x eee Se Ds AIP PRU RSF AIRE PGE OST PE LR BITIPIQYS (0 KS G FY WHO p eke IVD SION A SG YYZ S BSN Was) CREE: ~ D3 LAT DY EC YES Te DN) eS” Gees 4, ODN eS GS EO a MG OR ae OY 2 Be (ee 6 aS MMe i Ki x Se a SNR tO NSE Ba RE WS REO Pe im AE eG 7 & a FS q aS vy EY » \s OPN SSN 5 Ol = E/ @ &, Pw a PERCE RE EE) RST ONES) WD ; © (CMe Sa ae cs SESSN Wis WOOO d SNe 3 cE PUE GES aeO=- Se TRADESMAN COMPANY, PUBLISHERS a SONOS SR QOL i SM OO ESI ZG Twenty-Third Year - GRAND RAPIDS, WEDNESDAY, DECEMBER 20, 1905 Number 1161 To All Our Friends and Patrons we wish A Merry Christmas anda Prosperous New Year Neate» Tradesman Company Grand Rapids, Mich. A GOOD INVESTMENT THE CITIZENS TELEPHONE COMPANY Having increased its authorized capital stock to $3,000,000, compelled to do so because of the REMARKABLE AND CONTINUED GROWTH of its system, which now includes more than 25,000 TELEPHONES Or which more than 4,000 were added during its last fiscal year—of these over 1.000 are in the Grand Rapids Exchange which now has 6,800 telephones—has paced block of its new STOCK ON SALE : This stock nas tur years earned and received cash dividends of 2 per cent. quarterly (and the taxes are paid by the company. For further information call on or address the company at its office in Grand Rapids. -. B. FIS“ER, SECRETARY PAPER BOXES OF THE RIGHT KIND sell and create a greater demand for goods than almost, any other agency. WE MANUFACTURE boxes of this description, both solid and folding, and will be pleased to offer suggestions and figure with you on your requirements. Prices Reasonable. Prompt. Service. Grand Rapids Paper Box Co., «rand Rapids, Mich. The Best People Eat q Sunlight Fiske lakes Sell them and make your customers happy. Walsh-DeRoo Milling & Cereal Co., Holland, Mich. ee ah ry —— a LONG ayes Lf That Guarantees Good Service The best is always the cheapest. It pays to use the Long Distance Tele- phone because you are there and back before your slow competitors, writ- ing, telegraphing or traveling get started. 4,000 subscribers in Grand Rapids. Are you one of them? Call Contract Department Main 330 or address Michigan State Telephone Company C. E. WILDE, District Manager, Grand Rapids This is the Sign Every Cake Sorin of FLEISCHMANN’S Sy CHA, COMPRESSED YELLOW LABEL YEAST you Sell not only increases “>, COMPRESSED 3° %,. YEAST. 28s “eeope aoe your profits, but also gives com- OUR LABEL plete satisfaction to your patrons. The Fleischmann Co., Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Ave. We Can Prove What We Say acknowledge the fact? possible time how mam ~ No. 63 Boston Automatic brings the largest returns on the amount invested. Don’t get the idea because Moneyweight Scales are Best that they are the most expensive. which range in price from $10 to $125. catalogue and see what a magnificent line of scales we have. Do it Now MONEYWEIGHT SCALE CO. 58 State St., Chicago, Ill. Manufactured by THE COMPUTING SCALE CO. Dayton Ohio If our representative says our scales will cost you nothing, let him prove it, and if he proves it, won't you His effort is not to condemn the system you are now using but to show you in the least The Moneyweight System will remove all guess work and errors, and place the handling of your merchandise on an accurate and businesslike basis. The Best is Always Cheapest The cheapest is not the one which sells for the least money, but the one which We make scales Send: for our free No. 84 Pendulum Automatic 5 ADS) NN Re . Y Ne -+-. Worldly Wisdom. There is a young minister in Phil- adelphia who has been remarkably successful in paying off the debts of the various churches to which he has been assigned from time to time. A brother minister, who was laboring earnestly by means of bazaars, fairs and other affairs, to accomplish a like happy result at his own church, went to him and enquired the secret of his success. - “And I observe that you never have to resort to my present methods,” he concluded. The successful one smiled. “No,” he replied, “you see when we need money some good sister sug- gests a bazaar. Then I call on the husbands of the married ladies of the membership and explain to them that in order to raise a certain sum we are finding it necessary to hold a bazaar. We have never had to actually bring the affair off.” TAKING STOCK. The Annual Inventory Important in Any Business. As the close of the year approaches the various business concerns turn their attention to “inventory.” And the task which confronts the larger of our commercial and manufactur- ing institutions is no small and easy one. In the houses where thousands are employed and where the annual sales run into many millions, the “taking of inventory” means vastly more than it does to the little country store, where perhaps an extra clerk is put on for a day or two to wait on the trade, while the other clerk, who knows the goods, makes the proper appraisal. For in the larger business an enormous stock must be maintained in order to care for the great demand for the finished prod- uct. In order to realize partially the size of the job which these large firms are compelled to take care of, let us look briefly at the outlines of a practical method which is em- ployed by a manufacturing establish- ment in Chicago, where more than 9,000 people draw pay’ envelopes every week. The method used here is the outgrowth of many years of experimenting, and for a firm of its nature no better one could be em- ployed. By way of introduction to the amount of stock carried, let me say that for the month of September the purchases of raw material lacked only $30,000 of being $2,000,000. And, judg- ing from the present condition, there is no reason to look for any “let up” before the year closes. If this holds good it is plain that the stock which will have to be inventoried will be immense. About the first sign that the sea- son of inventory is approaching is the rattle of stationery forms. This means that some one is going Over last year’s samples with an eye open for improvements. Fully three months before the close of the fis- cal year some one who has had more or less inventory experience sets to work on last year’s forms to see what steps can be simplified and what unnecessary routine can be “cut out.” For inventorying on such a_ large scale must be done with uniformity and with the least possible complex- ity. This person invites opinions and criticisms from various accountants and other clerical experts and after many discussions a set of forms is adopted which seems best suited to the work of the current year. In this same way the vital points in the manner of procedure are discussed and instructions to stockholders and foremen are gotten out and_ held ready for distribution at the proper time. From four to six weeks before the time for taking inventory arrives these instructions are distributed among those interested and every one is required to be posted thoroughly on all points affecting his particular case. Along with these instructions are furnished the proper forms for listing materials. There is no count made at this time and no quantities are listed. Only the kinds of mate- rials carried. This work is preliminary. As fast as these sheets are filled they are collected and redistributed to various purchase and record departments for pricing. After the items have been priced the sheets are held until the time for actual count, when they are again sent to stock rooms and other shop departments, where the quanti- ties of stock on hand are entered. Of course, there always are additional items, but extra sheets are furnished for listing these, and the items which are out of stock are simply left blank. It is now that the importance of hav- ing the pricing done previously makes itself apparent. For no wait is nec- essary after the shop has entered the quantities of stock before the sheets are ready to be figured and the work of the inventory department proper begins. Tt would seem at first thought that the task of counting and measuring such a huge mass of stock would be an endless one. And it is indeed a laborious one, yet one’s first idea of the work would be greatly exagger- ated. For, while a great deal of measuring and handling must of ne- cessity be done, the daily stock rec- ords are kept up to date, and with the regular standard stock it is sim- ply a matter of transferring figures from one record to another. While this final record is being made the factory is shut down (us- ually for a period of one day), and all possible help is turned over to the stock room. During this opera- tion, of course, the stock rooms must be dead, that is, no stock can be de- livered or received until a complete inventory has been made and the stock on the floor must tally with that on record. Then in the shop are all the orders in process. These must be inventor- ied, as the stock charged to these is as valuable an asset as that in the stock rooms. The routine for this part of the inventory work is long and complicated and we will not dwell upon it. The shop, having disposed of its regular stock and job inventory, is ready to start on another year’s journey, and the work of inventory now falls upon the clerical depart- ments, chiefly to turn it into dollars and cents. This part of the work must be pushed with all possible haste. A force of ten or twelve men is set at work extending items, footing col- umns, and making final summaries and reports. This work usually re- quires from three to four weeks’ time, as the volume of work is heavy. ~An average inventory like this re- quires from 3,000 to 4,000 sheets, each sheet having space for thirty to fifty items. The total extensions made will range from 100,000 to 130,000, and the total footings from 3,500 to 4.500. When complete and bound for record there are three large volumes, considerably larger than the old fami- ly bibles which adorn the center tables of our country cousins. From the time the “rattle of inven- tory forms” signifies the approach of the season until the last report is approved and transmitted, a lapse of four or five months will have passed. The average cost to the company can not be told in less than $50,000, and in many cases even more. This seems, indeed, like quite a sum to expend each year simply to _ find where one stands financially, but to a $35,000,000 cOrporation it is a mere drop in the bucket. A. G.. Hunter. —_—_>~>___ Her Destination. Minerva had been in the family a number of years and she thinks that her long term of service entitles her to a certain amount of authority, es- pecially around the kitchen. Not long ago a negro servant girl, who work- ed in a neighboring home, came to the back door and knocked. Miner- va opened the door. “Mohnin, Minerva,” said the girl from the neighbor’s house, “Ah wants to do a little borrerin’ this mornin’.”’ “What yo’ want?” asked Minerva. “Ah wants to borrer two hens’ aigs, a cup o’ sugar, some lemons en a pie- pan. Ah wants to make a_ lemon pie.” Minerva saw immediately that she must exercise her authority. She step- ped outside and looked up Over the door. Then,she said, half to her- self, “No, they ain’t none theh.” “No, what?” asked the other girl. “Sign readin’ ‘Groce’y Stoah,’” said Minerva. ‘Ah didn’t know but what yo’ seen one on the house. They’se a groce’y- on the nex’ cohnah,” and Minerva went inside and shut the door. 2. ___ May Soon Measure Infinity. The eight millionth part of an inch is what the physicists are measuring. The twenty-five thousandth part ofan inch may be taken as the limit of measurement of mechanical measures of general application. But we pos- sess a physical means of measure- ment 300 times more refined than this and free from difficulties. This is one which enables us to determine variations in length, thickness, or po- sition with absolute accuracy to the eight millionth of an inch or one three hundred thousandth of a milli- meter. The foundation of this won- derful scale is the wave length of light-—a quantity which is now known with great accuracy for the most im- portant lines of the spectrum. More- over, the method is rendered estheti- cally beautiful by the’ fact that an actual visible scale can be produced, composed of black interference bands on a brilliant background of pure monochromatic light. Further, the interval between any two bands can be subdivided into too parts by em- ploying a micrometer eyepiece on the observing telescope. —_—__+ 2 ___ Knocking is not fair. The other fel- low has a right in the race, and if he out-runs you it is because he los- es no time digging pitfalls for you but keeps running on, looking straight ahead, thinking only of getting under the wire himself—not how he can keep you from getting under. Be a good fellow; it pays. Do not knock. ——__+ +. A smile will go a mile while a frown is going a furlong. aoe : : as pattranneatnte tabaci dik voce uiada toa duieeet oe MICHIGAN TRADESMAN Movements of Merchants. Rochester—Geo. Casey has opened a bazaar store. Blissfield—Love & McCombs have opened a new meat market. Kewadin—Dougherty & Booth will shortly install a new sawmill here. Boyne City—Bovlan & Green are succeeded in the hardware business by Boylan & Moore. Hartford—John Thorn, formerly engaged in trade at Paw Paw, will open a racket store at this place. Port Huron—James Pugh, form- erly in the employ of the Howard Furniture Co., has opened a grocery store here. Big Rapids—A petition in bank- ruptcy has been filed by the cred- itors of the National Wagon Co., manufacturer. St. Charles—J. Morley Zander will continue the lumber business former- ly conducted under the style of the Holt Lumber Co. Detroit—Louis Peters wholesale dealers in leaf have increased their capital from $275,000 to $500,000. Marine City—H. Burkhart is pre- paring to move to New Baltimore, after selling out his! confectionery store in this city to A. Pastoreno, of Kalamazoo. Inkster—George C. Walker, who formerly conducted a general store and carried a stock of implements and wagons, is succeeded in trade by W. H. Randall. Sault Ste. Marie—F. W. Roach has purchased the stock of general mer- chandise of C. J. Thoenen and will continue the same under the manage- ment of Eugen Thiebert. Ishpeming—Otto L. Peterson, who was recently engaged in the clothing and furnishing goods business here, will engage in similar business at Negaunee. Manistee—Mr. Gunderson has re- tired from the clothing firm of Ga- brielson & Gunderson. The business will be continued in the future by Elmer Gabrielson. Kalamazoo—H. Stern & Co. have turned their clothing stock over to the Cincinnati Brokerage Co. H. Stern & Co. have been engaged in business here for over fifty-six years. ‘Hancock—The drug stock form- erly conducted by the late P. H. Gallagher has been purchased by John Cooper, who was formerly em- ployed by Dr. Gallagher. He _ will continue the business. Covert—A corporation has been formed under the style of the Kir- by Orchard Co., with an authorized capital stock of $25,000, all of which has been subscribed and $1,500 paid in in cash and $16,000 in property. Marshall—G. E. Lamb & Son have merged their lumber business into a stock company under the same style, with an authorized capital stock of $75,000, all of which has been sub- scribed, $5,020.46 being paid in in cash and $44,970.54 in property. & Co, tobacco, stock Ann Arbor—Alvah Mettert, for several years clerk for C. F. Pardon, dealer in meats and groceries, and later with his successor, Jos. Ho- heisel, has purchased the meat de- partment of the latter, and will con- tinue the business in the same place. Lansing—The Van Gorder Elec- tric Co. has opened a supply store at 831 Allegan street. Fred H. Van Gorder, who has conducted a busi- ness at the Soo for the past six years, has returned to his home in this city and will have charge of the business. Boyne City—Charles LaClaire, who lately returned from Petoskey, where he had been foreman in Overholt’s bakery, to accept a position with D. T. Bush, has purchased a half inter- est in Bush’s bakery and in the fu- ture the firm will be known as Bush & LaClaire. Ann Arbor—Cutting, Reyer & Co., clothiers, announce a_ going-out-of- business sale, which is now on. As every member of the firm is fully occupied with other business inter- ests and there has been a lack of unanimity for a long time, this move is not unexpected. Bangor—L. E. Shepard, of Paw Paw, and R. C. Paddock, of this place, have purchased the agricultural im- plement and meat business of Jay Harrington and will continue same. Mr. Shepard will take charge of the meat business and Mr. Paddock will attend to the implement business. Memphis—The general merchan- dise store formerly conducted by Jar- vis & Co. has been merged into a stock company under the style of the Jarvis Company, with an author- ized capital stock of $2,500, all of which has been subscribed and $500 paid in in cash and $2,000 in prop- erty. Detroit — The lumber business formerly conducted under the style of the Vinton Company has been merged into a stock company under the style of the Manufacturers Lum- ber Co. The company has an author- ized capital stock of $100,000, of which $50,000 has been subscribed and paid in in property. Houghton—A new pharmacy will be opened here about the last of January under the style of the West Side pharmacy. The proprietors will be J. Walter Betrand, a regis- tered druggist who has been in the employ of -B. T. Barry for the past six years, and Frank A. Ranach, who came here from Green Bay, Wiscon- sin, four years ago and who has been connected with the St. Paul and Copper Range railroads here. Cheboygan—Dan. J. McDonald, who for several years had been man- ager of the grocery department of the W. & A. McArthur Co. Ltd., closed his connection with the com- pany last week and was succeeded by Henry Gain, who for some time past has been in the store under Mr. Mc- Donald—a deserved promotion for faithful service. Mr. Gain has been employed in the business since a lad ard is familiar with all the details. Manufacturing Matters. Utica—The Utica Co-operative Creamery Association has increased its capital stock from $4,900 to $6,100. serra See re es SSE jized capital stock of Lake Linden—Eddy & Belhumeur have closed their sawmill and will not resume sawing until next spring. Millersburg—J. T. Hamilton is operating a small mill at the Hem- lock dam, near this place, and is cut- ting hardwoods and hemlock. Detroit—The Wheeler Manufactur- ing Co., which manufactures bicy- cles, saddles and grips, has changed its name -to the Rands Manufactur- ing Co. / Kenton—Repairs to the sawmill of the Sparrow-Kroll Lumber Co. were completed and operations resumed last week, one full crew being em- ployed. Only a day shift will be employed during the winter. Lenox—The Michigan Pipe & Iron Co. has been incorporated and will manufacture sewer pipe. The com- pany’s authorized capital stock is $50,000, of which amount $25,000 has been subscribed and paid in in prop- erty. QOntonagon—The C. V. McMillan Co. will operate its sawmill all win- ter with the exception of a few weeks for unimportant repairs. The cut for 1905 will aggregate 10,000,000 or 12,- 000,000 feet of hemlock and hardwood lumber. Boyne City—The Hankey Milling Co. is preparing to stock up its store building, recently purchased of F. M. Chase, and will put in a line of flour and feed. The business will be in charge of John Kalbfleisch, of Petoskey. Detroit—The Loose-Wiles Manu- facturing Co., of Kansas City, manu- facturer of crackers and candy, capi- talized at $9,000,000, is considering the building of a branch in this city, although nothing is yet definitely set- tled about the matter. Vassar—The Reliance Milling Co., which deals in grain and other farm products, has merged its business in- te a stock company under the same style, with an authorized capital stock of $21,000, all of which is subscrib- ed and paid in in cash. Bronson—The American Truss Post Co. has been incorporated for the purpose of manufacturing metal] posts. The authorized capital stock of the new company is $150,000, of which $75,000 has been subscribed and paid in in property. Detroit—The Detroit Reduction Co. has been incorporated for the purpose of manufacturing grease fer- tilizers. The company has a capital stock of $10,000, all of which has been subscribed and $200 paid in in cash and $9,800 in property. Detroit—A corporation has been formed under the style of the De- troit Steel Pulley Co. to manufacture and sell steel pulleys with an author- $50,000, of which $25,700 has been subscribed and $15,900 paid in in cash. Detroit—A new extract manufac- turing company has been formed un- der the style of the Etzold Manufac- turing Co., with an authorized capital stock of $5,000, of which amount $2,600 is subscribed and $340 paid in in cash and $2,260 in property. Houghton—A corporation has been formed under the style of the Lake Copper Co. for the purpose of’ min- ing copper. The company has an au- thorized capital stock of $2,500,000, of which $45,000 has been paid in in cash and $255,000 in property. Detroit—The Aerocar Company has been incorporated to manufac- ture automobiles and parts. The company has an authorized capitai stock of $400,000, of which $294,500 has been subscribed and $90,500 paid in in cash and $204,000 in property. Marshall—The furnace business or- ganized by J. L. Dobbins in 1870, and since operated by him, has been purchased by J. F. Gauss. It will be continued under the general man- agement of its former owner under the name of the Dobbins Furnace Co. Ironwood—A corporation has been formed under the style of the Goge- bic Range Creamery Co. for the pur- pose of manufacturing dairy prod- ucts. The authorized capital stock of the new company is $5,000, of which $4,200 is subscribed and paid in in cash. Detroit—The Gray Motor Co. has been incorporated for the purpose of manufacturing engines and _ boilers, with an authorized capital stock of $4,000 common and $8,000 preferred, all of which has been subscribed, $10,- 000 being paid in in cash and $2,009 in property. Mesick—A new company has been incorporated here to manufactufre heading and woodenware under the style of the Mesick Manufacturing Co., with an authorized capital stock of $8,000, all of which has been sub- scribed, $1,500 being paid in in cash and $2,500 in property. Brighton—A corporation has been formed under the style of the L. M. Curry Co., which will manufacture tools and hardware novelties. The authorized capital stock of the com- pany is $5,000, of which $3,510 is sub- scribed and $1,000 paid in in cash and $2,510 in property. Detroit—A corporation has been formed under the style of the Ameri- can Placket Fastener Co., which will manufacture placket fasteners and skirt novelties. The company hasan authorized capital stock of $50,000, of which $30,000 has been subscribed and paid in in property. Port Huron—-The boat manufactur- ing business formerly conducted by L. W. Turnbull & Co. has been merged into a stock company under the style of the Wat Engine Co., with an authorized capital stock of $12,000, of which $6,000 has been subscribed and paid in in property. Detroit—A corporation has been formed under the style of the Mich- igan Handle & Column Works for the purpose of manufacturing handles. The authorized capital stock of the company is $60,000, all of which has been subscribed and $1,300 paid in in cash and $58,700 in property. : Birch—The Northern Lumber Co. has spent $100,000 in improvements at this place since last spring. The sawmill plant cost $20,000 without such additions as dynamos, pumps and fire fighting equipment. Follow- ing the completion of the sawmill plant the company will install a mod- ern shingle and tie mill. The shin- gle mill will not be built until next spring, although the machinery has been ordered. MICHIGAN TRADESMAN 5 J. A. Duncan will shortly engage in general trade at Brethren. The Lemon & Wheeler Company has the order for the grocery stock. Rouys & Idema have purchased the grocery business formerly conduct- ed by R. P. Burdick at the corner of Fifth and Turner streets. Mr. Rouys was formerly engaged in the gro- cery business at Englishville and Mr. Idema leaves a farm near that place to join Mr. Rouys in trade here. Harold R. Nye, who has been em- ployed the last two years by Barth & Stonehouse, and L. J. Katz, the well-known meat dealer, have form- ed a copartnership under the style of Nye & Katz and will conduct a drug store in the new cement build- ing now in process of construction at the corner of Wealthy avenue and East street. The Hazeltine & Per- kins Drug Co. has the order for the stock. —_2~-.___ The Produce Market. Apples—Steady and strong at $3 for ordinary, $3.25 for choice and $3.50 for fancy. Fancy apples have been in little better demand _ this week, probably on account of the holiday trade, but the business is kept down more or less by the high prices. Assortments are liberal and almost any variety of winter apples is obtainable. Some of the stock is small and of rather poor quality. Bananas—$1.25 for small bunches, $1.50 for large and $2 for Jumbos. Stock is scarce, on account of the heavy storms on the coast, which have prevented the prompt arrival of ves- sels from the producing districts. In many cases this condition will ne- cessitate the shipping of Christmas supplies by express. Butter—Creamery is steady at 24c for choice and 25c for fancy. Dairy grades are firm at 20c for No. 1 and 14c for packing stock. Renovated is in moderate demand at 2Ic. The butter market remains unchanged on the basis which has ruled for two weeks past. Fancy fresh goods are scarce and sell readily on arrival. Under grades are cleaning up bet- ter than they have been, but there is no special scarcity of anything ex- cept strictly high grade goods. The next change will probably be an ad- vance, and it should come within the next few days. Storage butter is not cutting the figure which it should cut, since at the present price of fresh the storage grade would have to bring about as much as fresh in order to net the holders a profit. Cabbage—75c per doz. Carrots—$1.20 per bbl. Celery—3oc per bunch. : Chestnuts—$4.50 per bu. for Ohio. Cranberries—Jerseys, $12; | Late Howes, $13. The market continues to strengthen. Eggs—Local dealers pay 23c on track for case count, holding candled at 26c and cold storage at 2Ic. Re- ceipts of fresh have increased con- siderably as compared with a week ago and the demand ‘is curtailed by the high prices. It is probable that the market will hold around the pres- ent level for the remainder of the year unless something unforeseen oc- curs to affect it. The withdrawals of storage eggs are heavy and seem to be having more effect on the mar- ket than they did earlier in the sea- son. Grape Fruit—Florida has advanced to $5@5.25 per crate. Grapes—Malagas are steady at $6 per keg. Honey—13@14c per tb. for white clover. : Lemons-—Both Californias and Messinas have declined to $3.25 per hox. The sagging is due to liberal supplies and light demand peculiar to this season of the year. Lettuce—15c per fb. for hot house. Onions—Local dealers hold red and yellow at 75c and white at 9goc. Spanish are in moderate demand at $1.60 per crate. The market is a little stronger than a week ago and a firmer condition is looked for from now on. Oranges—Floridas, $2.75; Califor- nia Navels, $3; Redlands, $3@3 25. Parsley—4oc per doz. bunches. Pop Corn—goc per bu. for rice on cob and 4c per fb. shelled. Potatoes—Country dealers gener- ally pay 4oc, which brings the sell- ing price up to about 55¢ in Grand Rapids. ° Supplies are liberal and job- bers have no trouble in filling all or- ders. Naturally receipts have not been so heavy since the weather be- came colder, but they have not been needed to replenish stocks as yet. As noted last week the potato situa- tion is one of a good deal of mystery and any prediction as to the future of the market would be unusually risky. Quinces—$2 per bu. Squash—Hubbard, Ic per tb. Sweet Potatoes—$3.50 per bbl. for kiln dried Illinois Jerseys and $3 per bbl. for kiln dried Virginias. Con- siderable complaint is heard as to the keeping quality of sweet pota- toes. For some reason they do not stand up at all well this year and good stock commands a premium. —_>--. Lake Linden—The Oliver Mining Co., the iron ore end of the United States Steel Corporation, uses be- tween 12,000,000 and 15,000,000 feet of timber in its mines on the Mar- quette and Gogebic ranges each year. Several months ago it acquired a track of 70,000,000 feet of mixed tim- ber in Alger county, but this will not be logged for a number of years, the company securing its supply from jobbers. ——__+ + ___ Saginaw—Wickes Bros. have in- creased their capital to $1,000,000, all paid in. This concern is one of the foremost in its line in the .West. It is putting in a 1,000 horse power vertical hoiler for the Detroit water works and a 5,000 horse power boil- er of the same type for the Murphy Heating Co., of Detroit, besides a large number of orders for mill ma- chinery in different parts of the coun- try. The Grocery Market. Sugar—The general situation is re- garded as a strong one by most of the trade and it is possible that an advance may take place within the next week. There is no certainty as to this, however, this assumption be- ing based largely on prevailing con- ditions, such as the large demand, the higher freight rate, etc. The size of the current crop has long since been discounted and some members of the trade think that the market went too low on that prospect and argue from this that it will advance. There is a steady call from the trade for all common grades of sugar. Coffee—The option market has been fluctuating as usual, but spot coffees are held at practically the same figures that have prevailed for the past two weeks. While everyone concedes the strength of the statisti- cal position, yet there is a slight feeling that some one in New York —the “some one” being usually con- sidered Arbuckle—is interested inthe market to an enormous extent, and that the immediate future is not so much dependent upon the statistical position as it is upon the desires of this particular interest. It is cur- rently reported that Arbuckle holds at least 3,000,000. bags of Brazilian coffee. That represents a big factor. The trade is steady and large. De- mand is good for nearly every grade Tea—There have been on changes or developments of any sort. Prices are steadily held on the ruling basis, but buyers are taking stock for im- mediate wants only. No serious talk is at this time heard regarding a duty on tea. Canned Goods—There is no change in the tomato situation. It seems the general opinion that the top of the market has been reached and that a decline would be the only logical move on the part of the market. However, there is a strong suspicion that the market is being manipulat- ed to a considerable extent and if that is the case there is no telling what the outcome may be. It is un- derstood that a few offers of 1906 tomatoes have been made to the job- bers at 80c f. o. b. Indiana recently, but evidently little attention has been paid to the figures by jobbers. No one has named prices on corn, so far as heard. This is not surpris- ing, in view of the low prices of that commodity. The demand for toma- toes and corn is moderate. The trade has not been a very heavy buyer of the former at any time and now the retailers seem to have reached al- most a “sufficiency” of the latter. Asparagus is in large demand and is very firm. String and wax beans are selling well, especially in the western sections of the tributary ter- ritory. Peas are firming up steadily under the large demand and _ short output. Other vegetables are not particularly active. The call for cheap apples is very insistent, but it can not always be met with the goods. Gallons are scarce and stand- ards are no more plentiful. The same is true of pie peaches and low grades of fruit of all kinds, although not to the same extent as in the case of apples. Strawberries have sold bet- ter the past week than previously There has also been quite a demand for blackberries and gooseberries. Other berries are not active. Pine- apple is selling as well as usual. For the first time in its history the Alaska