LEIEN EEN age Ry > $) ey DA oo Oe eee YP YN alr haat star a aaa (oN a el. A G Ay, © T BY MN” GN WS —& AW so MS SP NZ mY ey i re Oana O7er| i\ BAO WA BE PSB mC ROR OS: 4 ae we Lea ee Fc 10 ae C4EN TE NE! Li CRE NEE aes S A) MN (Ten ‘ Nes See a ae HE 4 fe PUBLISHED WEEKLY 9 7 oe os eS NOD em S SSO TEEN sae ES; a Twenty-Third Year _ GRAND RAPIDS, WEDNESDAY, MARCH 7, 1906 Number 1172 Was It You? Somebody did a golden deed; Somebody proved a friend in need; Somebody sang a beautiful song; Somebody smiled the whole day long; Somebody thought, “tis sweet to live;”’ — Somebody thought, “Tm glad to give;” Somebody fought a valiant fight; Somebody lived to shield the right; Was that somebody you? Are you aware of the fact that ; spring is coming and Se ae coat sasker that you are going to need _ LaunpRY BASKET. To Do It a new supply of baskets? You know oo Tell us how we can supply you with where to get them. It is a well-known fact that . Se] a better quality cigar for the money Yeh than the well-known and_ well- liked Ballou Baskets are Best I | 6. c. WW. 1 1 it] J . oP = —— ° Our baskets are used in large quantities by Uncle forviers Sc Cigar Sam. Also by the largest individual without loss and we'll do it. You know very well that we must make some consumers. Our Pounded Ash : money or go out of business, but we are content with a fair margin. baskets are the best on Hence the low price—5 cents—for such a fine cigar. — onthe market. We can please you. Try us. G. J. JOHNSON CIGAR CO., Makers CLOTHES BASKET DELIVERY BASKET BALLOU BASKET WORKS, Belding, Mich. | Grand Rapids, Michigan Tell Us How ENGRAVERS isctivcss KTM Tote ae; HALF~TONE ] aan: ZINC- ETCHING 6 a SAL ¢ WOOD ENGRAVING TRADESMAN COMPANY —-— GRAND RAPIDS. MICHIGAN. PAPER BOXES OF THE RIGHT KIND sell and create a greater demand for goods than almost. any other agency. WE MANUFACTURE boxes of this description, both solid and folding, and will be pleased to offer suggestions and figure with you on your requirements. Prices Reasonable. : Prompt. Service. - Grand Rapids Paper Box Co., rand Rapids, Mich. is tied up in your stock! The other 5 per cent. is in your daily cash balance. Thrifty merchants believe it pays to invest $200 to $600 in cash registers to keep an accurate check on 5 per cent. of their investment. How about the other 95 per cent.? Have you a daily check on your merchandise? No! And furthermore have you ever been able to estimate how much of a loss you are sustaining through your use of the old-fashioned, inaccurate scales? Moneyweight Scales will weigh out 100 per cent. of the weight you paid for when you bought the goods, No other scales will do this. MONEYWEIGHT scales are demonstrating every day that they save more than they cost while being paid for, therefore in reality they cost you nothing / / Although they cost the merchant but a ¢vzfle compared with a cash register, MONEYWEIGHT scales are the only accurate check on a stock worth many times the amount of the daily cash balance. Drop us a line and let us explain how MONEY WEIGHT scales prevent overweight and in this way alone pay for them- selves in a very short time. MONEYWEIGHT SCALE CO., 58 State St., Chicago Seale No, 95 No. 84 Pendulum Automatic ne 9 = ~n ® - - - e. i a - > a oe a: ? oe - ue - fis! ey - - cd 9 fom ae 0} () Twenty-Third Year GRAND RAPIDS, WEDNESDAY, MARCH 7, 1906 Number 1172 Collection Department R. G. DUN & CO. Mich. Trust Building, Grand Rapids Collection delinquent accounts; cheap, ef- ficient, responsible; direct demand system. Collections made eee for every trader. GC. 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. TheKent County Savings Bank OF GRAND RAPIDS, MICH Has largest amount of deposits of any Savings Bank in Western Michigan. 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 Mail Resources Exceed 3 Millien Dollars Commercial Credit Co., Ltd. OF MICHIGAN Credit Advices, and Collections OFFICES Widdicomb Building, Grand Rapids 42 W. Western Ave., Muskegon Detroit Opera House BIk., Detroit GRAND RAPIDS FIRE INSURANCE AGENCY W. FRED McBAIN, President Grand Rapids, Mich. The Leading Agency ELLIOT O. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers anc jobbers whose interests are affected by the Food Laws of any state. Corres- pondence invited. 2321 Majestic Building, Detroit, Mich MERGANCa =A GRAVINGS TYPE FORMS » SINGLY OR iy Resolutions of Respect Over the De- parted. At a meeting of Grand Rapids Council, No. 131, U. C. T., the fol- lowing resolutions were unanimously adopted: Whereas—It was the will of the Almighty God and Supreme Coun- selor of the Universe to take from the home and fireside of our esteem- ed Brother Junior Counselor John Handorp his dearly beloved son; therefore be it Resolved—That we as a council and as individuals extend to him and his family our most sincere and heartfelt sympathy in their hour of great sor- row and sad bereavement, hoping that we may help to brighten their desolation by a warmer grasp of a friendly and brotherly hand and con- tribute by some word or deed some ray of light and comfort to them in this darkest hour. Resolved—That a copy of these resolutions be sent to our esteemed brother, to the Sample Case and the Michigan Tradesman, and the same transcribed on the records of our Council. F. B. Ewing, H. L. Gregory, W. B. Holden, Committee. At a meeting of Grand Rapids Council, No. 131, U. C. T., the fol- lowing resolutions were unanimously adopted: Whereas—It was the will of the Almighty God and Supreme Ruler of the Universe to take from his home and fireside our esteemed com- rade, John M. Hurst; therefore be it Resolved—That we as brother com- mercial travelers extend to his wife and family our heartfelt sympathy in their hour of sad bereavement, hoping that we may be able to con- tribute by some word or deed some ray of light and comfort to them in this their darkest hour. Resolved—That a copy of these resolutions be sent to his wife and family and to the Michigan Trades- man, and the same transcribed on the records of the Council. W. B. Holden, S. H. Simmons, Henry Snitseler, Committee. —_.2s—_——_ No Better Citizen Than the Travel- ing Man.* I had intended to be seen and not heard at this gathering, as there are so many greater intellects fairly ach- ing to be let loose upon this unsus- pecting crowd of traveling men, but your chairman has willed it other- wise. I am so full of enthusiasm for the order of United Commercial Travelers, and especially for Grand *Address delivered at annual banquet of Grand Rapids Council, No. 131, United Commercial Travelers, by O. F. Jackson. Rapids Council, No. 131, I could not be expected to talk upon any other subject. As your Secretary and Treasurer, I have in the year just closing handled about $4,500 of your money, have written 423 letters per- taining to the business and welfare of the order, have forwarded claims to the Supreme Secretary for injur- ies received by sixteen members of our Council and received the checks for the same, amounting to $1,396.29, all of which you will notice has made some work for your Secretary, but as there is no royal road to learning neither is there any way to success | without labor and earnest effort. All good results are attained only| through intense application and by| hard work. It is the same with the successful salesman on the road. He) requires a thorough preparation for | the vocation, then he must start out with a determined resolve, backed by a strong will power to do and| be one of the best in his line of} trade. The commercial traveler who expects to reach this position finds he has many a weary road to travel, yet along the rugged highway of his) course are many objects of interest | to cheer the weary wanderer. The | association with brothers of the or- der is a wellspring of happiness, and the commendation of his em- ployer gives good cheer to the com-| mercial pilgrim. The loved ones at home await his coming, ready by word of encouragement to assist} him in his honorable career. one can fail when inspired by these | motives, keeping in mind the three | great principles of our order, “Unity, | Charity and Temperance,” and the as-| surance that right always prevails | when backed up by persistent hard work. The goal is worth all the ef-| fort it costs to reach it and- there is| no better citizen than the traveling man who, after many years of hon- est labor, reaches a position where} he can rest on his laurels and con- No| template the blessings of a _ well- spent life. —_.- o—__—_ In Appreciation of the Late James Edgar. In the death of James Edgar, of Detroit, Michigan has lost its great- est merchant. For more than forty years he was engaged in the sugar, molasses and syrup trade, and was well known to practically every mer- chant of this and the other states of the Middle West. - During the past decade his house has transacted a tremendous volume | of business, amounting to many mil-| lion dollars annually, and it can be| truly said that his vast business trans- | actions were guided by high princi-| ple, governed by the “Golden Rule.” | My acquaintance with Mr. Edgar) | city. | paste packing for use in steam joints, presence, his lovable disposition, his “grand personality and generous treat- ment toward all endeared him to a very wide circle of personal and busi- ness friends, al! of whom will feel his passing as a personal loss. Mr. Edgar’s ideals in all the walks of life were lofty. He represented the highest type of American citizen- ship and to his family and business associates he leaves that priceless leg- “a good name.” Samuel M. Lemon. 2-2 Lamp Factory to Locate at Charlotte. Charlotte, March 7—It is proposed acy, |to hold a special election on March 19, to vote on the question of bond- |ing the city for $9,000 to secure the | plant of the Standard Lamp Co., of Chicago. When the concern first sub- mitted its proposition it wanted $io,- 000 to locate here, but finally dropped | to $9,000, providing the money could February 27. A sub- circulated but only be raised by scription was | $6,000 was pledged, it being the gen- |eral consensus of opinion that the en- i tire city should pay for the benefit and not individuals. Mr. App, treas- urer of the company, when informed lof the situation, at once extended the itime to March 20. Charlotte last week Mr. App said that | his company had received a better Since leaving offer from Tuscola, Ill, but that it |preferred to locate in Michigan in | order to be in close touch with the | many automobile and carriage manv | facturing concerns in this State. ——_>~2>—___ for Rubber in Filling Joints. Owosso, March 6--A new business institution is being organized in this city, the stockholders of which are the stockholders in the Owosso Cas- ket Co. and Jesse Darling, of this The company will manufacture Substitute joints in all kinds of engines and kindred work. The packing has the consistency of putty and can be ap- plied easier and quicker than the rub- ber packing now in general use. It lasts longer and is more economical than the rubber packing. The Zimmerman Baseball Bat Co. has shipped vaulting poles to Yale, Cornell, Princeton and the University of Pennsylvania. The company man- ufactures the poles, besides bats and other athletic appliances. —_—__—_>.-- > ___— Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Mar. 7—-Creamery, fresh, 23(@28c; creamery, cold storage, 20@ 22c; dairy, fresh, 17@z21c; poor, 14 @t6c; roll, 17@z2oc. Potatoes—so@55c per bushel. Live Poultry — Fowls, 124@13c; chickens, 12%4@14c; ducks, 16@17¢; covered a period of about twenty-five| geese, 13@14c; old cox, 9@lIoc. years, and I can say that his fine Eggs—Fresh, 16c. Rea & Witzig. MICHIGAN TRADESMAN THE NEW REGIME. How It Has Manifested Itself in Kalamazoo.* When I received a copy of the programme to be observed this even- ing I noted that the Mayor of Kala- mazoo was down for “Remarks;” lat- er on I learned that the President of your organization had been assigned te make “Remarks, and so on through. I saw your volatile Mr. Schaberg and your energetic and en- tertaining Mr. Hipp also booked for “Remarks.” Accordingly, when I read that I was given a specific topic, while | appreciated the courtesy, my natural aversion to partiality and to the proc- ess of gaining an advantage without effort; of obtaining something to which I was not entitled, caused me to rebel. And so I notified your Committee that I would not discuss the topic they had given me but, in- stead, would make some ‘Remarks.” There is an advantage one _ has when he is licensed to merely make “Remarks’—when one demands, as did Shakespeare’s “Touchstone:” “J must have liberty withal, as large a charter as the wind, to blow on whom I please.” For example, your serene and hard- headed Mayor has peculiar ideas on the subject of franchises, but he has good practical views as to the need there is in this city for a mew city hall, a new jail and engine house and he knows how to make “Remarks” on the subject. He is by habit and profession on the very inside of the sub-basement of real estate values in your city, and knows that your pres- ent jail occupies, inappropriately and at too great a cost to your city, a beautiful site which should be the home of your city hall; he knows a nearby and very practical location for -your police and fire headquar- ters and for your jail, and he proba- bly knows three or four of your pub- lic-spirited citizens who would gladly contribute from $30,000 to $40,- ooo for the site and odorous. old rookery so long dignified by use as a city hall. Mr. Taylor can readily re- mark on these things and most en- tertainingly and effectually—and that, too, without being charged with seek- ing a renomination. Then there is your President. Think of the remarks he might make -—if he wished—on how to run a Common Council; or our friend Schaberg on how to make a success of the annual excursion of your As- sociation; or Mr. Hipp on how—with a proper partner-—-to win a_ three- legged race. I merely refer to these matters to bring home to you how easy it is to make remarks, and so I want to make a few~ remarks on “The New Regime.” You and I have lived to see and wonder at the development of the electric light, the telephone, the phonograph, the electric railway, the automobile, the gasoline engine and the motor vehicle and are waiting calmly for the perfection of wireless telegraphy, the air ship and any old thing that is wonderful. We view *Address delivered by E. A. Stowe at annual banquet of the Kalamazoo Retail Grocers’ Association. these things in tranquility, say they are marvelous and wonder’ what’s next, but it seems to me we do not appreciate adequately the presence of the new regime. Less than a score of years ago the people of Kalamazoo, while they would not openly admit the fact, en- vied the city I come from, envied the villages of Plainwell, Otsego and Allegan, and a whole lot of other Michigan towns because they had great water powers at their doors. What has the new regime done for Kalamazoo; It has made of this beautiful city, nestled here between the hills, as good a point for manu- facturing enterprises as there is any- where. It has done more—and there- in lies the potency of the new regime —it has conferred the same great facility upon every village and ham- let within reach of transmitted elec- trical power. The new regime puts every com- munity on the same basis. It is just as feasible, so far as power is con- cerned, to manufacture stoves or ma- chinery or buggies or anything else in Schoolcraft or Oshtemo as it is in Kalamazoo or Detroit. It is just as easy, so far as power enters into the problem, to do these things in Kalamazoo as it is in Grand Rap- ids, Detroit or Chicago. And this new resource puts every city so plainly on a level that he who runs may read. Any city, every city must neces- sarily become exactly what its citi- zens declare it shall be. And when I use the expression “declare,” I give it its fullest sense. You~ must not only declare but you must do! Your actions must support and carry your declaration to fulfillment. The new regime demands the doing of things and the community which fails to heed this demand will get left in the strenuous contest just so sure as Fate. Your city, any city, is but an indi- vidual amplified so many thousand fold, and its progress will be in exact accord with the spirit of united indi- viduality which you give to it. If it is loyal, strong, energetic, gener- ous, courageous and confident, you will achieve; if it is otherwise you will feel the result sorely. No man, no partnership, no cor- poration can do business Yesterday. The new regime which so impresses us as wonderful is more than a mere curio; more than an interesting lot of things we do not understand. The new regime says loudly: “Look ahead, buckle your belts more tightly | and keep up with the procession.” Yesterday is History, To-day is a Fact. This must be constantly kept in mind in order to keep up with the procession. And the new regime spells its way in display type into the business of the retail grocer. Mail order houses, department stores and chain stores are the logical outgrowth of the new regime and they are here to. stay. There is but one way for the retail grocer to meet these terrors, but there is a way: Till the field you oc- cupy to the very last limit of your ability, but do so in an absolutely upright and businesslike way. Don’t try trickery, don’t lose confidence in Why Don’ You Lead If you are not a leader in the flour line in your town, why are you not? Don’t you want to be? Isn’t it a fact that the one who leads gets the best of the profits and the best of com- petition? Most assuredly. Does he get the lead by sitting still? Or by thinking? No! He gets it by thinking and acting. The poet has grand thoughts but he never does anything. He thinks and writes about what the other fellow does. No doubt you've. thought more or less about LILY WHITE, ‘<‘the flour the best cooks use,” and you’ve thought it would be a good idea to put some of it in, sometime. Yes, and while you’ve been thinking others have been acting and the flour you might have sold is going out of their stores and the money you might have made is going into their tills. Also the customers you might have had are going into their stores, and, by the same token, some of the customers you did have are going into their stores. ae Get on the aggressive quick. Don’t let another minute pass before you have your order in for Lily White. Get the windows washed for a good display, pick out the place for a sign, buy space in the local paper, be enthusiastic and never let up ONE MINUTE until every man, woman and child in your town knows in- stinctively that YOU ARE THE REAL LEADER and all others are cheap imitations. You can do it if you will. Valley City Milling Co. Grand Rapids, Mich. ss cores 4 ee 4 f Sra » ae } ‘ wed ‘ weep t ‘ | 4 4 ae de, t y a ae i ' « ia cll § >» MICHIGAN TRADESMAN yourself or your patrons or your city. Don’t spend a minute of time or a wave of thought scolding conditions or governments, either municipal, state or general. The retail grocer is on the ground, he is personally acquainted with his patrons, knows their tastes and practices. If he is just exactly the judge of human nature we would all like to be he will have their indiosyncrasies, their temperament and their eccentricities down pat and will, by square dealing, suavity, patience, sociability and promptness, succeed in meeting such factors to his profit. Of course all retail grocers are not diplomats, are not philosophers, are not psychologists; but they musi be if they are to compete successfull with the new regime, clear headed, industrious, prudent but not _ pe- nurious, energetic and thorough as to methods. Cleanliness of person, of store, of stock and of methods is a most necessary aid to success, and accuracy and promptness are ab- solute factors. Jealousy is born of fear, and such an offspring born of such a. parent is at once a confession that some competitor is doing things you forget to do, neglect to do or would like to do, and deplorable degradation for the one who permits such a weakness to possess his nature. Jealousy never won a fight in all history and every hour of time given to its consideration is forever and absolutely lost time. The way to meet all troubles is not by rehears- ‘ng them to your patrons or your competitors, but by sincere, careful and thorough study of all facts con- nected therewith; then formulate your way out and then act promptly, confidently and with all your force. Chief of our troubles are those which never happen and they are costly because of the hours. and hours of time and misery we devote to anticipating them. It is an easy matter for me to tell you: “Don‘t worry,” but it is just as easy to add that there are suc- cessful retail grocers who never wor- ry, and the chief reason they do not worry is that their business does not run them; they run their busi- ness. And that is the entire secret. They know their trade; they know what other grocers in other cities do to win success; they know just what of these methods will suit their busi- ness and just how to utilize them; they invent plans and methods of their own from suggestions gained by study and observation; they know prices, buying and selling every day and in a dozen or more cities simi- lar to their own. In brief, they keep posted and: are never slow to recog- nize and utilize an idea which fits their case. Do such merchants ever make mistakes? Assuredly they do. But one mistake or a dozen of them are wiped out by a score or two of victories. A man in any line of business, and especially you retail grocers, must err once in awhile, and those who win in spite of such faults are the men who, reviewing their acts carefully and without prejudice, do not, because of a blunder now and then, lose confidence in their own judgment, their own rectitude, their own industry and care and the neigh- borhoods to which they cater.. Speaking of neighborhoods _ re- minds me of the mail order house, the department store and the chain store. Carefully compiled estimates show that less than Io per cent. of the people in any city above 10,000 population patronize the mail order house, while, on the other hand, fully 25 per cent. of the rural or country population are regular cus- tomers of such institutions. Just what proportion of a city’s population patronizes the department store has not been estimated and it is just as well, perhaps, because, as the late Premier of England, Mr. Disraeli, put it: “There are three kinds of lies: Lies, damned lies and statistics.” The point is this: Mail order houses, department stores and chain stores are here to stay, and the sur- est way to meet such competition is to meet their prices if you can and whenever you can. When you can not—either because you haven’t the same kind of goods or because, hav- ing the goods, you can not at a profit —sell at the same price. Use your best judgment in the matter at all times, however, and remember that it frequently happens that a sale or two, when you know your customer as you should know him, even at a loss may bring to you a permanent steady patron. And this, also, I ask you to bear in mind: Once having a good trade established in any neighborhood of American citizens, either native or foreign birth, it is, in almost every instance the retailer’s own fault if he loses any considerable portion of that trade to the: mail order houses. —_+-. The Madi Gras. I’m going to the Mardi Gras, Way down in New Orleans, To mingle with its merry throngs And view its mirthful scenes, Where Folly with her cap and bells Is mistress of the hours And all the balmy air is sweet With white magnolia flowers. I’m going to the Mardi Gras, Where Comus holds his court And monsters from a hasheesh dream In wild procession sport; Where knights in golden armor clad Ride gallantly along, And lovely darkeyed maidens dance To minstrelsy and song. A trace to sordid toil and care! Ill take the Book of Time And turn its yellow pages back To old romance and rhyme, And tread a measure light and gay With troubadours and queens— I’m going to the Mardi Gras, ay down in New Orleans. C. D. Crittenden. —_————>- o-oo Be entertaining to your husband, or some other woman will. Established 1888. The Test of Time Expert Sales Managers Stocks Reduced at a Profit. Entire Stock Sold at Cost. Cash Bond Guarantee. G. E. STEVENS & CO. 324 Dearborn St., Chicago, Suite 460 Phone 5271 Harrison, 7252 Douglas No commissions collected until sale is brought to successful point. No charge for prelimina- ries, Job printing free. Ifin hurry, telegraph or phone at our expense. Deal With Firm That Deals Facts. Office Furniture At a saving of one-third if you buy it at Michigan’s Greatest Desk House. No 1578 for this high grade tilting Desk chair, adjust- able to any height. Made of selected quar- tered oak throughout, finished a rich golden shade and highly rubbed and polished, Fur- n shed in a rich mahogany finish at same price. and fitted with easy running casters. Wood or cane seat. Retail value $9.50. We also carry a complete line of Desks, Directors’ Tables, Filing Systems, etc. The Sherm-Hardy Supply Co. Office Outfitters 5 and 7 So. Ionia St., Grand Rapids, Mich. Mention the ‘‘Tradesman’”’ when writing. A Sound Creed I believe in the work I’m doing andin my ability to get results. I believe that honest methods will appeal to merchants who want honest money. I believe in. working, not waiting, in laughing, not weeping, and in the pleasure of turning goods into money. I believe that a@man gets what he goes after, that one sale to-day is worth twoin the future, and that no manis down and out until he has lost faith in himself. I believe in to-day, in tomorrow, and the sure reward the future holds. I believe in courtesy, in kindness, in generosity, in good cheer, in friendship and honest competition. I believe there is a sale for me somewhere, and I believe I’m ready—right now. Thisis my creed—not entirely original but it emphasizes my prin- ciples and methods. If they appeal to you, Mr. merchant, and you want any kind of a sale write for terms and dates. Address B. H. Comstock, Sales Specialist 933 Mich. Trust Bldg. GRAND RAPIDS, MICHIGAN PUSH, ETERNAL PUSH is the price of prosperity. / Don’t let January be a dull month, but let us put ona “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 i gold by aman who knows. i I will reduce or close cut all kinds of merchandise and guarantee you 100 centson 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. HATS .... For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St., Grand Rapids. We are Headquarters for Base Ball Supplies, Croquet, Mar- bles and Hammocks See our line before placing your order Grand Rapids Stationery Co. 29 N. lonia St., Grand Rapids, Mich. MAKE .MONEY ON YOUR NEW POTATOES THIS YEAR No need to turn jour fingers into iit] “paws” or “potato d'ggers.” Geta ||| Hocking Hand Scoop. A migh } neat and quick way of handling pec and %4-peck quantities. It picks up the small potatoes with large ones, and two scoopfuls fills the measure. Price 65c. oes a, or more of your jobber or W. C. HOCKING & CO., 242-248 Se. Water St., Chicago. Dear Mr. Dealer—- You must have had calls for “29 MULE TEAM” BORAX and “20 MULE TEAM” SOAP. BORAX Surely a sufficient number of calls to have sold them all had you put in a trial order when we first requested you to favor us through your jobber. If you haven’t kept tabs on the calls ask your man—he will tell you that “20 MULE TEAM” BORAX and “20 MULE TEAM” BORAX SOAP will be SELLERS— That you ought to have them in stock and when you do get them You should PUSH them. If you do push them, your cus- tomers will come back for them— they must—they’re too good. THEY DO THE WORK OF ALL THE HOUSEHOLD Cheaper, Quicker, Better and with Less Labor than any article you can sell them for the purpose at any price. BORAX and BORAX “290 MULE TEAM” “290 MULE TEAM” SOAP will get and keep your trade and increase it. May we not hear from you with an order through your jobber? Yours anticipatingly, Pacific Coast Borax Co. New York Chicago San Francisco We have other goods, too, to tell you about later. The Only Animated Trade-Mark in the World. The Trade-mark of Profit to You. ~ FADED/LIGHT TEXT MICHIGAN TRADESMAN Movements of Merchants. Mendon—A new grocery will soon be opened by L. J. Lowe. Ludington—John Larson & Co. have opened a new grocery store. Port Huron—Ballentine & Wilson will soon open a drug store here. Luther—H. S. Schreiner, formerly of Lowell, has started a new harness shop. Northville — Louis Strauss has opened a clothing and _ furnishing store. Needmore—Ed. Davis has purchas- ed the grocery stock of Gilbert & Pease. Muskegon—J. P. Hansen has sold a half interest in his clothing stock to Geo. Rasmussen, of Brunswick. Brookheld—Harry Lewis, recently with J. H. Bryan, Charlotte, has opened a drug store at this place. Eaton Rapids—D. D. Wheeler has closed out his grocery’ stock and will retire from business for the present. Jackson—T. O. Freeman has sold his stock of groceries to Herbert L. Reasner, who will conduct the busi- ness hereafter. Kalamazoo—The remainder of the clothing stock of H. Stern & Co. is being shipped to Hastings, where a store will soon be opened. Kalamazoo—Geo. W. Parker, who has conducted a meat market here for the past thirty-five years, has sold his stock and retired from trade. Jackson—E. R. Warner, who has been engaged in the hardware busi- ness here for the past thirty-five years, has decided to retire from trade. Charlotte—Wm. Kinsman, of Kins- man Bros., druggists, who recently sold their stock to H. A. Blackmar, succeeds Harry Lewis with Jas. H. Bryan. Berlin—W. A. Thomas will re- tire from trade, having sold _ his stock of general merchandise to Geo. Burch, who will take possession April 1. Grand Ledge—The dry goods and millinery business formerly conduct- ed by S. Stanton & Son will be con- tinued in future under the new style of Stanton’s. Vermontville—C. E. Folter has sold his interest in the Vermontville Produce Co. to N. E. McLaughlin, who will continue the business under the same style. Northville—A new clothing and furnishing store has been opened here by Will Gorton, formerly of this place, but of late employed by Ma- bley & Co., of Toledo. Bay City—J. S. Lesperance has taken the position of manager of the drapery department at H. G. Wend- land & Co.’s. He formerly occupied a similar position for a Detroit con- cern. Marshall—Orley R. Ashcraft, form- erly with J. R. Jones & Son, of Kala- mazoo, is making preparations to open a new dry goods store here and expects to be ready for business March to. Freeport—George J. Nagler, general merchandise and produce dealer, has taken his son, Roy E. Nagler, into the business, which will be conducted in future under the style of Geo. J. Nagler & Son. Hancock—J. Fred Johnson has re- signed his position as manager of the Finnish Trading Co. and with his brother, William, will open a general store at the Delaware location in Keweenaw county. Allen—-S. Claire VanFleet is clos- ing out his stock of clothing and furnishings and will remove to Hart- ford, where he will enter into a co- partnership with Arthur Z. Perry to conduct a clothing store. Dowagiac—The dry goods, carpet and shoe business formerly conducted by Burgette L. Dewey will be con- tinued under the style of B. L. Dewey & Son, Mr. Dewey having recently taken his son, Fred, into partnership with him. Boyne City—Fred Cook, who has been employed by A. T. Johnson for the last year, has purchased the gro- cery stock of his employer and will continue the business. Mr. Johnson will devote his entire time to his shoe department. Grass Lake—The Foster Babcock Co. has been incorporated for the pur- pose of conducting a general mer- chandise business, with an authorized capital stock of $10,000, of which amount $8,000 has been subscribed, $7,000 being paid in in cash and $1,000 in property. Bay City—The business formerly conducted by C. R. Hawley & Co. has been merged into a stock company under the style of the Hawley Dry Goods Co. The business will be conducted under the management of S. C. Musial, who has been connected with the house for the past twenty- one years. Bay City—Frank Buell has inter- ested Detroit and Chicago capitalists in a proposition to erect a chemical plant at this city to utilize the waste from hardwoods in the manufacture of wood alcohol, coal tar products and other by-products from hardwood refuse. It is purposed to erect a plant at an outlay of $150,000. Bay Shore—The general merchan- dise business formerly conducted by A. C. Stauffer & Co. has been merged into a stock company under the style of the Bay Shore Mercantile Co. The company has an authorized capital stock of $10,000, of which amount $6,000 has been subscribed, $1,000 be- ing paid in in cash and $5,000 in property. Gould City—The general merchan- dise and lumber business formerly conducted by Lyman & Ferguson has been merged into a stock company under the style of the Lyman & Fer- guson Co. The corporation has an authorized capital stock of $15,000, of which amount $11,000 has_ been subscribed, $100 being paid in in cash and $10,900 in property. Kalamazoo—Jacob Weickgenant, of Battle Creek, and Joseph D. Riede, of Otsego, have formed a copartner- ship under the style of Weickgenant & Riede and will open a dry goods store about April 1. Mr. Riede will close out his stock in Otsego and as- sume active management of the new store, while Mr. Weickgenant will continue the management of his store in Battle Creek. Stanton—George W. McLean, of Edmore, who opened a wholesale pro- duce store here about a month ago for the Empire Produce Co., of Port Huron, is in the toils of the law charged with false pretenses. The Central Produce Co., of Alma, made the complaint, alleging that McLean represented to the company that he was a retail dealer here and sold him several hundred pounds of butter. McLean was arrested in Grand Rap- ids. He was arraigned and bail fixed at $250, which he failed to furnish. He has let down the dealers in our neighboring towns several hundred dollars, at least it looks that way, because the Empire Produce Co. re- fuses payment of purchases made by him, claiming that he was not in the employ of the company. Manufacturing Matters. Detroit—The Palmer Manufactur- ing Co., which manufactures library tables, has increased its capital stock from $25,000 to $50,000. Weidman—The Holmes Milling Co. has been incorporated for the purpose of conducting a milling business. The new -company has an authorized capital stock of $15,000, of which amount $14,000 has been subscribed and paid in in cash. Montgomery—A new _ corporation has been formed to make cheese under the style of the Montgomery Cheese Co. The new company has an authorized capital stock of $3,500, of which amount $2,100 has been sub- scribed and $1,000 paid in in cash. Escanaba—A new corporation has been formed under the style of the Northern Engineering & Construc- tion Co. for the purpose of construct- ing highways. The authorized capi- tal stock of the new company is $20,- ooo, all of which has been subscribed and $10,000 paid in in cash. Detroit—A new corporation has been formed under the style of the Lavigne Manufacturing Co. to manu- facture brass goods with an author- ized capital stock of $50,000, of which amount $30,000 has been subscribed, $8,125 being paid in in cash and $15,000 in property. Menominee—The lumber manufac- turing business which has been con- ducted by the J. W. Wells Lumber Co. in the past has been merged into a stock company under the style of the White Pine Lumber Co., with an authorized capital stock of $125,000, all of which has been subscribed and $81,000 paid in in cash. Hart—The lumber business former- ly conducted by W. C. Bennett & Co. has been merged into a stock company under the style of the Ben- nett Lumber & Manufacturing Co. The authorized capital stock of the new company is $15,000 common and $10,000 preferred, of which amount $21,000 has been subscribed and $15,- ooo paid in in property. Alpena — Extensive improvements are being made to the lumber mill of F. W. Gilchrist. A boiler house of brick is in course of erection and nearly completed. The old battery of nine boilers, some of which have done service since 1867, and others used in the Oliver mill at Ossineke many years ago, have been consigned to the scrap heap and their place is taken by a modern battery of four boilers with the latest furnace ap- pliances. The old smokestack has been removed and a new one 120 feet tall is-going up. Bay City—John J. Flood, who is cutting hardwood logs for W. D. Young & Co. and is to manufacture a lot for Salling, Hanson & Co., of Grayling, has contracted to cut about 100,000 feet of mahogany logs for E. Germain. These logs are imported from South Africa by Mr. Germain, or at least he gets them through agents and they come via Quebec. They are sawed into boards and then into veneer for the finishing of pi- anos, in the manufacture of which Mr. Germain is engaged extensively. This is the third or fourth invoice of mahogany logs he has_ brought from South Africa. He finds. the African product better suited to his needs than that grown in the West Indies. Bay City—The territory traversed by the Michigan Central’s Mackinaw division, between Bay City and Che- boygan, has been for years one of the most important lumbering dis- tricts in the Lower Peninsula and at this time is doubtless the most im- portant one in point of production. For something like thirty years the mill firms on the line of this road and its branches have produced an- nually an average of considerably Over 100,000,000 feet of lumber, be- sides shingles, lath and cedar prod- ucts. Aside from these products it is the chief source of supply of logs for the mills on the Saginaw River, having furnished an average of 125,- 000,000 feet for about twenty-six years; more than 3,000,000,000 feet of logs since 1880. Immense quantities of cedar, wood and tanbark also are furnished by the territory drained by this line. In 1905 was manufactured on the line of this road (not includ- ing Cheboygan) a total of 141,472,418 feet of lumber, 45,367,000 shingles and 24,385 lath. This product is all ship- ped by rail to market through this city. While the pine is almost gone enough hemlock and hardwoods are held by the large concerns to keep them going fifteen years yet. —_+--- The Fargo Shoe Manufacturing Co. moved its plant from Chicago a year ago last December to the busy manu- facturing city Of Belding on account of trouble in obtaining the labor re- quired on its grade of goods. W. H. Fargo, the President of the company, was in the jobbing and manufactur- ing business in Chicago for over thirty years. G. B. Fargo, his son, has grown up in the factory. They have made a specialty of their com- fort shoes, known many years as Far- go’s Aunt Ruth. Many of the lead- ing jobbers of the West carry this line. Mr. Fargo’s theory is that Western leathers should be made up in the West and sold here in place of going East and back. Why not? Te ey ae ae ~ a ‘th. — MICHIGAN TRADESMAN The Produce Market. Apples—There is a scarcity of good fruit. and the demand _ continues steady. Nearly all apples show an advance of 50c per barrel since last week and there are indications that they may go still higher. Quota- tions range from $4.50@5.50 per bbl. Bananas—$1.25 for small bunches, $1.50 for large and $2 for Jumbos. The market is very strong, with a large supply of excellent fruit moving easily. According to the opinion of many well posted men in the trade the tendency is upward. Butter--Creamery is strong at 27¢ for choice and 28c for extras. Dairy grades are active at 20@z2Ic for No. 1 and 14c for packing stock. Reno- vated is in fair demand at 21c. The situation is practically the same as that of last week. Extra creameries are firm and in good, steady demand and there are only moderate receipts. There has been a decline of one cent since last week in many of the low- er grades, which are dragging. The wide spreads between the top grades and the other grades are a good in- dication of the condition of the mar- ket. Much of the butter shipped in is shipped as extras, but in the present condition of the market fails to se- cure the grade and is not so easily disposed of. The market for the low- er grades all over the country is weak and a great deal of poor stuff is coming in. Cabbage—75c per doz. Carrots-—$1.20 per bbl. Celery—3oc per bunch for Michi- gan and 75c for California. Grape Fruit-—Florida is in fair de- mand at $6 per crate. Grapes—-Malagas are steady at $o@6.50 per keg. Honey—-13@14c per tb. for white clover. Lemons—Californias command $3.50 per box and Messinas fetch $3.25. Lettuce—15c per fb. for hot house. Onions—Local dealers hold their quotations on red and yellow at 5oc and white at 65c. Spanish are in moderate demand at $1.75 per crate. Oranges—Floridas are steady at $3.50 and fancy Redlands command $3@3.25. Some fine fruit is being re- ceived from day to day and is being picked up rapidly at full quotations. Unfavorable reports from California saying that heavy rains have injured the crop somewhat are held respon- sible for the firm tone of the market. Parsley—goc per doz. bunches. Parsnips—$1.75 per bbl. Pop Corn—goc per bu. for rice on cob and 4c per th. shelled. Potatoes—Country dealers gener- ally pay 30@35c, which brings the selling price up to about soc in Granda Rapids. The situation is about the same. Receipts continue steady and the buying is largely from hand to mouth, although there is a good consumptive demand in town for table potatoes. Stocks are light at all Michigan markets. Sweet Potatoes—$3.50 per bbl. or $1.50 per hamper for kiln ened Illi- nois Jerseys. ——_2.