«, ca eps rere, “atte ™ paella 4 vf A A UCONN yn A IE ER SAMI g L.-T gs UREN ONTRER TTR. 4, A A te \ x 2 (oR we eee SSS ATEN 6 INNS RN ELEZZEALE RMS FSW Zoe SK M3 wee ae Pass xs Ca ar GO i area Ye se NZ iS : ) 5 UE RG is =) K <] 2G \ if y a Y Pe ZF q y yh in aa 2 @ ad: 1 ee (ECR <1 as ( ee ( Ss -_ s eS BY 6 BY SS ga an Ne PSS SS NAO ZZ JINN SETS IO OWE EN Twenty-Third Year GRAND RAPIDS, WEDNESDAY, JANUARY 17, 1906 Number 1165 To the Grocery Trade We have purchased the entire stock of our old-time neighbor, the Clark-Jewell-Wells Co., who retire from the business. Messrs. Keyes, Newhall, Berner and Gunn, who have so ably represented them in the past, will continue to visit the trade in our interests. We have the largest stock, largest force of travelers and most complete plant (owned by ourselves) in Michigan. These conditions do not come by chance but are the result of many years of fair dealing, strict atten- tion to business, prompt service—in fact, a **KNOWING HOW,” and we wish at this time to extend to you our sincere thanks for your loyal support in the past. We respectfully solicit a continuation of your business and assure you that we appre- ciate it. Judson Grocer Co. Grand Rapids, Mich. + : ~ The Best People Eat 4 PAPER BOXES 3 Su nlig ht vt aa Seg eee ee nr WE MANUFACTURE boxes of this description, both solid and . . folding, and will be pleased to offer suggestions and figure with you on your requirements. . Sell them and make your customers happy. : Se Reece. Prompt. Service. | Walsh-DeReo Milling & Cereal Co., Holland, Mich. / ./ Grand Rapids Paper Box Co., urand Rapids, Mich. + ae 2. ED ee ° BALLOU BASKETS Re BEST Potato Shippers Waste Dollars By Using Cheap Baskets The Attractions Of a Good Smoke are not alone for the smoker, but for those who smell the true tobacco aroma. That’s why the man who smokes a poor cigar is a public pest; that’s why the man who smokes an A Braided Pounded Ash Basket, either Plain or lron strap- | ah S. C. vv ped, will outwear dozens of them. ‘ 5c Cigar. .A Dollar basket is cheap if it gives five dollars of wear, measured by those commonly used. Write for particulars. We can save you money. Ballou Basket Works Belding, Mich. is a public benefactor and adds to the gayety of the nation, at the same time drawing a hugh amount of satisfaction from its delicious flavor. G. J. JOHNSON CIGAR CO., Makers Grand Rapids, [lich. We Can Prove What We Say If our representative says our scales will cost you nothing, let him prove it, and if he proves it, won't you acknowledge the fact? His effort is not to condemn the system you are now using but to show you in the least . — possible time how BOTTOM VIEW 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 brings the largest returns on the amount invested. Don’t get the idea because Tr _ Moneyweight Scales are Best es that they are the most expensive. We make scales which range in price from $10 to $125. Send for our free catalogue and see what a magnificent line of scales we have. Do it Now MONEYWEIGHT SCALE CO. 58 State St., Chicago, Il. Manufactured by THE COMPUTING SCALE CO. Dayton Ohio No. 63 Boston Automatic No. & Pendulum Automatic Doe ~ AVE a =, << A DESMAN Twenty-Third Year GRAND RAPIDS, WEDNESDAY, JANUARY 17, 1906 Number 1165 Commercial Credit Co., Ltd. OF MICHIGAN Credit Advices, and Collections OFFICES Widdicomb Building, Grand Rapids 42 W. Westemm Ave., Muskegon Detroit Opera House Bik., Detroit GRAND RAPIDS FIRE INSURANCE AGENCY W. FRED McBAIN, President Grand Rapids, Mich. The Leading Agency ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corres- pondence invited. agai Majestic Building, Detroit, Mich Collection Department R. G. DUN & CO. Mich. Trust Building, Grand Rapids Collection delinquent accounts; cheap, ef- ficient, responsible; direct demand system. Collections made every where for every trader. C. E. McCRONE, Manager. We Buy and Sell Total Issues of State, County, City, School District, Street Railway and Gas BONDS Correspondence Solicited H. W. NOBLE & COMPANY BANKERS Union Trust Building, Detroit, Mich. TreeKent County Savings Bank OF GRAND RAPIDS, MICH Has largest amount of deposits of any Savings Bank in Western Michigan. If you are contem- plating a changein your Banking relations, or think of opening a new account, call and see us. 344 Per Cent. Paid on Certificates of Deposit Banking By Mail Resources Exceed 3 Million Dollars FLECsROTYP ay a NGRAVINGSS TYPE FORMS, SPECIAL FEATURES. Page 2. One of Many. 4. Around the State. 5. Grand Rapids Gossip. 6. Men of Mark. 8. Editorial. 9. Open vs. Closed Shop. . 13. New York Market. 14. Dry Goods. 16. One Love. 17. Old-Time Grocer. 18. Clothing. 20. Woman’s World. 22. Chaotic Conditions. 24. Clerks’ Corner. 26. An Agent’s Life. 28. Hardware. 30. The Self-Made Man. 32. Silent Influence. 36. Getting Into Politics. 38. Poultry and Game. 40. Commercial Travelers. Drugs. 43.. Drug Price Current. Grocery Price Current. 46. Special Price Current. DR. GEORGE K. JOHNSON. The American republic has given birth to many men great in them- selves and to many gifted with all the qualities that make a nation great —such qualities as honor, integrity, energy, enterprise and public spirit. Tt has produced men who have been equal to every emergency, every cri- sis in the history of the nation— men of the loftiest intellect, men of heroic mold, men great in the pul- pit, on the rostrum, in legislative halls and on the battlefields of the republic. We have had and still have millions of men in the quiet but not less important realm of life, men of business who have built up cities and towns and counties and states; men who have directed the great enter- prises which have made for the de- velopment of the country, who have stemmed the tide of adversity and who have conquered the forces of nature—‘“forces that have no backs to scar, no limbs to cripple, no hearts to break.” We have had men who penetrated the new and pathless wilds of the West and who have transformed the country into’ the haunts of civilization, exceedingly en- joyable to live in and the homes of millions of prosperous and contented peoples. In the progress of our country the skilled physician has been an impor- tant factor. If we have needed gifted intellects, great orators, brilliant teachers, valiant soldiers, skilled en- gineers and artisans, not less essen- tial have been the men who have de- voted their lives to the care of the sick and the healing of the wounded. It is one of the latter—just a plain, hard-headed, intelligent and practi- cal physician, who has filled every relation in life honorably and who bears an unblemished record—whom the Tradesman delights to honor this week on the occasion of his eighty- fourth birthday. FOOD LEGISLATION. There are now five food bills un- der cOnsideration, four of which have already been introduced in Congress as follows: Senate Bill No. 88 was introduced in the Senate Dec. 6 by Mr. Hey- burn. This bill is understood_to have the approval of Professor Wiley. Senate Bill No. 130 was introduced in the Senate Dec. 6 by Mr. Mc- Cumber and is also known as a Wiley bill. House Bill No. 4,527 was introduc- ed in the House of Representatives Dec. 6. This bill is also understood to have the approval of Professor Wiley. House Bill No. 7,018 was introduc- ed in the House of Representatives Dec. 13 by Mr. Davison. This bill is understood to have the approval of the whisky trust. The other bill—known as the Lan- nen bill —is the measure prepared by the National Food Manufacturers’ Association, which is an organization which is possibly masquerading un- der false colors, because, while it purports to represent the food manu- facturers of the country, it is known by a certain few that the organiza- tion is a creature of the manufactur- ers of preservatives, such as_ the Preservaline Manufacturing Co., of New York, and the Heller Chemical Co., of Chicago, whose products are composed almost wholly of salicylic acid and sulphites. This organization has been heralded far and wide as the friend of pure food, but the character and antecedents of some of the men at the head of the organization give ground for the belief that they are actuated by anything but _ philan- thropic motives and that to the jin- eling of the guinea may be attribut- ed much of their activity in the cause of so-called pure food. It is under- stood that this organization has se- cured pledges of support to the amount of $200,000 and that it has $30,000 already in the treasury, which it proposes to use in lobbying work at Washington. Those who have been favored with a copy of the proposed bill and have given it careful perusal will readily appreciate the signifi- cance of the Tradesman’s remarks in this connection. The Tradesman has never opposed the use of harmless preservatives. It believes that borax, boric acid and benzoic acid, used in proper propor- tions, are legitimate ingredients in certain foods which require the pres- ence of preservatives. The Trades- man has equally good grounds for be- lieving that sodium sulphite and sali- cylic acid should never be used in any article intended for the human stomach. The Tradesman does not maintain a chemical laboratory, but it makes a careful study of the re- ports of the best chemists and most reputable scientists of the day and believes it is justified in opposing the Lannen bill, because it is the crafty creature of some of the most un- scrupulous manufacturers of prohibit- ed preservatives. GENERAL TRADE OUTLOOK. With stock market prices at the highest ever known for the most ac- tive issues it is significant that the public is coming into the field to an extent which gives a large volume of transactions. In other words, it is not a market supported by’ specula- tors, although their influence would doubtless be felt in case of decline, but is one supported by general con- ditions of trade. Not least among these conditions is the fact that there is an abundance of money urgently seeking for investment. This may seem strange in view of the long financial stringency so recently ex- perienced, but it should be considered that it was not an actual lack of funds that caused the trouble but rather disturbance in the supply caused by unprecedented demand. Now that crop returns are again seek- ing investment in the principal cen- ters there is not only an abundance for current needs, but an immense surplus which must be cared for. Indeed, the volume of returns from crop movement is considerably in excess of all previous records. With this abundance in the hands of producers and with transportation less interrupted than is usual at this season of the year current trade is abundantly assured everywhere. High prices of material and labor are keep- ing quotations of all leading staples in merchandise distribution at the highest, and yet salesmen report no difficulty in keeping order books well filled. In manufacturing fields the abun- dance of contracts gives assurance of activity for a long time to come. Of course there is the usual uneasiness in the labor fields inevitable as a consequence of such activity, but it is hoped that interruptions from these causes will not be long or ex- tensive. In the iron and steel trade the report of expansion is general, so that the assurance that the rec- ord breaking volume of the last six months of the past year will be ex- ceeded in the first half of 1906. Tex- tile mills are working at highest ca- pacity and notwithstanding the high price of raw materials there is no trouble in getting all the business that can be handled. Footwear prices are well established at the recent ad- vance and orders are being placed with unusual liberality for the sea- son. The semi-annual furniture’ sea- son in-this city is fully meeting ex- pectations in point of attendance and volume of business. MICHIGAN TRADESMAN ONE OF MANY. Interview With the Author of the Hepburn Bill. Washington, Jan. 16—This is the long session of Congress and the friends of the pure food law believe on this account that they can secure the passage of the legislation they have been striving for in vain for a dozen years or so. Most people are in favor of pure food and drink, but when it comes down to the application of practical standards it has been extremely dif- ficult to secure anything like united action. Certain manufacturers, job- bers, retailers and consumers agrec on the general framework of a pure food bill, then when it is fairly put upon its passage other representa- tives of the same class oppose it vig- orously. It has been found to be an ex- ceedingly difficult thing to steer be- tween the two extremes of permit- ting adulterating and misbranding in wholesale fashion and oppressing le- gitimate trade in certain articles which, while not chemically pure, un- questionably are not injurious. The whisky men, the patent medicine men, the manufacturers of various patented and proprietary food prod- ucts and others always have object- ed more or less to every attempt to classify their productions according to a fixed standard. Mr. Hepburn, of Iowa, chairman of the House Committee on Inter-state Commerce, has reintroduced his old pure food bill. He fully understands that it is open to objection by spe- cial interests, but he believes that it will protect the consumer in the long run, without doing any harm to the dealer and the manufacturer. In talking over the prospects of this measure Chairman Hepburn said: “This pure food bill has twice passed the House substantially in the same form, but it failed to get through the Senate. It has been in- dorsed repeatedly by pure food con- gresses, by the United States Medi- cal Associations and by the authori- ties of the Agricultural Department here in Washington. The opposition to it comes largely from those who are particularly affected by it or who seek an advantage over their com- petitors or the public. “It is the intention of the Commit- tee on Inter-state Commerce to re- port this pure food bill at the earliest possible moment. We shall have to give a few hearings devoted to spe- cial points, and it may be necessary to make certain amendments. It will not be advisable to take much more testimony. We now have two large volumes and we seem to have cov- ered almost every phase of the sub- ject. “It is by no means certain that the pure food bill will get through the House without a hard fight, and the same condition of affairs will prevail in the Senate. The interests oppos- ed to the bill are strong and they will not permit the measure to be passed by default. Dishonest manu- facturers and dealers are all atrayed against this bill, but they fight under cover. There are other interest: which are fearful that their legitimate business will be interfered with and must be considered. “It has been found necessary, for instance, to make certain exceptions to the general principle of adultera- tion and misbranding. As far as we could do so we have attempted to pro- tect the manufacturer who uses a product which in its manufactured state is not injurious to health, al- though it contains some substance which would be injurious if used in large quantities. “For instance, take the baking pow- der companies which use alum in the manufacture of their products. Alum itself would be injurious, especially if it were present in large quantities, but experts have reported that a chemical change takes place in alum when it is cooked in dough, with the result that it is entirely harmless as it appears in bread. Cream of tar- tar, for which alum is a substitute, is exceedingly expensive. If we should insist on baking powder being chem- ically pure, and forbid the use of alum in small quantities in place of cream of tartar, we should not pro- tect the public health in any degree, but we should increase the price of baking powder everywhere. “It is necessary to make an ex- cepted class, therefore, of materials which may in themselves be delete- rious, but which by process of man- ufacture become harmless. The Committee does not want to make this excepted class too large, al- though it is necessary to protect every legitimate process of manufac- ture from even the possibility of un- fair governmental supervision.” In the Hepburn bill as introduced at the opening of the session provi- sion is made for the organization of a Bureau of Chemistry and Foods in the Agricultural Department, which shall have espeaial charge of the inspection of food and drug products. Under section 2 it is specifically provided that anybody who introduc- es or receives or ships any article of food which is adulterated or mis- branded shall be guilty of a misde- meanor and be fined $200 for the first offense and $300 and imprisonment for succeeding offenses. Under the Hepburn bill the word “drug” is made to include all medi- cines and preparations recognized in the United States pharmacopoeia for internal and external use and “food” is defined to include all articles used for food, drinking, confectionery, or condiment, by man or domestic ani- mals, whether simple, mixed or com- pound. The term “misbranded” in the bill is applied to all articles or drugs, the package or label of which shall bear any statement regarding the in- gredients which shall be false or mis- leading in any particular. “Adulteration” is defined in the proposed law in the case of drugs to exist if, when a drug is sold un- der a name recognized in the phar- macopoeia, it differs from the stand- ard of strength, quality or purity de- termined by the test laid down in the formula current at that time; or, sec- ondly, if its strength or purity falls below the standard under which it is Steps Toward Perfection Step by step and by one improve- ment after another, we have brought our organization up to a point where we can justly claim to be one of the best equipped wholesale grocery houses in the State. Our new location enables us to carry a large stocK, complete in all its departments, sufficiently varied to meet the requirements of both city and country merchants. New Building Ample Room Complete Stock Modern Methods Strong Organization Prompt Service Satisfied Customers These are our reasons for guar- anteeing satisfaction to you good merchants who are contemplating placing your orders with us. Mail orders shipped by return freight. Send ’em in. WoRDEN GROCER COMPANY GRAND RAPIDS, MICH. at ta su ri¢ 1 MICHIGAN TRADESMAN sold, whatever that may be; and, thirdly, if it is an imitation offered for sale under the name of another article. In the case of confectionery the Hepburn law would specify adulter- ation if it contain loca alba, barytes, talc, chrome yellow, or other mineral substances or poisonous colors, or flavors, or other ingredients delete- rious or detrimental to health. Manufacturers and dealers will be particularly interested in a provision which prescribes the measure of adul- teration in ordinary food products. Under the Hepburn law these are fix- ed in eight conditions. In the first place, adulteration is presumed to ex- ist if any substance is mixed with the product so as to reduce or lower or injuriously affect the quality and strength. Secondly, there is adulter- ation if any substance has been sub- stituted in whole or part for the arti- cle itself; and thirdly, if any really but constituents of normal product have been abstracted either wholly or in part. In the fourth place there is a violation of the law if the prod- uct is an imitation of another article or is offered for sale under the dis- tinctive name of that article, and in the fifth place it is illegal if it is mixed, colored, powdered, or stain- ed in such a way as to conceal its damage or inferiority. As a matter of course, if product contains any added poisonous ingre- dient which may render it injurious to health it becomes subject to law and equally so if it is labeled or branded so as to deceive or mislead the purchaser or if it purports to be an imported article when really it is not so. Finally, an article is deemed to be adulterated if it consists in whole or part of filthy, decomposed, or putrid animal or vegetable substance, or any portion of an animal unfit for food, whether manufactured or not, or if it is a product of a diseased animal, or one that has died otherwise than by slaughter. To the average consumer these provisions all seem _ reasonable enough and in the interest of ordi- nary commercial honesty. Manufac- turers and jobbers, as well as the retail dealers themselves, have urg- ed upon the Committee for years the necessity of guarding certain neces- sary customs of trade which might be interfered with by ignorant or vi- cious officers of the Government. In several states at the present time food commissioners have instituted a spe- cies of blackmail quite similar to that practiced by the insurance commis- sioners. If properly paid they will allow almost anything to go on the shelves and into the hands of con- sumers, but if their personal inter- ests are not looked after it is easy enough for them to discover techni- cal violations which result in barring out a product altogether unless the manufacturer or dealer is willing to submit to blackmail. To prevent such abuses under Fed- eral authority, which, of course, will supersede the State, the Hepburn bill itself especially excepts articles which are labeled, branded or tagged so as to indicate plainly that they are mix- tures, compounds, imitations or blends. It is further provided that propriétors or manufacturers of pro- prietary foods shall not be required to disclose their trade formulas ex- cept so far as it may be necessary to secure freedom from imitation or adulteration. For the especial protection of the dealer it is provided that he can not be convicted when able to prove by written guarantee purity in a form approved by the Secretary of Agri- culture. This guarantee must con- tain the full name and address of the person making the sale, and he is made amenable to the law for its vio- lation and not the dealer who has sold the article in good faith, rely- ing on the guarantee. For the purpose of protecting peo- ple like the meat packers, who use borax or other substances in a man- ner not injurious to health, there is a special proviso in the Hepburn law that when in the preparation of food products they are preserved in such a way by external application that they are necessarily removed me- chanically or by masceration in wa- ter, or otherwise, the provisions of the act will apply only to products when they are actually ready for con- sumption. —_+~-.____ Business in Staple Hardware Is Brisk. Buying of staple hardware, which naturally diminished during the pe- riod when most merchants were tak- ing inventories of their stocks, has now increased to a very satisfactory volume. The majority of jobbers find that their supplies in almost all lines are greatly depleted, are therefore making heavy purchases | to replenish stocks, in order to be prepared for the big spring demand which will soon begin to be the fea- ture of the market. In the West and Northwest business in skates contin- ues good, although most of the con- tracts booked by manufacturers are in the nature of filling in orders. The comparatively mild winter weather which has prevailed thus far in the East has materially curtailed the trade in snow shovels and other cold weather goods, but it is still possi- ble that a fair demand for these arti- cles may yet be recorded before the advent of spring. Heavy hardware is’ in moderate request, and horseshoers’ outfits are selling briskly. Despite the recent advances in the prices of builders’ hardware, the demand _ continues good, jobbers and contractors buying large lots in’ preparation for the spring business. Similarly, the re- cent advances in solid bronze goods, which have resulted from the upward movement in copper, have not tended to curtail the buying movement in these lines. The advances in the prices of wire nails and all wire prod- ucts have stimulated rather than checked purchasing. Many of the largest consumers of wire nails, barb and smooth wire and staples were shrewd enough to cover the bulk of their future requirements last month in anticipation of the general ad- vance in these goods, but there is still a brisk demand for all such prod- ucts. Be Polite. When you start out with your grip, Be polite. All the length of the long trip, Be polite. When you step into a store, And drop your grips upon the floor, Even though you’re tired and sore, Be polite. If you hand your man a card, Be polite. If he slams you and hard, Be polite. If vou’ve met him oft before, And you know the man of yore, it will pay you ten times o’er To be polite. good If his hand is slow or glad, Be polite. lf he's siek, or sore, or sad, Be polite. Even though he walks away Without a single word to say, Then, if ever, it will pay To be polite. If you travel you must learn o be polite. Be truthful, bright and firm, 3ut be polite. Though your man may cut up rough, If you really are the stuff, You will stick and call his bluff And be polite. Though you’re heartsick for your home, Be polite. Fight it out, you’re not alone, Be polite. Though the letters from your firm Sometimes hurt and make you squirm, When you send one in return, Be polite. T. H. Kendall, in Commercial Bulletin. ——— > ___ Mark the Date of Sale in Shoes. Considerable trouble and ill feeling can be spared if the date of the sale of shoes be put in them. There are several ways—writing it in with ink or using a rubber stamp. This may iicur trouble, unless there is a cer- tainty that the shoes are sold. When beyond any doubt the shoes are sold, then they should not leave the store without being properly marked; this will fortify the dealer against being imposed upon by people who months jafter may raise a complaint that the and they'| shoes have given them service for a month or two, when in reality they have worn them continuously three or four times the length of time they set up the claim they have. Very few people will dare to discredit the date when shown it. This will settle it finally. —_——_—-2.-o-o- Wireless Power Transmission. Wireless power transmission is prophesied by one of the progenitors of the wireless telegraph system. The history of wireless electricity is to be but a repetition of the wire system. First crude signals, then intelligence conveyed over the wires, next speech, and lastly power. As soon as the wireless telegraphy is a little more improved he expects to bring out a system of telephoning without wires which will come into general use. After that the transmission of power through the air without wires will follow. It will come just as surely as it did in wire electricity. He is work- ing in that general direction now and can in a sort of way see the end of the development. —__»+.—____ His One Success. Miss Kulcher—Did you ever go in for literature, Mr. Gay? Mr. Gay—Well—er—not exactly, but once when I was at college I wrote a short story and got $100 for it. Miss Kulcher—Really? it? Mr. Gay—‘“Dear Father: I’m a Please send me a hundred.” What was Lot 180 Apron Overall $7.50 per doz. Lot 280 Coat to Match $7.50 per doz. Made from Stifels Pure Indigo Star Pattern with Ring Buttons. Hercules Duck Blue and White Woven Stripe. Lot 182 Apron Overall $8.00 per doz. Lot 282 Coat to Match $8.00 per doz. Made from Hercules Indigo Blue Suitings, Stitched in White with Ring Buttons. THE DEAL (LOTHING GRAND RAPIDS, MICH, MICHIGAN TRADESMAN Movements of Merchants. Cadillac—Geo. Webber and Wal- ter Savery have purchased the furni- ture business of Dunham & Cassler. Ypsilanti—Fred W. Monroe has sold his grocery stock to Fred C. Miller, who will continue the busi- ness. Bellaire—B. D. Lee has sold his in- terest in the grocery business of L. G. Van Liew & Co., and is now em- ployed by the Bellaire Produce Co. Bellaire—A. B. Large has pur- chased the interest of his partner in the drug business of A. B. Large & Co. and will continue the business. South Haven—Henry Peckham, for over twenty years engaged in the grocery business at this place, will be succeeded in trade by A. H. Gish. Fennville—O. C. Pemberton is suc- ceeded in the drug business by J. F. Norton, who was formerly employed as a clerk by W. L. Porter, of Lacota. Coldwater—O. A. Betts, who has conducted a grocery store for several years, has removed the stock to Matteson, where he will re-engage in business. Kalamazoo—The Home _ Furnish- ing Co., which was recently organiz- ed, will open a new furniture store at 205 and 207 North Burdick street early in March. Homer—Hoffman Bros. have dis- posed of their grocery stock to John Hornbeck and Sam Reese, of Eckford, who will continue the business under the style of Hornbeck & Reese. Flint—C. D. Ulmer has sold his grocery and meat market to Budd & Tollson, of Alpena, who have taken possession. Mr. Ulmer and his fam- ily will soon leave for California. Bellaire—B. M. Underhill has sold a half interest in his meat business to Geo. L Montague, of Lowell. The business will be conducted in future under the style of Underhill & Mon- tague. Charlotte—J. W. Munger & Son have purchased the agricultural im- plement business of Treadwell and Rulison and will take possession Feb. 1. Fay Rulison will enter the employ of the new firm. Battle Creek—The City drug store, the Claire street drug store and other interests in that line of business have been merged into one company, to be known as the Erwin Drug Co., capitalized at $25,000, fully subscribed and paid in. Hart—Adrian DeVoist is succeed- ed in the grocery business by Hollie Ferrill and Bernice Archer, who will continue the business under the style of Ferrill & Archer. The new firm will add a line of dry goods to its grocery stock. Niles—R. C. Atkinson has com- pleted invoicing the stock which he purchased of F. B. Ford, of Ber- rien Springs, who had a buggy and implement store at that place. Isaac Lybrook will soon remove to that village to take charge of the busi- ness. Otsego—J. D. Woodbeck has sold a half interest in his drug business to Ray C. Eaton, who has been em- ployed in his store for the past four and one-half years. The new firm will conduct its business under the style of Woodbeck & Eaton. Belding—E. L. David, meat dealer, has sold his stock to James Meginley and Otis Higgins, who will continue the business at the same stand under the style of Meginley & Higgins. Mr. Higgins, who formerly conducted a meat market, will consolidate his stock with that just acquired by the new firm. Dowagiac—C. E. Lyle and C. L. Fowle, of this city, have consum- mated a deal whereby they have come into possession of the entire plant of the Cassopolis Manufactur- ing Co. at Cassopolis. They have organized under the name of the Cassopolis Drill Co., with a capital of $60,000. Sturgis—Mr. Fitch has retired from the business of the Fitch, Morency Brass Foundry, having sold his in- terest in the same to Messrs. A. F. Morency, C. A. Miller and C. E. Erbsmehl. The business will be con- tinued under the style of the Morency Brass Co., of which C. A. Miller is President; A. F. Morency, Vice-Presi- dent and C. E. Erbsmehl, Secretary. Calumet — William Reed, of this city, has gone to Ishpeming, where he will take the position of mana- ger of Tillson’s drug store. Mr. Reed is well known in this city, having lived here all his life. For a number of years he was in the em- ploy of the Fichtel pharmacy, until this was destroyed by fire. He later went with the City drug store, leav- ing this position to take a course in pharmacy. Mr. Reed recently took the examination for registered phar- macist and, in competition with a large class, ranked at the top of the list. Battle Creek—Messrs. Kitzinger & Co. have purchased the dry goods and cloak business formerly conduct- ed by C. F. Beach and will continue to carry on same. Mr. Beach has re- tained his carpet business and will continue same as soon as a suitable location can be secured. Mr. Kit- zinger of the new firm is connected with a New York cloak house and will not join the new firm in active business until later in the year. Mr. Levy, of Messrs. Kitzinger & Co., resigns his position as buyer and manager of the cloak department of S. Kann & Son, of Washington, D. C., to assume his new position. Manufacturing Matters. Cheboygan—The Embury-Martin Lumber Co. expects to start its mill cutting hardwoods early in Feb- ruary. Long Lake—John Beck, owner ofa water power mill at this place, has decided to install steam power and a band mill. Adrian—The Goodsell Manufac- turing Co. has changed hands and will continue with the same force of men under the name of the Tecumseh Stock Rack Co. Detroit—The Standard Cigar Box Co. has been incorporated with an authorized capital stock of $5,000, of which amount $4,000 has been sub- scribed and $1,000 paid in in’ cash. The new company will manufacture cigar boxes. Detroit—A new company has been incorporated to manufacture glass- ware under the style of the Vacuum Seal Fruit Jar Co. with an authoriz- ed capital stock of $200,000, of which $101,000 is subscribed and paid in in property. Nolan—The Coan Lumber Co. manufactured 1,000,000 feet of lumber and 4,000,000 feet of shingles last year, besides which 50,000 cedar ties, 80,000 posts and fifty cars of shingle bolts and fifty cars of small pine logs were cut and shipped. Detroit—A new corporation § has been formed under the style of the McLaughlin Lock Manufacturing Co. to manufacture locks with an author- ized capital stock of $75,000, of which $40,500 has been subscribed, $7,500 be- ing paid in in cash and $33,000 in property. Greenviile—The Greenville Cheese Co. converted 1,330,321 pounds of milk into 140,778 pounds of cheese, bringing $15,678.30 last year. The factory’s output has more than dou- bled over the previous year, and a large addition will be built early in the spring. Grand Marais—The Marais Lum- ber Co.’s sawmill has suspended oper- ations for the winter. The company does not conduct logging operations but saws for the Manistee Lumber- ing Co. and the Eddy Land Co. Dur- ing the season just ended the cut was 31,023,587 feet of lumber and 9,064,050 lath. Crystal Falls—Philip Campbell and Ray Kimball have erected a mill near the Hope mine and will cut a tract of timber which Mr. Kimball owns in that vicinity. When the timber shall have been exhausted the mill will be moved to a site on the Paint River, logs being floated down the stream to the mill. Ann Arbor-—Judge Kinne has or- dered a decree that the White Port- land Cement Co.’s plant at Four Mile Lake, over which there is litigation in the criminal, civil, chancery and United States courts, be sold. on April 2 to satisfy mechanics’ liens amounting to about $6,500, and held by the Hill Clutch Co., of Ohio, and the Buffalo Forge Co., of Buffa- lo. It is probable that these liens will be satisfied before the time of redemption expires by whichever side —the Whites or the Mills—gains control of the company. Sault Ste. Marie—Raber & Wat- son, Of Chicago, have purchased from John E. Parsille, of this place, a tract of cedar near Bay Mills com- prising 3,000 acres. While the con- sideration was not given it is under- stood to have been $40,000. It is es- timated that the tract will cut 50,- 000 ties, 10,000 poles and _ 100,000 posts. Muskegon—The organization of the Robert K. Mann Lumber Co. in this city during the past week with a capital of $20,000 shows that Mus- kegon is still a center for lumber capitalists, if not for lumber opera- tions. The new company will pur- chase Southern lumber, especially pine, and several tracts have already been purchased in Louisiana. Ontonagon—The Sage Land & Im- provement Co. has sold 3,000 acres of timber land in Ontonagon county to John Tolfree, of West Branch, who is associated with West Branch and Bay City men in the deal. An- other tract of 10,000 acres is being estimated for the same people. If they should buy the larger tract it is understood they will erect a mill. Ironwood—The Scott & Howe Lumber Co. has resumed operations at its sawmill plant. It is the inten- tion to work the mill night and day during the remainder of the winter. The plant is the most important in the city outside of the mining in- dustry, and its operation at this time will mean much to the business in- terests of this- place. This is the first winter that sawing has been done by the company, the mill here- tofore having been active only dur- ing the summer season. —_+-2__ Two Thousand Hands Employed. Owosso, Jan. 16—Of the seventy- three factories in Shiawassee county, thirty-six of them are in this city In these institutions are nearly 2,000 employes. These figures are exclu- sive of the Ann Arbor Railroad shops, where more than 250 men find employment. The average wage for shop men of all kinds in Owosso is better than $11 a week, a creditable showing considering the cost of liv- ing, which is much less than in some other cities of the size of this place. The farmers’ pay roll for sugar beets delivered at the Owosso fac- tory of the Owosso Sugar Co. in De- cember was $60,000; for November, $170,000, and for October, $79,000, a total of $300,000. At its Lansing fac- tory there was paid out $185,000. The Detroit, Toledo & Railroad Co., now under the same management as the Ann Arbor road, has sent three engines to the local shops. They are the largest type of freight engines used east of the Rocky Mountains and will do work drawing long freights on the north end of the Ann Arbor road, where there are some bad grades. ——— Partnership Tangle at Corunna. Corunna, Jan. 16—A few days ago the National Grocer Co. took pos- session of the grocery stock of Grant Bilhimer & Co. on attachment to satisfy the claim of $1,300. Web- ster Davis moved to have the at- tachment dissolved for the reason that the claims set forth in the writ oi attachment are false. Mr. Davis was associated with Mr. Bilhimer in the grocery business. He had a mortgage against the stock. but to befriend Bilhimer did not have the mortgage recorded. Now, it is claimed Bilhimer has been mak- ing collections in favor of the Na- tional Grocer Co. The latter claims the company has concealed and dis- posed of stock fraudulently. Mr. Davis returned but a few days ago. from the West and has been unable yet to learn just how Bilhimer did conduct the business. Ironton © ¢ Oe — MICHIGAN TRADESMAN The Produce Market. Apples—Steady and strong at $3 for ordinary, $3.25 for choice and $3.50 for fancy. There seems to be plenty of stock on the market of about all varieties and no noticeable tendency toward higher prices is manifested at present. At the same time it is very likely that a higher level will be reached later in the sea- son with the very short crop of last year. Bananas—$1.25 for small bunches, $1.50 for large and $2 for Jumbos. The demand is not large and the sup- ply is equal to the demand. Butter—Creamery is strong at 27c for choice and 28c for fancy. Dairy grades are active at 21@22c for No. 1 and 15c for packing stock. Reno- vated is in fair demand at 22c. High- er prices are predicted on creamery butter within the next week or ten days. Cabbage—75c per doz. Carrots—$1.20 per bbl. Celery—-30c per bunch. Cranberries — Late Howes are firm at $14 per bbl. Quotations are so high that jobbers hesitate about ordering in any more stock, and the chances are that few more will be brought into this market. Some job- bers have fair supplies on _ hand, while others have none. When the present stocks are cleaned up cran- berries are likely to be an unknown quantity in this section of the coun- try until the next crop is harvested. Eggs—Local dealers pay I9c on track for case count for _ strictly fresh, holding candled at 22c and cold storage at 20c. The slump in price is attributed mostly to the abun- dance of refrigerator stock. Many holders of these eggs are very anx- ious to let go at this time and are forcing the eggs upon the market. The number of eggs put into stor- age last year was very large and those that did not succeed in unload- ing before the first of the year now feel that every day only adds to their loss. Receipts of fresh eggs are about as they have been in quantity and are showing possibly a little bet- ter quality than hitherto. Grape Fruit—Florida is in fair de- mand at $6 per crate. Grapes—Malagas are $6@6.50 per keg. Honey—13@14c per fb. for white clover. There is a good movement in new. The market is firm on the new grades but shows some signs of weakness on old stock, of which there is some accumulation. Lemons — Both Californias and Messinas fetch $6 per box. The movement is about normal for this season of the year. Lettuce—14c per fb. for hot house. Onions—Local dealers hold red and yellow at 75c and white at goc. Spanish are in moderate demand at $1.60 per crate. The market is grad- ually strengthening. Oranges—Floridas are steady at steady at $2.50 and Californias fetch $2.75 for Navels and $2.85 for Redlands. As the season progresses the oranges coming from California improve in color and flavor and the fruit is now very near its prime. Receipts are heavy, but the demand is good and the market maintains its level. Indi- cations are that this will be a good orange season, not only from the standpoint of the handler but the grower as well. Parsley—4oc per doz. bunches. Parsnips—$1.50 per bbl. Pop Corn—goc per bu. for rice on cob and 4c per fb. shelled. Potatoes—Country dealers gener- ally pay 50@s55c_ which brings the selling price up to about 60@65c in Grand Rapids. The demand is in- creasing in volume and extent and a steady market is anticipated for some days to come. Squash—Hubbard, Ic per fb. Sweet Potatoes—$3.50 per bbl. or $1.50 per hamper for kiln dried [l- linois Jerseys. —_++>—___. The Grain Market. There has been but very little change in the wheat situation the past week. Options close possibly at %c raise, but the general feeling is bearish. Foreign news from both the East and South is also bearish, weather conditions being very fav- orable just at present. There has been considerable bad harvest weath- er in the Argentine territory, and it is estimated that the large crop which was promised there will be discounted at least from Io to 25 per cent. One year ago prices of wheat were 35c per bushel higher in all markets, while other grains are prac- tically on the same level. Corn seems to have a lower ten- dency, but the heavy export ship- ments and good demand from domes- tic trade generally tend to check any decided decline. The quality of shipments at present is very satisfac- tory; in fact, there will probably be very little trouble with poor corn until towards spring, when greater caution than usual must be exercised, as a considerable portion of the crop never thoroughly matured or cured. The oat market is steady, with practically no change in the price, but the trade feel quite friendly to- wards oats, with an inclination to carry a little surplus of stocks. The movement from country points has been quite liberal since the first of the year. There seems to be a little more snap to the feed and millstuff trade; prices are firm, feeds having advanc- ed quite sharply, that is, bran and middlings, during the past two weeks, and the mills as a rule are sold up close. L. Fred Peabody. ——_o-s-e—_—_ John Schmidt has sold the stock and business of the Michigan Store and Office Fixture Co., at 79 South Division street, to F. E. Holt, who will continue the business at 521 North Ottawa street. Mr. Schmidt retains his warehouse on Butter- worth avenue. ——__o +-__ The service of another is a sov- ereign cure for our own sorrow. The Grocery Market. Sugar—Refined sugar is dull and it when, with the raw market, it must decline still further. The present market is largely dominated by the Cuban sugar situation. We are de- pending on Cuba for our own present supply of raw sugar, and the condi- tions of the crop down there are therefore of vital importance. Dur- ing the last week the grinding has proceeded more generally and more rapidly, and in consequence the mar- ket has abated somewhat of the firm- ness which had characterized it be- fore that. The European market, which took advantage of the situa- tion by advancing slightly upon re- ceipts of news from the Cuban crop, declined again later, but American refiners declined to buy, even at the decline, as they seem to have enough for the time being. Canned Goods—There has been an improvement in the corn situation. Prices were so low and offers were a i —<— a 2 a we - » 4 & MICHIGAN TRADESMAN 11 It can not be denied that the unions, as a general rule, are opposed to the use of labor-saving machinery, because their individual members will not incur the resulting temporary disadvantage for the sake of the larger future benefits to accrue to labor as a whole. This opposition will express itself in every instance where it is safe to do so, and where the opposition is likely to prove successful. Apparent acquiescence to the use of machinery will be only because the union, in the particular case, feels that any other course would be disastrous to itself. The primary purpose of every trade union is to establish a monopoly of the labor market for itself, not only as to non-union men, but also as to other unions in the same trade. This purpose overshadows and controls all other purposes or objects of a trade union. Its constitution and by-laws may de- clare that there shall be certain standards of workmanship, of character or of intelligence required in members. The amusing paradox was presented in our local court recently when the attorney for the typographical union, after characterizing the non-union printers who had taken the place of the union men in the local shops as “dogs who can look no honest man in the face,” and after proving by various affidavits that one of such men was a per- jurer and another a confirmed drunkard with a police record, later in his argument, when he had forgotten his previous statements, defended pick- eting upon the ground that the members of the union simply desired to extend to the non-union printers the benefits and advantages of their union. It also appeared that the alleged drunkard and perjurer had both been made members of the union, probably on this broad, philanthropic ground. This, of course, shows either that the philanthropy of the union is so great that it will waive all the requirements of its constitution and by-laws for character and workmanship, and extend the blessings of the union to the poorest and meanest of the craft, or that, for the sake of presenting a solid front and of establishing and maintaining a complete monopoly, all its other standards and requirements are put into the background. The cases are innumerable where non-union men, unwilling to join the union, have been compelled to join or be discharged by their employer under threat of strike from the union. So far is it true that the membership of unions is obtained by coercion that it is estimated that from thirty to forty per cent. of their members were se- cured under compulsion or pressure of some kind. In its desire for monopoly, a particular union will also wage war, if nec- essary, with other unions of the same craft. The celebrated McQueed case of New York is an example. McQueed was a plumber and steamfitter and a good one. He organized and was the head of a local union in New York of steamfitters. He and the members of his union were asked to disband their organization and to become members of an older union of the same craft. Upon their refusal the employers of New York were notified that no member of the older union or of other unions allied with it would perform any work in company with McQueed or any member of his union. The result was that McQueed and his union could get no work and were compelled to give up working at their trade in the city of New York, the center of Amer- ican civilization. This same thing happened very recently in Philadelphia. The building trades of Philadelphia and vicinity organized into an association called the Allied Trades Council with representatives from all the different unions of the building trades except the plumbers. The purpose of the association was stated in their constitution to be “to replace competition by unity of action.” The plumbers’ union refused to join this Allied Trades Council. A contractor who had a large building in course of construction was found and informed that unless the plumbers who were at work on his building joined the Allied Trades Council, all the other unions in the building trades would cease work. This threat was carried out. An injunction was secured and the Supreme Court of Pennsylvania, after an able discussion, says, “And so, as already intimated, it comes simply to the question, Shall the law of an irresponsible trades union or shall the organic law of a free commonwealth prevail? We answer, Every court of the commonwealth is bound to maintain the latter in letter and spirit.’ Other cases of the war of unions on each other for the purpose of establishing monopoly might be mentioned, but will add nothing to the discussion. i To what length the attempt to establish a monopoly will go, and how little regard exists on the part of unions for the ordinary principles of our American institutions are shown in the attitude of the unionist towards pub- lic work. In the city of Grand Rapids, our Common Council, under pres- sure of the unions, passed a resolution that all city printing should bear the union label. Our Board of Education passed a similar resolution. The Board of Supervisors for this county passed a resolution that none but union labor should be employed upon certain county work. For years, until recently, it has been of common knowledge that no printing shop in Grand Rapids which was not a closed union shop could secure any public work whatever. In the city of Detroit, the Board of Education made a building contract in which it was stipulated that none but union labor should be employed upon the building. This contract reached our Supreme Court in due time and was scathingly condemned as unlawful. Such contracts and such resolutions could be multiplied by hundreds and the law books are full of cases involving them. It is one of the fundamental theories of gov- ernment that it should be absolutely impartial towards the governed. The very basis of our free institutions is that we shall have authority and public functions dispensed alike to all classes. The government that is run for one class alone has within it the seeds of its own dissolution. Favoritism and discrimination will wreck it more surely than any other one thing. Yet in the face of these facts, we find the unions, with no exception and includ- ing the typographical union which we have heard so much about, to be so little mindful if just and equal administration of government and so short- sighted in realizing the consequences of discrimination that they will de- liberately by political pressure shut off from all participation in government- al and public work, so far as possible, every workman not affiliated with them- selves. Not only, then, can it be said that the plain purpose of each union is to secure a monopoly for itself, but it can be further said that in carrying out that purpose all other standards and requirements of membership will be forgotten, the duties and responsibilities of citizenship in a free republic will be ignored, and war if necessary will be made upon other unions of the same trade stroving for a like end. Enough has been said, perhaps, concerning the conduct of the union man in his union for the purposes of this discussion. Nothing more is claimed tor the facts noted than that they show the union man to be like ali other men—merely human. The theorist, with half-shut eyes and in a quiet room where he can pursue his reasoning uninterrupted, may cherish views of other or different motives of action and may picture a Utopia in which they are in operation. The Utopia is not here. Out upon the firing line, where the war for bread and butter and profits is being waged and in the midst of clashing material interests, all men are much alike. The time is now and the motive is material gain. Give power to the capitalist unrestricted in the form of a monopoly and only one law will measure what he takes from the public. That law is “all that the traffic will bear.” Only at the point where an increase of price fails to produce added profits will the price stop, and this is so even if, in reaping his temporary profits, he destroys utterly the thing out of which the profits are made, leaving nothing for the man who comes after him. The wanton destruction of our American forests for the benefit of a few and to the great and lasting injury of generations to come illustrates this fact. Our study of the unionist has resulted simply in placing him in the same category as other men. Give him the power and he will take for his temporary henefit all that he can, leaving others iess favored and those who may follow him to look out for themselves. Assume for a moment that a closed shop prevailed in every industry. What becomes of every principle that we noted as essential in our present economic system? Will there be increased production? Will the captain of industry be allowed to use his abilities untrammeled? Will there be any competition whatever in the labor market? [Every apparent incentive to the man in a closed shop to increase his productive capacity will be gone, for his job is secured to him merely by membership in a union. Unless by some miracle the unionist of the future shall be endowed with broad and unselfish motives, with an extensive and intricate knowledge of industry and with a wisdom beyond that of ordinary man, there can be but one answer as to the result of a universal closed shop. The discussion of this question of the closed shop develops many phases, all of which it would be impossible to mention here. The most common, however, has to do with what may be called the closed union—that is, a union which refuses to accept as members for one reason or another all the workmen of a particular craft. It is at once apparent that if a closed union, having as members only a portion of the workmen in any one trade, should become intrenched in a closed shop in which only members of a union could secure employment, all the other workmen of that particular class, no matter what their skill, their character or their necessities, would be compelled to relinquish that trade and find another. Going a step farther, it is clear that if in each of the skilled trades and crafts there were a closed union in a closed shop, all the skilled workmen in the country not affiliated with a union would be unable to work at their several trades, and would be reduced from the ranks of skilled to those of unskilled labor. To the ranks of unskilled labor would be further added the youth of the country who on account of the rules for the limitation of apprentices would be un- able to learn a trade. Since this condition would inevitably result from a closed union, coupled with a closed shop, and since it is a condition which is immediately left by every right-thinking man to be intolerable, we find the policy of a closed union vigorously desclaimed by unions. But is this dis- claimer genuine? Does it accord with the purposes and objects we have dis- covered? Or does it even accord with the natural conduct of the ordinary economic man, that is, a man governed only by material interests? To secure a closed shop and then to admit to membership every work- man of the particular trade would defeat every object sought to be gained. There would be just as many men among whom to divide the profits of in- dustry as before. If the standards of production were maintained, there would be work for no more men in a closed shop than in an open shop. There could be no increase of wages under such circumstances—the most that could be secured would be the reduction of wages to a dead level. The man of smaller capacity would receive a wage more than he could earn at the expense of the man of greater capacity, who perforce must receive a wage less than he could earn. here would also be as many unemployed men as at present, and if the union sought to support them out of the profits of industry, the wages of the man who works would be further depleted. lf, as would probably happen, and as is the common condition in England to-day, the unions would seek to make places for all their members by re- stricting production, a still worse condition would arise. Restriction of production means that each man does less work than he is able to do, thus requiring more men for a given amount of work. This restriction of produc- tion directly violates the principle that there can be no increase of wages 12 without increase of production and would directly tend to a decrease of wages. From the standpoint of the union it is clear that an open union coupled with a closed shop, would be of no benefit and would probably result in a distinct injury to labor. From the standpoint of the state and of the public welfare, it is evident that a closed union, coupled with a closed shop, would be intolerable and, if temporarily achieved, would bring into action forces which would probably shatter the whole fabric of unionism. There remains one condition—a brief mention of which will close this paper—the closed union in the open shop. We have seen that the employer or captain of industry should be left free to guide and direct the forces of production. We have seen that increased wages can only come permanently from an increase of production. We have seen that the economic man, be he capitalist or unionist, is guided only by self interest and apparent tempor- ary advantage. We have seen that between employer and employed there must be conflict of interest in the division of profits. It must be clear that it is not safe to give complete and absolute control of industry to any one man or combination of men and that such a control will be used not only in a way detrimental to the public welfare, but also in a way that will in the end tend to the inquiry of the very man or men using it. A balance of power, as between capital upon the one hand and combined labor upon the other, will in the long run secure the best results for each and for industry as a whole. And now let us assume a closed union, but a union closed only because of its high standards. To its membership would be admitted only those who could conform to its requirements in the way of character, education and workmanship, and all such would be welcomed to its ranks. Its aim would be by co-operation with the employer to gain the largest possible results for the joint efforts of labor and capital. Membership would be entirely volun- tary, no matter what might be the exigencies of any particular occasion. To step from the ranks of the non-union man into the ranks of such a union would be a step upward and would become a mark of merit and honor. The members of such a union would be employed in preference to non- union men, because of their superior character and ability. Their services, by reason of their greater productive capacity, would command a premium over those of non-union men. The increase of production resulting from their increased ability and spirit of co-operation would tend directly to an increase of wages. In such a union, then, not only would the economic prob- lems be solved, but the ideals of character, of education and of a better civilization would become nearer of attainment. Assume this closed union in an open shop. The services of its members would be preferred by the employer when obtainable upon terms which were reasonable and possible under prevailing trade conditions. He would not sacrifice the benefit of services of such high grade by reason of any whim or by any arbitrary and high-handed conduct or except when absolutely com- pelled to do so by trade conditions and as a last resort. His respect for union men individually, his desire to retain their services and the fact of their organization would lead him to adopt a reasonable and conciliatory atti- tude in all questions between them. The union, on the otherhand, in the open shop would be checked, by the presence of non-union men in the same shop, from arbitrary conduct or from ill-advised attempts to dictate to the employer. Its members would realize that, although the loss of their services would be a serious injury to the business, yet that they were not absolutely indispensable. Their demands would be tempered by this knowledge and would be within reason and based upon general trade conditions. In such a shop there would be a balance of power. There would also be mental respect, mutual forbearance, increased production, a tendency to a constant increase in wages and a general elevation of the standards of the individual. Assume our industrial system to re- main as it is, there would be a nearer and nearer approach to the proper ideals of the economic, the social and the ethical man. Walter Drew. The Greek ot eeerr- will be used for lighting purposes, Mr. Charles S. Wilson, Secretary! 14 the company is now trying to in- of the United States legation at} toduce lamps which burn alcohol. It Athens, reports that the company /jis hoped, on account of its price, that formed some months ago, which ob-| alcohol will largely replace petro- MICHIGAN TRADESMAN A Snap for Cold Cash Customers We are over-loaded on Canned Corn, Red Alaska Salmon and medium grades of Japan Teas. With one half chest of 20, 22%, or 25 cent Japan Teas, good value, we will sell you 10 cases high grade standard brands of corn at 55c per doz. or 1000 pounds H. & E. fine granulated sugar at $4.50 per 100 or same amount of Michigan Granulated at $4.40 per 100. We quote a few leaders: Choice Red Alaska Salmon - $1.00 per doz. Fancy 16 oz, Seeded Raisins - 7%%c per lb. Rolled Oats - - - $2.15 per sack. Fancy Patent Minnesota Flour %’s paper $4.40 per bbl. paper $4.20 per. bbl. basis - : - Patent Flour %%’s Kansas basis All goods F. O. B. Saginaw. Sample of Teas mailed if desired. Terms, imperative, spot cash. We have quoted some big trade getters. It is up to you now. The Stewart Mercantile Co. Seginaw, Michigan = Wolverine Show Case “| = & Fixture Co. Grand Rapids, Michigan Bank, Office, Store and Special Fixtures. We make any style show case desired. prices. Prompt deliveries. Write us for tained from the Greek government the monopoly of the growing and trade in dried currants, upon taking over the stock of the former com- panies, found about 98,000,000 liters of currants in its storehouses, and at the end of this year that amount will be almost doubled. In order to util- ‘ize this large supply the company is making experiments in feeding an1- mals with the product after it has been kneaded and made into molds. The company is also about to im- port a number of automobiles into Greece to be used as public convey- ances. The motive power of these machines is to be alcohol extracted from currants. The same _ alcohol leum, which is very expensive in Greece. : —_——o-o-oa One Measure of Success. Success is not all measured in gold, but gold is often an assurance of the world’s correct estimate of the less tangible, and it brings the workmen of the world’s appreciation to aid in the building of your temple. a Transformation. Nell—I suppose she’s long and lanky, just the same as ever? Belle—Not at all. You know she recently came into a fortune. She’s “divinely tall” now. The Original Holland Rusk that crisp, twice baked biscuit, packed fresh from the ovens daily, and most delicious with butter, cheese or preserves, also for breakfast, luncheon or tea. Its ever growing popularity tells the story. If you do not carry them now, order today. Your jobber sells them. Holland Rusk Co., Holland, 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 7,150 telephones—has piaced 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 E. B. FISHER, SECRETARY = a y aA ~ ~ 2 ¥ my . er ~ 9 ¥ . - ~ F The majority of popular lines have|in the ground tone, which has been counting Method Methed ail entries been for the spring season so weli|embellished with black hair lines, sepgentivagasdl omg pocket. ledger o favored with orders and the cutters-|strips combined with small jacquard iecinckics aaah wis, sae up are so busily employed in taking| designs in the same color as_ the separate account, cated on the - ~ i : ae so you can note statement which care of the fabrics in question that| ground tone. It is the opinion of the different is always made \ there is no immediate desire on the| Many in the trade that pongees will oe ee re ee ae ’ part of operators to operate. And it| be good late in the spring, and are ual pocket led- chased, and ready is yet too early to consider the show-| by no means a dead letter in silk apd —ged eaomet the battle in mak- y ing of new lines of heavyweights. lines. It is also believed that print- oe oo SS ee _a Duplicate orders on spring goods are ed silks will again be in favor and accounts in a few statement always . ° ° ‘A - * t 5 in- re . not at this time ebing placed in any| will sell well for the coming sea- aa With the Simplex “0 x great volume. For this there are per-|SOn. Warp prints are counted good ogni — a ae ee haps two reasons. The first of these| property, and certain salesmen who ing, the double due on the sales : : . check will detect slips furnished is that cutters-up are as yet taking have taken out new lines have been it immediately with gach pur- care of the initial business, and sec-| liberally supplied with samples of aoe wn ce cen oe oant vv) os ondly, the manufacturers are in most;these goods. Prices, owing to the Gaon’ under- aways on ‘ u ae ce : : ing. amoun ey owe -_— instances sold ahead as far as it is|firmer tone in the raw silk market, As the amount of Lane 7 consistent for them to operate on| are showing further irregularities, and ae a ae be odigagetiencicns 2s A 'y : : the manufacturer, who has all along ledger page be- ° and more accu- : si abapecse goods, = area b cond: See ck cas ee Ge shee slip Simplex rate than a ‘set : of the heavyweight season makes it| been contending with cut prices, now is placed in the i of books,” it only : : feel d th h ill b pocket ledger, it Accountin Method takes 4% the time impracticable to take further orders|*€¢‘S More assure at he wi e i neeadinie’ ke = to keep accounts except in exceptional cases. able to obtain prices more on a par forget to charge. by itas is required + iv : i i her by a day book and ledger. You enter the amount charged and your work is done— ‘Underwear—Prices on _ standard a << the goods. rp 7 the Simplex takes care of the details. _3 fleeced underwear have now in many healthy sign in the trade is the fact Keep your accounts in the same way as the wholesale houses, banks, etc. Be Ss hed $ iat it wodid b that the production has been and con- safe, secure, but progressive. Use the Simplex Accounting Method. = Fae ao = wOF El c “The Pilot’? explains it. It will be mailed you promptly on request. 7 7 hard to imagine any active trading at tinues to be held down to actual or that price, as last week, when prices | “ets. The old custom of accumulat- CONNARD-HOCKING CO., 200 Dickey Bldg., CHICAGO, III. ; in ods for the purpose of keepin i ranged from $3.85@3.90, few buyers|& S00ds for the purp Ss; Simplex Methods $18.00 and up. remained in the market. All at-|the mills running has been suspend- tempts to gain a reduction in these ed, owing to the silk manufacturer prices failed some time ago and noth-| W° has no orders on hand, - insuf- + oe ing has happened as yet to give au- ficient orders to keep his entire plant aacity for any new attempts. On the running, closing down the looms that an hile a difference of 10@20c per | Te not needed, and so does not pile i 4 > nT . dozen on underwear amounts to very|"P Stock which must sooner or later little to the dealer, where a standard| be disposed of in the auction TOCmS. e sites Se omresned Much talk has been indulged in of Silks—Gradually but surely the|/ate regarding the plan to be adopt- ul I QO ine r ie spring season on silk goods is open- ed which would bring the well known ing up. Uncertainty as to what fab- silk manufacturers of this country to- —¥ rics will prove good continues, how- aT = a purpose = = : : ever, and there are many sellers in|"& ‘eSttimate prices. eee : ; te weathet who are eee ale eer (ORE manufacturer or sales agent, see- Of Prints, Ginghams, Dress i hat a competitor had secured the outlook. There are many others|!"& ¢ : . : ‘ who are just as sanguine that the orders from large jobbers or retail Goods, White Goods, Hosiery, i. ‘i : hants, immediately took steps to season will prove a good one, and|™ér¢ , : . . Se Marlies tap. this bclick by placing = out = ae = ie Handkerchiefs, Laces, Embroid- = ee the market many tiew and attrac) °°°" PSs S ane, © Bmabic : : : : ee Gee tn: fact ee: so far| Sell his own lines to the same buyer, eries, Ribbons, Notions, Sus- , A ; et lid not hesitate to put the knife into all seem to point to a novelty sea-|“!¢ : : : son and < discounting of old| Prices for the purpose of securing the penders, Caps, Negligee Shirts, i8 : 7: : i Numerous efforts have been staple fabrics. This is true, with the | business. : ‘ aie of taffetas, which are prov- made in the past to establish some Work Shirts, Pants and Over- we Fy : s ity of interests be- ing good sellers. Salesmen who are|S°'t of . — i J i tg e ied with thew near tinee are | WEEE silk manufacturers, similar to alls is an exceptionally good . that in existence on other lines of i i sending reports to home quarters to ; the a a buyers are Tiickiue for| Merchandise. Plans were adopted, one. Look over our samples : : but in some way or other they have & novelt oods and anything in’ the e ! shape JP gates out of the ordinary. always proved unsuccessful. What before placing your order. We ill be the outcome of the movement > a Where rough weaves of a novelty| . ples have 7 shown, good results| "Ow on foot remains to be seen; many will be pleased to have sales- ‘. : a. ll-known houses in the trade do , have been secured. One of the prin-| W¢ : ee ‘ cipal novelty effects of the year is a|?0t hesitate to say that it will be a man call if you Say so. : Ss rough weave which. to appearances failure, the same as its predecessors. closely resembles crash. It is, of Brown Goods—The heavy and course, much lighter in weight, but| medium classes of brown sheetings : : makes up into a most attractive fab-|and drills are by far the most active G d R id D G d C ric, and will undoubtedly prove aj|cloths in the staple, unfinished field, ran api S ry oods 0. _» large seller during the spring andjand the business of the week was of E r xClusivel summer months. These goods are|such a character as to lead one to y Wholesale : 2 now being taken for shirtwaist suits,| believe that the market was about = ew gt Grand Rapids, Michigan separate skirts and outer garments,|on the eve of another very active % and for full costumes for dress occa-|buying movement, Some very fair ? v © — lg ° ~ «_ — ~ —_ 5 a — 4 ‘er + —_— ds Py 2 —<_ 7-4 a ~~ Te « MICHIGAN TRADESMAN 13 business was taken from Red Sea merchants for brown goods for dis- tant delivery at prices which would indicate that the present trend of values was satisfactory. The fact that foreign buyers have been willing to pay present asking prices has en- couraged sellers to stand by existing rates, and it can be safely stated that nothing is likely to change their views on this subject. Home buyers, it can be said, are much more inclin- ed to look at present values as reason- able, and it would not be surprising if in the near future a very large con- -tract business should be in progress. Colored Goods—Standard ging- hams continue in very fair request and most mills are well taken care of at prices around 5%c. Dress ging- hams are improving very rapidly and most mills are well sold up _ for months. Shirtings in floating warp, corded and end and end effects, are well sold up and sellers are begin- ning to make ready for fall business. Bleached Goods—In low and me- dium grades are very active and sell- ers have a hard proposition to meet all demands. White goods of all grades were never more active than they are at the present time. Ginghams—To judge from the con- tinued orders that are coming in on standard staple ginghams, the capaci- ty of the domestic trade for these goods is of greater proportion than manufacturers have heretofore believ- ed it to be. Those who have followed the expansion in this class of goods which has taken plaec during the past two years declare that on the most conventional styles even the orders booked for the spring of 1906 are of exceptional volume, and that in all instances they have secured prices that gave them a profit on the cot- ton put into the goods. No distinc- tion is being made between the South- ern and Eastern mills in this regard, as both sections have been so sit- uated as to regulate their production in such a way as to take advantage of any advance-in the staple, and at no time during recent months have mills run to pile up stocks, but have kept the production down to a point just sufficient to meet demands. The ticketed ginghams are sold up ‘in a great many cases, and jobbers in lo- cal and nearby centers and Western parts are now anxiously waiting for additional quantities of the special styles which they have found to be in demand with the retail trade. Cuiters-up are likewise in search of styles which they have found are now hard to secure. —_—_—_~++ >. She Must Explain. There is a coy droop to the eyelid of the maiden when she takes a seat at the soda fountain and orders choco- late and ice cream. “Madam,” says the clerk deferen- tially, “will you kindly tell me wheth- er that wink means that you want to flirt or that you are thirsty?” 