Canners Association will go into a new year without a case of salmon on hand, say reports. This is a re- markable state of affairs, and goes to show the condition in the salmon market. The full extent of the short- age will not be realized until well along into next spring, when the de- mand really begins. Syrups and Molasses—There is a good demand for almost everything in this department and prices are generally firm. Goods in tin are per- haps gaining over the bulk molasses and syrups. Maple is in large de mand. Cheese—-The cheese market re. mains unchangd. Trade is dull, as is characteristic of the season. The market is likely to remain about un- changed for some time to come. Fish—Cod, hake and haddock are dull, and a good Order might get a concession. Herring (smoked bloaters) have increased in receipts and the market has eased off about Soc per barrel. The market is still very high, however. Lake fish and whitefish are dull and unchanged. Salmon are unchanged and dull. Red Alaska are easy rather than other- wise. But little change has develop- ed in the fish market during the week. Mackerel are strong in first hands, and holders are not eager to sell. In second hands, however, a weak spot has developed in the mar- ket here and there, where some job- ber has more mackerel than _ he wants and is willing to unload. Sar- dines are dull at last week’s advance. Dried Fruits—Currants are un- changed but firm, and the demand is good. Seeded raisins are in rather better demand than they have been, at unchanged prices. Loose raisins are quiet at ruling prices. Apricots are selling well at unchanged prices. Apples are unchanged but firm. The demand is fair. Prunes are in good demand at slightly hardened prices. On the coast the ruling basis is 334¢ on most sizes, but on 40’s, 70’s, 80’s and go’s it is probable that sellers might want a little more than 3%34c. Sales are still being made on spot on a 3%c basis. Peaches are firm and very quiet. Stocks on the coast are very low, and prices are reason- ably sure to be even higher in the spring. —___+ +. Delegates To the Saginaw Conven- tion. Port Huron, Dec. 19—At a meet- ing of the Retail Grocers’ Associa- tion, held at the office of F. Saun- ders & Co., at which A. He. Ner, Frank Wood, W. D. Smith, Jr., John Parker and Lewis McCarthar were appointed delegates to attend the meeting of the State Association, to be held in Saginaw, January 9 and 10, it was voted to keep all of the grocery stores open evenings until Christmas. —_——__ 2. — Fame is dearly bought at the ex- pense of conscience. te ed t f ; f : { [ MICHIGAN TRADESMAN Fancy Goods Windows a Delight To Gaze In. The stores dealing in these goods are replete with beautiful articles which a few years ago used to be called “fancy work,” but now are mentioned as “art goods.” These have reached such a degree of per- fection, such an amount of time and money are expended on them, that the term is often no misnomer. The colors are so exquisitely blended and the stitches so fine that the result- ing creations are, many of them, real- ly the production of an artist. Of course, much of that presented to en- tice the dollars is entirely worthless if viewed from the utilitarian stand- point, but it is extremely pretty to look at and so serves a purpose. One elaborate sofa pillow, I no- ticed in a window, fit only for a brid- al present or to “dress up a room,” was of a pearl white satin, hand paint- ed with English violets in bunches of various sizes, joined with a lilac- colored ribbon disposed at intervals in true lovers’ knots. A wide ruffle of white chiffon, with an under one of the white satin and an inch-wide lilac satin ribbon on the edge com- pleted a “dream of a pillow” that would make “Samanthy’s” eyes stick out. All the Christmas specialties in this line aré not so. costly, however. There are many little knickknacks along the simple which are within the reach of the very ordinary purse. There are sheer handkerchiefs with a tiny edging of Armenian work. These make as dainty a gift as one could desire and, to my mind, are preferable to many of the heavy lace affairs that take many, many ducats for their purchase. The doilies and centerpieces of Mexican drawn work are appreciated by all needlewomen, because they understand the great amount of labor they represent. Then there is always something new in the way of twine-holders. Smal! boxes having a hole in the top and decorated with odd little conceits have put in an appearance this year. The strings coming from the top, I think the lower part must be weight- ed so the box won’t wobble around. Another of these little conveniences was somewhat different. A blue bal! of a pretty tint had a covering of taffia, like wicker-work on a’ ginger- jar, surmounted by a fluffy bow of blue satin taffeta and a loop to hang it by. The three-inch lower ends of the raffia were brought together, tied with a bow and allowed to hang with the dangling end of the twine. Such things as these have some “rea- son’of being,” or, as the French put it, a “raison d’etre.” The big round tablecloths of linen and deep Cluny lace insertion and border are exceptionally elegant and the recipient of one that I saw ought to thank her lucky star. The circu- lar set-in lace was fully ten inches wide and that at the edge even wider, and of an intricate pattern. Who wouldn’t enjoy sitting at a board so embellished! The merchant who laid in a fine line of silk kimonas can not find them hard of sale just now; every woman rejoices when she is made the possessOr of one of these boudoir luxuries. And the merchandise that has to do with leather—how it appeals to the person of refined taste! It en- ters into the composition of a varied assortment of useful and ornamental articles. One big ’gator bag was a dark rich green, without the “horns.” Inside one caught a tantalizing glimpse of all the toilet articles need- ed on an extended trip, as snug and cozy as you please. If one didn’t get the traveling fever when gazing at this beauty of a satchel he is proof against the roaming microbe. A leather novelty is a _ lorgnette having lizard skin in place of the usual mother-of-pearl. A small case of the same delicate leather en- closes it. The sterling silver water bottle holders, while not new this season, will always commend themselves by the way they are adapted to the new order of arrangements since bottled water became so common. Having a substantial handle, these holders truly “fill a long-felt want,” for the water bottle when full is a clumsy thing to lift for any one without much arm-strength. When starting out in search of a gift which shall enrapture some par- ticular friend all things look alike, but by discriminating new and appro- priate goods may be ferreted out. Will Develop Power on Thunder Bay River. Alpena, Dec. 19—One of the most important corporations in Alpena and one which means much to the future of the city is the Alpena Power Co., which was organized about a year ago. The capital stock is $100,000. When the company was organized the Alpena Electric Light. Co., the Alpena Water Co., the Thunder Bay Boom Co. and various other inter- ests were merged. The object of the company is to develop the excellent water power of Thunder Bay River. All the shore rights between the riv- er’s mouth and Hubbard Lake have been acquired. It is only a matter of time when an immense water pow- er plant will be installed. As it is the concern has a large power plant at the Richardson dam, inside the city limits, and furnishes power to the Fletcher Paper Co. and numerous other institutions. George P. Smith, the organizer and promoter of the Alpena Power Co.., and now its Secretary, has spent nearly all his lifetime in building and superintending water plants and other public works. ——_>+__ ___ Will Retain a Valuable Factory. Tecumseh, Dec. 19—This place is elated over its success in retaining the Anthony Fence Co. In order to do this $70,000 worth of stock had to be sold in the village. An effort was made to dispose of that amount of stock, but after a month’s work very little had been accomplished. Then the Business Men’s Associa- tion took a hand in the affair and, after another month’s solicitation, not only sold the desired amount of stock, but had to turn away $1,200 that had been subscribed. The Anthony Co. had outgrown its capacity, and while it liked to stay in Tecumseh it could not afford to do so when by going to a number of other places a large amount of stock could be sold for the purpose of making the necessary improvements. The company will now increase its plant to a ten loom factory and wili build a $25,000 factory building in the spring. — +22. Will Make Many Chairs. Grand Ledge, Dec. 19—Edward Turnbull is completing one of the handsomest factories in Central Mich- igan at this point. The factory will be devoted entirely to the manufac- ture of chairs. Grand Ledge enjoys the distinction of making more chairs than any other town in the State, not excepting Grand Rapids. Within the past few weks an ex- tensive survey of Grand River be- low this city has been made with a view to the construction of a_ big dam for generating electric power. The Piatt Company, of Lansing, is interested in the enterprise, and it is proposed to use a portion of the power for the electric line to be con- structed next season from this place to Lansing. —_++>___ Has Increased Its Capital Stock. Adrian, Dec. 19—At a_ special meeting of the Schwarze Electric Co. this week it was voted to in- crease the capital stock from $25,000 to $100,000. The company makes a specialty of electric bells for railroad crossings and its business has in- creased so rapidly that the company has outgrown its capacity and ex- pects to build a new factory soon. The company has big contracts with the Pere Marquette Railroad and the Chicago Street Railway Co. ———_+--.___ Fined for Buying Pheasants. “Boy” Russ, a_ well-known hotel man of Harrisburg, Pa., was recently arrested for having pheasants in his possession. His trial came up this week and he pleaded guilty to buying 1t pheasants and was fined $25 for each bird and $34.86 costs. Adding his attorney’s fees the amount reached $400 or about $36 per bird. Mr. Russ is not kicking so much over the loss of the $400 as he is over the loss of pheasants which the state kept. AUTOMOBILE BARGAINS 1903 Winton 20 H. P. touring car, 1903 Waterless Knox, 1902 Winton phaeton, two 61 mobiles, sec- ond hand electric runabout, 1903 U.S. Long Dis- tance with top, refinished White steam carriage with top, Toledo steam es four passenger, dos-a-dos, two steam runabouts, all in good run ning order. Prices from $200 up. ADAMS & HART, 47 N. Div. St., Grand Rapids We want competent Apple and Potato Buyers to correspond with us. H. ELMER MOSELEY & CO. 504, 506, 508 Wm. Alden Smith Bldg. GRAND RAPIDS, MICH. Begin the New Year Right Keep your credit accounts by the simple, accurate and satisfactory SIMPLEX ACCOUNTING METHOD “It’s the business-like way.’? Write for our illustrated descriptive booklet — The Pilot. Mailed promptly on request, CONNARD-HOCKING CO. 205 Dickey Bldg. - Chicago, Ill. Window Displays of all Designs and general electrical work. Armature winding‘a specialty. J. B. WITTKOSKI ELECT. MNFG. CO., 19 Market Street, Grand Rapids, Mich. Citizens Phone 3437. ESTABLISHED 1872. SHERWOOD HALL CO., LTD. Convex and Flat Sleigh Shoe Steel, Bob Runners and Complete Line of Sleigh Material. GRAND RAPIDS, MICH. WRITE US AND WE WILL QUOTE You —— STENCILS THAT WILL SATISFY YOU py Sioa PR a Ne 62-66 GRISWOLD ST., DETROIT, MICH. < f 42@ # = — - ~ be > el - ae > —- —— i 5 4 mh & ~ ‘ — « > + - ib oe ~ —- ~ @ “ e, | < } all SF? < 42@ 4 = = - ~ be = ~ “4 = a — —- —— . 5 + | a « - —_ MICHIGAN TRADESMAN 7 Less Business In Shelf, But More In Heavy Goods. Though there is undoubtedly less demand for shelf hardware, the vol- ume of business booked by jobbers and retailers in heavy goods so far this month is far in excess of that secured in the corresponding period during November. Dealers in wood stock also report a very active de- mand, and are therefore holding prices very firmly. Vehicle and implement manufac- turers are very busy in their attempts to make deliveries on old contracts, and are paying very high prices for raw material in order to accumulate large stocks for the spring trade. 3usiness in all copper goods con- tinues very active, despite the recent advances in prices, and, as the tend- ency of the ingot copper market is toward a higher level, it is expected that further advances will soon be recorded in all descriptions of finished copper. Builders’ hardware is still selling freely and manufacturers have ceased to make concessions. Jobbers are obtaining numerous order for lawn mowers, wire cloth and poultry net- ting, and a few other classes of hard- ware usually very active in the early spring. Steel skates are in excellent request, and many big jobbers are placing filling-in orders since they have discovered that their original purchases were not sufficiently exten- sive to cover all requirements. Wire nails are moving steadily, and addi- tional advances in the prices of this line as well as in all wire products are generally expected within the next- few weeks. The demand for holiday goods and finer wares is ex- ceeding all previous records. ——_22~. Advertising Adapted To Attract Pub- lic Patronage. This is a matter that should not be left until the last moment and then something scribbled out and rushed in the paper just as it is going to press. Figure out now what goods you in- tend pushing and the space you are going to use at the approaching holi- day season. Write out the advertise- ments you intend running, then re- vise and re-revise them, and_ see wherein improvements can be made to render them more effectual goods sellers. There are certain lines of goods that every druggist carries, and which are usually sold at Christmas time, more than at any other season. We have perfumes and sachet powders, which are always in great demand, ebony goods, such as hair and clothes brushes, mirrors, etc., which are pop- ular. Shaving mugs, shaving mirrors, razor strops, choice chocolates and bonbons—these and other lines that may suggest themselves are such as nearly every druggist keeps in stock. Then there are other druggists who handle in addition goods such as purses, card cases, music rolls, came- ras and photographic supplies, books, toys, pipes, fancy china and novel- ties of one sort and another. The advertising bearing on these different lines should be taken up systematically and some _ scheme worked out for making it especially attractive. Just before Christmas, of course, it is good policy to take stock of what holiday goods you have on hand and run in a special advertisement or two in which the balance of this class of merchandise has prices cut to the quick in order to clear it off. It is inadvisable in most instances to car- ry over these goods another season. If you manage to have some nov- elty to push for the Christmas and New Year’s trade it will be a means of attracting customers to your store and be profit-making in itself. We knew, for instance, of a drug- gist who last year invested in a quantity of goldfish and some globes of different sizes. The globes with the fish in were placed around the store and the effect was certainly nov- el and delightful. He had many peo- ple come to see the display, and be- sides selling the aquariums at a good profit, the attraction largely increased his general sales of Christmas spe- cialties. It is in some such manner as this that you can make your store a cen- ter of interest and obtain more than your usual share of the gift-buying public’c patronage. —___.-2. Sun’s Size Keeps It Hot. It is the size of the sun that keeps it hot, according to Sir Oliver Lodge. It is not a furnace like a coal furnace, kept hot by combustion; that would not do. It is kept hot by its own gravitation and earthquake — sub- sidences. It is a great mass of gas contracting, and, being so enormous, generates heat by its contraction. The power of gravitation on the sun is so great that it would be impossible for a man to move about. He would weigh about two and a half tons, and he would just have to lie down and be squashed by his own weight. The bulk of the sun is a million times that of the earth and the.shrinking to pro- duce white heat need not be great. A few yards a century suffices. Ob- servations are being carefully record- ed, so that in a few centuries the slight shrinkage might be noted. —__+~+. A man never knows how little -he can get along with until he has to. ——_» 2-2 The man who profits by his own mistakes counts clear gains. ae i ehh Dr ae P 4 lg ¢ (UTR ca } Attention Mr. Dealer No Military Tactics are More Exact than the Quality of the Ben-Hur Cigar You ask a good tobacco judge why he likes a BEN-HUR and he'll not give as a reason, that because such and such tobaccos are used in it, cured in a new-fangled way and blended so and so, but he’ll tell you straight that he prefers it to all others because it suits him as well as a 10c cigar, costs him but a nickel, is always of the same goodness and is a cigar a smoker does not tireof. Reasons ’nuf. A show case not showing them stands no show at all. WORDEN GROCER CO., Distributors, Grand Rapids, Mich. GUSTAV A. MOEBS & CO., Makers, Detroit, Mich. MICHIGAN TRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price Two dollars per year, payable in ad- vance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. 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 each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. Entered at the Grand Rapids Postoffice. E. A. STOWE, Bditor. Wednesday, December 20, 1905 THE AGE OF ELECTRICITY. Electricity shares with air, water, earth and fire the extreme impor- tance of being, according to the ancient philosophy, one of the abso- lute elements of the universe in which we live. Electricity in its economic uses has become a necessity of our daily life. It transmits our messages with the wire or without it around the globe, under the ocean and through storm and tempest and darkness. It even gives us the voice and tone of the person who addresses us over the wire. It propels our mills and rail- way cars, it lights our cities and our houses, and it performs a thousand - useful offices, and yet we know not in the least what it is. Electricity, instead of being brought from regions extremely dis- tant and difficult of access, as are gold and precious stones, is present around us in the earth and in the air, in quantities immeasurable and unlimited, and only requires to be gathered up and put to our daily uses. But abundant as it is and has always been, man has been slow to learn the means of securing it and train- ing it to his purposes. At first, friction was the method employed to gather it in small quan- tities for mere curious experiment. Next it was evolved by the chemical operation of certain substances, and by that means it was secured and utilized for the purpose of telegraph- ing. Finally it was discovered that electricity could be developed by re- volving a bar of steel in front of the poles of a magnet, and this was call- ed electro-magnetism by induction. It is on the basis of the simple electro-magnetic contrivance men- tioned that all the enormous genera- tion of electric power to-day is ac- complished. The elaborate and com- plicated mechanism that is found to- day in all the great electrical power. houses, which produces the powerful currents wsed for economic pur- poses, is based on the generation of electricity by induction. It really -creates nothing, but gathers and holds the electricity subject to use. In order to move the generating machinery, some power must be em- ployed. Commonly, steam engines operated by the burning of coal are used, but in many cases where water power is available it is used. In view of the fact that electric power can be transmitted by wire for great dis- tances, the use of natural water pow- er becomes of great importance, and now Edison, the magician of electric- ity, proposes to remove all the power houses to the coal mines and save the transportation of coal hundreds and thousands of miles to cities where the electricity is to be utiliz- ed. In a recent interview in New York, that remarkable man said. “The first great change in the pro- duction of electricity will abolish the carrying of coal for that purpose. In- stead of digging gross material out of the earth, loading it on cars and carrying it, say, 500 miles, there to put it under a boiler, burn it and so get power, we shall set up plants at the mouths of the mines, generate the power there and transmit it wherever it is needed by copper wires. “From a practical standpoint the most tremendous thing in the prob- lem of electricity is the fact that we only get about 15 per cent. of the energy of the coal we burn. Eighty- five per cent. goes up the chimney. “Now, if we could find a way to get the energy out of the coal by some direct process without wasting 85 per cent. of it, the result would so mul- tiply and so cheapen electric power as to inaugurate a new epoch in the history of the world. It is practi- cally impossible to exaggerate the consequences of a _ discovery tha: would produce electricity direct from coal or in any way to avoid the waste consequent upon the use of boilers and engines.” The idea of saving the transporta- tion of coal by transmitting the pow- er for hundreds of miles through a wire is entirely practical, but far more to the purpose is the use of water power for that object. For- tunately, most of the Southern States are possessed of practically unlimited water power, which seldom or never freezes, and so the possibilities are enormous. But not alone will electricity be used for furnishing light and power and for the transmission of messages and news. It will be just as exten- sively used for heating purposes. Not only for warming houses and for cooking food, but for smelting ores and metals. The possibilities of electricity in these regards are just as practical and as wonderful as in the other purposes for which it is employed. It is going to absorb the entire business of transportation on land by eliminating steam and abol- ishing horses. That the affairs of this world are about to enter a new epoch, with elec- tricity as the cause and moving pow- er, seems certain, and it will not be long before the change is realized. Vassar College girls holding a ban- quet in Poughkeepsie installed a newsboy in a vacant chair at their table, bringing the little fellow in from the street, and filling him to the brim with good things. The in- cident is worth something as show- ing that college life does not spoil girls entirely as some have claimed it does. FROM SEA TO SEA. A recent issue of the Duluth Her- ald devotes considerable editorial space to a discussion of the desira- bility of a ship canal connecting Lake Ontario at Oswego with the Hudson River at Albany. It says: “In this way a thoroughfare would be opened by which a vessel might sail from Duluth direct to New York and thence anywhere it pleased—to Sing- apore or Boston, to Baltimore or Liverpool. Obviously, aside from the numerous alluring and_ elaborate pleasure trips this would permit, it would be a great and ever growing expansion of trade. It would lay down at the doors of Duluth goods at prices much lower than they can be sold here now, since for a large part of their journey they must now pay tribute to the railroads. Probably there would be no_ great difficulty about interesting the Lake States in the plan if it is gone about properly, and in procuring their warm support in inducing the Government to take up the matter.” The article goes on to say that time would be required for the ac- complishment of this undertaking and that bitter opposition must be lcoked for from railroad sources, since they intensely dislike any project that exposes them to the competi- tion of cheap water traffic. All this is doubtless and unquestionably true, but it is really not the interests of the railroads which should be looked after so much as the interests of the people. Such a ship canal would be of great value to every state, any parts of whose shores are washed by the waters of any of the Great Lakes. New York alone could hardly accom- plish this enterprise, but if Minnesota and Illinois and Ohio and Michigan and Wisconsin, which would be direct- ly, and all the other states which would be indirectly benefited there- by, would take the matter up, sOme- thing definite and satisfactory would be achieved. Considerable active and energetic interest would be required in both houses of Congress, and if the eight or ten states most imme- diately concerned would take up the matter it could be brought to pass. A ship canal would be of real, ac- tual and permanent benefit. It would be a great thing for the cities of the Great Lakes, and Duluth does well to. discuss and agitate the matter earnestly. Such a movement, prop- erly started in the West, would sure- ly work Eastward successfully. LARGE NOSES IN HISTORY. The Illustrated London News re- cently called attention to the fact that the features, especially those of handsome ladies, have often been re- ferred to in song and story. Noth- ing is more common than reference, for instance, to eyes of various col- ors; the ear is likened to a shell as the eye sometimes is to a star. The mouth, the forehead and the cheek all come in for their share of atten- tion, but the article claimed that nothing has ever been said by poets about the nose. A Grand Rapids merchant who read the article calls attention to the fact that the wisest man of all the world and a poet has made just such a reference. In one chapter of the “Songs of Solomon’ the poet has given a poetical _ de- scription of the church and its graces. One verse reads like this: Thy neck is as a tower of ivory: thine eyes like the fish pools in Heshbon, by the gate of Bath-rab- bim; thy nose is as the tower of Leb- anon which looketh toward Damas- cus. Solomon, who is credited with hav ing written the songs which bear his name, when he compared the graces of the church to’ the charms of a beautiful woman, used a simile with which he was familiar. The histori- cal narrative credits him with having had a large and presumably carefully selected assortment of wives. If any of their number had a nose like the “tower of Lebanon which looketh to- ward Damascus,” he must have mar- tied her on that account. Large noses are in evidence nowadays, but none like that. To have a nasal or- gan that could come up to such pro- portions should have made its pos- sessor sorry that there were no dime museums in those days. Further along in the same chapter another reference is made, which reads: “The smell of thy nose (shall be) like ap- ples.” This may be accepted as an indication that perfumery was in use long ago. No other fruit is more refreshingly fragrant than apples and any woman would be pardoned for preferring a nose that smelled like apples rather than one like the “tow- er of Lebanon which looketh toward Damascus.” It is only a man who had a multitude of wives who would ever take one of that description, and then only for variety. ee King Edward is credited with hav- ing taken the most significant step toward the recognition of popular rights of any English monarch in two centuries. In England prece- dence is a matter of the greatest censequence and the spectacle of the premier, the real ruler of the em- pire, walking behind a troop of titled nobodies was an absurd anomaly that a sensible sovereign like Edward could not contemplate with the same humor that was aroused in. the aver- age British breast. He has, there- fore, issued a proclamation that the premier will hereafter walk directly behind the archbishop of York. This gives him precedence over all the dukes that are not of royal blood. _— Haakon VII. was immensely popu- lar as Prince Charles of Denmark. Now that he has been seated as King of Norway he is expected to be equal- ly popular there. The “sailor prince,” as he was always called, is a thorough sportsman and a great believer in simple living. His long connection with the sea has given him a manly disposition and his genial appearance and kind hearted manner are likely to endear him to his subjects. Watch the charges made by the express companies, especially during the holiday season. Unless you do this and insist on overcharges being corrected when the shipments: are delivered, you will find yourself de- frauded of a considerable amount during the course of a year. &: MICHIGAN TRADESMAN 9 HIGH IDEALS. Getting Right With the World Over- comes It. Written for the Tradesman. So much advice has been given to the youth of our country that more ap- pears superfluous and the attempt hardihood. And yet for this very reason there is always a word of cau- tion to be said. It is as important, in shaping our lives, that we realize our limitations as that we recognize the possibilities before us. We are infatuated with our freedom. In a nation where every avenue of success is open we are apt to allow ambition to run away with judgment. We overreach our- selves. Many a life-failure can be attributed to egotism. Such wealth and fame have been pointed out to us that, seemingly, a righteous effort must win them for us all. We for- get to measure our own capabilities or to properly estimate the powers which work against us. Pluck and industry are essentials to any suc- cess; but they do not always bring it. What the young man should do, as early as possible in his career, is to get right with the world. By this we mean: to measure his force with the forces which surround him. It is said that the way to measure the current is to swim against it. But this is the work of a lifetime. Get- ting right with the world is knowing one’s self and the world, so that true success, the kind which every man may win, will be appreciable to us. It is, in a word, the forming of right ideals of conduct. Too often we set our stakes too high, and the advice we often hear, “Hitch your wagon to a star,” leads us to wasted effort and failure. The possibility of be- ing President may lie before every aspiring youth; and yet it will not do for all to strive for it. Let us free our mind of the glamor of these glittering prizes. Before we can fairly estimate our Own powers we must know what is to be overcome. Think of this for a moment: How complex is the civilization we now enjoy. How vast is the population around us. How changed are the conditions under which we live from those under which our heroes lived— those shining examples of success we have been taught to admire. How would these men appear if they were to tread the earth to-day? Someone has said, foolishly we think, that this is an age of little men. We do not have to think long to discard this idea. We know that the child of the streets now holds more natural forces in the hollow of his hand than did the wise man of old in all his mind and strength. There is a higher level for the race. Men may not be better or know more of abstract truth but they possess secrets of nature then un- dreamed of. “The complexity of civilization”’— what does this mean to us? All these bounteous blessings of freedom, peace, comfort and happiness which we enjoy are at an enormous cost. Whether we will it or not, they ex- act from us a large part of our ener- gy, industry and thought. What we do toward their maintenance goes in- to the mass of accomplishment and does not directly come back to us. We enjoy the advantages we help to create and preserve but can not turn our part in them to personal suc- cess. Therefore, when we contrast our individual position with that of our fellowman we must at once real- ize that we can not hope, in the na- ture of things, to rise as high, com- paratively, as did our so-called old- time heroes. Take wealth as an illustration. Fif- ty years ago he who had accumulat- ed a hundred thousand dollars was esteemed a rich man. Take knowl- edge. In the early days of the Republic to have secured a college education was in itself a passport tc high social and political life. Not so now; and he who becomes a more notable man than