-->____—_ The Grain Market. The general tendency of the mar- ket the past week has been decidedly lower, May options closing at a loss of about 3c per bushel and July about 2c per bushel. The demand for both wheat and flour has been very light, except at greatly reduced prices, buy- ers anticipating a still further de- cline. There has been some talk of crop damage from freezing and thaw- ing in some sections of the winter wheat belt, but it is generally be- lieved the damage, if any, is light, as the weather thus far has not been severe, the cold snaps, as a rule, hav- ing been preceded by plenty of moist- ure. Bradstreet’s world’s available supply showed an increase of 4,392,- ooo bushels, as compared with a de- crease for the same week last year of 3,842,000 bushels; in fact, all news has been of a bearish nature. A ca- ble from Argentine reads, “Market of- fers no encouragement; farmers hold- ing back, with every prospect of con- tinuing some days.” Continental crop advices were generally favorable, par- ticularly those from Russia, and mail advices from London report the flour trade as being the dullest in ten years. The decline has been quite severe, and it would seem that we are just about due for a slight reaction at least. Mill- stuffs continue in good demand and prices are firm, so that millers are inclined to keep running and pile up a little flour if necessary in order to take care of the feed trade, looking for a reaction to help out with the flour. Corn has shown very little action, the cash market is strong and the de- mand for spot corn is quite brisk. With soft weather approaching care should be taken in buying and to in- sist on good sound stock. Corn and oat feeds are now selling below mill- stuffs, and while they will not take the place of bran and middlings for dairymen, there is a tendency to mix more or less corn and oat feeds and thus cheapen the feeding. Oats continue in good demand, with a lower tendency, the price be- ing largely affected by the weakness in wheat. Local oats are weaker in comparison with Western offers; the quality considered the price is about equal. The report of the visible supply of grain as compared with the previous week showed the following changes: Increases of 381,000 bushels wheat, 651,000 bushels corn, 43,000 bushels rye and a decrease of 632,000 bushels oats and 141,000 bushels barley. L. Fred Peabody. —_—__o¢—__—_ Attention is directed to the adver- tisement of the John Timmer gen- eral stock, which will be sold at bank- rupt sale at Fremont, March 20. The stock is in good shape and the store is in the enjoyment of a good trade. There will be no postponement of the sale beyond the date originally set. ee D. S. Hatfield, 643 Madison avenue, traveling salesman for Hecht & Zum- mach, is confined to his home with severe illness. The Grocery Market. Sugar—-Prices have been marked up Io points during the past week. The strength is principally due to the increased disposition shown in Cuba and elsewhere to carry sugars until the prices obtainable in the United States are more on a parity with those ruling for beets in Europe. For a time it looked as if part at least of this disparity might disappear through a decline in the latter, but in- stead of this beets have exhibited sur- prising strength and last week’s dif- ference of 31c between the importing cost of beets and the prices ruling here for cane sugars: has been in- creased this week to 34c. Naturally Cuba and other cane sugar countries have gathered courage from the firm- ness of European prices and from an exhibition of strength in a quar- ter from which they feared a possi- ble show of weakness, owing to the enormous supplies and the lack of relief afforded by predictions of only | slightly diminished sowings. Tea—The market has a decidedly | firm tone and Ceylons show especial | strength. Low grades and Japs are} scarce and medium grades tdabase.) tively easy, while siftings and dust, | as usual at this season, are hard to| get, even at full quotations. Import- | ers still refrain from pressing sales | and there is no demand of conse-| quence in the Eastern markets. The | distributing business is fairly good, | with indications favoring improve-| ment. Coffee—Brazilian grades have ad-} vanced 3%c during the past week.| This is due to the consummation of) the 3razilian valorization plan, | coupled with the steady improvement | in the statistical position. The fig | ures covering deliveries of coffee to | interior supply prove the bull specu- lative contention that the invisible | supply of coffee is smaller than for | years. Advance estimates of the de- crease in the wearld’s visible supply for February again show that the falling off is greater than during February, 1905, and as a result of all these strong conditions there are not lacking prophecies that the market) for Rio and Santos coffee may ad- vance 2@3c per pound during the coming spring. The demand for cof- fee is at present very good. Milds are strong and show a slight harden- ing for the week. Java and Mocha coffees are steady and in moderate demand. Canned Goods—There has been a very heavy demand for the cheaper grades of corn and these and the cheaper grades of pears are now pret- ty well cleaned up. Jobbers still maintain an indifferent attitude re- garding corn and are not influenced by the offerings of concession from the opening prices, which are said on good authority to be made from some quarters. According to some reports one reason why the jobbers are not more enthusiastic is that they still have on hand a considerable part of their purchases of the 1905 Maine pack, the cost of which was 12% per cent. higher than that of the 1906 pack will be on an outside calculation, and the lower prices named on the |cots are latter will compel them to sell their balance of 1906 goods at a loss. The Baltimore combine still holds the price of tomatoes up and they say they are going to maintain it until June. Baltimore advices say that future tomatoes are active and the buying orders continue to come from the same sections that have been the heaviest buyers during the past month. Salmon is quiet but the mar- ket is said to be in excellent shape and with the opening of the spring trade higher prices are expected on most if not all descriptions. Can- nerymen in Southwestern Alaska are making preparations for one of the largest salmon runs that has been seen there for several years and it is believed that this year will be a banner season. A number of the can- neries which suspended operations two years ago will open this spring. Puget Sound cannerymen are predict- ing an opening price for the 1906 sockeye salmon pack that almost reaches the highest figure ever at- | e . itained by the sockeye salmon in the history of the industry on the sound. There are said to be less than 200,000 cases of sockeye salmon in first hands and these are not held because of lack of demand but for the raise that it is believed is bound to come between this and the placing of the 1906 pack on the market. Fruits—Peaches are quiet but very firm. Apri- stiffer and are go- ing to clean up. Currants are un- changed and fairly active. There seems to be no chance of any lower Raisins are dull and Dried. and unchanged, slightly prices soon. | without change in price, either seeded or loose. Apples are firm and fairly pe Si Prunes are doing fairly well. The coast market is unchanged, and all Eastern markets are still quoted somewhat below the coast parity The market has been somewhat in- fluenced by the fact that Germany, always a large consumer of Cali- fornia prunes, has put a tariff on the fruit. This has made it neces- sary to resell in this country several large lots which had been set aside for exportation to Germany. Syrups and Molasses—Aside from a lack of selling pressure there is little of interest in the market. Some of the more desirable grades are hard to get. Receipts at New Orleans have been very light since the crop was over. Syrups in tins are in good demand and are quiet and steady at full prices. Fish—Cod, hake and haddock are dull and heavy. The market is weak. Sardines are in fair demand at unchanged prices. Salmon is steady to firm, with a good demand for the lower grades. Herring are dull and easy. The warm winter has dealt the holders of fish a heavy blow. Mack- erel is in quiet demand and on most lines the market is well maintained. Here and there some under grades are offered below the market, but Norways are scarce and very strong. >< Show Cases Cheap. We have in our store a number of second-hand show cases, which we offer for sale at very small prices. W. Millard Palmer Company, 20 and 22 Monroe street, Mich. Grand Rapids, MICHIGAN TRADESMAN Ladies’ Hats To Be Fearfully and Wonderfully Made. Although all the merchants dealing in dry goods have shown and are showing handsome advance sorts of thin summer stuffs, those stores car- rying headwear for the ladies are chary of displaying the styles of the new season in their line. A few “tailor-mades” have put in an ap- pearance, but there was absolutely nothing attractive in their make-up. The materials employed were home- ly and there wasn’t a chic hat in any of the groups. There are some very beautiful “creations” in the new books, but some of the alleged hats are enough to make gods and men weep! Their like was never before seen in “the earth beneath.” The style books, however, wax ex- ceeding eloquent over these strange chapeaux. Listen to this one: “It is bonny spring millinery we see. Its dainty beauty inspires with the same spirit of joyousness as that aroused by the delicate loveliness of apple blossoms when they are waft- ing their perfume on balmy spring breezes. How can one be other than happy-hearted when the new spring bonnet is announcing the pass- ing of winter, while the melodious note of the robin heralds the com- ing of spring? “These are fashioned of materials of such delicate charm one is lost in wonderment at the art and cunning which can produce millinery mer- chandise of such wondrous beauty. Historically speaking, fashions are a revival of those of the Empire Pe- riod. This is noticed in tiny hats, bright colors and even plaid effects. “So far millinery is ruled by the ‘cornet’ plateau and _ beret. The ‘cornet’ is the most pronounced fea- ture of new millinery. Its shape is that of the cornet, or better de- scribed as a cornucopia. * * * Its possibility for manipulation can not be realized until one actually handles it and sees how a few deft touches convert it into a draped toque of fascinating lines or a cunning small hat, as fancy may desire. It is really an outcome of mushroom plateaux of last season exaggerated until it has arrived at its present conical shape. Without a doubt this unique idea is destined to receive flattering atten- tion from the milliner everywhere.” The leghorn is referred to in the following encomiums: “The leghorn hat is an unusual subject for this time of year, but its exceeding popularity for immediate wear is a matter of comment. Still more surprising is to see the unex- pected forms in which it is pre- sented. It comes in small fancy shapes, in flat and butterfly plateaux, in flats and all sorts of crowns. The natural leghorns which are to be manipulated like the soft body hats, have bell crowns, round crowns and flat crowns. These are bent and twisted into tiny draped hats until they make a typical spring hat.” This in regard to the use of flow- ers: “Roses reign supreme, of all sizes and colors, although ‘they do say’ the small rose is the favorite. In fact, most flowers and foliage are on the diminutive order. Single strings and strands of tiny buds and biossoms encircle crowns like a neck- lace about the throat. “As to ribbons they vie with flow- ers in point of popularity. Immense quantities are used; the exaggerated bow is the fashion. On small hats heavily beribboned back and __ side bandeaux are exceedingly stylish. “When ornaments are used they are exceptionally handsome. Gold with shining stones has returned to favor. “The range of exquisite colors in which all materials are produced is one of the happiest features of pres- ent-day millinery. The shades are now so perfectly matched to the en- tire costume that the tout ensemble is in highest taste. The most care- fully modulated Jlavenders, prunes, cactus shades, amethyst tints and raspberry colorings are shown.” "The above excerpt is from one of the most eminent authorities in America, and may be accepted as ab- solutely what we may anticipate see- ing in the millinery windows when gentle spring is abroad in the land. The first few March days do not count, but the time is not far dis- tant when the Fair Sex may feast their eyes on the wonderful effects to obtain. Hats are no longer “just hats.” If they come from the hand of an expert they are as carefully “composed” as an artist prearranges his lights and shades, his colors and tints of colors, and the finished prod- uct is then to find its rightful own- er—which, sad the day, does not hap- pen in far too many instances. x ek The Grand Rapids window trim- ming fraternity is to lose one of its members. Mr. Arthur A. Haines, of Foster, Stevens & Co.’s_ working force, is to go into the general hard- ware business for himself at St. Louis, Mich., in conjunction with Fred B. Ensley, formerly in the hard- ware business at Howard City, who sold out last fall and has since been looking for a favorable location. The firm will put in a $3,000 stock, -add- ing thereto as trade increases. They will go into a brand new building in the best business section of the town, and look for success if hard work, push and advertising will bring it. Mr. Haines carries to the future firm a degree of energy that has made his window trimming at Foster, Stevens & Co.’s famous. Picking up that line of effort at random, step- ping into the shoes of his predeces- sor “at a pinch,” the footwear soon became comfortable and fitted the new man like a glove, an example of what a person can accomplish in an unknown position when circum- stances—and Fate—suddenly place him there. Mr. Haines will do the windows in the St. Louis store, as well as attend to other detail work. Glass and Paint Lore “The Shrewd Buyer Makes the Successful Merchant” Glass will surely advance this month. This will be a banner year from the building standpoint and you will need the glass. Order now for spring and summer while the price is right. New Era Paint “Every Atom Pure” There is nothing manufactured like the ‘“Acme quality” goods, either in paints or specialties. We are Western Michigan distributors for the Acme White Lead & Color Works, of Detroit, and have put in an enormous stock, so that shipments will go forward without delay. We carry a full line of Varnishes, Brushes, Specialties and Painters’ Supplies. VALLEY CITY GLASS & PAINT CO, Successors to G. R. Glass & Bending Co. 30-32 Ellsworth Ave., Corner Island St. Two Blocks from Union Depot on Holland Interurban Car Line Bent Glass Factory, Godfrey Ave. and P. M. Tracks. This cut shows our Folding Egg Cases complete with fillers and folded. For the shipping and storage of eggs, this is the most economical package onthe market. Why maintain a box fac- tory at the shipping point when you can buy the folding egg cases that meet the requirements at a merely nominal cost? No loss of profits in breakage, and if you handle your customers right youegg cases cost — i oe Let us tell : Ow, 0, if you are in (Patent applied for) themarket for 32 quart berry boxes, bushel crates, write.us, or enquire of the jobbers every where, JOHN F. BUTCHER & CO., Mt. Pleasant, Mich. THE FRAZER FRAZER Axle Grease Always Uniform Often Imitated Never Equaled FRAZER Axle Oil Known Everywhere FRAZER No Talk Re- Harness Soap quired to Sell It FRAZER Good Grease Harness Oi) Makes Trade FRAZER Hoof Oil Cheap Grease Kills Trade |. MICHIGAN TRADESMAN 7 The new company will be known as Ensley & Haines. Last Saturday night Mr. H. was told o “quit work” somewhat sooner than ordinarily, and when he reached home he found out the reason therefor. About forty .neighbors and_ other friends took possession of his house at 8:30, capturing the family com- pletely by surprise, the occasion be- ing no less enjoyable on that ac- count. Mr. Haines has been with his old employers for twenty years, coming to them when little more than a boy. He expects to leave for his new field of labor to-morrow. The Tradesman wishes him all manner of success in his new commercial ven- ture. ——_.2>—____ Storage Eggs Should Be Bought at Eight Cents. New York, March 6—T*“e egg producing season for 1906 is .uw well commenced and will soon be at its flush. The commercial value of this great product of the farm will depend very largely upon the quantity that will be produced. Supply and demand reg- ulate the market value of all commod- ities, and to establish prices early in the season on a basis that will be reasonably remunerative to the pro- ducer and fairly safe for the purchas- er is a matter that should be seriously considered. In determining the value of the egg product there are many vital points to consider. In the first place you will bear in mind that the egg is a perishable article and that a season’s crop, no matter how large, must be consumed within its own season or go to waste. There is no export outlet and, therefore, they must all be disposed of in our coun- try. For the past five years prices have steadily advanced at the farm and, as a result, production has in- creased enormously. There is no doubt that the produc- tion during 1906 will far exceed that of any year in the history of the egg trade. Well, what is going to be done with this enormous crop? Shall we pile up the surplus in cold storage at high prices, as we did last year, and lose millions of dollars, or shall we pursue a more conservative course and store our eggs at a price that will be ‘reasonably safe? IT do not wish to advocate that the farmer shall produce eggs for noth- ing. Neither do I believe all should be given to him. The consumer is entitled to some consideration. I be- lieve in a happy medium that will be beneficial to all interested. We must remember that the storage egg is consumed very largely by a class that consult, not their palate, but their pocket book. When eggs were a luxury and out of the reach of the great consuming class, heavy hold- ings could not be disposed of prompt- ly, but now we witness the sad spec- tacle of large quantities being dispos- ed of at less than half the original cost. I consider eight cents a good remtnerative price at the farm, and this would make storage stock about 12@13c at Chicago and a correspond- ing price, adding freight, at seaboard points. At these prices the consump- |blocks out of commission. tion next fall would be large, and it must be large to take care of the great crop of 1906, and the parties who furnish the capital for carrying the goods would have some assur- ance that they would have at least a new dollar returned for an old one. E. Cornell. a ooo New Factories Being Erected at Hol- land. Holland, March 6—Never before in the history of the city were busi- ness prospects better than at pres- ent. Contractors and carpenters de- clare they are deluged with requests for estimates and plans for dwelling houses, blocks and factories, and they all predict that there will be the greatest activity in the building line ever witnessed here. Indications are that a more expen- sive class of dwellings will be con- structed this year. The demand for modern dwellings is far beyond the supply this spring on account of so many people moving here to work in the new factories. The Bush & Lane piano factory has been completed and will begin opera- tions to-morrow. The company is getting experienced men here from Chicago. The Bay View Furniture Co. has secured the exclusive right to manu- facture a new patent extension table, of which J. W. Lindow, of Marine City, is the inventor. Mr. Lindow will enter the employ of the Bay View Furniture Co. and bring thirty families with him to this city. The Masonic fraternity of this city is organizing a stock company to erect a temple in the very near fu- ture, costing about $45,000. The building will include stores, theater, offices, assembly hall and _ lodge rooms. 7.22 Salt Output Given a New Impetus. Saginaw, March 6—Saginaw coun- ty was once one of the leading salt producing centers of America, but the decline of the lumber industry here has put most of the old-time salt The salt blocks, having been merely subsidiary te the sawmills, were closed down when there were no more logs here to feed the hungry saws. In consequence the salt output of this place has greatly diminished the past few years. It is to be given a new impetus, however. The Saginaw Plate Glass Co. is now building on its premises an immense salt block, grainer building and warehouse, and expects in a few months to have this plant in operation and turning out from 600 to 900 barrels of salt per day. The company has three salt wells down and a fourth has reached a depth of 500 feet. Brine of 95 per ‘cent. strength was struck at a depth of gto feet. With this new salt plant in operation the Saginaw district will attain a much higher place in salt production than it now occupies. —_———_—.—-o————— Happy Days. Estelle—Clarence, just think of it! Five weeks from to-day and we will be married. Clarence—Well, while we may. let’s be happy WILL NOT SMOKE OR BURN OFF-A BEAUTIFUL BLACK Vey dol Base) (a ean AN ORS < FOR GAS STOVES-PIPES-RANGES-FURNACES ETC. CLARK. RUTKA.WEAVER CO-DISTRIBUTERS-GRAND RAPIDS MICH. FOOTE & JENKS MAKERS OF PURE VANILLA EXTRACTS AND OP THE GENUINE, ORIGINAL, SOLUBLE, eee EXTRACT OF LEMON Sold only in bottles bearing our address _ JACKSON, MICH. What are you going to do when you are old and have One dollar makes the start then it comes saved nothing? easy —Start today in The Old National Bank 50 Years at No. 1 Canal St. Grand Rapids, Michigan Assets Over 6 Million Dollars 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. It pays a profit. What more can you ask? WORDEN (j;ROCER COMPANY (Private Brand) GRAND RAPIDS, MICH. FADED/LIGHT TEXT MICHIGAN TRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price Two dollars per year, payable in ad- vance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued in- definitely. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. Entered at the Granad Rapids Postoffice. E. A. STOWE, Editor. Wednesday, March 7, 1906 THE POWER OF WEALTH. It has become a common reproach that is thrown constantly in the faces.of the American people, that commerciality and the desire to get money exert more influence over them than can be said of any other race nationality. From the point of view occupied outside observers, this charge is true, and yet when the fact is fully examined it develops features that are not so heinous and condemn- able as would seem at the first glance to be the case. Certainly there is among the wealthy persons in the by most United States no undue proportion of | misers who worship money for its} wil] | own sake. On the contrary, there is as a rule the rich men of our country and race are apt to be gen- erous giver's. and There is not at the bottom of the American money-grabbing any whol- ly base motive. On the contrary, there is something that is more or less excusable, if not admirable, in it. The American struggle for money grows to a great extent from the de- sire to gain power, influence, social position and general personal ad- vancement. There are, of course, those who seek public and personal distinction in the military and learn- ed professions. It is a matter of universal note that the men who have reached in every age the highest places in the attention of their fellows have been the successful soldiers. More monu- ments are erected to them than to all other classes taken together. More has been written about them, and they fill more pages in history than do all the others whose names are mentioned. But the military field of- fers opportunities for celebrity only in time of war, while during the long periods of peace other roads to fame must be tried. Statesmanship, politics, religion, philanthropy, science and art are the other avenues open to the seekers after distinction, but to the great masses these roads are more or less inaccessible. It is not strange, then, that great numbers put their trust in the power of money and devote them- selves to acquiring it. Not all are actuated by worthy motives, but pos- sibly some are, and doubtless it will be found that the men engaged in commercial and financial pursuits are as honest and worthy as a class as are the soldiers, lawyers, physicians, litterateurs and artists. The great Republic of the Western Hemisphere is the only country of importance on the globe in which there is no privileged or titled class possessing by law or ancient custom social precedence. When the American states achieved their independence and established the republican form of government under which they now exist, they had been living for more than half a century under the monarchical rule of Eng- land and under the social conditions that necessarily grew out of the in- stitution of a titled nobility possess- ing special privileges and class rights of precedence and domination. When the new nation was formed, although there had been no experi- ence in the world of political equality and an entire absence of class pre- cedence, chiefly through the influence of Thomas Jefferson, it was written in the National Constitution that there should be no orders or titles of nobility and that public officials vest- ed with executive and legislative pow- er should be chosen only for short terms of service, so as to prevent the growing up of any ruling and domi-' nant class. leged class maintained by law or cus- tom, for when the highest public of- ficial is retired, as sooner or later he be, from a position of public | authority, he becomes a private citi- a larger percentage of spendthrifts, | lity, zen, with no more power to control or to lead than may reside in his in- dividual talents and personal popular- and thus the American people may cherish a laudable desire for social advancement and promi- nence, believing they can attain it through the possession of wealth, en- ter into the game of money-grabbing with all the energy and zeal they may possess. who When we see the power of money in controlling the making and execut- ing of the laws; when we see the gen- eral deference and even the servile toadying of so many people to the very wealthy; when we see the multi- millionaires marrying their daughters to the more or less worthy scions of a foreign nobility; when we see the extraordinary degree of luxury and in- dulgence in which such wealthy. per- sons are able to live, it is not strange that they should be objects both of envy and of imitation. The requirements of the American Constitution deprive the American people of all opportunity to build up a special and powerful class, except with the instrumentality of wealth, and it is to be expected that this ;only means will be used to the ut- most. France, although it is a repub- lic, has not abolished or prohibited the titles of nobility that have come down from the eras of royal and im- perial control, and they still exist and are recognized. The ancient Roman republic had no titled nobility, but it had a noble and privileged class in the “Patri- cians.” They were the descendants of the first founders of the Roman state, and their class was perpetuated by inheritance and adoption. For centuries its greatest warriors, states- men and others of distinction were patricians exclusively, and all the sen- ators and high officials were of that class. Finally under the rule of the emperors titles and privileges of no- bility were conferred by the mon- archs upon their friends and favorites and of those who enjoyed these fav- ors to the greatest extent were the wealthy classes, because they could be of the greatest use to the tyrants. Wealth is a poor basis upon which to found a socially privileged and dominant class, but in spite of all we can do, it seems to be the only re- source of a democratic republic like ours. In the small republics of Greece, great public services, excel- lence in science, art and letters, and high personal qualities and attain- ments were the bases of all social distinction, but in a population of 80,000,000, or, as it soon will be, 100,000,000, there are forces that re- quire some more strenuous influences than personal endowments. In the case of our own Republic, view the matter as we will, money is going to be the greatest power in the country. There may come first, as it did in Rome, a revolution of the poorer classes against the wealthy, an _, |and there may be a brief period of Thus it is that we have no privi-}| domination by the populace, but or- der is the fundamental law of the uni- verse, and public order and protection for private property and rights are so necessary in any political and social state that it can not exist without a dominant force to quell disorder and establish and maintain internal peace and security. In every such consum- mation the power of wealth will not only be conspicuous but indispensable, and it will be potential in the re- establishing of stable government whenever capable leaders shall be found to wield it. GOOD CROPS, GOOD TIMES. It is the very generally enter- tained theory, borne out by history, that about once in so often—say ten or twelve years—there are what are called hard times in this country. Af- ter the stress and strain business be- gins to pick up again and improve until it reaches high water mark, stays. there for a little while and then again descends. It is said by some who have studied the situation that every other one of these hard time periods is comparatively slight and that every other one is_ decidedly severe. The hard times affect every- body, rich and poor. Some of the rich are ruined and made bankrupt, while many of the poor find it hard to get work and suffer accordingly. One of the reasons advanced is that in good times there is confidence which begets boldness, which in turn begets venturesome _ recklessness. People come to the habit of thinking that all investments must be good and because some doubtful ones suc- ceed, they determine to take larger and longer chances. Some of the ventures being foolish on their face turn out disastrously, making failures with big losses which affect other concerns and embarrass them, and as the row of standing bricks falls from the impetus given by the first one, so numerous business concerns topple over and thereupon confidence gives way to suspicion. It is an old saying that the only thing which is more timid than a dollar is two dollars. With loss of confidence, financial hardships are reasonably sure to fol- low. The times in this country have been good for a much longer than the usual period. There was a little stringency a few years ago, but it did not much affect this section, whose industries and banks are well managed. Because of this continued prosperity there is often discussion as to the length and liability of its continuance. A prominent Grand Rapids business man in a conversa- tion along these lines the other day advanced and advocated the idea that it is entirely a crop proposition and that when the agricultural crops in the great farming districts of the country are good, money is sure to be plenty and business brisk. There are good arguments in support of this theory. Suppose, for instance, some year a long time hence there should be a crop failure big enough to be worthy the name. Then the farmers would have very much less money, but the influence by no means stops there. The railroads would have but little grain to carry and cor- respondingly reduced freight reve- nues, and the scarcity of funds would also affect the passenger business. The transportation corporations would then delay projected improve- ments and extensions and cancel or- ders for rails and_ structural steel. This would affect the iron business and lessen the work and wages of hundreds of thousands. They in turn would have less money to buy other products, whose manufacturers in turn would suffer, and with them the retail dealers. The depression would be widespread and felt in practically every branch of business. The re- sult then would be hard times and hard times are more quickly reached than recovered from in this or any other country. Whether or no it is wholly a crop proposition, the fact re- mains that good or bad crops have a great deal to do with good or bad times. It is a very nice thing for a large city to have a first-class orchestra playing none but the best classical music. It is urged that it is an uplift and possessed of substantial educa- tional value in any community. It is well enough to remember, how- ever, that big orchestras of this class come high. Pittsburg was ambitious to follow Chicago’s lead in this re- spect, and although its first season is not yet ended, it is confronted with a $40,000 deficit and there is talk that the organization must be disbanded. The manager assigns as a reason that Pittsburg people are paying more at- tention to bridge whist than they are to music, and probably he has made a correct diagnosis. That is not the only city which apparently has gone bridge whist crazy. Down at the foot of an alphabetical list of such Utica could be printed in big letters. MICHIGAN TRADESMAN 9 THE MAIL ORDER GROCERY. Mr. Blank’s Argument With Its Representative. Written for the Tradesman. We are told that history repeats itself. One farmer in particular felt this to be a not unwise saw when, not long since, he was confronted by a grocery drummer from an Ohio house and gravely informed that he had come to rescue our farmer friend from the clutches of the rob- bing local stores. Mr. Blank, the farmer, stated that he was wholly satisfied with the pres- ent status of his grocery dealings and preferred to deal with his local store. “Now, my friend,” said the drum- mer, in his blandest tones, “if I can show you that you can save from Io to 20 per cent. on everything you buy would it not be an object for you to trade with us?” Mr. Blank was not sure about that. He was willing to be enlightened, however, and the agent went on to tell of the wonderful bargains his firm offered to the farmers. “There’s no use talking,” said he, “the small retail stores are making 25 to 30 per cent. off you fellows and you sit calmly down and_ let them do it. It’s time for the bone and sinew of the land to throw off the yoke and assert itself. Let me show you some samples.” Mr. Blank was willing and the drummer opened his case and dis- played his goods—teas that were first crop, from first pickings, such as the ordinary country stores could not get, and the price was but a trifle above what the local dealer asked for an inferior article! The argument seem- ed good and the ignorant agricul- turalist encouraged the drummer to proceed with his better-than-Coin- Harvey school of instruction. “We run a strictly wholesale house, you understand. We cater only to the farm trade and sell at a very close figure. Do you know the local stores are making a profit out of your hard work, Mr. Blank?” “Why, yes,” said the awed tiller of the soil, “I suppose the storekeeper makes a profit—I wouldn’t ask him to work for nothing and board him- self.” “No, of course not, but he makes treble what he should. I repeat, you are being robbed. Now, see _ here, here is an article of nutmeg. You pay Io cents an ounce for that, while I sell for 7, and a far better article.” All of this the farmer thought might be true, since his wife had not bought any nutmeg in several years. The drummer was glib of tongue and rattled on for some time before Mr. Blank could get in a word edgewist. At length, during a pause in the tongue-rattling, the farmer asked how it was in the matter of sugar. “Oh, well, we don’t care to sel! sugar unless the customer insists” said he. “You see, sugar is a com- modity that nobody can make a cent on anyhow; it doesn’t cut much of a figure anyway.” “T think it cuts a large figure-- in fruit time at least,” returned Mr. Blank. “And then may I ask what you pay for butter and eggs? You know they are the dependence of tle housewife, with which most of our groceries are purchased.” “There are butter and egg men; we ain’t in that line.” “No? Well, how are we to dispose of our butter and eggs when the mail order groceries drive out the leca! stores?” queried Mr. Blank. “That'll be attended to by men who make a specialty of such things. Grocerymen have no business to deal in butter and eggs anyhow. as these pestiferous robbing local stores are out then the butter and egg men will step in.” “And pay the cash for our hen fruit and butter, and this we can send down to Ohio and buy grocevies with? Mighty handy that would be, wouldn’t it?” “But think of what you would Save—” “Possibly. thing—” “Yes,” a trifle nervously. “We have a fine growing town on the railroad a few miles from here. Of coufse, if we farmers buy all our supplies from you the stores would go out and the town would die. How pleasant it would be to live no nearer than a hundred miles of any town bigger than a flag sta- tion. Wouldn’t our farms increase in value, though! I confess your pic- ture of prosperity makes me anxious to snub my local dealer and hurry up the good time coming. Why, do you know, your plan is older than you are, young fellow?” “T don’t know what you are talk- ing about.” “Why, don’t you know how the Grangers tried that very thing when they first started out? The middle- man was a pestiferous robber who must be done away with and they tried to do him. They cut too big a cud for them to masticate, however, and for a good many years the Grange has been a sane and safe in- stitution. Say, ain’t going, are you?” “T don’t think you know a good thing when you see it,” growled the drummer as he opened the door. “There’s another question I’d like to ask,” put in Mr. Blank: “There’re dozens of my neighbors, and myself in particular, who have to get credit once in a while—now would you be willing to advance goods and wait sixty days for your pay?” “We don’t do a credit business,” growled the mail order representative as he hastened to his buggy and drove away. “No, I reckon you don’t,” chuckled Mr. Blank. “You may fool some farmers who imagine the storekeep- er is their enemy, but in the long run every tiller of the soil will come to realize that his local dealer, nine times out of ten, is his best friend.” Afterward Mr. Blank learned that he could buy an ounce of nutmeg for a nickel while the mail order man was almost giving them away at sev- en cents the ounce. As soon Now there’s another Some people are never satisfied. They are forever imagining that the merchant is seeking to get the better of them—in fact, lying awake nights planning new ways of robbery. If farmers would use a little: common sense they would know that their local dealer has nothing to gain by | but what the man of to-day is willing skinning his customers and that they | to give up in exchange for woman and ought to be the best of friends. J. M. M. ga The Cost of Woman. Had Adam known that his rib| was to be taken and turned into a| woman, would he have consented? | The woman of to-day, like Pandora | of old, is bound to pry into things | and turn loose upon the world a lot| of troubles. | It is a question raised by a woman) at a Cleveland missionary society | meeting and left open to conflicting | opinion. That stolen rib of Adam’s was sup-| posed to be a closed incident. The | borrowed member was long since re-| stored to man. For countless gen- erations he has had the rib as well as the woman close to his heart. Man wasn’t worrying over the rib affair at all. He had all but forgotten it. But woman, womanlike, must, of course, prod him out of his compla- cent forgetfulness and demand that he tell her whether or not he is sorry that she is in existence. To be sure, she has confidence in| his gallantry and expects a compli-_ mentary reply. The modern Eve) would have the modern Adam lie, | if necessary, to gratify her vanity.