2. On January 29 all prints will ad- vance to 5% cents. Until then we will fill all orders at 5 cents as long as the stock lasts. P. Steketee & Sons, Grand Rapids, Mich, Keep Personal Feelings Down. Don’t allow your personal feelings to influence you in the day’s work. If you will look at it clearly you will see how easy it is to get ahead of the fellow who allows personal feeling to sway him in business. I know a man who was the head of a depart- ment who took a dislike to one of the men under him because the man had an independent air that the head of the department did not think was be- coming to a mere workingman. The dislike grew in his mind to such an extent that it didn’t leave room to see any good in the other fellow at all. When the other fellow made a suggestion or advanced a proposition it was sometimes politely and some- times brusquely turned down. One day the man who was. al- ways being turned down offered one of his ideas to an opposition firm, and they gave him a good job with a desk to sit at and lots more pay than he had been getting. The idea turned out such a good one that the head of the house the man with the idea had left enquired into the facts of the case. When he had the story all in hand he didn’t say anything to the head of the department who had let the idea get away, but when his contract with the firm ran out six months later it was not renewed. When Franklin McVeigh, the Chi- cago merchant, was making his insti- tution one of the largest of its kind, he was asked to referee a quarrel be- tween two valuable men in one de- partment... He told them that no man with sense would allow personal feelings to bother the day’s work, but inasmuch as they were both old employes, he would try to straighten Out the trouble, and gave each of them charge of a different department and put a new man in charge of the one they had been quarreling in. They both felt they had been wronged and sulked instead of going to work to redeem themselves. One of them fin- ished his career with the house run- ning the employes’ elevator and the other man got lost in the shuffle somewhere. Personal habits, like bad habits, have to be left aside unless you have enough money to indulge in them so that you can stand for a loss if they warp your judgment. ———_2++—____ Plenty of Time Yet. A long-haired man walking along the street met a little boy, who ask- ed him the time. “Ten minutes to 9,” said the man. “Well,” said the boy, “at 9 o’clock get your hair cut,” and he took to his ‘heels and ran, the aggrieved after him. Turning the corner, the man ran into a policeman, nearly knocking him over. “What’s up?” said the po- liceman. The man, very much out of breath, said: “You see that young urchin running along there? He ask- ed me the time and I told him ten minutes to 9, and he said, ‘At 9 o’clock get your hair cut.’” . “Well,” said the policeman, “what are you running for? You’ve got eight minutes yet.” ——__+2+-.___ When a man catches up with his own ideals he has begun to die. | Goods for Spring Our line of A. F. C., Red Seal, Barnaby, Amoskeag, None Such, Amhearst, Nor- mandy, Abotsford Ginghams, and Bates and Amoskeag Seersuckers are now in and open for your inspection. Don’t place your order until you have seen our line. P. STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Mich. P. S. All prints will advance %c per yard on January 29. Men’s Shirts Our Reputation for Selling Men’s Shirts has been Gained by the Splendid Values We Offer Write for a sample dozen of our “Ironclad” Work Shirts One hundred Patterns to select from All the new Qualities and styles that sell quick. 1906 Get Men’s fancy negligee shirts. patterns. our low prices on these. Boys’ Knee Pants “The Kind That’re Just Right.” Will look nice and wear well. Our line is exceptionally big for spring trade and our values were never so good. Materials are Cottonades, Cashmerer and Corduroys. We want your business. Our goods and values will merit it. The Wm. Barie Dry Goods Co. Wholesale Dry Goods Saginaw, Michigan SINGLE INSIDE LIGHT 500 CANDLE POWER SINGLE INSIDE LIGHT 600 CANDLE POWER Increase By making your store bright and attractive—you’ll find it pays. For 30 days we will make you a special proposition to light your store with the Best Lighting System on earth. Get one before Christmas. Write us today. Noel @ Bacon Co. Grand Rapids, Michigan 16 MICHIGAN TRADESMAN ONE LOVE. Do the Square Thing by Your Busi- ness Wife. Thou shalt not commit business adultery. On this text it is my purpose, dear- ly beloved, to preach a brief New Year’s sermon. — Every man who goes into business marries his business. He has no more privilege to have a_ mistress while he is married to his business than he has to have a mistress in place of his wife. He has more moral right, I will admit that, and maybe more legal right, but from a pure business stand- point, he has no right at all. A great lot of you grocers do have business mistresses, and you pay more attention to them than you do the business that ought to be first in your life and your thoughts. There is one reason lying at the bottom of it all. You want to make more money than you can make in the grocery business. So you are on the hunt for good things night and day. The business gets the lit- tle end of you. When it does it al- ways hits back—don’t lose sight of that. : I know a grocer who really has a splendid little business if he would only attend to it, who considers him- self an inventor. He has in his mind —and on his tongue, when anybody will listen to him—a long list of lucky men who have made piles of money from simple little inventions like the hook and eye. This grocer subscribes for all the patent agents papers he can get, but not a single trade paper in his own business. What do you think of that? He has invented a lot of little things that never amounted to anything and never will. He has a new “burglar- proof” lock, a new sort of wire fence, a self-opening gate and Heaven knows how many other things. Most of them he has patents on, but _ no- body ever came forward to buy any. Every single patent he has cost him, I think he said, about a hundred dol- lars. But that is not the worst of it— his mind is with his mistress all the time. His business is suffering for the necessities of life. I remember not long ago, sitting in this man’s office listening to him holding forth about a new folding bin he had half invented. While he was blowing off his book-keeper came in and interrupted him: “Mr. ,’ she said, “you ought to get after some of the bad _ ac- counts on our books. We have an awful lot of money out and we need it. -—(the jobber) wants his money and so. does ” (the produce jobber). “All right,” said the grocer, “I will get right after them.” Then turning to me again, “Where my bin skins the cthers to death is in the glass front,’ etc., etc., etc. This was six months ago. I will bet a million dollars that this gro- cer has not given one whole-minded hour to the question of his bad ac- counts yet. I have no doubt he may have asked some people for money, but I mean going about the thing carefully and systematically. A wife who finds herself neglect- ed for a mistress resents it with every drop of blood in her body. And so does a business, never for- get that. I know a great horde of other gro- cers who have business mistresses. I know one in particular whose mind is on real estate deals an hour where it is on his business a minute. Ask him to do something about his busi- ness and you can actually see the ef- fort his mind has to make to wrench itself away from its real interest to this other—this foreign—interest. Get this grocer started on the val- ues of real estate and how much money this or that operative builder made out of his latest operation, and he will bore you to death. His eyes will light up and he will make ani- mated gestures, but ask him how the market is in some line of goods he sells and the fizz is all gone. Ifthere is no salesman near to ask he will make a wild guess, which is usually wrong. How long will a business stand in- fidelity like that? Not long, you bet your boots! If these fellows can not stay faith- ful to their business, why in Heaven’s name don’t they divorce it? Why don’t they go and live with the mis- tress who has their thoughts and the most of their time? That is what I would do in two minutes! You can not blame a man who is a born engineer for getting bored in the grocery business. He can not help the trend of his mind. But you can blame him for staying in the grocery business under those circum- stances. If he is fixed so that he can not be an engineer and must keep on with his store, what he ought to do is to turn his mistress’ picture to the wall and do the square thing by his business wife. A fellow takes so much pleasure and comfort in his business when his heart is all in it! And incidentally he gets so much more out of it. A business is exactly like a wife or any other animal (excuse me, ladies) who is petted and cared for—it will come purring against your leg and give you the best return it can. I may have my metaphors a little mixed here—maybe a wife does not just come purring against your leg; at least mine does not. If she did I would think she was trying to pull it. But you know what I mean, if I do talk thick. In a nutshell it is this—give your business the best that you have— put it first always, or get into some- thing that you can treat that way.— Stroller in Grocery World. ———+-o--2-____ Stuck In His Crop. She—What if I have loved an- other, dear? Don’t you know it has only prepared me for the greater, higher love I have for you? He—That’s all right, but how do I know that the love you now have for me isn’t preparing you for a greater, higher love for some one else? Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton. Price $1.00. Each carton contains a certificate, ten of which entitle the dealer to One Full Size Carton Free when returned to us or your jobber properly endorsed. PUTNAM FACTORY, National Candy Co. Makers GRAND RAPIDS, MICH. Can You Deliver the Goods? Without a_ good delivery basket you are like a carpenter without a square. The Goo Delivery Basket is the Grocer’s best clerk. No tipping over. No broken baskets. Always keep their shape. Be in line and order a dozen or two. 1 bu. $3.25 doz. 3-4 bu. $2.75 doz. W. D. GOO & CO., Jamestown, Pa. Why of Course we can supply you quickly with our Menthol Cough Drops We know that this time of the year dealers’ stocks get low and they want new stocks in a hurry, so we always carry a large supply ready for instant shipment. Telephone, telegraph or write. Kanselman Candy Co. Kalamazoo, Mich. S. B. & A. Chocolates ALMOST EVERYWHERE Manufactured at Traverse City, Mich. MICHIGAN TRADESMAN 17 OLD-TIME GROCER. Out of Place in Present-Day Con- ditions. Written for the Tradesman. With the passing of many things in this progressive country of ours is the old grocer, who was a char- acter in the community in which he lived. Like a great many other things that were picturesque and typi- cal and interesting and all that, he is being driven out and, while we are sOrry to lose him, it is meet that in the rush of modern times he go, as he has no place in them. Not that the old-fashioned grocer was not a pleasing feature of the smaller com- mercial part of the general fabric. On the contrary he was an exceedingly interesting person and in his day all right, but it is something that must come, and no longer, in most smail places, is the grocer the village ora- cle. Now he is a business man. He has no time to sit around smoking his pipe, while he settles questions of national, nay international, impor- tance to the always present crowd of ne’er-do-wells and loafers. In fact, the modern grocer in the small towns does not allow a crowd of chronic loafers to hang around his stove clouding the air with bad to- bacco smoke that offends the nos- trils of women customers. We are sorry to lose the old style of gro- cer because for a long time he was a feature, an institution, in the smaller towns and villages, but, as said, it is better that he go. The new style oi grocer gives a good deal better serv- ice to his customers. I do not wish to make an odious comparison. It was not the old store-keeper’s fault. They did not do things as they do them now. He knew no _ different. According to the lights of his time he was conducting his business as well as any one, but time has chang- ed things in the grocery business as well as in other things. In the old days the grocery was the place for every One to congregate when he had nothing to do. The crowd sat around the stove smok- ing until the atmosphere would ap- pall a Banks fisherman. Some there were, too, who preferred to masticate the weed and endeavor, ofttimes un- successfully, to propel the resulting amber-colored saliva into the draft- holes in the front of the stove. When sOme woman customer came in and tried to warm her feet at the stove she was disgusted, fearful for the cleanliness of her dress skirt. Here the village lazy man came and, with one hand nonchalantly stretched to- ward the dried apple box, loafed on a cracker barrel and talked to who ever would listen to him. The crowd. while in the main made up of good fellows, and in most cases customers of the grocer, was a serious draw- back. There were many stories told in the old-fashioned grocery store that would have to be expurgated be- fore they could be used for drawing- room purposes, and sometimes the story teller would stop short in the midst of a particularly spicy part and the interested audience would look up to find some woman lingering at the front of the store and trying not to hear what was being said while waiting for the store-keeper to break away and find out what she wanted. These and many other things made the crowd which the old grocer per- mitted undesirable. And then it must be admitted the old grocer was slipshod in his methods. True, he did not have the cash register or the cheese cutter or many of the other things that help the modern grocer to be up to date and progressive. One of the things he was almost sure to have, however, was a cat. Nowa cat is a nice sOrt of animal in its place, but its place is not wandering dreamily about over stock in general, neither should it be permitted to use an open box of dried apples as a divan. This should not be laid up against the old grocer. It was noth- ing unusual then and he could not foresee that he would be criticised for it twenty-five years later. Twen- ty-five years from now present meth- ods may be called slipshod and out of date. They probably will. The old grocery store was not ex- actly a palace. There was always a good deal of kerosene on the floor: the rear of the store always smelled abominably of it. Stock fish and brooms mingled upon the _ closest terms, leaning against a box of soap. Customers were allowed to wait while the old-time grocer dis- cussed the financial situation with some farmer from up-country. No- body objected particularly to this— it was not at all out of the ordinary. The general condition of the store was not tidy. The stock was there— it was in most cases a good enough stock, but no attempt was made to put it in any kind of tidy shape. If any article was wanted the old-time grocer would in most cases produce it from some mysterious source, but things were not displayed where they would catch the eye and_ suggest themselves to customers. These are only a few things that make the old-style grocer and the old-style store objectionable accord- ing to the lights of our time. We are losing in the old grocer a lovable old character. He was interesting, usually good natured and altogether a nice old fellow, but he is as out of place in present-day business as an artificial ice plant would be at the North Pole. The new grocer has_ supplanted him. The new grocer doesn’t explain to the loafers that Russia might have scattered the vertebra of the Japan nation up and down the shores of the Baltic Sea if they had only done so and so. He knows there is a war—or rather was one—and he has a fair idea of its progress and what it was about; but he knows the gro- cery situation down to the ground. He has no coterie of loafers hanging around his stove, which is in many cases a furnace down in the base- ment. His stock is neatly arranged and he has almost everything that can be bought in the city stores. He takes two or three trade _ papers, which he reads for ideas. A weekly paper with patent insides was about the limit of the old-time man. The new grocer keeps neat. He does not smoke all over the store and he manages to worry along without any feline companion rambling about and sticking her nose into places where it shouldn’t be. While the old-time grocer was all right in his time, his time is not now; and if any are stil} in business they would better adopt modern methods at once if they want to occupy an active place in the gro- cery world. Glenn A. Sovacool. —_~>-<-—____ Too Eccentric for Any Use. “O course you quite understand that I shall call upon Mrs. Whiffler for your character,’ remarked Mrs. Taggetly to the girl she had just en- gaged. “Certainly, m’m,” replied the girl, “although I would rather you didn’t, for Mrs. Whiffler is so eccentric that she is not always to be relied upon.” “In what way is she eccentric?” “She insists that her husband is quite a model father and husband and that her children have never caused her a moment’s anxiety.” Hom, NOt SO) much im that.” “Then she says she is perfectly con- tented with one new dress and one new hat each season.” “H'm, she is eccentric, then!” “And, finally, she has never _ at- tended a bargain sale, and says that the only things sold at them are the women who buy!” “Oh, the woman’s mad! I sha’n’t trouble her for your character; you can come when you like!” — 2s 2s __. Life is a bunch of dreary to-days and dazzling to-morrows. —___+ 2. How poor are they who have only wealth. BKandle Marguerite Chocolates and you will please your customers Randle 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. OUR CASH An»a DijpilOhlne woos ARE SuTIsFACTION GIVING, Error Saving, Labor Saving Sales -Books. THE CHECKS ARE NUMBERED, MACHINE- PERFORATED, MACHINE- COUNTED. STRONG & SIGH GRADE, THEY COST LITTLE BECAUSE WE HAVE SPEGIAL MACHINERY THAT MAKES THEM AUTOMATICALLY. SEND FOR SAMPLES ann asx Forour CATALOGUE. & SALES BOOK DETROIT. (WReDans & Co. MAKERS ~ MICH. | FREE If It Does Not Please Stands Highest With the Trade! és Stands Highest in the Oven! + 3,500 bbls. per day abe . Sheffield-King Milling Co. Minneapolis, Minn. Clark-Jewell-Wells Co. Distributors Grand Rapids, Mich. °. MICHIGAN TRADESMAN Some Special Features of the Cloth- ing Trade. During the months of January and February the clothing markets will be visited by the retail buyers who prefer to make selections from the sample line of garments as shown in the home salesrooms of the vari- ous manufacturing clothiers. Such enormous quantities of lightweight garments were ordered from the-trav- eling representatives when on their visits to the trade that there does not seem to be room for large pur- chases, but ample preparations have been made to care for the usual num- ber of buyers. It has become a prac- tice of many retail firms to order the greater proportion of their stock from the salesmen, including most of the staple numbers, and reserve their orders for novelty effects until their buyers visit the markets, thus they feel assured that they will obtain all of the newest styles and patterns. This system was adopted several sea- sons ago after the disappointment which met many of the buyers in withholding the greater proportion of their orders until they came to mar- ket, at which time it was discovered that it was absolutely impossible to fill the orders when they were placed so late in the season. Early buying is the rule of the clothing trade at present and the. promptness of deliv- ery and the completeness of the or- ders during the past few seasons dem- onstrates that it is a wise rule. Salesmen have returned from their visits to the trade and except for “filling in” trips the selling for the spring and summer season is practi- cally complete as far as the road work is concerned. The majority of the salesmen demonstrated the great- ez proportion of their samples this season by means of swatches, and they state that that method has prov- en itself satisfactory in every respect. Many of the salesmen were compelled to use small swatches, and this was not as satisfactory as if more gener- ous samples were given them which enables them to give their customer a better idea of the fabric and the pattern of the goods. A system has been inaugurated and will no doubt be generally adopted by which a piece of cloth is folded and stitched and has at one end a leather binding. This enables the swatch to be quickly han- led and the cloth easily examined. The greatest feature of this swatch is the fact that upon the salesman’s return it is made up into clothing, thus preventing any waste whatso- ever. The coming season gives promise of being one of the greatest serge sea- sons in the history of the trade. All buyers acknowledge the superiority of the serge suit as a summer garment and also realize the fact that when a customer purchases a serge suit, the chances are greatly in favor of his re- turning to buy a fancy suit later in the season. Thus the retailer makes two sales instead of one. The pre- vailing popularity of the fancy waist- coat also influenced the wearing of serge garments, for with a white or fancy vest the suit is given a fresh appearance, with a change back to the blue waistcoat when desirable. Great numbers of serges have been ordered for next summer as well as cheviots in blues and blacks. The manufacturers of fancy waist- coats have prepared for the greatest season they have yet experienced, and their orders already indicate that the demand for these attractive garments is still on the increase. Many new de- signs are being shown. One is a dou- ble breasted effect with all of the edges rounded and with a wide lapel, which is constructed without a notch. Another effect is a single breasted waistcoat with a lapel having the ap- pearance of the one cOnventionality used upon the double breasted style. Another novelty is a flannel waist- coat, which shows five rows of silk stitching upon the welt of each pock- et. Each manufacturer has many new ideas which he has incorporated in the styles he is showing, and the range of materials is of almost every avail- able material in wash, woolen or silk fabrics, from both foreign and domes- tic markets. Auto garments for spring are at- tracting the attention of buyers. An auto duster has been perfected which, besides being dust proof, has the ad- ditional value of being rain proof, the material being submitted to the crav- enette process. These dusters as well as many other styles of garments are being sold in a great many clothing stores which are up to date. A small department for the sale of clothing for motorists is valuable in many ways to the store, for besides being a profitmaker, it draws to the establish- ment a class of trade who may be easily induced to patronize the other departments. The winter season of 1905-6 has been notable among clothiers because of the vast number of fur coats which are being sold. These coats are ex- pensive garments, but the great pros- perity of the country makes the cost of the coat of little moment to those who desire to wear the garments. Some of these cOats are lined with the rarest of furs, and have collars and cuffs of the same fur or other fur! which matches the lining. The price ranges from $50 per garment up to the thousands, as high, in fact, as the inclination and purse of the wearer dictates. The vogue of the fur coat has no doubt been created by the great number of motorists, who need the warmest garments obtainable. The frock coat, which some of the European so-called fashion leaders have endeavored to relegate to the rear of correct dress for men, will continue to have its usual popularity in this country. The frock coat is made from Oxfords, Vicunas, chev- iots and unfinished wide-wale’ wor- steds, and closes with either two or three buttons. Among the ultra these garments are often silk braided, or faced to the edge, but the silk-facing to the button-hole is preferable. The lapels of the frock coat are wide, as are also the collars; the lapels should H. H. Cooper & Co. Utica, N. Y. Manufacturers of Modern Clothing Desirable Goods, Well Tailored and Perfect Fitting. There is no Clothing more Satisfactory in the Market. CUNT aa Keone The style and the fit make the sales. The style and the fit of “The Best Medium Price Clothing in the United States” have never been equalled at the Price SAMPLES ON REQUEST If you have not received our booklet, “A FEW T e ‘ : IPS FROM THE AD-MAN,” we will gladly send you a copy. HERMAN WILE Co. BUFFALO, N. Y. See tre ian mated oe e eee. aia eee aia eee bi ala MICHIGAN TRADESMAN 19 be well peaked and cut with a decided convex lower edge. The skirt has the bell shape; and sewed on cuffs, show- ing vents, are the most ultra—Cloth- ier and Furnisher. —_+-- A Year of Healthy Gains in Little Folks’ Wearables. Figures of the year’s business, es- timated for the twelve months just closed, show handsome gains over the totals given for last year, which are variously estimated at from 20 to 40 per cent. in both the wholesale and retail branches of this division of the clothing business. There are organizations large and small who report it to be “the largest and most profitable year since we have been in business,’ and clothiers who say that “if every year brought as good gains there would be nothing to com- plain about,” while there are others who say they see nothing in the year’s business different from last year, and that with them it has been just as good. All are equally honest iti their statements, reporting the re- sults of trade as it has been with them, for the measure is either full or overflowing according to the nmieans and methods pursued in get- ting the business. The greatest number, however, are unanimous on this fact, that it was the most remarkable year in many respects, and that the proportionate gain in business is in accord with the general prosperous condition of the country, and that not to have had an increase in such times as these is significant of retrogression. Dividing the year into seasons we find that each one of the four over- tops its corresponding period of last year, and that there were, altogether, fewer dull periods of trade than were recorded for t904. December, as the opening winter month, may have been a_ disappointment for both branches of the business in not de- veloping the high figures expected, but, although only a normal month, retail and wholesale totals are not lower than they were a year ago for the twelfth month. A year ago January and February trade pulled up the shortage. The retail activity during the first three months of the old year was such as to awaken early interest in the manu- facturers’ spring season. Brisk trad- ing for that season, too, was enliv- ened by soaring prices for piece goods, a steadily increasing demand following the upward trend of that market, and notwithstanding that suits were bringing half a_ dollar more than the year before, and serges were scarce at an unusually early period under an advance of Io per cent.; there was an almost incessant demand for merchandise. A fabric evolution came with the introduction of liberal quantities of mercerized cloths, and immediately the uppermost question in the trade was as to which would be the more advantageous position to assume, an all-wool policy or otherwdse, the taking hold of the mercerized goods. While manufacturers were debating the matter clothiers were having rec- ord-breaking business, and the good- feeling engendered by retail trade activity put them in excellent mood to begin early buying for fall, and that season had an early start. Mer- cerized fabrics caught on immedi- ately, for the tendency from the first was worstedwards, and the mercer- ized cotton worsteds made possible worsted suits at popular prices. Mer- cerized cloths thereupon became so important a part of the season’s business that not a few of the best houses starting out with the avowed intention of an all-wool-and-no-cot- ton policy were obliged ultimately to fall back upon mercerized cotton worsteds to hold trade that was in- clined to drift to those selling the cotton mixtures. With the fall selling came _ still higher prices, due to the heavier ad- vances made on_ piece’ goods, though in many cases the manufac- turers’ new figures only equaled the added cost to them and no extra profit. As the season progressed manufacturers were filling up with orders until it was said that not more than 75 per cent. of them would ever be delivered. Retailers got a brisk and full summer season, their de- mands for merchandise at one time being greater than the market could supply. Early in the season there was a depletion of worsted stocks when, happily, the weather brought a lagging wash suit business up to a healthy state and left that sea- son a normal one for the wash goods people. Retailers had a good early fall, which slackened up with the begin- ning of winter because of the mild- ness of December weather, the holi- day trade coming late as usual. This latter season was remarkable for its consumption of fur coats and fur- trimmed garments for little folks. Prominent in the year’s records is the greater amount of business done everywhere on better grades of cloth- ing, the plentifulness of money man- ifesting itself through the free pur- chasing and demand for children’s, boys’ and youths’ clothing at higher prices than were so freely paid hith- erto. Manufacturers have already book- ed business for spring far in excess of any previous like season. Prices, too, are higher and the market is going through another such experi- ence on serges aS was encountered a year ago. Worsteds are the most popular fabrics, and grays are again scheduled for the lead. Some of the style changes of the year are the revival of the vestee suit; the decline of the Eton and coming into greater favor of the sailor collar; bloomers are worn with all stvles of boys’ jackets; the three- in-one suit, or double-breasted coat with detachable belt and bloomers, has reached success; leather-trimmed novelties for juveniles; the extraor- dinary popularity of the Norfolk jacket; raincoats more popular for boys; fancy top coats for young- sters; and slightly shaped, long sack coats for boys and youths, with the surtout and paddock immensely popular with the young man. quopiAd AIOA SI Ht Te ul [[e@ uayry from the foregoing summary of the year that the clothing people in this branch have much to be grateful for, inasmuch as the year’s increases off- set its very few losses—Apparel Ga- Zette. _-o oon As Men See It. Every man willingly gives value to the praise which he receives, and con- siders the sentence passed in his fav- or as the sentence of discernment. We admire in a friend that under- standing which selected us for confi- dence. We admire more in a patron that judgment which, instead of scat- tering bounty indiscriminately, di- rected it to us; and those perform- ances which gratitude forbids us_ to blame, affection will easily dispose us to exalt.—Life of Halifax. —_2-2—____ Salt spilt is never all gathered. Wm. Connor Wholesale Ready Made Clothing for Men, Boys and Children, established nearly 30 years. Office and salesroom 116 and G, Livingston Hotel, Grand Rapids, Mich. Office hours 8 a.m. to 5 p.m. daily. Mail and phone orders promptly attended to. Customers com- ing here have expenses al- lowed or will gladly send representative. spring line. Wear Well Clothes We make clothes for the man of average wage and in- come—the best judge of values in America, and-the most criti- cal of buyers because he has no money to throw away. for him is the severest test of a clothing factory. so exactly covers his wants as Wile Weill Wear Well Clothes —superb in fit—clean in finish—made of well-wearing cloths. You buy them at prices which give you a very satisfactory profit and allow you to charge prices low enough to give the purchaser all the value his money deserves. If you’d like to make a closer acquaintance of Wear Well Clothing, ask for swatches and a sample garment of the Wile, Weill & Co., Buffalo, N. Y Making No clothing nl ——____— ate A Prosperous and ES = LONG DISTANCE Happy New Year eri Is assured you if you start right. You need our service. Don’t waste valuable time and hard-earned money on old-fashioned methods of com- munication. factory. our toll service. Telephoning your wants is just as cheap and twice as satis- Let us tell you about our special inducements to large users of Call Contract Department, Main 330, or address Michigan State Telephone Company C. E. WILDE, District Manager, Grand Rapids MICHIGAN TRADESMAN Graphic Glimpse at the Life of the Studio Girl. One of the most interesting per- sonages in New York is the studio girl. You do not hear much about her, and her namé does not figure in the columns of the social journals, but, nevertheless, she is present in great numbers, and, in a way, has estab- lished a quiet, demure, perfectly prop- er feminine Latin Quartier that is as peculiar to New York as the naughty student quarter is to Paris. The studio girl is the true cosmo- politan. She comes from everywhere --from sleepy little Southern towns and the prairies of the Far West and little New England farm huses—and she is studying everything under the sun. Sometimes it is art, sometimes music, or it may be acting or singing or physical culture or dancing or dressmaking or millinery; but it is always something by which she hopes not only to make a living but, per- haps, earn fame and fortune, since nowadays the extra competent and progressive woman woOrker has. not only a chance to earn her bread and butter, but Bar le Duc preserves to go on it. “Is New York really the center of culture and information on _ every point?’ I asked one of the students. “Do you find the advantages here so much better than in other cities?” “Not at all,” she replied; “we mere- ly come to get the trade mark ‘Stud- ied in New York’ branded on us. It is like the flim-flam waving of hands with which conjurors do their tricks. The public would not believe in us if we did not do it. The superior prestige of having studied in New York or Europe is just worth so much cold cash in your salary.” When a girl comes on to study anything she begins by going to a boarding house, and if anything on earth can reconcile one to the short- ness of life it is a New York board- ing house. She is given a dark and dingy cubby-hole of a room reeking with a smell of perennial boiled beef and cabbage, which floats up through the register, and with an adamantine bed and prehistoric chair that makes a lump come in her throat every time she thinks of home and mother. After a few weeks of this she meets one or two other homesick girls sim- ilarly located, and they decide to club together and start to housekeeping. This is easily done in New York. There are innumerable buildings, consisting of small flats, furnished or partly furnished, that are dignified with the entrancingly fascinating name of “studios,’? and which may be had for a moderate rental, as rents go in New York. Here the girls in- stall themselves with a small gas stove, and with the aid of the deli- catessen shop around the corner, where they may buy all sorts of cooked food, even to so little as one slice of roast fowl, they enjoy all ‘tthe comforts of a home at less price than even the most second-rate of boarding houses. Of course, their housekeeping is full of makeshifts that would proba- bly make their orderly and particu- lar mothers faint with horror. Every inch of room is at a premium in a studio, and every article of furniture is made to do double duty. The Turkish couches, bereft of their spreads, are beds at night. The fancy cushions have their embroidered cov- ers whipped off and cotton ones put on, and become merely pillows. A curtained alcove is an armoir in dis- guise, and it is a point of honor not to try to penetrate into the secrets that a screen may conceal. Generally one of the little household is study- ing music and a rented piano will form part of the furnishing, and an- other will be attending the art class- ses, so that the rooms will be plas- tered over with sketches and studies. There are sure to be books and the pretty things girls collect without knowing how, and the little rooms will be filled with that sense of com- fort and culture that the art student calls an atmosphere of home. Sometimes the girls cook their own meals, taking turn and_ turn about, or they may prepare Only breakfast in the studio and go out to a restaurant for dinner; but in any event, they are sure to be hospitable, and the most thoroughly delightful entertainment I have enjoyed in many a day was a dinner I was in- vited to in One of these little estab- lishments recently. In this particular case the studio is inhabited by three young women, one of whom is studying physical culture and a new system of elocution and voice culture, another who is a charming musician, and the third is an artist whose friends believe, at any rate, that she is a second Rosa Bonheur. The studio had only three rooms, a big parlor, with the piano, taking up all one end, and with the walls adorned with hundreds of ani- mal sketches and studies in various poses of the friends and guests of the establishment. Back of this apart- ment was a room with a big couch on either side; one wall was almost covered by portieres, a big table pil- ed with books was in the center, and an artistic screen was set across the corner. “This room looks just like any or- dinary pretty sitting room, doesn’t it?” enquired one of my hostesses. I assented. “Well,” she went on, “in reality it’s a regular architectural Jekyll and Hyde affair. Those couches are our beds. In addition, they are box couches, and in the bottom we keep our clothes. That innocent appear- ing portiere that looks as if it might be hanging before a door that led into another suite of apartments, really leads only into the bath tub, which is set in a little angle of the wall. I will take the fancy cover Off of this table and put a white cloth on, and, behold, from having been a sitting room, and a dressing room, and a bath room, the apartment be- comes a pretty dining room. I will also now fold up the screen, which hides the stove, and set it aside, and thus add the kitchen annex.” Then we all got dinner together, thereby disproving the old adage that too many cooks spoil the broth. The artist and the physical culturist made a trip down to the delicatessen shop, coming back laden with packages. The musician composed a salad that was 4 spring poem in itself, and I brewed a pot of coffee, and what a feast we had, although no two dishes on the table were alike, and we had to serve the olives in the musician’s silver pin tray. We lingered, and lingered over it, each talking shop. There were fun- ny little tales of the studio, and the life class, and bits of anecdotes about the famous people each had met, and just to show what a new theory of voice culture she was studying would do, the girl who was studying elo- cution got up and gave a wonderful monologue where she ran the whole scale, from the shrill scream of a scolding fishwife to the deep, gut- tural of an old beer-drinking Ger- man. That suggested a_ recitation with music and the musician went over to the piano and the elocutionist recited “They Are Hanging Danny Deever in the Morning” to a low, sobbing accompaniment of the “Dead March in Saul,” that was weirdly thrilling, while the artist got out pa- per and charcoal and caricatured us all. After dinner some of the other girls in other studios dropped in, and then they told me about a queer kind of a 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 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 CHICAGO CABLE ADORESS - Go! OCR St Louis. DENVER EV NOR STIL congoupanep SALVAGE; CO, INCORPORATED UNDER THE LAWS OF THE STATE OF MISSOURL CAPITAL STOCK $10,000 FULLY PAID. HOME OFFICES GENERAL CONTRACTING AND ADVERTISING DEPARTMENTS, Century Building, SDIGUS, USA, LOCAL & LONG OFSTANCE TELEPHONES, for reference. The recognized, most reliable and most trustworthy corporation con- ducting special sales. it by outclassing any other com- pany following us in this line of business. Write any jobbing house you may be doing business with We prove New York & St. Louis Consolidated Salvage Co. INCORPORATED Home Office: Contracting and Advertising Dept +» Century Bldg., St. Louis, U.S. A. ADAM GOLDMAN, Pres. and Gent. Mgr. <= ¥ —— MICHIGAN TRADESMAN 21 woman’s work exchange they had instituted among themselves. “All of us are taking special les- sons that are terribly expensive,” said the physical culture girl, “and we trade off our information to each other. Now, for instance, I am studying a new kind of facial massage that any woman can give herself and that is warranted to remove wrin- kles and make her a perfect Venus. I am also studying fancy dancing, as I propose to teach that in connec- tion with my other work. Millie, here, is studying millinery and can make you a genuine imported French hat while you wait. At night I give Mil- lie lessons in massage, and _ have taught her to dance, while she has constructed me a hat in which I ex- pect to paralyze my native town when I return home. Sallie has exchanged a lot of original drawings for a course of instruction in manicuring, and Sarah traded off a costly theory in harmony for a tucked taffeta jacket that a girl who is a good amateur musician, but whose business is dress- making, desired to possess. It is a fair exchange of ideas and informa- tion, you know, and I think there is hardly one of us who has not picked up something besides the thing she came to study.” The studio girl seldom has much Often she is paying for her lessons and her stay in New York with the little savings she accumulat- ed while teaching the district school or clerking in a store, or else the people at home are making sacrifices to send her the small monthly remit- tance, and must make it go as far as she can. Still, she is a practi- cal woman and she knows that the culture that comes from see- ing the best plays and hearing the Eest music is as much a part of her education as the lessons she came for. Theater and opera tickets in New York are cruelly high, if one sits in the seats of the mighty, but the studio girl has no pride of place. She climbs up to the gallery, and from that van- tage ground she listens, with her soul on fire, to the great music that serves only as an accompaniment to the chatter of society’s voice in the boxes below or she follows a play with a comprehension that misses no shade of fine meaning or touch of humor or pathos. No wonder that New York actors are accused of playing to the galleries! money. she young The studio girl is beginning to pack up and go back home now, and it is like the going of a little army of missionaries who are destined to spread sweetness and light, higher culture and a better way of doing things all over the country. Next As a direct result of all this study the women of some little Okla- homa village are going to have their frocks better made by a dressmaker who has learned honest’ craftsman- ship and who will not give bad work for god money. Town women will arise and bless the name of a millin- er who has inspirations in hats and the skill to carry them out. Sickly women will be beguiled into health through the medium of up-to-date physical culture, children will be taught the proper way to breathe and speak, and even the lost art of know- ing how to read will be revived in many communities. There will be more pictures and better pictures, and a higher understanding of good mus- ic, because the studio girl is elevat- ing a new standard wherever she is. She is among the brightest and the bravest of the world’s workers, and here’s to the studio girl—God bless her—wherever she may go, but what- ever life may bring her, I doubt there will ever be anything better than the memories of these happy, gay, busy days, full of fun and frolic and work and glorified with the long, long dreams of youth. Dorothy Dix. ——___. 2.2 How a Man Can Always Save Time. It was at one of the busiest corners in the city that I met him—the stren- uous man. He tan into me, great hurry. He always ix in a great hurry. He is superlatively, distress- for he was im a iugly, energetic in a city where no| one ever rests—except when he is in jail. Where even pleasure and rec- reation are taken on the fly, by a sort of loop the loop process. We were going in the same direc- tion. | said I would walk with him, for I had just received a letter from our home town. I wanted to talk with him about the local election and the new minister, the latest news from the sewing circles. I started to cross to the east side of the street. “Not on that side,” he said quickly. “There are too many people there. We can walk faster on the west side.” He is a collector. Also a good one. Dyspeptic, too, and no wonder. “IT make it a rule,’ he explained— on the jump—‘“to always walk in those streets where you do not have to elbow your way through a crowd of people. They bump up against you and you are delayed.” The strenuous man makes as many as 200 calls a day in pursuance of his occupation. Mostly i retail district. The presence sometimes in the of so many people in the downtown streets, which has increased to such astonishing dimensions in the last few years, is for him a serious im- pediment. “I take a Street car for any dis- tance of over two blocks,” he contig¢- ued, rushing along briskly. “In a day I save a great deal of time—also some money, for the conductor does not always have a chance to collect my fare. I figure that on the occa- sions that I do pay a nickel that should entitle me to several rides— on account of the short haul—which is one of the elements experts al- ways are considering in our traction question. “Frequently I catch a cable train to ride three blocks. I never pay a fare, because the conductor does not collect his fare until the car starts off the loop. The conductor hardly ever asks for the nickel, although I always have it ready for him. It takes altogether too long to walk three or four blocks downtown. I never do it. Can’t afford it even when I have to pay car fare.” The strenuous man gave me a few more examples of saving time in the downtown district. Then he told me of his grouch. “Tf I had anything to do with the traction company,” he said, “I’d abol- ish the downtown cars Or insist that they run straight through the heart of the city, instead of looping.” I asked the collector if he didn’t regret the time he squandered on his noonday luncheons. “T don’t spend any time on them,” he answered. “I either go without eating or I get soup or. brvakfast food. You dont have to chew. it. It’s already digested.” C. A. Livingston. a It Really Seems— As if men positively dislike to hand back a borrowed lead pencil! As if women will never learn how to gracefully alight from a street car! As if men took a fiendish pleasure in elbowing their way through a crowd! / As if women regard it as an intel- lectual display to say ugly things! As if men with a fad think their mission in life is to annoy their friends! As if take an fairs! As if men who spread themselves a street car would learn what a nuisance they are! women expect every Man to interest in their personal af- Over never As if public speakers would never discover how easy it is to wear out an audience! —_< <>» —___ Blindness is not always a question of impaired eyesight. 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 te) aA New Oldsmobile Touring Car $950. Noiseless, odorless, speedy and safe. The Oldsmobile is built for use every day in the year, on all kinds of roads and in ali 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 ’s All in COFFEE Rich Aroma Strength Fine Flavor JUDSON GROCER CO., Roasters Wholesale Distributors GRAND RAPIDS, MICH. the Blend 5 ; a f ; 22 MICHIGAN TRADESMAN CHAOTIC CONDITIONS. They Are Fast Disappearing From The World. It has been said the country has gone “system mad.” Whether this be true or not, it is certain that the chaotic conditions of a few years ago are fast disappearing from the com- mercial world. It has been proved beyond question that what is. every- body’s business is nobody’s business, and that the best way to secure effi- cient service is to specialize the duties of employes. In the small establishment, which is still under the control of its found- ers, employes “fall into” their duties, and each gives more or less atten- tion to affairs not strictly his own. But in the large, organized business, where the general progress depends upon the simultaneous performance of many duties by many persons, work is, or ought to be, arranged so that one employe is not overloaded while another stands idle. If this is done judiciously, each employe will find his time fully occupied with his own duties and will not be able to deviate much from the path laid out for him. Thus it happens that, to the out- sider, who comes in person to trans- act business at the stere or office of the large concern, there is an ap- pearance of heedlessness which is most discouraging. The employes within hail are all busily engaged and dare not look up for fear the caller will take up enough time to prevent them from finishing their own work when they should. In some places there is a desk near the door with a sign bearing the word “Inquiries” tacked on the front or hanging over it. Sometimes a boy or girl, whose principal duty is to address envelopes or index letter books,’ sits at this desk and wards off unprepossessing callers. As often as not, the chair at the desk is vacated. In short, when the would-be customer finally suc- ceeds in getting hold of some one who is competent to do business with him, he is on the defensive himself and does not buy half the goods he intended when he came in. In order, therefore, to supply the obvious want of a connecting link between the various departments of a large establishment and the people with whom it aims to do_ business, some of the wholesale concerns have instituted new departments called “in- formation bureaus” and placed com- petent men in charge of them. The new position thus created calls for exceptional qualifications. An _ office or errand boy can not fill it. Neither can an inexperienced girl. To be val- uable, an information clerk must be well stocked with information. He must understand the policy of his house and its business system. He must know the men in charge of the departments and their peculiari- ties. He must see the relation that each bears to the others. He must have some idea of the kinds and quali- ties of the goods they handle. But the information have other qualifications than a knowledge of the personnel and rou- tine of his own establishment, He clerk must) must know something about busi- ness in general. He must be polite, cheerful, and possessed of more than the usual fund of common sense. He must be alert. Above all, he must be a judge of human nature. It is his business to get information as well as to give it. When a real information clerk sees a visitor enter the door, he ascer- tains his name and reason for call- ing. If the caller has come to make purchases, he is introduced to the salesman in whose territory he lives or to the house salesman. who is most likely to please him. He also is introduced to the department heads whose goods are suited to his locality, and when one manager is forced to give his attention tempor- arily to some one else, the customer is not allowed to “stand around,” but is taken in charge again by the in- formation clerk and introduced to other salesmen or managers, so that his interest in the house, its people, and its goods is kept from flagging. Even the customer’s preferences in the way of amusements are consult- ed, and if he is from out of the city, suggestions as to suitable places of entertainment are offered. If the caller at an establishment where there is an information bureau has goods to sell, he meets with the same degree of courtesy, though ob- viously there is little to do but in- troduce him to the right buyer. If his errand is of the nature that would be classed as miscellaneous, the right man is found for him as in the other cases. In short, no matter who the caller may be, he is met with a wel- come and put in the way of attend- ing to the business which has brought him to the house. There are other duties which the in- formation clerk performs, such as keeping a record of the whereabouts of salesmen and forwarding their telegrams and mail, but enough has been told to show that while the head of an information bureau has no sine- cure, his services can be made ex- tremely valuable. These facts are ap- preciated by the houses which have installed information bureaus, and the remuneration of the clerks is fixed accordingly. One prominent house has an information clerk, who, until recently, was secretary and manager of a manufacturing concern which employed seventy-five salesmen, and he finds opportunities in his present position to use all the experience ac- quired in the other. In another wholesale store the information clerk was formerly head of a sales depart- ment. The customer who calls on either of these concerns is not allowed to gain the impression that his visit is an unseemly interruption, but on the contrary goes away with a feeling that he is closer to the house than ever before. The advantages of the information bureau as maintained in these establishments are so _ pro- nounced that it looks as if business systematizers overlook an important point in not providing for one_ in every organization. But even sys- tematizers learn from observation and experience, and soon we may expect the information clerk to be as much a regular member of the business fra- ternity as the manager, the book- keeper, and the stenographer. C. H. Cooke. —_ 7.22 Short Sermons Boiled Down. Half-hearted service is always heavy. You may know a man by _ the friends he drops. Sunny souls are not troubled with doubt-damps. Some people are never grateful un- til they get hungry. No creed that is worth publishing can be put into type. There’s a tack somewhere for every pneumatic saint. The prayerful heart will be proven by the practical life. Without the sense of stewardship culture becomes a curse. The worst infidelity is to live as though God had forgotten. The slumber of one saint is no ex- cuse for the sloth of another. The best way to bear your cross is to share another’s cares. Many a man’s future is overshad- owed by his past. —_———_— > —_——- Inside or Out. Mrs. Jumper was in a bad humor. Things had gone wrong with her, and she was about to give Mr. Jumper a piece of her mind, when she saw the sky darkening, and looking out of the window said: “There’s a storm coming.” Mr. Jumper scratched his then pertinently inquired: “Inside or out?” head, Send Us Your Orders for Wall Paper and for John W. Masury & Son’s Paints, Varnishes and Colors. Brushes and Painters’ Supplies of All Kinds Harvey & Seymour Co. Grand Rapids, Michigan Jobbers of Paint, Varnish and Wall Paper AUTOMOBILES 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. Michigan Automobile Co. Grand Rapids, Mich. 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. have been sold and also that we funnels. There is a World of Meaning in the simple statement that over 200,000 Bowser «.<{:. Oil Tanks in regard to the merits cf our outfits but Refer You to Any User The Bowser ‘Tank does away with the use of sloppy measures and It prevents all waste and over measure, both of which mean a money loss to you. It really costs you nothing as its savings soon pays its cost. If you want to make a pRoFIT on your oil it will pay you to investigate. A request for Catalog “‘M ”’ will bring you full particulars free and without further obligation to you. Write Today S._F. BOWSER & CO. Fort Wayne, Ind. don’t ask you to take our word , seas F + ___ Buying Dry Goods for His Wife. Young, married, studious, visionary and very absent minded, he approach- ed the young lady at the counter as though walking in his sleep. “Please let me see a sample of your left-hand pockets,’ was his sur- prising request. “Beg pardon!” “Sample of left-hand pockets.” “B-e-g pardon,’ and the clerk showed how tall and dignified she could be. “Possibly you want me to show you some buttonholes, nee- dle eyes or invisible perforations for embroidery.” “No, 1 think not. those as on my list. my wife, you know. Charming wom- an, but so unpractical. Thinks that the house must be attended to, no I recall none of I’m acting for matter what becomes of the shop- ping. You have no left-hand pock- ets?” “No pockets of any kind. Possi- bly you wanted the opening to the pocket or a pump for inflating the pocket,” and the several clerks who had gathered around looked at every- thing but the customer. “Tt might be. I confess that I’m a little uncertain as to just what my wife did ask me to get. Come to think of 1, } have a list. Forgot all about it: ‘Butter, vegetable oysters, sweet po—’ ah! here it is—‘sample, left-hand pocket, two yards.’” “Then feel in your left-hand pock- et,’ laughed the clerk, and all the other clerks laughed. He did. There was a sample of narrow pink ribbon. The combined talent of the clerks matched it, and the customer wondered why they all beamed so benignly on him. 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% x3% inches and it is flat like a card case. Will hold six dollars in small coin, and is of a convenient size; can be car- ried in the pocket to the bank to have opened. The bank costs you nothing—we ask only for a deposit of 50 cents—which is refunded to youlater. Must be seen to be appreciated. Come in and get one for your wife, ehildren or yourself. Enclosed and mailed anywhere for five cents postage. OLD NATIONAL BANK 50 Years at No. ! Canal St. Assets Over Six Million Dollars GRAND RAFIDS, MICH. 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. TRACE YOUR DELAYED FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. Facts ina Nutshell Higa MAKE BUSINESS | WHY? They Are Scientifically PERFECT 127 Jefferson Avenue Detroit, Mich. Main Plant, Toledo, Ohio a MICHIGAN TRADESMAN Peculiarities of Customers Which Must Be Recognized. It is always possible to lose impor- tant sales through “rubbing the fur” on a customer’s back the wrong way. While I believe that few clerks will deliberately work against the wishes or prejudices of customers’ while waiting upon them, I do know that occasionally a contrary clerk will at- tempt to do something that he knows is distasteful to the customer and thereby not only incur that custom- er’s dislike for himself but for every- thing the store represents. Other clerks go blubbering and slobbering around without a thought of anything that might be distasteful to a cus- tomer and then open their eyes in wide wonder that the customer could possibly be offended or insulted. The clerk must understand that while the store is a thing of privi- lege for the customers and is as well a thing of necessity for them, it is not a thing which can stiffen its back, or any part of its back, in op- position to the customers and their likes and dislikes; nor can it be made a place to teach a new course of character to anyone who comes in to buy goods. Hundreds of custom- ers have notions that are unreasona- ble in a certain sense, yet they are very real things to those _ people. Other hundreds of customers have notions that are not unreasonable and that must be recognized by those who would attempt to please and sat- isfy for the reason that business is wanted and must be had. é There is nothing of self-respect lost when these notions are recognized and noticed by the clerks; and _ it hurts a clerk no more to be consider- ate of them than to be polite and courteous at all times. The recogni- tion of such notions is as important to the business of a store as to be polite to customers—and, indeed, to recognize them is but another form of politeness and an indication of good breeding and a self-control of both inclination and temper. It is not always possible to under- stand strangers and their inclinations and temperaments, but after a cus- tomer has patronized a store a half dozen times, the clerks who have waited upon her should be able to call to mind what is pleasing and what is distasteful to that customer. It is a part of their business as clerks to remember those things, and to remember the tastes of customers is a remarkably good part of being a good business man or woman. If a customer once manifests a dislike for anything in the line of goods or anything in the manner of waiting upon her, the clerk, as a good and profitable clerk, is beholden to re- member that thing and be able to avoid it at all future times. To fail to remember is an evidence of fail- ure in the attributes of good sales- manship and good business. That which a customer wants is the thing that customer should have, whenever it is possible to grant it, for the customer will buy the more read- ily, will advertise by speech the more freely and will come the more often to buy. It is to please the customer not only with the goods shown and the prices quoted, but also with the conduct and manner accorded while serving her wants. Among the peculiar customers I have known was one whose conduct at first puzzled and annoyed me, not to say vexed me, almost beyond con- trol. With a manner that was ex- tremely challenging, she would pick up the end of a piece of goods and glance contemptuously at it, fling it down in disdain and in a rich brogue condemn it beyond measure as_ the most worthless and abominable stuff ever placed at her hand. My first experience with her was puzzling. I thought the woman was in earnest, yet I was unable to make the slight- est impression upon her by argu- ment. Her manners were decidedly bad, but I had no idea of attempting tc train them, my only object being to sell her something good if I could. The first time she bought a few yards of muslin under protest that it was abominable stuff, but she would take it because we! had nothing in the store that was up to her standard or equal to that which she had be- fore purchased in some other town. She was not gentle in her voice and she attracted the attention of other customers and of the boss. In a couple of days she came again, and again did she go through the same tactics. She nonplussed me, and when she was gone the boss came over and asked what was the matter with that woman. She disturbed the store, and he was inclined to attempt some drastic measures if she persist- ed in her course. The third time she came she tac- kled me immediately after I had lost what should have been a good sale because the goods were at the rail- road station, for the customer could not wait until the drayman brought them up to the store. I was in a mood that was not pleasant and knew that I was in an attitude that meant some spirit of resentment if the op- portunity offered. I knew I was use- lessly wrong, but I allowed myself to continue down in the mouth and disgruntled. The nagging of that queer customer was the last straw, and when she began to find fault with the goods, the store and everything connected with them, I broke forth and- refuted her statements about the goods after the same manner which she used, plainly telling her she knew not of what she talked and her lan- guage was insulting not to only me but the entire store. Before I had gone far, I was fright- ened lest I had made a break that would upset the business all over the store, but I felt sure the course would find where the trouble lay with the woman—and it did. She remained seated and took everything I said. Shortly she looked up at me with her eyes dancing and told me that had the goods not pleased her the first time she came to the store, she would never have come the second time, but she believed that when a merchant had a good thing he ought to defend it against argument that was wrong, and she preferred to trade at a store where the clerks knew what they were showing and could defend it as being good value and good stuff to buy. She left a check with me that day for almost ten dollars. Nobody was ever more astonished than T. Inside of a week she was in again and brought a neighbor with her. She came to me and I sold them both a good bill of goods. The boss was absent at the time of the jangle but in the store when she came with her neighbor. He wondered at my success and asked how I had over- come her. He was at a loss to ap- prove or disapprove, but finally said that I had simply been fortunate, for it was never safe to pursue such a course of conduct. She was the most peculiar custom- er I ever had, but in the course of two years I sold her and her friends many hundreds of dollars’ worth of goods. She often insisted in precip- itating heated arguments about the goods, and I always stood my ground, but it was because I knew she wanted it that way and would not buy unless it was so. I never dared to try it on another customer, and there are few on whom it would work, but my success was simply because I had stumbled on to the recognition of a fault or a fancy in the character of the customer that needed to be rec- ognized in order to please her. It) was only a way of pleasing and over- | coming a customer. 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. You don’t have to explain, apol- ogize, or take back when you sell Walter Baker&Co’s z Chocolate Grocers will find them in the long run the most profitable to handle. They are absolutely pure; therefore, in con- formity to the pure food laws of all the States. 45 Highest Awards in Europe and America WalterBaker&Co.Ltd. Established 1780, DORCHESTER, MASS. “Registered a, are the largest exclusive coffee roasters in the world. sell direct to the retailer. carry grades, every taste. both bulk and packed, to suit have our own branch houses in the principal coffee countries. buy direct. We We successful. We pleasing you, and have been ovér 40 years in the business. know that we must please you to continue know that pleasing your customer means 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 & - * a 4 * — ~ t . ” pe a 5b ~ = + > ‘ Y 4 + r « —- - - ~ lier oe. ae a 4 ao “+ MICHIGAN TRADESMAN 25 In breeding and temperament al- most the opposite of that woman was another who was sensitive about the spelling of her name. She was a good buyer and a willing purchaser, taking the word of the clerk for what it purported to mean and never cast- ing doubt or suspicion on statements, but she was forever watching the spelling of her name on parcels that were to be delivered. The first time I waited upon her she recognized that I was a new clerk, and she spell- ed her name “W-e-l-c-h” very clearly for me, mentioning that she never wanted it spelled with an “s.” I thought nothing of it, but an older clerk who stood near afterward told me of her sensitiveness and that she would be offended if I ever made the mistake she had warned me against. A few days after that another clerk who was aware of the peculiarity but was careless, spelled the name wrong and she would never again allow him to wait upon her. It was a thing that was indeed childish and in a sense foolish, yet we found that a family spelling their name with an “s’” was very disagreeable to her and she was supersensitive about being confound- ed with them, even by bundle boys and delivery wagons. It was easy enough for the clerks to remember, if they would, and it was easy enough to hold her trade by remembering. She simply demanded, in her way, a special favor that cost us nothing but memory to grant, and the granting of it meant not only pleasing her but also the holding of her trade, which was no inconsiderable item of business. Still another customer with a whin that was seemingly foolish demand- ed a recognition of it, and the breach meant trouble with her trade. She owned a home whose rear line was bounded by the city limits, yet she always wanted to be considered as living in the city. It was false pride, but she was thus minded and wanted it to be remembered by the store people. One morning a new delivery boy was given a parcel to take to her and in order to assist the boy the clerk marked the package, “just east of city limits.” That afternoon the woman came to the store and went immediately to the office. The boss in some way made her understand, but after she was gone he came out and explained to the clerk that the woman was of- fended at the address on her package and had threatened to withdraw her trade and good will from the store because of it. It mattered not that no one but the clerk and the boy read the address, nor did it matter that we all knew the prejudice. It was a peculiarity of the customer, and like almost all peculiarities and preju- dices was not supported by reason. But it was not for us to consider the reason or the foolishness—simply to grant the request of the customer and thereby please her, for the granting and the pleasure cost us nothing whatever but a little memory. And, after all, memory for such things is a most important thing in the good qualities of clerks—memory that will hold—Drygoodsman, Why It Pays To Be a Fool. Fools are coming to the front in the world. Since the world began the fool has been looked down upon and usually imposed upon, and it has taken cen- turies of development for the intelli- gent people of the world to realize the commercial value and_possibili- ties of the fool. As a matter of fact it is becoming more and more apparent to the wise people of the world that it pays to be a fool. Every day we have instances of men great in the world’s affairs do- ing sOmetHing that causes the wise people to stop and say: “He was a fool.” We have multimillionaires go- ing wild over actresses; rich, cultured members of leading society wading in fountains and giving dog parties; persons of extreme wealth trying to ride five miles a minute in automo- biles—and then we realize that they are fools. As a matter of fact it is the fools who are in the lead almost every- where. The brilliant, talented fools are at the head of great industries and in possession of vast fortunes. They arrive at their high positions because they rush in where angels and wise persons fear to tread, and reap the rewards of daring in busi- ness, in society, everywhere. For a long time after they have reached these high positions’ the world is prone to look upon them as extremely wise persons. Then they do something—run away with an ac- tress or go in for airships—and re- veal to the astonished world the fact that they were fools all the time. That class of fools, however, build on unstable ground. The fools who are winning the real successes in the world are those simple minded souls who know but one thing. For long ages the person who was wise in all things looked down upon the plodder who knew only one, and justly and rightly accounted him a fool. But as the world has progressed and life has become more and more complicated there has arisen a_ prac- tical impossibility for any One to know everything, and an age of spe- cialization has come. It is in this specialization that the one idea man—the fellow who really knows but one thing—has come to the front. From the beginning he has been the natural specialist. He knows but one thing, and, in his dtl, plodding way, he knows it thorough- ly, mechanically and, therefore, per- fectly. The wise man, hampered by knowing thousands of other things, has found it difficult for him to limit his knowledge and his application to one thing, and the one idea fool has been outstripping him in the race for honors as a specialist. It is true that the man who does not know how to do anything but whittle shoe pegs will in the end achieve prominence as a shoe peg whittler, while the man who knows how to build great ships, read San- skrit at sight, weigh the universe, and win LL. D.’s from every univer- sity probably has a hard time mak- ing a living for himself and his family. The fool is the natural specialist. All he knows thing. The old Sanskrit sage wrote: “He who knows not and knows not | | is centered on one|/not and knows that it knows not— and, in their ignorance they sit down, refuse to follow the man who knows land knows that he knows and, by that he knows not—he is a fool, shun | withdrawing their savings from his him. “He who knows not and knows| bank. or by refusing to vote for hum that he knows nt—he is ignorant;|for president of some concern, balk | teach him. | all his plans and he breaks down. “Fle who knows and knows not| that he knows—he is asleep; him. | It is fully apparent to me, at least, wake | that the fool is the leader to-day. He lis the success. Nor do I say this “He who knows and knows that he ! i i i from mere vanity. knows—he is wise, follow him.” Just look at the great men of the earth. Everybody called Fulton a fool, almost everybody acknowledged that B. Franklin was a fool. George W. Childs was branded as a fool long before a cigar was named for him. Edison was a fool, and most of us be- lieve Tesla is—yet see what they did. The patient toiler type of fool wins by sticking everlastingly at it. That was good advice, then, but not | so good now. Now, in this age of specialization, the not and knows not that he knows not is still a fool—but he goes. right ahead and Possibly he only knows how to pound sand into a rat hole, but, by steady pounding he be- comes the best pounder of sand in the community. He knows not that he knows not and, therefore, he does Hot die of prostration. Neither does he suffer social aspira- tions, or,.if he does, he knows not | when he is snubbed or slighted and generally lands at the top. man who knows wins. The brilliant fool wins high honors by rushing in where angels fear to W. F. Harmon. nervous tread. Knowing not that he knows not he | always can look extremely wise with- | out having that objectionable air of the man who knows and knows that | he knows. | CURED | .