the average must spend a lifetime to accomplish it. This vast weight, then, of cul- ture presses down upon our individ- uality, and only giant effort and splendid capacity can resist the mighty leveling process and_ rise above it. In the old days, too, the avenues were not crowded. “Always room at the top” has been the cry. If life ran on indefinitely, and capaci- ties and conditions were equal, we might feast our vanity on this plum. But the top is narrow, and it is crowded, for there are boundaries to all human effort. And conditions? The advancement in learning and increase in popula- tion have changed the very face of nature and the map of the world. True, he who fails now may go farther than he who won a hundred years ago. Such opportunities for useful lives were never before the heritage of any boy. And yet is not a worldly success far more difficult? Freedom now and the freedom our revolutionary fathers dreamed of are very unlike. We must remember that for every element of freedom vouchsafed to us by our Republican Government we must return a part of our individual freedom to it; we share our liberty with all citizens and they with us. Time was when a man could grow up with the country. Now he must grow up to it. And how tortuous has become the pathway of life. How truly here do we appreciate the truth that there are “no straight lines in nature.” The very means of obtain- ing our subsistence, our whole in- dustrial and social life, have changed. Think what an impetus Jefferson gave to American agriculture with a handful of rice. Think how many court reports Daniel Webster would have to read were he a practicing attorney to-day. Think how far the religious mind has moved from Jon- athan Edwards’ revengeful theology -—_from its straight and narrow road to hell. Compare Franklin with Edi son; the first Vanderbilt with the last. And here you are, young man, wishing to be great as we now know greatness, fired with the ambition to leave a name to those who come after you, honestly desirous of do- ing those large deeds which help your fellowmen. Well, if you suc- ceed you will be, not nobler and bet- ter, but wiser and of more worth than those who have gone before you. And you may succeed. Un- doubtedly there are some who will. Our race is not deteriorating. This very moment is the greatest and best one in the history of the world. Let no one deter you from doing the ut- most with your life, it is a sacred thing and supreme justice will hold you accountable for the use you make of it; but, remember, and this is the philosophy of all we have said, if you seek worldly success you may fail, but if you follow your own ideal of duty all these combined forces about you can not compass your de- feat. And this brings us to right ideals. Knowing our limitations and the ob- stacles to be overcome, what is the wisest course for us to pursue? Shall we seek to win a prize or to do our simple duty? We can not lose by this latter method, for if opportunity knock once at each man’s door we will then be ready to open it, and then may come honor and _ great reward. But if we seek opportunity we may not find it, and besides lose all in the end. We would not take from the dreams of youth one ray of light. There is nothing nobler than the desire to be a good and a great man. Yet some of the sweetest lives that have ever been lived, some of the most contented souls that have ever looked out upon struggling hu- manity, some of the most compas- sionate spirits who ever _ sacrificed their all to suffering and sorrow, have passed and left no record be- hind them save a purer and better world. One caution above all others —it will be sufficient to every young man entering the commercial life: Remember that it is impossible for every man to be rich, in the sense in which we now use the term. Get right with the world and you overcome it. Do the duty near at hand, there is no higher one. Look down at human want and need; you may find more to help you than by looking into the sky for a sign or a command. Be humble yourself, it is an ideal attainable. An axiom is self-evident; truth is simple when you really know it. Make your conduct ideal, not accomplishment, and when the shadows fall there will be around you that contentment and _ peace which are, indeed, the marks of a suc- cessful life. Charles W. Stevenson. —-+_->-2—___ There are no promises without pre- cepts. Until Christmas we are making special prices on Kimball Pianos Many dollars saved by taking advantage of this offer. Drop us a card today and receive FREE a book of songs with music. Old instruments taken as part pay. Easy terms on balance. W. W. KIMBALL CO. Established 1857 N. E. STRONG, 47-49 Monroe St. Manager, Grand Rapids Factory Branch. Alsoinstruction by Marn. The MCLACHLAN BUSINESS UNIVERSITY has enrolled the largest class for September in the history of the school. All commercial and shorthand sub- jects taught by a large staff of able instructors. Students may enter any Monday. Day, Night, Mail courses. Send for catalog. D. McLachlan & Co., 19-25 S. Division St., Grand Rapids = Te ani hag Se ts The Keeley Remedies Cure Drug, Drunkenness and Tobacco Habit. College and Wealthy Aves. GRAND RAPIDS, MICHIGAN Ready can apply. Simply nail it on. coating to live up to its guarantee. ings, barns, factories, etc. with nails and cement to put it on. Torpedo Made of pure asphalt and surfaced with granite. Roofing does not require coating and re- Resists rain, sparks, fire. Torpedo Granite Ready Roofing is put up in rolls 32 inches wide—each roll contains enough to cover 100 square feet— H. M. REYNOLDS ROOFING CO., Grand Rapids, Mich. Established 1868 Granite Roofing The roof that any one For dwell- Send for free samples and particulars. 10 MICHIGAN TRADESMAN GOOD ADVICE. The Difficulty in Getting and Giv- ing It. “It is a wonderful thing how much medicine and how much advice some people can take,” said Max O’Rell. “If they do not feel quite up to the mark, they rush to a doctor to put them there and if they have to do anything, they at once proceed vig- orously to ask some _ one, would you do?” : There does seem certainly to me an enormous amount of advice about nowadays. Half of it contradicts most flatly the “other” half. People can not seem to agree as_ to wheth- er one should do such a simple thing as eat bacon for breakfast. Three days ago a man, whose advice I never asked, grew eloquent in ascribing all manner of diseases to bacon eating. To-day, another—equally gratuitously —assured me that there is nothing like a piece of bacon to fortify a man for his daily struggle! Among all the contradictions one sees and hears it is no wonder that some people get considerably bewil- dered. the more they want. I saw a query the other day in a newspaper. The writer wanted to know whether it would be wise for him to get married on $15 a week. It seems to me the answer would depend considerably upon the man and the girl. [ know some men who can not “make ends meet” while single on $3,000 a year, and others who are married and man- age to live comfortably on $750. Mark Twain described a man who was a persistent advice seeker: “Dear Sir,” he wrote to the editor of a newspaper, “will you inform me in your valuable columns what I should do in the following domestic emergency: My wife is in a fit on the floor. What should I do? An early answer in an early issue of your much esteemed and helpful pe- riodical will deeply oblige.” I saw in a newspaper that the Czar had sent for a man to ask his ad- vice. The correspondent who chron- icled the fact went on to say that the Czar would no doubt do just what he wished, and if the result were good he would take the credit, but if it were bad he would take care that the adviser bore the blame of it. We need not go so far as Russia to find people like that. Half the advice seekers among my acquaintances are really engaged in the amiable occupa- tion of shifting the responsibility for possible failure on their friends’ shoulders. One of the Rothschilds was once consulted respecting investing a big sum of money in a certain under- taking. He was advised not to have anything to do with it—advice which turned out to be excellent, as the concern quickly came to a disas- trous termination. He met the man some time later. “Well,” he remarked, “my advice turned out correct!” “I took it, and lost my money,” replied the other coldly. “How ever was that?” asked the amazed financier. “Well, as I didn’t put it in that concern, I had to put it in something “What | The more advice they get: else,” explained the investor, “and the thing turned out just as bad.” I know a woman who ascribes all her matrimonial unhappiness—which is chiefly of her own manufacture— to the bad advice of her parents. They advised her not to marry a cer- tain suitor, and so she ran away with another. She is bitter respecting the shortsightedness of parents in the love affairs of their children. These people are just like the Irish gentleman who, when charged with having horsewhipped an obnoxious person, startled every one by declar- ing he had acted on the advice of his attorney. ? “Do you mean to assert, sir,” ask- ed the astounded attorney, “that I advised you to attack this man with a horsewhip?” showed me the writer explained that “acting’ on his advice,” he had put his money on another horse, that lost! Instead of being $2,000 ahead, he was penniless. He suggested that my friend. ought to compensate him. The inveterate advice seeker often is a person who finds in the Occupa- tion of seeking the “best advice” an excuse for doing nothing at all. A man of 35 explained in the bankrupt- cy court last week, in excuse of his never having earned anything in his life, that he had for years been seek- ing the most remunerative business. He had received so much advice that it would have required the judgment of Solomon to make up his mind. A considerable number of old maids drift into that undesirable condition through indulging in too much advice RTT HR mre rs MELVIN E. TROTTER, THE RENOWNED EVANGELIST. “I do,” replied the defendant. “I!as to which is the most eligible part- had thade up my mind to either fight him or horsewhip him, and when I mentioned fighting him to you, you told me not to do it. There was noth- ing left for it then but the horse- whip.” The owner of sOme noted race horses showed me a letter he had re- ceived a short time back from a complete stranger. It was by no mieans a complimentary epistle. The stranger had, it appeared, written to him: “T have saved. $300, and hear great things of your horse in Monday’s race. Do you advise me to bet on ite”? The owner wrote back: “Don’t be a fool. Don’t bet. Keep your money.” His horse won. In the letter he ner they might choose. They can not find a single man in whom some one of those they consult can not dis- cOver some atrocious defect. Seek- ing-to be properly sure in the im- portant step, they ask advice. until they meet some one who declares most emphatically that for her part she would not marry him if he were “worth his weight in diamonds.” That settles the timorous creature and the hopes of the adventurous man. It is the wholesale seekers of ad- vice—the persons who endeavor to try to make their acquaintances do the thinking—that cause so much bad and reckless advice to be given. No one giving it to them ever ex- pects them to act upon it, but ex- pects them to ask some one else and take their advice. The chances be- ing a hundred to one against their acting on one’s opinion, one takes no trouble really to form one. A friend of mine met one of these people. “You are just the person I want- ed to meet,” said the eternal advice seeker. “J am on my way to meet the wife at church. That last young- ster of ours, you know! He’s to be christened. What would you call him? We can not make up our minds.” “Call him Togo,” said my friend. “Good morning; sorry got to rush away.” “That child will be known as ‘To- go’ all his life now,” my friend groan- ed to me, “and will hate me when he’s grown up. Whoever would have thought a man old enough to be a father would have been such a fool as to give him such a name?” Those are the kind of people, too, who create the universal adviser— the man whose joy it is to tell you what to do in every predicament, and even when there is no predicament at all. They will persist in giving you advice, whether you want it or not. They can not conceive any one not needing it. It was one of these people who, meeting a young man staying at a hotel, and chancing to hear him men- tion billiards, at once proceeded to inform him how to improve his play. Among other things he specially ad- vised him to go to the great matches and watch Ives. “Get a seat in the front row,” he directed, “where you'll be behind him when he plays from balk, and watch from behind him, mind.” The stranger declared it was sim- ply impossible for him to do so. The adviser thereupon wasted nearly ten minutes telling him how to do it. “Ah! but, you see, it’s aii no good after all,” said the stranger. “It’s quite impossible for a man to look at him- self from the back.” He was Ives. It is just because I believe in peo- ple seeking advice sensibly, and in others giving them the best advice which their experience enables them to give, that I dislike the abuse of the practice by either the asker or the giver. “One of the biggest mistakes in life,” said Spurgeon, “next to believ- ing that some folk know better than one’s self, is not believing that others do know better.” The difficulty in getting good ad- vice is just the difficulty in finding who is really clever enough to give it, and who is interested in one enough, or honest enough to give it. The man who will not ask his way often finds himself in a humiliating position. Advice lightly and reckless- ly given stamps the giver as. un- scrupulous, just as advice lightly sought stamps the seeker as a fool. John A. Howland. -_——eo---2 Took a Mean Advantage. Yeast—Been to the dentist’s? Crimsonbeak—Yes. “Was the operation painless?” “No, indeed! When the operator got me in the chair he took advan- tage of me and told me a lot of smart things his children have said.” MICHIGAN TRADESMAN 11 ; | An Up-to-Date 3 Christmas Present a \55 r e e \.. Fa ™ j . ® 4 Q For sale by all jobbers and , . J. Johnson Cigar Co., Makers Grand Rapids, Mich. 12 CHRISTMAS PRESENTS. Book-keeper’s Ideas Likely To Prove Satisfactory. Written for the Tradesman. “Christmas presents? You guessed it! I’m going to do a whole lot in that line, and the presents are going where they are not expected, too.” The book-keeper looked up from a sheet of paper which he was cov- ering with figures and smiled. “I thought you had something up your sleeve,” said the head clerk. “You’ve been a chilly proposition for about three months. The boys are putting you in the Tight-Wad class.” “That’s all right,” said the book- keeper, who was young and single and good looking. “You and the boys may keep me right in that class. I’m under the lime-light no more. It’s the evening fireside for me from now on.” “Oh, it does a fellow no harm to get out with the boys now and then,” said the head clerk. “I’m not going to shut myself up in the house even- ings after working here all day.” “Go it,” said the book-keeper. “I’ve peddled my thirst and paid my dues to the brewers and distillers for about three years to come. For that length of time they can’t interest me. I’m making myself a Christmas present of a sane and sober brain.” “It’s all right for you to say it,” said the clerk, “you say it so well. How about these other presents, the ones which are not expected? You might give that thirst of yours away to some of the boys. I guess it is, or was, the best in town.” MICHIGAN The book-keeper laughed happily. “It did seem to contain all the elements,” he said, “and cost enough to put at the top of the tree, but I guess I’ll box it and put it away to look at when I want to humiliate my- self.” “Who gets the presents?” asked the clerk, curiously.- “I’ll bet the girls are in for the most of the roll you’ve been salting. Just as soon as a fel- low quits spending his coin on booze and cigars he takes a couple of Sun- day school girls under his wing and goes broke on them.” “Not for me, this year,” was the reply. “You know the hatter on Third street?” “Too well. In fact, he is getting so he forces his attentions on me. He calls at the store and communi- cates with me by mail. I’ll have to do something about that debt.” “Well, he gets a present,” said the book-keeper. “What! That old schemer?” “Sure. He’s one of the men who won't expect anything. He'll get $10, all in money.” “I guess there’s flies in your sky- piece, all right,” said the clerk. “Catch me making presents to that bunch.” “Well, this isn’t exactly a present. The fact is, I owe him $10, and have owed it so long that it will come to him in the nature of a Christmas present. He won’t be looking for it.” “I hope he won’t be looking for what I owe him.” “You know the cigar man on the corner?” TRADESMAN “Too, too well, my dear Alphonse. I haven’t dared to pass his joint for, lo! these many moons. He gets a present, does he?” “Five elegant bucks,” said the book-keeper. “He gets what he ought to have had about a year ago. He’ll need to stand under a pad- ped ceiling when I pass the coin over the counter. I’ll gamble he goes up in the air for pure joy. He’s a good fellow, and trusted me, and he gets his present.” “You’re too good to last,” said the clerk. “You'll be up in the air your- self as soon as the thomas-and-jere- miahs get good and yellow.” “I’m not buying any more dam- aged reputations,” said the book- keeper, “or any more headaches. Since I’ve gone into this Santa Claus busi- ness I feel like a whole package of temperance tracts.” “You'll be out on the street cor- ner before long making a noise like a Salvation Army,” said the clerk. “Who is next on your list?” “The man down here at the bean- ery. He’s all right, that fellow. I’m going to walk in there and make him think the glad Christmas-time has inserted a moral tone in my reckless brain pan. He’ll want to go out and buy for me, but I’ll take cigars and bring them to you. There is where you get your Christmas present out of this new system of mine.” “Tl stand outside the door of the saloon you enter and hold my big- gest stocking in my hand,” said the clerk. “It might be all right to have a hack there, too.” rides,” “It’s me “IT buy no more buggy laughed the book-keeper. for the ozone of the outer air. You know the shirt man over on the East Side?” “J wish I didn’t. The shirts are gone, but the collector never will go. If you find me dead some morning, arrest that shirt man.” “He draws $15,” said the book- keeper. “In a world running over with Christmas tidings, and words of cheer, and toys in stockings, and Tom-and-Jerry things, and young girls with glad, sweet faces, why shouldn’t the shirt man get what’s coming to him? He gets it, my dear Gaston.” “I guess you’ve been living on fresh air and hope,” said the clerk. “Where did you get so much money?” “By locking myself in nights,” was the reply. “When I wanted a drink I went to the water bottle. When I wanted a smoke I lighted up the old briar. Ill admit that I’ve got a choice collection of vices, but I’m not going to hand my pay envelope over to them every week after this.” “You ought to buy a new tambour- ine,” said the clerk. “They may go up in price after the holidays.” “T’d rather tinkle a tambourine along the street than to go stagger- ing along with a mug, looking like a fried lobster, and a breath that would make the statues in the park hold their noses. After I make all these Christmas presents I’ll be broke, and then it’s me for a bank bok and so much a week to the good.” The clerk walked thoughtfully to Can’t Tell Exactly---Eh? THE NEW KUTTOWAIT Why not write us? It is certainly worth a two cent stamp to make sure. Flow Much do You Lose on Butter? You know there is a loss, if you handle tub butter, and yet you know it is the best butter, and cheaper than some- body’s brand of print butter. Well, if you knew of a machine that would save you all loss, stop your troubles, that would cut out a neat piece of butter exactly to weight, no waste, no scraps, tomers, reduce labor and time—such a machine would be worth your consideration. Our Kuttowait Butter Cutter please your cus- Will Do the Work Let us show you. SERED ZS WSN oe eeperag neem esr eta ere Ch RP oes ae Nice oo ee CUT OUT. MAIL AT ONCE. Se A A ak) i pea Na ce ig Ng etc Uae asa agi Se a i Hi kw Wa, a gh gl Al cn a a General Agents in Your Territory C. D. Crittenden, Grand Rapids, Michigan J. B. Peterson & Co., Detroit, Michigan Saginaw Produce & Cold Storage Co., Saginaw, Michigan KUTTOWAIT BUTTER CUTTER CO. UNITY BLDG., CHICAGO ee feels i iat i Ff f f | | | MICHIGAN TRADESMAN 13 the front of the store, and the book- keeper went on with his figures. And the world would be a whole lot brighter if young men would all make their Christmas presents along the line suggested. Alfred B. Tozer. —_++>___ Is It Possible To Keep Strictly To the Truth. Written for the Tradesman. Some time ago there was an article published in this paper on the sub- ject of whether it is possible to tell the truth in business. The questions were asked, “Is it impossible to tell the truth in busi- ness, friendship or love? What con- stitutes a lie? Does it have to be something slanderous which is told for injury? Or must it be something that is simply guessed at?” In the ranks of business there are few places that could be found where the whole truth and nothing but the truth was uttered. In mercantile busi- ness the trade demand—what? A falsehood. At least they place the merchant in a position where he can hardly do otherwise, unless he wishes to offend parties seeking the infor- mation, which is not policy. Then is he not justified in getting around the difficulty as smoothly as_ possible without giving away the secrets be- longing to his business, and without offense to any one? A lie is almost always accepted with grace; but should he, when quer- ied about things which would be a detriment to his business if made public, tell them that he could not answer them, what would result? They would be provoked and would- n’t enter his place of business again. Then at times when truth is really told it will not be credited, because the outside parties are always the better informed(?) on those things. In court the same—they are puz- zled until they are not really to blame for getting just outside the line of truth. They are confused by the bold, insulting questions, and some- times in anger, then again through fear, the misstatement is made. Is there any one who wishes to have enemies? No. Then let them avoid the causes which make them. But do these errors occur only in business? In friendship how many carry the truth in their souls and let it flow from their lips, or do they, too, border on the edge of false- hood? Mrs. Brown has an_ undesirable caller. When the bell is answered what does the maid say? “Not at home.” Perhaps at that very mo- ment the lady is in her room but a few feet away. Who is responsible for the answer? The servant is com- pelled to say what she does or per- haps lose her position. Then is she, too, not justified in looking after her own interests and telling the false- hood when it is required of her? How many times people have to refuse invitations, because for some reason they do not care to accept. How often do they give the true rea- son for their refusal when it is press- ed upon them to accept? Seldom. Often it wouldn’t do, or at least one feels that way; then something else must be substituted. Then search this broad land through and out of the millions of inhabitants how many do we find who do not use flattery more or less? They say things seemingly in earn- est which are not meant. And how many there are who are not fond of this pleasing method? Few people discourage it. It comes like music in the air, so gentle and so sweet. The persons who can use flattery with wisdom are all-around favorites among their acquaintances. Of course, they must be wise and guard their secret by never overdoing it, else all is lost. Again, many things arise which should be personal and should not be repeated. Still, people are placed in such a peculiar position that they must either expound that which is no other person’s right to know or offend or say something to mislead them from the real truth. They may not tell them an actual falsehood, but they answer in such a way that they infer that which is not true. In that case what would you call it? There are scores of promises made with no intention of being kept. One that is made in good faith and brok- en is bad enough, but one made with the intention of breaking is—what? It is equivalent to a falsehood. Then there are things said which are for no evil intent, only for a little fun, the mode of the speaker denoting this; but when they are re- peated in some other place, by an- other person, with another expression of countenance and tone of voice, they take an evil aspect. In such cases could that be defined as truth- fulness? Another case: Some one gives you credit for a deed which you have not done. By your silence you do— what? Do you not become a falsi- fier? If not what would you call it? It certainly is not honesty. It is done on every hand, by many who consider themselves, and are consid- ered, upright people. When you come to define a lie you find that it has many branches. One lie may seem justifiable while another is the ruination of character and happiness. One sort may evi- dently help lay the wall of success in business, society and love and af- fect the happiness of none else; the other sort means certain destruction, is the originator of hate, the cause of lost respect and the root of a great portion of the sorrow and suf- fering which encompass the people of earth. Of course, these errors are not al- ways defined under the head of false- hoods. Outside of business. such things are simply “jokes.” Now, it is an unfair situation to place the busi- ness man in such a light—to call his little doings which tend to keep things smooth falsehoods but others equally as much so something else. Tf these little things which some- times occur in business to make it run smoothly are lies then you must be careful and define the same sub- ject just as closely with the outside people. A rule can not be other than universal and be correct. If all were equally intelligent, and each one held himself in his own path without intruding on the affairs of another, it might be said that these small errors were never excusable. As it is, I leave the subject for you to it commiendable to tell that which is not strictly true but which will not injure a living soul and which will keep your own selves from many injuries, or is it possible under existing conditions to tell only “the truth, the whole truth and noth- ing but the truth?” Lucia Harrison. judge: Is Traveling Men Say! Hermitage “ee” in Grand Rapids, Mich. that it beats them all for elegantly furnish- ed rooms at the rate of 50c, 75c, and $1.00 per day. Fine cafein connection, +.—___ Not Entirely Alone. As he entered the car he saw at a glance that there was one seat with a young lady in it, and he marched straight down the aisle, deposited his overcoat, sat down and familiarly ob- served: “TI entirely forgot to ask your per- mission.” “That’s of no consequence,’ she replied. “Thanks. Just arrived in the city, I presume,” he ventured to remark as he glanced at the bundles and grips on the floor nearby. “Not exactly.” “You're all alone, eh?” “Almost, but not quite. My hus- band is the conductor on this car, the motorman is my cousin and my father and a brother are in the seat back of us.” “Aw! Aw! I see,” gasped the man, and the floor of the car sud- denly became so red-hot that he light- ed out without another word. A New Savings Bank Beginning Monday, November 6, we will supply those who wish it a hand- some nickel plated pocket bank. Its size is 24% x 3% inches and it is flat like a card case. 