edu- cation of the community in the home trade doctrine. The implement deal- er will not go to the city to buy his furniture and carpets so long as_ the local furniture dealer shows any dis- position to get for him, at a fair mar- gin of profit, anything which he may not have in stock, and the banker’s wife will ask the local dry goods mer- chant to get her samples of dress goods not found on his shelves in- stead of herself sending to Marshall Field & Co., or some other big estab- lishment in Chicago with a mail or- der department. The farmer, too, the upbuilding of the village, to which he may want to remove in his old age, when a comfortable competency has been acquired. There will be fewer small and poorly assorted stocks, for with a better understand- ing between the merchants in any village or city, local competition will be lessened and there will be more specialization on the kinds of goods handled. Community of interest will go farther, as it is already beginning to do in some towns, where the live merchants have joined forces and given to the people large stocks, if not under one ownership and one management at least so contiguous as to simulate the city department store. There will be better stores and bet- ter kept stores. Modern methods of store keeping will begin to make ‘their appearance. Printers’ ink will be more freely and more intelligently used. The methods of the supply house will be applied to purely local territory. Al- ready this is being done with entire success by enterprising merchants in isolated cases. The competition of the mail order houses will be met with up-to-date goods. Some ofthe competition under which the coun- try merchant is apparently suffering is undoubtedly due to his inability to get out of a rut—his unwillingness to handle anything which he has not will learn that his interests are with | the lines which they represent. When | condition manufacturer to through lavish advertising in popular magazines chants are apparently blind to fact that the country, and particularly has forced create which many a demand the and elsewhere. Ninety-five out of every hundred mer- the country to the west of us, has prospered, and that with prosperity the demand for which it has not been possible for the people with money in their pock- ets to find outside of the city stores. Education and the Trade Education of the merchant, there- has come goods Press. fore, is a large part of my prescrip- | retail Associa- for the solution of the merchant's problem. Your tion can much to forward this work of education, and I may say here that I am compelled to regard education and organization in this connection as almost synonymous terms. Your traveling men can play a part in this upward movement. The trade papers their The interests of the trade paper pub- lishers are as direct and ble as are those of the jobber in the tion do are doing solution of these problems. The good | merchant is sure to be a patron and a reader of the best paper in his par- ticular branch of trade. He is seek- ing to keep up with the which is going on, and which is mir- rored nowhere else as in the trade paper. And right here I am again compelled to quote from the admira- ble paper of Mr. Davis, to which I | have already made reference: i When I say trade journals I do not mean almanacs, which are run principal- ly to secure advertisements from the job- ber and the manufacturer. I mean well- edited newspapers which understand the the | part. | unmistaka- | evolution | | conditions which surround the smaller 'and local retailer, which fight for his | interests. and which advise him fairly; | papers which seek to become an influ- lenee in the trade by extending their sub- seription list as much as possible on the right lines, and which tell the retailer the truth and meet issues squarely, although lat times saying some things not exactly agreeable to all. The making and use- fulness of a paper depend largely upon the character back of it. Without charac- ter, it will have no influence. Without in- fluence, it is a poor medium for the ad- i vertiser. It is one thing to circulate a | trade paper and another. thing to edu- cate the merchant to read it. the vocation It is because this is as I see nussion which men of | | have to perform, and because | be- my lieve every gentleman here present | has a full appreciation of the educa- | tional work which your Association, land its kindred have | have done; because | am confident | that you stand ready to radiate that “hrough associations, same educational influence the sphere of your commercial rela- tionship that I have ventured to dis- cuss with you to-night the problems which confront the retailer, problems which it is entirely evident are your problems as well as mine, and the | problems which confront every job- ber and manufacturer who are inter- ested in the preservation of the only ltrade structure which experience has upon in under proven can be depended good seasons and bad, and | every condition. —_++>—___ Working and don’t = mix. When the last ounce of steam; when you loaf, for- that there is thing as work. loating you work, crowd on | ‘get such a > It won't advance you any to lie awake thinking about the other fel- low’s promotion. been handling for years. It is this DAYLIGHT We would like to tell you more artificial lights. prices and full particulars. Is the only light that is superior to that which is given by the Michigan Gas Machine Write us a postal and we will gladly send you Michigan Gas Machine Co. Morenci, Michigan Lane-Pyke Co., Lafayette, Ind., and Macauley Bros., Grand Rapids, Mich Manufacturers’ Agents about this best and cheapest of MICHIGAN TRADESMAN Male Clerks Are More Patient With Lady Customers. Why is it that a modest little violet of a woman almost invariably prefers te buy her shoes of a man rather than of a woman clerk? The shoe shops as well as the shoe departments of the great State street stores have from one to five women clerks each, but they are not popular. Ninety- nine times out of a hundred a woman prefers to have a man unlace her boot, hold her stockinged foot in his hand while he measures it, and per- haps place her foot on his knee while he adjusts the new shoe and coaxes the new leather into flexibility by ca- ressing her instep and ankle. If this more or less necessary familiarity were repulsive to women they might easily avoid it by asking the attend- ance of a woman clerk, yet the wom- an who will allow a woman clerk to wait on her is the rare, the very rare, exception. There is something almost shock- ing in the spectacle of a strange man selected at random kneeling beforea young and pretty woman deliberately taking off her shoes and holding her stockinged foot in his hand to meas- ure it. Yet practically all women submit to this, either because they think nothing of it since it is sanction- ed by custom or because they have some real reason for preferring to have a man wait on them. If only the women with small and pretty feet showed this preference for men clerks one might suspect a kind of instinctive coquetry—a coarse de- sire to display pretty feet in lace stockings to any man when there was a legitimate excuse for doing it— even to a strange clerk in a depart- ment store. It is certainly true that a pretty woman never looks prettier than when, catching up her skirts, and holding her head on one side, she glances down in serious consideration at the reflection of her foot coquet- tishly advanced toward the mirror. The clerk who stands_ respectfully awaiting her decision as to the new boots can not help but see all her good points, neither can the long rows- of clerks who are supposedly busy waiting on other people. They all turn their heads to look, clerks as well as envious women customers, and the pretty woman looks all the prettier because she knows it. It surely is a moment of triumph—cheap triumph, no doubt—but then any kind of triumph is rare enough, and_ so the pretty woman with dainty feet and ankles has her reasons for patron- izing the man clerk in the shoe de- partment. But this is Chicago; and when the women with most unlovely pedal ex- tremities, women who unblushingly ask for sevens, show the same preference, one must look for some other reason than the gratification of vanity. The proprietor of one store ad- vances the perfectly rational reason for the unpopularity of women as shoe clerks that women are not pa- tient enough to give satisfaction in this department. He said it was the exceptional woman who would take as much pains to suit a customer as a man would. There may be some- thing in this, for it certainly does take nore patience and downright hard work to sell a pair of shoes than al- most anything else of equal value. Few women are willing to work as hard to make a sale as a man will. As one manager says—women, as a rule, do not expect to stay long, so they get along as easily as they can; they “make the best of it” by “saving themselves” all the time, while a man who is trying to make a record, who expects to “work up” along his own line, accepts the difficulties of his position philosophically without trying to evade them. If he finds his customers full of whims and without definite ideas as to what they do want, he tries patiently to handle them so that in the end they will buy. A woman clerk is more apt to feel hu- miliated by the pettishness of a cus- tomer, and so loses both her patience and a sale. But there is one class of customers that women clerks are more success- ful with than men are—that is young children. Many little tots who would cry if a strange man attempted to remove their shoes are perfectly at ease with a woman. Then women clerks work much harder to please children than they do to please a grown woman. They respond to the sentimental appeal of the child—that is, they coax the child along and ap- pear to take a genuine personal inter- est in it. They try to take the child’s point of view of the whole transac- tion because their affection naturally goes out to all children. This pleases both the mother and the child and the selection of the shoes is made easier to all concerned. Apparently it never occurs to the average woman clerk that if she would take the same personal interest in women customers that she does in children, if she would “coax along” grown women, she would add greatly to her success. This is what the most popular men clerks do: They appear to take a personal interest in the women they serve. If a woman confides just what trimming she in- tends to use on a gown and_ just where she is going to wear it the salesman listens attentively without giving a hint that he is bored or amused. If she betrays the most as- tonishing vanity and conceit he gives no sign that he perceives anything that is not charming. When the woman with the No. 6 foot tells a man clerk that when she lived South she always wore a No. 2, he believes her and sympathizes with her. So far from going to this length to please, the average woman clerk in a shoe store takes a comparatively lan- guid interest in one’s clearly stated requirements. This is probably one reason why women are less popular than men in the shoe department, where an exceptional amount of pa- tient “coaxing” is required if the customer is to be exactly suited. Another reason for the greater pop- ularity of men clerks is because, as one woman expresses it, “they know “Yr “ipaey URPAEDETD ETO This man is writing for our 1903 catalogue; something has happened in his store that has made him think, and when a man gets to thinking once, something generally moves. This time it is that pound and ounce scale that’s going to move; he’s tired of having his clerks give overweight. Tried it himself and found it was the scale, not the clerks’ fault. Now he is trying to find out what this Near- weight Detector is we have been talking about so much. Suppose you do the same thing. Our cata- logue tells it all—shows you how to too. Do it today, only takes a postal card. Ask Dept. K for catalogue. THE COMPUTING SCALE C0., DAYTON, OHIO, MAKERS. THE MONEYWEIGHT SCALE CO., CHICAGO, ILL., DISTRIBUTORS. Monevweight eee areal ee ee MICHIGAN TRADESMAN more; they have stronger brains.” This means simply that women cus- tomers really know less about the materials and workmanship of shoes than about any other article they wear. They have to trust to the clerk’s knowledge of good materials and good workmanship because they themselves can not judge accurately | as to these important points. fore, they prefer a man’s judgment | work the Frightful Accident. | A laborer was on his way to his| other morning as a¥/| “through” train was about to pass | a little station, where a crowd had | iassembled for the “way” train, due | in a few moments. A child who had | ‘strayed to the edge of the platform | There- | in the selection of shoes, just as they | do in setting a broken arm or con- ducting a lawsuit. know any more or have any better judgment than their women competi- tors, but women give their confidence to men rather than to other women in all matters requiring special knowl- change that fact at present. But whether this last seemed about to lose her balance in | her effort to get a good view of the} on-coming engine. | Quick as a_ flash the workman | | jumped forward, tossed the child back | The men may not | | to a place of safety, and was him- | self grazed by the cylinder, which | rolled him over on the platform pret- | | ty roughly. ~eason that women are comparatively | unpopular as shoe clerks or whether | all the reasons here adduced have some bearing on the case, the fact | remains that the average woman nev- | er misses a chance, even in a shoe store, to see a man at her feet.—Chi- | cago Tribune. —__+ 2 2s—____ Recent Business Changes Indiana Merchants. Geneva—S. H. Teeple has sold his Among | the rhubarb pie, and the eggs —well, interest in the clothing, furnishing | and shoe business of S. H. Teeple «& Co. Indianapolis—Philip Adler contin- ues in his own name the ture of skirts and suits formerly con- | ducted under the style of the Adler- Kline Co. Indianapolis—H. & I. Efroymson, dry goods dealers, have dissolved | the boatswain and asked: partnership. The business is contin- | ued by H. Efroymson. Kokomo—J. A. Hutchins has sold | his hardware stock to Coats & Shade. New Washington—Frank H. Young | succeeds the W. A. Young Estate | in the undertaking business. Paoli—J. P. Throop has changed | his style to the J. P. Throop Hard- ware Co. : Valparaiso—Wm. Armstrong has purchased the grocery stock of Geo. | Durand. Paradise, dealer in | Whiting—M. A. boots and shoes, has discontinued | business. | Indianapolis—The Hoosier Pre- | serve Co. has been sued for rent in| the sum of $135. Indianapolis—Robert Nilius has ut- tered a chattel mortgage on his drug stock for $1,650. Indianapolis—A judgment for $248 | has been secured against D. D. Pike, | dealer in groceries. Indianapolis—A judgment in the sum of $478 has been secured against A. W. Senom, manufacturer of bak- ing powder. Scircleville—Alfred Weaver has ut- tered a chattel mortgage on his gen- eral merchandise stock for $700. —_+->—___ The Usual Way. Mr. Winten—My chauffeur gavea recitation at my automobile party last night. Mr. out? “Oh, as usual; he broke down be- Panhard—How did he make i thumb down first one shank and then _only parts we ever gets, sir.” fore he got very far.” : : | sistance, but he rose uninjured, edge and judgment, and nothing can} : | though with a 3 | grave concern. is the true | ® ‘crew, were buying beef on the hoof manufac- | | Several people hastened to his as- | al- | face expressive of} “Confound it! Just my luck!” he| exclaimed, drawing a colored hand- kerchief, evidently containing lunch- | eon, from his pocket and examining | it ruefully. “What is it?” enquired the onlook- | ers. “Why, the salt and pepper’s all over I kept telling her something would happen if she didn’t boil ’em harder!” | —o-o eo | The Parts He Knew. The officer of an English ship, and the boatswain, who represented the for the ship’s ration. An English pa- per says that, when they approached | the first steer, the officer turned to) “How will that do?” The boatswain cautiously went up to the steer, bent down and ran his another. When he had examined the four shanks, he said, “He'll do all right, Sir.” “But,” cried the officer, “you can’t tell the good points of a beast by the shanks!” “Perhaps not, sir; but they’re the ——_~++2—__ Booker T. Washington remains un- shaken in his optimism regarding the progress of his race. “The aver- age white man,” he says, “does not see much of the highest and most useful life of the negro. The white man most often sees the black man who loafs on the street corners, idles about the railroad stations, and pat- ronizes bar-rooms and other public The average white man is too likely to judge the whole race by these unfortunate specimens. Few white people take the time to see what the honest, industrious, intelli- gent colored people are doing, and how they live in their homes, their places of business, on their farms, in the schools and churches. When the whole race is judged by what it has accomplished in the last forty years in industry, education, morality and religion, I repeat what I have often said, that I do not believe that there is a parallel to such progress in his- tory. We should not only be judged by the progress we have actually made, but by the obstacles we have overcome.” resorts. We are Colors in Distributing Agents for Northwestern Michigan of John W. Masury & Son’s Railroad Colors Liquid Paints Varnishes aicr<, pL OTN is = Oil and in Japan Also Jobbers of Painters’ Supplies, etc. We solicit your patronage, assuring you prompt attention and quick shipments. Harvey & Seymour Co. Successor to C. L. Harvey & Ca. Grand Rapids, Mich. Econo my Is Clear Gain FIRST FLOOR OUTFIT. SO STOP WASTING TIME AND OIL BY USING OLD OUT OF DATE METHODS. TURN YOUR PRES- ENT LOSS INTO GAIN BY INSTALLING THE —=IMIPROVED— SELF-MEASURING AND COMPUTING Bowser Outfits Are Built to Last. THEY HAVE All Metal Pumps Dial Discharge Registers Money Computers Anti-Drip Nozzles Float Indicators Double Brass Valves Double Plungers Galvanized Steel Tanks Handsomely Finished Cabinets They Pump Accurate Gallons, Half Gallons and Quarts We Make FIFTY DIFFERENT STYLES Send for Catalogue ‘“M”’ It Saves Oil no spilling or waste from e It Saves Time And Labor to wipe or oily hands to wash. five gallons in less time than to one gallon in any other way. Oil Time Labor Saves BOWSER OIL OUTFIT There is no evaporation; no leakage; dirty, “sloppy” measures; no over-measure, Se There is no running upand down stairs or to the back room for oil; no oily cans ‘umps pump Money S. F. BOWSER & CO. FORT WAYNE, INDIANA RY GOODS Weekly Market Review of the Prin- cipal Staples. Staple Cottons—The jobbing busi- ness shows unmistakable evidences that the store trade smaller needs. is running to| While prices in the | primary markets are weaker than at) any time for weeks, it is evident that | : : | ty, but on fancies, and particularly on retailers are beginning to believe that the market is reaching a basis where it will be profitable, or, at least, pos- sible, for them to operate to a moder- | ate extent. very few special bargains, and few drives are to be seen in any part of the market. Jobbers, as a rule, are not investing in any new merchandise in any large quantities, either for this or next season’s use, and are The jobber is offering | MICHIGAN TRADESMAN them or they may not. They make no calculations on it, consequently whatever comes to hand is practical- lv velvet. If they are unable to fill the orders by the time specified, why, they don’t get business; if they can fill them, why they do get it. The result is that the business from the cutting-up trade remains pretty even- ly divided throughout the market, each mill getting just such a share as it can take care of properly. Oi course, there are some lines of sta- ples that the manufacturers can make up ahead with a reasonable certain- the extreme fancies, they can do nothing. In looking over the retail trade we find the retailers are mak- ing a strong display in fancy suit- | ings, especially in the coarser and i priced goods. not | burdened with stocks to any material | extent. The underwear and lingerie i handicapped by competition of Jobbers have been on the | makers are said to be more interest- | ed in bleached goods, and reports of some fair business taken in 64 squares, | at about 534c for these accounts, are out. Waist manufacturers are inter- | ested to quite a large extent in ba-| tiste-finished, white goods, but their | interest would be much weather conditions were more favor- able. Ginghams and Wash dress ginghams, around 9%@Ioc the majority of manufacturers are well sold up for the summer and fall sea- | ; number of advance but most of the importers are looking | sons, and business is now being done on next spring account. In jobbing circles ginghams have had little call larger if} more open weaves on the Scotch tweed lines, ever running to the high- On sheer goods the better qualities are in demand and the domestic manufacturers com- plain that here they are considerably | the importers. road with fall samples for some lit- | tle time, but do not report any great | success, but, on the contrary, there is considerable complaint. A good many of the jobbers, both local and in the West, have rather large stocks on hand of lightweight dress goods and they are feeling somewhat uncer | tain as to the results of the season. Fabrics—In | Foreign Dress Goods—There have | been but slight developments in this beyond the initial spring orders, but | in the next few weeks it is expected that the duplicate business will make a good showing. Dress Goods—In spite of the dis- | 2©€". | principally from salesmen on the road tance in time between the manufac- turing of dress goods and the wear ing thereof by the consumers, the warm weather which we have perienced recently has had a decided ex- end of the market since our last re- port. For fall there have been a fair orders booked, forward with some anxiety to the opening of the duplicate season, as they feel there is little chance for more initial business. The best busi- ness of this week, as reported, has been in mohairs and_ broadcloths, the have in the West and in some. of Eastern sections. Zibelines | been taken in mixed effects and brok- |en, striped designs that will retail at effect on fall and winter dress goods. | Of course, the effect must have been | pathetic nature in these lines, but in| addition there has been a demand | for quick delivery for the cutting-up | trade. This trade depends so thor-| oughly on the feelings of the consum- | **! : ; mills to adopt conservative methods ers and to-day is so closely allied with the selling of garments, that it feels every little change as the physician feels the pulse of a patient. Perhaps in some ways this is commendable, for it obviates any possibility of spec- | ulation, but where conditions this rule a business, there is always} . . - { much uncertainty connected with it. | Under such circumstances, when an| order is placed, it is accompanied by a request for quick delivery, and the cutter-up who can promise quickest delivery usually gets the business: this in turn is reflected to the pri- mary market, for cutting-up trade buy as they need the goods and they must get their deliveries before they can guarantee their own deliveries to their trade. This does not allow the | } | | | | $1.75@2_ per rather slow. yard. Venetians are Several new designs in indirect and almost wholly of a sym-| mercerized goods have been. shown lately for late summer and middle fall delivery, but the demand does not seem to usually warrant any great outlay in the preparation of same, and agents have advised their in the production of extreme novel- ties. Underwear—Cotton underwear of all grades is selling on a 12%e cot- ton basis and yet orders for the fall and winter needs are held‘up by the jobbers because of the supposedly high prices. The cotton cloth mar- ket is to-day based on from 13@ 13%4c for cotton, and yet manufactur- ers are making no money. The loss to underwear knitters on business fig- ured on a 12%c cotton basis must be no small matter and it is not surpris- ing that knitters show so little an interest in new business on the pres- ent selling basis. It is an undeniable fact that jobbers are in a position where they must place some very agents for dress goods to bank with heavy business sooner or later, and any certainty on the results of this trade. They may get business from the only fears are now that. the | business will all be placed when it Owen Ww WA. Wn SS SE OS EY Owe Wh TR Ww ww wa w~A w—A uA MATTINGS The new patterns we have in this line are neat and prices very low. We show them at 9, 10%, 13%, 15, 17%, 18, 20 and 21 'cents per yard. NAA peor ABVRAL Pieces sN average 40 yards each. Grand Rapids Dry Goods Co. GRAND RAPIDS, MICH. Exclusively Wholesale Wrappers We still offer our line of fancy mercerized Taffeta Wrappers in reds, indigoes, light blues ard blacks; also full standard Prints and Percales; best of patterns in grays, blacks, indigoes, light blues and reds, sizes 32 to 44, at $o. ‘ Also a line of fancy Print Wrappers in light colors, Simpson’s and other standard goods, lace trimmed, at $10. 50 Our usual good line of Percale Wrappers in assorted colors, $12. We solicit your patronage. Lowell Manufacturing Co. 87, 89 and 91 Campau St. Grand Rapids, Michigan Lace Curtains Remember that house cleaning time is at hand, and goods that will be in great demand are Lace Mull Tapestry Chenille Dotted Figured CURTAINS MULLS Fancy Plain NETS We carry a large and complete line of the above goods. Ask our agents to show you their line. P. STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Mich. te pa hs i IN nt aa Tie pial i in IN aa MICHIGAN TRADESMAN 15 is too late to make sufficiently early deliveries. In fleeces for men the market is more or less irregular. Re- cent orders have been taken from $3.6752@3.75. A number of jobbers are holding out for $3.50, but it will be a long day before the market reaches this point. On cotton and wool mixes manufacturers have a tendency to lighten weights to suit prices, but when the ordinary 13% pound goods are weighed off to 6 and 7 pounds it will be found that at the end of the season some one will have a lot of unsalable goods on his hands. In all worsted underwear the busi- ness in hand is of a very satisfactory nature and the prospects are good for some very heavy business. Western jobbers have been the buying factors in worsted goods. The jobbing end of the market in underwear is ex- periencing about the same conditions that hosiery is. Weather conditions are such that the retailers’ usual heavy April business has been se- riously delayed and consequently the jobbing end is not experiencing much business from the retailers in replen- ishing spring goods. What few or- ders are received come largely for balbriggans and lisles for men’s gar- ments, while in women’s’ goods gauzes, lisles and ribs are the pre- dominating grades. The fancy color- ed underwear of a season or two ago is a past feature of the business. De- mands point now to natural Egyptian or bleached goods—strongly to the former. Carpets—The carpet houses, includ- ing the large department stores all over the country, report that the cutting-up end of the business has been very backward up to this time. Occasional days of mild, pleasant weather have induced a _ moderate amount of buying, but what is need- ed is continued good weather, which greatly stimulates trade. The demand this season has been mainly along the line of the medium grades of tap- estry and velvet carpets. Some also report that the orders this past sea- son have been larger on body Brus- sels, as compared with the season pre- ceding. The better grades of rugs in carpet sizes have run well this season with the trade. Instances are found where large mills oversold on some patterns and being unable to make deliveries in time have receiv- ed cancellations. Other large mills that were affected by the strike last year, and were early this season very busy, have in some instances either shut down or stopped many of their looms. This would indicate that the strike last year had caused a loss to some of their former customers * who have this season made connections elsewhere, and in this way the after effects of the strike are noticeable. Some large distributing houses pre- dict that this next season will be a short one, as goods have not up to this time been distributed to such a large extent as usual. As a result, when the time comes for next sea- son’s fall opening, the buyers will be more or less indifferent to placing new orders while they have old stocks on hand, unless there is a great change in the weather condi- tions during the next two weeks. As stated in last week’s review of the carpet situation some of our manufacturers fully realize that the present condition of the market does not favor early opening, and they will use their influence to extend the time until the middle of May, which, if adopted generally, would be of ma- terial benefit to the trade at large. — +> The Art of Right Buying. If there was ever a secret in suc- cessful merchandizing it lies in right buying. ’Tis true that the temptation to make a big scoop now and then is hard to pass up. : Too often a buyer jumps*at a “bar- gain” without giving a little advance thought to the real value of the “bar- gain.” If you must buy job lots you must take the consequences in the selling. Many a firm has been carried down by having on hand a top-heavy load of slow-selling stuff. Don’t plunge in any one line to the detriment of others. Try to place your orders so that you get the largest assortment possfble with the least expenditure. | | | Keep your capital | turning continually. Order small lots | frequently unless you are reasonably sure of getting away with a larger stock. By buying often you have the | advantage of an always new stock. When you order staples place an order for the largest amount you can afford to, consistent with the above policy. You thus buy cheaper and obtain discounts that appear small, | but which are big items in a year’s time. Novelties should be ordered as soon as they appear to “catch on.” Don’t wait too long; try out on a small lot. Styles change so quickly that the unwary are often caught with a batch of old-style stuff on the shelves. Read the trade papers thoroughly. Study the advertisements carefully, for there you will find opportunities galore for getting in touch with wide-awake manufacturers in every line. —_—_>---2__ Its Hurtful Sedentary Habit. “T think,” said the meditative boy, “that a wasp would be all right if it didn’t get tired.” “Eh?” replied the father. did you get that idea?’ “Why, one day I got a wasp on my hand, and while he was walking around he was all right. He didn’t hurt till he stopped to sit down.” “Where ——We Carry—— FULL LINE CLOVER, TIMOTHY AND ALL KINDS FIELD SEEDS Orders filled promptly MOSELEY BROS. ecranp rapips, MICH. Office and Warehouse 2nd Avenue and Hilton Street. Telephones, Citizens or Bell, 1217 improved methods, by ex- FLOUR. perienced millers, that brings you a good profit and satisfies your customers is the kind you should sell. Such is the SELECT FLOUR manufactured by the ST. LOUIS MILLING CO., St. Louis, Mich. That is made by the most THE COLUMBIA SCREW LOCK LEDGER Its Simplicity Is Its Best Feature A Few Reasons Why It will fit any sheet on the market. The Locking Device depends in no way upon the posts. It will not scratch the desk. When locked the sheets are held as in a vise. Let us tell you all about it. Tue (hai) Hitt Co. (Successors To BInDERY DEP’T G, R. LitHo. Co.) 8-16 Lyon Street, Grand Rapids, Mich. This Brand having been on the mar- ket more thaa thirty years needs no introduction to the consumer. ny, seen en Feats Batre mn’ Stntemcen se ans, poten ge Cree rater “sf No. 2 Folding Box toc Lemon 15c Vanilla Grand Rapids, Michigan Jennings Flavoring Extract Co. 19 and 21 So. Ottawa St. Folding Box Tapers 20c Lemon 25c Vanilla The Hat Trade Behind That of Last Season. The trend of retail business in this | city the past two weeks has been in) accord with the opinions of the wise- acres, who said that because of the earliness of Easter there would this year be more post-Easter hat selling | than last: year. And so the after-| Easter trade has not exhibited that reactionary slackness that is some- | times so marked. Indeed, considering the cool weath- | er, the windy days—yes, even a fall | of snow that came the past week— the business has shown what may be considered a remarkable vitality. Children’s goods have had a good) inning and quite a few straws for the little folks have gone to the right place. The past fortnight has witnessed something of a spurt on men’s low- | crowned soft hats, mostly nutrias and mostly in the better grades. Silk hats have sold very well, de- spite the foolish article that recent- ly appeared in a metropolitan daily. Careful observers note this “decline of the silk hat,’ which appears pe- riodically in one ora nother of the dailies, and don’t bother about it. A much more accurate estimate of the Easter business is now possible | than was the case when our last re- | port was written, and the results on the whole seem to be somewhat bet- ter than we had reason to believe. Notwithstanding the low tempera- ture of last Saturday and its strong wind, which carried off a number of men’s hats as I passed the Flatiron, I met a man wearing a cream-colored | soft hat of a pantourist shape. Although in this report I have re- vised for the better my earlier ac- count of the Easter selling, and do, moreover, chronicle the vitality of the business of the two weeks just pass- ed, it nevertheless seems to be the opinion of those well qualified to speak that the sales, thus far this sea- son, are not up to last spring’s. Speaking to the head of the hat department of one of the large stores near Herald Square to-day, I was told that a youth employed in the es- tablishment had last fortnight asked this department man why the Presi- dent had ordered Easter to be cele- brated so early this year! In the business of the last two weeks the colored derby is reported by many of the largest stores, but not those selling exclusively five-dollar hats, to have kept up a pretty good showing. The colored derby pushing has cer- tainly been a more concerted one this spring than last, not only by the retailers, but also by the wholesalers. While last year many of those engag- ed in the wholesale trade would wear aught but black, this year, for | many weeks past, salesmen and others | employed in the wholesale trade have | worn colors, as encouraging the idea. | The writer himself this season wore a brown hat for a while, but this |coat and black hat, as the brown | one, with its somewhat taper crown 'and non-overcoat brim, didn’t look | so well. Probably many others have ' acted similarly, which would account | for my impression that I do not no- | the street now than I did two weeks | clination toward colors, even at this | Washington, we are told, has done a ‘larger percentage on colored derbies i'than New York, and so, too, Phila- their reports as they were two weeks | ary, where we went into it quite ful- ;summer dullness, and that under | and you in the manager’s chair. MICHIGAN TRADESMAN week went back to his winter over- tice many more colored derbies on ago, notwithstanding what. retailers tell me of their continuous sale... And so I can-not controvert, but must rather agree with the friends of the colored derby in their declaration that, in New York at least, the weath- ex has been such that the public’s in- time, can not be correctly measured. Good reports of wholesale business come to us from the Pacific coast; also from the cotton-made-rich South. delphia. Cap wholesalers in New York do not seem to be quite so bullish in ago, and yet are pretty well booked | with advance orders for next fall. Panamas continue in good favor in | certain sections, and while the arriv- | al at the port of some long-delayed back orders, there are manufacturers who would gladly absorb quantities of Panamas if obtainable in desirable shapes at what they consider correct prices. Straw goods duplicates are not coming in in a way that compares favorably with the corresponding | time of last year. The negligee effects continue to be well thought of on the Pacific coast and in some other sections West and South. The question of dimensions in yacht shapes we haven't felt it necessary to talk of since our first issue of Janu- ly; however, it seems proper to re- cord now that we note a continued and somewhat accentuated leaning toward narrower brims. Largely ordered yet is 234x234, but in cities the 2%4 brim is. gaining strength, so, too, the 214 and the be- tween size, while some extremists are ordering even the two-inch brim, ad- mittedly a dangerous hat. With the retailers behind last year, | we find a slackness at the factory end, and this again-is reflected in the fur market. Therefore, it is not surprising that, as usual at this time} of the year, the question of restrictions at the factories, also of wage scales, is | being a good deal talked about, but | just now it seems this kind of talk is more persistent than for several | seasons. i Perhaps this may be due to the| manufacturers’ claim that they are making certain grades at an actual loss. It is said by some makers that they have often been obliged to run their factories at a loss during the | present restrictions and union wages there would be a greater loss this | summer.