| Which goes to show that woman has| not changed much. Adam has left no evidence of his | feeling on the subject, and we can only guess at this late date whether he would willingly have exchanged | a rib for a woman or not. You may guess either way and feel confident | that your position can not be dis-| proved. But this much may be said with) certainty. Adam would have been| at a disadvantage. He would have} been trading in the dark. It would have been impossible for him to com-| prehend in advance what a woman would be like. Indeed, even to-day, man can not make her out, and does) not unanimously know whether she is a good thing or not. So Adam might very reasonably have balked | at giving up one of his royal good, sound ribs, that he could not very| well spare, for a “pig in a poke” that might prove an intolerable nuisance to him. But, after all, the profitable and) vital question at this late time is| not as to what Adam in his ignorance | might have done had choice been his, | | quires more than a rib. | sults. /can do that he | Yes, some fellow says, but there is | competition. 'what is to be are two different propo- | other thing from day to day. ithe fullness of her blessings. To-day, as in Adam’s time, man must sacrifice in order to be worthy of and to win the rich treasures of womanhood. Man to-day, as always, must sup- ply the material to make the woman who is really his own. She is more exacting now than she was. She re- It may be a temper he must curb, a disposition he must train, habits he must con- quer, appetites he must restrain, pet vices he must give up, to cultivate the love and faith and trust and sym- pathy that make a woman truly his. ——_-~-+ 2. Keep Good Books. The merchant who starts with the determination to get more of his business into intelligent figures has planned well. The great weakness of seven out of ten retail stores is that the proprietor can not tell where he is at financially. He begins in January and winds |up in December, takes what he calls an inventory and guesses at the re- If he has confidence in the fig- ures he rarely knows in what part of the business he has made his money. He can not intelligently go out in- ‘te his own store and put his finger on the weak places. But until he is not a merchant. So-and-So. who has made money | without system of any kind. Ten to one this Mr. So-and-So is ‘an old timer, who has made money ion the long-profit-never-can-lose ba- sis, and could not make a cent were ihe obliged to fight it out under fierce What has been and sitions in the retail business. Keep good books. Make the books tell their story of progress or the If you can not put in the system of book- keeping you need to hire some one to do it for you. It will pay so big that you will never regret the ex- pense. The money you will save through knowing your own business 'thoroughly will amount to a good sum in the year. The money you have lost through ignorance of your business has amounted to a large sum. Asphalt Granite Surfaced Ready Roofings The roof that any one can apply. coating to live up to its guarantee. Simply nail it on. 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 MICHIGAN TRADESMAN fraction to 28c. Ponce is steady at ifrom 32@36c. Syrups are firm but ‘the demand is not especially active. Lent sees a greater demand for canned goods and the movement to consumers is very satisfactory. Prices on tomatoes remain about as | | Special Features of the Grocery and jast noted, but the tone is rather Produce Trade. Special Correspondence. New York, Mar. 3—The the coffee market has been quiet so f demand is concerned. Buyers take small lots and are not inclined to load up. On the other hand sellers are not apparently eager to part with holdings and the range of quotations is firmly adhered to. No. 7 Rio is worth 83¢c. In store here week in fat as acthal and afloat there are 4,131,068 bags, against 4,277,184 bags at the same time last year. Mild grades are quiet, but there is still a steady out- (easier and good stock is obtainable at | $1.05 f. o. b. or $1.10 here. Good corn |is in good request if the quantity of- 'fered is cheap enough. A ready mar- i ket can be found for New York State ‘at 55@s7%c. Other goods are about unchanged. The new prices on Hick- mott’s California asparagus were giv- /en out yesterday and range from $3.45 for white 334 pound Mammoth Sig- i'nature to $3.10 for Mammoth Green, iand down to $2.50 for Golden Cres- cent. The entire pack of California | asparagus this year is said to be not i'much, if go and the situation is encouraging. | oe ood Cucutas 4 Z @ox\c | : Good Cucutas are held at 9% 294 yy of old butter here, and the whole 934 @1134C. | and washed Bogotas at There is no change in East Indias. The sugar market is very strong, and this, of course, has had its effect on the refined article, which advanced. Buyers are loath to place new orders and most of the business has been as usual in with- drawals under previous contracts. There is not much doing in teas. raw has OS f th siness is i Cc r | : Most of the business is in pone | antil and | Pingsueys are scarce About a month ago the In- greens. strong. dian Tea Commissioner arrived here! carrying in his inside pocket a bet | cinning of the acck Gur La G ' 5 ? dred thousand in good money, to be devoted to advertising. He went in- to “the seclusion which grants” and even his best friends were unable for a long time to con- had he all vertising solicitor? Nixy. | abin | the cab |/now and not over 2Ic can be quoted any, Over 200,000 cases. There is more than an ample sup- market lacks strength. Best cream- lery, 27@27'%4c; seconds to firsts, 23@ | 26%4c; held stock, 17@22c; Western imitation creamery, 18@2Ic; factory, '144%4@16%4c; renovated, 15 4@18%c. Cheese moves along in the same old rut, and the market shows no variation whatever. Supplies, of course, are becoming pretty well reduced, but there is plenty to last new goods arrive. The rate of 14%c for full cream New York State stock still prevails. Eggs showed a firmer feeling at the _reaction set in owing to larger sup- ifor even near-by stock. ‘Ohio sold at 15%c; seconds, 144@ nect him with the outer world. But | rc; refrigerator stock, 8@13Cc. this time eluded the ad- | They had | been camping on his trail day and/| night, and the poor fellow must have | wished himself back in “Injy.” It 1S|ing from melancholia. understood that a good part of the out of their solemn moods, dispels dough-bag has been turned over to! some of the big magazines; some to| advertising agencies, and we are now holding our breaths as we contem- plate the outcome of this campaign. The magazine solicitor will make a pretty penny, as he ought, and we all hope the sale of teas will be greatly increased so that next year $200,000 will be divided. Holders of rice are quite firm in their views as to the values of this staple; but they are not having any very active exercise in filling the or- ders coming in. Buyers take the smallest possible quantities and are unwilling to pursue any other course. They seem to think that later on they will obtain better prices—that is, lower prices; but it is doubtful if it will pay them to wait. Jobbers report a fairly satisfactory call for spices and the market gener- ally is pretty well sustained on the recent basis of quotations. Holders are very firm in their views. Molasses is very firm, especially for grocery grades of New Orleans. The demand has been sufficiently ac- tive to keep the market well cleaned up and holders will make no con- cessions from prevailing rates. Good centrifugal is worth 16 @18c and prime stock from 20c through every plies. The market is well filled up Northern —_>+—____ Music a Powerful Tonic. Good music is a powerful tonic to many people, especially those suffer- It lifts them gloom and despondency, kills dis- couraged feelings and gives new hope, new life and new vigor. It seems to put a great many people into proper tune. It gives them the keynote of truth and beauty, strikes the chords of harmony, dispels dis- cord from the life, scatters clouds and brings sunshine. All good music is a _ character builder, because its constant sugges- tion of harmony, order and beauty puts the mind into a normal attitude. Music clears the cobwebs out of many minds, so that they can think better, act better and live better. Some writers are dependent upon mu- sic for their inspiration and _ their moods. Somehow it brings the muse to them. It adds brilliancy to the brain and facility to the pen which they can not seem to get in any other way. Good music seems to give us a touch of the divine and to put us in contact with divinity. It drives out evil thoughts, making us ashamed of them. It lifts us above petty annoy- ances and little worries of life and gives us a glimpse of the ideal which the actual is constantly obscuring. 2-2 What sort of men are always above board? Chessmen, Quality, Price and Fair Dealing Is Our Doctrine Trade Mark Best 5c Package Soda Wafer put up We have the most substantial and modern inde- pendent cracker factory that can be found. Our line of crackers and sweet goods is complete ‘and we guarantee our goods the best. Give us a trial. AIKMAN BAKERY CO. Port Huron, Mich. aS ee “> MICHIGAN TRADESMAN Clever Tricks That Save Dollars. Are you getting all the help possi- ble out of that force called system? Enough has been said of its value to the captains of industry—just to show that it isn’t the property of the trusts, notice these instances in which it has served ordinary people: One is that of a man whose work takes him every day into crowded cars and streets, and who used to have his pockets picked probably once a year, not to count the losses from his own carelessness in handling keys, knives and memoranda. Heno- ticed that if he carried an article, his purse, Say, in the same pocket for a week at a time he acquired a “feel- ing” for it, so that if he changed his clothes and left the pocketbook in the discarded suit a sense of some- thing wanting warned him of the oversight. This sixth sense was as good as a pair of eyes for each pock- et, and several times in the last few years he has noticed something wrong with the weight or outline of one of them in time to prevent a sneak thief from making a successful “touch.” A second instance concerns a young drug clerk who possesses considerable artistic ability. It seemed hopeless to try to master the technique of drawing in the few hours he had scattered over the course of the week, particularly as his two small brothers seemed to feel an irresisti- ble longing to experiment with his instruments and paper. As often as he tried to use the spare noon mo- ments an extensive search for mate- rial consumed the time. In a mo- ment of inspiration he bought a desk, well protected by buttonhook proof locks, with ample drawer room for paper, pencils, brushes and paints. The spare moments saved by this plan were invaluable in fitting him for the work he loved. A Chicago physician who makes a specialty of nervous and mental dis- eases was consulted by a well dress- ed but nervous business man. “Doctor,” said this individual, “T am losing my mind.” He went into details, from which the physician constructed the truth. This man had prospered financially for several years, but as his business grew he had tried to keep in his mind all the details necessary to its welfare. As his memory could not expand with the business, it soon reached the point where one fact was forgotten to make room _ for another. The doctor’s prescription contained the address of a firm who dealt in systematizing devices, with directions to make use of such as were fitted to the patient’s business. Recovery was rapid and complete. Paul Triem. —_--2. Character as an Asset. One of the most successful Wall Street bank presidents was _ invited upon one occasion to become a part- ner in a private banking firm. The opportunities for money making were very great. He thought it over and was favorably disposed toward the proposition. He consulted a_ friend. “But,” said the friend, “a man of your character could not get along with (mentioning a member of the firm). Why? He’s tricky.” The banker rejected the offer. Two years later the firm in question dissolved, and the tricky partner retired, but he had impaired the standing of the house. The same banker was offer- ed $25,000 to become a director of an industrial company that appeared to be, and was, financially sound. “Your duties,” said the lawyer making the offer, “will be only nominal. We sim- ply want your name.” The banker concluded that he could not afford to be associated with the other men of the Board. Surely the character of this man is a very tangible asset. In a little Southern health resort town last winter J met a young mer- chant who did a business of $35,000 a year on borrowed capital of $3,000. “How did you do it and how did you get the credit?” “I turn my _ stock over ten times a year,” he replied. “But the banks here know me, and they know that I am a man of my word, and they knew my father be- fore me. When I say that I will be at the bank to-morrow at 11 o’clock with $1,000 they know that I will be there at 10:55. I am part of this town. I was bern here; my wife and children are here; and I expect to die here. The man I bought this business from was not as honest as he might be. I worked for him, and at the same time I protected the two banks with which we did business.” I made a few enquiries, and the country banker made this explana- tion: “The man who owns the busi- ness now worked for another man who owed us $2,500. The present owner knew that the money was in another bank, and promised us that it would be delivered to us at a cer- tain time. The old owner drew out the money and went off on a spree. The present owner, rather than not make good his word, borrowed the money on his own note, and paid us off. When the business came on the market we helped him get it, and we are glad to do business with him. We only wish that we could get more like him.”—World’s Work. <---> Never Touched Him. “William,” said the young man, with the preternaturally solemn coun- tenance, seating himself at the table in the farthest corner of the res- taurant, “all I want to-day is a horse- radish salad, a pineapple pie and a bow! of cocoanut milk.” “Yes, suh,”’ answered William, without the lifting of an eyebrow, “in a few minutes, suh.” And he went away to fill the order. He was gone a long time, but at last he reappeared, bearing a_ tray containing several dishes. “Heah’s de hossreddish salad an’ de cokernut milk, suh,” he said, de- positing the dishes on the table, “and de pineapple pie’s in de oven. Hit’ll be along in about ten minutes, nice an’ hot.” Promptly at the expiration of that time came the pie, steaming hot, ac- companied by the check for the meal. It called for $2.50—and the young man with the solemn countenance never tried to have fun with William again, The Worden Grocer Co. offers to the retail grocery trade—such trade as may fully appreciate the advan- tages of carrying goods of superior intrinsic value— The Quaker Brand COFFEES AND SPICES These goods are perfect in quality and condition. Grand Rapids, Mich. Man Ss SUE FLOUR MILL CO iW BOTs anovad i une,” 2B NEW PRAGU jp New Pracue Minn = SEAL OF MINNESOTA 1, SS The representative of ‘Seal of Minnesota” Flour has called on many buyers in your state recently. His prop- osition is a good one. Many buyers are enjoying results of his visit. Give him your at- tention when he calls on you. New Prague Flouring Mill Company New Prague, Minn. Capacity 3000 Barrels MUSSELMAN GROCER CO., Distributors, Grand Rapids, Mich MICHIGAN TRADESMAN Some idea of our consumptive out- lets here may be gained from the statistics for February. There are now in local cold storage houses about 38,000 cases; the stock outside |of cold storage in receivers’ hands is = |uncertain but may be estimated at Observations of a Gotham Egg Man.) about 20,000 cases, making a total of It is evident that during the past| 58,000 cases, against about 137,000 ten days a much larger consumptivej cases on February 1; this indicates a movement has been established. The} reduction for February of 79,000 heavy fall in wholesale values that |} cases, which, added to the February occurred recently, and the strong | receipts (those for the 28th being pressure to unload remaining stocks| guessed at) makes a total apparent of refrigerator eggs almost regard-| output of 338,000 cases. This is equal less of price, finally resulted in a io an average of 84,500 cases a week, material lowering of retail prices in| against 65,000 cases a week in Janu- all parts of the city. Our local egg/ary. But the stock in jobbers’ and retailers conduct their business on/retailers’ hands is now much larger than it was on February 1, so that the actual consumption and out-of-town ter season, and are very slow to re-|trade for the month have been less duce them then, even when whole-/ than indicated; on the other hand the sale values fall considerably, but when | consumption is now greater than the they get the impression that prices | average for February; perhaps it may are down to about the spring basis; be considered somewhere in the to stay, they enter a wild scramble | neighborhood of 80,000 cases a week. to see who can give the most eggs | —N. Y. Produce Review. for a quarter and for weeks many of | —_—_2--2—___ them will sell eggs practically at cost | Essential Requirements of a Cold as a “drawing card” for other trade. | Storage. We seem to have entered this stage | of the game during the past week. Placards all over the city have been | nomic development of the United advertising all the way from twenty | States, the value of perishable prod- to twenty-five eggs for a quarter,| ucts stored amounting to over two and while many refrigerator goods| hundred millions of dollars annually. were used in order to sell cheap the} Many millions of dollars are now in- effect upon the total consumptive de-| vested in the preservation by arti- mand has been very noticeable. | ficial temperatures of fruits, eggs, Since the market fell to 14c inst Oe and meats, and every year Tuesday the demand for eggs in the! large additions to the available space wholesale market has been very ac- | for this purpose are being added in tive; part of the trading while the/all parts of the country. market was subsequently advancing | Until a few years ago cold storage was of a speculative character, but | |as applied to food products was ob- to a large extent it was based UPON | tained entirely by the use of ice, and an actual increase in the needs of the | js the warehouses were properly con- trade, and from now on we must cal-| structed the results at certain sea- culate upon a very heavy consump. ;sons of the year and for moderate tive requirement, which will proba- | temperatures were much more desira- bly not be very much affected by |ble than in many of the warehouses moderate changes of wholesale value. | operated with mechanical refrigera- The tone of the market at the close | tion of to-day. They at least, by the is quite strong; this is based upon | melting of the ice, absorbed the ob- the following considerations: first,|jectionable odors and created a cir- the large increase in consumptive | culation and humidity of the. air needs; second, the reduction in stor-|that are absent in air tight rooms age stock of good quality; third, the! of to-day. Unless cold storage rooms evidence that reserve accumulations | are equipped with the means to of fresh gathered eggs are reducing | properly regulate the humidity and under the increased requirements, and| remove the impure air and gases that fourth, the indications that current/accumulate in large quantities de- shipments this way are not yet large | pendent on the nature of the goods enough to alone supply the increased | stored, a modern cold storage can consumptive needs. | not expect to obtain best results. 3ut it is generally believed that a/| 3ut with the development of me- considerable accumulation of e£5 | chanical refrigeration came the abili- may still be held back in the interior | ty to obtain much lower tempera- as a result of the very low prices|tures than with ice, and the tendency lately ruling, and that many of these | of our customers hsa been each year may be started forward by the late/ to demand the extreme low degree advance. Production is undoubted-| oz plants can furnish. This, too, ly free, taking the country as a whole, without any willingness to pay for and it is probably only a question of | the service, until now we are giving a short time before the receipts will] zero and below for less money than exceed any possible consumptive ca-/ten years ago we were able to charge pacity an dthrow the support of val-| for 25 and 30 deg. I do not believe ues entirely upon the disposition to! jt necessary or desirable to carry put the later surplus in storage for! butter Or meats at a _ temperature permanent holding. What this point | much below zero if the air and hu- of permanent speculative support will midity can be properly regulated, and be it is useless to predict, but there the reason of the demand for the is a general impression that it will be lowest possible temperatures and the below the present level of prices. better results shown by goods held rather a singular plan: they will hold prices for big profits during the win- Cold storage, as we know it, is a | | very considerable factor in the eco- When You Think of Shipping Eggs to New York on commission or to sell F. O. B. your station, remember we have an exclusive outlet. Whole. sale, jobbing, and candled to the retail trade. L. O. Snedecor & Son, Egg Receivers 36 Harrison St. New York. ESTABLISHED 1865. Fancy eggs bring fancy price and we are the boys who can use them profitably for you. Philadelphia Wants Fancy Creamery Butter W. R. BRICE & CO. As the leading receivers of Michigan Creameries, we solicit your shipments on the following terms: Quick sales and prompt returns at top-of-the-market prices. Ref. Michigan Tradesman. Egg Cases and Egg Case Fillers Constantly on hand, a large supply of Egg Cases and Fillers, and veneer basswood cases. Carload lots, mixed car lots or quantities to suit pur- chaser. We manufacture every kind of fillers known to the trade, and sell same in | mixed cars or lesser quantities to suit purchaser. Also Excelsior, Nails and Flats constantly in stock. Prompt shipment and courteous treatment. Warehouses and factory on Grand River, Eaton Rapids, Michigan. Address L. J. SMITH & CO., Eaton Rapids, Mich. Sawed whitewood | 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, | } | j | | | R. HIRT, JR., DETROIT, MICH. a | | | Tice 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. these goods and know we can suit you. We make a specialty of We guarantee satisfaction. We have satisfied others and they are our best advertisement. 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. _—- | Explained. explains everything,” says the man with the set jaws, looking into the glass case wherein are dis- piayed Washington’s false teeth. “What do you asks wife. . “This mean?” his | “Why, if a man had to make a set of teeth like those fit his mouth it would make him so mad he could go out and lick four or five British arm- jies in a week’s time just to ease his i feelings.” MILLERS AND Cracked Corn GLUTEN MEAL Kiln Dried Malt | The greatest milk and cream ‘producer. Cheap as bran. C. L. Behnke, Grand Rapids | 64 Coldbrook St. Citizens Phone 5112 | We want competent Apple and Potato Buyers to correspond with us. H. ELMER MOSELEY & CO. 504, 506, 508 Wm. Alden Smith Bldg. GRANDRAPIDS, MICH. We also sell (at wholesale) our own make of Frankforts, Bologna, Minced and Pressed Ham, Boiled Ham, etc., Yankee Breakfast Sausage and Genuine Holland Metworst Ship us your Meats, Poultry and Produce. You'll get top prices and quick returns. No commission. WESTERN BEEF AND PROVISION CO., Grand Rapids, Mich. Both Phones 1254 71 Canal St. Redland Navel Oranges We are sole agents and distributors of Golden Flower and Golden Gate Brands. The finest navel oranges grown‘in California. Sweet, heavy, juicy, well colored fancy pack. A trial order will convince. THE VINKEMULDER COMPANY 14-16 Ottawa St. GRAND RAPIDS, MICH Your orders for Clover and Timothy Seeds Will have prompt attention. Wanted—Apples, Onions, Potatoes, Beans, Peas Write or telephone us what you can offer MOSELEY BROS.., carRaAND RAPIDS, MICH. Office and Warehouse Second Avenue and Hilton Street Telephones, Citizens or Bell, 1217 SEEDS Quality the best and prices as low as any reputable house in the seed trade. ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH W. C. Rea A. J. Witzig REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Pouitry, Beans and Potatoes. Correct and prompt returns. REFERENCES | Marine National Bank, Commercial Agents, oe Companies, Trade; Papers and Hundreds of Ship pers Established 1873 Money to burn—but you hate to see the smoke. Not so with e e Noiseless-Tips To get your money’s worth just say, ‘‘They’re made in Saginaw.” No noise. No danger. No odor. Heads will not fly off. Put upina red, white and blue box only. C. D. Crittenden, Grand Rapids, Mich. Distributor for Western Michigan 4D STREET CAR FEED STRAIGHT CARS ————— SHIPPERS OF Write for Prices and Samples GRAND RAPIDS, MICH. Mill Feeds COTTON SEED MEAL MIXED CARS Oil Meal KILN DRIED MALT Sugar Beet Feed MICHIGAN TRADESMAN for lower prices and cancelling or- Pe but there is not a sign of weak- “ ness in either the wool or jute mar- Made from the Genuine ‘ket. On the contrary, everything in- | dicates that raw materials will remain | : : firm at their present level, with a) =| tendency to go higher. Under preo- Weekly Market Review of the Prin- | ent conditions the buyers realize that | cipal Staples, | carpets are a safe investment and Gray Goods—Trading in sheetings are taking them liberally. The de-| and drills with the home trade has|mand for Brussels is better than it) been on a smaller scale, it must be | has been for a number of years. Man- | admitted, due to the increased con- | ufacturers of Wilton, Axminster and_ servatism of buyers, although this has tapestry velvets are very busy in fill-| PN ella aaa a. Priestley Cravenette Treated ee not effected any change in the price ing orders and nearly all report new | ‘ situation. The heavier grades ofj/orders booked during the week.| Fabrics ty goods are not being considered at all,| Printed tapestry goods are selling | The Original and Best ; while sheetings of 4 yard and lighter freely in the high and medium grades, | Pees J weight are in fair request. In ducks, | but there is very little demand for | osnaburgs, ticks and special drills for) the cheaper grades. At present con- | the manufacturing trade the usual|/sumers do not want cheap quality | amount of business continues, as! goods at any price. A good share | most buyers have been restricted in| of the orders for tapestry came from | their deliveries for months past. The/|the West. | Fit } Right (Finish { bag trade are particularly hungry for | Ingrains—The general situation in ‘4 goods. Converters are looking a ene en woolen ingrains remains| e : their fall wants more largely and are | practically unchanged.- There is a Fabrics 7 picking up light sheetings and lining | fair demand for high class goods, | convertibles, as well as fine s00ds. | principally from the West and South | ied Carctiny " Print cloths have been somewhat | Considerable quantities of cheap | W, sy weaker, due to cotton market condi-| grades are also being taken and man-| \\ Selected Line of Patterns, oe 5 | : | “m Ki ~ 1 ¢ tions. The demand for 4 yard sheet-/ ufacturers who have been trying to| H Ti a Shades and Fabrics 4 ings and above has shown considera- | : : 5 | aS ; 1 eh oreie he ae ee ingrains to their old place as | | Goad ong na aen8 Te docicc.. May we mail you Sample 4 i iCigds c ’ . 7 J> Ss! < : to the comparatively high prices de- manded for heavier weights. Print| cloth yarn goods are being moved in| a moderate way, but there does not appear to be any snap to the de- mand. Ginghams—The gingham situation grows more pressing each week. Mills are practically snowed in with | orders, some of which have been on| |improvements since yarn prices have | | present level yarn prices are too high | to enable the manufacturer to do | business at a living profit. Not over! '6c per cent. of the cotton ingrain | the standard medium-priced er | covering fear the effects of the cheap | . . { goods. Cotton ingrains show some | | begun to decline. But even at the | looms are in constant operation, but | a further decline in yarn prices to a | Goodyear Rubber Co., Milwaukee 382-384 East Water St. Walter W. Wallis, Manager Swatches? aa the books for months. Backward de- level that would enable the manufac-| liveries are complained of everywhere turers to do business at a profit would | and some mills are in a very em- probably see all the looms in opera- | barrassing position. Jobbers, as a | tion, as there is always a demand for | rule, are very short of goods. Ging-| these goods at a price. hams that were held over from last | a. season and slightly soiled are being | Where She Scores. taken without a murmur. Jobbers re-| prog. Chamberlain, of Clark Uni- port that more business has been versity, Worcester, Mass., has pro- j done in all wash goods at this early muleated the following findings con- date than in any previous year. | cerning woman as compared. with Hosiery—The deliveries in hosiery, | man: “See that so long retarded, are now moving} As an actor she has greater ability | hump? ~ briskly and many of the mills are and more frequently shows it. Ce working overtime. The lateness in} She is noticeably better in adapta- getting out all the orders for the pility. previous season has kept them HOM! She ic much more charitable—in taking up the spring orders until very money matters. recently, and has been a cause of) Under reasonable opportunities she much anxiety to manufacturers. Al lic mare ik ; ; ; . a ee j J j is gifted at diplomacy. % though the ordering has been very| She has greater eeniageh aie and staple articles in this line. firm the season has been most Datk-|) She snobs commonly has executive | A : * ward and unsatisfactory in other | ability. | We alwatys alm to carry the We desire to call your special Aa attention to our line of fancy ways. Many of the values offered| fer hearing is more acute. | have been rather poor, repeciatly | Her imagination is greater. latest novelties on the market a among the cheaper grades, where the! Wer intestions are greater. profits were generally gained by 62C-| Her memory is better. that are considered saleable. # rificing weight and finish. This con- | Her patience is greater. : dition was wholly the fault of the | Her perceptions are more rapid. | Give us a trial in this depart- : buyers in putting price above quality. | She has greater religious devotion. | ‘ Three-Quarter Goods—Conditions | Her instinct of sacrifice is greater. | % in the carpet market are the same| She bears pain more heroically. WE BR EXCLU- e, as have prevailed since the opening! Her Sympathy is greater. : “? of the spring lines. There is remark- | She has greater tact. SIVELY WHOLESALE. = ably strong demand for 34 goods. In; She has more acute taste. a measure the high prices of the} She has greater vitality. | raw materials are responsible, as| She has more fluency in the lower | jobbers and retailers are not afraid |forms of speech. to carry good sized stocks. If the —. raw materials were to show any When does a ship tell a faleshood? weakness, buyers would be clamoring | When she lies at the wharf. Grand Rapids Dry Goods Co. |” Grand Rapids, Mich. —~ ae ates ee Reig ga oa sh, MICHIGAN TRADESMAN 18 Success Is the Discovery of What People Want. Everybody knows that success is something that can not be expressed in dollars and cents; that it is not the richest man that is the most successful man, if one view the mat- ter properly; that while success oft- en attracts wealth, it is not neces- sary that they should go hand in hand. This, of course, is the ideal view of the matter, but, unfortunately for the ethical side of the question, it is not the view that is held by the general run of individuals. So far as they are concerned they seem to be quite willing to take the wealth and permit the idealist to escape with the glory. There are so many persons who take this view of the matter that it is really somewhat surprising that more of them do not “succeed.” It is true that there are more men and women of wealth to-day than there have been at any other time in the world, and yet the surprising thing about it is that the number should not be vastly greater, especially when one discovers what a short, straight road it is that leads to that goal. You may think that success is something that is due to luck; you may think that it is a sort of fate that determines the matter, or that it is a matter of special education, or training, or effort. From the ideal- ist’s standpoint such special effort might be necessary, but, speaking of success as a purely financial matter, you don’t have to be trained for it. To be able to “get on” in a com- mercial sense there are no arts to be mastered, unless we except the art of discovering what people want and the art of knowing how to give it to them. That is the entire secret of suc- cess. If you once discover what it is that people want they will be eager to pay you your own price. There is no road that could be much easier to follow. The only dif- ficult thing about it is to find out at what point the road begins. Once found, the direction will not matter. When you have once gotten well under way you have only to loll back, serenely confident that those who fol- low will do the hard work for you. There are some persons who hold to the theory that the public may be made to take anything, whether they want it or not, providing it has been proeprly pushed. There may be some truth in the theory, but it is a longer “and harder road to success than that which has just been indi- cated. Fortunes have been lost in trying to persuade people to think they wanted something which they didn’t want. Fortunes are made by finding out what the people want and in giving it to them. This rule of life, however, does not apply alone to the merchant. It is true that in buying and selling goods he has a wider opportunity to put its principles into practice, but the prin- ciples, such as they are, do not con- fine their application to his case. If you are employed by another per- son—and still have the desire to “get on’—the very best thing that you can do is to discover the same road and follow it. Find out what your employer wants and then give it to him, and you will be surprised to see how quickly he will appreciate your value. It is the same everywhere—in every walk of life. People are always wanting something, and they usually want these things so badly that they are willing to pay almost any price for them. The only thing necessary is to find out what it is that they do want. If you can do this you will have no need to worry about that fortune which you want to accumu- late. The people you serve will at- tend to that detail for you. Graham Hood. —_2-+.