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Why not begin the saving now? -We guarantee the Bowser sf Measuring O11 Tank Investigate—it will cost you Ask for Catalog ‘* hk ”’ S. F. Bowser & Co fat Vane ind. ssi MICHIGAN TRADESMAN An Object Lesson for Every Woman Worker. The successful story of the suc- cessful youth is usually told in a way that gives the reader to understand that something of an extraordinary nature had to do with the person- ality or the environments of the one told about. Such stories don’t usual- ly count for much, because the one who reads sets the story aside as something not applicable to himself because of the lack of the thing ex- traordinary or unusual. Most clerks are just common mortals with noth- ing out of the common to either rec- ommend them or to lure them for- ward. They have to get ahead by their own efforts and the worth they prove, or not get ahead at all. That was the case with the one I am go- ing to tell you about this time—and this one is a girl. Mame was Irish, and proud of it. That was one thing for which I al- ways rather liked her. Her mother was a widow with four children to raise, for the oldest was not a dozen years old when the father died. The home was paid for, but there was nothing to pay the living expenses. ’ The mother was an expert at noth- ing but keeping a good house, and she worked at what came to her hands to do, principally washing for a few people she had known ffor_ years. Mame was the youngest. She had seen how her oldest brother had suc- ceeded in becoming a partner in a grocery, the next in becoming the manager of a fruit store, her sister sent through normal school had be- come a teacher in the public schools, and it made her unwilling to think of burdening her mother with any cares on her account. The older children were able to assist the mother by the time Mame was 17 and through with the high school, and there was no more wash- ing for the old lady. Mame’s in- clination was toward working in a store, and it was at the time when the idea of having “lady” clerks struck that small city pretty hard. She got a job in a store that was just started. They paid her $2.50 a week to begin with, and she had to live on that. The firm considered that very good wages for a girl just out of school and able to board at home with her mother—and may- be it was. It was the kind of a store that made great noise about selling domet flannel for 334 cents a yard and “the best gingham” for 4 cents, insisted on claiming the best safety pins could be sold for about a cent a paper and “linen table damask” for 25 cents a yard. Such a store couldn’t pay very high wages and certainly didn’t try. What Mame learned, she had to pick up wherever she could and in any way she could. There was one clerk who possessed “experience” and drew five a week, and the rest were as green as Mame. The store ran on a low scale for a few months and found that it didn’t pay in that town, so they tried to reach a little higher and get a little of the better trade. Mame had had considerable experience in strug- gling with the dickering customers who want something for nothing and frequent the cheaper stores, and she was somewhat prepared to handle with firmness the occasional customer who began to come for the class of goods the store later put in. She progressed in eight months to $3.50 a week and hoped for more. Then the proprietors. sold out and the new owners changed the character of the place. They discharged those girls who had proved no good and kept those that showed aptitude for the work. Mame was among the latter, and at the end of the first year was get- ting $4 a week—a pretty good price for the work she had done, or rather had been able to do. Better goods and better customers came to the store. One of the proprietors was a fine fellow and attempted to help the clerks along, but the other was dys- peptic and surly and put many damp- ers on the hopes and ambitions of the clerks. The fascination of the work grew upon Mame, and she was near the head of the list by the time she was 19. She took hold of everything that came in her way to do much as her mother had taken hold of the task of rearing the family. The work had to be done, and the sooner done the better for all concerned. That was the spirit that ruled the work of the girl. She had no choice in custom- ers. She took everyone that came to her and did her best, understand- ing that the thing to do was to sell the customer and at the same time please that customer, if possible. Her Irish wit stood her in readiness to see a point and to grasp a situation, but she could not have done that if she had not been in earnest in her work. One morning she found a ten-dol- lar bill on the floor near the door— dropped from the hand of some cus- tomer. As was the custom, she took the money to the office and left it for a claimant. The understanding with such things was that the finder should have the article if an owner did not appear to claim it within six- ty days. Nothing more was thought about the money until several days after the term of sixty days had ex- pired. Then Mame went to the of- fice and enquired if anyone had ever claimed the bill. No one ever had, and she asked for it. The cupidity of the surly partner overcame his better judgment, and he refused to let her have the money, claiming that cash found in the store certainly belonged to the owners of the store. That same day a-store down the street that had never hired a woman clerk made her an offer of a position at $7 a week, without even asking her what her present wages might be. The firm had often heard of her, knew her brothers well and knew that she had many friends, and the offer was made on the strength of it all. Among her friends was a young law- yer to whom she appealed to know what to do about the found money. He was also told of her offered place4 in the other store. He immediately took means to obtain the money for her and advised her to take the new place, as she would have a hard time to remain in the old store, whether or not she took means to recover the ten dollars. She got the money and took the new place. That was where I first knew her personally. Having known many women clerks of all ages and inclinations, I ex- pected nothing else than a girl with a strong bunch of small talk and chatter, a piece of fancy work and a lot of calling friends. I was disap- pointed and pleased to find that she was not that sort. She knew a few things about fancy work, but she did that work at home and used her knowledge to aid her in selling goods. She had friends, but she never spent a moment talking with them after a customer appeared to be waited up- on. Her eye was always on the main chance, and the main chance was al- ways the opportunity to sell some- thing. She understood perfectly what she was hired for and proposed not to disappoint her employers. She was not a peach or a pink of perfection. She had a little temper and a tongue that was sharp when used to flay someone who had trifled with her sensibilities. Hardly a clerk but had a tilt with her over some- thing, but there was not a clerk who did not have a heap of respect for her because of her ability and her deter- mination to do the thing that was Gillett’s D. S. Extracts DOUBLE Conform to the most stringent Pure Food Laws and are guaranteed in every respect. If you do not handle them write for our special introductory propo- sition. Sherer=Gillett Co. Chicago are the largest exclusive coffee roasters in the world. sell direct to the retailer. carry grades, both bulk and packed, to suit every taste. have our own branch houses in the principal coffee countries. buy direct. We have been over 40 years in the business. We know that we must please you to continue successful. We know that pleasing your customer means pleasing you, and We buy, roast and pack our coffees accordingly. Do not these points count for enough to induce you to give our line a thorough trial? W. F. MCLaughlin @ Co. CHICAGO MICHIGAN TRADESMAN 25 open to be done, no matter what it was. She despised rubbish on the fioor behind the counter, and the young man who had the courage to spit on the floor after she had once scored him for it, was a brave one. She could sell goods, and she had the wit and sense to control her tem- per when dealing with customers. I never heard her get mad but once, and then the customer finally got the best of her and refused to buy. She told me the next day that it did her good and taught her a lesson. That was the readiness of her per- ception and her understanding of the purposes of keeping a store. I have seen her tackle any sort of a customer that came in, and if the men clerks were busy and she was unoccupied when some man came to look at clothing, she would take him to the clothing department and skow him the goods. I have known her to sell more overcoats in a day than any other clerk in the store. I have also known her to take a cus- tomer to the carpet stock and show that customer every piece of goods she could handle, while waiting for some of the men to get loose and come to her assistance. If she want- ed stuff from the reserve and no boy was on hand to send, she would go after it herself, in order to save time and be sure she got what she wanted. She was business from top to toe, and she was business be- cause she understood what business was for and what it meant to. the people who had hired her. There were no department stores in that town, in the sense of confin- ing clerks to particular stocks, so she could pick no preferred position of work, although we attempted to keep her confined to those goods that naturally belong to women to handle. The firm was preparing to dissolve and we told Mame that if she had an opportunity to get a good place that we would not only aid her but we would be glad to have her get it for her own good, offering influ- ence, if she wanted it. That was after she had been there three years. She went to a large city forty miles north and within a week had a place in the women’s’ underwear stock. There I lost sight of her for two years. One day, while there on business, I went to look her up and have a lit- tle visit with her. She was glad to see me and welcomed me heartily, but her department was full of cus- tomers, and she frankly told me she could not talk with me much then. It was impossible for me to call upon her at her home after store hours, so she found time to tell me she was then first call in the stock, and the buyer had informed her the week before that she (the buyer) was going to leave in three months and the place would undoubt- edly be given to Mame. After she had been there four years, I again went to the store to see her, and she told me that she had entire charge of the women’s furnishings in underwear and corsets and did a part of the buying in hosiery. She was getting a hundred a month, her moth- er was keeping house for her up on the East Side and everything was prosperous and happy. She was one of the best, if not the best, of women clerks that I ever knew, and she had nothing to either recommend her as extraordinary nor an influence that placed her above the ordinary, excepting her determina- tion to do the thing expected of her, and to do it the best she possibly could. There are hundreds of other women clerks who have the same | possibilities. How many of them (realize it?-—Drygoodsman. —___*-- . _____ Cranky Clerks Don’t Make Future Trade. Written for the Tradesman. My 4-year-old nephew got it into his precious little noddle that he must have a child’s set of garden tools. I had had considerable running around to do and it was almost 6 o’clock of a Saturday night when i reached the hardware store where I do a share of my trading. The big room was almost desert- ed. The goods were ranged mostly around the sides, with floor cases here and there and wide spaces stretching between. A little skinny, wizened-up' old maid with an aggressive air came for- ward to wait on me. She acted as if I were offering her a deep affront to be there at all. Not, “What can I do to serve you?” in a pleasant tone did I hear, but, “What do you want?” spoken as if she would like to bite a ten-penny nail in two. “I came to get a child’s set of garden tools,” I mildly ventured, try- ing to infuse cordiality in my man- ner toward the Icicle. “What kind do you want?” she ask- ed in the same snappish voice. “I don’t know exactly—I’ll have to look at them.” She led the way across the spaces. her heels clicking ominously the while. “Ffere’s all we got,” she said as she noisily rattled around in the hardware, finally fishing out just what I wished, had the articles been in proper condition. But the handles were so very dirty from rough usage that it was difficult to realize they had ever been fresh from the factory, and the steel—that was completely encrusted with the yellowest of yel- low rust. “*All you have? I repeated regret- fully—without the “got,” however. “Oh, I wanted nice clean handles, and no rust,” I objected, thinking how I would appear giving such a shabby trio of tools as a gift! And I told her they were for a favorite child- relative and that that was why I was so. particular. Then I asked the price. “Ten cents. Yes, they’re rusty— that’s why they’re ten cents,” she answered laconically, and I was sur- prised that she volunteered even that much information. “How much when the tools were new?” I questioned. ‘Don’t know.” If she had added, “What’s more, I don’t care,” I should not have been surprised; her vocabulary seemed composed mostly of monosyllables. “Well,” said I, terminating the dis- agreeable interview, “I’m sorry you haven’t what I want—I’m afraid the little man wouldn’t like these, he’s so clean about everything.” The Ancient One relapsed into a sullenness that was profound and de- pressing and there seemed nothing more to say of a propitiatory nature. I retraced my steps to the outside and was glad when I reached the door, for She walked murkily along behind me like an Indian with a tom- ahawk. I slipped out with a sigh of re- lief, glad to exchange a word about the inclement weather with the floor- walker, who, although “homely as a hedge-fence,” had a smile as expan- sive as that of the Man in the Moon. As I left the establishment I made up my mind that it would be a colder day even than that before I would again trouble that Cross Old Girl. At the next store where I asked for the tools a clerk just as old, and also with some of the indelible marks of oldmaidhood about her, came down the aisle to meet me. And then the odd coincidence tran- spired that this place also had but one set of child’s tools remaining, and these were in the same unsatisfactory shape as those shown me by the Frowning One. But the second old maid was of the jovial, bubbling-over sort, with a “quip and a crank” for everything go- ing. T had to leave here without mak- ing a purchase the same as at the other store; but this clerk was so al- together “comfy” that on my way out I dilly-dallied to inspect some beautiful mother-of-pearl manicure goods, and found what suited me to aE, My Uncle Jack has promised me for a Christmas present a ten-dollar gold piece, and I am to get with it “Just what I please.” “Just what I please” is to bea certain handsome mother-of-pearl set for the care of the nails, and Old Maid Number Two is going to be given a chance to see the “color of my money.” 1 ie ———_. +. A mighty few fingers can knock some men ouf. 0 You can’t eat Life’s cake you have the dough. unless Randle Marguerite Chocolates : and you will please your customers Handle Elk and Duchess Chocolates and you can sell no other Our best advertisers are the consum- ers who use our goods. Walker, Richards & Thayer Muskegon, Mich. Delicious Buckwheat Cakes Are Raised With Yeast Tell Your Customers Foam MICHIGAN TRADESMAN WHICH WON?: Renewed House and Renewed Spirit To Govern It. Written for the Tradesman. The Byfield neighborhood was get- ting uneasy. Folks were saying that Jim Amidown and his wife were get- ting by the ears, and if the truth was known it had been going on off and on for a good while. When it got so that a man and his wife wouldn’t look at each other nor speak to each other things were pretty bad, and it was all the worse in a case like this where they were well-to-do and well thought of and were expected to be looked up to. Another thing neither Jim nor Naomi was quarrelsome. Of course she was a woman and had to have her way round the house and the dooryard, too, when she felt like it, and most of ’em do, and when it comes to having the last word—well, now-a-days you have to ring off, to have it, before you get through say- ing what you feel as if you must. They were both of ’em good and kind-hearted folks as ever lived, and to have this come now after they had raised up a big family of children was simply scandalous, and it did look as if somebody ought to interfere— that is, you know, do a little neigh- borly work on the quiet and put a stop to the thing. Of course the neighborhood took sides, promiscuously at first, but fin- ally it settled down to a question of Sex, the woman behind the coffee- pot glaring at the man with the carving knife, and both thinking things that ought to be unutterable and trying to utter them with an earnestness worthy of a better cause. “It’s a burning shame, that’s exactly what it is. There that woman has worked and slaved going on forty years, nipping and saving outdoors and in for the sake of having ‘a home of her own, and now with the farm paid for and her house furnish- ed and the time come for them to enjoy it, if they are ever going to, that big, overbearing Jim Amidown gets on his paint and war bonnet, the savage!—that’s exactly what he is—and won’t speak to her because she turned over his griddle cakes the wrong way!” That was the general idea gener- ally expressed. Martha Wilcox gave a more personal application to the matter in hand as she passed her husband his third cup of coffee, who to her mind looked the opposition he didn’t think it best to express. “When I think of the years and years that that woman has drudged and drudged on that old farm I won- der that she’s alive; and there wasn’t a prettier girl or a smarter one in all Brookfield, North, South, East or West, than Naomi Batchelder the day she married Jim Amidown. She had the pick o’ the county—they were married the summer after we were, you remember, and you can keep on with your grinning if you want to—and from that day to this if she hasn’t more than held up- her end of the yoke I should like to know who has. Where it’s going to end I don’t know; but if I were in her place he’d find out before sundown what I’d do.” “I guess he would, Martha; what would that be?” “Be? Leave him—that’s what and that’s what every woman in Byfield is urging her to do.” “Like enough that would be a good thing for both of ’em. You don’t happen to have a swallow more of coffee, do you? Seems as if you’ve got an extra hitch on it this morning. I just as lief keep another one of them gems from getting cold as not To my mind they’re better hot. I was thinking about Jim and N’omi the other day and wondering what it’s all about. Let’s go. over there. With such a good breakfast as this aboard it won’t make much difference if they don’t give us a very good dinner. If I remember she never was much of a cook. Doesn’t run in the family. Remember the dough- nuts old Mrs.. Batchelder used _ to make? The only light thing about "em was the hole in the middle, and even that looked considerably dis- couraged sometimes. I hope you'll have a cleaner napkin than you had the last time we were there—all cov- ered with egg and m’lasses, wasn’t it?—an’ I’ll bet if you get a look un- der the bed you'll find she’s not swept under there since Adam was a baby. I’ve a little fussin’ to do ’round the barn first. Then I’ll harness up an’ we'll ride over. ’T’s just the day for a ride. “It’s more likely than not,” re- marked Wilcox, as he turned into the road, “that the Amidowns won’t be over ’n’ above glad to see us, and I guess, Martha, if you don’t care you might as well let me drop you and take in Jim and go on with him to the village. I'll take him over to the hotel and give him a good dinner and I believe by the time we get ready to come home I can cheer him up a little and get him to look at the right side o’ things in a sen- sible sort of a way. I sort o’ thought of it at breakfast. Jim isn’t mean or ugly, and I’d be willing to bet a good deal that if he could have one of your omelets for breakfast every morning, backed up by such gems and coffee as you gave us, we wouldn’t hear any more of this rot about part- ing. My opinion is there’s consider- able blame on both sides, and if any- body can straighten things out it’s you and J. So you smooth down N’omi’s feathers while we’re gone and [ll take Jim in hand and we'll stop this rumpus in short order.” It seems to be a conceded fact that when a project of this sort is start- ed in good faith everything helps it along, so it wasn’t at all strange that they should find Jim Amidown turning out of his lane as they were turning into it. The greeting on both sides were hearty, and it did not require much urging to induce Amidown to go back and, with Mrs. Wilcox and his team disposed of, to go on to town with the friend of his boyhood. “Was rather glad to see you this morning, Duty,’ Amidown began when they were fairly under way. “You see, I’ve made up my mind that N’omi and I can’t get along together without snapping and snarl- ing an’ that’s no way to live. It’s growing worse and worse and one or the other of us has got to quit and I guess it had better be me.” “How long’s this thing been go- ing on?” “Ever since Ellen Jane was mar- ried. It began with getting her ready. There was a lot to do and nobody to do it, and as I did so hate to have her go I wanted to keep around where she was and got to ROGRESSIVE DEALERS foresee that certain articles can be depended on as sellers. Fads in many lines may come and go, but SAPOLIO goes on Steadily. That is why you should stock Mica Axle Grease Reduces friction to a.minimum. 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HAND SAPOLIO HAND SAPOLIO is a special toilet soap—superior to an enough for the baby’s skin, and capable of removing any Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. y other in countless ways—delicate Stain. : He — a Ney hee at eo ei %, ™ ye & : ‘saying sharp things. MICHIGAN TRADESMAN 27 doing whatever was handy. After she was gone I stopped, but N’omi didn’t. She kept right on. What was intended as a favor was looked upon as a duty and was exacted with an order. Of course I backed up. Then the Old Harry was to pay, and be- cause I won’t go and come at her beck JI’m—there isn’t a name bad enough for her to call me. That’s all there is to it and I had just start- ed for Judge Evans to take the mat- ter in hand and take me out of To- phet!” “Don’t s’pose you ever knew how near Martha and I came to having a split, did you? ’Bout four years ago in just the same way. I went around hot as a peppercorn, getting madder and madder, wondering what it was all about. I kept my eyes open and at last I fancied I saw something and followed it up. This is what I got on to: For something like twenty-five or thirty years a woman with a family has to be at the head of things, and in the thick of it hasn’t the time to explain much. Necessity makes her arbitrary, and when she gives an order it has to be done and right then. That goes on for years and when the children are grown up and all married off she finds nobody to order but you, and you have to take it. You won’t stand it, and there ’t is. Quick’s I saw that I concluded to bring back the old conditions as soon as I could. The first young one I could find was Jakey and I set him to doing chores. Martha took to him at once and the minute she began bossing him she loosened up on me. ’Long at first I felt sorry for him; but kids and other animals expect to be ordered and don’t mind it, and it wasn’t a week before Martha and I were back where we belong and having the time of our lives. The fact is, Jim, N’omi has got to have somebody to order around. If there’s nobody else, it’s going to be you. You won’t stand it, and when she tries it you flare up the same as any man would. I don’t know how far you’ve gone, but we got so that talking to each other was pretty hard work unless we were That doesn’t do, you know. After a man and his wife have lived together long enough to bring up a family of children, it does not add much to their credit, my way of thinking, to make fools of themselves when ‘a leetle mite of strategy,’ as the man said, will keep things straight.” “Then you'd try that, would you?” “T certainly would. I’d keep away from the judge, anyway. I’d try the doctor instead of the lawyer. I’d just go to Dr. Neelly and tell him all about it. He can take you one side and tell you N’omi is working too hard and that you'll have a sick woman on your hands if slie doesn’t have help. That'll give you a chance to wonder whether those An- derson twins couldn’t be brought in. They’re somewhere about 12 years old, I guess. The boy’s just the size for what chores you want done and the girl’s just ready to begin with the housework. It’ll be a little tough on them along at first, but you can make it up to them in a thousand ways. What do: you think?” “T think there’s a good deal in it. It looks to me like one of these rules that works both ways; and I guess, if the truth were known, that the bossing business may be a little overdone on both sides of the house. I never thought of it before; but it comes as natural for me to order anything ‘right straight off’ as it is for me to breathe. Humph! What an easy thing it is to be a fool, es- pecially if we’re born so! When we get to the village put me down at the doctor’s and I’ll be ready to go back by the time you are.” “T’ll wait for you. I’m going to get my wife a rather nice dress if I can find one; and I wonder how *twould work for you to get one for yours from the same piece? Makes a deal of difference when we’ve been especially cantankerous, you know.” With matters thus kindly cared for at one end of the line it must not be supposed that indifference was go- ing on at the other end. The watch- ful eyes of Mrs. Amidown noted with consternation the fact that Mrs. Wil- cox was coming up the lane—the most notable housekeeper in the neighborhood—and there was a prompt and brisk attempt to “red up” the kitchen before the arrival of the unexpected guest, an attempt which included considerable personal attention, so that, when the hearty greetings were exchanged, things were a little less at sixes and sevens. “Don’t you say a word, N’omi. When Duty said he was going to town I told him I was coming as far as this with him, and when he said I’d got to be spry, spry it was. I pushed the table back against the wall and the dishes to the back side of the table and covered them with the tablecloth, and there they are. So if you don’t care I’ll help you wash the dishes and we'll have them straightened out in no time.” When two women, friends from childhood, get together they are apt to begin away back and clear up things as they go along; and it was not a great while before the two got down to “what the neighbors are talking about.” “I’m not going to put up with it. Ever since Ellen Jane went away it’s been nothing but snarling and fault- finding and I—” “Yes, I know; but that’s what we have to put up with if we can’t stop it. They are all alike. I stopped it. Duty got into the same way. After the children got into homes of their own he got it into his head that I was to blame for everything that went wrong and I got scolded accord- ingly. Then I remembered that there was where the children came in. They were used to it and rather liked it. I didn’t and after living three or four days once without speaking to him, I determined to change things. I fed him the things he liked. I kept the table looking as if we were go- ing to have company and then one day when I filled him with apple dumplings until I knew there was only one thing in the wide world that he wanted and wouldn’t take, I went up to him and put my arms around his neck and gave it to him piumb on the mouth! Men aren’t alike by any manner of means and perhaps Jim wouldn’t take to that sort of treatment; but he has his way and you know it and you ought to try it. Why don’t you?” You ought to have seen Naomi Amidown while her friend was say- ing that. She stood with a hand each on a handle of the dishpan and with open eyes and mouth glared at the woman wiping dishes. When _ the full stop came she looked down up- on her dirty dress and dirtier apron, glanced into the little looking-glass on the clock shelf at her unkempt hair and face and with an earnestness which had the tone of conviction in it she exclaimed, “Martha, I’ll do it and I’ll begin now.” That is about all there is to it. When the men came in—Jim would- n’t go to the hotel to dinner—there were a renewed house and a renewed spirit to govern it, a splendid dinner, a satisfied party of diners; and—and Naomi Amidown did exactly what Martha Wilcox said she did once on a time. Two new silk dresses from the same piece and made exactly alike, with two happy women in them, went to church a fortnight aft- er, and only yesterday when some one asked how the Amidowns were get- ting along the only thing said in re- ply was, “What, did you hear that nonsense, too?” Richard Malcolm Strong. ———_ +. It is better to marry a housekeep- er than an heiress. BONDS For Investment Heald-Stevens Co. HENRY T. HEALD CLAUDE HAMILTON President Vice-President FORRIS D. STEVENS Secy. & Treas. Directors: CLAUDE HAMILTON HENRY T. HEALD CLAY H. HOLLISTER CHARLES F.. Roop FORRIS D, STEVENS DUDLEY E. WATERS GEORGE T. KENDAL We Invite Correspondence OFFICES: 101 MICHIGAN TRUST BLDG. GRAND RAPIDS. MICHIGAN BANKERS LIFE ASSOCIATION of DesMoines, Ia. What more is needed than pure life in- surance in a good company at a moderate cost? This is exactly what the Bankers Life stands for. At age of forty in 26 years cost has not exceeded $10 per year per 1,000—other ages in proportion. Invest your Own money and buy your insurance with the Bankers Life. E, W. NOTHSTINE, General Agent 406 Fourth Nat’! Bank Bldg. GRAND RAPIDS, MICHIGAN FREE If It Does Not Please Stands Highest With the Trade! a . Stands Highest in the Oven! + 3,500 bbls. per day + Sheffield-King Milling Co. Minneapolis, Min Clark-Jewell-Wells Co. Distributors Grand Rapids, Mich. MICHIGAN TRADESMAN Some of the Perils of the Mother- . in-law. _ Those of us who do not possess a mother-in-law are in the way of thinking of her as an invention of the comic papers and a_ perennial source of humor without which many industrious joke-makers would be de- prived of their bread and butter. It seems, however, that this light- hearted view of the situation is mere- ly the swagger and braggadocio of those who undervalue a danger be- cause it does not threaten them per- sonally, as the man who.- sits safe and peacefully by his own fireside can point out how charges ought to have been made and victories won on some far-off battle-field. Inasmuch as Adam and Eve are pretty nearly the only married couple that never had to face the mother- in-law question, it looks as if the com- bined wisdom and experience of hu- manity for some thousands of years ought to have been enough to dis- cover some solution for the problem. Somebody ought to have found a way of effectually squelching the old lady or else of getting along with her in peace, or, one would think, the mother-in-law herself would have ris- en to the sublime heights of self-ab- negation of keeping her finger out of her son or daughter-in-law’s pie and let them be happy in their own way. Apparently none of these desirable things have happened, and so far from the mother-in-law trouble be ing settled it grows worse all the time. The matter ceases to be a joke and becomes a very serious proposition when you think that the interference of the mother-in-law causes more di- vorces than drink or infidelity or all causes combined A distinguished di- vorce lawyer has been compiling some Statistics on this subject, and he de- clares that mothers-in-law cause two- thirds of the divorces. In seventeen of the Middle Western States, since last January, 457 divorce suits have been filed in which the husband ac- cuses his mother-in-law of having in- duced his wife to leave him. In these same states forty-seven suicides have been caused’ by the mother-in-law taking too much interest in her chil- dren-in-law’s households. In four of the Eastern States wives are suing their mothers-in-law for alienating their husband’s affections and sepa- rating them from the man who swore to leave father and mother and cleave only to them. This state of affairs is explained by the growing custom of young couples going, as soon as they are married, to live with the parents of the man or the girl. Young people marry be- fore they are able to set up a home of their own and they settle down to live on the old people with an inevi- table sequence of bickering and strife that spoils all the sweetness of life, even if it does not end in divorce. Nor need anybody wonder at this. The only surprise to a rational be- ing is that anybody is so foolhardy and values their happiness so little as to be willing to risk being drop- ped into a strange family to whose ways they must conform, whose cook- ing they must eat, whose prejudices and religion and politics they must adopt under penalty of everlasting argument. It has all the restraints of a penitentiary and its inevitable result is to make the man or woman so placed feel like a criminal and yearn to commit a few murders. The first year of married life is a hazardous one, because it sets the key for all the years that are to fol- low. If it is hard for a man and woman raised with different ideals and beliefs and habits to adjust them- selves to each other even with all the love they bring to soften each other’s angles of character, how in- finitely difficult, how well nigh im- possible the matter becomes when the unfortunte man or woman must adapt themselves to a whole family who stand looking on with coldly critical eyes, always ready to find fault? If all brides who go to live with their husband’s people were a happy combination of the meekness of Griselda and the patience of Job and were blessed besides with being deaf and speechless; if all the bride- grooms who take up their residence at the home of the bride’s mother were models of wisdom and tact and discretion and gallantry, and added to this a complete knowledge of the art of adroit flattery, the experiment might’ not. be a foteordained disas- ter. As it is, in the present imper- fect state of human nature, it is an act of criminal folly that nobody in their senses ought to contemplate for a single instant. The theory of acquiring a new daughter or a new son is a charming. one in romance, but it does not hold good in real life. It is a cold fact that one’s mother-in-law always re- gards one with suspicion. Every mother is on the watchout for her daughter-in-law to impose on _ her son. Every mother is determined to protect her daughter from her son-in- law. The things that Mary Jane may do if she is her daughter, Mary Jane may not do if she is her daughter-in- law. If Tom stays out of nights and Tom is her son, she thinks he is unduly persecuted if his wife meets him with a curtain lecture, but she is ready to call time every night at 7 o’clock on her son-in-law. Women simply can not be just in these mat- ters, and there is no use in their as- suming that they can. Every mother on earth thinks her daughter-in-law ought to do her own sewing and economize and that her daughter's husband ought to hire a seamstress and send his wife off for the sum- mer. Tradition has pictured man as the chief sufferer from the mother-in- law. This is because in voicing com- plaints men have had the floor and because they are less patient under affliction than women. What the hus- band endures from the mother-in-law who attempts to run his house is nothing to the agonies the woman goes through from ‘her mother-in- law who polices her every action and criticises her every word. Women are much more apt to like their sons-in- laws, anyway, than they are their daughters-in-law, and, besides, a son- in-law, if he is at all eligible, is al- ways a welcome addition to a fami- ly, whereas the daughter-in-law rare- ly is regarded as anything but an intruder. A mother can always en- ter into her daughter’s feeling to a certain extent about falling in love with a man, but she never under- stands what on earth could have in- duced her son to fancy the girl he Marries and, in her secret soul, she always believes him to have been taken in. One of the pathetic features of the mother-in-law evil is that the wom- er who wreck so much happiness do it with the best intentions in the world. It is always hard, probably, for a professional to stand silently by and see an amateur bungle the game, and one can understand how a woman who is an experienced house- keeper and who has raised a large family of children must be tempted to interfere and run things herself when she sees an incompetent young wife wasting and mismanaging Tom’s hard-earned money. It seems actual- ly criminal to Tom’s mother, but, if she has sense enough to know it, there is something more important than a few dollars at stake. There is personal liberty and the right to the pursuit of happiness and the privilege of running her house in her own way that is the inalienable birthright of every woman. If Tom’s mother has the justice to grant his wife this she will make an adoring daughter of her. If she refuses, she has an implacable foe who, sooner or later, will alienate Tom’s affection from the mother who bore him. This is worth remember- ing. The loss of a son’s love is a pretty high price to pay for the privi- lege of criticising your daughter-in- law. It is a natural vanity for every mother to suppose that her way of doing things and her theories will be a lamp to guide her daughter’s feet when she goes to housekeeping, but she forgets that in making a home her daughter’s husband has the priv- ilege, as the one who pays the bills, of at least an equal share in deter- mining its tone and introducing the habits and ideals to which he has been accustomed. I have in mind one home that was broken up by the intemperate temperance opinions of a mother-in-law. The woman in ques- tion was a rabid prohibitionist and anti-tobacco and anti-everything else sort of a person. Her daughter was a charming and amiable young girl who married a jolly, good-natured fellow who had been reared in a somewhat Bohemian fashion. He had lived in a bachelor apartment where he smoked all over the place, where friends were welcome at every hour, and it had probably never even oc- curred to him that a glass of wine or beer could be- regarded in the light of dissipation. When he married he established a delightfully arranged home and pre- pared to spend the balance of his life in happiness with his beautiful young wife, when the mother-in-law de- scended on them. She scolded her daughter until she wept about de- parting from the right ideals in which she had been bred. She raised a rum- pus about the tobacco smoke. She froze out all of the old friends and went into hysterics over the wine at dinner and literally drove the hus- band to his club, where he could en- joy himself in peace. The end of that household was divorce and ali- mony. The mother succeeded in es- tablishing her daughter’s home on the lines of which she individually ap- proved, but the price it cost was the happiness of two innocent people. Of course, there are a few cases where mothers-in-law are angels in disguise and where they only enter a home to bless it, but such instances are so rare as not to affect the gen- eral proposition that the man_ or woman who deliberately elects to live in the house with a mother-in- law takes their happiness in their hands and makes a plunge into a sea of trouble in which they stand precious little chance of surviving No man has a right to ask a woman to run this risk or to propose mar- riage to her until he can afford a home, however humble, in which they can be alone, and fight out their differences of opinion without any member of his family or hers to ref- eree the quarrel. In the cases where the fatal step has already been taken it is surely not too much to ask that the mother- in-law will take counsel of good sense, and make the sacrifice, if need be, of letting the young couple, whose well being after all is dear to her, work out their own salvation in their own way. Above the door of every man and woman’s happiness there is a no trespassing sign, and a mother- in-law enters in and intermeddles at the peril of the peace of all con- cerned. Dorothy Dix. —_~7-.