—Apparel Gazette. —_—_2.2->__—___ Pleasure before duty will never REEC-TANDLER A Portion of Stock Room, Factory No. 3 « 40 [ovis oF > RAND RAPIDS MICH 61-63 MARKET ol shipments has put some dealers in a | I 4 E position to more than cover their | : Dow Ready the great fall line of union made, medium priced an-Hmerican uaranteed lothing Prices, $5 to $14. If our repre- sentative doesn't call on you within the next few days write us and we will either hurry him or send you samples, express prepaid. The line is better than ever. Wile Bros. & Weill Buffalo, 1. Y. ae ae MICHIGAN TRADESMAN 17 MERCHANT VS. EDITOR. Their Mutual Relations in the Local Field. Competition from the outside is daily making more necessary co-oper- ation between the local merchants and the local editor. There are too many merchants who lack appreciation of the value ot good newspapers. ‘There are too many editors who do not attend to business. For that rea- son there are many newspapers not worthy of patronage. Wherever the local merchants and the editor faithfully co-operate there you will find a good trading point. The merchant should patronize a newspaper for purely business rea- sons. His personal relations with the editor, no matter whether pleas- ant or disagreeable, should not be taken into consideration. The merchant should demand that the editor publish a first-class pa- per and circulate it as much as possi- ble in all of the territory in which the town has a fighting chance for trade. The local merchant experiences three kinds of competition: 1. Competition among merchants of the same town. 2. Competition between towns for the trade of a certain district. 3. Competition from the big cen- ter. The view of some merchants is so narrow and restricted that the only competitor they can see is the fellow down the street. A town with such merchants is poorly armed to fight its trade battles. Usually where the merchants do not agree the town bad- ly disagrees. Other merchants have a_ broader idea of competition. They see that the more business brought to a town the more prosperous are all of the merchants. They realize that when they disagree with the fellow down -the street they are dividing a busi- ness community, and that gives the competing town its chance. It has been the theory of some that quar- reling business men draw more trade tc the town because of badly demor- alized prices. Even granting that to be true it will be conceded that such a condition is not to be compared as a volume builder with a united busi- ness community making its intelligent offer of bargains systematically. One accidentally brings in a few extra customers by sending profits to per- dition. The other goes after more trade on a carefully devised plan, one that is effective. But beyond all this is the competi- tion from the big city. More cen- tralization of the retail trade is one result of the development of the country. Some sections of North Dakota do not feel the competition of the big cities as much as others. No part of North Dakota feels the competi- tion of the big cities as much as Minnesota. But each year sees rail- way transportation a little better and a little quicker and the mails a trifle faster. If it has not reached you it is on the way. é Free delivery of mail to the farm- ers through the establishment of rural routes is in real effect an as- | | sault on the trade prestige of the small town. It is a fine thing for the farmer. He is entitled to it. It is progress. No one has any right to stand in its way. But it creates a new condition in the battle for trade which makes it necessary for the business elements in the small town to work together as they never have before for the business of the town. Rural free delivery of mails brings the farmer in far closer touch with the big city than has ever been the | case. It furnishes the advertising de- partment of the supply house and all other mail order concerns the long wished for opportunity to keep in constant touch with the farmers. Mailing lists of the new routes are prepared almost as rapidly as_ the new routes are opened. Circulars and other advertising matter in large quantities go over those routes every day. The city daily is a big factor in this tendency toward trade centralization. It is the ally of the mail order house and the big city department store. The dailies published in the Twin Ci- ties this evening will be distributed over many of the mail routes in this section of the Northwest by to-mor- row noon. Under rural free delivery they go to the farmers’ doors every day. The farmer’s wife reads the advertisement, of course, and as a result of making the farmer a steady subscriber to some metropolitan daily the business of the mail order depart- ment in the big city depart- ment stores is increasing rapidly. This is so much trade taken from the small towns. The local merchant does not see it go. If he did he might head much of it off by prov- ing to the purchaser that the home stores sell just as good goods just as cheaply. But the mail order from the farm is gone and back again be- fore the local merchant learns what has happened and many times he has no idea of the large amount of busi- ness going to the big centers from people whose trade he would be glad to get. Rural free delivery is giving the lo- cal merchant an entirely new reason for co-operating with his fellow mer- chants and the editor to keep the trade at home. Every tyenty-four hours the city daily comes with its talk of city bargains. The small town and the local merchants need a newspaper ally to offset this. The experience of merchants dur- ing the past ten years has shown that the fight to hold the trade at home grows harder each year. It is not always a question of prices, nor yet that oft-repeated argument of a “larger variety to select from.” New competition always necessitates more effort. The simple fact that avenues have been opened whereby outside concerns can reach the local trade surrounding each town more easily than ever before, and outside con- cerns are taking advantage of it, makes the fight of the country mer- chant and the small town that much harder. Rural free delivery is here without objection and protest from the country merchant. Already the big retail interests in the big centers are following up this advantage with a demand for a parcels post. There } was no good reason for opposing rural free delivery. There is a good reason for opposing parcels post. In | | Made on Honor fighting the parcels post the retailer | is fighting the battle of the small | town everywhere in defense of its | and trade prestige and its importance as | a place on the map. This is ground on which the local merchant and the local editor can co-operate for mu- tual benefit and the good of the com- munity. There should be more of this co-operation on this very ques- | tion than there is. This necessity of trade of the small town against the attacks from the outside brings us to the relations of the local merchant and the local editor. Each town has a condition peculiarly its own, but | there are some general conditions fa- miliar to all. That there are too many merchants | who fail to appreciate a good news- paper when they have it is plain. That | can be seen by looking over the col- umns of scores of bright Northwest- ern newspapers. The columns is too large. On the other hand there are too many poor newspapers, sheets really not entitled to patronage. The edi- tor may know little about the news- paper business as a business. He may be a fairly good printer, but a poor business man. He may be a fairly good business man, but a very poor Sold on Merit Buy Direct from the Maker defending the | ¢ TRADE MARK. Wy | ai ¢ | rr " f q number of | merchants not represented in their | _ We want one dealer as an agent in every town in Michi- gan to sell the Great Western ‘Fur and Fur Lined Cloth ‘Coats. Catalogue and _ full particulars on application. editor. Again he may be a good edi- | tor, a good business man, and a good Elisworth & Thayer Mnfg. Co. printer, but he allows the devil to) MILWAUKEE, WIS. B. B. DOWNARD, General Salesman run the office while he is looking af- | ter the politics of the county or smok- | - M. 1. SCHLOSS ¢ le MANUFACTURER OF ~ a MEN'S AND BOYS’ CLOTHING > 4 143 JEFFERSON AVE. ° yA DETROIT, MICHIGAN one Is offering to the trade a line of spring suits for sea- son of 1904 Perfect fitting garments—beautiful Look at ¢ the line when our representative calls on you. 4 effects—all the novelties of the season. Those New Brown Overalls and Coats are Sun and Perspiration Proof They are new and the ‘‘boss’’ for spring and summer wear. very Garment Guaranteed— They Fit. Clapp Clothing Company Grand Rapids, Mich. 18 MICHIGAN TRADESMAN ing cigars with fellows who imagine they are slatemakers in state politics. When a merchant realizes the neces- sity of a first-class local paper to him in his business, he will probably ask himself this question: “What can I and the other mer- chants of this town do to make this paper more effective for the general trade interests of the town?” The editor should be constantly asking himself: “What can I do to | make the paper a better advertising medium?” .When the merchants and the edi- tor of any one town get down to an- swering these questions all of. them have started on the road to more business. It would seem unnecessary to tell merchants they should work together for the good of the town. All of them believe in it as a principle, but when it comes to putting the thing into practice, their hatred of the fel- low down the street often handicaps the work and in the end actually dam- ages the general trade interests of the town. Co-operation among the merchants of a town is the first essen- tial. If they can agree on nothing else they ought to agree that more trade for the town is what they want |’ and they can afford to lay aside their prejudices for a time and all pull to- gether as a business proposition. The organization of merchants in- to associations has overcome much oi this petty prejudice. Competitors meet face to face and shake hands now where in some instances not many years ago they were sending each other messages of bad will by the grapevine route, a route superin- tended by some customer who had a financial interest in keeping up hos- tilities. The trade association proves to each merchant that his competitor is not such a bad fellow after all, that there is really some good in him, and that he can pull with him for the general good of the town without losing any of his self-respect. There are many towns where the merchants do co-operate. They are marked towns. They are known in their particular sections for the har- mony and hustle of their business men. That in itself is good advertis- ing. It makes business. Every man in them is talking for his town. He is praising its stores, the big stocks carried, and the enterprise of the ‘merchants. If he goes to a neighbor- ing town he is “plugging” for the home merchants. The enthusiasm is in the air. To create such enthusiasm lies in the power of the merchants of any town. They represent its heav- iest interests. Eliminate the mer- chants’ quarrels and put harmony at work instead and you will have a far different community. Other fac- tors in the town may clash but they will not retard its progress material- ly. The competing lawyers may be at war, but lawyers’ wars usually dis- solve into wind. The jealousies of doctors amount to little more than gossip unless all of them are in poli- tics. But the merchants represent the commercial activity of the com- munity. Whether that activity is be- ing driven by harmony’s powerful en- gine or simply pushed by individual concerns working independently de- pends upon the merchants’ them- selves. There is a big difference in the results to all between the work of harmony’s big engine and_ the un- assisted efforts of the individual. When the merchants of a_ town have fully realized the necessity of harmonious work against the outside assaults on their trade they will take their local editorand his paper into partnership. They will want to see it the best local paper in the county for two reasons: First, because a large number of people will base their opinion of the town on the appearance of the local paper. Second, when any business man buys advertising he wants the best article he can get. He wants to ad- vertise in a medium that circulates as widely as possible in the territory he desires to reach. That brings us to the editor. Frequently he is a mistake. Usually he regards his business as something else than a business. He forgets that it needs close attention every day, that it must be pushed in all departments and kept in good shape in every detail. Wherever you find a newspaper ed- itor who works at his business with a system and sense a business man should, you will find a good newspa- per. The curse of many towns is too many newspapers. When you have one good newspaper stick to it and discourage efforts to start another. You may be hot at the editor and actually rubbing your hands in an- ticipation of seeing him defeated in the next election, but forget that for a while and think of business. What does it matter if you and the editor disagreed in the last school election, if by working with that same editor, patronizing his paper, and_ helping him work for the general interests of the town you are increasing your profits by a few hundred dollars. Dif- ferences of opinion in every commu- nity are constantly flashing up and fading away, but opportunities for making money once gone never re- turn. You are a business man. Make the most of your opportunities. If two newspapers is a poor business proposition for you and your town, put your foot down on it and endeav- or to persuade the other merchants, as a business proposition, remember, that one paper is enough. Put two papers in a one-paper town and one of them will be a poor medium for your advertisement. The circulation of one good paper can be pushed suc- cessfully. You get more for your money. Every merchant who patron- izes two papers in a town where there should be but one is actually losing a part of his advertising ap- propriation. But to take the town which has the right number of newspapers, whether it be one or two, what is the editor doing on circulation and the general excellence of his paper? That expresses the duty of the edi- tor to his advertisers. During 1903 we addressed enquiries to several hundred Northwestern merchants on advertising, asking them which in their opinion was the best medium for them, the local pa- per or the circular mailed direct from the store. A big majority declared in favor of the circular. Many went so far as to declare they received no results from the local paper at all. Why is this? A large number of newspaper pub- lishers are not giving their papers intelligent attention. To be successful as a business insti- tution a newspaper must be wide awake on local and county news, and the editor must push the circulation to the farthest possible limit. He can not get the circulation unless he gets the news. He is not entitled to the merchant’s advertising unless the paper has the circulation. One reason so many merchants lack faith in the value of their local news- papers as advertising mediums is that the editor does no aggressive or pro- gressive work on the circulation. That type of editor is content to go along year after pear with the same circulation in about the same district, which is usually the territory from which the town naturally draws its trade. An edvertisement placed in such a paper reaches only the people who are in the habit of visiting that store more or less anyway and un- less the merchant is advertising something remarkably low the adver- tisement frequently brings very little response. The local merchant is am- bitious to reach into a wider terri- tory. He wants to get his advertise- ment into the district from which a certain competing town is pulling a large trade or into that other district where he hears a large number of Given Away Awa ae us or ask $500 particulars and free ae amplecard of DO YOU WANT TO KNOW about the most delightful places in this country to spend the summer? A region easy to get to, beautiful sce- fiery, pure, bracing, cool air, plenty of at- tractive resorts. good hotels, good fishing, golf, something to do all the time—eco- nomical living, health, rest and comfort. Then write today ‘enclosing 2c stamp to pay postage) and mention this magazine and we will send you our 1904 edition of “Michigan in Summer” containing 64 pages, 200 pictures, maps, hotel rates, etc., and interesting informa- tion about this famous resort region reached by the Grand Rapids & Indiana R’y “THE FISHING LINE” HARBOR POINT CROOKED LAKE NORTHPORT Afine train service, fast time, excellent dining cars, etc., from St. Louis, Louis- ville, Indianapolis, Cincinnati, Chicago. C. L. LOCKWOOD, Gen’! Pass. Agt. Che William Connor Zo. Wholesale Ready-Made Clothing Manufacturers 28 and 30 South Tonia Street, Grand Rapids, Michigan Boys and Men. Slims, Etc. enettes. The greatest stock in Michigan, largest sample rooms and one of the biggest lines (including union-made) of samples to select from in the Union, for Children, Excellent fitters, equitable prices, all styles for spring and summer wear; also Stouts, Spring Top Coats, Rain Coats, Crav- Everything ready for immediate shipment. Remember, good terms, one price to all. Phones, Bell, 1282; Cit., 1957 : Mail orders solicited. How Does This Strike You? TRY BEFORE YOU BUY To further demonstrate to you that our Lighting System is a “Money Saver,”and the most prac- tical and safest on the market, we will allow free trial for ten days and guarantee it against imperfec- tion fortwo years Can you afford to be in darkness any longer with this opportunity before you? Send in your diagram for estimate. We are Manufacturers, not Assemblers. Avoid cheap imitators who de- mand money in advance. White Mfg. Co. CHICAGO, 1D 186 Michigan St MICHIGAN TRADESMAN 19 catalogues from supply houses has been received. Unless the editor has covered this ground with his circula- tion the advertisement is disappoint- ing in this important particular. Right here can be seen some of the work cut out for the editor who wants to carry his business to the farthest limit of his . opportunities and who is ambitious to make his paper of value to the town and its merchants. He must have in_ his mind the territory into which he de- sires to push his paper and he must be devising ways and means of doing it. If the people of the Northwest district are trading in another town or buying considerable goods of sup- ply houses, can he do anything to stop it? Do they read his paper? Do they use his town for a market and ii not why not? If the merchants of his town are paying as much for produce and selling goods as cheaply as any other, why should they not get the business? The newspaper can do much to attract people to the town. It should have a correspondent in all districts where the town meets others in the battle for trade. Its circulation in those districts should be pushed as much as possible. When he has done that the editor has done much to interest the people of that community in his town. He deserves miaterial support from the merchants for such work. The weekly papers which have given proper attention to their circulation are, of course, the most successful. Adding circulation is putting betterments into the prop- erty, but there is an astonishingly large number of editors who fail to realize the value and necessity of those betterments. The editor criticises the merchant who does not advertise. The mer- chant in turn says it does not pay. There is plenty of room for conces- sions and more enterprise from each. There will be some merchants who will not advertise until competition drives them out of business. There will be poor newspapers forever and forever because poor newspapers are the hardest things in the world to kill off. But between those two ex- tremes there is a splendid chance for reasonable merchants and reasonable ' editors to get closer together as busi- ness men working for their bank ac- counts and the general good of the town. The merchants have the right to demand a good newspaper run by an editor who is sending its circula- tion as far into the territory of neigh- boring towns as he can. The editor in turn has a right to ask good rates for his advertisements and liberal pa- tronage. The town whose merchants and editor get together on such a basis will be the best trading point in its section—will keep most of its trade at home. That will be one town which will successfully resist the in- vasion of the concerns in the big ci- ties. The other where the business men lack enterprise and reason is bound to suffer. W. E. Davis. —~+22__ Sentiment and Advertising. To some minds sentiment and ad- vertising may sustain the same rela- tion towards each other as does oil and water. Wrong. “All the world loves a lover.” There is a strong -an important part. vein of sentiment in almost every- body, whether they know it or not. In the selection of personal. adorn- ments and luxuries, sentiment plays Men are as sen- timental as women. They think they must have a certain brand because— well, because they do. Ofttimes they can not tell the difference between old whisky and new and still they insist on their brand. In the matter of “owning your own home” a good healthy sentiment dominates many minds. When a man buys a thing for its business usefulness, or to sell again, he may with good grace affirm that “there is no sentiment in business,” but when it comes to personal mat ters sentiment is a great big factor. Instances might be multiplied in- definitely to prove this fact, but let us assume it to be true. How does it affect advertising? First, by educating the public that certain brands of goods are the prop- er, the accepted, kind. This must be done by suggestion rather than by di- rect affirmation. That subtle influ- ence must be present which produces a mental desire and lively apprecia- tion for the article advertised. The writer who can most vividly picture the little personal features of goods, their beauty, the good standing they will produce for their possessor, their exclusiveness, their distinction from common wares, has learned a lesson that has business value. Telling how long an article will last, how strong it is and how well it is put together is all right, but all these are points of a material nature. While giving attention to this side, don’t overlook the personal side—the pride side. The problem of human nature is the greatest one. Many people can give accurate descriptions, but bold- faced facts seldom produce desire. Bear in mind that your customer won’t admit that he is influenced by sentiment. Let him delude himself if he wants to, but do proceed upon the theory that almost all men and all women are sentimental and gov- ern your advertising speech accord: ingly. : Make people understand that your goods carry dignity with them— standing. That the shapes are the proper kind. That your trademark is a badge of honor.—Printer’s Ink. ————~++>——_ Breaking Your Own Son Into Busi- ness. Breaking your own son into a steady business gait is a harder job than breaking any broncho I ever saw on the Montana divide. I sym- pathize with any man who has to take his boy and mother’s son into the concern and teach him how the thing is done. I have been there, and after working up a perspiration that kept me hot under the collar most of the time I finally succeeded in bringing some good results. In the light of later experience I feel se- verely that I would like to tackle the job again if I could begin at chapter one, but of course that is impossible. I have but one boy and I finally molded him into a merchant. I wish I had two more. I would hitch them up in a harness strapped tight at every quarter, pull the check rein up ‘course every father will think his son | strong and hold the lines myself all | of the time. I would forget for) about five years that they belonged | to me. I would try and think they | belonged to some friend in Norway | who had sent them to me to be edu- | cated right, and in justice to that! friend [ would keep them in line | every minute of the day and try to| know what they were up to nights. | | would throw most of the letters [ received from mother into the waste | basket and forget them soon. There is no question that every father gets a little daffy when it comes to training his son. He can not get away from the family circle talk and mother’s idea that her boy | is cut out for something unusual. If he takes him into the business the boy will hurt that business in a dozen | ways just as sure as the sun rises. Of is the exception, and I am making allowances for it. I can think of a dozen instances right now where some fathers would be better off and so would the sons if the latter had been put to work | in other concerns than the one own- | ed by father. My simple rule after | much golden experience is that you | take the boy into the business with | you, see that he is given the whole course from start to finish,. just as | you would give it to Mrs. Brown’s | son whom you hired for what work | he can do and what trade he can) pull.—Commercial Bulletin. —_ +2 Among the interesting exhibits | shown by Arizona at the World’s | Fair is an ostrich farm. FROM OLD R U G CARPETS THE SANITARY KIND We have established a branch factory at Sault Ste Marie, Mich. All orders from the Upper Peninsula and westward should be sent to our address there. We have no — soliciting orders aS we rely on rinters’ Ink. nscrupulous persons take advantage of our reputation as makers of “Sanitary Rugs” to represent —— 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. BE a EE TE a a f f j f f f j _ Tnsure Correct Results in Your Book-keeping By installing one of the up- to-date systems devised by our auditing and accounting department. They will save you time, trouble and possi- bly many petty losses. Write to-day for particulars. Che Michigan Trust Zo. Grand Rapids, Mich. Established in 1ss9. World’s Fair Edition THE SHOE & LEATHER GAZETTE May 5, 1904 Price 10 cents post paid Three months’ subscription 25 cents TABLE OF CONTENTS Complete descriptions of the model factories for making shoes and rubbers in the Manufacturers’ Building at the World’s Fair. Descriptions of the leather and rubber, and shoe machinery exhibits. a. Itlustrated account of the processes of making shoes. b. An illustrated account showing the processes of making rubber footwear. c. in the working exhibits. Description of the processes of tanning leather, as shown Special contributions by prominent retail shoe dealers, upon store-keeping problems, as buying, advertising, selling, stock keeping, credits, management of sales-force, etc. All the regular departments, findings, window trimming, ad. helps. Trade terms revised and corrected. a. Pertaining to shoes and shoemaking. b. Pertaining to leather and tanning. (7) Named shoes, a list of the leading brands, with names and addresses of manufacturers. Scie sasts esis cies bene DETACH THIS COUPON HERE................+...---- THE SHOE & LEATHER GAZETTE, ST. Louis, Mo. Gentlemen: Enclosed find 25 cents in stamps. Please send us your paper three months beginning with the World’s Fair Edition, May 5, 1904. Mame: -.26.5.55.25.52; Town. ....+.: ee a Se a La ee State so. ia Ea Re + is Means 20 MICHIGAN TRADESMAN SOUND INVESTMENTS. A Leading Lawyer’s Advice to Mon- eyed Women. One of Boston’s leading lawyers who has had large experience in ad- vising women clients’ has had printed a letter of sound advice and sugges- tions regarding investments, etc., made particularly for the benefit of women who inherit or otherwise ac- quire property. With his permisston we publish it here, as we deem it just as applicable to men who may have money to invest. Some of the mat- ter is local, but such advice is adapta- ble to all people and all sections of the country. Many a man and wom- an would be far better off to-day had such advice been given earlier, and been heeded. | | purpose 1. Assume that your property is | sufficient so that the income, if well | invested, will support you, in what | should you invest? Real estate? the broker with a commission in view will describe it in glowing terms. But taxes, insurance, repairs, water rates, agents’ commissions, bad tenants, deterioration of buildings (for every building deteriorates) and the constant time, trouble and wor- ry involved, together in most cases with the strong probability, of depre- ciation in market value, make it high- ly undesirable in ninety-nine cases out of a hundred. The foregoing ap- plies if the real estate is free and clear. If you take it subject to a mortgage you have the additional calls for interest, with a possibility of the principal being called at a time when you can not pay it, in which case there may be a foreclos- ure, and you may lose the property. If you decide, notwithstanding all the adverse considerations, to invest in real estate, consult some reputable attorney who has no interest in the transaction before signing any pa- pers. Consult him both on the de- sirability of the investment and on the title. Never invest without hav- ing a careful examination of the title made, and by an attorney whom you select, not by one suggested by the seller or the broker. The purchase of a_ residence for yourself may, perhaps, be a prudent investment, and the _ considerations above mentioned, which apply to in- vestment or income yielding real es- tate, in part do not apply. Have the title carefully examined, and never sign any papers relating to purchas- ing, selling, leasing or mortgaging real estate without advice of compe- tent and disinterested counsel. As regards real estate, whether pur- chased for investment or for resi- dential purposes, it is well to bear in mind that the character of a neighborhood frequently and some- times rather suddenly changes for the worse. The South End in Bos- ton, once a fashionable residential district, has turned into a_ lodging house district and real estate values there have fallen greatly. So of many other sections of the city. 2. As to investing in mortgages. You may safely invest a portion of your money in mortgages, and this ought on the average to yield you Very rarely desirable. | It may seem all right. on paper, and | about 4%4 per cent. interest. Good mortgages are not plentiful. The best way to get them is to consult a repu- table attorney and tell him the amount you have available for this and ask him to find you some. He can find them, probably, but it will take a good while. Good, safe mortgages are not to be had every day. Give him time. Do not get impatient and insist on some at once. There are always mortgages te be found, but the great majority of those that are offered by brokers, and that are available at any time, are not ones which you ought to _ take. Do not lend in any event over 70 per cent. of the assessed value, or 70 per cent. of a conservative estimate of the actual value. Borrowers gener- ally want more than you ought to lend. Lend less than 70 per cent. on apartment houses. Under no circumstances lend on va- cant land, for always bear in mind you may have to take the property, and vacant land will yield you no in- come, but, on the contrary be a source of constant outgo. Never lend on factory property or on summer cottages or on hotel property. Apart- ment houses are undesirable because so much is necessary in the way of repairs and so much trouble involved in dealing with tenants, janitors, etc., if you ever have to take the place by foreclosure. Second mortgages are sa dangerous that you should not consider them for a moment. Do not be misled by. assessed val- ues. Property is frequently assessed for more than it is worth. In Chel- sea, near Boston, much property can be bought at one-half the assessed valuation; so in some other places. And even in places like Roxbury and Dorchester the great majority of houses will bring somewhat less than the assessments. If you should go out of town to lend your money you are _ taking chances, because in most out-of-town places real estate sells very slowly. Especially avoid places where tax rates are high, and a tax rate of over $15 a thousand is high. In towns where tax rates are very high, real estate is almost unsalable on_ this account. Avoid lending on old houses. A fine old residence with land around it may be attractive, but it will bring little in the market. The purchaser of a fine residence wants a modern house, and in many sections a place containing a fine house is worth in the market nothing beyond the actual value of the land. In other words, lending on such a place you are lend- ing on what is almost as bad as va- cant land; and assessments on this class of property are misleading. There are many places of this char- acter assessed for one-third more than they will bring in the market. It is rarely wise to lend on real es- tate not yet assessed, or to lend on a “construction loan,” so-called, that is, a loan where you are to advance money from time to time as a build- ing goes.up. There is danger of liens, and, generally speaking, a chance for a good deal of trouble in such transactions. If you find an ex- ceptionally good one and decide to take it, have every step looked after by counsel acting for you and select- ed by you, and make it a part of the agreement that his charges shall be paid by the borrower. It is better not to lend over $5,000 on any one mortgage. The best loan of all is to someone who is occupy- ing the premises for a residence. If the borrower is a business man, and you are not asked to lend too large a percentage of thé value, and he oc- cupies it as a residence, the loan may be fairly called a first-class one. Get both husband and wife to sign the mortgage note. : Watch your mortgage loans. See that the taxes are paid promptly every year, and that the insurance is kept up in good companies and made payable to you. See that the place is kept up, and, if it is not, call the loan when it expires, or demand a substantial payment an account on each interest day. Always be ready to foreclose if necessary, but remem- ber that an actual foreclosure is the last thing you want. Still if taxes are not paid, or the house is getting out of repair, or values are falling, it is better to foreclose and sell the place at a loss rather than to wait a year or two longer and to sell out at a greater loss. The disadvantages of mortgages | are that.they are often slow to sell! if you want the money. Then as above stated, it is necessary to be on the watch to see that insurance and taxes are paid and the place kept up. | A second mortgage on a place is a protection to the first, for there are. then two people who are interested | to prevent your foreclosing. That is, | We Save You $4 to $6 per 1000 If you use this 1 Ib. coffee box Gem Fibre Package Co. Detroit, Michigan Makers of Aseptic, Mold-proof, Moist-proof and Air” tight Special Cans for Butter, Lard, Sausage, Jelly, Jam, Fruit Butters, Dried and Desiccated Fruits, Coa- fectionery, Honey, Tea, ‘offee, Spices, Baking Powder and Soda, Druggists’ Sun- dries. Salt, Chemicals and Paint, Tobacco, Preserves, Yeast, Pure Foods, Etc. SPECIAL OFFER CAPACITY $1,000,000 Model. terms. Total Adder Cash Register Mr. Burdine says it is ahead of the $350.00 machine that he operated. We believe it is impossible to make a better machine than our No. 2, 1904 Nearly every mail brings us letters similar to the above. Every machine sent on 7 days’ trial and guaranteed for 5 years. : . . SPECIAL OFFER—We have a plan for advertising and introducing our machine to the trade, which we are extending to responsible merchants for a short time, which will put you in possession of this high-grade, up-to- date 2oth Century Cash Register for very little money and on very easy Please write for full particulars. Century Cash Register Co. 656-658-660-662-664-666-668-670-672 and 674 Humboldt Avenue ‘‘What They Say’’ Datona, Fla., Jan 4, ’04 Century Cash Register Co., Detroit, Mich. Gentlemen :— The Cash Register reached me in good condition Saturday. I put it up and began operating it at once, and so far have found it very satisfactory. In consideration of the price I find it much ahead of the $350.00 ——: that I operated for three (3) years while manager of the Ponce de Leon Pharmacy, at St. Augustine, Fla. T called in one of my competitors, Mr. Haukins, doing business under the style name Atwood’s Pharmacy, and explained the machine to him. He was so much pleased with my Register that he remarked as he left the store thathe would buy one at once. I believe that I can sell several Regis- ters here without any trouble. Yours truly E. L. BURDINE, Druggist Detroit, Michigan U.S. A. MICHIGAN TRADESMAN 21 to pay you principal and interest without forcing you to _ foreclose, namely, the second mortgagee and the owner. But often bogus second mortgages are put on for the express purpose of inducing people to lend on first mortgages, or to purchase first mortgages. Be careful to ascer- tain that the second mortgage is a genuine affair. 3. The best general investments for a woman with a moderate prop- erty are bonds, either municipal or first mortgage railroad bonds. You can get such bonds that will yield you about 4 per cent, They are read- ily salable. ‘You are sure of your in- come every six months. Almost all first mortgage railroad bonds which bear 4 per cent. interest and _ sell around par.are good_ investments, although it is well to divide your money and not put it all in one kind. Buy some whose coupons mature in January and July; some whose cou- pons mature in February and August, etc. 4. Railroad stocks as a rule are too speculative. You may get a large income—6 or 7 per cent.