—__ A Successful Man Believes that strict integrity is the foundation of all legitimate business success. Places no limit to his ambition, since the field is free to all and work the price of progress. Pushes for more business in busy seasons, and if customers are scarce still pursues. Depends upon his own exertions, and abilities, and they reward his confidence. Practices strict business economy, but does not condescend to penuri- ousness. Has an eye open constantly for im- provements, and accepts’ valuable ideas regardless of their source. Realizes that the prime object of business is to make money, and he therefore refrains from extreme com- petition in prices. Is not bounded by his surroundings. and if they prove too meager he seeks wider fields for his operations. Prefers to be original in his meth- ods and leads rather than follows. Stands on the happy medium plane, between commercial timidity on the one hand, and ill-digested schemes on the other. Is not utterly defeated by defeat, nor careless from success. Is aware of the changes which are almost imperceptibly creeping around his business and sets his sail to catch the breezes. Is honest, not only from policy, but from principle; he considers suc- cess, lacking self-approbation, as fail- ure in disguise. Pays promptly, and collects as he pays, rather than pays as he collects. Is courteous in manner and appre- ciliates the commercial value of cor- diality. Thinks first and deeply; and speaks last and concisely. Keeps his hand on “to-day,” but his eye on “to-morrow,” and works in the present while scrutinizing the fu- ture. Possesses executive ability in a de- gree which renders him appreciative of the valuable points of his em- ployes. Seeks education, both inside and outside of business, and widens his horizon of ideas by a healthy interest in the interests of the world. The Market Conditions Demand Your Closest Attention If you would buy well; if you would buy to get the best assortments; to make the most money on your Buy Now We are keeping close watch of the conditions gov- erning the cotton goods trade and note a steady ad- vance in price and slow deliveries as the mills are putchases, heavily oversold. We have been especially fortu- nate, however, in getting forward our entire lines of Colored Wash Goods and White Goods and we invite and urge you to come to Saginaw now. We were never better prepared to show you white goods and colored wash goods of all kinds that will enable you to make up satisfactory assortments for Every merchant should go to market at this season. your trade. In visiting in person our salesrooms you can pick up many special lines which our travelers will not have to show you. THE WM. BARIE DRY GOODS CO. Wholesale Dry Goods Saginaw, Michigan Hats and Caps A big line of Men’s and Boys’ Hats and Caps. Men’s Hatsfrom $4.50 to $18 00 Boys’ Hats from 2.2510 4.50 Men’s Caps from 2.25 to 9.00 Boys’ Caps from Z25%O 4.50 Come in and inspect our line. P. Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. All styles. For $4.00 We will send you printed and complete 5,000 Bills 5,000 Duplicates 100 Sheets of Carbon Paper 2 Patent Leather Covers We do this to have you give them atrial. We know if once you use our Duplicate system you will always use it, as it pays for itself in forgotten charges alone. For descriptive circular and special prices on large quantities address A. H. Morrill & Co., 105 Ottawa Street, Grand Rapids, Michigan MICHIGAN TRADESMAN 6 — The Parcels Post Bill Now Before Congress. Merchants do not want a parcels post. The public do not agitate it nor do the farmers, but the latter would ac- cept it like any other package properly labeled and free of cost. It is the public that would be com- pelled to make up a postal deficiency should this law, if enacted, be non-sup- porting, and if this were generally known, I believe there would be much more opposition to the bill from the public than there is at this time. The farmer is the one who will be principal- ly benefited by the enactment of this bill into a federal law, and it is he who but a few years ago was almost entire- ly dependent upon the retail merchants for his livelihood, and now that several years of prosperity have come to him we find the farmer of today one that is indulging in various luxuries and gen- erally successful. We believe that the prosperity of the farmers is largely due to the merchants and retailers of the country, who have helped them on their feet at times of distress, but on the other hand there are a majority of them who insist upon sending their money to retail catalog houses. What have retail catalog houses done for the farmer or what have they done for the country in general? If they ever favored any person, no doubt they would want their money attached to the favor. I want to present a few figures which I have carefully pre- pared: Possibly a few figures might be of interest showing which side the profit would be on in establishing parcels post in the United States. We have a popu- lation of 76 millions; and according to the population of Germany which handles 150 million packages a year, the United States would handle 228 million packages, and at the English rate of postage the Department would receive $50,160,000. The cost of transportation would be 55 per cent., or $27,588,000. This would leave 45 per cent. or $22,572,000 from which to deduct the increased cost and the balance would be clear profit. But unless our rates of pay to the railroads for carrying mails are greatly reduced there will be instead of about 45 per cent. profit an enormous annual loss in transportation alone. According to the reports of the P. O. Department the estimated weight of mail carried in 1905 was 900 million pounds. And according to the second assistant postmaster general the total cost of transporting the domestic mails for that year was $70,618,723, from which the railroads received about $46.,- 000,000, thus giving us the average cost of transporting the mail approximately 8 cents per pound. Now taking the 228,000,000 packages carried in 1905, averaging 9 pounds each, transported at a cost of S cents a pound would appar- ently cost $118,160,000 for transporta- tion alone, to say nothing of collection and distribution. This would leave a net loss of $138,000,000 per annum on the parcels post business counting only the cost of transportation. In other words, on that basis, the pos- tal deficit for 1905, instead of being $14,500,000, would have been something like $152,000,000 had we enjoyed the parcels post. It might be said that with this vastly increased tonnage the compensation paid per pound to the railroads for carrying it would be considerably re- duced and on the sliding scale, by which rates are reduced as weights increase, this is true and probably something should be deducted on that account. That is the only “fixed charge” of transpor- tation however that would be seriously affected by the increased volume of mail; on the other hand, the salaries of additional post office clerks and letter carriers required to handle the 1,176,- 000 tons of parcels, before and after transportation, would largely offset the gain, and, all allowances duly made, the fact remains, that on our present basis of transportation, an enormous deficit would confront us on the parcels post from the day it started. The parcels post in England has been taken up by some of the strong advo- cates as an example for the United States to follow, but conditions are very different. In England the packages are carried on slow freight trains, in cheap cars packed to their utmost limit, just as our freights are transported. While in the United States all classes of mail, merchandise parcels included, are car-| ried on our fast mail trains running 40) or 50 miles an hour, and all classes pay a uniform rate for transporta- tion. Moreover, the British postal ad- ministration has a special contract with the railroads on its parcels post busi- ness. The roads receive 55 per cent. of the revenues actually derived from the postage on parcels, the government re- taining 45 per cent. for the cost of hand- ling outside the trains, but we have no such arrangement with our railroads, and until we have all such mathemat- ics are fallacious and deceptive. It is claimed in England that even on this basis the enterprise loses heavily. When it was first established, the de- partment kept a separate account of its parcels post business, as it did of every part of the postal service, with such ac- curacy that if a man worked in two branches they divided his salary. The first year showed a loss. The eminent gentleman who was the father of the system “You cannot expect to make it profitable in one year. This year we will make it profitable.” The deficit more than doubled the second year. “Well,” said he, “book- keeping is expensive anyway. Let us discard bookkeeping,’ and since that time the British accountants have kept no books on the parcels post. It would seem the part of wisdom to follow the statement made in the postmaster gen- eral’s report and not ask congress to establish a parcels post, but rather in- struct our representatives that in so doing they would not be carrying out the wishes of the people as a whole. H. W. Kingsbury. ————_»2 2 Tans Have Advantages. Tan Russia calf shoes are without doubt the most practical ever made Says: for summer wear. The advantages are sO apparent that there is no one in the shoe business who does not know them and has time and again pro- claimed them. They are cooler and more comfortable than black leather for the heated season. The public has accepted them, and only in a measure let them “pass up” last summer. When the cause was analyz- ed it was found that the trouble was not with the tan shoe, but, as_ is claimed by those who have investigat- ed the matter, the season was back- ward and tans were late in getting started. Dealers and clerks then be- came eager to push their holdings. Price cutting and trouble followed. Just as many would have been sold and the public would not have been left with the opinion that the dealer was trying to dispose of old stock if they had been properly handled. A little energy helps in disposing of goods and seldom need there be any sacrifice made unless the season is ‘too far advanced. For summer wear at equal quality and price with the black shoe, the tan has become the popular favorite of the two. This is very much the case in men’s ox- fords. Price cutting will more quick- ly than anything else destroy the con- fidence and sale of the ever com- fortable and popular tan shoe. HARNESS Will you allow us to figure on your next order? We are sure your customers will be better~ satisfied with our harness and you can make just as much _ by selling them. Sherwood Hall Co., Ltd. Grand Rapids, Mich. Delivery Wagon. Price complete $53.50. As good as sells for $25 more. No. 810. No. 815. Top Delivery Wagon. Price com plete, $56.00. As good as sells for oO Sle THE RETAIL DEALER without good delivery wagons is as badly handi- capped as the dealer who endeavors to run his business without good advertising. For a third of a century we have manufactured vehicles and har- ness, and we are today one of the oldest and largest manufacturers. We make wagons to suit all requirements, and if our regular line does not include just what is wanted, we are glad to quote price on special work. We guarantee every vehicle and harness fully for two years, We ship for ex- amination and approval, guaranteeing safe deliv- ery. You are out nothing if not satisfied as to style, quality and price. Our line consists of over 200 styles of vehicles of all descriptions and 65 styles of harness. Our large catalogue shows them all. It’s free. Elkhart Carriage & Harness Mfg. Company Elkhart, Indiana No. 817. Cut-under Top Delivery Wagon with lamps. Price complete 363.50. As good as sells for $25 to $30 more. No. 38. Delivery Har- ness. Price com- plete with collar, $18.00. 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. 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 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- New York Office 718 Broadway. ing cabinet. THE GRAND RAPIDS SHOW CASE COMPANY Grand Rapids, Mich. Same Floors as Frankel Display Fixture Co. The Largest Show Case Plant in the World. > eg OO agp eae OM ” 2 fee he a sagytiic oe tial ali ie sah ih eel gg aa m4 e ¢ ‘ ll ee ig init > nag a — * MICHIGAN TRADESMAN 17 ONE WAY TO WIN When a Merchant Has Grit and Cap- ital. Written for the Tradesman. Water, water everywhere and not|:nvestment?” I asked, and his reply | a drop to drink,” wailed “Enoch Ar- den” as, nearly dead with thirst and despair, the words of “The Ancient Mariner” came to his mind; and that reminds me of the “good” old days when we depended on “the spring,” about eighty rods from our house, for drinking water and upon an old pork barrel at one corner of our log house for our rain water. In those days about the only raw material we had to work with were wood and our land, and our tool chest consisted of a chopping ax, an auger, a cross-cut saw, a grub-hoe, a couple of log chains, a shovel, hoe and rake. Oh, yes, we did have a hammer, and it was as precious as is to-day a gaso- line engine. And help was scarce, our chief re- liance being Cub and Buck, as steady and intelligent a yoke of ‘oxen as ever breathed. We had to work early and late to get from the earth our food and raiment, so that, under the con- ditions, we couldn’t waste time put- ting in cisterns and digging wells; then, too, lime was expensive, and if we had it we were required to haul it about thirty miles from our near- est village. Thus it happened that 3 drought in summer and melting snow in winter for our wash water were serious and troublous contrasts. Such conveniences as wind-mills, pumps, water tanks, gasoline engines, telephones and interurban railways were not even dreamed about. I thought of all these things when one day last fall I was a visitor at a grocery store in a Michigan village not less than fifty miles away from Grand Rapids. The building was of wood with a plain but substantial brick front and it had two stories. It was located on a corner. At the rear of the store and perhaps 200 feet away arose abruptly a “rise of ground” perhaps 30 feet high. On this knoll was a wind-mill and pump with an accompanying water tank. From this tank was piped a per- fectly pure supply of water, sufficient for the domestic purposes upstairs, where the proprietor of the store re- sided with his family; an abundance for the stable and for a watering trough on the side street. Then, too, it was possible to. sprinkle either street and the lawn as often as nec- essary. A portion of the back part of the lower floor was fitted up with a large sized waiting room with toilet rooms off and all supplied with wa- ter. In front of the store was a low, slanting stand equipped with zine lined top, which had a drain pipe through one of its legs, and on this stand was a supply of “green stuff” attractively arranged, with running water keeping the goods fresh and beautiful. I asked the merchant how much money he had in the water works, and he told me that the drive well, wind-mill, tank, piping and drainage system, together with the putting in of a bath room on the upper floor and the waiting room on the lower floor, represented about $800, “and I had it put in eight years ago,” he added, “and haven’t spent to exceed twenty-five dollars for repairs.” “Do you consider it has been a good was that it was one of the best he had ever made. this place,” he continued, “it wasn’t what I had figured on. run down and the business, although “You know when I bought The building was it had been established over twenty years, had been permitted to go to the bad. The first year I was here I lost over $600, although I had the best assorted and largest stock in town. Somehow people didn’t seem to give me a call. Of course I was practically a stranger and I realized that I must do something to save my bacon. One of the things our town needed, and still needs, was a water supply, and another was, and still is, an adequate system of sew- ers. I had money, but I hated to send good cash after money that had vanished. However, it was a ques- tion of life or death, and so I put in the brick front, fitted the building with a furnace and steam heater, built the water works, as you call creek. In all I guess I by far the largest business in town and with about 4o per cent. to the good each year on the eight years of business. “And that waiting room; what a time I had with it at the start. its radiators and comfortable chairs, its toilet rooms and all it was at: ideal place in which to loaf, and the country habit so pronounced among a few men who have nothing to do through the winters was upon me before I knew it. Of course I didn’t want to offend anyone and yet I couldn’t afford to make it a loung- ing place. And all through that first winter I had to use all the diplo- macy and all the firmness at my com- mand to keep the place for those who traded or might trade with me. When I couldn’t devote myself to the place my wife acted as ‘Reception Committee,’ and between us we at last won out. I make no distinction as to farmers’ wives and daughters, whether they trade with me or not. We know them all and nearly every day I can specify a new customer who has been making my waiting room -headquarters for years. You would be surprised to see how much at home the women are when they get to the room. They meet there by appointment, have goods bought at the other stores sent there against the time they start for home. The men? They never think of hanging around there unless they are accom- panied by their wives and daughters. They ‘stand around in the store and sit around and smoke in the office out in the barn. Yes, you know I sell hay, straw, feed, lime, ce- ment, and so on, and I have a good big steam heated office out there in the barn, where they smoke and chat to their hearts’ content.” “And have you no competition in this respect?” I asked. it, and put in a crock drain to the| . | invested | about $2,000, and here I am doing | With | arm | | “Not yet, although I’ve heard a| | good many threats to start rival ac-| | commodations.” S. F. Shepherd. } | a a i Always | Something New Evolutionary Shopping. | | Mrs. Compton looked at her pa-| | tient but bewildered husband, with! jan expression of good-natured supe-| iriority. “Dear me, George,” she isaid, cheerfully, “I don’t see the use) |of my trying to explain to you, but) \I'm perfectly willing to do it, of| | course. “T did intend, as you say, to buy a| |kitchen table, and I came home with | ia hall mirror. But it was an abso- | [ c Cc a x { chem natural change. Walker, Richards & Thayer I. First, I looked at kitchen tables. Muskegon, Mich. |'Then the clerk called my attention lto the kitchen cabinets, with drawers, everything. Then I said how 'much they looked like bureaus, ex- lcept that they had no glass. Then |he showed me one with a glass, and ithen he said he had a pretty bureau if I cared to look at it. “So I looked at that, and it was) |pretty, but the glass was. rather |small. So then he showed me a dress- ling case, with a good-sized mirror, ‘and I said what nice glass it was. |And then he said, ‘If you want to see a fine piece of glass, let me show you one of our new hall mirrors.” When our custom- ers want some- thing fine they place their order The best line of chocolates with us. | in the state. land | 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 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put up in ¥%, 1 and 5 gal. cans. Standard Oil Co. Grand Rapids, Mich. “And, of course, George, you can understand that when I that |beautiful mirror, I had to have it; ‘and you know you don’t like me to) irun up bills in new places, and I had 'n’t enough to buy a kitchen table, too, so—now isn’t it clear?” Saw Delicious Buckwheat Cakes Are Raised With Yeast Foam Tell Your Customers 18 MICHIGAN TRADESMAN THE OFFICE GIRL. Careless Noire. Written for the Tradesman. “Some people are born under a lucky star and some under an un- lucky one, and I seem to belong in the latter unfortunate category, as re- gards some things.” The above ambiguous remark was made by a certain little Grand Rap- ids stenographer. I had run across her at the Union Depot, where we chanced to be wait-} ing for friends to come in on the same | train. gained by fidgeting over the delay of half an hour, so we had seated our- selves for a little chat. A queerly dressed woman passing by us probably brought up the follow- ig reminiscence to the office girl, for she continued: “T don’t say that I have had catas- trophies in my life, for it has been remarkably felicitous, so far; but I mean that ridiculous experiences are always befalling me; I certainly have had my share of them. I recall one especially ludicrous circumstance: “You remember Sophie Blank, the big bouncing girl who used to be em- ployed in the same office with me? Well, she was one of the guilty duo of perpetrators of a wicked joke on me. “My chum and myself, one day in the very early spring, had planned on a little buggy ride for the even- ing. She is a great horsewoman, is my chum, she can handle anything} in the way of horseflesh. She was to be my ‘beau’ for the occasion. “We went home at 6 for something to eat. I had been having tooth- ache all the afternoon and had been} down to my dentist’s to have the of- fending tooth treated. J had been| suffering so, I stayed away the half- day from work. My chum thought I’d feel better if I could go out some- | where and forget myself, so she ask- | ed to take me out riding in the even-| ing. “She came for me about 7. “I had ‘dressed up’ for the after-| noon. I had a green soft-wool dress | on with a cream lace yoke. The un- derskirt was a pink mercerized with a pink silk ruffle on the bottom. When I got home from the den- tist’s I took off the green skirt and hung it up carefully. I was going to get into some other clothes, but my chum came for me a little early. I told her I wasn’t quite ready. “She bounded up to my room while I was dressing. " Dont bother to go and fix up, | she advised. ‘Just slip on any old) Nobody’ll see | you—you'll be all covered up by the) thing over your skirt. robe, and we won't get out of the buggy.’ ““How about a possible accident?’ I asked. ‘Supposing we have a run- away—will you take all the blame of my crazy looks?’ ““VYes,’ she cheerfully promised. “So I did as she said—and even worse: I put on an old short grey wool dress skirt that came up to my knees! “Thus arrayed I sallied forth to the carriage, the pink skirt much in evi- Dressing Was Her Bete) There was nothing to be} Another item add- I hadn’t dence at my feet. ed to my horrible get-up: put on a belt. “Well, we drove around the resi- dence streets for an hour—out Jeffer- son avenue and back on Madison, |then up through Cherry. It was get- ting somewhat too chilly for comfort, when my chum suggested we go a ‘little farther out on Cherry and stop at the fat girl’s boarding place to get warmed up a bit, which motion I heartily seconded. “T had never been to see the other |girl, although she had several times jinvited me to call on her in the fevening. She is the soul of jollity 'and I like her ever so well, but some- ‘how I had never got around to ac- icept her invitation. “When I am having a good time ‘I am apt to forget everything else, |and this occasion proved no exception /to my usual procedure. My clothes |never entered my head when I got ‘out of the carriage. “The horse tied, we climbed the steps to the house, my chum as for- |getful of my ‘calithumpion’ appear- alice as J. “We rang the bell, talking and leughing, and in a moment Sophie herself answered the door. “She seemed tickled to death to see us, and bowed us into the front par- lor, first asking us to ‘take off our things.’ “*No,’ we said, ‘we couldn’t stay long enough for that.’ “Well, loosen your wraps, any- | way; she urged; ‘you won’t feel them when you go out and you will take i cold.’ “Thus importuned we undid our neck-warmers, and opened up our jackets. "The Jady and gentleman tat Sophie boarded with were sitting in ithe back parlor. She said she'd like to have them meet us. We cordially jreciprocated and she called them in. “Introductions followed, and every- 'thing seemed mutually agreeable; but what did that monkey of a Sophie Charity Begins At Home 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 haif the price. Sensitive, accurate, and built to last a lifetime. Standard Computing Scale Co., Ltd. Detroit, Mich. SCALE DEP’T FOR INFORMATION. do, in making us acquainted, but speak |of me as ‘that cute little girl in the |office I’ve told you so much about!’ | “You can imagine my embarrass- | ment at the cognomen applied. “As we sat down again I noticed | an unexplainable expression pass be- | tween the lady and gentleman, and wondered what it meant. At the same time I detected a wink on the part of Sophie to my chum. “T soon recovered my equilibrium and entered with zest into the spirit of the occasion. “Somehow or other, however, the. rest seemed to find more to laugh at than I did. I was feeling gay, but their gayety seemed to exceed mine. I thought I must be getting a trifle ‘poky’ and made an effort to be even | more lively. “They all laughed at my sallies. My levity seemed to please them im- mensely. “Pretty soon I intercepted another wink, this time from Sophie to her landlady and the husband. But it didn’t strike me as anything unusual, as we all seemed to be in the most vivacious of moods, joking away at a great rate. Bigger Butter Profits Come to the gro- : cers who get full weight out of every tub they sell, by installing a Kuttowait Butter Cutter A simple, practical money making machine that PAYS FOR ITSELF IN ELEVEN WEEKS. Saves all loss from over weight and driblets. Cuts to exact weight any amount from % to 10 lbs. Puts out a package as neat as prints, allowing you to sell better butter at a lower price. LET US SHOW YOU. Kuttowait Butter Cutter Company, Unity Building, CHICAGO, ILL. Cut out coupon and mail at once. Nameé!........... Street. ....... sc eeeeer cece eee Cease eww nn City i ee beset es state. ooo ue 7 iin, _ see BI AEE aes TENG tacit ee mE ame, So MARS Cg * sane ie, fu, i A ge «alge se eG E.0n. At ete STAR aE jae me: y 7 an, tb le ee i Mg . ke MICHIGAN TRADESMAN 19 “Bye and bye Sophie took us in her room, across the hall, to show us an enlarged picture of herself, which she had told us about in the office. “My chum and I greatly admired it. Sophie is a showy blonde with hand- some shoulders and arms, and in the picture she had on a pale blue even- ing waist, looking very beautiful, and her hair was fixed perfectly lovely. “We talked a good deal about the picture and other things, giggling considerably, as girls will when they get off by themselves, if they are of the hurricane sort. “Two or three times, though, it ap- peared to me that our talk didn’t seem to warrant so very much merriment as was going on, and I wondered somewhat at the girls’ seeing so much to laugh at in several of the remarks I made. “Soon after returning to the parlor IT made a move to go, as I had prom- ised my mother I would be home by 9g o'clock. “We made our adieus in what I thought was a nice graceful manner, and the gentleman of the house went out to the curbing to unhitch the horse and see us safely in the car- riage. “Bring your “cute” little friend over again, he laughed, as he said goodbye and we started off. “My chum snickered so much as we drove along towards my home that I finally became suspicious of so much fun, and exclaimed: “Why, Kittie, what on earth is the matter with you to-night? You’ve done nothing but “cashionate” ever since we stepped into that house!’ “For answer she said nothing, but made a grab for my grey skirt, put- ting the knee-high hem of it into my hand. “T could have pounded that girl! There she had let me make a ninny of myself during all that call, and never so much as put out a finger to help me. burst out. do that for? something ““You mean thing!’ | ‘What did you let me Why didn’t you say about it?’ “Well, at first,’ she extenuated, ‘I was so paralyzed I couldn’t say any- thing, and then it got so amazingly comical. with you sitting up there so unconscious, doing the ‘pretty act’— being so ‘cute, you know—that I simply couldn’t resist the temptation to see how long you would continue before you became aware how ab- surd you looked. You certainly were “the limit” as you rattled on. Sophie “tipped me the wink’ not to tell you, so I let you go on and on to the bit- ter end. ’Twas mean in me, I will confess, but I couldn’t help it.’ “T suppose I forgave my chum, it time—but I got even with her first by a joke I carried out on her. “It, of course, must have been very amusing for the rest of the crowd— my airs and my rag-tag-and-bobtail dress. They certainly ‘laughed and grew fat’ over it. And it did me some good, too, for it taught me two lessons: always to take a parting look at myself before I leave the house, and never to go out unprepared for accidents. “By the way, I never, of late, hear ~ that word ‘accident’ without thinking of a picture that appeared recently in Life. The primest of straight-laced schoolma’ams sits with an open book in her lap, asking, with a piously-se- vere expression, of the little gamin of a girl standing before her: “Why should we always be neat and clean?’ “‘In case of accident,’ ignorantly but practically answers unkempt ‘little Lizzie’!” Q. oo What To Do in Case of Fire. What proportion of retail shoe trade has ever considered what they would do, or rather what they should do, in case of a discovery of fire in their establishments? A more im- portant question, perhaps, is, “What would the clerks do?” It is rather doubtful if more than a very small percentage of retailers have given this matter the attention which it deserves and have made suit- able provision for such an emergency. Probably most shoe dealers are well | prepared, owing to the strict require- ments of the fire insurance compan- ies, with suitable mechanical for fighting fire, but are they and their employes as familiar as they. should be with the location and use) of the various measures to which to)" * : | sibilities being comprehended sudden- | resort in case of fire? As to the appliances themselves— mae _ upon occasion, or would it be neces- | sary to run all the way to the rear of | the store, and perhaps even unlock | then | and open a door or two and push aside a number of shipping cases | before it can be reached, or perhaps it is down in the cellar ing and reaching proportions beyond the control of a bucket or two of water? Again, is the bucket always full of water, or do loose methods permit of | its being used for various purposes | upon occasion, such as scrubbing the | floor, washing windows, etc., and is | remain the pail then allowed to empty for some time until someone) happens to notice its condition—or As to more modern hand appli- use of the devices? vided or will it be necessary to run out of the store and procure a cob- ble stone for the purpose? Or should ithe apparatus be turned upside down, means | s that bucket of water handy so that | t can be put into instantaneous use} somewhere | —meanwhile the fire rapidly spread- | from directed on the fire? | Referring again to the clerks: they ishould be carefully instructed as to |should be thoroughly familiar the devices provided for checking the flames. Fire is usually | with a shock and the disastrous pos- ly, unless the emergency has been icarefully prepared for, each individual will act upon his own impulse, while which which would imay be helpful or otherwise, at best that concerted action, iwould be most effective and careful previous instruction |have ensured, will be lacking. and rected against a fire in its incipiency | Prompt | possible results, while the same blaze. if not with dis- disastrous conse- properly handled have | quences.—Shoe Trade Journal. | |patch, may ances for checking a small fire, usual-| ly containing chemicals, are they con-| veniently located or are they as in-| accessible as the fire bucket may be?} Are the employes familiar with the| Do they know | if the apparatus should be opened | and the contents thrown on the fire, | and, if so, are means of opening pro-| and a stream of water issuing there-|- itheir duties in case of fire, and they | with | discovered | which | intelligent action di- often will succeed in minimizing the) YOUR DELAYED TRAGE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. until it is urgently required to quench a small fire? us ul | Guaranteed the best package soda wafer made. 5c Manufactured by Aikman Bakery Co. Port Huron, 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. 9 Griswold St. Detroit, Mich IT WILL BE YOUR BEST CUSTOMERS, or some slow dealer’s best ones, that call for AND 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. MICHIGAN TRADESMAN Love Dies in Most Cases of Its Own Fierceness. Undoubtedly with most persons the power of loving is exhausted sooner or later; excepting when the love is mu- tual and there is magnetic influence be- tween the two who love, an influence which continually renews the light in the seven branched candlestick upon the altar of affection. Otherwise the cases in which love is permanert are so rare as to be wellnigh anomalous. Whether it be the grand passion which Jerome K. Jerome describes when he says: “We never sicken with love twice,’ a man’s heart is a_ firework that once in its time flashes heavenward. Meteorlike it blazes for a moment, and lights with its glory the whole world beneath. Then the night of our sordid, commonplace life closes in around it, and the burnt out case, falling back to earth, lies useless and uncared for, slow- ly smoldering into ashes; whether it be a succession of little blazes which must be industriously fanned and fed to be kept alive, and which flicker and die out when left for a moment alone, most hearts of men and of women grow to be immune after a time. Usually it is the fickle heart which retains the power of loving the long- est; a heart which loves, as it were, upon the installment plan; the object of de- votion changes, but the fount of love is forever upon tap, ready to gush its little best when the power is applied. It is greatly to be doubted whether any man or woman ever experiences more than one grand, absorbing passion in a lifetime. To the vast majority such a passion, which “gives and gives all,’ which is ready to count all loss gain, and that gladly, for the sake of the beloved, which knows no heaven without, no hell with, its object, never comes at all; which is well, since it is only when the love is mutual, and both lovers are worthy above the worth of common clay, that such love brings hap- piness. Once in a while such love meets its affinity, is given back meas- ure, check, no disappoint. it loves and is loved even unto the grave, perhaps beyond, who knows? For, as love is the one thing which we bring into the.world when we enter it, may it not be also that it is the one thing which we shall carry out? meets no ment; It is an old, old saying that even as no two men eat exactly alike, so no two can be found who make love in precise- ly the same fashion. With all the ex- citing stories told of “doubles,” of cases of mistaken identity, there is always some essential difference to be noted between man and man, woman and woman, however closely they may re- semble one another. No two human beings are exact duplicates in person, still less in character. One man goes mad for the sake of a woman, sacrificing soul and body, honor and fair fame, for his mess of red pottage; while another. perhaps his brother in blood, jogs his even way through life unmoved by the love of woman. There are learned men who hold that love is a disease, and the theory holds in some respects. Like the grip, the malady of love fastens upon the weakest spot and exhibits different symptoms with different patients. With some it is like unto measles or scarlet fever, one has it once, severely, and is therefore immune; with others it is like hay fever, of yearly recurrence. However, one cannot always tell; people have been known to experience a second attack of measles, while sufferers from hay fever sometimes escape the periodical visita- tion. In whatever light one views love, it is as queer as radium, and as potent, when it really takes hold. Probably not one in 10,000 of the couples who marry madly, desperately in love with each other, are able to keep the pace. Neither would it be well with them if they could. There are few hearts big enough and strong enough to feed that fierce, devouring passion throughout a long lifetime. The part of wisdom is, ere the torch burns out, to use it as kindling for the cozy fire of affection upon the hearth of home, a fire which will continue to burn cheerily night and day, nor suffer the ashes of passion upon which it is built te grow cold and desolate. Affection is a fire which may be fed from day to day, and be heaped higher and brighter when storms rage without, and the winter is bleak and cold; a fire at which one may warm heart and body, and sit in peace and comfort, as old age draws n‘gh; a fire whose magic glow, shining upon the dear home faces, brightens and beautifies them even unto the end of time. As for those who experience what is technically known as a “disappointment in love,” their stories are as different as are the people themselves. With many it is the vanity rather than the heart which is wounded, and, while such wounds are sharp, they are seldom en- during. With some there is a period of bitter chagrin, perhaps of keen regret, a few days or weeks when life is all out of gear, and jar and fret rule supreme, when the lees of the spilled wine poison one’s cup of joy. Then, little by little, things go smoothly once more, and the disappointed lover finds himself in the attitude of the small boy who, having stopped to smile in the midst of his tears, is at a loss to recall the cause of his weeping. With such men any woman whom they admire is the one woman in the world until anoth- er fair face smiles upon them, dimming the image of the old one. Every man thinks the only woman a paragon until he has been surfeited with too many only ones. But there are others. With some love is a consuming flame which scorches and sears, so that henceforth neither leaf nor blossom shall be found upon the blighted tree, and since the blight fell when life was at its flushing no shoots may arise from the root to re- place it. Many men and most women make the mistake of expecting too much love. All things earthly demand periods of rest and quiet, and love is rarely an exception to the rule. Transports may be delicious, but they are usually ex- hausting. A musical instrument, kept at concert pitch, soon becomes out of | tune, and excess of motion, although pleasurable, is deleterious to the nervous system. Moreover, as one grows older one is apt to lose enthusiasm, to take all things in a minor key. One grows blase and comes to regard the dreams of youth with contemptuous amusement. Still, as already said, people differ. There be men and women under 30 years of age who have grown quiet and weary, with all their illusions flown; there are others of three score, perhaps nearing the “and ten,” who keep the “dew of their youth” in their hearts. Mature love may lack the undisciplined fervor of earlier days, but it will go deeper and last longer. Another re- spect in which love may be likened to measles is that the older the patient the more serious the disease is apt to be. Taken late in life it usually strikes in. Youth is prone to regard love as a joke and plaything; it is later on, as Brig- adier Gerard says, “one understands that it is the molder of one’s life, the most solemn and sacred of all things.” Dorothy Dix. ———_+-2.