-. without... As a matter of fact, the man who} Chloroform, knows and knows that he knows is a| Knife or Pain bad man to follow. He goes far—| Dr. Willard WM. Burleson but he usually oversteps the limit, 103 Mint Seas Rapids maybe not his own limit, but the ' { | limit of the great majority, who aided in class two—the class that knows Booklet free on application Delicious uckwheat Cakes Are Raised With east Foam Tell Your Customers 26 MICHIGAN TRADESMAN AN AGENT’S LIFE Has Variety Enough To Make It Spicy. Written for the Tradesman. Mine was a repetition of the same old story: I came to the city full of hope and ambition only to find myself at the end of two weeks penniless and dis- couraged. Day after day had I look- ed for work and returned to my dark stuffy little room without even a prospect. The excuses I gave my landlady as she called for the rent were becoming exhausted and thread- bare. Something must -be done. I was betwen fire and the deep blue sea. A happy thought came to me. On the impulse of the moment I resolv- ed to promote a scheme which I would have scorned to do at any other time. I sought out a good- natured meat dealer to whom I told my troubles and he kindly let me have three boxes of mutton tallow, from which I filled several dozen small tin boxes after adding a little camphor gum. I now had in my possession one of the greatest corn remedies in the world! With this remedy I proceeded to the residence portion of the city, where T related to the people in glowing terms the wonderful cure this medicine would effect. By noon I had sold two dozen boxes at 25 cents per and was highly elated. I had visions of oyster soup, turkey, pie and all the other delicacies to tic- kle the palate of the epicure. But as I turned to leave my last house a heavy hand was placed on my shoulder and I heard a voice in au- thoritative tones exclaim: “Here. young man! what you got there?” I looked and saw a strong uniformed individual known as the limb of the law. I told him I had a wonderful corn cure which I was introducing. “Got a license?” said he. I replied evasively. “Well, sir,” said His Majes- ty with a chuckle, “my wife has just bought a box from you and paid you the money for it. Come along with me!” I told him my sad story and pleaded with him. But all to no pur- pose. At the Police Court I paid my fine of $6—all the money I had earned —and left the place a sadder but wiser man. As J was passing along the street, utterly discouraged, I noticed a sign in a nearby window, “Agents Want- ed.” I immediately made application, and. found that the goods were toilet articles which were more appropriate for a lady agent to handle, for what does a man know about face powder or Rouge de Theater, a preparation that will make the cheeks look like the blush of a rose? But I was des- perate and with grip in hand [I start- ed once more to fill the vacant place i my pocket where a short time be- fore had nestled six beautiful silver dollars. My first call was at an un- pretentious house where resided a motherly woman well past the me- ridian of life. She did all the talk- ing. It was only at intervals. of long duration that I could get in a word edgewise, sidewise or any other wise to tell her about the “lovely line of necessities” I aws carrying. Just one word about my Lily of the Val- ley, Massage Cream, my most excel- lent Tooth Paste, etc., and she would fire back at me a fierce volley of what a good boy her son John used to be, but how he had gone to the bad by drink because his sweetheart had married another fellow not half as likely as John, and Susan must have a new gingham apron to wear to school and her other daughter’s baby had the croup. At the end of an hour I found I had cheered the old lady all I could by being a good audience, but was no richer than when T had entered her “sanctum,” and concluded that the better part of valor was to move on. I next arrived where great prepa- rations were being made for a ban- quet. Several ladies were as busy as beavers arranging the tables with the whitest of linen, the brightest of sil- ver and glass and bouquets of costly biossoms. Visions of Mr. Pest Book Agent came to me. I resolved to stand pat. “May I show you my goods?” IT asked, in a meek voice. “Mercy, no!’ shrieked one. “Don’t you see how busy we are?” “Now here,” says I, “if you will look at my goods, I will stay to the banquet. This is really a most delightful surprise. I was not looking for such an elabor- ate spread in my honor. My dress suit is at the tailor’s, but if you will just let me interest you in my Cucum- ber Jelly, Almond Cream and Carna- tion Pink and White Rose Sachet Powder T will promise to be back in time for the banquet; whereupon they all saw the funny.side and not only inspected my goods but gave me a liberal order. Thus the nerve of Mr. Pest Book Agent proved to te a winner. “Come in,” came a voice from an- cther house. I entered and asked for the lady of the house. Anxious and eager for another opportunity to im- press upon the mind of the Gentle: and Fairer Sex the merits of my wares, I stood, when in answer to niy request came the words, “I’m her.’ Well, here was a problem that would puzzle the mind of a Philadel- phia lawyer. How was I to prevail upon this “lady of the house” that I had the secret of perpetual youth she had long been looking for? Should I attempt it or should I retreat? Sud- denly there broke upon my ear, thrill- ingly, “Cassio, Cassio, are you still after my blood? Are you still afte: my blood? I paid you well never to follow me, but here you seek me out again. Ill end you here and now!” Taking in the situation, convinced that I was in the abode of a lunatic. I was making for the door when, turning round, I saw the masculine householder coming after me with a stove poker, which she _ evidently thought was a sword. It did not take me long to conclude that I didn’t care to sell toilet articles just then anyway, and covered the space of several long blocks in a_ very short space of time. I hesitated some time before enter- ing another house, but after a time my nerves became calm. At the next place I found a roomful of giggling girls. Of all formidable objects a roomful of giggling girls is the worst. «“ The Pickles and Table Con- diments prepared by The Williams Bros. Co., Detroit, Mich., are the very best. For sale by the wholesale trade all over the United States. DO IT NOW Investigate the Kirkwood Short Credit System of Accounts It earns you 525 per cent. on your investment. We will prove it previous to purchase. It prevents forgotten charges, It makes disputed accounts impossible. It assists in making col- lections. It saves labor in book-keeping. It systematizes credits. It establishes confidence between you and your customer. One writing does it all. For full particulars write er call on A. H. Morrill & Co. 105 Ottawa:St., Grand Rapids, Mich. Both Phones 87. pat. March 8, 1898, June 14, 1898, March 19, 19001. Store and Shop Lighting made easy, effective and 50 to 75 per cent —— dh cheaper than kerosene, gas or electric hghts by using our Brilliant or Head Light Gasoline Lamps They can be used anywhere by anyone, for any purpose, business or house use, in or out door. Over 100,000 in daily use during the last 8 years. Every lamp guaranteed, Write jf for our M T Catalog, it tells all about § them and our gasoline syste ms. Brilliant Gas Lamp Co. 600 Candle Power Diamond 42 State St., Chicago, Ill. Headlight Out Door Lamp 1o0c Candle Power BB I BB ee WR RG GR SEE EE wR Re HS High-Grade Show Cases 5 The Result of Ten Years’ Experience in Show Case Making Are what we offer you at prices no higher than you would have to pay for inferior work. You take no chances on our line. Write us. Grand Rapids Fixtures Co. j OA OR OR HR RR. OR, SR Te eR TEA Cor. S. lonia & Bartlett Sts., Grand Rapids, Michigan New York Office 724 Broadway Boston Office 125 Sammer Street Merchants’ Half Fare Excursion Rates to Grand Rapids every day. Write for circular. POCO RSSOBPWRVBoeoeBeoeoeowwwwm & f -_ k. » mm ° ey Y Gq —_ - ~_ -— = » ~ 4 ~ ” ¥ ? 2 _ ~ io on a > oe ~4 - | ae V * MICHIGAN TRADESMAN 27 But it was too late to turn back. “Ladies,” said I, “I am introducing a fine line of toilet articles.” (Giggle No. 1.) “Here is an Almond Cream, a most exquisite article for softening and beautifying the skin and com- plexion.” (Giggle Nos. 2 and 3.) “lf you prefer something else I have several other articles of merit (gig- gle, giggle) which I am sure would please you. Here is a first-class hair restorer—it’s warranted to grow hair on the smoothest head or even on a billiard ball.” (Giggle, giggle.) “Do you demonstrate your goods?” (Gig- gle, giggle.) “And here is a depila- tory, an article that I can highly rec- ommend to remove superfluous hair. “Why.” expatiated I, “it will take the hair off the back of a yellow dog,” whereupon the air was full of giggles. Giggles came from every nook and corner. When I left the house I was fully determined to hire an advance agent and investigating committee to precede me that I might know where to properly land. I made one more attempt, which proved to be the home of a colored family. Had I known this I would have passed them by, thinking that they surely had no use for the arti- cles so greatly prized by the Pale Race; but to my amazement the young damsel ordered a box of white Complexion Powder, jar of Famous Massage Cream and a box of Rouge de Petite. I feared that she had mis- taken the nature of the articles, thinking they were for flavoring cakes and frostings, or that she might eat them fr confections, but she said that all the other “colored gals” would turn green with envy and that “Jasper” would’ “pop the question now sure.” I am on the road for a big whole- sale house now. My salary is such that I no longer need to peddle Com- plexion Creams to keep the wolf from the door; but I do not regret the experiences I passed through, and oft- en think that, if one wishes to see life in all its forms and feel the pulse of humanity, the stuff this great world is made of, let him visit the homes of the people. Rk. AL BE. ——_—__<> > Industry Started to Amuse Children. From -a_ plaything designed to amuse two children originated an in- dustry which has attained a remark- able growth and become famous throughout the world. In a thriving little town not far from Oswego, N. Y., a unique and interesting business is being conducted by a woman. It is the manfacture of hand made dolls, which are no more or less than an evolution of the rag doll of a century ago, improved and beautified, but still bearing the hall mark of the old time favorite. The success of this enterprise furnishes a striking proof that business genius is not con- fined to men. The business conducted by Miss Marietta Adams originally for pleas- ure has continued for profit. Al- though still a home industry, it has become an established business of not a little commercial importance. Many women are employed, and so great is the demand for these rag babies that it is almost impossible to fill the orders. The industry is a liv- ing example of the fact capital and a college education are not always necessary to win success in the com- mercial world. There were two sisters in the be- ginning who started the work. One, Miss Emma Adams, was at the time a successful crayon and oil artist; the other, Miss Marietta, was a steno- grapher for a large western business house. The incident which led up to an independent business career for the} two girls, occurred while visiting friends in Chicago. Just to give pleasure to some little folk several dolls were made. So attractive were they that friends desired to purchase them. One admirer took upGn her- self to show them to a department store, with the result that the firm offered a market at once for all the dolls that they could make that sea- son. In 1893 a collection was entered for sale in the children’s building at the Columbian exposition. So great was the demand for them that with all the assistance at command it was impossible to fill orders. At the close of the exposition, to the sur- prise and delight of the young wom- en, their work was awarded honor- able mention by the World’s Colum- bian Exposition commissioners. Suc- cess continued to follow in the wake of the Columbian dolls, as they have since been called, and for the next five years the number manufactured was doubled, until in 1904 it reached the 5,000 mark. Up to the fall of 1898 the mother and two daugthers constituted the working force. Shortly afterward Miss Emma Adams, the pioneer of the enterprise, died suddenly. Since then a large force has been em- ployed and artists engaged to paint the heads. Several years ago the dolls attract- ed the attention of Mrs. E. R. Hor- ton of Boston, a great doll fancier. So delighted was she _ with the Columbian dolls that she not only added one to her collection but se- lected a fine specimen to send around the world, to be placed on exhibition in cities and towns for the benefit of children’s charities. It started on its trip in March, 1900, in true Ameri- can fashion, alone and unchaperoned, and spent one year in various states, then crossed to the Philippine islands, and wherever Miss Columbia went she was the recipient of charming courtesy and innumerable attentions. These playthings are widely scat- tered among European countries and many are to be found in the collec- tions of petted children of royalty. W. J. Morgan. —_—_2-. Best He Could Think Of. In a certain medical college a pro- fessor of chemistry asked a student: “Suppose you were called to a pa- tient who had swallowed a_ heavy dose of oxalic acid, what would you administer?” The student to which the question was addressed is preparing for the ministry and takes chemistry because it is obligatory. “JT would administer the ment,” he replied, sacra- COFF EE “QUAKER” BRAND The soundest, cleanest, purest goods Selected with special reference to the needs of dealers in this section, we heartily recommend our “Quaker” Brand of Coffees and you ever saw. Spices, and feel certain winners for you. better—if we did, you We are the Sole Proprietors WORDEN (GROCER COMPANY We Know of nothing they will prove should have it. Grand Rapids, Mich. SPICES Simple Charge goods, when purchased, directl bill is always ready for him, and cam) bie found quickly, on account of the special in- dex. This saves you looking over. several leaves| ofj a day b o’o.k ; if; not Account File A quick and easy method of keeping your accounts. Especially handy for keep- ing account of goods let out on approval, and for petty accounts with which one does not like to encumber the regular ledger. By using this file or ledger for charg- ing accounts, it will save one-half the time and cost of keeping a set of books. y on file, then your customer’s posted, when a customer comes in to payfan account and you are busy waiting on a prospective buyer. Write for quotations. TRADESMAN COMPANY, Grand Rapids HICH: frenzy. MICHIGAN TRADESMAN A Ly, Some Changes in the Retail Hard- ware Trade. I was talking with a retailer in Southern Kansas about three months ago. The competition from retail catalogue houses in those sections had been severe. The retailer decried the times, the country and the lot of the retailer in particular. He was about to move from that section to somewhere—anywhere where cata- logue houses did not reign. A nice looking lady customer drop- ped in and asked for a dishpan. Mr. Retailer climbed to the top shelf in the rear of his establishment and brought down one that looked a trifle seedy but was actually in good con- dition. He quoted a price of eighty cents. “Mr. Simpson,” exclaimed the lady, “I can buy one from Beers, Sawbuck & Company ffor sixty- eight.” Mr. Simpson walked from behind the counter, around to the door, pull- ed it open and threw the dishpan in- to the muddy road with the exclama- tion, “There, take your dishpan! I won't charge you a cent.” Few retailers are made of Besse- mer steel, toughened to the degree of tool steel. Most of them are merely human and being such are liable to the passions and weaknesses of man- kind in general. A continued process of rubbing and scratching, a constant irritation applied to raw, bleeding sores is apt to drive a man to a Constant charges of undue profit, concealed robbery and dis- honesty made by consumers in some districts will naturally work most retailers, who are merely human be- ings after all, to a point where pas- sive endurance is impossible. To some men honor, self-respect and pride are worth more than superabun- aant riches. To these men life is not the accumulation of money acquired at the expense of self-respect. Mr. Simpson is one of that kind. I have never favored a retailer who crawls in the dirt and dust before a customer. Hardware retailing is a respectable calling. Hardware men in general are the most prominent men in their respective communities. I see no reason why hardware deal- ers should humble themselves, should fawn or kneel at the throne of pride to keep head above water. At the same time men are not ani- mals. The day when battles are fought and won by brutal strength is past. To-day the rifle is superior to muscle and tact prevails over pas sion. The successful retailer of to-day may be irritated by criticism of his prices, but his facial control, his emo- tional control are such that none of this irritation is allowed to come to the front. Instead of allowing the innuendo to make him angry, he realizes that Mrs. Customer is mere- ly a poor, ignorant fool, that his own knowledge of tin ware is vastly su- perior and that to allow an ignorant criticism to disturb his self-posses- sion is the height of folly. The successful retailer realizes, too, that conditions have changed since the 7o’s and 80’s—that to-day com- petition is rife, that victory over his competitor is obtained by payig atten- tion to small things. He realizes that the successful hardware merchant is the one who is essentially courteous —the one who is so courteous and af- fable as to make unjust criticism im- possible. The successful retailer of to-day is so pleasant, so openly, bare- facedly honest that the customer real- izes without comparing the two that the catalogue house dishpan is vastly inferior in quality and less desirable despite its low price. And do you deny that it is possi- ble, Mr. Retailer, to produce this im- pression? Judge from your own ex- perience. Think over the list of traveling salesmen who call upon you monthly. You know there is one traveling salesman in the bunch who sells an inferior lot of goods. You know that his goods are inferior just as well as you know that wearing shoes without socks will eventually prove uncomfortable. And yet you know, too, that you buy those infe rior goods. You know that that salesman has a persttasive air—that he is pleasant, that he always has a good story, that he knows how to get around you. You know that it is mighty hard to tell him that his goods are inferior. Don’t you know also that as the traveling salesman is persuasive, so you can be persuasive, if you only learn the trick? The first step is sublime courteousness. The retailer can not be independent to-day as he could twenty years ago Everybody knows it. You see it on all sides. You hear kicks only from the older generation. The younger retailers, fellows under 30 or p.rhaps 40, realize that conditions have chang- ed and have adapted or are adapting themselves to circumstances. Mr. Retailer who has just started out looks at things thusly: “There are ten retailers in this community. Be- side these nine -competitors, I have the catalogue house or the depart- ment store to buck up against. I am not especially favored by fortune; I am only fairly good looking; I have brains but not too many; I am hon- est but so are lots of others; I can talk but not like Cicero; I have not the craft of Ulysses. On the whole IT am just about the same as my nine competitors and perhaps a trifle less bright than the catalogue houses. As- suming these things, what shall I do? I can work hard; I can be polite; I can laugh later on in life, if not now; I can take a small kick, smiling to myself meanwhile and laughing aloud later. I can wait on these people now, get their trade, be insulted per- haps and later—why I will have clerks of my own. I will have an inner office; I will not see the cus- tomers: I shall have other people to take the insults. It is better to laugh last.” The inability to imagine, to use your head, to develop ideas in the ab- stract that animals and ordinary peo- ple can only see in the concrete, is prevalent in all circles. Look at some Convex and Flat Sleigh Shoe Steel, Bob Runners and Complete Line of Sleigh Material. SHERWOOD HALL CO., LTD. GRAND RAPIDS, MICH. Grand Rapids, Michigan Merchants’ Half Fare Excursion Rates every day to Grand Rapids. Send for circular. Our Window Glass Quotations will surprise you. Best in the market today. for our discounts now. 10 days. Write The offer is good for only G. R. GLASS & BENDING CO. Bent Glass Factory, Kent and Newberry. Office and Warehouse, 187-189 Canal St. THe FRAZER FRAZER Axle Grease Always Uniform Often Imitated Never Equaled FRAZER Axle Oil Known Everywhere FRAZER No Talk Re- Harness Soap quired to Sell It FRAZER! Good Grease ; i — Harness Oil h INIA Ae TW Hoof Oil Cheap Grease SA Kills Trade — 3 ock Foo MICHIGAN TRADESMAN 29 of the manufacturers and jobbers, es- pecially those who employ girls. Let us suppose that the manufacturer is Ninety- nine out of a hundred pick the cheap- looking around for a_ site. est location on the map. If they are in a large city they locate in the slums. They build a factory where land is given away. They welcome smoke, soot, filthy tenement houses and the thousand other undesirable features. They cut off an employe’s salary when he gets sick. They deny yearly vacations. They install the cheapest plumbing. They furnish em- ployes with towels that resemble door mats in texture and appearance. And why all this? Because they are after the stuff that moth and rust doth corrupt, and believe the easiest way is to cut down expenses. The easiest way to fill a tank is to pour water in and keep it from going out. The easiest way to make a fortune is to pile in the money and stop all leaks, It's as easy as a, bic. That is the concrete. Let us look at the abstract: Suppose that a manufacturer estab- lishes a model factory just across from a park. from dust, and instead of being sur- rounded by the hovels of negroes and Italian laborers, the factory is in the center of a respectable residence dis- trict. The employers place advertise- ments in the papers for help. The girls in the neighborhood who are not absolutely independent in finan- cial considerations learn of the fac- that it is not from realize far The air is pure, free | would refuse to travel miles, morn- ings and evenings, to go to place of employment; to mingle with saloon and disorderly elements; to breathe foul air; to begrime their conscience They do not working in a and clothes with filth. object, however, to factory located in a respectable por- tion of the city, a factory fitted with | clean furnishings, sanitary wash |{rooms, and in which are employed | | | decent and well brought up co-work- ers. Consequently the man who in- vests than mécessary in a de- cent location and in decent accoutre- ments can and does expect a higher grade of employes. This better grade More of employes creates an impression Of prosperity, an element that should appeal to every manufacturer. They make the establishment look like a high-grade establishment—like an establishment that gives its custom- ers the best and the best only. Mo.____ A boaster is tiresome to all but himself. ‘culrea sana “>, ifaw, wae mile walk to Broadway. A SURPRISING FIND Collections of Half a Century Result in Extraordinary Accumulation Be- neath a Cashier's Desk. under the amount to $2000 Lost at one time would startle you, yet you think nothing of the pennies that fall counter every day that hundreds of dollars a year. SQ re” DRS te ~ Mr. Wright, the National Cash Register Co.’s agent in Winnipeg, has In his possession an old drawer, which was taken from a gen- eral store in Kingston, Ontario, where it has _j been in use for fifty years. Through all , 'changes of system from the establishment of -{the store, when the proprietor only had access to this cash-drawer, and when all the clerks used it, and during the period it was under the supervision of an indjvidual cashier, the ; drawer was never changed, occupying a po- igition beneath a cash desk. In the box-like ‘arrangement where the cashier sat there was a false floor about six inchee high, which did not cover the main floor entirely. When the proprietor tore out the cashier's desk re- cently, an assistant gathered up the refuse to throw out into the lane, when, at the Twenty years with old methods mean a loss of thousands of dollars. A cash register prevents this loss of profit by enforcing automatically the registration of cash sales, credit sales, money paid on account, money paid out, or money changed. Send for representative who wrlexplain N.C. RX. methods. Ss in small e inations, @ from this refuse. suggesion of Mr. Wright, it was sifted: 8 After all the dirt haa been carefully clear- e'ed away, one hundred and eighty-six dollars gold and silver coins of all denom- and dilapidated bills, The can be imagined, and yet were rescued proprietor’s surprise he said he hau and never knew it a ‘never missed the money, ‘was gone! The drawer itself is so badly re “ by long service, that one " yed and worn by & ' te ri- | carves wonder how it now holds together. n Se a *e1THREE NEW ORANGE 1 ances Please explain to me what kind of a register is best suited for my business This does not obligate me to buy om N.C.R. Company Dayton Ohio Name Address No. of men MICHIGAN TRADESMAN THE SELF-MADE MAN. Present Day Opportunities Compar- | ;; ed With the Past. Written for the Tradesman. “The days of the self-made man ! are past,” was the emphatic declara- | tion of the village editor. “I do not mean to say that there are no self- made men at present, but there are not now the opportunities for a poor boy to work his way up as there formerly were. Time was when the boy went into the office of the lawyer, physician or business man and work- ed and studied until he -stood high in his profession or gained a com- manding place in business. The busi- ness man of to-day does not care to spend time to teach and train a boy for a certain position. When he needs a man he gets him from the school all ready prepared for the work expected of him. “A man can step down to the uni- versity and call upon one of these ycung fellows, and he can take his pencil and give the size, dimensions and all the desired details for foun- dations, walls, timbers, iron work, etc., for any contemplated building, bridge, or the like. And so it is in nearly every department. The lucra- tive positions, the paying jobs are being filled by the men from the schools. They have the technical knowledge, the facts and information which can be depended upon. “The mercantile field is the only one where there is still a chance for the self-made man, or rather for the young man who has an ambition but no money to pay for the expense of an education or to establish himself ia business. “The question, then, is: How much ought we to do for our chil- dren? Are they not more in need of a higher education than formerly? When you consider the average man with a family, the number of backs to be clothed, the stomachs to be filled, the feet to be shod, and then the books, papers, music and comforts in the home—luxuries that our parents could not afford, but considered necessities now—the keep- ing them in the common school, and other expenses, what more can the parent do? What has he left to help them further? “You say you are situated as you are now, as you believe, for the best interests of your children. You could make more money in a different sit- uation. Well, I question if, after all, is not just as well; yes, better, that a man should give his children these advantages—a good start in life—rather than to direct all his re- sources toward accumulating money, to pile up a fortune to leave, perhaps, to curse the recipient or to be fritter- ed away in legal squabbles by his heirs.” : Sooner or later every parent faces this question of how much should be done for the child. If we accept the editor’s views as to the limited opportunities for the poor boy, if conditions are so changed that there is now but small chance for the young person who has not the ad- vantages of higher education or spe- cial training, there is then greater obligation upon the parent. While seeking more light to guide us in this matter, it may be that our Own experiences and _ observations may be helpful to others in like situa- tions. Much depends upon the child—up- on the particular individual. It is possible to give too much help to certain ones. Some would do better if compelled to depend more up- on their own resources, while others need not only financial aid, but abun- dant sympathy and encouragement. It was formerly considered that a common school education was a great start in life; that having improved the privileges which the common school afforded any young man with health and strength might win his way to a desirable position in the world. Is it possible that with all the increased facilities, with all the im- proved methods of teaching, with all the thought and endeavor to render our schools more efficient, they fail to benefit the scholar as much as formerly? Or are they inadequate only because the demands of the present are so much greater? We know that teachers in the dis- trict schools are not allowed to de- vote any time to classes above a cer- tain grade. Thirty or forty years ago in.many district schools there were classes in algebra, civil govern- ment, book-keeping, natural philoso- phy and other’ higher branches. Where there were not enough schol- ars to form a class in any such study, the teacher was usually glad to as- sist and direct any one who desired to pursue it. With four or five months in the district school each winter the boy of from 15 to 20 years could prepare for college, and still be at home to help his parents. It is not so now. The district school prepares him only for the high school, and at an age too young to be sent out alone into the world. His parents can not move to town to enable him to continue his studies; they can not afford the expense even if they do not need his help. And so he must work on the farm, in the shop or mill, lose his interest in study and give up his ambitions. Here and there one may hope on and study on alone until fav- orable opportunities arise, and suc- cess be finally attained. Teachers’ examinations are more rigid than formerly. The schools are under stricter supervision by county officers; and with monthly ex- aminations and reports every parent may know of the children’s progress. Because of the decreased number of pupils in such schools, many taxpay- ers are unwilling to pay as_ high wages to teachers as formerly. Hence the younger and least experienced teachers naturally fill such places. In some cases they may mechanically follow the schedules furnished them) and endeavor to compel every child to attain to a certain grade at a cer- tain age without regard to that child’s natural capabilities. The trouble is not _ inefficient schools, however. They are good as far as they go. It is a system, not adapted to all classes and conditions, which leaves the child of the poor man alone and unaided just at the point where most of all he needs help. Having forced, urged and en- couraged him on, filled him with grand ambitions, he is suddenly drop- ped, once for all, to sink or swim, live or die. In the cities are night schools for those who must earn their livelihood during the day, and there are corre- spondence schools for special studies, or full courses, for isolated pupils. But what are these latter compared with contact with the earnest, faithful flesh and blood teachers and enthu- siastic fellow students? : Our editorial friend allows that the schools do not turn out ready made merchants, salesmen and_ the _ like. Hence there is one avenue of hope for the youth. But are there no others? able. no odor. that it will do all we claim for SAIRO LITE LIGHTING SYSTEM It supplies from 600 to 1000 candle power ure whi i one-third of a cent per hour for het cease aan ietteme Se st rer lamp, at 2 cost of ay amps. The printing office has always been regarded as an excellent school for the impecunious youth. Many a prominent man had little other edu- cational advantages. Here, too, there have been important changes. The linotype and other improved machin- ery have greatly lessened the number of persons required for a_ given amount of work. Students—sons of the well-to-do—are acceptably filling positions as reporters and editorial assistants without serving years of We Pay the Freight Ask your jobber about the new drop shipment plan on Quaker Oats Scotch Oats Pettijohn Apitezo Zest Saxon Wheat Food Farinose F. S. Farina F. S. Cracked Wheat F. S. Rolled Wheat Quaker Puffed Rice THE AMERICAN CEREAL COMPANY CHICAGO Mica Axle Grease Reduces friction to a minimum. It Saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in 1 and 3 Ib. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put up in %, 1 and 5 gal. cans. Standard Oil Co. Grand Rapids, Mich. \ I It is perfectly saf d reli- It is made of the best material, and is sold on its ri i ition rier En and that guarantee backed by a reputation of many aw len 2 es a We are not afraid to a a fair trial of this perfect ligh t makes no noise—no dirt— ting system, and demonstrate If you are still using unsatisfactory and expensive lightin betterment of your light, and the consequent increase in your Seetteen aoe breadth and height of space you wish to light, and we will make you net 13 Elim &. WHITE MANUFACTURING COMPANY, » and are looking to the € us today, giving length, estimate by return mail. Chicago Ridge, tll, ~~ = * < ~ —<— (fy - € 4 << ~~ a te a 4 a > r - ~} aa + a MICHIGAN TRADESMAN 31 apprenticeship in the mechanical de- partment. The village newspapers, with their patent insides, stereotype plates and lady compositors, now afford very few opportunities for a young man. And the city printing offices—well, if one can find well lighted, properly heated and ventilated rooms, free from tobacco smoke and fumes of beer, and is not required to stand in with a ring or surrender his free- dom and American principles to ob- tain employment, the printing office is still a desirable place, a vantage ground for any aspiring young man. If a young man is made of the tight kind of stuff ke will not be kept down by unfavorable circumstances. A man who was abundantly able to educate his sons would give them no aid whatever, but kept them hard at work on the farm. One of them determined to become an engineer He obtained books and studied when possible. When he reached his ma- jority he went to work away from home on a farm until he ‘saved enough money to buy a dilapidated threshing engine, and went about the neighborhood with it sawing wood. When he had gained some experience in this way he secured work as a fireman in an electric power house. While there he took a course in a business college, and then obtained a better position in a distant state. In about five years from the time he “left home he was receiving $100 a month wages, and not long after be- came chief engineer of the electric line where he was employed. There was another boy who had wheels in his head. When he finish- ed his course in the district school at 16 he was anxious to go on the railroad and become an engineer. He was needed at home, but he obtained books on engineering, studied those and every machinery catalogue’ he could get hold of, and improved every opportunity to get where there was an engine and talk with the en- gineer. But for his organ and guitar and the chance to experiment in the tool shop with wheels, belts and va- rious mechanical contrivances’ he could hardly have endured to wait for, his opportunity. When 18, his fa- ther gave up part of his business and That to learn the trade. was but little more than two years ago, but) the young man is now a licensed en- ' gineer. He still works in the same shop, in any and every department, | and is sent out to set up new machin- | ery, repair engines, put in furnaces, | railroad track scales, and the He passed a civil service examination | and has served acceptably as a sub- stitute in the city postoffice money order department, and is in demand as an organist and pianist at social gatherings. Because a boy has it in him to suc- reason why he should be left to struggle on alone. He is the very one who deserves help, and will very likely attain greater measure of suc- cess if aided to secure higher educa- tion. There was a hard-working, studi- like. | ous farmer’s son who proposed that if his father would assist him through college he would repay him the ex- pense. His request was granted, and at the end of a four years’ course he graduated with high honors but with impaired health. He soon entered gineer, and a few months with a surveying party on the Western plains put him in physical trim again. A year or two later he superintended the building of a large light house, and has ever since remained in Gov- ernment employ, receiving as high as $2,200 per year. When his father met with an accident which rendered ithe carrying On of his farm a bur-| let the boy go into a machine shop} den, the son purchased the farm, hir- |/ed a superintendent and gave his pa- lrents the privilege of living on in the cld home and taking their ease. A civil war veteran, a sufferer from sent his oldest |college for eight years, while he and | rheumatism, ia younger son carried on the farm. |Why did he not keep the |live on his pension? | family, and the father had more | faith and interest in the boy than the | ceed in spite of all opposition, is NO|;eighbors had. It was not very long! jafter the son finished his course be-| |nerative position with a railroad in ithe Southern States. ithe younger son and can take life ' easier. Government. employ as a civil en-| son to! strong | ;young man at home to do the hard | |work and let his father sit on a dry} |goods box at the corner store and | Evidently be- | icause sitting was not chronic in the | | fore he held an important and remut-| | The father has | | given over the work of the farm to! | If the day of the self-made made is past, still the condition is not de- |plorable. The world has yet large | Opportunities for those who seek |them, and good pay for faithful work | in still uncrowded fields. The faith- |ful parent will study the child’s nat- |ural capabilities and help him .in | every reasonable manner. | E. E. Whitney. —___-2 ~~ Not Her Fingers. Oliver Wendell Holmes’ enjoyed {nothing so much as a clever retort, leven if it happened to be at his own ;expense. One day, at an entertain- ;ment, he was seated near the refresh- ment table, and observed a little girl } \lcoking with longing eyes at the |good things. With his invariable i¢ . ° |fondness for children, he said, | kindly: | “Are you hungry, little girl?” “Yes, sir,” was the reply. “Then why don’t you take a sand- | wich?” “Because I haven’t any fork.” “Fingers were made before forks,” said the doctor, smilingly. The little girl looked at him and replied, to his delight: “Not my fingers.” —_—_—_+ Of Course He Was a Brute. Mrs. Stalor—John, don’t you think I need a new gown? This one be- gins to look shabby. Mr. Stalor—I don’t the matter with it. You look well enough in it to suit me; and why |should I pay out money to make you more attractive to other men? see anything HowMuch do You Lose on Butter? Can’t Tell Exactly---Eh? be HEE THE NEW KUTTOWAIT Reseda Will Do the 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, please your cus- tomers, reduce labor and time—such a machine would be worth your consideration. Our Kuttowait Butter Cutter Work Why not write us? It is certainly worth a two cent stamp to make sure. Let us show you. CUT OUT. MAIL AT ONCE. General Agents in Your Territory Cc. 