—and then there may come bad years, and your stock may shrink to little or nothing. Certain stocks of well established Eastern roads, however, stand almost the same as bonds. For example, N. Y. N. H. & H., Boston & Maine, Boston & Maine pref., Boston & Al- bany, Old Colony, etc., but these will yield you only a low income. They are practically as good as_ bonds. Western railroad stocks are danger- ous, although the first mortgage bonds of Western railroads are fre- quently conservative investments. 5. There is a class of securities which yield a somewhat better in- come than municipal or first mort- gage railroad bonds, and yet are rea- sonably safe. For example, first mortgage bonds of electric light and power plants, and of electric street railway systems. If the bonds are first mortgages, and the stocks of the concerns have been paying dividends for two or three years, you run com- paratively little risk and can get 4% to 5 per cent. S In buying bonds, buy them of firms which deal exclusively in bonds. Such firms make a small commission only, have a rather large assortment to offer their customers, and are like- lv to handle only gilt edge securities. Avoid banking houses which are also promoting houses. They are likely to offer and to urge securities of en- terprises which they are promoting, and which’ may not be thoroughly desirable and conservative invest- ments. Bonds that are legal invest- ments for Massachusetts savings banks are the highest grade of all. They are practically absolutely safe, but of course the interest they return is small. : 6. Keep some money in Massachu- setts savings banks. It will be at all times accessible, and you will be able to get about 3% per cent. interest, and the money will be safe. One thousand dollars to $2,000 as a re- serve fund in a savings bank may go far to protect other investments in times of stress. That is, if you have to take a piece of mortgaged proper- ty you will have some ready money | will save the loss of thousands. Then,|} may help you along until your chil- to pay up the taxes, etc. if there is any weak spot, or the secur- i dren have grown up and your need 7. Don’t buy national bank stocks ity is insufficient, or the transaction | for so large an income has gone. And . | : or trust company stocks, and if you | one which you ought not to make, you | have any left you dispose of themas/}¢an get some disinterested advice soon as you reasonably can. They which, if you are wise, you will fol- yield something over 4 per cent. in- come, but the owner of such stocks | is liable if the bank or trust company | | | | low. 10. If your income is insufficient to support you, and it will be neces- | fails to be assessed $100 for every | sary for you to draw on your princi- share he owns. This in addition to losing his money invested. This risk is something that no woman, unless very wealthy, ought to take, and even then she ought to have but a small proportion of her property in bank stocks. 8. Keep your property under your sole control. The best way to hire a safe deposit Vault and keep it there. Such a vault can be hired for $10 a year. It is absolutely safe and affords a convenient place for in- specting papers, etc. 9. Don’t lend to friends. Youcan not press them and safe-guard your own interest as you can in dealing with strangers. The man whose cred- is it is good can borrow at a bank. A| man who has property which is good | can mortgage it to a bank or to some stranger. Relatives who try to bor- row, while they may mean well, are generally the cause of loss sooner or later. Many and many a woman who has inherited at her husband’s death in life insurance or otherwise a com- fortable support has lost it all by loans made to relatives, in which sym- pathy rather than judgment govern- ed. But if you do decide to make loans to friends or relatives always consult counsel in advance and act under his advise. Many people have a dislike of consulting lawyers, think they are expensive luxuries, etc., etc., but if they would consult them in ad- vance they would usually save money. And five dollars’ worth of good ad- vice in advance may and frequently pal to some extent every year, a very good plan is to buy an annuity of one of the insurance companies. Nearly all the large companies doing busi- ness in Boston are perfectly responsi- | ble. The best are perhaps the North- western, State Mutual, New England Mutual, Mutuai Benefit of N. J., Na- tional of Vermont, Connecticut Mu- tual and Equitable. In buying an annuity you give the company, say, | $1,000, and the company gives youan agreement to pay you every year as long as you live a certain sum, which will vary according to your age when you pay the money to the company. The older you are the more it will be. If you live thirty years you are sure of that amount every year, and area} If you die | gainer by the transaction. in one year the company is the gain- er. But you have no worry over in- vestments. If you are left with young children it may be that until they become self- supporting you will need a larger in- come than after that time. A good plan is to pay some good life insur- | ance company a lump sum and take their agreement to make, say, twenty (or fifteen or twenty-five if you pre- per) annual payments to you. For example, you pay the company $10,- ooo. One fifteenth is $666.67, but the company will pay you perhaps $950 a year for fifteen years, the extra an- nual $283.33 being for the use of the money. Larger or smaller amounts would bring proportional annual pay- if you die the company will continue | these payments for the benefit of | your children until the fifteen years are up. That is, it is not like an an- nuity, where, when you die, the pay- ments stop. It is simply that the pay- ment of the $10,000 is distributed over a term of and the company gives you extra cash as payment for the use of the money left in its hands. 11. While it is well to seek advice of a lawyer, and perhaps of others, although a lawyer’s is usually best, do not let him keep your papers and property. Put them in a safe deposit vault. Permit him to examine them when necessary, but the custody of 40 HIGHEST AWARDS In Europe and America Walter Baker & Go, Lid. The Oldest and Largest Manufacturers of PURE, HIGH GRADE -CGOCOAS | CHOCOLATES No Chemicals are used in their manufactures, Their Breakfast Cocea is absolutely pure, delicious, years, | | | | i | | | | | Trade-mark. nutritious, and costs less than one cent a cup. | _ Their Premium No. 1 Chocolate, put up in | u is the best | plain chocolate in the market for family use. | Their German Sweet Chocolate ts good to eat | and good to drink. It is palatable, nutritious, and | healthful; a great favorite with children. | | Buyers should ask for and make sure that they get | the genuine goods. The above trade-mark is on every package. Walter Baker & Co. Ltd. Dorchester, Mass. ments. This with your other income | Established 1780. IT WILL BE YOUR BEST CUSTOMERS, or some slow dealer’s best ones, that call for HAND SAPOLIC Always supply ‘it and you will keep their good will. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. j i } t ; 22 MICHIGAN TRADESMAN the property should remain with you. “Do not be tempted into investing in “mines,” “oil securities” and “patent schemes,” and business ventures of one kind or another. In no case go into any enterprise as a _ partner. There are thousands of “investment” schemes; every one is absolutely sure on paper, and nine hundred and nine- ty-nine times out of a thousand they sink every dollar that careless people invest in them. You may be absolute- ly sure some will be called to your attention if it becomes known you have any money. If you are rich enough so that the loss of what you put into a scheme of this kind will not affect you, go ahead if you want to, but never invest a dollar in anything of this kind without asking yourself the question in advance, “Can I afford to lose every dollar of this?” and say- ing in answer, “I can and am will- ing to.” 12. Never endorse notes or sign bonds for anyone under any circum- stances. A man who will ask a wom- an with a little property, which is her -all, to endorse a note for him is a ras- cal, no matter if he is a near and dear relative. So also of a man who will ask a woman to sign a bond in any sort of a proceeding. Whenever you endorse a note or sign a bond you are obligating yourself tinder certain circumstances to pay the full amount. You may not have to. No one ever endorsed a note or signed a bond and expected to pay as a result, but thous- ands upon thousands have signed and been called on to pay the full amount and been ruined. You should stick to this rule without any exceptions whatever; unless, indeed, as in buying speculative stocks, you consider in advance the amount you are risking and ask yourself whether you can afford to lose the whole or any part of the same. If you say yes, that you can afford to lose the whole, and are willing to lose the whole, if necessary, then go ahead and sign. 13. When any one of the questions covered by the foregoing comes up, that is, when you are asked to make a speculative investment, or to buy some real-estate, or to sign a note or a bond, remember that the request made will always seem to have spe- cial reasons why you should in that particular instance comply, and why the foregoing advice will not apply. That is, it will seem so. But do not be misled. Do not take the chances. The case that will come up is the one these warnings apply to. One thing is reasonably certain, that if the foregoing advice is followed implicit- ly by women who-have small for- tunes left them, the losses that they will be called upon to bear will be very few and very small. ” Finally. Have your will promptly drawn and executed so that when you die matters will not be in con- fusion, and those whom you want to have what you leave will get it. ——~+2>—____ The Business End. A good many men run business as though it were a pastime and all they had to do was to enjoy it. Others see the necessity of getting value for value out of every transac- tion. If they buy goods they insist on getting a full measure of returns for the investment. If they buy advertising, the same point should be maintained. It is not the cost of advertising that proves its worth to the business, but the} business sense put into the advertis- | ing that is placed in the space that | has been bought. Just now business men are wonder- ing what they can say to make ad- vertising space worth the cost to them. They are wondering how they can reduce the cost. The best way to reduce the cost of advertising is to increase its value. The easiest way to get good re- turns from the space used is to put real worth into what is placed in that space. A merchant with a far-seeing busi- ness sense will recognize the advan- tage of the wise use of advertising space and will also recognize the profligate waste of good money in much of the advertising done to-day. The safe plan is to buy what is needed to make a good showing and to fill it with thoughts that will make the space interesting to those who want value from their expenditures. Having these points. covered, there will be no question of the result-get- ting worth of the advertising, and the people who buy will get the bene- fit just the same as the merchant himself. Keep the value as high as possible and it will probably yield returns as high as they should be. Business is business the same in ad- vertising as in buying and_ selling goods, and the man who sees the business possibilities of having good things to sell, and of advertising good things as the good things they are, will have no difficulty in getting re- sults for the way he advertises.—Ad- certising World. —_2+»___ Keeps No Horse. The young woman who entered the “grocery store the other day had but recently embarked on the sea of mat- rimony and, like all sensible brides, had begun housekeeping at once. But she did not know a little bit about either housekeeping or shop- ping, and she was giving her first order. It was a crusher, but the gro- cer was a clever man and was used to all kinds of orders, and could in- terpret them easily. “I want two pounds of par alyzed sugar,” she began, with a business- like air. “Yes’m. Anything else?” “Two tins of condemned milk.” “Yes’m.” : He set down pulverized sugar and condensed milk. “Anything more, ma’am?” “A bag of salt. Be sure it is fresh.” “Yes’m. What next?” “A pound of desecrated codfish.” He wrote glibly, “desiccated cod.” “Nothing. more, ma’am? We have some nice horseradish just in.” “No,” she said. “It would be of no use to us; we don’t keep a horse.” Then the grocer sat down and fanned himself with a patent wash- board, although the temperature was nearly freezing—New England Gro- cer. ‘ MERCHANTS JUST TRY ONE BALE 100 One-lb. Cotton Pockets to the -bale 33 Three-lb. Cotton Pockets to the bale Retails | Q and D Scents IT'S A WINNER | Gas or Gasoline Mantles at 50c on the Dollar GLOVER’S WHOLESALE MDSE. CO. MANUFACTURERS, IMPORTERS AND JOBBERS of GAS AND GASOLINE SUNDRIES Grand Rapids, Mich, AUTOMOBILES We have the largest line in Western Mich- and if you are thinking of buying you = serve your best interests by consult- ng us. Michigan Automobile Co. Grand Rapids, Mich. ATLAS ADJUSTABLE BARREL SWING A necessary article for the Adjustable and Once tried groceryman. surpassed by none. always used. Stands for Strength, Durabil-. ity, Cleanliness, Convenience. For sale by wholesale grocers. Atlas Barrel Swing Co. Petoskey, Mich. 90000000 3 ood Simple Account File Simplest and Most Economical Method of Keeping Petit Accounts File and 1,000 printed blank bill heads.............. $2 75 File and 1,000 specially _ printed bill heads...... 3 00 Printed blank bill heads, ' per thousand,.......... 1 25 Specially printed bill heads, per thousand........... -1 50 Tradesman Company, Grand Rapids. ruVvVuVvVVVCVCVUVCVCVCVTVTVCVTVCVCVCVUVUVUVUCUVCYVVCUCUCVCCCUTUVCVTVCC?TCCVW™?O GUGVUUVUVUVUUVUVUUUUVUOO TTC UCUCUOTCTCOCOUOUCTOCOUCCOTCCUCCCC GD OOOO OOOO0 9000000 0000000000000000000000000 MICHIGAN TRADESMAN 23 The Mayor-Elect of Lansing a Self- Made Man. If there is a self-made man in Lansing, it is Hugh Lyons, although Mr. Lyons is medest in speaking about it. He was born in the vil- lage of Sutton, fifty miles north of Toronto. His father died when he was. young, and he left his homeat the age of eleven to make a way for himself, never having had help since. The boy hired himself out to a farmer. During the summer he work- ed hard on the farm. In the winter he did the chores and went to school. When he was 14 years of age he went into Western Illinois, where he pur- sued the same work: In a runaway about that time, he was seriously in- jured, and he went home to recuper- ate. In two years he was at work on a farm in the State of New York, and soon he enlisted in the volunteer army, serving in the Nineteenth New York Infantry. He is affiliated with his brother veterans in Lansing in Charles T. Foster Post, G. A. R. When the war was' over, Mr. Lyons drifted West and located at Howell. For a time he was employ- ed in connection with the bridge crew in the construction of the line from Howell to Lansing, now a part of the Pere Marquette system. In 1870 Mr. Lyons went to Lansing and helped build the mineral well house, in connection with which he remained while that was a_ prosper- ous institution. _ Mr. Lyons became well known asa salesman in local mercantile estab- lishments and on the road. It was in this work that he developed the ideas on his present business, and in 1899 began in a small way the mak- ing of a hat conformator. The busi- ness increased and new lines were added, when the manufacture’ of show cases and store furnishings be- came a great industry with him. Now the firm makes anything in the line of fixtures for mercantile es- tablishments. At the factory at the junction of the Grand Trunk and Michigan Central tracks, which the firm of Hugh Lyons & Co. bought several years ago, the largest business of its kind in the world is carried on. Although conservative and deliber- ate in forming judgment, Mr. Lyons is aggressive. He can see the two sides of any proposition as quickly as any one. It is this business sagacity that Mr. Lyons offers the city in the position of its chief executive. ——— +> One Road to Success. There are many men in business who do not thoroughly appreciate the importance, to the success of their business, of friendly relations be- tween employers and employes. Re- cently a business man was heard to say, “I don’t want any suggestions from my employes. I run this busi- ness as I think best, and I don’t want any ifs or ands from the men who work for me. If a man doesn’t like to do what I tell him, let him get out and work for somebody else.” This may sound very businesslike to scme people, but it can not be con- sidered good business policy, unless a man knows that all his eniployes are mentally incompetent and entirely devoid of ability to offer suggestions in the interests of the business. It is not a hard matter to pick out a man who has always worked for such an employer and has been satisfied to conform to the latter’s wishes without comment. He’ grows’ up without any confidence in his own ability, does not consider that his suggestions are of any value, and in an emergency can not be relied upon. On the other hand, the youth who has worked for an employer who en- courages suggestions on the part of people whom he hires’ knows that there is no written law in business which can be followed safely in every case, and is prepared to use his own judgment in all emergencies when it is impossible to consult with his em- ployer. What a great advantage a man has who can feel confidence in his employes over the one who must always feel that without his presence his business is apt to be neglected. The men who have made the greatest success in the mercantile line are those who have encouraged their em- ployes to think for themselves. A clerk should not be ridiculed -for mak- ing a mistake, but the same should be pointed out to him and he should be shown where he was wrong. The better feeling which will be generated by such a course will reflect upon the success of the business, and it is clear that co-operation will result which would otherwise be impossible. Commendable suggestions should not be overlooked, and when the employe offers such he should be brought to understand that it is ap- preciated and not resented. Every clerk likes to feel that his extra ef- forts are not wasted and do not go unappreciated, and a cordial word now and then will be more effective in improving the business system than continual fault-finding on the part of the proprietor. —_>+~____ Economy. “You've cut down my allowance,” she said. “Yes,’ he admitted. “I’ve been spending most of my time at the club recently, and I can’t pay board in two. places.” “Then you'd better stay home,” she said, and he did. But presently there was the old complaint. “You've cut down my allowance again,” she said. “Yes,” he admitted. “I’m spending my time at home now, and my com- pany ought to count for something.” Then she didn’t know whether to advise him to go back to the club or not. —_++.—___ What He Raised. He asked the patient if he had a chill. “Yes, a very bad chill,” came the answer. “Do you cough much?” asked the doctor. “Yes, some,” replied the with a practical illustration. “Do you raise anything?” was the next question. The man hesitated a moment, then answered, innocently, “Well, only a few chickens.” ’ patient, Send in the coupon. THE 1904 MODELS are wonderful machines. You will find a few minutes talking to an N. C. R. representative a good investment. It puts you under no obligation to buy. & NATIONAL GASH REGISTER CO,, DAYTON, 0., U.S. A. AGENCIES IN PRINCIPAL CITIES OF PROFITS than by fire. INSURE YOUR PROFITS SAME AS YOUR BUILDINGS Use a NATIONAL Cash Register. It PROTECTS your daily income. The number of merchants who insure their stock against fire has increased 75 per cent. A HUNDRED times more FAILURES are caused BY LOSS That’s the reason 375,000 store- keepers INSURE their profits by using NATIONAL registers. The improved “NATIONAL” frotects 1. Cash sales, 2. Credit sales, 3. Cash received on account, 4. Cash paid out, 5. Money changed against carelessness, dishonesty, mistakes. 4 The COST of this protection is LESS ” than one-tenth the cost of fire insurance. ,” It’s worth money to know about them. Address Pas Nam? Ss N.C. R. Co. . Dayton, O. Please have one .” of your agents call y when next in my o vicinity. I want to know more about your 1904 models. Saw your adin MicHIGAN TRADESMAN, MICHIGAN TRADESMAN Ways of Succeeding in a Retail Hard- ware Store. I consider location an important feature of the hardware business, a corner store being preferable for inany reasons. Goods can be loaded and unloaded at the back and side entrances, thus saving litter and trucking through the store on busy days. It affords a better light, also enables one to handle stoves and heavy goods much easier in loading and keeps the front of the store neat and clean and ever ready for busi- ness. To make the first impression favor- able the store front should present a neat appearance. We keep ours all painted with a fresh coat of paint each. season; the cost is trifling and aids much to make an_ attractive store. We believe in) making our store known to the public. We use for our mascot the owl, having two large bronze-colored owls painted on our front windows, under which is printed, “The Ow] Store; We Never Sleep.” We use this in connection with all our advertising and on our stationery. We also have a small owl sticker in the form of a trade- mark which we paste on every article in our store, and on every package that goes out, thus keeping our store constantly before the public., We all laugh at the boy who went to market with a sack of potatoes and did not sell any, as he kept them in the sack, and to the only man who asked what he had in the sack he replied, “None of your business.” However, many of us fail to grasp the close relation existing between publicity and success. The goods that are seen are the goods that are bought. A dealer may have the finest goods in the world, but no one will know it if he keeps them in the orig- inal packages in the corner of the cellar. People buy what they see, and it should be borne in mind that many people in this country have an imperfect knowledge of our language and perhaps do not know the English word to describe what they want, and embarrassment in filling their wants is avoided when goods are plainly shown. This then leads up to. the question of show windows, store ar- rangement and advertising. Window displays are but samples of a well arranged store. It is not every clerk or hardware man who can fit up an attractive show window. Original ideas are the best in every way. Have in mind just what you want before starting out to make a display. Stepping stones to success lie in the foundation and beginning. So it is in window trimming, “Wel} begun is half done.” There must be method in this, as in all things in which there would be success. Dis- plays should be changed every week at least, and when once in running order do not fail to keep. it up. Enough time is not generally spent on window displays. Do not give ' passers-by an opportunity to criticise in any way. Spare time can not be used more advantageously than in trimming up windows and in keep- ing them attractive. New goods should be put on display as soon as possible. Show them to the public— they are the buyers. Increase in sales is invariably noticed and many times new customers are gained through attractive show windows. Keep your windows perfectly clean at all times, as no display, however neatly arranged, can attract attention unless the window glass is perfectly clean. Make your displays as differ- ent as possible from those of your competitors. Work out ideas in win- dow displays of your own. A wide- awake, hustling, up-to-date merchant never allows his window displays to look-old and stale, and this also should apply to the stock in general. In regard to advertising, we con- sider the newspaper the best medium through which to reach the public, especially among the farmers, as the farmer of to-day receives his daily and weekly newspaper through rural routes as regularly as do those of us in the cities and towns. Local adver- tisements should be worked in unison with the window displays. Many customers are attracted to the store through the medium of the local ad- vertisement. People who do not get down town every day are kept in touch with your new goods and dis- plays through the paper, and if inter- ested, they will come down to see the exhibit before the change is made. In relation to your business, what are your advertisements? You are in business to make money. In or- der to do this you have to buy goods, have to sell goods, and the latter is your chief aim. Your reputation for fairness and square dealing helps you in this, as do also your friendship and position in the community. Your clerks are important associates and add to your success. Your stock and store and the way your goods are displayed aid you. These are some of the ways of selling goods. You can have the finest newspaper adver- tisements imaginable, and their ef- fect as business getters may be com- pletely nullified by your poor store- keeping, lack of attention on the part of clerks, poor goods, lack - of consistency on your part, or any other item of bad man- agement. They used to say, “Hon- esty is the best policy;” but that was years ago. Nowadays honesty is the only safe policy to tie to, and a mer- chant’s advertisement, unless the hon- est representative of an honest busi- ness, had better be unpublished, for it will react with the deadly effect of a boomerang; but an advertise- ment that sells well is a good one. Let us examine into its character. It is your advertisement. I have in mind a man who has been success- ful in advertising, but whose adver- tisements are as ungrammatical as is his everyday speech. But they are his advertisements. If they were written in the king’s best English, they wouldn’t be his advertisements. So I am of the opinion that if you are in the habit of using such an ex- pression as “We've. got ’em at the Owl Store,” it is better in your ad- vertisement than to allow the printer tu change it to the unnatural, al- though more grammatical and elegant expression, “What we lack in quanti- ty we make up in the supreme excel- lence of our quality.” Yes, it is bet- ter to be grammatical, but do not send out from the printing office an advertisement that would not feel at home in your store. The great weak- ness of men is to write as they never speak. That is poor stuff to put into an advertisement. Your advertise- ment should be your own talk spread out on paper. Practice writing your advertisements as you would talk, al- though ungrammatical they be; then they will be more a part of yourself, and in my humble opinion will better serve the purpose for which they are intended and assist you in selling your goods. Such advertisements are the only successful ones. If some men talked as they wrote, they would soon be sent to the place where the State takes care of people not pos- sessed of all their faculties. The main thing, then, it’s your advertisement and should represent you. The interior of the store should be kept as neat and clean as the show windows. That hardware men are noted for their enterprise and intelli- gence is a fact generally recognized, and for this reason it seems strange that so many of them are negligent in matters pertaining to the arrange- ment and cleanliness of their store rooms. A great many of them who have scrupulously clean, neat and tidy houses, and who would be quick to find fault with the good housewife on account of any breach on her part of the laws of cleanliness and neat- The ACME . Potato Planter Myr. Dealer: You are the keystone of our system of sales We place Acme Planters in the hands of convenient jobbers, and our advertising sends the farmer to you. No canvassers, agents or cata- logue houses divide this trade with ou. We protect you and help you sell the goods. Could anything be more fair ? Write today, on your letter head, get our Booklet and Catalogue. Learn of the effort we are making in your behalf You can co-operate with us to your advantage—the expense and trouble are ours. Potato Implement Company Traverse City Michigan af Potato Profit rand Rapids Glass & Bending Co. Importers and Jobbers of Window, Plate, Prism and Ornamental Glass Manufacturers of Bent and Leaded Glass Prices quoted on application Cor. Kent and Newberry Sts., Grand Rapids, Mich. Both telephones MICHIGAN TRADESMAN 25 ness therein, will permit their offices and store rooms, in which they: prob- | | ably spend more of their time, to be- | come so untidy and unclean as to. | comes to us in the early fall to trade cast reflections on the entire craft. The fact is the old proverbs, “Clean- | liness is next to godliness,” and “Or- | der is Heaven’s first law,” are appli-| cable to the hardware man as to) his fellow merchant in any other line | of business. That it is possible to) have a hardware store almost if not) quite as attractive as that of the) clothier, dry goods man, or even the jeweler, may be demonstrated by a visit to one of the modern up-to-date stores, stich as are becoming quite common in most localities. We use as many show cases as possible. Keep them clean and neat- ly arranged, using one for cutlery exclusively, another for nickel ware | and silver, and so_ on, with the goods | properly arranged in each. Our shelving we extend from the floor to the ceiling on either side, using traveling ladders. On- one side we keep hardware, sporting goods, build- ers’ supplies, tools, etc. On the other side we arrange paints, varnishes, granite and tinware, woodenware, etc. For hinges, clevices, malleables, nuts and washers, we. have small cabinets neatly arranged in the rear of the store on our bolt counters. Our wire screen we have on stand or rack by itself with room for full rolls be- neath. Window glass in a case with cutting board at the end. Hoes, rakes, forks,. shovels, spades on brackets with handles jn a rack un- derneath. Hay knives, handled axes, crow-bars, log and cattle chains ofall kinds we keep in racks. Washing machines, churns, wringers and this class of goods are kept neatly ar- ranged along the side of the boli counters. Now in regard to the arrangement of the stoves and ranges. I take great pride in this branch of our business. Our ranges and cooks we keep nearest the shelving. Have them neatly polished and setting ina perfectly straight row, ranging in size and price to suit the trade. A customer comes to your store to buy a range. You show-him a well as- sorted line of from fifteen to twenty stoves and ranges, ranging in price all the wav from $25 to $60, and you stand. a much better show to make a sale than if you had a few ranges, poorly polished and setting in a zig- zag manner around the store. We have our heaters displayed in the center of ‘the store, finely polish- ed, and set upon steel frame castors with. the nickel neatly polished. It is truly said, “A stove well blacked is half sold.” We use black silk pol- ish on all our new goods, as it costs but little more, and gives a stove a much. finer appearance. We arrange our coal stoves in the front and con- tinue down the line with the surface burners, parlor stoves, wood base burners, oaks and air tights, having one sample of each style and size al- ways on the floor in stove season. A great many times you can sell from stock and retain samples on the floor. We also find the second-hand stove business a very profitable one. We buy and trade second-hand stoves of all kinds. This branch of our busi- ness is kept entirely separate, having a room fitted up for the purpose. These goods oftentimes net us more clean money than new goods. Aman stoves. We trade him a new stove, getting our price, and get the old one at a very low figure. This stove is then taken into the second-hand room and the necessary repairs made there- on, after which it is polished and placed on the sale floor, and often- times brings a better margin of prof- it than new goods. this very successful, having sold as high as one hundred good second- hand stoves in a single season. The furnace question is becoming an important feature in connection with the retail hardware business. How many of you to-day are doing your furnace work right? How many of you are making money on the furnace business? How many are get- ting satisfactory results? We, hav- ing been in the furnace business for a number of years, have learned some of the drawbacks as well as some of the good points in connection with it. Too many hardware merchants to-day are doing this work on a guess- ing plan. Too much trouble results after the furnace is installed. I think if we all could confine ourselves to figures, measuring every foot of pipe and material that goes into the con- struction ofa furnace job, and esti- mate more closely on time and labor, be more careful in buying a good furnace, having it set as neatly as possible under the center of building, use a larger size of piping and cold air returns than is commonly used, much better results in furnace heat- ing would be attained, and the deal- er would reap a better harvest and the customer be more satisfied. Judicious buying is a _ requisite of every business. Unless goods are well bought, there can be no per- manent success in trade. The most skillful management of all other de- partments of a business can not coun- teract the effect of careless and inju- dicious buying. “Goods well bought are half sold,” is eminently true. A successful buyer must have a thor- ough knowledge of the goods _ he buys, to be able to determine whether goods offered him will warrant him in purchasing. Should the buyer’s knowledge of goods be deficient, the seller will not be slow in detecting it, and will take advantage of his ig- norance by selling him goods that an expert hardware man would not buy. The office of buyer is an important one and should not be intrusted- to a novice in business. If it is, it will prove a very costly experiment to the firm. The buyer should frequently con- sult the want book to see what goods are getting short. This book should not be used, however, to make an or- der from, nor should every article on the want book be ordered as a matter of course. He should con- sider the entries merely as remind- ers that certain goods are getting low. If there are on the want book narrow wrought butts 3 inches, he should not order two dozen narrow wrought butts 3 inches, but should look over the stock of wrought butts and similar goods and sort up the We have found | | whole line, provided there is enough | wanted to make an order. The buyer | should be polite, listen to what the} seller has to say, note his prices, etc. | Let the seller do most of the talking, | and keep your own business to your- | self. Do not give away prices made} by other hotises, nor seem too eager | to buy in case low prices are quoted. | The seller thus having no. pointer, | and knowing the buyer to be well) posted, will be more apt to give the) lowest prices than if he had been per- | mitted to feel his way. If no goods are wanted at the time, the seller should be informed to that effect in a courteous manner. If the seller of- | fers a bait in the way of extremely | low prices, take them up, but do not allow him to make good by charging | you more for other goods. Everything else being equal, give | houses the preference whose goods | are the best, and come in the best! shape; fill orders promptly and_al- ways be willing to correct errors if | they occur. There are no more criti- | cal judges of human nature, and none | who can more readily size up a man, , than commercial travelers, and their | esteem and respect are to be desired | if one would buy goods to the best | advantage. | Employ good help, treat them well, | take pains to post them about your lines, give them the management and | care of certain lines, and hold them | responsible for the success of their | department. But don’t expect too| much from clerks. Don’t expect that | they will not make mistakes. They | certainly will; all men do. When they make mistakes don’t forget all their | Greenville Planter Co. GREENVILLE, MICHIGAN Manufacturers of The Eureka Potato Planter, a tube planter with locking jaws and an adjustable depth gauge. The Pingree Potato Planter, a stick planter with locking jaws and an adjustable depth gauge lhe Dewey Potato Planter, a non- locking stick planter with an ad- justable depth gauge. The Swan Potato Planter, a non-lock- ing planter with a stationary deptb gauge. See cut above. The Segment Corn and Bean Planter. Accurate, light, compact, simple, durable and cheap No cast parts. Sold by jobbers generally. Fletcher Bicycles For Season 1904 Weare still in the game with a complete line of popular priced wheels. ns | Backed by a Guarantee that Insures | Protection to Dealer and Rider. Catalogue and prices mailed to dealers promptly upon application. Fletcher Hardware Co. Detroit, Michigan Largest Jobbers of General Line of Sporting Goods in the Middle West 26 MICHIGAN