—__ One Oil Always Scented. “No, we don’t perfume axle grease, nor do we scent the oil used on the journals of freight cars,” said the dealer, “but there is one lubricating oil that we do scent, and that is the fine oil used on dentists’ drills. “Such drills, tiny little drills of beautiful workmanship, are made nowadays for use in every possible position. There are drills that pro- ject from the shaft at a right angle, this being made possible by the dain- tiest little bevel gearing you ever saw within the drill head. Others are set at an obtuse angle and others, again, are set at an acute angle. “With one or another of these va- rious drills you can drill out a hole in any tooth in any direction, up Or down or from the front or the back or the side, but, of course, the little drills wouldn’t run smoothly or nice- ly without lubrication and you would not want to put fish oil in a pa- tient’s. mouth, already suffering enough, probably. So here is where scented lubricating oil is used.” i ge ee fi 2 MICHIGAN TRADESMAN No shoe dealer willingly loses customers One ever Areues about change, charges or money paid on account in a store where a National Cash Register is used A cash register means much to the customer. It is a bookkeeper, inspector and cashier, and watches the merchant and his clerks to prevent errors and mistakes that may mean loss to customers. That's why the merchant has it Shoedealers are invited to visit N.C. R. factory or send for representative who will explain N.C. R. systems National Cash Register Co. Dayton Mistakes on the part of clerks or proprietor send customers away N.C. ft Company Dayton Ohio Please explain to me what kind of a register is best suited for my business This does not obligate me to buy Name Address No. of men MICHIGAN TRADESMAN THE ANTISEPTIC BABY. We can sterilize his bottles, we can boil his little mug; We can bake his flannel bandages and disinfect the rug That envelops him when he partakes of medicated air, But there’s one impossibility that leaves us in despair— And a not unjustifible alarm, you will allow— To wit: We fear ’twould never do to sterilize the cow! We are careful of his hours, we are thoughtful of his toys; We are mindful of his sorrows and judicious of his joys; We are prayerfully considerate of needful discipline. Of our little “Mother Handbook” and the precepts writ therein; And we strive to render sterile all designed for mouth or tum, But one frightful danger menaces-—we can not boil his thumb. MAKE BOYS THINK. Athletics Do More Harm Than Dime Novels. Written for the Tradesman. “We're getting up a ward athletic club, and we need money to buy ap- paratus and pay hall rent,” said a bustling citizen who was always mix- ing in some alleged public enter- prise. “How much will you give?” “What kind of apparatus?” asked the druggist, leaning back with a smile on his face. “Oh, rings, and bars, balls, and all that sort of thing,’ was the reply. “And we want a good room for the boys to pass_ their evenings in, too.” “And boxing gloves,’ suggested the druggist. “T suppose so,” was the reply. “And a mat to wrestle on,” con- tinued the merchant. The bustling citizen nodded. “And a big foot ball.” “T guess so.” “And foils?” “Of course. How much put you down for?” The druggist smiled more sweetly than ever and the bustling citizen thought he saw a ten coming out of the cash box. “Tt will be well invested,” he urg- ed, seeing that the druggist was not moving toward the financial center of the store very swiftly. “How much?” “Not one cent.” “What! You can’t mean it.” “But I do mean it, my friend.” “You’re the first merchant to re- fuse.” The druggist only smiled. “If you'll get up some club that will make boys think,” he said, “TI’ll put down a hundred.” “Why, this will make them think.” “Of what? Of prize fights, and shall I and hand-‘ murderous foot ball games, and base ball on Sunday? That’s about it. It will make them think they are the whole thing for muscle and make bullies of half of them.” “Well, you are the first man I’ve struck who doesn’t believe in athlet- ics,” said the bustling citizen. “I do believe in athletics,” was the reply; “but not in that kind. The average boy gets exercise enough without the churches, and the Y. M. C. A., and the schools getting up athletic clubs for him. His mind is sufficiently far away from his studies and his work without hearing of mus- cle and brute force from the pulpit and the school forum.” “Why,” said the bustling citizen, “T think it keeps the boys out of bad company.” “Look here,” said the druggist, “who are the heroes of these would- be athletes? Sullivan, Corbitt, foot ball toughs. Who are the leaders in these ward, school and church clubs? The boys with the biggest arms. The boys who can run fastest. The boys who win any old way in a contest of strength or endurance. It is not the students, the boys who are pains- taking in their studies and_ their work. There is too much of brute force leadership in the world now. What we need is more mental ath- letics.” “But you must amuse the boys.” “How do these clubs amuse them? During the summer they think of nothing but ball, and every vacant lot has a game on Sunday. In the winter many of them hang about pool rooms, waiting for scores and talking of fights and contests in which men would stand no show if bulls were eligible for entry.” “I know a lot of boys whose health has been improved by ath- letics, and who will now make good citizens.” “And so do I. And I know of a lot of modest young fellows who have become sallow-faced, pimpled, cigarette-smoking bullies by hanging out around these club rooms. You may put twenty good boys in a club and it will be to their advantage, but you put one tough boy in that bunch and he will ruin half of them. And in a collection of that sort you will find plenty of tough ones who think and talk nothing but athletics. This craze for muscle-breeding is worse than the craze for dime novels. If a boy reads dime novels he will soon tire of them and go to something better, but if he is a crank on ath- letics he refuses to develop his brain and becomes a failure in business or a road worker. There are too many youngsters now who will grow up without an education to become day laborers. They will have mus- cle but nothing else.” “I never suspected you of being a crank,” said the bustling citizen, scornfully. “IT am not crank enough to go about the ward with a book under my arm, asking men to give money to help exercise youngsters who have too much exercise already,” was the reply. “These athletic clubs fill the pool rooms in winter, and in time they fill the saloons. Athletics have ruined more college students than they have ever helped. If you want your boy to become perfectly de- veloped, pick your company for him and set up a neat little gym. at your own home.” “T can’t afford it.” “It will be cheaper in the end.” “I can’t see it that way.” “Well, you follow the trend of this athletic club business, and you will see that the boy ought to be educat- ed at the top and not at the biceps and in the legs. The brain is all that separates a man from an animal, and the better brain you give him the better he will get along after he gets started for himself. Give the boys physical training if you want to, but keep them away from the gang that talks and thinks athletics from morning until night.” And the bustling citizen went away without a contribution. Alfred B. Tozer. ——_~+2.___ Talent is made up of two ingre- dients: time and trying. V/ FAMOUS AIROLITE LIGHTINGSYSTEM It supplies from 600 to 1000 candle power. pure white light at every lamp one-third of a cent per hour for fuel—cheaper than kerosene lamps. able. no odor. COMPANY, ALABASTINE $100,000 Appropriated for Newspaper and Magazine Advertising for 1906 Dealers who desire to handle an article that is advertised and in demand need not hesitate in stocking with Alabastine. ALABASTINE COMPANY Grand Rapids, Mich New York City OUR CASH An»b THE CHECKS ARE NUMBERED, MACHINE- PERFORATED, MACHINE- COUNTED. STRONG & SIGH GRADE, THEY COST LITTLE BECAUSE WE HAVE. SPECIAL MACHINERY THAT MAKES THEM AUTOMATICALLY. SEND FOR SAMPLES ann asx Forourn CATALOGUE. A WRsADans «42252008 verwar New Oldsmobile TY Ay 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 47 and 49 N. Division St., Grand Rapids, Mich at a cost of only : f € It_is perfect} fi It is made of the best material, and is sold on its merit. a oe and that =e Lt go eo reputation of many years’ ee e are not afraid to allow a fair trial of this 7 i that . do all we claim for it. oe you are still using unsatisfactory and expensive li htin i betterment of your light, and the consequent increase in your i — breadth and height of space you wish to light, and we will make you 163 Elm 8t. WHITE MANUFACTURING It is positively guaranteed It makes no nies oe dirt— ting system, and demonstrate e looking to the write us today, giving length het estimate by return mail. Chicago Ridge, I11, . a a we ¥. = A x BY *S We the da Mths » Se a : tidy a MICHIGAN TRADESMAN 31 Importance of Taking Interest in Your Work. A very important item in the sales- man’s alphabet is this: “Let nothing shake your faith in yourself.” In other words, if you think you are going to sell your man, you'll be pretty apt to do so. Never lose con- fidence in your own ability; if you get weak-kneed and begin to tremble when he asks for something you have- n’t got, he will notice it and come to the conclusion that you don’t know your business. If you are thoroughly familiar with your stock, it goes a long ways to- ward inspiring confidence in your- self. A fellow who helps out occasional- ly on a busy Saturday can appreciate this fact better than any one else. When he starts to wait on a cus- tomer, he doesn’t know where he is “at:’ he will ask for a certain shoe, and the extra man doesn’t know whether he has it or not, and if he does happen to know that it is in stock, he can’t find it without asking questions, and even then he doesn’t know whether he has the size re- quired or not. It is very embarrassing all around, and when the customer sees him asking questions of the other clerks, he loses faith in his ability to wait on him properly. Knowing the stock thoroughly is very important for the clerk who wishes to have faith in himself. “Observe rigidly every rule of your house.” If you are hired with the under- standing that you be at work at 7:30, don’t come poking in at 7:45 or 8 o’clock; if you are allowed forty-five minutes for lunch don’t take an hour; if you are warned against guar- anteeing patent leathers, don’t swear to your customer that they won’t crack; if you are required to dust off all the shoes once a week, don’t put it off for three or four weeks; in short, do what you are hired to do, to the best of your ability. “Repeat strong points of your sell- ing talk occasionally.” In other words, be well posted on the shoe you are showing and en- large on the points which, in your judgment, will make the deepest im- pression on your customer. Find out as nearly as you can what he most desires in a shoe, and keep that feature prominently before him. If he hints that he wants comfort above everything else, enlarge upon the welt feature; if you are showing him a vici kid, emphasize its softness and pliability; if it’s a calkskin leath- er, explain that the wear will be satisfactory and that it won’t peel up and look ugly. Some clerks are cranks on the fit of a shoe, and it’s a mighty good hobby to ride. If your man has had trouble with ill-fitting shoes, give him to understand that you are go- ing to take special pains to give him a comfortable fit. If you have good reasons for urging a certain shoe, re- peat occasionally its strongest points, but avoid an argument, if possible. Present its merits in such a way that there will be nothing left for the customer to object to. : Give him to understand that know whereof you affirm. “Talk earnestly and always to the point.” Occasionally a fellow will come in who likes to “visit,” and who appre- ciates a little “jolly,” but the majori- ty of your trade comes in to buy shoes. Before getting too flippant and attempting to be funny, it would be well to mentally size your man up. You will find that in most cases he will appreciate earnest talk, right to the point. you “Utilize every peculiarity of your customer to appeal to him.” What a customer thinks is fre- quently at variance with the facts in the case. Some imagine that they have a very low instep, when it is reasonably high; some think their toes come to a point, when they are nearly square; some contend that they have a narrow foot, when it takes a D last to fit it properly; others are dead sure that they can not wear anything but a wide freak last with any comfort, and so on down the line. When you strike a man that is pe- culiar in any way, utilize that pecu- liarity to appeal to him. Don’t dis- pute him. If he is sure his instep is low and the ball of the foot wide, and that nothing but a combination last will fit him right, so be it; get it for him; if he illustrates with his fingers how his toes are piled up on each other, express appropriate sympathy and urge a freak last; if he declares that nothing but a Blucher will give him any comfort, get it for him, if you have it; if not, convince him that he is mistaken, if possible. “Watch your customer’s face while you talk to him.” It shows indifference on the part of the clerk for him to be showing a shoe to a customer and at the same time holding a conversation with a visitor or one of the other clerks, with his back turned to the cus- tomer. If you keep your eye on him, you can better see what impression you are making and you will be better prepared to meet his objections. You are getting paid for showing him every attention, and should watch him closely. “Xtend to all a friendly greeting.” Very important, indeed. When you first approach a customer, the im- pression he receives will go a long ways toward determining whether he buys of you or not. If you strike him as being a pleas- ant, friendly sort of a fellow, he will be much easier to handle than if you met him with a long face, indicating that you hated to do it, but was ob- liged to. Courtesy is never lost on any One, and although your customer may ap- pear cross and surly, a pleasant greet- ing will go a long ways toward es- tablishing a friendly footing. Be as pleasant toward the plainly- dressed laboring man as you would to the capitalist. “You must be ever on the watch for new schemes.” Don’t be a mere machine; use your head. Your employer will welcome any suggestion you may make to- ward the betterment of his business. If he doesn’t fall in with all your views, don’t get discouraged; keep on thinking harder than ever. See if you can’t make some differ- ent arrangement in keeping the stock that will facilitate waiting on trade; suggest a different way of trimming the windows; see if you can’t make some improvement in his advertising; study up some better way of keeping a stock book, and in cther ways take the same interest in the business as if it were your own. By close attention to business you will make yourself a valuable man, and when a vacancy occurs higher up, you will be a logical candidate for the position.—Drygoodsman. ——_>-2.___ Recent Business Changes in the Hoo- sier State. Hartford City—O. V. L. Hacker is succeeded in the buggy and imple- ment business by Hacker & Fleming. Columbia City—The lumber busi- ness formerly conducted by S. J. Pea- body will be continued in the future by the S. J. Peabody Lumber Co. Terre Haute—W. R. Miller is suc- ceeded in the grocery business by Miller & Swartz. Wabash—James D. Beck is _ suc- ceeded by Beck & Logan in the commission fruit business. Peru—The creditors of Albert Beck, grocer, have filed a petition in bankruptcy. Warsaw—A petition in bankruptcy has been filed by the creditors of John J. Nye, grocer. Be sure you're right And then go ahead, Buy “AS YOU LIKE IT” Horse Radish And you've nothing to dread. Sold Through all Michigan Jobbers. U. S. Horse Radish Co. Saginaw, Mich. In a Bottle. It’s a Repeater Will Not Freeze Order of your jobber or direct JENNINGS MANUFACTURING CO, GRAND RAPIDS, MICH. SB BB ee I BE HE GE WR SE GE SE EE EH RR THE to pay for inferior work. on our line. Grand Rapid High-Grade : Show Cases , The Result of Ten Years’ Experience in Show Case Making no higher than you would have Write us. s Fixtures Co. Cor. S. Ionia & Bartlett Sts., Grand Rapids, Michigan j f f j f Are what we offer you at prices j f j f New York Office 724 Broadway Merchants’ Half Fare Excursion Rates to Grand Rapids every day. Boston Office 125 Summer Street Write for circular. j f You take no chances j f j f j SE RP 8. 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Brilliant Gas Lamp Co. 42 State St., Chicago, Ill. or Head Light any where by anyone, for any or house use, in or out door. ly use during the last 1oc Candle Power PR PRAISE Ny IONE ARG Ee ir MICHIGAN TRADESMAN The Relation of Shoe Dealers To Customers, The fact which is apparent to every retail shoe man, that probably no store is more of a debating ground than is that of the retail shoe dealer, for his customers, gives rise to the question, “How many customers come into our store who know pre- cisely what they want in shoes?” An- other question thereby arises, viz.: “How am I able to help them in a decision that will secure me the sale and make the customer a steady one?” When the shoe retailer stops. to consider these points the art of sell- ing shoes assumes. far greater im- portance, especially so to the propri- etor-who not only wishes to make the Sale, but realizes the importance of pleasing the customer so there will be no disagreeable after scenes. It is not, as might be suggested, “easy for people to buy shoes nowa- days, because they have such abun- dance and variety to choose from.” The old retailer knows better than this and he is painfully conscious of the fact that prospective customers consume more time now than they used to require when shoes were not manufactured in such endless variety of styles and leathers. They are puzzled and frequently confused among the profusion and varying sorts of shoes, and right at that point is where it is up to the salesman to apply a few suggestions coupled with his best judgment as fitted to the case in hand. Don’t show too many styles. How often is a sale spoiled because there are so many styles shown that it is impossible to single out any one pair that appeals particularly strong to the prospective purchaser so that he will select it? The class of customers who know what they want in footwear at the present day is proportionately small compared with those who do not. A few men approach this mark of deci- sion, put their question straight, as to style, matedial and size, and_ the shoe man’s burdens are greatly light- ened by the state of preparedness on the part of the customer, and if his stock is not broken on this particular number, a sale is very quickly con- summated with satisfaction to all con- cerned. But as to women, there are very few who know, even approximately, just what they want. Some of them have ideas all formed when they en- ter the store and state them to the salesman, but as soon as they are shown what they request they are again lost in indecision and request to see some other styles, so they may be sure they have chosen wisely. Here is where the clerk oft-times commits his grievous error. Once Started to showing styles he does not stop until he has shown foot- wear in such vast array of styles and large range of prices that the pros pective purchaser is deeper than ever in the sea of indecision. Now, under such circumstances it calls for all the tact and diplomacy of the salesman if the sale is to be made in a mode creditable to him- self, to the store and satisfactory to the customer. When your customer is in doubt and begins to waver in her choice you must help her to a decision the best you can. Assum- ing that all the shoes you have down are of the required style and proper size, but of different prices, it will be your duty to find out about the price she is prepared to pay. Just as soon as you can find that out, stop talking up the higher priced shoes and concentrate your eloquence upon the styles eligible for her favor, and quietly remove the high-priced tempt- ers, so that she can put her mind only on the former. Then endeavor to secure her con- centration on one particular pair which, in your best judgment, are the proper ones. Place these upon the feet and get her satisfied with them. If possible, after the selection has been made, replace the other shoes in their respective cartons before wrapping the pair selected; for it is no uncommon thing for a woman, after a choice has been reluctantly made, and a fit secured, to hold fast to her second love and fondle it, while the clerk is wrapping up her shoes, as though she had formed her first resolution with a mental reserva- tion. And in some instances she will actually repudiate her first choice and make an exchange right there and then. It will probably be asserted by some readers of this article that these occurrences are extreme cases and we will agree that possibly occasions of this kind may never happen _ in some shoe stores, still it is a matter of every-day occurrence in others. Why should this difference exist? Simply because some merchants do not handle shoes as so much mer- chandise bought and sold without re- gard to its adaptability to their trade; but, those shoe dealers who are most fortunate in the selling of their line are those who have made a study of footwear, not in a general way, but as it affects their particular class of custom. Such a man has proven to his cus- tomers that he can serve them better in the selection and fitting of their footwear than they can select for themselves. How often do we hear in-the shoe store, as previously described, the following category: “What size do you wear? What last?” etc. The experienced retailer or his clerk is able to measure, with tolera- ble accuracy the customer’s foot by his eye alone, but when he is in doubt, he can usually get a clue from the shoe she has been wearing. The point is to have your customer seated as soon as you commence the sale, and remove the old shoe before a new one is shown. Although it may be interesting to the lady it. is not particularly edifying to the sales- man to know what size she wears, or did wear once, or would like to wear, but what you wish to do, in “Come Again, Customers” The First Sale of Hard-Pan Shoes never fails to bring the buyer back for another pair. One first-class dealer in a That’s where your profitcomesin. There is a big demand right now for Hard-Pan Shoes from the Made in 15 town sells them. dealers who handle them. styles—High cuts, Bals and Congress, plain toe and tipped, single soles, half double soles and double soles and tap. We’re stocked all right on every num- ber. Don’t want to unload any goods on you—just give us a chance to show you samples. Our name on the strap of every pair of genuine Hard-Pans. ye 4 The Herold-Bertsch Shoe Co. Makers of Shoes Grand Rapids, Mich. Reeder’s of Grand Rapids can say without fear of contradiction that they have the largest stock of rubbers on their floors for im- mediate shipment of any house in the state of Mich- igan and what makes it the celebrated more interesting they are Hood and Old Colony Rubbers Also have a full line of Leather Tops, Lum- bermen’s Socks, Waterproof Leggins. Combinations, Felt Boots and Geo. H. Reeder & Co. Grand Rapids, Mich. “. . Se. * fA “ aon: intelli we sf a “+4 ERE MICHIGAN TRADESMAN 33 justice to the lady and thereby to yourself, is to fit the foot carefully and accurately. Some knowledge of the feet is nec- essary in order to accomplish good results. If, in addition to guessing correctly the size of shoe required, the shoe man can make a fairly accurate prog- nOstication of the style that would best suit a customer, then he will have discovered another time-saver. This is a more difficult proposition, if not actually impossible, but is only guessing, after all. But the shape of the shoe required will be shown by the foot, if care- fully studied by the shoe man. Not merely is breadth to be considered, but shape and length of shoe, in which feet differ much. Then there is the chubby foot, which requires some breadth of sole to let it lie comfortably; the extremely slender foot, for which a wide shoe would be a mistake; the foot with a very high instep and the one with the very low one, with scarcely any arch under it. All these points must be considered if the feet to which they belong are to be fitted accurately. It is not necessary in order for the salesman to make a favorable im- pression that the feet should’ be fitted at the first attempt. In fact, the reverse is the case, for two or three attempts leave the impression that you understand your business and that you are desirous of fitting them in the best possible manner. At any rate, the observing retailer who has some knowledge of human nature can make a good many shrewd predictions as to features of the com- ing contest when a customer comes into his store, which will be helpful to him in making a sale and secur- ing a new friend or attaching to him more closely an old customer.—A. B. Cowley in Shoe Trade Journal. ——__.- 2. > ___- The Importance of Confidence. The dealer who sells footwear in which he has no confidence cannot convince his clerks of its worth, nor can he in turn talk convincingly to customers. A business in which those interested have little confidence cannot be lasting and healthy. You build a substantial, lasting and in- creasing business only by selling such footwear as possesses real worth and intrinsic value. If you carry inferior qualities of shoes and rubber “sec- onds”’ in stock, it is a certainty that they will not be as good as the stand- ard grades. Our advice is to close them out and get rid of them. Hold a sale that will move them at once. Never mind the cost. Call the sale anything you like, so long as_ it doesn’t convey a false impression to the purchasers. When these unre- liable shoes are unloaded and you have in stock footwear of quality and value that you can confidently recom- mend and guarantee, because the maker’s guarantee is behind you, then you can impress this fact upon your salesmen and inspire them with con- fidence that they in turn cannot fail to convey to customers. If, with this sort of backing, they are not able to enthuse, they are useless to you, in which event you had better replace them as you did the stock. It is not enough for you to have a general knowledge of the shoes you sell, to engender confidence in them. You should know thoroughly why they are worthy of your confidence. You and your salesmen should be able to explain to customers why any of your shoes in stock are good and suitable. Sales people should make no claims they are unable to sub- stantiate. Do not say these shoes are “all solid leather” unless you know them to be so and are able to guaran- tee them in an honest manner. Tell customers what there is in the shoes that makes them good, fine, or very fine or the “best shoe on the market” as salesmen often put it. Explain why they are better than some others at the same price and why they will give better service and longer wear. The very fact that you are familiar with and know the quality of each of the many lines of shoes you carry in stock will impress purchasers. Give them this information at the earliest opportunity. When you get in new lines, other than those you have been carrying in your store, study the styles and fea- tures as you did at the time you placed the order for them. Observe the stock, workmanship, and finish, the methods of manufacture—welt or McKay—pointing out what you have gleaned to your assistants, so that they may be able to talk intelligently to your trade. Talk to every travel- ing salesman that comes in and soak up a little information from each one of them. This is the true secret of successful shoe retailing so far as the inside of the store is concerned. With this as a basis your window trimmer can go ahead with confidence and display footwear in a way to magnetize the passing throng. Your advertising man can talk for you through the press in a way that will compel enthusiasm and_ confidence and draw the trade to your store. The dealer who can truthfully say that he has accomplished this much and is dealing fairly with his em- ployes and customers is ,sure_ to make money, and even success. He is bound to make money unless there is something radically wrong in his business.