____ A Nice Distinction. Aunt Rhody was very proud of the achievement of her daughter, who at- tended the public school, and one day confided to her mistress that Rosanna had learned to write, and had actually written a letter to Vicks- burg. The lady was so interested that, about a month later, she en- quired again concerning Rosanna’s progress. Aune Rhody beamed. “TLawsee, Mis’ Polly! Rosanna is ‘way erhaid er what she was _ las’ mont.’ She kin write er letter ter New York now.” 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 FoRRISD, STEVENS DUDLEY E. WATERS GEORGE T. KENDAL JOHN T, BYRNE We Invite Correspondence OFFICES: 101 MICHIGAN TRUST BLDG. GRAND RAPIDS, MICHIGAN BANKERS LIFE ASSOCIATION of DesMoines, Ia. What more is needed than pure life in- surance in a good company at a moderate cost? This is exactly what the Bankers Life stands for. At age of forty in 26 years cost has not exceeded $10 per year per 1,000—other ages in proportion. Invest your own money and buy your insurance with the Bankers Life. E. W. NOTHSTINE, General Agent 406 Fourth Nat’! Bank Bldg. GRAND RAPIDS, MICHIGAN 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. We know that we must please you to continue successful. We know that pleasing your customer means pleasing you, and We buy, roast and pack our coffees accordingly. Do not these points count for enough to induce you to give our line a thorough trial? W. F. MCLaughlin @ Co. CHICAGO ee ee on ES Ma Ps Spe. yeaa i8 ag 8A EI. CTR ie Aas Ma Ps : a < eis er Pi ea ie tans ee MICHIGAN TRADESMAN 2 GOOD WILL. The Only Stable Foundation on Which To Build. A trade mark, or a trade name, is the symbol, or the word, or the com- bination of both, which represents that intangible thing known as “good will”’—the most vital element of any ordinary business enterprise. The retail merchant creates “good will” for his establishment by keeping his store and his stock in clean, at- tractive condition, by supplying to the community good articles at fair prices, by insuring courteous, intelligent salesmanship, and by honest, judicious advertising. Perhaps we can say that the first three qualifications form the founda- tion of a successful retail business, while advertising represents the su- perstructure. Good. storekeepers, with good stocks and good salesmanship, have been known to succeed with very lit- tle or no advertising, but the “good will” built up in such a manner is often short-lived, depending almost entirely on the personality of the merchant to maintain it. Every merchant of middle age re- members the time when his business was built practically on his personal acquaintance. Then Mrs. Jones trad- ed at Smith’s because Mr. Smith was an elder in her church; and Mr. Jones bought his clothing at Brown’s be- cause he and Brown were members of the same lodge. A business built on such a founda- tion is valuable just so long as the proprietor is able to spread his per- sonality over the entire community. By and by when the town ceases to be a village and becomes a city, he is unable to know every one by name r to come into frequent contact with a large proportion of his possible trade through social or religious or fraternal methods. Then, too, the energetic, hustling young man who built his business on the personal basis grows older in time, and to his surprise finds that other men— now younger than he—are_ taking away from him even these old cus- tomers, these old personal friends whose trade he instinctively felt he owned. Then he learns that personal good will is a very unstable asset. Unless his business receives an infu- sion of new blood or new methods it languishes and finally passes away. Advertising can be looked on as the merchant’s business insurance in that it increases the immediate volume of lis business, and at the same time builds for his store an impersonal “sood will,’ which is not dependent on his individual effort for mainten- ance. The successful merchant of to-day is he who has realized the narrow limitations of personal good will and has built his business on the broader, solider foundation of commercial good will created by good store- keeping and good advertising. When he is ready to retire from the active management of his business, he can do so without the feeling that his store will suffer because of the elimination of his personal influence. The public does not know him—they know his store. His advertising has not educated them to a knowledge of his personality—but to a knowl- edge of his store’s personality. As a rule we do not spend much time in the contemplation of the per- sonality of the various retail estab- lishments with which we are familiar —and yet those personalities are there, just as vital and just as in- teresting as the personalities of indi- viduals. Don’t you often feel when you go into a store for the first time that you instinctively know what that store represents? Can’t you almost feel that you will get a square deal in this place, or that you had better keep your eyes open in the other place? When the clerks treat you courteously and intelligently and you are made to feel that you are wel- come, aren’t you pretty sure to go out of your road even to. trade there? Well, all that is personality, and we usually speak of it as store’ policy and store methods. There have been many instances of advertising absolutely revolutionizing store methods and store policies— store personalities—and creating a good will of enormous value on a foundation that had to be rebuilt to keep pace with advertising. One of the most ‘conspicuous in- stances of this class is that of a great retail concern in New York, which ten or twelve years ago did business solely on its reputation as a “cheap” store. Its advertising was devoted entirely to impressing the public with this one idea of “cheapness.” A new advertising manager came into power—-a man of ability and breadth. He proposed to improve the methods of the store—to make its personality | cleaner and brighter and better, to) improve | sell better merchandise, to the salesmanship and to attract a better, more stable class of trade. The proprietors approved his sug- | and gave him an opportu- | gestions, nity to experiment. He did away with the former style of advertising which announced “a $19 baby buggy marked down to $3.49,” and_ substi- tuted for it live, interesting store news, and once in a while in an edi- torial he told the public of some of the store’s hopes and ambitions. I suspect he had a hard job, but the victory was magnificent. Two or three years ago that store moved in- to one of the greatest buildings in New York, and to-day it is one of the most wonderful retail establishments in the world. To-day it is known as a thoroughly reliable store, selling for cash only the best merchandise at the very lowest prices. In all the excitement produced by _ trading stamps this concern has sailed serene- ly onward, declining to engage in premiums, believing them to be a part of the “hysterical” methods it discarded long ago, and in spite of all competition its business has steadily increased. Now the interesting part is that not only does this store make more money than it did under the old sys- tem of frantic cheapness and fren- zied advertising, but the good will of the trade name is immeasurably more valuable than it was before the days of sane advertising and sensible store methods. Incidentally this story points to an impressive moral—that is, give your advertising manager a chance. If you have the right man he will be quick to see the changes in policy or store methods needed to keep your estab- lishment abreast of the times, and if you will listen to his suggestions and weigh them carefully before discard- ing them you will soon come to re- gard him as one of your most valua- ble assistants—Ben. E. Hampton in System. —_———_?- oa Fooiing Customers. forms of business suicide direct is to de- customer. A not taking this step is to advertise some article at a great Of all probably the most liberately fool your uncommon way of bargain; for instance, offering from 9 o’clock to II a. m. some morning two 5-cent cakes of soap for a nickel; and then when the women arrive to take advantage of the bargain to tell them that each customer can make but one purchase at the reduced rate. Sometimes this is varied by running out of the goods when the time is about half over. In such a case every woman who is fooled’ will march straight off to the other store to make the balance of her purchases, and, ten to one, she will keep going to that other store. You can not biame her either. If you are going to advertise a bargain don’t put a string on it. 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. 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 Window Displays of all Designs and general electrical work. Armature winding a specialty. J. B. WITTKOSKI ELECT. MNFG. CO., 19 Market Street, Grand Rapids, Mich. Citizens Phone 3437. It’s All in OFFEE Rich Aroma Strength Fine Flavor JUDSON GROCER CO., Roasters Wholesale Distributors GRAND RAPIDS, MICH. the Blend FADED/LIG 22 ADVERTISING METHODS Which Have Had a Tendency To Move Goods. To stimulate interest in a big mid- winter sale, and incidentally make their | store the most talked about establish- | ment in town for a_ time, firm | evolved a trade pulling scheme that cer- | tainly filled the bill. They first had! made about ten thousand carboard cut- | outs in imitation of silver watches. | These were numbered on the back with! a numbering machine, and also bore the announcement: “Keep this watch. You! may be able to exchange it for a gold) one later on. Visit Blank & Co.’s Mam-| moth Clothing Store and find out how it may be done.” These dummy watches were distributed in business offices and | workshops all over the city, and men were posted on busy thoroughfares to) hand them out to male passersby. Of. course the announcement drew crowds to the store to learn the particulars of | the scheme. In the center of one of the big show windows, on a stand draped with purple velvet, and with a setting of tiny colored electric lights, was dis-| played a handsome gold hunting case! watch in a white velvet case. A one huge placard read something like this: “A GOLD WATCH FOR A _ SILVER! ONE. In the tale of ‘Aladdin’s Lamp’ the wizard offered to exchange new lamps for old. We go him one bet- | ter, and will exchange this handsome | gold watch, valued at $150, for one of! the silver cardboard ones we are issu-} Which one? On March 14 will announce in this window the num- ber on the works of this gold watch. | One of the cardboard watches bears the same number, and if the holder present it at our store he will receive in exchange this gold watch. Remember | the date, St. Valentine’s day, and ae | ing. we | will} out for the lucky number.” Their news- paper advertising also widely spread the| news of this scheme, and numbers of people from a distance wrote in request- ing one of the dummy watches. Of! course this scheme afforded a splendid | opportunity for a distribution of good | matter, while its full adver- | tising force was focused on the window | advertising containing the watch and on the goods) shown therein. On the day on which the number of the watch was to be an-| nounced the window was blocked with a crowd all day, and it did not take long | for the holder of the duplicate number to show up and claim the prize. His| name was announced next day, the’ placard also stating that disappointed find a of tion prizes in the unparalleled bargains ones would number consola- offered at this great sale. Al oa profit-sharing idea is being carried out the A. year ago last | prominent eastern store the| in a Way beneficial to both firm and the employes. January the very announcement was made | that if the coming year was as profita- ble as it was hoped it would be, the| following $1,000 would be | divided among the employes of the store | who had been there two years or over, | taking each employce’s percentage of | the total salary received, and giving the employee that same percentage of the | amount to be divided. At the close of | the year all the employes who had been with the firm the stated length of time December | grow. /sometimes a quotation. /in looking for Blank’s | ment. | upon i lous. | title, |involving the firm’s name. HT TEXT MICHIGAN | 'were called to the manager’s office, and ithere given checks which ranged from $10 to $130. This is being done for the purpose of having the whole house working in unison, all with the desire to make the firm prosperous, and the clerks as much interested as the mem- bers of the firm in having the business Tt is also believed that a success- store is not constantly changing ful iclerks, but has trained help, who know just what they want and who stay with them. So successful has the plan been 'that it will be continued each year, thus combining the clerks and the firm in an ‘effort to please their customers. It is one thing to write a good ad- | vertisement, it is sometimes a horse of another color to insure its being read. One merchant has adopted the follow- scheme with good success. space at the bottom of his newspaper ads, headed “Blank’s Philosophy,” is al- ways to be found some bit of wit or wisdom, sometimes being original and These are so arranged that in each month he has used ing to start the sentence. who in the course of the year will col- in al each letter of the alphabet at least once | To every man} /severe with oneself that good may come. lect twelve sets of these quotations and | return them to the store at the end of! the year, arranged alphabetically, twelve | ‘complete alphabets, the firm announce to | give one of their best Derby hats free. | They make a specialty of boys’ clothing, and they especially encourage the boys) ‘to his loss. to collect these sets, offering as a prize | a pair of the best nickel skates made. | They thus reach the fathers and mothers the house makes up his mind that he is going to earn those skates, everybody else in the family gets interested also ads. Anyone may secure a copy of the ad by calling at the store on the day it appears in the local paper, but not later. A rather bizarre method of advertis- ing, one that never fails to excite the |mirth of the pedestrians who see it, is| employed by one firm. They start out frequently through the streets of the city a couple of little dogs, each dressed with a little pair of trousers on his hind legs, his fore legs thrust through the sleeves of a little coat. and a high, gold- laced cap, bearing the firm’s his head. announcements of name, Each side of the coat bears the clothing. In summer the little animals are decked out to hats on firm’s advertise straw and other seasonable goods. A western firm, when about to open a new store, announced a prize of a twen- ty-dollar gold piece to whoever sug- gested the best name for the establish- letters Hundreds of poured in them. many of the names suggest- ied being unique and some even ridicu- The scheme served a good advertising purpose in “ihe (les Shop.’ concentrating general attention on the new store, besides aiding the preprie- tors in their quest for a suitable aame. Aluminum ash trays, neat little affairs, | were recently distributed by one firm. In the center was an interesting puzzle Around the sides were the following phrases: “We may be under advertised but we’re never undersold;” “If you find a price below ours you'll find the quality below also;” Out of the lot they selected as a | 'through the boys, for when the boy of| | goods unsold? /were especially in demand for the holi- | day trade. |holiday season, but it is to be hoped ‘that such are few in | effort should be made to dispose of such | goods as quickly as possible. j | | | made mistakes by not pursuing a differ- | TRADESMAN “Ours is an everyday business—every day our very best;” “A true bargain is more often in the quality than in the price.” A Big Deal on Zest The fastest selling ready- When and wh§&t to buy is puzzling to many, and frequently the knowledge comes too late to profit the retailer. Thete are no mathematical rules by which a problem of this nature can be solved, but a careful study of the trade in the market centers and the tastes and habits of the people in one’s locality will give one sufficient data for the reaching of approximate conclusions. The exercises of judgment in this di- rection frequently gives one retailer a great advantage over another who fails to grasp the tendency toward conditions which may govern and control demand. 3y this time many retailers have pre- pared the way for the work of the new They know their gains and losses for the last year, and if a careful inventory has been made of their meth- ods of work they may know where they | to-serve flaked cereal food in the world. This deal will make it by far the most profitable package for you to handle this season. The Best Deal Yet Ask Your Jobber THE AMERICAN CEREAL COMPANY : A | Chicago ent course. It is true that recalling | one’s mistakes is not the most agreeable | thing to do, but one must sometimes be ' season. 3y knowing our errors we may profit; not knowing them we may again fall into the pit. The good business man will fortify himself against a chain of circumstances that previously operated He learned a lesson, but at great expense. Yet he may think that lesson had to be learned that he might reach a greater insight into the laws governing trade conditions. CURED ... without... Chioroform, Knife or Pain Dr. Willard M. Burleson 103 Monroe St., Grand Rapids What is to be done with the holiday We mean such goods as Booklet free on application Some retailers box up such goods and hold them over for the next number. Special There is Jennings’ Flavoring Extracts comply with all Food Laws. They have stood the tests in court. We always give the right packages and at the right prices. Jennings’ Extracts are worth sure 100 per cent. in your stock all the time. Jennings Flavoring Extract Co. Grand Rapids, Michigan Owned by Jennings Manufacturing Co. aap sigh 4 : MICHIGAN TRADESMAN more money in doing so than in holding them over. Sell at any cost rather than hold over. The “holdover” may find his goods so much out of date by next season that he will find it difficult to give them away, let alone obtain a price for them. Goods to sell well must be fresh and in style. Dame Fashion has so decreed, and when she puts forth the edict all retailers must obey. There is no avoiding her influence on_ trade. That is true of all kinds of wearing ap- parel that fashion can influence. Fash- ion, however, like history, often repeats itself, and were one able to foresee when she would do so, one might be pre- often long and therefore the possibility of repetition cannot be taken into ac- count; and hence all goods dropping out pared; but the intervals of repetition are of fashion should be rapidly moved. To keep in touch with the signs of the times as well as the times is a strong factor in one’s success. Clothier and Furnisher. oo “Hang Your Sign on Another’s Store.” The sap of springtime was bub- bling in Ikey’s veins. Ikey? He keeps a store, a “Fair,” down on the South Side. He was standing in a black puddle of melting snow on the sidewalk in front of the drug store which is right across from his “Fair.” His thumbs were tucked under his suspenders and his chest was ex- panded bravely. “| think I vill start a scheme of mine own. I think I vill do a liddle advertisin’, imph? Der’s mine frind, Henny, down by Fordieth street, he makes signs, imph? Now, I vill shust down to Henny’s and get him to take one of mine suits for one of his signs, imph? Und dat vill look wery goot to see mine store mit a good big tag like dot on it, imph?”’ Two suns of March had crossed that muddy, sloppy street, rising over Ikey’s “Fair” and setting behind the drug store ’cross the way, since that revolutionizing soliloquy of Ikey’s. But the sun of the third day must have been greatly surprised to find a competitor, a new satellite, shining down upon the black snow of Hal- stead street. A great white sign- board with bold, black letters extend- ed across the entire front of Ikey’s “Fair” and commanded the attention of all frequenters of that part of Hal- stead street. No passer could help himself from reading it. And there was passing that morning with eyes upturned in dutiful Mrs. O’Brien, the little, black-eyed widow; “Scrappy” Pete, the terror of 6-year-old; Jimmie, the milk hoy; the blooming Miss Schroeder; Schwartz and Johnson, and Officer O'Grady, beside Mrs. Jackson’s little brown pup that was always a-beating off seconds with its tail. Yes, Ikey someway he to the drug store that morning be- fore 10 o'clock. “Say, vat you tink of mine tag out go worship, had stamps enough, but wanted to run across der, eh?” The druggist was surveying the sign with due respect. “Dat looks putty gut, eh? Vat you tink?” | building, every | | haste “Oh, yes,’ nodded the man behind the glass jars. ‘‘Yes, that’s a fine sign. Shows off great, yes.” “I tink so, imph? And see de pee- ple look up, now.” “The South Side Fair”’—repeated the druggist as if he were reading it for the first time. ““De,’ don’t you like dot, eh? It’s not ’xactly vat ist needed, I tink I could have saved a liddle by lefing id of, but dat makes a kind o’ handle to de name. Don’t you tink, imph?” ““The South Side Fair, Isaac Sol- bloom, Propr.,’” slowly repeated the sphinx behind the counter. “That’s all right, and looks very well, Ikey, but I'll tell you what you want to do now, make another sign and hang it some other fellow’s store. Now, moment. Eight out of ten people that pass know, if they care, that they are passing a merchant’s store. And all who care anything about it know that you run it. There go Mrs. O’Brien, ‘Scrappy’ Pete, Jimmie Kravotitsch, Amelia Schroed- er and Officer O’Grady, beside Mrs. Jackson’s brown pup; they all knew that you and your store were there be- fore you put up that guide-post. Oh, it’s all right, Ikey; but you should hang another one up on someone’s back fence. Take my advice and try it, Ikey.” Ikey walked “home” and took up his familiar position behind one of the stiff dummies. His puck- ered-up visage looked sadly out of place beside the cold, waxened smile the dummy. All his brightly painted advertisin’ hopes had been dented in by that mean, razor-faced druggist over there. But still that sign didn’t seem to bring any customers. And there passed that same procession, from Mrs. O’Brien to Officer O’Grady, but all they did was to look up and grin and pass on. Ikey shook his head. “Maybe he’s right.” Then Ikey went out to kick off his vengeance upon the dog with the pendulum tail. on wait a slowly on more “You stay der. I vill be right back,” he called to his clerk, whose head was sticking out the door. “I’m shust goin’ down the street to see about somethin’.” Ikey walked for three blocks then stopped abruptly before a vacant store. “Dat vill do, I tink, imph?” he said to himself while his round head nod- ded up and down. Then he walked around to inspect the of the and seeing a flight of wooden stairs he ascended in to rattle the door at the top. A barrel-shaped matron bare arms and a broad, waddled to the door. and side on heavy with great greasy “Vhere ist der dat dis store-room down-stair?” “My man does.” “Vell, ist he in?” “Naw, he’s down to the works.” “Vell, vould he rent me der room as a—a—blace to store a sign vhich I haf, imph?” “T guess so. You come around and see the man to-night. He gets home ‘bout 6 o’clock.” Officer O’Grady, had he not been one owns dozing, might have seen a strange procession pass down Halstead street late the next evening. It was at an hour when every decent citizen was supposed to be tucked in his. bed. Out of the front door of the South Side Fair stole the slender clerk with in one hand while with the other he supported a long board. At the other end of this strange long implement trotted Ikey. Down the deserted street, in grim silence, this mysterious procession passed. When the empty store was reached the line slowly swung halfway around = and then was quickly swallowed up the shadow of the two-story ing. On a Stitt the morrow the by build- | neighborhood | which centered around that two-story | building in which was the empty store space were greatly surprised to see a sign of bold letters running di-! agonally across the front window. the SoUth SIde FAiR—is 3 blocks North TSaAC sOlbLoOM, pRoP-Er-FittEr Two days later Ikey was standing behind his waxed-faced and rubbing his dummy hands. Dat Dat now. vas a gut advertisin’ ist read by Und de “Tmph? sign Eh? scheme. peebles, odder | sidewalk in front of my store ist used by odder} peebles besides Mrs. O’Brien, Jimmie, Officer O’Grady, Schroeder und dot leetle Shackson’s brown dog mit dot beats off efery second. | vill me und der tail tink I imph?” Arthur Werner. get anoder sign yet, und | Miss | Meesus | THE TOTALGRAPH Unquestionably the best, simplest, yet most inexpensive Automatic Account Keeper for a retail grocer or provision dealer. Send for new pamphlet and prices. W. R. ADAMS & CO., DETROIT Used Motor Cars Now is the best time of year to pick up a bargain as prices are lower at present than they will be in 30 days. You can save IO per cent: to 20 per cent. by buying now rather than to wait until spring, when the demand for used cars will be decidedly stronger and prices will naturally stiffen. We can now offer a Winton, White Steamer, Knox, Autocar, Yale, Kensington, Rambler, Ford and several Cadillacs and Oldsmobiles, all in good order at very attractive prices. ADAMS & HART 47-49 North Division St. GRAND RAPIDS, MICH. apron | ; ij | 127 Jeffersen Avenue Detroit, Mich. Facts in a Nutshell COFFEE lst LESS LS WHY? They Are Scientifically PERFECT Main Plant, Toledo, Ohio MICHIGAN TRADESMAN Interest Centered in Woolen Under- wear and Hosiery. Dealers say that the touch of real winter weather that ushered in the month of February was too late and too} short in duration to make material in- | roads on retail underwear stocks. As a rule, however, the quantity now on hand is not unusually heavy and the clearance | sales which, it would seem, have been more plentiful than ever this year, are still flourishing, apparently with no signs of diminution, so that in all probability | the amounts carried over will average! no greater than is the case in more rig- orous winters. Heavyweights, especially of fleeced wool, have been a drug on the market this year, and to such a noticeable ex- tent has this been true that many deal- ers in the large cities will not carry these lines’ hereafter, or have already |feet warm and his head cool, or is a |backed up by irrefutable medical testi- discontinued them. And yet there will always be a sale for them, and not a limited sale either. Whatever the rea- son for the discarding among city dwell- ers of the heavy old-fashioned under- garments by which our fathers swore, whether on account of the complicated | and elaborate systems of heating used | in modern buildings, or a more careful | consideration of the laws of health, or the placing of new and more attractive | brands upon the market, it is neverthe- | less a fact that the great rural popula- | tion, whose work keeps them for the} most part out-of-doors, will not soon | wool for balbriggans, | Sufficient proot} exchange linen | mesh, ramine or. silk. of this fact is to be sought in the ex- cellent and even increased business of mills devoted to these heavy goods. Woolen is, after all, the winter wear, or at any rate to the mass fabric for of people it will always seem so. To} most of us a remembrance of the un- comfortable woolen garments we wore as children still haunts us like a dim, half-forgotten nightmare, even after this lapse of years; but so great have been. the improvements made in the spinning of woolen yarns that by a pro- cess of carbonization all foreign matter is burned out and the spun woolens have all the uniformity of texture that is the one redeeming feature of cotton goods. Surely wool for use in winter underwear will never be entirely sup- planted by linen mesh, ramie or, in fact, by any other fabric, however alluringly named or depicted. Speaking of linen mesh, it is only proper to mention that its vogue appears to be gaining ground. There are plenty of men who wear it with comfort the year round. The reasons for this wide and seemingly well-maintained popular- ity are doubtless to be sought primarily in the merit of the goods themselves, but they are to be sought to some extent in the “literature” by which these mesh and fiber brands have been advertised, and the kind of appeal made. therein. The aphorism of the great American showman in this connection would be beside the mark, for it is by no means |a good one for the sale of knitted out- | | active. i E : : . 'class of goods is very short in duration | |among retailers, covering not more than itwo months. ido not find it so. ‘en, for orders are filled in rotation and certain that the arguments advanced in favor of these goods are not sound; on the contrary, no educated person would deny that they were reasonable and had, as a basis, certain well-established physical laws. At the same time every man is more or less of a health crank. If you can give him reascn3s why he should not drink coffee, he contents him- self with some substitute, deluding him- self into the belief that no more aches and pains shall be his. In just the same way, if he can be shown why a certain weave or fabric, when worn next the skin, is to be depended upon to keep his preventive of rheumatism, or a cure for some portion of the ills man is heir to, and if there is sufficient display of logic, mony, that is all that is necessary to give the thing an established vogue. Sweaters have come to the front dur- ing the last few weeks, both in the win- | dows of retail shops, where the hand- some knitted golf jackets, largely of gray, but to some extent of brilliant colors, have made an attractive show- ing, and also among the manufacturers, who have for some time been showing them. If anything can be foretold from advance buying, next year should prove | Sporting goods had a year and_= sporting houses are buying generously while the new houses that have sprung up all over the country are looking for good lines. This class of trade buys only the higher grades of stuff to re- tail at $5 to $8, but it is remarked among salesmen that the regular trade also is A growing sweaters is er garments. great impetus last goods goods. necked taking to better tendency to “V” of 1906 Wear Well Clothes We make clothes for the man of average wage and in- come—the best judge of values in America, and the most criti- cal of buyers because he has no money to throwaway. Making for him is the severest test of a clothing factory. No clothing 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 spring line. Wile, Weill & Co., Buffalo, N. Y noticeable. The bathing suit business continues | The season for the sale of this | Manufacturers, however, | This is due largely to | the different times at which buyers from | different their orders. books orders sections place The westerner always early, as early in some instances as Octo- ber 1, while the eastern buyer “has to be begged,” as one salesman expressed it, | to look at any goods even in Febru-| ary. This is probably because, being | nearer the center of distribution, he! thinks he can get the goods whenever he| wants them. In this he is often mistak- it is merely a case of first come, first served. Further inquiry among manufacturers develops the fact that mills have largely sold up their product and are not book- ing further orders, a rather unusual con- dition for this time of the year. This applies, however, only to woolen mills. Paradoxical as it may seem, an entire- ly different condition prevails with many manufacturers of cotton underwear, the high prices having caused buyers to wait. Wool, too, is high, but the ele- ment of speculation does not enter so strongly into the woolen market as into the cotton, and as a consequence bityers are more confident that prices will not change. The situation is thus a precarious one. not only for the manufacturer who, ten to one, will not make up any goods, except upon order, but also for the re- Vina KOU RTEING MEDIU HAS THE PRICE CLOTHING IN UNION LABEL THE UNITED STATES The condition of the fabric market necessitates caution by the retailer in selecting his lines for fall. Hermanwile Guaranteed Clothing —tried and tested—with its unequalled style and fit—it’s record of unparalleled success—and its guarantee of absolute satisfaction is the retailer's surest safeguard. Line For Fall Will Be Out Early GUARANTEED CLOTHING ‘ | ‘ + rr * a — iene) Tee : ‘ Eig ig + sana ore nl on i ye rr { ‘ r “ a ‘ j © ret LP yc enn. "eg : 5 » . o_o ‘ 4 ‘ed \ ‘ t MICHIGAN TRADESMAN tailer, who must of necessity place his orders later if he does not place them at the usual time. The consequence will be that orders will come all at the same time and will be for immediate deliv- ery, and manufacturers will be unable to fili them. A recent inspection of lines of half hose for spring conveys an impression of many happy color effects. While the combinations are varied they all are noticeably of exceptional good taste and harmony. Browns are preminent, but not the golden browns and tans of form- er seasons. The new colors are of a much richer and darker tone, and are designated as cinnamon, mahogany, chocolate and seal. A few beavers, or very light browns, are seen. Bordeaux seems also to be a favorite, and although much more brilliant colors, such as scarlet ard purple, are shown. it is said that subdued colorings are having the call. Clocked hose are scarce, on account of the unusually heavy demands for them and are conse- quently at a premium. By the time this reaches the reader importers expect to have lines for next fall about ready for inspection. Buyers of the leading Chicago jobbing houses, who have returned lately from the East, are unanimous in their reports of high prices and scarcity of merchan- dise. At the present high price of raw material the manufacturers are not turn- ing out a dollar’s worth more goods than they are forced to to meet their obligations. In some cases they are re- fusing to accept orders for merchandise placed far in advance in the material. Added to this are the impossibility to buy any more spring goods, and the fact that the mills which manufacture the desirable class of stuff are already overcrowded and want until November to deliver orders placed now, and in some cases refusing orders altogether The fall lines, which have been out some time, do not compare so very favorably with the goods of the previous years. Indeed, one manufacturer is quoted as saying, “We can give you the same garment as you had last year at the same price, but the only thing that will seem familiar and be recognizable about it will be the label and the box!” Many firms who have carried the same garments year after year have dis- continued these lines and are substitut- ing for them goods of the same style and weight, but of inferior quality. forced to these measures, they say, by the demands of the retailers, who claim that they must have an article to sell at an established price. In the lines where the old numbers have not been dropped, the advanced price is so great that the retailer must invariably add from %5 per cent. to 33 1-3 per cent. to his selling price to enable him to make a reason- able profit. Hence, the retailer has the choice of handling an inferior grade of goods at the established price, or taking the chance of advancing the price on the better class of merchandise. He knows the arguments both pro and con, and it’s up to him to settle. The merchants who have taken advan- tage of the present cold snap to force sales on heavy winter goods, have seized about the final opportunity of the year to close out their surplus stocks, and it would appear that, while there has been | provided the $5 was within her means. yet there has | But the trouble is that with the ma- no big rush for goods, been a good, steady call for the bicaaice! stuff, and the stocks show the effect of | the cold weather, which, had it come) sixty days earlier, would have put the| crowning feature on one of the most} prosperous of years.