TRADESMAN good qualities; these very often more than offset the other. An employer should never lose control of his tem- per. As soon as he does, he loses the mastery of the situation. Dissat- ished clerks will appear in every busi- ness, and when this happens there are only two things to do: Satisfy them or let them go. It never pays a clerk to stay after he becomes dis- satisfied—much less does it pay his employer. An employer should al- ways manifest a personal interest in the private lives of his employes. It seems to bind together the interests of the employer and employes. An employer who can command both the love and respect of his elerks can al- ways get better service, more of it, and at less cost than one who fails in this respect. ’ Life, from boyhood to the grave, is to the ambitious and energetic an ever changing and intricate problem, full of possibilities and responsibili- ties, that makes him put forth his utmost efforts to attain that ever fleeting and, after all, only relative object, “success in life.” One of the elements of success in the life of every business man is the acquiring of a competency out of his business sufficient to enable him to spend the declining years of life in ease, com- fort and happiness. His object is not | merely to eke out a scanty subsis- | tence, but to store up a little reserve | for a sore foot, a rainy day, and for | the night when no man can work. And, if this paper shall contribute in a measure, however slight it may be, to the realization of the success for which we are all striving, and which we some day hope to attain, I shall feel amply rewarded for the time and labor spent in its preparation. E. K. Cunningham. ++ Rings and Their Meaning. Few of those who are in the habit of wearing finger rings know a great deal about the origin of the fashion. They know such ornaments have been worn almost from time immemorial; that fact satisfies them that the style | is all right, and they investigate no | further. It is no doubt true that | from the very beginning of things | rings have played an important part in the affairs of men, with no refer- ence to their ornamental value, but as symbols of the despotic power of a ruler, the supernatural powers of the priesthood, the skill of the phy- sician and lawyer and as a badge of the conditions of slavery and free- dom. The custom ‘of wearing them for ornament or use antedates history and belongs to the Age of Myth and Fable. As emblems of eternity they were regarded as sacred objects, with mysterious powers of magic, of divin- ation, of healing and of destroying wrought into their composition. Beginning with the iron ring of Prometheus, there is scarcely a hard substance or metal which has not in some of the periods of the world’s history been used in the making of these circlets. The Romans’ were long contented with rings of iron, but every precious metal has in turn been used in their manufacture, while their excessive luxury was shown in the great numbers owned by the wealthy. A ring of gold became a badge of Roman citizenship; a slave, on receiv- ing his freedom, could only wear one of iron, which was also an ordinary badge of mourning. Roman Knights and Senators wore rings of gold, and Roman lawyers received from their clients a gift of a birthday ring, to be worn only on that day, and to part with any ring was a sign of the great- est poverty. Far exceeding the interest of rings of metal only was the history of precious stones combined with them, and wrought into designs of rare beauty by. the hands of the skilled cutter. The office of seal engraver became one of great trust and respon- sibility, careful records were kept by him of each design and his life was forfeited if a reproduction was made. Not only were these stones used for seals and signets, but many magi- cal powers were attributed to them. The jasper led all others for healing gifts, especially if set in silver and engraved with images or figures, when it most surely preserved from drowning. A ruby restrained wrath and fury; a carbuncle was a charm against poison, the plague and drove away evil dreams or fancies. If evil threatened the stone grew dark and obscure until the cause was removed. An amethyst hindered the ascension of vapors by drawing them into itself, sharpened the wits and resisted pois- ons. The agate was also an_ antidote against poison, and gave a man good cheer against opposition and danger, like the carnelian, “which causeth him that weareth it to be of a cheer- ful heart, free from fear, nobly au- dacious and proof against witchcraft or fascinations.” The sapphire possessed not only the gift of freeing from enchantment, but of healing from poisons, of loos- ing from prison, of assuaging the wrath of God, of procuring men favor with princes. As preserving purity, | it was worn by the priests, and was | the gem of all others consecrated to Apollo, who was believed to give more prompt and satisfactory an- swers to those wearing this stone. The opal, in spite of its many su- perb tints and colors, has always had a shadow cast over its fair name, as, in addition to its reputation of bring- ing misfortune, its powers have asso- ciated it with the brotherhood of thieves, from its ability to sharpen the eyes of its owner and dim the sight of those around about him so they can neither see nor mind what is being done. This, when added to the gift of bestowing invisibility, made an opal an invaluable aid to the light-fingered gentry of thieves. The emerald preserved purity. The jacinth procured sleep when set ina ring. Chalcedony insured victory to the wearer of it. Coral protected from the evil one. The diamond ren- dered a man invisible and counteract- ed the power of the lodestone. The turquoise, if worn in a ring of gold, would preserve men from falls and bruises, provided the ring had been received as a gift. “It also mov- eth when any peril is prepared to him that weareth it, and has been known to change color and grow pale if he that weareth it dd grow pale or weak, and, again, upon the recovery of its master, it does recover its own lovely beauty and becomes ceruleous, like unto a serene heaven.” It destroyed personal animosities, appeased dis- cords between man and_ wife, and among the Arabs was highly valued for its talismanic qualities. The talismanic rings belong to all ages, and were supposed to hold a charm against diseases, against the evil eye and demons’ or_ witches, against the power of the flames, the supposed virtue existing not in the stone alone, but in the device or magical letters inscribed upon it. The well-known Basilidian gems, which were found in both Europe and Asia, represent the power of these amulets, of many different forms; all had the word “abroxos” engraved upon them in connection with mystical figures. The word signified not the supreme deity, but the 365 spirits who govern the world. We are accustomed to hear of cor- onation rings, of episcopal rings and of the fisherman’s ring of the Pope as symbols of power and authority, but the talismanic ring of a physi- cian, with powers of healing, is not so familiar. Yet the doctors of old carried both signets and rings, fre- guently wearing them upon the thumb, with their own names engrav- ed backward and forward on_ the stone, or with the name of some or- dinary nostrum as a charm. The ma- terial from which a ring was made had also power over different mala- dies. A cold could be cured by wear- ing a ring of iron, a headache by a leaden one and a pain in the side by a golden ring inscribed with let- ters from the Greek alphabet. It seems quite probable that these rings of the doctors contained aromatic waters and preservative decoctions, which they could use in the sick- rooms in the same manner as the cane, which old prints represent them as carefully holding before their noses in the presence of infectious. dis- eases. Without doubt amulet rings for medical purposes were greatly in favor among ancient physicians. CES T. BEADL NESs . rie Sal =— ony NONE BETTER MADE! WHOLESALE MANU FACTURER HARNESS TRAVERSE city, MICHIGAN FULL LINE OF HORSE BLANKETS AT LOWEST PRICES 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 Us Corner 15th and Lucas Streets, Toledo Ohio CLARK-RUTKA-WEAVER CO.. Wholesale Agents for Westera Michigas A Bargain entire 400 pieces. entire nest. _The “Big Four’’ Nest 100 Each 6, 10 and 14 Qt. Pails and 14 Qt. Dish Pans Only #40.00 net cash f. o. b. factory, Columbus, Ohio, for the No orders accepted for any less than the flostER creveNSey Grand Rapids, Michigan in Tinware — MICHIGAN TRADESMAN 27 SCOTCH CUNNING. How a Pennsylvania Grocer Handled Trading Stamps. I came home from a trip last Tues- day, and on Wednesday I went to the office to tell them about the mistakes they had made in running the paper since I was home last. They seem to depend on me for that, and they appreciate it. They listen attentively to all I have to say and then do the opposite. While I was there a stranger came in and enquired for the editor, who, strange as it may seem, was at his desk attending to business. By rubbering hard I heard all that went on. The stranger was a-dry goods dealer who had a good-sized store near the outskirts of Philadelphia. What he wanted was information about the trading stamp _ proposi- tion, and somebody had referred him to the “Grocery World,” knowing, I suppose, that I would be home about that time. Well, the man was given all the} information that the office had. A competitor within a square of him had just put in the stamps, and this man noticed his business dropping off. He had not known anything about the stamp scheme before, but the question was up for settlement and he now had to find out some- thing. We told him all about the stamps --what a bunco game the pesky lit- tle green things were for the dealer; how the solicitors’ promises of new trade were all hot air; and how the dealer who gave them out always found himself, sooner or later, giv- ing them to his cash and credit trade alike, which meant simply doing his old business at the same prices, but for about 4 or 5 per cent. less profit. The dry goods man sat and took it all in. When he had all we could give him he swallowed hard a few times and then said: “Well, by George, gentlemen, it seems incrediblé that I’ve simply got to take hold of a scheme that I know -will lose me money, just to keep my trade from leaving me, does- n't it? -And yet what else can I do? Here’s this other fellow giving out the stamps. I don’t give ’em out and I can see my trade going. What can I do?. Is there anything at all that will work in such a case, except to give out the stamps, too?” We all told him sadly that we did not know of anything, and the poor devil went dejectedly out to hunt up the local manager for the trading stamp company. And there you have it. A man may swear by all that is holy that he will never touch the stamps; he may be- lieve them to be a bunco game in which the stamp gang get all and he gets nothing, and yet when the store across the street puts them in, he has simply got to do it, too. ‘You may doubt this—you grocers whose neighborhoods have not yet been infested—but do you know the experience Tom Hunter had? I have heard a lot of grocers down Tom Hunter, the Acme tea man, in various ways, but I never heard any- body say he was not a shrewd busi- ness man. Tom Hunter’s biggest competitor is the William Butler Co. Both do the same sort of business, although Hunter’s stores are a thousand pér cent. ahead of Butler’s in every way. And their stores are usually in the same neighborhood; often, in fact, on opposite corners. Butler put green stamps into all his stores and started in to advertise them to beat the band. I happen to know that Hunter did not want to put them in at all. He was shrewd enough to know what it would mean, and he set his wheels to working overtime to devise some scheme to beat the stamps. While he was doing his devising the trade at every Hunter store where there was a Butler store near-by fell ‘off. In some cases it fell off from $2co to $250 a week. Think of that— wasn’t pleasant, was it? Bad enough if you only have one store, but sup- pose you have fifty showing up that way. Finally Hunter inaugurated the greatest slaughter of prices that’ the Philadelphia grocery trade has ever known. Gee whiz, but some ot the prices he put out were peaches! If the people had had brains enough to see beyond the green stamps they would have laid in enough groceries at those prices to last a year. Did they do it? No. The cut made no perceptible difference. The business still flowed to the Butler stores and let the Acme alone. Then Hunter saw which side his bread was buttered on and put in the stamps himself. He organized his own company, and he, instead of some outside trading stamp com- pany, gets the benefit of the stamps that are not redeemed. Then he started in to advertise the move, and I also happen to know that his trade all came back. I under- stand, though, that he got little, if any, new trade by it, so that both Hunter and Butler are now in the position of selling the same trade they had before, but with both their profits cut by the cost of the stamps. Think those two concerns wouldn’t gladly give up the stamps to-day? Why, I verily believe they would both give up a thousand dollars for the chance to give them up. But neither one will give up first, so neither will give up at all. Now, why did Thomas P. Hunter put in trading stamps? Simply and solely because he had to or lose his business. And one of the most sig- nificant phases of the incident is that the deepest cut prices in the history | of the business had no more impres- sion on the stamps than if they had not been made. Somebody said that since both cut- ting concerns started to give out the stamps they had advanced their prices from 5 to Io per cent. And I do not doubt it. That reminds me of the scheme of a clever Scotch friend of mine—a gro- cer-—out in a Pennsylvania town near Pittsburg. I was in his store about two weeks ago while he was waiting on a cus- tomer. In his window was a sign, “We give S. & H. trading stamps.” A lady was giving a pretty good- sized order. After the grocer had | it down he said: “Now, Mrs. Adams, do you want | trading stamps with’ these goods or | not?” She was a little surprised at the | tone in which the question was asked. “Why, yes,” she said, “I suppose I might as well take them.” “Well, then, I’m sorry,” he said, “but T’ll have to charge you 5 per cent. more for the goods. Let’s see this order amounts to $1.78; if you want trading stamps I shall have to charge you $1.87.” “Why, I thought the stamps were free,” She said in astonishment. “They aren’t with me,” said the “I have to pay for them, and grocer. } up the bill. then.” In a moment, as an after- thought, she said: “Why, some of the them away, don’t they?” “Maybe some do,” replied the gro- cer, “but as a rule they do not. They simply seem to give them away, but get it out of you somehow by fixing There’s plenty of chances to do that, you know, if you want to. I think it’s more honest to tell you right out that I’ll have to charge for the stamps.” stores give What did that grocer lose by that? Nothing. Did the lady run angrily away to that “seemed to” give the stamps for nothing? No, she stayed right there, as 99 per cent. would do. some store What did he gain by it? He gained my prices are already as low as I can afford to make them. They cost me about 5 per cent., and if I had to | take that out of my profit I’d have} to go out of business.” The woman pondered a_ minute. Then she said: “Well, I guess I do not want them, | just the 5 per cent. that the stamps | would have cost him. deak in Grocery good | that scheme.—Stroller in | World. | I believe there’s a | « ——__.---> | | There is a difference between doing | good and making good. Muy @y Gr a> y pi 7a Wiy[ForesTt ciry DP FAINT AGENCY It’s the numerous little points in favor of Forest City Paint that make it so profitable to dealers, Moses Cleveland of ye Forest City Paint & Varnish Co. Thousands of economical women buy small quantitiesZof paint now and then for the pur- pose of fixing up furniture, woodwork, etc., about the house. Forest City Paint is put up in attractive quart, pint and half- pint packages to meet the demands of this class of trade, A small stock of these smaller sized cans well displayed is sure to get you considerable business which otherwise would go to some one else. It’s a smal! point but a strong one. Write to-day and let us send you our Paint Proposition—it gives full information. The Forest City Paint & Varnish Co. Dept. T. Cleveland. Ohio. A ar BELLS for School, Church ~and Fire Alarm founded at Northville, Mich. by American Bell & Foundry Co. are known as ‘‘Bowlden” Bells. We also make Farm Bells in large quantities. Write for illustrated catalogue. Sweet toned, far sounding, durable— the three essentials of a perfect bell. You get it in the “Bowl- den.” Ds PAPER BOXES We manufacture a complete line 01 MADE UP and FOLDING BOXES for Cereal Food, Candy, Shoe, Corset and Other Trades When in the market write Prices reasonable. us for estimates and samples. Prompt, service. GRAND RAPIDS PAPER BOX CO., Grand Rapids, Mich. Breaking Into a Family Where You Are Not Desired. Written for the Tradesman. If the average man would tell the truth he would confess that the most unpleasant quarter of an hour that he ever spent was that in which he faced a cold and unromantic father and asked him for his daughter’s hand. Of course, if there were ex- tenuating circumstances in the way of money or position—if he could of- fer the girl automobiles and a cottage at Newport—the situation was rob- bed of most of its terrors, and the parental blessing a foregone conclu- sion. If, however, he was an impe- cunious youth, with nothing to give his wife but the love of his heart, and the work of his hands, he would sooner have faced a gattling gun than the old man’s enquiry: “Young man, can you support my daughter inthe style in which she has been accus- tomed to live?” A father always thinks that it is his first duty to ask that momentous question, and the majority of them feel that they should move heaven and earth to keep their daughter from marrying if the young man says “No.” It is reasonable, too, from their point of view, and a hard- headed old business man is not going to take any young man to support, not if he knows it. Moreover, he considers that a girl is simply throw- ing herself away to marry a fellow whose entire salary would not much more than pay for her silk petticoats, and that he is just as much bound to keep her from doing it as he would be to prevent her from com- mitting suicide in any other way. So he pooh-poohs the very suggestion so scornfully that the young man, hurt and insulted at the intimation that he is a fortune hunter, and that he is asking too much of a sacrifice of the woman he wants to marry, has to be either exceptionally tenacious of purpose, -or excessively in love, if he does not abandon his suit right then and there. Many a rich old maid owes her lonely life and her loss of a good husband to her father’s determination that she should not marty any man who was not stand- ing ready to offer her just as many frills as she was used to having. . Of course, a father is doing no more than his duty, and is strictly within his rights when he tries to protect his daughter from grinding poverty, but when he goes further than that, and objects to a worthy man simply because he can not offer a girl all the luxuries that she has been accustomed to—the trips abroad, the summers at the sea, the opera box and the house on a fashionable street-—-he is going too far. He is demanding that the young man start where he is leaving off. It has taken him many years of hard work to be able to afford his family the luxury in which they live now, and it is ab- surd to expect any young man _ to have achieved that much success. If MICHIGAN Jack has a bank account to match Maud’s father’s, he is bound to have inherited it. He has not had time to make it for himself. Simply looking at the matter from a business point of view and with reference to Maud’s bread and butter, it is a strange thing that it does not oftener strike fath- ers that the young man who has successfully held the same place in the office or store for four or five years, and saved up a thousand or two dollars while “clerking it,” is not a thousand times better match for any girl than the youth who never earned a dollar in his life, who neith-. er knows how to make money or save it, and whose one star performance and claim to recognition consists in having been born the son of a rich man. It is one of the queerest things on earth why so many American parents seem to have such a horror of their children ever being brought into ac- tual contact with the practical side of life. Ninety-nine times out of a hundred Maud’s wealthy father be- gan life as a poor boy. He clerked for somebody, he saved up a little money and got an interest jn a busi- ness for himself; he married the gir1 he loved, and they went to house- keeping in a humble cottage in a back street, where his wife helped him to economize and work, and they were happy as happy could be. It}. was an experience out of which they brought nothing but good, but the very idea that Maud _ should go through it is appalling to Maud’s father, who sets up a kind of diamond sunburst and opera box standard for her suitors, and expects them to eith- er put up or shut up. So he turns a cold and unfriendly eye on Jack, who modestly tells him that he has a good situation, with a chance of being taken into the firm in a year or two, and sternly remarks that when he married he was able to support his wife in the style in which she had been accustomed to live. He forgets that he took his bride to a cottage, while he expects Jack to install Maud in a fine man- sion. He forgets that his wife, in their early days, did her own cook- ing, and made her own frocks, while he demands that Maud’s_ husband shall provide her with a retinue of servants and millinery from Paris. It is not to be denied that the pa- rental attitude towards poor Jack is pretty hard on Maud, and enormous- ly increases her chances of being an old maid. If she is not to marry, ex- cept in defiance of her family, any man who can not provide her with all the luxuries to which she has been accustomed, it narrows down her chances to a few gilded youths who have been fortunate enough to inher- it money, and, alas, there are never enough of these in any community to go around. Moreover, such is the inconsistency of fortune, it frequently happens that Maud, who bestowed her hand upon young Dives in her youth, because he could give her the truffles and champagne to which she was accustomed, finds by middle life that he is quite unable to give her plain bread and butter, while Jack has reached that pitch of success in business that he could feed his family TRADESMAN on humming birds’ tongues and pea-; Want to Sell Your Store cock brains, if they happened to rel- i Or any other kind of busi ish those dainties. This is not a or real Estate? : S I can sell it for you at the high- phase of the subject that Maud’s est price and on the best terms. father considers very often, but it — ocr weaner ‘aoe happens so frequently that the choice any kind of business or real : ; : estate anywhere, at any price, in marrying a rich young man, or a write me your a i te i = I can save you time and money poor, hard-working young man, al Established 1881. Bank references. Write to-day most reduces itself to the question Frank P. Cleveland, Real Estate Expert, of whether you would rather be well 1257 Adams Express Building, Chicago, Ill. off while you are young or have! plenty and comfort for middle life | and old age, and before Jack is sent | about his business it is just as well | to try to solve this conundrum. | Maud’s father says, and truly, that | he has nothing but her happiness at heart. He believes that she will be perfectly miserable living in less style, with fewer clothes, and plainer sur- | roundings than she is accustomed to. | That depends on Maud. If she is'| the kind of girl whose heart is cut | on the bias and frilled in the middle, | | and whose soul will go to Paris when | JAR SALT The Sanitary Salt Since Salt is necessary in the seasoning of almost , everything we eat, it should be sanitary JAR SALT is pure, unadulterated, proven by chemical analysis. JAR SALT is sanitary, encased in glass;a quart : of it ina Mason Fruit Jar. JAR SALT is perfectly dry; does not harden in the jar nor lump in the shakers. JAR SALT is the strongest, because it is pure; the finest table salt on earth. JAR SALT being pure, is the best salt for med- icinal purposes. All Grocers Have it---Price 10 Cents. Manufactured only by the i rr |e 5: Detroit Salt Company, Detroit. Michigan | ss TNE eT YT YA ET FV TNT Facts in a Nutshell Hae MAKE BUSINESS WHY? They Are Scientifically ‘PERFECT 129 Jefferson Avenue 113«115e117 Ontario Street Detroit, Mich. -Teledo, Ohio SSiververeeverververeereervarsereeververserervrversereervrvarverneverversnrnervirnerrvirtr : : AMMA UA UA AOU JOA UNA A AOA AOA SAA JAA 6A AOA AOA JAA JAA JAA AOA JOA JAA OA AOA JA Ad Abd Jd Ube MICHIGAN TRADESMAN 29 she dies, she will never be indiscreet enough to fall in love with a man who is not strictly eligible from a worldly point of view. She is just as incapable of adoring a man with- out a big bank account as she would be of falling in love with a man with- out a nose. But the girl whose true heart beats just as faithfully and warm under velvet as it would under linsey-woolsey, whose eyes, unblinded by wealth and fashion, are keen to see the man and not the position, and who is willing to exchange a few of the trappings that money can buy for good, honest love and re- spect. knows what she is about when she picks out her own particular Jack and refers him to papa. And papa makes the mistake of his life if he refuses his blessing for no other reason than because the suitor can not support Maud in the style in which she is accustomed to live. There is, also, this point of view, that if Maud’s father has raised her with such luxurious tastes that she can not be happy on the income that an ordinarily successful man can of- fer her, it is nothing but common fairness for her fond and foolish pa- rent to provide her with a dowry that will offset her demand for frills. That is One way around the question, and certainly it is quite as just as to expect the young man to be able to humor the unreasonable’ extrava- gance and wastefulness in which the daughters of so many rich parents are reared. As it is, the average worthy young man is apt to fight shy ofthe rich girl. The idea of breaking into a family where you are not desired because you are poor is not alluring, neither is it~ consoling to feel that your wife will be considered as a martyr for marrying you. The mod- ern father must adopt a kinder atti- tude if he does not want to be left his hands. Dorothy Dix. —__2+->—____ Modern Methods Bring Success and Happiness. Written for the Tradesman. It is a well-known fact that the merchant who expects to be success- ful must keep abreast of the times; but nevertheless many men in busi- ness do-not seem to regard this fact and are failing daily because of their disregard for it. They are plodding along in the same old rut they were in ten or fifteen years ago. It is all very well to say that the merchant who spends little for mod- ern conveniences, and consequently has less expense, is able to sell goods cheaper, but, despite that time-tried theory, the merchant who keeps “up to now” is getting all the custom. “An old-established trade may help the non-progressive merchant to wor- ry along in a haphazard fashion for a time, but sooner or later even his old standbys desert him for places where the air is charged with modern progressiveness. Make a canvass of. the stores in a town. . Some are on front streets and are large and well lighted. Some are on back or side streets and but few of these last are large or well lighted or have many, if any, of the chant. with a lot of old maid daughters on | ‘ these | being progressive themselves. new fixtures known to the real mer- | Now why are they dingy and small —-those stores on the back streets? Because they are on a back street? No, the reason is quite the reverse: they are on a back street because they are dingy and small. Mayhap they were once on a principal thor- oughfare; but the men who owned them were the kind of men who said new-fangled things were all foolishness and folderol. That is why they moved to a back _ street, where they are struggling along, ghosts of their former selves, who will, after a few spasmodic attempts to brace up, expire quietly, and no miss them but their own- one will | ers—the owners who would not keep up in the race. No man can help’ himself. He must keep up or step down and out. He must travel with “the bunch” in modern business or get left behind. The modern business rush is a tor- rent, but it will not pick up the old- fashioned man and carry him along with it. It will simply part and rush past him to join together later on, leaving him where he sat, and where he must be satisfied to take what comes to him without being gone after--which same is very little. The world is progressive. Our country is the most progressive of all. All classes of our people are pro- gressive in every respect. Still, there are some benighted souls who exist in this progressive country among these progressive people and think that they can be successful without They soon learn their mistake, but they are in most cases too obstinate to every time. properties as bees’ honey. CORN syRUP sizes, 10c, 25c, Karo and honey look alike, taste alike, are alike. honey, or honey with Karo and experts can’t separate them. Even the bees can’t tell which is which. In fact, Karo and honey are identical, ex- cept that Karo is better than honey for less money. Try it. Put up in air-tight, friction-top tins, and sold by all grocers in three CORN SYRUP Mix Karo w i Free on request—Karo in the Kitchen,” Mrs. Helen Armstrong’s book of original receipts. CORN PRODUCTS CO., New York and Chicago. When it comes to a question of purity the . beesknow. Youcan’t deceivethem. They recognize pure honey wherever they see it. They desert flowers for her They know that Karo is corn honey, containing the same admit it and hang on in the same old way until the end comes, when they scold and even curse the world for its unkindness to them. The people in this country like the progressive man, the man who has some “git up and git” about him. The small boy will go to the man who has red marbles mixed in rather than to the merchant who has none but blue ones. Where there are the most mirrors and gilt and plate glass will my lady go to buy her Easter or any other hat, although it be a mile down town and although the same thing, at the same price, can be purchased a block from her home in a place without the mirrors. My lord of the office will send to the end of the earth for some little thing needed about the office rather than to buy the same thing next door without the last minor little improve- ment on it that can be found on the one away off. And so it is with every one. The merchant who delivers his goods in an auto has a distinct advantage, in the eyes of the housewife, over the one who does not. Why? The goods are just as good, the price the same, but the novelty of it, the “up-to-date- ness,” the modern idea—that is what counts. Be modern and you will be happy. Seing modern brings success and be- ing successful brings happiness. And | there you are. Burton Allen. > Every man hath a_ weak side. Every wise man knows where it is, and should be sure to keep a double guard there. ith es MICHIGAN TRADESMAN Influence of Woman on the Custom- ers of a Shoe Store. There’s a woman in the store, and now it is running as smoothly and neatly as a well kept New England household. The magic touch of the feminine hand is upon everything from the garret to the basement, and the whole shop now has that air of refinement peculiar to the presence of women clerks. If you don’t believe it from reading about it, look into the store and see. Furthermore, if you don’t believe it, “look in the book and see.” There are 924 women in the boot and shoe trade of Massachusetts, ac- cording to the best statistics for 1900, collected by the State Bureau of Labor, and these statistics do not include Lynn’s one woman shoe man- ufacturer or Haverhill’s one woman box manufacturer. There are 203 women engaged in the retail shoe trade in Massachusetts, according to the same statistics, and thirteen of them are in business for themselves. Woman has swept into all branches of the shoe trade except those of the specialized positions of buyer, whole- sale dealer and salesman and commis- sion merchant. There is even one woman traveling salesman in Massa- chusetts, who may be known to many retail store keepers. Of course, the great army of women in the shoe trade, numbering about 30,000, work in the shoe factories. And Massa- chusetts is only a very good speci- men of ‘the conditions of women in the shoe trade in advanced states of the nation. : “Why am I selling shoes?” said a young woman who has made a suc- cess as the head of the shoe depart- ment of a big department store. “In brief, the answer is simple. I want to make my own living, and not to be dependent upon my brothers and parents. “The shoe trade appealed to me as a new field for women. Perhaps the fact that my brother is a shoemaker influenced me some. But I noticed that many of the girls I knew were learning to be milliners or dressmak- ers, and, fearing that those occupa- tions might be overcrowded, I sought something new, and decided to take up the shoe trade. “The first shoe dealer whom I ask- ed for a place laughed at me. He kept a modest store, and I thought it would be a good place for me to start in. But he laughed just like a nian, and wanted to know what good I would be in a shoe store. No deal- er in town had a saleswoman, he said, and he didn’t know what they would want one for, unless, he hinted, it was to draw the trade of dudish young men, who think more of their clothes and appearance than they do of their strength of character. i “T saw failure ahead of me, after this interview, but I remembered what a school boy friend who had made a success both in school games and in business said: ‘When you can’t gain at one point, try another and hit the line harder,’ was his bat- tle cry in many football games, and in business, too. So I decided to try a new place, and try harder. I went to the manager of a department store, whom I knew because I traded at his store, and presented my plan to him as strongly as I knew how to put it. “ “Good, good,’ he exclaimed. ‘Why don’t other people think out ideas? But,’ he continued, his enthusiasm sinking into dismay, ‘you don’t know anything about the shoe trade.’ “T had to confess that I didn’t, but I declared I was anxious to learn, and he sent me away with the disappoint- ing remark that he would ‘think it over.’ But soon afterwards my dis- appointment changed to gladness, for he sent for me, and told me that I could learn to be a clerk in his store. and if I did well, he would open a shoe department and give me charge of the women’s lines. I worked hard, and the manager kept his word, and that is why I am head of the shoe de- partment in this store to-day. I’m proud of my success. It’s woman’s nature to be vain, you know, and men are never elated over their success,” she concluded with a laugh. “Do I think the shoe trade is im- proved because women are engaging in it?” said the woman manager a moment later, she having attended to a detail of business. “T don’t think so; I know so,” she emphatically replied. “I wouldn’t be in this business unless I was doing good. I’ve become sort of a woman’s rights woman since I’ve been in busi- ness, and as a spokesman or spokes- lady for women, I would like to tell all shoe dealers that women appreci- ate. the store which has clerks of their own sex. “T’ve had customer after customer come in and tell me that they liked to trade with me, and would continue to trade with me, because I was a woman. Some of them have told me that for years they have not tried on shoes in a retail store, but have brought them home, or have got their husbands to get shoes for them, for the plain reason that they didn’t like men clerks in the stores. But now that I was selling shoes they would be glad to patronize me. “Besides, no man clerk can under- .stand the women’s trade as can a woman. Men do not’ understand women, their tastes and little fancies about footwear. Women do not buy footwear as men do, and good judg- ment of the feminine character is essential in selling them shoes. The same applies to the children’s trade. A man may have brought up a doz- en children himself, but he never knows how to handle them quite as well as a woman. It is woman’s way that wins the children’s trade. It is perfectly natural for women clerks to cater to the women’s and_ chil- dren’s trade in the Shoe stores, just as it is natural for women to make up the great majority of the clerks in the department stores dealing in women’s goods. Women make up go per cent. of the shoppers to-day. Whatever is natural is usually profita- ble, so it seems reasonable that wom- en clerks would pay in any shoe store. “Another place where a woman clerk fits in is in buying. A shoe man | Mass., young woman is one of these, may study styles from sunrise until and she arranged several artistic Eas- the electric lights go out, and he'll never know as much about the style | as a woman who has only just glanc- ed at a fashion paper. It is woman’s ter windows in North .Shore stores, and secured contracts to dress’ the windows of a number of retailers for other special occasions. She arranges nature to be informed on the fashions, ! the display, and provides the orna- and she can select popular lines from the salesmen’s samples better than can a man. “Of course, as I’ve said before, I’m proud of my success, and I may have spoken a trifle vainly, but I think my words are worthy of study by hard-headed shoe dealers.” Some enterprising young women have engaged in the profession of window’ dressing. A Marblehead, mentation, asking from the retailer only the use of his window, his usual window fixtures and the goods which he wishes to show off. She is an ex- pert window dresser, and the small dealers who employ her are thereby enabled to display as attractive win- dow exhibits as the big stores that have a professional window dresser on their staff—Fred A. Gannon in Poot and Shoe Recorder. The World Is Always Ready to Enrich the 4 Man Who Carries Ce Out Better Than His Promise | GRAND RAPIDS / Our Trademark on the sole of a shoe means that it will usually give the wearer better satisfaction for his money than he expected. We put the greatest value in shoe quality possible into everything we make. This is why you should want our goods if you do not now handle them. We go everywhere for business. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Sporting Boots Hirth, Krause & @2 2 THE BEST MADE 2 2 May rst is fishing day. Quit work, seek rest in play. There will be a large demand for Sporting Boots this spring. Order & GRANDR 0., m1 CH JI MICHIGAN TRADESMAN 31 Ten Minutes in an Average Shoe Store. What goes on in a retail boot and shoe store in ten minutes? Well, more different sorts than you’ can imagine. Shoes go on for one thing. There are trouble, and perplexity, and satisfaction, and fun, and there is also patience. There’s no place on earth where you'll see more patience ina given ten minutes than in a_ shoe store. : For instance, here comes a man. He carries a bundle under his arm. It is a newspaper wrapped bundle, and it bulges in all sorts of shapes. It is tied with three short pieces of twine of different colors, tied to- gether into one continuous whole by some saving housekeeper, and there being in the course of the patchwork one piece of pink drug store twine which was weaker than the piece of wool twine or the piece of hard ex- press twine or the grocery store cot- ton cord, it has broken on the way downtown, some six blocks back, and now the bundle is all askew. The man looks as though his tem- per was also askew. The clerk knows trouble in all its forms, and one way to combat im- pending trouble in a shoe store is by overdone jollity and good nature, so the little clerk lets a chuckle out of him and allows that it has been a dog’s age since he’s seen the man— the man who carries the bundle. But the man is too mad to be mollified, and he walks straight back to the length of counter, which is all that is left in most shoe stores of the good, old-fashioned fittings, and lays down the bundle which is all askew. “Something you want to change?” queries the clerk. “Well, you jest look at ’em, and see what you think, that’s all, jest look at ’em.” The clerk unwraps the many folds of newspaper and reveals the relics. They had once been shoes. A pair of the same designed for a_ boy of twelve and a good solid boy at that. “I see them,” says the clerk. “Some your boy’s been wearing?” “As long as they’d hold together.” They are somewhat worn shoes. There are holes in the toes through both the tip and the shoe itself. The leather is all scrubbed off from the counters, every seam is ripped in whole or in part, the lacings are worn to a frazzle and have been tied six etimes, the right shoe lace, and eight times the left shoe lace. There is a hole through each sole, clean through both outer and inner, big enough to pass a bottle of polish through, and the counters are bent back on themselves in what must have been an_ exceedingly uncom- fortable position for the wearer. They have been wet in the mud and baked by the stove, and four of the eyelets are ripped clean out and five of the lacing hooks are broken off. And the heels—Oh, the heels. Lan- guage fails me when it comes to the heels. “Well, what do you 1 think of them?” says the man. “T think,” says the clerk in his jol- liest manner, “that that sort of a boy hasn’t cost you a dollar for doctor’s bills since he’s been wearing these shoes.” But the man doesn’t smile. “That’s all right, but that isn’t the question. Do you think those shoes have worn right?” “Why, I don’t know; they look as though they had been worn right aiong, if that’s what you mean.” “Well, them shoes never ought to’ve worn out like they have in this short time. Why, he ain’t had ’em no time at all, and look at ’em.” “How long?” “Not over six weeks at the outside, and I am pretty sure that he hasn’t had ’em more’n a month.” “Why, they look as though they’d been worn longer than that.” “Well, they haven’t. And what I want to know is, what you goin’ to do about it?” i “Well, I don’t remember when you got them, but they certainly look as though they had given pretty good service. What do you want us to do about it?” “They ain’t only one fair thing to do, and that’s to give me another pair for ’em.” “Oh, we couldn’t do that. They have certainly been of some value to you. Come, now. I'll tell you what I will do. Ill throw off a half a dol- lar on another pair. What did you pay for these?” “Either $2 or $2.50, I forget which.” “Someway, I don’t remember just what make they are—” “Well, you jest take them back and send ’em right to the manufacturer and tell him they didn’t wear and he'll have to make it right. Besides, Jim didn’t put ’em right on for every day; he wore ’em for nice for quite a long time before he begun wearin’ ‘em regular to school.” “Well,” said the clerk, ll have to—” Ah, here comes the pro-pri-e-tor. “Well, well. What’s the trouble here? What’s the trouble? Hello! Hello! Well, well.” “This gentleman says he got those shoes for his boy a month or six weeks back and they haven’t worn, and he wants a new pair.” “Wants a new pair? Well, don’t you sell him some?” “He wants us to give him a new pair in exchange.” “But we don’t exchange new shoes for old.” “No, sir, but he says they haven’t worn satisfactorily.” “They haven’t? Why, they look as though they had. Gracious! What do = want out of a pair of shoes? A year’s wear and a new pair thrown in?” “Them ain’t worn three months.” “Well, if they haven’t had steady wear for six, I’ll eat ’em, dirty as they are.” “Well, I want a new pair for ’em jest the same.” The proprietor picks up the wrecks, curiously. “They certainly have worn well, and I wouldn’t have believed they would.” “Why?” “Because they never came from this store at all. You got ’em some- where else. “IT suppose why Probably over at Hyde’s, and I didn’t suppose he had as solid a shoe as that in his store.” See the glad relieved look on the | face of the little clerk. “Well, here. By gosh, I traded here.” I thought I got them shoes did, too. I always “Not that pair of shoes. We never had a pair of that style boys’ in the house.” “All right. good, then?” “T will not.” “All right. All right. That’s the last thing you'll ever sell me out of this store.” shoes You won’t make ’em “We didn’t sell you those. sold ’em to you.” Hyde “I know where I got ’em, and you can’t lie me out of it. I got ’em right here out of this store not over four months ago and the boy wore ’em for nice— “Oh, cut it out.” And the little clerk, who is so glad that the boss came in just as he did that he could almost hug the _ bluff old fellow, watches the grumbling customer wrap his old relics up and go sputtering out of the door, just as a countryman comes in with two neatly whittled sticks, one five inches long and one seven inches long, which he states just fit the girls’ old shoes, and he wants two pairs just enough larger so that the sticks will fit in loose— And all of this in a little more than ten average minutes in a country shoe —Ike N. Fitem in Boot and Recorder. store.— Shoe That Hard Pan Smile WITH each pair ofp HARD PAN SHOES there goes a feel- ing of satisfaction which grows bigger and bigger with every day the shoes are worn. WARMEST kind of friendship springs up between merchant and customer with every sale of hard pans. satisfied. All are Herold-Bertsch Shoe Co., Makers of Shoes Grand Rapids, Michigan Oe ee ee en LYCOMING RUBBERS We are state agents for this famous line of Rubbers. We have recently added a large warehouse to our already commodious quarters, and are in position to fill all orders promptly, which will be appreciated by all dealers on account of the heavy demand for rub- bers at this time of the year. for the best rubbers made. Waldron, Alderton & Melze Wholesale Boots, Shoes and Rubbers 131-133-135 North Franklin St., Saginaw, Mich. ee ee) Send us a trial order s ; f 5 f é é é é : é é é ‘, wa UA CA CA CA UR CRA TRO Our No. 104 Ladies’ Vici $1.50 Shoe Leads the world. Send for sample case at once— | you need them. WALDEN SHOE CO., Grand Rapids Shoe Manufacturers ee ee we we weno 32 MICHIGAN TRADESMAN THAT MARKET CASE. How Billy the Bat and Montreal Meg Came to Grief. Written for the Tradesman. From the first fair view of man, I liked him. I can see him now, as, erect and facing me squarely and with — that esoteric bouquet of breeding which will not down,-he banished from my mind all appreciation of the thread- bare garments he wore and all cu- riosity as to his unshaven face and the lack of grooming so apparent. He had asked for employment and in making the request had stated: “I understand horses and their care, 1 have had thorough experience as a salesman and I am a competent ac- countant.” The combination was unusual and, if it could be utilized in my business as the proprietor of the largest gro- cery store in Danville, was exactly what I needed. “I like your face”—- I began to reply, when he interrupted “Pardon me, but there is no the with: trust to be placed in either faces or | ; } to win out. words. All this theory as to judging human nature is error. I don’t ask you to bank a cent on my looks or upon what I say. I want work. I am hungry. I am a stranger to you, but I am healthy, strong and willing to work. Will you give me a chance | to prove that I am reliable?” Unfortunately, I was, just then, dominated by that sense of superiori- ty, that impulse of proprietorship, which frequently permeates the ing of the average business man, so | Central Market. be- | that I began, somewhat testily, with: | “All that you say may be true, but—" |... : : nat you say a >... | utilized exclusively for the delivery my visitor | i got no further, for quietly closed the door of my office saying: “I would prefer that our most reassuring manner and replied: “Ah, no, you wouldn’t do a thing so contemptible, after I have treated you in the way I propose to do; you haven’t the heart to annihilate a man whose only offense is an attempt to prove that he is honest and willing to work.” “How do you know this? Why do you propose to trust me in this fash- ion?” I enquired, inwardly amused by the man’s unusual shrewdness or his preposterous rectitude and I did not yet know which. “IT do not know it. I am simply taking chances with one whom I be- lieve to be a square man. It’s a gam- ble, pure and simple.” I was won completely, because, if there is any weakness in my make- up, it is a fondness for taking chances, for gambling. Not the silly, reckless sort of bucking against sure-thing conditions; but the habit of speedily sizing up all sides of a proposition and then going at it full tilt and to the very best of my judgment, ener- gy and skill and with a determination Thus it happened that my unbidden and unexpected. guest was provided with an abundant meal and so, also, it transpired, after a bath and a visit to the barber shop, that Gregory Martin took charge of the horses, stable and delivery wag- ons connected with C. D. Haller’s My business was almost wholly a family trade in gro- ceries, shelf goods, meats, fruits and green groceries and the only com- ment I heard, when my new man be- gan his duties, was from the driver of delivery wagon No. 2 (which was the western and of orders from | wealthy district of the city), who ob- | | served: “The new barn boss is a preachments should be between our-|«)...,7% selves,” and then, turning upon me, | he presented a cocked revolver and continued: “T will shoot you dead, | | | The driver of No. 2 was raw-boned, tall and angular, with dark brown eyes and the complexion of a dago, oa ae if you touch that buzzer button,” in | but in speech and action he was quick, much the same tone and accent as he might have observed as to the character of my office desk or any other article of furniture in the room. And yet there was an endorsement of his threat gleaning from his eyes that could not be rejected. I am not a nervous person and I was not afraid of the man _ before me. Rather was my curiosity aroused and, I must confess, I felt an admira- tion for his magnificent self control. Accordingly I said, as I leaned back in my chair as serenely as possible: “Well, you’re a man of strong char- acter at least, what can I do for you?” “Treat me as an upright, honorable man madé desperate by hunger and privation. That is all I ask,” was the reply. “That’s easy and only fair,’ I an- swered, “but how shall I begin, with your weapon staring me in the face?” “Step out into your store and get a bottle of milk, some bread and.a bowl and spoon, and bring them back to this office that you may find out | | | | graceful and emphatic, while his faculty for remembering little details as to orders received at: side doors and back doors was not short of mar- velous. His name was Aretus Kent and, born on a house-boat during its floating journey toward New Or- leans, he had been raised as a flat- boatman, to shift to a voyage or two on salt water, going ashore again to become a miner’in South America. From this he had been a sheep herd- er, a cow-puncher and finally a soldier in the Chilian army and so, gradual- ly found his way back again to the United States and to Danville, where after he had been in my employ near- ly two years, he had celebrated his twenty-third birthday. “Mr. Haller,” said Kent, after Mar- tin had been in charge of the stable a week or thereabouts, “that man Martin is all right, knows horses from hoof to forelock, all right, but he ain’t no hossler. Them two trunks I hauled up from the station for him to-day weighed a ton; ’cause for about 20 pounds of clothing there wuz in- side of ’em;‘there was books till you couldn’t rest. He’s a preacher, era lawyer, er Sumpin else ’sides a hoss- ler—but he’s ‘up-an-up’ all right, so you needn’t go to makin’ any holler.” And I soon found out that Gregory Martin was, truly, “sumpin else ’sides a hossler.” He was a _ tremendous all ’round worker, keeping an eye on all departments of my store, looking after the various stocks; systematizing the receipt and filling of orders; a shrewd buyer either direct from wag- ons or from the jobbers; speedy, neat and accurate as an accountant and one of the best salesmen I ever met. My store was cleaner and more or- derly under his unostentatious sur- veillance; the window displays were frequently changed and were always novel and attractive and, as a result, there was a perceptable improvement in my trade. And all of this better- ment, which I credited to Martin, was accomplished so diplomatically that there was no friction with the sever- al other clerks, except as to William Harris. Harris was engaged, claiming to be a good salesman and stock-keeper. He had proved only ordinary in those capacities. He was a preten- tious littie chap who was very dressy and who, beyond the comprehension THIS IS IT An accurate record of your daily transactions given by the Standard Cash Register Co. 4 Factory St., Wabash, Ind. The Old National Bank GRAND RAPIDS, MICHIGAN Our certificates of deposit are payable on demand and draw interest at 3% Our financial responsibility is almost two million dollars— a solid institution to intrust with your funds. The Largest Bank in Western Michigan Assets, $6,646,322.40 GRAND RAPIDS FIRE INSURANCE AGENCY W. FRED McBAIN, President Grand Rapids, Mich. The Leading Agency Agents Wanted Everywhere in Michigan to sell the famous F. P. Lighting System I want good reliable men who are hustlers, and to such men I can make a : : : proposition that will net them from $20 to $50 per week. All my agents who are hustling are making big money. One of them made $3,500 last year. Our system is the best known and most popular one of the kind on the market. 40,000 in use now—1,000 being sold every month Get one plant in a town and the rest sell them- selves. This is nofly-by-night scheme, but a steady, established business. If you are a good man and want to make good money, let me hear from you. whether or not I have lied as to be- ing hungry,” was the stranger’s prop- Osition. “But I might give an alarm, if you let me get out of your sight,” I sug- gested, at which he smiled in the H. W. LANG, Ft. Wayne, Indiana, Michigan State Agent MICHIGAN TRADESMAN of his fellow clerks, was able to play more billiards, smoke better cigars and attend the theaters more regu- larly than any of them. Moreover, he was a boarder at the fashionable private boarding house—or “family hotel” as the advertisement read— that had but recently opened oppo- site the public square, and appeared to be quite popular with Mrs. R. Kaine Hillwell and her daughter, a wealthy widow from Baltimore who was temporarily residing in Danville, “merely as a matter of economy until after her husband’s estate had been settled.” As I say, Harris had not wholly made good as a clerk, but as he had worked fairly well into the duty of trimming my windows, I had retained him until, when Martin be- gan to offer suggestions as to the window displays of fruits, vegetables, green stuff, deepsea fish, meats, gro- ceries, etc., he had been in my service nearly a year. And it was from this man Harris that I heard the single objection as to Martin, that: “He’s too officious, always nosin’ around and tellin’ me how to do my work; an’ I won’t stan’ it, that’s all.” I immediately assured Harris that Martin’s work was very satisfactory to me and suggested that I would have no difficulty in filling his (Har- ris’) place if he felt that he must leave me. As usual in such cases, Harris subsided completely and be- came almost unbearable in his syco- phancy. A month later I made Gregory Martin general manager of my store and he at once promoted Aretus Kent to be superintendent of the delivery department, with my hearty approv- al. These promotions were due to two causes. First, Martin had won the esteem and confidence of every inan in the store, except Harris, and next, on several occasions, Kent had been the means of detecting bogus coins offered at our counters, saving me from such losses at a time when Danville and the adjacent country seemed to be flooded with counterfeit money. One afternoon I happened into our order department, which was located at the alley or rear end of my estab- lishment underneath a_ gallery in which was our counting room Four wagons at the door were being load- ed, the order clerk and drivers busy as bees and the tables and floors piled high with baskets, jugs, oil cans and parcels, when Kent, with: “Excuse me, Mr. Haller,’ pushed me over a basket of potatoes and as I fell I saw him shinning up the steep stairway leading to the counting room, as though possessed. As I scrambled to my feet I saw, looking toward the front of my store, that Martin was struggling with Har- ris, who had a revolver iin his right hand. Our customers, perhaps a doz- en in number and several of them ladies, were hurrying to hide behind counters, boxes and barrels, fearful that a bullet from Harris’ revolver might find them out, while every other clerk except young Winters— our best meat cutter—had- simply dropped out of sight. Winters, how- ever, ran to Martin’s assistance and had just placed the window trimmer hors de combat, when Kent, from the ters, as he maintained his grip on| gallery above me, shouted: “All right, Colonel, I’ve got it.” Instantly I recalled my first view of Martin and what he had said as to the folly of attempting to judge human nature; but another thought, followed at once and as I hurried to the front of the store I had decided that while I might have been deceiv- ed by Martin and Kent—who were evidently acting in concert—I might. still rely on the meat cutter. “What | is it, Mr. Winters?” I enquired as 1| We Never Were in better position to give our customers better goods, better prices and better service than at the present time. WE NEVER WERE so far ahead of previous sale records as at the present time. In connection with this we wish to assure our cus- tomers who have placed their fall orders with us for rubbers, that approached him, at the same time | Lycomings as well as Hoods mE ek Ey SEES FEAT will be delivered in a most prompt and satisfactory manner, ris’ revolver, had rushed into — the| hearsays notwithstanding. street. | a Don’t forget to send us some sizing orders on leather goods. “Blessed if I know,” replied Win- | GEO. H. REEDER & CO., Grand Rapids, Mich. Harris’ collar. “Mr. Martin asked | me to keep this man under arrest |} until he could call a policeman. That’s | a How About Your Gredit System ? “Yes, an’ if you see Martin again,” whined Harris, “or that dago either, | I miss my guess.” With this, Harris | caught a short knee lock on Win- | ter’s right leg, gave him’ an elbow | sharply in the ribs and, ducking and} squirming, slipped neatly out of his coat and ran like a deer for the, rear | Is it perfect or do you have trouble with it ? Wouldn’t you like to have a sys- tem that gives you at all times an Itemized Statement of Each Customer’s ee || door. Any doubts I had as to Mar- | Account ? eT ; al ° ete | Maria Rare tin or Kent were at once dispelled; : ee f us athe ics died | One that will save you disputes, qf = eae || ma the latter worthy met the ugi- labor, expense and losses. one that [i tive at the foot of the stairs and | does all the work itself—so simple capturing him, turned him nearly | your errand boy can use it ? double over a pile of empty egg) “&] SEE THESE CUTS? ge crates stacked up in the corner. | i = jaca ae > ’ = t achin or handling credit accounts perfectly. “For heaven’s sake, Mr. Martin,” | They represent our m pl gai s . a | Send for our catalogue No. 2, which explains fully. said IT as my general manager came | in accompanied by an officer, “what | does all this mean?” THE JEPSON SYSTEMS 6O.. LTD.. Grand Raplds, Martin pointed to Kent and_ his prisoner with, “There’s your man. High Grade Michigan Hold him at headquarters till I come.” Then, as the offcer made his way through the files of excited, won- dering clerks and customers, Martin | turned to me and in a quiet, low tone } asked me to get my hat and come with him. Satisfied that the man knew what he was about I did as requested and as we stepped into the street I saw the patrol wagon com- ing toward my place of _ business. While this was reassuring, I was still further comforted although mystified also, when, in a very few minutes Marfin and I reached the “Family Hotel” and found Kent there waiting breathlessly for our appearance. “The ‘cop’ asked me to ask you to see that he gets proper credit for this job,” said Kent with a grin and as we en- tered the building Martin replied, “T’ll give it all to him.” Without waiting to seek permission of anybody Mar- tin directed Kent to go to the back stairway, and as the “dago” disap- peared down the hall, Martin led the way upstairs and rapped at the door of the front suite. Without waiting for a reply he opened the door and entered, myself following closely and then, exhibiting a badge of authori- ty as a member of the U. S. Treas- ury Department Secret Service Bu- reau, he informed “Mrs. R. Kaine Hillwell” and “Miss Hillwell” that they were under arrest. There were tears, a famous show- ing of indignation, hysteria and all the rest, of course, and, truth to tell, there was more or less of disarrange- ment of toilets and upsetting of furni- ture in the struggle that followed; As good as any. Better than many. Easy terms. Write us. Prompt shipments. Prices reasonable. Grand Rapids Fixtures Co. Bartlett and S. Ionia Sts. Grand Rapids, Mich. New York Office, 724 Broadway Boston Office, 125 Summer Street 34 MICHIGAN TRADESMAN but the fair (and they were very handsome women) prisoners were soon safely placed in the women’s ward at the police station, while the window trimmer languished and curs- ed and threatened the wide, wide world from the solitary fastness of a cell in the block two floors below. Next morning’s papers came _ out with a thrilling account, fairly glis- tering with the patter of thieves and | half-baked detectives, telling of the | clever campaign conducted by Pa- | trolman Rogers during the past four or five months, resulting in the cap- ture of “Billy the Bat,” the world famous counterfeiter, otherwise Wil- liam Harris, well known as the win- dow trimmer at C. D. Haller’s Cen- tral Market the past year; also the arrest of his accomplices, “Montreal Meg’.—one of the cleverest thieves in the country, better known in Dan- | ville as Mrs. R. Kaine Hillwell, and | her alleged daughter, a very charm- | ing and intellectual young woman | whose real identity is not yet estab- lished. The account revealed the fact that the family hotel opposite the public square was a fake, that it had no other occupants than the prisoners | and that a complete and_ elaborate counterfeiting plant had been found and taken possession of, in the cellar of the house; and, in conclusion, it | related how General Manager Martin | of the Haller Market, aided by Mr. Aretus Kent, of the same establish- | ment, had assisted Patrolman Rogers | by watching Harris and capturing a cash carrier bucket containing two} dollar pieces, a fifty cent piece and} a twenty-five cent piece, all bogus, as it reached the cashier’s desk from Harris’ hands. It was thrilling as a/| story and it was accepted with much | praise and congratulation for Patrol- man Rogers, by all of Danville, ex- cept myself and the superintendent of my delivery department. We knew that Gregory Martin had been at work for months trying to locate the counterfeiters; we knew that it had beema very difficult case; | that his advent and career in Danville | had been a part of the case, a part that had completely hoodwinked everybody, ourselves included. And we were requested by our friend ta keep faith with him in order that any future efforts on his part as a secret service man might not be ham- pered by any revelation on our part. | How were “Billy the Bat” a “Montreal Meg” convicted? | On the testimony of Gregory Mar- | tin, Aretus Kent and C. D. Haller, | supplemented and confirmed by the | evidence found in the basement of the Family Hotel and in the cash carrying bucket. Rogers? Oh, yes, | he told the story as he had framed | it on what Martin had revealed to} him, but he came very near proving | . an alibi for Mrs. Kaine Hillwell and | her daughter. Where is Martin now? Oh, bes | still in the Secret Service and doing | well. He’s coming over to Danville | next week to act as best man at the | wedding of Aretus Kent and_ the| cashier of Hiller & Kent’s new Gea tral Market—that new building over | there on the opposite corner. | Charles S. Hathaway. | ty. | syndicate idea could be applied’ Paraffined Cheese. There has been unusual complaint of paraffined cheese in the English markets the past year, and the sub- ject is now being seriously discussed in Canada with an idea of correcting some of the trouble. The special London correspondent of the Mon- treal Trade Bulletin in a recent letter says: “Bristol buyers advise me this week that there is too much wax- ed cheese coming in, and as_ they have objected to this before, it isa pity makers do not take the hint.” ‘Taking up the subject editorially the Trade Bulletin says: “It is to be regretted that the Government Agricultural Department at Ottawa should have advocated the waxing of cheese with paraffine by factorymen, especially as there is such great ob- jection to paraffined cheese on the other side of the Atlantic; and as our makers are supposed to study the requirements of the trade there, it is to be hoped that they will discon- | tinue this highly objectionable prac- tice. A Montreal exporter while in England last year was instructed by three firms there not to ship thema box of waxed cheese, as their cus- tomers strongly objected to them on the ground that the goods lost con- siderable weight, one importer stat- ing that he would not buy waxed cheese unless he was allowed 2 ths. per box. What is required in the English market is cheese with a bright, natural skin in the summer time, and cheese made in the fall should appear in its natural condi- tion with a nice dry and green mold on the skin, showing a little maturi- Paraffined cheese prevents this natural appearance, besides causing loss in weight to the retailer. As ss many objections continue to be raised in the great consuming cen- ters of Great Britain against waxing cheese, surely our factorymen will not persist in a practice that is cal- culated to injure the enviable pres- tige of their goods in the English mar- | ket.” ——-—->__—__ Lots of people fancy the newspaper | business is easy and that no special in The experience of Frank Mansey ought to enlighten them. Munsey aptitude is necessary for success at |made millions in the publication of cheap magazines. When he decided to try the newspaper field he bought | concerns in Boston, Washington and New York, on the theory that the to journalism as well as to trade. He has spent money with great prodigal- | ity, but the results have been unsat- |isfactory. Munsey will retire from the journalistic arena. He says: | “Some men do not know when they have enough, but I do. I simply quit a business for which I recognize that | IT am temperamentally and by train- ing unfitted. That is the long and short of it. I shall confine myself to the publication of my magazines, | which is more to my liking.” —_+- 2-2 Have ideas and ideals and fight for them. One honest, original idea is | better than a dozen hand-me-downs. —— It is about as hard to freeze out a live store as it is to freeze up run- ning water. JOHN G. DOAN COMPANY Buyers and Shippers of WHOLESALE OYSTERSP OTATOES IN CAN OR BULK | All mail orders given prompt attention. Main office 127 Louis Street, GRAND RAPIDS Citizens’ Phone 1881 in carlots. Write or ‘cents us. H. ELMER MOGELEY & CO. GRAND RAPIDS, MICH. Fresh Eggs Wanted We want to hear from shippers who can ship us regularly every week. If you want to ship on commission we can offer you a good proposition. If you want to sell on track we will make you track bids each week. We are thoroughly reliable and want to deal with just such shippers. Write us. cL. O. Snedecor §& Son Eag Receivers 36 BKarrison Street, New York Reference, N. Y. National Exchange Bank Fresh Eggs Wanted Will pay 16c next week f. o. b. your station, cases returned. Wire, write or telephone. S. ORWANT & SON, aranp RAPIDS, MICH. Wholesale dealers in Butter, Eggs, Fruits and Produce. Reference, Fourth National Bank of Grand Rapids. Citizens Phone 2654. Bell Phone, Main 1885. GREEN GOODS are in Season You will make more of the Long Green if you handle our Green Stuff. We are Car-Lot Receivers and Distributors of all kinds of Early Vegetables Oranges, Lemons, Bananas, Pineapples and Strawberries. VINKEMULDER COMPANY 14-16 Ottawa Street, Grand Rapids, Mich. SEEDS We handle full line Farm, Garden and Flower Seeds. Ask for whole- sale price list for dealers only. Regular quotations, issued weekly or oftener, mailed for the asking. ALFRED J. BROWN SEED CO. GRAND RAPIDS, MICH. FOOTE & JENKS MAKERS OF PURE VANILLA EXTRACTS AND OF THE GENUINE, ORIGINAL, SOLUBLE, TERPENELESS EXTRACT OF LEMON Sold only in bottles bearing our address MICH. JACKSON, —_ most durable on the They contain all the ad- These baskets are the handiest, best market for grocers, butchers and bakers. vantages of common baskets, together with the compactness and lightness of boxes. wagon. Square corners. Fit nicely in your delivery For sale by jobbers everywhere. Manufactured by WILCOX BROTHERS, Cadillac, Michigan MICHIGAN TRADESMAN Special Features of the Grocery and Produce Trade. Special Correspondence. New York, April 23—Coffee has had a quiet week. Offerings of No. 4 and below have been light and really desirable grades command some premium. At the close Rio No. 7 is worth 7%c. Buyers take very small quantities and seem to be wait- ing for the future. In store and afloat there are 2,850,143 bags, against 2,598,914 bags at the same time last year. to be freely given as to the future, and these seem to be a “large and va- ried assortment,” some claiming that full stocks may safely be purchased on the present basis, while others say go slow. There are large stocks of mild grades, but holders are firm and buyers are equally backward. With the season rapidly advancing there must be some improvement in) the sugar situation, and this week | accordingly has seen quite a trade} in withdrawals under old contracts. New business is. still almost nil. Granulated is steady at 4.60, less 1 per cent. for cash; Arbuckles 4.45c, less I per cent. for cash. There is a decidedly better feeling in the market for teas of low grade, | owing to the belief that large quanti- ties will be needed in England. Sales, | however, are nil as yet. market is rather quiet, but holders are firm’in their views. Rice men complain of dull trade, owing, they believe, to cold = and backward weather. - Buyers seem to think quotations too high. The new combination of rice men is awaited | with interest. One effect will proba- biy be the stoppage of a lot of in- dividual rice concerns advertising in | the trade press. The market for spices is firm and tends to a higher basis. The demand is fairly active, although there is no} rush, There is little of interest in the canned goods situation, which _ re- mains practically as last week. The demand is about what might be look- ed for in April—possibly better—and prices are well sustained except for tomatoes, which seem to lack vitali- ty. Corn and peas are strong and stocks are running very light. New canned goods will find the New York market in good condition by the time they arrive. Molasses is firm and steady for gro- cery grades and, in fact, for all sorts. Even blackstrap is meeting with good call. Syrups are steady. Dried fruits are inactive, except for currants, which are firm. Oranges and lemons are extremely dull and prices sag. There is a pretty good demand for the better grades of butter, but, aside from best quality, the situation is not especially encouraging. Fancy cream- ery, 22@22%c; firsts, 19@21%c; imi- tation creamery, 15@17c; Western factory, 13@14c, latter for held goods: renovated, in fair demand at about Opinions by experts continue | The genera! | 15@17c, latter for very top sorts; packing stock, dull within the rang of 133@13%ec. ' There is nothing to be said of the cheese market. Trade is of an aver- age everyday character and 11@11%c seems to be still the level for fall made full cream goods. A little new stock has come to hand, but not enough to have any influence on the general situation and going generally to exporters at about 8c. Cold storage is claiming a large part of the arrivals of desirable goods in the egg market and for such stock the situation is in favor of the sell- er. Selected Western, tIgc; firsts, 18t4c; seconds, 18@184c. —_++s—___ May Have Eggs in Winter. Some of the versatile experts of the Department of Agriculture claim to} have found a means for making hens lay eggs in winter. With this article of diet selling at the rate of 45 and 50 cents a dozen during the winter months, the secret unearthed by the Government scientists will prove of | considerable practical value to chick | | en raisers. According to the explana- | tion of the Department of Agricul-| ture, the whole thing is based on forc- | ing early molting in the fall, which | 'can be accomplished by judicious | feeding. The idea is to have the new | | plumage grown before cold weath- 'er begins. In case molting is much | delayed the production of the new) coat of feathers in cold weather is | such a drain on the vitality of the | fowls that few if any eggs are pro- | | duced until spring. | The Government agriculturists made a number of tests during the past winter with two-year-old Rhode Island Reds and White Leghorns. The method of promoting early molt- ing consisted in withholding food, either wholly or in part, for a few days. This stops egg production and reduces the weight of the fowls. They are then fed heavily on a ration suit- able for the formation of the feathers and the general building up of the system. Beginning August 5, the chickens received no feed for thirteen days except the very small amount they could pick up in 15 by too foot runs. They were then fed liberally on mash, beef scraps, corn, wheat and oats—i. e., a ration rich in protein or nitrogenous matter, which is be- lieved to be especially valuable for promoting the growth of feathers as well as muscle. The hens stopped laying on the seventh day. Thirty days after the test began the Rhode Island Reds had practically a com- plete coat of new feathers, had begun to lay and within a week from that time, one-half of the hens were lay- ing regularly, while another lot of Rhode Island Reds, which had been fed continuously, were just beginning to molt and the egg production had declined materially. The results seem to warrant the gen- eral conclusion that “mature hens which are fed very sparingly for about two weeks and then receive a rich nitrogenous ration molt more rapidly and with more uniformity,and enter the cold weather of winter in better condition than similar fowls ied continually during the molting period on an egg-producing ration.” | | | | | | No Trouble Like This with Hocking Dry Measures Probably no fix‘ures pay for themselves quicker than Ho.king Bottomless Measures. They save one handling of goods. No quicker way of filling paper sacks. Goods are meas- ured and dumped into paper bags or baskets at one stroke. They are made of heavy galvanized steel; and they will last a lifetime. A set of three, peck, % peck, 4% peck, costs $2. If these Hocking measure are not for sale by your jobber or paver house a postal gets them from us. W. C. Hocking & Co. 11-13 Dearborn Street, Chicago, Ill. AUTOMOBILE BARGAINS 1903 Winton 20 H. P. touring car, 1903 Waterless Knox, 1902 Winton phaeton, two Oldsmobiles, sec- ond hand electric runabout, 1903 U.S. Long Dis- tance with top, refinished hite steain carriage with top, Toledo steam carriage, four passenger, dos-a-dos, two steam runabouts, all in good run- ning order, Prices from $200 up. ADAMS & HART, 12 W. Bridge St., Grand Rapids Summed Goors We have the most complete line of Lap Dusters, Stable Sheets, Horse Covers, Fly Nets, Cooling Blankets, Etc. all bought before the advance in cotton. Our prices are right. Send us your orders. Write for Price-List. Wholesale Only. Brown & Sehler Co. West Bridge St., Grand Rapids More Than 1,500 New Accounts Last Year in Our Savings De- partment Alone % 2% #% 2% #% Jt tTheKent County Savings Bank Has largest amount of deposits of any Savings Bank in Western Michigan. If you are contem- plating a change in your Banking relations, or think of opening a new account, call and see us. 3} é, Per Cent. Paid on Certificates of Deposit Banking By Mail Resources Exceed 214 Million Dollars Write for prices PREPARED MUSTARD WITH HORSERADISH Just What the People Want. THOS. S. BEAUDOIN, Manufacturer Good Profit; Quick Sales. 