—Shoe Trade Journal. —_e+ 2 Comanche Counts Queerly. A peculiar feature about the Co- manche language is the method of counting. Comanche will count up to ten in the I, 2, 3, 4, 5, 6, 7, 8, 9, 10 He does not use eleven, but instead he counts method, but there he stops. it as “ten and one more,” and so on, until he reaches nineteen, which he pronounces nineteen. He then pro- nounces twenty, but starts in with “twenty and one more” until he reaches twenty-nine, which he counts twenty-nine, then starts in with thir- ty, like he did twenty, and counts to thirty-nine, and so on all the way up. Counting is the most difficult thing to learn in the Comanche language. In fact, by the time a person has learned to count in that language he has pretty well mastered it. As there is no alphabet in the language the only way to learn it is by word of mouth. Our “Custom Made” Line Men’s, Boys’ and Youths’ Shoes Is Attracting the Very Best Dealers in Michigan. WALDRON, ALDERTON & MELZE Wholesale Shoes and Rubbers State Agents for Lycoming Rubber Co. SAGINAW, MICH. Buck Sheep with wool on 6 in. Lace - - 8 in. Lace - - - 15 in. Boot - - $6.75 per dozen. 8.75 per dozen, 15.00 per dozen. We carry a full assortment of warm goods, Leggings and footwear, Hirth, Krayse @ Co. Grand Rapids, Mich. You Are Out of The Game Unless you solicit the trade of your local base ball club They Have to Wear Shoes Order Sample Dozen And Be in the Game SHOLTO WITCHELL Sizes in Stock Majestic Bld., Detroit Everything in Shoes Protection te the dealer my ‘‘motte No goods sold at retail, Local and_Long Distance Phone M 2226 cellent ET ach ie Ee ge Eee erie "TO UR a Aaa elroy aah Nei bib is Seer nat ° leaned against a trellised post look- 34 Outcome of a Shoe Man’s Christmas Eve Stroll. It was Christmas eve. The hour was ten-thirty. The place was Pearson & Son’s, ex- clusive dealers in men’s footwear. The day had been a busy one, an unusually busy one, for the morrow was Christmas day. The rush had kept up until ten-thirty, and then, as is often the case, had dropped off altogether. Andy Pearson, the junior member of the firm, had been the busiest of the busy; he had even thrown off his coat to better facili- tate his motions as the evening ad- vanced, and the heat of the store became more intense. When he found that the business of the day was over, but for a stray straggler or two, he had hied himself to the back door to smoke a cigarette. The balmy air of the moonless night then lured him into the alleyway for a quiet stroll. His muscles required some action to limber them up after his arduous day’s toil. A man appeared before him. “How do you do, Judge?” “Doing nicely, thank you. Say! there’s just the shoe I’ve been look- ing for so long,” answered the Judge, handing the sample to Andy. He was somewhat surprised to find that it had the label of a rival firm sewed on the inside. It was a new shoe and caused Andy to look around. He had been mooning over his cigar- ette, enjoying its soothing effect aft- er a day’s abstemiousness, and had strolled farther than he knew. He found himself in the immediate neighborhood of the rival’s store, and,/ darkened streets they reached the much to his surprise, he also found that he had strayed into a vine-coy- ered arbor provided by the rival es- tablishment for the convenience of their customers. It was half-light- ed, as public gardens usually are, by the tiny incandescent lights. The Judge was a particular friend of Andy’s father, and a life-long cus- tomer of their store. It would never de to have him find in a rival’s stock something that suited his fancy that Pearson & Sons could not supply. Andy’s salesmanship was now brought into play. Eagerly looking at the size he gave a satisfied sigh— it was much too small for the Judge. “Sit down here and let’s try this on, Judge.” The Judge consented to do this and took a seat on the slatted green bench provided for tired strollers. Contrary to custom, Andy allowed the Judge to unlace his old shoe him. self, and try on the shoe while he MICHIGAN TRADESMAN think they cal them ‘The Picque Toe?’” “Oh, yes, we have lots of them over in the store,” answered Andy, still wondering how he could have mistaken this white haired old man for his friend, the Judge. But busi- ness is business, and the two started for the store. As they turned the corner the old gentleman called out to George Row- ell, the liveryman, who was standing in the stable door: “I say, George, have the carriage around at 12 o’clock sharp.” “Don’t you do anything of the kind,” exclaimed an irate elderly fe- male who had just come up in the companionship of a younger and mosi beautiful lady. As the elderly woman spoke she gave the old gentleman a quick crack over the forehead with her umbrella. Andy thought he was in for one of those disgraceful street rows, sure. But, to his surprise, the old gentle- man, instead of resenting the insult and injury he had received, graceful- ly offered his arm to the woman, which she took and they started off down the street. “I am going to buy a pair of shoes, my dear; come along.” Andy heard him say and he was left standing | with the blushing maiden. He could do nothing but offer her ‘his arm, which was also accepted, and the two couples started for the | Store, laughing and chatting as if no | unpleasantness had ever invaded the |Precincts of the quartette. After traversing many blocks of store. Andy found seats for his cus- tomers, or rather his friends now, for it is surprising how little time it takes for genial folks to become acquaint- ed and fast friends. Everything seemed strange and un- familiar to Andy, and he had to con- fess to the old gentleman, who was alone now, the ladies having departed on a shopping tour of inspection of the other departments of the store. that he had brought him into the store by an unfamiliar entrance and that he would have to hunt up the shoe department. The old gentleman gracefully ac- cepted the situation, and prepared himself to await Andy’s return. With a light step he set forth to locate the shoe department. The hour being late the store was all but de- serted. After searching for some time Andy became more perplexed than ever. He knew just where the shoe department was located, but when he got there he found that the ing on. “Why, this is much too large for me,” and an old gentleman stood up and handed the shoe to Andy. Surprise again marked Andy’s face as he took another good look at the kindly old gentleman who stood be- fore him. How on earth could he have mistaken him for Judge Scho- vill. The Judge was a young man of fewer than forty years, while this old gentleman would never see sixty again. His reflections were interrupted by the question, “Have you any of those new styles in blucher patents? I space had been pre-empted by the mantle department. After another look he found it was occupied by the grocery department, and lastly by a booth being organized by the ladies of his own church. They were hold- ing a bazaar there. Not being able to find the shoe de- partment without aid he began ask- ing where it was. Every one, cus- tomer and employe, confessed ignor- ance, until he came across a package boy. “Why, there it is; can’t you. see? There’s the ladies’ department, and there’s the men’s,” and the boy look- Thousands and Thousands of Dollars 9 are spent every year for Walkabout y Shoes ; We have a very interesting proposition to make to one dealer in each town. Do you want to be the one? Write us. az The $3 shoes with a * $5 look. Do you get your & share? = wa If you don’t it is your own fault. ‘@ MICHIGAN SHOE CO., Distributors DETROIT, MICHIGAN GRAND RAPIDS ‘SHOE. The Value |. ae ou of a line of Boys’ and Girls’ Shoes 2 that is thoroughly dependable can hardly be over-estimated. Those we make vary in price and - fineness, but all have unequaled wear and lasting qualities. They are just the shoes that will ' hold trade and increase your busi- ; 4 ness. 4 Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. a . ee aN >-e—_ — Proof of the Pudding. Little girl—Please, sir, mamma sent me back with this castile soap and says to tell you it won’t raise a lather. Grocer (examining substance)—Let me see. Didn’t you buy this the other day? Didn’t you buy some cheese and some soap. together? This isn’t the soap. ; Little girl (light breaking in)—O- oh! Then that’s what made the Welsh rarebit taste so funny last night! Girls’ Hardware Price Current AMMUNITION Caps G »D., full count, per m............ 40 Hicks’ Waterproof, per m........... 50 Mimskel BGr We 15 Ely’s Waterproof, per m............. 60 Cartridges Ne. 22 short. per Wm... ¢... oie... 2 50 Ne: 22 long: per Mi... lt... 3 00 Ne. 32 short, per Mee... ek . 5 00 ING. 22 lone: per mF... lok ll. 5 75 Primers No. 2 U. M. C., boxes 250, per m..... 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..... Black Edge, No. 7, per m............ 80 Loaded Shells Tew Rival—For Shotguns Drs. of oz.of Size Per No. Powder Shot Shot Gauge 100 120 4 1 10 10 $2 90 129 4 1% 9 10 2 90 128 4 1% 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% 1% 4 12 2 70 Discount, one-third and five per cent. Paper Shells—Not Loaded No. 10, pasteboard boxes 100, per 100. 72 No. 12, pasteboard boxes 100, per 100. 64 Gunpowder Kees, 26 Ihe. per ke@.............. 4 90 % Kegs, 12% Ibs., per % keg ........ 2 90 % Kegs, 6% Ibs., per 4% keg ........ 1 60 Shot In sacks containing 25 Ibs Drop, all sizes smaller than B...... 1 85 Augurs and Bits Se ee 60 Jennings genuime .................. 26 Jennings’ imitation ...........cccce0 60 Axes First Quality, S. B. Bronse ......... 6 50 First Quality, D. B. Bronze. ..... 9 00 First Quality, S. B. S. Steel. ...... 7 00 First Quality, D. B. Steel. ........... 10 50 Barrows HaMroag. - 2... eee ec. 15 00 GAPGeR oo 33 00 Bolts CO 70 Carriage, mew Het. .............-.... 710 BAO es ee 50 Buckets Well pitte. .. 2.2.52... ill... ... 4 50 Butts, Cast Cast Loose Pin, figured ............ 10 Wrougnmt, narrow. ................. 60 Chain %in 6-16in. % in. % in. Common. .....7 ¢....6 ¢....6 ¢....49§6 bee eee os ee ee ace 6 Bee 22... .2: 8%c....7%c....6%c....6%c Crowbars @ast Steel, per Mm. .....500..........- 5 Chisels Socket Firmer. Socket Framing. 65 Socket Corner. ... 65 Socket Slicks. ..... 65 Com. 4 piece, 6in., per doz. ....net. 1765 Corrugated, per GOB. .....cccseccee 1 25 MORMRORMG oe ec ek dis. 40&10 Expansive Bits Clark’s small, $18; large, $26. ...... 40 Ives i, S18; 2 $264: &, $06 .......... 25 Files—New List New American ..........2.:........ 70410 PRICHOISONNS oo oe cet eae 70 Heller's Horse Raspes. .............. 70 Galvanized Iron Nos. 16 to 20; 22 and 24; 25 and 26; 27, 23 Li 12 13 14 15 16 17 s 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 Hemet 2... c ks dis. 90 Hammers Maydole & Co.’s new list. .. E 33% Yerkes & Plumb’s..... wdec cess Mae SGGcE Mason’s Solid Cast Steel ....30c list 70 Hinges Gate, Clark's 1. 2. %...:........ -dis 60&10 Holfiow Ware ON oo ec cudec esos cece coccccas omune ES Re 8 Horee Nalis Au Sable. dee beueuder cuss ons 6 a ale House Furniehing Geode ve Stamped ware, new cowcce Fapanned TIMWAMW, 602 s0recsceesere s Iron eae SOR 2 25 rate Raget Tae oc a le 3 00 rate Knobs—New List. Door, mineral, Jap. trimmings .... 75 Door, Porcelain, Jap. trimmings .... 85 Levels Stanley Rule and Level Co.’s ....dis. Metals—Zinc 600 pound casks ....... ei coe ae we wece «6 8 Per pound ...... ae ee -. 8% Miscellaneous ire: Cageg oo 40 Eumps, Cisterm ooo... lk. 75&10 Serews, New fist ooo. 2. 0.00 l 0c... 85 Casters, Bed and Plate ......... 50&10&10 Dampers, American. ........... vccce oe Molasses Gates steppine| Pattern ................. 60&10 Enterprise, self-measuring. .......... 30 Pans Bry Acme (2. ot 60&10&10 Common, polished .................. 70410 Patent Planished Iron “A” Wood's pat. plan’d, No. 24-27..1€ 80 ““B”’ Wood's pat. plan’d, No. 25-27.. 9 80 Broken packages %c per Ib. extra. Planes Ohio Tool Co.'s faney............... 40 mewgtm Bonen 50 Sandusky Tool Co.’s fancy.......... 40 Beneh, tirst quaiity.................. 45 Nails Advance over base, on both Steel & Wire cel ata, BOSO 2206. lll, 2 35 Wire pails, DAS6 oo 00. cll. 2 16 2U tO GO ad@vance....................- Base HG ta 16 Advatiog. 20, 5 Ce © SQVanee oe, 20 © AOC 30 S MOVONCS co, 45 A MIVA ‘ 70 Fime 3 advanee.............. 60 Casing 10 advance ...... 15 Casing 8 advance........ 25 Casing 6 advance..... 35 Finish 10 advance... 25 Finish 8 advance 35 Finish 6 advance -.................. 45 Barre: 4% advanes ............5..... 85 Rivets arom abe tinged) oo... 6... 6... use 50 Copper Rivets and Burs ........... 45 Roofing Pilates 14x20 IC, Charcoal, Dean ........... 7 50 14x20 IX, Charcoal, Dean ........... 9 00 20x28 IC, Charcoal, Dean .. 15 00 14x20, IC, Charcoal, Allaway Grade. 7 50 14x20 IX, Charcoal, Allaway Grade .. 9 00 20x28 IC, Charcoal, Allaway Grade ..15 00 20x28 IX, Charcoal, Allaway Grade ..18 00 Ropes Sisal, % inch ané@ larger .......... 9% Sand Paper . Eise seet. 19, 86 20.66... dis 60 Sash Weights Solid Nyes, per tom ................. 28 00 Sheet Iron INOS 10 to fe oo 3 60 mom 16 t6 20 ooo 3 70 Oe IS to se 3 90 INGe. 22 to 26 oe 410 3 00 tes 25 ta 96 2000. 4 20 4 00 ee 4 30 410 All sheets No. 18 and lighter, over 30 inches wide, not less than 2-10 extra. Shovels and Spades mirst Grade, BOe oc. ls 5 50 Seeond Grade, Des ................. 5 00 Solder ee a 21 The prices of the many other qualities of solder in the market indicated by pri- vate brands vary according to compo- sition. Squares eeeel and Wom 20. 60-10-5 Tin—Melyn Grade t@xt4 1G Charcoal .....:........... 10 50 d€x20 IC Charcoas .. 2c. 10 506 SOuce EX, Charcoal ...............- 12 00 Each additional X on this grade, $1.25 Tin—Allaway Grade TOmit IC) @Chareeal ........ 22.2.2... 9 00 14x20 IC, Charcoal 10x14 IX, Charcoal 14x20 IX, Charcoal ................. 10 50 Each additional X on this grade, $1.50 Boiler Size Tin Plate 14x56 IX, for Nos. 8 & 9 boilers, per Ib 13 Traps secel, Game ooo, 15 Oneida Community, Newhouse’s 4010 Oneida Com’y, Hawley & Norton’s.. 65 Mouse, choker, per doz. holes ......1 25 Mouse, delusion, per doz. ........... 1 25 Wire erage MERON ow ec. 60 Annealed Market .......... - 60 Coppered Market . DO ei 50 DO a 60 MASON FRUIT JARS With Porcelain Lined Caps Per gross Pe etek eeu lade ae ee Quarts occoce OO % gallon. -+.8 00 ps. er Fruit Jars packed 1 dozen’ in box. LAMP CHIMNEYS—Seconds Per box of 6 dos. Anchor Carton Chimneys Each chimney in corrugated tube No. 0, Crimp top. ... INO. Ty CrM GO. co cis cecil eccucced Oe ING. 2, Come Gage coo li ccca a ce oe Fine Flint Glass in Cartons No. ©. Crimp top. ...... ccccccccccccccccel 7 No. 1, Crimp ton. ..... Wadd oe +3 236 No. 2, CVriegp tom .......... a Lead Flint Glass in Cartons oO OC, CUMIN COM coli ke tcc d cece ee No. 1, Crimp ton. ....... trewseeseds. @ Oe ING. 2, Crp tog. .......... diuecees 6 0¢ Pearl Top in Carton No. 1, wrapped and labeled. ......... 4 60 No. 2, wrapped and labeled. ........ & 3¢ Rechester in Cartons No. 2, Fine Flint, 10 in. (85¢ doz.)..4 61 No. 2, Fine Flint, 12 in. ($1.35 doz.).7 6 No. 2, Lead Flint, 10 in. (95c doz.)..5 6@ No. 2, Lead Flint, 12 in. ($1.65 doz.).8 78 Electric in Cartons No. 2, lime, (i5¢ dom.) ...... eeeus 4 26 No. 2, Fine Flint, (85c doz.) ........ 4 66 No. 2, Lead Flint, (95¢ dow.) ........ 65 60 LaBastle No. 1, Sun Plain Top, ($1 doz.) ..... 5 70 No. 2, Sun Plain Top, ($1.25 doz.) ..6 9¢ OIL. CANS 1 gal. tin cans with spout, per doz. 1 2 1 gal. galv. iron with spout, per doz. $ 2 gal. galv. iron with spout, per dos. 3 gal. galv. iron with spout, peer doz. 5 gal. galv. iron with spout, per dos. ; 1 1 3 gal. galv. iron with faucet, per dos. 3 7 5 gal. galv. iron with faucet, per doz. j i S gal. Tilting cana ........... eoeaeee 5 gal. galv. iron Nacefas ....... seces O OU LANTERNS No. 0 Tubular, side lift .............. 4 6B No. 2B Tubular ............ ese e ues 6 40 Ne: 15 Tubiiae, G6GM .....06.0...4., & No. 2 Cold Blast Lantern ........... 7 No. 12 Tubular, side lamp ........... 12 60 No. 3 Street lamp, each ...... a LANTERN GLOBES No. 0 Tub., cases 1 doz. each, bx. 10c. 6&¢ No. 0 Tub., cases 2 doz. each, bx. lic. 66 Neo. 0 Tub., bbls. 5 doz. each, per bbl.2 00 No. 0 Tub., Bull’s eye, cases 1 dz. each1 25 BEST WHITE COTTON WICKS Roll contains 32 yards in one piece. No. 0 % in. wide, per gross or roll. 25 No. 1, % in. wide, per gross or roll. 30 No. 2, 1 in. wide, per: gross or roll 46 No. 3, 1% tm. wide, per gross or roll 8§ COUPON BOOKS «9 books, any denomination ...... 1 56 100 books, any denomination ...... 2 5@ 590 books, any denomination ...... 11 50 1000 books, any denomination ...... 20 00 Above quotations are for either Trades- man, Superior, Economic or Universal] grades. Where 1,000 books are ordered at a time customers receive specially printed cover without extra charge. Coupon Pass Books Can be made to represent any denomi- nation from $10 down. 50 me es Ciidemeecedaeneucuac Mian Credit Cheeks 508, any one denomination ....... 9 68 1060, any one denomination ........ 8 @ 2880, any cne denomination ........ 5 @ ROR ceccocccceerecsceeneszecs 38 MICHIGAN TRADESMAN VALUE OF TACT. Some Very Good Illustrations of Its Use. Some salesmen are naturally tact- ful, just as they may be naturally strong, or weak, bashful or bluster- ing, fat or lean, as the case may be —it comes with little outlay of brain power on their part. Some admire tact in others, and strive for it in themselves. These may be interested in some passing examples of its ap- plication in men’s affairs. Abraham Lincoln had an abundance of tact, and he showed it to advant- age on the occasion of a visit which an old friend from the lumber coun- try paid him after his installation at the White House. The visitor had known Lincoln in his “hard-up days” —days when the executive lived on a farm and when his immediate ambi- tion was to make money enough to afford a cow. His material circumstances had wonderfully changed when the old friend from the backwoods “dropped in at the White House,” and dined with the President. All the evidences of splendor impressed the guest, but nothing so much as the lavish quanti- ty of cream which was served with the strawberries. “My eye, Mr. President, you keep a cow now, don’t you?” asked the man, as if this supposition premised the acme of worldly magnificence. Lincoln was too gentle, too tactful to wound the visitor by laughing at the absurdity of the proposition. He fixed the other with a kind glance, and said very seriously: “Well, you see, I can afford to keep a cow now.” The visitor from “rp country” nev- er dreamt that had “made a break” by his ridiculous question. That was the President’s tact. Here is another instance, relating to a salesman. Fred Clayton was in- vited to spend an evening at the home of a prospective customer, Mr. Cor- rigan, who is a self-made man of the kind with which the funny papers have so much sport. Clayton found an elaborately furnished house, an over-dressed and corpulent Mrs. Cor- rigan, and several Misses Corrigan who, like their father, appeared to be self made, only more so. The whole family wanted to impress the sales- man, whom they scented as a man of brains and sociai training. When inspecting the library, Clayton haz- arded the remark that he supposed his host was fond of literature. | Corri- gan swelled with pride at the bare im- putation. “You just bet I am,” he said. And when asked what his idea of George Eliot was, he answered judiciously, “T ain’t got any use for him. No, sir. Give me some of these lively chaps, like the fellow that wrote ‘Peck’s Bad Boy,’ and I’m with you.” And here’s where the salesman’s tact availed him. He didn’t smile at the anachronism, but turned a gaze of sympathetic interest on old Corri- gan, as he replied: “Peck’s Bad Boy! That was a winner, wasn’t it? Have you got a copy? I should enjoy reading a chap- ter aloud to you.” Before he left that evening he had read half the book to his prospect, while the latter roared with apprecia- tion. Corrigan was of course in just the humor to close the sale when Clayton approached him next day; and now when any one mentions salesmen he launches into a eulogy of “that bright young man; a chap, I tell you, who knows a good thing and is up and comin’.” At that critical moment in Corri- gan’s library, a tactless man would not have resisted the temptation to show condescension; a smile or a word evidencing an idea of his own superiority would have chilled the prospect’s good nature and lost an order. Bennett was interviewing a pros- pect, and after a hard fought battle with the man’s prejudices was just at the point of convincing him and closing the sale, when a telegram was handed the customer announcing the death of a member of his family. The shock of it of course put all remembrance of Rennett and his er- rand out of the prospect’s mind, and with a hurried explanation he started to leave the store. Some salesmen would have thought there was noth- ing left for it but to pack up their samples and quit the premises. count- ing their labor and painstaking on that customer wasted. But this was a salesman of a different sort. He was genuinely sorry for the man’s bereavement and wanted to help. He followed to the door and unobtrusive- ly inquired whether there was not something he covld do to assist the other, since death usually entails so many impromptu plans and unpre- pared arrangements. The customer asked Bennett to procure him trans- portation and a sleeper to the town to which his bad news had summoned him. “It’s a lot to ask of a busy man, but it will help ovt. I’ve a good deal to see to,” he said. The salesman performed these er- rands and others that suggested themselves; then he saw his customer abroad the train that evening. Their relation as buyer and salesman had of course been thrust out of the way. But, a month later, when Bennett ap- proached this man for the second time and took up the interrupted sell- ing talk, he found that he had made a friend—one who has since. de- veloped into a regular customer. Tact is the ability to understand others, and the generosity to consid- er them. It is a useful and becoming quality in all walks of life. The salesman, especially, must have it.— Salesmanship. _—_—?-——->—______ Acted as His Own Detective. Hillsdale, Dec. 19H. W. Samm discovered the loss of $40 worth of furs from in front of his store. He applied for a warrant, but was told the evidence was not strong enough He took the case into his own hands and recovered the furs in a few hours in the southern part of the county. He blandly informed the officers that “he hadn’t the evidence, but he had the furs.” —_——~o-.—____ Ever notice how long the day is when you start it off grumbling? A Holiday Trade Items We ee goc gross, $1.25 and $2.00 per doz. Peminees oe Pons ee OS ee i a 40c and 75c per doz. paso 35c and 60c per doz. suet 40c and 8oc per doz. Mouth Organs... .30c, 40c, 75c, $1.25, $2.00 and $2.25 per doz. Pocket Knives... .$2.00, $2.25, $4.00, $4.25 and $4.50 per doz. eee a ee 85c, $1.25 and $2.00 per doz. Pack Combs....--..... 75¢, 85c, goc, $1.25 and $2.00 per doz. Hand Bags .$2.00, $2.25, $4.00, $4.50, $9.00 and $16.50 per doz. Peceet Pees ee $1.50, $2.00 and $4.50 per doz. Perses.......-: 40C, 75C, $1.25, $1.50, $2.00 and $2.25 per doz. MO a ae $2.00, $2.25 and $4.50 per doz. Suspenders, fancy one pair boxes. $2.25, $4.25, and $4.50 per doz. PERFUMERY Ree oe ee ae 45c, 80c and $1.25 per doz. a Pc ee eG 85c and $1.25 per doz. ME a ce ee 45c per doz. MUFFLERS meaws Muiiets... 2... 22.2... $2.00, $4.00 and $4.25 per doz. Shaped and Quilted............ Se oy a ce $4.50 per doz. Square Silks... .$4.50, $7.50, $9.00, $12.00 and $15.00 per doz. square Worsted.............. aa $2.25 and $4.50 per doz. JEWELRY CU ss $1.25, $2.00, and $2.25 per doz. Dr Pe 75 gross, 25c, 40c and 45c per doz. Coe ee ie Give us an idea of what you prompt attention. ie $2.25 and $4.50 per doz. Ae ace g ieee toe $1.25 per doz. want and order will be given Grand Rapids Dry Goods Co. Exclusively Grand Rapid Wholesale s, Michigan and your mind will be made up that is the cigar for you. A f more. If You Are “On the Fence” as to the smoke question—dis- satisfied with the cigars you’ve been buying, or with their price if their quality suited you —make just one move: Invest just one nickel in an Ss. C. W. 5c Cigar in less than five minutes that ew puffs will make you want G. J. JOHNSON CI GAR CO., Makers Grand Rapids, Mich. = Wolverine Show Case & Fixture Co. 47 First Ave., Grand Rapids, Mich. Bank, Office, Store and Special Fixtures _ You may anticipate making changes in your store arrangements, Write us or suggestions, a sit, ty eli : SS tps linn ow. aye “ = + x = a srentilitenniin . _ Wa > yp etoile at Li at cent a% : SS tps linn 00 “ = oe \e MICHIGAN TRADESMAN 39 “years. Beginning of New Era for Southern Michigan. Jackson, Dec. 19—Close to 2,000 automobiles will be turned out of the Jackson factories during the present manufacturing season, which is just now getting under full swing. The plans of the big Buick Company. con- template the building of 1,200 ma- chines at the Jackson plant, while the Jackson Automobile Co. will make zoo machines, 100 of which will be of the new four-cylinder type. Pros- pects for the business could scarcely be brighter. Both companies report their prod- uct sold, their principal trouble being their inability to turn out all the mn- chines they can dispose of. The Clark Motor Co., which is owned by the interests controlling the Jackson Company, is also working under full pressure. Upwards of 500 men now find employment in the au- tomobile business in this city. What is prophesied to mark the beginning of a new era in manufac- turing hereabouts was the abandon- ment of steam power by the With- ington & Cooley Manufacturing Co. at its agricultural implement factory, and the substitution of electric pow- er under contract with the Common- wealth Power Co. This is the first and largest, but not the only applica- tion of Kalamazoo River water pow- er to heavy manufacturing in this city. Not only is this company—which has ready for delivery 15,000 horse-pow- er, and has plants under construction and water rights for more than as much more—in a position to furnish electric power cheaper than steam power, but it can offer more advan- tageous propositions than can be se- cured from such companies as at Ni- agara Falls, according to the state- ment of President W. A. Foote. In addition to the 15,000 horse-pow- er already developed by its Kalama- zoo River plants, associated compan- ies are building a 6,000 plant on the Muskegon River, and has water rights for much more, as well as rights from which 20,000 horse-power cin be developed from the Grand River near Lansing. All these plants are within reach of this city, and the other cities of Central Southern Michigan, and the prediction is freely made that good and cheap power, together with the railroad facilities for reaching the markets, should and undoubtedly will mean a great deal in the way of manufacturing development. All manufactories are exceptionally busy. Locally, the holiday trade of retailers has been the best known for Prospects generally were nev- er so bright. —__++.