—Apparel Gazette. —_—_»-2 2 Getting Things Cheap Has Become) Second Nature. Most merchants say they would rather have a man come in to buy any day than a woman. Of course they would. saw a man turn things over to dis- cover their relative merits, ask the price of this, that and the other, and finally go off where it can be bought just as good for less money? This practice may not be pleasant for the merchant, and it is distinctly unpleas- ant for the shopper herself, but it is generally made necessary by the fact that in most households the woman has just so much money, and her purchases have to be kept within that limit. When the man of the house goes to shop it is different. Nobody re- quires him to give account of what he spends. Moreover, he hates to be conspicuous, and so he adopts the quickest way out—buys the most ex- pensive and the first thing shown to him—-and the most expensive thing is usually the first shown to a man— without asking the price, and goes his way with his conscience at peace. A woman who has been frequent- ing intelligence offices a good deal lately says that the most astounding thing is the way householders of the masculine persuasion will sally into the establishment, fix their eyes upon a domestic applicant of promising aspect and walk off with her before the indignant gaze of all the fem- inines on a similar mission. She says this was a mystery to her until she listened to one of these in- terviews. The conversation was something like this: Gentleman—How much do you want? Domestic Applicant (sizing him up)—-Five dollars a week, every Thursday off and privileges. Gentleman—Well, you come along with me and we'll try to make it nice for you. Upon which the bargain was closed. Whereas, had the man’s wife been doing it, her knowledge of the house- hold finances would have forced her to haggle for a $3 maid. The head of the house probably knows as wel! what the family income is, but his supreme distaste for “haggling” and bargaining and his desire not to ap- pear mean outweigh every other con- sideration. A $5 purchase and no bother seems to him cheaper than a $3 purchase achieved by a lot of worry. In theory the man is right. It is without doubt true that freedom from worry is worth the price of a few dollars. Infinitely better a serene mind, even although it means a little less money in the purse. The woman whose sky is darkened because she paid $5 for a waist yes- terday which to-day she could have got for $3.50 is unspeakably foolish, | Who ever [jority of wives the necessity is to lfind the $3.50 waist in the first place, because the more expensive one is a | feancial impossibility. And to this bend they must wearily chase the length and breadth of the town, wear- | ing out both their own vitality and} lthat of the salespeople. This is one of the reasons why |} women age faster than men, and why | they are more concerned by petty | little details. The habit of economy | has been ground into their souls} through the long generations of their | dependence upon their | money. It has become so fixed that, | even when a woman is freed from | the necessity of it, she still finds it| difficult to get from the prac-| tice of getting things as cheaply as | possible. It has become second na-| ture to her, and because of it every-| thing she acquires, either for wage or | by purchase, means to both her and| those she deals with a greater penditure of time and nervous force | than when a man is the purchaser. When the financial bondage been far enough in the past for her} to outgrow the memory of its galling | chains, it may be we shall her | sallying into the shops and ordering | , what she needs with the easy minus all trou- | men for away ex- | | has | sce exactly bonhommie of a man, blesome calculations as to cost. a When you write Tradesman adver- | tisers be sure to mention that you) saw the advertisement in the Trades- | man. f 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- will gladly send representative. lowed or A CASE WITH A CONSCIENCE is the way our cases are described by the thousands of merchants now using them. Our policy is to tell the truth about our fixtures and then guarantee every state- ment we make. This is what we understand as square dealing. Just write “Show me” on a postal card. GRAND RAPIDS FIXTURES CO. 136 S. Ionia St. Grand Rapids, Mich. NEW YORK OFFICE, 724 Broadway BOSTON OFFICE, 125 Summer St. ST. LOUIS OFFICE, 1019 Locust St. 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. pincer ian MICH. MICHIGAN TRADESMAN How the Boss’ Mood Affects His Workers. A careful study of the relation be- tween the employer and employe—the | attitude of the one toward the other— solves to a more or less extent the reason for the lack of growth of many businesses. It will show why employes so generally are in an ag- gressive attitude toward their employ- ers and why there are such frequent changes in the minor positions of a | business. Contrary to the general supposition, I place the fault of this state of af-| fairs at the doors of the employer. Not that I overlook the fact that the employes have a healthy allotment of faults; trying position when endeavoring to sell his goods through naturally indif- ferent people, whose eyes are usually focused upon their pay envelopes to which end all other things in the in- terim are incidental. My contention is that it is within the power of the employer to change the entire attitude and actions of his employes. himself must revolutionize his conduct and bearing toward those -under him. If the average employer gave the thoughtful tion to his employes as he expends upon the buying, exhibiting and sell- ing of his merchandise, T am con- same earnest, considera- servative in saying there would be a 50 per cent. improvement in his busi- ness. The proprietor, manager or who- ever is in direct control of the work- ing force assumes an intolerant atti- tude usually so unfriendly and harsh that it is productive of naught but a hidden, resentful response. A hostile feeling of an employe, exaggerated as it is nursed, finds its only satis- faction in taking advantage of the employer in every possible way and upon every possible occasion, If you see a tendency to come to work in the morning from five to indifferent, listless attitude during the day’s work, fifteen minutes late—an a startling promptness in leaving his or her duties at closing hours—don’t and that the employer is in al To do this the employer | | in hasty judgment condemn the em- |ploye. Probably a naturally ambi- [tious man or woman is being rubbed | the wrong way by a negative em- | ployer. Or likely a sensitive but pro- | gressive disposition that would devel- |op satisfactorily with the proper en- /couragement has been killed, or at ‘least its growth checked by ad- | verse, sharp criticism. The negative and constructive em- |ployers are the terms which I apply _to the two classes of business men ‘who build up and tear down their | businesses by their different attitudes ‘toward their help. Two illustrations ‘will explain more fully what I mean by these terms. They will also show, i hope, the harmful influence of the former and the beneficial effect of the | latter: Enter Mr. Negative Employer, who | after watching his clerk arranging a 'stock of clothing, gives vent to his feelings in this manner: “Say, what do you think you are idoing? If you are trying to keep |stock you better take some elemen- tary lessons. Just look at those ‘coats there; why don’t you fold them |properly? Eh? Haven't got to that lyet? Well, how long a time do you }expect to put on this work? You| “must think there is nothing else to do| | here. “Pull the pile over farther. No, Where in the world ;not that way! |did you ever work before? To your | right—that’s it, to your right. Fold) those coats properly; the sleeves | | | must be even and the collars turned up; you have them all wrinkled up. “Why I could get up there and do that work in half the time that you lare taking. ‘to ‘hit it up’ if you want to hold your job. We can’t have kindergarten work here.” Many hundreds of employes — will bear witness that this is not an exag- | gerated conversation. Can you see ,an affirmative encouraging sentence in this harangue? Has anything been said that would spur the clerk on to} better work, or promote a kindly feel-| ing toward the store and its proprie- tore Look here, now, you have | | | The conservative employer, after | observing that the clerk was not do- | ing his work properly, would address | the clerk thus: “Good morning, John. Arranging stocks, are you? That's good. We ‘want to get things in a little al OUR CANDIES HAVE A RECOGNIZED VALUE Mr. Dealer: candy is even cheaper than its price. Moral: Don’T WASTE YOUR MONEY. Cheap Buy the best and get results. You can’t set a hen on china eggs and expect to get chickens. STRAUB BROS. & AMIOTTE TRAVERSE CITY, MICH. Can You Deliver the Goods? Without a_ good delivery basket you are like a carpenter without a square. The Goo Delivery Basket is the Grocer’s best clerk. No tipping over. No broken baskets. Always keep their shape. Be in line and order a dozen or two. I bu. $3.50 doz. 3-4 bu. $3.00 doz. W. D. GOO & Co., Jamestown, Pa. ee rere emi 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. peek LINES 11S CA ADED WITH CHG bie ia FOR HANSELMAN CANDV COMPANY. AALAMAZOO COLATE: IAICH- [u.S.& M.S, D4+G-4£23 abe 2% ew or MICHIGAN TRADESMAN shape now. Guess you would get better results if you would move that coat pile to the right—that’s it—now just a little more. There, you got it. See if it will help you if you put those coats back a little farther. They are likely to fall over where you have them now. Suppose you even up the ends just a little. Makes a better appearance, doesn’t it? That’s it. See the difference? Look here, John, this is the way to fold a coat so as to not wrinkle it; have the sleeves even and the collar turned up, then turn the coat like this. Re- member to do this when you ar- range stock to-morrow and it will save you a lot of time. We want to keep this clothing orderly and even, so give it your attention.” The effect: The clerk is left in a most pleasant, encouraged attitude, stimulated to put in a good day’s work, and respectfully, kindly inclin- ed toward the employer who has just spoken to him; the correction as to his stock-keeping indelibly impressed upon his mind without the using of one imperative sentence; a silent reso- lution to do better work; and in nine cases out of ten an actual noticeable improvement. This is how a constructive employ- er furthers his business, saves energy and accomplishes what a negative em- ployer loses wholly. And here is the one vital point of difference between the negative and constructive employ- er: The latter can affirmatively criti- cise negatively. This seeming par- adox needs further explanation. As shown in the conversation of the con- structive employer, the clerk was told that his work was wrong and shown the way to do it right without the use of an imperative sentence. 3y showing him how to do the work right the clerk was shown that his work was being done wrong. There was no need to tell the em- ploye directly that he was at fault, but by suggesting in an agreeable way another method, the same end was accomplished. Of course, if the clerk should ignore the suggestion repeatedly a more stringent course is required; but by pursuing a constructive attitude, un- less the employe is of no worth, high- ly satisfactory results will surely fol- low. Geo. L. Loomis. —_2+s—__ —_ Permitting Child Labor Grave Eco- nomic Mistake Here is a conversational fragment frequently heard at the casual meeting of two friends and neighbors: “Where’s that boy of yours days? He and my boy used to be ir- separable playmates, but we haven't seen Johnny for an age.” “Q, Johnny has no time to play now,” is the seemingly careless but really pleased answer. “He’s working after- noons and Saturdays, and it takes him all Sunday to get rested. I couldn’t get him the wheel he wanted, just now, so I gave him permission to earn it, provided he keeps up his school record, and he has managed to do it. “A great worker is Johnny, too,” the proud father usually adds. He does not add, perhaps does not know, that Johnny’s chances of being “a great worker” in his adult days are these being materially lessened by his pres- ent efforts. Ruskin was of the opinion that let a man once overwork, by ever so little, and he has forever diminished his ordinary working capacity. Recent scientific experiments have proved this theory true, at least in basis and impli- cation. When some years ago Jane Addams, Florence Kelley, and other child loving sociologists began an earn- est crusade against the evil of Iilinois child labor, their strongest plea and ar- gument were based on the knowledge that the child worked too soon makes but a poor adult worker, the zest and freshness of his productive or creative energy, as the flower of his youthful strength, having been exhausted in the period of premature toil. Slight ob- servations will confirm this knowledge. Watch the young people, but recently child workers, pouring out of a large store or factory, and note their thin faces, listless movements, air of general physical, if not mental and _ spiritual, depression. Child prodigies rarely at- tain to more than moderate success during adultship. The abnormally brilliant grammar school student car- ries cleverness up to college but seldom. The high school genius frequently loses ground in his third year. All these facts are well known, yet there are few economic mistakes more prevalent than that of allowing ambiti- ous children, particularly, perhaps, ambi- tious boys, to go to work too early. Not only is this true af the poor, whose children must become wage earners at the earliest possible moment, but quan- tities of boys quite comfortably situated work before and after school on Satur- day, sometimes even on Sunday, for the sake of a little money not sorely need- ed, the pleasure of the workers, the pride of the parents. Such ill advised toil almost inevitably must result in decreased working force a few later, if not serious depletion of all the productive powers. years The raiser of fine horses, the trained horticulturist, would never allow the premature racing or fruitage of their cherished possessions. They know too well at what excessive cost too early honors are attained. Only the man, creation’s superlative effort, is al- lowed to so endanger future abilities and possibilities of success. All other valuable animals are held back from ex- cessive or too arduous effort until the time for perfected strength. embryo The question of vacation work is a little different, but even this is of doubt- ful value. Play time, time in which to run wild and gather the abundant re- serve energy sure to be needed in the combined tasks of growing and gather- ing knowledge, is an absolute necessity for the successful development of fine physical manhood. If vacation work is allowed it should be so regulated as to leave plenty of time for sleep, for out- door exercise, with at least a reasonable margin of absolutely unoccupied hours. The theory that “a boy is better at work than idle and getting into mis- chief’ may contain some truth—espec- ially for the parents—but it is at best a dangerous doctrine, scarcely to be en- couraged. The. growing boy doing full school work has small chance of much idle time, unless marked by the spe- ciously brilliant mentality that facilitates the absorption of surface knowledge. In such case he should be especially guard- ed from the direction, season danger of overwork in while during vacation idleness—as meaning total re- lease from accustomed is urg- ently needed. Extra work almost in- evitably means a regrettable, though perhaps imperceptible, decrease of the reserve vitality, a corresponding de- crease in the probable good work of the future. thin, any nervous, or ill tempered, er or later of the still undeveloped ca- | pacities prematurely overtaxed. To this rule there are few exceptions, | as parents inclined to put boys too | early to work, Premature premature overwork, nearly And eager, ambitious Johnny, early and toiling late to amass a few dollars or buy himself some article not really needed, is purchasing a trivial) present success dearly, success chances for the future at a rate pitiably low. Jonas Howard. >. 2. Economical Decoration. hear about the should consider. always. rising “Did you unique way in which old Titespuds decorated | 2? new home?” asks friend. We confess ignorance as well as a thirst for information. his our “Instead of spending pictures money and bric-a-brac he wrote checks for the amount that each thing would cost him, stopped payment on the checks, and put them on the walls and mante!pieces.” The boy may not at once grow} but he! will none the less pay the penalty soon- | or finding it difficult to} restrain them from nonscholastic effort | work is) selling important | for | A TT Ow = A) = = AX The nutritious qualities of this product are not obtain- [| able in any other food and ff 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. Saves Oil, Time, Labor, Money | By using a Bowser mesring Oil Outfit Full particulars free. Ask for Catalogue ‘‘M”’ |S. F. Bowser & Co. Ft. Wayne, Ind. Simple Account File Charge goods, when pur-hased, 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 ofja day book if not posted, when a customer comes in waiting on a prospective buyer. 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. directly on file, then your customer’s to pay an account and you are busy Write for quotations. TRADESMAN COMPANY, Grand Rapids 28 MICHIGAN TRADESMAN SOME REVERSES. The Influence They Had on College Student. Written for the Tradesman. When Endicott Sanford lost his money everybody in Sparta had con- siderable to say about it. Mrs. San- ford was an heiress at the time of her marriage and when the trouble came it did not take long for her to turn over what she possessed to Square ail accounts against the Sanford! naine, and when that had been done to the last penny the whole family looked into each other’s eyes and | asked, “What next?” There were five in all, and naturally enough it was the children who gave the parents the most concern. Art, the oldest son, now 22 years old, who as he took the letter, read it, folded it deliberately as he gave it back and, turning a leaf of the lexicon as if the interview was over, said, “Be a man, my boy.” “Yes; but, Doctor, see here. You don’t seem to understand what it means to me. Leaving school will! upset everything. Nobody knows how long I shall be out; you know that I'm not up to the college require- ments in Latin and if father shouldn’t strike anything soon I’m gone.” “Well, you are young, strong and, [ hope, with ambition enough to help |you over any little difficulty like this. What if you are out a year or tow years, for that matter? You can support yourself and at the same time get thoroughly well grounded in your ought to have been the stay and com-|entrance examinations. Suppose it fort in these times that try men’s | takes two years. You will have earn- souls, was anything but that. The | ed quite a sum of money by _ that shiftlessness of a shiftless ancestor|time, you will enter without condi- two generations back had been in-| tions and a man at 21 is better able herited, and for years his conduct had | to cope with college studies than he been the family bane. Edith, the/is at 19. It may be a little unpleas- daughter, had a husbaid and a family | ant to have to look out for yourself; on her hands and could give only the| but that won’t hurt you any. I am comfort, and joy of a cheerful heart— | sorry for your father’s reverses; but and a comfort and a joy it was: so|so far as you are concerned -there that the hope of all now centered in | couldn’t anything better happen to Joe, a boy of 19, who was looking | you. He’li get on to his feet in due forward with considerable earnestness time—have no fears about that. The to a college course to be entered upon _American business man, if he is a in September should the fates so de-|thoroughbred—and your father is cide; but they didn’t. |just that—isn’t going to air his heels “Tam sorry,” said the paternal let- like an inverted turtle too long; but ter announcing the family disaster, What strikes me as a wise provision “but under the existing circumstances | Of Providence is that this—we’ll call college is not to be thought of./it set-back—will give you a chance Everything but the home is gone and| to test what you’re made of. It will it looks, Joe, as if you and I and your make you a better student, a better mother are going to have a long row lawyer after you get there, a better to hoe and a hard one to keep that, Citizen, a better all-round man any- Your mother and I are in hopes that | Way, if you are true to yourself, and there may be a favorable turn in our | if you're not it will save a lot of time affairs so that the break in your study |@nd worry and expense.” will be a temporary one. I have al-| “That’s all true enough: but two ready arranged for you to complete years is going to make a lot of differ- the year at school, but I must urge ence. Four years at college and three you to count carefully your pennies | at the law school and three, at the for it is simply impossible for me just least calculation, to get settled pros- now and for the rest of the school | perously in business make ten years; year to send you a cent. It is tough,|and ten years is a good long time Joe; but I’m wondering already where | to wait. The man can do it, because the money is coming from to pay he’s doing the work: but it isn’t so your fare home.” |easy for the other side of the house! The reception of such a letter as| Then, too, how do I know whether that at any time is depressing; but | it’s to take two years or five; and ten when it is taken into account with | Years after all this up-hill work is the fact that the receiver has just | done is a little discouraging. I con- taken up his pen to ask for $50, three-| fess I can’t see the end of it.” fourths of which had already been} It may seem strange to the reader borrowed and spent, it is submitted that the school boy of 19 in his last that the clouds in the financial sky | year at the preparatory school should of the young student did not present | be talking to the man over 50 in this even the suggestion of the poetical | free and easy way; and it was. Chance silver lining. The first word he said | and circumstance, however, had was not a credit to his Sunday school} hrought the two together, they had teacher and is omitted because it} been mutually attracted, the attraction would not look well in type. Then) had crystallized into a strong regard he called upon the people away up-|to the equal benefit of both, and it stairs to do a piece of dirty work} was not unusual for the two when which he might have known they | by themselves to talk of topics out- wouldn’t do. Then, with the face of | side of the classical text-book. When, a thunder cloud, he went over to the/|then, “the other side of the house” room of the professor, who loved him, | was thus unceremoniously referred to. asked him to read the letter and tell) the lexicon was closed with empha-| him what he’d better do. sis and the teacher, removing his eye- The old doctor was busy digging | glasses, remarked, “TI guess I shall ty some Greek roots and resented | have to tell you a story. the interruption. He looked at the! ~ “This ‘other side of the house’ you tempest-cloud on the boy’s face, mo- refer to is well worth consideration. tioned to an easy chair by the window! From a tot she has been imbued with | FRANKLIN RA won 1 Type D. Four-Cylinder Touring Car Five passengers. Air-cooled motor. 20 “Fravklin horse- power.”’ 3-speed sliting gear transmission. Shaft drive. Dise clutch. Foree-feed oiler on dash, 100-inch wheel base. 1800 pounds. 45 miles per hour. Full head-and-tail-light equipment. $2,800 f. 0. b. Syracuse, N. Y. There is no stronger car in the world, and it weighs only 1800 pounds, Think of the saving on fuel and tires. Weight is the cheapest thing that a maker can put into a motor car; but it is the most expensive thing to own. It doesn’t cost money to put weight into a car. It costs money to keep it out—costs the maker money but saves it for the owner. One pound of high-grade nickel-steel costs more than ten pounds of common steel, and is a good deal stronger; but ten pounds of anything costs more fuel to carry than one pound, and is ten times harder on tires. Only an ignoramus would contend that weight makes strength or is costly to produce. Weight never makes Strength. It often makes weakness. It always makes fuel- and tire-cost. And that cost comes on the owner. Strong materials are expensive. Weak materials are cheap—and it takes more weight of weak materials than of strong ones to give equal durability to a motor car. Consequently a cheap-built car of sufficient strength will be heavy, and expensive to run—cheap for the maker, but dear for the owner; while a car of equal ability and strength, made of the best materials will cost more to build, and will be lighter, and more economical to maintain. Franklin cars, for example, are made of the Strongest, highest- grade, thost durable materials ever put into a motor car. They have cast aluminum engine bases; sheet aluminum bodies on steel-angle frames, and the largest proportion of high-grade nickel-steel used in any motor car. This material is next to the armor plate used on battle- ships, for combined lightness and strength. They are the strongest and safest cars made in the world without any exception; they cost fifty per cent. per pound more to build than any other American cars; and because of this construction, and the fact that they dispense entirely with the weighty apparatus carried by all water-cooled cars, Franklins are the lightest of all motor-cars in proportion to their power, and the most economical to Operate and main- tain. GET THE BOOK Four-cylinder Runabout Four-cylinder Touring Car Four-cylinder Light Touring Car Six-cylinder Touring Car ADAMS @ HART GRAND RAPIDS, MICH. ; P , & St, és iar acho sig? - 7 ad >” ee asi is a a e oa zi , b ; bs y MICHIGAN TRADESMAN 29 herself. Long ago she made up her mind what she was going to do and she has done the idea of taking care of it. Early and late since she was large enough to sit at the piano she has been working at it and you yourself were at the Conservatory of Music last summer when she was graduat- ed the first of a large class. That ought to have satisfied her, but it hasn’t. She has got the idea some- where that Germany has the best musical instructors and she has made up her mind that to Germany for that instruction she is going. When her father, pleased with what she has done, offered to pay her expenses for the three years she expects to. be abroad, together with a year of travel after her work is done, she thanked him heartily but told him he had done enough and she was going to pay for the music and travel herself. “After a much needed vacation of a week or ten days she announced her departure to some unpretending place in the West, where a music teacher had been earnestly called for, asking at the same time to take with her her piano and a little money to fit up a studio. Accepting the generous of- fer: ‘Take all you want, Girly, and a little more while you're at it,’ to the extent of something over a hundred dollars, the new studio was opened by as pretty an 18-year-old young woman as you or I or anybody else will ever look at, and the business of her life began. From the first she has had more than she ought to do. She is the first thoroughly train- ed musician that has ever been in that part of the country and her rates are high; but the people there know when they have a good thing and they show their appreciation by devo- tion to study and paying her prices without a murmur. By way of diver- sion and as a purely business enter- prise she is giving a series of enter- tainments at prices no one else could secure; and to make a long story short, she has, so her father tells me, accumulated already a snug little sum for her trip abroad. “Now, then, my boy, just here is something you want to be thinking of: Don’t you do any worrying on account of the young lady. ‘It may be years and it may be forever;’ but she will carry out her programme to the letter. With two years to pre- pare, four years abroad and then for a little, at least, of the profession- al life she will naturally desire, she is going to be too busy to think of ‘waiting’ for anybody or anything. At the end of the ten years, if there is anybody about whom she thinks enough it won’t take a great while to say ‘Yes,’ and that will be the end of it; but I want very quietly and very earnestly to suggest to you that the young man whom she says that to won’t be a young fellow whose fa- ther has coddled into a law office, aft- er coaxing him to get ready for col- lege and through it and offering him prizes all along the line if he’ll only be a good boy, get his lessons and not spend too much money in fool- ishness. In a word, a woman like that will have for a husband a man, and he’ll have to show he is one bes fore the ceremony or there will be no ceremony. “Now, then, here’s where you are. You are swamped financially. Your father at present can’t do anything for you. You have been having a good time at the expense of your studies and are woefully back in them. You have a long summer va- cation before you and you have abso- lutely nothing to do. The question is, Are you ‘up to your job?’ Will you make the most of the coming precious three months, climb over every barrier between you and the University and after you get the temporary position already promised you, keep up with the job and the study and, when the time comes— for come it will—to go to college, en- ter without conditions and go on your way rejoicing?” “T can’t do it—”’ “That is the way to spell won't! ‘In the bright lexicon of youth there’s no such word as fail,’ and in the same glowing volume in letters of living light are the words, ‘I will!’ ‘Choose ye this day which ye will serve’ and I’ll tell you the rest of your life story without turning a leaf.” “Tt’s just my luck—”’ “You, with your triple-story man- sard, and a sky-scraper at that, to talk of luck, saying nothing of think- ing of it! What you should do now is to brace up if you ever did or are ever going to. Show your father that he has one son worthy of him. Be to him now in his hour of trial a sup- port and a comforter. Buckle down to the opportunity that good luck— take the right side of the idea if you must have it—has given you and show the world and the center of that world—especially your center—that ‘worth makes the man, the want of it the fellow;’ that you are not to be downed by any little affair of this sort; and in after years it shall be said of you that you fought your fight and won.” Something like a decade has gone by since this talk took place, and these are some of the events which have happened in that period of time. Endicott Sanford was soon on his feet, better off than he was before the coming of the crash, which threw him upon his back. As a result Joe gave up his job and went back to his books, growling at the luck that had temporarily upset him, but he wasted the summer and lost a year in conse- quence, and—and—I hate dreadfully to say it—as a result of the whole precious business, here is an _ an- nouncement which has come by the |morning mail, saying that Joe San- ford’s “other side of the house” is going to be married a fortnight from to-day; and I know that Joe San- ford is cursing his luck because his name does not appear in the an- nouncement! Richard Malcolm Strong. ————--2.->———- Repartee in a Lovers’ Quarrel Jack (during their quarrel)—Now, let me explain. May—-I want to first. Jack—-All right. I’m all ears. May—I know it. No doubt that’s why your parents called you “Jack.” say something A System to Increase Trade Put aside detail work when the same result may be obtained in less time and at less cost by automatic machinery. hustling retailer of today must have time to look after the wants of his customers and keep his stock up-to-date to attract trade. A National Cash Register handles accurately, cash sales, credit sales, money received on account, money paid out and money changed, and leaves the mind of the retailer free to interest his customers and plan a larger business for the future. Retailers are invited to send for our repre- sentative who will explain N. C. R. System. Please explain to me what kind of a register is best suited for my business. me fo buy The N.C R. Co. Dayton Ohio This does not obligate Name a “Address No. of men 80 MICHIGAN TRADESMAN CHANGED CONDITIONS. New Features Which Confront the Hardware Trade.* A few years ago—a comparatively few years ago—I had the personal acquaintance of every dealer who had the habit of coming to our office and salesroom, and I knew by name every customer upon our books. There has been a great change recently and the acquaintance between the whole- saler and the retailer, I regret to say, and through the traveling salesman, and the been the wholesaler in the social element which is very largely by mail, by wire loss has greater to gives so much pleasure to business, and that is largely gone as far as the| wholesaler is concerned. This change in the way of doing business is large- lx responsible for the forming of such associations as yours, where you be- come acquainted not only with your competitor across the street but with your competitors in adjoining towns and with your fellow hardware deal- ers throughout the State in which you are doing business. In the olden times, as you very well know, it was the habit of the retail merchant to go to market twice a year and pur- chase a six months’ stock of goods and be perfectly contented if they reached their destination in one, two or three weeks, and during the interim of his visit he kept his stock supplied and his assortment good by an occa- sional order by letter, until recently -quite recently—a merchant of the country has remained at home and very seldom or never visits the whole- | sale market, but has sent in his orders | each week or each day or each hour, | af at in order to keep his stock going. seemed necessary, The essence of merchandising at the | present day is a problem of speed. | Every retail dealer is aiming to keep | his stock as small as possible and to! have his wants supplied as speedily} Why, gentlemen, if this orders | as Be Can. idea of prompt execution of and rapid transportation continues to grow and develop in the next ten vears as it has in the last ten years at the end of that time a man in Omaha will order his goods in Chi- cago by telephone and if they don’t arrive at their destination as a sort of an echo of that telephone message he will wire to Chicago to know if the jobber is dead and if there is any probability of a live man taking his place. (Laughter.) [ said “until ceased to recently the retailer visit the happy to had wholesale market =i. am that within the last few years—a very few years indeed—there has been some- thing of a change in that respect. The dealers in the country seem to realize the fact that they can be well repaid for the money and the time expended in making an occasional visit to their jobber. New goods are coming out so rapidly, jobbers and retailers alike are adding to their lines so constantly that up-to-date merchant is almost impera- tive. It is the new goods, gentlemen, that are sold at a profit by the man that puts them early into his assort- *Paper read bv A C.B rtlett. of Chicago, before Illinois Retail Hardware Dealers’ As- Say a personal examination by the ;not a salesman-—or you may call him sociation, ment. The man who waits for his | neighbors to introduce a new fangled; article and does not put them in stock until there is a demand for them—| until they become almost staple—is | not the man who has a big bank ac- count or drives a good horse. The man who gives his time to keeping a stock of nails and barb wire is what you want to—a hardware sales- man. Perhaps some of you have heard the story of the Chicago man who went down to his store the other morning with his face wreathed in smiles. He met a friend on the street and his friend says to him, “John,! you look happy this morning.” He| says, “Yes, I am very happy.” “What! makes you so happy this morning?” | “Well,” he says, “my wife said the | nicest thing to me when she kissed | are abreast of the times there you will find the fewest racket stores. There is once in a while an old fogy who says to himself, “I started in the hardware business, I have pursued the hardware business all my life and I am going to sell regular legitimate hardware until I die.’ He reminds me of an old darkey down South who got up in prayer meeting or experi- ence meeting and said, “Brethren and sisters, I suppose I am the orneriest nigger there is in this State. I have done every mean thing that a nigger could do. I have swore, I have lied, I have shot craps, I have stole chick- ens, | have cut other niggers with a razor, I have lost the confidence of this entire community, but, thank the Lord, I have never lost my religion.” The cause of the changed condi- tion and the new manner of doing business is the energetic man, the A. C. Bartlett me good-bye; it made me so happy | that I have been smiling all the way | His friend asked him| what he had done. “Why,” he says, “when she kissed me she called me a| husband.” His friend says, know what that word) model means.” “Well, I think I do.’’