©) Aaa i PUBLISHED WEEKLY SRO S = SAHIXG Mh NeCaee OE (SS Ene eee SS WN wf ‘ 2 & LANES DP ee = SN ve | \ “- x” 4 > | e GSP, Ny 877) yy ON A ij . — ad SS eS ) YZ We a Ori > Cos l FAG) Twenty-Third Year GRAND RAPIDS, WEDNESDAY, JANUARY 24, 1906 Number 1166 Commercial Credit Co., Ltd. OF MICHIGAN Credit Advices, and Collections OFFICES Widdicomb Building, Grand Rapids 42 W. Western Ave., Muskegon Detroit Opera House Blk., Detroit GRAND RAPIDS FIRE INSURANCE AGENCY W. FRED McBAIN, President Grand Rapids, Mich. The Leading Agency ELLIOT 0. GROSVENOI! Late State Focd Commissioner Advisory Counsel to manufacturers anc 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. TeKent 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 change in your Banking relations, or think of opening a new account, call and see us. 344 Per Cent. Paid on Certificates of Deposit Banking By Maii Resources Exceed 3 Million Dollars Bases YPES DUPLICATES OF a NGRAVINGS TYPE FORMS, Transsiaux Co. SPECIAL FEATURES. Page Public Life. Wholesale Murder. Around the State. G. Gossip. Indiana Merchants. Reliable Floorwalkers. Editorial. 10. Retail Credit. 12. Needed Legislation. 14. Window Trimming. 16. New York Market. 18. Clothing. 20. Woman’s World. 22. Clerks’ Corner. 24. Shoes. a 28. Wasted Power. 29. Sympathy in Business. 32. Story of Brown. 33. Mail Order Houses. 34. Mercantile Organizations. 36. First Savings. 38. Poultry and Game. 40. Commercial Travelers. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. ENFORCED EXCLUSIVENESS. A consensus of opinion as_ ex- pressed by men of large _ business ability and achievement would, be- yond question, declare that among the most bothersome characters with whom they have to deal are promot- ers striving to float an enterprise or dispose of stocks; agents beseeching and arguing with them on the sub- ject of life insurance, and the ubi- quitous, persistent solicitor in behalf of books and sets of books. This opinion is already multitudinously voiced in the main corridors of every great office and mercantile building in the land, by means of placards conspicuously crying: “Life insurance solicitors, book agents and peddlers not allowed in this building.” And yet there is not an energetic, up-to-date man of business force who stops to consider that he de- mands, on the part of men whom he employs to sell things for him, that they must be genteel, suave, prompt and accurate as judges of human na- ture, determined, persistent, diplo- matic and all the rest of it. The man of great business inter- ests, even although he sends _ out scores of other men to secure life insurance risks, advertising contracts, subscriptions for books or to place blocks of stock, in order to increase his own income, sits serenely in his office with guards in the outer office to shut off intruding persons—which, as a rule, means those having some- thing to sell. And the man who is unable to sur- mount all this red-tape obstruction and “get a hearing” is a failure from the standpoint of the man who dis- likes the kinds of visitors against whom he arranges his bulwarks. Now, is this sort of thing fair? It depends altogether whether or not the salesman has a genuinely tangi- ble and worthy proposition to pre- sent. There are such propositions and in ninety-nine out of a hundred such cases the capitalist or captain of industry whose attention is desir- ed meets the representatives of such overtures by appointment; so that, as a rule, it is the unknown, the un- certain or the too well known matters that are left to cool their heels in the corridors. The only unfairness, therefore, ‘s on the part of those who employ men or women to sell this thing, that or the other, knowing that each one is of doubtful value or totally un- worthy, at the same time barricading themselves as though fearful that somebody would succeed in imposing upon them as their representatives are expected to impose on others. A bill has been introduced in Con- gress providing that the special de- livery of letters by messengers may be insured by merely affixing upon “two-cent packets a total of twelve cents’ worth of stamps, regardless of denominations or character, provid- ed that the words ‘special delivery’ are written on the envelope.” Under the present law it is possible to have a letter delivered by special messen- ger only by affixing a stamp of spe- cial denomination for that purpose; and as it is often impossible to se- cure these distinctive stamps without going to the postoffice or to the sub-stations, it will be a great con- venience to the public if it is neces- sary only to affix a required number of stamps and mark the letter “spe- cial delivery.” One hundred thousand dollars an- nually, the past two years, will not begin to cover the damage to the industrial interests of Grand Rapids during those two years, from the riv- er floods. And experience last spring and just at present goes to show that sudden and heavy rain storms are quite as dangerous to the interests in question as are the winters’ accum- ulations of snow and ice. One hun- dred thousand dollars a year will provide a good and comfortable net per cent. on a million dollar specific —if there is a specific—and the sooner Grand Rapids makes the investment the quicker will the returns begin to arrive. ac The Massachusetts State Board of Pharmacy has hit upon a unique plan in deciding to divide the State into five districts, and have each member of the Board assigned to a district and directed to call during the year upon every druggist in it for the gen- eral purpose of acquainting the phar- macists of the State with the phar- macy law and the activities of the Board. — SEE Lots of charity begins at home and never leaves the premises. —EEE—E—————Ee Nobody ever denied that the hair- pin was mightier than the sword. THE MILL CREEK CASE. Among the officials of Michigan who receive salaries, are licensed to charge up and collect from the State mileage for traveling, and who, un- der the laws, are expected to perform their duties, is the State Railway Commissioner. This official, at pres- ent, happens to be a gentleman from Caro and his office as Railway Com- missioner is at Lansing. Therefore, when, for one cause or another, he is required to give a hearing to a petitioner or petitioners, that hearing must take place at Lansing. And so it happens that at ten o’clock a. m. on Wednesday, the last day of January, the petitions from the village of Mill Creek, Kent county, and from other residents of the north- ern part of that county, are to be heard at more or less expense to each petitioner who goes to Lansing. Possibly it is a fact that one Railway Commissioner has no pass over the Pere Marquette line, which may ac- count for his disinclination to meet his Mill Creek constituents at their home town, and anyhow he isn’t re- quired to suit his goings and comings to the convenience of anyone. He's Kailway Commissioner, by gum! and a very busy man, by mighty! and does not have to go to Mill Creek, by Judas! More than that, if he says that the Grand Rapids and Indiana and the Pere Marquette railway companies are not obliged to give train service to the village of Mill Creek, his de- cision is final. It makes no difference whatever that there are about 200 peo- ple living at Mill Creek; that there are two general stores, two hotels, a grist mill, a tannery or two and other business establishments at Mill Creek. Such things don’t count when res- idents of Kent City, Cadillac or Kal- kaska buy railway tickets to Mill Creek instead of to the Union Sta- tion downtown; or, returning, util- ize the street cars to Mill Creek, thence by steam railway to their homes. And it is not material that a State fish hatchery is located at Mill Creek or that the West Michi- gan State Fair is at the same point. And yet, supposing our esteemed Governor should ship a prize cheese for exhibition at our fair and at the last moment discover that it had been dropped off at Alpine or Belmont, wouldn’t that be just awful? Rev. Dr. Crow, a Methodist min- ister of Buffalo, says women ought to be thankful if their husbands smoke and chew tobacco and drink whisky, for they won’t live long with such bad habits. Women know bet- ter than this. Bad habits seem to have no effect on the longevity of bad men. MICHIGAN TRADESMAN PUBLIC LIFE. Why the Merchant Must Espouse Public Affairs.* There was a time when merchants were timid of entering public life for fear their customers would be- come offended and purchase their wares from other quarters—there is to-day a demand from the people for business men to become factors in public life. The last ten or fifteen years have been years of unusual prosperity to our people in all the walks of life. Misfortune usually be- gets feelings of sympathy—prosper- ity begets either recklessness or sel- fishness. This prosperity has turned the interests of our people from our public affairs to the affairs that in- terest them more directly, and many of our public officials, feeling that the people no longer exhibited an interest in public affairs, went off on a long debauch of recklessness and public trust became _ grafters’ paradise. This state of affairs exists to a greater degree where either of our political parties are greatly in preponderance of numbers, and when you find either party greatly in ex- cess of the other, you will find what is termed “rings” and, wherever you find political rings, corruption in pub- lic affairs is sure and certain to fol- low. To be elected: to a position of public trust the candidate must eith- er be a member of the ring or a friend of one of the high officials of the ring. If elected, he and his office are under control of the boss of the ring. The proceeds and in- come of his office must be deposited in banks named by the ring. His subordinates in his office are named by the bosses of the ring. If a mem- ber of a city council, he is drawn on the carpet and told in a very nice manner how, to vote on public ques- tions. If a Democrat, he is told by the Democratic boss of the ring. If a Republican, he is told by the Re- publican boss of the ring. If he hes- itates and shows a faint glimmering of independence, the bank that he owes is brought into’ service and, once his spirit is broken, he falls unreservedly into what he considers the “winning crowd.” What does he win? Serfdom, pure and simple— political slavery—the mastery oi mone and the servant of all. The corporations which obtain valuable franchises have not aligned them- selves with the people, but with the political boss. If a franchise is de- sired from the county, the county boss is brought into play; if from a city, the city boss is brought into play to whip the council into line. It is not a matter of the politics of the boss, but it is a matter of the power of the boss. It is not a matter of getting close to the people, but it is a very necessary matter for corpor- ations to get close to the boss. In- stead of corporations paying money into the city treasuries for valuable franchises and thus lessening the burden of taxation on the people, they have been forced to contribute that money to political bosses to be distributed among his ward workers. *Paper read by Geo. R. Durgan, of Lafay- ette, Ind., at sixth annual convention of the Indiana Retail Merchants’ Associatiod, held at Wayne January 16, 17 and 18, Right here I wish to say that I be- lieve, in many instances, corporations are driven to dishonest practices by being forced to “stand and deliver” by political bosses. For the last sev- eral years the farmer, the laborer and the merchant have listlessly and dis- interestedly walked to the polls and voted their political ticket and then gone about their walk in life until another election came around, but the last year has shown a great awak- ening of public interest in the pub- lic service. The people have de- manded an accounting of public trusts. The laborer has angrily shak- en the gate of the mansion and de- manded that wealth-laden franchises should be equally shared by all the people. Party lines have been ob- literated. The laborer at the polls has demanded his rights of the mag- nate. The minister of the Gospel has crossed swords with the political ward worker and the mechanic from his shop and the merchant from his store have been called into public life and placed in command of pub- lic trusts. The law, long slighted, has risen in its majesty and _ said, “I and not corruption am supreme.” Eternal and uncompromising Right conquers all foes. Relentless Time is but the advance guard of Justice. From the broken fragments of wrong ideas, of evil designs, of unmerited victories is builded the temple where- in Justice is at last enthroned sole arbiter. True reforms emanate from a more secure abiding place than the lips alone. I do not believe in the strict en- forcement of all the laws, because I do not believe in all the laws. I do not believe in a law that on a tech- nicality will permit a rich corporatior to daily perform an inhumane act, nor do I believe in a law, nor the enforcement of a law, that will per- mit a man who has been guilty of deliberate iheft in walking the streets with his brazen effrontery, simply because his thieving was not discov- ered until six years after the theft was committed. It sounds very pleas- ing to the ear to say as a public of- ficial that you favor the strictest en- forcement of the law as it is written, but I, for one, am not in favor of that doctrine, as a whole. I believe that such announcements simply pan- der to the excitable desires of the multitude of to-day, who to-mor- row, when Reason has rested a brief time on their brow, and Justice has nestled a brief time in their’ hands, demands that honest men be elected to offices that make the laws that are to be enforced, rather than that laws that are made by grafters in the interest of grafters, by corpora- tion tools in the interest of corpora- tions, are to be enforced. The mer- chant can not afford from a business standpoint to say, “My interest and responsibilfty in the public ceases when I give to the public a dollar’s worth of goods for its dollar.” The merchant’s interest goes farther than that. He must help increase that customer’s purchasing power by helping to elect administrations that will lower the rate of taxation as low as efficient government can ex- ist; that will build streets and side- walks at a price free from graft and at a price that is both fair to the public and the contractor; that will heat and light his home at prices that are not exorbitant; that will place water in his home at prices not bas- ed on watered stock. When _ the merchant fights the battle of the public he is but fighting for the in- creased purchasing power of the public--a battle for himself and his family. The people are demanding an interest in public utilities, conse- quently, the scope of business of our cities is gradually expanding and, where the cities own these utilities, they are demanding that business men and not politicians manage them. The spirit of the times demands busi- ness management of public affairs. The merchant in public life is a pub- lic necessity. 2.2.2 —___ Must Hustle To Provide Homes at Once. Flint, Jan. 23—A systematic cam- paign is being inaugurated here in the direction of providing homes for the large addition to the population of the city which will come with the advent of the Buick and Weston- Mott plants into the local industrial field next summer. The Weston-Mott Co., which is about to remove from Utica, N. Y., to this city, has just sent word that a canvass of its employes in regard to accompanying the removal of the plant to this city resulted in upwards of too of the men signifying that this was their intention, and as many of them have families it is up to Flint to get busy on the proposi- tion of preparing suitable accommo- dations for them on their arrival. At the present time there is hardly a house to be had for rent here, but an energetic movement is well under way to supply the prevailing defi- ciency in this respect before the new arrivals put in an appearance. Inci- dentally the Weston-Mott Co. men- tions that it expects to furnish em- ployment to 350 men when it gets settled in this city. The Buick Motor Co. will also bring several hundred mechanics and their families to the city, and this fact has given increased emphasis to the imperative necessity for homes. The contract for the construction of the superstructures of the Buick and Weston-Mott buildings, including a combined power house and offices, was awarded the past week to the Charles A. Moses Construction Co., of Chicago. The figures of the suc- cessful bidder were $75,000 for the Buick and $45,000 for the Weston- Mott buildings. The foundations are already in place and work on the superstructures will commence as soon as the weather conditions are favorable. A large number of men will be employed in the erection of the buildings, and the contracting firm has agreed to have the Weston- Mott part of its contract completed by June 15, and the Buick plant ready for occupancy by August 1. Both factories will be of mill con- struction, modern in every particular, and equipped with the highest grade new of machinery, which will be operat- ed by two engines of 300 horse-power each and a 450 horse-power genera- tor. In connection with the location of the Weston-Mott Co. in this city and the other industrial progress here, some figures concerning Gene- see county given by State Labor Commissioner McLeod are not un- interesting: In 1905 there were 108 factories in- spected in this county, the result showing 3,506 employes with an aver- age daily wage of $1.80. Speaking approximately, the amount of capital invested in 1904 was $4,830,596; the amount paid for raw material, $4,334,- 333, and the value of the manufac- tured product, $7,094,037. Beside this, $465,503 was paid out for miscellane- ous expenses, such as taxes, insur- ance, rents, etc. _—_.-2~——___. Increasing Output of Hardware Is Absorbed. Manufacturers of almost all lines of staple hardware have begun the new year with an extensive volume of orders on their books and, as the buying movement continues excellent, they are generally operating their factories and mills to their utmost capacity in the belief that jobbers and retailers will readily absorb the increasing output. Prices of all de- scriptions of goods are being very firmly held as a result of the decid- ed advances in the iron, steel, copper and other metal markets. The lead- ing manufacturers are sending out more salesmen to secure business than at any corresponding period in many years, and it is expected that -these agents will soon turn in many new orders. Although prices have advanced in many lines, heavy purchases by mer- chants in all sections of the country prove that such an upward movement in finished products has not tended to check buying. Many large jobbers covered the bulk of their require- ments in steel sheets several weeks ago in anticipation of the advance which has recently become effective, but there are many more who are now laying in their supplies at the higher figures. Most of the jobbing interests have raised their prices on sheets to the retailer only $1, instead of $2, which was the advance adopt- ed by the manufacturers. Large contracts are being placed for barb wire and fencing despite the higher quotations now prevailing on these products. The lowering of dis- counts on the list prices of picks and mattocks by some manufacturers has not yet become general, but this ac- tion will probably be generally recog- nized within a few days. Builders’ hardware is still moder- ately active because of the existence of mild weather in many parts of the country, which has enabled contrac- tors to continue their operations on a more liberal scale than usual during the winter months. ———+ 22 —____ Between Friends. Jimjones—What did you think of that cigar I gave you this morning? Samsmith—Don’t ask me, please. I’m trying to forget it, nine, ee perat- 2OWer nera- on of city eress Gene- uabor E tn- eS in- -esult aver- aking apital >: the 334,- ufac- > this, llane- nsur- ‘e I 167) lines 1 the lume s the lent. their most dbers » the | de- very ecid- )pper lead- out iness yd in that nany ad in mer- intry ment nded ybers uire- eeks ance ‘tive, are the bing 5 on tead lopt- aced . the yr on dis- and has ; ac- cog- der- ence the rrac- on a ring c of ing ase. MICHIGAN TRADESMAN 3 WHOLESALE MURDER. Mad Schemes Advanced by Scientific Cranks. A very curious notion is growing up among a lot of alleged scientific cranks and self-appointed philanthro- pists that they should be permitted to constitute themselves the arbiters of human destiny with unlimited pow- ers over life and death. They do not all agree as to what sort of people should be killed, but they are all eager to do the killing if they dared. For instance, there are some who want to put an end to all the feeble-minded and insane of our race. There are others who want to deal out extermination to the criminal classes. Others would see to it that no de- formed or crippled human beings, and even those who are not handsome in face and symmetrical in form, be al- lowed to reproduce their kind, and if not immediately made away with, they should be so mutilated that they would all die without issue. Among those who are to be sum- marily done away with are all who from any cause are in feeble health, and there is one Dr. Osler, formerly of Johns Hopkins University, who has publicly proclaimed that all per- sons of sixty years of age and over should be at once put to death with chloroform. These self-styled philanthropists, but bloodthirsty monsters, who are hungering and thirsting to wade in the life-blood of their fellow-crea- tures, do not know, as is the case with all other lunatics, that they are mad as March hares, that they are inflicted with the insanity which drives them to murderous crimes. They are not the sort of lunatics that figure so often in our criminal courts, whose paroxysms of mental derange- ment are momentary, lasting just long enough to enable them to wreak a revenge or strike down a success- ful rival and immediately return to complete sanity; but the would-be wholesale murderers, under the pre- tense of benefaction, are permanent- ly and incurably crazed, and are dan- gerous subjects who ought to be se- curely locked in asylums for the bal- ance of their lives. Coming back to a consideration of the infirmities and ailments to which human beings are all destined, the fact remains that some of these evils are temporary and curable, and of some the suffering can be _ largely mitigated. This is not only the truth in regard to many bodily and mental disorders, but applies to moral laches. By what claim of authority shall all the human creatures who are suffer- ing in mind, body, or estate, or those who have arrived at any particular age, be summarily done to death? What good would it do to sOciety that might be left behind? We are taught that mankind was once perfect in mind and body, in vigor and beauty, in freedom from any blemish, and that these creatures walked with the angels and com- muned with God, and yet, despite all these extraordinary advantages, our race by the conduct of its own mem- bers has contracted all the horrible diseases and the moral and mental depravity that have filled the earth with crime and misery. If all the aged, the feeble and other- wise imperfect individuals were win- nowed out of the population and ex- terminated, those who should remain in the highest vigor of body and mind would lose no time in plunging into the excesses which produced the con- ditions it was sought to eliminate, and man would be the same fallen creature he now is. - Moral reform must come from spir-- itual forces and influence, and often it affects more readily those who are in pain and distress than those who are in the height of vigor and im- mersed in the pursuit or enjoyment of the objects of their desire. More- over, the human race is possessed of a power of resistance and persistence which enables it to survive every change of condition, no matter how destructive. The human constitution can elim- inate and work off the effects of syphilis and other cankerous and blood-corrupting diseases, and finally restore the race to purity and vigor of body and mind, and to moral sanity, but it must be done through the operation of spiritual influences. The Savior of mankind did not pro- pose to restore and redeem the race by means of a tremendous cataclysm like the Noahic deluge, from the fury of which only a single family of spe- cially perfect and chosen individuals were saved. His plan was to include all, even the lepers that lived in the broken and deserted tombs and the thief on the cross. Through many hoary and wearied centuries human beings had wandered away from the conditions which had permitted then tc associate with celestial beings and to receive commands from their Di vine Creator and King, and _ now, when they had fallen to the lowest depths of misery and depravity, a reessage had come which gave assur- ance that the race by a slow but steady progress of regeneration would be raised again to the condi- tions of its first estate. This is the divine promise of re- demption, of human regeneration and restoration, and it can not be accom- plished by mad schemes of wholesale murder. E. A. Bentum. —_———--> 2 Catering To Customers’ Fads One Element of Success. Written for the Tradesman. If you wish to succeed in business, let me tell you, as one speaking from an experience of close observation, that one of the most essential fac- tors is the ability to read the char- acter of your customer. Then play on every component of that charac- ter. But—and right here is the rub— don’t let him in on the deal. Don’t let him know that you see through him like a book or the game is up and you might as well put on your hat and go home. If you allow the patron to recognize that you are “making capital” of his more or less concealed real self your place is not behind the counter; it is not for you to weigh codfish, sell tacks, tear off calico, dispose of a plow or take an order for a windmill. You should be learning some occupation that calls not for nice discrimination, fi- nesse in leading to the culmination of a difficult trade, or flattery that is so delicate, so subtle, that the “jolly” is mistaken for well-deserved praise coming from the bottom of the heart of the donor. I have known many a man to come off with flying colors, in the mercantile business, more from the possession of a per- ception that saw keenly to the root of matters, an insight that was able to cater to the idiosyncrasies of his clientelle, than from any overween- ing knowledge of the intricate prin- ciples that govern success. If your customer is a woman who Icoks well to the utilities of life, whose sole idea as to fitness of mer- chandise is that it shall wear well and that it shall serve the purposes of comfort and convenience, it is the casting of “pearls before swine” for you to insist upon—or even to sug- gest—her looking over your lately- arrived line of chiffon neckscarfs, or openwork hosiery that puts to shame the cobweb accomplishment of the most patient toiler of a species of arachnida, or laces that would be a dream of delight for “one of the no- bility.” Better show her some “spe- cial values” in kitchen crash. Take her to the knit underwear depart- ment, where she may select coarse garments of the cheaper sort. But, if the customer is of the Milady va- riety—if it is the dainty in life that appeals to her—spare no effért to make her acquainted with the most elegant of the womanly furnishings in your stock. And, if you haven’t what she wants, tell her you can It pays a profit. The Quaker Family The Standard of Standards Quaker Corn It has the value inside the can. It’s always the same high grade. It pleases the customer. What more can you ask? order it for her and have it in her possession in a few days. Such of- fers give the impression that nothing is considered too good for her—that you will go to any lengths to please her. Fall in with the ways of your trade. Get interested in what _ interests them. If you happen to see patrons out anywhere bring the fact to their mind, so that they will see that they are of enough importance in your eyes for you to. recollect having seen them. It is on the same prin- ciple that the careful hostess remem- bers how many lumps of sugar a guest takes in his coffee, or that he is a “water fiend”’—although that is not the word she will apply to him. The ideal storekeeper will recall the different customers’ fads, their likes and dislikes. This is a com- pliment to them. A man warms up at once to another who forgets not what an expert he is in certain di- rections. There are two phases which the up-to-date merchant will not touch upon, two subjects he will taboo: the discussion of politics and argument concerning religion. Each of his customers must feel that here is one place where his bias in either of these directions is not to be interfered with in even the slightest degree. If any present-day dealer has never tried living up to the foregoing ten- ets let him turn over a new leaf along this line—the leaf-turning-over is not all gone until Jan. 30—and the result will surely surprise him. Jo Thurber. WoRDEN GROCER COMPANY (Private Brand) GRAND RAPIDS, MICH. MICHIGAN TRADESMAN Movements of Merchants. Saginaw—The boot and shoe stock of the late Albert C. Harvey has been purchased by W. H. Appenzel- ler, of Port Huron. Kalkaska—B. H. Ketzbeck & Son have sold their grocery stock to C. H. Personett, who will continue the business at the old stand. Petoskey—At the annual meeting of the stockholders of the Fochtman Furniture Co., Ltd., it was decided to close out the stock and retire from the business. Kalamazoo—A. H. Upson, proprie- tor of a grocery Store at the corner of East Main and Harrison streets, has sold his stock to C. R. Camp- bell, of Decatur. Port Huron—Frank Kenney, for several years Grand Trunk Superin- tendent of Terminals at Port Huron, has purchased the cigar stock of Gus- tavus H. Herman. Muskegon—James Haan has sold his grocery stock to Gerritt Hasper, who was formerly connected with Langeland & Co. Mr. Hasper has al- ready taken possession. Muskegon—Articles of association of the Peterson Grocery Co. have been filed. The new company is in- corporated with an authorized capital stock of $5,000, of which $3,000 is paid in in cash. Petoskey—Geo. L. Petrie has pur- chased the interest of his partner, A. Jones, in the bakery and delicatessen business formerly conducted by Jones & Petrie and will continue same un- der his own name. Plainwell—A. T. Murray has sold his interest in the firm of Goss & Murray to Mrs. Irene L. Goss and Lindsey R. Goss and later E. Lee Gray, of Grand Rapids, purchased an interest in the business and Goss & Gray has been adopted as the firm name. Dowagiac — Philip Oppenheim, clothier and dealer in boots and shoes, will turn his business over to the management of his son, A. P. Oppenheim, and Herbert Curtis. Mr. Oppenheim finds it necessary to re- tire from business on account of ill health. Petoskey—Arthur E. Remington has sold an interest in his clothing and men’s furnishing goods stock to Louis J. Baker, who has lately con- ducted the store for the Consumers Clothing Co., which business will be conducted by the new firm of Rem- ington & Baker. St. Joseph—The firm of Rahn & Son, which conducts a shoe and shoemaking business, has changed management, Will Rahn taking his father’s place as manager. The firm name will remain the same, although the business will be continued by William and Robert Rahn. White Cloud—R. Gannon & Sons have purchased of C. G. Linnington the Farmers and Merchants’ Bank and will continue the business. Mr. Gannon has been one of the most prominent business men of this place for twenty-five years and his busi- ness integrity stands unquestioned. Battle Creek — The department store business formerly conducted by the Poulsen Co., Ltd., has been merged into a stock company under the style of the Poulsen Mercantile Co. with an authorized capital stock of $50,000, of which amount $25,000 has been subscribed and $5,000 paid in in cash. Lansing — Cameron & Arbaugh have merged their general merchan- dise business into a stock company under the style of the Cameron & Arbaugh Co. The authorized capital stock of the new company is $100,- coo, of which amount $67,000 has been subscribed and $10,000 paid in in cesh and $40,000 in property. Adrian—Arthur Palmer has _ pur- chased the interests of Chas. F. Kay- nor and John H. Purdy in the Palmer Furniture Co. and, together with his father, A. E. Palmer, one of the old stockholders, will continue the busi- ness. Messrs. Kaynor and Purdy will be employed by the new firm. It is probable that the style of the business may be changed to the A. E. Palmer & Son Furniture Co. Monroe—Samuel M. Sackett, said to be the oldest druggist in Michigan, died Jan. 17 as the result of a stroke of paralysis, which he recently suf- fered. Mr. Sackett was born in Maumee, Ohio, October 21, 1825, and, with his parents, moved to Raisin- ville, this county, settling on a farm. On February 14, 1842, he was given a position in the drug store of Har- ry Conant, who began business in September, 1822. His was the oldest drug establishment in the State. In the spring of 1853 he purchased the drug business of Mr. Conant and con- ducted it until January 1 last, when he sold out to a local druggist. Kalamazoo—C. A. Baker, of the Baker Grocery Co., has perfected a system of account keeping and is put- ting it on the market. It is design- ed for the convenience of merchants using the charge system and can be operated from either side of the coun- ter. The system is embodied in a small cabinet. Mr. Baker claims that the principal attraction he has to of- fer is that it takes no longer to han- dle a credit business with the system than it does to handle a cash busi- ness over the counter. Only one writing is necessary. The cabinet and mechanism is simple. The in- vention is being handled by the Bak- er Account System Co. and represen- tatives will travel from this city. Mr. Baker worked at this idea for several years, seeing a need for the inven- tion in his long experience in the grocery business. Manufacturing Matters. Kalamazoo—The Standard Paper Co. has increased its capital stock from $60,000 to $120;000. Flint—The capital stock of the Michigan Paint Co. has been increas- ed from $260,000 to $275,000. Alpena-—The Churchill Lumber Co. is going to install a resaw in its mill before starting up in the spring. Jackson—The capital stock of the Hartwick Machinery Co. has been increased from $21,000 to $25,000. Detroit--The capital stock of the Monarch Steel Castings Co. has been increased from $100,000 to $200,000. Detroit—The Chamberlin Metal Weather Strip Co. has increased its capital stock from $5,000 to $30,000. Leslie—D. M. Dearing and P. B. White, of Jackson, are organizing a company to manufacture children’s automobiles at this place. St. Josepr — The Wells-Higman Co., which manufactures baskets and fruit packages, has increased its cap- ital stock from $75,000 to $215,000. Allegan-—Letters were read from the Andrews Heating Co., of Chica- go, two canning companies and a tannery man, all looking for loca- tions, at the initial meeting of the Allegan Board of Trade last week. New Wexford—A. F. Anderson, of Cadillac, and G. A. Swanson, of Ho- bart, have bought the Daniel Dake mill at this place and will operate under the name of the Wexford Lum- ber Co. Mr. Dake will retire from active lumbering operations. Detroit—-A corporation has’ been formed under the style of the Michi- gan Copper & Brass Co. to manufac- ture sheet copper and brass with an authorized capital stock of $800,000, of which amount $400,000 has been subscribed and $100,000 paid in in cash. Zeeland—The furniture and novel- ty manufacturing business of the Colonial Manufacturing Co. has been merged into a stock company under the same style with an authorized capital stock of $35,000, of which amount $20,000 is subscribed and 3,500 paid in in property. Detroit—The directors of the Parke, Davis & Co. corporation have de- clared an extra dividend of 5 per cent., payable Feb. to. This is in addition to the regular annual dividend of 6 per cent. At'a meeting of the board of directors soon to be held the ad- visability of increasing the annual dividend will be taken up. Ludington—The Ludington Wood- enware Co. has started its plant again, after a shutdown for the pur- pose of installing two boilers and making repairs. The butter dish fac- tory will be started about March 1. The company is using about 2,000,000 feet of logs a year and expects to in- crease this to 3,500,000 feet. Alpena—Bay City parties have pur- chased the buildings owned by AlI- ger, Smith & Co., at Black River, about twenty-two miles south of this place. The deal included the saw- mill, boarding house, barns, tenement houses and sheds. They have been torn down and the lumber shipped to Bay City. The foundation piles are white pine and as sound as when driven, thirty years ago. They will be lifted from the water and manu- factured into lumber. It is expected the purchasers will get more than 1,000,0co0 feet of lumber from this source. This is practically all that is left of a once busy lumber town. It was the headquarters of the Lake Huron lumbering operations of Al- ger, Smith & Co. for more than twen- ty years and, aside from operating a sawmill, the firm rafted from 70,000,- 000 to 110,000,000 feet of long logs annually from Black River down the lakes every season for more than a score of years. Now the town is dead; the stores are closed, so are the churches and the school. It is a de- serted village. —__s2-- > Storage Egg Holders Lose Heavily. The recent slump in the price of eggs is proving to be a very serious matter, not only to the legitimate trade, but to a good many specula- tors as well. A cold spring helped the trade out nicely last year, and holders of storage eggs were able to show a good profit at the end of the season. This fact tempted a good many who are not in the business to go into the storing of eggs as a matter of speculation, and as a re- sult the country last April was flood- ed with buyers; the competition was keen and prices averaged high, and in the end the storage warehouses of the country were carrying the heaviest load of eggs on_ record, most of which stood to cost their owners in the neighborhood of toc per dozen. A good many owners were not satisfied with the price at which they could have sold through December, and held on to their stocks in the belief that colder weather this month would help them out. The weather, on the contrary, has been steadily and unusually warm; the flocks of hens the country over are this year largely increased over last, and there has been a steady stream of fresh eggs in the market | all through this month. With the wants of the market fully supplied by current receipts these storage eggs are being pushed off at any- where from 13c up. The Chicago Fruit and Produce News has this to say of the situation: “It looks now as though it was all over in the storage egg deal. Ap- parently the only thing now that could change the situation would be heavy snow and blizzard to last through February. Holders are mak- ing a great scramble to unload even at the prevailing ruinous prices. “One of the managers of a cold storage plant says that storage eggs can never get back above I6c and he doubted if they would get there. Un- der such conditions he thought that fresh eggs might react to 22c, but if the weather continued warm it would only be a very short time be- fore they would be 15¢c. “It is asserted by those who have mixed up in the deal sufficiently to have experience that if the price of Storage eggs does not get higher again than 15c, there will be a loss of a quarter of a million dollars in Chicago alone. Some say there are in storage not over 200,000 nor less than 150,000. “The leading interests are already getting their heads together, and as- sert that 12c Chicago and 13¢ sea- board will be the watchword for the coming April and that all energies will be bent to make this a condi- tion and not a theory. Reports from the various interests which come in from all parts of the country are uniformly that there is an increase of hens and pullets over last year, and some put the increase as high as 30 to So per cent.” MICHIGAN TRADESMAN 5 The Produce Market. Apples—Steady and strong at $3 for ordinary, $3.25 for choice and $3.50 for fancy. As the season ad- vances several varieties have been cleaned up others advanced in price. Quality is good for the time of year, and the movement not very satisfactory, due to the fact that a smaller number than usual laid in large supplies in the fall. Bananas—$1.25 for small bunches, $1.50 for large and $2 for Jumbos. This staple article is moving out well at unchanged prices. Extreme care is taken in shipping, owing to the fact that the fruit is so sensitive to frost. Few shipments are injured if ordinary care is taken at point of des- . ation. 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. The general call for butter of all grades has been active, the foreign demand showing up heavily within the past few weeks. This outside call has not only cut deeply into the supply of June goods stored last year, but has caused such an active enquiry for low grades as to force up the price of packing stock during the past 30 days. Eastern buyers have loaded up heavi- ly here on creamery firsts the past few days, which has had a decidedly bracing effect upon the local situation on that grade. For a tume, the mare ket on firsts was on the ragged edge, the outlet being decidedly limited, with stocks piling up right along Cabbage—75c per doz. Carrots—$1.20 per bbl. Celery—3oc per bunch. Cranberries—Late Howes are firm at $15 per bbl. The price is so high that only a few dealers handle them. Some jobbers have cut them out of their shipping list entirely. At $15 per barrel they are bound to be slow sellers. Most orders come in for bushel and box lots. f Eggs—Local dealers pay 17@18c on track for case count for strictly fresh, holding candled at 20@z2Ic and cold storage at 14@15c. The quanti- ty of arrivals has been so dependa- ble on the average that the consump- tion has been largely increased. This caused heavier buying by retailers, and it took only a day or two to get stocks in jobbers’ hands down to a normal basis. Receipts are still much larger than at the same time a year ago, but storage goods are not cut- ting deeply into the proposition. The season has so far advanced that hold- ers of the storage eggs on hand are figuring on a loss, as cooler goods can not be moved out at a high enough price to reimburse them for their outlay. Bakers and that class of trade only will want the cheaper grade of goods from now on. Con- sumers will want only fresh laid for culinary and table use, and around present prices will care for all com- ing for the next sixty days. Grape Fruit—Florida is in fair de- mand at $6 per crate. Grapes—Malagas are $6@6.50 per keg. Honey—13@14c per tb. for white clover. Lemons — Both Californias and Messinas fetch $3 per box. The call is unimportant, but is steady. Lettuce—15c per fb. for hot house. Onions—Local dealers hold red and yellow at 75c and white at 9oc. Span- ish are in moderate demand at $1.60 per crac. Oranges—Floridas are steady at $3 and Californias fetch $2.75 for Navels and $2.85 for Redlands. The price is so low that further declines seem impossible on good stock. Job- bers evidently have this opinion, as they. are now carrying a big stock and anticipate an advance that will net them a good profit later on. The de- mand is active both on city and country account, the comparatively high price on apples compelling more attention to oranges. Parsley—4oc per doz. bunches. Parsnips—$1.50 per bbl. Pop Corn—goc per bu. for rice On cob and ac per fb. shelled. Potatoes—Country dealers gener- ally pay 50@s5c, which brings the selling price up to about 60@6sc in Grand Rapids. There is much en- quiry from the South for potatoes for seed purposes, and most local ship- pers have their order books filled, and are not anxious to take orders until later, when new supplies can be secured. Most of the orders are for future shipment, and the trade are taking it easy. The call for potatoes is steady for table use, and showing some increase, aS a great many re- tailers who put in stock in the fall are finding their supplies running low and are now buying for current use. Squash—Hubbard, Ic per fb. Sweet Potatoes—$3.50 per bbl. or $1.50 per hamper for kiln dried II- steady at ‘linois Jerseys. ——_.— 2 C. W. Dierdorf, who sold his in- terest in the G. J. Johnson Cigar Co. about eighteen months ago for $8,000 and immediately organized a_ stock company to embark in the manufac- ture of cigars with union workmen, is financially embarrassed and is un- dertaking to settle with his credit- crs on the basis of 40 cents on the dollar. This outcome of the under- taking was predicted by the Trades- man at the time the business was established, because experience has demonstrated, time and again, that it is not possible to conduct a cigar manufacturing business successfully with union workmen, on account of the treacherous character of em- ployes who are dominated by an oath-bound organization which in- variably pursues a rule or ruin policy. —_—_-2-2 + -——_ Frederick C. Miller has been elect-- ed director of the Michigan Paper Co., at Plainwell, in place of E. A. Stowe, who was elected at the recent annual meeting, but subsequently de- clined. Mr. Miller is a gentleman of wide experience in the manufac- turing business and will prove a val- uable accession to the institution on account of his knowledge and con- servatism. The Grocery Market. Sugar—Raws have declined %c, and quotations for future shipment are even lower. All refiners reduced re- fined sugar Io points, subsequently ad- vancing softs 5 points and _ confec- tioners Io points. It seems to be the prevailing belief that further ad- ances are hardly likely and the mar- ket will do well even if it holds its present position until the new crop sugars arrive. These are due quite soon and would naturally have a soft- ening effect on the market. The trade is buying in a moderate man- ner, but evidently only enough for current requirements. Tea—There has been no change in price during the week with no devel- opments of any character. Prices are steadily maintained on the ruling bas- is. The demand for tea during the week has been fairly good, although by no means active. It seems quite improbable that there will be any- thing approaching a boom in the market during the present month. Coffee—Receipts at primary points continue to run lighter and lighter. The trade is very good as retailers seem to have every confidence in the market and are buying freely for nearby requirements. Canned Goods—Tomatoes continue very strong and jobbers here and there are advancing prices as their stocks are running out. Corn is un- changed and in good demand. Can- ned peas are in continued good de- mand with a very firm market. String and wax beans are steady. Aspara- gus is in good demand. California fruits are in firm hands and the de- mand seems to be improving. The consumption at this season is likely to increase, as a result of home can- ned fruits being exhausted. Gallon apples are very strong. So are stand- ards. Dried Fruits—Currants are moving out fairly well at unchanged prices. The packers have reduced prices 2%4c on all grades of seeded and about 1%4c on loose. How long these prices will last, however, is uncer- tain. Orders are reported to have been so heavy that the packers’ ca- pacity is filled for the present, and an advance may come. This will not carry prices back to the old point, however, but is expected to be only 1%4@t%4c. There has been great trou- ble to get orders confirmed since the decline. Apricots are quiet at un- changed prices. Apples are firm and unchanged. Prunes in most holders’ hands rule at 4c coast. In _ the last the market ranges from 3%c bas- is to 234c, according to the holder’s strength of mind. The demand is siow. Peaches are scarce, high and dull. It looks like higher prices later. Syrups and Molasses—Sugar syrup is in almost no demand and prices are unchanged. Molasses is gradual- ly creeping up in price. In New Or- leans the market is very firm and cane juice has advanced 6c per gal- lon. This advance is entirely legiti- mate, being due to actual scarcity. Good molasses is not abundant and very firm. The glucose market is unchanged although firm by reason of the new consolidation. Compound syrup is unchanged and in fair de- mand. Rice-——-Rice is very strong and ad- vances are looked for at almost any time. As the season advances the lightness of the last crop is becom- ing more and more evident. Demand is normal. Fish—Cod, hake and haddock are unchanged and fairly active. White fish and lake fish are unchanged and in moderate demand. Herring are firm and scarce. Mackerel continues very firm, with a persistent harden- ing tendency. Sales have been made during the week at a considerable advance over the price ruling a short time ago. The demand is fair. Ac- cording to prediction mustard sar- dines have advanced during the week. The advance was not uniform, but averages about I5c per case. Scarcity of stock is the cause. —__+ +. —___ The Grain Markets. The past week has shown a drop- ping off in price of May wheat in Chicago from 88 to 8634 cents per bushel. Foreign markets have been weak and indifferent and any busi- ness for export has been brought about by low prices on the part of sellers. There has been a_ general tendency on the part of grain men to close out any surplus stocks which they have accumulating. It would seem that we have had suffi- cient decline for the present, and we are now inclined to look for a sharp in the near future. There was an increase in the visible supply of 1,941,000 bushels, making the pres- ent visible at 48,855,000 bushels, which is conceded as rather bearish. Both corn and oats have been weak and lower in sympathy with wheat. The trade in corn has been heavy, shipments are arriving in good condi- tion, the weather being very favorable. The visible supply showed an increase in corn of 462,000 bushels as com- pared with an increase for corres- ponding week last year of 235,000 bushels. The present visible supply of corn is 14,224,000 bushels. Oats were practically unchanged, the visible made an increase of 63,000 bushels, making the present supply at 27,315,000 bushels. The feed trade is improving daily, mill feeds locally are scarce and prices are up from fifty cents to one dollar per ton for both bran and middlings. The demand for ground corn and oat feed is a little more brisk, and prices are practically un- changed for the week. L. Fred Peabody. —__+~-.