518-24 18th St,, Detroit, Mich. Highest in price because of its quality XEMPLAR The Ideal 5 cent Cigar G. J. Johnson Cigar Co. : Grand Rapids, Mich. 36 MICHIGAN TRADESMAN ENGLISH IN OUR SCHOOLS. Flagrant Fault in Present Systems of Teaching. Despite the vast amounts spent upon education in this country, and the elaboration of our _ public school system, every year only serves to emphaisze the fact that in striving for the higher culture of the brain we are neglecting what lies at the very basis of all learning—that training which shall enable the pupil to speak and write correctly his own mother tongue. If any one doubts this he need only question a few little school boys or girls upon the street, listen to the language they employ in their play, or, better still, enter the school- room and observe the form in which a large majority of scholars put the answers to questions directed to them in class. Unless the pupil comes from a home where association with educated people has ingrained a dis- position to speak correct. English, faults of early training, or of the lack of it, will almost surely be re- peated in the schoolroom, and, worse still, probably pass unnoticed by the teacher. In consequence of this, eur grammar and_ high — schools annually graduate pupils possessed of a considerable amount of knowledge, practical and theoretical, who are yet lacking in that simple and modest ac- complishment which the world over | serves as the insignia of the educated of every race, the correct use of their own language. Even in the universi- ties, the recognized defect of a large number of students otherwise well qualified is their imperfect English, and at this stage the defect is usually ineradicable. There is rank injustice in this neg- lect of our schools, and the injustice is by no means to pupils alone. It |The Mosely ing their first “experience,” and with no thought of permanency, begets a greater indifference to the lasting good of the pupil. There are many country schools, and not a few inthe cities, where from the year’s begin- ning to the year’s end “language les- sons’—the modern name for gram- mar—are daily taught without the slightest effort to put their rules into practice. Such expressions as “He don’t like that,” “Them are the best,” “She ain’t got none,” and like atroci- ties of English, frequently drop from the lips of school children in advanc- ed grammar grades who can parse and conjugate like parrots. The schools of this country are something to be proud of, but be- cause we are justly proud of them there should be no relaxation of the vigilance which watches over them 'to discover and remedy their faults. They are so good that they have re- cently drawn the attention of the foremost nation in the world in point of culture, England herself, who has ‘literally condescended to “come to school” to America in order to as- certain how she may best improve the status of the public schools of the United Kingdom, and so raise her own standards of popular education. Yet in this one respect they have been found so bad that in their or- ganizer’s own informal account ot this investigation, which is in all other respects one lengthy encomium, one paragraph has been devoted to scoring this extraordinary defect. Educational Commis- sion, consisting of thirty English ed- |ucational experts headed by Arthur i Mosely, C. M. G., recently completed | this bears heavily upon the ignorant pa- | rent, who makes every sacrifice to lift his children above the plane to which lack of opportunity has con- demned him and who is helpless, by reason of his own want of education, to detect the deficiency in the child. Palming off a faulty education upon such a parent is something like palm- ing off a spurious coin upon a blind man. It bears hardest of all upon the foreign-born citizen who is well edu- cated in his own tongue but who comes to this country too late to ac- quire the niceties of pronunciation and grammatical construction in Eng- lish. The foreign-born citizens of Grand Rapids, especially Germans, have always been most enthusiastic and liberal in their support of our public school system. They are im- plicit believers in its efficiency, and the wealthiest among them, with a high faith in the beneficent influence of democratic institutions, prefer to send sons and daughters to the pub- lic schools of this city. These chil- dren, by hard study, succeed in pro- ducing eSsays and exercises that are free from faults of construction. Yet their speech, colloquially, is often slovenly to the last degree, and will remain so throughout life. This neglect in the most essential training, perceptible in city schools, iz even more marked in country dis- tricts, where a constant shifting of pedagogues, for the most part gain- investigation of American schools. So impressed was Mr. Mosely himself by the superiority of the schools of this country over those of England that before departing for his English home he placed his own two sons in the Hopkins Grammar School at New Haven to prepare for Yale. He found throughout all the territory he visited better equipment, better buildings, more enthusiasm on the part of teachers and pupils, bet- ter results, than in the mother coun- try. He says, summing up his im- pressions: “After all, we must judge by results. The public education of the United States has had a large part in placing the country in the first rank in the world, industrially and commercially, at the same time maintaining a high ideal of civiliza- tion.” Regarding the teaching itself, he has this one rap to give: If American teaching fails in any re- spect, it is in the matter of inculcating the power of correct and accurate Eng- lish speech. Again and again I heard children in the public schools give un- grammatical answers quite unchecked. The teachers seemed content to receive correct answers to questions in geography or history instead of being dissatisfied until the correct answer had been given in correct language. This was the one serious defect I found in the _ public schools. The_ buildings were better in New York and Chicago and Boston than in London, the sanitation and ventilation were better, and I found highly commen- dable facilities offered in the higher schools for the pupils to purchase health- ful food at low prices during the school recess. The seats and desks are better. Greater attention is devoted to providing such of these as have been scientifically found best fitted for health and comfort. But the speech of the pupil is often bad. When a fault becomes so glaring as to focus the attention of such a commission it is high time to set about remedying it, Nor should the responsibility for its existence be charged exclusively upon teachers. Behind the teachers of the land stand Boards of Education and prescribed “Courses of Study,” the former ex- acting, the latter mandatory, often more than filling every available mo- ment of the short school sessions. Brave, indeed, is the pedagogue who ventures to go outside of the pre- scribed limits in the training of the child. Every moment of interroga- tion outside of the prescribed work of the day, every moment of individ- ual training or original initiative in the schoolroom endangers the exe- cution of the work mapped out for the teacher to accomplish. Let Boards of Education, then, be the ones to act and to insist that, what- ever else is accomplished in the school room, especially in the primary and attention shall be paid to correcting lower grammar grades, most vigilant attention shall be paid to correcting faults of speech in the pupil. In this sway alone can the blemish be ef- faced and our children rightly start- ed in the acquirement of a thorough education. Frank Stowell. —__—_e+-___ How a Store May Win Distinction and Success. There are two salesmen, each with the same stock to show from and both anxious to please their custom- ers. Yet one fails and the other suc- ceeds. Why is this? It is true that one may have a more. winning per- sonality than the other, but this often is not required, since the customer is perfectly willing to buy. I think the reason is found, first, in the goods shown, and second, in the manner of showing them. : There is opportunity for the exer- cise of great discrimination in the goods shown. You often find your- self dealing with a customer who is looking about in no great hurry and glad to see anything new that you wish to show him. But this man is very apt to have some individuality of taste. Now just here is where the exercise of discrimination may win for you an extra sale. By a little ob- servation of his dress or manner you may determine, with a fair degree of certainty, that there are certain flashy extremes of styles that he would not even leave exposed on his dressing table, if they were given him, and at the suggestion of his wearing them, you would find him horrified. If you are not certain of his general taste, you may easily call his attention to different styles and observe which in- terest him. Now as soon as you have determin- ed this you are in a position to act intelligently. You can then show him goods in which he is interested suffi- ciently to purchase, and not merely from the standpoint of curiosity. He may have just bought some new shirts and you can show him cravats which would harmonize with them better than anything he may happen to have. Or he may have a new suit which needs a cravat of the right kind. If he had a pair of gloves of the correct shade to match his new overcoat his friends would notice it. Thus by showing your customer goods which interest him not merely from curiosity, but because he feels they are appropriate for him, you can hold his interest much longer and your efforts are much more likely to result in a sale. In case he purchases nothing, you have still gained a great advantage. After he has gone, he will remember the shop where he was shown the things he needed. He will feel that they carry about the style of goods he likes. He will re- turn. And when he does return he will look for the salesman who exer- cised sufficient discrimination and pains to display goods suited to his individual wants. His friends will be pretty apt to hear of you, and it will be strange if your employer does not find it out. Then we must not forget the man who is glad to be “the first by whom the new is tried.” He is our friend. If it were not for him, all the new goods would grow old. We _ find pleasure in showing him the new stock as fast as it arrives. He will be glad to see it and know that you are always up-to-date. He should be made confident that he is not dress- ing behind the times so long as he trades with you. There is still the man who is in a hurry to whom goods must be shown. Every salesman has noticed the pleas- ed expression on a man’s face when he stepped in, asked for what he wanted and was able to pick it out of the first box opened before him. On the other hand, nearly every salesman has watched a_ customer grow irritable as box after box of goods was opened before him, but not for him. By your manner you can show that you wish to pick out exactly what your customer wants, and for that reason you may ask one or two questions concerning style, etc., before displaying any goods. Many men are as much annoyed at being shown a great quantity of goods which displease them as a person of delicate appetite would be by having dish after dish of food placed on the table before him, which only recalls the horrible nightmares that they have suffered from eating it in the past. Finally, when some- thing is brought which they might have relished at the beginning, they have lost all appetite for it by the annoyance the unpleasant dishes have caused them. Another point perhaps equally important is the manner of showing the goods. A customer at this time may be strongly influenced by a salesman’s manner. He is not likely to place a higher estimate upon your stock than you do yourself. A cus- tomer’s opinion of a salesman and the goods he is showing may be un- consciously formed before the goods are in. sight. When a box is banged down on the show case, the goods pulled out with little regard for their appearance, and shown with an atti- tude that seems to say that you do not think much of the stuff yourself, your customer will be very quick to adopt your judgment. On the other hand, if the stock is selected deliberately, removed from the boxes or cases with care, and your attitude seems to say that the goods you are showing are of value, and you present them with the expecta- tion that your customer will appreci- MICHIGAN TRADESMAN 37 ate this, he is more likely to share in your sentiment. Take a box of cravats, pull out three or four care- lessly, throw them down anywhere on the case, and watch your customer adopt about the same attitude. Now try again. Remove the goods carefully, handle them as if you ap- preciated their value, replace them as they belong. Then watch the differ- ence in the way this customer will handle them himself, looking the goods over carefully with much more satisfaction. The latter method will put your customer in a_ pleasanter frame of mind and you may notice that if he is in a hurry, he is more likely to forget about it. He will be- come interested in the goods, where- as in the other case he is almost cer- tain not to. I feel confident that the manner of handling goods has lost or won many sales, and that not a few salesmen, either through natur- al aptitude or conscious effort, owe their success to the attention given to such details. A shop may win distinction in any city or community by discrimination in selecting goods shown to individual customers and by the manner of showing such goods. And a sales- man in such a shop may gain invalua- ble friends among his customers, and ever increasing promotion for him- self by the exercise of discrimination in the goods displayed, and by his manner of displaying them.—W. R. Messenger in Haberdasher. ——_+2>——_ Securely Fastened. The story goes that Mr. Stubbs wore a wig which fitted him so ill that it was always either coming off or getting awry. When Mr. Stubbs died his wife cautioned the undertaker to be care- fil about the wig. “IT wouldn’t for the world have it fall off before the coffin is opened at the church,” said she. Just before the sorrowful cortege started for the church the widow sought out the undertaker and sob- bingly whispered to him: “Are you sh-sh-sure you fixed the wig on Ss-s-so it won’t come off?” “Oh, yes, ma’am,” he answered sympathetically, “I tacked it on.” ——_+22—__ A Tyro in the Law. Representative Maddox, of Georgia, has a son who recently graduated from law school and has hung out his shingle in Rome. A few days ago the son visited Washington and had a long talk with his father about the law business. “Oh, yes, father,” he said, as the conference neared an end, “I’ve set- tled that Blank vs. Blank suit, which you’ve had dragging on for the past twenty years.” Judge Maddox almost jumped from his chair. “Great Scott, boy!” he exclaimed, “you don’t mean that you’ve gone and settled that case. Why, I turned that over to you as a life annuity.” —_»-o-»—__ It has been announced that Dr. Charles Wardell Stiles, the well- known zoologist who has been asso- ciated with the Marine Hospital Serv- ice for several years, has discovered a parasite which is a natural enemy of the mosquito. Hardware Price Current AMMUNITION Caps G. D., full count, per m........... cca ae Hicks’ Waterproof, per m............ 50 Biuseet fer Mo... os i cag 15 Ely’s Waterproof, per m.............- 60 Cartridges No. 22 short, per M...........<.<. -..2 50 ee 3 00 No. 32 short, per m....... eels eles Sea oa 5 00 Ee 5 75 Primers No. 2 U. M. C., boxes 260, per -n....1 60 No. 2 Winchester, boxes 250, per m..1 60 Gun Wads Black edge, Nos. 11 & 12 U. M. C..... 60 Black edge, Nos. 9 & 10, per m...... 70 Black edge, No. 7, per m.............- 80 Loaded Shells New Rival—For Shotguns Drs. of oz. of Size Per No. Powder Shot Shot Gauge 100 i20 4 i 10 10 90 129 4 9 10 2 90 128 4 i2 8 10 2 90 126 4 1% 6 10 2 90 135 4% 1% 5 10 2 95 154 4% 1% 4 10 3 00 200 3 1 10 12 2 50 208 3 1 8 12 2 50 236 3% 1% 6 12 2 65 265 3% 1% 5 12 2 70 264 3% / 12 2 70 1 Discount 40 per cen Paper shells Not Loaded No. 10, pasteboard boxes 100, per 100.. 72 No. 12, pasteboard boxes 100, per 100.. 64 Gunpowder Kees, 25 tbs., per Kegs: .. 5356.5 490 ¢ a 12% Ibs., per keg ...... 2 90 Kegs, 6% Ibs., per Me cosa 1 60 Shot In sacks containing 25 tbs. Drop, all sizes smaller than B..... ~- i Augurs and Bits ol ee Scale eu 2 . & Jennings’ genuine Sccecicauegeeaceces | ae Jennings imitation ................. Axes First Quality, S. B. Bronze ........ 6 50 First Quality, D. B. Bronze ........ 9 00 First Quality, S. B. S. Steel ........ 7 00 First Quality, D. B. Steel .......... 1110 50 Barrows UCONN i cue cs os 14 00 Carden co. ces. ese alee Wd ooo eee 33 00 Bolts SOME oo See caas i. Carriage, new Hae eee 70 Oe ee 60 Buckets WO i ee 4 50 Butts, Cast Cast Loose Pin, figured ...... dcgiaea 70 Wrougsht Narrow ...................% 60 Chain 4 in. 5-16in. % in. _ Common ©...6 ¢€...6 ¢. . BB. a -T%ec. l6%e.. ioe BBB 8%c...7%c...6%c...646c. Crowbars Cast Steck per Hie... tes 5 Chisels Socket. Pirmer ..cc00.6..06cc0sss0e8ss 65 Becket Praming ...............4:....- 65 Socket Corner’... He 65 Socket Slicks ... a 65 Elbows Com. 4 piece, 6 in., per doz. ..... net ,c Corrugated, per GOS. ....0.. ccc ccc ce Adjustable ........ sii sas cose eo dis. 10810 Expansive Bits Clark’s small, $18; large, $26 ........ 40 Ives’ 1. $18. 3 S24: 3 Se... ....... Files—New List ew American ......... <2... 6s... cs 70&10 IRICRGISGE 6 soon. coc ec eee iee a Heller’s Horse Rasps Scceedoccecevees OM Galvanized Iron Nos. 16 to 20; 22 and 24; 25 and 26; 27, 28 List 12 13 14 15 16. 17 Discount, 70. Gauges Stanley Rule and Level Co.’s .... 60&10 Glass Single Strength, by box ..........dis. 90 Double Strength, by box ....... -dis. 90 By the tight ......5..3:....,0. OO Hammers Maydole & Co.’s, new list ......dis. 33% Yerkes & Plumb’s .........---dis. 40&10 Mason’s Solid Cast Steel ......30c Hist 70 Hinges Gate, Clark’s 1, 2, 3............dis. 60&10 Hollow Ware OG ceegesseaseocusecess SOME Kettles <.... Se ee ee -- 50&10 HorseNalis Am BAe ow... dis. 40&10 House Furnishing Goods Stamped Tinware. new list SU weceeene 70 Japanned Tinware ..........2.++++-20&10 eas — a Ge ee | Crockery and Glassware Light Band ......... oe da cs oe 3 ¢ rates |= Nobs—New List | oo Door, mineral, jap. trimmings ...... 15 % mk por GOe. wa. ci cc... Seeeuecueues 48 Door, porcelain, _ — pie 85 1 to - gal. per CS be ce teccsccaes ot evels Bi ge COGN week cited ud os elie Stanley Rule and Level Co.'s ....dis 1@ ga. cOch |....... 2.3... eseeces ie, EO We OO ic cei a eeu eecc ee 78 Metals—Zinc 15 gal.. meat tubs, each ....... i 2 oe 600 pound casks ............. oecvesees 7% | 20 gal. meat tube, cach ..........6.4.. 1 60 Per POURS. ooo ess Cus ew 8 (25 gal. meat tubs, each ....... occun oo eee 130 mal, ment Cube, GRER 2... 6... cc acede 2 7 ie aie soca cued ee 40 " Churns ume. Ciera co ea cies 75 2 to 6 gal., per Gal -.-.....eeeeeees - 6% Serews, New Usb 6 oc cccs ccccecas 85 | Churn Dashers, per d0z .........++. 84 Casters, Bed and Plate ........ 50&10&10 Milkpans Dampers, American ......... cutis % gal. flat or round bottom, per doz. 48 1 gal. flat or round bottom, each ... 6 ee ee Fine Glazed Milkpans Stebbin’s Pattern. .....6..cecscccess 60&10 | % gal. flat or round bottom, per ie 60 Enterprise, self-measuring ........... 30 ‘1 gal. flat or round bottom, each . 6 Pans Stewpans oe | % gal. fireproof, bail, per doz. ....... 85 Common, polished ..............ee- 70&10 | 1 gal. fireproof, bail per doz. ...... 1 10 Jugs Patent Planished fron i. ae ‘ ““A"’ Wood's pat. plan’d, No. 24-27..10 80 i poy ior on aie u bese l a. ‘3 “B" Wood’s pat. plan’d, No. 25-27.. 9 80 1 to 5 cal. per gal ....... edads i) oe Broken oage x per Ib. extra.. Ce es i oealing Wax one Cuak Onre Gamay... ete [oe ee AMP BURNERS . Sethta Bench fee al 50 | No. 0 Sun Sandusky Tool Co.’s fancy .......... 40 No. 1 Sun Bench, first quality .................. 45 | No. 2 =~ | No. 3 Sun Nails | Tubular Advance over base, on both Steel * Wire | Nutmeg Steel nails, base . « 2 | MASON FRUIT JARS Wire nails, base ... | 20 to 60 advance » | With Porcelain Lined - a 10. to 16 divatice 22.0.6. clk. er Gross, 8 advance a ae ces ~ |Pints 1.20... cee ee eee eee eceees deuce 1 S sees HO | QUBETS 22sec sweeteners ener eecesens 4 be A MOVADOE eo a $0 | %& Gallon .........--- +... -----saeence 6 50 S AGO 11] 45| Fruit Jars packed 1 dozen in box. a —— Pee e em cue de ace eee ee ase qe | LAMP CHIMINEN Per box of 6 d ine URI cs cu we sawp eaee er box 0} OZ. (OE EE fee. © Sie a Casing 8 advance ....... Cee eee .. 26|No. t Sun ...... eens etddeccsccuea — Om Casing 6 advance ....... eee ee 35 | No. 2 Sun ............-66- an see 2 OF — TY Gemeee 206i. si. lk 25 | Anchor Carton Chimneys nish 8 advance ..... see teeeceee eoees 85] Each chimney in corrugated carton Finish 6 advance ..... hed ocwees ees SiO 0 Cr vise ke ccc cess sheckicns oe Barrel % advance ......... eas os a Ee Rivets INO, © COMM cis c cc cccccces cieedsake a Om Iron and Tinned ....... CD Lo First Quality Copper Rivets and Burs ...........00. 43 No. 0 Sun, crimp top, wrapped & lab. 1 91 No. 1 Sun, crimp top, wrapped & lab. 2 00 cil i ale a ini No. 2 Sun, crimp top, wrapped & lab. 3 00 rcoal, MP oe cevay cs Mas XXX Flint Seca fe Guaroosh Bank 2-:0--""i38 No: 2 Gu rim tm. crapped & Hab 2 14x20 IC, Charcoal, Allaway Grade .. 7 50|No. 2 Sun, hinges, wrapped & labeled. 4 25 lenge x. Charcoal, Allaway Grade .. 9 00 i Pearl Ten i me , Charcoal, Allaway Grade ..15 00/ No. 1 Sun, wrapped and labeled .... 4 60 20x28 IX, Charcoal, Allaway Grade ..18 00| No. 2 Sun, wrapped and labeled .... 5 30 Ropes No. 2 hinge, wrapped and labeled .. 5 10 Sisal, % inch and larger ..... Bil a at 19 | No. 2 Sun, “small bulb,” globe lamps. 80 La Bastie Sand Paper No. 1 Sun, plain bulb, per doz ...... 1 00 Tdet aect. 19, “S6 ......... eceeees dis 60 = ? oan —_— per doz. = oO. OE GO, oo oe cece cess e Sash Weights No. 2 Crimp, per doz. ...........00 1 60 Solid Eyes, per ton ......... écceau-ae Oe Rochester Sheet Iron 7 to Ge > a 3 po Nos) 20)t6 Tole cola, de 9. me (75C dOZ.) .....++s+eeeee 4 aoa De 70 No. 2 Flint (80c doz.) ............-- 4 60 ee i a 3 90 Electric Pee 2S CG) Be ee i cue ues ss 410 3 00 o. 2. Lime (70c doz.) ........... aoe £ 00 a a Mee 8 4 20 4 00 No S Vint (90c Gam.) ............. oes 4 60 ee a ee a 30 410 OIL CANS All sheets No. 18 and lighter, over 30/1 gal. tin cans with spout, per doz. 1 20 inches wide, not less than 2-10 extra. 1 = iy iron be a raed wg i a 2 gal. galv. iron with spout, per doz.. 2 : Shovels and Spades 3 gal. galv. iron with spout, per doz. 3 15 First Grade, Doz ........ ode ee waa oe 6 00|5 gal. galv. iron with spout, per doz. 4 30 Second Grade, Des ................- 5 50 | 3 gal. galv. iron with faucet, per doz. 3 75 Solder =< gal. on; iron with faucet, per doz. : aS TE 21/5 gal. ee ease se voce The prices of the many other qualities 5 gal. galv. iron Nacefas ............ 9 00 of solder in the market indicated by priv- LANTERNS ate brands vary according to composition. ~~ : — CO ; = Squares- oO. UDULAL 2... eeeeevece eesees 10-5 | No. 15 Tubular, dash .........+..++- 6 50 ee + OE ie § Cane eek Lamiewe ........-.-. 72 winteGaat 6 Wine 5 ee Gee eee 1g 80 14x20 IC. Charcoal ...1..22222221212°10 50} Aggy Ri eta al 10x14 IX, Charcoal ..............-5 12 00 LANTERN GLOBES Each additional X on this grade, $1. 25. No. 0 Tub., cases 1 doz. each, bx, 10c. 50 ’ Tin—All Grad No. 0 Tub., cases 2 doz. each, bx, lic. 50 n away Grade No. 0 Tub., bbls. 5 doz. each, per bbl. 2 25 oe i excont dias ai bods da cals $ : 2 No. 0 Tub., Bull’s eye, cases i dz. e’ch 1 25 10x14 IX, Charcoal .. 10 50 BEST WHITE COTTON WICKS 14x20 IX, Charcoal |.............. 0 50 Roll contains 32 yards in one piece. Hach additional X on’ this grade, $1.60, |No. 0. % in. wide, per gross or roll. 24 " No. 1, % in. wide, per gross or roll. 33 Boller Size Tin Plate i No. 2, 1 in. wide, per gross or roll.. 46 14x56 IX, for No. <= 9 boilers, per tb. 13)! No. 3, 14% in. wide, per gross or roll. 75 raps | Sigel Game oc 15 | Oneida Community, Newhouse’s 40&10 COUPON BOOKS Oneida Com’y, Hawley & Norton’s.. 65 50 books, any denomination ...... 1 50 Mouse, choker, per doz. ............ 15 | 100 books, any denomination ...... 2 50 Mouse, delusion, per doz. ....... ..eee 1 25 500 books, any denomination ....... 11 50 Wire 1000 books, any denomination ......20 00 . Above quotations are for either Trades- Bright Market 60 io led an a pee eet go | man. Superior, Economic or Universal momma ee eres ae os grades. Where 1,000 books are ordered Coppered Market ....... id ieau aaa ola 50&10 Tinned Market 50410 at a time customers receive specially Coppered Spring Steel seotecesseeel — ee so in —— Barbed Fence, Galvanized ......... "3 00 oupon Fass Books Can be made to represent any denomi- Barbed Fence, Painted .............. 2 70 nation from $10 down. Wire Goods books ..... ea ay sdistdletsisia 1 50 ree eke ol ee ss ea ss sss we Lee —— oe ites an ‘cena =a i= —— alle elsu aude cucuce salwar a b0 Gate Hooks and Byes ..............80-20 Credit Checks : Wrenches 500, any one denomination ...... + se Baxter’s Beetene Nickeled ..... 30 2000" any one —— ee : s COC S GONG icc iek sees ed esse 4 any one denomination ......... Coe’s Patent Agricaltaral, Wrought. 70&10 | Steel punch .............. Veeecehagce MICHIGAN TRADESMAN Observations of a Gotham Egg Man Bullish sentiment still prevails in the egg deal and country prices, in- stead of softening as the month ad- vances, seem to be growing harder and firmer than ever. It must be admitted that the re- ported receipts at the leading distrib- uting markets now indicate a lighter production so far in April than last year unless it be assumed that coun- try consumption has been larger not- withstanding the higher prices (which is improbable) or that a larg- er quantity has been put into the country storage houses—which is more likely. During the four weeks beginning March 21 and ending last Saturday— | April 16—Chicago alone of the four largest markets shows an increase; in that city the receipts for this period were 326,525 cases, against 290,121 cases for the same time last year, showing an increase of 36,404 cases. In New York, last year—a decrease of 117,353 cases. Boston and Philadelphia both show a decrease during this period—Bost- ton of 102,193 cases, Philadelphia of 12,230 cases—and taking the four markets together the arrivals were no less than 195,372 cases less dur- ing the four weeks ending April 16 than in the same period of last year, notwithstanding the fact that. the same markets had an excess of re- ceipts in March of about 143,000 cases. I think this anomaly is explainable by the lateness of the season and the consequent slow increase of egg pro- duction in the North. During March the bulk of the egg supply was com- ing from Southern and Southwestern points, where there was evidence of a very large increase in production; but of late shipments from these sec- tions have been decreasing and the prevalence of wintry weather in the farthest Northern sections has pre- vented a corresponding increase there. Iowa is said to be getting about as many eggs as can be ex- pected, weather conditions there hav- ing been generally favorable, and yet packers in that State seem to bez disappointed in the volume of stock coming in. Reports from _ Illinois. Ohio and Indiana indicate no material ipcrease in the lay as compared with last year, but in Michigan, Wisconsin, Minnesota and South Dakota _ the productive capacity is not yet fairly indicated owing to the backward weather. Considering the storage accumula- tions so far effected in Chicago, New York, Boston and Philadelphia it seems evident that the excess in Chi- cago compared with last year is more than offset by the shortage in the seaboard cities. Late estimates from Chicago as to holdings there on April 16 are very conflicting, ranging . from: 85,000 up to 160,000 cases aside from stock held by the stock yard during the} same time we received 424,339 cases | against 541,692 cases at the same time | people; there must be a good deal more than was held there on the same date last year, as, although we have no definite estimate for last year, it is known that Chicago accumulated comparatively few eggs last April. In this city (including Jersey City) we probably had not to exceed 45,000 cases in storage on April 16, which was not over 35 per cent. of the stock at the same time last year, and in Boston the holdings were only 24,- 241 cases, a shortage of 52,545 cases compared with last year. Very little stock has been accumulated in Phil- adelphia as yet, the official report showing only 5,557 cases in_ store there April 16. 3ut even although the aggregate accumulations in these four markets may, as yet, be much below the quan- tity held at the middle of last April there is no assurance that this may not be offset by larger holdings in the smaller towns of the West and Seuthwest, or that the latter part of the storage season may not place the total quantity fully even with, or in excess of, last year. In fact, a late beginning of the height of production in the North makes probable a late | ending, and there is no question that the high prices prevailing are tend- ing to a restriction of consumption. In this market the comparison of re- ceipts and storage accumulations for the past four weeks shows that con- siderably less eggs—about 10 per ‘ cent._-have been put out to the trade than was the case last year.—N. Y. Produce Review. +2 —___- When Greek Meets Greek. “T was taken in last night,’ says the first footpad. “Get pinched?” asked the second. “No,” was the sorrowful answer. “Think I don’t know the cops better than that? It was this way: I held up a guy and took his leather and ticker away from him, and the first thing I knew he was talking about how dangerous my work was. and how I ought to provide for the future, and, blow me, if he didn’t get me to sign an application for life insurance and give him all the money I had collected during the first payment on the policy.” —_-.—____ Could Not Believe Him. A Western rancher was noted for his mendacity. It was impossible to believe him, impossible to trust him. He got, finally, in the toils of the law, and at his trial he pleaded guilty. He did well to plead guilty, for the case against him was strong and ir- refutable. Nevertheless the jury in its verdict declared him innocent. The judge was thunderstruck at this. “Innocent?” he said, “innocent? But the man himself pleads guilty!” “We know it, your honor,” said the foreman of the jury, “but he’s such a liar we can’t believe him.” ——— 72> —___ Lots of troubles that loom moun- tainous in the distance prove to be microscopic when you grapple with them. >> The store won’t have to close up because you threaten to leave. They got along somehow or other before you came. We Want 20,000 Cases Fresh Eggs This Week Phone or wire at our expense. Get our price before selling. We have the money and nerve to pay extreme prices. Grand Rapids Cold Storage Co., Grand Rapids Cold and ordinary storage for Butter, Cheese, Eggs, Poultry, Dried and Green Fruits, Etc. Ship everything to us. We will sell it for you. We Buy and Sell All Kinds of Produce Lee & Cady, Detroit evening as a OnOnen CROSOR CROROROROREROE cneROROROHOROHOHOR OnOREES - Warner’s Oakland County Cheese Not always the cheapest, But always the best Manufactured and sold by FRED M. WARNER, Farmington, Mich. Send orders direct if not handled by your jobber. Sold by Lemoa & Wheeler Company, Grand Rapids Phipps-Penoyer & Co , Saginaw Howard & Solon, Jackson Butter Send me more barrels of ordinary fresh butter; I am not getting enough. It is going to be cheap this summer. Our country is producing more than we can consume and no export outlet. E. F. Dudley Owosso, Mich. ange Sgt 6 eos Sh gists ets ai oem MICHIGAN TRADESMAN 39 MEN OF MARK. -| C. H. LaFlamboy, Manager Central. Michigan Produce Co. | year, one | cold storage plants in Michigan, con- | | ducting in connection therewith the | Charles H. LaFlamboy was born in Leroy, Lake county, Ohio, May 12, 1856. When 9 years old he came to) Michigan with his parents, who set- | tled near Ortonville, Oakland county. | He attended district school there un: | til 11, when he began hustling for himself. He worked on a farm for four years, then worked in the mills | and lumber woods until 18 years old, | when he was given the position of foreman in the lumber camp of} Thomas Parker, of Lapeer county, | where he remained until 1878, when he went to McBride, where he secur- | ed employment with Wood & Thayer in their general store, where he re-| mained until June, 1885, when he and | C. L. Lewis started a small general | ‘Military Board, and, believing the store under the firm name of La- Flamboy & Lewis, doing a success- ful business under his management. After the first year he bought out lis partner and conducted a large and successful business until Nov. 10, 1902, when he was burned out. At thetime of the fire he had one of the largest and best general stores in Montcalm county. He was one of the prime movers in organizing the Union Telephone Co., of Alma, also the State Savings Bank of Alma, and the State Savings Bank of Stanton, and is also interested in the St. Louis Chemical Co. and the St. Louis Sug- ar Co. He was elected to the House of Representatives in 1898 and_ re- elected in 1900 and elected to the State Senate in 1902. He was a mem- ber of the Legislative Committee to make an investigation of the expense of fitting out the Michigan militia for the Spanish war, and it was here his experience as a merchant, his keen judgment and his strict integrity were of great value to the party and the State. He was able to see through the flimsy fraud perpetrated by the people had been wronged, he was one of two members of the Commit- tee to sign a minority report to that effect. That minority report eventu- ally led up to the investigation of the State Military Board by the grand jury of Ingham county and the discovery of the wholesale stealing of the people’s money by those un- | bright young men and women whose worthy and dishonest officials. Mr. LaFlamboy was elected a eral Manager of the Central Michigan | Produce Co., at Alma, Jan. 1 of this | of the largest and best largest creamery in the State. —_+-2>___ Knowing Your Help Therougnty. | | When a merchant needs an espe- | | cially bright person to fill an empty | berth, why will he nine times out of | ten look outside of his him, or her, as the case may _ be?