—____ Skunk Oil Is Scarce and High. Prospect, Me., Dec. t11—Neither tradition nor the memory of living man runs back to a time when Pros- pect was not the skunk oil metropo- lis of Maine. Even in the times when angleworm oil and snake oil ran skunk oil a close race for leadership Prospect maintained its reputation for producing more skunks to the acre and fatter skunks than any _ other town. In the days of the civil war General Heagan, a veteran of the conflict with Mexico, gained a repu- tation for benevolence and a small fortune by extracting the oil from skunks and sending it to the army hospitals for the relief of the stricken troops. The harvest of skunk oil for 1905 has been very much below the aver- age, due, it is said, to the fact that last June and July were cold and wet, and as grasshoppers hatch in those months the weather killed most of the insects in infancy, thus cutting off the food supply of the skunks. As an offset for the poverty in yield, the selling price of the oil has advanced from $4 to $6 a gallon, and buyers are busy collecting all the job lots on hand. In average years a fair- sized skunk would yield a quart of pure oil, which was worth $1, and this sum, added to the 50 cents to $2 received for the pelt, made skunk hunting an important industry forthe farmers and their sons. The skunk hunters say crime of substitution has their trade more than any other, as dealers who are unscrupulous do no! hesitate to dilute the genuine product of the skunk with 50 per cent. or more of hen’s oil, which resembles skunk’s oil in every respect except in smell. By adding a small quantity of the flavoring extract which skunks keep in stock the imitation article can be sold to customers without fear of detection. The practice of selling adulterated oils for genuine has become so wide- spread that the hunters of skunks say that they will ask the next Leg- islature to pass an act making adul- teration a crime punishable with a heavy fine or imprisonment. As sci- ence is unable to distinguish skunk’s oil from hen’s oil or goose’s oil, by any test except its smell, it is feared that evidence sufficient to convict will be hard to secure. +. Dealer Knew What He Wanted. Customer—I want some kind of a door spring—one that won’t get out of order. : Hardware Dealer—A door spring? Customer—Yes, and one that won’t require the strength of an elephant to open. Dealer—Hem! Customer—And yet it must be strong enough to bring the door all the way to and not leave it swinging a couple of inches. Dealer—I see. that the afflicted Customer—And when the door closes I don’t want it to ram shut like a catapault, with a jar that shakes the house from its founda- tion. Dealer—Yes, you want one that will bring the door all the way to and yet do it gently. Customer—That’s the idea. But I don’t want any complicated arrange- ment that requires a skilled mechanic to attend to it. Dealer—No, of course not. You want something simple, yet strong and effective. Customer—That’s the talk; some- thing that can be put on and taken off easily; something that will do its work quietly, yet thoroughly, and won't be eternally getting out of or- der. Dealer—I see. I know exactly what you want, sir; just exactly. Customer—Well, show me one. Dealer—We springs! do not keep door - ——_~> 2 ~~ Most people who break into so- ciety get broke. ESTABLISHED 1888 ws > & ps 2. “ silat We face you with facts and clean-cut educated gentlemen who are salesmen of good habits. Experienced in all branches of the profession. Will conduct any kind of sale, but earnestly advise one of oui ‘“‘New Idea’”’ sales, independent of auction to center trade and boom business at a profit, or entire series to get out of busi- ness at cost. G. E. STEVENS & CO., 324 Dearborn St,. Chicago, Suite 460 Will meet any terms offered you. If in rush, telegraph or telephone at our ex- pense. No expense if no deal. Phones 5271 Harrison, 7252 Douglas. Crackers and Sweet Goods TRADE MARK Our line is complete. our goods ask us for samples and prices. will give you both. Aikman Bakery Co. Port Huron, Mich. HATS ~<... For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St., Grand Rapids. If you have not tried We Se Sh eS i \ ‘> STORE LIDAY Suspenders, Neckties, Brushes, Mufflers, Handker- chiefs, Ribbons, Lace Curtains, Fancy Sox, Per- Fancy Shirts, Umbrellas, Sterling Silver Also a large assortment of Floor Rugs in different grades and in sizes from 26 in. x 65 in. We would be pleased to show fumes, Novelties. too) Hs sc ba) Te. you our line. P. STERETEE &@ SONS WHOLESALE DRY GOODS GRAND RAPIDS, MICH. Quinn Plumbing and Heating Co. Heating and Ventilating Engineers. High and Low Pressure Steam Work. Special at- tention given to Power Construction and Vacuum Work. Jobbers of Steam, Water and Plumbing Goods KALAMAZOO, MICH. We have the facilities, the experience, and, above all, the disposition to produce the best results in working up your OLD CARPET S INTO RUGS We pay charges both ways on bills of $5 or over. If we are not represented in your city write for prices and particulars. THE YOUNG RUG CO., KALAMAZOO, MICH. 1 Ss arelueagadia MICHIGAN TRADESMAN ‘ Michigan Knights of the Grip. President, H. C. Klockseim, Lansing; Secretary, Frank L. Day, Jackson; urer, John B. Kelley, Detroit. Treas- United Commercial Travelers of Michigan; Grand Counselor, W. D. Watkins, eeeee: Grand Secretary, W. F. Tracy, nt. Grand Rapids Council No. 131, U. C. T. Senior Counselor, Thomas E. Dryden; Secretary and Treasurer, O. F. Jackson. Tips from a Veteran Commercial Traveler. No department in the commercial house is so important as that of sell- ing; no branch requires as much hon- est effort, tact and general knowl- edge; still how few have made any intelligent effort to teach their men the first rudiments of salesmanship before sending them out as _ repre- sentatives. They may teach them the stock but there they stop, expectiing the green, untried, untaught young man to go out on the road, compete with the old traveler and “make good” with nothing but his expense money and route list for arguments. The requirements for a salesman are many and he can be greatly as- sisted by instruction and suggestions from such a medium as this publica- tion and practical talks by the older salesmen of his house. After more than twenty years’ ex- perience as a salesman the writer is still learning new ways and methods of approaching men and_ selling goods. A few practical suggestions may not be amiss. The local salesman’s work is large- ly routine. Do not object to calling upon your trade regularly. So many say they do not think it necessary to make it a rule to see the same man at the same hour each day; too much like a machine they say, might just as well send an errand boy, as it reduces them to mere order takers. Not so, my friend, order takers by industry, punctuality and attention soon become order makers and that is what your house pays you for. If your customer learns to expect you every day at 10 o’clock he will soon save his orders for you; if you are irregular he gives the order to the other fellow. Only yesterday a customer of the writer called him over the ’phone: as I was out the message was deliv- ered two hours later. The customer was called up but too late; the other fellow, a competitor, had dropped in and taken the order. In this case time was an important factor, and the daily caller took the order. The salesman should aid the credit department as much as possible: give it all the information you can about the trade. The credit man can help you in many ways, and with incom- plete information can work you un- told harm, unintentionally. Work together; it is well to know when to curtail your sales to a con- cern and when to increase them, when there is trouble brewing, and when all is serene. Upon one occasion the writer was given a customer new for him, but an old one of the house. The initial call was made and such a _ reception! “When your goods are 3c a pound lower than any other house on the market I will then buy of you, and not until then.” That was the ulti- matum. ! The previous salesman had_ sold this house, but paid no attention to their financial worth, left it all to the credit man. The bill became due and the credit department rather arbitra- rily, though justly, insisted upon im- mediate settlement, without consult- ing with the salesman who probably knew well or should have known his customer’s resources, which proved to be Ar. And he could have ar- ranged in a friendly and diplomatic manner a satisfactory settlement and retained a good customer, for this house afterwards discounted its or- ders and does so to-day. Remember always that it is very much harder to win back a dissatis- fied or disgruntled customer than to ‘make a new one, and making enemies of your customers won’t collect their accounts any sooner, but will create a “booster” for your competitor. Do not lose your courage or your temper when you lose an_ order. Smile as genially as though you had booked it. To be a good order winner you must know how to be a good loser. Among the writer’s largest and best customers to-day is a fir mwho a little more than a year ago told him they would buy very little from his house because a competitor’s sales- man had been calling there for fifteen years and they did not care to change. They meant what they said and for one whole year, although called upon at least twice a week, they bought little or nothing. Something had to be done. An- other customer wanted some work done in their line. The writer brought the two together. They thereby secured a good new account, and they were good enough to recip- rocate, for they are now not only big customers but excellent friends who frequently go out of their way to in- fluence business in the writer’s favor. Don’t overlook the office boys, they grow, and very rapidly. They can help you in many ways. Treat them kindly. They often know when the buyer is in the market. A word to the wise sometimes makes a sale. An office boy who attended night school and also his business lately succeeded a buyer who was one of our star customers. When he started in his new position the writer spent the most, of one day teaching him the technical points and giving him jn- formation that would enable him to buy intelligently the lines we sold. He has not forgotten the favor nor the lesson, for the firm are now buy- ing more than ever as a direct result. Be courteous at all times; it cannot lose you anything, but often wins for you. Many years ago in a New York department store, a lady stepped up and asked to be waited upon by the Same salesman she had just watched selling some neckties, remarking that he was so attentive and courteous that she preferred his services. I was the salesman. I was lucky enough to have taken a good deal of pains with the customer preceding, when I was being observed. The lady was Mrs. Grover Cleve- land, and when her remark was re- peated to the firm the writer’s wages were increased two dollars a week. That little incident taught me a les- son that has been very valuable since. Personal neatness is an absolute necessity and a valuable asset. Above all things be absolutely truthful in all your statements with reference to your goods. If your customer catches you in a falsehood, and the chances are two to one he will if you have told one, he may still buy your goods but he has lest confidence in you. A sale may hang in the balance; that very lack of confidence will turn the scales against you. Sooner or later you will lose as a result. Don’t take advantage of technicali- ties or the errors of your customers. Once having quoted on an order 5%4c per pound, the customer, through a misunderstanding wrote it out 5%c. The total amount of the sale was about $12,000, so that the increased profit would have been about $575. The order was filled and billed at the quoted price, and it will take a mighty strong argument to win that custom- er from the writer, and when al! things are equal the balance is al- ways tipped in his favor. In these days of keen competition you often hear said that “price talks.” The writer grants that it does at times, but experience has taught him that quality talks louder. All things being equal, price is the issue; other- wise quality will win. Know your goods so well that you will be able to state all their advantages. Your competitor may overlook one or two of his, then you have him. One of the shrewdest and largest buyers of the line represented by the writer once told him that he was the only salesman who came into his office who talked quality and ‘not price, and no higher. compliment can be paid to a seller of staple merchan- dise. Gather in the small orders, they soon make a splendid total and the profits are all there. Give the little fellow as much attention as the big. George Bauerschmidt, the success- ful Baltimore brewer, said he lost money on many of his small custom- ers who were located at long dis- tances from his wagon routes and who only bought an eighth at a time, but, said he, “they grow, and when they grow I grow with them.” The new rules that your house may issue from time to time Obey without criticism. They are made for the good of the cause, and if found use- less or a mistake, your principals will know it sooner than you and will abolish them without suggestions from those who are asked te obey them. When calling upon a new firm, it is not wise, as a rule, to offer your goods for sale except in a general way. Get acquainted with your man, study him casually and when you call again you have broken the ice and are better able to present your line attractively, obtaining also closer at tention. Make your buyers your Persona] friends; they are fine fellows and are usually glad to reciprocate any friendly feeling you may exhibit. Don’t try to alter the disposition: of your customers, they are all differ. ent; look for their good qualities anq forget their bad ones. After awhj), you will know none but the gooi ones. Beware of the buyer who tells you the other fellow’s prices, for in large majority of cases your prices go the same road. Find out if POssi- ble why you lose an order, it will help win the next one. If you give away cigars—and th: most of us do—give good ones. They cost a little more, but they smoke better. If you cannot afford good ones, don’t give any. Don’t tell your firm it was hard to make a sale. What do they emplo; you for? Be liberal in everything but money. Never lend it to a buyer; it teaches him a bad habit and reacts against you sooner or later, for you will usually lose both money and custom- er. Did you ever have a buyer call you a liar when you were stating abso- lute facts? It is not a very pleasant remark. That is the time to take a reef in your temper. Let him lose his, if he will, ‘but never under any circumstances lose yours. Convince him to the contrary, if possible, but at all events convince him that you are a gentleman by your actions, not words. He will soon dealize that he has not acted as one. There are excuses for the ill nature sometimes displayed by purchasing agents. They are cooped up in an office all day. Many of them are dis- peptic from lack of exercise, ill na- tured or narrow from lack of associ- ation with their fellow men. We salesmen are out in God’s sunlight all day long, doing things, and seeing things, meeting new faces and old friends, and when all is summed up are thoroughly enjoying life. After twenty-three years of selling goods and of necessity meeting all classes of men, I can say truthfully that taken as a whole the salesmen, both traveling and local, are fine, clean, whole-souled fellows, and that I am mighty proud to associate with and be one of them S. Warren Barnes in Salesmanship. Livingston Hotel Grand Rapids, Mich. In the heart of the city, with- in a few minutes’ walk of all the leading stores, accessible to all car lines. Rooms with bath, $3.00 to $4.00 per day, ‘American plan. Rooms with running water, $2.50 per day. Our table is unsurpassed—the best service. When in Grand Rapids stop at the Livingston. ERNEST McLEAN, Manager ill WTR Bee —— tee and : line at sonal i are any tions iffer- ) and while good you in a rices OSSi- help the They noke xoo0d d to ploy ney. ches inst will om- you bso- sant re) 2. lose any ince but you not ; he r er ~~ SE i Shap fe MICHIGAN TRADESMAN 41 Meeting of Directors of the M. K. of G. Grand Rapids, Dec. 16—Meeting - called to order by Chairman A. A. Weeks. Full Board present except- ing President Randall, James Cook, C. W. Hurd and H. C. Klocksiem. The Secretary’s report showed to- tal receipts of $2,230 in the death fund, $24.50 in the general fund and $15 in the entertainment fund. Ap- proved. The Treasurer’s report showed the following balances on hand: Death fund, $1,275.59; general fund, $951; entertainment fund, $31; employment and relief fund, $106.40. Approved. Four death benefits of $500 each were ordered paid, as follows: Caroline Booth, claim of Charles H. Booth. Anna M. Townsend, claim of W. P. Townsend. Mary D. Curtis, Curtis. Annetta P. Smith, claim of G. T. Smith. Moved $500 be transferred from the general fund to the death fund. Car- ried. Moved an assessment be called for January 1, to be closed January 31. Carried. The following bills were allowed and orders drawn to pay same. C. W. Stone, Board meeting..$ 4 96 H. E. Bradner, Board meet- claim of A. E. Pe ee 4 60 HE. Bradner.’ Salary oo... 45 39 C. J. Lewis, Board meeting.. 11 30 C.J) @ewis, sundries... .. 2). 55 OJ: Bewis, salary coe 00 0. 113 47 € J. Lewis, stampe.......:.- 4 50 Moved an order be drawn in favor of the Secretary for $50 for stamps. Carried. Moved the next Board meeting be held in Lansing, January 20, 1906. Carried. The meeting then adjourned. C. J. Lewis, Sec’y. ———_-+ 2 -—— Gripsack Brigade. P. F. Ostema, Western Michigan representative for the Steele-We- deles Co., of Chicago, has removed from Holland to this city, locating at 8 Innis avenue. Geo. S. Baxter, formerly on the road for M. M. Stanton, of Detroit, is now Michigan representative for Parsons & Parsons, manufacturers of Boniface rubber collars and cuffs, Cleveland. Mr. Baxter will under- take to see his trade every three months. Chas. M. Wiseman, for the past year on the road for John Schaber, of Cleveland, has engaged to travel next year for the Milwaukee Art Specialty Co. He will cover practically the same territory as before, including North and South Dakota, Minnesota, Wisconsin, Illinois, Iowa and Mis- souri. He will see his trade twice a year. i Lansing Republican: S. F. Ross will sever his connection with the Simons Dry Goods & Carpet Co., of which he is a stockholder, in two weeks, when he will take a traveling position with the Gould-Mersereau Co., of New York City, dealers in upholstery hardware. This is the firm with which he was formerly connected. Lansing will continue to be his headquarters and his terri- tory will comprise Michigan. Illinois, Indiana and Ohio. ————_s22———___— The Armour Crowd on the Run. The Armour Car Lines has a rep- resentative in the State for the pur- pose of securing signatures to a pa- per recommending the system. As usual with the Armour crowd, all! sorts of misrepresentations are being resorted to and money is being used with a prodigality which plainly in- dicates the profit there is in the car line business. As illustrating the des- perate expedients to which the co- horts of monopoly will resort, the Tradesman calls attention to the fol- lowing letter, from a valued corre- spondent, showing the character of most of the signatures solicited by the Armour representatives: Hart, Dec. 19—An article in the to-day’s Grand Rapids Herald head- ed, “Fruit Jobbers Are Indignant,” was duly read by the writer and much appreciated. I wish to corroborate the facts set forth therein. An Ar- mour representative has been here trying to induce many of the so- called fruit shippers and others to sign the paper referred to. This party was at my office and solicited my signature, which I flatly refused. I wish to state that many of the sig- natures to that paper are by per- sons who never shipped a car of fruit, and, for that matter, I think never raised ten bushels of peaches in their lives. —_—_—_» > Lansing—One of the oldest and most substantial manufacturing es- tablishments of this city, the Lan- sing Spoke Co., has changed hands, Lawrence Price and Harris E. Thom- as purchasing the interest of Lucien J. Driggs in the partnership. The firm is now composed of the two purchasers mentioned and E. S. Por- ter. — Rose City—The railroad built by the Detroit & Mackinac for the pur- pose of enabling the Prescott Lum- ber Co. to reach timber in Ogemaw county, four miles north of this place, is in operation. The company is hauling logs to the Prescott mill near here and several million feet will be put in during the winter. Port Huron—The Flint Pantaloon Co.’s stock of goods on Huron aven- tte has been purchased by David Traxler, proprietor of the Boston store, and the store has been closed for inventory. The store has al- ready been leased to a Detroit con- cern, which will open a confection- ery business here. ———_>-2._____ Pontiac—A corporation has been formed under the style of the Michi- gan Refining Works Co. to manu- facture and refine gold and _ silver. The company has an authorized capi- tal stock of $50,000, of which $25,000 has been subscribed, $5,000 being paid in in cash and $20,000 in prop- erty. —_2++.>_—_ You can not break a bad habit by trying to bend it. —— +. The finest way to get old is to for- get about it. Importance of Prompt Action by Traveling Men. The salesman’s situation bristles with difficulties. Upon their solution he must bring to bear an unfailing good nature and a ready perception of means to be employed. Buyers often complain of his firm; the treat- mient may not have been liberal, the goods may have proved inferior, cred- it enquiries may have been too insis- tent; any number of irritating com- ments rain about his head. To these he must listen patiently, sympatheti- cally, and then lead his man along the pleasant paths of complacency to a different point of view. Sometimes a playful artifice may be necessary to disarm a blustering kicker, as happened one day to a salesman entering the office of a country merchant. “Will never buy anything of your house again, Smith, as long as I can beg it elsewhere,” growled the mer- chant. Smith looked up wonderingly. “IT don’t have to buy of people who are afraid of their money.” Smith saw at a glance that de- fense would be futile. The firm evi- dently had committed the unforgiv- able offense of questioning a sensitive credit, and he jocularly enquired for the full extent of the penalty. “Is it a ten years’ sentence?” The meanness had softened in the man’s face, as he replied with barely a gleam in his eye: “Six years and eight months, com- muted for good behavior.” Smith did not sell his man_ this trip, but he left the office with a pleasurable sensation of having at least pulled the tares from his wheat. His experience in the office of a large manufacturer was just the re- verse. The buyer met him with a dignified courtesy and a_ shrewd glance. There was no chance for rersonal influence; it was a question of figures. As the two men faced each other, settling back comforta- bly in their chairs, each experienced and evinced in his grance the sub- dued penetration with which a shrewd business man_habituallly weighs the other fellow’s advantage. “NVhnat 1s Mr. Smith?” The question was just what Smith had prepared for, but somehow its tone of finality flashed through his mind the whole broad of alternatives between which success hung _ sus- pended. Would his figure get the business, or would it be betrayed to a competitor? Was the man ready to buy or only sounding the market? Should he name a maximum or a minimum figure—a gratifying profit or bare cost? Hours of deliberation had developed plausible answers to these questions, but in the moment of decision they seemed to melt and dissolve before the searching glance of his customer. your proposition, In a close market it often becomes necessary to place some business at cost in order to swell the total volume upon which cost figures have been based. It is the salesman’s problem to guess shrewdly when and where conditions will permit of a normal profit to be asked, without losing business. Thorough knowledge of conditions in general and a quick recognition of their value in a particular instance are the salesman’s equipment to meet the unforeseen, and to these should be added the self-control which is ever confident and serene. He must pass boldly from one to the other with all the impression of success, for ap- parent failure begets failure. To seem sincere one must be sin- cere, and truth is the foundation of all saleswork. Unless a salesman can maintain an honest reputation for himself and his firm in the trade, ex- tending it in widening circles as the years pass, his work is in vain and his firm the worse off for his ef- forts. The fact is self-evident, but difficult to observe. It is so tempt- ing to take an unfair advantage. Ephemeral competition presents at- tractive bargains which appear better than they are, provoking similar tac- tics on the part of the salesman; sometimes his goods are inferior at the price, his firm does not or can not produce them on a par with the best competition. The impulse to misrepresent is then urgent and al- ways fatal in the end. The weak man is ever prone to make concessions to get business. Competitors do so; why should not he? If other people make a better article, why should he be expected to get their price for his product? He naturally asks this question of him- self. There is a large manufacturer of leather in Wisconsin who tans a grade of calf-skin slightly inferior to the best and at a less cost, expecting his salesmen to get the top price for his product. Since it was not per- missible to misrepresent, scores. of salesmen starting out to sell this leather failed and accompanied their protests to the office with confident offers to sell train loads of stuff as good as the price. It was not the tanner’s idea of salesmanship to spend money to sell goods on a “mail order basis” and gradually his force decreased until but one re- mained in the field. The secret of his success was in keeping his leath- er out of direct competition with the better grades, accumulating it during periods of light demand and_ then forcing the price whenever leather fell short in the market. For this service he received a $10,000 salary. Success comes to the persistent. During months of dull markets the salesman must persevere, redou- bling his efforts to garner the little business in sight. To hold out for a price during such periods, when weaker competitors are “cutting” to get business, takes pluck and a sure judgment. John Benson. —_—_.+-. Detroit—The trunk manufacturing business formerly conducted by Martin Maier & Co., has been merg- ed into a stock company under the style of the Martin Maier Co. The new company has an authorized capi- tal stock of $30,000, all of which is subscribed and paid in in property. ——__.. 2. Do Now is always envied by Wait Awhile, MICHIGAN TRADESMAN Michigan Board of Pharmacy. President—Harry Heim, Saginaw. Secretary—Arthur H. Webber, Cadillac. Treasurer—Sid. A. Erwin, Battle Creek. J. D. Muir, Grand Rapids. W. E. Collins, Owosso. Meetings during 1906—Third Tuesday of January, March, June, August and No- vember. Michigan State Pharmaceutical Associa- Owing to the nature of these, this display can not run a week. Ten cents’ worth of your egg dye will color a large basket of Easter eggs. Select a nice round, low basket and place in the center of window. This makes a good display. The needs of foreigners should be recognized in your windows. Fix up a German window by placing in it some of their favorites, such as yel- low wax, coriander seed, fennel seed, juniper berries, Epsom salt, German Three Interpretations of the New Ruling. Does the recent - Commissioner of Internal apply to toilet articles? The Commissioner of Internal Rev- enue has answered this inquiry as follows: “You are hereby advised that the ruling in Circular No. 673, herewith inclosed, concerning alcoholic com- pounds labeled and sold as medicines, does not apply to toilet articles, such as bay rum, witch hazel, etc., nor to ruling of the Revenue clined about 75¢ per pound on ac. count of lower price for metal. Cocaine—-Is very firm, but the ex- pected advance has not taken place, Haarlem Oil—Remains scarce and high. Wahoo Bark—Has again advanced and is very scarce. Sassafras Bark—Is in supply and has advanced. very small Oil Cedar Leaf—Is scarce and has advanced. - & tion. chamomile, zinc salve, mullein flow- ‘paregoric and similar preparations Gum Camphor—Has again advane- ~ ; resident—Prof. J. O. Schlotterbeck, ers, Ge: place a sien written fi Ger. a ed 3c per pound and is _ tending j gy L. Wallace i i — : higher. 4 \ eo ‘ . *|man on each pile of the drugs, telling Can a physician prescribe and fur-| "8 ‘ i psccond Vice-President—G. W. Stevens,| what they are. Likewise a display nish his own medicines, such as al-} Blue Vitriol—Has again advanced : Third Vice—President—Frank L. Shiley, | ©?" be arranged to please several Oth-| cohol or whiskey, to patients, without|on account of higher price for cop- i go E. Calkins, Ann Arbor. = ais ggpea cpmab ve se sical violating _ ee —— = aes ae: sadica- i Treasurer—H. G. Spring, Unionville. pensatory gives the names of our The Commissioner of Internal Rev-| tions are that metal will remain high ge fat hase er a ae Scteaeoe: drugs in many languages. enue says that “he can not prescribe,| during the first months of the new Le => oo De- At the end of the year, before tak-|and furnish to his patients, alcohol or| year. Trades Interest Committee—H. G. Col-| ing your inventory, select such stock whiskey, or any other alcoholic liquor Linseed Oil—Has advanced tc per ; ‘ troit: -. se ¥. Mann, De- as you do not contemplate carrying |not compounded into a medicine by gallon on account of higher price for : — any longer, and place in the window. |admixture with drugs or medicinal] ine seed. i Window Dressing With a Small A variety of goods is permissible in substances, without involving himself ; Stock. this display, as it also reduces the|in special tax liability under the in- + ; It was my belief originally that the stock. ternal revenue laws, even though he = ‘ average pharmacist does not carry A good window to show your studi-|thus sells such liquor for use as DOROTHY j encugh =X a * we ous bent can be made by placing all | ™edicine only.” y i window display each week. Experi- your phamaceutical iok ad coc: Can a retail druggist, not carrying VERNON ence has taught me differently. There at ok we drug journals i the win-|@ internal revenue license, compound are plenty of things in the drug-store dds hase the Sak bound. Use!/Ptescriptions and formulas contain- the which afford a profitable window dis- ee ee “Our lt ing alcohol from 25 per cent. to 75 per ai play without — =e arn The | ites” “We will look mas wie in-|cent.? Can he sell tinctures contain- distinctively bs show windows don’t need to be filled | fis haiti wou décire ” i ing 25 per cent. to 75 per cent. al- t full of stock to sell goods; nor is a | : : i : cohol? : pretty window always a profitable| / wish to say in conclusion, don’t i rieeebiechnaice nk Todexedd Wak rare ; one. A little stock well displayed is | attempt to make your windows P00) 4. says that he can, “without sub- é usually sufficient. | See, ie the average mind ca ljecting himself to special tax as a Perfume : Tie up about two dozen packages | NOt one Cee - To draw attention retail liquor dealer under the internal : of pipe-clay in 2 oz.-packages and put|! find an old picture to be about the revenue laws of the United States, into the window. Use a sign some-| best thing I know. A picture Oe ics il the exempting provision of eo 4 thing like this: “Clean your white|ftst city hall, or your first village section 3246, Revised Statutes, if the . os slippers with pipe-clay. 5 cts. per | School, or the first church in your preparations which he thus sells con- panmetay package.” —— There may be several of your | tain drugs which give a medicinal i. q Stock invested? About fifteen SS have ” their JE quality to the alcoholic liquor other Ene kage 2 : : o Neon c eres : ae : Witch sas on up % - ages LE A So than that which it may inherently Direct or through wholesale and gallon bottles nicely displayed | im ’ OW- | possess, and he sells these compounds . makes a good seller. Five gallons | With Ton windows carefully dis- in good faith for medicinal use only. druggists. «> of stock would be ample. | Play ed —_ ey trimmed a will never selling them as beverages nor|§ The Jennings Perfumery Co. “ -Thermometers for the temperature —— after the display 'S| selling them knowingly to those buy- Manufacturers and Sole Owners are great sellers on either very warm = oe om =, Sestomes, this day ing them for use as beverages.” Grand Rapids { days or very cold days. The poles; #SK me if we had any more of the ——_—_2-2.__ which support the window make an hellebore left that we had in the] Ammonia Liniment That Will Not excellent place to hang the ther-| Window last spring. Separate. mometers. Geo. W. Hague. Trouble is experienced when cot- Take a small stand or box covered ——_+ +s tonseed oil is used for ammonia lini- e i » with pretty crepe paper, place on it Know Your Stock. ment as directed by the U. S. P., the Holid ay Goods ‘" either a box of candy, a bottle of] Little journeys around the store | Ol and water separating, though with Tos 1 perfume, a box of cigars, a box of | may not yield much pleasure, but they | °tPe? = there is also more or less = oe ee : writing paper, a box of fancy soap, or are sure to yield “profit Do a separation. Lard oil or neatsfoot|f/ and see the most complete line. j a large jar of cold-cream. Place in ; i a. Sa eee ? : oil, used instead of cottonseed oil, D ists’ and Stati “ rear of the displayed article this sign: ee ges — eas Segue Comes | makes a fairly good mixture; or the — — ee Aceh Bre es * a man with a sample line. It looks] cottonseed oil will make a good mix-|f{/ Fancy Goods Leather Goods ae) Wiss ome article. alone makes a Good. You are tempted to buy be- ture if to every pint of it half an Albums Books profitable display. cause he has some good things. You ounce of crude oleic acid be added. Stationer j : i a _j|know you can sell them. What is The following method will ustially in- : . - | Bags of sea-salt in the window your investment now in that line? Is}... d oo ta"'Y 10-8 China Bric-a-Brac Perfumery make a good seller. I have sold this a large enough? Maybe you d a. sae - — G Doll on Sundays and holidays to persons tak th t bl find ag M eS etme ol wah 2 co a who wanted it just to pack ice cream | Neti — — ounce of crude oleic acid, add 8 fluid- Toys ‘ with, as the groceries were closed. it will stand up sabeax chan the ea oe oe Fr d B d i Five and ten-cent packages of|time the goods aus ‘ales you eee SG — = c ran age Rochelle salt, Epsom salt, cream tar- have studied the invoice for a few iow Pate Wholesale Druggist ? tar, compound licorice powder, salts days, you find your stock in that ot eireeccas ae estes see — Soe Muskegon, 32-34 Western ave. Mich. and senna, and the like; bottles of particular line is a little bigger and the és as - a suhaugande. i Paregoric, syrup of rhubarb, spirit of your investment more than it should daemons — “A — - fact, most of those be. That may be no great thing in ——____.© @ ~ ; ater i ittle things that are kept ready put} itself, bu . i . ‘ 2 Oe coh be shcel is the window | a fonder spacer! | ee es Drug Market. Do You Sell Holiday Goods? with this sign: handle, and all of them combined nk “~s qutet at unchanged all go wwe carry a Complete Line Fancy j “Time savers—We have these small|make a problem for you. Little Morglizne— 16 Steady —s your interest to =m pa tine before i seepeines put up just to save you journeys about the store will help| Quinine—Is unchanged. : “Grand Rapids Stationery Co. i time. you some. Bismuth Preparations—Have de-| | 29N. lonia St., Grand Rapids, Mich. It Yous re end Nn ~~ ¢ * + _. + ¥ — + we Co 4 MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT _ Advanced— Declined— Acidum Copaitha. §.....