___ The Grand Rapids Brewing Co., which paid a cash dividend of 8 per cent. and a stock dividend of 50 per cent. a year ago, repeated the act again this month. This increases the total capital stock of the corporation to $750,000, making it one of the heaviest capitalized institutions in the city. It is reported that an offer of $2,000,000 for the property has been received and declined. Stockholders would find no difficulty in marketing their holdings at 200, but there are more bidders than sellers. HO Worship is more in looking up than in bowing down. been reaction now INDIANA MERCHANTS. Summary of Their Annual Conven- : tion at Ft. Wayne. The sixth annual convention of the Indiana Retail Merchants’ Associa- tion, which was held at Ft. Wayne last Tuesday, Wednesday and Thurs- cay, was largely attended. The annual address of the Presi- dent, which was well received, ap- peared in full in the Tradesman of Jan. 17. The report of Treasurer N. A. Moore showed receipts of $2,664.11, disbursements of nearly the same amount and a balance on hand of $11. The report was accepted. The Committee on Constitution reported in favor of reducing the membership of the Executive Board from nine to six members, to be elect- ed by the convention from the sev- eral lines of trade represented. The Board is now appointed by the Pres- ident. The proposition was defeated. Another amendment proposed, that the annual dues of members be re- duced from $1 to 60 cents per capita, was likewise defeated. Election of officers resulted in the selection of the following: President—Ralph B. Clark, Ander- son. : Vice-President—I. B. Budd, Terre Haute. Secretary—E. L. Palfrey, cennes. Treasurer—Fred W. Helt, Indian- apolis. : It was decided to hold the next annual convention at Evansville in January, 1907. Many excellent papers were read and discussed during the convention. Four of the papers are published ver- batim in this week’s Tradesman and others will appear next week. Among the resolutions adopted were the following: Whereas—The Indiana Retail Mer- chants’ Association in convention as- sembled at South Bend, Ind., in Jan- uary, 1904, instructed their officers to organize a mutual fire insurance com- pany, and Whereas—In compliance with said instructions, The Merchants’ Mutual Fire Insurance Co. of Indiana was organized and very successfully oper- ated for eight months, and Whereas—In this time it was fully and completely demonstrated that such a fire insurance company met with the full approval and endorse- ment of the business men of Indi- ana, and Whereas—It was shown beyond a doubt that a mutual company can and will carry fire insurance at a greatly reduced rate to the merchants and business men, and Whereas—The old line fire insur- ance cOmpanies of Indiana and_ the fire insurance trust in the country at large became aware of the success- ful and phenomenally large busi- ness that this mutual company was doing they began planning and scheming to put them out of busi- ness, and Whereas—It resulted in the old line companies and the trust entering into a conspiracy against our mutual company with the result that we were Vin- MICHIGAN TRADESMAN compelled by the Auditor of the State to discontinue writing insurance in Indiana, therefore be it now Resolved—That we hereby and earnestly endorse the efforts of the Merchants’ Mutual Fire Insurance Company of Indiana and its officers to give to our citizens first class and safe insurance at a very much lower cost than the old line companies can or will give them. Also be it Resolved—That we fully and earn- estly condemn the contemplated and unfair methods entered into by the first insurance trust to harrass and compel our mutual company to quit business, and be it further Resolved—That we fervently urge His Excellency, Governor Hanly, of Indiana, to appoint a committee or set in motion some plan whereby this most infamous and dastardly act of the old line companies against the in- terests of the business men of this State in not allowing them to oper- ate a company of this nature in their own interests, to trace to its origin and the guilty parties who inaugu- rated this conspiracy, that they be brought to justice and made to feel the penalty of the law. Be it also Resolved—That we greatly appre- ciate the necessity of mutual fire in- surance in this State, and that we earnestly hope that in some way along lines that will comply with the law, another will be organized and to the same we pledge our loyal support and hearty co-operation. Whereas—The members of the In- diana Retail Merchants’ Association are in favor of and believe that a I- cent rate of postage on letters would be of immense benefit to the manu- facturing and mercantile interests of the country, and also to the general public, and Whereas—We believe that such a rate is justified by the actual cost of carrying this class of mail matter, therefore be it Resolved—That this Association is in favor of having the postal laws so amended. Your Committee rec- ommends that each member of this Association write to the Congress- man from his district and to both the Senators from Indiana urging the importance of this matter upon them. Whereas—A parcels post bill is now before Congress and our Asso- ciation has repeatedly gone on rec- ord as opposed to such a bill, be it Resolved—That we, the members of the Indiana Retail Merchants’ As- sOciation, in convention assembled, desire to reiterate our former expres- sions of opposition to this class of legislation and do hereby petition our Representatives at Washington to use their influence against its pass- age, and be it further Resolved—That our Secretary be instructed to forward a copy of these resolutions to our Congressmen. el Refund Plan To Be Tried. Battle Creek, Jan. 23—The Busi- ness Men’s Association is figuring out a plan to refund the carfare of those persons who come here to trade from nearby towns. It is be- lieved such an arrangement would bring a great amount of trade to this city and would be of advantage to all. The annual meeting of the Battle Creek Interior Finish Co. showed a very prosperous condition. The di- rectors were re-elected. The old Cero-Fruto factory, recent- ly bought by the Hygiene Food Co., will be re-opened as soon as new boil- ers arrive from Buffalo. The new $25,000 brick building of the Duplex Printing Press Co., to be used expressly for the manufac- ture of the newly-invented Bechman press for metropolitan dailies, has been enclosed and the men are now working upon the interior. For several years the working men have run a co-operative grocery in this city known as the Queen City Co-operative Association. The an- nual meeting showed a large increase in trade and a growth in member- ship. The business manager, F. D. Coleman, was retained for another year. ‘It is stated that the Grand Trunk Western has already placed orders with some of the largest machinery manufacturing companies for sup- plies for the new locomotive works, which will be built here this year. Everything will be modern. —_—o-e a The Worden Grocer Co., purveyor of reliable goods in the wholesale grocery line, is exceedingly busy in its coffee and spice department, con- tinually receiving consignments of fresh goods from the most reliable sources and finding a ready market for them almost immediately after their receipt. “Quaker” brand cof- fees and spices seem to have the call, being especially fine and clean goods adapted to the educated tastes of our progressive public. 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. VALENTINES Write for Catalogue Grand Rapids Stationery Co. 29 N. Ionia St., Grand Rapids, Mich. Alsoinstruction by Main. The MCLACHLAN BUSINESS UNIVERSITY has enrolled the largest class for September in the history of the school. All commercial and shorthand sub- jects taught by a large staff of able instructors. Students may enter any Monday. Day, Night, Mail courses. Send for catalog. D. McLachlan & Co., 19-25 S. Division St., Grand Rapids 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. Just Out Guaranteed the package soda wafer made. best 5c Manufactured by Aikman Bakery Co. Port Huron, Mich. prices. Prompt deliveries. We make any style show case desired. Wolverine Show Case & Fixture Co. Grand Rapids, Michigan Bank, Office, Store and Special Fixtures. Write us for FOOTE & JENKS’ Highest Grade Extracts. FOOTE & JENKS MAKERS OF PURE VANILLA EXTRACTS AND OF THE GENUINE, ORIGINAL, SOLUBLE, TERPENELESS EXTRACT OF LEMON Sold only in bottles bearing our address JA XOWN|Foote & Jenks JACKSON, MICH. We have the facilities, the experience, and, above all, the disposition to produce the best results in working up your OLD CARPET S INTO RUGS We pay charges both ways on bills of $5 or over. If we are not represented in your city write for prices and particulars. THE YOUNG RUG CO., KALAMAZOO, MICH. ae MICHIGAN TRADESMAN 7 RELIABLE FLOORWALKER. He Is Reasonably Sure of Steady Employment. With the newspaper reporter and the city detective, the floorwalker in a large department store—or, as he is now known, the “floor mana- ger’—occupies an erroneous position in the public’s estimate of his duties. Partly through a superficial observa- tion and partly through the work of the joke writer the public is under the impression that the floorwalker fills a position on the same plane as that of the head waiter in a large cafe or restaurant, and that the great bulk of his work lies in directing customers to the various departments of the store. A few years ago this impression was true, or at least nearer to the truth than it is now. The floorwalk- er of the past was much akin to what the public considers the floorwalker of the present day. He was then literally a “floorwalker.” He walked about in the aisles of the stores, clasped his hands, and told custom- ers that the hardware department was in the basement and the boys’ clothing on the fifth floor. His great- est qualification was a knowledge of the store’s departments and of the goods sold in each department; his most important function that of a living directory of the store. This is all changed. The floor- walker of old has gone the way of many others in the business world, and in his place is the floor mana- ger, a quiet, efficient man whose du- ties are of such nature as to neces- sitate that he be a well trained busi- ness man and who has little of the appearance and none of the manner- isms of his predecessor. Instead of “traveling a beat” on the store floor, the present floorwalker is as- signed to one department and con- fines his efforts exclusively to it. In- stead of spending the greater part of his time directing customers’ the greater part of his duties now lies in watching the details and attending to the business management of the department. He still moves about and directs customers, but this is only an incident to his position, and he is paid for his ability to conduct his de- partment in a manner satisfactory to the superintendent of the store. A floor manager in a large depart- ment store has at least three sepa- rate and distinct lines of duties. First of all there are the stock and _ its appearance and the general tone of his department to keep an eye on. The floor manager must know the value of the goods in his department as well as the owner of a small store must know the value of the goods that he is selling. He must arrange these goods in the best man- ner possible, see that they are kept in order, and that no slovenly han- dling of stock is indulged in by the salespeople. In furthering the good appearance of his part of the store he must regulate the appearance of the help under him. Most of the large stores have rules of dress for their employes. The floorman sees that these rules are followed to the let- ter. His second line is the management of the help. This means not only that he must watch their appearance, but that he must watch them with the eye of an overseer—see that their work is up to the standard required, prevent them from idling or talking as much as is possible, and see that they maintain the tone of the store in their treatment of customers. He must seek out the worthy among the help under him and see that they are rewarded and that the unworthy are passed by or discharged. In all ways he must keep the work of selling the department’s goods going on just as the store requires. Third, and not least in its requirements, he must help customers in his department to find the goods they want, see that they are waited on as promptly as his force of salespeople permits, mollify the angry or dissatisfied, and strive to have each and every patron leave his department with a good im- pression of the store. The arrangement of a department, its appearance, the help, the treat- ment of customers, the stock, and the business detail, all these the floor manager is directly responsible for. In short, he represents the superin- tendent’s office on the floor. To fill this position satisfactorily requires a man of many qualities. He must be a “high class man” in the business sense of the phrase. Primarily, of course, he must be familiar with the business of merchandising. Follow- ing along this line many stores se- cure some of their best floorwalkers from the ranks of merchants who have owned stores of their own, and who, for some reason which does not detract from their value as busi- ness men, have failed. Such men us- ually have the experience, the execu- tive ability, the tact and knowledge for handling help necessary to the mak- ing of a good floorwalker. The only question regarding their availability is: Can they adapt them- selves to the methods and work be- fore them? In many cases _ this question is answered in the negative. The man who was efficient as the manager of a small store is lost when face to face with the problem of adapting himself to the large store’s way of doing business. Each store has its own system, or rather sys- tems, and the floorwalker must com- prehend thoroughly and be in sym- pathy with these systems if he is to be a success. The floor manager who is developed in the store in which he is employed is the one de- sired by all store superintendents, but he is not always to be had. Not more than Io per cent. of them come from the ranks of the store sales- men, and the salesmen have the best opportunities to develop into the po- sition. Why more do not develop is hardly explicable, save in that the depart- ment store salesman is prone to shift to other occupations at the first op- portunity. Again, the salesman who stands behind a counter for several years is apt to lose the initiative and aggression necessary in even the smallest executive position. He be- comes a machine, so the department store superintendents look principally to the outside for their supply of floorwalkers. In addition to his ability as an overseer and an executor the floor- walker must have an_ ability for grasping detail. The running of a department in a big store is a mat- ter of considerable complication. While it is the department buyer who is responsible for the securing and pricing of the stock, his field of ac- tivity ends practically when the goods are on the shelves or in the cases ready for sale. From then the stock is in charge of the floorwalker. It is under his eye that it is sold, and it is his brain that carries the responsibility of the detail work of the department. With the institu- tion of charge accounts and C. O. D’s his duties have been multiplied until now he has as many responsi- bilities on his mind as the average worker of the higher grades. The lurge store is practically a congre- gation of many small stores under one roof and one management, and each floor manager is in direct charge of one of these subdivisions of the complete enterprise. For the proper conduct of his space he is directly responsible to the store’s superintendent. If anything goes wrong in any way in the de- partment the floorwalker hears from the superintendent without delay. For instance, each day part of the routine work of the superintendent is to examine the goods found in the sweepings of the night before. If any new goods are found he promptly sends word to the _ floor- walker. Less than half a dozen words pass between them, but the floorwalker knows that he is expect- ed to stop the occurrence of such things in his department. This is only one of a multitude of things for which he is responsible. The pay of the floorwalker runs from $20 to $25 a week. This is not high pay, considering the importance of the position, but he has endless opportunities for advancing himself. In every store there are buyers and department heads by the dozen who have been promoted from the floor. The opportunities for displaying in- efficiency or efficiency are so numer- ous that it is not long before the ca- pable man is making himself evident, and his reward comes accordingly. The average number of floorwalkers in the large stores run from fifty to seventy-five. In some stores where aisle managers are employed the number is higher. There is seldom an oversupply of floorwalkers, and the experienced and reliable man is practically sure of having steady employment the year around. H. O. Harper. a Matter of Age. Edyth—They say the minister’s new assistant is a confirmed woman- hater. Mayme—Indeed! I had no idea he was as young as that. ——_2 2. ——— Then He Got Busy. Said He—You are what I would call a delusion. Said She—Well, don’t you believe in hugging delusions? If It Does Not Please Stands Highest With the Trade! rt °°. Stands Highest in the Oven! + 3,500 bbls. per day + Sheffield-King Milling Co. Minneapolis, Minn. Clark-Jewell-Wells Co. Distributors ~ MICHIGAN TRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price Two dollars per year, payable in ad- vance. No subscription accepted unless companied by a signed order and price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued in- definitely. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old; $1. Entered at the Grand Rapids Postoffice. E. A. STOWE, Editor. Wednesday, January 24, 1906 A BROAD, FAIR ENTERPRISE. The popular estimate, or what ap- pears to be the general conclusion as to the scope and purpose of an organization of the business men of a city in behalf of the general wel- fare, is that, if that association can succeed in bringing one or two new industries into the town each year, it is good work and the more of such additions to the city’s list of manu- factories there are the better the work. Indeed, so great is the stress laid upon this sort of effort, that in many places special allurements in the shape of a bonus, exemption from taxes, factory buildings gratis, and so on, are offered and with each new capture comes a generous award of praise. As a rule, and the exceptions prove the rule, the industrial proposition that seeks a bonus or any other ma- terial donation is not worth the having, and as the natural sequence the records show that hundreds of cit- ies which have thus bought their in- dustries have learned their - lesson and are not now on the market in this respect. Whatever its name, the Citizens’ Association, the Commercial Club, the Board of Commerce or the Board of Trade, it has a much broader field and possesses a more dignified and effective purpose, if it is what it should be. Without in any way par- ticipating in politics such a body, if wisely conducted, can do great work in shaping public opinion. Totally oblivious of issues and creeds, such an institution can be of inestimable value in uplifting the religious and the ethical factors of society. With utter fairness to all interests and without bold interference in the af- fairs of others, a harmonious and skillfully conducted society of that character can arbitrate away a great variety of- business contentions and injustices. For example, the Board of Trade of Grand Rapids has rendered splen- did service in harmonizing seeming differences between the railway cor- pOrations and our mercantile and in- dustrial interests; it has given excei- lent assistance to our City Councii as to municipal affairs and to our State Legislature in matters affecting the commonwealth; through its ef- forts distinct benefits have been re- ac- the ceived by our retail merchants. In- deed, the value of the facts and fig- ures preSented for the public’s con- sideration—and offered gratuitously without comment or suggestion—by the Board of Trade reports on the pure water question are worth, to the city as a whole, twice the cost of maintaining the machinery of that Board for a year. The possessions already acquired and the impetus thus given to an ultimate system of parks and boulevards for our city, through the inauguration of our new Riverside Boulevard, represent more than the cost of another year’s main- tenance of the institution. The de- velopment of the West Michigan State Fair, the Furniture City Driv- ing Club and the Grand Rapids & Lake Michigan Transportation Co. are ample recompense for. other years of the expense of the body. And more beneficial, in a purely material sense, than all of these achievements, are the Auxiliary Mem- bership and the Perpetual Trade Ex- cursions so successfully created and fostered by our Board. But. still greater and more valuable are the unique spirit of harmony and the ability to unite on every proposition for the city’s good, and to work hard for the possession of that good, shown by the business men of Grand Rap- ids. Personal dislikes and petty jeal- ousies do not ‘count when a tangible, unmistakable benefit is possible through a good strong push, en masse; and the tangibility and value of such a project never get lost in a maze of narrow minded bigotry and stubborn avarice. And this is due to the well direct- ed, persistent and steady work of the Board of Trade in its task of bring- ing our business men together in a mutual, continued, elbow-touching ac- quaintance. Each man has learned that the other chaps are not half bad fellows after all and that together they can keep things moving along splendidly. Edward Everett Hale was recently a guest at a millionaire’s dinner in Washington. The millionaire was a free spender, but he wanted full credit for every dollar put out. And as the dinner progressed he told his guests what the more expensive dishes had cost. “This terrapin,” he would say, “was shipped direct from Baltimore. A Baltimore cook came on to pre- pare it. The dish actually cost a dol- lar a teaspoonful.” So he talked of the other courses. He dwelt espe- cially on the expense of the large and beautiful grapes. He told, down to a penny, what he had figured it out that the grapes had cost him apiece. The guests looked annoyed. They ate the expensive grapes. charily. But Dr. Hale, smiling, extended his plate and said: “Would you mind cut- ting me off about $1.87 worth more, please?” Because a man sleeps through a sermon every Sunday is no sign he’s a Saint. Eee Many a woman grows old before her time trying to keep young. THE GATHERING STORM. The idea that the yellow races Of Asia are weak, timid and readily con- quered by the white races from the West has been commonly accepted ever since the ease with which Brit- ish inroads on China were accom- plished early in the nineteenth cen- tury, and has been continued as a regular matter of belief until, in the beginning of the twentieth century, Russia, supposed to be the most pow- erful nation on the globe, was utterly and humiliatingly beaten by Japan i a tremendous war both on sea and land. Since then, to use the language of an Asiatic statesman of experience, “All the Asiatic people now recog- nize that the axis of the Asian world has been shifted. They had been re- signed to their fate, and had given up all hope of regaining the lost freedom of the state of nature. The Japanese success, first on sea and then on land, struck this enervated world like a cannon ball. The eyes of the nations of Asia are now turn- ed upon Japan; and it is upon her that they base their hopes.” Europe and America do not recog- nize, as they should, the tremendous change in the state of feeling in Asia, made by the extraordinary victory of the Japanese over the sup- posedly invincible Russian Empire, and the Western statesmen fail to see in the persistent boycott which has recently arisen in China against foreign goods and people, and partic- ularly against American products and people, the sudden upspringing of confidence and courage and defiance on the part of the Chinese, where for a century they had been timid, subservient, cringing. For years England, France, Russia, and more lately Germany, had been accustomed upon one pretense Or another, to take possession of and parcel out the territory of China un- der the title of spheres of commer- cial influence. The United States contented itself with demanding an Open door in China for Americans and their products, while excluding from the United States’ domain Chinamen of every class except those of the nobility who should come as ambassadorial representatives. China submitted to everything in the way of humiliation and imposi- tion until its people were awakened suddenly and with astonishing deter- mination to resent and put a stop to all foreign spoliation. The yellow people have learned that the Euro- peans and other Westerners are not invincible, and that they can be made to fall and fall in battle under the tremendous blows of the once-de- spised Mongolians. But not only have the yellow races awakened to this fact, but all Asiatics have been aroused to realize the situation. No wonder they have expressed their sudden sense of the astonishing change in the phrase used above that the axis of the earth had shifted and the center of gravity of national pow- er had been changed from Europe to Asia. Dr. W. A. P. Martin, an Ameri- can, who has lived for fifty years in China in positions of the highest im- portance, and in close association with government officials, including those of the imperial Cabinet, writes in the World’s Work for January the following: This boycott is a pOrtentous sign of the awakening of a great people whose interest and feelings are not te be trifled with. It required hard blows oft repeated to rouse the sleeping giant. But he is no longer indiffer- ent to the opinion of the world or to the treatment that he receives at the hands of other nations. No account of this wonderful awak- ening can fail to recognize the agen- cy of Chang, the Viceroy of Central China. He has Japanese drill mas- ters to train his troops, if necessary, to resist Japan, and he has had ex- perts in the arts from America, Great Britain and Germany to prepare his people for a commercial conflict with the great nations of the West. The banks of the river in front of his capital, Wuchang, are lined for miles with cotton mills, hemp works, silk filatures, glass works, iron foundries and powder mills, whose high chim- neys proclaim the coming war. When China can supply her own markets, foreign steamers will cease to ascend the Yangtsekiang. The emblem of China is her great river. Its course is interrupted by many a cataract and many a refluent eddy, yet it moves onward to the sea. She may not be able to dispense with the produce of our fields and our looms, but nevertheless American in- fluence has suffered a blow’ from which it will not soon recover. And the doctrine that this Viceroy has taught everywhere in his domin- ions is progress in all the knowledge of the Western people, for said he: “Have we not a vast territory with four hundred millions? If we of the yellow race learn to stand together, where is the nation that will dare to molest us?” As for the Japanese, they are not boasting, but they are working and dreaming dreams and seeing visions of vast empire with the aid of China under their leadership and instruc- tion. They know from history that Ghengis Khan, a yellow chief of the Mongolian breed, in the twelfth cen- tury, conquered all of Tartary, Khor- asmia from Bokhara to Samarcand, and the whole of Persia; and they know, too, that Tamerlane, another Mongolian, in the fourteenth cen- tury, conquered the whole of the East and overran Russia as far as Mos- cow; invaded India and conquered the Empire of Delhi, and defeated and captured Bayazud, Sultan of Tur- key. His death alone prevented him from overrunning and subjecting the whole of Asia. All these tremendous conquests and triumphs of the yellow race over the whites are recorded in history, and the Japanese and the Chinese know them. The subsequent fall of the Asiatics before the Westerners resulted from the superior arms and improved methods in war of the latter. The Japanese have proved what the Asiatics can do in battle with Western means and ideas. The statesmen of the West are blind in- deed if they fail to take into con- sideration the possibilities of a repe- tition of the outbursts of vast mili- tary hordes from Asia to wreak ven- geance and to spoil and ravish the nations of the West. Even the locks of a _ red-headed heiress are called golden. Bibl! et oe ad ? ee | re MICHIGAN TRADESMAN 9 THE ROBINSON ROAD. Eighty-four years ago an educated white man, Rix Robinson by name, located at Ada, Mich., as the super- intendent of the whole Southwest Michigan for the American Fur Co. For years that man dealt honorably with the Indians and was the success- ful manager of trading posts at Grand Rapids, Grand Haven, Sauga- tuck, St. Joseph, Kalamazoo and other more inland points. He improved the Indian trail from ‘Ada to-Grand Rapids by cutting away a few trees and by building corduroy ways across the marshy spots and a bridge across Coldbrook just this side of Fisk’s Lake. This trail, as improved, extended from Ada _ to what is now the junction of State street and Jefferson avenue, travers- ing the lines of the present Lake avenue, Cherry street and State street. It was the natural route of easy de- scent from the east down to the river bank at “The Rapids,” and was known as the Robinson Road. As the city grew and platted areas appeared, State and Cherry streets and Lake avenue developed so that the Robinson Road was_ shortened steadily until it ended at what is now known as Lake avenue and Richard Terrace. To-day, through some mistaken no- tion of euphony or propriety or through careless indifference, there is no Robinson Road so far as Grand Rapids city or East Grand Rapids village are concerned. It is Robinson Avenue, if you please, spelled large. It is so much more recherche, you know, to have your correspondence addressed to an “Avenue” and be- sides, it is much more elegant than “Street” or even “Terrace” or “Place.” And then, too, if your friends should happen to live on Eu- clid Avenue, Cleveland; Delaware Avenue, Buffalo; Fifth Avenue, New York; Connecticut Avenue, Washing- ton, or Avenue Bois de Boulogne, Paris, why they'll feel that you are quite on an equal footing with them, doncher know. Robinson, Jones & Brown are good and honorable as family names, but think of Robinson Avenue, Jones Avenue and Brown Avenue. Robinson Road is historic and it is alliterative; but, more than that, it is named for an educated, honora- ble white man who loved this sec- tion of Michigan, who was a loyal, patriotic and influential citizen and a good husband and father. His wife, a very estimable and intelligent Indian woman, was the sister of Hazy Cloud, chief of the tribe that owned the lands and lived at Ada. Rix Robinson was Moderator of the first meeting held (April 4, 1834) to organize Grand Rapids _ township. His brother-in-law, Hazy Cloud, was an influential chieftain who visited Washington and was largely respon- sible for the treaty of 1836, by which the Indians deeded to the United States all lands north of Grand Riv- er. Rix Robinson was also a leading spirit in obtaining and was one of the witnesses to that treaty. During the State legislative session of 1846- 49 Mr. Robinson was a member of the Senate and all through his life- time—he died in 1875 at 85 years of age—he gave of his energy, his wis- dem, his money and his influence to speed the development of Michigan and particularly of this section of the commonwealth toward its present condition. In 1872 Mr. Robinson was chairman of a meeting of the Old Settlers’ Society, held in this city to reorganize so that younger “pio- neers” might become members; so that those who had lived twenty-five years in the city might share the honor of membership in the Society. Robinson Avenue! It is not any- thing of the sort. It is a road; a beautiful country road; as delightful in its natural picturesqueness as any leading out of the city, and the Tradesman suggests that the Grand Rapids Historical Society could ac- complish nothing more graceful, nothing in better taste, than to exer- cise its influence toward a restora- tion of the characteristic, the histori cal old name, the Robinson Road. BASIS OF INDUSTRIALISM. The number of human beings any country can sustain depends’ very largely upon the diversification of its industries. The Netherlands supports a population of something over 425 to the square mile. Russia something less than seventeen to the square mile. According to a report furn- ished by the Federal Bureau of Sta- tistics for the fiscal year ending June 30, 1904, the per capita of the im- ports of the Netherlands was $162.20, and of the exports $137.08. The im- ports and exports of Russia were re- ported, respectively, as $2.16 and $2.78. The total volume of the for- eign trade of the Netherlands is im- mense; but the imports are coOnsid- erably in excess of the exports. The same is the case with every great manufacturing country in the world except the United States, the adverse balance being sustained by an active and profitable home trade. In the normal course of material develop- ment there is a tendency towards Overproduction in long-established industries, and working people are rendered idle unless employment is provided for them by the establish- ment of new industries. The value of that expedient, how- ever, depends upon the general pur- chasing power of the body of the people where it is tried. A striking illustration of this rule is afforded by the comparatively recent economic history of Russia. That country pos- sesses vast undeveloped resources. It is, above all, in need of a diversifi- cation of industry, but the failure of an actual experiment on a huge scale has shown conclusively that the requisite change can not be forced by governmental interference. Witte was made Minister of Finance in 1893, and immediately went to work to build up a far-reaching system of industrialism on Russian soil. He constructed railroads, established government monopolies in alcoholic liquors, in the production and sale of beet sugar and in other commodi- ties; but his efforts were chiefly di- rected to the erection of national in- dustries of the type of the more ad- vanced Western countries. Wolf von Schierband, discussing Russia’s “Ec- onomic Future,” in the current num- ber of the Forum, states that be- tween 1894 and 1899 some 927 stock companies were organized in Russia, wholly or in part with foreign capi- tal, the amount thus invested being stated at 1,420,000,000 roubles, or a little more than $710,000,000 (the val- ue of the rouble being 51 cents and a fraction over), 151 of these new enterprises being entirely foreign. “The government set itself the task of nursing this industrial baby,” says Schierbrand. “The construction of new railroads, the extension and im-| provement of existing ones, the build- ing of naval vessels, the accumulation of army supplies and ordnance, and the financial strengthening of the merchant marine, all furthered im- mensely the whole iron and _ steel industry in Russia. With a lavish hand, too, the Minister scattered the money of the state to aid in the proc- ess of industrial development. At instance numerous banks founded and aided by the ment, and through them money was advanced for new and important en- terprises. Technical and commercial schools were established. The same industrial fever which raged through- out adjoining Germany and far-away America now spread over the som- nolent Russian steppes. Then came the great collapse, and its cause was simple. Of the 140,000,000 population of Russia, only a beggarly two or three millions are to-day financially his capable of being consumers of the} finer grades of industrial products. The other 92 per cent. of the popu- lation, the moujiks (peasants) earn only enough to. satisfy their hunger with rye bread, cabbage soup and corn grits, and their women spin their own linen and cloth. The 30,- 000,000 of Asiatic Russia have but little demand for the manufactures of European Russia. It was, save for the needs of the few millions of up- per class Russians, the government which had been the main customer of this new-born Russian industry, for its railroads, its army and _ its navy. Witte had borrowed a prodigious amount of money. Tolovine, the ancient Russian economist, estimat- ed the foreign and domestic debt of the government at 8,500,000,000 rou- bles—say $4,250,000,000. And _ this sum, Schierbrand remarks, does not were | govern- | comprise the hundreds of millions’ worth of railroad bonds sold by Witte in Berlin and elsewhere and the couple of hundred millions in the form of shares in certain Russian banks sold by him on the continent. But at last the money raised by Witte abroad showed signs of ex- haustion. Government orders _ be- came scarce and a panic set in. The result was a general crash. Eut Witte administered fresh doses of the same stimulant. He borrowed more money and built more railroads, but he failed to increase the purchasing power of the Russian masses. That Russian industry, of the Western type, stands on no solid foundation, that it is a mere creation of fiscalism, and can only live as long as the government stimulates it with pay- ing orders, may thus be understood. Conditions are not yet ripe for the normal rise of such an industry, for these conditions presuppose a nation financially potent and _ intellectually advanced enough to be a regular and consumer of manufactures; is the case with the liberal! and in Russia this only a small population. very minority of indison is a prodigious became con- were being persons oth- Thomas A. smoker, but recently he vinced that used by some person or his cigars er than himself, probably his work- men. He asked his tobacconist what could be done about it, and the deal- er offered to make up some fake cigars partially filled with horsehair or rubber. Edison thought that was a good plan and then he forget all about the matter. In a week he re- called what the tobacconist had agreed to do and called at the store to inquire. “Why, I fixed up those cigars for you some time ago,” said the man. “I put them in a fancy box and tied in the regulation yellow tibbon.” The inventor smiled in a sheepish way as he remarked: “Yes, and I guess I smoked them myself.” An interesting trial made in Eng- land on a farm near Biggleswade shows that fields can be so illumin- ated by acetylene gas that harvesting may be easily carried on at night. In this test two mowers, each cutting a six-foot swath, were employed and a field of fifteen acres was mowed in three hours and thirty-five min- utes. A gasoline traction engine furnished the power. Asphalt Granite Surfaced Ready Roofings The roofs that any one can apply. Simply nail it on. coating to live up to its guarantee. Does not require Asphalt Granite Roofings are put up in rolls 32 inches wide—containing enough to cover 100 square feet—with nails and cement. Send for samples and prices. All Ready to Lay H. M. REYNOLDS ROOFING CO., Grand Rapids, Mich. Established 1868 10 MICHIGAN TRADESMAN RETAIL CREDITS. Cardinal Principles Which Mer- chants Should Observe.* If you were asked, “What are the three greatest forces in the business world?” you would probably _ say: first, “Production of the products in which we deal;’ second, “Transpor- tation,” for that is the means’ by - which the production of this great universe is distributed far and near and makes it available for human uses. Then I think you would unite with me in saying that “Credit” ranks third in relative importance. Every sale or carrier of any product, with scarcely an exception, carries with it some evidence of this latter force in human society. But few of us give that careful consideration to which this subject is entitled. No more popular fallacy exists than that some men are doing a strictly cash busi- ness. In this day of bank notes, checks, promissory notes, bills of ex- change, etc., such a thing is impossi- ble. What, then, is the nature of this important factor in our commercial world? Credit is defined by John Stuart Mill as “Permission to use the capital of another person.” Pro- fessor Roscher defines credit as “The power to use the goods of another, voluntarily granted in consideration of the mere promise of value in re- turn.” Credit has also been defined as “Confidence in the ability of an- other to make a future payment.” *Paper read by Herbert L. Somers, of Fort Wayne, at sixth annual conventiod of the In- diana Retail Merchants’ Association held at Fort Wayne January 16, 17 and 18, There are four elements in a business transaction to which we apply the term credit: first, the present trans- fer; second, the use of the thing transferred; third, the future retrans- fer of the goods or an equivalent, that is, repayment; fourth, confidence. Professor Knies, of Heidelberg, has defined credit as merely, “A commer- cial transaction between two parties in which the services or the value rendered by the one falls in the pres- ent and the counter services or coun- ter value of the other in the future.” This seems to lack the element of confidence. The former Secretary of the Treasury, Honorable Lyman J. Gage, defines credit as “A sentiment of the mind; a sentiment which ren- ders the possessor of property or values of any kind willing to transfer that property or values to another, without immediate payment, relying on the promise of the purchaser for his reimbursement later on.” Credit could never have existed in man’s barbaric state. Civilization had to make many conquests before man was willing to extend credit to his fellow man. The sentiments of pro- bity, integrity and the principle of the Golden Rule had to permeate society more or less and laws had to be in- stituted providing for the enforce- ment of one’s obligation to another. Even at this stage of society’s evolu- tion we often find that our confidence has been misplaced and our laws in- adequate to enforce the debtor’s ob- ligation. It behooves the honest business men of to-day to awaken from their lethargy and give more attention to this great subject. The evolution that has gone on for cen- turies and has worked out for us our present system of better means Of ascertaining the amount of confidence that should be reposed in the debtor and better laws for the enforcement of the debtor’s proimse if the confi dence should be misplaced can be ob- tained if the great army of business men would arise in their might and demand it. The question of credits should ap- peal to every business man as one of the most important problems with which he has to deal. When you stop to consider that two-thirds of the business of to-day is done with some form of credit, you will con- clude that this subject should re- quire your careful consideration. To my mind the most important element of credit is confidence. Whether or not one’s credit is good or bad de- pends largely upon the amount of confidence his fellow men have that he will do the things which he prom- ises to do. The man or woman who abuses this confidence soon loses an asset not easily replaced, when the fact becomes generally known that he does not meet his _ obligations. Nothing sounds the death knell of a man’s business so quickly as care- less inattention to his own credit. Credit is not capital, but it is the means by which the capital may be increased. To the merchant whose capital is not adequate to meet the demands of his growing business, credit is essential to his success. If at any time during his business ca- reer he has not carefully protected his~credit, and men have lost confi- dence in him, he will be unable to increase his capital by means of his credit and thereby not enjoy’ the same measure of success which he otherwise could. When there is lack of confidence in the debtor, credit is often extend- ed upon the pledge of some property as security, in which case the credit- or has confidence that the . thing pledged will liquidate the debt. So in the credit transactions the impor- tant element is confidence. Credit may be divided into con- sumptive credit and productive cred- it. Consumptive credit is credit to enable one to spend money for one’s personal gratification or for personal use in any way, while productive credit is credit for carrying on busi- ness. It is consumptive credit which is of the more vital importance to you merchants, because if the con- sumer who buys goods of you on a promise, and eats them or _ wears them out, pays you it will be easy for you to meet your obligations. It has been said that all consumptive credit is bad and should not be en- couraged, yet this is not always true. Consumptive credit often breeds ex- travagance, but it also often enables the young man to educate himself and thus increase his earning capaci- ty. Of course, productive credit may be abused and thus work evil, but it is the abuse rather than the credit causes the harm. The advantages of credit are mani- fold. It furnishes an easy and expe- The Great Butter House of the East Fitch, Cornell & Co. New York City 10 Harrison St. Fine Michigan Creamery a Specialty . If you attend the Jackson convention be sure and call on our Mr. Porter Fitch, Room 76, Otsego Hotel. You will receive a cordial welcome and a souvenir. —< < MICHIGAN TRADESMAN ditious means of settling accounts, takes the place of a corresponding amount of gold and silver, and thus leaves the precious metals for other useful purposes. Capital is employed more productively by means of it, for the reason that persons having capital may be unable or unwilling to use it, and for a compensation will permit another with more business ability to use it and thus both are benefited as well as the public econo- my. It enables those who have busi- ness ability and no capital or inade- quate capital to engage in business enterprises and give to society the benefit of their talents. In fact, few large enterprises are conducted to- day without borrowed capital. Cred- it gathers together small sums and, by means of. stock companies, the ag- gregate capital is used to great ad- vantage to the public and the stock- holder who holds the stock certifi- cates as the evidence of the credit he has extended to the legal creation. It permits the consumer to possess the necessities, as well as the luxu- ries, of life by means of small pay- ments on his credit account. By this means thousands of happy homes have been bought and furnished and the comforts of the capitalist have been placed in the hands of the wage earner. It permits public improve- ments to be made and large quasi public enterprises to be carried on by means of bonds and other evi- dences of indebtedness. Large pub- lic buildings, railroads, interurbans and gigantic business enterprises are thus made possible, all of which re- dound to the public good. However, there is a dark side to this credit é€conomy. It many times encOurages extravagance which often leads to fraud, dishonesty and crime. It pro- motes precarious speculations which end in failure, because those who engage in them have little or none of their own money invested and noth- ing to lose. All along the pathway of our business careers we_ find wrecks of business ventures whose unhappy fates are due to the mis- management of another’s_ capital. The unwise extention of credit to un- worthy customers in your over-zeal- ous efforts to get business often re- sults in serious loss of capital and a visit to the bankruptcy courts. Brad- street’s report for last year shows that 3 4-10 per cent. of all the fail- ures for that year were due to that cause alone. None of you would think of doing business a single day without ample fire protection, yet many of you spread upon your books thousands of dollars’ worth of open accounts with but little protection. Every merchant should avail him- self of reliable means of ascertaining his customers’ credit standing and ability to meet his obligations and assist his fellow merchants to pro- tect themselves against the unworthy debtor. You should stand as a unit for better and safer laws for the collection of delinquent debts. Avoid unsatisfactory entanglement with foreign so-called collection agencies whose unsavory tactics bor- der as near the danger line of black- mail as the law permits. Their un- businesslike methods reflect upon your own business characters and their docket fees, membership fees, et cetera, often result in serious trouble to yourselves. You should be sure that you thoroughly under- stand the contracts you enter into with these concerns and that they are so plain as to permit but one in- terpretation. One of the most worthy objects of your Association is the mutual protection against bad _ ac- counts. I am glad to know that many of your associations have giv- ei substantial encouragement to rat- ing bureaus. While these can not be a perfect protection against the dead-beat so familiarly known by you all, yet they very materially aid you in determining the deserving debtors. Their success depends largely upon the assistance given them by you. The fact that these rating bureaus exist in your midst has a very salu- tary effect upon the _ delinquent debtor. The person who still has left a spark of pride in maintaining his credit will be stimulated and en- couraged to be more prompt in meeting his obligations, while the professional dead-beat whose treach- erous tactics suck the life blood from the business world will soon be known to you all and he will be forced to leave for newer and green- er fields or live a more honest and upright life. Unfortunately and un- willingly, perhaps, the merchant body is the greatest charitable insti- tution in existence to-day. If we could get the sum total of your hope- less accounts, for a single year, the aggregate would be appalling. This charity business of yours is not con- fined to the lowly and destitute, but too often is extended to the elite who would spurn the least sugges- tion that they were the recipients of your charity. After you have once extended cred- it it becomes a serious matter with you as to the best manner in which to make your collections. It is much easier to give credit than it is to collect the debt. In the first place I would suggest that you systematize your collections and not allow them to become old, if you can help it, be- cause debts are not like whisky— they grow worse with age. Beware of the over-honest fellow who takes up much of your valuable time telling you how honest he is. The chances are that he believes it pays to ad- vertise and is trying to sell you a gold brick by way of exchanging his promise for your goods. Never leta credit account run in excess of the debtor’s ability to pay, for the chances are his living expenses will remain the same after your account is created and his earning capacity will be exhausted taking care of the present, and his past obligations must necessarily be neglected. If any of your accounts must need the attention of a third party I would say give it to a reliable and trustworthy collector who will ex- haust all legal remedies to enforce its payment. In conclusion, I would say ever keep paramount in your minds the urgent necessity of guarding and pro- tecting your own credit, for it may be the secret of your success or the cause of your failure. With an equal- ly zealous eye watch: the accumula- tion of your book accounts, safe- guard and protect them in every way you can, and your faithful ef- forts in this line will bring you the grandest measure of success. REDUCTION CLOSING OUT OR AUCTION MERCHANTS We guarantee to turn your stockinto money quick. To get for you 100 ects. on the dollar. To do this at the least possible expense, and give youthe best service in the business. Our methods are of the best and our references A No. 1. Writeto us. Address STANWOOD & SMITH, 123-125 LaSalle St., Chicago. A Daylight Policy of Conducting Sales Straightforward, above board meth- ods of conducting special sales should appeal to merchants interested in having quantities of merchandise turned into cash. You never have to ask yourself, ‘Will I be dealt with fairly?’’ What you read in my ‘‘ads.’’ you can tie to. Why not plan for some masterful merchandising during February? You can center the cash trade of your community at your store and make your business more widely and favor- ably known than ever before. All of this may be done in a legitimate way with my perfected plans. Write now for a February Sale. Established 1888. The Test of Time Expert Sales Managers Stocks Reduced at a Profit. Entire Stock Sold at Cost. Cash Bond Guarantee. GG. E. STEVENS & CO. 324 Dearborn St., Chicago, Suite 460 Phone 5271 Harrison, 7252 Dougias No commissions collected until sale is brought to successful point. No charge for prelimina- ries, Job printing free. If in hurry, telegraph or phone at our expense. Deal With Firm That Deals Facts. PUSH, ETERNAL PUSH is the price of prosperity. Don’t let January be a dull month, but let us put on a “Special Sale’ that will bring you substantial re- turns and will turn the usual- ly dull days of January into busy ones. Goods turned to gold by aman who knows. I will reduce or close out *| all kinds of merchandise and “| guarantee you 100 cents on the dollar over all expense. You can be sure you are right if you write me today, not tomorrow. E. B. LONGWELL, 53 River St., Chicago Successor to J. S. Taylor. wees) 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. lonia St. Grand Rapids, Mich. In writing please mention the Tradesman. B. H. Comstock, Sales Specialist 933 Mich. Trust Bldg. GRAND RAPIDS, MICHIGAN Saves Oil, Time, Labor, Money By using a Full particulars free. Ask for Catalogue ‘‘M”’ S. F. Bowser & Co. Ft. Wayne, Ind. A Bakery Business in Connection with your grocery will prove a paying investment. Read what Mr. Stanley H. Oke, of Chicago, has to say of it: Chicago, Ill., July 26th, 1905. Middleby Oven Mfg. Co., 60-62 W. VanBuren St., City. . ” Dear Sirs:— The Bakery business Is a paying one and the Middleby Oven a success beyond competition. Our goods are fine, to the point of perfection. They draw trade to our grocery and market which otherwise we would not get and, still further, in the fruit season it saves many a loss which if it were not for our bakery would be inevitable. Respectfully yours, STANLEY H. OKE, 414-416 East 63d St., Chicago, HMlinois. A Tliddleby Oven Will Guarantee Success Send for catologue and full particulars Middleby Oven Manufacturing Company 60-62 W. Van Buren St.. Chicago, Ill. NEEDED LEGISLATION. Some Ways by Which It Can Be Secured.* When a number of men form an association for mutual benefit and protection, One of the first things that seems to attract their attention is the fact that there are not enough or perhaps not any, laws on the stat- ute books that afford them the neces- sary ways and means to obtain that which is withheld from them by others and which rightfully belongs to them. They immediately set to work to importune their law makers to introduce or help pass such meas- ures as will remedy these defects. The hotel or boarding house keep- er wants to rid himself of the pro- fessional dead-beat who imposes on him by leaving without paying his board bill. The blacksmith wants a law which gives him the right to se- cure title in a horse when the owner | refuses to pay for shoeing the same. The barber thinks he ought to re- duce the number of operators of the razor and forthwith he appeals for a law which compels every aspirant to pass a State examination. The miner wants laws which compel the coal operator to supply safety appliances, so as to make his occupation less hazardous. And since the organiza- tion of this Association in Ig0I we have discovered that we need some legislation that will enable us_ to gain some of that which is now wrongfully withheld from us_ by others. For this is what legislation is needed for. If everyone would give to everyone else that which is due him no laws and statutes and ordinances need be enacted, as there would be no necessity to enforce them. The different local associa- tions of the Retail Merchants’ Asso- ciation have been successful in hav- ing passed by their respective city governments ordinances which work te their benefits. The most com- mion among these is, perhaps, the peddlers’ license ordinance, which now compels this class of “leeches” to bear a just part of the taxation, to give full and honest measure, which prevents them from selling such articles as may be injurious to the health of the community. In some cities the merchants have suc- ceeded in having an ordinance passed which instructs the police to report those who are moving from one part of the city to another, or who leave the city, thus enabling creditors tc follow up the professional dead- beat. In national legislation we have been instrumental in preventing the passage of a law establishing a par- cels post and of calling the attention of the postal officials to proposed rulings which would haye benefited the few mail order houses to. the detriment of the local merchant and the taxpayer. We have prevented the enactment of a law which would have enabled the fire insurance trust to get every insurance cOmpany in the country under their thumb. In State legislation we have not been very successful so far. The “Transient Merchant Law,” now on *Paper read by J. Cadden, of Evansville, at sixth annual convention of the Indiana Retail Merchants’ Association, held at Fort Wayne January 16, 17 and 18. ne MICHIGAN TRADESMAN our statute books, can scarcely be claimed as having been brought about by this Association. It was secured mainly through the efforts of the Lafayette merchants before our As- sociation existed. While this law, like all laws, has some loop holes, yet it has done a vast amount of good and protected not only the local merchant, but also the public by keeping out of the State these “gold brick merchants.” Otherwise, I think there is not a law on the stat- ute books of this great and glorious State that affords the retail mer- chant any protection against the many evils that beset him. Yet there are many laws that are against his interests. The retail merchant who is the pioneer of civilization, who follows the early settler into the wil- derness with his wares, who extends credit to him when no one else will in order to enable him to live until he can gather in his first harvest, the retail merchant who hues his way through the primeval forest with his caravan, carrying the necessities of life to those few who have brav- ed the dangers of uncivilized and un- occupied regions, the retail merchant who should enjoy the benefits and protection of special laws has to be content with quite a few laws that put him at the mercy of every- one else. The fire insurance com- panies charge him exorbitant rates for the protection afforded, because the laws of the State are such that it is very difficult for outside com- panies to do business in this State, and you must pay the rates or quit. But, if, after paying the premium asked, misfortune overtakes you, then you are again at their mercy and, unless you have a very clear case, you must accept anything they offer you in settlement for your loss or wait until they get good and ready to adjust the same. I have known cases where adjusters did not arrive until two weeks after the fire, then delayed for fully a week until they commenced to look at the stock and finally had the merchant so discour- aged and worn out that he was ready to accept almost anything they of- fered. Not much worse than these laws are those which afford the dead-beat protection against his creditor. If, after crediting him, you secure a judgment and issue an execution, he The BEN-HUR Cigar | Lights an Easy Way to Business Achievement - An important point to be considered by any dealer who 1s striving to build up his cigar trade is the selection of a leading brand that shall please the greatest number of his patrons. Nor must their satisfaction be merely transitory or falsely stimu- lated by some passing clang of publicity which dies away as quickly as the momentary reputation of the brand that it brought to the attention of judges of gocd tobacco. eo & ee & Me ut The experience of a score of years has proved to thousands of retail merchants that the BEN-HUR is the cigar that pays to push in preference to any other make. ot ut ee & 4 ot WORDEN GROCER CO., Distributors, Grand Rapids, Michigan GUSTAV A. MOEBS & CO., Makers, Detroit, Michigan - rs + a ¢ a, MICHIGAN TRADESMAN 13 will file a schedule. If you should be brave enough to garnishee his wages, you run the risk of a damage suit, because it is almost impossible to prove any of the causes which give you the right to garnishee, even if they exist. And after the debt is a few years old it is outlawed. What more protection does a_ dead-beat want? Against these evils we have been fighting since our organization. We have been endeavoring to have a law passed that will enable the retail merchant to collect all honest and just debts,, So far we have failed most successfully. When speaking to our present Gov- ernor a few years ago, he remarked: “Gentlemen, in order to get legisla- tion you must have an organization.” We have now come to the point where we have an_ organization, thanks to the unselfish and noble and self-sacrificing efforts of some of our members and State officials. In speaking to a lobbyist, after our failure in the last Legislature, he said to me, “There are two ways of having a measure passed in the State Legislature. One is, if there ts a popular cry for it, if the people de- mand it, and the other is, by using money, by bribery.” We must show our power as merchants in order to have any legislation. And that pow- er we possess, if we only display it. Our opponents who have been instru- mental in defeating such laws are not the labor unions as much as the corporations. [It is true some of the paid leaders of labor unions have been lobbying against us, but the rank and file are in sympathy with us. Beneath the surface the lobbying has been done by the corporations. You must understand, and perhaps you do, that the average legislator, state as well as national, is brought out and nominated by the corporation. I did not say elected, because the peo- ple do that, but they always elect a man friendly to the interests of the corporations and submissive to their will, because the latter manage very cleverly that the nominees of both are their tools. Of course, are some notable ex- ceptions to this rule. There are some legislators who can not be controlled, but not many. If they are not con- trolled directly by the corporations and other interests, they are con- trolled by their political bosses. It is simply a case of “Do our bidding or get out.” parties there I knew and prophesied that our garnishee law would not pass in the last Legislature, despite all efforts and promises. We as an Association will only then be successful if we skow our legislators that we have the power to turn them out. This power can be gained in several different ways, especially by a strong associa- tion in which every one will stand for what is to the interests of the retail merchant and what rightfully belongs to him regardless of person- al political preferences. Let the merchant enter into politics, not as a Democrat or Republican but as a merchant. In the next place- let us take an example from our op- ponents, the corporations. Combine with the labor interests. Educate them as to the import of the a es for that purpose. It is we ask to have passed; promise to as- sist them -in return for what en- dorsement and assistance you receive from them, and your battle is half won. The corporations do not want a garnishee law, as it will cause them considerable trouble. I know this from experience. Besides this, they consider this opposition to be a means of gaining favor with and get- ting on the good side of the labor element. Let us do the same. As- sist the labor unions to get a law passed for weekly or bi-weekly pay- days. I simply wish to state, in con- clusion, that we are now _ strong enough numerically to receive atten- tion at the hands of our Legislature, if we all pull together and pull in the right direction. ——_- -_ Undesirable Immigrants. A good deal of attention has_ re- cently been directed to the large im- migration. Foreigners are coming to these shores by the tens of thousands annually. Some of them are all right and some of them are all wrong. Those from England, Scotland, Ire- land and Wales are less in number than formerly, but there has been 2 great increase in those from Italy, Austria-Hungary and Russia. Most of them are running away from bad conditions at their old homes and al! of them expect materially to better their condition by coming to this country. There is an increasing and indeed alarming proportion of ignor- ance and illiteracy among the new- comers. They have no adequate idea of our institutions, customs or laws. Some of them are without the ele- ments of good citizenship under most favorable circumstances. They do more than their share to fill the jails and penitentiaries, the hospitals and the asylums. A certain class of im- migrants always has been and always will be welcome, but the time has come for a great deal more restriction and restraint in this particular than have ever before been exercised. It was all well enough when Harrison was a candidate for the presidency to talk about the gates of Castle Garden swinging inward, but there is no use ir oiling the hinges and making them swing too easily. A feature of the immigration busi- ness which ought to have a great deal more attention than it does is the reception of the sick and the insane. The least that this country can de- mand is that those who leave their old homes for new ones should be sound in body and in mind. It is the spirit of American institutions to provide homes, hospitals and asylums for those who need them, and_ in these institutions the ratio of foreign born is something appalling. Then, too, there is the criminal class who are criminal at home and will be criminal here, not only a menace to good order but a certain source of large annual expense. It costs money to maintain an inmate of a prison and still more to maintain the inmates Of hospitals and asylums. It is said that New York alone is supporting some- thing like 6,000 aliens in its State hospitals for the insane and every property owner is taxed directly or enough for Americans to take care of their own and that they do very cheerfully, but it is too much to ask that this country shall be the dump- ing ground for Europe. There are about 13,000 insane aliens and over 15,000 aliens cared for in almshouses, homes, hospitals and institutions for feeble-minded, idiots, etc., and every one is dependent upon the public. The bill this country pays in this way isj something prodigious and is wholly | without warrant. Stricter laws more rigidly enforced would save many millions of it. +>. ____ Strictly Useful. “Our church fair was a splendid said young Mrs. Torkins. “Did you sell lots of things?” TT ¥ies. | “Anything useful?” “Yes, indeed. so useful. Handle Marguerite Chocolates and you will piease your customers Handle Elk and Duchess Chocolates and you can sell no other Our best advertisers are the consum- ers who use our goods. Walker, Richards § Thayer ueneda ” Muskegon, Mich. OUR CASH Anpa CHARGE ING SALES Everything was evet 1A BOOKS I can’t think of a single UP, article that couldn’t be saved up and s donated to be sold at the next fair.” ARE —_—__2 > ____ How They Grow. ae: First Year—TI igge: VINE, a The biggest trout a Labor Saving ever caught was a foot and a half| Sales-Books. long, and he had a big fishhook in THE CHECKS ARE his stomach. peasant sansocen Tenth Year—Did I ever tell yor comma dae about the trout I once caught? It SIGH GRADE- CARBON was over a yard long and had an ppm . THEY COST LITTLE anchor in his stomach. en ai It is just as well not to think of trouble until you are up against it. SEND FOR SAMPLES anpasx —_22- 2 ___ Forour CATALOGUE. AL It is quite safe to judge a man by | SALES BOOK DETROIT, the things he doesn’t do. WRAbans afatesBomemexaa BECAUSE WE HAVE SPECIAL MACHINERY THAT MAKES THEM AUTOMATICALLY. Sell Butter on a Business Basis You lose two or three pounds of butter on every tub you sell, don’t you? Youcan stop this loss and give your customers a package just as neat as print butter by using a Kuttowait Butter Cutter It cuts out the exact weight you pay for, no overweight, no trimmings. Saves time, labor and butter. Pays for itself in two or three months and makes buyers of prints want tub butter. Let Us Show You. KUTTOWAIT BUTTER CUTTER CO., Unity Bldg., Chicago General Agents in Your Territory Cut this out, fill in the blank and mail. C. D. Crittenden, Grand Rapids, Mich. | Name... LAR, FO. Cl Saginaw Produce & Cold Storage Co., CCE ae Saginaw, Mich. : & Ce ee MICHIGAN TRADESMAN Why Notion Exhibits Are Peren- nially Seasonable. It is well for the general merchant occasionally—or even semi-occasion- ally—to get up a window filled en- tirely with notions, the little riff- raff that is continually needing re- plenishing in the home. In such a window many of the articles are necessarily at variance with each other—so much so that they “scream at each other,’ as the saying goes; but everything in the collection is earnestly needed at one time or an- other in the list of household utilities. Wild horses can scarcely drag a woman past stich an exhibit if she has the ghost of a minute to spare and the ghost of a dollar in her pocketbook. Such little “doodads” as she sees are always on her list of “outs” and the glimpse she gets of them behind the glass but em- phasizes the fact that she needs to “stock up’ on many of the little conveniences. Also many things are presented to her view which she never before has had, whose use she may hardly be able to discern. Oddities in the notion window al- ways should bear an explanatory la- bel. Such a line adds greatly to the interest of the outsider and the dealer loses nothing by the accompanying little bulletin. If this same course were followed in regard to goods other than mere knick-knacks it many times would greatly facilitate buying. I recollect seeing in the early win- ter some queer-shaped dishes in the window of a prominent city store, and a girl I know who likes to pick up something out of the common was greatly interested in them. They remained in the same location for as much as a week; and every time that Mary Ann—that isn’t her name but it’ll do at a pinch—passed the place she stopped and gazed at and admired greatly the strange little dishes. “Tf I didn’t hate to display my ig- norance,” she confided to me, “I’d go in and buy those funny little dishes, for I like things different from what most people do and these strike my fancy.” “Go on in,’ I urged. “There are so many things being put on the mar- ket all the time that one not in the business can’t possibly keep up with all the new contraptions—go on in, don’t be afraid, I’ll go with you.” But, even reinforced by the com- pany of one alike uninformed, I could not persuade the girl to enter the store. : Several days afterwards I saw that the curious little dishes bore a label indicating what they were for. Evi- dently the store folk had had so many enquiries regarding same that in very self-defense they had ticket- ed them. Upon this discovery I telephoned to my young lady acquaintance. But it was too late. She was in no mood for buying. She had put her money in the bank. Which goes to prove the truth of my assertion that the employment of placards, with more or less of information on them, concerning goods shown in the window, is never out of place in an exhibit. < * + Mayhew tells, in two small spaces, how to hold the public eye with groups of left-over shoes, the sizes, the “was” price and the “can be had for now” price plainly marked in black on cardboard with a white giound. The men’s shoes are ar- ranged “on the bias,’ as the women call it, while the clusters of ladies’ footwear are going parallel with the glass. eee I do not know who the trimmer is at Rindge, Krekel & Co.’s, but this much is apparent to any one with half an eye for color: The man thoroughly understands the laws of harmony and contrast. An- other thing observable about his win- dows is that the glass is invariably clear, the floor ever immaculate and the goods never show a speck of dust, three items not given enough con- sideration in far too many windows. No one is going to try to look through glass that produces eye-fag Cleanness always attracts, no matter where it is found. It’s a continual warfare against the Dirt Foe here below, and I, for one, believe, if we ever get to Heaven, that we will find it a beautiful place where everything is getting cleaner all the while, in- stead of always dirtier and dirtier. But this is digressing. The floor of these handsome Saint Crispin windows is covered neatly with brilliant orange-colored crepe paper, than which color there is nothing so effective with black shoes or pieces of black leather. In the ladies’ window a fine pair of riding boots stand in the background, pre- siding over the rest of the merchan- dise with dignity and precision. Dain- ty samples of street shoes stand at wide intervals, enabling a compre- hensive view of each. A white can- vas Oxford has a Cuban heel and the toe has flowers and leaves em- broidered in white. A gray suede house shoe has a bow of wide gray. ribbon on the low toe. The heel is a small military affair covered with the gray undressed kid. In the men’s window are brown and black hockey shoes, the speciai features of which are the extremely low lacing, the stout ankle straps and the reforcement of small ankle guards. A couple of lumbermen’s immense (in two senses) shoes stand in one corner. They are unusually’ well made. The sole is about an inch thick. The large eyelets are laced with heavy white rawhide thongs and the three straps at the top have: strong steel buckles; truly built for the hardest kind of hard wear—not very nearly related to the nobby house shoes in the opposite corner, made of white and red spotted cow- hide. Then there are bathroom or bed Nineteen Hundred and Five Was a Record Breaker for the Sale of White Goods 1906 will excel it if such a thing is really possible. Thereis a good clean profit in the sale of this class of goods, so be prepared for the demand by making an early selection. We are showing some exceptional values as follows: Mercerized Effects Leno stripes........-....... 5 patterns .10% Dotted and striped Swiss 4 patterns .17% Lawn cheeks....-..2....... 5 patterns .11 Stripes. 2.02502 b 4 patterns .18 Stripes with figures........ 3 patterns .12% Figures -.-.---..-.....+++-.. 5 patterns .20 Moued Swiss. -...-2:.....-: 3 patterns .12% Pures sess oe 5 patterns .20 Praney stripes... ..--.....2- 4 patterns .14% Figures with open work Ramey firures.....--........ 6 patterns .14% Stripes ..-..-..-..- -.-- 5 patterns .20 Dots and figures.....- 10 patterns .15 Figures and dots..........- 6 patterns .20 Figures with open work.... 5 patterns .15 Siipes..-..... - 4 patterns .20 Mull checks....... .- : - 4patterns .15 Plaids ...-. - 5 patterns .20 Dotted Swiss.. - 3patternms .15 Stripes..-- -. 4 patterns .20 eS oo as - 4patterns .15 Bipures ............-........- 5 patterns .20 Figures with stripes........ 5 patterns .17% Checks...-.......--...-.-.... 3 patterns .20 Dotted and figured Swiss.. 4 patterns .20 Figures with open work Checks and figured Swiss.. 5 patterns .20 BEFipes -<--5 ©2222. - 4patterns .17% Mienres 3.1 ................ 6 patterns 17% MGSMECS 20560 es 7 patterns .25 Figures with open work Figures with stripes.-....-. 3 patterns .25 i eres 4 patterns .17% Mipures 2.02.2 5 patterns .27% Poe. 5 patterns .17% NS ee es 13% and .15 Sudean Famged ob ee ee 04%, .0734, .0944, 10%, .11%, .12%, .15, .17% and .20 ak Pen RR CAN Ee eee 15, 17%, 20, .25 and .30 pee PocwSraAn TOA WTS <6 oc bees leiinceeece cc eemu as as 30 MOIRA RS a ee .07%, 09%, .11%, .15 and .18 Meaney COCOA Bie 07%, .09%, .11% and .15 Pion Naimseons at.-........-........... --+..09%, .10 and .12% Nainsooks Stripes at......... SE Cee eee a coe Cae ea Pane 7% and .09%4 Nainsooks Checks at. ----13% and .15 a Te ee ee ee oe We also offer a fine assortment of black fabrics both plain and fancy patterns as well as pretty colored materials for the spring trade. Our salesmen will be pleased to show this line. Do not miss it. Garand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan Caen ee ee ee oes Will Your Credit System Stand These Tests? Can you tellin five minutes’ time the balance due to the minute from each customer, the amount of each purchase, the credit allowed him and time due? Does your system detect errors and prevent forgotten charges, disputed bills and bad accounts? Can you keep your customers daily informed as to the amount they owe you? Do you havea complete statement always made out and ready to present? Can you make the daiiy entries pertaining to your credit accounts in 15 to 25 minutes? The Simplex Ac- counting Method meets every one of these require- ments. It ledgerizes each separate account, so you can note the different items at a glance By the Simplex Method all entries made on the pocket ledger are,with thesame writing, dupli- cated on the statement which is always made out, including the and these individ- ; : ual pocket led- ce on oe gers are carried to present. Half insuch a manner that you can run through all your accounts in a few moments (5 min- utes for 300.) Should you make an error in figur- ing, the double check will detect the battle in mak- ing collections is won by having the statement always ready to render. With the Simplex Method you ean carry the balance due on the sales ban : slips furnished it immediately oe and prevent a dis- ae —_ a puted bill or loss cuuheaiias oii through under- charging. As the amount of always know the amount they owe each purchase is Whi i entered on the e = eae ledger page be= fore the sales slip is placed in the pocket ledger, it Simplex is impossible to Accounting Method ee by it as is required by a day book and ledger. You enter the a y i the Simplex takes care of the details. —— a ee ae Keep your accounts in the same way as th L e€ wholes safe, secure, but progressive. Use the Simplex hconeee ae — “The Pilot’ explains it. It will be mailed you promptly on request. CONNARD-HOCKING CO., 200 Dickey Bldg., CHICAGO, IIL. Simplex Methods $18.00 and up. and more accu- rate than a “‘set of books,” it only takes 4% the time to keep accounts se ee MICHIGAN TRADESMAN. 15 shoes with high ankles—soft with woolly comfort on the inside. Lamb’s-wool insoles are also seen, helping by their presence to run the gamut of men’s wearables in foot- cOverings. Ventilated and self-adjusting shoe trees are an adjunct to good care of shoes that has pushed itself into popularity with good dressers who believe that “A stitch in time saves nine.” ——_>++>—__—. Broken Promises Lead Te Business Ruin. “Never promise what. you can not perform.” So ran the old adage. For present needs it might well be amended. “Better lose a little immediate busi- ness than make promises that you can not fulfill.” The entire modern world of busi- ness is honeycombed with the com- mendable determination to succeed through pleasing. For this reason are daily made countless promises foredoomed to nonfulfillment. But broken promises have spoiled more good business than they have marital engagements. The friend, the client, the customer pleased with the ready promise may be quite alienated by its unavoidable fracture later on. A busy professional woman _ re- cently learned that she must begin a long journey much earlier than she had anticipated. But a week remain- ed in which to complete necessary preparations. A hurried canvass was made of the tailor, the blousemaker, the milliner, the dentist, the lawyer, the other autocratic and important in- dividuals and establishments control- ling the comfort or discomfort of the coming trip. “Can you do, make, or provide for me certain work or garments in the given time?” This was the question asked of each, the period mentioned being wisely set forward twenty-four “Please do not promise un- less quite certain of your ability. i can better do without the things de- sired or get along with substitutes than be worriel over the articles or- dered or have them delivered too late. You perfectly understand that ] must leave town on a certain date?” Yes. They all understood; they were all certain things could be nice- ly managed; they all made fluent promises. The busy woman returned happily to other work. Fittings and appointments had been arranged with beautiful harmony and little loss of time. The day’s margin provided would insure a comfortable start. But, alas! the happiness was of brief duration. The dentist altered an appointment, excusably he would have said, since by so doing he secur- ed a new patient. But the change broke into the precious day for the old patient and finally sent her off with the dental work unfinished. The tailor, the milliner, the blouse- maker, these, with wonderful unanim- ity, proved unready for the prear- ranged fittings. The lawyer was so busy that important papers remained untouched, and the carefully discuss- ed will remained unwritten. The crowning touch of annoyance and dis- gust came from the supply house that hours. should have furnished certain much needed articles of everyday wear. The particular variety desired was not in “counter stock” at the time of ordering, four days before the time of departure, but the trustful, long standing customer was assured of “a full line upstairs,’ and that the order would be immediately filled and de- livered. Half an hour before’ the train started came a special delivery package with a regretful note, explain- ing that the articles sent were by no means the articles ordered, the latter being quite impossible of supply un- til the receipt of the next eastern shipment—in about three weeks! In the end the distressed traveler left home with business uncompleted, hastily finished and imperfect gar- ments, nerves and temper _ alike strained almost to breaking. The trifling railroad delay, that would have mattered little had she not waited over two trains for the tail- or’s parcel, caused her to lose her boat—and a European appointment of grave weight. Would not the ends of success- {ul business have been better served by a frank “we can not oblige you, madam,” than by the torturing, dis- appointing, ruinous week just de- scribed? “Tf the road to pergatory is paved with good intentions, the road to financial failure is paved with broken promises,’ says a man who should know whereof he speaks. It scarcely is necessaty to suggest the bad char- acter influence of the broken promise never meant to be kept. Everywhere is suffering because of the made to be broken promise, the lightly given pledge impossible of ex- act or punctual redemption. So well is this known that “you will not dis- appoint me?” is the instinctive query, half supplication, half demand, that almost invariably follows the engag- ing of a cook, a laundress, a dress- maker, a man to wash windows, take care of the furnace, look after the lawn, the placing of an important Or “company” order for groceries or meat. The waste of time, patience, ner- vous energy, and other unpurchasable commodities resulting from the bro- ken promise habit would be impos- sible of computation, while the care- less maker of unredeemable promises may care little about the aspect of the problem. But it must be clearly evident to all that it is “bad business” in such manner to disappoint and pro- voke the business associate, whose future good will and orders may de- pend upon present satisfaction. Be as obliging as possible, strain every point to please, but do not believe that the memory of a gracious in- itial interview will outlive the mem- ory of an unfilled business obligation. Consider the sacredness, the honor, the commercial value of the personal or firm word that never is broken, and frame in your brain if not on your desk or office wall this sage and well founded decision: “Tt is better to honestly lose a little immediate business than to make promises that can not be performed.” John Coleman. Special Inducements To Spring Buyers Make no definite contracts for spring goods until you have examined our lines either through our agents or had our quotations by mail. **We Will Save You Money”’ Our assortments in the following departments are the biggest and best we've ever shown: Hosiery and Underwear Notions, Ribbons, Laces Ladies’ Fancy Neckwear, etc. Embroidery Special Assorted lots in cartons. styles in widths ranging from 2 to 13 inches. prices 4c, 7c, 10c, 12c and 18c per yard. WRITE FOR SAMPLE BOX The Wm. Barie Dry Goods Co. Wholesale Dry Goods Saginaw, Michigan ee 12 to 25 different Bargain SINGLE INSIDE LIGHT { 600 CANDLE POWER SINGLE INSIDE LIGHT | 500 CANDLE POWER % Increas 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 Your Holiday Trade P. STEKETEE & SONS Grand Rapids, Mich. Importers and Jobbers of Embroideries and Laces We have an elegant line of Swiss and Hamburg’ embroideries. Smyrna, Valenciennes, Torchon and Linen laces. See our line and be convinced. Our prices are right. MICHIGAN TRADESMAN. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Jan. 20—Market con- ditions in the coffee trade have been fairly active during the week and some fair lots have changed hands. Arbuckles advanced the price on package coffee %%4c, but, aside from this, the whole situation is pretty much unchanged as to rates. In store and afloat there are 4,329,467 bags, against 4,348,327 bags at the same time last year. At the close Rio No. 7 is quoted in an invoice way at 8 5-16@8 7-16c. Mild grades are firm and jobbers report a rather better week than last. Good Cucu- ta is still held at 934c and good aver- age Bogotas at tie. East Indias show little change. Holders are very firm. The business in sugar—that is, new business—has been of very moderate proportions, and little is doing, for that matter, in withdrawals under previous contracts. No changes have taken place for a day or two. Buy- ers are simply taking enough sugar to keep assortments complete and are not at all inclined to purchase much ahead. A steadily improving market for teas exists. Since the opening of the year a better feeling has sprung up and sellers are confident that they will soon be “wearing the smile that won’t come off.” Some hustling tea men will soon be at work in the ad- vertising field and the cheering cup is going to be praised from Maine to California—at so much per. There is not a thing of interest to be picked up in the rice trade. One meets with the stereotyped reply of “no change,” “nothing doing,” “wait- ing for spring,” ete. Matters have been worse and might be again, so there is little complaint. Buyers are simply waiting and take only every- day supplies. : In spices the general condition of affairs favors the seller. Stocks are light and the demand is all _ that might be expected, and quotations, while practically unchanged, are very firm. Grocery grades of New Orleans molasses are selling well and com- mand full figures. Receipts are light. Most of the business con- sists of withdrawals under previous purchases. Good to prime centrifu- gal ranges from 16@28c. New sug- ar syrup has been placed on the market and quoted at 19c. The ex- port trade is becoming a little more active and home demand is steady. In canned goods red Alaska sal- mon is at the moment about the most interesting article. The market is in good shape and some pretty good-sized lots are reported to have been made—15,000 cases being pur- chased on Thursday. Other grades of salmon are unchanged. Fruits and vegetables are quiet, tomatoes rang- ing at about $1.10 for standard 3s. Little has been done in futures, 3 pound standards are at about 75C. Other tinned goods are quiet and practically unchanged. Oranges show an advancing ten- dency, as offerings are moderate and the demand is very good. Califor- nia navels show an advance of about I5c per box at auction. Florida fruit is also doing better and the quality of stock shows improvement. Rus- sets sell from $2.25@2.75. Dried fruits show a firmer feeling. California raisins are to be advanc- ed to 6%4c for fancy seeded, with good prospects for a further ad- vance. Receipts of butter have been rather light and there appear to be only moderate supplies on the way thither. The very best extra creamery is held az 27c and some good stock can be bought for less. Seconds to firsts, 23@26c; held stock, 23@24c; imita- tion creamery, 20@22c; factory, 17% @19c; renovated, 17@21%c, the lat- ter for extra goods made from butter not too far gone when renovated. Receipts of cheese are very mod- erate and prices, while not showing any advance, are very firm and de- cidedly favor the seller. Small full cream is worth 14%c; large, 14@ 144 c. Eggs are lower. The supply seems quite ample to meet the demand and the value rather tends to a still lower basis. Western firsts, 20c; seconds, 19@19%4c. a an Vicissitudes of a Secret. Ella—Bella told me that you told her that secret I told you not to tell her. Stella—She’s a mean thing—TI told her not to tell you I told her. Ella—Well! I told her I wouldn’t tell you she told me, so don’t tell her I did. —_——_72> Merchants Who Do Not Fail. In reply to statistics which say that 90 per cent. of all business men fail. Marshall Field, the most successful merchant the world has ever known, says: “Merchants who keep their business well in hand, sell for cash and pay for goods at short time, keep good habits and give strict attention to business, very rarely fail.” ————— TT Fire insurance is as necessary in a drug store as in any other line of business; in fact, fire insurance com- panies charge a higher rate for drugs on the supposition that the loss from fire will be proportionately large. This argues the necessity of being well insured. The mutual fire in- surance companies limited to drug stocks are at the present time at- tracting considerable attention, and they will have at least one good ef- fect. That is the awakening of the drug trade to the necessity of carry- ing good-sized policies. What is more, an insurance policy should be carefully recorded and promptly re- newed. Remember that a fire is most likely to occur a few hours after your policy has expired. At least, so we have been told by those who have reason to believe that such is the case. 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. I bu. $3.25 doz. 3-4 bu. $2.75 doz. W. D. GOO & CO., Jamestown, Pa. eee Don’t Forget that our line of superior candies includes the well-known Hssorted Pralines put up in 30 pound pails, five flavors in a pail. Also put up in five pound boxes. Very good sellers. Hanselman Candy Co, Kalamazoo, Mich. a es Have You Had It? Our new S. B. & A. NOUGATINE Be sure and get a box in your next order, Each piece wrapped. A good seller—one that will repeat. Manufactured by STRAUB BROS. & AMIOTTE, Traverse City, Mich. 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. e ¥ oe oe MICHIGAN TRADESMAN Wide Range in Demand for Under- wear and Hosiery. Notwithstanding a prolonged pe- riod of unseasonable weather, dupli- cate business on winter-weight goods has assumed a_ substantial volume. Holiday trading contributed more generously toward the movement of hosiery and knit goods stocks than usual. The general demand has prov- ed so satisfactory that it is probable “clearance sales” of heavyweights will be conspicuously missing this season. Advance bookings on mer- chandise for spring shipments are at present a most encouraging aggre- gate, and it the influx of visiting buyers to the metropolitan market during January and February, the bulk of initial or- ders will well-nigh be doubled. Every energy should be directed to rolling up a record medium and light- weight season. The commercial sit- uation, as a whole, is exceptionally favorable. As Easter occurs this year in mid-April, ample opportu- nity is left the trade to display rep- resentative lines adequately and by making early selections be assured of punctual deliveries. The idea of introducing different numbers every fortnight Or so serves as a spur to patronage on the part of the con- sumer. The average retailer who makes it a practice to show novel- ties en bloc is at a decided disadvan- tage beside the competitor who fea- tures his fancy offerings in the man- ner stated and thus derives the most benefit from them. Beyond a doubt the most notable feature of transactions in underwear in recent times is the remarkable progress in the sales of athletic cut suits. Last summer the consumption of these garments reached the high- water mark, and while it is certain that the supply this year will be considerably increased, it is author- itatively announced that all indica- tions point to a call of such strength as to exceed the available output. Hence the advisability of avoiding delay in placing both opening and re-order bills is obvious. Knee- length drawers now divide attention with ankle lengths likewise in im- ported and domestic productions. Athletic model underwear may be had in woven and knitted fabrics, and the latter in union suits as well as two-pieec garments. The popularity of mesh undersuits continues, the distribution being mainly confined to dependable grades. In no other class of under- wear does there likely exist such a pronounced element of risk as is the case with buying mesh’ garments. Therefore, the necessity becomes ap- parent of choosing only brands bear- ing the trade mark indorsement of reputable manufacturers. Mesh suits turned out to be unloaded “at a price” are, as a rule, excellent prop- erty to beware of. Such goods are equivalent to dissatisfied customers, if not absolute loss of profit. Mesh underwear is to-day also made in athletic style garments of the most approved cut. Among the latest designs in French underwear is a material known as “crepe cloth,” adapted to wear in hot is expected that with weather. Some favorite mixtures in better-quality underwear comprise silk and wool, silk and lisle, merino, cashmere and llama wool, in the fol- lowing effects: White, blue, pink, tan, grey, nOvia and pearl. A wide range of shades is exhibited in these colorings. Mercerized treatments oc- cupy a prominent position in the newest collections. Union suits now- adays command a more extensive cir- cle of approval among discerning buyers than formerly. Full-fashion- ed garments of this character are peculiarly appropriate for fine trade, while so-called “cheap,” single-piece garments find their exclusive outlet over the bargain counter. It will re- pay haberdashers to give closer at- tention to their lines of hosiery. These should be picked with as much care as cravats and as_ generously displayed. By keeping limited lines of staples and fighting shy of novel- ties the retailer denies himself many opportunities for decided and meas- urable increase in sales. Bizarre conceptions have no place i spring lines of hosiery. Spirited enquiry is manifested for specialties like superior grade white half-hose with self-embellishment. The request for harmonious combinations and geometrical designs is particularly ac- tive. Many very pleasing contrasting figure patterns are in evidence on high coloring grounds, the blending tending to relieve the prevailing tone. Extracted spots and pin-head dots are conspicuous in assortments of foreign origin. Neat stripings and conservative checks are on the pre- ferred list. Artistically arranged, hand-worked side clockings and other embroideries rank high among discriminating haberdashers. In the preliminary autumn sample showings the trend inclines to a choice variety of rich solid colors, uniting extreme simplicity with unobtrusive elegance. The range is very wide and. gives abundant latitude—Haberdasher. —_...—_—_ Sufficient Reason. He—-So Miss Willing has gone to Europe, has she? I thought she was going to marry young Smitherton. She—She would have married him but for one thing. He—And that was? She—He didn’t ask her. —__.-.->—__ A Michigan man who has recently returned from Cuba says he was im- pressed by two things during his stay in Havana—the strength of the coffee that is served and the vast quantities of soda biscuits of Ameri- can manufacture consumed by the natives. “It took me some time to get accustomed to the coffee,” he said. “At first I used to water it, but gradually I fell into the Cubans’ way of drinking it, and learned to like the strong, aromatic flavor. Our own coffee now tastes weak and in- sipid to me. The poorer classes of Cubans will make a meal from cof- fee and soda biscuits. I learned that more of these biscuits are sold in Havana than in any of even the largest of American cities. Key West, although comparatively a small com- munity, comes next in the consump- tion of the biscuits.” 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. DEAL (LOTHINGG wo FA ’ GRAND RAPIOS, MICH, Get our prices and try our work when you need Rubber and Steel Stamps Seals, Etc. Send for Catalogue and see what we offer. Detroit Rubber Stamp Co. 99 Griswold St. Detroit, Mich. 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 The nutritious qualities of this product are not obtain- able in any other food and no other Rusk or Zwiebock has that good flavor and taste found only in the Original Holland Rusk Write for samples today. Holland Rusk Co. Holland, Mich. See price list on page 44. MICHIGAN TRADESMAN The Wearing of Sunday Clothes. Concerning “The Wearing of Sun- day Clothes” a London newspaper says: “We read in a_ newspaper which is devoted to the interests of the tailoring business that there is a decline among all classes in respect to the wearing of Sunday clothes. It is stated that there is a rapid change coming over all classes of the com- munity in this respect. Examining the causes of the phenomenon, the journal in question does not assign it to any decrease in church-going, but rather to a growth of courage in respect to the wearing of conven- tional attire at church. It was the practice, as everybody knows, some years ago, for all who entered a church to don the proper uniform. It consisted, as far as males were concerned, of a top-hat and frock- coat. True, they were not very convenient garments. Nor did the church regard them with very great approval, if we are to measure its approval by the welcome which it gave to them. The silk hat found in no church a place where it could be stowed without damaging it irretriev- ably. The frock-coat assisted the vergers and their satellites in dust- ing the floor. At a later stage cycling came into fashion, and it became us- ual for the cycling man to go to church in his knickers. When motor- ing followed, and with it about the ugliest dress which the human species has yet invented, it became certain that the motorist would either have to neglect his worship or attend it in a costume which was an outrage upon the silk hat and the frock-coat of his fathers. Now we find that men are wearing very ordinary week-day costumes on the Sunday, and that the tailors are finding out that the demand for the regulation costume is dwindling. “Of course there are those who will see that in some way this means a decline in Sunday observance. We may doubt it at the outset. If the clothes do not make the man it is certain that they do not make the Sunday. Moreover, it is highly cred- itable to the church that those peo- ple who can not afford proper clothing should not be shut out of church as it were. But those who believe in Sunday clothing forget the history of the garments in ques- tion. We read but little of speciai garb for Sundays except in the chatty diary of Pepys. That kindly gentleman was always punctilious about his Sunday attire, but it should be remembered that very often he gave more attention to it than he did to the more serious meaning of Sun- day. Since the days of Queen Anne we find the habit of wearing regula- tion costume for Sundays has been steadily growing. When the work- ing classes became educated, and al- so became wealthier, they began with a remarkable suddenness to im- itate the weaknesses of the rich, and about the first weakness they began to imitate was the habit of Sunday clothing. Of course it was perfectly natural for men who had perforce to wear dirty clothing the week round tc delight in more ‘respectable’ at- tire on the day of rest. The student of social causes and results will find that in the industrial districts of I.ancashire and Yorkshire there is a greater desire for. elaborate cloth- ing on the Sunday than there is else- where, and yet the statistics show that the proportion of those who at- tend church is smaller in those dis- tricts than it is in many other por- tions of England. “In thus dealing with the question it will be observed that it is in re- spect only to made clothing that the writer is concerned. Possibly even the professional scribe whom we are quoting would hesitate to tell us that women are minimizing their elaborateness of clothing on the Sunday or on any other day. For all that, we find that there has been a clear and unmistakable decadence of the function which is described as the ‘church parade.’ People usually sup- pose that this ornate ceremony is pe- culiar to London. It is a huge mis- take. Even in the smaller towns there is a church parade. In the great and glorious Bath of last cen- tury there was a parade which far distanced anything which we can produce in the same direction. It may be owing to the cycle, the mo- tor, the desire for comfort, the in- creased tendency toward fresh air delights, both on the Sunday and upon other days, but the fact remains that there i$ a falling off in the ‘Pa- rade’ both in London and elsewhere. Although our professional friend, therefore, has not dared to tell us so, we may say that it is perfectly true both as regards the females among us and the males, that there is a distinct departure from the old Sunday clothes ideas which were dominant twenty years ago. “As a matter of fact, it should be recognized that in all respects there is growing up a decided unconven- tionalism. Men are no longer the slaves which they were to mere fashion. We have seen straw hats in the city of London which would have horrified the city gentlemen of the days of Charles Lamb. They are loose of brim, and easy of crown, and they are decidedly unornamental in every respect. Now, the man who wears a comfortable hat on week days will pause before he makes him- self intolerable to the world outside him by wearing a hat on Sunday which is more a punishment than an adornment. To this we ascribe the change which torments our pro- fessional contemporary. It is not merely that men are growing less ready to dress specially on Sundays. Rather that men are beginning to place their own comfort before all manner of desires for appearances. This modern epicureanism rules us both on week days and on Sun- days. “But is it altogether for our good? That is a question which is well worthy of discussion. There is some- thing to be said for the contention GUARANTEED CLOTHING sales. The style and the fit make the 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 TIPS FROM THE AD-MAN,” we will gladly send you a copy. HERMAN WILE Co. BUFFALO, N. Y. PI Ne a i Sake Ee ee 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. wt - « # - <= y t -£ _ > <« * 4 & ib 4 - 4 v ay » 4 « MICHIGAN TRADESMAN 19 that it is well that we should be a little uncomfortable if only thereby we might please our friends, and even in regard to the ladies’ costumes this holds good.” ——_~>-.—————— It Pays To Play Fair With Tele- phone Orders. Written for the Tradesman. There is no money to be made by cheating the customer. There may seem to be a gain—the sale is made at a profit—but the gain is only tem- porary. It is not lasting, for, when the patron finds out that he has been meanly dealt with, it is going to work to the detriment of the dealer and, if the merchant continues tricky with any, those so served are certainly not going to stick to one who does not “play fair.” At first the patronage may not be withdrawn, but in the long run it is sure to be, with the addition of anathemas on the dealer and his shady methods. “Don’t you trade at So-and-So’s?” T overheard one housewife ask an- other, the other day. “Never if I can help it,” replied the second, and she put considerable em- phasis on her words. “Why, why not?” asked housefrau number 1. “Don’t you consider him reliable? I trade there a good deal myself.” “Do you look at what you buy? Do you select it yourself?” came two questions rather insinuatingly. “Yes, I pick out what I buy. I don’t leave it to the clerks. I always look at what I want in the way of vegeta- bles, and have the clerk lay it all to- gether in a pile. As to meats, I examine what I buy and stay until it is done up in paper, with my name on or attached to the package. Then I have the goods sent to my address. Yes, I may say I am satisfied with the goods and the people at that store.” “Well, I’m not, if you are,” pur- sued the second speaker. “Both are all right if you stand right there while your eatables are being put up. But, let me tell you, it’s a very different matter if you are not there to see to things yourself. “Vou are differently situated from me. You have the time to give your table shopping necessary to right at- tendance of clerks. But if you were situated as I am, you would not fare so well at this particular dealer’s hands. My time for kitchen pur- chases is limited, as I have ‘irons in the fire’ extraneous to the care of my household. I am a very busy woman and must make the most of every minute of my time. I will say this much for the firm in question: Whenever I can attend personally to the buying they give me nice goods; but let me telephone or send a child on the errand and what they send is just stuff—mere stuff! The lettuce, which should be crisp and_ green, looks as wilted as if it had a fit of the ‘blues.’ Parsnips, usually sold in a washed condition, are covered with mud. The top of a bushel of apples or potatoes is a gustatory feast for the eyes, but they are sadly unlike the proverbial ‘blessings’-—they do not ‘brighten as they leave us’—far from it, for when the last layer is reached they are nothing but ‘nub- bins.’ Boxed berries sent are unfit for human consumption—unless cook- ed, and then half the box has to be thrown in the garbage can—it is too bad even to feed to the cow. Lem- ons are almost as hard as _ billiard balls and oranges are dry, tasteless things. The horseradish has been introduced to the turnip family and gathered them in. The chestnuts are wormy, likewise the figs. And the meats? Ugh! Ugh! The less I say about them the better for that store! “I may state that I was tainly treated when I first began trading there—I suppose that was so I would keep on with them. But it wasn’t very long before they began to play their shenanigan games’ with me whenever I ordered over the tele- phone, and I got tired of being bamboozled around in that way. So, if I have not the time to see to the buying for the table in person, I steer clear of that establishment.” That’s a hard speech to make con- jcerning any dealer or firm, and, if it is true, shows how one mer- chant is deliberately “cutting off his own nose.” The store the lady referred to is in marked contrast to a meat man_ I know who himself told me he has some customers on his list who have traded with him for five years and he has never seen their faces—has no idea how they look, as they al- ways order by telephone, his deliv- ery boy takes the goods and the re- cipients mail him a check each month. I myself, then, had been buying of the man by telephone for about a year and had never been inside his store—did not know him from Adam! A friend of mine recommended him highly to me, I tried his meats once, was well pleased, kept on receiving such fine meats that I saw no rea- son to change. I send him a check, like his five-year patrons, and our dealings are perfectly satisfactory on both sides. I shouldn’t have met the man yet, I suppose, but I happened out that way and, -needing some change, stepped into a random store to see if I could get some. Once inside I saw the name Blank, and thereupon made myself known to my own meat man whom [I had _ never seen! We laughed a little over the idea, and then he told me how he man- aged to work up an excellent trade and keep it—which was best of all. “T never yet,” said he, “have sent poor meat, celery, etc, to my cus- tomers in response to phone orders. If any one has to ‘catch it’ it’s the people I sell to face to face. I make an effort to keep only the best of stuff, but I never palm off onto ab- sent patrons meats I know they would not select were they in the store and saw them. My over-the- counters people are the ones to suf- fer if anybody has to. “And, another thing,” explained this man Diogenes would have delighted to take in his tub: “A child is given just as courteous treatment, just as careful waiting-on, as the one he rep- resents would get. This way of do- ing business has brought me cus- tomers that ‘all the king’s horses’ couldn’t drag away from me.” I always hated the Moral at the end of AEsop’s Fables and shall not bur- den the reader with one here. J. Jodelle. —_ +. A Difference. “What is the difference between a parasol and a man who sees ghosts?” Give it wp.” “One shades the eyes and the other eyes the shades.” —_>-->__ Enquiry is being made in New England as to the salaries of offi- cials of insurance companies located there. Some of the companies are reluctant to give the information, but public curiosity in this matter can not be restrained. The affairs of insur- ance corporations should be as open as the day. 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. Wear W spring line. ell 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 iN ee ~ LOCAL — A Prosperous and ES = LONG DISTANCE Happy New Year Gi 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 Qualities Which Women Most Ad- mire in Men. What qualities do women admire most in men? A love lorn youth writes me a pa- thetic letter, saying in effect that he is persona non grata with the fair sex and asking what he must do to make himself popular with women. This is a hard question to answer. There are many women of many minds, and each has a different mind about man. The style of masculine beauty that appeals to one woman doesn’t please another. The charms that set one maiden’s pulse a-flutter leave another with the marble heart. The noble and serious qualities thai fascinate plain Maria may _ repulse frivolous Marie, and so it goes, and instead of there being a frantic strug- gle for one particular man, every man has his innings, and every girl has the secret satisfaction of pitying every other girl because she wasn’t lucky enough to catch her particu- lar Jack. The most jealous wife I ever knew was a woman who _ had married a man so homely and so cranky that no other woman would have had him if he had been gold plated and set with diamonds, yet the poor wife spent her life in the har- rowing belief that every female she met--young or old, married or sin- gle—was trying to snatch her treas- ure from her. There is no disputing about tastes, especially women’s tastes in men. But this is generalizing, and my correspondent comes right down to facts and asks: “How can I become a winner with the girls?” Perhaps the secret of popularity with our fellow creatures must ai- ways remain the one unfathomable mystery of life. In the old days— before she lost her French accent— Anna Held used to sing a little song in which she accounted for her fas- cination for the oppOsite sex by say- ing, “For I have sooch a way wis me.” That, I take it, is about as clear an analysis of the reason we like one person and don’t like another as has ever been given. A man may be possibly able to tell why he loves a woman, but as far as women are concerned we never have the ghost of an idea why we love a man. He may not be clever, he may be as homely as sin, and aS poor as a church mouse, but he “has sooch a way wis him,’ and we get up and leave our comfortable homes and follow him to the ends of the earth. And, heaven help us, we do not know why we are doing it, any more than sheep know why they follow their leader over a wall. It is sim- ply blind instinct. I imagine, however, that it is pre- cisely these winning ways that my correspondent desires to cultivate, and that he wants to know, from a woman, what qualities in a man are most attractive to women. He says that girls do not care for his so- ciety. They cast no goo-goo eyes in his direction. His mail is not loaded down with violet scented mis- sives, and when he tries to curry fav- or with girls the ungrateful minxes turn their backs upon him and talk to another while they eat his candy. It is a sad predicament. Let us see if we can turn any light upon this dark problem. In the first place, it should be a consolation to a man to know that his looks have nothing to do with his popularity with women. Few women care for beauty in man. It is a poaching upon their preserves that they resent. Besides the vanity of a handsome man, compared to the vanity of the vainest woman that ever lived, is as moonlight to sunlight, or as water unto wine, or as any other imitation to the real thing. It is never ending, all pervasive, utterly satisfiable, and leaves him no room to notice the appearance of any Other human being. It is worth bearing in nind that, almost without exception, the heart-smashers of history have been men who were not only plain of face but often hideously ugly. Titania, falling in love with a crea- ture with the head of a beast, was not such a mid-summer madness as the poet represents it. He was not such an ass as he looked, for when} they sat upon a flowery bank he spent the time telling her how beau- tiful she was, instead of expecting her to wear herself out tossing bou- quets at him as he would have de- manded had he been an Apollo. But, while mere regularity of fea- tures in a man counts but little in attracting a woman’s fancy, a man should always be well groomed and well dressed. Nothing on earth but the grace of God keeps a woman in love with a man with a two days’ stubble of beard on his face. Married women stand this because lack of shaving is not yet recognized as a cause of divorce, but no girl wants a slovenly, untidy man, who looks as if he needed to be run through the laundry, hanging around her. Ail the mocking at the word “dude” comes from masculine lips. No wom- an joins in the chorus. On the con- trary, she feels that the man who comes into her presence ill-clothed, dirty and neglected-looking not only shows disrespect for her, but indi- cates that he lacks judgment, indus- try and progressiveness. As a mat- ter of fact, that is exactly what be- ing ill-dressed means now. The man who goes about with trousers too short in the legs, a coat that looks as if it had been slept in, and an un- shaven face may be a genius, but there are 909 chances that he is not. He is simply too lazy to take care of himself, and there are precious few girls who care to take that long a shot on a hobo beau. Another thing that women like, and it is an attraction that any man can acquire, is a certain savoir faire that makes him equal to any situation. A woman likes a man to know how to offer her a chair, to help her on with her wraps, to order a little dinner. She hates, with unspeakable loath- ing, the fellow who is always making scenes in public, who gets in rows with the theater ushers over a mis- take about the seats, orthe street car conductor about change, or who sits up like a graven image of wrath every time anybody drops in while he is calling. It is only a chump who has to fight to get his rights.’ Women like generous men, but even girls have a contempt for the men they can work. It is not the youths who waste their substance on bonbons, and theater tickets, and vio- lets who are the most popular with the fair sex. Every girl has what she calls her “candy beau,’ but she seldom marries him. You can not touch a girl’s heart by upsetting her digestion. An important point to re- member just here is that the man who would win favor by means of gifts must give discreetly. A woman will think more of a 5-cent bunch of field flowers if they commemorate some special occasion, or match her dress, than she will of a $50 bunch of American beauties that have no special significance, and that are jusf sent hit or miss. ‘ In conversation a man should cul- tivate a happy medium. A continu- ous monologue will wear out the strongest, and a clam get upon the nerves Of the most patient. Before a man takes the floor and devotes haurs to expatiating on how he can keep books, or play pingpong, or take snap shots, he should be sure that the girl is really interested in him. After a woman is in love she can sit en- tranced for weeks at a stretch listen- BANKERS LIFE ASSOCIATION of DesMoines, Ia. What more is needed than pure life in- surance in a good company at a moderate eost? 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 JOHN T, BYRNE We Invite Correspondence OFFICES: 101 MICHIGAN TRUST BLDG. GRAND RAPIDS, MICHIGAN Sealizo sure ssecalers wos St Lous. DENVER INCORPORATED UNDER THE LAWS OF THE STATE OF MISSOURL CAPITAL STOCK $10,000 FULLY PAID. ADAM GOLDMAN. President 5 Geel Manager HOME OFFICES, GENERAL CONTRACTING AND ADVERTISING DEPARTMENTS, . Century Building, SDLOUS, USA, SAN FRANTIS.Q0? 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 Bidg., St. Louis, U.S. A- ADAM GOLDMAN, Pres. and Geni. Mgr. wv MICHIGAN TRADESMAN 21 ing to a man describing what kind of 2 collar button he prefers, but if she isn’t in love a steady stream of per- sonal reminiscences makes her tired, and after the first hour she wants a change, and a chance to ring in a few bunches of interesting anecdotes about herself. Common fairness, though, demands that a man should help out with the conversation. From the time a giri is old enough to understand anything she is taught that her chief aim in life is to entertain man, and every- where you go you can see her toiling like a coal heaver trying to make conversation with some man who is just as unresponsive as a store dum- my and as silent as a sphinx. It is not a fair division of labor, and if a man wants to win true gratitude let him chip in and help roll the con- versational ball along. “Be bold, be bold, be not too bold,” is a good motto for the man who de- sires to be popular with women. Women hate a timid man who has to be rounded up and corralled be- fore he will pay them any attention, Lut they hate the one who takes for granted that he has only to throw the handkerchief to have them jump at him. A man should also learn how to pay compliments as if he meant them. Women can always de- tect shopworn flattery that has done duty with a hundred other women hefore it was passed out to them. There is no surer way to a woman’s heart thar through her vanity, but it takes an artist to get there by it. Women like a strong man. Because she has no backbone of her own the one thing that a woman admires mosi on earth is a vertebra. There are men who think to make themselves popular with women by being good natured and useful. They will take girls to parties and let them dance with other men, they will let giris make engagements with them and then break them, they will suffer themselves to be called upon as es- corts when other beaux fail. This is a fatal policy. The man _ who makes himself a convenience to a woman will never become a necessity to her, and she will invariably pass him up for some man that she does not dare to treat badly for fear that he will never come back again. The last and most important point in winning a woman’s favor—and if a man forgets all the rest let him re- member this—is not to stay too long when he goes to call. More men have queered themselves right here than anywhere else. No living hu. man being can be brilliant for more than thirty minutes at a stretch, or entertaining for a longer space of time than an hour, or endurable for more than two hours. In that time any man can say anything he has to say that is worth hearing, and if he lingers along until the clock yawns in his face he is simply defying fate and courting disaster. Many a good impression is spoiled by too much of it. Of course, no general rule can be laid down for winning the fancy of the fair sex. What has been said pretends to be no more than the most elementary suggestions on the subject, but a guarantee goes’ with each hint that it will work. Dorothy Dix. ee Little Annoyances Which Must Be Endured in Stores. Written for the Tradesman. You’d never imagine, if you were not in the business, the curious, not to say unreasonable things we are called upon to do, in the conduct of our affairs, every day of our lives— every working day, and I suppose *twould be just the same on Sun- days if we kept open then. Not that we are not willing to do the accommodating—we owe that to everybody, trade or no trade— but a great many people seem to think that we are behind the coun- ter just to be imposed upon, to do their bidding whether it interferes with our comfort and convenience Or not. A lady came in the store a couple of weeks ago for an empty box. She did not come to buy anything, she said, not this time, but perhaps her next errand would be more money in our pocket. She is an old customer—that is, in a way. She does not favor us with her patronage all the while; in fact, she is not a regular patron of any one store in town, preferring to give all the different stores a share of her purchasing money. But she leaves with us annually, let us say, $12 or S15. That's not much, but its lots better than nothing, and if every one in town did as well by us we’d soon be retiring from business. The lady, as stated, dropped in on us for an empty box. She was al- ready carrying one in her hand, that she had got in some other store. (I wondered, afterwards, if she had made somebody stand around for it as she did us.) else The box she was needing must be of peculiar dimensions. It was for a special purpose and no other size would do. She measured off the size with her hands, in the air, as a wom- an has a way of doing—it must be “just so.” And she was fussy about the color also; she wanted white or blue. T couldn’t find on the first floor what she described, so said I would run down to the basement. After some search there I found three or four boxes which seemed to “fill the bill”—or, at any rate, to come within a mile of it. I toted ’em up the stairs and dumped them on the coun- ter before Her Majesty. Only one seemed at all to please her as to shape, and that was a bright apple green, which she said was too conspicuous; she had some- times to carry the box on the street. Another one I brought up from the regions of darkness appeared to her critical eyes to more nearly come up to requirements, but the cover of that was broken on the edge. Then, spying some similar ones on_ the shelves back of the counter, she en- quired if she couldn’t have the cover of one of those in place of the dam- aged one. Now, we like to keep the shelf containers as neat as possible, discarding all ragged-looking car- tons, But I smilingly made the ex- change and the lady left the store quite contented. This is only a sample of little an- noyances we experience 313 days in the twelve-month. But, if I hadn’t put myself out for this finicky Occa- sional customer, think you she would stock up at our store each year for her Christmas presents as she always does? Not much. And then, not only would we lose her trade by grouchiness in performing a _ favor but very ‘likely the trade of others whom she would sometimes drop a word to about our “smallness in not getting her an empty box when she wanted one.” It pays in the merchandise business to go to extremes to please the buy- ing public, for where else does our bread and butter come from, not to mention our pie? C): Had Her Foul. Fogg—I never saw my wife come out second best except once, and that was with a little insignificant look- ing chap who took pictures. that? Fogg—She pitched into him for not having some proofs ready when he promised. He pleaded the weather and sickness, but it was no use. It only made her bully-rag him the more. Finally a look of desperation came into his face. “Madam,” he said, “if you say another word I’li finish up those pictures to look like you.” Bass—And how was oe He makes little out of life is always on the make. who 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 Touring Car $950. Noiseless, odorless, speedy and safe. The Oldsmobile is built for use every day in the year, on all kinds of roads and in all kinds of weather. Built to run and does it. The above car without tonneau, $850. A smaller runabout, same general style, seats two people, $750. Thecurved dash runabout with larger engine and more power than ever, $650. Oldsmobile de- livery wagon, $850. Adams & Hart 47 and 49 N. Division St., Grand Rapids, Mich ’s All in Wholesale COFFEE Rich Aroma Strength Fine Flavor JUDSON GROCER CO., Roasters GRAND RAPIDS, MICH. the Blend Distributors MICHIGAN TRADESMAN Gained and Held Trade Through Tact and Politeness. To follow any fixed rule in the treatment of customers is a practical impossibility, as every clerk knows who has waited on customers for three months. The firm may insist that each customer shall be treated with courtesy, politeness, cheerful- ness and good temper, and all the other gentilities that ought to go in the consideration of one person by another, whether it be a store Or somewhere else, but no firm can lay down a fixed rule for the treatment of every customer, and no clerk can school himself in the way that will enable him to work cut and dried plans on every one who appears be- fore him at the counter and asks for goods. To be able to handle customers properly and at the same time induce those customers to buy the goods shown them and to be pleased with their purchases to the extent that they will come again is a masterful art and something that no clerk, how- ever efficient, has ever yet been able to accomplish each time he has tried. That scores of clerks are better in their salesmanship accomplishments than are thousands of other clerks must go without saying, for the thou- sands are more often inattentive and thoughtless than bluntly incapable in mental power or physical endurance. Not all of the good salesmen have learned to be such—for many of them have the instinct largely born in them—but the smoothing touches of experience have been sufficient to make them more successful as the months and years go ahead. Not always can the good salesmen teil why they are so and why it is that they are able to sell so many more goods satisfactorily than are the neighbors in labor who touch elbows with them and apparently try more or less sincerely to make good busi- ness for the houses where they are employed. Incidents of salesman- ship that demonstrate the power which the person behind the counter can wield over the person before the counter can have a considerable in- fiuence on the work of those who really want to become more efficient, yet these very incidents, like those which are personally familiar to the clerks who will read this, can have little power excepting as the facts they tell are worked over into sensi- ble application to the characteristics of the people who come to the stores to be waited upon. Something that might be splendid in its influence in a town in New England would not work in a town in Texas, because the people in the latter section are of different habits and training, yet that something can carry its lesson of adaptability in Texas, or Colorado, or Oregon as well as it might in the Berkshire Hills - of Massachusetts or Aroostook coun- ty, Maine. To brighten the thinking powers of the clerk is the thing to be attained, and to that end I wil! tell of some things in selling that have come to my attention, some of them in one part of the country and some in another—the location mat- ters not. One more thing to be constantly kept in mind by the clerk is that the selling of goods compels mental ac- tivity that goes beyond merely know- ing what is in stock and what is the price. Tt compels an alertness for opportunity and a perception of pos- sibilities that require constant ob- servation and a sharpening of the understanding of human characters. The clerk that goes slobbering around with his schemes for selling and tries them here and there and everywhere without discrimination as to the cus- tomers and their very evident inclin- ations is not and never can be a good salesman. He may sell some goods, but he can thank his lucky stars for it and not his common sense in actions. And still another thing must never be forgotten, whether you are study- ing these incidents or have in mem- ory something that you know has occurred to help make a sale—there is no element of luck in selling goods. Somebody may tell you so and in- sist upon it, but you can wager there is always a reason for a seemingly lucky sale, and the man who is capa- ble of finding out that reason and applying it to his own work will be the next “lucky” one to sell goods. Keeping those things in mind when you attempt to sell goods and going coldly down to sensible words and actions will open the way to greater abilities in salesmanship and easier selling because there are some system and some order to the mental efforts that must bring about that selling. To be always happy, pleasant and polite, no matter what may be the turmoil within your thoughts, is a thing that is almost an impossibility to most of us, and it is nothing par- ticularly damaging to know and ad- mit it, provided there is always the supremest of effort to overcome it. In an acquaintance with many hun- dred clerks, I knew but one whose smile was always ready, and whose polite and courteous manner could never be adjudged insincere or put forward for effect only, simply be- cause he had the power of conceal- ing his real feelings that was remark- able. He had a natural faculty in that direction and he cultivated and improved it with every opportunity. It was this clerk’s common remark and he always lived up strictly to his statement—that it cost nothing to be polite to everyone, and if a person was good enough to wait upon in the store, that person was necessarily good enough to speak te upon the street or wherever seen. I believe that maxim of his was the root of his power to please so readily, and the most of us who may believe in it are liable to fail to practice it through sometime having a feeling of false pride or sometime failing to recognize a person simply because our thoughts are wool gathering at the wrong time. We were doing business in a town where there were several large ho- tels and boarding houses and where there were many servant girls rang- ing from cooks to parlor maids. It was a Northern town and the most— in fact, I am inclined to think all— of those girls were white. They earn- ed good wages and, as is common with them, spent much of it on dress. The clerk in question contended that among them were many as bright and capable in the world as himself and that they had influence with all the others. He made it a point to be courteous whenever they came to the store and to never allow his personal feelings to overcome that genial manner, whether he was waiting upon those girls or upon other people. On the street, his hat came off as quickly to those girls as to the wealthiest trade in the town. AI- though I knew that sometimes he smiled when he felt otherwise, I nev- er believed that his manner was backed by an insincerity that thought only of the possible dollars he might get out of the ones to whom he spoke. Coupled with that politeness of manner were his ready wit and ex- cellent memory of faces and events. He schooled himself to be able to talk with the girls of the things that were interesting to them rather than the mere commonplaces that are so easy and mean so little. To illustrate that, one Sunday I was in the city park with him. A company of five of those girls were rowing in a boat on the small lake. He remarked that he could call them and attentive to them}; 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. 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 Delicious Buckwheat Cakes Are Raised With Yeast Foam Tell Your Customers & ' ig al 4 « r vi ~ A 3 ¢ | \4 | = -< y é “gy $ é + if : 14 + as 1 « 7 = 7 #¢ > . 4 - - > 7 Y s dd ¢ ve it » ¥ r if i aa 2 G MICHIGAN TRADESMAN all by name and that the incident would serve to help him make a good sale before the week was over. I for- got the incident until he came to me on Friday and showed me a check of twelve dollars that represented the sale of a dress and its accessories to one of that company of five. He. said the customer was on the point of leaving the store to look further, when he sprung upon her and _ her companion the fact that he had seen them rowing on Sunday. The mere fact that he had noticed them and had remembered it and was willing to talk about it held them both and he was able to lead them on to buy- ing the dress. Inside of five minutes after that sale was made, he was waiting upon the wife of the county judge, through the expressed preference of that lady. And, indeed, he was as much a favorite clerk with the best trade of the town as with the serv- ant girls. He was simply polite and considerate, concealing his own feel- ings in his efforts to make others feel comfortable and pleased. There was nothing simpering and _ servile in his treatment of the wealthy and influential people, any more than there was a patronizing air in his treatment of the servant girls. His very evident sincerity of manner and his commonsense control of speech and language kept him in good re- pute with those people who simply ask to be served pleasantly and cour- teously. Of course, there was occasionally one of the wealthy ones who requir- ed much talk to keep her interested and to induce her to buy. With such a customer he never lost patience, always considering that if he made a sale after a half hour of inconse- quential chatter and thereby induc- ed the customer to come again and leave her money, he had gained more than to have allowed her to go and buy her goods at some other store, although it was many times bitterly exasperating when the store was weii filled with waiting people. I have known him to make a dif- ficult sale while suffering from a jumping toothache and to talk pleas- antly with a garrulous customer when he held in his hand a telegram announcing his sister’s death. In neither instance could he have felt that which he forced himself to ex- press, but he had the willful con- trol of his mind that forced him to forget when the thing that troubled him was of no immediate interest to the person with whom he was talk- ing. He could not sell every customer, for that is a practical impossibility with any salesman, but he strove constantly to the pleasing of all it was possible to do through right and reasonable treatment. He succeeded to that end to a greate~ degree than any other salesman I ever knew. Not all can do this—few can do it—and I was never able to put it near the high mark of attainment which he reached, but the very fact of his suc- cess and his most forceful example influenced my future work. The fact that politeness and courtesy can win and hold trade also proves that it will demand respect from everyone. —Drygoodsman. ——__-o-<___ Circumventing ‘the Peddler and Mail Order House. Allegan, Jan. 23—I note by some recent communications in the Michi- gan Tradesman that retail grocers in various parts of the State complain of a falling off in their coffee business and that the peddling wagon and the mail order houses are making great inroads on this particular part of the trade. I also note in your columns the inauguration of a Retail Grocers’ As- sociation at a neighboring city, and that the first action taken by the organization was to put a price of 19 cents on package coffee. This is just a case of where it gives the ped- dler a nice opportunity to put in a bulk coffee that would cost the gro- cers a half a cent or a cent a pound more than package coffee would, and yet the peddlers sell it at about the same price. Package coffee is now costing the retail merchant about $14.50, and at the price established by the retailers at the place above referred to they would be making about 31 per cent. profit, which is al- together too much on a popular piece of goods like that. You must fe- member there are no waste and no ex- pense in handling it—it is already put up in a sealed package, and $2 per case, or about 14 per cent. mar- gin of profit, should be © sufficient. That will freeze out the peddler and the mail order houses. They are not doing business for fun, but they are doing it at a closer margin on popu- lar grades of goods than the retail grocer wishes to do business on. Re- tailers can not expect to make from 25 to 50 per cent. profit on every- thing they sell, but if they were will- ing to sell a few of the leading brands of goods at a small margin it would help immensely to hold their trade on the higher and more profitable grade of goods that the consumer is not so thoroughly posted on. My experience is that when a _ farmer picks up one of those nice large pic- ture catalogues and sees some stand- ard package quoted at 15 or 16 cents, and the retail merchant asks 19, there is going to be quite a serious “hol- ler’ put up by the consumer and, when he puts in an order to the mail order house, it will not only include a few packages of coffee, but several dollars’ worth of other goods that the retail grocer ought to have. It might not be out of place to ask or call for an opinion from my brother merchants and get up a little dis- cussion—not only on package coffee, but on other prominent package brands that the dealer has sold in the past at very small margin, and get them to thinking of the reasons why we are losing out so much of our good trade to the peddler and the mail order house. Retail Grocer. —__++.-2.——_ Harvest Time. Sing a song of dollars, Fields of wheat and rye, Several millions farmers Working fit to die! When the crop is threshed out, Farmer’s the whole thing; Got a pile of dollars— Happy as a king. Charity Begins At Hlome Give, if you will, but don’t allow your goods to ‘‘leak out”’ of your store. Save yourself and family by buying one of our Computing Scales and Cheese Cutters. Better than others and sold at half the Sensitive, price. accurate, and built to last a lifetime. Standard Computing Scale Co., Ltd. Detroit, Mich. SCALE DEP’T FOR INFORMATION. We We We We We We We We We are the largest exclusive coffee roasters in the world. sell direct to the retailer. carry grades, both bulk and packed, to suit every taste. have our own branch houses in the principal coffee countries. buy direct. have been over 40 years in the business. know that we must please you to continue successful. know that pleasing your customer means pleasing you, and buy, roast and pack our coffees accordingly. Do not these points count for enough to induce you to give our line a thorough trial? W. F. MCLaughlin @ Co. CHICAGO MICHIGAN TRADESMAN Speedaway: The Romance of a Shoe Factory. Now you take it in one of these factory towns—there’ll be a heap of curious customers drift in. A feller with capital, like the boss, finds a place, here in the back country, where there is a river running fast enough to twist a turbine, and he’ll build a null and put up a dam like that yon- der, and there'll be ten flat-cars of machinery, and then, for every na- tive that has failed at farming or lumbering and comes in to run a rac- ing machine, there’ll be twenty last- ers for the bottoming-room and ten girls for the sewing-machines, half of ’em experienced and half green, and all coming from the cities be- cause the cities won’t feed ’em any more. We get low tide out of both— city and country. Two hotels, six bars, four poolrooms, thirty-two boarding-houses, one church, and no public library. That’s a factory town. I was thinking of Speedaway. Fun- ny cuss. He came into my mind be- cause—well, these factory windows are pretty dusty, but just look out there up the valley; see how blue them mountains are; look at that red line where the maple trees are turn- ed; get onto those streaky clouds that look as if somebody had spilled shoe-blacking on the sunset. Then smell that air that’s coming up the elevator shaft. Frost to-night. It was about this season that Speedaway used to turn up—every year on a day like this. His real name was’ Benson. I[ thought I’d told you about him. The first year he showed up was just aft- er the first snow, and he was. no dude. His coat was shiny and show- ed the lining under the arms, and what with the blue of his stubble beard and the tan of his skin, he looked the color of a plate that’s been used for baking pies. We were short of hands and the boss gave him a job on the McKay machines. I guess he wasn’t sorry he done _ it either, because Benson was as good a man as we've ever had. He could make the cases walk along, and it’s nothing easy with hot wax spattering, and the machines heaving and pound- ing like a human being out of breath, and the heavy stgel needles snapping like toothpicks. I remem- ber the first time I ever talked to Speedaway—they called him that be- cause of his yellow streak—I found him after hours bending over his machine with a three-pound wrench in one hand, and his arms and face covered with tmachine grease until he looked like a nigger minstrel. “We've had a bad day of it,” says he, -pointing his finger at the ma- chine. “Me and it. But if I went away now I believe the darn thing would think it had got the best of me. A machine like this is something like a man, ain’t it? Some days it acts sour and peevish, and hasn’t got any sense at all. You’ve noticed how there’s a particular kind of east wind that’ll blow here some days when no one says ‘good morning’ to anyone else when they come in at 7 o’clock. Maybe there’s some kind of a wind or something that makes this ma- chine feel just as sore. Then there'll come a day when the old thing will have a certain kind of sound and sing away as happy as a twenty-cent cigar.” That’s the way Speedaway would talk, and I got to like him first-rate. Ir it hadn’t been for the fever that started him in’ the spring, he would have been a sizzler. Never put liquor in, and from the middle of October until the days when the sun had turn- ed loose the last snows off the pas- tures, he’d work hard as any Of us, and never get docked for being late. Then it would come along about the time when the ice busts on the top of the river, and the boss would come to me and say: “Jim, don’t you suppose we can keep Benson this year? If he’ll stay on over the sum- mer, I’ll make hi ma foreman.” And I’d say, “All right, I’ll speak to him,” but all the time I knew the only thing that would hold him would be a jail or a graveyard. You could talk your teeth loose and not do any good. I tried it. Sometimes during the winter even- ings, when the snow would be six feet deep in the woods, I'd drop in to smoke with Speedaway, in the lit- tle room where he used to hang out. Maybe there’d be the snapping and howling of a storm on the windows, and then Benson would shift his pipe into the corner of his mouth and peep his eyes and tell me how he had bummed his way on top of a mail-car from Chicago to Topeka, or how he’d gone down the Mississippi on a lumber raft, or nearly cashed in, riding the trucks of an express across the alkali deserts, and how a thun- derstorm looked at night on a Kan- sas prairie, and how he’d found an eagle’s nest on the shores of Lake Champlain last summer. I’d realize a bit that he saw more things in life than T saw, and what things he could make me see of the life he led look- ed bright and fascinating like a six- colored lithograph. But then I’d get mad for listening to him and I’d say, “That’s boy’s tricks, Benson, and if you'd only fight off the fever you get every spring to go tramping, and be a man-—” Then he’d take the pipe out of his mouth and look at me _ wide-eyed “Jim,” he’d say, “you aren’t telling me anything. I know those things better than you do—I know just how much I ache to get loose and see places and never know where’s I'll get the next meal. That’s something you don’t know anything about. And then, again, I know why I ought to hitch down and be somebody, and there’s nothing you can say that I don’t tell myself a dozen times a year. I’ve made up my mind to stay here next summer, anyway. Just wait and see.” That’s the way he’d talk—just as if he was a drinking man promising not to touch liquor again, but when the first warm days would come with those breezes that smell like the Have Youa Shoe Sundries De- partment in Your 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- ing to bring it to the front before spring trade opens. It’s worthy of a promi- 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 Toe Plates Ball Plates Rubber Heels Round Shoe Laces Flat Shoe Laces Silk Shoe Laces Oxford Shoe Laces Shoe Dressing Cork Insoles Colored Shoe Laces Shoe Blacking Hair Insoles Porpoise Shoe Laces Leather Preservative Leather Insoles Raw Hide Shoe Laces Brushes Lamb Soles Ankle Supporters Corn Cure Overgaiters Heel Plates Foot Powder Leggings Shoe findings were made to sell, not to give away. Send for catalogue and ‘‘Get Ready.” HIRTH, KRAUSE & CO., Grand Rapids, Mich. Means That One Good Turn Deserves Another The more Hard Pan Shoes You sell the more you appreciate us. Then we do more business. This mutual interest extends to the wearer—the person on whom we both depend. For an example of Reciprocity try a case of Hard Pans, : The limit in value: Hard Pan Shoes are made only by the Herold-Bertsch Shoe Co. See that our name is on the strap of every pair. : Did you get a bunch of ‘‘Chips of the old block?” THE HEROLD-BERTSCH SHOE CO. Makers of Shoes GRAND RAPIDS, MICH. *; i = ie le abcd 2 ¥ * eee ake atin a > *; = lal gas ae ad +l MICHIGAN TRADESMAN woods just after rain, I’d know the jig was up. Speedaway would try. But it weren’t any use. The fever was in his blood. I’d know, because he’d begin to wear the look of a rat that’s fallen into the molasses, but perhaps it’s only fair to say he’d put up a good fight. He would stand there in front of his machine and try not to look out the windows, and try not to fill his big chest with those soft airs that came sneaking in across the valley. Sometimes I’d stop on my_ way through the room and try to prop him up, because I’d know that he was all wobbles and fever to get going again. I’d say, “Anything do- ing?” and he’d say, “Fine. If I felt any better I’d have to see a veterin- ary,’ for he was trying to put in a few props himself. And then per- haps he’d smile and say, “Jim, take 2 look at the new shoots on those pine trees—just as bright as pickles, ain’t they? Snow’s most gone and we'll have a great summer. I’ll bet it’s fine down in Virginia now.” “Benson,” I’d say, “I know what ails you, and a fool is too good to call you. Suppose you started off. What of it? Why, now you know where you'll sleep to-night.” “And I wish to God I didn’t,” he’d say, and then I’d have to see that I'd been left at the post. Perhaps the next day he’d be gone without even asking for his pay, he’d be so ashamed to face the boss. One spring I found out he left his bed in the middle of the night, and an- other he didn’t come back after the 1 o’clock whistle. Then we’d know the fever of the spring had flung him down—we’d get next when he didn’t show up prompt, and the men would say, “Speedaway’s off again,’ just as if they were saying, “Yesterday was Friday.” Then it would be along the fall— about the time I’d see horse-chest- nuts on the ground, and perhaps lat- er, when there’d been the first spit of snow, and the flies had begun to die on the ceiling. Speedaway would turn up again on a day like that, dirty and with the little cough he’d got from sleeping out of doors, and with a growth of beard that looked like the front of a hair-brush. IT guess it was the fourth winter he’d been with us when Nellie Con- roy came up from the city to work in the sewing room. That’s the way things happened. You oughter see Nellie Conroy—it would do your eyes good. She had hair as black as a new piece of patent leather, and big, sad, gray eyes, about the color of that streak of river you see yonder, and her hands were thin like my Annie’s was when I married her, and not coarse and stuffy like most of the girls. She was a good girl, too— which kind of points out a girl in a town like this—and it wasn’t because she didn’t have the old human bad- ness, but because she had it broken to harness, and I always have thought there weren’t half enough girls like that, and that when you found that kind you’d found the difference be- tween a specimen of the other sex and a woman. She’s come up here into the woods to get rid of what a girl who is play- ing a lone hand has to go up against in the city, but the first week she was here she went on her back with pneumonia, and my Annie was sit- ting up with her at all hours, when their kerosene lamp was the only light in the village. She told Annie how she’d worked in a store for five dollars a week in competition with girls who were living at home, and | who’d work for the five so as to buy ja seat to the theater and a new hat for two ninety-eight, and had some- body taking them out to dinner while she was eating in a “quick- lunch” under a tailor-shop and do- ing half her own washings evenings in a china wash-basin. And how she was stuffed into the kind of corner where everybody was razzled with the glitter and hotels and the mean things of the city. When Annie told me, | thought—“‘Here’s where you get the worst part of the city, out here un- der God's hills.” But I was tellizg about Speedaway. Speedaway might have worked out his winter without ever speaking to Nellie Conroy if it hadn’t been for Henry Cowan, who trimmers. runs the edge You know a good many men can tell a girl, just as if it were written on their forehead with a sten- cil. Well, Henry’s too vain to be that kind. I remember just as well as if [ could see it now—that the girl had stayed a few minutes after the fac- tory had shut down. I saw her come out from the stitching-room door over there and turn into the hall- way. Then T heard Cowan’s voice: “Hello, Nellie,’ he says, kind of fresh, and I thought it would be just as well to let him know I. was around, so I started for the door. When I got there I saw the girl was standing sort of scared on the top landing, and he was coming up to- ward her. “A feller bet me I could- n’t kiss yer, little girl,” he says, “but I guess you will whether you like it or not.” But right then, before I could say a word, she slammed her little fist under his chin, and the punch set him off his balance so that he went clawing with his hands down to the next landing. Speedaway was standing there—I hadn’t seen him before—and he stepped aside as_ if Cowan was something dirty. Henry picked his carcass up and as he start- ed down the stairs he said some- thing to her I couldn’t hear, and she turned sort of white, and _ stiffened her arms down at her side. But all she said was, “I was afraid I had killed him.” And = she fell back straight like a flag-pole being blown down, and I caught her in my arms. Speedaway came up the stairs cool enough on the outside, and went to the wash-room for a bit of water. He chucked it in her face and she open- ed her big gray eyes and looked straight at him. And it was funny— he was half down on one knee and just getting up, but he never mov- ed, but just kept right there, looking at her until she said, “I’m all right now,” and the blood ran back into his face and he kind of gulped as if he’d swallowed a fish-bone. A fool could tell what had happened—in just those few seconds. MICHIGAN S HOE DETROIT CO School Shoes \ are everything school shoes should be. You know the troubles you have with children’s shoes. We offer you a line of Custom Made shoes that cannot be equaled for wear and lasting qualities. Mayer School Shoes Wear Like Iron If you wish to avoid kicks and im- prove your trade on children’s shoes put in the reliable and extensively advertised Mayer line. Particulars and samples on request. ‘ F. Mayer Boot & Shoe Co. Milwaukee, Wis. wt ae ms Nf Rei ts275 ‘ eg, Reeder’s of Grand Rapids Hood and Old Colony Rubbers Best Goods Best Prices Best Deliveries Geo. H. Reeder & Co. Grand Rapids, [lich. aS 26 He got up and pulled a big breath. “I’m in a hurry,” says he, with his lips put hard together, and the girl | didn’t know what he was going to) do, but I kind of guessed that Speed- | away was going after Henry Cowan, and it wasn’t in my heart to call) him back. When I went by the win- dow yonder, I knew I was right, for there’d been a fresh fall of snow that} afternoon, and Cowan, who was the! only hand in the factory who lives up on Maple Hill, had tracked his! way across the fields, and I could see Speedaway following right on those tracks with a thirty-four-inch stride and his breath showing on the cold air. 3enson was one of those loose- built fellers, with a mild brown eye and stoop shoulders—the kind of man that surprises you when he gets busy, and when he gets his clothes off, his back looks as if it was stuffed with peach-stones. So it wasn’t startling when Cowan came in Monday with a wad of cotton over his ear and one eyebrow higher than the other. For a general diet, I keep my mouth shut, but I told the whole} business to my Annie, and she’s a woman—and there you are. Every- body was next. And then Nellie Con- roy heard it, and she met Speedaway | when he was going through the hall, | wearing a pair of greasy overalls, and his face spotted with machine} grease. “Mr. Benson,” says she, with a red spot on each cheek, “it was wrong—what you did.” But she| smiled kind of soft, and put out her| hand, and he took it and said;-just like a fool, “I’m much obliged,” and that was the way they got to speak- ing to each other. There was quite a time that Speed-| away hung off. J guess he was one of these fellers that knows it quick enough when men like him, but per- haps a girl would have to make an affidavit before a justice of the peace before he’d believe she ever even looked at him. So Nellie—maybe she’d meet him coming in the front door and smile—why, she’d_ smile with the whole business, the big gray eyes and the corners of her mouth, the kind of smile that would brace up a bunch of wilted flowers. And there weren’t any boldness in_ it either, you understand, but just the trick of a good, old-fashioned smile. Then Speedaway would smile, too. and stare right into her eyes, and that day he’d turn so many goods over his machine it would have made him rich if he’d been on piece-work. It uster kind of vex a man to watch him. And after a month I saw he was buying a new necktie now and then. I says to him, “Benson, I saw you at church yesterday, and you're studying the fashions a bit. Am I right?” “No,” says he, scowling, “you’re wrong, and your head is light.” It was the scowl that gave him away, but in a week he was walking home with her, and the factory was full of talk about how she was teach- ing him to skate evenings on the river, which probably- might be true, and just as likely not, this being the kind of town where people talk just MICHIGAN TRADESMAN 7 ito keep their hand in, and when! i there’s no talk they make it. So, of course, they had all sorts} about Speedaway and Nellie Conroy. | And then there was jealousy broke} \loose in the stitching-room—not be-| cause of Speedaway exactly, but | i'more because Nellie could look better | than any of the other girls, who! spent more money on clothes, and} learned the trick of some little bow) cr something that would catch a fel-| ler’s eye without smashing into it! with something gaudy. Besides, some | were jealous because Nellie had the} knack of saying little and speaking} no bad word for anyone. “Stuck up,” } they called her, which is often called of people who mind their own busi-| ess. One day in March sometime, | guess they thought they’d take a| all out of her, so, at the noon hour, 'three or four of the girls came over to her machine and perched up on the bench. Katie Jordan, the girl| with the big yellow pompadour, did the talking. “Nellie,” says she, “I should think |you’d dread the spring to come.” “Why so, Katie?” says Nellie. “Qh, then you don’t know. Say, it wasn’t white in him not to tell you— your particular friend gives us the | good-bye every year in April. Goes tramping. I’m surprised he didn’t itell it to you, he having known you iso well,” says Katie, just like that, and scornful. I was fussing over some scrap leather and I saw a flash in Nellie’s eye. r: I f “Katie,” says she, “if the subject don’t interest you so much you can’t keep still, let’s talk of something else.” “Oh, well,” says the Jordan girl, tossing her head and twisting her mouth at the crowd of girls who’d gathered around, “perhaps it’s noth- ing to you, but if you want to keep |him, I should think you’d have more life in you and not act so mousey,” says she, “and it’s against my own interest to tell it, for Vve just taken a bet with Mary Clews that Speed- away would go this year just the same as ever.” Nellie Conroy stood with her back to a big case of uppers, and looked from one to another, so if she were a man she’d look as if she were going to say, “Open the world. Give or take five pounds, and color no bar,” and then she smiled—just a quiet, contented little look around the eyes, and she says, “He'll not go away this year,” and walked out vf the room, leaving them looking at each other, like a lot of losers at the races. 