| “Well” his friend says, “John, just | look at your dictionary when you get. He looked in! downtown.” mode! “Vou don't down to your office.” his dictionary and the definition was: “Model, a small imitation of the real thing.” (Laughter.) As I was saying, a man who gives his time and attention to the selling of staples soon finds that the little who keeps the racket store around the corner is negotiating with the hardware man’s landlord to see if he can not purchase the store in| which the hardware man is doing his | business. fellow Where the regular dealers | resourceful man, the man who has “go” in him all the time is the man who gets to the front, and he is the man whom your speaker referred to as being able to compete with the catalogue house—those institutions which we always have with us. It is not the man that sits back in his office chair and sulks because he sees his customers sending their cash to the far off city store, but it is the 'man who goes for the trade, cash and credit alike, and gets it, who is the prosperous and successful man in the community. I said it is not the man who sits back and sulks. No, gentlemen, it is the man who stands up and fights, because it is up to the dealers of this country—the _ retail dealers and the jobbers alike—to fight if they wish to overcome this menace to business and to profit; and this fight, the brunt of it, is coming very largely upon the retail dealers. The victory can not be gained by single effort; it can not be gained by the effort of men forming an association like yours. It must be by the com- bined efforts of retailers, of jobbers and of manufacturers, and they must gain the battle because it is a right- eous battle. There is no question for us to discuss here now as to whether this manner of doing business is right or wrong. In this case it is right and it is self evidently right. Now it is for the manufacturer and the jobber and the retailer each to do his share, but, as I said before, the brunt of it is up to the retailer. Let us suppose that the gentlemen form- ing this organization of the Illinois Retail Hardware Dealers’ Association and all those hardware dealers out- side of this Association who can in any way be influenced by you—sup- pose each in his own town should create a sentiment among other deal- ers, aS has been referred to—dealers in dry goods and groceries—should create a sentiment among those men, who are just as much hurt as you are by prices being made by the cat- alogue houses—suppose sentiment is aroused in each one of these towns against the brands and quality of goods which are issued by the cata- logue houses—and suppose in addi- tion to this that in other states than Illinois the retail hardware associa- tions would create the same sort of sentiment and the same enthusiasm, how long do you suppose it would be before you yourselves would make the prices in your stores and sell the goods in your own town? And, friends, if the jobber does his duty, which he must, how long do you suppose it will be before the manu- facturers would see a new light? This effort, as I say, can not be made alone and individually by each person in the trade. Neither can it be made alone by the retail hardware men of these lines of trade if you hope for suc- cess. I take it that the jobbers are united on this question, but it re- quires something more than being united, they must be aggressive, and you must be aggressive with them. Some of them, I presume, will issue small catalogues containing descrip- tions of goods and prices which the retail dealer may distribute among his customers. Other jobbers may adopt other ways, but all jobbers must put their customers in a_ position where they can compete with cata- logue houses upon the same quality of goods that the jobber and retailer handle and which the catalogue house ~ot only advertises but supplies. There is a great difference between advertising and supplying. Now there is another cloud in the business. There will always be clouds there. We have not reached the busi- ness millennium, and we will not reach it for many years. As you all know, there has been an effort made to establish a system whereby it is only necessary to lick a_ postage stamp on a piece of merchandise and get it delivered to a ranchman in the very center of the Rocky Moun- tains without further cost and our good Uncle Sam pays the freight. Now, gentlemen, I have kept you ¢ SSS MICHIGAN TRADESMAN 31 too long. There is but one way to succeed, and that is that every sys- tem, every plan, every new method, that can be devised must be adopted not only by the wholesale but by the retail trade to overcome all obstacles and to increase business and to in- crease profit. —___.-. .____ Present and Future of the Hardware Store. The “pioneer” hardware merchant and his store are indeed a thing of the past, as new conditions have arisen in almost every phase of the business. Past, Dealing with the present hardware store is of the most interest to you, and this is certainly a resourceful subject. The present day hardware business is, in my estimation, the best and most com- prehensive of all retail trades. The present day hardware man must be the keenest, broadest and most diligent of business men. Competition has grown so keen in certain channels, especially il- legitimate ones, that he must indeed be a merchant of great ability if he would succeed. It is the abuses and wrongs that exist today that I wish to speak of at more length and especially among these is the continual raising of prices by some manufacturers. This is work- ing the greatest hardship on the retail dealer. It is the stove manufacturer that, in my opinion, has grown most greedy, and it would seem under pres- ent conditions he would be the slowest to raise his prices. I mean by present conditions not prices on pig iron, coke and steel, but the competition that is arising. There are today more big concerns selling pretty good stoves direct to the consumer than ever before, and selling | them at as “low or even lower prices than the retail merchant can buy the same grade of goods for. A short time ago one of the largest mail order houses purchased a very extensive stove works in Chicago. This means these people will not be at the mercy of the manufac- turer and in all probability will sell bet- ter stoves in the future for less money than they have in the past. Take, for instance, the recent advance in stoves, it in my opinion, unwarranted. You ask the manufacturer why he ad- vances the price on his stoves and he will tell you he is giving you a better stove than any one else on earth, at less money, also that “pig iron” has gone up, yet in the same breath he will tell you that the raw material used in mak- Was, { ‘that cannot understand these conditions | 'had best wake up himself, as he is the ‘one fast asleep; ing stoves is but a fraction of the cost of the stove. I am told by good author- ity that the “blood raw’ cost of stoves to the manufacturer is less than one- third—yes, one-fourth—the selling price ito the retailer; and this is why I say the manufacturer is working the greatest of hardships on his agents, the retail- ers. It is quite true he is giving us a better stove today than ever, but we are paying a great deal more for it; also the hardest part of this continual price rais- ing is for the retailer to make his cus- tomer believe stoves are worth 5 per cent. more today than yesterday. Be- sides it constantly grows harder for us to make him believe that our stove is worth two or more times in value that of the mail order house stove or a “Kal- amazoo direct to you.” This seems to be an era of price rais- ing. Other manufacturers—in fact nearly all—have given us a raise in prices about as fast as new discounts could be printed; but none of them af- fect us, in my estimation, as much as the one just mentioned. In dealing with the present, there is much being said and agitated just now about the mail order supply houses; and in reading these arguments in the | different trade journals one finds, some- | times, a good deal that is amusing along with the serious part of it. In recent issues of the different hardware journals there has been a great deal of discus- sion on this subject, especially among the manufacturers, and in most cases you find the manufacturer lays most of the blame on the jobbers and retailers, especially on the retailer—says he is in- consistent and asleep. certain I am greatly amused at a manufacturer's discussion on this sub- | ject in a recent issue of the Hardware | Dealers’ Magazine. In speaking of the | evils of the mail order houses, he de-| plores the condition of things, but goes on to say that the retailer, in most cases. is fast asleep and does not rustle as he should. This same writer also says he cannot understand why retailers wish to handle jobbers’ brands of goods in pref- erence to the old stand-bys. The writer for, out of dozen popular magazines and periodicals ex- amined, I could not find an advertise- ment of any of his goods, while I found several jobbers’ brands of goods exten- a sively advertised. The manufacturers, = i). to my mind, with a few exceptions, have done very little towards helping the re- tailer fight the monster catalogue houses, while the jobber has been our friend and helped us at all times; least- I have him to help me out and been refused. The past year has been a good and fruitful one for the mass of hardware dealers, prices good wise, never called on have been good, demand has almost ex- | ceeded. the supply. There has been a| great deal of money in circulation and collections in most localities have been | good. This one phase of the business) must be watched very closely, as when | business is good and times are good,! merchants, as a rule, little with credits. In; dealing with the futire, prospects, as al whole, are bright. is a demand | for better class of goods than ever. The} a too lenient There future hardware man must adapt him-| self to future conditions, as my prophecy | is that his store will become a store of | specialties more and more, and that, | if he would succeed, he must himself | become a specialist in every phase of tie | business. The present demand is for much bet- | ter goods than ever before, which gives | ithe merchant a chance for better profits! | profit and | are inclined to be} 7 '} You Can Make Gas. | ‘a ‘ ialso enables him to add new lines of goods, especially profitable ones. These are the ones to be on the lookout for. i have found that a mighty good invest- ment was store fixtures of the first-class order, nice show cases, wall cases, etc., which make your store attractive. These things are good, silent and profitable partners. Summing up this article, I would suggest that we stick closer to the profitable lines, do more business for ess for glory. Be a good friend to your home competitor, have more confidence in him, and bye and bye he will have more in you. J. H. McGrath. waenee SBOhed O8 260808 CBOCROE 8 100 Candle Power 3 Strong at § 15c a Month 5 by using our Brilliant Gas Lamps We guarantee every lamp Write for M. T. Cat- alog. It tells all about them and our gasoline system. Brilliant Gas Lamp Co. 42 State St., Chicago . , =< Fishing Tackle and Fishermen’s Supplies Guns and Ammunition Grand Rapids, Michigan Complete Line of Up-to-Date Goods Base Ball Goods TT SAIRO-LITE LIGHTING SYSTEM It supplies from 600 to 1000 candle power pure white light at every lamp, at a cost of only one-third of a cent per hour for fuel—cheaper than kerosene lamps. It is made of the best material, and is sold on its merits alone. and that guarantee backed by a reputation of many years’ standing. We are not afraid to allow a fair trial of this perfect lighting system, and demonstrate able. no odor. ! that it will do all we claim for it. It is perfectly safe and reli- It is positively guaranteed, It makes no noise—no dirt— If you are still using unsatisfactory and expensive lighting devices, and are looking to the betterment of your light, and the consequent increase in your business, write us today, giving length, breadth and height of space you wish to light, and we will make you net estimate by return mail. 8 Kim &. WHITE. MANUFACTURING COMPANY, Chicago Ridge, Ill, Weakness. There are certain fundamental laws of business that do not seem to be well understood by the average busi- ness man. To get business by whatever method or means employed is too often regarded as legitimate. 3usiness to be permanently successful must rest upon a solid basis of principle—must be fairly conducted and have honesty as an essential element. Not that sort of honesty that just escapes dishonesty —that pays debt, but that has no re- spect for competition. For a jobber to buy right and sell at a profit, and for a manufacturer to pro- duce on an economical basis and seek business in a fair field is in accord with good business ethics. To cit prices, however, in piratical eagerness, to cap- ture business not otherwise obtainable, is as reprehensible as it is dangerous to business success. Any manufacturer who cuts the price or allows any unusual discount will sooner or later cut the quality of his goods. More than this, any mater- ial concession is a confession of weak- ness that the buyer is prompt to recog- nize. The buyer meets the seller with the same estimate that he, the seller, by his act, puts upon his goods, reason- ing that such must be their value else they would be held for the normal figure. The manufacturer who thus transgresses becomes a disturbing factor in his field of action and is justly held an enemy to fair competition. There are other and far reaching con- sequences that are sure to overtake those who are thus ready to sacrifice profits for the doubtful advantage of he volume of temporarily increasing t their sales. In the act they have let down the bars to all sorts of con- cession and advertised to every vulture bargain hunter that they are open to as- sault. Naturally, they thus attach to themselves this kind of patronage, earn- ing and deserving the unenviable repu- tation of “Cheap Johns” in their line. The temptation to this method of busi- ness comes, generally, only to men un- fitted by experience or judgment to be “in business at all. A constant menace to legitimate trade they eventually fall into the ditch of their own digging, disappearing alto- gether from the world of trade. Dead to business, there is written over the grave of their ill-starred ambition the suggestive and fitting epitaph, “Failed.” These observations are not without ap- plication to some concerns in the shoe trade. Retail prices in shoes have be- come, in a measure, fixed, making it necessary for manufacturers to produce goods at specific cost. These costs and the selling price, under normal condi- tions, differ but slightly with different manufacturers. Among the respectable houses there is a disposition to hold to the popular figure, each depending upon its name, energy and character of its goods to win its share of patronage. There are, however, always some houses whose ignoble ambition to compass more busi- ness leads them into the doubtful ex- pediency of cutting prices and grant- ing discounts inconsistent with a high character of goods and a_ reasonable —————$— | profit. The inducement to cut the Unusual Concessions an Evidence of price and make special terms to favored buyers cannot be supported by any valid reason or necessity. At best it can be viewed as but a vulgar eagerness to grasp business rather than to merit it. In some cases the various terms of these offendings”have been represented in 10, 20 and even 25 per cent. discount above accustomed rates. It is scarce- ly necessary to say that these discounts represent more than a reasonable gross margin on this class of goods, ignoring expense altogether. There, therefore, can be but one inference, the quality must be cut to ft the price Whatever may be said of the technical right of any manufacturer to thus exploit the trade, it must be conceded that the act sets at defiance all established rules of competition and tends to destroy that comity that should exist among men prosecuting the same line of business. The net result ct stich a policy is not far to seek. The goods once under the ban must so remain, and no means will more rapidly hasten this end than the estimate the offending party thus puts upon his manufactures. The practice is bad in its moral aspects, ungenerous in sentiment, and without any permanent advantage. The bargain buyer is never satisfied. Made bold by his successes, he comes to each successive purchase with new demands and renewed assurance. He is a bird of evil omen. His presence breeds the suspicion that “Something is rotten in Denmark.” “Where is the carrion? There are the crows.” The manufacturer, sure of his place in the trade, has need of none of these. If reaching out for reputation and standing, he should avoid them as a pestilence. His prices should be dic- tated by his own sense of value and a just profit. They should be uniformly the same to all purchasers. He should “play no favorites.”.—H. C. Hawkes in 300t and Shoe Recorder. —_+-.___ Manufacture of Noodles. A report of the Connecticut State Station states that “noodles are pre- pared by European housewives and some manufacturers from flour, with the addition of a certain amount of eggs and salt. The dough is rolled into sheets and cut into strips or fanciful shapes. Most of the noodles on the market, however, although of a golden yellow color, are not made with eggs, but have about the same composition as macaroni, being dyed either with a vegetable color (com- monly turmeric) or a coal-tar dye. Twenty-two samples of noodles were collected and analyzed by the Sta- tion during 1904, and all were found to “contain foreign coloring matter, which in twelve cases was turmeric and in ten cases was an azo color,” evidently added with the intention of conveying the impression that the noodies were made with eggs or con- tained a greater amount of eggs than was actually used. MICHIGAN TRADESMAN two (2) pair go wrong.’ Wholesale Shoes and Rubbers. The PROOF of the RUBBER is in the WEARING Here’s what one of Michigan’s leading General Merchants vol- ‘untarily wrote us February 6th, 1906: “I have handled the Lycoming rubber goods for five (5) seasons and same have given very good satisfaction; my bills for this season amounted to about $700, and have had only (Name supplied upon request.) WHAT MORE CAN WE SAY? ONLY THIS: Send your orders for rubbers to Waldron, Alderton & Melze, Saginaw, Mich. State Ag’ts Lyco. R. Co. Big Every Day Sellers A dealer writes in and says: ‘‘It doesn’t seem to make much difference what the sea- son is, that matter? every time. Hard=-Pan Shoes are selling as steady as a clock, ‘For How would you like a little of this tra Men, Boys and Youths.’ ”’ de, or a good deal of it, for Hard-Pan Shoes are the kind that take right hold of the man who starts out to buy a pair of good looking, hard-to- wear-out shoes, and the man who has worn them can’t forget when it comes time to buy another pair. He will pick Hard-Pans See that our name is on the strap. Catalogue for a postal, or our salesman will call. Did you get a bunch of ‘‘chips of the old block?’’ The Herold-Bertsch Shoe Co. Makers of Shoes Grand Rapids, Michigan You Are Out of The Game Unless you solicit the trade of your local base ball club They Have to Wear Shoes Order Sample Dozen And SHOLTO WITCHELL Everything in Shoes Protection te the dealer my ‘‘mette Sizes in Stock Ne goods sold at retail, Be in the Game Majestic Bld., Detroit Lecal aad Long Distance Phone M 2226 _seommare: . MICHIGAN TRADESMAN Small Town Methods Differ from City Tactics. Written for the Tradesman. Recently I had occasion to stop at several small towns en route to my destination, and as time hung rather heavily on my hands I thought I would shorten it by taking a run down the principal street and see how they do window trimming in a small place, and would also look at the interior of some of the largest stores to form an opinion of the stocks they carry and how they ap- proach one they might suppose was a customer. As to window dressing I was great- ly surprised at the seeming paucity of effort put forth to draw trade in that way. In the large city the deal- er who does not pay the very strict- est of attention to this line of busi- ness endeavor gets looked upon as an old fogy, a fossil—as too dead to be reckoned with in the fierce com- petition of commercialism. Nothing is to be feared from him. The store’s windows are its eyes, an indication of the life within. If the eyes of the big city establishment show lack of luster the inside may be set down as so inert as to be incapable of caus- ing consternation among fellow tradesmen. I had always heard this particular place referred to as “lively,” “enter- prising.” And so it appeared, judg- ing from the town people constantly coming and going on the main street and the dozens of farmers’ teams di- agonally hitched to the iron rails in front of the stores. But the window trimming! Well, in the words of the popular song, “It’s best not to say too much about it.” Tt couldn’t be called trimming— merely a few goods set in that look- ed homesick to be back on the shelves with the rest. The backgrounds were meaningless and would have been better left out altogether. For the most part cheesecloth, it was put in with an utter lack of neatness, In fact, the windows seemed the last thing in the world to worry or vex the dealers’ minds. I talked with a bright young woman assistant. ~ “No,” she said, in reply to my ques- tion, “window dressing isn’t really one of our strong points. You see, we are so busy on a Saturday serving the country customers that we haven’t time for a thought to toss at the win- dows. We are dreadfully rushed. on this day—simply rushed to death— and all extraneous matters have to be given the go-by. And, in general, I don’t know as it would help our business one particle to spend time in fixin’ up our windows. All the town people know just what we have in stock, and, as for our country pa- trons, they never so much as glance at our windows. They have so much to do that they have no time to spare for that. They come in, chat a bit while we are waiting on them and are gone again—no time to fuss over folderols. Trimming windows is ‘Tove’s labor lost’ with us.” If I was disappointed at the appear- ance of store fronts I was agreeably ‘surprised at the cordial reception ac- corded me, an entire stranger, by the people inside. I went into a general store, a mil- liner’s, a hardware store, a grocery and a bazaar, and was shown a cour- tesy that gave a most pleasing im- pression of store politeness, although I left not a fippence in the mer- chants’ tills. Their ‘““Come and see us if you ever visit the town again” was so hearty that I forgave them their windows. H. —_———.2-o ae Failure Is an Word. There is nothing like keeping up a good appearance. It does not matter whether you are in business for your- self or whether you are seeking a job, the matter of putting on a good front goes a long way. It is an old saying that rats leave a sinking ship, and just as true that customers desert a dealer who is shinning along and is hard up. The great American game of bluff is sometimes useful in busi- ness. Certainly a man can not live upon it and can not found business with nothing else more substantial behind him than wind, except now and then in an occasional instance, but it behooves a man who has not much to keep his head up and appearances especially good. When Unknown If you are doing a business on a close margin do not tell your closest friend. Just keep busy, very busy, and] hustling all the time. The man who is determined can do most anything, and while I would not advise any young man to start in business under such circumstances, it is nevertheless true that many a fortune has been made from a shoe string and that grit and nerve go a long ways. It is sometimes even better to take such a chance than to be eternally labor- ing for some other man, but it is al- so needful to possess a whole lot of nerve and determination, not fearing hardships or a scant living for your- self: then there is little danger but that you will go through all right. It isn’t the desire of the writer of this article to preach a sermon, but it is really astonishing the number of men who start in business in a shilly-shally sort of a way. They ap- parently do not know anything about the modern idea of push and energy, of getting out after trade, of econo- mizing on expenses without announc- ing the idea to the world and of seek- ing every avenue to reach the con- sumers. Given a man of such deter- mination and failure is an unknown word. OO The parsons of New Brunswick, N. J.. have formed a union and are af- filiated with the central body of that city. The proposition, as we under- stand it, is that no one shall be per- mitted to preach the gospel in New Brunswick who can not show a union card, and that no other brand of doc- trine than that bearing the union label will be permitted expression in the New Brunswick pulpits. St. Pet- er has been notified that if he ad- mits any one who does not wear the union button, heaven will be listed as “unfair? and members of the union will be recommended to patronize the other place. 4 Keep Us In || } Mind fo SHOF We carry the widely known and durable Boston and Bay State brands of Rubbers. Our large stock enables us to make quick shipments on sorting up orders, even during the rush season. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. -«sWestern Lady’’ Line of women’s fine shoes will help you do more business and secure the most desirable trade in your vicinity. bejlem shoes please the most fastidious dresser, as they possess all the style, comfort and wearing qualities that go to make ele- gant, high-grade and desirable ‘ women’s shoes. “Western Lady” shoes are now being advertised in nearly 2,000 news- papers and periodicals. Write for samples and particulars. F. Mayer Boot & Shoe Co. \ Milwaukee, Wis. ANN “79 aii ~~ es MICHIGAN HOE CO oe S 34 MICHIGAN TRADESMAN HANDLING A HORSE. Not Whipping That Makes the Mare Go. The weight of the whip holds the happiness of the horse, and consequent- | ly that of the driver, in the balance. It can become an instrument of tor- ture that does not even fulfill its prime mission of stimulating the brave little pony to better speed. Nearly all the whips, they say, are made wrong. The French Society for the Protection of Animals has given an exhibition of whips according to their weight and length and form of line. They built up a big bank of earth and applied strokes of the whip to its plastic sides, which preserved the imprints, deep or slight, according to the whip. Round or cone shaped lines they found to be worse than the square or rectangular ones. Only the latter should be used. A maximum breadth of seven-tenths of an inch and about half as thick is recommended. Troubles in driving must be laid at the feet of the charioteer and his ways. Seldom is the brave old brute at fault. | Real driving is an art and science. It) means success and ease. The best way to learn to drive is to. drive—and not to cling to the particu- | lar horse which will tolerate one’s ec- centricities; to shift as often as possi- ble, taking the rougher with the smooth, free goers and sluggards, the tricky and the sedate. Much can be) learned by watching a first rate per- former and copying his apparently ef- fortless methods, studying the reasons for them, experimenting with all sorts of angles, both advancing and_ backing, | and cultivating the eye to a prompt ap-| preciation of distance and direction. One of the last and most important things to learn is that too much is at-! tempted with most horses, and_ that! they are not left enough to their own devices. a woman is a better driver than a man-| She lets her horses alone more; gives them more freedom; takes it for grant- ed that they know their work. A man immediately begins to bully a_ horse. He wants him to turn upon the spot he selects and the style he fancies. Failing this, he resorts to force, and not infrequently ends by getting the trouble he evoked. This is the reason given why | in The foundation principle of driving | or riding is never to ask a movement of a horse unless you have conveyed to him, by a delicate manipulation of the bit and reins, the intelligence that you are about to require motion of him. This applies to starting, stopping, turn- ing, backing, and every movement pos- sible to the animal. Its conveyance is so subtle as to be almost automatic— electric. The expert mounts his carriage and takes the reins. Just as he seems ready to start an acquaintance calls him. He converses with him for a few moments, the reins meanwhile leading from his hands quite directly to the horse’s mouth. The conversation fin- ished and farewells exchanged, the ani- mal moves off as by his own volition. Now, what did the driver do? He neither spoke nor moved, so far as could be seen, yet the precise instant that he mentally desired it the horse ;expert what he is. |avoidance of vehicles, | pedestrians is _ means. /on speaking. advanced. How is it done? Why did 'he not move before, when the reins were drawn tight? Or, perhaps, during the conversation an approaching carriage made it neces- sary for this driver to back a few steps out of the way. Seemingly independ- ently of any gtidance, back goes the horse at the required instant; yet the occupant of the vehicle hardly looked at him and certainly made no apparent motion. How was the signal con- veyed? Or, our friend comes dashing down the street at twelve miles an hour, hails us, and pulls up. Motionless in his tracks stands the good horse, though ‘headed for home, and close to the well known stable. The chat ended, at the last word he flies) Why? No one is a driver until he can do this; not only with one horse, but with ten horses. “Hands” accomplished all these won- ders. The essential hands are not physi- cal. They are sympathy, intelligence, horse sense, common sense, intuitive perceptions of what a horse is about to do, and almost automatic measures to frustrate it. Of course the expert was really sig- naling to his horse all the time; but the ordinary spectator is not quick enough of eye, ear, and perception to appreci- ate it. Everything the animal did he was telegraphed to do; and it is this sympathetic magnetism that made the And what he is all drivers can be in a degree if they really love animals and care to win their confi- | dence. The mere steering of one or more ‘horses along the highways and byways of town and country, and the fortunate lampposts, and not driving, by any There is more to it than the mere pulling of one rein harder than the other to turn to right or left, or the hauling upon both to make a stop. Successful charioteers lay much stress If you want the horse to go faster and wish to hold a tighter line over him, always urge him with as little irritation as possible, for if he gets ex- cited and goes at it madly he will bolt and soon learn to pull or lug, which is a most unpleasant habit in a driving horse. If he is whipped when trotting as fast as he can go he will be taught to break or given cause to hitch. To remedy this habit time and pains are re- quired. When you wish your horse to slack- en his speed, speak-to him in a mild | tone, and if he does not catch the words he will understand the sound. Many drivers pay no attention to this and whip an old horse for stopping while they have been conversing with some one. When he slackens his speed give him a loose and comfortable rein. Al- ways be as pleasant as possible. This will encourage and not discourage the horse. When speeding be reasonable in your distances. Do not ask your horse to speed a long distance hitched to a heavy carriage or on ‘hard roads. A quarter of a mile on a level dirt road with a good strong horse is a long distance for him to go at full speed. If you do not speed him too far and hitch him to a light rig, a short distance at high speed will improve his road gait. The horse’s mouth is extremely sen- Has it Occurred to You That There Is a Difference In Rubbers? Some are good, others are better. The “Glove” Brand Is the Best both in fit and wearing qualities. If you haven’t placed your order for fall delivery write us for catalogue and discount sheet. Hirth, Krause & Co. Shoe Manufacturers Grand Rapids, Michigan Reeder’s of Grand Rapids have fully demonstrated to the best merchants in this section of country that They get prompt shipments. They get the goods they order. They get a rubber that is thoroughly up-to-date in every respect. They get the best rubber at the smallest cost The Hood Rubber The combined knowledge of the greatest rubber experts is embodied in these goods. They are made in the largest rubber boot and shoe factory in the world, equipped with the very latest lasts and machinery that money can buy and genius produce. The quality of Hood Rubber Co. is equal to the very best standard of first grade rubber boots and shoes made by any company. When you buy your season’s rubbers, look well to your own interest—which simmered down is your pocketbook. Geo. H. Reeder & Co. State Agents Hood Rubbers Grand Rapids, [lich. sitive and is the chief means of carry- ing to him your wishes when driving, so his mouth should be saved as much as_ possible. The more gently you touch the reins the more clever the horse will be. When you speed him do not press him too much. Start him easy, stop him before he breaks, and let him trot or pace, whichever comes most natural to him. Begin with a short distance, increasing from day to day. After speeding always examine him to see if he has hurt himself by interfering or overreaching, when you will fit boots for him accordingly. No young horse should be speeded without quarter boots nor with heavy shoes. Every colt or horse that has not had a course of training should be well boot- ed when taken out to speed. It is not whipping that makes the mare go. F. T. Melville. —_»2 “Money” of Roman Origin. The origins of the English word “money” go back to the first coin- age of silver in Rome. It is told by Livy how the first regular mint was established at the capitol, in the neighborhood of the temple of the Goddess Juno Moneta—so_ called from the Latin moneta (a warning), because the goddess had there re- vealed to Manlius the assault of the Gauls. One of the early Roman coins bore on one side the head of the goddess, with her name, Moneta, and on the reverse the instruments of coinage. Gradually the name pass- ed to the product of the mint and finally this product, the coinage, was itself personified as a goddess. Mone- ta, and even three Monetae came to be recognized as guardians of the three metals—gold, silver and cop- per—from which Roman money was coined. The definition of money which will be adopted in this discussion is a commodity of intrinsic value accepta- ble in exchanges which has become by law or custom the usual tender for debt. Put into more popular lan- guage, this means that the term money, under existing social condi- tions, is applicable to gold or silver coin and should not be extended to the various forms of paper which economize the use of money. The use of the word money is ex- tended by many authorities to differ- ent forms of credit obligations—by some to redeemable Government pa- per or redeemable bank notes; by others to irredeemable paper of either type and by still others to the checks, deposit entries and various written instruments which are em- ployed in carrying on exchanges. The difficulty about these extensions of the definition beyond coined metal of intrinsic value is that there is no logical definition of money termin- ate. If the definition is extended to instruments of paper credit it is not clear why it stops with legal tender instruments and fails to include bank notes, which are not legal tender. If it is extended to the latter it is not clear why it should not extend also to foreign bills of exchange, which are kept by many of the European banks as a part of their coin reserves ready to be sold for coin whenever they have need for it. MICHIGAN TRADESMAN Never Got Above a Little One-Horse Business. He did not know how to advertise. He did not keep up with the times. He tried to do everything himself. He tried to save by hiring cheap help. His word could not be depended upon. He locked upon system as useless red tape. He strangled his cheese-paring economy. He did not have the ability to mul- tiply himself in others. progress by He ruined his capacity for larger things by burying himself in detail. He never learned that it is the lib- eral policy that wins in business build- ing. 30 His first successes made him over-| He was pessimistic, and all his em- confident, and he got a “swelled! ployes caught the contagion, making head.” | the whole atmosphere of his estab- His styles were always a little off, | lishment depressing. his goods always a little out of date. | He put men at the head of de- He thought he could save the! partments or in posts of responsi- money which his competitors spent | bility who lacked executive ability and for advertising. | the qualities of leadership. He thought it was nonsense to pa | He could plan, bat could not exe- . ey and he did not know human ; . | cute as large salaries to buyers as his} , i : g oa y . __. |nature well enough to surround him- competitors did; but they got his cus-| |. .. . . : 4 iaeee | self with efficient lieutenants. : _| He did not think it worth while to He did not appreciate the value Of| pompare his business with that of his good taste in a buyer, but thought| more successful competitors or to | what he saved on his salary was clear| study their methods. | gain. He did not buy with his customers’ He was always running his busi-| needs in view, but bought the things ness down. With him times were) which he liked the best himself, or hard and money tight; business only | which he thought would bring the big- just “so-so.” | gest profits—Success. [a y) The Ben-Hur Cigar Acts as the Magic Wand to Start Money Flowing Your Way The superlative merit of this brand has made thousands of dealers its strougest champions for more than a score of years. ‘‘Why, I couldn’t get along without the Ben-Hur cigar even should | wish to,” said a dealer to us the other day who bought a sample hundred of us in ’86 and buys in jobbers’ lots today. Let your customer try the rich, mellow flavor of this cigar and he’)l ‘‘get the habit’”” and when he