| store for | | There is really no need of this. You | can find the right people among your own help. In every store there are abilities are simply “hidden under a bushel!” You think Mr. So-and-So is a good salesman—an_ excellent salesman— but that is about as far as it goes. Vou: appreciate him as such, but hardly think he would be capable of filling a more important post. Why not try him out—give him a “show?” An excellent way to find out the hidden capabilities of some of your employes, and a plan from which di- verse good can be derived, is to have EGGS Got to Have 500 Cases More Per Day Our new proposition to Egg Shippers takes like hot cakes—won’t you join us? Money in it Wire at our expense for stencil. ‘Harrison Bros. Co. 9 So. Market St., BOSTON Reference—Michigan Tradesman. Fresh Eggs Wanted Will pay 15c F. O. B. your station for balance of this week. Cases returnable C. D. CRITTENDEN, 3 N. Ionia St., Grand Rapids, Mich. Wholesale Dealer in Butter, Eggs, Fruits and Produce Both Phones 1300 a suggestion box. Every employe should be privileged to place therein his opinion on any subject pertaining to the store. Make these communi- cations strictly confidential, so that the clerks will not be timid about expressing their opinions. Offer a prize for each good suggestion or criticism. You may obtain many excellent ideas and find out some bad points about your business that you have overlooked. And that is not all. You will learn to know each of your clerks thoroughly—know what they are ca- pable of doing if given the opportuni- ty. You will find that a man who is but a fair salesman in one depart- ment could do much to build up an- other department; that the meek lit- tle woman at the lining counter may have some excellent ideas about the neckwear stock. You will know the store from the standpoint of the clerk, as well as from the standpoint of the management. Best of all, your employes, knowing that you ap preciate their interest in your busi- ness, will take a deeper interest and unconsciously absorb a spirit of loy- alty that makes them talk about the institution as “our store,” and feel as though they were part owners in‘ it. ————_> + Thomas A. Edison explains his great capacity for work in this way: “TI eat just about a pound of food per day—-three meals, but just enough to nourish the body. My diet consists of meat, vegetables, eggs or anything else that I want, but in small quanti- ties. People eat and drink too much. Indeed, I know of men and women who are food drunk all the time. I hardly take any outdoor recreation, but I live abstemiously, as my father did before me. If people would diet themselves and drop drugs many com- mon ailments would disappear.” —_>-22—__ During her courtship a girl won- ders what takes the place of marriage in heaven, but after being married a year she doesn’t care much what it 1S. Egg Cases and Egg Case Fillers Constantly on hand, a large supply of Egg Cases and Fillers. Sawed whitewood and veneer basswood cases. Carload lots, mixed car lots or quantities to suit pur- chaser. We manufacture every kind of fillers known to the trade, and sell same i mixed cars or lesser quantities to suit purchas2r, Also Excelsior, Nails and Flats constantly in stock. Prompt shipment and courteous treatment. Warehouses and factory on Grand River, Eaton Rapids, Michigan. Address L. J. SMITH & CO., Eaton Rapids, Mich R. HIRT, JR. WHOLESALE AND COMMISSION Butter, Eggs, Fruits and Produce 34 AND 36 MARKET STREET, DETROIT, MICH. If you ship goods to Detroit keep us in mind, as we are reliable and pay the highest market price. Storage Eggs Wanted I am in the market for 10,000 cases of strictly fresh eggs, for which I will pay the highest market price at your station. Prompt returns. William Hndre, Grand Ledge, Michigan Smith G. Young, President B. F. Hall, Secretary S. S. Olds, Vice-President B. F. Davis, Treasurer H. L. Williams, General Manager APRIL EGGS on prs “A We want them and must have them. Call us up by telephone quick and let us talk the matter over. We know we can interest you. Do not fail to attend to this at once as it means money to you. LANSING COLD STORAGE CO. nitcuic MICHIGAN TRADESMAN Michigan “Knights of the Gri President. Michael Howarn, etroit; Secretary, Chas. J. Lewis, Flint; Treas- urer, E. Bradner, Lansing. United Commercial Travelers of Michigan Grand Councelor, J. C. Emery, Grand Rap- ids; Grand Secretary, F. Tracy, Flint. Grand Rapids Council No. 131, U. C. 1s Senior Counselor, S. H. Simmons; Secre- tary and Treasurer, O. F. Jackson. Traveling Men Paying More Atten- i tion to Credits. The traveling salesman has plenty to do when he gives all of his lines the necessary attention. A man who has sold goods on the road* knows that he has done nearly all that should be expected of him when he has followed carefully the instructions he receives from the sales and de- partment managers. But beyond this is the fact that the work of selling goods is almost the opposite in char- acter to the work of gathering credit information and the two can be unit- ed only in a limited way. Supposing you as a salesman have been working hard for a merchant’s account for years or even trying to get him to buy a few goods as a starter. You have been endeavoring to impress him favorably with your line, your house, and yourself. The science of selling practically means the bringing of that merchant’s mind to a condition where the impression of the salesman, the line, and the house is favorable and pleasant. You get him so that he feels it will not only be to his advantage to buy of you, but that the relations will be agreeable. After you have worked up to that point, and you cross that pleasant trail with questions as to his responsibility, you are running the risk of wrecking the favorable and agreeable impression, a risk that the salesman of experience does not care to run. The average merchant does not care to discuss his affairs with the salesman. While he regards the sales- man as his friend and a good coun- selor in| many respects, when _ it comes to giving up the secrets of his business and his financial stand- ing, he will not go into them with the salesman as he is willing to with the credit man. Attribute this to whatever cause you will, the retailer fcels that way, and in most instances it would bar the salesman from the vital information. Then there is the self interest of the salesman. His salary is based on sales and profits. It would only be human nature for him to: view an account in the most favorable light if it meant increased business. Good credit information is not found on the surface. Way down there may be more valuable guides. If the surface indications are favora- ble, it is natural for the salesman after the account to pass favorable decision. It frequently happens that salesmen are so convinced that an account is good when a credit man says it is questionable that they of- fer to guarantee the payment, only to find later that what they saw on the surface was deceiving. There are, however, certain partic- ulars:in which the salesman can be of much assistance to the credit de- partment of his house. If he is ob- serving. he can give a good opinion of a customer’s habits, his business methods, his standing in the com- munity, and his ability as a merchant in general. As he becomes better ac- quainted with his customer he can dig into the subject of fire insurance, collections, the granting of credits, etc. All this information helps the Western Travelers Accident Association Sells Insurance at Cost Has paid the Traveling Men over es $200,000 Accidents happen when least expected Join now; $1 will carry your insur- ance to July 1. Write for application | blanks and inform- ation to credit man. J. F. Jordan. ai Trouble Ahead for the Travelers Protective Association. sin branch of the Travelers’ Protec- | tive Association went on record to-| day as in favor of abolishing office of national general manager | and removing the entire list of na-| tional officers. The position of gen- | eral manager is held by George E.| 3urroughs, of St. Louis. Some time ago Mr. Burroughs sent the Milwaukee post an order to drop} William B. Schuette. An explanation for the order was asked, but reply was not received, and Mr. Schuette was not dropped. On motion of J. T. O’Brien, of Fond du Lac, it was made the sense of the convention that the office of general manager cught to be abolished. ee | Milwaukee, April 23—The Wiscon- | the GEO. F. OWEN, Sec’y 75 Lyon Street, Grand Rapids, Michigan | | m4HOZ 2O04002-<-=r r The steady improvement of the Livingston with its new and unique writing room unequaled in Mich , its large and beautiful lobby, its elegant rooms and excellent table commends it to the trav- cling public and accounts for its wonderful growth in popularity and patronage. Cor. Fulton & Division Sts., Grand Rapids, Mich. When in Detroit, and need a MESSENGER bo send fo The EAGLE Messengers Office 47 Washington Ave. F. H. VAUGHN, Proprietor and Manager Ex-Clerk Griswold House New Oldsmobile Touring Car $950. Noiseless, odorless, speedy and safe. The Oldsmobile is built for use every day in the year, on all kinds of roads and in all kinds of weather. Built to run and does it. The above car without tonneau, $850. A smaller runabout, same general style, seats two people, $750. Thecurved dash runabout with larger engine and more power than ever, $650. Oldsmobile de- livery wagon, $850. Adams & Hart 12 and 14 W. Bridge St., Grand Rapids, Mich. Having started on the shortcom- ings of the national officers, the con- | vention proceeded to pass another resolution to the effect that all the| present national officers should be deep | “thrown out” of office. The conven- tion also recommended that the case of Secretary Lebaume be brought be- |fore the national convention, which | meets in Springfield, Ill., June 6. Dues were reduced from $11 to $10. | The additional dollar was imposed | two years ago to form a sinking fund lin the national treasury. As this has been accomplished the dues were re- duced to the original amount. Officers were elected as follows: President—J. T. McShane, Osh- kosh. First Vice-President—Albert Esser, Milwaukee. Second Vice-President—H. Chese- boro, Sheboygan. Third Vice-President—H. Wendels, Green Bay. Secretary-Treasurer—H. Schroeder, Sheboygan. Chairman Railroad Committee—A. H. Richardson. Press—V. J. Schoenecker, Jr., Mil- waukee. Hotels—A. F. Moser, Fond du Lac. Legislation—C. H. Schreiber, Madi- son. Employment—G. H. Church, Mil- waukee. Relief—R. M. Dadd, Milwaukee. Directors—William Cohen, H. F. Schultz, W. C. Johan, J. J. Pecher and A. B. Medberry. Delegates to National Convention —C. J. Medberry, J. P. Kopemeier, H. J. Trainer, J. F. Johnson, H. O. Hoffman, Louis I. Friend, Hugo Lowenhach, G. P. Pleskey and J. P. Hoeffel. G. W. Church, ex-officio. It was decided to hold the next convention in Green Bay. Co As. address J. GOLDIS WHERE YOU FIND IT The “IDEAL” has it (In the Rainy River District, Ontario) It is up to you to investigate this mining proposition. personally inspected this property, in company with the presi- dent of the company and Captain Williams, mining engineer. I can furnish you his report; that tells the story. This is as safe a mining proposition as has ever been offered the public. For price of stock, prospectus and Mining Engineer’s report, A. ZAHN 1318 MAJESTIC BUILDING DETROIT, MICH. I have Contains the best Havana brought to this country. and workmanship, and fulfills every requirement of a gentleman’s smoke. Couldn't be better if you paid a It is perfect in quality 2 for 25 cents 10 cents straight 3 for 25 cents according to size dollar. The Verdon Cigar Co. Manufacturers Kalamazoo, Michigan MICHIGAN TRADESMAN 41 QUICK WITTED DRUMMER. Mileage Book Episode in Which the ‘Traveling Man Won. George Washington Smith proved himself a_ full-fledged commercial traveler upon one occasion at least. He used to go on the road for a Kansas City firm whose name might have been Billings, Wentworth & Ward. Mr. Ward, junior member of the firm, had traveled and as_ his front name was George, he had taken a fancy to G. W. Smith, a young man of promise who was about to be sent on the road far away to the West. Economy being a source of wealth, George Ward suggested to Smith that a certain mileage book partly used up by him might just as well be finished up by Smith as far as it would go, and the latter ac- quiesced, taking the book with a caution from Ward that he should practice his signature and be mighty careful not to give the snap away or the book would be taken up by the conductor, who might be smart enough to discover the cheat. Now mileage books are sold by the roads to individuals, not transferable, at a discount, handily covering many miles, good on all roads. They save lets of trouble. The conductor comes around, tears out just the number of miles to the passenger’s stopping place, and there you are. Notwith- standing the caution to the contrary, many of these books have been trans- ferred, and as it was not the inten- tion of the road managers that they should get into the hands of the scalpers, the conductors were in- structed to take up any books they had a suspicion about, and it happen- ed that when George Washington Smith struck the Chicago, Burlington. & Quincy road and the conductor came around for the first time Smith looked at him calmly as he handed him his, or rather George Ward’s book. Mr. Conductor looked at the book and then at Smith. “You don’t look at all like George Ward,” ventured the conductor. The innocent expression on the face of Smith gave way to one of terrible indignation as he looked up and poured the lightning of his eyes into those of the ticket taker and re- plied: “Do you suppose I am lying about that book?” “No, sir,” replied the conductor, “but I am ordered to have every man sign. his name on a piece of paper, and if it is not the same as that in the book I’m to take it up.” “All right,” said Smith, bold as a lion and sure of his ground now; “give me paper and pencil.” The signature was made and the conductor closely scrutinized it. He was not entirely satisfied and felt sure it was an imitation. There was no proof, however, and he could not without some further fact take up the book, and he went his way. Tt was a night train, and Smith had to make a long jump on the sleeper. In the morning he arose, and, taking from his grip his sponge, soap, and towel, which useful articles had been placed in a bag presented to him by his best girl, who had also beautiful- ly woven upon it in large letters the initials of George Washington Smith, “G. W. S.,” proceeded to the end of the car, where was located the wash basin. George was a great lover of soap, and while he was lathering himself profusely all over his frontispiece, eyes and mouth shut, the conductor suddenly opened the door close by and yelled, “Tickets!” Smith said nothing, but went right on with his ablutions, sputtering and throwing the water about him like a porpoise. The boss of the train stopped, of course, and looked at the passenger, then at the bag, which was hanging, innocently enough, just over Smith’s head. Then he smiled. Smith went right on, but the conductor did not. He stood still and laughed loudly. The presence of the ticket man and his boisterous and uncalled-for laugh- ter roiled George Washington, and, despite the soap in his eyes, he lifted his head, looked savagely at the con- ductor, and wanted to know what he was laughing at. “I'll take that conductor. book,” said the “Not on your marriage certificate,” remarked Smith. “T told you that you did not look like George Ward,” said the train boss, unable to control his laughter at the joke. “What makes you think I’m not George Ward?” queried Smith, be- ginning to think the man might have some proof against him, but never thinking of the letters on the bag. Roaring with laughter, the conductor pointed to the bag, and when able to speak said: “Them letters, ‘G. W. S.,’ is a dead give away. Gimme yer book that was issued to George Ward.” “You're crazy, man,” coolly replied Smith. “I tell -you my name George Ward and that is my sponge bag, given to me by my sister, and you don’t get no book.” “But,” said the other man, _ his laughter subsiding at the cool and self-assured manner of the passenger, “them initials says ‘“G. W. S.,’ and George Ward’s is ‘G. W.’” “Of course you’re right as far as you go,” replied Smith, “but see what a fool you’ve made of yourself! The initials are all right if you un- derstand them. My name is George Ward, and the letters mean ‘George Ward’s Sponge,’ don’t you see?” The conductor shook his head and did not see, but had to give in and passed on without Smith’s book.— Kansas City Star. ———~+2s——___ Ten Hours and Profit Sharing. A co-operative scheme has_ been placed in operation by S. J. Ejisen- drath & Co., leather manufacturers, in Chicago, the purpose being to avoid strikes and other labor difficul- ties. According to the plan $1 a week is withheld from the wages of each employe until he has $20 to his credit. If he participates in a strike, he loses the credit for whatever amount has been withheld, but if everything runs smoothly he receives a share of the profits based on $20 worth of stock. The men in the fac- tory work ten hours a day and are said to be satisfied with the profit- sharing plan. is Gripsack Brigade. Allegan Press: O. W. Bliss has gone to Kalamazoo to meet his em- ployer and arrange to travel in Ohio and Michigan for the Lake Odessa Food Co. Alma Record: A. L. Fisher has signed a contract with the wholesale shoe firm of Guthman, Carpenter & Tehing, of Chicago, as traveling sales- man for another year. Sault Ste. Marie News: Chas. Abell, who recently left the city to accept a position with the Carter- Crume Co., of Niagara Falls, writes that he has been detailed to represent the company in the west, with head- quarters at Kansas City. Cadillac News: E. J. Monsell, trav- eling salesman for Dow & Snell of Toledo, while in the city this morn- ing on his regular trip became sud- denly ill. Mr. Monsell consulted a physician, who advised him to return tt; his home at Port Huron, as he had symptoms of appendicitis. He accepted the advice and left for his home on the afternoon train. Petoskey Independent: P. J. Justin has given up his work at the big store of Rosenthal & Sons and has gone to Detroit, where he has ac- cepted a lucrative position as travel- ing salesman for the H. H. Hamilton Co., Indiana being his territory. Mr. Justin will remain on the road until July 15, when he will again be found at Rosenthal’s, where he will remain during the summer. Flint Citizen: L. J. Johnson, of Adrian, one of the well-known travel- ing men of the State and a represen- tative of the Arbuckle Co., has decid- ed to become a resident of Flint. Mr. Johnson and family will occupy the dwelling at 811 Ann Arbor street. The fact that there are many travel- ing men who have found this a con- venient and pleasant city to live in led Mr. Johnson to make the change. —__—_22.___ The Boys Behind the Counter. Saginaw—F. A. Beyer, a former resident of Saginaw, but for the past thirteen years at Peoria, Ill, has ac- cepted a position as manager of Seit- ner Bros.’ carpet department. Muskegon—-W. D. Hardy & Co. have secured a new buyer and mana- ger for their dress goods department in the person of L. E. Whiteman, of Petoskey. Pellston—Miss E. Marshall, form- erly with M. Friedman & Co. of Grand Rapids, has accepted a posi- tion here and has charge of the mil- linery and dry goods departments of John Imerman. Lansing—Charles Phaxson, of De- troit, has taken a position in the dress goods department of Kositchek’s dry goods store. Battle Creek—George L. Fletcher, for four years head prescription clerk at Church & West’s drug store in Grand Rapids, has accepted a simi- lar position at Charles E. Humph- rey’s drug store. Allegan—Randall Barrett has tak- en a position as salesman in the gro- cery department of the Grange store, succeeding Jacob Born, who will shortly move to Washington. Charlotte—Jack Sutherland, with R. C. Jones & Co., has accepted an offer to act as superintendent of the dry goods department of the Boston Store at Traverse City. Hillsdale—S. A. Crane, who has been an employe in the office at Stock’s mill for several years, has re- signed his position and will go to Homer May 1, where he will superin- tend the Cortright mill, in which he is interested. His family will re- move there later. Andrew Ribbeck, who has been second clerk, will take Mr. Crane’s place and Chas. Tyler takes Mr. Ribbeck’s place. Earl Mc- Kee will succeed Mr. Tyler in Whit- ney’s shoe store. > Supervision of Traveling Salesmen. The necessity of some kind of su- pervision of the traveling salesmen is apparent to any employer who has need to employ one or more. The larger number of salesmen he em- ploys the more apparent is the need. That some one person should be responsible that each man is prompt- ly notified of changes of prices and other details in relation to his work is recognized in every well organized establishment. In fact, it is a depart- ment by itself and should be so con- sidered if the very best results are to be obtained. In these days of wolfish competi- tion the traveling staff must not be a number of men who may have their own ideas and plans of canvassing and manner of dealing with custom- ers unknown or unsanctioned by their employers; but they must be an or- ganized band of workers, fully train- ed and disciplined for their several and respective duties, receiving or- ders, and fulfilling directions of their chief, who must be a master mind, who has skill and judgment and tact to dictate, and authority to execute his ideas. The man who best under- stands the troubles of the travelers’ position usually has had experience himself upon the road. It is almost an essential thing for the position. He may not have been a success on the road, but a man of ability, tact and judgment, and there- fore, too good a man for the house to lose. Such a man often makes the very best man to. superintend the traveling staff. The fact of his fail- ure does not necessarily bar him from this work, as some of the very best men holding executive positions could not sell goods if their life depended on it. But at the same time they could successfully direct others.—Lyle Merton in Hardware. > oo He Was Going To Be Something. A colored man in Philadelphia re- quested his employer to release him so that he could go South. “What do you want to go for, Laf- ayette?” “’Cos I’se called to a church down dar.” ‘ “Called to a church? What are you going to be?” “T’se goin’ to be sumfin. I dunno whedder I be de pasture or de sex- tant or de vestureman; but I’se goin’ to be sumfin.” —— o-oo Chas. H. Smith, credit man for the Wm. Barie Dry Goods Co., Sag- inaw: You publish a good paper. >> —___- Don’t waste time thinking of what you could do, but do what you can. MICHIGAN TRADESMAN Michigan Board of Pharmacy. President—Henry Heim, Saginaw. Secretary—John D. Muir, Grand Rap- id s. Treasurer—Arthur H. Webber, Cadillac. . B. Stoddard, Monroe. Sid A. Erwin, Battle Creek. Sessions for 1904. Star Island—June 20 and 21. Houghton—Aug. 23 and 24. Lansing—Nov. 1 and 2. Mich. State Pharmaceutical Association. President—A. L. Walker, Detroit. First Vice-President—J. O. Schlotter- beck, Ann Arbor. Second Vice-President—J. E. Weeks. Battle Creek. Third Vice-President—H. C. Peckham, Freeport. Secretary—W. H. Burke, Detroit. Treasurer—J. Major Lemen, Shepard. Executive Committee—D. A. Hagans. Monroe; J. D. Muir, Grand Rapids; W. A. Hall, Detroit; Dr. Ward, St. Clair; H. J. Brown, Ann Arbor. Trade Interest—W. C. Kirchgessner, Grand Rapids; Stanley Parkill. Owosso. Palatable Castor Oil. tor oil should have such a nauseous taste and inspire such loathing dis- gust in those for whom it is intended. There have been methods and meth- ods to disguise its taste and make it seemingly less repulsive. Most people will be surprised at any one saying castor oil has no taste, un- pleasant or otherwise, but such is the fact. ly in the odor that reaches the olfac- tories from the mouth and pharynx through the posterior nares. If any- one will follow directions implicitly he can take a dose of castor oil with- eut tasting (smelling) it. Get a firm pinch on your proboscis before you pour out your dose, pour | out the dose and swallow it compla- cently, not with a gulp or gag. After it is swallowed rinse the mouth and throat out several and then swallow some water, thor- oughly removing the oil from the mouth and the pharynx. Wipe off the lips and moustache, and after this toilet, and not until then, let go the | grip on your nose. Tt all depends on keeping air from entering the nose until the throat, mouth and lips are cleansed of the oil. Respiration during all this time can go on through the mouth, and if necessary the nose can be _ held tightly for five minutes. “T have repeatedly administered oil to children in this way,” says F. S. Hough, M. D., “and have seen adults take it without even getting the slightest taste, the oil being entirely biand and without taste. Patients in- structed generally fail in following out the details until they have been taught to hold the nose tightly be-/ fore, during, and after the adminis- tration.” ——_+--- Filling Small Bottles With Witch- Hazel Jelly. B. M. Overton describes a plan for filling little two-ounce pomade bot- tles with witch-hazel jelly, or prepar- ations of a similar consistency and composition. Take a gallon funnel and fit over the neck a piece of rub- ber hose about three inches _ long. Then get two corks which will fit The disagreeablgness is entire- | times with water | into the hose, and bore a hole about one-half inch in diameter in each cork, fitting into one piece of cork a tin cylinder (the spout from a glyce- rin can works nicely). Now slip the cork, without the spout attached, in- tc the hose, and then put in the cork with the spout. Where the two pieces of cork meet leave a space sufficient to admit a spatula through an incision. This acts as a valve to start or stop the flow of the contents of funnel. Now cut a circular hole in a board large enough to hold the funnel securely, and adjust the height by means of two boxes at either end of the board, and you are ready to begin filling, which can be done rap- idly without the waste of material or soiling of the container. A somewhat similar arrangement, says Mr. Overton, is very useful for filling bottles with such, liquids as are put up in little containers, the necks of which are very small. Take a gal- lon funnel, or any size of funnel de- sired, and fit into the neck a cork in diameter, and slip a piece of rub- ber tubing about two feet long over the glass. Now use the same board as above to hold the funnel, and grasping the rubber tube between the thumb and forefinger, begin filling the vials, stopping or starting the flow of liquid by means of pressure on the tube. A clamp like those used on fountain syringes acts nicely to stop the flow of the liquid permanently. > Incompatibilities of Heroin. Heroin is sparingly soluble in wa- ter, soluble in alcohol, chloroform, benzene, less readily soluble in |ether and still less in amyl alcohol | (E. A. Ruddiman in an A. Ph. A. pa- per). Mixed with water it gives an | alkaline reaction to litmus. It com- bines with acids to form soluble compounds. It deports itself very much like an alkaloid. Heroin hydro- chloride is very soluble in water, and is the salt most commonly used. AI- kaline hydrates or salts precipitate \ic from aqueous solution, but the ly do so. Tincture of iodine or an aqueous solution of iodine with po- tassium iodide gives a brown precipi- tate. otassium mercuric iodide gives a white precipitate. Dilute solutions of heroin hydrochloride with mer- curic chloride do not give precipi- tate. Potassium mercuric iodide gives solution of mercuric chloride gives a white precipitate. From not too di- lute solutions it is precipitated by chlorides = of and _ platinum. Heroin lessens the fluorescence which quinine gives with dilute sulphuric acid. It interferes with the dichro- mate test for strychnine when it is present in considerable proportion. Heroin hydrochloride and also’ the free heroin reduce potassium per- manganate. Nitric acid gives a faint yellow which changes to green on standing, more quickly if warmed. >. ___ Out-of-Date Advertising. A druggist doing a comparatively thrifty business in a large town ad- vertised a certain balm for chapped bands through the months of Febru- ary, March and April. This adver- tisement was allowed to stand three gold i | into which has first been fitted a piece | It is to be deplored that a remedy | | Ve : ‘ a : Bs > | of glass tubing about one-fourth inch | of such universal application as cas- | neutral or acid salts do not general- | months, and after it had outlived its usefulness it was given the benefit of three months more, carrying it on to the first of August. That drug- gist was too busy to note the fact that his advertisement was out of season for at least three months and | He failed | to note that he was paying for just | absolutely unproductive. exactly three months’ town paper that was as useless as it space in. his | | | | | | } | 1 could have possibly been had it not | contained a single type. When spok- e1. to with reference to this, he said, | simply, “I had clear forgotten the thing. I buy space by the year, us- ing the same space year in and year out, and in the press of business the matter of writing copy escaped my notice.” —_ 2+ > The Drug Market. Opium—TIs very dull and weak. Morphine—Is unchanged. .Quinine—Is firm. Carbolic Acid—-Has again advanc- ed tc and is tending higher. Citric Acid—Is in good demand, but unchanged in price. An advance is looked for, but has not yet material- ized. Cocaine—The advance of 25c¢ last week is well sustained. Another ad- vance is looked for. Cod Liver Oil—Is weak and tend- ing lower. Menthol—Is sold in this market at $1 below laid down cost from Japan. Competition among American hold- ers has depressed the price of prime. Sassafras Bark-—Is very scarce and firm. Oil Peppermint—Outlook for new crop is said to be unfavorable and, | as stocks are light, prices are steadi- ly advancing. American Saffron-—Continues in very small supply and extremely high prices rule. Gum Camphor—The two declines of 5c and 6c now show a shrinkage of over 20c per pound. Japanese re- fined coming into the market has af- fected the price of American. —_+++>—__ How many realize that the .tele- graph is only sixty years old? May 1 1844, the first message was trans- mitted from Baltimore to Washing- ton. It announced the nomination of Hienry Clay for President by the Whig national convention. At that time it took the best part of a day, even by “pony express,” for a letter from New York City to reach Phila- delphia and it took still longer for one to reach Boston or Washington. The use of the telegraph to-day is prodigious. The Western Union Tel- egraph Company alone owns I,100,000 miles of wire over which, in 1903. nearly 70,000,000 messages were sent. The telegraph is an American inven- tion and the part it has played inthe advance of civilization can scarcely be exaggerated. The wireléss_ tele- graph has now come, making com- munication possible on sea as well as on land. —~+2>_ When you hear a married man say he hasn’t made up his mind about a thing he means that he hasn’t asked his wife about it. — 7» —____ ’The boss is not to blame if the other fellow gets ahead of you. Time Lost in Traveling West. In a trip across the Pacific from America to China one loses a day on the 180 degree line. One goes to bed, say, on Sunday evening and rises on Tuesday morning. An an- noying puzzle that is put to steam- ship passengers in that longitude is the following: Suppose a man _ in some wonderful airship went around the world once every day for one It follows that 365 days would be lost. But if he started on Jan. 1, 1903, what date would it be to him at the end of his 365 trips? —__-+-——___ Few men can afford to stand on their dignity all the time. It is neces- sary to get off and hustle occasion- ally. year, FOR SALE Soda Fountain, good as new. Cost $450 oo—will sell for $60.00 and ship on approval. Address ‘*Soda’’ Care Michigan Tradesman FRED BRUNDAGE Wholesale Drugs and Stationery, Fishing Tackle, Sporting Goods, Fireworks and Flags. 32-34 Western Ave.. MUSKEGON, Mich. USE BARLOW S PAT MANIFOLL SHIPPING BLANKS Ae Oe RAE LaOnS . MICH. They Save Time Trouble Cash Get our Latest Prices [PILES CURED DR. WILLARD M. BURLESON Rectal Specialist 103 Monroe Street Grand Rapids, Mich. ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corres- pondence invited. 1232 Majestic Building, Detroit, Mich. As Your Customers Well Know WILL IT NOT offend your patrons if you offer them fly-blown and -fly-specked goods? WILL IT NOT be good policy on your part to spread out a few sheets of Tanglefoot in your store and shop windows to show that you are anxious to please your trade with clean, wholesome goods? WILL IT NOT make you many prof- itable sales to keep Tanglefoot constantly at work within sight of every person whoenters your store? Taha ela ee vaactoalients MICHIGAN TRADESMAN 43 * WHOLESALE DRUG PRICE CURRENT Advanced— Dectined— jum Exechthitos ..... 425 Tincture a selene 100 2 toes ype eee 20 00@1 10 to Aconitum Nap’s . 60 enzoicum, Ger.. aultheria ...... 0 ’ Roracie es og 17 Gera nium Le - a Nap’s F = ‘arbolicum ...... 26@ 2 ossippii, Sem SO@ Oia... a te Citricum ......... 38@ 40|Hedeoma ..... gal, cog 8 ooo ee -- 60 Hydrochlor ...... 3@ 5|Junipera ......... 1 50@2 00 ae = Nitrocum ........ 8@ 10|Lavendula ....... 90@2 75 ssafvetida ...... 50 Oxalicum 11.1122: 2@ 14|Timonis ........! :uet mt cee 60 Phosphorium, dil. _@ 15| Mentha Piper :.14 25@4 35 | Auranti Cortex .. 50 Salicylicum :..... 42@ 45|Mentha Verid....5 00@5 60 | Benzoin.-....--. 60 Sulphuricum ..... 1%@_5| Morrhuae, gal. ::2 00@3 50 | Benzoin Co ...... 50 Tannicum ea 1 — 20 Myrel corms 4 sows 50 amen = artaricum ....:. $8@ 40|Olive ............ G@80|,. 2. °° *° Ammonta Picis Liquida .... 10@ 12| Capsicum ....... 50 Aqua, 18 deg ee. 4g g Picis Liquida gal. ; g 35 ee ac e Aqua, ee... Cis = 0 94 ae Carbonas eae 13@ 15|Rosmarini ....... @ foe, ttteeeeees 100 Chloridum |...-... 12@ 14|Rosae, oz ........ 5 00@6 00 ae, es = ne MCG (00.031. tee, Mee 200@225|Sabina 1122221222. 90@1 00 | Gichona Co... = Brown .......s00+ $0@100|Santal ........... SMe? 00) oe es 60 oe 45@ 50 | Sassafras .. 1.2... oe Sie tei = Yellow .65..0010: 2 50@3 00 | Sinapis, ess, oz. @ 65| Cassia Acutifol .. 50 accae ae. "21 50@1 60 | C288!a Acutifol Co 50 Cubebae ...po. 25 2@ 24| Thyme ooo. 40@ 50 | enene coeeess: = Juniperus ........ yme, opt ...... eo: Ole: «ss Xanthoxylum :. 30@ 35|Theobromas ..... 20 Ferri Chioridam. = Sccaas gi | eee cartes 5> a -++-po. 20 “, = Bi-Carb sae: rm 5@ 18 Sauce” eo 50 COE ere accere et Bichromate ...... 18@ 15|Guiaca ammon .. Terabin, Canada.. 60@ 65} Bromide ......... “ 45 Hyoscyamas ..... 80 Tolutan sees 45@ 50/Carb ............ 12@ 15 | Iodi 15 en : Chi ee eee _ Canadian. . = Cyanide Eaaiaa 30 38 eon —- js ASSIAE -- +e veers i 2%@2 So \iaballa |. Cinchona Filava.. 18 | Potassa, Bitart pr a a ao Sloss ii 50 Euonymus atro.. 30] Potass Nitras opt 10 a aaa 50 Myrica — 20| Potass Nitras @ 8 Ovil omica ..... 50 Prunus ves = Prussiate ........ 3@ 26 Opil, comphorated ep SS Lig a 15@ 18] Opil, deodorized .. 160 Uimus ..25, gr’d. 45 Radix Quassia ........... 50 teactiint —— eet ote g a 25 — Sis ete ola cis 50 Guyeyrrhiza Gla... 24@ 30 = ge ro 5@ : pcan prop ...... @ 65 uaiacum ..po. oa a. $ reta, preci 9 _ ooo po. 75c $ = Sinapis Nigra .... 9@ 10] Creta. eaters oo 6 " astic .......---. Spiritus Crocus: 2.600023. 135@1 40 Myrrh ..... po. 45 . Frumenti W D....2 00@2 59 Cud@bear .......... @ 24 pa eee. 3 = 3 80 | Frumenti ........ 1 25@1 60 a ee ee s@ Z Shellac, bleached 65@ 70|Juniperis Co O T.166@2 00) pther Sulph ...... 180 92 Tragacanth ..... 0@1 00 — 5": * ie 4 = Emery, all Nos... @ 8 Herba Spt Vint Galli ...175@6 60| mers: PO eas . < Absinthium, oz pk Vint Oporto .....126@200| ieee winteee 20 SE 90 = 20|vini Alba .......- 13@20lque 78 Majorum ..oz pk 28 Sponges Gambler ......... 8@ 9 Mentha Pip oz A 23 | Florida sheeps’ wl Gelatin, Cooper .. @ 60 Mentha Vir oz pk 25| carriage ....... 250@2 75 | Gelatin, French .. 35@ 60 Rie 202.0. 2) oz pk 89 | Nassau sheeps’ w Glassware, fit box 75 & 5 Tanacetum V..... 22| carriage ....... 250@2 75 | Less than box .. 70 Thymus V ..oz pk 25 | Velvet extra shps’ Glue, brown ...... 13 Magnesia ee carriage -. @160 oan +. - Caleined, Pat...-- 85@ 60 | Extra yellow shps’ ee wool, carriage . @125|Grana Paradisi .. @ 4 Sashenese. -—* ae = Grass ‘sheeps’ wi, Humulus ........ 25@ 55 Carbonate 18@ 20| carriage ....... @10)|Hydrarg Ch Mt. @ 9% a Hard, slate use... @100 acne 7. <2 Absinthium |... 3 oogs 25 ae Hydrarg Ammo'l. 115 my. ae, Dulc. rar; Pp haces Ama..8 oe: 25 Syrups ae 7 S AWIGE oi. s sees 17 3o2 Rot Acoein 5.22... ... @ 50 Ichthyobolia, Am. 9061 00 Auranti Cortex...210@2 20|Auranti Cortex @ 50|/Indigo ........... 75@1 00 Bergamii ........285@3 25 | Zingiber ......... @ 50 Todide, Resubi ..3 85@4 00 Cajiputi .... -110@115 |Ipecac ........... @ 60|Iodoform ........ 10@4 20 Caryophyili -160@170 | Ferri Iod ........ @ 50|Lupulin.......... @ 50 adie ne ace - 385@ 70|Rhei Arom ...... @ 50j| Lycopodium ..... 75@ 80 a cena @ Smilax Offi’s 50@ 60|Macis ........... 65@ 75 Cinnamonii . 110@1 20|Senega .......... @ 50/Liquor Arsen et itronella .. 40@ 45 /Scillae ........... @ 50 Hydrarg Iod . 25 Conium Mac = 90 | Scillae Co ....... @ 50| Liq Potass Arsinit 19@ = Copaiba .... 116@126|Tolutan........- @ 50] Maenesia, Sninh Cubebae .........180@185 | Prunus virg @ 50 Magnesia, Sulh bbl — 1% Mannia, S F .... 7@ 80 Sapo, M ey 19g 12 | Lard, extra .... 70@ 30 M hol .........650@7 00 | S€apo, G ......--+- zard, O 1...... ee oe eee Seidtitz. Mixture.. 20 22} Linseed, pure raw 41@ 42 omar ey std 60 Sinapis ast Resse ¢ 18 | Linseed, oiled 42@ 45 M in ’ -2 35@ Sinapis, opt ..... @ 30|Neatsfoot, wstr.. 65@ 70 sone eu 35@2 = Snuff, Maccaboy, Spts. Turpentine. 