3ut still there were a lot of the girls and men that thought that Speedaway would leave her when the spring came. Sometimes I thought so myself, and as the weather got warmer, there were bets going all over the factory. Perhaps somebody at the lasters’ bench would look out of the window and see Nellie going up the hill from work with Speed- away walking alongside of her, and sort of bending down to hear her. Then perhaps one of the men would say, “It’s too bad—it’s a shame,” and perhaps Teddy Donovan would say, The Real Hard Pan Shoe There are several kinds of Hard Pan Shoes— the real Hard Pan and some others. These latter vary as to quality, but all are imitations. uine shoe of this name is made only by Rindge, Kalmbach, Logie & Co., Ltd. of Grand Rapids, Mich. and is the kind that is extra long lived under severe hard wear. Always has their penta- gon trademark stamped on the soles of each and every pair Of Our “Custom Made” Line Men’s, Boys’ and Youths’ Shoes Is Attracting the Very Best Dealers in Michigan. WALDRON, ALDERTON & MELZE Wholesale Shoes and Rubbers State Agents for Lycoming Rubber Co. SAGINAW, MICH. The Game local base ball club They Have to Wear Shoes Order Sample Dozen Everything in Shoes You Are Out of Unless you solicit the trade of your And Be in the Game SHOLTO WITCHELL Sizes}in Stock Majestic Bld., Detroit Protection to the dealer my ‘‘motte Ne goods sold at retail, Local and Leng Distance Phone M 2226 2 4 | < - i ~~ «@ r ¢ ba « 7” ¥ - «= é 4 - 4 4 _ # ~ < _ 4 ro -~ a ~~ 4 rie < ser a » oe @ x hee Ai . 4 | > ie -_ < r ¥ > - a - #4 » é + - 4 » 4 | - Co . > ~ += h be = 4 ; a i vm . a on e ~» a ‘ a MICHIGAN TRADESMAN 27 “What’s a shame?” “That Speeda- way’s got to leave her,” says another feller, and Teddy looks up with his bits of blue eyes, “I’ll bet you an even pay-day,’ and the other feller would say sort of thoughtful—“It’s worse than liquor with him, and I’ll take your bet.” That’s the way the whole factory would do—some taking one side and some the other, until we got to feel just as if it was a presidential election or a prize-fight. Tt was a mill between the old fever and the new—the love for his old life and the love for the girl. Of course, Speedaway didn’t know how the others were watching, but knowing him better than any of them, I watched him closest. The time came when all the snow had gone, and the clouds began to look fat and cottony, and maybe you'd see a V of geese flapping to the north up the valley, and when you’d go across the fields to work, you’d see a woodchuck sitting in the sun- light, with his nose a-sniffing and his eyes kind of half-shut and lazy, and it would sort of make you want to lie down beside him, and run your fingers through the new sprouts of grass and such things. And when you'd go home at night, the frogs along the river were peeping like a rusty shafting, and the smoke that came out of somebody’s’ cottage when they were cooking supper would stick up into the sky, just like a strip of black paper. The fight was on with Speedaway, and I knew it. I could see his eyes getting a dreamy look to them, and instead of going home to lunch at the noon hour, he’d go out on a rock near the bank and smoke and look down into the water and wait there until he saw Nellie coming back down the hill, then he would jump up quick to meet her. Besides, T could see hi mkind of fighting it out when he was at his machine, with a look on his face like a new member of a state’s prison. Nellie Conroy knew what was do- ing all right. She wasn’t so cheerful and bright, but her lips were shut tight together, and I guess there was nothing the matter with her sand. She was fighting it out with him, and afterwards, when the end came, I found out she’d had the sense to fight it out with her mouth shut. I remember well enough the day when Speedaway didn’t come_ to work. It had been raining ever since the early morning, with the south wind slapping the water up against the windows just as if it were a wet towel. Benson wasn’t at his machine when I looked into the bottoming room, so I didn’t say anything, but I went down to the office and tele- phoned to Nick Johnson, the clerk of the Midland House, and asked him to step over to Speedaway’s lodging place and get wise. And he telephon- ed back that Benson hadn’t — slept there that night, and the last the landlady had seen of him he was sitting out on the front steps in the moonlight smoking his pipe. I knew then there was no use and_ that Speedaway was gone, and it most turned me sick when I thought of the girl working away at her machine upstairs. It was tough to go up and tell her, tougher than a funeral, but I did it. She got up when I walked over to her, and she put her hand out, right before the whole roomful of girls, and took hold of mine, and she says in a sort of a whisper, “I know.” Her eyes were kind of red and her lips were pulled in straight, just like they had been pulled over a last and tack- ed down, and I had to look out the window, and Katie Jordan turned from her machine and grinned at me until I got so mad that if I could have found Benson I’d have pounded the teeth out of him. ‘Do you think he’ll come back?” says Nellie, and it sounded to me just like a crazy woman asking about somebody who was dead. “No,” says I, “he won’t come back,” and she sat down, grabbing at the bench with her hands, just as if ’d struck her in the face. “He won’t come back to me,” she says over again, and I was thinking how a good woman can love a man, and I just had to leave her. I went back to my room with the feeling that there weren’t anything much good in things anyhow. The boss came up during the morn- ing, looking mad as I’ve ever seen him, and he cursed at the new lot of leather that came in the day before, and raised a fuss about some mis- take I’d made in the tags, and blew up everybody and complained about the rain and mud, and finally he says, “Well, Speedaway’s gone again?” And T says, “Yes, he’s gone. Same as ever,” but the boss scowled and says, “It ain’t the same! Anybody who has eyes knows that. You talk like a fool, Jim.” So I just went on with my work. Then Dave Houston passed me with an armful of vamps and says, “Speedaway’s lit out. I bet ten dol- lars he’d go, but, say, Jim, I’d give twenty to see him back, I would.” I guess a good many of them felt like that—even those who bet on the other side. It rained all that day and the next, and it was a kind of relief when the clouds lifted on the next afternoon and the sun came out about 5 o’clock, and flung a yellow light all over the fields and trees that looked so bright and green from the storm. We open- ed the windows, for the air was moist and warm and pleasant, and we could hear the birds piping up on the other side of the river. Nellie Conroy left the factory just before we shut down—I never knew her to leave early before, except those two days, but I guess there was an excuse for her, good and plenty. You could see it in the curve of her shoulders when she walked out of that door there, and she-stepped as if she’d been traveling barefoot for two days on a brick sidewalk. I saw her when she left the fac- tory and started up the hill through the mud, and I watched her until they shut down the mill-wheel, and the machinery stopped with the reg- ular sigh that sounds like the sigh you give when you get into bed after a hard day. self. everybody getting ready to go home, Of generally walks home with some other, and there’s a good deal of waiting around for each other in front of the office, so when I got down there was quite a little gang standing around the door. And then somebody says, “See!” as if he noticed a house on fire, and everybody looked up the hill. Nellie Conroy was walking up through the mud all alone. but at the top of the hill was Speedaway. You’ve heard it your- Then there was the hurry of and running down the _ stairs. course, one of the men He walked down to meet her, with his back straight and his head high, and none of us even moved until he came right up to her and put his arm around her, and then no one could stand it any more and we broke loose and yelled! Every one of us. Then those inside the factory came to the windows to see what the fuss was, and, by thunder, they just bust right out, too, just like a crowd yells when a batter knocks out a home run, and the boss put his head out the window and says, “Jim, is thai Speedaway?” And I says, “You bet your life says, grinning, “Well, I’ll be darned!” We kept right on a-looking and Speedaway just waved his hand to us, and then he said something to the girl, I guess, because they both laughed, and all of us laughed, too. and Katie Jordan sang out the win- dow to Mary Clews, “The money’s yours.” And it seemed as if there it’s Speedaway!” and he}! was a lot of decent things about all of us. The girl had won the game—that was it. See here! Just look out there at that red house, with the trees back of it—that’s Benson’s house. See that kid on the piazza—fat and pink as a piece of ribbon? That’s Ben- son’s kid—Richard W. Child in Shoe Retailer. ——_+~->—___ New Use for a Napkin. Mamma (at the breakfast table)— You always ought to use your napkin, Georgie. Georgie—I am_ usin’ it, mamma. I’ve got the dog tied to the leg of the table with it. —_—_+-+ Slavery and Freedom. A man who spends more than he earns slaves under the burden of the future surmounting the burden of to- day. The man who spends less than he earns is the slave of no man or no thing. CURED ... without... Chloroform, Knife or Pain Dr. Willard M. Burleson 103 Monroe St., Grand Rapids Booklet free on application Simple 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. Charge goods, when purchased, directly on file, then your customer’s bill is always ready for him, and can be found quickly, on account of the special in- dex. This saves you looking over. several leaves ofia day book if not posted, when a customer comes in to pay an account and you are busy waiting on a prospective buyer. Write for quotations. TRADESMAN COMPANY, Grand Rapids 28 MICHIGAN TRADESMAN WASTED POWER. How the Earth’s Magnetism May Be Utilized. Everybody knows that the needle of a compass points north and south —a discovery which goes back to the time of Lucretius, who seized upon it as a proof that magnets had souls. The true cause of the phenomenon, however, was first put forth by Dr. Gilbert, who showed in 1600 in his treatise “De Magnete” that the earth was a gigantic magnet, having its poles somewhere about the extremi- ties of the axis on which it turns. Yet despite this general knowledge there are few who stop to think of the tremendous power generated; power enough to supply a universe; yet power that is wasted. Some day, perhaps, the earth’s magnetism will be utilized by man— and forces undreamed of will be re- leased. While it seems a pity that the mag- netic force thus stored up by the earth is allowed daily to go to’ waste, no practical means of making use of it has yet been suggested. Delezenne showed, indeed, some time ago, that if a wire coiled round a _ wooden frame be suitably placed with regard to the earth’s magnetic field and then quickly rotated, a steady and com- paratively powerful electric current is set up in the wire. Unfortunate- ly, with the sources of energy at present at our disposal, it takes as much work to rotate the coil as could produce the same amount of electric- ity by other means. Hence, this means of converting the earth’s magnetism into electrici- ty has never entered into practical use. Yet, if an inexpensive means of producing the force necessary for the rotation could be hit upon, the ma- chine might easily be used as a source of electricity for the produc- tion of, say, light. On the whole, then, we shall prob- ably have to wait, before making practical use of the earth’s magnet- ism, for some means of utilizing the huge amount of energy stored, as has before been said here, within the chemical atom. Such a forecast may seem to be visionary, but on the other hand, and with the recent instance of the discovery of radium before our eyes, we may not have to wait long. Proof of the fact that the earth is a huge magnet is abundant. It is known that a wire carrying an elec- tric current will cause the deflection of a compass needle placed parallel to it, on which principle, indeed, the electric telegraph is operated; and it is also known that a current can be induced in a coiled wire by thrusting a magnet within its coils. Plainly, therefore, if the earthisaamagnet it should be able to induce a current in a coiled wire moving in the proper direction on its surface. One has, then, only to coil a wire a sufficient number of times round a glass tube, with the wire’s free ends so placed that they inclose a compass, to ar- range the tube in the plane of the magnetic meridian, and then sudden- ly to reverse its ends. When this is done the compass needle will be de- flected as readily as if a permanent magnet had been thrust within the tube. The establishing of the fact, how- ever, does not take us far towards its explanation. That the rotation of the earth has something to do with it is a likely guess, but at first sight this conclusion seems negatived by the fact that the magnetic north, or point te which the compass needle strains, is seldom the extremity of the earth’s axis. At the present moment the magnetic north is about 1,000 miles to the west of the actual pole, and although the distance between them is gradually lessening, there is stilla period of seventy-two years to run before the two points will actually coincide. The last time that they did sO was in 1657, so that the whole cy- cle occupies about 320 years. The cause of this variation is not known, but there is also an annual variation, which seems to be due to the move- ment of the earth round the sun, thanks to which the magnetic north is farther away from the true north. -It is not surprising that many phy- sicists should have looked outside the earth for an explanation of the earth’s magnetism, and many _ inge- nious theories on the subject have been ventilated. Of these the latest is, perhaps, that of M. Nordmann. He finds such a close correspondence be- tween magnetic variation and the sun as tO argue an intimate connection, but this can hardly be due to any di- rect magnetic influence proceeding from the sun. All magnetic phenom- ena disappear if a magnet be made red hot, and all that we know of the sun’s temperature points to a_ heat so vastly superior to this that, if the sun were—which it is not—a mass olf glowing magnetic iron ore, it could emit magnetic. force. But M. Nordmann thinks that the case may be different with Hertzian waves, which he assumes to emanate from the sun. One of the peculiar proper- ties of these waves is to render a rar- efied gas a good conductor of elec- tricity, and M. Nordmann thinks that the solar waves may have this effect ou the higher layers of our atmos- phere, and thus allow a free passage to any electric currents set up on the earth which are accompanied, as are all electric currents, by a magnetic field at right angles to them. If this were the case one might expect the directive force of the earth’s magnet- ism to vary with the amount of sun- light, and any disturbance of the sun’s light giving surface, such as is produced by sun spots, to have a no corresponding effect upon the com- pass needle. There remains, however, a theory which, whether the existence of Hert- zian waves from the sun be admit- ted or not, seems to take satisfactory account of all the factors in the prob- lem. This is the hypothesis tenta- tively put forward by Prof. Silvanus Thompson that the cause of the earth’s magnetism must be sought for in the currents of heated air which the nearness of the equator to the sun causes to ascend from the tropics. These upward streams of air are positively electrified, and trav- el northward and southward to the colder regions of the poles, where they again touch earth. But, as the earth continues to rotate meanwhile, and these air currents partake of its motjon for some time, it follows that they practically form spirals round the earth, the center of which will coincide more or less with its polar axis. Now, a spiral electric current or whirlpool behaves in all respects exactly like a magnet, as can be prov- ed by putting slips of two dissimilar metals, such as zinc and _ copper, through a piece of cork, them by a coiled wire, and setting them afloat in a basin of acidulated water. Moreover, one of the most effective ways of making a permanent Magnet is to coil round a stell bar a spiral or solenoid of copper wire, and to send through this last an elec- tric current, while soft iron is ren- dered temporarily magnetic by the same process. Most of us feel, there- fore, that we have no occasion to look beyond these air currents of the tropics for the explanation of the fact that the earth is a magnet. Frank Landis. —_—_2.-2.—.—___ It is not enough that you count one in the world’s population. The world does not greatly need a larg- er population. What this old sphere is crying for is not for more people to roost on it, but for more people to boost on it. —__ 2-64 __ The man who looks continuously past his work to his pay misses the largest part of his compensation. Work well done brings a satisfaction more solid than that of the dollar earned. YOUR DELAYED TRACE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. connecting 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, children 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. MNFEG. co., 19 Market Street, Grand Raplds, Mich. Citizens Phone 3437. Facts in a Nutshel r 127 Jefferson Avenue Detroit, Mich. MAKE BUSINESS WHY? ; They Are Scientifically PERFECT eeceeeR Main Plant, Toledo, Ohio ~~ MICHIGAN TRADESMAN 29 SYMPATHY IN BUSINESS. Why Letters of Recommendation Are Worse Than Useless. There is no such thing as sympathy in business. Don’t consider this as a pessimistic statement designed to bring hope- lessness to any one new to life and living. It is merely a condition as unalterable for the average establishment as is the condition which has made another business house of the same kind set up _ it- self just one mile away. That in- tervening 1,760 yards may not. be lengthened or shortened. A man walking from one to the other of these places walks a mile. This business pace obtains when the average young man enters the world of the workers. If this average young man might command sympa- thy for the asking it is certain that he would make a mistake. Just to the extent that sympathy might hold a capable man in his place, to that degree he is on the roll of the weak- lings of an establishment and he will find it hard anywhere to live the record down. Or if for any reason he should be long in the position the more serious indisposition to try to live the spirit down develops. At one time, not so many years ago, a young man or woman leaving a place of employment anywhere asked for a letter of recommendation to “Whom it may concern.” He got this for the reason that he was ex- pected to produce the paper as a moral and business clearance from the place of his employment. If the business person were going to a certain city where his old employer was known the employer might offer a letter of personal jntroduction to another em- ployer there. Perhaps in the beginning these let- ters of introduction were serviceable in a double sense. For some good reason an employe was leaving and ihe former employer, having friend- ship for another in the distant place, to bring employer and em- ploye together for their mutual ben- eft. But, like many another logi- cal and good thing, these letters be- came perverted. Employers, finding an employe wholly incapable, yet without the stamina to refuse the re- quested letter of recommendation to some one else, turned him out under false pretenses. To-day the stereo- typed letter recommending a person to a place may be taken as a half confessed weakness on the part of the person presenting it. wished In the world’s work under present conditions a man’s time is bought just as iron or steel or sugar is bought. The best quality of brain or brawn for the least money rules the em- ployer of men as it rules the con- sumer of commodities. A man would not buy steel out of sympathy for a manufacturer who had blindly over- stocked with it. Why should he buy an employe’s time because the man could not sell it anywhere else? Why should he pay more for the time of a man just because the man had more time than he knew what to do with? It is the weakling everywhere who is being crowded to the wall. Once it might have been thought that the establishment of civilized law and or- der had done away with the cruel law of the surviving fittest. But it is not so. The man weakling may be longer dying now than he might have been 4,000 years ago, but he dies just as surely as ever he did. The poor houses, and asylums, and homes of many orders are panaceas which stay the final dissolution, but they are inadequate and always will be. The weakling may find his grudg- some asylum, but his field of business are ing place in chances in the fewer year after year. Where a personal sympathy has heen a factor in making place for the weakling in the business world it has been demonstrated as a certainty that the person leans upon the fact. Weakling that he is in the begin- ning, he is weaker because of his sup- port, and he may be expected to be- come weaker to the end. Person- ally he begins to show marks of his patronage. He is a figure marked among his capable fellows and as such he becomes obnoxious to the eye of the employer who may have been misled into holding him up. As emphasizing the widespread dis- tinction between sympathy and mod- ern business it is observable’ that everywhere the charities of the suc- cessful are directed toward sociologi- cal conditions rather than toward in- dividual needs. The establishment which may not have room for one weakling at $600 a year may give its $10,000 a year to charities and feel satisfied. Ten weaklings in the place at “sympathetic” salaries easily might have absorbed this sum and the world been none the better or wiser. Out of this necessity for business to draw the line at sympathy it has come about that outside personal in- fluences, unless of strong political na- ture, are detrimental to the young man seeking his place in the world. His letter of recommendation must be in his face and his bearing. These readings, as they appear to the em- ployer, must be based in character and individual worth. With a knowl- edge of his work, or with the men- tal capacity for quickly grasping the his work, the young man carries his worth with him and may not hide it from the man of the world schooled in business needs. But when the employer comes in touch with the applicant of this character there will be no sentiment in the purchase of that young man’s serv- ices. The employer may congratu- late himself on his bargain. But the young man will never know. John A. Howland. —— 2-2 A Question of Diet. He ate pork chops and sausages, And candied sweet potatoes, His soups were full of onions and Of garlic and tomatoes. conditions of He ate salt mackerel and cheese, And pastries and bananas; And after having finished these, He smoked a few Havanas. And yet he oft, in mournful tones, Was heard to ask this question: “Why is it that I just can't find A cure for indigestion?’’ _—__--—_>- > Tombstones always behave them- selves. 2 ~ wa “ os ‘ + ‘eumred ANd tae we ees OS mile walk to Broadway. ae A SURPRISING FIND at one time would startle you, yet you ’ * a think nothing of the pennies that fall ion ntur t eS ee under the counter every day that = j in Extraordinary Accumulation Be- fl neath a Cashier's Desk. amount to hundreds of dollars a year. + Mr. Wright, the National Cash’ Register Twenty years with old methods mean Co.’e agent in Winnipeg, has in his possession 4 -|ge old drawer, which was taken trom a gen- a loss of thousands of dollars. ’ eral store in Kingston, Ontario, where it hes , _jbeen in use for fifty years. Through all : : ~ ‘changes of system from the eee ot A = register — loss 2 ner by -{'the store, when the proprietor only had access enforcing automatically the registration of cas i ?\to this cash-drawer, and when all the clerks sales, credit sales, money paid on account, money i $ eriod it was under R | used if, and during the : the supervision of an in jvidual cashier, the 4a , drawer was never changed, occupying a po- 9 | sition beneath a cash desk. In the box-like , 'arrangement where the cashier sat there was *ia false floor about six inchee high, which t | da not cover the main floor entirely. When ¥Y {the proprietor tore out the cashier's desk re- cently, an assistant gathered up the refuse paid out, or money changed. a N.C. R. Company Send for representative whowtllexplain N.C. X. methods. « to throw out into the lane, when, at the : : suggesion of Mr. Wright, it was sifted. Da yton Ohio S} After all the dirt haa been carefully clear: —_ e'ed away, one hundred and eighty-six dollars . s in small gold and a. “an of all ——, ; ons, and dilapidate 8, were rescue i : i > eae this refuse. The proprietor’s surprise Please explain = me what kind of a v f.can be imagined, and yet = said = =, register is best suited for my business r ee {ssed the money, and never knew ‘it : : 2 — st deluae Se Ge ae nes This does not obligate me to buy ve r€ | cgrved and worn by long service, that one rie | might wonder how it now holds together. an —<$<—<$—$<$< > eI THREE NEW ORANGE 1 ances Name ~_ Address * No. of men MICHIGAN TRADESMAN aT ct a eens The Hand That Rocks the Cradle Rules the World. Written for the Tradesman. In Stanton township, in one edge of which Kelly Center is they have made a long stride the purification of local politics by divorcing them from National issues. The citizens of that portion of the commonwealth have wisely conclud- ed that the silver question does not have much to do with the building of a new almshouse, nor does the tariff issue particularly affect the county equalization. The result of the annual spring election, therefore, is apt to be a little mixed and diffi- cult to predict. It is customary in that township to call one caucus at the town hall, and the man who wins the nomination there finds himself pretty well on the road to election. All parties are represented at this caucus and in the township nomina- tions. When the balloting is over the vanquished generally retire from the field, and the election is a purely formal affair. Occasionally, however, after the caucus is Over, a man gets the idea he wants to run on slips. Eli Grass- lot got that idea this spring. Kelly Center has long desired representa- tion on the Board of Supervisors, but the size of the population of Beeneville, the rival town across the township, has always denied Kelly Center that ambition. Eli got twen- ty-seven votes in the caucus, which ought to have been enough to dis- courage any man and to induce him to retire from the field of politics. But Eli is a persistent man, who be- lieves that keeping everlastingly at it brings success, whether one is run- ning for office or churning butter. When the desire to run on slips came to Eli he went over to the store to speak to Hank Spreet about it. He was not seeking Hank’s ad- vice—no one ever did—but he want- ed to confide in somebody. “Hank,” he said, trying to speak with composure, “I’m goin’ to run fer supervisor on slips an’ see if I can’t beat that Beeneville man.” “That’s a good idee, Eli,’ replied the village grocer. “If you beat him Kelly Center’ll git a supervisor; an’ if you don’t beat him you'll be pluck- in’ a large nosegay of valuable ex- perience.” When Eli heard Hank declare his political aspirations a good idea he was inclined, for the first time, to be a little dubious about them. In Kelly Center Hank Spreet’s advice Occupies about the same position as located, | ammonia—to be snuffed at but not toward ito be taken. “Fact is,” remarked Hank, after a pause, “if I only had the time to run your campaign fer you I think I could see-cure your heart’s fond ambition fer you, an’ that bridge we need so bad fer Bull-dog Creek.” “Oh, I'd run like a two-year-old with you up,” laughed Eli. “Bet you would—you talk like one already. But you needn’t worry, Eli, they won’t let me inflate your boom fer you—it’s agin the rules.” “Who won’t?” “The Gove’ment. Y’see, I’m post- master an’ the country can’t have the postmaster ov Kelly Center fiddlin’ with politics w’en he’d ought to be tryin’ to boom the postage stamp trade.” “That’s so.” “But they can’t keep me _ from a-givin’ you advice, Eli, no more’n they kin make you take it.” “Thank goodness, they can’t.” The reply sounded a little enigmat- ical to Hank, but he went on: “They talk a lot about bossism in New York, an’ Hinky Dink anf’ Bathouse John in Shecago, but I want to tell you, Eli, for real bossism you want to go right into some of the back townships of this very State of Michigan. It’s wonderful how much good a man kin do in some townships with some bad see- gars. Do you want to know who owns this township? It’s Sam Smith, three miles east.” “Sam’s got a lot of influence.” “As Sam goes so goes the Nation. The man that gits him’ll be super- visor.” “I hope what you say ain’t so; Sam ain’t got no use fer me.” “Well then, you’ve got to make him have some use fer you.” “Why, Sam ain’t even spoke to me since my Holstein heifer beat his’n fer the first premium last fall. It seems that heifer was kind of a pet of his wife’s like, and Sam sets great store by his wife.” “He ought to. Say, do you know, down to the farmers’ institute last winter they had a _ question box Whenever anyone put a question in the box he had to put another slip in another box with someone’s name on it. Then along toward the tail end of the afternoon they pulled a question out ov one box an’ a name out ov the other an’ the person nam- ed had to git up an’ answer the ques- tion. That was done so as to give ev rybody a chance an’ not have a couple of city politicians posin’ as horticulturists doin’ all the talkin’ an’ givin’ directions fer farmin’ to men that was plantin’ wheat around the stumps when them lawyers’ grand- fathers was cryin’ fer a gourd rattle.” “Good scheme!” “Middlin’, middlin’. It'd ’a’ be’n all right if some blamed fool hadn’t ’a’ put my name in fer a joke, know- in’ how much I knew about farmin’. Well, the man from the Ag’cultural College pulled a name out o’ the box an’ says, ‘Henry Spreet.’ Then he reads the question: ‘What’s the best payin’ animal on the farm, accordin’ to the money invested?’ ‘That’s easy,’ I says, ‘the farmer’s wife.’ ” “Did they see the point?” “A few laughed like they didn’t know just what they was laughin’ at an’ one woman said it was a slander callin’ a farmer’s wife a ani- mal. She ain’t bought nothin’ in the store sence. But tellin’ yarns won’t make you any votes.” “What you goin’ to do?” asked Eli, forgetting a little his contempt for Hank’s advice. “Well, first you’ve got to sell that heifer.” “Sell that heifer? “To me.” “Why, I don’t want to sell heifer.” “All right, if you’d rather keep the heifer than be supervisor.” “How much’ll you give me?” “Enough to have it all accordin’ to law—a dollar.” “A dollar! You’ve got cheek an’ no mistake.” “You’ve got the cheek, Eli, talkin’ that way to a man that’s tryin’ to help you. What do you suppose I want of your gol darned heifer?” “Blamed ’if I know—but don’t get her.” “Good day, Eli.” “So long, Hank.” The next morning Eli shuffled in rather shamefacedly. “I put the heif- er in your boxstall,” he said. “All right,” replied Hank, tossing a dollar out of his cash drawer. Eli waited for To who?’ that you him to say some- thing more, but the grocer went on with his figuring. Two days later Hank took dinner at Sam Smith’s. He had been out trying to collect a bad account, he said, and thought he’d just drop in. It was then 11:45 a. m. and the invi- tation to dinner was a natural - se- quence. “Guess I'll never be no trust mig- net,’ remarked Hank, as he tipped his chair back from the table and reflec- tively and audibly picked his teeth. “Ym always gittin’ it where Molly wore the beads. Got done up on a heifer the other day.” “Why, I heerd you bought that Grasslot heifer that took the first premium down to the county fair.” “She’s a gold brick.” “IT don’t like Eli Grasslot, but I want to be fair with every man an’ I must say that Holstein is a fine lookin’ animal.” “She’s a fine looker an’ that’s all. Once in a great while you see one You Can Make Gas 100 Candle Power Strong at 15c a Month by using our Brilliant Gas Lamps We guarantee every lamp Write for M. T. Cat- alog. It tells all about them and our gasoline svstem. Brilliant Gas Lamp Co. 42 State St., 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, ro, 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. il Sea, FAMOUS AIROLITE It supplies from 600 to 1000 candle power one-third of a cent per hour for able. no odor. merits alone. standing. write us LIGHTINGSYSTEM pure white light at every lamp, fuel—cheaper than kerosene lamps. It is made of the best material, and is sold on its and that guarantee backed by a reputation of many years’ We are not afraid to allow a fair trial of this that it will do all we claim for it. If you are still using unsatisfactory and betterment of your light, and the consequent increase in your business, breadth and height of space you wish to light, and we will make you 8 kim 8. WHITE MANUFACTURING COMPANY, at a cost of only It is perfectly safe and reli- It is positively guaranteed, It makes no noise—no dirt— perfect lighting system, and demonstrate expensive lighting devices, and are looking to the today, giving length, net estimate by return mail. Chicago Ridge, Ill. ¥ és ~ ah x ~ " < " + a *% ° -, * a a? < rv « ayia bg « r¥ > be % € + a Ki e - 4 -~ ; . i 4 a 1 4 i. a » MICHIGAN TRADESMAN like that—-got the blood, got the looks---but that heifer won’t stand, she’s ugly an’ she’ll never be much of a milk cow. She can’t hold a candle to that heifer o’ yourn.” “Do you really think so?” asked Mrs. Smith excitedly. “But she got the premium over our Flossie.” “You couldn’t blame Eli fer takin’ it ef the judges was willin’ to give it to him. Now he’s got her off his hands, he'll be ready to admit that yourn is the best heifer of the two.” “Eli Grasslot’ll never do that,” said Sam. “Oh, yes he will. I know he will.” “Then he’s different from most people around Kelly Center.” i “Maybe that’s so. There’s one of the fairest men I ever knew—ef he did git the start 0’ me a little on that heifer.” “Perhaps we hain’t treated Eli just as fair as we should. He’s a darn sight honester than I gin him cred- it fer.” “But I didn’t come in to talk about Eli—fact is, I’ve got some fine but- ter trade down to the county seat an’-T thought I’d stop an’ see if I couldn’t get a crock or two ov Mrs. Smith’s butter. You know they say Mrs. Smith makes the best butter in Stanton township, an’ this cus- tomer I speak of is mighty pertic’- bat’ Hank got the butter. As he prepared to cluck up his horse at leaving he turned to Smith and _ said: “You don’t come over Our way very often, Sam—I suppose it’s on account of the bridge over Bull-dog Crick. If Kelly Center ever gits a man on the Board of Supervisors, he’ll make the Board tap its thousan’ dollar road fund fer a new bridge.” Saturday afternoon Sam and_ his wife drove over to Kelly Center with three more crocks of butter, in spite of the condition of Bull-dog Creek bridge. More than that, Sam met Eli Grasslot, shook hands with him and lighted one of Hank’s justly celebrated Hodcarrier’s Prides at Eli’s expense. “Guess some one kind o’ got done up on that heifer deal,” remarked Sam, after the weather topic had been exhausted. “Should say so,” replied Eli (to whom Hank had not seen fit to communicate his conversation with Sam), thinking of the dollar he had received. “That was a skin game; but I kin stand it if Hank kin.” Then Eli switched the talk to poli- tics. When Sam drove away Eli went into the store with a smiling face. “T don’t Hank,” he know what you. done, said, “but Sam seems to be comin’ my way. But ain’t you ‘fraid that President Roosevelt will jump on you fer mixin’ in politics?” “Buyin’ heifers. an’ butter,” replied the grocer, “ain’t no politics.” When Hank drove up to the town hall on election day Eli met him in the road. “Sam Smith is peddlin’ my slips,” he said. ———— Representative Smith’s Fractional Currency Bill. Representative William Alden Smith has brought forward a plan for a species of fractional currency which differs in important respects from the project of Representative Gardner. Mr. Smith’s bill, together with its preamble, is as follows: Whereas, there are many economi- cal methods by which sums_ of money more than one dollar can be sent in the mails—that is, by check, draft, or money order; and Whereas, on the contrary there is no economical method by which amounts of one dollar and less can be sent in the mails, the common practice being to send such amounts in postage stamps, generally felt to be an inconvenient and unsafe meth- od; therefore, for the purpose of pro- viding a convenient way, suitable alike to the public and the Postoffice Department, Be it enacted, etc., That the Post- master General of the United States be, and he is hereby, empowered to issue postage-stamp certificates in denominations of one cent, two cents, three cents, four cents, five cents, ten cents, twenty-five cents and fifty cents; the certificates to be no larger than two and one-half by four inches, suitably printed and en- graved under the direction of ‘the Secretary of the Treasury. Sec. 2. That these certificates shall be placed on sale at their face value at every postoffice and station there- of in the United States. Sec. 3. That they shall be paya- ble only to one of the two parties whose names are indorsed on the re- verse side; that when presented at a postoffice or station thereof they shall be exchangeable for stamps to the amount of their face value; or. at the option of the owner, when pre- sented in packages, each of one even dollar in amount, with one uncancel- ed one-cent postage stamp attached to each package, they shall be re- deemable in currency of the United States at their face value. Sec. 4. That postage-stamp certifi- cates shall be printed, issued and ac- ccunted for in the same manner as postage stamps are now printed, is- sued and accounted for and all stat- utes governing the sale, issuance, or imitation of postage stamps, except such as are directly contrary to the purpose of this bill, shall apply to the manufacture, issue, sale, or imitation of postage-stamp certificates. Sec. 5. That the Postmaster Gen- eral shall be, and he is hereby, em- powered to make such regulations, not inconsistent with the purpOse of this act, aS are necessary to give full and complete effect to its provisions. Sec. 6. That the provisions of this act shall be in effect on and after its enactment. It will be noted that Mr. Smith has adopted that feature of the post check currency plan which provides that the certificates may be made payable to an individual rather than tc bearer by writing in the payee’s name. In Mr. Gardner’s bill, how- ever, the certificates are redeemable for cash, while in Mr. Smith’s bill they are good for stamps only un- less presented in amounts of an even dollar, when currency may be had. 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. Write for our discounts now. The offer is good for only 10 days. G. R. GLASS & BENDING CO. Office and Warehouse, 187-189 Canal St. Bent Glass Factory, Kent and Newberry. THE FRAZER FRAZER Axle Grease Always Uniform Often Imitated FRAZER Never Equaled eee | Axle Oil ‘WHAT ¢ SHALL Known pO AFTER THIS Everywhere WY 22. FRAZER f, ‘ . Harness Soap No Talk Re- Ay : quired to Sell It FRAZER Harness Oi) Good Grease Makes Trade FRAZER Hoof Oil Cheap Grease i FRAZER Kills Trade Stock Food prin teday lsum insets 32 MICHIGAN airing tianonnsiraaninennnasc NE TRADESMAN STORY OF BROWN. Lack of Education Could Not Keep Him Down.- Many worse things can happen to a man than being forced to start in life without an education of the kind gained in schools. A high school or college training is to be desired, and the fortunate possessor of such can be a better farmer, merchant, states- man, or laborer, but a school edu- cation is not always essential to a man’s sticcess in life. On the con- trary, the lack of an education and knowledge of the handicap such a lack necessarily imposes will often spur a man to greater efforts than he would otherwise put forth, and, if not afraid to work, he distances the college man in the race. Such cases are by no means uncommon. They go to prove that if a man is worthy of success he generally will attain it, while you may cram a worthless man full to the brim of book lore and he never will be worth half the energy that has been expended in an effort to make him amount to something. “Many a student goes away from here,” said the President of a large ‘Western university, in discussing the general worthlessness of many sup- posedly bright students after they leave college, “without the slightes¢ ecuipment to contest with the world, and it is not our fault, either. They are bright enough while here, but when they leave they are too often nothing but Greek, Latin and He- brew fools.” The man of intellectual power, al- though it be undeveloped, has a good chance of success if he is willing to pay the price, even although the co!- lege man be his competitor. Hear, then, the story of one of the lumber princes of the Middle West, who, as he is still doing business in a Kan- sas. town, appears under an assumed name. This lumberman, “William Brown,” came to America at the age of 20 years. His life had been spent as a stable boy on the estate of a rich man near Bath, in Wiltshire. He was denied the privileges of school, but early learned, with his mother’s help, to read. His father was a drunken brawler. Young Brown’s early life, even after he came to America, was of the most bitter. With a naturally bright mind, he was denied all the pleasures of the learned. After work- ing for a time in the mines near Wilkesbarre, Pa., he drifted to Kan- sas, in the days when that State was young. Not being educated, he could not take a leading plece among the pioneers of that commonwealth. For him nothing but the mines. offered a chance for a livelihood. So into the mines he went. In a short time it became gener- ally known that Brown was counted the best miner in the community. What was more peculiar, he did not drink, saved a portion of his month- ly wages, and spent his evenings at his boarding place. It was even whispered around that he was a stu- dent of Shakespeare, which was a fact. Land was cheap in those days, and it was but natural that Brown should “cern. purchase an acre or two of ground in the little town, and afterwards build a house thereon. With hard, inces- sant labor and much self-sacrifice he paid for his property, and then began turning his attention to be- coming something better than a min- er. Being well thought of in the town, he soon got a chance to be- come a laborer in the one lumber yard of the place, at a monthly sti- pend of $25. This was half of what he was making as a miner, and as he was now nearly 30 years old, he wondered if he could accept such a small amount. But he did. The Jumber business requires much mathematical ability, if one wishes to become more than a common roust- about. Brown had no mathematica! ability, so far as he knew. He was ignorant even of the common prin- ciples of arithmetic. He bought a small volume, however, and, with the help of a small school boy, went at it. Progress was slow in the ex- treme. But, eventually, his native talent came to his aid, and he be- gan to see the light in arithmetic as well as in the lumber business. All this time Brown had been learn- ing more and more about lumber. He cultivated the customers of the firm and became popular with them. His salary was increased from time to time, and he attained to the dig- nity of a small account in the loca! bank. When he had been with the firm six years the manager resigned. The owners, who lived in another city, immediately turned to Brown as the man for the place. It would mean a salary four times the one he was getting, and an immediate jump to influence in the business world, to say nothing of the rosy chances for the future. It was an honor such as the man never dreamed of. Great was Brown’s dismay, then, when he found, after looking into the situa- tion thoroughly, that he could not undertake the position because he did not know enough. A knowledge of book-keeping had been denied him. and while he knew much about lum- ber he could not be manager of the yard without knowing how to direct the accounts of the fast growing con- Broken hearted almost he re- fused the place. Many men would have left the lum- ber yard at such a juncture and gone back to the coal mines, but not Brown. Swallowing his disappoint- ment he enrolled himself with the principal of the high school, who undertook to give him nightly lessons in book-keeping. Book-keeping — of the country high school brand is not the best in the world. Most business men would laugh at it. That was the kind Brown learned, however. Keeping his place in the lumber yard he soon began to apply the crude principles obtained from the high school man to his own business, and there was then not a better equipped lumberman in the State than Brown. Fortune could not keep away from a man like Brown if she tried. He was one of the men to whom op- portunity returned a second time. In a couple of years he received an- , other offer to take charge of the business. Brown consented _ this time, although not without misgiv- ings. Then for two years ensued an experience most bitter and strenu- ous. At the head of a business hav- ing gross sales of many thousands of dollars, he was forced into contact with problems too large for him every day. Study and toil of the most strenuous kind brought their re- ward. All the moifey Brown could save, aside from his frugal living expenses, went into the stock of the corpora- tion by which he was employed. All this time he had gained such a repu- tation for fair dealing that he dis- tanced all his competitors for miles around, and his lumber business be- came one of the solid institutions of the State. He increased in wealth as well as knowledge. One day the President of the lum- ber company went to the Kansas town to make his annual invoice. Contrasting the figures he gained with those telling the story of the business at the time Brown took charge, he was astounded at what he saw. In five years Brown, as manager, had increased the worth of the business from $50,000 to five times that sum. “Brown,” said the President, “you are a wonder. I have four sons who have had every advantage wealth could give them, and they are better educated than I ever dreamed of be- ing, but they never will make the success you and I have. Your suc- cess is greater than mine, although you started under a heavier handi- cap. Here, now take some of my money you have here and go off to Europe. By the time you come back we will have something decent fixed up for you. We need men like you.” Brown took the trip, because he needed it. He was cultured enough, too, to appreciate and learn from it to the limit. When Brown came back he found the position of gen- eral manager of the company await- ing him, at a salary of $10,000 a year. This position he holds to-day. His company has fifteen yards in Kansas, one or two in Iowa, several more in Minnesota, as well as saw- mills. Brown keeps his residence in the Kansas town where twenty-five years ago he started as a coal miner. If Brown could have started out with a college education, or even less, he might have attained to his present position ten years sooner. 3ut his is a fairly decent record for a man who became a voter knowing practically nothing. All of which goes to prove that if a person has the “stuff’ in him failure to get an education can not keep him down. G. A. Nichols. —_+2-—_—_- Chewing gum is not official, never has been, nor is it likely to be. It was, however, a chewing gum manu- facturer who hit upon the timely idea of offering the U. S. P. as a prize in connection with the sale of his goods. If the new Pharmacopoeia is appre- ciated by chewing gum manufactur- ers, why should it not be pushed in advertising schemes by those who manufacture official preparations? DO IT NOW Pat. March 8, 1808, June 14, 1898, March 19, 1071. 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 writs er call on A. H. Morrill & Co. 105 Ottawa:St., Grand Rapids, Mich. Both Phones 87. « 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. ” MICHIGAN TRADESMAN 83 MAIL ORDER HOUSES. They May Be Combatted by Effec- tive Publicity.* This is a big subject and of entire- ly too great importance to attempt at this time any more than a lim- ited consideration of the same. Treating it in the most simple manner possible, endeavoring, if it may be, to sow a few seeds which may bring forth fruit in the near future, we think it unnecessary to take up the time of this convention in quoting figures and giving sta- tistics to prove that the mail order houses are doing an enormous and increasing business. That this is a fact is only too well understood by the merchants all over the State. That the mail order business is in- creasing, I think no one will dispute. What we are interested in is some plan, some proposition or line of ac- tion that will enable us to meet these conditions and, if possible, turn the tide of trade back into its legitimate channels, which we all be- lieve is through the local mer- chant. This great and growing business is brought about not so much by the fact that the catalogue houses sell goods to the consumer for less money than the home merchant, but because of the immense and almost unlimited amount of advertising that they do. They are continually and all the time sending out their cata- logues and price lists, giving sched- ules of prices which they claim are much lower than the retail merchant can or will sell at. Error unrefuted or uncontradicted and oft repeated is, after a time, tak- en for the truth, and the people—that is, the purchasing public—at least a large per cent. of them, have come to believe that their home merchant is taking adyantage of them and charging an unfair and _ exorbitant profit. It is not enough for us to know that this is not the case. What we want to do—in fact, what we must do—to hold our own, to say nothing of getting back the great number of those who are already buy- ing from the mail order houses, is to begin a thorough and systematic line of education with the people, and I believe one of the best means to accomplish this is to do as they do— use printers’ ink and use it plenty. One of the best, and I think one of the most effectual ways, to use the ink would be to engage a good, first-class man, competent to write conscientiously and intelligently on this subiect, and let him write a series of articles of such a character that they would appeal to the senti- ment and convince the judgment of the reading public that it is to their advantage in every way to patronize the home merchant and build up their own town or city; explaining to them at the same time why their goods purchased from out of town, by the time they have paid transpor- tation, cost them as much or more than the home merchant would charge them; calling their attention to the further fact that they are *Paper read by E. R. Moore, »f South Bend. at sixth annual convention Indiana Retail Mer- chants’ Association, held at Fort Wayne Jan- nary 16, 17 and 18. buying goods sight unseen, advanc- ing their money, and, after the goods are received and found to be unsat- isfactory, there is no one to make them right; and calling their atten- tion to the fact that any home mer- chant woti!d be glad to sell them goods for cash at the same price they are paying the catalogue houses or even less, and guarantee every article to be as represented, and if it was found upon Opening up the purchase that something was _ not right, they could easily find their home merchant and he would gladly make it right. Along this line I would have these articles written, say once or twice a month, then send copies to one or two leading newspapers in every county in the State and have them printed. The !ocal newspaper is read by al- most every one and thus you reach the people. To find a man with all of the qualifications necessary to do this work is a difficult task, but, for- tunately, we have just the right man if he feels that he can take upon himself this additional burden. An auxiliary line of work in con- nection with the above would be for the retail merchant to cultivate clos- er relations with our rural friends, for I understand that the farmers are the best customers of the mail order houses. For instance, suppose about once or twice a year our Merchants’ As- sociations throughout the State would arrange to give some kind of an entertainment, say a banquet or smoker, and every member _ invite two or three of his farmer friends, thus giving them a pleasant evening, and at the entertainment have a few men give good practical talks along a line that would tend to create friendly feeling and show up our mutual interests. Thus we should awaken an ambition in the minds of all present to help each other, and it would be an inspiration for all to go back to their respective vocations, determined to do all they could to promote the general welfare of their own neighbors. We must not forget that in this great problem which we are facing, so pregnant with evil and threaten- ing the very lives and destinies of the local merchants, we must reckon with the farmers. They are so nu- merous and considered so sane and conservative in their judgment that their opinions have great weight, and especially is this true as it relates tc their connection with the politi- cian and our law-making powers. I call to mind just now an article! of considerable length which appear- ed in one of the Chicago papers of recent date, in which it was stated that the National Grange endorsed | the parcels post, and this meant, the | article said, people wanted this -bill passed. And| then the article went on to say that that eleven millions of| |teract the insidious and steady about all the opposition to the par- cels post bill came from the ex- press companies, thus trying to cre- ate the impression that every one was for it but the trusts and corpor- ations. This article was, undoubtedly, writ- ten by a paid agent of the catalogue houses, as they pay men all of the time for writing just such articles for the purpose of creating and build- ing up a sentiment among the peo- ple favorable to such a law. They spend thousands of dollars every year te promulgate this doctrine and to educate the public up to that point where they will demand the passage of such a bill. In summing up this article, it is my judgment that the merchants of this country have arrived at the time and the conditions are such that they must spend some of their profits— and not witha stinting hand—to coun- en- croachment that is being made upon their trade by the catalogue houses. BR OD. OGD GB EGE GH EE KR Are what we offer you at prices to pay for inferior work. on our line. Grand Rapids Fixtures Co. ‘ High- Grade ae Cases The Result of Ten Years’ § Experience i in Show Case ' Making Dee a. { no higher than you would have f You take no chances Write us. Cor. S. Ionia & Bartlett Sts., Grand Rapids, Michigan New York Office 724 Broadway Merchants’ Half Fare Excursion Rates to Grand Rapids every day. wa ~~ ee es Boston Office 125 Summer Street Wr te forcircular. { Ww WR wo IT WILL BE YOUR BEST CUSTOMERS, or some slow dealer’s best ones, that call for nA ND SAPOLIO Always supply it and you will keep their good will. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. 34 MICHIGAN TRADESMAN MERCANTILE ORGANIZATION. How It Meets Conditions and Solves ' Problems.* The merchant, the professional man, the farmer, the mechanic, it matters not what their vocation, all are interdependent, and all are inter- ested in promoting the prosperity of the community in which they live. As we consider this subject from the view of the interdependence of the members of a community, the interdependence of communities, of States and of countries, it broadens and broadens and broadens before us, but I shall limit myself to the consideration of the interdependence of the members of a community and the duty devolving upon them by aiding in promoting their welfare. We all have a commendable pride in the splendid business blocks, with their fine stores; the beautiful resi- dences and the well kept lawns, the paved streets and the fine churches of our cities, as we also have in the well-improved farms, the fine stock and the broad fields of waving grain of the rural sections. These are evi- dences of prosperity, not of the mer- chant or mechanic or professional] ! man or farmer alone, but of all class-| es. No community can be really Prosperous unless all classes share in its prosperity. The merchant engages in his chos- en line of business because he be- lieves it affords the opportunity of providing for those dependent upon him, and he hopes it will enable him to accumulate something for the de- clining years of life. He hopes to be successful in his vocation, as others hope to succeed in theirs, but if he is successful he must avail himself of every legitimate means of promoting his interests. To suc- ceed in his vocation he must have the patronage of the public; he must strive to increase his patronage by extending his trade, and to secure this patronage he must carry the lines of goods suited to the demands of his customers. It matters not how he marks his goods, what margin of profit he may place on them, if he has not a demand for his merchan- dise he can not succeed. In these times of commercial ac- tivity and strong competition in all lines of trade, it is impossible for the merchant to succeed who demands an exorbitant price for his goods. The merchant should have the con- fidence of the community; it should have faith in his integrity and hon- esty, and it should be his constant effort to merit this confidence. While there is much that the mer- chant can accomplish alone, with- out being associated with the other merchants of his city in a merchants’ association, there is much that can be better accomplished through or- ganized effort. A merchant may adopt the best business methods, he may be thor- oughly versed in his line of trade, but he will never be able to accom- plish for his community, alone, what he might accomplish if associated with others. *Paper read by E. M. Denny, of Greencastle, at sixth annual convention of the Indiana Re- tail Merchants’ Association, held at Fort Wayne January 16, 17 and 18. There is an advantage in organi- zation in forwarding any enterprise, and there is no better means of pro- moting the public welfare than a live, well-directed merchants’ _asso- ciation. brings him in closer touch with the public than the retail merchant. The opinion of no one is more often sought than his, and no organization can ac- complish more for the local benefits of a community than an organiza- tion of its retail merchants. While it is proper for the mem- bers of an association to discuss those matters which are of benefit to them personally, an association will fall far short of what it should be if the personal benefits of its members alone are considered, and its mem- bers will fall far short of realizing the benefits they would realize from it, if it were conducted on the broad- er basis of benefiting its members and the public at large. While no association of merchants can be successful or beneficial to a community or even merits existence that is formed for controlling or un- dertaking to control the prices at | which its members sell their goods, there should be such discussion of business methods as will afford the opportunity for your brother mer- chant to adopt that which commends itself to his judgment in your meth- ods, as well as giving you the oppor- tunity to adopt that which you deem meritorious in his. The successful association must |have the confidence of the commu- |nity; the citizens must feel that it is itheir friend, not their enemy; that | |the organization will be used, and | their co-operation requested in furth- ering, in an unselfish way, the best |interests of the community. The organization that loyally la- | bors to advance the interests of the | people will have their co-operation. | The Greencastle Association has | from its organization given consid- eration to matters of public benefit. It has labored to create public sen- timent in favor of matters of public utility, and in its efforts it has had the aid of the people, and with their cO-operation its efforts have been successful, where the association alone might not have succeeded. The time was when bitter animosi- ties, the result of business rivalry, often existed between competitors, notwithstanding the fact that the in- terests of no one could be promot- ed in that way, but the merchants’ associations have done much toward changing that condition. Bringing the merchants together in association meetings, working on committees. and discussing questions before the association, are valuable means of promoting proper relations of friend- ship between its members and inspir- ing confidence in each other. The ‘question of patronizing the catalogue houses is one that has been discussed, pro and con, and I would not ignore it because of its bearing upon the prosperity of every commu- nity reached by them. Those houses are indefatigable in their efforts to extend their trade, sending broadcast throughout the No one occupies a position which country their catalogues and other printed matter in which they adver- tise their bargains. Of course, they set forth that their prices are much lower than those of the local mer- chants and claim, also, that their goods are of good quality.- In every possible way they strive to increase their patronage, and it is not a mat- ter of surprise that they succeed in drawing money from many communi- ties that would have been benefited by its expenditure at home. If it is the part of wisdom for one person in a community to patronize those who are not identified with it, to send their money out of it, it is equally so of all. If the building up of mam- moth concerns with their thousands of employes in cities from which a community is more or less remote is of benefit to a portion of it, there can certainly be no valid reason ad- vanced why all would not be bene- fited, but such is not the case. Should all, or even a large percent- age, of a locality pursue the policy of purchasing from _ outsiders, it would result in the closing of all | or a large part of its business houses. | Its merchants would be compelled to | seek other localities, or engage in other vocations, and the cities and| tewns of that locality would rapidly | pass into decadence. The local mar- ket for the producer would be large- ty destroyed and real estate values would be lowered, not only in the towns and cities, but in the rural dis- tricts also. If the retail merchant demanded an exorbitant profit on his goods, there would be justification for the | people of his community purchasing of others, but in these times of great commercial activity and strong com- petition, it is impossible for the merchant. to succeed who demands an exorbitant price for his goods. The merchants merit the patron- age of their localities. There is no class of citizens who contribute more liberally to public enterprises of a meritorious character than the mer- chants, and this is often of money very much needed in their business. As a contributor to local institutions and enterprises, the merchant should, as a matter of equity, receive the pat- ronage of his locality. The person who ioses sight of the importance of patronizing his home merchant that he may in turn pat- ronize him, and be his co-worker in promoting their mutual prosperity, is not furthering his interests. The interdependence of the mem- bers of a community is closer, be- cause of its personal character, than that of communities, and our first duty is the upbuilding of the locality in which we live, and not the one in which we have no direct personal in- terest. It is of more importance to us to aid in building up our home city than to contribute to the growth of the one we may never see. While the members of a merchants’ association should in all legitimate Ways promote its interests, by giving consideration to those matters of more direct interest to themselves, they should labor zealously to build up their city. Let the public know No. 2. Mr. Dealer— Let’s You and I Sit Down and Talk it Over— Here Nutshell: “20 MULE TEAM” BORAX and “20 MULE TEAM” BORAX SOAP are the Best Borax Goods in the World—Strictly Pure and Popular- priced. iS OUr propOsition in a Now, you’re in business for FROFIT—continuous profit—not a great, big immediate profit and then quit, so— Here is where our proposition ts you. “20 MULE TEAM” BORAX and 20 MULE TEAM BORAX SOAP are all right. THEY SEMEL —but We sell them for you by adver- tising— Steady, persistent, consistent ad- vertising— ADVERTISING THAT TURNS CALLS IN TO YOU. © Then it’s up to the goods. They will make good—every- thing is in their favor—PRICE, PACKAGE, QUALITY — PURITY (never a scintilla of adulteration in a year’s output)—it’s ONE THOU- SAND USES and POPULAR DEMAND. Isn’t this the kind of goods you like to sell—with your reputation for selling only the best? With your reputation for selling only the best, Isn’t it to your PROFITABLE interest to sell “2o-MULE TEAM” BORAX and “20 MULE TEAM” BORAX SOAP? Won’t you send a trial order to- day through your jobber? Yours for Quick Sales, Pacific Coast Borax Co. New York Chicago San Francisco Advertising matter goes with an order, you know The Only Animated Trade-mark in the World. THEMSELVES nd VM =. MICHIGAN TRADESMAN -has ever seen. that you believe in it; strive to be of benefit to it; say if you will that the skies are a little bluer; that the sun shines brighter; that the birds sing sweeter there than elsewhere, btu do not criticise it. Talk for it; work for it; aid in advancing the wel- fare of your brother merchant by promoting the welfare of all; do not be jealous of his prosperity, and you will aid in conferring one of the greatest local benefits on it. A merchants’ association, if it ac- cemplishes anything of value, must be a live organization. It must have something to do and do it. In the spring season have a live stock exhibition; offer liberal pre- miums, provide good entertainment; advertise it, and the people will at- tend it. In autumn have a fall festival; re- quest your country friends to bring in their fruits, grain and vegetables; let each merchant advertise a_ pre- mium on a certain article, or arti- cles; arrange your exhibit in a show window, or other convenient place, and your stores will be crowded. People will visit your stores who were probably never in them be- fore; your acquaintance will be ex- tended and closer relations of friend- ship will be established. This city, the location of a pio- neer fort, named in honor of that gallant soldier and patriot, Anthony Wayne, is an example of the develop- ment of our country, a development in which the merchant has been a prominent factor. The stockade of a century ago has given place to this beautiful city with its modern im- provements and conveniences. The log cabin of the pioneer who cleared away the forest and laid the foundation for our present prosperi- ty has given way to the modern home; everywhere throughout our ccuntry there has been a change, the most remarkable change the world The merchant of to- day has conditions to meet and prob- lems to solve that were unknown to the merchant of the comparatively recent past, and a merchants’ asso- ciation will aid him in meeting those conditions and solving the problems. We are living in a period of com- binations of business interests. Many of our manufacturing industries have combined; combinations have been formed to control the prices of the products of the farm: there have been mergings of transportation lines and other combinations too numerous to mention. The formation of com- binations has been carried to such an extent that many people look on any organization of business men, whether local or otherwise, as a combine to promote the interests of its members alone, but the associa- tion that is alive to the needs of its locality and labors to promote the common welfare will soon secure the confidence of the public and its co- operation in the upbuilding of the community. The field for the conferring of lo cal benefits upon its community and members by a merchants’ association is so extensive that to fully cover it would etxend this paper far beyond its proper limits, and I would only add that the association that earnest- ly desires to be of local benefit will find a field for useful and profitable labor. _2.-o-oa Would Suppress Bean Quotations. Detroit, Jan. 23—In recognition of the fact that the cultivation of beans in this State has become a matter of a good deal of importance, the crop in many localities exceeding in value that of wheat itself, the Detroit Board of Trade made arrangements a year or so ago to add beans to the list of articles traded in on the floor of the Exchange. Since that time quite a trade in bean futures, as well as in the cash article, has been built up, and farmers and grow- ers throughout the State have come to look for the bean quotations as regularly as for those of wheat, corn and oats. The publication of these quotations has also given the Michi- gan bean crop a more prominent po- sition in the markets of the country, frequent enquiries being received here as to conditions and prospects from all over the United States and Canada. There has been a disposition mani- fested by the organized bean dealers and shippers of the State, however, looking to the suppression of bean quotations in the Detroit market. The claim, in substance, is_ that, through the publicity given, farmers and growers elsewhere, knowing the prices, are found more difficult to deal with by local shippers and ele- vator men. In other words, the farmer demands approximately De- troit prices from his local buyer, ap parently not taking into account the cost of handling and getting the beans to market. The dealers figure that if daily quotations were not sent out from here they could make bet- ter terms with the farmers, and it is understood that at the coming mid- winter meeting of the Michigan Bean Jobbers’ Association the matter is to be thoroughly threshed out. ° One point in connection with the market here which does not seem to be very well understood outside is the fact that it is emphatically an open market, being governed wholly by the law of supply and demand. No Detroit dealer nor the Board of Trade can make an arbitrary price on beans or: any Other article. De- troit dealers buy or sell on the Board only on orders from customers, and while the filling of such an order on the Board will establish the price for the time being it does not mean that the dealers here are prepared to take all the beans that may be offered at that price, as no more orders may be in sight. es Will Sell Lots To Raise a Bonus. Sturgis, Jan. 23—The Foyer Man- ufacturing Co., of Chicago, has agreed to remove its factory here provided a bonus is given. The Stur- gis Improvement Association secured a fifty-two acre tract, and after re- serving a portion for factories, divid- ed the rest into lots to be sold to raise the bonus. A factory 420x80 feet is to be erected at a cost of $12,000 to $14,000. The plant will give employment to 150 hands. . Worden NROCER (oy RTE a \\ CA SESS " \ Our Improved 1906 “American Beauty” The Marvel Show Case of the Age ' It is Destined to Revolutionize all Present Methods of Display You cannot afford to outfit your store without looking into its merits, as also into those of our other unsurpassed line of cases and fixtures. Send for copy of our catalogue A showing the most varied styles of floor and wall cases— also for cata- logue C describ- ing our new “Twentieth Century’’ cloth- ing cabinet. THE GRAND RAPIDS SHOW CASE COMPANY Grand Rapids, Mich. New York Office 718 Broadway. Same Floors as Frankel Display Fixture Co. The Largest Show Case Plant in the World. Consult us when in need of help in rear- ranging or plan- ning your store equippment. Our ‘‘Expert’”’ is the only up- to-date authori- ty on store out- fitting. “American Beauty” Case No. 400 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 7,250 telephones—has p’aced a 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 MICHIGAN TRADESMAN FIRST SAVINGS. Serious Problem Which Confronts the Young Man. When a young man on a salary has rounded out his first $500 savings he is more likely than at any other time in his life to turn sharply to the idea of investing it. He will have heard and read of fortunes based on far smaller sums. Advertisements, small and large, in the daily papers will be reminders at all times that he has an embryo fortune in his grasp. Millionaire stock jobbers will be searching him out through the ex- ploiting of financial ventures. The grocery clerk who may be tired of working for an employer may be seeking him through the “Partner Wanted” column of the small adver- tisements. “What ought I to do with my money?” in this manner becomes an insistent query of the young man in just the proportion that he has im- agination and the business instinct. To this question, too, this young man can get mOre diverging answers and experience more conflicting ad- vice, perhaps, than to any other query which he might put to a distinctly interested world. And some of the reasons for these views arise hon- estly out of the environment of the possessor of the $500. One of the first questions to be asked of this young man is, “What do you consider a good investment for your money?” Strictly speaking, an investment, as it is considered by the business world, takes into consideration the earning capacity of the property or the financial investment, the securi- ty of the investment, the prospect of uicrease in the value of the invest- ment, and, lastly, the consideration of accumulated and undivided profits in the business. In all of these things the investor has almost unlimited scope for the exercise of his individual judgment. It is an individual matter at the last. One man, for instance, may attach so much importance to the security of his money that finally he goes into the market and purchases a $500 Government bond drawing only 2 per cent. interest. In another individual, where the speculative tendency is strong and the temperament of the individual is optimistic, the mere chances for the investment’s growth in value may be the investor’s motive. He risks his judgment of the future against the element of security, against pres- ent earning capacities of other Op- portunities, and regardless of the un- divided profits of the business, which may be paying a small present profit in favor of some future dividends. Naturally the strongest incentive to the young man who has money to invest is this chance of his invest- ment’s doubling or quadrupling in value, while, at the same time, it is paying him a fair rate of interest. - This is the promoter’s strong card in interesting any man to __ invest. Five hundred dollars which in the first five years will pay interest on the principal and at the end of the period show a valuation of $1,500 in a sales transaction has the smack of a fairy story in business which occasionally comes true. How does it do so? In answering the question there must be the first proposition that it truly is a good business venture; otherwise it is the promoter’s fairy story that doesn’t come true by one to a_ thousand miles. Coming true, however, there is the first demonstration that the investment of the $500 was a good business venture. The need of the bank, or factory, or mercantile house, or railroad, or whatever it is has been demonstrated; its management so far has been tested and found good; per- haps new and unexpected fields of operation have opened; some portion of each year’s profits may be set aside to an account of undivided prof- its or surplus; altogether, the chance for further enhancement of invest- ment values is still bright. The aggregate of all these things appealing to the speculative spirit in addition to the facts already appear- ing in figures makes this first $506 investment worth $1,500 to the young man who took the risks in the be- ginning. In their material bearing these influences may show in de- tail: First, that the investment is paying its net 5 per cent. a year on $1,000; that the proportionate undi- vided profits may add $150 to this sum; that the chance of increase in the investment’s life and opportunity is worth $200 at the least, and finally that in the sense of its security the investment is worth another $150—a total of $1,500 as the market value of the young man’s first $500. It must be admitted, however, that this is an unusually pretty fairy story that comes true. One of the great- est reasons for this is that long be- fore the average young man _ with his first $500 has a chance even to read the story and ponder it some older man who has thousands to his pennies has read the manuscript and bought up the copyrights. As an example of this and yet as showing how poorly the old book- worm in the business fairy story volumes reads and judges, there is the failure of a certain national bank in Chicago a short time ago. In this bank, which had $1,000,000 capital and $1,000,000 of surplus, an original $500 investment had grown to a mar- ket value of $1,925 just before the collapse of the whole structure. On the interest face of this proposition alone this $500 worth of original stock was worth $1,500, for the rea- son that the bank had been declaring dividends of 15 per cent. The other $425 had been added to the sum be- cause of the anticipated life of the investment, its security, and the chances of the investment’s growing still more in value. And some of the best business men in Chicago were believing this up to the moment of the failure! Five per cent. income from an in- vestment which takes none of the in- vestor’s time and attention is some- thing to make the man with money j sit up and “take notice,” using the slang phrase. Security, a long tenure of life for the investment, and what- ever else may promise additional re- turns in any form above the 5 per cent. net are considerations that are worth money. But in many such propositions the element of chance enters strongly. It may be said that the one element of security appeals more widely to the investor than does any other one consideration in the investment of money. It is the sense of security, largely, which makes possible the sale of a Government bond at 2 per cent. interest when the strongest savings banks in America will pay 3 per cent., with the interest compounded semi-annually. Inciden- tally, the fact that a Government bond is not subject to taxation serves to make it desirable, but the margin of safety between the United States bond at 2 per cent. and the Japanese bond at 6 per cent. kept millions of money at home in the Japanese war loans. Taking this lesson from the ex- perienced capitalist, the young man with his first $500 “to invest’? may read the danger signal at the en- trance to the investment field. Ex- uberance of spirits, the speculative fever, optimism that belongs’ to youth, and the shining examples that are held up to him showing how stocks that originally sold at 17 cents on the dollar rose to fabulous multiplications of the original in- vestments—all of these are in the fairy story literature of business. In this class of investment the small investor is asked only to invest his $500 in the fairy story, after which— all things being equal—the publishing company will try to make it “come true.” Forty years ago, when a_ United States Government bond drew Io per cent. interest, the problem of invest- ing a first $500 was easy. It is get- ting harder and harder every year for the masses of small savers. One Chicago millionaire has said to the young man, “Buy land,” for the rea- son that he made his money in that way—buying land when it sold for $5 or $6 an acre and selling at ten times the cost. But the young man in the Middle West who with $500 attempts to buy land at $100 an acre discovers suddenly that land in such patches is not for sale, or that if it is all prospects for a profit in his gen- eration already have been fore- stalled. Once the golden opportunities of the twenty payment life insurance ap- pealed to him, but in the light of re- cent experience his 3 per cent in a savings bank is likely to look much better. Experiences of investors in boom city lots have not been such as to help out the problem. To-day, under modern conditions of city life, perhaps the wisest in- vestment for the young man on sal- ary who is married or who expects soon to be married, and who has de- cided to remain in a salaried posi- tion for another ten or fifteen years, is the investment of his $500 in a home. In all of the larger growing cities the rent of a home is out of all pro- portion to the investment in cash. Undue wear and tear are expected of all tenants, and to provide for this and to cover repairs and insure incomes to owners the rent rates are high. Choosing wisely a site for a home, a young man may use his judgment perhaps as profitably in this as in any other proposition. If his prospects and his credit are good he can build a house as a reasonable future investment, and at the same time have its benefits as a home. He can get the money he needs at 6 per cent. interest, and if he has been paying $300 a year rent for a house that is the equivalent of a $5,000 in- vestment. Using his $500, which had brought him only 3 per cent., he at once gets 6 per cent. out of it. And at all times he has an investment which will readily absorb his sur- plus earnings and reduce his interest charges. Ina million instances in the great cities men making such invest- ments in a small way have found after years of residence in a house that the mere lot value at the end has been greater than the sum total of expenditures on the house. This investment may not be wis- dom in the small town or city. Rent- ing may be cheaper than owning. But in the big, growing cities, where a salaried man is saving from his salary, he has few more inviting pros pects. John A. Howland. —_—_+~-.__ How a Clothing Merchant Infuses New Life in Business. Written for the Tradesman. There’s a progressive clothier out in a live Western city of, say, 100,- 000 inhabitants who adds considera- ble extra to his exchequer every year by catering especially to the young fellows getting their first mustachios. At that age, perhaps, more than at any other period of his life a fellow takes the deepest interest—the most heartfelt interest—in his personal ap- parel. He develops the most ab- sorbing anxiety as to the fit of his garments. Colors also come in for a large share of his attention. Here- tofore one color was as good as an- other, so far as he was concerned, but now he must try neckties against his face to discover if they harmonize with his complexion; to see if they do not clash with his hair, which may happen to be red, or border some- what on the sunset hue, and ther his troubles begin in earnest. Things that never before entered his harum- scarum noddle now become weighty matters. The problems of the uni- verse are as nothing compared with the fact that he “needs a_ clean shave—he can’t possibly go a day longer without seeing the barber.” If he “shaves at home” then everything has to stand still while the momen- teus process is being gone through. His shoes are of more importance than any “current events” that are making history for nations. One would think, to hear the boy talk, that the shining of the orb of day was of vastly less consequence than that of his pedal coverings. Never before were his feet of such large moment. His hands receive count- less scrubbings where before their condition was the last thing to occa- sion him concern, while his fingers- tips must fall under the careful eye of the presiding genius at the mani- cure stand. The selection of under- 3 are IE 2 his in OEE ‘ood able ame He per een Se in- had And lent sur- rest the est- und use end otal wis- ent- ing. lere his ros i. ISES out Oo,- “ra- ear ang iOS. at low ost ap- ab- his for re- an- ed, nst ize 1ay ne- 1e11 1g m- hty ini- ith lay If ing en- oft. ice are ne Ik, lay an yer nt- eir ca- rs- ye ni- er- & ‘4 de . MICHIGAN TRADESMAN RT wear also gives much agitation to his “gray matter.” The knowing dealer in masculine attire whom I referred to has not forgotten the time when he himself was a “kid,” with all the sensitive- ness of that young animal, his fail- ings, his higher aspirations, and he was quick to hit on the fact that if he made the most of that remembrance it would be money that was as good as that found rolling up hill. So he got up a “stock letter,’ that he him- self writes out with a pen, and he mails it to every boy he knows, vary- ing the phrasing to meet the re- quirements in each particular case. He does not leave the performance of this task to the store’s stenogra- pher, as many would do, but he takes odd bits of time and writes these letters in “long-hand” himself. By this means the boy recipient sees himself as a personage of sufficient account to have his trade solicited by one necessarily an authority in matters of dress. He is flattered by the attention, whether he be a more or less regular patron of the store, a transient of has never yet en- tered its waiting door, and the step that brings him to its threshold is not that of the proverbial one who was advised to “go to the ant.” Quite naturally, on entering, the boy enquires for the writer of the letter. And here again the mer- chant is “a wise one.” Here, also, he leaves the consummation not to some underling but himself comes forward to serve the one who is “father to the man.” He then pays the most delicate of compliments, by showing the boy every little courtesy he would extend to a “grown-up,” and the former goes away with the idea that his patronage is worth something to this clothier or he would not write him that letter and wait on him himself! “T have the trade of many young men,” said the merchant, in reviewing to me his method, “who have stuck by me for a dozen or more years— and I see no reason that they will do any different for the next dozen. I pursued the course with them which I have outlined. I got them inter- ested in, me and my goods at an impressionable age and have easily managed to keep their favor ever since. ‘As the twig is bent the tree’s inclined,’ you know, and I ‘bent’ it good and plenty!” J. Alcott. 2-2 ___. Mary’s Corn. Mary had a little corn— Indeed, it was no wonder; Her shoes all had such narrow toes They curled her toes up under. She wore her corn to town one day, And it pained her like blue thunder. She bought a razor in a store, But in cutting made a blunder. The doctor says she’ll soon be up, And you can hear her mutter: “T may be good at cutting ice, But I am no corn cutter.” 37> —___ Doesn’t Want the Earth. Bettington—Do you know, I lieve there is sand in this sugar. Grimes——Oh, well, it is a common enough kind of swindle, not worth making a fuss about. Bettington—I don’t mind _ being swindled. What I object to is the imputation that I want the earth. be- Hardware Price Current AMMUNITION Caps G D., full count, per m..... 40 Hicks’ Waterproof, per m. 50 MushkeG per m......:..... 2... .. oo Ely’s Waterproof, per m............. 60 Cartridges No; 22 short, per Wi.................. 2 50 Ne: 22 Jone per MWe... tll lee: 3 00 ING. S2 SOF, per Wi... ot... ec... 5 00 No. 32 fone Per Wie oes ee 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 Biaek Hdee, No. 7, per mi.....:...... 80 Loaded Shells Tew Rival—For Shotguns Drs. of oz.of Size Per No. Powder Shot Shot Gauge 100 120 4 14% 10 10 $2 90 129 4 1% 9 10 2 90 128 4 1% 8 10 2 90 126 4 14% 6 10 2 90 135 4% 1% 5 10 2 95 154 4% 1% 4 10 3 00 200 3 1 10 12 2 50 208 3 1 8 12 2 50 236 3% 1% 6 12 2 65 265 3% 1% 5 12 2 70 264 3% 1% 4 12 2 70 Discount, one-third and five per cent. Paper Shells—Not Loaded No. 10, pasteboard boxes 100, per 100. 72 No. 12, pasteboard boxes 100, per 100. 64 Gunpowder Kees, 25 Ws, per ker... ............- 4 90 % Kegs, 12% tbs., per % keg ........ 2 90 % Kegs, 6% Ibs., per % keg ........ 1 60 Shot In sacks containing 25 tbs Drop, all sizes smaller than B...... 1 85 Augurs and Bits SMCS oo es €0 Jennings’ genuine .. 25 Jennings’ tHaitation ...............-.. 69 Axes First Quality, S. B. Bronze ......... 6 50 First Quality, D. B. Bronze. 9 00 First Quality, S. B. S. Steel. 7 00 First Quality, D. B. Steel. ........... 10 50 Barrows Ce ee 15 00 OO EE 33 00 Bolts BeOWe 70 Carriage, new Hat. ................. 70 RO ee oe 50 Buckets Well pisin. -.. 5... ol. 4 50 Butts, Cast Cast Loose Pin, figured ............ 70 Wrought, narrow. ................. 60 Chain 743 in 5-16in. %in. % in. Common. ..... “11g c...:.6 ¢€... €%e¢ Be ess ayer: +.-6%C....6 ¢ nee “Tye. " 6%c... .6%ec cone Cast Steel per Mh. ...:............ 0.4 5 Chisels Seeket MWirmer. .::.................. 65 socket Mraming: ...-.....0.05.5.562. 65 Seeket Corner .o.... 0.0... cl lo... 65 moemet SHCee occ. 65 Elbows Com. 4 piece, 6in. per dos. ....net. 76 Corrugated, per We oo ee. 1 265 Po ee dis. 40&10 Expansive Bits Clark’s small, $18; large, $26. ...... 40 Eves £, $48; 2, $22; 3; 960 ..:....... 25 Files—New List New American ......6. 22... ttt ets 70&10 NichomIsone® § <. 35 ec ee 70 Heller's Hiorse Raspes. ............-. 70 Galvanized Iron Nos. 16 to 20; 22 and 24; 26 and 26; 27, <3 List 12 13 14 15 16 17 Discount, 70. Gauges Stanley Rule and Level Co.'s .... 60&10 Glass Single Strength, by box .......... dis. 90 Double Strength, by box ... ..dis 90 By the emt ..-.. sw... dis. 90 Hammers Maydole & sae = = ee. 5... dis. oe | Yerkes & Plu .... dis. 40& Mason’s Solid Cael: Steel ....80c list 70 Hinges Gate, Clark's 1, 2, $....... Sedade' oa dis 60&10 Holtow Ware Horse Nalis An Mabie. .....-.-...3.........0ie «ae gtamped ‘tine Furnishing @Qeode ware, Tagaaneé Tin were. new cvocee 8 2002 me seccetn ace a2 RE 20x28 IC, Charcoal, Ream ......... 15 00 14x20, IC, Charcoal, Allaway Grade. 7 50 14x20 LX, Charcoal, ‘Allaway Grade .. 9 00 20x28 IC, Charcoal, Allaway Grade ..15 00 20x28 IX, Charcoal, Allaway Grade ..18 00 Ropes Sisal, 4% inch and larger .......... 9% Sand Paper Fast adeet 19 86 ..0c0 16... dis 60 Sash Weights Setid ityes, per ton ................. 28 00 Sheet Iron Nos. Nos. Nos. Nos. Nos. No. 27 inches wide, not less than 2-10 extra. Shovels and Spades Hirst Grade, Doe .................... 5 50 Second Grade, Pree 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 mteel and HOW ooo eo 60-10-5 Tin—Melyn Grade text IC, Chareeeke ..........._..... 10 60 f4xce0 1C, Chareoa! .. 20. ll. = = 10x14 IX, @hareaal ................ oal Each additional X on this grade, a. 2s Tin—Allaway Grade 20n42 1C, Charcoal ...........5....... 9 00 Pixvee 3 Charcoal 2.00060 00 00 HGwit PR Clmreest -.. 020.0... ll: 10 50 14x20 IX, Chareg@at 2.6... kk .. 50 10 Each additional X on this grade, $1.50 Boller Size Tin Plate 14x56 [X, for Nos. 8 & 9 boilers, per th 13 Traps Steel Game oo 7 Oneida Community, Newhouse’s 40&10 Oneida Com’y, Hawley & Norton’s.. 65 Mouse, choker, per doz. holes ...... 1 25 Mouse, delusion, per doz. ........... 1 25 Wire — OOO a 60 megied Bigrket ... 20.13... ts eae 68 Coppered Market ... occ cece ce ccc 50&16 eed MGSEOt occ 50210 Coppered Spring Steel .............. rbed Fence, Galvanized . Barbed Fence, Painted ..... Wire Goods NN oes ical ccc cece cuss e teal. 88-10 ce ROO ccc ca acc tc cee ccasasccs cee ee Gate WeeeS. 22.4.5... s.s Oe Wrenc: Baxter's Adjustable. Misiele@d. ...... 2% Ot ee SS “ane Pusat Senieatinees. Wransrt 4 30 All sheets No. 18 and lighter, over 30 | Iron fr re er Bren oo 2 25 rate Crockery and ‘Hassware Pignt Bae .60 0 lo. 3 00 rate TONEWARE Knobs—New List . Butters Deer, tmtmeral, Jap. trimmings .... 75 | % gal. per doe. 62... ...5..l oe. sy 48 Door, Porcelain, Jap. trimmeves .... 85 | 1 te 6 gal. per Gee. J. 2.66. 2s. elk & Levels S gah GAC ea, 3 He oe et iogies...« 6 ot ae Ge Metals—Zinc IS Gal. meat tubs, each .......<... 1 20 600 pound eadks 0000000 g | 20 gal. meat tubs, each ...........-. :¢ Per pote oie 8% | 25 gal. meat tubs, each ............ 2 25 30 gal meat tubs, cheb <........2. 2 70 Miscellaneous eeiene Bind Came ee 40 Mite Cee. 75&10 | 2,to 6 gal, per gal. ..........-.+.00. 8% Serews, New fist) 2000000): gp | Churn Dashers, per doz ........... 84 Casters, Bed and Plate ......... 50&10&10 Milkpans Dampers: American ...00......... 2. 50 | % gal. flat or round bottom, per doz. 48 Molasses Gates 1 gal. flat or round bottom, each .. 6 Stebbins’ Pattern ................. 60&10 Fine Glazed Milkpans Enterprise, self-measuring. .......... 30| % gal. flat or round bottom, per doz. 69 Pans 1 gal. flat or round bottom, each .. é We Ae 60810610 Stewpans €eémmon, polished 2.0600) 0 0000 oc. 70&10 | % gal. fireproof, bail, per doz ...... 85 Patent Planished tron | 1 gal. fireproof bail, per doz ...... 1 16 CAT Wood's pat. plan’d, No. 24-27..1¢ 80 sume "| Woods pat plan'd@ No. 26-97.. 6 86 % Sak per dom. oo 0.6. 60 Broken packages %c per fb. extra. 1 Be Per OO & Bie - to Go gak, per ae... 1% Ohie Tool Cev’s faney.............-. 40. ; Seetey er Seta Bence 50 | 5 ts. in package, per Ib. ........... 3 Sandusky Tool Co.’s fancy.......... 40 LAMP BURNERS Beneh, Grat quality.................. |) No. 6 Se we, 5a CNG: 2 SM ce ee 33 Malis aoe 50 Advance over base, on both Steel & Wire| No 3 Sim ........ 85 Seen DAMA, HAMS oo. 2 $5 | Tubular au ae ne Ah 5u = nails, Dame .......--........,.. OOP Maken ae ek eee ene ns 50 one MASON FRUIT JARS Savane With Porcelain Lined Caps 6 MOVAMCE foo 20 Pee gross ‘© OVANEe oe S60) PRES coe ee 5 00 a aevamee =.) os 45 (Qe ee 6 25 ee 70 | Me Ballon. ....... cece cece sceececeees -.8 00 Hine 3 ad@vanees oe ee ae 2 25 oe - — oe eal ate oe eed ee 15 Fruit Jars packed 1 dozen in box. Jasing SOVAMIOE 25 —_ Cashig © AGVANC6.. ol. 35 —— oe ee or doz Hinish 10 advance.) 0. 25 | Hinish § advaneo o.000. 0) 35 Anchor Carton Chimneys dimiohn G advanee ........0.001 0... 45 Each chimney in corrugated tube Barrer 7 dge@vanee §.2 110. 85 we . — COR cocci a. 1 = Rivezs O. 1, Crimp tOp. ......-cesccercccece 1 7 is eek i 50 Ne. 2) Crimp tom. ...c0.. ee lea 2 76 Copper Rivets and Burs ...... ee 46 Fine Flint Glass in Cartons ce NG @ Crimp tog ...0.........,..... 9 oe ica cnn ae 7 50 | N& be Crimp top. vee e sees tees, 3 25 Se Lz i Lie ee eee G 14x20 EX. Charcoal, Dean ........... 9 00 Se — Lead Flint Glass in Cartons o. 0, Crimp top. No. 1, Crimp top. No. 2, Crimp top. Pearl Top in Cartons No. 1, wrapped and labeled. ......... 4 60 No. 2, wrapped and labeled. ........ @ 3¢ Rechester in Cartons No. 2, Fine Flint, 10 in. (85¢ doz.)..4 61 No. 2, Fine Flint, 12 in. ($1.35 doz.).7 6¢ No. 2, Lead Flint, 10 in. (95c doz.)..5 66 No. 2, Lead Flint, 12 in. ($1.65 doz.).8 76 Electric in Cartons No. 2, Elena, (ibe dom.) 2.2... ...... 4 26 No. 2, Fime Nliint, (S6e dom) ........ 4 66 No. 2, Lead Pint, (956 dog.) ........ 6 50 LaBastie No. lL. Sun Plain Top, ($1 dom.) ..... 5 70 No. 2, Sun Plain Top, ($1.25 doz.) ..6 90 OIL. CANS 1 gal. tin cans with spout, per doz. 1 2( 1 gal. galv. iron with spout, per doz. 1 2§ 2 gal. galv. iron with spout, per doz. 2 1( 3 gal. galv. iron with spout, peer doz. 3 15 5 gal. galv. iron with spout, per doz. § 1E 3 gal. galv. iron with faucet, per doz. 3 75 5 gal. galv. iron with faucet, per doz 18 > gal Tilting cans ........... doeueae 06 5 gal. galv. iron Nacefas ..... dideaea 9 60 LANTERNS No. @ Tubular, side Hft ......... ecu. © on Ne. 2 BE Tumear ........... eon esos 6 40 Ne. 15 Tubular, dag .............4. § 50 No. 2 Cold Blast Lantern ........... Té No. 12 Tubular, side lamp ........... 12 60 No. 3 Street lamp, CGGM 2... 04 ae OO LANTERN GLOBES No. 0 Tub., cases 1 doz. each, bx. 10c. 6¢ No. Neo. No. 0 Tub., cases 2 doz. each, bx. lic. 60 0 Tub., bbis. 5 doz. each, per bbi.2 06 0 Tub., Bull’s eye, cases 1 dz. eachl 25 BEST WHITE COTTON WICKS Roll contains 32 yards in one piece. No. 0 % in. wide, per gross or roll. 25 No. I, % i. wide, per gross or roll. 30 No. 2, | tnx wide, per gross or roll 45 No. 3, 1% in. wide, per gross or roll 8 COUPON BOOKS 50 books, any denomination ...... 1 54 100 books, any denomination ...... 2 59 390 books, any denomination ...... 11 50 1000 books, any denomination ...... 20 690 Above quotations are for either Trades- man, Superior, Economic or Universai grades. Where 1,000 books are ordered at a time customers receive specicily printed cover without extra charge. Coupon Pass Books Can be made to represent any denomi- natior from $10 down. OO cee ue aan dete ce y. 1 69 nga Socnecapwanacce cee es a ae 500 books ....... Sie eeke weeds cea w was 1i 69 TOO COOMM ec a 23 9 Credit Cheeks 50%. any one doneminetion ....... 3 @@ 1680, exvy one és zis Ghia? rectevcs eo 2008, any one és * Sag? el i ee < MICHIGAN TRADESMAN Observations of a Gotham Egg Man. The situation of the egg market affords a good illustration of the possible winter conditions, which, while unusual, ought to have more weight with storage operators when the spring and summer surplus is be- ing stored. It is true enough that there is a time in the fall and early winter when the price of refrigerator eggs is bound to advance to a point of profit, no matter what price is paid (within reason) for the spring withdrawals, provided holders are willing to carry an indefinite quantity past the turn of the year. But when the maintenance of profitable prices during the fall necessitates the hold- ing of a very large quantity past the first of January there is al- ways danger of a more or less dis- astrous wind-up. It is my humble opinion that with the present scale of egg production we are pretty sure to accumulate more storage eggs than can be reduced to a safe limit by Jan- uary I when the storage point in April and May is equal to 18c or more at seaboard points—as it has been during the past two years. The receipts of eggs at the leading markets during the first thirteen days of January are shown in the follow- ing table: 1905 1904 New Vork (.......2 2. 97,307 57,444 Ca 45,625 26,259 OSG ek 35,532 23,667 Philadelphia . 20,270 24,007 Terais fel Se 198,464 131,467 These figures, in connection with the fact that the four markets car- ried over the turn of the year about 558.000 cases of storage eggs against about 288,000 cases last year, are suf- ficient to explain the heavy decline in prices that has occurred. But many shippers have been un- willing to “accept the situation” and have been holding off the market a large quantity of stock arriving here, preferring to take the chances of a reaction rather. than accept present losses. The chances for the future are, of course, extremely uncertain but it may be interesting to analyze them on both sides. First, the possibilities that might conspire to give us a re- turn of higher prices are the occur- rence of severe winter weather in producing sections—extensive enough to curtail supplies of fresh—and an enlargement of demand as a result of present very moderate prices. On the other hand it is to be considered that it has required already a liberal production of eggs to give a surplus to interior markets and turn stock here in the quantity lately arriving; also that after this has occurred there may be supposed to be enough stock in process of marketing to keep sup- plies fairly liberal for some time, even in the event of bad weather; also that in order to check production enough to give us a short supply the bad weather would have to cover a very wide territory—south as well as west. And the effect of present prices upon the consumptive demand may be less than shippers expect. At this season of year a large part of the retail distributors are slow to give consumers the full benefit of a decline in the wholesale market; and then there is still a large stock of refrigerator eggs to be sold, the effect of which upon the demand for fresh is unfavorable both because of their quantity and quality. Furthermore we have already accumulated a good many thousand cases of fresh gather- ed eggs under shippers’ limits and this accumulation is, at present, be- ing added to every day. It is of course possible that specu- lative demand might develop at dis- tributing markets at a time when the accumulations on hand are held off the market, and that this might re- sult in some reaction of prices hav- ing a purely speculative basis; but such recoveries, unless followed by a realization of the conditions of sup- ply and demand that cause them, can never be realized on the accumula- tions because as soon as the effort to realize begins the cause of the recovery is removed and prices must again fall to their natural level. Including the accumulations of fresh gathered and refrigerator eggs in stores and on docks, and_ the stock of refrigerator eggs in our local warehouses, there must be at least 160,000 cases of eggs in the market now. It will be seen, there- fore, that even if our current receipts should run 25,000 cases a week short of our consumptive wants, we should have enough to supply the deficiency for a longer time than there is any possibility of its continuance. At the same time distributing chan- nels between receivers and consum- ers are now pretty bare of eggs and the market is subject to fluctuations due to the varying demand from first hands, and the varying urgency of ‘offerings as influenced by speculative considerations or the lack of them — N. Y. Produce Review . —__o+»__ Chinese Raised Fowls Years Ago. We have been taught to accept as an absolute fact the statements of the naturalists that all pigeons came from the Wild Bluerock that are so prevalent through many sections of the old world. We are told in a man- ner and with emphasis that carries with it absolute conviction that all poultry have descended from the one jungle fowl commonly called Gallus Bankiva. Following this comes the discovery of another jungle fowl quite similar, named Gallus Son- nerattii. Will the naturalists of the world tell us whence came _ the great Kulm fowl of centuries ago? From what origin came the great Shanghais, Brahmas and Langshans as well? Some of the original of all these, like the Kulm fowl, had no feathers whatever upon the shanks, while others showed the development of the shank and toe feathering to a slight extent when they came to us from China. The plastic condition of The 7,000 the formation and changes has been Philadelphia Wants Fancy Creamery Butter W. R. BRICE & CO. As the leading receivers of Michigan Creameries, we solici; your shipments on the following terms: Quick sales and prompt returns at top of-the-market prices. Ref. Michigan Tradesman. Co mi fac chaser. constantly in stock. Prompt shipment and courteous treatment. Egg Cases and Egg Case Fillers nstantly on hand, a large supply of Egg Cases and Fillers, Sawed whitewo. and veneer basswood cases. Carload lots, mixed car lots or quantities to suit pur We manufacture every kind of fillers known to the trade, and sell same ; Also Excelsior, Nails and Fla; Warehouses an xed cars or lesser quantities to suit purchaser. tory 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. eS 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. please. It is fresh and wholesome and sure to Dressed Poultry (milk fed) all kinds. We make a specialty of these goods and know we can suit you. We guarantee satisfaction. We have satisfied others and they are our best advertisement. sell themselves. A trial order will convince you that our goods 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. e. ICit 1pt an. W OC | Dur me 1 MICHIGAN TRADESMAN 39 cited through the fact that bantams can not be created at will. Nature has willed it almost to a certainty that the largest per cent. of in- fluences as to size and character rests with the female. The making of ban- tams is accomplished through the se- lecting of the very smallest females possible to obtain and through the breeding of two generations in the one twelve months, and the curtailing of size through the hatching at the beginning of winter and rearing dur- ing the cold months without much care and protection. As an example of this, the writer, within the space of six years reduced, through nine generations, dark Brah- mas to dark Brahma bantams that were shown within the standard weight. These were all built up or created through the selecting of the smallest females and the reducing of size under the influence of rearing the young fowls during the winter months. We are cited to several incidents of the early history of the world to prove the presence of poultry at that time. Calumella, in 35, records in the agricultural history the presence of a type of bird that would indicate the existence of more than one breed at that time. The flaggons dug from the ruins of ancient Pompeii show the existence of a peafowl and gamecock in beautiful form, these birds being found inscribed upon the sides of the flaggons. If there had not been well authenticated breeds in existence at the time of the Cruci- fixion, there would scarcely have been recorded the fact that the cock crew thrice as one of the followers showed a willingness to desert his master. All of these statements are as famil- iar to us all as the alphabet, yet few of us realize the fact that there is a possibility of actual records be- ing in existence at the present time that would carry us far beyond the years of record in both the Old and New Testament. If the time may come when the intelligent influence of the world will bring forth the Chinese masters from themselves and permit of the publication to the world of the facts recorded in their records, we may learn that many thousand years before the existence of Christopher Columbus, the Chin- ese discovered and populated this country of ours, sowing the seed from which have grown the Esquimeau, the Indian of North America and the other unaccounted for nations of the western world. Surmises, thoughts and imaginary statements influence but little the facts and matters of true existence. Fortunately, or unfortunately perhaps for me, a friend of mine spent a number of years in China. He was a devoted Catholic and became more Established 1883 WYKES-SCHROEDER CO. Fine Feed (Ofoyacme\ es-0 . MOLASSES FEED LOCAL SHIPMENTS than friendly with one of the eminent| of influence over the form and color/his name. Yet, with more than a of the several breeds and varieties.; century of care, of consideration, of Sir John Sebright laid the foundation | study as to the proper matings to for the Sebright bantams more than| produce the excellent color and mark- a century ago. One of the originals | ings, there is little certainty in their of his start had markings quite like | production. bantam that bears| divines of the Ceiestiai Empire. They | were privileged to visit the places of retirement of the Chinese scientists | or religious houses somewhat in con- ' formity with our Jesuit organizations | lthe present-day of this country. The eminent divine, | a most perfect Chinese scholar, had} given great thought and considera- | tion to the records. He gave it as! h S d his opinion to my friend that i: Clover and Timot y ee S records in concealment there dated | far beyond any of the records of the Bible that are so dear and sacred to} the church, but the one point of in- terest to my friend and myself was | the fact that the records show the | existence - large flocks of the Chin-} in the possession of this | Place your Thanksgiving order with us now for brotherhood more than 4,000 years} before the beginning of the Christian | ‘Cranberries, Sweet Potatoes, Malaga Grapes, het sneer ma Figs, Nuts of all Kinds, Dates, etc. brotherhood for these many ages be- We are in the market for yond the Christian era were their Potatoes, Onions, Cabbage and Apples, Carload Lots or Less flocks of poultry, their hatching ovens THE VINKEMULDER COMPANY and the gain of money return from GRAND RAPIDS, MICH the disposing of large amounts of these products for food without the brotherhood. Here is a2 fact that tells us that the unusually large fowls were known and recorded as existing in the record of the Chinese brother- hood more than seven thousand years ago. As we study these facts and gather and consider the information from many sources, and consider within our own mind the vast dif- ferences of formation and _ general make-up of the several breeds and varieties, we had better admit of a more extended creation as the ground word of the vast multiplication of breeds and varieties than to attempt to satisfy ourselves and teach the world that the one foundation of all these was the little jungle fowl. To take up the existence and pos- sibilities of the jungle fowl, we can go to Morristown, N. J., and there see a large number of these small jungle fowl, bred in their purity, crossed with other game bantams and with other types of fowls. All this we can see and study the influences there- from. These little jungle fowl carry the true black-red type, the same as we see it in form and color presented in the game fowls and game bantams. Side by side with these we see the Sonnerattii jungle fowl, the color of w. C. Rea which is very much like the present markings of the silver-laced Wyan- dottes. We are also told that these were originally found in both the sil- ver or white color, and in the golden or yellow color, but there has never been any line descendant in any of our poultry that has naturally come down with the color and lacing of the Sebright bantam, and the Silver- T. F. McGrew. Your orders for Will have prompt attention. |'Wanted—Apples, Onions, Potatoes, Write or telephone us what you can offer MOSELEY BROS, GRAND RAPIDS, MICH. Office and Warehouse Second Avenue and Hilton Street Telephones, Citizens or Bell, 1217 Beans, Peas ese fowls 14-16 Ottawa St. 