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 pm aro Se 32 MICHIGAN TRADESMAN SILENT INFLUENCE. It Shows Plainly in Every Act of Life. Written for the Tradesman. Silent influence is to-day the most important power we possess. How many of us are reached through it can not be determined for we are not going to tell. We who have ris- en under such influence are simply going to do likewise; that is, provid- ing it happened to be the right kind. We feel that to us it is one of the greatest blessings which has’ ever come to our life. We also realize that those who silently do good and live upright are not selfish; they are not boastful; they are not preaching one thing and practicing another. They live for the good that they can do, the state of civilization that they may help their world to reach, and care not for individual praise. Their lives show us that they have successfully won victory over the foe of human selfishness. First, we notice the school mis- tress, who holds the lives of the little ones of our land partially within her command. She teaches them, of course, but her silent influence casts over them a beautiful idea of life. She loves them and she wishes them to love her and the world. But does she teach them that they must love her? No, she obtains that divine object through her own influence. Her daily life, with its hours full of love and uplifting thoughts and deeds, crowns her with success. Her very ways, her manner of talking, her character are patterns that the children are sure to imitate. They love her. Her life, to them, is perfect. Then we reach the higher students. those of high schools and colleges. The manner, character and_ kind words of their professors impress them more and awaken thoughts, ideas and the beauties of life that heretofore have lain dormant within their minds. They may attend divine services on the Sabbath, hear _ the brilliant words of their pastor as he explains the grandeur of Livine Life, the beatities of their environments and the righteous way of living, brit still it impresses them not. When they look around, and see those who are living for the benefit they can be to the world they wonder where the secret of a beautiful life lies. They meditate and soon awaken to the realization that they, too, have a mission to perform, that they may derive pleasures from the same source that others do; that is, provid- ing they open the channel of thought and allow only goodness to _ flow through. Why is it that silence has such in- fluence? Because that which dwetls in the mind has manifested itself in real light. We not only hear about it but can see and feel in our own souls the blessings of love, the right- eousness of goodness or the sorrows of evil. Not only does this influence affect the life in the school room but everywhere—in business, in society, in the home. in which the business man treats his associates, the way by which parents It is felt in the way rule in the home. If Father and Mother use harsh words or slang in the home that is the way the children will do, no matter how often they may be told not to. Why? Because it is the most natural thing in the world to drift into the ways of those with whom we come in contact. If we live among those whose minds dwell on love, purity, joy, loving kindness, we can not help but fall in line. Now what about the influence of wrong? Ah, we must acknowledge that that is nearly as great as_ the good! But, if we once obtain good- ness, evil has no effect, as we are enveloped in a realm. of sublime sweetness which can not be over- come by any other power. Evil in- fluence is on every hand. It holds within its grasp only sorrow, there- fore, our aim in life should be to ‘banish it, to drive the curse from the land. But how are we to do this? In- deed, it will be a long battle and a hard battle, which we are in hopes of winning, although it may take the lives of many and the years of cen- turies. We who are on the side of good must rally our forces, organize our armies and help in the bitter fight which is on to-day. First, we must assist all avenues of education: Obtain officers who will enforce the laws which relate to ed- ucation and never permit the youth of our land to be reared in city slums or Other places of filth. Gather them into the school room and fling in their path the influence of love and purity, combined with learning. What some of them can not obtain in the home let us see that they ob- tain elsewhere. The laws of to-day on education are in a fair condition but in many cases they are not en- forced. We may look around us and see bright youth who are deprived of the advantage of becoming something in life, because they are permitted to hang around street corners and get into bad company. They, with their little minds, do not know the value oi an education, either morally or otherwise. But we who do _ know should do all in our power to give them that which is rightfully theirs. . Then again, in society’s realm those who are always well behaved and pleasing are the ones to whom we lcok for patterns. By their every-ac- tion they show that their way is much the better and prettier way to do than otherwise. We all know that the life we lead shows our character and _ thoughts. Our words may be beautiful yet our lives full of evil and _ hatred. Of what good are these words? None. Our daily life must flow irom our souls. When we are car- tying our heaviest burdens its sweet- ness must fall from our lips with every syllable. We can not tell how good we are and have it credited with- out living it. Neither can people be- lieve it when a task is put upon us |and we shirk or speak as if we were jangry. Every moment of life must be guarded over by love. The golden hue of sunlight mantles our counte- nances. The radiant smile of content niust shine from our souls. The mel- ody of divine love must ring from our lips in every yes or no. So shall we reach the summit of eternal blessing, the land of perfect peace. Lucia Harrison. —_~+-.___ Too Weak. “Are you not afraid that whisky will get up into your head?” asked a gentleman to a stranger he saw drink- ing at the bar. “Naw,” replied the toper; liquor is too weak to climb.” “this Gillett’s D. §. Extracts 4 i k eS ¥; ps 5 Es ea Pa x N a) Mh ¢ y 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 AUTOMOBILE BARGAINS 1903 Winton 20 H. P. touring car, 1 3 Waterless nox, 1902 Winton phaeton, two Ol smobiles, sec- ond-hand electric runabout, 1903 U.S. Long Dis- tance with top, refinished White steam carriage with top, Toledo steam carriage, four passenger, dos-a-dos, two steam runabouts, all in good run. ning order. Prices from $200 up. ADAMS & HART, 47 N. Div. St., Grand Rapids IT WILL BE YOUR BEST CUSTOMERS, or some slow dealer’s best ones, that call for HAND SAPOLIC Always supply it and you will keep their good will. HAND SAPOLIO is a special toilet soa enough for the baby’s skin, and capable Costs the dealer the same as regula P—superior to any other in countless ways—delicate of removing any stain. r SAPOLIO, but should be sold at 10 cents per cake. * = —ie ' * = nh MICHIGAN TRADESMAN When a Business Man Should Em- ploy an Attorney. This is intended to be a word in season to the business man who con- siders that he is saving money when he refrains from employing a lawyer until he has to. As a matter of fact, there is money to be saved in em- ploying the right kind of an attorney the very minute there is the slightest hint of any difficulty which may end in litigation. A great many business men, espe- cially retailers, Occasionally find themselves on the edge of trouble of some kind. It may be a threatened suit for damages or it may not take the form of trouble at all but may be something in the nature of the purchase of real estate. It is a gen- eral belief that if a man can worry along without an attorney, he ought to do so. No greater mistake was ever made. Many a_ controversy could have been prevented and many a loss avoided if the services of an honest attorney had been secured at the inception. For very often when the snarl becomes so great that a lawyer must be secured, he finds that the matter has gone beyond the point of compromise. Under such circum- stances his services and the other costs incident to the straightening out of the difficulty are reasonably sure to be five or ten times as great as if he had been brought into the case at the beginning. It is a rule which has few if any exceptions that an attorney should be consulted at the slightest appearance of any form of controversy or trouble which can in the ordinary course of things mean litigation. A few weeks ago an attorney was consulted by a retail grocer who had that day been served with a sum- mons in a suit for damages. Several weeks before that a pedestrian had fallen upon some ice in front Of his store and had broken his arm. As soon as he discovered the damage which had been done, the pedestrian sent word to the grocer that the cause of the accident was the icy pavement and that he would expect the owner of the pavement to settle the doctor’s bill. As the break was not serious this should have reasona- bly gotten within $25. The grocer, sincerely feeling that he was not to blame, refused rather hotly to pay one cent and after a somewhat acri- monious correspondence, suit was be- gun for $5,000 damages and is now pending in the courts. The —_—_ Managing To Live Through It. “Still doubled up with that infernal rheumatism, are you, Notley? Upon my soul, I am sorry for you,” said the friend who had dropped in fo1 a short call. “I am glad to have your sympathy,” replied the sufferer, wincing a little as a sharp twinge caught him in the elbow joint, “but I have read the obituaries of 32 people who were sorry for me.” ——_2>>——___ Wanted a Cheaper Variety. “What!” exclaimed the woman who had just started a boarding-house, “twenty-five for those string beans?” “Them ain’t string beans,” said the huckster. “Them’s butter beans, an’—” “Hm—butter beans! Maybe you've got some eleomargarine beans that’d come cheaper.” Bostons Are Always Durable They look right, fit right and are always com- GRAND RAPIDS ‘SHOE. fortable. We have sold the Boston Rubber Shoe Co.’s goods for over a quarter of a century and we know Up to May ist, 1906, the discounts are 25-3-5 per cent. on Bostons and 25-10-3-5 per cent. on Bay States. These prices are guaranteed against any ad- vance or decline on all detailed orders received prior to April 15th. We go everywhere for business. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Our “Custom Made” Line Of 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 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 ‘‘mette | No goods sold at retail Local and Long Distance Phone M 2226 34 MICHIGAN TRADESMAN Shoe Findings in the Shoe Store. The term “shoe findings” is older by far than the present generation. Going back to the old-time custom shoe shop this term implied items that entered into the making of a boot or shoe other’ than leather, thread, wax, nails, bristles, pegs, etc. As the shoe shop took on the dig- nity of a shoe store the meaning of the term “shoe findings” was en- larged, taking in a variety of articles which were unknown to our forebears and which are now essential features to a modern shoe store. Too often too little attention is paid to the shoe supply department, the different items, instead of being grouped in some convenient place, being scatter- ed throughout the store or ‘delegated to a rear corner. One is surprised upon looking over the index of a shoe store supply cat- alogue to find so many articles which may and ought to be kept on sale in a modern shoe store, and one is equally surprised to find how little capital is required to put in an ade- quate assortment for the needs of his patrons. There is no doubt that the findings department, with a little Pains, can be made to pay a better percentage than any other department in the store. Every live merchant knows that when goods are properly display- ed he has engaged a silent although effective salesman without adding to the expense of his payroll. In order to display the different items properly a suitable showcase ought to be used wherein the different articles can be laid out for inspection. This will also give your store a modern and up-to-date appearance. —_>2.__ Disappointed Shoe Dealers. Considerable disappointment is in store next season for shoe dealers and merchants who placed their or- ders for spring footwear at the old prices, or at a very slight advance Goods are beginning to come to hand and dissatisfaction in some cases has already made itself mani- fest. More tangible evidence will come to their notice when the goods are put to the test of wear. Then the claim of the makers must of it- self fall. Intelligent shoe men must recognize as well as realize the fact that footwear prices should advance considerably with the present pre- vailing conditions of the high hide and leather markets. Many manu- facturers of unquestionable reputa- tion have this season tried to create the impression that they would be 2ble to make shoes as near the old “wtices as possible. Wise dealers fore- saw the situation and did not hesi- tate in meeting it, an dreadily paid an advance of 5, Io or I5 cents per pair for good selections of sole leath- er. The sole will be the place first to show the weakness of inferior stock. Success of business depends on quality—wearing quality counts. It matters not who makes the foot- wear, the advanced cost of production is one that can not be gotten away from, not alone on account of the advance cost of sole and upper leath- r, but the added advance of most other materials and the increased cost of labor. The conditions are here and the responsibility can not be thrust upon any one set of persons. It is the outcome of our present pros- perity. —~+2.____ The Golden Rule. Don’t size your employes up as thieves and liars until you have had proof that such is the case; give them their constitutional rights. I have known several at first absolutely straight men, but of weak moral fi- ber, who have become tired of a too severe espionage and have eventual- ly stolen, because, as they said, “they might as well have the game as the name.” Don’t forget, above all, that the Golden Rule should apply in your treatment of clerks. Don’t play fay- orites, for it awakens jealousy, but don’t be afraid to commend good work publicly. It is a good incen- tive for a large force and you are commending the results, not the man. “I like the way this is done” car- ries more weight with a man than “I like the way you do things,” pro- vided always that you let your men know that you know what is going on, and who does the work. Don’t put a clerk down as a loafer because you see him apparently idle when you come in suddenly, and who continues so after your arrival. He is less to be distrusted than he who, under similar circumstances, makes a sudden burst of speed. The first may have finished an arduous piece of work; the second may be bluffing. —~+<-.___ Make the Show Window Back the Advertising. A very important feature of shoe store advertising, and one which is frequently lost sight of, is to make the window back the advertising. The connection should be as direct and pointed as pssible, the stronger the better. This can hardly be carried out if the window is crammed full of a miscellaneous assortment of nearly everything in stock. Don’t crowd the window, and always give advertised goods a chance. A very useful idea in such cases is to clip the store advertisement from a num- ber of daily papers of the same date and paste them lightly to the inside of the window. Another very tasty way of doing this is to mount a num- ber of copies of the daily advertise- ment on neat, plain or tinted cards and place them in the window among the goods. Th purpose of the daily advertisement is to talk up seasonable goods, and the window campaign should be laid out in the same way. ———— > Poor Richard Junior’s Philosophy. Lovers of self admit of no rivals. Often confession is owning up when you are sure to be caught. Some- times conservatism is simply radical- ism in its dotage. There never was a good enemy who would not make a better friend. A man who wears dia- monds may be a gentleman, but ap- pearances are against him. Those who are five minutes late do more to upset the order of the world than all the anarchists. | Have You a Shoe Sundries Department in Y our Store? Yes. Is it in the rear of your store, a sort of rummage corner, hit or miss, catch as catch can place? If so make up your mind that you are go- to bring it to the It’s worthy of a promi- front hefore ing spring trade opens. nent place in your store because it can be made to pay a better per cent. than any department you have. Heelers Shoe Lifts Knee Protectors Cork Insoles Hair Insoles Leather Insoles Lamb Soles Overgaiters Leggings Toe Plates Ball Plates Rubber Heels Shoe Dressing Round Shoe Laces Flat Shoe Laces Silk Shoe Laces Oxford Shoe Laces Colored Shoe Laces Shoe Blacking Porpoise Shoe Laces Leather Preservative Raw Hide Shoe Laces Brushes Ankle Supporters Corn Cure Heel Plates Foot Powder Shoe findings were made to sell, not to give away. Send for catalogue and ‘‘Get Ready.” HIRTH, KRAUSE & CO., Grand Rapids, Mich. How Would You Like to be the Shoe Man? Selling Nie Ae < Hage > i=; NS oo. SR Hard Hee Pan Shoes for NG eh 4 CTR LT) ae THe He Men Boys Youths A shoe as solid as the everlasting hills. Made over foot easy lasts. That makes you a friend every time yousella pair. You’ve been saying tomorrow about as long as it’s safe. Exclusive terri- tory—continuous sales —hosts of friends—also P. D. Q. deliveries from stock. Order a run of sizes to-day. To-morrow the line may be sold to the other store. Look for Our name; it is on the straps of every pair. The Herold-Bertsch Shoe Co. Makers of Shoes, Grand Rapids, Mich. ~e & ae ve ~e ve MICHIGAN TRADESMAN Art of Getting Attention Sells Goods. In this day of business competition attracting attention has become a fine art. Just what quality or quantity of impression is hest suited to the eye or ear of prospective buyers has become a question for careful study. Trad- ing has been lifted to the level of a science by this influencing of the hu- man mind to take note and desire and buy. That this science is an accurate one has been attested by remarkable re- suits in advertising. The elimination oi a single word in an ad. appearing currently in one of the leading per- iodicals cut down replies to it 50 per cent., and after awhile when the word was reinstated, replies increased to the former amount. The increasing or diminishing of space for a given advertisement has been followed sen- sitively by an increase or decrease in results. It has also been demonstrated that color—certain colors—-have remark- able attracting power on billboards and influence casual observers favor- ably. Luscious dabs of burnt orange, for instance, in a poster, have preju- diced thousands of palates in favor of drinks and foods hitherto unknown. In approaching a stranger every de- tail of one’s person is_ effective; clothes, bearing, and voice should af- ford a background as it were to the values you offer for sale, which is vivid enough to be distinctive with- out diverting attention from the prop- osition in hand. The mistake often is made of making oneself too im- pressive; the seller becomes then the foreground, and his apparel, the back- ground, of attention. Sometimes in a tone of surprise one hears of this or that splendid fellow not making good as every one had expected. The explanation is often simple enough: he has been too much of a “good fellow.” It is a delicate question, drawing the line between self-assertion which lends prestige to a transaction and the sort which overshadows it, but the result is unmistakable. In a large New York office there was al- ways a welcome for “Fatty Webster,” the penman, as he was called. His huge person, elaborate courtesy, and his stories had become a _ tradition among the older members of the force, and a source of much curiosity among the boys on the day of his annual visit. He was polite and en- tertaining, as vivid a man as ever came across the sea with English goods to sell. His goods were good, as good as the best, and he always sold a few boxes each trip, but singu- larly enough during the twelve months intervening the bulk of the office needs were supplied from other sources. Webster, in fact, was better known than his wares. Sometimes he would inquire why purchases had been so light since his last visit. No one seemed to know or care much about it. Webster seemed complete without them. Business men constantly are be- sieged by people who have things to sell them, and often it is necessary to avoid a hackneyed approach by some novel statement of an old story. This method was successfully employed by a life insurance agent, who approach- ed a wealthy manufacturer one day in his office in the following manner: “Mr. Smith, I understand your fam- ily are having a bad time settling your father’s estate out of court.” At this personal reference the man pricked up his ears. Some aid might be at hand to untangle that disagree- able dispute. “How about your own estate?” the agent continued. “Is there any chance of your wife having similar trouble after your death?” The man admitted the possibility. “Would you be willing to pay me $50,000 now for every $100,000 I guarantee to disburse to your family after your death, in any manner you designate?” “But I could not spare so large a sum from my business.” “Will you pay me 2% per cent. an- nually of that sum as long as you live for the same service, with the privilege of discontinuing the deal at any time, with refund to you of near- ly all of the interest paid in?” The man looked up incredulously. It was a simple statement of results under a life insurance policy for $100,- ooo, and so interested the man that he signed an application for the amount. He had always been op- posed to insurance. The danger in such method of ap- proach lies in the tendency to mis- represent, to paint glowing pictures which contrast badly with the facts. The reaction is sure to be fatal; at- tention has been purchased with re- sentment. To gain access to a man on false pretenses is equally bad. Some- times modesty by its unusualness will arrest attention and then easily win confidence as a matter of course. It is unusualness of the pleasant sort which counts. The pronoun “you” is much more effective than “I” in addressing a man from his own stand- point. It is a difficult matter to perpetu- ate attention. If it is a question of holding trade in one’s absence against the personal appeals of perhaps scores of solicitors in the meantime, then some method must be devised of as- sociating oneself or one’s goods with something habitual in the buyer’s mind, some hobby or incident not easily forgotten. John Benson. —_-__ >. Musician Builds Miniature Locomo- tive. Christopher Jasperson, a Salt Lake City musician, on a wager made with Kent O. Keyes, of the New York Central Railroad, has succeeded in building a miniature duplicate of the large locomotives used on the Central lines. The work was done during spare moments and has tak- en five vears to finfish. It is com- plete in every detail, can be fixed up and operated with steam and has 200 separate parts in the engine alone. Mr. Jasperson has had no me- chanical education or training, but has a little shop not large enough for two persons, in which, he says, he finds pleasure in doing tinkering. He is a bookmaker by trade, but has cultivated his musical talent and me- chanical skill, Reeder’s of Grand Rapids Hood and Old Colony Rubbers Best Goods Best Prices Bcst Deliveries Geo. H. Reeder & Co. Grand Rapids, [lich. Have achieved a splendid reputation for wear and reliability among the best farmers, miners, mechanics, lumbermen and workingmen of all classes. This line of working shoes will win the everlasting friendship of your customers and make _ your trade grow. Have you noticed the striking advertisements of Mayer Shoes now appearing in leading publi- cations throughout the country? Be prepared for the demand— send for a salesman. F. Mayer Boot & Shoe Co. Milwaukee, Wis. ONLY $15.85 Retail Value $22.00 for this selected oak desk, 48 in. long, 30 in. deep, 45in. high, finished a rich golden color and has a heavy varnish finish. The interior is conveniently arranged with pigeon holes, and the base has 4 drawers in the left pedestal, and 3 letter files fitted with our special index, and a large drawer in right pedestal which is deep enough to admit of large books or letter files. All drawers lock or unlock by opening or clos- ing the curtain. This desk;made in 54 in. and 60 in. The Sherm-Hardy Supply Co. Wholesale and Retail Office Furniture 5 and 7 So. Ionia St. Grand Rapids, Mich. In writing please mention the Tradesman, Sa xc 36 MICHIGAN TRADESMAN GET INTO POLITICS. Urgent Advice by the President of Indiana Association.* The great interest in the commer- cial trade of the State is clearly manifest by the attendance here from every quarter of the State of business men who unselfishly are working for the betterment of the retail merchants’ condition as a whole. I am certain that the good results of this convention will be permanent and far-reaching; that its influence for good will be felt in every city and town in Indiana and that the people in general will throughout the State look upon this Association as a great factor for the advancement and protection of all law-abiding citizens, whatever may be their station in life. In my address at the fifth annual convention, held at Vincennes in January, 1905, I attempted to point out the many evils which beset the merchants of this State. At that time I endeavored to place particu- lar stress on the non-enforcement of the law and the legislation necessary to healthful business conditions. One year has elapsed since our last con- vention and conditions are unchang- ed. We find in the state house at Indianapolis they have just awaken- ed to the fact that, at the very foun- tain-head of law and order in our State, corruption in public office, graft and a total disregard of law have held full sway. In the eyes of the Nation to-day Indiana stands disgraced and I charge the business men with the re- sponsibility of present conditions, owing to their inactivity in public affairs. The time has arrived when the duties of the business man extend farther than buying and selling mer- chandise. Some of his efforts must be directed in the interest of the public good if he himself wishes to prosper. By our apathy and lack of united effort in the past we have sowed the wind and to-day are reap- ing the whirlwind of graft of the most colossal nature. We were brought to an abrupt realization of these facts when the arbitrary power of the State govern- ment was used to crush the Mer- chants’ Mutual Fire Insurance Com- pany of Indiana. This was accom- plished through the State Auditor’s office, at the command of the com- bined fire insurance companies, com- monly and correctly called the “Fire Insurance Trust.” I feel it is due this Association that you fully understand the circum- stances relative to this affair, and place the responsibility where it rightly belongs. Carrying out the wishes of our convention at South Bend, your Ex- ecutive Board authorized the organi- zation of a mutual fire insurance com- pany, whereby the merchants of this State might secure insurance against loss by fire for a sum less than the exorbitant rates charged by the in- surance combine. As a result of our _* Annual address of President Fred Meyer at sixth annual convention of the Indiana Retail Merchants’ Association, which"will”be ‘held at efforts ‘in this direction a charter was issued by the Secretary of State to the Merchants’ Mutual Fire Insur- ance Company of Indiana to do a general fire insurance business in this State. This charter was issued up- on the statement of the State Audi- tor that the law had been fully com- plied with, that a satisfactory ex- hibit had been made of our cash, se- curities and other papers, that we had $100,000 in bona-fide premium notes and $20,000 in cash and - that we were entitled to every protec- tion under the law. In eight months, Or at the close of business May 31, 1905, the company had secured over $2,000,000 of business, had nearly $400,000 of future business, represent- ing 1,600 policy holders, including many of our best and most conserva- tive merchants, and the surplus was such as to justify the statement that, beyond the question of a doubt, we would be fully able to return the 40 per cent. notes taken in part pay- ment of premium. During this period David E. Sher- tick, Auditor of State, answered ail enquiries regarding the company with the statement that the Merchants’ Mutual Fire Insurance Company was legally organized and absolutely safe. The great inroads we were making upon the business of the “trust” caused them to send out the word that our company must be crushed, regardless of cost or methods used Their first effort was to attack us through “Rough Notes,” a paper pub- lished at Indianapolis by the com- bine. Nothing was too false or li- belous for them to print, their de- sire being to provoke litigation and in that way endeavor through pub- licity of court proceedings to create adverse public opinion. Completely failing to affect us in this manner, they next attacked us through the of- fice of the Auditor of State and, as a citizen of Indiana, I blush for shame when I am compelled to state that with the assistance of our State officials they accomplished their pur- pose. State Auditor Sherrick, who pre- viously reported our company first- class, and our securities above ques- tion, when commanded by the “trust,” notified us that our premium notes were not in accordance with law and ordered us to discontinue busi- ness. J regard this act as one of the most dastardly outrages ever perpe- trated upon the people of Indiana and it richly deserves the censure of this body. Recent developments in the state house furnish additional proof of the deplorable condition of public affairs, and in all sincerity I state that I believe the time has arrived for the merchants of Indiana to arouse to the necessity of honest conduct of public business by offi- cials who are the servants of the people. In this connection I believe that there is one official who should receive the hearty endorsement of this convention and the unanimous support of the merchants of Indiana in his noble efforts in the interest of having public officials faithful to their trust. I refer to Governor J. Fort Wayne, Ind., January 16, 17 and 18. Frank Hanly. Legislation necessary to the busi- ness interests of the State should not only be considered, but should receive the best thought of this body. The National Congress has now un- der consideration two measures on which this convention should em- phatically declare itself. One is the national pure food bili, which we should heartily endorse, and the other is the parcels post bill, which we should oppose with all the force and strength of this organiza- tion. This subject will be ably han- dled later on by one of our most prominent delegates. The sixty-fourth General Assembly of Indiana will go down in history as the freak legislative body of the age. Freak bills were passed with a whirl, while necessary legislation met defeat. The indorsement of the merchants of Indiana of a measure be- fore this body seemed to be its death warrant. This is particularly true of the Senate branch of the Legisla- ture, where twenty-five of the fifty members are lawyers by profession and the paid attorneys of large cor- porations, it seemed by virtue of their membership in Indiana’s legislative body. The merchants’ protective bill, the anti-trading stamp bill, the non- resident peddlers’ bill and the bill to regulate sales of stock in bulk were all endorsed by the merchants and were promptly defeated by the cor- poration attorneys of the Legislature who seemed to control that body. I feel that the condemnation of these gentlemen could not be too severe and I ask this convention to adopt such measures as will give gen- eral publicity to the action of cer- tain members of the late lamented Legislature and devise ways and means by which we may receive due consideration at the hands of the lawmaking body of Indiana. Gentlemen, I appeal to you to go into politics, not as partisans, but as law-abiding citizens, in the interest of self preservation. I hope this convention will not ad- journ until plans are complete in every detail by which we may be able to secure the passage by the next Legislature of a merchants’ protective bill, which will deal justly and be in the interest of all honest citizens. In conclusion, gentlemen, I trust your deliberations will be harmonious and will bear good fruit. I know you will carefully consider the propositions presented to you, and that the sixth annual convention of the Indiana Retail Merchants’ As- sOciation will mark the beginning of a new era, of a brighter dawn for the business men and the commercial interests of the State. — >< -}—__......, Easy Way To Classify Men. Customer—Why haven’t you called upon me for that little bil] you? Grocer—Oh, I make it a rule never to ask a gentleman for money. Customer—Indeed! But supposea man is indebted to you and doesn’t pay? Grocer — Well, after -a certain length of time I conclude he is not a gentleman; then I ask him. I Owe Making the Hardware Store Att: tive To Women. Not one woman in ten knows w) the hardware store does—or shou}, contain. Of course, most won, know that it is the headquarters | stoves, plows and nails. If there } pens to be a sportsman in the fa; ly, guns and ammunition are adi to the feminine inventory. But woman rarely has occasion to inve even in a razor or jack knife. ; notion once formed stands ij chance of being overthrown. Should some special purchase quire her to enter. it is with a feelj of uneasiness—akix to that of ent: ing a country bar-room. Possih there is nothing of reassurance wit! in, The proprietor meets her wi grimy hands, evidently leaving wi: reluctance the farmer with whom | was dickering on a harrow. His hes itating manner induced by his un couth personal appearance makes thc fair purchaser more than ever fee herself out of place. The purchase hurriedly made, she scuds out quickly as possible, neither looking to right or left for bargains, and gives a sigh of relief that hardware- man and plowman are free to contin- ue their trade. He who would retain women cus- tomers finds that, with basin, and towel at hand, he can quickly render himself presentable. No one can make a success of salesmanship when his general demeanor suggests a continual apology for himself, he is ill at ease, and the feeling is con- tagious. While there is rough work connected with sales, there is no necessity for uncouth appearance. sOap A neatly kept room is another at- traction. Shining stoves are univer- sally admired. Even rough farm im- plements, neatly arranged, are attrac- tice. Cleanliness is the keynote Freedom from tobacco juice and rustic remark is essential. Loungers who habitually inspect customers and the goods purchased are not conducive toward building up the feminine trade. If goods liable to attract her are all packed away in boxes, to be shown only as called for, she will continue to believe the hardwareman has lit- tle in her line. However, if he ex- erts himself, just a little, to have her see the merits of a new roaster, meat chopper, or cherry stoner, this opin- ion is quickly and permanently chang- ed. There are countless little house- hold articles which, when once used, are adopted as necessities. The show window is a good place to introduce them to the public; but a personal talk is better. The woman who finds a neat and Orderly store, polite salesman, evi- dence that she is welcome, and that in many lines the goods are of such nature as to interest her directly, will quickly avail herself of the opportu- nity to profit by investment. And her leisure for investigation is often greater than that of her business- engrossed husband. ae Where Some Dealers Are Weak. To be successful a merchant must be imbued with such enthusiasm for his calling that he will not fail to believe the articles he is selling are oe 4 4 4 ~} 2 ‘ie MICHIGAN TRADESMAN 27 entitled to good prices. His enthu- siasm falls short of full measure if it does not include appreciation of the merit of everything in his stock. A man may take pride in the ap- pearance of his store, in the system which he introduces into his ac- counts, in the-methods which he uses in securing the attention of the public, and in the bargains he makes with those who sell goods to him, but he will fail in an essential re- quirement if he has not such faith in the value of the goods which he sells as to insist upon getting prices which will realize a fair profit, un- less, of course, he has an object in making a leader of some one or more lines. We have’ known in- stances in which merchants thorough- ly equipped to conduct their business, apparently proficient in all the qual- ities needed to make them success- ful, have proved weak in selling their goods. This possibly has arisen from overestimating the strength of competition from other merchants, or from a natural predisposition to pessimism. The man who looks persistently on the dark side feels that to maintain his footing in the trade he must offer inducements to those who purchase from him and fears to ask a price fair to himself. The merchant who is thus constituted almost invariably comes to grief. During his career in a community he makes himself a continual thorn in the side of others who are in the same branch of trade. They may all be anxious to keep up their prices and secure a fair return on their investment, and proper com- pensation for their labors, but find themselves unable to do so by rea- son of his competition. In the case of such a man this competition may not mean that he is endeavoring to increase his trade at their expense, but simply that he has not sufficient confidence in the merit of the goods which he sells to aim to secure what they are really worth. It is unfortunate for him- self, as well as for the community, that any merchant should lack that pride in his business which makes him feel that the wares that he sells are too good to be sacrificed.