67@ 72 - om at ee Oe 4s... 41 i Nux Vomiea.po 16 a8 0 snuff, Sih De Vor 41| nea Venetian... 1% 2 9s Os Sepia. .... 26@ 28 | S002 Boras ...... 11 | Gchre, yel Mars 1% 2 @4 Pepsin Sac He Soda, Boras, po.. 9@ 11] 6chre: yel Ber ..1% 2 @3 PD Co ........ @1 00 | $042 et Pot's Fart | 28@ 30 | putty, commer'i.2% 2%4@3 Picis Liq NN¥% Soda, Bi-Carb -.. g 5 Putty, strictly pr.2% 2%@3 Pitis Tag, ata... «= 00 | Soda Ash ....... “es ; a Picis Liq, pints.. @ 8 ae aes | O36 6, | Vermillion, Eng.. 70@ 7% Pil Hydrarg .po = @ §0|spts, Ether Co... 50@ 85/Green Peninsular 13@ 16 a a ee 18 | Spts. Myrcia Dom @2 Ss See oe Pix Burgun $ Z a Seer ian wie... sto 7 Plumbi Acet ..... 10@ Spts. ‘Vii Rect & b 8 Whiting. hite Sin “"/ « Pulvis Ip'e et Opi. 301 60 | SPs: VET R’t 10 gl Whiting, Gild 95 iw ae Spts. Vii Rt 5 gal wae Sil ane 125 &PDCo. doz @ % Strychnia, Crystal 20a 15 White Pa. . _. r Pyrethrum, pv u 25@ 30 Pr ea = -+- 34@ 4 a Quassing, 5-7 8@ 10 Sulphur, RoW .--- 24@ 8% | universal Prep'ait 10@! 20 Quinia, S Ger... 29@ 39 | Ferebenth Venice 28@ 30 Varnishes Quinia, N Y ae 2h nl No. 1 Turp Coach.1 10@1 20 TN cee wane 00@ ee BS i iaee ee -.- T@ 8 Oxtth Body 22.22 1508 00 Setecin . 2. ...:... 50@4 75 Oils No. 1 Turp Furn.1 00@1 10 Sanguis Drac’s... 40@ 650 bbl gal Extra T Damar.. ii we 60 Sapa, W .s.s0cs 12@ 14] Whale, winter 70@ 70, Jap Dryer No 1T 70 We are Importers and Jobbers of Drugs, Chemicals and Patent Medicines. We are dealers in Paints, Oils and Varnishes. We have a full line of Staple Druggists’ Sundries. We are the sole proprietors of Weatherly’s Michigan Catarrh Remedy. We always have in stock a full line of Whiskies, Brandies, Gins, Wines and Rums for medical purposes only. We give our personal attention to mail orders and guarantee satisfaction. All orders shipped and invoiced the same day received. Send a trial order. Hazeltine & Perkins Drug Co. Grand Rapids, Mich. ip Hee fe E | MICHIGAN TRADESMAN These quotations are carefully corrected weekly, within six hours of mailing, market prices at date of purchase. iH GROCERY PRICE CURRENT ADVANCED ndex to Markets By Columns Col Azie Grease ............ 1 B Bath Brick ............ 1 Brees ..c6. 6 1 Pee - 2 Butter Color .......... 1 iCenfections ............ 11 ees on oe ee 1 Canned Goods ........ 1 Carbon Oils 2 Cateup ...... 2 eee . 2 yg Gum 2 a 2 Chosolate Dee 2 Clothes Lines 2 (econ -<...... 3 Cocoanut ... 3 cocoa Shells 3 (Cemee ....... 3 rmekers oo. oe 3 Dried Fruits ........... Farinaceous Goods .... 4 Fish and Oysters ...... 10 Fishing Tackle ........ 4 Flavoring extracts ..... 5 iy Paper .............. Fresh Meats ........ a eates ese 11 Geet 2. oe 5 igeain Bees ...........5 5 Grains and Flour ...... 5 memes 2 eee 5 Hides and Pelts ...... 10 ee ec 5 eee 5 Peeree 2. se 5 oe 5 Meat Extracts ........ 5 Sininanes ......-_....... 6 Miestame ... -........... 6 EN oe cee cee 11 a 6 Pee 6 NER oe sc 6 Playing Cards .......... 6 eae lee 6 revisions ...........-. 6 ee eee ce ss 6 Salad Dressing ...:.... 7 Riebommee ..... 5.2... .... 7 an ee se : Salt ek oe 7 Shoe Blacking ......... 7 LS SS Se 7 oe i sc ee oe 7 Se eb aiie sn hel ote Silos 8 Peeees =)... <5. 2.5. 8 POO ee eee 8 ae 62. 8 ees 8 cc 8 ee ee 8 MOORES oo. oo e ect c tee 9 Sa SNE Ge SE 9 9 9 9 2 Wrapping Paper ....... 10 4 —— Bralded Me Fo oie nec au isietsin were 9 and are intended to be correct at time of going to press. Prices, however, are lia = fe arene can . = ble to change at any time, and country merchants will have their orders filled a Galvanized Wire No. 20, each 100 ft long.1 90 No. 19, each 100 ft long.2 10 __ COCOA DECLINED CS Colonial, %s .......... 35 Colonial, %s .......-... 33 I oe oe ace 42 Pager .....-....-5.--.<- 45 — a = coe = an Houten, \%s ...... Van Houten, ¥s ..... 40 — aeussaeea 1 2 C$DD cccccccccccccccce Wilbur, 468 .<.........- 41 { | 2 Wilbur, \%s ........... 42 COCOANUT AXLE GREASE | Pumpkin Dunham’s Xs ...... 26 @x gre Bair 2... 79|Dunham’s %s & \%s.. 26% AUPOTR. 205 osc seine 55 600 Good ............. g9|Dunham’s \%s ...... 27 Castor Oil ........ 65 Haney... 26.50... 100|Dunham’s ¥s ...... 28 — side on > 4 fh Gallon ............ 25 | Bulk ........-.eeeeee 12 a Sf CS Raspberries IXL Golden ....... 75 900) Standard “ae SHELLS s oer BRICK “ Russian Cavier na ae 3 MCricanNn ...cccccccece Si, i eee oS eee ae Se eet eee i eee 85° 00 Pound packages .....- 4 BROOMS | 00 COFFEE No. 1 Carpet 2 76 Salmon Rio No. 2 Carpet ..-2 35 Col’a River, talls.. 165 | common 10% No. 3 Carpet .. -215 Col’a River, flats. ee eee i one 12 No. 4 Carpet .. -175 Red Alaska ..... 6S Onion oe oe as 15 Parlor Gem . -240 Pink Alaska .. . @ OS lwancy (60) le 18 Common Whisk . $0 | — eC eae Fancy Whisk ....... .120! Domestic, \%s .... 3% Santos n ————- iS cuaisieie ia oisl eins 300. ‘ Domestic, af 5 ow tee cccecccecee 12 = | Domestic, ust’d.. @ 9 So tear peda nae 2% ann — . ———- & 4s ae “feu —— Soe seco ee cuieee — 10. ac. Mm sccece a ornia, Sc: er. Souter i ee er Solid Back, 11 in ..... 95 | French, %s ....... 7Oi4 Peaberry ....... ----- Pointed Ends .......... 85 | French, %s ...... 18@28 Maracaibo Stove Shrimp Fair ......2ccc0ees--e- 13% Mes es 75|Standard_ ........ 1 20@1 40 Choice ses teeseseecees 16% Me 8 ile 110 Succotash Mexican Ned 175) Sain ooo Choice ...... ....+..- 16% Shoe Goe@ 22605000065. 1 50| Fancy ..... .......... 19 ee ee 1001 Fancy .......... 60 Guatemala We. J oc .ck elas 130 Strawberries Choice ..............- 15 Mee ee ee 170|Standard ........ 110 ava We: Sool 190 |Faney ..........-. 140 | African ..........-.5.- 12 BUTTER COLOR Tomatoes Fancy African ....... 17 W., R. & Co.’s, 15¢ size.125| Fair ............ 85@ 95/0. G. ....--eeeeeeeeeee 25 W., R. & Co.’s, 25c¢ size.200| Good ............ 1 PG. oe. ee wes oon 31 CANDLES IOC so eles 1 15@1 50 : ocha Electric Light, 8s .... 9%|Gallons ......... 75@3 00| Arabian .............. 21 Electric Light, 16s ....10 CARBON OILS Package Paraffine, 68 ........6. 9% Barrel: New York Basis. Parafine, Ws ........ 10 Perfection ...... oa” Arbuckle .....0......: 11 50 Wackinge ..... °° o..03.. 23 Water White ... 12 Dilworth =........... 11 50 CANNED GoopDsS = oe en eK Jersey oe ee a 50 — Cylinder ........ 29 @34 | McLaughiin’s XXXX_ Ti seme“ Engine .........16 @22_ | McLaughlin's XXXX so Gals, Standards . ‘2 00@2 33 Black winter a 9 @10% |to retailers only. Mail Pall BI ackberrles : ATSUP orders direct to W. Standards ao 85 | Columbia, 25 pts...... 450! McLaughlin & Co., chi: ae. mete coe ae Red Kidney ..... 85@ Snider’s pints ........ 9 95 Extract String ............. 70@1 15 | Snider's % pints ..... 130|Holland, % gro boxes. 96 PE 60 ac wince oie oe 75@1 25 CHEESE Felix % gross 11 Blueberrles _— Seiciieceiccies @12 Hummel’ s foil, "gro. Standard ....... 1 40 oy : @ Hummel’s tin, % gro.1 43 Brook Trout ine Gity 111: @11 ‘ : . <<... ee @13 CRACKERS ams Little Neck. 1 1b.100@1 25 |Zmblem ..--...-- @12%4 | National Biscuit Company's Little Neck, 2 Ib. 150 Gold Medal... Brands Clam Bouillon _———' | Ideal ........... @12 Butter Burnham's, % pt......192 cae ae @12% Seymour 7 Burnham’s, pts Sree a @ll news es ee : er ae Brick ........... --12%@18 | Salted ae tel Rea Standards. -.130@150|Telden “10000001 @ag" | Wolverine. _..vsscsesee” 1 Te oc a Limburger 12%@13 Soda : o— Pineapple ....... Meee (MOR Cl l..... 7 Po 1 25 Sap Sago ...... @20 Select 8 CEOS oe ccc occ soc 135 CHEWING GUM Saratoga. Winkes 1... 13 Pamey oo ee 150 American Flag Spruce. 55 Oyster French Peas Beeman’s Pepsin ..... 60 a 7 Sur Extra Fine........ 221 Black Jack aes Round ........ ssscceee — Hine ...........- _ Largest Gum Made .. 60 —— soos! eiieeiecees om ee ee ee Sen Sen 00.00 5 e Moesen ...05..05.. 5/00 11 ; ATEO 22.02 seer ecccceee Gooseberrles ae — = Gutra Farina ........ 1% Standard .............- 90) Yucatan .............. 55 Sweet Goods Hominy Waele, oo ee oe se 10 Standard . 2.0.5... 85 CHICORY Assorted Cake ....... 10 Lobster Bulk ....--+--ee seers 5| Bagley Gems ... ....-- 8 Star, % i...-.....--- 215| Red .....---+---se sees 7| Belle Rose ....... oss 8 Siig Feo 375 |Hagle ......-.-----ee- 4|Bent’s Water ........ 16 Picni Talls ............ 2 40 Eee seen eecee cease z Butter Thin eee 13 Be es ok er ene Mustard, . i ee 180 CHOCOLATE Cccacuaen Tay .....- 12 Mustard, 2 tb.......... 280| Walter Baker & Co.’s | Cinnamon Bar ........ 9 Soused. 1 th...........- 180|German Sweet ......- 23 | Goffee Cake, N. B. C..10 Sousaa 2 Wh.) ee go | Premium ..........-.-- 31 | Coffee Cake, Iced .... 10 Tomato, 1 ID..........-- 1g0| Vanilla ...........----- 41 | Cocoanut Macaroons .. 18 Tomato. 2 Th.........-. 280|Caracas ......----+++++ 35} Cracknels .......----- 16 Mushrooms 3 ooo 28/ Currant Fruit ........ 10 Hotels ........... 18@ CLOTHES LINES Chocolate Dainty .... 16 Buttons ..:...--... 22@ 25 Sisal Cartwheels .........-. ysters 60 ft, 3 thread, extra..100/| Dixie Cookie ..... ..... 8% Cove, 1tb. ....... @ 901/72 ft, 3 thread, extra ..140| Frosted Creams ...... 8% Cove, 2 Ib ....... 165 | 90 ft, 3 thread, extra ..170| Ginger Gems ... ......- oi Cove, 1 tb. Oval 100 | 60 ft. 6 thread, extra ..129| Ginger Snaps, N 2 Peaches 72 ft, 6 thread, extra .. Grandma gprawich . Se 2. 1 10@1 15 Jute Graham Cracker ...... 1315 Wollow .........- 24601 56 160 ft. ....... 0.6.2.2 2c 915 | Hazelnut ........-.-- = ars ee 90| Honey Fingers, Iced.. 12 eee ees > ee 1 05 tr. oe bles ae = mey 1.0.5... > 2 eee OE. ot Family .. : Peas a - Cotton Victor Iced Honey Crumpet . 10 ee sone ceeeee oe = ee 1 10 ——., aoe 8 Marty Jume ...... 60 = te ia ine aleee ae A cee Barly June Sifted.. 3 05;90 ..-.:......-..-.36 1 60 |Jerico ......... om Plums = * éodiea Windsor o- ee ee ome” Binesppie 60 fe, ciososasesesclll1d 44| Lady Fingers, hand md 2 ....-1 80 | Lemon Biscuit Geeped . 2.2022 1 3O2 751970 Teo ceo n sce sce 1 PE os 1 ete | OR 5.2.3. o se st ee 2 00| Lemon Wafer .....--- Yeast Cake v A Lemon Snaps ........ 12 Lemon Gems ........- 10 Le FOR nw. ees 10 Maple Cake ......... 10 Marshmallow ......... 16 Marshmallow Cream.. 16 Marshmallow waunut. 16 10 Mich tes Fs’d honey 12% Milk Biseuit .......... Mich Frosted Honey . "2 Mixed Picnic 11 Molasses Cakes, Sclo’d 8 Moss Jelly Bar ...... 12 Muskegon Branch, Iced 10 Newton 12 Oatmeal Cracker ..... 8% Orange Slice ......... 6 Orange Gem .........., 8% Orange & I.emon Ice .. 10 Pilot Bread 7 Ping Pong Pretzels. hand made .. Pretzelettes, hand m’d secre cccce 8 8 Face “vars mech. m’d 7 Rube Sears ..........0- 8 Scotch Cookies ia cece 10 Snowdrops ........... : Spiced Sugar Tops Sugar Cakes, sculienel Hm Sugar Squares ......... 8% SHAMEATIRS oo ca ce cll 18 Spiced Gingers ....... 8% Ce 10 Vienna Crimp ......... 8% Vanilla Wafer ........ 16 WANCEIG 0 oo. pes eee ees 9 Pama ce cs 9 DRIED FRUITS Apples Sundried aici bees Evaporated ..... 64@7 California Prunes 100-125 25%. boxes. g 3% 90-100 25 tb.bxs.. 4 80-90 25 Ib. bxs. 4% 70-80 25 tb. bxs. 5 60-70 25tb. boxes 6 50-60 25 tb. bxs. 6% 40-50 25 tb. bxs. @ 7% 30-40 25 tb. bxs. @ Wc less in bv .v. cases Citron Corsican :...:.. @12% Imp’d. 1.1 Imported baie was 7 zemon amcstoe Soom 12 Orange American ..... 12 Ralsins London Layers 3 cr 1 90 London Layers 3 cr 1 95 Cluster 4 crown. .- 2 60 Loose Musca’s 2 cr... 6% Loose Musca’s 3 cr. ..7 Loose Musca’s 4 cr. ..8 . M. Seeded, 1 th. 9@ 9% L. M. Seeded. %1b.7%@7% Sultanas, bulk Imported, 25 Th. box . ‘2 80 Pear! Barley Common ...6..066. 00 50 Chenier 6.2.2.2 5.222, 2 65 Mmpire. 33) ee 3 50 Peas Green, Wisconsin, bu.1 35 Green, Scotch, bu...... 1 40 Spit, TH. <2... es Rolled Oats Rolled Avenna, bbl....5 50 Steel Cut, 1001b. sacks 2 $4 Monarch, bbl.......... Monarch, #0tb. sacks 3 55 Quaker, cases ........ Sago et Tee ise o% German, sacks ........ 3% German, broken pkg . 4 Taploca Flake, 110th. sacks .... 4% Pearl 130tb. sacks..... 3% Pearl, 24 1 Th. pkgs .. 6% Wheat Cracked, bulk eens oss a4 24 2 tb. packages ....2 5 FISHING TACKLE % 40 1 im <...22...--- 6 1% to 2.0.6... 655s 1 1%@ 40 2 ....2 255 ~ 9 1 2-3 to 3 im .......... 11 Re oo esc ee soe es ens 15 CS 1 ete ones ss 3 Cotton Lines Wo.-3, 10 feet. ........ S No. 2, 15 feet ..... eshte No. 3, f erccectars Shae No. 4, 15 feet ......... 10 No. 6, 16 feet <........ No. 6, 15 feet ..... ico ae Wo. 7; 16 feet ..2.3..3. IB No. 8, 15 feet ...... oe No. 9; Th feet i252... 20 Linen Lines eecee eeeccccces 36 eseegrecssee eee 84 Poles Bamboo, 14 ft., pr dz.. 60 Bamboo, 16 ft., pr dz. 65 Bamboo, 18 ft., pr ds. 80 FLAVORING EXTRACTS Foote & — Coleman’s an. Lem. Son. Panel 2... oc. 120 75 3o0z. Taper ........2 00 1 50 No. 4 Rich. Blake.2 00 1 50 Jennings Terpeneless a No. 2 D. C. pr dz .. 16 No. 4 D. C. pr dz i. 50 No. 6. D. C. pr ae 2.5. 2 00 Taper D. C. pr dz ....1 60 Mexican Vanilla No. 2. Db. C. No. 4 D. C. No. 6 D. C. Taper D. C. pr ds .... GELATINE Knox’s Sparkling, dz. 1 20 Knox’s Sparkling, .14 00 Knox’s Acidu’d., doz. 1 20 as Acidu’d, gro .14 00 Oxford 5. 0250.00.0. 76 Plymouth Rock ..... 1 20 Nelson's 2. ....:...... 1 50 Cox’s, 2 qt. size ..... 1 61 Cox's, 1 qt. sige ...... 110 GRAIN BAGS Amoskeag, 100 in b’e. 19 Amoskeag, less than b. 19% GRAINS AND FLOUR “Wheat = E Wikies) oo 95 = Were -....... 95 No. 3 Red Wheat ...... 92 Winter Wheat Flour zoe Brands eo 65 cincena Patents .......5 25 Btraienat oo coc a. 5 05 Second Straight Sees 475 a Se cece etc e as 45 Granam 5. 22)... -4 60 Buckwheat peeecec ae oe = Subject to usual ao discount. Flour in bblis., bbl. additional. Worden Grocer Co.’s Brand Quaker \%s ee 50 Quaker 346 ............2 5 60 OuaKGr 4S ..--.....>24 5 50 Spring Wheat Flour So Co.’s Bran Pillsbury’s Best %s. Pillsbury s Best %s ... 25e per ul ” package. Pillsbury’s s.. —— 2 @ % Lemon & Wheeler Co.’s FARINACEOUS GOODS Bran : Beans Wingold, ¥s cece eceee 65 Priced Tima ...... 2.262 winsoe 45. Soest ce co = Med. Hd. Pk’d...2 iso 25 | Judson Gneee’ Gace Geen Brown Holland ....... 50 | ‘Ceresota 1S ..c.eeeee 5 70 Farina Ceresota 448 .........- 5 60 24 >. pees ....2:.:- 1 50| Ceresota %s ......... 5 50 Bulk, per 100 fbs...... 2 60 | Worden Grocer Co. —— — Dauret, 36S .......2.5 5 Flake, 50 tb. cook ...-1 00| Laurel, 48 eau ace 3 30 Pearl, 200 tb. sack ...4 00| Laurel, %s_.......... 50 Pearl, 100 th. sack ...2 00| Laurel, “ & %s paperd 50 Maccaron! and Vermicellt Meal Domestic, 10 th. box Wolted 20s 2 50 Golden Granulated 322.2 60 Feed and Milstuffs St. Car Feed screened22 50 No. 1 Corn and oats. .22 50 Corn Meal, coarse . +21 - Winter wheat bran . Winter wheat mid'ngeda 00 Cow Feed 21 5 Sereenings ..:......- 20 Oa er 16ts 2...) oo. o cs ae Corn Corn, New oc os. 662.58 54 Hay No. 1 timothy car lots.10 50 No. 1 timothy ton lots.12 50 HERBS BOSS nse eciccss Gee Eiops <. 302 ...: deus deals a] Ve ane Leaves ....... 16 Senna Leaves ........ 2 INDIGO ss 3 Tb. boxes 65 Ss. F., 2,3,5 mm. boxes.. 65 ok > mane 5b. ne. per dos 2 Condensed, 4 dz ......3 00 MEAT EXTRACTS Armour’s, 2 0Z ........4 45 Armour’s 4 oz ........8 20 Liebig’s, Liebig’s, Liebig’s, Liebig’s. im ‘ i i : ¢ paisa. valle alle Dalen eesti Hrs oath ees. sacle Raat : i 3 2 MICHIGAN TRADESMAN rs Mees sets cs Bota BH ag titan i ‘ i ceca lac eR MOLASSES New Orieans Fancy Open Kettle ... = Ciaiee ooo ss 86) 26 | et epee s 22 | Bayle’s Celery, 1 dz .. OLIVES Bulk, 1 gal. kegs .... 1 00 Bulk, 3 gal. kegs ..... 90 ulk, 6 gal. kegs ... 85 nilla, PIPES Clay, No. 216 1 Clay, D., full count 65 Cob, 85 ‘PICKLES Medium Barrels, 1,200 count...7 75 Half bbis, _ ae ..4 50 a Half bbls, 1,200 count ..5 50 Barrels, 2,400 count ..9 50 PLAYING CARDS No. 90, Steamboat ... No. 16, Rival, assortedl 20 No. 20, Rover enameled1 60 No. 572, Special ...... 75 No. 98, Golf, satin finish2 00 No. 808, Bicy WG Se see 2 00 No. 632, Tournm’ t whist2 25 POTASH 48 cans in case Babbitts .............4 08 Penna Salt Co.’s ...... 3 00 PROVISIONS Barreled Pork Mess ..... -.++ cess 475 ee a 15 00 Fat back ............14 60 Short cut ........ss.18 @ Oe oe cee cones 18 50 i ea ee 12 00 Lge a eiciciereis cisco ee oaiee Clear ee eect cacke OO Dry Salt Meats SP Bellies ..... ....- 9 Extra shorts ......... 8% Smoked Meats Hams, 12tb. average ..11% Hams, 14Ib. average ..11%% Hams, 16Ib. average ae Hams, 20!b. ree . 10% Skinned 12 Ham, dried Beek” ae. 12% uvuiders, (N. Y. Bellies Bacon, clear . "10" “1g California. Hams ..... Boiled Hams ......... 16% Picnic Boiled Hams .. 12 Berlin Ham pr’s’d ....8 Mince Ham 9 ee ccecccee w % 60 Tb. tubs..advance. % tubs. .advance. % % % Liver eee rccccccccccce One .-..-...-..- Poe oo. oo... Vv ONYNAIYMHS pees Boneless ..... Rump, new . Pig’s Feet DRS oe cae oo % bblis., 40 Ibs. 1s. ae DH ooo. cc cee ec ce BO Tri fh Solid, dairy .....91%,@10 Rolls, dairy ....104%@11% Canned Mea Corned beef, 2 .... 2 50 ed beef, 14 ......17 50 Roast beef, 2@ ....... 2 50 Potted S . 45 Potted ham, %s ... 85 Potted tongue. %s .. 85 RICE Domestic Carolina head .... Carolina No. 1 .. Be Carolina No. 2 so 7 SALAD DRESSING Durkee’s, large, 1 doz.4 50 Durkee’s_ small, 2 doz..5 25 Jaxon Snider’s, large, + = red Jaxon, See Snider’s, small, SALERATUS Packed 60 tbs. in box |Arm and Hammer ~. “Sacks .......... 22 Common Granulated Fine ..... 85 edium Fine ........ 90 SALT FISH Cod Large Whole ... @ 7% Small Whole ... @ 1% Strips or bricks | ‘THOM Pollock ... @4 Halibut Cc oe ee ese 14% Chunks ..... ees Herring Holland White hoops, bbl. .... White hoops, ny ee White hoops . .60@65 White hoops ar me 1 Norwegian ......... eae Round, 100 tbs ........3 60 Round, 50 tbs dba veecse me Scaled oe steee cine aula © 18 Trout No. 1, 100 Ibs .......- 5 50 No. 1, 40 tbs ........ 2 50 No. 1, 10 tbs ..........- 70 Ne. i 8 tse. ......... 3 Mackerel ‘|Mess 100 Ibs. ........14 50 Mess 50 Ibs. ........ 7 75 Mess 10 Ibs. ........ 1 75 Mess 8 Ibs. .......... 1 45 . 1, 100 ths. ......13 00 No. 1, 50 Ibs. ........ 7 00 No. 1, 16 Ide. ........ § @ .« 2:36 3 50 210 50 43 Ane ee. 15 Canary, Smyrna ....... 6 CuPAWAY 2... .-s0c. see 8 Cardamon, Malabar 1 00 Celery 2... 3... oe - 10 Hemp. Russian _. Mixed Bird wa Mustard, white ne : Poppy ....-; cn ja Sidisia sce -. 4% Bartle mone ...2....4: 25 SHOE BLACKING Handy Box, large, 3 dz.2 50 Handy Box, small ....1 25 Bixby" s Royal Polish .. = Miller’s Crown Polish. SNUFF Scotch, in bladders ... 3° Macca! ‘o > jars . Vrencs Hapyis«, iz ware SOAP Central City Soap Co’s brand. coeeed 10 | Jaxon, 10 box, del ...3 00) | Johnson Soap Co. brands | «2-3 05 | 9 | TOBACCO Fine Cut PORGMIRG oo. o es... see Sweet Loma ....... ooone Hiawatha, 5tb. pails - 55 | Hiawatha, 10%. pails . - | Silver eo cussed OB Dolegvam o.5 G...0.... | Calumet amily . -<— Wo | Pay Car joo ca 55... 3 Scotch Family ....... 2 85 Prairie Rose ..... coun s ae POI otic cca cue e owed @o | Protection ... ........ 40 | J. S. Kirk *& Co. brands | Sweet Burley .......... 42 | American Family ..... me Pees. wt, 38 | | Dusky Diamond, *56 80z.2 80 | PI Dusky D'‘nd., 100 60z..3 80 ug dap HOGS i65.5.... <6 ao | ed Crosa .........:. ‘ Savon Imperial . 23 10 | Palo ..... 3 33 White Russian ......3 10) Kylo ..... 35 Dome, oval bars .....3 10 | Hiawatha .. 41 Satinet, oval ......... 2 15| Battle Axe ...... 34 | White Cloud .......... 00 | American Eagle 33 | Lautz Bros. & Co. brands | Standard Navy .. a tRig Aeme . 2.0... ...6 4 00) Spear Head, 16 on 18 | aie. 100- HID. bars...3 10 | Spear Head, 8 oz. ...45 Big Master ........... 00 |Nobby ‘Twist . 48 Snow Boy” Pd’r. 100 pk.4 00 | Jolly Tar ... 38 Marselles ............. | Old Honesty 3 Toddy aces 4 % 40 and 50 Ib. boxes 3a3% Barrels 3 Common Corn 20 1%. packages ...... 40 1lb. packages ....4%@7 SYRUPS orn Bagrele 22.2... aes 24 Hiatt Barrels .....i5... 26 20Ib. cans, 4bz in case.1 65 10Ib. cans, dz. in case.1 65 5Ib. cans, 1dzin case.1 85 24Ib. cans, 2 dz. in case 1 90 Pure Cane | Choice 25 eee e cece ccccces TEA Japan Sundried, medium ....24 Sundried, oe Sundried, Regular, medium Regular, choice . Re , fancy . Basket-fired, medium .31 Basket-fired, choice ..38 Basket- fired, — - 43 Pe cess ves - ce Fannings .......... i214 Gunpowder Moyune, medium ....30 Moyune, choice ....... 32 Moyune, fancy ....... 0 Pingsuey, medium ....30 Pingsuey, choice .....30 Pingsuey, fancy ......40 Young Hyson Choice ...... Pemey .:.... cee Oolong Formosa, fancy .......42 Amoy, medium ........25 Amoy, choice .........32 Bagh Breakfast WRONG csi cece ste 20 coaee ec neccee cree c come OE ccc tewacs ss see Ceylon, chole ig 82 ice . Fancy 4 00) Proctor & Gamble “i | I. DRO oie cieks ss wa aia Piper Heidsick ....... 64 roa oo oe. 2 = BOOC GOGw so. cl os. ck 79 Star eects cB 26 | Honey. Dip ‘Twist ..-.40 | A. B. Wrisley brands ape te eens Good Cheer er ee 4 oo Seu Se es aed oe ee euntey 2... "773 go | Forge -.-..... esses Scouring Nickel Tweet .....,. .. 50 - —— wang rg Or Smoking Sapolio, gross lots .... Sapolio, half gross lots.4 50 | stray tg ees a Sapolio, single boxes ..2 25| Great Navy ........... 34 Sapolio, hand ........ 25/ Warpath ©...2.2211211126 SODA Bamboo, 16 oz. ...... 25 OME eee ck ae Sek we G8 el 27 negs, English ........ 4% > Bas 1 = oz., pails” +e oney CW astm eee wae SPICES Gort ioek 6 oc. 8. 40 _ Whole Spices Ringing oo , 40 Allspice ..........+++.. CHige oue 33 cassia, Chinain mats. 12) Kijn Dried 21 Cassia, Batavia, bund. 28 | Dyke's Mixture ........ 39 Cassia, Saigon, broken. 40/Duke’s Cameo _........ 43 Cassia, Saigon. inrolls. 55 | Myrtle Navy ..........40 Cloves, Amboyna .... 23 Yum Yum, 1 2-3 oz. ..39 Cloves, Zanzibar ..... 23 Yum Yum, IIb. pails |.40 ee: ‘is “86 lt - | CY@amy 205 0 1s... 38 Nutmegs, 105-10°....11 40/ Gorn Soke, ae = Nutmegs, 115-20 ...... 35 | Plow Boy, 1 2-3 oz. ..39 Pepper, Singapore, blk. 15| Plow Boy, 3% oz. ....39 Pepper, Singp. white . 25 | Peerless, 3% OZ. 0.60. Pepper, shot 7! Peerless, 1 2-3 oz. ...38 Pure Ground in Buik Air Brake ..... See 36 Allspice_.........-..... 16) Cant Hook ............ 30 Cassia, Batavia ....... 28/ Country Club vee Re 34 Cassia, Saigon ....... 48| Forex-XXXX .........28 ‘Cloves, Zanzibar ..... 23) Good Indian ... 23 ae — seteee = Self Binder ... :20-22 Ginger, yin ol . : : : : : : 25 Stiver Foam .......... 34 — ere ene = TWINE MBCHEG -...2 + +2055. -~ S| Cotten, & piv ......... | Pepper, Singapore, blk. 17)| Cotton, 4 xs See Pepper, Singp. white . 28) Jute, 2 We. ce Pepper, Cayenne ...... 20 Hemp. G ply 2.2... ee ec es 20| Flax, medium ........ 20 STARCH Wool, 1tb. balls ....... 6 Common Gloss VINEGAR Sib. packages 122221225 dag | Malt White Wine, 40 gr. 8 6Ib. packages ..... Le Malt White Wine, 80 gr.11 Pure Cider, B &B. -11 Pure Cider, Red Star.11 | Pure Cider, Robinson.11 | Pure Cider, Silver ....11 WASHING POWDER Diamond Flake ....... 2 75 Gold Brick ..... 05... 3 25 Gold Dust, regular ....4 50 Gold Dust, 5c ....... -4 00 Kirkoline, 24 4b. ....3 90 Rearing (20 ....:.....3 % ROGAINE: ooo. 410 Babbitt’s 76 2... 8 MOGGING oo. esi ck 3 50 Armours ....... Seetas 3 70 Nine O'clock .........3 35 Wieder 22.06.56 4l ll. 80 Seourtne ..............8 0 Rub-No-More ......... 3 75 WICKING No. 0 per gross .......30 No. 1 per gross .....40 No. 2 per gross ......50 No. 3 per gross ......75 WOODENWARE Baskets Bushele. 2. oo... 4k OO Bushels, wide band ....1 25 Deaee ec owe a Splint, large .......... 6 00 Splint, medium ....... 5 00 Splint. small .....2.... 00 Willow, Clothes, large.7 25 Willow Clothes, med’m.6 Willow Clothes, small:5 69 | Bradley Butter — | 2Ib. size, 24 in case .. 72) 3tb. size, 16 in case .. 68 | 5tb. size, 12 in case .. 63 | 10». size, 6 in case .. 60) Butter Plates | No. 1 Oval, 250 in crate. 40) | No. 2 Oval. 250 in crate. 45 | | No. IN 3 Oval. 250 in crate. 50) o. 5 Oval. 250 in crate. Churns Barrel. 5 gal., each ..2 40 Barrel, 10 gal., each ..2 55 Barrel, 15 gal., each ..2 70) R a hea se fill 65 oun grose Pound head. cartons .. 17% 10 Egg Crates | Humpty umpty «om - | No. 1, complete ....... i 2, complete ........ is | Faucets | Cork Bned, mm .......% 65 | Cork lined, 9 in ........ 75) | Cork lined, 10 in . 85 |Cedar, 8 in. ........ Lo ee Mop Sticks Trojan spring Eclipse patent spring .. = | 5 No. 1 common No. 2 pat. brush holder. 85 | 12%. cotton mop heads.1 25 | 0. 7 90 | fdeal. Wa. Feiss. co ce | Palis | 2-hoop Standard ...... 1 60 | | 3-hoop Standard ...... 1 75 | | 2-wire, Cable ...... eS a } Swine, Cambie ....4.-s. 1 90 | Cedar, all red, brass ..1 25 Paper, Bureka ........ 2 25 | Ripre 2... cc ciehennaes 2 70 | Toothpicks | RUATEWOOR os csc. 55 e< 50 | | Softwood . aeenstecscuum OO | BAMGQUGE ooo es cesses esas 1 60 ee ec ee 1 50 Traps | Mouse, wood, 2 holes .. 22 | | Mouse, wood, 4 holes .. 45 | | Mouse, wood, 6 holes .. 70 | | oa. tin, 5 holes ... 65 Rat, wood ....... coos OM | BEA, BOVINE 4... 55. see: 75 | Tubs | 20-in., Standard, No. 1.7 00 | 18-in., Standard, No. 2.6 00 | 16- -in., Standard, No. 3.5 00 | 20- -in., Cable, No. 1 ..7 50 | 18- in., Cable, No. 2 ..6 50 16-in., Cable, No. 3 ..5 50 | No. 1 ‘Bibue 200... lv 80 |e. 2 Pabre .... 2... 9 45 No. 2 Witve ......:..- 8 55 Wash Boards Bronze Globe .......... 2 50 Dewey ........ 1 75 Double Acme .. 2 75 Single Acme 2 25 Double Peerless ...... 3 25 Single Peerless ........ 2 50 Northern Queen ....... 2 50 Double Duplex ........ 3 00 Good Lueck ............ 2 75 Universal <............ 25 Window Cleaners OF OO, ee eke 1 65 a EO at a Nn 1 EG A ee. 2 30 Wood Bowls 1. in. Heiser 2... 6... 75 | 18 in. Batter .........1 18 | ie in. Butter ........ 2 iq im. Butter ....... -3 25 29 Im. Batter ......... 4 Assorted 13-15-17 .....2 2 —_ 15-17-19 ..... 3 APPING PAPER Cuamces RAPA ks cses 1 Fibre Manila, white .. 2% Fibre Manila, colored . 4 No. + Manila ........- Cream Manila ........ Butcher’s Manila .... 2 Wax Butter, short c nt.13 Wax Butter, full count.20 | Wax Butter, rolls ....15 | YEAST CAKE | Magic, € dos. .......... Sunlight, 3 doz. Sunlight, 1% doz. .... Yeast Foam, 3 doz. ... Yeast Cream, 3 doz ..1 00 Yeast Foam, 1% doz. .. 58 FRESH FISH er Ib Wate Gem ........ 10@11 rome «2.4... 4... 9 | Black Bass ....... Biase os... 6@1l1 Ciscoes or Herring. 5 BimeGeh ......4..-. 1@12 Live Lobster ...... @25 a Lobster ..... on ee aa ae cas 12 Heddoc Mee ie ae ese . oan 1 Pickerel .... 8% Pie . 5... a 7 Perch, dressed .... $ 7 Smoked White |... 12% Red Snapper ..... Col. River Salmoni2% 13 Mackerel .......... 19@20 YSTERS Cans Per can -. ce Counts ......... Extra Selects ......... 30 .— Perfection Standards . 24 POCORN occ iiin iawews 4 22 SCS 6. cece ' Bulk } standard, gal ...:.... 1 25 | Selects, o wane 1 bv | Extra Selects, oe, ok re 2 | Salthiceen Counts, gal.2 00 Shell Oysters, per t00.1 ou Shell Clams, per 100 1 04 | 1 Mame wa) i. HIDES AND PELTS Hides Green No. 1 ......000608 Oroaan W e mom Pe. Fuca. sss 8% | Cured Mo, 2 ncn. sas 7% Calfskins. green No. 1 10 Calfskins, green No. 2 8% | Calfskins, cured No. 1 11 Calfskins. cured No. 2 9 Steer Hides G60Itbs. over9 Cow Hides 60 Ibs. over8% -| Tb. case Pelts po WO oo cuceeess MO cee aes cae se -— 1 50 | Shearlings wee -560@1 50 | Tallow F BOG Loic: cence @ 4% ING. 2 acc eae, 3% Wool | Washed, fine ...... @20 Washed, medium .. @23 Unwashed, fine WEE Nnwashed, medium @21 CONFECTIONS Stick Candy Pails Standera oii. sisecicena | Standara Ei EE ...... 7 Standard Twist ...... 8 WO TE cc cde uc 9 cases Jumbo, 32%. ...... “coe Dixtre T.. Be. occ cscs 9 Boston Cream ........ 10 Olde Time Sugar stick SO Th. GARG 2... 5604506 12 Mixed Candy Grocers e ‘ Competition ....ccseces 7 Special | Conserve ee eee een enee RF Broken |Cut Loaf. English Rock . Kindergarten .... Bon Ton Cream . | French Cream ee sceapisnaitiiinae Re |Hand made Cream. ...14% | Premio Cream mixed. 12% Fancy—in Palls O F Horehound Drop..10 Gypsy Hearts ....... 14 Coco Bon Bons ........ 12 Fudge Squares ........ 12 Peanut Squares — | Sugared Peanuts ..... 11 | Saited Peanuts ....... 12 | Starlight Kisses ......10 San Blas Goodies ..... 12 Lozenges, plain ....... 9 Lozenges, printed ....10 Champion Choeolate ..11 Eclipse Chocolates ...13 Quintette Chocolates...12 |Champion Gum Drops. 8 | Moss Drope .......6.6. 9 |Lemon Sours ......... 9 itmperiala. ...........-. 9 |Ital. Cream Opera Gack Ital. Cream Bon Bons. 2u TD. patie ....... at: | Want to buy drug store in Michigan $2,000 to $3,000. i particulars. V. Roussin, Ludington, = d To save time, give full | For Sale—New stock of jewelry and store fixtures. including safe and tools, Splendid opportunity for someone. Will be sold at a bargain. Address Mrs. F. W. Morton, 127 S. Michigan ave., Big Rapids, Mich. 343 Cash for Your Stock—Or we will close | - out for you at your own place of busi- ness, or make sale to reduce your stock. | Write for information. C. L. Yost & Co., 577 West Forest Ave., Detroit, Mich. 2 kor Sale—Country store; eral merchandise; good railroad good German trade; well business. Address Kunny Bros., donia, Wis. For Sale Cheap—Light peddling wagon; also one delivery wagon. Address Box 372, Lakeview, Mich. 375 For Sale—Country store business; competition light; Fre- 396 will sell all | or part of stock; postoftice and telephone | for a large grocery store. have two Box 372, 376 Reason for selling, Address Lock in store. other stores. Lakeview, Mich. For Rent or Sale—Two story brick building on corner 20%x80 ft., with brick addition 30x50 ft.; shelved for clothing and dry goods; cheap. Also well adapted J. H. Jones, Agent, Henry, Ill. 372 35 Leading Bakery, confectionery, ice cream business _in promising Western town of 5,000. Established on good pay- ing basis. Books open to parties meaning business. Invoice $3,300. \. il sell for $2,200. Must be cash proposition. Il health necessitates change of altitude. Address Box 403, Florence, Colo. 421 Grocery stock in Lowell and_ building for sale or trade for farm property. Cash value $1,800. Address No. 420, care Michi- gan Tradesman. 420 Wanted—A stock of dry goods or shoes. Must be cheap for cash. Address No. 419, care Michigan Tradesman. 419 For Sale—Set Dayton Moneyweight seales, good as new; price $40 cash; $45 time. Eddy Bros., Eagle, Mich. 18 For Sale—Stock of groceries, invoicing about $2,000, in the best location in city of 3,300; doing good paying cash_ busi- ness of $75 per day; can reduce stock to suit purchaser. Address No. 422, care Michigan Tradesman. 422 For Sale—An up-to-date gr grocery in one of the best towns in Central Michi-_ gan; $15,000 cash business annually; best location; rent reasonable. Address No. 33, care Michigan Tradesman. 433 On account of sickness, will sell our fine residence, new store building and general stock of merchandise cheap. Lock Box 280, Cedar Springs, Mich. 432 Hustler—Here’s a good store with nearly new stock general merchandise; four lots, good sized barn, large ware- room and woodshed connected, six good living rooms over store; located in_live- ly town of 500, with railroad facilities; good farming community and a fine grow- ing trade; best chance for egg wagon; also 160 acre farm for sale. Poor health forces sale. Enquire 72 South Division St., Grand Rapids. 417 For Sale—480 acres of cut-over hard- wood land, three miles north of Thomp- sonville. House and barn on _ premises. Pere Marquette railroad runs across one corner of land. Very desirable for stock raising or potato growing. Will ex- change for stock of merchandise. C. C. ee 301 Jefferson: St., Grand — ids. 30 Furniture and undertaking for sale in a hustling town; rich farming country; business well established and paying. Address W. J. S., care Michigan Trades- man. 412 A clean five thousand dollar stock of dry goods; guaranteed best opening in Michigan; population three _ thousand; four railroads. Box 56, Durand, Mich. 411 Wanted—A purchaser for a well-estab- lished mercantile cash business of $30,009 per annum, which includes a large drug business; also a 450 acre farm in a high state of cultivation in connection with same. 5S. . Shepherd, Trustee, Kent’s Store, Virginia. For Sale—$17,000 stock general mer- chandise with a well established trade; sales from 40 to 50 thousand annually; in an industrious community; excellent climate; a great chance for a hustler to make money; good reasons for selling. Address Carr & Poss, Columbia _ Falls, Mont. 405 Wanted—Stock goods for clear land, $10 per acre. Give size. Box 619, Garner, Lowa. 403 For Sale—First-class furniture stock, centrally located. Rent store three or five years. Also elegant home; finest corner in the city. great bargain. Going to California. H. ames, 21 River St., Aurora, Il. 37 1 For Sale—One-half interest in a live healthy real estate business in this city; business in shape for quick returns. Ad- dress J. B., 167 Kerr St., Memphis, —- For Sale—Small stock of general mer- chandise in a live town. Will sell at a bargain and rent building; _good two- story brick. Address Box 387, Portland, Mich. 407 For Sale—Oak stumpage, from three to six million feet. For particulars ad- dress F. V. Idleman, Scherr, W. Va. 380 Shoe Stock For Sale—In hustling, rap- id-growing town in Southern Michigan. Stock $1,600, fresh, first-class condition; excellent farming country; poor health; particulars address Shoe Stock, care Michigan Tradesman. 270 Wanted—To buy stock of general mer- chandise from $5,000 to $25,000 for cash. Address No. 89, care Michigan =— man. Well Equipped Machine Shop and foundry for sale at a bargain. Address A. D. DeLand, Manager, Sheboygan, Wisconsin. 329 80 acres cut over land for exchange for merchandise. 321% Lake street, Petos- key, Mich. 363 Wanted—To buy drug store. Address No. 241, care Michigan Tradesman. 241 stock gen- | town, | established | doing good) For Sale—Farm implement established fifteen years. First-class lo- cation at Grand Rapids, Mich. Will sell business, | or lease four-story and basement brick | building. Stock will inventor about $10,000. Good reason for_ selling. No trades desired. Address No. 67, care | Michigan Trad an. 67 For Rent— ge store basement. Good town, fine location. Ad- dress No. 971, care Michigan ‘Trades- man. 971 of the strongest, heaviest and best fire- proof safes made. All kinds of second- hand safes in stock. Safes opened_and repaired. 376 South lonia street. Both phones. Grand Rapids. 926 For Sale—Best hardware business ia the Warren Mining District, Cochise county, Arizona. tion C., Los Angeles, California. 340 ~ POSITIONS WANTED. | Wanted—Clerks of all kinds apply at once. Enclose self-addressed envelope and $1, covering necessary expense. The Globe Employment & Agency Co., Cad- illac, Mich. 216 MISCELLANEOUS. isfied with your present po- not write us for Are you Si sition and s ‘plan and booklet. We have openings for Managers, Secretaries, Advertising Men, Salesmen, Book-keepers, etc., paying from $1,000 to $10,000 a year. High grade exclusively. Hapgoods (Inc.), Suite 211, 309 Broadway, New York. se Partners Wanted—To invest money or take active interest as outside agent or manager to start independent cracker bakery in Grand Rapids. —___ Port Huron Merchants to Picnic in Detroit. Port Huron, April 20—A regular meeting of the M. & M. Association was held Tuesday night. Owing to the absence of President Canham, Charles Wellman presided. A communication was_ received from the Co-operative Lithograph Co., of Detroit, offering to locate and conduct a business here. It is a cor- poration with $20,000 capital. Refer- red to the President. E. H. Ayers, representing the White Star Line steamers, was pres- ent to talk over the annual excursion. If it is decided to go to Detroit, tick- ets will be sold for round trip on boat for fifty cents and down by boat and back by rail for one dollar. The question will be discussed next Tuesday evening. 7-22 —__ Pleading Exemption. “So you want to marry, young man, do you?” said the bank director. “Yes, sir,” replied the bank clerk. “What salary are we paying you?” “Nine hundred dollars a year.” “Don’t you know we have adopted a rule that no clerk in our employ shall marry unless he has at least $1,000 a year?” “Yes, sir; but it’s your daughter that I want to marry.” — ++ Imitation is a form of flattery that is little appreciated. Businsanls TOO LATE TO CLASSIFY. BUSINESS CHANCES. For Sale—General -stock of merchan- dise; good business; ill health reason for selling. Call on or address A. R. Bentley & Co., Tustin, Mich. 443 First-class business chance for cloth- ing, men’s furnishings and _ tailoring. Box 90, St. Charles, Mich. 440 Wanted—-To sell grocery and bakery in Cadillac; doing good business. Address Lock Box 368, Cadillac, Mich. 438 For Sale—An eight room house with four lots in Torch Lake village, an ideal place for a summery home. 437 T will pay cash for a drug or drug and grocery stock in.good small town of 300 to 600 population in good farming com- munity. Box 61, Sheridan, Mich. 436 POSITIONS WANTED. _Saleswoman of experience desires posi- tion in general store. Can give excellent reference. Saleswoman, Box 483, Trav- erse City, Mich. 441 HELP WANTED. Dry Goods, Cloak and Carpet Sales- man—Give age, time with each employer and wages wanted. R. C. Jones, a” lotte, Mich. _ Tinners Wanted—Capable, sober men in job shop. To such as can fill these requirements we pay $2.50 per day of nine hours. The wards & Chamber- lin Hardware Co., Kalamazoo, Mich. 442 A bright young man in every town in Michigan to represent us. We will send samples and full particulars for 10 cents (stamps or _ silver). Don’t miss this. Robertson Supply Co., Box 614, Detroit, Mich. 439 AUCTIONEERS AND TRADERS. Merchants, Attention—Our method of closing out stocks of merchandise is one of the most profitable either at auction or at private sale. Our long experience and new methods are the only means, no matter how old your stock is. We er no one but the best austioneers and salespeople. Write for terms and date. The Globe Traders & Licensed Auctioneers, Office 431 E. Nelson _ St., Cadillac, Mich. 445 MISCELLANEOUS. To Exchange—8s0 acre farm 3% miles scutheast of Lowell, 60 acres improved. 5 acres timber and 10 acres orchard land, fair house, good well, convenient to good school, for stock of general mer- chandise situated in a good town. Real estate is worth about $2,500. Correspon- dence solicited. Konkle & Son, to, Mich. 446 a