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 714 to 9c. 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. 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. Faney eggs bring fancy price and we are the boys who can use them profitably for you. A. J. Witziz 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. r i REFERENCES laced W yandotte. The creation of Marine National Bank, Commercial Agents, — Companies: Trade Papers and Hundreds of these proves conclusively that the Shippers Established 1873 hand of man can have a large amount MILLERS AND SHIPPERS OF oFEEDS Cracked Corn STREET CAR FEED Mill Feeds GLUTEN MEAL & COTTON SEED MEAL MIXED CARS STRAIGHT CARS —— Write tor Prices and Samples TENE Z aU SMe Oil Meal Sugar Beet Feed KILN DRIED MALT | TRADESMAN 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, nt. Grand Rapids Council No. 131, U. C. T. Senior Counselor, Thomas E. Dryden; Secretary and Treasurer, O. F. Jackson. Difficulty Experienced in Finding New Customers. The finding of new customers is one of the most important duties ofa salesman, and if he is wide awake and energetic he can add many to his list without neglecting his regular trade. There are many intervals during the average day that a salesman can devote to looking up new prospects. Information which will lead to their discovery may be gained from all sorts of sources; principally from the men engaged in every city in pro- moting its growth. Bankers, mer- chants and even hotel clerks can oft- en put the enquirer on the track of a new customer. Perhaps a chat with the editor of the local paper or with its advertising manager will help to some extent. By making a memorandum of prospective new customers when you hear of them, and embracing the first opportunity to call, you will co-oper- ate with your sales manager in mak- ing the territory pay the biggest pos- sible returns for the time and ex- pense money invested in working it. Having made a memorandum of all the new prospects you hear of, turn a copy of it in to your manager, with a request that these names be placed on the mailing list, so that the pros- pective new customers will receive your firm’s literature regularly. All that you can learn about each such prospect—his means, his past record, his credit and personal characteristics should be sent to your manager for reference, and may some day, if not immediately, be of assistance in land- ing an order. You will occasionally hear of new prospects outside your own territory —whose business, if it is to be se- cured, will fall to the lot of one of your fellow salesmen. Be just as particular to collect information in this case and forward it to the mana- ger as you would if that prospect were one whom you expected to work On yourself. Find out all the facts about him and turn them in for the benefit of the salesman who will be sent after his order. See that he is placed on the firm’s mail-’ ing list. It will profit you to give your fellow salesmen a lift in this manner, for they will often do as much for you in return. This co- operative method of work creates a feeling of good fellowship, increases each man’s sales, and, of course, by so doing adds more bricks to the solid masonry of the firm’s wealth and reputation. While rivalry among the members of a sales force may be a good thing in making each man hustle to get more sales than the other fellow gets, it should be the sort of rivalry that is generous, and has nothing to do with the jealous spirit. Salesmen need not be afraid to help each other, and only a very foolish one will sup- pose that he is a loser through this practice, or can not be materially benefited by it. Only to-day one of our salesmen brought in a $1,000 order which went to my credit on the books, but to his in the estimation of the house; and he has put me under obligations to him which I will try hard to re- pay in kind. All of this has been of benefit to the firm. Keep your eyes and ears open. Keep the house posted as to what customers in your territory are busy, where trade is likely to be found, suggest the lines best adapted for the locality, state whom your com- petitors are, what they are doing, who represents them in the territory, how often these representatives call on each customer, and what helps, if any, they give to aid the trade in disposing of their wares. All this is valuable information, especially if you can suggest improvements Over your competitors’ inducements. You are on the outside, and get the best line on the trade require- ments. Keep a memorandum book for suggestions to the house. Your manager may adopt but one _ in twenty, but that one will be valuable either in the internal management or the selling department. Do not forget that the salesman on the road represents the house in all its departments. He sells the goods, makes the terms, ascertains the re- liability of the new customer, finan- cially and morally, and his executive ability. Get all the information you can. The more thorough you are in this the less supervision your trade will require, and that means more money for you, because you pay your share of the managing expenses and the less you have to be managed the less you have to pay. If we were all reliable, conscientious, intelligent workmen we would cut the supervis- ing expense to barely nothing, which would mean more profits, consequent- ly more salary. Help your manager, especially in opening a new territory, to devise ways and means of selling your line; suggest improvements in sampling your goods, how to box them attrac- tively, how to advertise them, what mediums are best in given localities, what localities are best for certain lines; inform him as to who the consumers are, whether the town isa manufacturing center, or a farming center, what natiOnalities predomin- ate; whether wofkmen are well paid, and the factories running on full time; whether the crops are’ good, and what cereals are grown in great- est quantity. These are valuable and necessary data. It all has a bearing on securing or strengthening a _ de- mand fOr your wares. Inform your manager as to the cheapest line of transportation, and which line offers the most direct communication with your customers; whether the town is connected by trolley with larger or smaller towns and what they are— in new territory, the manager needs to know all this. Post him as to how many stores there are that car- ry your line, how many do not carry it, and the reason for their not doing so. State whether there are any new railroads being built or surveyed through the new territory, and what kind of country they will penetrate as regards products, etc., and what trunk lines they will feed to. This information will indicate the business center your prospects will be most likely to purchase their merchandise from. We salesmen sometimes think that the credit man is rather severe on our customers, particufarly if we happen to have one who does not pay his bills with the promptness that the house thinks necessary, but whose credit is good in the opinion of the salesman. Some years ago I had a customer who was a very good one but rather delinquent in settling up his ac- count. When any bills were overdue. it was the custom of this house to draw on their customers. This cus- tomer was a foreigner by birth and extremely excitable; he objected to drafts appearing from month _ to month with such unfailing regular- ity. He finally told the writer that if the firm persisted he would give his patronage to somebody else. I sent the house a statement that this customer objected to drafts, and requested that they would please not draw upon him as it only irritated him, and did no good. Next month, however, he received a draft as usual, and when I made my usual call I found him very much excited. “IT won’t have anything to do with you or your house,’ he bellowed on seeing me. “I have paid your firm every cent I owe ’em, and still they keep drawing drafts on me. I won’t stand for it, I tell you—it’s an out- rage! What do they mean, insulting me by sending a draft after I have paid my bill?” I was as mad as he was—not at him, but our credit man. On the spur of the minute I wrote the firm a scathing letter, in which I stated that the customer had paid his bill and was justly angry at receiving a draft—that we probably had lost his trade for good and all through this piece of stupidity. I reminded the firm that I had previously warned them not to worry him with drafts, because his credit was sound and his occasional delinquency in the matte1 of promptness was only one of his eccentric ways. In reply I got a curt letter from the house. They told me pointedly that my business was to make sales; that as long as I stayed in my field I was a satisfactory man, but when I got over the fences into the credit department I was not only out of my place but made some very bad blunders. The letter closed by say- ing that my eccentric customer’s ac- count had not been paid, and that they had drawn upon him for that reason. They stated that if he in- sisted that the account was paid there surely was some mistake about it, and that I had better take it up with him. The tone of the letter and the cer- tainty with which it was written made me believe that they were right, and that they had never received the re- mittance. Before investigation, and upon their word alone, I sat down and wrote a long letter of apology to the firm. [ then went to my customer and show- ed him the letter I had received from the firm, and a copy of mine. All he could say was, “They are wrong. I have paid that bill.” Here was a mis- understanding. Either the house was wrong or he was, and I determined to trace it to its source. “How did you send the money?” I said. “My check,” he said explosively. “TI guess my check is good, too. It ought to be.” “Would you mind showing me the stub?” I asked him. “Not at all. Here it is’—and he reached in the safe, grabbed his check book and started excitedly to turn over the leaves. When he opened it up to the place he was searching for, he looked at me very blankly. I returned the look with considerable interest. There were a number of checks dated two weeks before, drawn up and awaiting his signature. He had forgotten to sion then + +) = “Did I retain his business?” Well, not only that, but he offered me a po- sition of Eastern manager for the reason, as he stated, that I was about the only man with whom he came in contact in a business way who never showed impatience at his ec- centricities or would quarrel with him. —S. W. Barnes in Salesmanship. Traveling Men Say! After Stopping at. Hermitage "yor" 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 cafein connection, A cozy office on ground floor open all night. Try it the next time you are there. J. MORAN, Mgr. 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 AUTO*0BILE BARGAINS 1903 Winton 20 H, P. touring car, 1903 Waterless Knox, 1902 Winton phaeton, two Oldsmobiles, sec- ond-hand electric runabout, 1903 U, S. Long Dis- tance with top, refinished White steam carriage with top, Toledo steam carriage, four passenger, dos-a-dos, two steam aude. allin good run- ning order. Prices from $200 up. ADAMS & HART, 47 N. Div. St., Grand Rapids ——— ee Ht it, with : cer- made and e re- their DEE a on] how- from ll he i mis- was lined oI y. oF ught - the 1 he heck turn lace Dat look here two ting 2 te in sh- ZY rless sec- Dis- iage ger, run - pids 2 wie HG. itv? ee MICHIGAN TRADESMAN 41 Gripsack Brigade. C. G. Whitbeck, representing the National Biscuit Co. in the north- western part of the Lower Peninsula, has changed his residence from Grand Rapids to Traverse City. Kalamazoo Gazette: G. T. Wil- liams, of 902 South Burdick street, traveling salesman for the Continental Tobacco Co., recently broke his wrist by slipping on the icy pavement. O. J. Vogl, who has been repre- senting the H. J. Heinz Co. in South- ern Michigan, has gone to Ft. Dodge, Ta., where he will sell the 57 va- rieties with the same vigor and ener- gy as he did here. A Lansing correspondent writes: A. H. Withey has taken a position as salesman with the Severance Tank and Silo Co. He will have charge of the west half of the State and for the present his headquarters will be in Sparta. Chas. W. Wells, who was cOnnect- ed with the hardware department of the Hannah & Lay Mercantile Co., at Traverse City, for fourteen years as salesman, succeeds M. K. Walton as traveling representative for Fos- ter, Stevens & Co. Harry W. Modlin, for severai years Michigan representative for the Beacon Falls Rubber Shoe Co., has ac- cepted a position as traveling sales- man for Florsheim & Co., of Chica- go, and will cover North Dakota, Minnesota, Wisconsin and Upper Michigan. O. F. Jackson, who was confined to his house during November and December with a very painful and se- rious abscess of the inner ear, is now occupying a desk in the wholesale department of Foster, Stevens & Co. His territory is being covered in the meantime by Frank B. Ewing, who has traveled the past three years for the Buhl Sons Co., of Detroit. Judd E. Houghton, who has cov- ered Eastern Michigan for the past year for Bennett, Sloan & Co., of New York, is now general Michigan salesman for the German-American Coffee Co., of New York, and will undertake to call on his trade every ninety days hereafter. Mr. Hough- ton has lately purchased a beautiful home at 104 Sycamore street, De- troit, and naturally feels that he is entitled to the congratulations of his friends among the traveling fraternity over his good fortune. The National Biscuit Co. gave the traveling representatives of the Grand Rapids branch a dinner at the Penin- sular Club last Saturday noon. The affair was’ gotten up by Manager Plumb in the expectation that Vice- President Richardson and Manufac- turing Department Manager Sears would be on hand, but both gentle- men were unavoidably detained in Chicago. The affair was in keeping with the spirit of the institution and the artistic taste of Mr. Plumb and was thoroughly enjoyed by all who were so fortunate as to receive an invitation. The U. C. T. boys of Grand Rapids Council, No. 131, are getting ready for the annual round-up, which will occur Saturday, March 3. A Com- mittee of Arrangements, consisting of J. H. Dawley, Harry D. Hydorn and Frank B. Ewing, has been ap- pointed, which is a sufficient guaran- tee that there will be “something doing” in addition to the regular election of officers for the coming year and the usual annual banquet. The boys are closing up the accounts for the year, which has been a suc- cessful one, and they feel they have a license to do a little handshaking with each other. As soon as ar- rangements are completed further notice will be given. Probably no man traveling out of Detroit is better known to the retail hardware trade than Jacob H. Hatt, Michigan representative for the Pen- insular Paint & Varnish Co. Mr. Hatt is an Ohio man, born at Wau- seon in 1870. At the age of 16 years he made his start in the hard- ware business as a clerk, from which position he rose steadily to the man- agership. In 1894 he organized a new company, becoming a stockhold- er and the manager. III health com- pelled him to give up the business, and later he went on the road for a Detroit jobbing house. Six years ago he became identified with the company for which he now travels. He has made many friends out in the State, and bears a reputation for never having “stuffed” an order or deceived a customer. Chicago Tribune: The agitation against the $10 rebate mileage book, which recently has developed in the East, has gained such strength that the railroad officials have begun to make earnest efforts to head it off. The fact that the Eastern roads have cut off the passes of the legislators and other politicians may have had something to do with the opening of the eyes of the lawmakers to the iniquities of the practices of the railroads in their methods of selling mileage books, and they have prom- ised the Commercial Travelers’ and Merchants’ Associations, which have been agitating this matter for years, that laws will be passed which will give them relief. The legislators in Pennsylvania, Ohio and Indiana have taken a sudden interest in this ques- tion, and the Governor of Michigan was interested, but he got what he wanted for his State, and has lost interest since then. But there is no doubt about the passenger traffic managers of the Eastern roads being uncomfortable over the situation, and this is especially true with the Penn- sylvania, because the accusing finger seems to be pointed more often at that road than any other. Chicago Post: Agitation for a 2 cent flat rate in connection with the sale of interchangeable mileage tick- ets continues in Ohio and Indiana. The traveling men there object to the restrictions enforced in connection with the use of the present tickets. These restrictions have been designed for the purpose of preventing this form of ticket from again becoming the favorite instrument of the scalp- ers for demoralizing rates. The agi- tation in Ohio and Indiana has taken the form of a demand for legislation fixing 2 cents a mile as a maximum rate for passenger traffic. The gov- ernors of both states are understood to have espoused the cause of the traveling men. Should such legisla- tion be adopted its enforcement will be resisted by the roads. They will plead its revolutionary character and appeal to the Supreme Court of the United States to declare it unconsti- tutional on the ground that it is con- fiscatory in its nature. A bitter con- test is in prospect before the question finally is settled. Should the roads lose, they say they will abolish all excursion and reduced rates of every kind and compel every one traveling over their lines to pay the maximum rate allowed by law. Should they do this they assert they would be money in pocket, as the present rates do not average 2 cents a mile in the course of any year’s business. Chicago Tribune: There are three women wine agents in the land. They all sell California wines, and they compete in the East with men agents that the Far Western vineyards send East to win trade. Only a few weeks ago one of these women car- ried off a contract for $11,000 worth of wine made by a department store, from a rival agent who was a man. Good fellowship always has_ been held to be one of the chief virtues of the successful wine agent. Strange- ly enough, the women have found that they do not have to compete with the men in this particular. Two of the women do not drink at all, and the other takes a glass of wine only when it is necessary to make the proper impression upon a prospective purchaser. But all the women are good judges of the article they sell. The chief qualifications possessed by the successful women wine agents are womanliness and diplomacy. One of them started in the work at $12 a week and now is getting $35. There are certain perquisites with the posi- tion, too, in the way of wine that she can use for her friends. No business house is more generous in giving away its product than is the wine house. Men wine agents have carte blanche usually in the matter of giv- ing away bottles of their goods, and the women share this privilege with them. The women that have em- barked in the business say they have found only the highest courtesy from the men with whom they come in contact. They attend to their busi- ness and they sell the wine. The railroads of Michigan are evi- dently looking for trouble, judging by the manner in which they have flim-flamed the traveling public in connection with the new Michigan mileage book which was placed on sale January 1. When it was finally conceded that the traveling men would have to be given a different book than the obnoxious C. P. A. book, the railroads promised that they would either re-establish the Northern book or issue a new book which would embody all the essential features of the Northern book. About Dec. 1 they promulgated the statement that the new book would be identical in every respect with the Northern book except that the re- bate would be $0.75, instead of $10. It was distinctly stated at that time that the book would be good into Chicago and Toledo, but when it was finally placed on sale Jan. 1, it was found that the railroads had not kept faith with the public, but had put out a book good only between Low- e: Peninsula points. Not only is this condition a breach of good faith on the part of the railroads, but it works a hardship to those traveling men who live in Chicago or Toledo or who represent Chicago or Toledo houses and have to run in to the house once or twice a month to post up, because they are naturally com- pelled to buy two books, whereas they should not be compelled to buy more than one book. It is quite man- ifest that the railroads are undertak- ing to make the new book unpopular in order to force the public back to the C. P. A. book, but, instead of doing this, they are sowing the wind and must not complain if they reap the whirlwind. The traveling men and shippers of Michigan have learned, to their that the word of railway officials is not good; that a promise is made only to be broken, and that an agreement ap- pears to have no binding force on them. This is an unfortunate con- clusion for the traveling men and shippers to reach, but it is forced on them by circumstances over which they have no control. a First Meeting of the New Board. Jackson, Jan. 22—The meeting of the Board of Directors of the Michi- gan Knights of the Grip was held at the Downey House, Lansing, Jan. 20. The retiring Board, in closing the business for 1905, installed the new officers and Board for 1906. The meeting of the new Board was called to order by H. C. Klock- siem, President. The full Board re- sponded to roll call as follows: H. C. Klocksiem, Lansing, Presi- dent. hh. L. Day, Jackson, Secretary. John B. Kelly, Detroit, Treasurer. Chas. W. Hurd, Flint. C. W. Stone, Kalamazoo. A. A. Weeks, Grand Rapids. H. P. Goppelt, Saginaw. EC. Witthe, Port Huron. M. C. Empey, Bay City. The report of the retiring Secre- tary and Treasurer showed that the organization was in a splendid condi- tion, all death claims having been paid and no debts hanging over the organization. The new Board entered upon its duties with a great deal of enthusi- asm and look forward to a very pros- perous year for 1906, and earnestly ask the co-operation of every mem- ber of the Michigan Knights of the Grip in promoting the interest and welfare of the organization. It was moved that the next annual meeting be held in Port Huron the last Tuesday and Wednesday in Au- gust. Carried. It was moved that the next Board meeting be held in Jackson the first Saturday in March. Carried. F. L. Day, Sec’y: i Traverse City—Arthur Gibson, a former clerk at the O. L. Davis pharmacy, and who has since gradu- ated from the Ferris Institute and has become a registered pharmacist, is again in the employ of Mr. Davis, succeeding William Burston. sorrow, ieee nian Sn canteen Ssaiaeaeensre teen ee nn nn ee 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 saeanry. March, June, August and No- vember. Michigan State Pharmaceutical Assocla- ion. 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. One Night’s Experience in a Chicago Drug Store. Burns was a clerk in an all-night drug store on West Madison street. For nine years he had lived to all intents in the night. During long periods he scarcely saw daylight, and he was so accustomed to gas and electric light that he wore colored glasses when by chance he was out in the sunshine. On the rare occa- sions when he went downtown he was as much out of place in the rush and tumult as an owl would have been. Burns lived in a world of his own. He met folks whom other peo- ple didn’t, and he saw things he could not have seen had he lived in the day. People felt sorry for Burns be- cause he had to work all night, but they did not know that he had turned down offers of day jobs because he liked the night game. He didn’t have the boss dogging his footsteps and watching the cash register from be- hind the prescription case. At night Burns was lord of the drug store. One evening Jim Hanley from Iowa dropped in to see Burns. “Why don’t you go down on State street and get a job in a drug store where there’s something doing?” ask- ed Jim. “I wouldn’t mope around in this little old store all night for a farm. No, sir; if I were in your place I’d get into the swim or quit the business.” Burns shrugged his shoulders as he took a couple of cigars from a show- case and handed one to Jim. “If you aren’t afraid of dying from ennui,” he said, “suppose you stay here with me to-night. You’ve lived out there in Towa so many years that a few sidelights might brighten you up a bit.” Jim liked the idea of getting a glimpse of Chicago’s night life, and he stayed. Burns had a lady-love named Flos- sie, who sometimes came to see him because he never had time to go to see her. On the night in question Flossie ran in about 11 o’clock, bringing along her chum, Josephine. Flossie liked to come late, for she didn’t fancy the proprietor, and she ws fond of soda water. Jim Hanley took the girls home, and when he got back it was mid- night. “Now,” he said, “trot out some of your night life. If these little soda- water functions are all you can offer I’m going to bed.” Jim hadn’t finished talking before a shot was heard. In a minute a man staggered in and fell on the floor. “Get a doctor!” he moaned. shot.” Burns pressed the button of doctor’s bell upstairs. ped the bleeding. “Fight over a woman, I’ll bet,” re- marked Burns, as he worked. When the ambulance had_ taken away the wounded man Burns and Jim had another smoke, but they were interrupted by a disheveled woman who dashed wildly in. “Hide me!” she cried. “Hide me from my husband!” Jim grabbed the woman. “Get in there!” he said, as he shoved her be- hind the prescription case. A minute later the husband arrived. Burns was a powerful fellow, and he made short work of the man, whom he kicked into the street after taking away a knife and pistol. The police came and took charge of the fugitive wife. Jim was feeling faint about this time, so Burns gave him some bran- dy. “How do you like Chicago by night?” asked Burns. “Is it always this way?” Jim feebly enquired. “Not always so quiet,” said Burns. It was 2 o’clock, and business be- gan to pick up. Burns had half a dozen prescriptions to fill, and in the intervals he sold a lot of stuff, from tar soap to a kodak. “Doesn’t anybody sleep in Chica- go?” asked Jim. “Some folks,” answered Burns, “but not as many as in Iowa.” Pretty soon the rush of homeward- bound ball-goers commenced. For a couple of hours the store was jam- med with young women in slippers and gauzy dresses, and with young men who earned $15 a week and bought four rounds of ice cream soda without a murmur. In the midst of the cheerful activi- ty a man backed into the store, drag- ging a woman by the hair. “Save her!” he cried. “She’s taken poison.” —__ Malice is sharper at the hilt than in the blade. VALENTINES Our stock is still complete. Assorted lots for any amount on short notice. Catalog on application. ORDER TO-DAY to avoid disappointment. FRED BRUNDAGE, muxsecon, micu. : True White Rose Crab Apple Blossom Harvard Carnation Lily of the Valley Our special offer is now on. The Jennings Perfumery Co.’s “Natural Flower” etc., etc. jobber. JENNINGS MANUFACTURING CO., Grand Rapids Manufacturing Perfumers Also sole owners and makers of that distinctively rare perfume “DOROTHY VERNON” which is rapidly going over the American continent. Pertumes Kent Violets Sweet Arbutus Lust Lilac Heliotrope Order direct or through your & f ‘8 in a rship own iastic days ro tO con- the ular- often is of ched amer some rhs D the Imly we Ree =e MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Advanced— Declined— Acidum Copaipa ........ 1 15@1 25 | Scillae Co ....... @ 50 Aceticum ....... 6@ 8|Cubebae ........ 1 20@1 30| Tolutan ......... @ 50 Benzoicum, Ger.. 70@ 175/| Evechthitos ....1 00@1 10| Prunus virg @ 50 WOrACIe . 05.058 17| Erigeron ........ 1 00@1 10 Carbolicum ..... 26@ 29|Gaultheria ...... 2 25@2 35 Tinctures Citricum ........ 42 45 | Geranium ..... 75 | Anconitum Nap’sR 60 Hydrochlor ..... 38@ 5| Gossippii Sem gal 50@ 60) Anconitum Nap’sF 50 Nitrocum ....... 8@ 10] Hedeoma ....... * tog SOP AIOR occ e lee es 60 Oxalicum ....... 10@ 12|Junipera ........ a 20 ;Arnica ..... eieleis 50 Phosphorium, dil. @ 15/Lavendula ...... 275 | Aloes & Myrrh 60 Salicylicum ..... 42@ 45|Limonis ......... 1 54 10| Asafoetida ...... 50 Sulphuricum ....1%@ 6] Mentha Piper ...3 00@3 25 | Atrope Belladonna 60 Tamnicum: 20.5. ...- ie 85| Mentha Verid ..5 00@5 50 | Auranti Cortex.. 50 Tartaricum ..... 40| Morrhuae gal ..1 25@1 50} Benzoin ......... 60 Ammonia 2 RTC oe cae 3 00@3 50} Benzoin Co 50 Aqua, 18 deg.... 4@ 6) Olive ........... 75@3 00| Barosma ....... 50 Aqua, 20 deg.... 6@ 8] Picis Liquida =s 12 | Cantharides ..... 15 Carbonas ........ 13@ 15] Picis Liquida gal 35| Capsicum ....... 50 Chloridum ...... 13@ 14) Hiema | ..5..45 2. 98@1 02} Cardamon ...... 75 niline Rosmarini ...... @1 00} Cardamon Co,... 75 Wee 0... 2 00@2 25| Rosae of ....... 00@6 00|Castor ...... e:. 1 00 Brown .:........ 80@1 00| Succini .......... 40@ 45|Catechu ......... 50 Mee oo occ. os 45@ 50/Sabina .......... 90 1001 Cinchona ....... 50 WOWOW 2 .2..... 5. 2 60@3 00] Santal:.......... 2 25@4 60] Cinchona Co .... 60 Baccae Sassafras ....... “= 0| Columbia ....... 50 Cubebae ...po.20 15@ 18] Sinapis, ess, oz. €5 | Cubebse ........ 50 Juniperus ....... '@ Si iw 2. oot... 1 1091 20 | Cassia Acutifol .. 50 Xanthoxylum 80@ 35) Thyme .... 40@ 60/} Cassia Acutifol Co 50 Balsamum Thyme, opt ..... @1 60 | Digitalis ........ 50 Copaiba ......... 45@ 60| Theobromas S5@ 201 Ergot ........... 50 Pere 20.6650. .se 1 50 Petassium Ferri Chloridum. 35 Terabin, Canada = 65: Bi-Carh .......: 15@ 18 Gentian .:....... 50 Tolutan <.......- 40 | Bichromate ..... ae 15 | Gentian Co ...... 60 Cortex Bromide ........ 25@ 30 — a gieienen ci 50 Abies, Canséian. WTC. - 2.355. 5, -— 6 -- 60 Cassiae ......... 20| Chlorate ..... po. re 14 oa. 50 Cinchona Fiava.. -—«18| Cyanide ........ 84@ 38 \Todine, coictless 78 Buonymus aatro.. 20 | Iodide ........... 60@38 65 when 0 Myrica Cerifera. 20 | Potassa, Bitart a 80@ 32 ao 5 otass r Prunus Virginl.. 15 | Pot Nitrasopt 7@ 10/,o0¢) 2 Quillaia, grad . 12| Potass Nitras ... 6@ 8) N20 vortices 7°" 50 Sassafras ..po 25 24| Prussiate ......, “6 i. 50 Ulmus ...... ie 25 | Sulphate po ..... We ie Sacdica . Extractum Opil, deodorized.. 75 Glycyrrhiza Gla. 24@ 30 | Aconitum ....... 20@ 25 Gendate ST = Glycyrrhiza, po.. 28@ 80 APRS) oc.3 5... 80@ 33 Rhatany ........ 50 Haematox ...... 11@ 12| Anchusa ........ “2 a 50° Haematox, 1s ... 183@ 14]Arum po ....... 25 | Sanguinaria 50 Haematox, %s... 14@ 15|Calamus ........ 20@ 401! Serpentaria ..... 50 Haematox, 4s .. 16@ 17|Gentiana po 15.. 12@ 15 | Stromonium 60 Ferru Glychrrhiza pv 15 16@_ 18) Tolutan ......... 60 Carbonate Precip. 15 | Hydrastis, Canada 1 90 | Valerian ......... 50 Citrate and Quina 2 00| Hydrastis, Can. po @2 00| Veratrum Veride. 50 Citrate Soluble 55 | Hellebore, Alba. 12@ 15! Zingiber ........ 20 Ferrocyanidum S$ 40 Tnula, De .3. 20.6 18@ 22 Solut. Chloride .. 15 | Ipecac, po ...... 2 25@2 2 Miscellaneous Sulphate, com’! . 9) ims plow -.....;. 35@ 40 Sulphate. com’l, by Jatapa, pr ...... 25@ 30| Aether, Spts Nit 3f30@ 35 bbl. per ewt. 70 | Maranta, %s @ 35|Aether, Spts Nit 4f34@ 38 Sulphate, pure .. 7| Podophyllum po. 15@ 18|Alumen, grd po7 a 4 I mel |... 75@1 00|Annatto ......... 50 Flora Rhel, cut ....... 1 00@1 25 | Antimoni, po .. 10 5 Arnica .......... 15@ 18 Rhef. pv 75@1 00 | Antimoni et po T 40@ 50 Anthemis ....... 22@ 25 me ican ais Antipyri Matricari 30@ 35 Spreeta ........- 0@ 35) Antipyrin ....... 25 ee coca Sanuginari, po 18 @ 15|Antifebrin ....... 20 —_ Serpentaria ..... 0@ 55|Argenti Nitras oz 50 Barosma ... 25@ 80|Senega .......... 85@ 90|Arsenicum ...... @ 12 Cassia Acutifol, | Smilax, off’s H @ 40 | Balm Gitead ana 60@ 65 Tinnevelly .... 15@ 20|amilax. M ........ 95 | Bismuth S N.. _— 99 Cassia, Acutifol. 25@ 30] Scillae po 45 ..20@ 25 | Calcium Chlor, 1s 9 Salvia officinalis, Symplocarpus ® 25 | Calcium Chior, %s $ 10 ¥%s and %s .. 18@ 20] Valeriana Eng .. 95|Calcium Chlor %s @ 12 Uva Ural .......- 8@ 10|vValeriana, Ger... 15@ 20|Cantharides, Rus @1 75 Gummi Zingiber a ...... 12@ 14|Capsici Fruc’s af @ 20 Acacia, 1st pkd @ 65|Zingiber j ....... 16@ 20|Capsici Fruc’s po @ 22 Acacia, 2nd pkd @ 45 Semen ies 4 — sBpo @ 15 Acacia, 3rd pkd @ 35 Anisum po 20. @ 16 Ga. ra aN Stee ewes 18@ 20 Acacia, — sts. @ 28] Apium (gravel’s) 13@ 15 — o. 40. @4 25 Acacia, po...... @ Shi pid, Ya oi... 4@ 6 pie Fl ete 50@ 55 Aloe Barb .. 25| Carui po 15 10@ 11 a ave 40@ 42 Aloe, Cape ...... 25|Cardamon ...... 70@ 90 beng mea || 1 75@1 80 Aloe, Socotri .... 45|Coriandrum ..... 12@ 14 Gent “i oe 7 @ 35 Ammoniac ...... 60| Cannabis Sativa 1@ > a Taria ....... @ 10 Asafoetida 40| Cydonium ...... Set Cing @ 35 Benzoinum .. 55| Chenopodium ... 25@ 36 Chiore’ orm ... 82@ 52 Catechu, 1s @ 13] Dipterix Odorate. 80@1 00 ar Squibbs | @ 90 ——— # @ = Foeniculum ..... @ 18 pat ggg Crss1 oo = Yatechu, \s : Foenugreek, po.. 7 9 ie Comphorae ..... i601 Nita ete 19 6 — P-W 38@ 48 Bupnorbium’.... @_ 40/ Tint, ‘gra. bbl 2% 3@ 6|Cinchonid’e Germ 3x@ 48 Galbanum ...... @1 00| Lobelia ......... 75@ 80 loiag se oer ees 3 80@4 00 Gamboge po..1 25@1 35 = Cana’n 9@ 10 a s list D P Ct. 75 Guaiacum ..po35 @ 35|Rapa ............ @ te gos @ 45 Kino ...... posse @ 45|Sinapis Alba... 7@ 9 ao —— = 4 Mastic ...:2...:- @ 60] Sinapis Nigra ... 9@ 10 me a, prep .... @ 5 Myrrh ..... po50 @ 45 Hieteee reta, precip 9@ 11 2 Gn aa aa OT: 20@3 25 P Creta, Rubra ... @ 8 Shclige .. 025... 50@ 60 Frumenti W D. 2 00@2 50 Oromia, .6.55.0..2 i 40@1 50 : Prumenti -.-.-... 25@1 50| Cudbear . oe @ 24 Shellac, bleached 50@ 60 Juniperis Co O T'1 63@2 00 | Cupri Suiph 6%@ 8 serena TO@1 00 = ere — - Dextrine ......... eo accharum 0 Absinthium ..... 50@4 60 Spt Vini Galli ..1 pe 50 oe re Nos.. 3 : Eupatorium oz pk 20| Vini Oporto ....1 25@2 00|Ergota ....po 65 60@ 65 Lobelia ..... oz pk 25/ Vina Alba ...... 1 25@2 00| Ether Sulph 7@ 80 Majorum ...0z pk 28 as Ws Mentra Pip. oz pk 23 Sponges a so e Se ols. @ 15 Mentra Ver. oz pk 25 | Flerida Sheeps’ wool alla .......52--. @ 2% res ox pk 39 | carriage ...... 3 00@3 50|Gambler ........ 8@ 9 wasn < 92 | Nassau sheeps’ wool Gelatin, Cooper.. @ 60 Thymus V.. oz pk 25 carriage ....... 3 50@3 75| Gelatin, French . 35 60 Magnesia Velvet extra sheeps’ Glassware, fit box Ue Ciieted Pat 55@ 60 wool, carriage.. @2 00| Less than box .. 70 Carbonate, Pat.. 18@ 20| Extra yellow sheeps’ a hc Carbonate K-M. 18@ 20 wool carriage. D1 25 tlue white ...... 15@ 25 Carbonate ...... 18@ 20| Grass sheeps’ wool, ee a “ae ? carriage ...... @1 25|Grana_ Paradisi.. @ 2 Oleum Hard, slate use.. @1 00} Humulus ....... 35@ e*n Absinthium ..... 4 90@5 00| yellow Reef. for Hydrarg Ch...Mt @ 90 Amygdalae, Dulce. 50@ 60| slate use |..... @i 40|Hydrarg Ch Cor @ 85 Amyegdalae, Ama - ae 25 5 Hydrarg Ox Ru’m = @1 00 PASE oon oc es 75@1 80 Syrups Hydrarg Ammo’l @1 10 harass Cortex.. E 60@2 80| Acacia .......... @ 50|Hydrarg Ungue’m 50@ 60 Bereamil .......- 2 75@2 85| Auranti Cortex @ 50|Hydrargyrum . @ 75 Cayipoti ..50.... 85@ 90 | Zingiber ...... @ 50! Ichthyobolla, Am. 90@1 00 Caryophilli ...... 1 10@1 20} Ipecac <......... @ 60|Itndigo ........... T5@1 00 Ceasar 50@ 90| Ferri Iod .. . @ 50 Iodine, Resubi 3 85@3 90 Chenopadii ..... 8 75@4 90) Rhei Arom @ 50 lIodoform ........ 90@4 00 Cinnamoni ...... 1 15@1 25; Smilax Offi’s SOG 66 Lupus. ......... 46 Citronella ....... 6u@ to] Senega .......... @ 60 Lycopodium 8@ 90 Conium Mac ... %vm vs | Secillae .......... © 0 Cite: 2.4525...: 65@ 7F Liquor Arsen et Rubia Tinctorum 12@ 14/| Vanilla ......... 00@ Hydrarg Iod .. Saccharum La’s. 22@ 25} Zinci Sulph ..... 7@ Liq Potass Arsinit 10@ i Saget 5s 4 50@4 75 s Magnesia, Sulph. 2@ Sapguis Drac’s.. 40@ 50 bbl. gal. Magnesia, _— _ - 198 Rape, We ac... cs 12@ 14| Whale, winter .. 70@ 70 Mannia, ean, BM ici aie a 10@ 12) Lard, extra 0@ 80 MenHenOl 2... 5.6 3003 40 Sap ..-3.. @. 15; Lard. No. 1 60@ 65 Morphia, S P & W2 35@2 60 Serdlitz Mixture | 20@ 22)| Linseed, pure raw 45@ 48 Morphia, SN Y Q23£@260|Sinapis ......... @ 18|Linseed, boiled ...46@ 49 Morphia, Mal. ..2 35@2 60|Sinapis, opt . @ 30 Neat’s-foot, wstr 65@ 70 Moschus Canton. @ 40| Snuff, Maccaboy, Spts. Turpentine ..Market Myristica, No. 1 28@ 30] pevVoes ....... @ 51 Paints bbl. L. Nux Vomica po 1a 10 fe. s’ Vo’ 51 Red Venetian ..1% 2 @3 Os Sepia ....... ng “i oe Pees 6S Ochre, yel Mars 1% 2 @4 Pepsin Saac, H & a Dorms 98 11 | cre: vel Ber -.1% 2 @3 Soda, Boras, po. 9@ 11) putty,” commer’! 2% 2403 P D Co ...... @1 00| Soda et Pot’s Tart 25@ 28 Putty, strictly pr2% 2%@ Picis Liq NN % Seda, Carb ...... 1%@ 21 Vermillion, Prime Sal Gem 2255.2) @2 00|Soda, Bi-Carb .. 3@ 5 American... 3@ 15 Picis Lig qts .... @1 00}Soda, Ash ...... 3%@ 4!vVermillion, Eng. 75@ 80 Picis Liq. pints. @ 60|Soda, Sulphas @. 2!Green, Paris .... 14@ 18 Pil Hydrarg po 80 @ 50) Spts, Cologne @2 60|Green, Peninsular 13@ 16 Piper Nigra po 22 g 18|Spts, Ether Co.. 50@ 55/Tead, red ........ 74@ 7% Piper Alba po 85 30|Spts, Myrcia Dom @2 00| Lead, white ..... 1%4@ 7% Pix Burgum .... — Spts, Vini Rect bbl @ Whiting, white Sin @ 90 Plumbi Acet .... Spts, Vii Rect %b @ Whiting Gilders’. @ 9% Pulvis Ip’c et — i 3091 50 Spts, Vri Rt 1021 @ White, Paris Am’r @1 25 Pyrethrum, bxs H Spots, Vili Rt ogal @ Whit’g Paris Eng & PD Co. doz @ %)|Strychnia, Cryst’l 1 05@1 25 ar @1 40 Pyrethrum, pv .. 20@ 25|Sulphur Subl ... 2%@ 4) Universal Prep’d 1 10@1 20 GQuamine .22...-. 8@ 10| Sulphur, Roll ae > 3% Quino, S P & W..19@ 29|Tamarinds ...... Varnishes @uina, S Ger.:.... 19@ 29| Cerebenth Venice 280 30 ‘No. 1 Turp Coach1 10@1 20 uma IN. Yo... 3: 9@ 29| Theobromae .. 26) GO! Extra Turp .....% 60@r 70 Drugs We are Importers and Jobbers of Drugs, Chemicals and Patent Medicines. We are dealers in Paints, Oils and Varnishes. We have a full line of Staple Druggists’ Sundries. Weare the sole proprietors of Weatherly’s Michigan Catarrh Remedy. We always have in stock a full line of Whiskies, Brandies, Gins, Wines and Rums for medical purposes only. We give our personal attention to mail orders and guarantee satisfaction. All orders shipped and invoiced the same day received. Send a trial order. Hazeltine & Perkins Drug Co. Grand Rapids, Mich. r I and ar anions ICE aa are carefully correct CURRE market e at any ti rrect at time ed week! NT prices at da me, and c of going y, within s te of purchas cuntry merc to press. rE hours of maili B 3 : ie. han e 1 e} ADV ts will ha s, howeve ing, | Best Pepsin VANCED ve their r, are lia ae Pepsin, 5 boxes orders filled at me — iaoees, Se at Bene Son Mga 00 | Jumaica unch .-. : a Be e... re ieeee os ee DECLINED Ee iS saa vet © jet cpa ccc N seine pe — Per’. = —_ ingens sees. fe oe caer ominy tt vem Yer weveeeeeeetees earl sa Bulk GHicoRY 30 Lemonade | seees sss. i io og gaeem 10 aT yy Lemon ae Sena 11 Maccar engi a de 3 0 eee Lemon ade a 10 oe and Cos 70 inde | Ga ceenpeitas mann = iene Wafer ao--e-48 | Empa = aren tt 85 x to M - Franck’s spe engear eat ?| Malaga Cake oe 16 ee tae — B arkets —- sertteascts hte : Mary Base sro tes nee : Common oe... = 66 Col S GOL ATE AT ADT 1 a ¥ : 8 i A ad sae Marshmallow muaaie 1 Chester 200.000 200000. Ae remiu weet .. Co.’s X uskegon B Creams G ease 2 25 ‘ AXLE GREA 2 ae Be ae 92 — oo iced it Sone wn com 93 Cel | ib, wood ‘boxes, 2 Eagle ae. Mixed Pi Gales: 425 Split, ak te} 2 bxs a 344Ib. ~ ae "4 dz. 3 00 — a ae 35 ich. Paes oo 1 45 ee . siete Bary ane 2: 30 ee Bich Sct gy [rast India soon 5 per ie arly We cr, @1 Cleveland 3.2... N va std. G A hac 251d. pails, doz. v June Sifted 9 00 | Coloni : eben eG erma cks be. ety * per oe Ss 0 nia. : BR es caesar eee ~~. 54 Arctic’ Ai doz... 13 : — Plums. 1 8 Colonia 4! : ie sae oe Flake, : oe pa mmo 20) _____ Pineapp woe r Oat Be og ee rl 8 Pe tb 12 oz oals 2 - seated Pineapple ag | Van Houte ocaaee Crackers 2112! 8% Pearl, 130 tb. sacks. . an 2 aos box OZ. Micsd ono, 2 Ton Houten eee ae Geouue Slices isi ote FLAY 24 Th. . sacks. . : bY 1b Columb BEANS F ween co. Va Houten, - Penny [ee cis. 18 24 Io. PRES... 5% imp. ae 2s Bre air umpikin 35@2 65 | V: Ponte Pine iekee dot... 8 Cole Foote & EXTRAGS = pany per doz. d pwn gear pe n arene Hawton a Hon get sc: g 9 org ‘s Jenks CTs Ip. can, per doz...... ea 70 |W a Pret ae sete ea "16 [3,9 Panel Van. = ‘Rinsi “BATH doz... ee : 40 Gallon eee 80 Wilbur, ies ewes: bretacllettes, 2h ‘i 8% No.4 Taper en 1 20 a. rican IcK ee = BR pivabar e ais ettes, M d. 8% foh: Binks 0 76 > } English ac epoca 15 Standard 2sPeeries 2 o we SSeOANUT 42 Revere a ei aa 3 Peenpudhen gatas 00 fe . seseees Blan, Russian i . Assorted ...... 2 A BLUINé gp | 41D ia Ca Dunham's -— cae ae —— c 3 [No ess Ext. L ~ Ble rctic Bluing 61D. sa x. aviar Dunham's Bs & ao 26 ee —. =f No 3 Some D.c — ° aor a cae oe vcsets Cok if : rT. i pao. oO a § oz ovals 3 doz b = aaa 23 ba m’s HS 2000, 27 Scotch’ Cookies —° Panel B. Go... 76 aon... = und 2 doz ox... 40 — 14 00 | 201. COCOA SHEL: cs oot ‘a4: sper Panel D. 222202 00 Gecoanut ......... 2|No. 1 Ca OMS ox. 75 | 5°? River: tall I bags HELLS Spiced ingers ... i: 1. Hey ull Me ee 00 —, Shelis eehenee 3 eet PO ae — Alaska ans mt oe Less quantity eee Spiced inant ue ; = oon Meas D. ieee iw ogee No. Earpet veeceeee. 5 SE CiR tae 1 @1 90. rantity se ees ultan: ar To - 10 eas cys e ers pier ae oo ce 0. 4¢ pak 9 35 aska 35@1 ges . =o Ss a Frui ps .. WM Je ; 2, 20 en SEES P. ar sivas Bete @1 45 COF oy ugar it -. 9 flexi nni C..2 25 Bea ee 8 arlor pet . Se ae Do Sa = FEE oo Ss Cak wooses can ngs 25 es iom as Cc aa Sir mesti rdine 95 | Com Ri ugar es ... +15 Ext Dried D — aoe ib Domestle. ys.-8 @ Fair... sae eo iecgoron ® [Nov 4 Ba wae Fruits - on le gaa 3 California, ee == A ecetecee es 13% Superba oo or, [No 6 Panel D.C 1% ors . até 54@ — reese 14g [U cane wena . P aoe: 4 BRUSHES 20 aliforni s...8 a eee / rehi y Fi | Ta anel idea 0 5 F SH aan ge Fre a suas |comeon saatee 16 Vv: — |. ngers per P D. Cc a arinaceous Goods golid eee | French, igs: “11 ae Santos" 1a | Vanilla Waters’... 98 [2 oe Panel B. 6.2122: 5 o¢ : srs rhe gil in ec 75 | Standard fo san Chics 22000000 ee 13% Whitehall .-- je seek . a Full Meas. D D. C.. 85 Gr. ee a s noice «+......ssess.0. 14} Shall... 002. c0s 0. 2 eas. D. Lae Bre r a: 2 | Fair ma BEES ones s ee anee 16g | eG Ynceece Gent = Assorted Fis C13 00 ~-a eeseeeees as. maa — ce ee ae” | cetee ers (Bent Amoske AIN BAGS.» ee . 35. aie ee ee = and ‘ Maracaibo cies ee eae alee a ged t 16 Acantdee an — 75 eae bk eke 5 eae ee 1 ee DAT gates GR , less th ale 19 a ttt ag | No. ene ors 4 00 nee rareeeenssenees < tae Seal Gasds. AINS AND an bl 19% — : ie a exlean et ee Pe ” Doz. |N on heat FLOUR ee ine Yo. Loassarees mp ovree 1 ae ee a ease n : 0. 1 ¢ WwW Sees wee Winer 2: a Eanes a 1 49 | Choice Steg = ees “£80 NO. 3 Red ve SR ie weer a "s But. Wafers .56| No. 2 Red «--.- see H Il 6 Wy BUTTER COLOR @1 25| Afri eee 1 Gheese Sand os 1100 | P inter Wheat Fic “32 heehee g "Cie s ate @1 30 Pees At es — Cocoanut. M a ee Patents pies = ssi" Bata“ a8] Bist ae Saige ua”? | asians [Bete oibet 488 eet socge a indig: 1 ae nino“ Licht. Ve. erfecti arrels cettesreereeeee Five O’ yster |........ 175 traight o-oo ceseeces 4 50 Oo ara ffin ght, 16 oS Wat on . a 5 Fro cindic Gea! 5| Clea traight 4 eek Paraffi e, 6s... s..:. 38 D er White... @1 rabian ocha Spo cle Fr sted Coff i <. 200 feak Seen aw eS -4 30 Jelly a 5 Wicking’ — 9 Pee Gasoline". Oo oes: Guaee Softee Cake... — 2 oe . ee Ing eo COGS =" Pi ‘or’d Nap’ @12 New ackage -+-21 Grah a Snaps, N Bee - 1.00 aM wgrteseteeses 3 0 Se pie opine : ee “apple eee — ia si = @i2 ——— York Basis ae C 2 Subject’ oe a i foes i 4 = Licori i e tanda —— ch ee ary | J ae Marshm aps .. ee we te Nibiies one, 37 ce. rds. winte ----16 @2 ersey ...15 09 | Gatm allow Daintica Fl ual cash 6 Elcortce veesceescsees cepa 1 "asec | shh oat ete 1B ir yaa amis 5 . Standards. . Bordeau akfast Fo McLau hii ee ea 15 Pretzellette ee eee .00 orden ditional, 25c¢ per Men’ ba Ba ae Cre. Flak ods Mel. ghlin’s 00 oyal es, H. M.... ‘5 Quak rocer ; Meat Eixtracis Baked o.o.c00+-+ 3 00| Crescent, akon. 36 1 5 oe so rotations on Rete gaa oe is 4 30| Quaker, cloth" Co.’s Brand Molasses ........0+0+0-. ae 80@1 30 wee OrSce 3 zeae orders” direct t Mail a Strata’ Fas S 1.09 WWykes-Sch as ee 6 ax re @ 95 ixcello Fla 6 pk 2 50| gO. ughlin & to W. all | Soci our But eee 001K ipse eeais at ee mele 70@i 15 Excel akes. 2s ..2 85 Co., F. cial Te fee 1.00| Kansas Hard Wir ser" Nuts ..... N Standa Blueberries 5@1 = Foree, 36.2% = ib 2 7 Hotiand extract Chica- Soda: eee 1.00 one” eden pe N eo o| Feli po aa : — cer - dives ° | Sip jrook Trout 40| Malta Nuts, 2 doz... 4 50 Hime voxes, 95 | Sultana Lady ingens: 100 Spring 2. aa sores . cans, spiced a Vita, : 1.2 ummel’ oil, 1% gro. 15 need Tuit Bi rs.. 1. Gold Bak Flo 2 coecee » Spiced 5 75 Mapl-Flake 36 1 Ib ---2 40 el’s ti gro 5/U a Bis iscuit. 00 en oF er’s B mh eeecees Li Cc ak os n, % . . 85 needa cuit . 1 Gold torn, rand Pipes . P sue SS 7 ‘pigs. SS cts ae oon a an . 2 aia aoe Ceresota, ye cote oe 00 eo cat os eeee é co ae 6 Z . ae fee coe € i ’ So nae g [Barris ov drum e ae we rand - RB reeeee 6 re Standards oe 3 20 — ‘small oe : Salted. iene za aris : Boxes. or oe - Ceresota, ia Sue nmin 5 = Riee .... sg R ° aS coated BOXCS ----eeeeeeeeeeee ota, WS o-oo... 5 Seeks ew F vd a 50 — P esas Oats 450iN. B.C ae Sete 6 Senae sang us 29 oe Mine. 18S cause 15 salad : s 3 air Mo: Cnt, 104 ib bbl....5 Select Sc Soda PE CAMB noes seco eee 301g d Mine. ¥%s cloth 5 25 Sate oe — re, i jacks 2 90 Select Soda. .----+2++- 6 eee 32 | Gola wane: ies cloth. 8 05 —o ancy Q rei. 100 Ib. ack 5 Zeph ga Flakes 1.1111! Sun A RUITS tee vo d Min ¥s pa ..b 05 Balt ee rt: eas ee uaker, cases tb. sack 2 25 yrettes ea eee = a pples a ine, “4s a: ‘5 05 Soda <2... Sur ooh ee oo a ae on in e 5 Satt Fish .... pcan i Extra Fine — = ulk a ge 10 N. Sa aa +13 | 100- rGalifornia “pri. -20 1951 : Wingola, Eve — Guana Shoe’ Biackin; oe ee xtra Fine 1.0.22... 22 i. ee Fa ‘ ae a 90- 251d b runes ngold, 48...... arene 5 10 Snuft Blacking 111... 17: i Moyen ........ zs c gonna oe % ant See Salted ; 30. 90 — bots Best pillsbory’ a 5 10 Soap... ee stassannGooseverries 13| Columbia, 25 — 0 | Animas wes: Ree ea, 70- §° 35th boxes os. Rest, 4s cloth. srand eee nt ea . S...--- aitio Aceacke - 70 2 xe st, 4s cloth......... 5 2 ie ge ¢| Standard sper. 9o| Siders avarte* Pe go Bagley Sema ees 8 a co 2 poe @ 8 | Best, 5 ot 0022.9 09 i ; ee efi: Ae s ’s pints ........ 3 le Is B essseey acc E 25 xes = Y, ere oe 00 a eer lee =ty s Star, wr ees 85 nider’s % ae ge ~ Brittle zs Mineo 2 = Ba mag boxes “ Best, Bowral paper........ 