—Iron Age. —_—_++~.————_ Asks More Money for Hog Inspec- tion. Secretary Wilson, of the Depart- ment of Agriculture, has submitted to Congress, through the Secretary of the Treasury, a request for an im- mediate appropriation of $135,000 in order that increased exportations of pork may be made. The Secretary said that owing to the high price of pork abroad there had been such a demand for Ameri- can pork that there were not inspec- tors or microscopists enough in the service to make it possible for exten- sive shipments to be made. He be- lieves, however, that if the amount stated is given to him the Depart- ment will be able to respond to the call for relief made by packers. These had offered to pay the expense of the inspections, but under the law this could not be permitted. Hardware Price Current AMMUNITION Caps G »b., fall count, per m............ 40 Hicks’ Waterproof, per m........... 50 Mausket: per Mos... ct ks 15 Ely’s Waterproof, per m............. 60 Cartridges No: 22 short, per Hi. ....<. 35.63 s6. oe 2 50 We. 22 long, per mm... . 2.6668... 3 00 Ne: Sa Siler. per Mo... 4..........- 5 00 Ne: 32 lone Wer mi... tl 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..... 70 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 4y% 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 Kegs 25 tbs., per Wem.............. 490 % Kegs, 12% Ibs., per % keg ........ 2 90 % Kegs, 6% Ibs., per 4% keg ........ 1 60 Shot In sacks containing 25 tbs Drop, all sizes smaller than B...... 1 85 Augurs and Bits SGI oe 60 Jenminge® genuine .............-.... 25 Jennings imitation .................. 60 Axes First Quality, S. B. Bronze ......... 6 50 First Quality, D. B. Bronze. . First Quality, S. B. S. Steel. 7 First Quality, D. B. Steel. Barrows Ramrceae . 2.2... 15 60 OPEC as 33 00 Boits SEOVG oe eo ok, 70 Carriage, new Hst. ..............:.. 70 PIG ce 50 Buckets Well plitm ........................ 4 50 Butts, Cast Cast Loose Pin, figured ............ 70 Wrougnt, narrow. -..............:. 60 Chain ae - 7" a “9 % in. %% in. Common. . -.-:6 €.... 4466 Bo aye: e....64e....6 ¢ — Tye: "6% c... .6%He aes Cast Steel. per MH. ................... 5 Chisels Socket Mirmer .........-...6...4..44 65 Socket Mraming. ................... 65 Seeker: Cormier . 2.05.02. 2.28... 65 Heemet SHGES 226... le 65 Elbows Com. 4 piece, 6in., per doz. ....net. 75 Corrugated, per doz. .............. 1 25 BGNGGEOING oo ol. dis. 10810 Expansive Bits Clark’s small, $18; large, $26. ...... 40 Ives %, $18; 2, $28; &, Sse ..... 2... 25 Files—New List Mew Americnht . 22... 06.025. <6 255.0 == THenemen es (22... ... st. . . 8s Heller’s Horse Rasps. .............- 10 Galvanized Iron Nos. 16 to 20; 22 and 24; 25 and 26; 27, <3 List 12 13 14 16 18 17 Discount, 70. Gauges Stanley Rule and Level Co.’s .... 60&10 Glass Single Strength, by box .......... dis. 90 Double Strength, by box ........ dis 90 By tue Hem *.:. Se dis. 90 Hammers Maydole & Co.’ s new js ee dis. 334 Yerkes & Plumb’s .............. dis. 40& Mason’s Solid Cast Steel ....30c list 706 Hinges Gate, Clark’s 1, 2, 8...... Secece dis 60&10 Holtow Ware oe ccc caccas cae ucc cic Kettl cl calica elle cis cis cic can EN oo eee sec eee ua, cee Horee Nalis ie Bee. 2.5. ..... 2. cce ee: Se House Furnishi Stamped Tinwars, cowcce 3 C698 Geosveosee Gere Iron Bar BGA ee eae eden 2 25 rate Eight Bando cio0 i 3 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 ....... discs eee caus 8 ee) POUNG ee eee 8% Miscellaneous Bre CAP te aaa 40 pews, CHCCE a 75&10 serows, Now Bist) 23020 oll, 85 Casters, Bed and Plate ......... snes Dampers, AMmericnm o.............- a 50 Molasses Gates Secubins Pattern (ooo. os 60&10 Enterprise, self-measuring. .......... 30 Pans ey Acme ooo lk. 60&10&10 Common, polighed .................. 70610 Patent Planished Iron ““A’’ Wood’s pat. plan’d, No. 24-27..1@ 80 “‘B” Wood's pat. plan’d, No. 25-27.. 9 30 Broken packages %c per Ib. extra. Pianes Obie Yoo! Co.'s faney............... 40 Seigta Benen oo oo 50 Sandusky Tool Co.’s fancy.......... 40 Bene, first quality....0....000.0..2.. 45 Nalls Advance over base, on both Steel & Wire secel nails, BaS® .........5... od eae 2 35 Wite 8am DANG 220i elk. 2 15 20 to GO advance... ws ke Base 2G te 56 advanea... 0... ww 8 5 © AVANCE Co SOvaCe 20 2 ONO 30 S SOO es 45 @ AGVARCE 70 Mane 2 aduanec cl we 50 Cassme 1@ advance _........:.....; 15 Casing § advance... ...00055...0... 25 Casing 6 agvance...25....00.01..0.... 85 Hinteli 16 advance... ck... 25 Binteh © advances ..8..! 35 Miniah © advamee -.................. 45 Marrel % advance .................. 85 Rivets ron ang Giisiee | oie. 50 Copper Rivets and Burs ........... 45 Roofing Plates 14x20 IC. Charcoal, Dean ........... 7 50 14x20 5X Charcoal, Dean ........... 9 00 20x28 IC, Charcoal, Beam 2.0.68: 15 00 14x20, IC, Charcoal, Allaway Grade. 7 50 14x20 [X, Charcoal, "Allaway Grade .. 9 00 20x28 IC, Charcoal, Allaway Grade ..15 00 20x28 IX, Charcoal, Allaway Grade ..18 00 Ropes Sisal, % inch an@ larger ..........- 9% Sand Paper Fist geet, 12 G6 ... 2... ll... dis 560 Sash Weights Seld Hyes, per ton ................. 28 00 Sheet Iron Nos: 20 to t6 oo... 3 60 Mes 15 tO fe ooo 3 70 Wes, 5% t6 28 ooo 90 Nes 22 to 24... 410 3 00 Nos 25 €0 26 2........00..5.: ; 20 4 00 Me fF 6, 410 4 30 All sheets No. 18 and lighter, over 30 inches wide, not less than 2-10 extra. Shovels and Spades irat Grade, Dome ....0..50.02...5... 5 50 Second Grade, Dom ................; 5 00 Solder ee 21 The prices of the many other qualities of solder in the market indicated by pri- vate brands vary according to compo- sition. Squares Steel and fram... ol... 60-10-65 Tin—Melyn Grade 10x14 IC, Charcoal. ..... eae cecal 10 50 E4uao §@ Ciigreeat ... 2.2.2... le. = = 10x14 IX, Charcoal .....2222222202: al Each additional X on this grade, i 3 Tin—Allaway Grade 10x14 IC, Charcoal .... 14x20 IC, Charcoal 10x14 IX, Charcoal ... 14x20 IX, Charcoal Each additional X on this grade, ‘2 b0 Boiler Size Tin Plate 14x56 [X, for Nos. 8 & 9 boilers, per Ib 13 Traps Meee Game oc ee ec. 75 Oneida Community, Newhouse’s 40&10 Oneida Com’y, Hawley & Norton's... 65 Mouse, choker, per doz. holes ...... 1 26 Mouse, delusion, per doz. ........... 1 25 Wire rigmt Market .................... —-. Mumocaled Market ...................; 60 Coppered Market ................... 50&16 Premed MSEnce .. 2. cc eases 50&10 Cameees Spring Steel .............. 40 Barbed Fence, Galvanized .......... 2 75 Barbed Fence, Painted ............. 2 45 Wire Goods Bo cde EC Hi Leena cnidisceewesaaccccceduecs cae ‘oo Gate Hooks and Byes. ..............89-13 chee Wren —— A@justebic, Nickeled. ...... @ Cee e es He eeseeecevsenesese as Tle “eq’e Pasert Agric sitar! Crockery and Glassware STONEWARE Butters 6 Gel POF GON, 6526 oo. s cesses 48 I te G Sab. per GoM i... se cits cls € © wal, COO ee i Sede aes i cagses 56 © Cal GOON oot ce: ae ass 70 12 Mal.” COGN: es cee. 84 16 gal. meat tubs; each ......<...- 1 20 20 gal. meat tubs, each ............. 1 60 25 Bal meéat tubs, GGGn ....66606s oc 2 2 30 gal. meat tube, each ........... 2 70 Churns 2 to 6 gal per gab ..ooi lt cr | Churn Dashers, per dom .......6... Milkpans \% gal. flat or round bottom, per doz. 48 1 gal. flat or round bottom, each .. 6 Fine Glazed Milkpans 4% gal. flat or round bottom, per dos. % 1 gal. fiat or round bottom, each .. Stewpans % gal. fireproof, bail, per doz ...... 86 1 gal. fireproof bail, per dow ...... 1 16 Jugs 1? gal. per dom, .......... ecouewed ac a 16 MO POT GOR 6 i cic cece i T to G& web. Der Geb... cw cele a es - % Sealing Wax & the. in package, per MW. ........... 2 LAMP BURNERS ee. O SU ec cece ua ae 3a ING, © Ge occ cc ee 38 Me. 2 Sam oe 60 NG: 2 SW ee. eeeeues 85 TEMMIAE ee sequen 5b INGOmiem 258. ee 50 MASON FRUIT JARS With Porcelain Lined Caps er gross PIS oo oes eueeas ddeceacdeccce a a CHARM oo uct ls eaeeeeeeceadcceccaaa an & = Ste cedure tededudeeddcacades a Sak jase pacha 4 ee ns LAMP CHIMNEYS—Seconds Per box of 6 doz. Anchor Carton Chimneys Each chimney in corrugated tube Wo. @ Crimp tom. ........65... weeeeea Nee 3, Cele COR. 255.0. cece cece cece Oe Ie: 2 Ceriep Geb... cesses lee 2 75 Fine Flint Glass in Cartone Ne @ Crimp tep. .............-. eee 00 We: © Crimp top ......0645...4. eee seoesersr resent Mer HOO? ge MICHIGAN TRADESMAN Poultry Raising in Ireland. Consul Knabenshue, of Belfast, re- sponding to enquiries, furnishes the following report on a_ system of poultry raising recently established in Ireland: The Department of Agriculture and Technical Instruction for Ireland, which was organized under act of Parliament, entered upon its. duties four years ago. Among the many objects within its purview is poultry raising. An annual appropriation of public money is made to each coun- ty for poultry improvement. Ac- cording to the last general report of the Department, there were em- ployed during the year ending Sep- tember 30, 1904, thirty instructresses in poultry keeping. The objects aim- ed at are, first, to improve existing breeds of poultry by infusion of pure bred stock; second, to develop the industry on the two lines of egg production and rearing fowls for ta- ble use. To promote instruction in the best methods of hatching and rearing the Department recommends to the coun- ty committees the appointment of an Official whose duty it is to stimu- late popular interest. Of the thirty- three administrative counties in Ire- land, only one failed to adopt the recommendation. In each of the thirty-two counties meetings have been held and poultry keepers have been advised and assisted in pro- curing eggs of pure breeds from the Department’s egg distributing centers. The amounts appropriated that year by the government for poultry work ranged from $3,475 in County Cork and $2,186 in County Antrim to $778 in County Carlow, lowest. During the year there were 3,165 meetings held in the interests of poultry improvement. The 392 egg distributing stations sent out I0,- 357 dozens of chicken eggs for hatch- ing. The selection of breeds was left to the county committees, but the Department’s regulations require a selection from the following: Laying breeds: Minoreas, or Brown Leghorns. General purpose breeds: Houdans, Plymouth Rocks, Orpingtons and Faverolles. The choice of the county commit- tees mainly fell on the Buff Orping- ton and White Leghorn. The _in- structors in poultry work are ail- lowed $09.75 per week, in addition to second class railroad fare, jaunt- ing car hire where necessary, or bi- cycle allowance of 4 cents per mile in lieu thereof. Their duties are to lecture upon the selection of breeds, the hatching, rearing, feeding and housing of chickens and marketing the product. —_>2—____ Squab. Growing Industry. One of the most enthusiastic squab growers of the country writes that he firmly believes that there is a great future for the squab growing White industry, and that more breeders are needed to supply the rapidly increasing demand. This is true, but the writer should have added that the demand is for a better quality and heavier weights. There is en- tirely too much of a belief that a squab is a squab no matter how large or how small. This is not true. Squabs that weigh under eight pounds to the dozen never sell at a profit. Several years ago any kind of a young pigeon would sell profitably as a squab, but thorough investiga- tion of the markets proves beyond a doubt that at the present time noth- ing but plump birds, well grown, at an average of over eight pounds per dozen, can be sold at a profit. A dozen pairs of squab breeders are plenty for any one to start with. This will be enough to give you all that you will need for the first twelve months. After that you can easily be your own judge as to the number you are able to keep. ——_ +. Good Reason For Keeping a Dog. A prominent dog fancier and wealthy man stepped into a grocery the other night and _ accidentally stumbled over a fat old German, who was sitting in a corner smoking his pipe. Under his chair was the most re- markable specimen of a dog that the gentleman had ever seen. It had the appearance of a pug, with rough red hair and a long tail. It was impos- sible to resist laughing at the placid old man and his nondescript dog. “What kind of a dog is that?” asked the gentleman. “T don’t know,” replied the German. “I suppose you use him for hunt- ing?” “No” “Is he good for anything?” “Ne “Then why do you value him so?” “Because he likes me,” said the old fellow, still puffing at his pipe. —_+<-+____ Did Not Pray for Butter. Olivia is a little girl who was on a visit to her grandparents. She was well acquainted with the Lord’s prayer, but did not say it at night. The other evening at bedtime she repeated her “Now I lay me” as grandma sat beside her cot. Just as good-nights were about to be ex- changed she remembered about the Lord’s prayer and said: “When I’m home I sometimes pray to God to bring us bread.” “Do you, dear?” said grandma, “and butter, too, I suppose?” “Nope, I don’t pray for butter, *cause the butter man brings it. Goo’ night, gramma.” —_—_—_.<-.____ The Village of Content. Did you ever hear of the town of No- good, On the banks of the river Slow, Where the Sometimes-or-other scent the air And the soft Go-lazies grow? It lies in the valley of What’s-the-use, In the province of Let-her-slide; It’s the home of the reckless I-don’t-care, Where the Give-it-ups abide. The town is as old as the human race, And it grew with the flight of years; It is wrapped in the fog of the idler’s dreams, Its streets are paved with discordant schemes and are sprinkled with useless tears. W. C. Rea A. J. Witzig REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Pouitry, Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, — Companies; Trade Papers and Hundreds oi ppers Established 1873 We have the facilities, the experience, and, above all, the disposition to produce the best results in working up your OLD CARPETS 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. Ice Cream Creamery Butter Dressed Poultry Ice Cream (Purity Brand) smooth, pure and delicious. Once you begin selling Purity Brand it will advertise your business and in- crease your patronage. Creamery Butter (Empire Brand) put up in 20, 30 and 60 pound tubs, also one pound prints. It is fresh and wholesome and sure to please. Dressed Poultry (milk fed) all kinds. these goods and know we can suit you. We make a specialty of We guarantee satisfaction. We have satisfied others and they are our best advertisement. A trial order will convince you that our goods sell themselves. We want to place your name on our quoting list, and solicit correspondence. Empire Produce Company Port Huron, Mich. We Buy All Kinds of Beans, Clover, Field Peas, Etc. If any to offer write us. ALFRED J. BROWN SEED Co. GRAND RAPIDS, MIOH. FOOTE & JENKS MAKERS OF PURE VANILL AND OP THE GENUINE, ORIGINAL, jaa. TERPENELESS EXTRACT OF LEMON Sold only in bottles bearing our address oe MICHIGAN TRADESMAN 39 Live Up To Your Telephone Privi- leges, Written for the Tradesman. As a rule, few merchants, general or special, make such use of the tele- phone as they might, to bring in more business. To be sure, they an- swer it when the bell rings—but that not always as promptly as_ they could—and they may call up the lady of the household to inform her that the store is just out of the particu- lar thing or things she ordered and when such are expected to be re- plenished, or to say what is in stock that might be substituted until the new goods arrive; but what I mean is this: As a general proposition, dealers do not utilize the jingle to joggle the memory of sluggish pa- trons as such memory might be jog- gled, to add to the establishment’s surplus in bank. in this age of hustle- Of course, bustle, of hurly-burly hullabaloo, of: worry and anxiety and _ excitement and consequent lack of time for the social amenities in the life commer- cial, a storekeeper is not supposed to call up his patrons for a prolonged | conversation over the wire, much he can do: When a lady—they do the bulk of the shopping—has called for a cer- tain article and the merchant hasn’t | it on his shelves but pects more in, or if he never has kept such but will execute the commis- sion of getting it for her from away, | he should make a memorandum of the item where it will not be lost or} upon receipt of the ex-| pected merchandise, communicate with the lady immediately, so that} she may wait for the desired article | no longer than after it is opened up. Then, upon ringing lady’s | phone, let him make a point of the fact that he has notified her just as soon as the goods came to hand, as he “knew she would appreciate that he was not dilatory in the matter,” adding to the length of the talk to the known disposition o? the listener. Don’t, however, com- mit the easy error of “spreading it on too thick.” Don’t overdo—better underdo than that—but conduct the affair just right. Your good judg- ment and tact should dictate the measure of taffy. One merchant I know brings in hundreds of extra dollars to his till in the course of a year by pursuing a systematic course of telephoning. His clerks all have strict instructions to use the telephone freely—not for personal “visiting” but for the en- hancement of the establishment in the eyes of steady customers and transients or floating trade it is wish- ed to influence. The place in question is a depart- ment store, and once a month the mislaid and, the etc, according Established 1883 WYKES-SCHROEDER CO. Fine Feed Corn Meal , MOLASSES FEED LOCAL SHIPMENTS but this | has said he ex-! proprietor gathers together all his working force for the purpose of the exchange of ideas and to admonish, advise and praise where he deems it advantageous and _ necessary. He never mentions names, but the one referred to recognizes himself and. ii he has the interests of his em- ployer and himself at heart, he strives to profit by the warning, counsel or approbation, as the cap may fit his head. At this monthly convention, the clerks and’ minor workmen are di- rected to call up patrons at all times in regard to goods ordered—to let no opportunity go by to impress it on the. minds of buyers that their pleasure is that of the store; that the store stands ever ready to do every- thing in its power to satisfy the pur- chasing public. When new laces come in the lace girl must notify by telephone those of her patrons who always like to get the “first pick’? of choice selec- tions. She must vary this method by calling up ladies seen only occa- |sionally at her counter but who are |known as persons of taste, of nice discrimination. Also she must not forget the office girl, the girl who stays at home and helps her mother, the little factory maid and that often- downtrodden one who works in an- |other’s kitchen and makes for the /comfort of the family at the expense |of her own. = aco The time to this is usually taken |on a rainy day, when trade is not so or when, for some occult rea- | son, the day seems an “off one” for | business. | brisk, | The lace girl is only an illustra- | tion, but all down along the line the i body of laborers in this particular | vineys ard must get the money’s worth | out of the telephone to the last penny. If more sellers of wares walked in this store-owner’s footsteps. they would be nearer treading the “foot- path to peace’ in the mercantile J. Jodelle. ——_»+.__— The Funny Man Said A shoemaker is a whole-souled man and generally well-heeled. A baker can always dough. A Butcher can eects contrive to make both ends meat. A hatter is sure to be a block ahead of all other men. a In these days when so much is heard of the domestic service prob- lem, it is interesting to note that a woman who died the other day in New York had served one family for sixty-one years. It goes without say- ing that she was faithful and efficient and that her service did not lack sub- stantial appreciation. world. raise the When You Think of Shipping Eggs to New York on commission or to sell F. O. B. your station, remember we have an exclusive outlet. Whole- sale, jobbing, and candled to the retail trade. L. O. Snedecor & Son, Egg Receivers 36 Harrison St. New York. ESTABLISHED 1865. Fancy eggs bring fancy price and we are the boys who can use them profitably for you. Egg Cases and Egg Case Fillers Constantly on hand, a large supply of Egg Cases and Fillers, Sawed whitewood and veneer basswood cases. Carload lots, mixed car lots or quantities to suit pur- chaser. We manufacture every kind of fillers known to the trade, and sell same in mixed cars or lesser quantities to suit purchaser. Also Excelsior, Nails and Flats constantly in stock. Prompt shipment and courteous treatment. Warehouses and factory on Grand River, Eaton Rapids, Michigan. Address L. J. SMITH & CO., Eaton Rapids, Mich. Butter, Eggs, Potatoes and Beans I am in the market all the time and will give you highest prices and quick returns. Send me all your shipments. R. HIRT. JR.. DETROIT. MICH. Your orders for Clover and Timothy Seeds Will have prompt attention. Wanted—Apples, Onions, Potatoes, Write or telephone us what you can offer NMIOSELEY BROS.., aranpd RaPIDS, MICH. Office and Warehouse Second Avenue and Hilton Street Telephones, Citizens or Bell, 1217 Beans, Peas Place your Thanksgiving order with us now for Cranberries, Sweet Potatoes, Malaga Grapes, Figs, Nuts of all Kinds, Dates, etc. We are in the market for Potatoes, Onions, Cabbage and Apples, Carload Lots or Less THE VINKEMULDER COMPANY 14-16 Ottawa St. GRAND RAPIDS, MICH Noiseless=-Tip Matches No noise, no danger, no odor Heads do not fly off. Put up in attractive red, white and blue boxes. C. D. Crittenden, Grand Rapids, Mich. Distributors for Western Michigan Ship Us Your Veal, Hogs, Poultry Live Chickens IIc. Veal 74, to9c. Hogs 5¥, to 6c. Check goes back day after goods arrive. We buy Butter and Eggs. WESTERN BEEF AND PROVISION CO., Grand Rapids, Mich. Both Phones 1254 71 Canal St. MILLERS AND SHIPPERS OF Cracked Corn GLUTEN MEAL » FEED STREET CAR FEED STRAIGHT CARS Write tor Prices and Samples GRAND RAPIDS, MICH. Mill Feeds COTTON SEED MEAL —— MIXED CARS Oil Meal Sugar Beet Feed KILN DRIED MALT MICHIGAN TRADESMAN ROSS _ 5 COMMERCIAL Michigan Knights of the Grip. President, H. C. Klockseim, Lansing; Secretary, Frank L. Day, Jackson; Treas- urer, John B. Kelley, Detroit. United Commercial Travelers of Michigan Grand Counselor, W. D. Watkins, Kal- — Grand Secretary, W. F. Tracy, int. Grand Rapids Council No. 131, U. C. T. Senior Counselor, Thomas E. Dryden; Secretary and Treasurer, O. F. Jackson. SUCCESSFUL SALESMEN. Fred DeGraff, Representing Foote & Jenks. H. Fred DeGraff was born at Sene- ca Falls, New York, Oct. 20, 1866. When he was a year old his parents removed to Canandaigua, where they remained four years. They then re- moved to Kendallville, Indiana, where they remained two years, when they tcok up their residence in Grand Rapids. Mr. DeGraff received his education in the Grand Rapids pub- lic schools, graduating from the grammar grade in 1883, when he en- tered the employ of the Hazeltine & Perkins Drug Co. as an errand boy. He was afterwards promoted to the H. Fred DeGraff order department and subsequently to the sundry department and finally made manager of the sundry depart- ment. In 1897 he received a propo- sition from Foote & Jenks, of Jack- son, to represent them in Indiana and Ohio and he continued in this capacity for four years, after which he put in two years in Northern Michigan for the perfumery depart- ment of the Michigan Drug Co. For the past two years he has covered Michigan and Indiana for the Wells & Richardson Co. of Burlington, Vermont. On Jan. 1 he goes back to his former connection with Foote & Jenks, covering the northern half of Michigan and Wisconsin, includ- ing Grand Rapids, St. Paul and Min- neapolis. He will undertake to see his trade four times a year, continu- ing his headquarters in Grand Rapids. Mr. DeGraff was married in De- cember, 1902, to Miss Hattie Hein, of Luther. The family reside at 132 North Division street. ‘ l Mr. DeGraff is a member of Elks Lodge, No. 48, and Grand Rapids Council, U. C. T., No. 131. He at- tributes his success to strict atten- tion to business and square dealing with his trade. ee Added One-Third To the Member- ship. Chicago, Jan. 15—Nearly 2,000 Knights of the Grip met in Oriental Hall, Masonic Temple, Saturday, and for three hours a friendly tussle was waged over the affairs of the IIli- nois Commercial Men’s Association, the occasion being the annual con- vention and election of Directors of that organization. Enthusiasm despite scandals in insurance manifest at the meeting, for the As- sociation is said to be more truly mutual in its methods and operations than any other insurance corpora- tion. It is confined strictly to com- mercial travelers and commercial buyers, and is said to be “run at cost,” which enables its officials, they say, to keep down the cost to each member to the minimum. There were seventeen candidates for the directorate, and five were elected. A total of 11,142 voters was cast, and the following were elected by overwhelming majorities, each receiving Over 10,000 votes: Robert G. Murdoch, Robert F. Carr, Robert M. Sweitzer, Fred W. Seyfarth, Pat- rick E. Hickey. Patrick E. Hickey is the only new member. The rest of the officers, who are elected every two years and who hold over this year, are: President—George W. Smith. Vice-President—L. A. Tyler. Secretary-Treasurer—R. A. Cav- enaugh. Directors—J. Wilber Stott, F. A. Warren, S. S. Blum, W. W. Hinkley and T. F. Joyce. The report presented by Secretary Cavenaugh shows that the growth oi the organization has been unprece- dented during the last year, 7,204 hav- ing been added. The total member- ship Dec. 30, 1905, was 28,685, and additions since that date have brought it up to 29,000. In 1897, when Sec- retary Cavenaugh was first elected, there were a little over 2,000 mem- bers, and, as he was the first Sec- retary-Treasurer under the new char- ter which obliges that official to give all of his time to the work, the re- sult of his efforts has been shown in the growth of the Association. The polls for election were closed at 2:30 p. m., and while the ballots were being counted William Dieterle, a defeated candidate for director, of- fered a resolution recommending to the Board of Directors various changes in the by-laws. One provid- ed that the Secretary-Treasurer’s bond be raised from $10,000 to $100,- ooo, and the other provided that no officer except the Secretary-Treasur- er may hold office more than two terms consecutively. Both were de- feated by an almost unanimous vote, although Secretary Cavenaugh re- fused to vote 9,000 proxies held by him against the resolution, prefer- ring to leave the settlement of the question to the members present. It the recent affairs was was explained by various speakers, in bond, that the official can not pay out any money without the counter- signatures of the Committee on Claims or the President. > In the Day’s Work We Reap What We Sow. What are you putting into this day --fear, uncertainty, growls, grouch- es, discouragements? Doubt of your- self and your powers—fear lest the thing you want to do you will not be able to do? Or are you taking to it a glad faith and assurafice, a de- termination to succeed, a live, thrill- ing belief in yourself and in the work you are to do? Whatever your attitude may be, each morning when you awaken to face another day remember this: Whatever you put into that day you will get out of it. Perhaps you have been in the habit of waiting to see what the day would bring to you—waiting upon its events, so to speak. Perhaps, while wishing for inspiration and for suc- cess in your work, you have deferred to conditions and influences yet to be manifested. If those conditions and influences proved to be unfavorable you blam- ed luck for it. You believed your- self to be at the mercy of circum- stances. If the day brought you a blue mood, instead of the happy, energetic one you wanted, you thought there was no help for it, and fought your blues as best you could. Why not get at the root of the matter? Why not put the blame where it belongs? The fact is that by your own words you decide what the day shall mean to you. It is in your power to say each morning what you intend to realize before night comes. The hours stretch before you plas- tic to your thought. It is you who must determine the shape their events shall take. If you have been facing the morn- ig with a mind full of ifs, buts and howevers, why wonder that you have not succeeded as you hoped? It is one thing to hope and another te decree. You may hope with fer- vency every day of your life for the good you desire, but if you fortify that hope with nothing more posi- tive than ifs, buts and howevers, you need not be disappointed to see that you are continually doomed to dis- appointment. Whatever you you get out of it. Take the conquering attitude. At the very beginning ally yourself with success forces by declaring that you intend to do the things you want to do. Determine to realize happiness from whatever you undertake. Deter- mine to fill your work with mag- netism and joy. When you take this stand you league your mind with all the suc- cess forces in the universe. Just so soon as you cease waiting upon con- ditions and declare your rights as rul- er you summon these forces to work with you and for you in every en- deavor. Be glad, and complain no longer of handicaps, of moods, of discour- put into the day agements. Let go of your fears, let go of your uncertainty, your doubt, your unfaith. Success is for you if you are for success. Happiness is with you if you are with happiness. Greet the day with a glad hand. What are you putting into the day? Ask yourself the question. What- ever you put into it you will get from it. —_—_+2-.