-.% 1 15@1 25 | Scillae Co ....... @ 50 Aceticum ........ 6@ 8|Cubebae ........ 1 20@1 30| Tolutan ......... @ 50 Benzoicum, Ger.. 70@ 175] Evechthitos ....1 00@1 10| Prunus virg .... @ 50 poninae Salas seis sy ae = —— eS eit 1 oes 2 Tinctures arbolicum ..... aultheria ...... 2 25@ , Citricum ........ 42@ 45|Geranium .....0z Sia ue aoe = Hydrochlor ..... 3@ 5| Gossippii Sem = 50@_ 60} Aloes 60 Nitrocum ....... 8@ 10| Hedeoma 16 Riniea on 50 Oxalicum ....... 10@ 12| Junipera Aloes & Myrrh .. 60 Phosphorium, dil. @ 15/| Lavendula Asafoetida a 50 Salicylicum ..... 42@ 45] Limonis Atrope Belladonna 60 Sulphuricum ....1%@ 5/| Mentha Piper ...3 00@3 25] anranti Cortex 50 Tannicum ...... 75@ 80|Mentha Verid ..5 00@5 50 | Benzoin a 60 Tartaricum ..... 38@ 40|Morrhuae gal ..1 25@1 50|Renzoin Co .... 50 Ammonia Myricia: 2.00... 5 3 00@3 50] Barosma ce 50 Aqua, 18 deg.... 4@ 6] Olive ........... 75@3 00|Cantharides ...... 16 Aqua, 20 deg.... 6@ 8/Picis Liquida ... 10@ 12/Capsicum ....... 50 Carbonas ........ 13@ 15] Picis Liquida gal @ 35!Cardamon ...... 15 Chloridum ...... $2@ 44 | Riema 6 4% 98|Cardamon Co... 75 niline Rosmarini ...... @1 00/Castor .. re 1 00 Binek, os. 0@2 25/ Rosae oz ....... 5 00@6 00|Catechu ......... 50 Brawn 22.2.0 50.2 80@1 00] Succini .......... 40@ 45|Cinchona ....... 50 Red 062... coe. b@ 0 | Sabina .......... 0 100)|Cinchona Co... 60 Tie. oo.) 250@3 00|Santal .......... 2 25@4 50| Columbia ......, 50 ae Sassafras ....... 5@ 80!Cubebae ........ 50 Cubebae po. 20 15@ 18] Sinapis, ess, oz.. @ 65| Cassia Acutifol .. 50 Juniperus. ....... TQ Si Viet ooo... 10@1 20| Cassia Acutifol Co 50 Xanthoxylum .... 30@ 35] Thyme .......... 40@ 50 — 50 Balsamum Thyme, opt ....- @1 60 Pe 50 Copaiba .......-« 45@ 50] Theobromas 15@ 20 oe Chloridum. 35 Peru: . 1.2.22... @1 50 Potassium Gentian 2... 50 Terabin, Canada oo 6s) Bi-Carb: .:...... 5@ 18]/ Gentian Co ...... 60 Moltan |. ....5.:. 40 | Bichromate 18@ WiGuiaca .......... 50 Cortex Bromide. .......; 25@ 80 Guiaca ammon .. 60 Abies, Canadian. 261 Garp 12@ 15 Hyoscyamus ee 50 ee seeenecl * SS oe po. bo a iodine 15 inchona ava.. Womlae © 1.2... 33 @ Iodin Buonymus atro.. SO i Yodids .......6..: 60@8 65 | Kin me, ‘colorless = Myrica Cerifera. 20 | Potassa, Bitart pr 380@ 32} Lobelia ae el 50 Prunus Virgini.. 15| Potass Nitrasopt 7@ 10/Myrrh .......... 50 Quillaia, =< < 12] Potass Nitras .... 6@ 8|Nux Vomica 50 Sassafras ..po 25 24| Prussiate ......, 28@ 26 Opi 0. 75 te Bhrmsus 25... 00..- 29| Sulphate po ..... 15@ 18) Opil, camphorated 50 Extractum Radix Opil, deodorized.. 1 50 Glycyrrhiza Gla. 24@ 30] Aconitum ....... 20@ 25) Quassia ......... 50 Ciycyrrhiza, po.. 28@ $0] Althae .......... 80@ 33)|Rhatany ........ 50 Haematox ...... 131@. 32) Anchusa ........ 10@ 12; Rhett -. 50 Haematox, 1s ... 13@ 14|Arum po ....... @ 25 | Sanguinaria 50 Haematox, %s... 14@ 15|Calamus ........ 20@ 40/Serpentaria ..... 50 Haematox, %s .. 16@ 17]|Gentiana po 15.. 12@ 15|Stromonium .... 60 Ferru Glychrrhiza py 15 16@ 18/|Tolutan ......... 60 Carbonate Precip. 15 | Hydrastis, Canada 1 99 | Valertam ...:..... 50 Citrate and Quina 2 00| Hydrastis, Can. po @2 00; Veratrum Veride. 50 Citrate Soluble ... 55 | Hellebore, Alba. 12@ 15| Zingiber ........ 20 Ferrocyanidum §$ 40 | Tnula, ipo 2... 18@ 22 Solut. Chloride os * Ipecac, po ...... 2 25@2 3 Miscellaneous Sulphate, com’! .. is plox 220... . 85@ 40 Sulphate. com’l, by Jalapa, pr .....- %e Minune Gawuasin bbl. per cwt... 70|Maranta,. \%s . @ 35 Ataaaen. a o7 3@ 4 Sulphate, pure .. 7| Podophyllum po. 15@ 18 ica 10@ 50 Flora ee 75@1 00 | ‘antimoni, po .... 5 erraee sp 15@ 18 fener, Cut... - 1 00@1 25 Antimoni et po T 109 50 Anthemis ....... 22@ 25|Rhef, pv ........ 75@1 09 | antipyrin 25 Matricaria ...... 30@ 35|Spigella ......... 30@ 35] antifebrin ....... 20 Folla Sanuginari, po 18 = @ 15| argenti Nitras oz 50 | 25@ 380|Serpentaria ..... 50@ 55 | Arsenicum ).. @ 12 Panag Acutifol. Senega .......... 85@ 90} Ralm Gitead buds @N@ 65 Tinnevelly .?.. 15@ 20|Smilax, of's H. @ 40) Bismuth S_N....1 85@1 90 Cassia, Acutifol. 25@ 30| Smilax, M ........ @ %5| Calcium Chior, Is @ 9 Salvia officinalis i anne pe 3 10@ 12) Calcium Chlor, 4s @ 19 ga and ie .. 19@ 26 | SymPlocarpes @ 25/Calcium Chlor 4s @ 12 rons shea 8@ 10| Valeriana Eng .. @ %|Cantharides, Rus @1 75 cen eae a aa Valeriana, Ger. .. 15@ 20/1¢@€ i a aler Capsici Fruc’s af @ 20 : Gummi Zingiber a ...... 12@ 14! Capsici Fruc’s po @ 22 Acacia, 1st pkd.. @ 65 | Zingiber j ....... 16@ 20|Capi Fruec’sBpo @ 15 Acacia, 2nd pkd.. @ 45 ap : p eaein, Sk ped. @ 35 Semen Carophyllus ..... 20@ 22 Miacia sifted sts @ 23|Anisum po 20.... @ 16|Carmine, No. 40. @4 25 meacia | ae coe 45@ 65 Apium (gravel’s) 18@ 15/}]Cera Alba ...... 50@ 55 dice Sat. ee el ee, IS -...---- 4@ 6|Cera Flava ..... 40@ 42 hacen ce @ 25 Carui po 15 S0@ 41) Crocus .:........ 1 75@1 80 Wige Soceter |. @ 45 Cardamon ...... 70@ 90) Cassia Fructus .. @ 35 Be acl ee aa ee Cortandrum ..... 13d0 414; Centraria ....... @ 10 Wenfasiiaa lll. 35@ 40 Cannabis Sativa 7@ Cataceum ....... @ 35 Basen i se 50@ 55 Cydontum ...... 75@1 00 | Chloroform 3 32@ 52 Gatcena te @ 13 Chenonodium ... 25@ 34] Chloro’m Saquibbs @ 90 (nteeha aa. @ 14 Dipterix Odorate. 80@1 690! Chloral Hyd Crssl 35@1 60 eatochu | is @ 16 Foeniculum ..... @ 418| Chondrus ..-.:.. 20@ 25 Comphorae 93@ 99 Foenugreek, po.. 7@ 9j|Cinchonidine P-W 38@ 48 Beats a @ 40 tim . 4@ 6 | Cinchonid’e = 38@ 48 Celie @1 00| Lint, grd. bbl. 2% 3@ 6/Cocaine ......... 3 80@4 00 Canbaee ee 25@1 35 Moneta = 2.2.5.2... 75@ 80]! Corks list D P Ct. 75 Gunsaenn _ 35. @ 36|Pharlaris Cana’n 9@ 10|Creosotum ...... 45 eine. po 45 @ & = = Seg - ‘ — Dies bbl 75 @ 2 Masta a ae @ 60\5 napis e 2... preta, prep ...: @ $s Myrrh po 50 @ 45 Sinapis Nigra ... 9@ 10] Creta, precip ... 9@ 11 ne 3 40@3 50 Spiritus SS eS Maes... sot 50@ 60| Frumenti W D. 2 00@2 50| Crocus .......... 1 40@1 50 Shellac, bleached 50@ 60|Frumenti ....... Soap) ee | Se +s aooce fragacanth ..... 6@1 00 | Juniperis Co O T 1 65@2 00| Cupri Sulph ..... 6 4@ 8 tec TJuniperis Co ....1 75@% 50 woe, pote es LL te Absinthium 4 50@4 60 | Saccharum N E 1 90@2 10 a all Nos.. ‘D 8 Bupatorium oz pk 20 | Spt Vini Galli ..1 75@6 50 Ergota SS @ : Lobelia cae ae 95 | Vini Oporto 1 25@2 00 | Etgota — se oS aes on ok 93| Vina Alba ...... a6: @| = fe Mentra Pip. oz pk 23 Sponges Gane @ 2 Mentra Ver. oz pk 25 | Flcrida Sheeps’ wool Gaahies s@ 9 Rue... oz pk 39 carriage .......3 00@3 50 | Gelatin, Cooper... : @ 60 Tanacetum ..V... 22| Nassau sheeps’ wool Gelatin, French 35@ 60 Thymus V.. oz pk 25 earriange....:... 3 50@3 75 ; Glassware, fit box 15 Magnesia Velvet extra sheeps’ | fess than box 70 Calcined, Pat 55@ 60 wool, carriage.. @2 00 (sue, brown “1@ 13 Carbonate, Pat.. 18@ 20] Extra yellow sheeps’ Glue white 15@ 25 Carbonate, K-M. 18@ 20] wool carriage. @1 25 | Glycerina ...... 13%@ 18 Carbonate ...... 18@ 20) Grass sheeps’ wool, Grana Paradisi.. @ 2% Oleum carriage (...... @1 = | Humulus 5@ 60 Absinthium 4 90@6 00| Hard, slate use... @1 00 \Fydrarg Ch ..Mt @ 9% Amygdalae, Dulce. 50@ 60| Yellow Reef, for | Hydrarg Ch Cor @ 90 Amvygdalae, Ama * g 0n@8 25 slate use ..... @\ 40 | Hydrarg Ox Ru’m @1 05 Aish oo oc 1 75@1 80 Syrups a Ammo’l @1 15 Auranti Cortex..2°40'2.501 Aeacla .......... @ 50'Hydrarg Ungue’m 50@ 60 Bergamii .......- 2 50@2 60} Auranti Cortex @ 50 Hydrargyrum .. @ 7 Cafiputl ........ 5@ 90] Zingiber ae @ 60 a Am. 90@1 00 Caryophilli ...... 1 15@1 25] Ipecac ...... . @ 66 Indigo ........... 5@1 00 CCMA 2.00. e 0@ Ferri Iod .. : @ 50 Tatas. Resubi 4 85@4 90 Chenopadii ..... 3 75@4 00} Rhei Arom @ 50 Iodoform ....... 0@ 5 00 Cinnamoni ...... 5@1 25/| Smilax Offi's 50@ 60 Lupulin ......... @ 40 CitroneHe ....... 60@ 66| Senega .......... @ 650 Lycopodium 8@ 90 Conium Mac ... 80@ 9 /| Scillae .....-.. “ @ be OO ees. e-- 66@ Liquor Arsen et Rubia Tinctorum 12@ 14] Vanilla .........9 00@ Hydrarg Iod .. @ 25} Saccharum La’s. 22@ 25/ Zinci Sulph ..... 7@ 8 Liq Potass Arsinit 10@ 12/Salacin .......... 4 50@4 75 Olls Magnesia, Sulph. 2@ 3{|Saprguis Drac’s.. 40@ 50 bbl. gal. Magnesia, —_ _ co 2% [sapo, W ........ 12@ 14| Whale, winter .. 70@ 70 Mannia. S F 50 aoue. Me cee cas 10@ 12); Lard, extra .... 70@ 80 Menthol ........ 13 3003 40 | Sap 6652532 @ 15 Lard. nme 2 60@ 65 Morphia, S P & W235@2 60 Seidlita Mixture 20@ 22, Linseed, pure raw 38@ 43 Morphia, SN Y Q23£@260|Sinapis ......... @ 18/ Linseed, boiled ...39@ 44 Morphia, Mal. 2 35@2 60| Sinapis, opt .. @ 30/Neat’s-foot,wstr 65@ 70 Moschus Canton. @ 40| Snuff, Maccaboy, Spts. Turpentine ..Market —— No. : =e = DeVoes ....... @ 51 ce ae — mee é ux vomica po to Snuff, S’h DeVo’s @ chi. bint “ = a Sele aaa 25 28| Soda, Boras 9@ 11 oo = = is 2 = oD =" mie 0 Soda, Boras, po. 9@ 11 Putt} ee %e3 stress @1 00| Soda et Pot’s Tart 25@ 28 y, Putty, strictly pr2ig 2% @3 Picis Liq NN & Seda. Carb ...... 1%4@ 2 Vesuniitian. Prins gal doz ....... @2 00 Soda, Bi-Carb 3@ 5 ‘Aseutent 13@ 15 Picis Lig ats .... @1 00|Soda, Ash ...... 3%@ 4 Vermillion, nee. 15@ 80 Picis Liq. pints. @ 60|Soda, Sulphas .. @ 2 Green, Paris * 144@ 18 Pil Hydrarg po 80 @ 50|Spts, Cologne @2 60/ Green, Peninsular 13@ 16 Piper Nigra po 22 S 18|Spts, Ether Co 50@ 55 Lead, red 6%@ T Piper Alba po 85 30|Spts, Myrcia Dom @2 00 Lead, white .... 6%@ 7 Pix Burzum. .... s 8|Spts, Vini Rect bbl @ White white in “@ 90 Plumbi Acet .... 12 15|Spts, Vi’i Rect 4b @ Whither Gilders’. @ 9% Pulvis Ip’c et Opi, 130@150|Spts, Vii R’t 1021 @ White varias eae @1 25 Pyrethrum, bxs H Spts, Vii R’t5gal @ Whi te Paris E e nf . D Co. doz en. = ——— ee 25 oC ng 1 40 yrethrum, pv .. ( Saishur Saubl ... 24@ 4)... 0). Quassiae ........ 8@ 10|Sulphur, Roll ...2%@ 3% | Universal Prep’d 1 10@1 20 Quina, S P & W..21@ 31|Tamarinds ...... 8s@ 1 Varnishes Quina, 5S Ger...... 21@ 31| ferebenth Venice 28@ 30 No.1 Turp ce 10@1 20 Quina, N. Y........21@ 31! Theohromae 45@ 50 Extra Turp .....1 60@1 70 We are Importers and Jobbers of Drugs, Chemicals and Patent Medicines. We are dealers in Paints, Oijls and Varnishes. We have a full line of Staple Druggists’ Sundries. Weare 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. bi aA SRR NRW ARE Riia ntti we xem artnet sihiyt we! a MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. ble to change at any time, and ccuntry merchants will have their orders filled a: market prices at date of purchase. ADVANCED Index to Markets By Columns Cel A axie Gresse ........... i & ccc ccees 2 rooms ........ ccamnens OR PN, ka ces ccace meter Cor <2... cess A il 1 1 3 3 2 3 3 3 2 8 - 8 8 8 8 Westing $<. 29 ..c 6.2.2.2. 8 Grain ies. Grains and Fiour ...... § H Lik sae ssn si / Hides and Pelts ...... 10 t RD cecal eee ce’ 6 J Pee 25s cides es & . Bs aces oak ioc te Meat Extracts ...... a! olesses ..... eT ee ol N Ee coeeweeeee 11 ° P a... .cccese : 8 ee a. es So ees ae soa Salad simile 7 Galeratus .............. 7 meees. ....... pis cauans oo Spices jou foeGdicy age : ME i ccasocactasccac ot NS os. ce ss ee See Tr WO oo nia yaaa esee oo NOS eae lek. 3 ND © ee ea % Vv Washing Powder ...... 9 IS os cs own a hw 9 ee eet eeene 9 Wrapping Eee wees Yeast Cake ereveseoesen 18 AXLE GREASE Frazer's 1%. wood boxes, 4 dz. 3 00 iM. tin boxes, 3 doz 2 35 3144Ib. tin boxes, 2 dz. 4 25 10fb. pails, per — 6 00 15tb. pails, per doz. 7 20 25Ib. pails, per doz. ‘12 00 BAKED BEANS Columbia Brand 1M. can, per doz....... 90 2. can, per doz....... 1 40 3Ib. Can, per doz....... 1 80 BATH BRICK PECTOCRTE occ oe as ose 75 ee een cw cc ais 85 BROOMS Moe. 4 Carpet .2...2..- 2 75 6. 2 SOarpee. ce 2 35 ie. 3. Carpet ...<. ces. 2 15 Mo, 4 Saepet so... 25Ib boxes @ 5% 70- 25Ib boxes @ 6 60- 70 25tb boxes @ 6% 50- 60 25tb boxes @7 40- 50 25th boxes @ 7% 30- 40 25tb boxes @ 8% 4c less in 50!b cases, Citron Corsican 02.052, @14¥% Currants Imp’d 1 th. a: @ 7% Imported bulk . @ 7% Peel Lemon American. ...... 13 Orange American -13 Raisins London Layers, 3 cr London Layers, 4 er Cluster, 5 crown Loose Muscatels, 2 cr Loose Muscatels, scr. 2 = Muscatels, er. 7 eeded, 1 * 9 10 L. M. Seeded, % tb == nore bulk ultanas, package 71% FARINACEOUS * aoses’ i Beans egg a chet sea Se ed. Pk’d = 75@1 85 Brown Holland . ‘61's 25 Farina 24 tb. packages seca eek Oe Bulk, per 100 tbs.......3 00 omin Flake, 501D cack. Rates 1 00 Pearl, 200tb. sack...... 3 70 Pearl, 100% sack...... 1 85 Maccaroni and Vermicelti Domestic. 10tb box.. 60 Imported, 25tb. box.. :2 50 Pearl Barley Comanon ..55 52: 215 CHESRer oo oe a 2 SOMEBIEO 50 3 25 Peas Green, Wisconsin, bu..1 40 Green, Scotch, es... 1 45 Se Woes 4 Sago East PAGER oe ee ck 4% | German, sacks: ........ : _* German, broken pkg . Tapioca Flake, 110 tb. sacks.. 4%, Pearl, 130 tb. sacks..... “2 Pearl, 24 tb. pkgs...... 6% FLAVORING EXTRACT. Foote & Jenks Coleman’s Van. Lem. 2 OZ. Panel ....... 1 75 S oz. Paper... ... 200 150 No. 4 Rich. Blake 2 00 1 50 Jennings Terpeneless Ext. Lemon Doz No. 2 Panel D> C...... 75 No. 4:Panel D. C...... 1 50 No. 6 Panel D>. €...... 2 00 Taper Panel D. C...... 1 50 1 oz. Full Meas. D. C.. 65 2 oz. Full Meas. D. C..1 20 4 oz. Full Meas. D. C..2 25 Jennings Mexican Extract Vanilla Doz. No. 2 Panel DC... ... 1 2¢ No. 4 Pancl D CGC... .... 2 0C Wo: 6. Panel ©: C..... . 3 00 taper Panel PD. CC... ... 2 00 1 oz. Full Meas. D. C.. 85 2 oz. Full Meas. D. C..1 60 4 oz. Full Meas. 3 No. 2 Assorted Flavors 75 GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 19% GRAINS AND FLOUR Wheat hea Old Wheat mo. 2 White 220000. 79 Ne: 2 Bed. es. Winter Wheat Flour Local Brands POCSUte 4 75 Second Patents ....... 4 56 SUCRE ek 4 30 Second Straight .... .. 419 CRORE eo ae 3 50 GrAMAM 202005 l ek 3 90 — foe eee oes 475 pice ies oe cee 75 ‘Subject to usual cash dis- count. Flour in barrels, 25¢c per barrel additional. Worden Grocer Co.’s Brand Quaker, payer ......... 4 40 Quaker, cloth 22.5..... 4 60 Wykes-Schroeder Co. ROCEEDSO oe 410 Spring Wheat Flour Roy Baker’s Brand Golden Horn, family..5 00 Golden Horn, bakers..4 90 4 CAtHERGCE a 90 Preerore oo: ; 80 Pure Rye, dark ....... 4 05 Clark-Jewell-Wells Co.’s Delivered. Gold Mine, %s cloth...5 25 Gold Mine, 4s cloth...5 15 Gold Mine. ies cloth. ...5 05 Gold Mine, *S paper. wo OD. Gold Mine, 4s paper. -3 05 Judson Grocer Co.’s Brand Coresota, t6s 000. -.. 5 25 GCeresota, S66) 00 6: 5 15 eresota; 368.0000: 5 05 Lemon & Wheeler’s Brand s 5 Wingold, %s .......... 20 Wingoid, 145. .......... 5 10 | Wingold, Mee soca: 5 00 Pillsbury’s Brand Best, %s cloth........ 6 45 Best, %s cloth........ 6 35 Best, %s cloth........ 6 25 Best, %s paper........ 6 30 Best, %s paper........ 6 30 Hest “wood. ...03. 45 Worden Grocer Co.’s Brand Laurel, \%s cloth....... 5 40 Laurel, 4s cloth....... 5 30 Laurel, 4s & \s paper 5 20 Laurel, 4s 5 20 Wrykes-Schroeder Co. ee i Sleepy Eye, %s cloth..5 10 Sleepy Eye, 4s Sloth. 8 00 Sleepy Eye, %s cloth..4 90 Sleepy Eye, %s paper..4 90 Sleepy Eye, %s paper..4 99 Meal BeieOd Go ss 2 70 Golden Granulated .. 2 80 St Car Feed screened.20 09 No. 1 Corn and Oats..20 00 Corn, cracked ........ 20 00 Corn Meal, course..... 20 00 Oil Meal. old proc..... 31 00 Winter Wheat Bran..i8 00 Winter Wheat Mid’ng 19 99 Cow Hoed <2..i25 0.75. 18 59 Oats Certs ce as 35 Corn Com, NOW. ei. oes 6 ses 47 Ha No. 1 timothy a lots 10 50 No. 1] timothy ton lots 12 60 + croeciscecau. VoOooaonoInms-: we roagococoQ RRSP OTOT SH OTOToIroIor AMO OS Oo OF a Se ee Mw Dw Ow ~ MICHIGAN TRADESMAN 10 Rolls, dairy IIE10% 911% HERBS Canned Meats Bele oso 15 cece —s oo = RRO oo cce oe ca oe cs ec 15 orne eee, 14 oc. 7 Cane IsCRVES oss. se 15| Roast beef ...... 2 00@2 50 Senna Leaves ......... 25 ee noe 4s = JELLY Potte am, 5 Ib. pails, per doz. ...1 70 | Deviled ham, 45 15 Ib. pails, per pail... 35! Deviled ham, wo 30 Ib. pails, per pail.. 65| Potted tougue, *s = LICORICE ee ' PUG eh acaclate stocc oe 30 : RICE _ Calera | 42... 49 | Durkee’s Small, 2 doz..5 25 + Sram — 35 | Snider’s, large, 1 doz...2 35 — ee 26 | Snider's small, 2 doz...1 35 Sele, oats SAL GOGd te. 22 : Packed 60 Ibs. in box. _—, oe ae “3 — Arm and Hammer...... = 15 Columbia, per case....2 75 Deland’s 22" “... : @12 Pecans, ex. large.. Pecans, Jumbos a Hickory Muts pr bu Ohid. few.) -. a oO o.6 6a s.cth oo 6 Chestnuts, New York State, per bu ....... Shelled Spanish Peanuts. 8 @ 8% Pecan Halves ... @50 Walnut Halves =. 28@32 Filbert Meats ... @26 Alicante Almonds @33 Jordan Almonds . @4at Peanuts Fancy, H.-P. :Suns..:: - 6% Fancy, -H. P. Suns, OOO ou oe 6% Choice, H. P. Jbo. @7% Choice, H. P. Fum- bo, Roast wee @s% Aamir ad ee i anaes 46 MICHIGAN TRADESMAN Special Price Current . AXLE GREASE Mica, tin boxes ..75 9 00 Paragon coswecscs se ©§6©66 00 BAKING POWDER 9 Sey! cans, 4 doz. case.. 45 cans, 4 doz. case.. 85 cans, 2 doz. case 1 60 %1Tb cans 2 50 %Ib cans 8 75 1b cans 4 80 == 8th cans 13 00 ' BID cans 21 50 BLUING Arctic, 40z ovals, p gro 400 Arctic, 80z ovals, p gro 6 00 Arctic, 160z ro’d, p gro 9 00 BREAKFAST FOOD . Original Holland Rusk (ases. 5 gon 2. occ. 4 75 12 rusks in carton. Walsh-BeRee Ce.’s Brands Per 4 00 Cases, 24 2Ib pack’s,. 2 00 CIGARS Q@. J. Jehnson Cigar Co.’s hd Less than 500. ........ 33 See or more |... 2... esc 32 1,000 or more ........... 3 Worden Grocer Co. brand Ben Hur Perteetion os 35 Perfection Extras ...... 35 A 35 Londres Grand. ......... 35 Sram@erd 63.2 ee 35 Perea 2s 35 Panatellas, Finas. ...... 35 Panatellas, Bock ........ 35 Jockey Club. ....... pene: ° COCOANUT Baker’s Brazil Shredded 16 %Ib pkg, FRESH MEATS ORCAS oc oe 56 @ 8 Forequarters .... 44%@ 5 Hindquarters ....6 @ 9% ee OS @16 Ribs 7 @13 Rounds @i7 Chucks @ 5&5 tes ed BAGns ors: @ 8% eeressed oo ice: @ 6 Boston Butts @ 7 Shoulders ....... @7 deat Lard. 2.3... @ 8% Mutton reas @ 9 WHOS 22 SS @13 Veal Carers oo 7 @9 CLOTHES LINES Sisal 60ft. 3 thread, extra..1 00 72ft. 3 thread, extra..1 40 Svft. 3 thread, extra. 1 70 60ft. 6 thread, extra..1 29 <2ft. 6 thread, extra.. Cotton Bralded WO toe a oe 95 SOM es oe 1 35 GR ee eS 1 65 Galvanized Wire Ne. 20, each 100ft. long1 90 No. 19, each 100ft. long2 10 COFFEE Reasted Dwinell-Wright Co.’s B’ds. White House, lib White House, 2tb ...... Excelsior, M & J, 1tb .. Excelsior, M & J, 2tb.. Tip Top. M & J, 1h .. Heya Jaya... >... 62... Royal Java and Mocha.. Java and Mocha Blend.. Boston Combination .... Distributed by Judson Grocer Co., Grand Rapids; National Grocer Co., De- troit and Jackson; F. Saun- ders & Co., Port Huron; Symons Bros. & Co., Sagi- naw; Meisel & Goeschel, Bay City: Godsmark. Du- rand & Co., Battle Creek: Fielbach Co.. Toledo. CONDENSED MILK 4 doz. in case Gail Borden Eagle ....6 40 SUsbowe ecg cs cc ce ae «+024 52 4 MS ee ee com Peerless Evap’d Cream 4 00 FISHING TACKLE 4 te 2 ......:...., s 1% to 2 im ........... 1 te 2 tm. <2... 9 1% to 2 in .......... - u Big ee ees 15 3 in eeveereerereerersre 30 Cotton Lines De: 2, 20° feet. 2... 5 No. 2 i5 feet ....5. 0. 7 io. 3, 35 feet. .°...5. Noe: 4, 25 feet .....5:4. Wo. G, 25 feet ......... Ti Wo; 6, 36 feet 255.2551 12 No: 7. 15 feet ..-:.. on Ne. 3, 36 fost ..5....5: 3 No. 9, 16 f alee aielace Linen Lines Pee ce cs atl ee ee 26 ce Sie wie acc Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo. 18 ft.. per doz. 80 GELATINE Cox’s 1 qt. size .......1 10 Cox’s 2 qt. size ......1 61 Knox’s Sparkling, doz 1 20 Knox’s Sparkling, gro 14 00 Knox’s Acidu’d. doz ..1 20 Knox’s Acidu’d. gro 14 00 Nelson’s 50 Oxford. Sere ccersesces Ce ee 1 25 Plymouth "Ro “ Full line of fire and burg- lar proof safes kept in stock by the Tradesman Company. Twenty differ- ent sizes on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect the line personally, write for quotations. SOAP Beaver Seap Ce.’s Brands 100 cakes, large size.. 50 cakes, large size.. 100 cakes, small size.. 0 cakes, small size.. Tradesman Coe.’s Brand. Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES Halford, large ........3 75 Halford, small ........ 2 25 Place your business on a cash basis by using Tradesman Coupons We sell more 5 and 10 Cent Goods Than Any Other Twenty Whole- sale Houses in the Country. WHY? Because our houses are the recog- nized headquarters for these goods, Because our prices are the lowest. Because our service is the best. Because our goods are always exactly as we tell you they are. Because we carry the largest assortment in this line in the world. Because our 2ssortment is always kept up-to-date and free from stickers. Send Us Your Orders for Wall Paper and for John W. Masury ! & Son’s Paints, Varnishes and Colors. >? Brushes and Painters’ 4 Supplies of All Kinds Harvey & Seymour Co. Grand Rapids, Michigan > al Jobbers of Paint, Varnish and Wall Paper Because we aim to make this one of our chief lines and give to it our best thought and atten- tion. Our current catalogue lists the most com- plete offerings in this line in the world. We shall be glad to send it toanyamerchant who will ask for it Send for Catalogu@ J. AUTOMOBILES Michigan Automobile Co. We have the largest line in Western Mich- igan and if you are thinking of buying you will serve your best interests by consult- ing us. Grand Rapids, Mich. BUTLER BROTHERS Wholesalers of Everything---By Catalogue Only New York Chicago St. Louis TRACE and Quickly. how. YOUR DELAYED FREIGHT Easily We can tell you BARLOW BROS., Grand Rapids, Mich. Leading the World, as Usual LIPTONS | CEYLON TEAS. a St. Louis Exposition, 1904, Awards GRAND PRIZE and Gold Medal for Package Teas. a Gold Medal for Coffees. ¢} All Highest Awards Obtainable. Beware of Imitation Brands. Chicago Office, 49 Wabash Ave. 1 lb,. 34-Ib., %.1b. air-tight cans. A Bakery Business in Connection with your grocery will prove a paying investment. Read what Mr. Stanley H. Oke, Middleby Oven Mfg. Co., 60-62 W. VanBuren St., City. Dear Sirs:— The Bakery business is a paying one and the Middleby Oven a success Our goods are fine, to the point of perfection. =o ne ee agian raw trade to our grocery and : and, still further, in the fruit an a not for our bakery would be inevitable. A l'liddleby Oven Will Guarantee Success Send for catologue and full particulars Middleby Oven Manufacturing Company 60-62 W. Van Buren St., Chicago, Ill. Season it saves many a loss which if it were of Chicago, has to Say of it: Chicago, Ill., July 26th, 1905. They which otherwise we would not get, Respectfully yours, STANLEY H. OKE, 414-416 East 63d St., Chicago, Illinois. we MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Advertisements inserted under this subsequent continuous head for two cents insertion. No charge less a word the first insertion and one cent a word for each than 25 cents. Cash must accompany all orders. -business of BUSINESS CHANCES. For Sale—Exclusive news business, 750 Sunday, 450 dailies. Address ‘‘K,’’ care Michigan Tradesman. 245 First-class clothing store and _ shoe store needed in Mendon, Mich. Rents reasonable. Investigate. 246 — For Sale—General merchandise busi- ness in small town. Doing strictly cash y $10,000 annually. For par- ticulars address No. 242, care Tradesman. 242 For Sale—$2,500 or $3,000 stock dry goods and groceries all bought in one year. All purely new staple goods, in town of 4,500 inhabitants. Also. brick room 20x100 feet, $5,000. Will sell one or both or might trade for good farm if not too far from this locality. Snap if taken at once. Lock box 207, Rochest- er, Ind. 241 For Sale—Steam laundry; good _ busi- ness; only laundry in town. Address J. Dales, Chesaning, Mich. 240 An up-to-date stock of millinery to be be sold at once; doing good business in good town, going cheap. P. O. Box 206, Watertown, Minn. 236 Rare opportunity to get a first-class drug stock in a hustling Northern town in Michigan, of 8,000 inhabitants and growing fast. Will sell cheap if taken at once. Address ‘A’’ care Michigan Tradesman. 237 Meat Market For Sale—Two-story brick, including two No. 1 refrigerators, Enterprise and Silent sausage machines, 5 horse-power gasoline engine, also slaughter house if desired. Everything in first-class shape. Doing a big busi- ness in town of 2,000, centrally located. Modern improvements. Good reasons -for selling. Address ‘‘Meats,’ care Michi- gan Tradesman. 239 For Sale—General stock of merchan- dise in best town of 600 inhabitants in Michigan. Good store and fixtures to rent for three years. Excellent living rooms over store. Now is your time to make a good investment. Best of rea- sons for selling. Address No. 244, care Michigan Tradesman. 244 For Sale—Only bakery in town of 2,000 population, 700 students. Doing good business, but must quit bakery business. Snap if taken inside of 15 days. Address Chas. Kuebler, Mt. Vernon, Iowa. 247 For Sale or Rent—Two-story brick store with good cellar, 24x60 feet with wood addition on back. Water and elec- tric lights. Cement walk in front. —____ The Grain Markets. The, wheat market the past week has been of a dull, dragging nature, having lost about one per cent. per bushel all around, both cash and op- tions. Number one white closed 85% and number two red 87% in Detroit, with Chicago May 87% and Decem- ber 847%. The general movement of grain has been about up to the aver- age, both for domestic and export shipment. According to Bradstreet’s reports the world’s visible supply in- creased 1,500,000 bushels. United States and Canada east of the Rockies increased 4,066,000, afloat for and in Europe decreased 2,600,000 bushels. Corn, United States and Canada in- creased east of the Rockies 1,385,000 bushels, while oats decreased 488,000 bushels. There has been a free movement of corn, with the far futures prac- tically unchanged to one-half lower, while the near future price has drop- ped off about one cent per bushei during the week. Corn is now arriv- ing in very god condition, but the open condition of the weather af- fects local trade to some extent. Oats are unchanged for the week so far as futures are concerned but local markets and Detroit have lost about one cent. The movement is fairly liberal and demand up to the average. Millfeed is higher, western feeds have advanced practically one dollar per ton and scarce at that. L. Fred Peabody. Re a Fremont Business Men Join Hands. Fremont, Dec. 19—The meeting of business men ldst Friday evening was attended by seventy citizens, who all united in the formation of an organization to promote the best in- terests of the town. It was an en- thusiastic gathering, the remarks were to the point, plainly showing that the movement would receive the heartiest support of not only men conducting business in the town but most of the residents. A more rep- resentative meeting could not have been asked for by the originator, and it certainly was gratifying to witness the spirit of progression shown. John G. Anderson called the meet- ing to order and after stating the object of the call selected Andrew Gerber for temporary chairman. A. K. Hayden was elected temporary Secretary, after which the merits of such an organization were discussed. Upon motion to elect permanent officers Geo. Hilton was chosen Pres- ident, J. G: Anderson Secretary, An- drew Gerber Treasurer. A commit- tee on permanent organization, con- sisting of F. H. Smith, W. F. Reber and J. Pikaart, were named by the chair, also a Committee on Consti- tution and By-laws, consisting of A. K. Hayden, J. W. Egan and E. D. L. Evans. An Executive Committee will be announced at the next meet- ing. +22 —__ Test Case Under the New Law. Milford, Dec. 16—E. E. Goultry, who has been in this vicinity for some weeks, representing a Dayton, Chio, grocery house, was placed un- der arrest Monday night on acharge of having violated the new transient traders’ law, passed by the last Leg- islature. He gave bonds for his appearance in Justice Lovejoy’s court and the hearing was set for Dec. 19. One day last week the goods rep- resenting the orders taken in this vicinity, amounting, it is said, to $600 or $700 worth, arrived at the depot here and Mr. Goultry desired to un- pack them at the depot and parcel them out to the farmers from there. Station Agent Ball objected to hav- ing the warehouse turned into a grocery store and Goultry secured the vacant Williams store, from which the goods were distributed. The law’s definition of a transient merchant is quite explicit and seems to fit this case, which is said to be the first brought under its provisions. It requires a transient merchant to apply for a license before doing business, the license costing $10 per day in towns of less than 20,000. Violation of the law is a misdemean- or, punishable by a fine of from $50 to $500 or ten to thirty days in the county jail. ——_>+-.—___ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Dec. 20—Creamery, 21@ 2444c; dairy, fresh, 18@2Ic; poor, 15 @t17c; roll, 16@109c. Eggs—Fresh, candled, 28c;_ stor- age, 2Ic. Live Poultry — Fowls, 9@tIIc; chickens, 10o@12c; ducks, 1r14@I5c; geese, I13@I4c. Dressed Poultry — Chickens, 12@ 14c; fowls, 1t2@12%c; turkeys, 18@ toc; ducks, 14@15c; geese, 12@I3c. Beans — Hand picked marrows, new, $3; mediums, $2.15; pea, $1.80@ 1.85; red kidney, $2.40@2.65; white kidney, $3@3.15. Potatoes—55@7oc per bushel. Rea & Witzig. BUSINESS sHANCES. For Sale At a Bargain—A well equipped cheese factory in Weidman, Isabella County, Mich., surrounded by the best farming land in Central Michigan. Cost $3,000. Will sell for $1,200. Easy terms. Write John S. Weidman, Weidman, Mich. 251 For Sale—168 acre farm, near Lyons, de- voted to special crops yielding an annual in- come of $5,000 to $6,000. C. A. Goetzman., Lyons, N. Y. _ For Sale—Gents’ furnishing store and tailor- ing combination in a Central Indiana city of 10,000 population. Fine large room, splendidly located, Stock of gents’ furnishings and fix- tures will invoice about $2,300. Large tailoring stock is carried on consignment to take orders for tailors to trade houses. Anyone can man- age both departments. Doing a good business. Here is a snap, Be quick. Owner wishes to engage in other business. Address ‘Emory P,”’ care Tradesman. 253 ae eg bie Pan-American Exposition Received Highest Award The full flavor, the delicious quality, the absolute Fae of LOWNEY’S COCOA distinguish it from all others. It is a NATURAL product; no “treatment” with alkalis or other chemicals; no adulteration with flour, starch, ground cocoa shells, or coloring matter; nothing but the nutritive and digestible product of ‘the CHOICEST Cocoa Beans. A quick seller and a PROFIT maker for dealers. WALTER M. LOWNEY COMPANY, 447 Commercial St., Boston, Mass. The McCaskey Account Register Accounts kept with only one writing. Accounts always ready for settlement. Accounts paid more promptly. Failure to charge goods eliminated. Errors eliminated. Disputes eliminated. The cash sale—The credit sale. Cash on account—The produce and exchange sale. The C. O. D. sale—All handled with only one writing. Your accounts can be protected from fire. Our catalogue explains—It’s free. The McCaskey Register Co. Alliance, Ohio Manufacturers of the Celebrated Multiplex Duplicating Sales Pads; Single Carbon and Folding. also “You have tried the rest now use the best.’’ WE CATER TO BUYERS OF Mixed Carloads Flour and Feed Not another mill in the country offers so large an assortment of flour and feed, nor products of better quality. It is far more profitable and convenient to buy part of a car of flour and the balance mill stuff than to overstock by purchas- ing straight cars, or to pay high prices and ex- cessive freights for local shipments. Our mixed carload prices are delivered. Take half a dozen different kinds if you like, we make no extra charge for it. We are reserving our feeds for mixed carlot buyers and will fill your orders carefully and promptly. Ask for samples and prices. Manufactured by Star & Crescent Milling @o., Chicago, Tl. Che Finest Mill on Earth Distributed by Roy Baker, Stat4Ravias, mich. Special Prices on Car Load Lots To Florida and To California for The Winter Months THE G.R.& I. AND ITS CONNECTIONS Ask any G. R. & I. Agent, phone Union Station Ticket Office, Grand Rapids, or call E. W. Covert, C. P. A., for illustrated literature, time cards, reservations—any information. Cc. L. LOCKWOOD, G. P. A., G.R. & L. R’y Grand Rapids, Mich. To All Our Friends and Patrons We Wish A Merry Christmas anda Prosperous New Year C2 H. Leonard & Sons Grand Rapids, Mich.