8 05 s Lieceeeeeeeenes r 11b. sg os San oete Ac CHE ey eee 1 30 Cc wheels, feel ipilaiel ae sal Scot ess in xes ae en Gr ce feos 05 Tea . pia rena : Picnic Talls | ee - ¥ 4 area Git we — oo kd & M.. at Corsican Bos cn 8% Laurel, is cloth 3 -:5 20 en : Mustard Mackerel eel nase 2 60 Peerless Wows. @14% Coffee Ce Tee “8 | Currants — “és late ce 5 20 BeBe eee ccees ‘ Mustard. 2m. Blsie ..- 2s @i coblain Cake. N. sg l6 Imp’d 1 farante @14y | wei — Sans oe detain § | Soused, LID --1 §0| Gem CS @ity Cocoanut ‘Taity 222.2. SS et d. pkg. = @ 7 aa vkes-Sehroede rer. 00 ee BPE a roti pape eee ay vy |SY ee te ce iis Dae iee m:.to, 2 . ..2 801 Ri oo @ C ecoa Dr rops oe 10 ange rican eepy E e, 4s ..5 00 Washi w ee ee 1 80 a ome sete a ag ote ri ee a 1 American sevens 13 Sleepy a igs + 90 Wi ng P otels shroo 2 80 arner’s ixie C Bouin: uondo: aisi ..13 leep ye, % oth. .4 wean : owder . cuttenk ms ca a“ ec oe — i ons = London Layers, 3 y Eye, iis paper. -4 = owe eeveeeeeesees 9 Pees on | Eaam Didy, | Erost 7 aeons: 9 us ye er aper.. ng Eee 9| Gove. 1m me Leiden 00 ae “12% Loose itu crown Bolted . Meal — Se Gove BB. 2 oe eee iS |e Ste ee rotse mame 3° Sellen “Granaiatea "2:3 Cake - 10 1tb, Ov ccs. @1 80 Sap apple . : : 14 Gr ger MS oo eeeeeee ence uy I ose Mus atels, 3 r No ar Feed ated 70 oceceee Pi P al.. 551 a 40 % aham ete eRe 12 4 M.S catels, cr. 6% Gar 1 Cor screened 2 80 isc Yas a —_ year en (one 5 Crackers... 2 |b M. seeded, 1 ia! er. — = a cori at we CH cea @ls Hazelnut =... NBG 7 Sintanas, bulk % Gane Gorn" Meal. co nts 113 00 coceserel 45@2 15 Ame HEWI! @ 416 | ney Cak Ce ak 1% ultanas ulk Wi eal course... 00 ica NG G 20 one aN. Be FAR pack i 19 00 25 Beema n Flag UM Ho y Fing: B.C. INAC age Wi Wh roc. n’s Spru ney ers A: 12 EO % nter eat B .31 00 Pepsin sees 50 Honsehold "Co es, as Ice. 13 a Liens EOUS entnea Cow oe Bran. = 50 glee ag ais A Med Ha Pica. i a 30 ee'ees « mpets 10 2 n Holland +1 sor 8% rlots . ats os caeees 4 1%. Bed SHOES com. nen OT... : ee ale aes ors” No. 1ti Ns aera Na. 1 ‘cas ras 1 othy ton _ 10 50 12 50 MICHIGAN TRADESMAN > Pei gas 4 2 1 0 0 0 2 ne 2 i 0 0 -5 20 -5 10 -5 00 -5 05 -> 05 -5 20 rand -5 20 -5 10 5 00 -5 00 0 0 0 0 0 ae 5 = +o ‘oe ee he be He OT COnmnwed Pp Laurel Leaves ........ Senna Leaves ......... JELLY 5 Ib. pails, per doz. ... 15 Ib. pails, per pail... 30 Ib. pails, per pail.. LICORICE ‘MEAT EXTRACTS Armour s, 2 oz. ....... 44 Armour’s, S60 .. 2.3. 8 Liebig’s, Chicago, 2 0z.2 Liebig’s, Chicago, 4 0z.5 Liebig’s Imported, 2 0z.4 Liebig’s Imported. 4 02.8 MOLASSES New Orleans Fancy Open Kettle Choice ....... ........ Half barrels 2c extra. MINCE MEAT Columbia, per case.... M USTARD Horse Radish, 1 dz .... Horse Radish, 2 dz oO LIVES Bulk, 1 gal. Kegs...... 1 Buk, 2 gal kees..... . r Bulk, 5 gal. kKegs...... 1 Manzanilla, 8 0Z....... Queen, pints -.......... Queen, 19 oz......... Gueen, 28 OZ.....6.:...; Stuffed, 5 0z..... ewe os Sormred, © of........... i Stutrea, 10 0Z......... 2 PIPES Giay NO. 296 ....5. 2... 1 Clay, T. D., full count op, Me. 3s .........:.. PICKLES Medium Barrels, 1,200 count.... Half bbis., 600 count... mall Ss Barrels, 2,400 count.... Half bbls., 1,200 count 4 PLAYING CARDS No. 90 Steamboat ..... No. 15, Rival, assorted..1 No. 20, Rover enameled.1 No. 512. Special. .....: 3% No. 98 Golf, satin finish.2 No. 808 Bicycle........ 20 No. 632 Tourn’t whist. .2 POTASH 48 cans in case Babotes 23.000 62,. 2... 4 Penna Salt Co.’s....... 3 PROVISIONS Barreled Pork ee eat SIAew ........... s 16 Smoert Cut .....5...... 147 — cides cues corse c ce 12 i - A Brisket, clear ........ 1 Clear Family cee aie 13 Dry Salt Meats SP Bellies .......5... 10% BeHies 2 oc... extra: Sports .2.....5-. Smoked Meats Hams, 12 Ib. average.. Hams, 14 Ib. average.. Hams, 16 Ib. average.. Hame, 18 Ib. average.. Skinned Tiams ....-:... 1 Ham, dried beef sets. Shoulders, (N. Y. cut) Bacon, clear’... .. 4. California Hams ..... hy Picnic Boiled Ham ... Boiled Ham .....15%@16 Berlin Ham, pressed... Wines Ham <2..::5..3 9 Lard €omuound., .2.....°.4 4. 6% 80 ib. tugs.....advance 60 Tb. tubs....advance 50 Ib. tins......advance 20 tb. pails....advance 10 tb. pails....advance 5 Ib. pails..... advance 1 3 tb. pails..... advance 1 Sausages Peesoetia 2... cots: 5 AME oe. uit ew os ar 616 Mrankiort 2. oo oes Bek oo ee 6% Oe ae, cise cae 8 SERUM oo ee 91% Headehcese ...:....... % xtra Meese .......... menclens 63. 6s... - se 10 50 Rump, new ....... «..10 50 Pig’s Feet Be OD cc cess scene oe ‘4 bbis., 40 Ibs ....... : = ble * RRM ee ee al eeu ta 7% Tripe Mies. 96: WS. 2s. ee 1% Hols., 40 ibs... -... 1 50 % bbis., 80 Ibs. ....... 3 00 Casings m Hoes, per Tm. ......... Beef rounds, set ...... Reef middles. set ...... Sheep, per bundle .... Uncolored Butterine Solid dairy ...... Canned Meats Corned beef, 14 5 Roast beef ...... 2 00@2 50 4s 45 oro ® ce saa a Japan... ANAM ® 6 Carolina, ex. fancy 6 SALAD DRESSIN Columbia, % pint...... Columbia, 1 pint....... Durkee’s, large, 1 doz.. Durkee’s Small, 2 doz.. Snider’s, large, 1 doz... Snider’s small, 2 doz.. Packed 60 Ibs. in box. Arm and Hammer...... ; 1 oa QOHOHOHHHOO wm DO onw bo OTe L. 2. Wyandotte, 100 %s ...3 SAL SO Granulated, bbls 8 Granulated, 100% casesi Lump, 145tb kegs .. SAL Common Grades 100 3 iB. sacks ...¢..... 21 60 & M. sacks ........- 2 28 10% Tb. sacks ...... 1 56 Ib. dairy in drill bags 40 28 th. dairy in drill bags Granulated, fine “a Ne Small whole oe @ 6% Strips or bricks. 74%@10 k 3% eee eee es 13% White Hoop, bbls White Hoop, % bbls White Hoop, keg. White Hoop mchs ecccnecsecced 10 90 8 Cardamom, Malabar..1 00 CORBI ik cc 15 Mixed Biré ~...:.:..:- Mustard, white...... PODOV soc vc tees ee ss 25 SHOE BLACKING Handy Box, large, 3 dz.2 50 Handy Box. small...... 1 25 Bixby’s Royal Polish... Miller’s Crown Polish.. , in bladders...... 37 Maccaboy, in jars........ 35 French Rappie in jars.. SOAP Central City Soap ~*~ Boro Naphtha is ........ ; J. S. Kirk & Co. American Family 4 Dusky Diamond, 50 80z 2 Dusky D’nd, 100 60z.... Jap Rose, 50 bars...... 3 7. 0|Savon Imperial ........ 3 White Russian......... 3 Nome, oval bars....... 2 2a Snowberry, 100 cakes. .4 LAUTZ BROS. & CO. Acme soap, 100 cakes. .2 85 Naptha, 100 cakes..... 4 00 Big Master, 100 bars... Marseilles White soap..4 00 Snow Boy Wask FP’ Rolls. dairy .....10%@11% Proctor & Gamble Co. > ae een cag pa Sap ee 85 0 EVOEY, G6 OB. 2255. ce 4 06 ee, 20 G8. ooo a 6 7 A } A. B. Wrisley Good Cheer .......;:..; 4 00 Oa Country 2... 3 40 Soap Powders Central City Coap er Jawan: 36 020-050... 5... 2 40 Gold Dust. 24 large ..4 50 Gold Dust, 100-5¢e ....4 00 Kirkoline, 24 4Tb. ..... 3 80 POAVEMG eo le. 3 75 DOMAINS 22 es 410 Babbitt's Fiié ......... 3 75 ROMOIEA, ec 3 50 AyIRGU so. Se 3 70 MOISHOR ooo ie. 3 80 Soap Compounds Johnson's Fine ........ 5 10 Johnson's XA ......:; 4 25 Nine Oclock .......<.. 3 35 Rub-No-More ......... 3 75 Scourin Enoch Morgan’s Sons. Sapolio, gross lots ....9 00 Sapolio, half gross lots 4 50 Sapolio, single boxes ..2 25 Sapolio, hand ......... 2 25 Scourine Manufacturing Co Scourine, 50 cakes ..1 80 Scourine, 100 cakes . a 50 Ss ODA BGMON oo. o 5% Kegs, English ......... 4% UPS Columbia 5.6... e: 3 00 Red Letter ............ 90 SPICES Whole Spices Alepies 2.66.0 o.... 12 Cassia, China in mats. 12 Cassia, Canton ....... 16 Cassia, Batavia, bund. 28 Cassia, Saigon, broken. 40 Cassia, Saigon, in rolls. 55 Cloves, Amboyna. .... 22 Cloves, Zanzibar ...... 15 Maes ooo. eecece 55 Nutmegs, 75-80 ....... 45 Nutmegs, 105-10 ...... 35 Nutmegs, 115-20 ...... 3 Pepper, Singapore, blk. 15 Pepper, Singp. white. 26 Pepper, shot .......... I Pure Ground in Bulk AMepice ooo. 16 Cassia, Batavia ...... 28 Cassia. Saigon ....... «43 Cloves, Zanzibar ...... 18 Ginger, African ....... 15 Ginger, Cochin ....... 18 Ginger, Jamaica ...... 25 Meee oo. . Mustard ........ Pepper, Singapore, blk. 17 Pepper, Singp. white . 28 Pepper, Cayenne ...... 2( Sage oo ee 20 STARCH Common Gloss 1% packages ........ 4@5 3b. packages. ........ Hr 6Ib packages .......... 40 and B0ID. boxes sass Berra Common Corn 20Ib packages ........ 5 40Ib packages . 114% @7 SYRUPS Corn Barrels oo 23 Halt Barrels ..)... 2... 25 20th cans % dzincasel 70 10th cans % dzincasel 65 5Ib cans 2 dz in case 1 75 24%Ib cans 2 dz in casel 80 Pure Cane Wate. .....: a ie a. 16 Good ..... foie Gidea alo lolea lal 20 Coetee oe a Se TEA Japan Sundried, medium ....24 Sundried, choice ...... 32 Sundried, taney ...... 36 Regular, medium .....24 Regular, choice ......32 Regular, fancy ........ 36 Basket-fired, medium 31 Basket- fired, choice ...38 Basket-fired, fancy ...43 NEO 22@24 Siftings ........... 9@11 Fannings ......... 12@14 Gunpowder Moyune, medium .....30 Moyune, choice ....... 32 Moyune, fancy ........40 Pingsuey, medium ....30 Pingsuey, choice .....30 Pingsuey, fancy ..... 40 Young Hyson CeCe ee. ee lc 36 Oolon Formosa, fancy ..... 42 Amoy. medium ....... 5 Amoy. choice ...... -32 English Breakfast POON oc ecco e Lie 20 Coeee oes 30 PARC occ oc So 40 India Ceylon choice ......... 32 WONGY coccccn ces oie oan » TOBACCO Fine Cut Fiowatha, Sib pails.” 6s wa ae Hia: 10 pails...58 10 Telag-am Pay Carin. s. cou e cee Pratrie Kose ......... 49 Protection ooo. .66655s 40 Sweet Burley ........ 44 IGE oo oes oc 40 Piug Med Crone ooo. o.. e 31 AN eo »..35 Piawaths 2 owe ooo os 41 ote. 35 Hattio Aw... 37 American Eagle ...... 33 Standard Navy. ..... 3 Spear Herd 7 oz. ....47 Spear Head, 14% oz. ..44 Nobby Twist, ......... 55 Joily Var. oo Glid Honesty: ...0.0:-:: 43 POGGY 6.220 5.5.5. 03.. 34 ee ee a 38 Piper HHeidsick ...0..... 66 EOee SAC 80 Honey Dip Twist ....40 Black Standard .......40 CMGINAE 8... 40 WOPEG@ 25 us 34 Nickel Dowist 2... 52 ee 32 Great Navy ..:........ 3 Smoking srect ©Core .2.. 55.0... 34 Biat @ar, ....... Seecctae Warpath. oo 26 Bamboo, 16 og .......25 Be OR eae oe 2 I X L, 16 oz. pails. | Honey BOW codons cs | Gold Block. .........:.40 BIQSMAN oo oaks acc. CHIPS oo. cle a Kiln Dried. agape stem Duke’s Mixture ....... Dukes’s Cameo ....... 3 Myrtle Navy ....... ..44 Yum Yum, 1% oz . “a Yum Yum, 1ftb. pails” ne Cream co 38 Corn Cake, 2% oz. ....25 Corn Cake, Pe ese. 22 Plow Boy, 1% oz. ...39 Plow Boy, 3% oz. ....39 Peerless, 3% oz. ...... 25 Peertess, 134 ox ....:.38 Air Brake. Sees aad 36 Cant Foo. ooo). 30 Country Club.’ ........ 32-34 Forex- Good Indian .. a Self Binder, 160z, 80z 20-22 Silver Foam .......... 24 Sweet Marie .......... 32 Royal Smoke ........ -42 TWINE Cotton, 3 ply oo... 22 Cotton, 4 ply ..... cute, 2 pi ooo qa emp, € ply ......... 13 Flax, medium ........ Wool, Tb. balls .:.... 6 VINEGAR Malt White Wine, 40gr 8 Malt White oe 80gr 11 B&B Pure Cider, 12 Pure Cider, Red ae: 112 Pure Cider, Robinson. .13 Pure Cider, Silver...... 13 WICKING No. 0 per gross ...... 80 No. 1 per gross .. No. 2 per gross ..... 50 No. 3 per gross ....... 75 WOODENWARE Baskets Bushee ¢ Bushels, wide band Market ....... ee ee reeee Splint, large Splint, medium ....... : = Splint, small Willow, Clothes, jigs 00 Willow Clothes, ‘med’m. 6 Willow Clothes, small.5 Bradley Butter Boxes 2t size, 24 in case .. 3Ib size, 16 in case .. 5Ib size, 12 in case .. 10%b size. 6 in case .. Butter Plates No. 1 Oval, 250 in crate No. 2 Oval, 250 in crate No. 3 Oval, 250 in crate No. 5 Oval, 250 in crate Churns Barrel, 5 gal., each Clothes. Pins Round head, 5 gross bx Round head, cartons . Egg Crates Humpty Dumpty ..... 2 ; No. 1, complete ...... No. 2 a Savece ucets Cork lined. ’ = agile Cork lined, aces Cork lined, io’ s ue Cc , a Mop Sticks Trojan spring ......... Eclipse patent spring.. No. I common ........ No. 2 pat. brush holder 12 tb. —— =p heads 1 a Ideal No. Seed eae 2-heop Standard .....1 Cpeeerarcecceace al va --40 om Barrel, 10 gal., each ..2 Barrel, 15 gal., each ..2 Toothpicks Hardwood softwood Traps Alouse, wood, 24 holes . 22 louse, wood, 4 holes . 4 aivuse, Wuud, 6 hules . (U wouse, tin, 9 Rules .. 66 cede, WOOONE 6 og eaw weccs > bu Sut, Sprig so... 63... io Tubs 4U-1n., Standard, No. 1.7 vu 1d-in., Standard, No. 4.6 vu d4o-in., Standard, No. 4.3 vu 2u-mL, Caniea, No, L. ..7 ov i18-in., Cable, No, 2 ..6 6U 1t-in., Cable, No. 8. ..5 60 No. i Wipes .......... lu su Ne. 2 Fibre .......0. ¥ 45 eG. & Pitre 2.5... 8 dba Wasn Boards Bronze Glove ........ 2 ov HIGWEN ooo... 4... i a UVuuble Acme .. 2 75 Single Acme ..... -2 25 Double Peerless ......3 5U Single Feerleas ...... 2 75 Northern Queen ...... 2 75 Double Duplex ....... 3 00 Geod fuck ,.......... 2 75 Ciiverags 2.0.4.6. ..... 2 65 Window Cieaners Be PRS coc coc ae .1 65 Pe Oe 2.32. e. +98 30 Se Oe occ ole 2 3u “Wood Bowis it im, Batter: ......5. | 7 iS i, Butter .........3 8 40 ip. Butter ...... ocd 00 Ee tm, Butter... 1... 3 25 cS tee Dicitter «2... 4 75 Assorted, 13-15-17 ....2 26 Assorted 15-17-19 ....3 Zo WRAPPING PAPER Common Straw ...... 1 1s Fibre Manila, white .. 2% Fibre Manila, colored . 4 Ne. 1 Manila ......... 4 Cream Manila ....<.. 3 Butcher's Manila .... 2% Wax Butter, short c’nt.13 Wax Butter, full count 20 Wax Butter, rolls ....15 YEAST CAKE Magic, 4 dot ........ i 5 Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz..... 6u Yeast Foam, 3 doz ....1 15 Yeast Cream, 3 doz ..1 Ou Yeast Foam, 14 doz... 6s FRESH FISH Jumbo Whitefish @12% No. 1 Whitefish ..10@11 Sree ........... 944@10 Efanibet, |... 5. Wiu Ciscoes or sae > o 6 Bluefish. ... 10%@11 Live Lobster. ne @25 Boiled Lobster. . @25 | ao. @IG FeBGIGOCM .:........ @ 8 RACMORCE .6 05a @10 PIB 7 Pere,h dressed..... @ 8 Smoked White .... @1Z% Red Snapper ...... @ Col. River Salmon... @13 Mackerel .......:. 15@16 OYSTERS Cans Per can Extra Selects ......... 28 =. Counte ... 1... ..: 35 E. J: B. Selecta ....... 30 MICBCEES oo ee 23 Perfection Standards .. 25 PROCHOLR 22 RR EICRAIWI oo 20 Bulk Oysters er Gal NE. Counts ...0..).. 1 7S Extra Selects .2..:.... i i Selcets 0.0002. .50 0 L, 1 45 Perfection Standards...1 25 DEAMGRIOS os i 25 Shelli Goods Ciara, per gal... 3. i 20 Shell Clams, per 100... .1 25 Oysters, ‘per gal. ...... i 2 Shell Oysters, per 100..1 00 HIDES AND PELTS Hides Green Ne. Fo. os. @11 Green Ne. 2 405... 10 Cured. Neo 2 2.000 .54 @13 @ured INOo'2 050... @12 Calfskins, green No. 1 13 Calfskins, green No. 2.11% Calfskins, cured No. 1..14% Calfskins, cured No.2..13 Steer Hides, 60tb. over 13 Peits Olid Wool. ........ Ea se 60@1 40 Shearlings ...... 40@1 25 Tallow IGE oot oc @ 4% Ne, 2 coc Se @ 3% Wool Unwashed, med. ....26@28 Unwashed, fine ..... 21@23 CONFECTIONS Stick Candy Pails ESC a Tk% Standara i He... ie Standard Twist faI Jumbo, = Te eee. iy Boston Cream ........ 18 Time Sugar stick ea Mixed Candy GROCER. ieisc ccs hess 6 Sa dicbeoccege 7 Special Th Conserve . 1% Royal .... 8% Ribbon ... eae Beebe: oe 8 Cut Reet: ooo. eee 9 EOGGGY oo cee why Kindergartem: ......... 10 Bon Ton Cream ...... 9 French Cream. ......- 10 ROME eel. cae e 11 Hand Made Cream ..15 Premio Cream mixed 13 O F Horehound Drop 11 Fancy—in Pails Gypsy Hearts ........ 14 Coco Bon Bons ...... 12 Fudge Squares ....... 12% Peanut Squares ...... 9 Sugared Peanuts ..... 11 Salted Peanuts ........ ll Starlight Kisses. ..... 11 San Blas Goodies ..... 12 Lozenges, plain ......10 Lozenges, printed ..... 11 Champion Chocolate ..1] Eclipse Chocolates ...13 Eureka Chocolates. oe Quintette Chocolates ..13 Champion Gum Drops 3% Moss Drops ....... Lemon Sours ........ “_ Imperigia: oo... uso. 11 Ital. Cream Opera “Tl12 Ital. Cream Bon Bons 20) DAMS ow. clea. 12 Molasses Chews, 15tb. CARER ceiueaccue eeu. 12 — kisses, 10 Ib. , ae a a sae ae ee a eae a a iz Golden Waties ....... 12 Old Fashioned Molass- es Kisses, 10 Ib. box. i Pg Orange Jellies Seca y aes Fancy—in 5tfb. eon Lemon Sours ......... 55 Peppermint Drops ....6¢ Chocolate Drops ...... 6 H. M. Choc. Drops ..3% Bitter Sweets, ass’d ..1 25 Brilliant Gums, Crys.60 A. A. Licorice Drops . = Lozenges, plain ...... Lozenges, printed ..... H Imperigie oo 60 BEGCIOCS = Cream Bar 600. M. Peanut Bar . ‘Se Hand Made Cr’ms. "30@9 Cream Buttons, Pep. and Wintergreen. . 66 String Hoclke .......... 66 Wintergreen Berries ..60 Old Time Assorted, 25 1 Cage «os. 2 76 Buster Brown Goodies oer, GNOG) ooo. 3 60 Up-to-Date Asstmt, 32 im. Case ........... ne Ten Strike Assort- meme Nef; 2.4L... 6 Ten Strike No. 2 ....¢6 Ten Strike No. 3 ...... 8 00 Ten Strike, Summer as- ecrtment. ........... 6 75 Kalamazoo Specialties Hanselman Candy Co. Chocolate Maize .....18 Gold Medal Chocolate APRON occ c cs cues Ae Chocolate Nugatines ..18 Quadruple Chocolate .15 Violet Cream Cakes, bx90 Gold Medal Creams, DONS ..00600 0c 13% Pop Corn Dandy Smack, 24s ... 65 Dandy Smack, 100s ..2 78 Pop Corn Fritters, 100s 66 Pop Corn Toast, 100s 50 Cracker Jack ....... R Checkers, 5c pkg, case 3 00 Pop Corn Balls, 20us ..4 4 Cicero Corn Cakes .... 5 Der Dew o.oo co... 60 Cough Drops Putnam Menthol Saieh: Bros, ......... 1 25 NUTS—Whole Almonds, Tarragona ..15 Almonds, MVICE oo cos Almonds, California sft Shell .......... 15 16 Bremee 2... i365 12 Gis Bilberte coc. uce. @i2 Can he 2 2.7: @i7 Walnuts, soft shelled 18h Walnuts, marbot.... @15 Table nuts, fancy @is FPeeans, BMied. ....... @12 Pecans, ex. large... @13 Pecans, Jumbos .. @14 | Hickory Muts pr bu Cie HEW .....4.5, Coceaiuis ...... 4... Chestnuts, New York State, per bu ....... Shelled Spanish Peanuts... ede Pecan Halves ... Walnut Halves .. 280932 Filbert Meats ... Alicante Almonds ou Jordan Almonds . @4tT Peanuts Fancy, H. P. Suns. 5% fancy, HH. . P, Suns, Roasted ......... vas Choice, H. P. Jbo. @7% Choice, H. P. Jum- bo, Roasted .... Oss MICHIGAN TRADESMAN Special Price Current \%Ib. cans, 4 dos. case.. 5 %Ib. cans, 4 doz. case.. 85 1fb. cans, 2 doz. case 1 60 Reyal 10e size 90 %1 cans 1 35 6ez. cans 1 90 1b cans 2 50 %Ib cans 3 75 : lf cans 4 80 v me: 31 cans 13 00 5Ib cans 21 50 BLUING Cc. P. Bluing Doz. Small size, 1 doz box....40 Large size 1 doz box....75 BREAKFAST FOOD Original Holland Rusk mses, 5 doz. 2.22. ...: 4 75 12 rusks in carton. Walsh-BeRee Ce.’s Brands Per Wheat Grits Cases, 24 2Ib pack’s,. 2 00 CIGARS G. J. Johnson Cigar Co.'s bd Less than 600. ........ 33 600 or more ............. 32 1,000 or more ........... 31 Worden Grocer Co. brand Ben Hur Perfection ...../........ 35 Perfection Extras ...... 35 Pe es 35 Londres Grand. ......... 85 Stemganm 2.25520: 5... 35 Purttanes o.oo... .. 35 Panatellas, Finas. ...... 35 Panatellas, Bock ........ 35 COCOANUT Baker’s Brazil Shredded 70 %tb pkg, per case 2 60 35 %tb pkg, per case 2 60 38 %Ib pkg, per case 2 60 16 %lb pkg. per case 2 60 FRESH MEATS Carcass @ 8 Carcass @ 7% Hindquarters @ 9% pins oc. @16 ees cs @13 Rounds % 6% Chucks @s& Aates on & Reams (20. sc @ 9 Pressed: ......52. @7 Boston Butts .... @ 7% Shoulders ....... @i7 iat Bard 2.2.03: @ 8% Mutton Carcass 2: 225... @ 9 Pames ©3002 22S. @12 Veal Carcass .......-: 7@9 CLOTHES LINES Sisal 60ft. 3 thread, extra..1 00 72ft. 3 thread, extra..1 40 S0ft. 3 thread, extra. 1 70 60ft. 6 thread, extra..1 29 “2ft. 6 thread, extra.. Jute ee oe oe 2 75 Petes Se ce 90 WS ee ks 1 05 WS es 1 590 Cotton Victor ort... ae eee "ate 2 : cee oes We ee a 1 66 Cotton Windsor OO 1 39 Oe 1 44 PO a 1 80 ee ee 2 00 Cotton Braided Wee 95 WR 1 35 eM ce eee “ss 1 65 Galvanized Wire No. 29, each 100ft. longl 990 No. 19, each 100ft. long2 10 COFFEE Roasted Dwinell-Wright Co.’s B’ds. White House, 1Ib White House, 2tb Excelsior, M & J, 1tb .. Excelsior, M & J, 2%b.. Tip Top, M & J, 1m .. Royal Java Royal Java and Mocha.. Java and Mocha Blend.. Boston Combination .... Distributed by Judson Grocer Co., Grand Rapids; National Grocer Co., De- troit and Jackson; F. Saun- ders & Co., Port Huron; Symons Bros. & Co., Sagi- naw; Meisel & Goeschel, Bay City; Godsmark, Du- rand & Co., Battle Creek: Fielbach Co., Toledo. | Black Hawk, one box 2 60 CONDENSED MILK 4 doz. in case Gail Borden Eagle 6 40 CEO es 90 Champion ............. 4 52 en aces ke 470 MEMROONS (8s 6 5 os 4 00 Cuatieng@e =. 5.265 6350 4 40 Dime Se ai ieigateth aie ac 3 85 Peerless Evap’d Cream 4 00 FISHING TACKLE 6-20 f°im 22.50.32: .. _ 8 ao) to 2 dm cs... "22... 7 1% to 2 in -:....... 9 am to 2 im 22... u ee ee 15 2 Im . ga Cotton Lines Wo: 1, 10 fest ......... 5 Ne. 2. 16: fect: 2. 7 Wo. S$. 15 fast ........: 9 NG. £26 feet oo 6 10 Na. 5, 15 feet .:::..:.: 11 Noe. 6, ib feet .....). 2. 12 No. 7; 15 fest .....:.. 15 No. 6: is fest .)... .:. 18 a: 3, 35 feet oo... 20 Linen Lines Seen 2 Otome oo 2€ TOO 34 Poles Bamboo, 14 ft., per doz. 56 Bamboo, 16 ft., per doz. 66 Bamboo. 18 ft.. per doz. 80 GELATINE Cox’s 1 qt. size ....... 110 Cox’s 2 qt. size ...... 1 61 Knox’s Sparkling, dozi 20 Knox’s Sparkling, gro 14 00 Knox’s Acidu’d. doz ..1 20 Knox’s Acidu’d. gro 14 00 Meoinow se o.oo. 1 50 enone 15 Plymouth Rock. ...... 1 25 Full line of fire and burg- lar proof safes kept in stock by the Tradesman Company. Twenty differ- ent sizes on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect the line personally, write for quotations. SOAP Beaver Soap Ce.’s Brands cakes, large size.. cakes, large size.. cakes, small size.. 50 cakes, small size..1 95 Tradesman Co.’s Brand. Black Hawk, five bxs2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES Halford, large ........ 3 75 We sell more 5 and 10 Cent Goods Than Any Other Twenty Whole- sale Houses in the Country. W HY ? For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St., Grand Raplds. Because our houses are the recog- HATS .-... nized headquarters for these goods, Because our prices are the lowest. Harness Double and Single Because our service is the best. Because our goods are always exactly as we tell you they are. Because we carry the largest assortment in this line in the world. Because our assortment is always kept up-to-date and free from stickers. Because we aim to make this one of our chief lines and give to it our best thought and atten- tion. Have you given us your spring order? Our harness makes money for the dealer. Our current catalogue lists the most com- plete offerings in this line in the world. We shall be glad to send it toany merchant who will ask for it Send for Catalogue J. Brown & Sehler Co. Grand Rapids, Mich. Wholesale Only BUTLER BROTHERS Wholesalers of Everything---By Catalogue Only ’ New York St. Louis Chicago y Qe RXS ocen? 2%, <& SS Up SPL Without Be Your 4% 2 z “Facsimile Signature O = ¥, COMPRESSED & %., YEA & of FLEISCHMANN'’S YELLOW a LABEL COMPRESSED YEAST you sell not only increases your profits, but also gives com- plete satisfaction to your patrons. The Fleischmann Co., Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Ave. 16. OUR LABEL Leading the World, as Usual LIPTONS CEYLON TEAS. St. Louis Exposition, 1904, Awards GRAND PRIZE and Gold Medal for Package Teas. 2% Gold Medal for Coffees. “oliitay All Highest Awards Obtainable. Beware of Imitation Brands. Halford, small ........3 25 Chicago Office, 49 Wabash Ave, 1-Ib,. 3-Ib., ¢.lb. air-tight cans, MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents subsequent continuous insertion. No charge less a word the first insertion and one-cent a word for each than 25 cents. Cash must accompany all orders. BUSINESS CHANCES. _ $1,500 drug stock will be sold at auc- tion to the highest bidder 1:30 p. m., February 1. W. A. Dutt, Belding, _— 5 Wanted—To buy stock of general mer- chandise $3,000 to $5,000, in small town in Southern Michigan. Address Merchant, care Tradesman. : 361 For Sale—Seven stations of Barr Cash and Package Carrier in good shape. En- = of A. Weiler & Bros., Hartford oe nd. 6 For Sale—Stock of merchandise, dry goods, clothing, shoes, ladies’ and gents’ furnishings and groceries, in good little town surrounded by excellent farming country. Rent reasonable. Good living rooms over store. Best of reasons for selling. Cash only. No trade considered. Address No. 357, care Michigan Trades- man. 357 For Sale—First-class gents’ furnishings and tailoring business in good city on Puget Sound, Wash.; stock and fixtures invoice about $1,800; doing about $10,000 a year business; this is an excellent op- portunity; good reasons for selling. Ap- ply to C. J. Andrews, Port Townsend, Wash. 359 For Sale—Bakery, confectionery, soda water, ice cream business. Address Box 577, Sparta, Wis. 351 For Sale—Nice clean stock of hardware in one of the best towns in Michigan. Good farming country and three fac- tories. Will invoice about $5,000. Tin- shop and plumbing in connection. Address No. 352, care Michigan Tradesman. 352 For Rent—Fine double store, solid brick, 60x80, just completed, good loca- tion. Steam heat. Price $70 per month. Good lively railroad town, good farming ——- Address C. F. Rose, eu is. 5 stock and _ fixtures. transfer point. Es- Never offered for For Sale—Drug Corner drug store, tablished 25 years. sale before. Reason for selling, other business. Address Opportunity, care Hazeltine & Perkins Drug Co., Grand Rapids, Mich. 354 For Sale—Half interest in hardware, furniture and undertaking stock and buildings, in growing town of 900, sur- rounded by first-class farming country. Well established trade, good reason for selling. Address A. B. C., care Michigan Tradesman. 356 For Sale—Dry goods, boot and shoe business, $5,000. Nice clean stock, good town, 85 cents on dollar, no less. It is worth more. Want to move on farm March ist. Address No. 355, care Trades- man. 355 For Sale—24,000 or less, acres prairie, southwest Texas, coming California, 90 per cent arable rich black, red chocolate sandy loam, clay sub-soil, artesian belt. Maenificent for colonization. Fourth cash, balance, one, two, three, four, five years, 6 per cent. Address P. B. 97, Beaumont, Tex. 358 For Sale—Stock of general merchandise, original invoice $9,500, reduced to $5,000. Will sell for cash fifty cents on dollar, or will trade for good farm property. splendid chance for anyone to continue business here. Will rent store building cheap. Town of 1,500 inhabitants. Ad- dress Box 1, Pentwater, Mich. 60 For Sale or Rent—Modern macaroni and noodle factory in thoroughly first-class condition. Address H. L. Jones, Secre- tary, Tecumseh, Mich. 362 For Sale—Drug store in the city. Do- ing a good paying business. Pleasant lo- cation. Reasonable rent. Aadress No. 363, care Michigan Tradesman. 63 For Sale—For cash, $6,000 stock of clothing, furnishings, hats and trunks, lo- cated in one of the best little towns in Michigan, sixty miles from Detroit. Ex- cellent farming community. Good estab- lished business, absolutely no dead stock. Finest opportunity to add small stock of dry goods. Rare chance for the right party. Don’t write uuless you mean busi- ness. Address No. 366, care Michigan Tradesman. 366 For Sale—Drug stock in live Northern Michigan town of 1,500, invoicing $1,250. Discount for cash. Address ‘Cinchona,”’ eare Tradesman. 344 Drug Stock For Sale—Located in a smart, up-to-date town of 1,500; good agricultural country surrounding; easy rent; in good location; stock light; will give purchaser a fair deal; poor health, reason for selling. B. C. Eldred, Chesan- ing, Mich. 255 An opportunity to buy one of the best meat market business in the State, con- sisting of two story brick, living rooms above, basement below, two refrigerators, tools, fixtures and merchandise in stock, also slaughter house if desired, and in- stead of asking a premium for such a fine business, will sell less than inven- tory price. Property located at Vassar, Michigan. Must be seen and investigated to be appreciated. Reason for selling, going into the ranching business on Pa- cific coast. W. B. Cavers, Vassar, a" W. A. Anning, the hustling salesman. Merchants! Get in touch with me and ar- range for a rousing February sale that will quickly turn your stock into money. Clean and legitimate methods that build a future business for the merchant. Every sale conducted under my personal di- rection. No _ failures. Just closed my second sale for the Simons Dry Goods Co., Lansing, Mich. Write them _ for particulars. If you want a_ successful sale, address W. A. Anning, ———, i. For Sale—$950 stock of. gents’ furnish- ings and fixtures in booming towrf of Muskegon. Enquire Lemire & Co., Mus- kegon, Mich. 343 For Sale—Absolutely pure country peach butter in mason jars or bulk. Geo. B. Hail, Rural, Bravo, Mich. 330 For Sale or Rent—Two-story frame store building with living rooms overhead, located in New Salem, Allegan Co. Well adapted to stock of general merchandise. Address John Schichtel, New Salem, Mich. 331 For Sale or Rent—A woodworking fac- tory with shafting, engines, dry kiln and warehouses. Well located in the center of the city. D. D. Smith, Gilfillan Block, St. Paul, Minn. 334 For Sale—Cold storage and produce plant, new four years ago. Located in central Michigan, doing a good business. A snap if taken at once. Owners wish to go South. Address Stroud & Post, Mason, Mich. 335 For Sale—Drug store; snap; stock and fixtures, $4,000; good location; cash $2,000; no trade; good reason for selling. A. C. Mills, Nauvoo, Tl. 336 Come West and get this farm. 160 acres, five miles from excellent market; black loam soil; large crops; well fenced and watered; good buildings; beautiful scenery; ideal climate; mild short winters. Price $20 per acre, for short time only, Will give terms. Address Geo. F. Steele, Coeur d’Alene, Idaho. BEY Drug Store for sale in small city lower Michigan. First-class proposition in ev- ery respect. Invoice $3,000, upwards. Ad- dress No. 338, care Michigan Tradesman. To exchange a well improved Michigan farm of 140 acres good soil for a_ stock of goods of about $4,000. Address Owner, Box 202, Detroit. Mich. 350 We pay cash or will trade good real estate, including farm lands, for mer- chandise stocks. Powell Co., 20 W. Canal St., Wabash, Ind. 347 For Sale—Drug and jewelry store in a good mining and lumbering town in northern part of Wisconsin. Oldest store and best location. Wish to retire from business. Address H. Jacobson, Hurley, Wis. 346 For Sale or Rent—Two-story brick store with good cellar, 24x60 feet with wood addition on back. Water and elec- tric lights. Cement walk in front. Ad- dress Mrs. Mary O. Farnham, L. Mance- lona, Mich., Box 243 Wanted—To buy stock of merchandise from $4,000 to $30,000 for cash. Address No. 253, care Michigan Tradesman. 253 Stores Bought and Sold—lI sell stores and real estate for cash. I exchange stores for land. If you want to buy, sell or exchange, it will pay you to write me. Frank P. Cleveland, 1261 Adams Express Bidg., Chicago, Il. 511 Geo. M. Smith Safe Co., agents for one of the strongest, heaviest and best fire- proof safes made. All kinds of second- hand safes in stock. Safes opened and repaired. 376 South Ionia street, Grand Rapids. Both phones. 926 For Sale—75 barrel steam flour mill; fine location; good trade; price $5,000; easy terms. J. D. Wilsey, Caro, oe For Sale—Exclusive news business, 750 Sunday, 450 dailies. Address ‘‘K,” care Michigan Tradesman, 245 Texas Land Sale—20,000 acres rich fruit and farm land in Robertson County to be sold very cheap in large or small tracts; less than two miles from Frank- lin, county seat; on main line railroad; we are locating 100 northern families here; fine climate, winter and summer; booklet free, write us. Pratt, Loomis & Pratt, Benton Harbor, Mich. at For Sale-—-Stock of hardware and im- plements in live Western Michigan town surrounded by rich farming country. Good establshed trade. Liberal discount for cash or will trade for unincumbered farm property of equal value. Address No. 275, care Michigan Tradesman. 275 S.ae line wanted to sell to grocers, by a salesman who calls weekly on established trade. Address No. Tradesman. Drug Store—Located on best corner, and the most popular store in a city of 12.000; good business; sales averaging $25 to $30 per day; no cut rates; pro- prietor who is a physician wants to de- vote all his time to practice; lease on store room has two (2) years to run and} can be renewed; rent $50 per month; stock and fixtures invoice about $4,500; will sell for cash or part cash, balance secured. Address Dr. M. Rosenthal, Girardeau, Mo. For Sale—$6,000 clean merchandise business, $65,000 annually. Must have % in cash. Address Lock Box 824, Peoria, Il. 282 Cape 292 If you want to sell your entire stock of merchandise for cash, we buy them. The United Purchase Co., 76 Euclid Ave., Cleveland, O. 283 Wanted—To buy a clean stock of gen- eral merchandise. Address Chapin, care Michigan Tradesman. 266 Wanted—To exchange my farm stock and tools for general merchandise. Ad- dress J. O. Shepard, Dowling, Mich. 263 For Sale—Harness business in city of 9,000 population. Established 44 years. Splendid country surroundings. Nice clean stock, invoicing from $2,400 to $2,800. son for selling. Address F. Kuhn, ion, Ohio. We have Kansas lands and merchandise for sale and trade. Let us know what you want and we will find it for you. W. O. Warner & Co., Meridan, —* For Sale—Set of new Dayton Computing seales at a bargain. Address Johnson & Hunter, Spencer, Mich. 299 For Sale—Large and prosperous drug business at a discount from the inven- tory. The proprietor wishes to retire from the retail business on account of age. No cutting in prices. Great chance for money-making. When answering this, state how much money you have to invest. Address M. A. Lyon, oe N.. ¥. For Sale—Store building, stock of gen- eral merchandise, including feed and hay. Also house and lot. A good chance for the right party. A good bargain if taken before April 1, 1906. Address Geo. M. Beemer, Yuma, Mich. 287 For Sale or Exchange—General store; stock, fixtures, house, barn, 1% acres land. Established 19 years. H. T. Whit- more, Minard, Mich. Address Rives Junction, KR. PF. D. No. 1. 289 To Exchange—Desirable farm property for good mercantile stock in locality showing good trade. Give particulars as to what stock will inventory, etc. Jas. J. Savage, Midland, Mich. 288 For Sale—$18,000 stock of dry goods in one of Northern Indiana’s best towns of 10.000 population. A splendid oppor- tunity for a hustler looking for a_loca- tion. Stock is in excellent condition. Will give good deal to cash buyer if taken by Feb. 1. This proposition will bear closest investigation. Address No. 291, care Michigan Tradesman. 91 For Sale—Stock of hardware and im- plements invoicing about $2,000, in live Western Michigan town surrounded by rich farming country. Good established trade. Liberal discount for cash or will trade for unincumbered farm property of equal value. Address No. 275, care Michi- gan Tradesman. 275 Pure Country Sorghum For Sale—Ad- dress F, Landenberger, Jr., oe. a 256, care Michigan | 256 Age and ill health, the only rea- | Gal- | 294 POSITIONS WANTED Work Wanted—Ambitious active, hon- est and willing man of 32 wants steady position at once. Address Box 46, Rochester, Mich. 365 Wanted—Position by young man with six years experience in hardware busi- ness. Good references. Address No. 332, care Michigan Tradesman. 332 Position Wanted—Pharmacist, register- ed 16 years. Married. City and counrty experiences. Working now but desires a change. Prescription work preferred. Address No. 233, care Tradesman. 233 > AUCTIONEERS AND TRADERS. H. C. Ferry & Co., Auctioneers. The leading sales company of the U. S. We can sell your real estate, or any stock of goods, in any part of the country. Our method of advertising ‘‘the best.’ Ow “terms” are right. Our men are gentle. men. Our sales are a success. Or we will buy your stock. Write us, 32¢ Dearborn St., Chicago, Ill. 490 Want Ads. continued on next page. WE ARE EXPERT AUCTIONEERS and have never had a fail- ure becvause we come our- selves and are _ familiar with all methods of auc- tioneering. Write to-day. R. H. B. MACRORIE AUCTION CO., Davenport, la. A. W. Thomas MERCHANDISE AUCTIONEER Just closed $10,000 Furniture Sale for W. F. Sinamaker, 978-980 Madison street, Chicago, Write him about it. Dated ahead until January 18th. If you want date, write quick. References—those for whom I have sold and the wholesale houses of Chicago. Am booking sales now for January, February March, April. A. W. THOFMAS Expert Merchandise Auctioneer 324 Dearborn St. Chicago, Ill. Now selling for the Steinhil | Grant Lana Co., Strawberry Point, Iowa Write them about it. "ZT ESTABLISHED 1872 PAW — == ‘ == i Pe so x Te The consuming demand for Jennings’ Terpeneless Extract Lemon Mexian Extract Vacnilla is steadily increasing, which gives proof that the quality of these well- known extracts is recognized by the consumer. Quality is our motto. Order direct or through your jobber. Jennings Flavoring Extract Co. Grand Rapids, Mich. Bish SOAR 48— = nn ee ee MICHIGAN TRADESMAN SUCCESSFUL SALESMEN. L. B. Glover, Representing Jennings Manufacturing Co. Lewis B. Glover was born at Bliss- field, May 15, 1866, his antecedents being English on his father’s side and Holland on his mother’s side. When he was a year old his parents moved to Milwaukee, where they re- mained a year, when. they removed to Manistee, where they remained two years. Ten years later the family moved to Muskegon, where Lewis at- tended school until he was 14 years of age, when he sought and obtained employment in the drug ‘store of Fred Brundage, beginning as bottle washer and ending seven years later as prescription clerk. In 1887 he formed a copartnership with his sister and engaged in the drug busi- ness in the McCracken block, at Muskegon, under the style of L. B. Glover & Co. After three years’ ex- perience in the retail drug business, he sold out and went on the road for Humiston, Keeling & Co., of Chicago, taking Central Illinois territory. He continued this work for nine years, when he resigned to accept a posi- tion with Jennan, Pflueger & Keuhn- stub, of Milwaukee, his territory for this house comprising the large towns of Indiana and Illinois. At the end of a year he was offered a posi- tion as salesman for the perfumery department of the Michigan Drug Co., of Detroit, which he has con- tinued to occupy for the past four years with satisfaction to himself, his house and his trade. Jan. 1. he accepted a position tendered him by the Jennings Manufacturing Co., to take the management of the perfum- ery department. This will keep him in the house about half of the time and the remainder of the time he will devote to the jobbing trade in the large cities of the West and Middle West. Mr. Glover was married Jan. 30, 1893, to Miss Lillian Jennings, of Springfield, Illinois. They have three children, two girls and a boy, and re- side at 139 Sheldon street. Mr. Glover is not much of a jiner, being identified only with the United Commercial Travelers and the IIli- nois Traveling Men’s Association. He attributes his success to hard work, well applied, and conscientious atten- tion to duty. He has made it a point in life to leave a pleasant impression behind him, so far as possible, so that the second trip would be more ac- ceptable to the merchant than the first and the third more acceptable than the second and so on. His ac- cession to the ranks of the Jennings Manufacturing Co. strengthens the position of that house very materially and gives ground for the belief that the arrangement will be one of mu- tual satisfaction and interest. — 2s? Opinion of a Grand Ledge Bean Operator. A careful canvass of the State shows that nearly every elevator has full stocks of beans, and if the farm- ers begin to sell buyers will in turn be obliged to force their holdings on the market. With the present dulness and the lifeless buying, any heavy ofterings will cause a demoralized market. If a lower market would make a demand, then we would favor a reduction right away, but it won’t. The trade as a-whole don’t want beans now, and if prices were low- ered ten cents it would have little of the desired effect. The proposi- tion before the Michigan farmer is simply to be patient for a time. While there is nothing in the situation that warrants any uneasiness, yet if some of the holders should get scared and push their stocks on the market at this time prices would easily decline ten cents, and possibly more. It is a business proposition. If farmers, in- stead of selling their beans at present prices, would ask their dealers to siore their beans for them, it would give them the advantage of hauling on good roads at a time of year when they had plenty of leisure time, and they could by thus storing and hold- ing their beans realize higher prices later on—Grand Ledge Independent. ———_+>—_ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Jan. 24—Creamery, 22@ 27c; dairy, fresh, 17@2Ic; poor, 16@ 17c; roll, 16@18c. Eggs —- Fresh, candled, storage, I4@I5c. 19@20¢; Live Poultry—Fowls, 111%4@12%c: chickens, 12@13c;\ ducks, 14@I15c: geese, I3c; old cox, oc. Dressed Poultry — Chickens, 12@ 14c; fowls, 12@13c; turkeys, 18@20c; ducks, 16@17c; geese, 10o@12u%c. 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—60@7oc per bushel. Rea & Witzig. 2-2-2 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. This is the first winter that sawing has been done by the company, the mill heretofore having been active only during the summers. Comfortable Balances on Hand. Flint, Jan. 22—At_ the regular quarterly meeting of the Board of Directors of the Michigan Knights of the Grip, the Treasurer reported the following amounts on hand: General fund ............. $ 245 26 Meath tnd 05. 6 eke t. 1,003 59 Employment and relief fund 106 40 Entertainment fund ........ 38 00 Ota eee $1,393 25 The following claims were allow- ed and warrants drawn to pay the same: Justine Wegener, claim of Arthur Sturtzkoff; Martha E. Robin- son, claim of Oscar L. Robinson. The following bills were present- ed and allowed and orders drawn to pay same: Ff.) Pierson, ‘printing... 2... $28 50 G. H. Randall, postage, station- ery and stenographer in con- nection with interchange- able mileage book.......... Oo a o CY y emas, Stamps... 2. 4 50 Cig. iewis) salary e305. 63 22 HM, Bradner, salary... 22... 25 20 C. W. Stone, Board meeting. M. C. Empey, Board meeting. J. C. Wittliff, Board meeting. Jno. B. Kelley, Board meeting F. L. Day, Board meeting.... H. P. Goppelt, Board meeting. G. H. Randall, Board meeting. C. W. Huard, Board meeting. : C. J. Lewis, Board meeting... A. A. Weeks, Board meeting... NWont wenn wm Ouie © Kw C. J. Lewis, Sec’y. pe Difference Between Peanuts’ and Goobers. “There is a_ difference between goobers and peanuts, though few peo- ple who use the terms are aware of it,’ says a writer in the St. Louis Globe-Democrat. “In many of the states farther south all manner of nuts taking the form of peanuts are called goobers, which is a_ mistake, and no more justified in fact than the action of the people of the north and west giving the name of peanuts to all manner and kinds of goobers. Goobers are grown, and peanuts are grown, but both are very much con- fused in the popular mind in all sec- tions of the country. Goobers are the large peanuts, if you will excuse such a peculiar definition, while the peanuts are small and much more edible than the goobers. It is more valuable, too, commanding a price on the market ranging from 15 to 25 per cent. higher than the goobers. The confusion about them arises from the fact that they are of about the same general appearance, except for size, but one who tests the difference by taste will never forget afterward that the peanut proper is a sweet, eatable nut, while the goober proper is prac- tically tasteless. In this connection. do you know that the market value of both goobers and peanuts may be in- creased at least 20 per cent. by a greater attention to cleaning the shells? The general public appears to judge the value of the nuts by the comparative cleanliness of the outer surface. If this is white, free from stains or dirt, people purchase them more readily and at a higher price than they will the darker shelled nuts, recking little, as they should, of the sweetness of the kernel inside. As a general rule, too, a light brown shelled nut is usually sweeter than the one with an almost white shell. Millions of pounds of the edibles are annually exported to Europe, and I presume a small quantity may be eaten as nuts by those who have had their tastes educated to the American standard, but as a general proposition they are mostly used for extracting the oil from them, which is used as a substitute for olive oil, and a very good substitute it is, while the paste remaining is dried, ground into flour and employed, particularly in France, in the manufacture of bread of much sweetness and richness.” —_——_2---—— —_ Nursing the Wrong Baby. The clerk at the Livingston Hotel was smiling broadly and a caller ask- ed him the cause of his jocularity. “Why, it’s a story a Missourian who is staying at this house just told me about a friend of his who is a well-known contractor here in Grand Rapids.” “Shall we have the story?” asked the caller. “Sure,” returned the other, “only well have to eliminate names. This contractor is sometimes given to brief sessions of bibulousness, and while returning from one of these a short time ago he made up his mind that he would not disturb his wife. On reaching home he was successful in finding the keyhole, and after care- ful effort he successfully navigated his way upstairs. Here he saw—or thought he saw—in the dim light which the electric lamp outside shed through the window the 5-month-old baby sitting up in the rocker, while his wife was comfortably sleeping in the bed beyond. Softly creeping over to the rocker he took the baby in his arms and began to rock her to sleep, when his wife awakened. “*John,’ she said, ‘what are you do- ing there?’ “Sh! m’ dear,’ whispered John; ‘I’m rocking baby to sleep.’ ““Baby'’s been asleep for over an hour,’ said the patient wife, reproach- fully. ‘John, put down that doll and come to bed. I rather think you need a little sleep.’” BUSINESS CHANCES. For Sale—A cheese factory in Northern Illinois, one acre of ground, good re- frigerator, fitted to make butter or cheese, up-to-date in every particular. Price reasonable. Good run of milk the year round. For full particulars, address Chas. Baltz, 73 South Water St., ease. 3 For Sale—A good farm of 105 acres, well watered and nearly all improved. Good _ buildings. Will sell cheap. Address H. Ridsdale, Laingsburg, Mich. For Sale—Small stock groceries and fixtures in good business town. Best trade_in town. Enquire E. D. Wright, care Musselman Grocer Co., Grand Rap- ids, Mich. 369 For Sale—Good up-to-date grocery busi- ness in good live Michigan town of 5,000 inhabitants. Stock new and clean. Fix- tures in first-class condition. Good op- portunity for a live man. Invoices about $2,800. Will take $2,500 cash. Good rea- son for selling. For particulars address G. M.,”’ care Michigan Tradesman. 368 Kiln Dried Malt The greatest milk and cream producer. Cheap as bran. C. L. Behnke, Grand Rapids 64 Coldbrook St. Citizens Phone 5112 2 « 7? ‘ ‘aa Pr . . A id - 4 \ é 7 | ». * 4 “a t (4 * ? -,;—> - - “You have tried the rest now use the best.” It May be Possible q % to make better flour than ‘ i but it has never been done. “ A good reason why you should buy it. Pan-Americaa Exposition Received Highest Award GOLD MEDAL LOWNEY’S COCOA is an American triumph in food products. It is the best cocoa made anywhere or at any price. The WALTER M. LOWNEY COMPANY, 447 Commercial St., Boston, Mass. < : Manufactured by a Star &.Crescent Milling Zo., Chicago, Til. Che Finest Mill on Earth an Distributed by a Rov B aker, Grand Rapids, Mich. ve Special Prices on Car Load Lots &@& £ F Coupon ? Books « are used to place your business on a _ aa cash basis and do away with the de- | tails of bookkeeping. We can refer - a you to thousands of merchants who + use coupon books and would never ‘q do business without them again. ~@ We manufacture four kinds of . coupon books, selling them all at $ the same price. We will cheerfully i send you samples and full informa- la tion. < \ wi * Tradesman Company % “Grand Rapids, Mich. The i | McCaskey | ~—| Register What it Is! What it Does! It’s a Bookkeeper (without books. ) It’s a Collector. It keeps your accounts correctly. It increases cash payments. It saves you time, money and labor. It saves all posting of accounts. It stops disputes about accounts. It prevents goods leaving the store before they are charged. It compels your clerks to be careful. It’s all done with only one writing. It pleases your customers. Your accounts can be protected from fire. Write for Catalogue The McCaskey Register Co. Alliance, Ohio Manufacturers of the Famous Multiplex Carbon Back Counter Pads. Push Your 5 and 10 Cent C ounters Keep them supplied with strong leaders and a variety of good staples and you will not have to complain about dull times during the winter months. Our goods and prices will help you. Send us vour orders. = Fine Blown Lead Glass Engraved i Tumblers 47 ‘‘Wreath’’ Assortment. 18 dozen fine “lead glass, engraved, blown tumblers in 4) six assorted styles of pei. packed mi) in barrel. No charge for package or fm cartage. ier dave ce $0.55 Decorated Earthen Cuspidors — *Qur Special’ great 10¢e leaders and rapid _ sellers. Packed three dozen in erate, Assorted styles and decora- tions. In crate lots, doz......... 90c Less than crate .......... 95c 7 vine wy A Big Seller in 5c Toilet Soap Per Dozen 40c No. 601. Royal Lily—3% ounce cakes of fine milled Toilet Soap. Ex- cellent grade goods, put up in fancy red wrappers and packed three cakes in handsome box with White Lily top. Perdozen Cakes..is 4-6 ese. 40c 10 Quart IC Tin Flaring Pails Per Dozen 95c top, heavy wire bail, black enameled handles, rivited ears. Heavy IC tin, wire strengthened Decorated German China Cups and Saucers No. 1005—Size of cup 254x3 inches, saucer 5% inches. Gold stippling on both pieces and floral decorations. Perdoven----.-:..-.. 80c Splendid Value in 5 and 10c Leather Purses No. 7609. Three ball nickel frame, black kid, double pocket. Size 24x23 inches. Per doz..... 36c L7824. Genuine calf, chamois lined. Size 3x23 inches. Three ball nickel frame, assorted brown colors. Per dozen............... 72¢ «“Mascotte”’ Mouse Traps Per Dozen 80c Best mouse trap on the market. Catches several mice in one night. ‘Special Dime Leaders in Glass Nappies **Anona’’ Assort= ment—Six dozen 8 in. pure crystal glass berry dishes in three assorted styles, worth 15 and 20¢e at retail. No charge for bbi. Peragze:.. ki. ss. 78c¢ 5 and 10c Leaders in Bleached Cotton Towels No. 1610 14x24, Hemmed, good eotton duck, bleached pure white, fast selv- age, three-stripe red border in fast color. Per doz.....:.. 42c BESSY No. 1606—16x36. Bleached, huck, fringed ends, fast selvage, good weight; 4-stripe borders. 10c Salt and Pepper Shakers Per Dozen 38c No. 62—Salt and Pepper Shakers. Elegant embossed design, blue opal- escent glass, polished nickel tops. Worth 10e retail. Per Maven oo oo Ss oe 38c Per gross (no less)........ .. .$3.90 No. 1610, Per doz .......80c Large 10 Inch Tin Collanders Per Dozen 80c Heavy bright tin, strong handles, high foot, soldered seams. 5 Cent Bread and Cake Pans Per Dozen 37c No. 20—Best IC tin, rolied edges, folded seams, size 10x6x2 inches. 5 and 10 Cent «*Acme’”’ Fry Pans One piece solid steel with always eool, ventilated tin handle. No. 00—Diameter 6in. Per doz..... 44c No. 2—Diameter 9 in. Perdoz.°. 3: .<: 95c Men’s Canton Flannel Gloves Per Dozen 80c No. 1195. Heavy 10 oz. Canton flannel, plush fin- ish inside, well hemmed wrist band, well made, large sizes. Fine Attraction in 10c Toilet Soap ‘‘Vestal’’—Highest quality pure milled stock, richly per- fumed and wrapped in violet paper, richly embossed in colors and gold. Three 4 oz. cakes in handsome box. Per doz..... 75¢ Per Doz. 87c Cast-Iron Adze-Eye Hammers No. 58044—Full polished, steel finishedadze-eye hammer with 12 in. hardwood J handle. Weight 3 18 02, ‘ Great Special Bargain in Men’s Mixed Cotton Hose 84c per Dozen S1418. f[en’s Random Ilixed Cotton Half Hose— Come in latest shades of tans, grays and slates. Extra double yarn, fine gauge, full seamless, colored splicing in heels and toes. One dozen assorted shades in bundle. Big Bonanza in 5 Cent Pencil Tablets Per Dozen 42c No. 200. Ruled Pencil Tablet. Size 6x9 inches. 190 sheets of good pencil paper in handsome colored lithograph covers. 2 Quart IC Tin Tea and Coffee Pots 82c Per Dozen Made of best quality IC tin with patent tin bottoms, wire hinged covers, strong handles and heavy seamed spouts, A Household Necessity 85c per Dozen No. 3 Standard Rotary Sifter—Heavy IC tin, rein- forced top and bottom; round pieced handle, crank on side. 1 dozen in box. Combination Square Grater No. 150—Made of heavy IX tin, loop handle, tinned edges and strongly wired bottom. Grater has four sides, one for fine and one for coarse grating, vegetable slicer and cabbage cutter. Can also be used for slicing Saratoga chips, ete. % dozen in package. BOP GOR ose oe 93c H. LEONARD & SONS, Importers, Manufacturers and Grand Rapids, Manufacturers’ Agents ses 5