___ A Paean To Texas. Did you ever stop to think that you can bake your bread from Tex- as flour, cover it with Texas mo- lasses and butter, eat Texas rice and roll it in Texas ham gravy, have Tex- as oats for breakfast, Texas beef roast for your dinner, Texas fruit and vegetables on your table at all times, sweeten your coffee with Tex- as sugar and top off your meal with a Texas grown and made cigar? Well, you can. In addition you can have your chickens and eggs and plenty tc sell to the poor fellow who lives in the city. Now you can eat home grown canteloupes and watermelons, peaches, grapes and plums. You can now get Texas grown blackberries, strawberries and dewberries. And if you exercise a little energy and good judgment you can have plenty of luscious ham and sausage this winter and some to sell. You can pick your cotton in Texas made sacks made of Texas cotton, and when our men of means wake up to the opportunities for manufacturing the great cotton crop of this State you can wear Tex- as made clothes. You can even have Texas made wines, whiskies and beers, but the less you have of the latter and the more you have of the former the better off you'll be both it! purse and health. This is not a temperance sermon. It is an appeal to Texans to use Texas made goods and live off that which their own State produces. Take out coffee and your tea, and every Texan could live comfortably at home from _ the food products grown in his own State—Waxahachie Enterprise. Traveling Men Say! After Stopping at Hermitage "yer" in Grand Rapids, Mich. that it beats them all for elegantly furnish- ed rooms at the rate of 50c, 75c, and $1.00 perday. Fine cafe in connection, A cozy office on ground floor open all night. Try it the next time you are there. J. MORAN, Mer. All Cars Pass Cor. E. Bridge and Canal 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 ~\" + > & o~ if MICHIGAN TRADESMAN 41 Attitude of Cadillac Council on New Book. Detroit, Jan. 16—At a_ regular meeting of Cadillac Council, No. 143, U. C. T., an editorial was read from the Michigan Tradesman as follows: “The traveling men of Michigan are evidently condemned to use the pro- posed $9.75 mileage book, owing to the rapidity with which the Detroit and Saginaw jobbers, shippers and traveling men accepted the $9.75 book and notified the Governor and the railroads of the fact of its ac- ceptance. It was moved, supported and car- ried that the Secretary be instruct- ed to write the Michigan Tradesman as follows: Resolved—That the statement in the Michigan Tradesman of Dec. 13 is both wrong, misleading and unjust to the traveling men of Detroit and should be retracted, for the follow- ing reasons: Cadillac Council was the one Council who started the fight against the Central book, first made the attempt to get the Governors of Michigan, Ohio, Indiana and Illinois interested by sending circular letters to each and every council in the four States, and, after the railroads had given out they would put the mis- erable $9.75 rebate book on the mar- ket, kept up the agitation for the Central book torn on the train; and the only delegates to attend the joint meeting in Chicago on Dec. 9, 1905, to fight the $9.75 proposition were from the two councils in Detroit (did Grand Rapids send a delegate from their traveling men?); and be _ it further Resolved—That, knowing what we do and what we have done and what little support we have had from the general traveling public, it is no more than right that we be put where we belong, and if the editor has been mis- informed it is time he was set right as to our attitude and labors in the interests of the traveling men; and be it further Resolved—That the traveling men of Detroit be asked to continue the same ceaseless effort for what we should have, and not rest until that point is attained—simply the accept- ance of the Central book to be torn on the train. J. W. Schram, Sec’y. It naturally affords the Tradesman much pleasure to learn that a portion of the traveling men of Detroit are not reconciled to the new Michigan mileage book put on sale Jan. 1 by the Central Passenger Association. It is a fact that a large number of Detroit traveling men and shippers notified the Governor and the rail- roads that the new book was satis- factory. At that time it was not known that the book was to be in- ferior to the Northern book by rea- son of its not being made good into Toledo or Chicago, as the Northern book always was. Probably if the traveling men and shippers who were su anxious to approve the new book had been made acquainted with this fact they would have been less enthu- siastic in accepting it. Inasmuch as the new book is not satisfactory, because it does not em- body the demands of the traveling men and the promises of the rail- roads, the Tradesman believes that the traveling public should immedi- ately inaugurate a campaign having for its object the amendment of the regular C. P. A. book, making it good on the trains. If this were done and the present Michigan book abandoned, the travel- ing public would probably be entirely satisfied, although it is barely possi- ble that no inconsiderable portion of the fraternity would insist that the book be sold at $20 flat instead of $30 with a $1o rebate. ——_—_»-2. Gripsack Brigade. F. H. Humphrey, formerly em- ployed by the E. E. Sutherland Med- icine Co., of Paducah, Kentucky, has engaged to represent the Jennings Manufacturing Co. in Towa and Western Wisconsin. Marquette Mining Journal: C. A. Bergsten, who has represented the Remington Typewriter Co. in the Upper Peninsula for several years, has resigned and will hereafter repre- sent the Underwood Typewriter Co., having his headquarters in Milwau- kee. Belding Banner: W. B.. Travis, who for several years past has had charge of the canvas department of the Ballou Basket Works, has re- signed his position in the factory to accept a position as traveling sales- man for the same company. He left this week for an extended trip through the West and Southwest and expects to be gone about three months. Mr. Travis has already trav- eled about seven years for the com- pany and knows the business pretty well. He is succeeded in the fac- tory by Arthur Foss, who has work- ed in the factory for the past four- teen years. —__++.—____ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Jan. 17—Creamery, 22@ 27c; dairy, fresh, 17@2Ic; poor, 16@ 17c; roll, 16@18c. Eggs — Fresh, candled, 22c; stor- age, I8@I0c. Live Poultry—Fowls, 11@13%c; chickens, 12@13%c; ducks, 14@I5c; geese, 13c; old cox, 9c. Dressed Poultry — Chickens, 12@ 14¢; fowls, 12@13c; turkeys, 18@20c; ducks, 16c; geese, I2@I3c. Beans—Hand picked marrows, new, $2.75@3; mediums, $2@2.10; pea, $1.75; red kidney, $2.40@2.65; white kidney, $3. Potatoes—6o0@7oc per bushel. Rea & Witzig. —_—_—_» +> Will Try Co-operative Distribution. Michigan City, Ind., Jan. 16—A co- operative mercantile company has been formed among the merchants of this city. The incorporators are R. J. Krueger, Robert Brinckmann, L. G. Paul, Jacob Levine, Otto Oh- ming and A. C. Rouch, all of whom are engaged in business at the pres- ent time. The company will handle all lines of merchandise from needles to automobiles and meats and gro- ceries. The capitalization is $250,- 000, and the stock will be sold to the consumers at par, each stockholder being entitled to a discount of 5 per cent. on all purchases. Retirement of the Wells Co. The Clark-Jewell-Wells Co., which has conducted a wholesale grocery business at this market for the past quarter of a century, has transferred its stock and good will to the Jud- son Grocer Co., the negotiations hav- ing been completed last Friday even- ing. The retirement of the old house is due to the determination of Messrs. Clark and Jewell to engage even more extensively in the future than in the past in the lumber and iron min- ing business. They will continue to make Grand Rapids their headquar- ters and all of their large and varied interests will be directed and man- aged from an office in this city. As will be noted in the official an- nouncement of the Judson Grocer Clark-Jewell- The Head of the House, Co., on the front cover of this week’s issue of the Michigan Tradesman, four of the traveling men of the old house join the very efficient travel- ing force of the Judson establishment, thus increasing the road force of that house to nineteen men. This acces- sion clearly establishes the title - of the house to the claim it has made for some years back that it is the largest handler of food products in Michigan and one of the largest in the Middle West. Inasmuch as the four other travel- ing men of the Clark house will un- doubtedly seek and find pleasant af- filiations elsewhere, there is no rea- son to fear that the interests of the retail trade of Western Michigan will suffer by the retirement of the old house. There are still four whole- sale grocery establishments at this market, all well managed and_ all competing actively for the trade nat- urally tributary to this market. sss Standard Bearers for the Ensuing Year. At a recent meeting of the Grand Rapids Retail Grocers’ Association the following officers were elected: President—Fred W. Fuller. Vice-President—John Lindemulder. Second Vice-President—F. W. Fer- guson. Treasurer—F. L. Merrill. Secretary—Homer Klap. Executive Committee — L. John Witters, F. J. Dyk, John Lindemul- der, Wm. Andre, C. J. Seven, Trade Interest—Norman John Roesink, Hubert Daane. Legislative—F. L. Merrill, E. A. Connelly, Ralph Andre, D. Viergev- er, O. C. Garrett. ; Delinquent List—Wm. Andre, Ed. Wykkel, Herman De Boer. Banquet—F. L. Merrill, L. John Witters, E. L. May, O. C. Garrett. John Lindemulder. Food Show—F. J. Dyk, Norman Odell, Homer Klap, Daniel Vier- gever, Ed. Wykkel, F. L. Merrill, C. J. Seven, John Roesink, O. C. Garrett; EB. Lb. May, ©. HB. Cime, ©. John Witters, W. K. Plumb, F. W. Fuller, Herman De Boer. Executive State Convention—F. W. Fuller, F. L. Merrill, L. John Wit- ters, John Roesink, Daniel Viergev- er, E. L. May, W. K. Plumb, Homer Klap, John Lindemulder, Ralph An- dre. Odell, ——_—__»-+<+—__. Holland’s Three New Factories. Holland, Jan. 16—Business pros- pects for this city are brighter than ever before. Building activity is al- most phenomenal and beyond a doubt the population of this city will be in- creased more than 1,000 during the next few months. The three new factories which will soon begin oper- ations will employ over 700 men. The prospects of securing other fac- tories are most promising. The Western Machine & Tool Works is rapidly doubling its pres- ent force and, in addition to the ma- chine shops, will soon begin the con- struction of a large foundry. The Holland Sand Brick Co. has just installed another press, which will double the present capacity of 15,000 bricks daily. The Holland Sugar Co. had a fairly successful year, having sliced over 24,000 tons of beets, and manufactur- ed 5,300,000 pounds of sugar. The new Bush & Lane piano fac- tory is installing its machinery, and will begin operations the last of this month. —_22s————_ Putting Out An Illegal Product. New York, Jan. 16—There is a great deal of talk in the butter trade that many of the leading creameries in Michigan are adulterating their butter by loading it with water.. In a good many of these creameries fully 25 per cent. of water is being soaked in the butter. This is con- trary to law and the local receivers of this butter are making a strenuous kick over the matter. They promise developments in the near future in regard to this adulterating goods that will cause a sensation in the trade. They claim to be in possession of the names and addresses of a number of creameries in Michigan that are do- ing this kind of business and promise to furnish them to the public if this practice is continued. Depreciating others will not help the world to appreciate you. INVESTORS A manufacturing company, incorporat- ed for $50,000, manufacturing a _ staple line of goods for the music trade, with more business than present working capital can handle, will sell a_ limited amount of treasury stock. For full par- ticulars address Manufacturer, 440 Elm street, New Haven, Conn. 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 sepuary, March, June, August and No- vember. Michigan State Pharmaceutical Assocla- tion. President—Prof. J. O. Schlotterbeck, Ann Arbor. First Vice-President—John L. Wallace, Kalamazoo. Second Vice-President—G. W. Stevens, Detroit. Third Vice—President—Frank L. Shiley, Reading. Secretary—E. E. Calkins, Ann Arbor. Treasurer—H. G. Spring, Unionville. Executive Committee—John D. Muir, Grand Rapids; F. N. Maus, Kalamazoo: D. A. Hagans, Monroe; L. A. Seltzer, De- troit; S. A. Erwin, Battle Creek. Trades Interest Committee—H. G. Col- man, Kalamazoo; Charles F. Mann, De- troit; W. A. Hall, Detroit. The Average Man. The average man is the man of the mill, The man of the valley, or man of the hill, The man at the throttle, the man at the plough— The man with the sweat of his toil on his brow, Who brings into being the dreams of the few, Who works for himself, and for me, and for you. There is not a purpose, a project or plan But rests on the strength of the average man. The growth of a city, the might of a land, Depend _on the fruit of the toil of his hand; The road, or the wail, the mart, Call daily to him that he furnish his part: The pride of the great and the hope of the low, The toll of the tide as it ebbs to and fro, The reach of the rails and the countries - they span Tell what is the trust in the average man. or the mill, or The man who, perchance, thinks he la- bors alone, The man who stands out between hovel and throne, The man who gives freely his brain and his brawn Is the man that the world has been builded _ upon. The clang of the hammer, the sweep of the saw, The flash of the forge—they have strengthened the law, They have rebuilt the realms that the wars. overran, They have shown us the worth of the average man. So here’s to the average man—to the one Who has labored unknown on the tasks he has done, Who has met as they came all the prob- lems of life. Who has helped us to win in the stress and the strife. He has. bent to his toil, thinking neither of fame Nor of tribute, nor honor, nor prize, nor acclaim— In the forefront of progress, since prog- ress began— Here’s a health and a hail to the average man! —_o>»__ The Drug Market. Opium—Continues to decline, al- though firm in the primary market. It is said that absence of demand is responsible for the low price. Morphine—Is_ unchanged. Quinine—Has_ declined 2c ounce, all brands. Haarlem Oil—Has advanced again on account of small stocks. Oil Lemon—Has advanced and is tending higher. Oils Orange and Bergamot—Have also advanced. Oils Anise and Cassia—Are very firm and tending higher. Oi! Cloves—-Is slightly lower on account of lower prices for the spice. Gum - Camphor—Has_ again ad- vanced 3c per pound, per Squill Root—Has doubled in value and is tending higher. Sunflower Seed—Is scarce and is advancing. Cloves—Are weak and lower. Mercurials—Have declined. Tannin—Has advanced. ——->- o_o Vacant Food Factories Now Being Utilized. Battle Creek, Jan. 16—The Ameri- can Stone & Construction Co. re- ports good business this winter. About 20,000 brick are being turned out each week, and every one of them has had an advanced sale. An order for 75,000 brick this week was declined because there are more or- ders on the books than can be filled. In order to enable the men to turn out more brick the plant is being en- closed, and a steam heating plant will be installed, so that the men can work in the cold weather. At the annual meeting of the Union Steam Pump Co. the old directors were re-elected. The business of the company has been so prosperous that it was decided to erect two new buildings the coming year. A large number of orders from foreign coun- tries have been received. At the annual meeting of the Citi- zens’ Electric Light Co. a second dividend was declared, and the salary or Manager Beardslee was raised. The fine new $50,000 depot of the Grand Trunk Western is nearly com- pleted. It is now announced that the company will commence build- iig operations on the new locomotive works March 1. When the land for the site of these shops was bought for the company by the Battle Creek Business Men’s Association, there was a surplus of $5,000 left over on the subscription list, which is now deposited in the bank ready to be used to further some other new en- terprises in this city. Citizens are rejoicing because some of the vacant food factory buildings are to be utilized for new indus- tries. The building of the Battle Creek Food Co., which was occupied the past year by the Dr. Perkins Re- frigerator Co., is to be occupied and operated by the Corn Products Co.. of Chicago, in which Chicago capital is interested. It will be used for a factory for the purpose of manufac- turing condensed milk and_ other products. —___+~+.___ Factories Enlarged To Keep Pace With Demand. Kalamazoo, Jan. 16—The Burtt Manufacturing Co., which makes the Cannon automobile, is having plans prepared to more than double the capacity during the coming spring. The company will put about $50,000 into new buildings and machinery The factory is located in the south part of the city. It is the intention to begin the work as soon after Mar. I as possible, and have it completed by the middle of the summer. The Kalamazoo Railway Supply Co. added about $25,000 in improve- ments to the plant last year, and this year will add twice that amount. The business of this company has been increasing rapidly for more than a year, and it has far outgrown the ca- pacity. Work was started this week on placing the machinery in the build- ings of the Monarch Paper Co. The company will have a three machine mill, and the floor space will be larger than any paper mill in Michi- gan. It will take five months to get all the machinery in place. Work on the plant began early last spring, and it will take until next fall to have it ready for operation. W. A. Luby is organizing a com- pany for the manufacture of an au- tomatic electric alarm, which he re- cently invented. A. Robbin, a carpenter, has been granted a patent on an automatic spacer to be used by carpenters. It does away with the old-fashioned | compass, and is something that car-| penters and machinists have been wanting for years. A company is be- ing formed here for the manufacture. The new buildings of the David- son Baking Co. are nearing comple- tion, and will be ready for occupancy the last of this month. The company is spending $10,000 in increasing the capacity, and will seek business| throughout this section of the State. | —_—_>-+-. Prospect of Landing a New Indus- try. Bay City, Jan. 16—Within the next few days important developments with regard to the construction in this city of a watch factory are ex- pected. Uhe Board of Trade has progressed with negotiations with responsible parties to a point where a decision will be reached within a fortnight, it is thought. Several gen- tlemen interested in the proposed fac- tory are to be in the city next week. | The organization of two or more | launch and small boat building con-| cerns during the past week has drawn attention to the remarkable develop- | ment of the launch and marine en-| gine building industry in this city. There are now seven such firms in| the city, the Smalley Motor Co. and | the Brooks Boat Building Co. being | | parlor, the largest and employing several hundred men. Their products are sold in practically every civilized country in the world, while they have succeeded in breaking into the South American trade. The Smalley Motor Co. is now making engines which use wood alcohol in place of gasoline and this feature alone was a big fac- tor in placing the product in the South American market. The Board of Trade and local man- ufacturers are immensely pleased with the showing made by Bay coun- ty in the annual report of the State Labor Commissioner, Bay having moved from fifth to third place in the State in the number of manufac- turing industries within the past two years, passing Saginaw and Kalama- zOO. —__.++ > |The Kind of Young Men Needed. In the business world how many of us know the constant demand for moral courage, if one would strive for that which is highest and best. In this life of to-day, so full of struggle and contest, in the effort to get ahead, to gain wealth, power, influence or position, the watch-word seems to be, gain it honestly if you can, but gain it at any cost. No quality should receive such careful consideration and cultivation among young men as moral courage. For, unless the young men exhibit this courage, this great republic is doom- ed to the end of civilizations gone before. John D. Rockefeller, Jr. —_>++___ Progressing. “How are you getting on with your new house, Maude? “Oh, just splendid!, Harry is let- ting me select all the colors for the drawing-room, dining-room, and bedrooms, and after he gets some money he’s going to see somebody about building it.” —_~2 <> —.___ The sure way to get there is to work and not waste. Dating Stamps ica Paid Stamps RUBBER STAMPS ARE GOOD STAMPS Self-Inking Stamps WSR WONOLK, Numbering Stamps Received Stamps Stamp Pads 07 SW S.P.SOLOMAN, 62-64-66 GRISWOLD ST.,"-DETROIT, MICH. ae eS The Jennings Perfumery Co.’s “Natural Flower’? Pertumes True White Rose Crab Apple Blossom Harvard Carnation Lily of the Valley etc., etc. Our special offer is now on. jobber. JENNINGS MANUFACTURING CO., Grand Rapids Manufacturing Perfumers Also sole owners and makers of that distinctively “DOROTHY VERNON” which is rapidly going over the American continent. Kent Violets Sweet Arbutus Lust Lilac Heliotrope Order direct or through your rare perfume Se & ct =e (0 oe i ~~ MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Advanced— Declined— Acidum Aceticum ....... 6@ 8 Benzoicum, Ger.. 70@ 75 Boracic ...... cas @ 17 Carbolicum ..... 26@ 29 Citricum = ........ 42@ 45 Hydrochlor ..... 3@ 5 Nitrocum ....... 8@ 10 Oxaticum ....... 10@ 12 Phosphorium, dil. @ 15 Salicylicum ..... 42@ 45 Sulphuricum i%™@ 6 Manwieum 00.056. 4 75@ 85 Tartaricum ..... 38@ 40 Ammonla Aqua, 18 deg... 4@ 6 Aqua, 20 deg.... 6@ 8 Carbonas: ........ 13@ 15 Chloridum ...... 12@ 14 Cubebae po. 20 15@ 18 Juniperus ....... 7@ 8 Xanthoxylum 80@ 35 Balsamum Copaiba ...:..... e 50 Pere ........-..2. @1 50 Terabin, Canada 200 65 MPOnItAn -......-. 40 Cortex Abies, Canadian. 18 WARRING | os... 20 Cinchona Flava.. 18 Buonymus aatro.. 30 Myrica Cerifera. 20 Prunus’ Virgini.. 15 Quillaia, “s ‘ 12 Sassafras ..po 25 24 Haas .....55.-. 25 Extractum Glycyrrhiza Gla. 24@ 30 Glycyrrhiza, po.. 28@ 30 Haematox ...... 11@ 12 Haematox, Is ... 13@ i4 Haematox, %s... 14@ 15 Haematox, 4s .. 16@ 17 Ferru Carbonate Precip. 15 Citrate and Quina 2 00 Citrate Soluble ... 55 Ferrocyanidum § 40 Solut. Chloride .. 15 Suiphate, com’] .. 2 Sulphate. com’l, by DoE per cwt... 70 Sulphate, pure .. 7 Flora Araica .......... 15@ 18 Anthemis: |. 25... 22@ 25 Matricaria ...... 30@ 35 Folla ma 6 ......1. 2ogp 6 5 Acutifol, Tinneveliy .... 15@ 20 : ia, Acutifol. 25@ 30 aivia officinalis %s and ¥s 18@ 20 Uva Urst........ 8@ 10 Gummi AG: acia, 1st pkd. ‘| @ 65 Acacia, 2nd pkd.. @ 45 Acacia, 3rd pkd.. @ 35 Acnela, sifted sts. @ 28 Aeacia, po........ 45@ 65 Aloe: Barb. 3... 2.2: 22@ 25 Aloe Cape -_.._: ao Atoe. Soecotri -..: @ 45 Ammoniace ...... 55@ 60 ASHIOCtIOA ...... 35@ 40 Benzoinum ...... 50@ 55 @Cateehu, ta .-... @ 13 Catechu, %s @ 14 Catechu, Ws @ 16 Comphorae ..... 1 05@1 10 Hupnorbium @ 40 Galbanum ...... @1 00 Gamboge ...po..1 25@1 35 Guaiacum ..po 35 @ 35 Kino .....: ‘po 45c @ 45 MASMC. oo... @ 60 Miyrrh ...-. po 50 @ 45 OM oes = 25 SHCUAG 2. cc 50@_ 60 Shellac, bleached 50@ 60 Tragacanth ..... 70@1 00 Herba Absinthium ..... 4 50@4 60 Eupatorium oz pk 20 Lobelia ..... oz pk 25 Majorum ...oz pk 2 Mentra Pip. oz pk 23 Mentra Ver. oz pk 25 Hoe -.222 2. oz pk 39 Tanacetum ..V... 22 Thymus V.. oz pk 25 Magnesia Calcined, Pat 55@ 60 Carbonate, Pat.. 18@ 20 Carbonate, K-M. 18@ 29 Carbonate ...... 18@ 20 Oleum Absinthium ..... 4 90@5 00 Amygdalae, Dulce. 50@ 60 Amyegdalae, Ama 8 00@8 25 Asst 3c... 75@1 80 Auranti Cortex...2 60@2 80 Berramit . oc... 2 75@2 85 Caviout ..02. 2... 85a an Carvyopniut ... .. - 1 10@1 20 Cedar ...c65.5-2 50@ 90 Chenopadii ..... 2 7ha@M4 00 Cinmnamoni ...... 1 15@1 25 Citronella ....... 60@ 66 Conium Mac ... %&@ ve Copaia. 020... 1 15@1 25 Scillae Co ....... @ 50 Cubenae ......:. 20@1 30: Tolutan ......... @ 50 Evechthitos 1 00@1 10; Prunus virg @ 50 Srigeron: 2... 6.2: 00@1 10 Gaultheria ...... 2 25@2 35 Tinctures Geranium ..... 75 | Anconitum Nap’sR 60 Gossippii Sem gal 50@ 60{| Anconitum Nap’sF 50 Hedeoma ....... GO@1 70; Aloes 2.0.00... 60 JunIpera, ...... 5. ‘eee 20 | Arnica 2 ..5.5.... 50 Lavendula ...... 90@2 75} Aloes & Myrrh .. 60 Dimonis | oo... 1 00@1 10} Asafoetida ...... 50 Mentha Piper ...3 00@3 25 | Atrope Belladonna 60 Mentha Verid 5 00@5 50] Auranti Cortex.. 50 Morrhuae gal 1 25@1 50} Benzoin ......... 60 —s dees aoc es toe = a Co 50 MO ooo eae 3 0 SLOSS ... 5... 50 Picis Liquida 10@ 12} Cantharides 75 Picis Liquida gal @ %5; Capsicum ....... 50 — ge we 02 oo a 75 osmarini ...... 00 ardamon Co ... 75 Rosae o£ ....... 5 GO@E 00 | Castor ...:...... 1 00 Suceini: 2... o. 40@ 45 | Catechu 50 Sabine 5... S60 160; Cmehena ....... 50 Santal .....0...-: 2 25@4 50} Cinchona Co .... 60 Sassafras ....... 75@ 80)|Columbia ....... 50 Sinapis, ess, oz. @ 66; Cubebae ........ 50 = elle ee eects a oe z aoe Acutifol .. 50 WIG 2205 lo: assia Acutifol Co 0 Thyme, opt ..... @i 66 Digitalis ........ 4 Theobromas SG@ . 20} Mrgot ........... 80 Potassium = Chloridum. 35 BiCarb (00001 15@ ig Gentian ......... 50 Bichromate ae i 15 | Gentian Co ...... 60 Bromide eae CCUG ea aie a wieetn eee = | Hyoscyamus 50 Cyanide 34@ 38! Tome oo. e 75 ae 8 60@8 65 | Iodine, colorless 75 Potassa, Bitart pr 30@ 32 i a dle ele Ge ello a ede 50 Potass Nitrasopt 7@ 10 obelia 50 Potass Nitras ... 6@ 8; as ee 50 ‘Prussiate ......, 23@ 2 Nux Vomica .... 50 Sulphate po ..... 15@ 18 oa fo OOS a Aconitum: ....... 25 ps —e- ee ae Higa s Anchusa Mima 5 met oe... 50 roca ng . Sanguinaria 50 Gentiana po 15.. 12@ 15 a, Ln - Glychrrhiza pv 15 16@ 18 Tolutan 60 Hydrastis, Canada 196 (veteran 59 Hydrastis, Can.po @2 00! Veratrum Veride. 50 ere, Alba. 30 15 | Zingiber ...... : 20 Ma, pO 2... ... @ 22 e Epecac, po ....... 2 25@2 3 Miscellaneous ie ples 28... 385@ 40 Sabpea. pe 20. 25@ 30|Aether, Spts Nit 3f30@ 35 Maranta, 4s @ 35|Aether, Spts Nit 4f34@ 38 Podophyllum po. 15@ 18 —. grd = 7 3@ 4 eae 75@1 00 nnatto . 40@ 50 hel cut ......- 1 00@1 25 | Antimoni, po. sees 4@ 5 Rhel py 21.0000. 75@1 00; Antimoni et po T 40@ 50 Spicelia, 2100001. 30@ 35 |Antipyrin ....... @ 25 Sanuginari, po 18 @ i | Avntfeprin ....... @ 20 Serpentaria ..... 50@ 55|Argenti Nitras oz 50 Senepa 2200. 85@ 90|Arsenicum ...... 10@ 12 Smilax, off’s H @ 40 — ea Be 65 malice, WE... @ 25 Ismu ---.1 85@1 90 Scillae po 45 20@ 25|Calcium Chlor, Is @ 9 Symplocarpus ... @ 25|Calcium Chlor, %s @ 10 Valeriana Eng .. @ 25 | Calcium Chlor “45 @ i2 Valeriana, Ger. .. 15@ 20 Cantharides, Rus @1 75 = ae 12@ 14 oe Loire af @ 20 fneiper f .. 0... 16@ 20} Capsici_ Fruc’s po @ 22 Can'i Fruc’s B po @ 16 Semen _ Anisum po 20. @ 6 oe a ooo es. 18@ 20 Apium (gravel’s) 13@ 15| qcrmine, No. 40. — w4 25 eee ma eo ee st = & Ros ec Sera ve 2... @ a ee 15 ae = Creeua 7301 80 Voenaee 12M 44 Cassia Fructus . @ 35 Cannabis Sativa 7@ 8 Seeapecaie ee @ z= Cydonium...... tat i = Chenopodium ... 25@ 30 Cnioes = he 32@ 52 Dipterix Odorate. 80@1 90 |Chloro'm Squibbs | @ 90 Foeniculum ..... @ 18 ral Hyd Crssl 35@1 60 Foenugreek, po 1@ 9 Chondrus .... 20@ 25 ao 10 g | Cinchonidine P-W 38@ 48 Lint, grd. bbi.2% 3@ 6 a e oo 38@ 48 ie 1 8 ee el a ae — Cana’n 3 * Cressotmn a @ 45 istic i ag = eta .....bpl 76 2 Snap ae 59 we |See pe. OS Spiritus Creta, a t “o r Frumenti W D. 2 00@2 50| Crocus ...... -1 40@1 50 Frumenti ....... 1 25@1 50| Cudbear ......_.: @ 24 Juniperis Co O T 1 65@2 00} Cupri Sulph ..... 64@ 8 Juniperis Co ....1 75@%3 50] Dextrine ........ z 10 Saccharum N E 1 90@2 10| Emery, all Nos ws Spt Vini Galli ..1 75@6 50| Emery. po |; @ 6 Vini Oporto ....1 25@2 00 | Hrgota po 65 60@ 65 Ving, Alba: ..._. 1 25@2 00 —— Sulph _..0 70@ 86 Sponges ake White .... 12@ 15 Ficrida Sheeps’ wool aes @ 23 carriage ....... 3 00@3 50| Gambler ........ 8@ 9 Nassau sheeps’ wool Gelatin, Cooper.. @ 60 carriage ....... 8 50@3 75| Gelatin, French . 35@ 60 Velvet extra sheeps’ Glassware, fit box 75 wool, carriage.. @2 00 Less than box .. 70 Extra yellow sheeps’ Glue, brown 11@ 13 wool carriage. @1 25 Glue white ...... 15@ 25 Grass sheeps’ wool, Glycerina ...... ¥@ 18 carriage ...... @1 25|Grana_ Paradisi.. @ 25 Hard, slate use.. @1 00; Humulus ....... 5@ 60 Yellow Reef, for Hydrare Ch... Mt @ 90 slate use ..... @1 40 Hydrarg O ch or 2. = ydrarg Ox u’m @ 0 aaa Syrups @ & Hydrarg Ammo’l @1 10 Secees ures o Hydrarg Ungue’m 50 60 Auranti Cortex . @ 50 oe g 75 Zingiber ...... @ 50/Ichthyobolla, Am. 90@1 00 Ipecac ...... a @ CCitndiea 02: 75@1 60 Ferri Iod .. : @ 50: Iodine, Resubi ..3 85@3 90 Rhei Arom . @ &@ | lodotorm .. 1... :. 90@4 00 Smilax Offi’s 60@ €0' lmuoulin. ........- @ 40 Seuege <.......... @ 0 a aera Guo ee 8@ 930 Metiae: ...2....., @ 586 sceneeess 65@ 75 Liguor Arsen et Rubia Tinctorum 2@ 14; Vanilla ....:.:..: 00@ Hydrarg Iod .. @ 25] Saccharum La’s. 22@ 25|Zinci Sulph ..... 71@ Liq Potass Arsinit 10@ 12) Salacin .......... 4 50@4 75 Magnesia, Sulph. 2@ 3{|Sanguis Drac’s.. 40@ 50 bbl. gal. Magnesia, — DOL @ 15, | Sapo, W ........ 12@ 14| Whale, winter .. 70@ 70 Mannia, S Foo... 45 Sei Sano M ........ 10@ 12] Lard, extra -. 20@ &é MEcmEha:. 2... 202. a 30@3 460i Sapo, G ........ @ 15/} Lard. No.1 .... G0@ 66 Morphia, SP & W2 35@2 60 | Seidlitz Mixture 20@ 22) Linseed, pure raw 45@ 48 Morphia, "<< oc@e2 GO! Sinapie: . 2... @ 18] Linseed, boiled ...46@ 49 Morphia, Mal. ..2 35@2 : Sinapis, opt . @ 30/|Neat’s-foot,wstr 65@ 70 Moschus Canton. @ Snuff, Maccaboy, Spts. Turpentine ..Market Myristica, No. 1 2&@ 30 DevVecs ....... @ 51 Paints bbi. L. Nux Vomica pols @ 10 Snuff. s’ Red Venetian ..1% 2 @3 On Se... 23@ 2g|Snuff. Sh DeVo’s @ 51) Ochre, yel Mars 1% 2 @4 Pepsin Saac, H & Soda, Boras 9@ 111! Ocre,’yel Ber ..1% 2 @3 Ppdea 00 Soda, Boras, po. 9@ 11] putty commer’! 214 2%@3 O .+---s @1 Soda et Pot’s Tart 25@ 28 Putty, strictly pr2ig 2% @3 Picis Liq NN %& Seda, Garb)... 14%@ 21 Vermillion, Prime ~ imal Gon oc 7 @2 00| Soda, Bi-Carb 3@ 5& American 13@ 15 Picis Liq qts .... @1 00 | Soda a %@ 4]! Vermillion, Eng. 18@ 80 Picis Liq. pints. @ 60] Soda, Sulphas @_ 2)\Green, Paris ( 18 Pil Hydrarg po 80 @ 50/|Spts, Cologne .. @2 60/ Green’ Peninsular 4 16 Piper Nigra po 22 : 18|Spts, Ether Co.. 50@ 55 | fead,’ red 13, Piper Alba po 35 30} Spts, Myrcia Dom @2 00|fead white 1... “@ 7% fix Bureum _... @ Spts, Vini Rect bbl @ Whiting, white S'n @ 90 Plumbi Acet .... 12@ 15|Spts, Vii Rect 4b @ Whiting Gilders’. @ 95 Pulvis Ip’c et Opii1 3001 50|Spts, Vii R’t 10gl @ White, Paris Am’r @1 25 Pyrethrum, bxs Spts, Vii R’'t5gal @ Whit’g Paris Eng . & = D Co, doz no = ae omar al 1 05@1 25 ae yrethrum, pv .. 4 Sulphur Su i. 2a 8 : Quassine ........ 8@ 10} Sulphur, Roll ' 2%@ 3% re sees 101 20 Quino, S P & W..19@ 29|Tamarinds ...... 8@ 10 Varnishes Quina, S Ger...... 19@ 29} Cerebenth Venice 28@ 30]No. 1 Turp Coachl 10@1 20 @uima, N.Y... 19@ 29! 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, Oils and Varnishes. 7 We have a full line of Staple Druggists’ Sundries. We are the sole proprietors of Weatherly’s Michigan Catarrh Remedy. We always have in stock a full line of Whiskies, Brandies, Gins, Wines and Rums for medical purposes only. We give our personal attention to mail orders and guarantee satisfaction. All orders shipped and invoiced the same day received. Send a trial order. Hazeltine & Perki : Drug Co. e e Grand Rapids, Mich. 44 MICHIGAN TRADESMAN —, RICE CURREN tations are careful 3 and ° ly correct ies a are intended to be correct : ed weekly, within six h ar B 4 6 -e ie ol ours of est Pepsin e to change at any time, and going to press. Prices, h mailing, | Best, Pepsin, 5 boxes.. ee 8 market prices at date of ceuntry merchants will have a however, are lia- —— a, 7 20 soca Kies’ --- reeee10 | Flak — e rgest Gum Made +. ee ccoses ue ake, 50Ib purchase. ir orders filled at s = — Mode. .- = — Fmt ee i? ar 2001b. yee seeeee 1 00 en Sen Breath Per en 7 earl. 100% sack...” = : Suga Sen a Per’. 8 pong 2 at Macaroni» and. V ermi 1a; $5 ADVANCED ee RE east 2st emon Gems ..... omesti ermic DECLINED Getereenes’** 50| Lemon Biscuit aS Imported, = on: a le Lemon Wafer out Pearl box....2 50 Bulk a crtrsrrrwe~ §| aman Cooke 004 | ERaE nesceaness Nene oe @ nseseeeee MMON +o eeeeeeeee, 2 15 a assests ee BUR BOM sconce ces . Empire gs reefs 2 25 Soha IS 6] Marghimallon Wainits"I8 |Green, Wiseman, bu, am seer eeecoecre ow n, Walter Sees a ge Muskegon Sach. ined Bo Green, oe te bu..1 0 Index t =, —. 2 es 2 ed il | Split, Ib. —— i4 AeA al. 2 | Molasses Cakes ee Ee re x to Markets f Vanilla 2022002002000. 2e| Mixed Pienic 4 --=---11¥ German, 8 =... By Columns 2 Caracas .....e.eeees ich. Frosted Honey. .12 erman, sacks .........\ 4% - gil eee 35 |Mich. Cocoanut Fstd. — German ae. VY, ee ees... 28 Hone ore ‘ = pk, a E ,. COCOA ONEY ---2-r ese eee 12 ap S ...5 1th. wood azer’s Peas ORE eae Se aa one eee 4 roar ae TB. sa Cel | 1b. ti boxes, 4 dz. 3 0 Marrowfat Cleveland . Nu Sugar .....-- g Pearl. 130 SOCED. . . .45, Hp: Tin boxes, 8 dos # $3] Early Se ae ee fi | Nic Nags 002i: 6 /ELAVCR ae a oa = 2 dz. 428 rly June Sifted - . — ~ Sieai 33 — ae a. PEXTRAGT? iis ee ee § 00/ Plums ee SO ens; | eee oa veeitts16 | oleman's) ~ “Vans e - pails, per doz....12 00 Pineapple gs | Van Houten, is 211.2. 45| Benny Cokes, Asst. ..--8 2 oz. Panel = 3 Arctic Ammonia Grated ..... aestc’ Van Houten, 4s ae 20 ae Honey isa = koe tee... ; oo 5 Bath Srick 12 Dor, | Sliced. «sap -2--0 3 25@2 75|Van Houten, %s-..... retzels, Hade M -18,, | No. 4 Rich. Blake 200 1 50 » EE vce oe oz oals 2 doz box. 7 pias 352 52 | Van Houten, is .:..... 40 Pretzellettes, fand "Md. 8 Je cane po 18 om no vee J gals 2 doz box... a = ices Webb... Lee one 72 | Pretzellettes, Mac Md...7 Terpenele ennings a oo ae ee Columbia Brand a 20 | Wilbur, %s nae = Raisen Cookies .... sat ss Ext. Lemon Speke i. Raney 0.0.0 000011 go | Wilbur: He See Je le 4 pee oS a c - can, per doz....... ae... k. OANUT ichwood ........- oe No. 4 Panel D. @...22! Gonfections ....... il = “BATH aoe 30 Standa Raspberries - aan % De 6 a me 8 Ter : Panel D: Biss: + dies ee American . Td ...-.... Dunham’ s & 4s 26% Sadie Gookics 11.1.) aper Panel D. G...._! = jae See Dunham's fe 2000-0: i |Boiced a okies cody | ok Bal Mess Be i cuine Ib. cans «-...0-..... SN erate iced Gingers .-..... = as. D. .1 4 a. fib. cams -....------- 00 no COCOA Siieitis 13 —— oars, Aaa ae si Full Meas. D. aos eee eae pM eae ar Tops .... 2 FEE RSS 0%, ee Salmon oo 2% | Sultana_ Fruit se “a exican Extract Vanilla Choeolate 2/1602 round 2 doz box:.75| tea” Alaska flats1 851 90 ont ee {| Shear Sauar idigeror ® [No 4 Panel D. “a iaetines ie 2|No. 1 MS € Alaska . 1 35 0 FFEE . meal quares, large or No. 4 Panel D. C.....2! 1 20 Seinscass Eten, © a... --+-1 35@1 45), Rio Su eee ear i. ¢ foe © Os 3 peeweccnes co nme 3 Carpet ........ ‘2 aiuiiene @ 95|COmmon .........-. perba pubuuccce ese Taper P C..+e. 3 00 Goseamai i020 20000002 BYN0 $f Garpet 220000000 235 | Domestic. us.--8 @ 3% oe —o “98 |1 oz, Full Meas. D. 6..) Br gs cas $| Parlor Gem ........... 1 75 earn ee : 5 ee 16% | Vanilla Wafers ........ re Full Meas. D. C.. $0 = ot gi ae cease 2 401 Geir oe Gdetacees |. sues 20 View C oe 16 4 oz. Full Meas. D. ve 60 ae : dies —— co en aes ee fust’d 6%@ 2 | common Santos Whitehall > uo "*"g |No. 2 Assorted a -8 00 Fancy Whisk ...1...0:120|frenen, iets... 7 @i4 Oe 13, | Waverly 2021.0: AmoaxSPAIN, BAGS” ia BRUSHES bee —. . — oe genni ea ee ite ~~ (Bent Amoskeag, om th bale 19 i sie * O°) rene. 8 Ome een ee os C7 : : a song —_ e esc... 15 Standard ——— Peaberry ea ina 19 Zanzibar eae an . GRAINS AND fon Pointed ends. in....... 95 | Pair uccotash et i air _. Maracaibo. In-er Seal Goods. Old a N Stove 7" 5 | Bair, --------2++e- ae 15. | Almond Bon Bon ....9166|No,2 Red «. oo at oe 1 00 eases 1g |Albert Biscuit $165| No. 3 Bed... 80 Beovect et = cepa A 25@1 40] CROCE a2 7: oo ee es ae iol. ee Witeat' tour Fresh es Leelee ee ae Standard ... Ss ancy eee relaners Bat. Waters toatl prem r Bresh Meats ....--..--- §)No. 8 . Shoe Saar 2.8... -. Choice Guatemala ee 7s Biscuit... too Sete ee: SOURS SCI BB se i. ee Seo pach +> £90|Stralene i Gelatin ee —_— @1 25|African ........ ocoanut Macaroons -.2.50|Second Straight .... .. ii eae [No Se go | ancy wenn _— 1g | Faust Oyster (7000000. 15) Clear... So 410 bee assoc a a colon ACY + +--+ 2-2 +- ( 0/2: & Se eee cloc Wea). a whew — et Ri & Covs’ 2c —1 = CARBON na + pre Saea — Gale... 100 — es hacen’ i 75 ae ee arrels Arabian cha Ginger Snaps, N. B. C. 1.00|""s soot ig nsnny ene bat ao es Electri ection... Tcupagieeeens ; ps, N. B. subject t —— og eee = ee ay = poe 3% Water White ae ay ‘“ Package 21 ee Cc. i. count. 0 usual cash dis- elts ees a 0 . §. Gasoline .. ew Yorke Basi Mars! Boo. 50 our in barrel t P es g | Deodor’d a a @12 |Arbuckle .... . hmallow Dai -00| barrel ad 8, 26e per Indigo .... Paraffine, 128..+.0++... 9% | Cylinder _ eu |Dwerth .......--..-. a eee aa tole Seer s ee 2° SPS 23% | Bngine ..--- 0... 29 @34% |Jersey 002000 14 00 | Qysterettes .... “+ 100| Quaker, ‘paper se... +4 10 : CANNED sae omg © ines lB Oea” | Lion Pe 4 50 eo H. M...: a0 Quaker, aa seca cee 41 Se PANN opis . : cece Bide, | McLaughiin’ oe Roval Toast .......... 1:00 ao Schroeder Gat 30 L ‘Is Blackberries B reakfast Foods a Saratoga Flakes ...... 0| Spring Wheat_Flou: ptorice sees tveeveeeee 9/00 Benda poracei Pinks, a¢'% 2 se|graors deat to Why, ey Wiisat’ Fiour Do lees insecesaes. Wi ibekadl Beans” ‘S Flakes, 3611 2 50 - & Ce, Chica: |sou nae: 1.00| Golden Horn’ family.-§ 00 es aaa ee-O-See, 36 } a -|Soda. Sel - tetterss cae orn, bakers. . fa Red Kid ... 80@1 30] Excell pkgs ..2 85 Ss Seca cle! 1/00 | Calumet a oe i. Red ue 50. 95 — = Flakes, 36 1 th 2 75 Holland. M1 xtract Sodas Lady Fingers... — oe 90 Meat Baxtracts ........ § Bo veeeeeeeee = 2 ee eS i. Ae — 1.00 | pure Rye, dark 1.1... _— ———— g | 8% «eee 75@1 25 orce, 36 2 Ib. ........4 50 | Hummel’ oe ae 1 = oocne a ‘50 | Clark ewell- Wells i. ee ea ae Blueberries Grape Nuts, 2 doz “+79 2) | Humm Fe foil, % gro. i Jinjer Wayter 50 rk-Jewell-Wells Co.’ N nad co Malta Ceres, 24 1 tb... el’s tin, % gro. 1 ; needa Milk B r 1.00 Delivered. x Mate ......-.-...- uy | Gallon pcmeleaiams ee ae Lm. --3 @ | wattnal Beco C Water Tae iscuit.. | -50| @olg Mine, ies cloth. ..8 15 oe oo 15 | Pilebury's Vitos. # doz 4 25 AScSte Company | 21,20 Ginger Snaps'<’ “an Gold Mine | Be sloth: '5 95 Rives ....-. Littl ams alston, 36°2 Ib. . Butte CREAM TART! “1100 |S = ccsecensee ¢ | EagS Meck. Uib.-1 00@i 35 Sunlight Flakes, 36 1 oe te eee Round parr GheAM TARTER 00 | Gord, Mine, SAS Paper. 3 P on Sunlight Flakes, 20 lge 4 ca Square... 6 ao ee —— Brand - : ae oe perenne Pipes ewes escceesseees | [Burnham's pt ililon | 99| Zest. 20 2 Meare! Pe iseet ieee g | Square cans. -........00. do |Ceresota, 4s as aeeeee i Burnham's a: oe 1 90 | Zest. 36 small ar 2 a 6 ao. eet Solan & 2s Seco 5 15 Garda’: .- os ee 7 20| on —- oe ¥. B. C. Soda .... 6 ED FRUITS Wingold, a. Brand ee merece Red Sisaderie- * 30@1 = ed Avenna. bbl....5 50 Select Soda 6.00.0 0L. Sundried Apples a 5 10 R White ..25..-6565 - i 30 memes,” ee Tb. sacks 2 90 a Rl og rn Creegm oo cos.