thinks of the pleasure your store is associated with his enjoyment brand which gives him the most every time. Your customers’ daily gratification becomes your daily profit. WORDEN GROCER CO., Distributers, Grand Rapids, Mich. GUSTAV A. MOEBS & CO., Makers, Detroit, Michigan MICHIGAN TRADESMAN Some Cardinal Features Which He Must Possess. To speak of the ideal salesman pre- sents difficulties of a peculiar nature. It would be a pleasure to talk or write about ideals or idealism. Such a field of discussion must prove in- viting. To speak of the salesman with all of his limitations must be doubly inviting, because a salesman is intensely human and human things | ¥'* i 5 ; _kind of enthusiasm which tingles to are always of absorbing interest, and with all his faults we love him still. But to speak of the ideal salesman is a task indeed. For what can be farther removed from idealism than that intensely practical and mercen- ary thing we call a salesman? It seems to me that the man who would excel as a salesman must first of all be a gentleman. Not one of those ready made, artificial, superfi- cial creatures, but a gentleman to the manner born, a gentleman by birth, breeding and inheritance. He must be a man of gentlemanly exterior be- cause a gentleman at heart—a man of genial, wholesome, hearty living, whose very presence comes as an in- spiration and brings with it the im- pelling suggestion of wholesome life. There must be no icicles in his heart and with him it must be always June. He must be able to welcome co- operation and willing to receive ad- vice. There are natures so small and of so contracted vision that they are conscious of no speck upon life’s hori- zon but themselves and they treat the suggestions from without as wholly superfluous. Such men re- mind you of the man who received from a friend a jar of beautiful fruit preserved in alcohol. Soon after his friend received a letter of acceptance in which he said, “I regret that I am unable to use the fruit you sent me, but I appreciate the spirit in which it was sent.” The ideal salesman must be in his personal conceptions an _ idealist. These are days in which we trade on one another’s confidences. The world’s business is done on confi- dence. The trader on the Stock Ex- change puts up two fingers and the man who stands opposite in the pit writes down that a million dollars in stocks, bonds or merchandise has changed hands. We expect men to believe in us and the degree to which we compel men’s confidences meas- ures our success. If it be true that men instin¢tively know one another, then he who asks an exchange of con- fidence must be worthy of confidence. The product of his hand must be the highest expression of his sense of commercial honor. He must take in- to the world’s market a product that is in the highest sense expressive of his honor, heart and life. He must. therefore, be an idealist in the high- est and best sense. No man who sells a deception can continue to be a man. No man who is not a man can hope for prolonged success in any walk of life. He must be an optimist. When or- ders don’t come or when the other fellow has taken the train ahead of him, he must still live in hopes. He must be of that optimistic tempera- ment that gives him faith in the good old adage: “Around awakening continents from shore to shore Somewhere the sun is shining ever- more.” Discouragement is fatal. The man who has lost faith in himself, his mission in the world or his calling has already written himself all over with failure. There is no greater im- pelling force than enthusiasm—that the finger tips and that drives men forward in their pursuit with the eag- erness of the chase. Such enthusiasm makes work a pleasure and_ thrills with the very joy of living! It is in the air in this young country of ours. It is this enthusiasm that has lifted America to the foremost place and made her leader in the industry of the world! The ideal salesman must be a man of grit. He must know how to take punishment and glory in it. As one of the poets has put it, “He must know how sublime a thing it is to suffer and be strong.” Some one has said that the measure of one’s man- hood is his ability to suffer and not show it. That is not a bad definition. The man who would succeed as a salesman must stand up against op- position, all unconscious of the wear- ing, the attrition which he meets at every turn—knowing no_ surrender. He must be made of the stuff that makes heroes. Last summer they built a line of railway through the swamps in Northern Minnesota. They had a big Swede cutting out the un- derbrush for the right of way. It was in June. The June flies and gnats were innumerable and vicious. Ole had a $5 bet with the cook that he could sit: thirty - minutes without scratching. Ole stripped to the waist. seated himself on a log and pulled tenaciously at his long clay pipe. Fif- teen minutes passed without visible effects. Twenty minutes passed and the cook showed symptoms of anx- iety about his $5. He stole quietly to the cook house, got his sunglass and quietly focused the sun on Ole’s shoulder blade. Ole’s back began to smoke and he showed symptoms of discomfort. He sat over on the log. His back continued to smoke. He took his long clay pipe and ran it cautiously down his back, which con- tinued to smoke. Finally he called out: “Hey, Ay tak off fifty cents ef jou kill et horsefly.” Ole would have made an ideal salesman in some re- spects. He would certainly have maintained the price and when the punishment became too severe would have made the cut as trifling as pos- sible. The salesman must be a loyal cham- pion of his employer. and his inter- ests—a rugged defender often under most trying circumstances. They tell us about heroes and extol the vir- tues of the brave men of self-denial and unselfish devotion. What man more fully exemplifies these virtues than the salesman who goes out in the world single handed, who counts no sacrifice too great, who scorns personal discomfort and who is im- pelled by the one thought of his em- plover’s interest? All honor to the men who carry the grip! They in- spire us with a deeper love for the stalwart and manly virtues of which they are a splendid type. Such a man is invincible. A poet tells us that “truth crushed to earth will rise again.” Some one has said, “You can not keep a good man down.” When I was a boy I lived on a farm and it fell to me to look after the cattle. We had a disconsolate old brindle cow that moped around the pasture in a state of chronic melancholy. On the west end of the pasture there was what we called the blind lake, one of those deep bogs Overgrown with turf. She had a habit of walking down into the bog and when her feet cut through, down went all four legs and she lay in pitiable helplessness. I remember now with rising resentment the times when I took the old gray horse and a coil of rope and wrapped one end around her horns and the other to the horse and then toiled painfully up the bank until the creature was dragged onto dry land, but she never learned better. The process had only to be repeated the succeeding day. That old brute did not have spunk enough to chew her cud. We had another one, a young heifer, fleet of foot and graceful of limb, with an eye as clear as a mirror, with every line of her body suggesting grace, energy and strength. She would go over the six rail fence without an effort and we made it seven. We added the eighth and ninth, but she would sail over and never touch a hoof. We finally had to kill her be- cause we could not build a fence that would keep her in. Now, men are like cattle—there are men who go on all fours when they get in the quicksands, and lie wholly undone in the slough of despond, waiting for some one to throw them the life- line of enthusiasm and the inspira- tion of new hope. They have not enough spunk to chew the cud of opportunity that Providence provides for them. There are others to whom the sixth rail of adversity only sug- gests the glory of mounting over the seventh. There are some nine rail- ers, and no obstacle can stop them while life lasts. You can not keep a good man down! The man who would succeed as a salesman must be a man of broad vision. This qualification is impor- tant if he be fortunate enough to live in the West. We are all hu- man, and whether conscious of it or not, subject to human limitations. We all yield at the point of greatest pressure. Our energies are dissipat- ed on the duties that press hardest upon us. Absorbed in duties, we lose all the inspiration of that larger vi- sion that comes to the man who looks out and beyond the petty de- tails of to-day’s work. The man who succeeds at any task must be larger than that task. He must be equal to that task and something more. His human interest in the world about him must carry him away from himself and his immediate work. He must plunge into the world and be a part of that world. He must nur- ture and develop within himself that larger sympathy which broadens and deepens men’s natures. He must con- centrate his every energy upon the selling of goods, and yet the selling of goods must be merely an incident in his life. The salesman is to play an increas- ingly important part in the world’s work. With the dawn of the new century it is becoming evident that the world’s history is to be written in the world’s commerce, and the world’s commerce is to be dominated by the country in which we live. A century ago it was predicted that the center of our population would one day lie west of the Allegheny Mountains. Again it was predicted that the cen- ter would move westward to the Mis- Sissippi Valley. A_ half century ago William H. Seward stood near the Falls of St. Anthony and predicted that the day would come when the spot upon which he stood would be the center of a great city and that the center of population of the con- tinent would be on the banks of the Mississippi. They wrote him down as an enthusiast bereft of judgment! One of our great railroad magnates has recently stated that this genera- tion will see the shipping of our Pacific greater than that on the At- lantic coast and the eyes of the world are already upon the Pacific. We have been watching with absorbing interest a great struggle in the Far East, and they tell us that the out- come of this struggle is to determine the future of one-third of the human race. Five hundred millions of people are awakening to a consciousness of national liberty and larger life. But a greater struggle is yet to come, Out on the Pacific the destinies of these millions are still to be worked out through a conquest more abiding, more far-reaching in its results than that in which the sons of two em- pires have so cheerfully given their lives. The commerce and civilization of the Pacific are to fix on the teem- ing millions of the Orient our con- ception of life and our standard of living. In that commerce America is to lead, and to that commerce America is to contribute all that we glory in as distinctly American. Let every man who travels as the cham- pion and exponent of our commerce glory in the calling to which he has given his life! It is given to him to stand as the visible expression of all that is best in the world’s civiliza- tion and to fix forever upon the awak- ening millions the best that twenty centuries of civilization has bequeath- ed us. J. M. Anderson. Se ieee The Decline of the Clam and Scal- lop. It is given out in high places that the clam, the erstwhile common clam, is in a fair way to become as rare as a day in June. Unhappily, the clamless clam chowder is already no stranger to our shores. But who can contemplate with equanimity that fu- ture foretold by sensational journals in which the red tomato shall triumph altogether and the chowder be per- manently put on the board with Ham- let left out. “Hoping to find a silver lining to that dark culinary cloud I sought au- thoritative information at the State n- MICHIGAN TRADESMAN 37 House,” says a Boston writer. “My talk with the Fish and Game Com- missioner convinced me that the sit- uation is both better and worse than it has been represented. It is not the soft clam alone which is turning its back upon Massachusetts, but the whole train of shore dinner shell-fish —the oyster, the quahaug, or little neck, and the precious scallop.” The primary cause of the failure of the shellfish supply is an increased demand. Other things, like severe winters and the pollution of flats with the refuse of cities, have taken a hand in the mischief. But a lively sale and good prices have been the most potent factors, because they have made the fishermen greedy; so greedy that they forgot to look ahead even for a single season. In their hurry to snatch the last dollar they have been taking and selling infant clams and infant scallops, a proceed- ing absolutely fatal to the welfare of the fisheries. In the case of the scallop there is plenty of law to prevent the untimely taking off of seedlings; but, unfortu- nately, the statutes neglect to define the word “seed.” Fishermen know well enough when they are taking scallops which should be left to in- crease, to multiply; for, although the youngsters get most of their growth during their first summer, so that they are not easily distinguishable in size from their elders, yet there is a bright look to the shell, which is thin and clear of stony sea worms—ser- pula, I think, is the proper term— which advertises conspicuously the fact that they have not yet weathered an American winter. And yet, so long as. the law sets no date for their coming of age, nobody can be prose- cuted for dredging up young scal- lops. And dredged up they are in appalling numbers. At Chatham this season, where fifteen boats are steadi- ly engaged in scallop fishing and the shells are brought in at the rate of fifty bushels a day, this season’s catch has consisted altogether of seed. How serious a matter this is ap- pears only when one takes into ac- count that a scallop born during the last summer has not spawned. Left until next June or July it would present the world with scallop eggs to the number of 100,000. To be sure, many of these eggs would die, and of those that hatched a com- paratively small majority would come to years of discretion. Yet 100,000 scallop possibilities are taken out of the world for each young scallop wrongfully dredged up, and _ fifty bushels of such taken daily at Chat- ham! The thing is too awful to con- template! +--+ The Real Need. Agent—I’m selling a wonderful medicine. It will cure asthma, sciati- ca, colds; good for the hair; also cures the drink habit, smoking habit, coffee habit, and— Farmer—Say, hold on! What the farmers round here need is a patent medicine that'll cure the patent medi- cine” habit. ——>+-o—__—_ If doors are not stylish they are at least knobby. . Hardware Price Current AMMUNITION Caps G D., full count, per m............ 40 Hicks’ Waterproof, per m........... 50 Musket: per M2... 66.6. oo. c ec 75 Ely’s Waterproof, per m............. 60 Cartridges Kee SHOEE, POF Wie... 4.2... ..5.56-. 2 50 toe OO. OP Meo. ee cL , 3 00 (ae SOM. HEP Mile. ook. ck 5 00 i Oo 1ONS, POF Wi... os i.e le... 5 75 Primers . 2 U. M. C., boxes 250, per m..... 1 60 . 2 Winchester, boxes 250, per m..1 60 Gun Wads Black Edge, Nos. 11 & 12 U. M. C... 60 Black Edge, Nos. 9 & 10, per m..... 70 Black Edge, No. 7, per m............ 80 Loaded Shelis tIew Rival—For Shotguns Drs. of oz.of Size Per Powder Shot Shot Gauge 100 4 1% 1 $2 90 2 90 2 90 2 90 2 95 3 00 2 50 ? ig % 2 70 3% 2 70 Discount, one-third and five per cent. Paper Shella—Not Loaded No. 10, pasteboard boxes 100, per 100. 72 No. 12, pasteboard boxes 100, per 100. 64 Gunpowder ce 28 tbs. per Keg. .22.......... 4 90 # egs, 12% Ibs., per % keg ........ 2 90 Kegs, 6% Ibs., per % keg ........ 1 60 Shot In sacks containing 25 Ibs Drop, all sizes smaller than B 1 86 ' Augurs and Bits eee tease ea escdccstcee (OO Jennings genuine ........6......... 25 Jennings’ imitation ........ Wodeacceee 60 Axes First Quality, S. B. Bronze ......... 6 50 First Quality, D. B. Bronse. 9 00 First Quality, 8. B. S. Steel. ...... 7 00 First Quality, D. B. Steel. ........... 10 50 Barrows PUBUEOGG so eee 15 Caper oo. cc 33 -_ _ im Ol 00 OS m O1M 009 OO Carriage, new list. Plow. Well, plain. Cast Loose Pin, figured ............ Wrought, narrow. Chain ¥% in 5-16 in. Common. ..... Go ue — 7 as < G25; Be deals G. .. EEC. ces BBB. 222.5..5: Mom: Crowbars Cast Steel, per Wh. 2230.6... . noc. Chisels in. in. te Socket Firmer. Socket Framing. Socket Corner. Socket Slicks. ......... aalaauaee cee oun Elbows Com. 4 piece, _, per dos. ....net. 175 OMe oc eee wale Corrugated, per cae 2 oe Adjustable se aca seeds ee wa. oa. dis. 40&10 Expansive Bits Clark’s small, $18; large, $26. ...... 40 Ives’ 1, $18; 3, $24; 8, $80 25 Files—New List Now American ....-..2....0........ 70&10 Nicholson's 70 Helier’s Horse Rasps. .............. 70 Galvanized iren Nos. 16 to 20; 22 and 24; 236 and 26; 37, <8 List 12 13 14 16 16 17 Discount, 70. Gauges Stanley Rule and Level Co.’s ... Glass Single Strength, by box .......... dis. 90 Double Strength, by box ........ dis 90 By the Heme 2... 0s... ce cele c es dis. 90 - 60&10 Hammers Meiole & Co.'s new list. ...... dis. Yerkes & Plumb’s dis. Mason's Solid Cast Gate, Clark's 1, 2, &....... o.-- is 60410 Hollow Ware Kettles. ec cceecesecccucecaadacs coe 4m Spiders. eereeseseeeeeeesseeseseeseese 0 , Heree Nalis a u Sable. eeeeeseeceeeseeeseeeee Male H Fura Geode jeuse Stemped Tinware, aew ecomeocce ve Tasenneg Tews, «ccxye> 2-2 oxse os ER Iron EE TRO oe es ec ck 2 25 rat Rdge PA ooo c cca cc ecc cee 3 00 rate Knobs—New List Door, mineral, Jap. trimmings .... 75 Door, Porcelain, Jap. trimmings .... 8&5 Levels Stanley Rule and Level Co.’s ....dis. Metals—Zinc 600 pound casks ....... begacnseeuswes 8 MOM DOU foc e caeecadcccacss cu sees 8% Miscellaneous Bird Cages ... Pumps, Cistern. ........ Serews, Now List... 2... ....42... 85 Casters, Bed and Plate ......... 50&10&10 Dampers, American. 50 Molasses Gates Stebbins’ Pattern ..............0.. 60&10 Enterprise, self-measuring. .......... 30 Pans MEQ, ACG |. 60&10&10 Common, polished .................. 70&16 Patent Planished tron ‘A’ Wood’s pat. plan'd, No. 24-27..1¢ su | “B” Wood's pat. plan'd, No. 25-27.. 9 80 Broken packages %c per Ib. extra. Planes Ohio Tool Co.’s fancy............... meitm Hemel <2. ............. 602... Sandusky Tool Co.’s fancy.......... 40 Bench, first quality.................. 45 Nalis Advance over base, on both Steel & Wire secel ridiis, DAME ..........-..6....6 2 35 Wire nails, base .. é 15 | 40 to GO advance. ... 2... 66. c cece sce Base AG to 16 adwatice...... 2... ccc ce advance ...... advance advance 2 caus Fine 3 advance........... Casing 10 advance ..... Casing 8 advance................... Casing 6 advance.................... Finish 10 advance.............0.0..- Finish 8 advance Pintah € advance ..............0.... Barrel % advance .................. Rivets irom, and tinned .....2.............. Copper Rivets and Burs ........... Roofing Plates 14x20 IC, Charcoal, Dean ........... 7 14x20 IX, Charcoal, Dean ........... $ 00 20x28 IC, Charcoal, Dean ......... 15 00 14x20, IC, Charcoal, Allaway Grade. 7 50 14x20 IX, Charcoal, Allaway Grade .. 9 00 20x28 IC, Charcoal, Allaway Grade ..15 00 20x28 IX, Charcoal, Allaway Grade | .18 Ropes Sisal, % inch and larger .......... 9% Sand Paper Bint geet. 36, SG ...........;,... ais 60 Sash Weights Solid Byes, per ton ................. 28 00 Sheet Iron moe 30 UG 16 3 60 mom 16 te 07 ocak... 3 70 eee IN fe ee 3 90 Nos. Nos. WO EE oe eocu isa se. cee. 4 30 410 _ All sheets No. 18 and lighter, over 30 inches wide, not less than Fe extra. Shovels and Spades iret Grade Dom ... ............... 5 50 Second Grade, Doz. _............... 5 00 @% The prices of the of solder in the mar vate brands vary ~ sition. ‘y other qualities indicated by pri- ‘ding to compo- a Sed dadeeancag 60-10-5 yn Grade Sc Steel and Iron ... Tin—! 10x14 IC, Charcoa. 14x20 IC, C 16x14 IX, Charcoal ...........0000- 12 Each additional X on this grade, Tin--Allaway Grade 10x14 IC, Charcoal ................ ; Eanae 2, Chiareoa@l ........2-.0.. 0. 9 0 10x14 IX, Charcoal ........ -.--10 69 E4uge EX, Charcoal .........000000.. 10 50 - Each additional X on this grade, $1.56 Boiler Size Tin Plate 14x56 IX, for Nos. 8 & 9 boilers, per th 138 Steel, Game Oneida Community, Newhouse’s .. Oneida Com’y, Hawley & Norton s.. Mouse, choker, er doz. boles 1 Mouse, delusion, per doz. Wire TOWIGES MEAVMOE 2 w 56 ooo occa nccccccnccce 60 Annealed Mark 60 pee es ea Barbed Fence, Gelv: Barbed Fence, Painted Bright. the 80-10 Screw Myee. ............ccccccccccs, 80-10 WO oie oc binges neces aeccccdncece cere Ww Baxter’ Asjact, WMicizeled. eevene Cee’s Gunma _ o re Patent | Quarts « rockery and Glassware STONEWARE Butte 2 to 6 gal, \ Churn Dash 4, Milkpans % gal. flat or round bottom, per doz. 48 1 gal. flat or round bottom, each .. 6 Fine Glazed Milkpans % gal. flat or round bottom, per dos. 1 gal. flat or round bottom, each .. Stewpans 4 gal. fireproof, bail, per doz 86 gal. fireproof bail, per doz ...... 1 1¢ Jugs Meh WON GM ede laces ica @& MA OU GO oa ide cccaas & to © Gal, wer OO8.. .....55.662..5. 1% Sealing Wax 5 ths. in package, per fb. ........... 2 LAMP BURNERS Dae @ oo se oases ee Nv. 1 Sun Ne. 2 Sun | Nv. 3 Sun OOO oa ees deat ceases udasccea. Ll) uj J a eS oe a 5@ MASON FRUIT JARS With Porcelain Lined Caps Per oe WUE noc cccccllacsctcusscce eases ecoech MO ca dedcdenaac, ehe dednnaateceeaes Fruit Jars packed 1 dozen in box. LAMP CHIMNEYS—Secends Per box of 6 doz Anchor Carton Chimneys Each chimney in corrugated tube WG. © Cries Ce co cc cacccccccececs 17 No. 1, Crimp top. .. No. 2, Crimp top. . ‘ Fine Flint Glass in Cartons No. 0, Crimp top. No. 1, Crimp top. . No. 2, CVrimp top. Lead Flint Glass In Cartons ..0. 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 3¢ Rechester in Cartons 2, Fine Flint, 10 in. (85c doz.)..4 61 le 2. Fine Flint, 12 in. ($1.35 doz.).7 6¢ 2 Lead Flint, 10 in. (95c dos.)..5 6@ Lead Flint, 12 in. ($1.66 dos.).8 7§ Electric in Cartons . 3, Lime, (i6e dom.) .....6-6cces 4% . 2, Fine Flint, (5c by Ddadadas 4 . 2, Lead Flint, (95¢ doz.) ........ 5 LaBastie . 1, Sun Plain Top, ($1 dos.) ..... 5 70 . 2, Sun Plain Top, ($1.26 dos.) ..6 9¢ OIL CANS | 1 gal. tin cans with spout, per doz. 1 2 1 gal. galv. iron with spout, per dos. 2 gal. galv. iron with spout, per boy 3 gal. galv. iron with spout, peer dos. § 5 gal. galv. iron with spout, per dos. Ht 3 gal. galv. iron with faucet, per dos. 8 7 5 gal. galv. iron with faucet, per dos, j i Gal TiRIS COM o.oo cocscccceees ee 5 gal. galv. iron Nacefas ....... eecee LANTERNS S..@ Tubular, side lift .............. 4 65 he We IE ce ccnassoc css. 6 « « Be WOT, GOON 6 ok ocd ccscescce § s . 2 Cold Blast Lantern ........... é . 12 Tubular, side lamp ........... 13 69 . 3 Street lamp, each ......... sos Oe LANTERN GLOBES . 0 Tub., cases 1 doz. each, bx. 10c. 6 . O Tub., cases 2 doz. each, bz. 15c. 60 . 0 Tub., bbls. § doz. each, per bbl.2 0¢ . 0 Tub., Bull’s eye, cases i each] 26 BEST WHITE COTTON WICKS Roll contains 32 yards in one piece. No. 0 % in. wide, per gross or roll. 26 . 1, & in. wide, per grose or roll. 3¢ . 2, 1 in. wide, per gross or roll 45 . 3, 1% in. wide, per gross or roll 8 COUPON BOOKS 60 books, any denomination 100 books, any denomination ...... 25 300 books, any denomination ...... 115 1000 books, any denomination ...... 20 00 Above quotations are for either Trades- man, Superior, Economic or Universai ere 1,600 books are ordered at a time customers receive specially printed cover without extra charge. Coupon Pass Books Can be made to represent any denomi ~~ from $10 down. one Bench Conesereacerrersese-s464"% MICHIGAN TRADESMAN A BOY’S CHANCE Hinged on the Attribute Next to Godliness. Written for the Tradesman. It makes no difference what town it was, the only fact in regard to tt to be borne in mind being that the locality was anything but desirable and ought never to have been selected for a grocery store and, once taken, to have been given up as soon as the law would allow. Still it had fallen into conservative hands and a gro- cery it was and a grocery it probably would be in all likelihood to the end of time. Into this by-way establishment one Saturday morning, a day busier than other days even there, a wide-aawke youngster of 19 put in an appearance for the half-dollar that was to be re- ceived for his services when the long day was done. “You won't be noth- ing but a bother and you won’t be wuth the 50 cents, but if you'll come in Saturdays for a while you'll be wuth it in the long run and I'll give it to you, for somebody I’ve got to have. Spry ’round now and find out where everything is so that when customers come in you won't have to stand ’round with your fingers in your mouth and, above all things, don’t bother me. Keep track of what you sell, unless you want to pay for it yourself, and don’t say any- thing about the price unless they ask you. Then you'll have to come to me. I guess you can sort o’ lo- cate things and sweep at the same time. Try it anyway. This floor is too dirty for Saturday. There comes the meanest woman in the neighbor- hood to trade with. Git rid of her as soon as you can and don’t make ’er mad if you can help it. She means well and she pays well and I put the two together and grin and bear it unless she rubs it in too hard, and you'll have to do the same thing.” At that moment “the meanest wom- an in the neighborhood” came in. “Good morning, Mr. Ellison,” said the neat, trim little woman with bright, black eyes and immaculate collar and cuffs, “dirty as ever, I see; and a new clerk. Tell him, for good- ness’ sake, to sweep the first thing he does and not to dust after he gets through with a feather duster; and, young man, after you block up half of the sidewalk with your baskets see if you can’t invent some methed to keep the dogs off—I’d try wire netting. Well, if he hasn’t on collar and cuffs, clean at that!—Keep him, Mr. Ellison, keep him. It’ll be money in your pocket if you do. You'll find it’s what I’ve always told you— cleanliness is next to godliness and the grocery store that is a success has neatness for three-fourths of its stock in trade—Is my bill ready for me, Mr. Ellison? Sorry. This is the second time I’ve asked for it and this is the fifth of the month. Between your dirt and your negligence you'll find yourself in trouble one of these days. Young man, if you want to be a successful tradesman keep a clean store. keep clean yourself and keep your accounts squared up. Do that and right here, if you can coax this man to sell out, you can have and will have the first grocery in the city—Here is my order, Mr. Elli- son. I’m coming back in half an hour and will take the goods on my way home;” and out she went laugh- ing at the man who was used to her banter and at the clerk who with a “methinks there’s much reason in her sayings” had something to think of that kept him busy for months after. “Do that and you can have the first grocery in the city.” It clung to him like a burdock. It was es- pecially fresh when he took _ the broom to sweep, and more than as- serted itself when, to make a good job of it, he put aside the broom and took up a shovel. A feather duster? There wasn’t even that, and when the thinking clerk asked Elli- son for one the answer he got was: “There ain’t any. That’s only some of that woman’s d—d nonsense.” The nonsense, however, clung to him. He had come in for the half- dollar when his day’s work was over; but the fact that he had already on hand three-fourths of the capital es- sential to success in that very store kept his brains busier than his hands all that long wearisome day. Why not go into the grocery business when his school life ended in June? Why not make himself so necessary Ellison that he would need him not only at the end of the week, but al- ways and, when the vacation began, come in there, work up a trade for his employer, get a knowledge of and a firm grip on the business and make it a success? If he had already three-fourths it couldn’t take long to arrange for the odd one, and so, right there in his own town, he could begin and work his way up. “Clean- liness! Well, I guess! and the more I look at things in here anyway I believe there’s a good deal to it. ll try it anyway.” So as the orders came in and he filled them; so as woman after woman of all sorts and conditions came in, were served and went out again; so as opportunity after opportunity for him to look into the dirt business came up and he improved them, he became more and more satisfied that what that particular store needed more tian anything was a_ good, thorough cleaning from front door to back. This led him to wonder- ing about other groceries—his imme- diate rivals in trade should he ever start in—and he found them all hardly cleaner than his own. The women, as they came in, invariably drew in their skirts and just as invariably ex- pressed their disgust in their faces. More than one who _ inadvertently touched box or barrel or counter with gloved or ungloved hand looked frowningly at the place of contact and glared at the spot and then at the thing that had made it. It was the same everywhere, and then came the great resolve. The result would be worth the ex- periment; and even if Ellison didn’t take to the idea it would be a good way to find out if there was any- thing in it. “Tall oaks from little acorns grow,” and while the store- keeper never would give him a “red” for the necessary work, it would give him a hint as to facts which he could to | easily make use of somewhere else. So when he paid him that night and Ellison engaged him for the following Saturday he asked if there was any objection to his coming in from time to time and straightening things out a little. There wasn’t, if he could af- ford it; and from 4 to 6 the clerk with something on his mind went over and with unlimited soap and water and tireless enthusiasm clean- ed things up, so that when Saturday (came around again, and he, in a clean apron, went to work, even EI- lison noticed the change and could not help expressing satisfaction at the result. “Tt’s all right, Joe; it’s all right, and I’m curious to see what Ma’am Fault-finder will have to say now.” He did not have to wait long. Even then as he looked through the win- dow he saw her coming and Joe, who was looking, too, saw her gather up her skirts as she neared the door. She stopped in front a moment, as one does when not quite sure, and then seeing the two men watching her she came in with the cheery laugh and voice, both peculiarly hers. “Well! Well! This is something like it, Mr. Ellison; something like it! I congratulate you with all my heart for having sense enough to engage a clerk who evidently understands his business. J am going to ask you to introduce me, because I want to con- gratulate him for seeing what this store has needed and then for the pluck and perseverance for furnishing it in such wholesome doses.” The ceremony was gone through with and then while her little well- fitting glove was resting among his big fingers that didn’t dare to make the most of their chance, she went on: “It’s going to be just as I’ve said. All this place has wanted is exactly what it’s got, and you'll see, Mr. El- lison, before the month’s out that your business is going to more than double. Before night I’ll send you half a dozen women who have been ransacking this city for a clean gro- cery; they know as many more, and if you'll only keep on as you have begun your fortune is made. Here is my list, and now, Mr. Kenney— K-e-n-n-e-y; is that right?—I wish you would just wait on me, if you will. In the first place I want to see how it seems to be taken care of by a clerk in collar and cuffs, all clean, and have my goods put up by a pair of hands whose finger nails are not in mourning and whose owner is not in his shirt sleeves. “Excuse me, gentlemen, if I look about a little. It’s such a comfort not to be bothered with skirts, and I can let go of them without fear of soiling them! Why! there is a floor here! Mr. Ellison, I’ve lost a bet and you'll have to make it up to me by reducing prices. I insisted that you were on the ground and Mr. Kenney’s soap and water have brought out not only the floor but the grain of the boards. The bet was $5, Mr. Ellison, and you can govern yourself accordingly. It must seem strange to you to have it so light in here. For the first time I can see the goods you're selling me and you may double my order for sugar. These beans are the kind my husband thinks so much of; _ put down a quart. Pineapple cheese! Just what I thought I must go down- town‘for! I want that largest one;” and so she looked about and ordered in the light that came in through the well washed window, until even the lazy storekeeper began to under- stand that a clean window and a clean store do help trade, and to see that Joe had started in on an idea which, carried out, would change things. The change, however, didn’t last long. It flourished while Joe was on hand to push things; but he received little encouragement, and while he kept the store in presentable condition on Saturday in the main it was one day to six, and the floor and win- dows grew dirty and, to put it strong, things inside and out grew dirty and Joe saw pretty fairly it wasn’t any use for him to try to go on with a man who was willing to be a drag and unwilling to be any- thing else. “Still, she said that three- fourths of a man’s capital was keep- ing clean. I wonder—” and for sev- eral days he kept on wondering. At last, when a fortnight only in- tervened before the close of schooi, he screwed his courage to the stick- ing point, and found himself in the Clermont reception room telling “the meanest woman in the neighbor- hood” that Ellison and godliness would never be neighbors, that he, Kenney, believed that he could be a good grocer if he had a chance and— and—would she interest herself a lit- tle in his behalf? Without any if’s or and’s she said at onc eshe’d try and, asking him to follow her, led him to the Clermont den, where he found that gentleman and a friend making the most of a couple of mighty good cigars. “This is the young man, John, I have been telling you about, and it’s turning out just as I said it would. Mr. Ellison has dropped back into the ruts deeper than ever, and now’s the time to buy him out if you’re ever go- ing to. Here’s the young man to step in and get the establishment into running order and here’s Mr. Wright —Mr. Wright, this is Mr. Kenney— to fill up that store with the best goods his house can furnish. If Mr. Clermont hesitates about accepting the bill, Mr. Wright, send it to me. I'll leave the details with you and him. I’m having callers and must go.” That’s about all there is to it. The Kenney wholesale house, known throughout the Middle West as the leading house of its kind, began its prosperous career then and there; and when the other day some one asked Mr. Joseph Kenney to what he at- tributed that prosperity he said with a laugh that it was due wholly to soap and water and to a bright little customer who insisted that cleanliness was next to godliness and that that kind of godliness in the grocery business would pay! Richard Malcolm Strong. —eo-o oa —_ Why are troublesome visitors like trees in winter? Because it is a long time before they leave. a 0 Sed OM le ase aN ne 3 a ee eee ee a ae eee Ro OP Nw wt UM” MICHIGAN TRADESMAN Half Fare Perpetual Trade Excursions To Grand Rapids, Mich. Good Every Day in the Week The firms and corporations named below, Members of the Grand Rapids Board of Trade, have established permanent Every Day Trade Excursions to Grand Rapids and will reimburse Merchants visiting this city and making purchases aggregating the amount hereinafter stated one-half the amount of their railroad fare. All that is necessary for any merchant making purchases of any of the firms named is to request a statement of the amount of his purchases in each place where such purchases are made, and if the total amount of same is as stated below the Secretary of the Grand Rapids Board of Trade, 89 Pearl St., will pay back in cash to such person one-half actual railroad fare. Amount of Purchases Required If living within 50 miles purchases made from any member of the following firms aggregate at least.............. . $190 00 If living within 75 miles and over 50, purchases made from any of the following firms aggregate .................. 150 00 If living within 100 miles and over 75, purchases made from any of the following firms aggregate ................. 200 00 If living within 125 miles and over 100, purchases made from any of the following firms aggregate .................. 250 00 If living within 150 miles and over 125, purchases made from any of the following firms aggregate ........ ......... 300 00 If living within 175 miles and over 150, purchases made from any of the following firms aggregate .................. 350 00 If living within 200 miles and over 175, purchases made from any of the following firms aggregate ....... ee 400 00 If living within 225 miles and over 200, purchases made from any of the following firms aggregate .............. .. 450 00 If living within 250 miles and over 225, purchases made from any of the following firms aggregate .................. 500 00 as purchases made of any other firms will not count toward the amount Read Carefully the Names of purchases required. Ask for ‘‘Purchaser’s Certificate’ as soon as you are through buying in each place. Automobiles Adams & Hart Richmond-Jarvis Co. Bakers National Bliscult Co. Belting and Mill Supplies F. Raniville Co. Studley & Barclay Bicycles and Sporting Goods W. B. Jarvis Co., Ltd. Billiard and Pool Tables and Bar Fixtures Brunswick-Balke-Collander Co. Books, Stationery and Paper Grand Rapids Stationery Co. Grand Rapids Paper Co. M. B. W. Paper Co. Mills Paper Co. Confectioners A. E. Brooks & Co. Putnam Factory, Nat'l Candy Co Clothing and Knit Goods Clapp Clothing Co. Wm. Connor Co. Ideal Clothing Co. Clothing, Woolens and Trimmings. Grand Rapids Clothing Ce. Commission—Fruits, Butter, Eggs Etc. Cc. D. Crittenden J. G. Doan & Co. Gardella Bros. E. E. Hewitt Vinkemulder Co. Cement, Lime and Coal S. P. Bennett & Co. (Coal only) Century Fuel Co. (Coal only) A. Himes A. B. Knowlson S. A. Morman & Co. Wykes-Schroeder Co. Cigar Manufacturers G. J. Johnson Cigar Co. Geo. H. Seymour & Co. Crockery, House Furnishings H. Leonard & Sons. Drugs and Drug Sundries Hazeltine & Perkins Drug Co. Dry Goods Grand Rapids Dry Goods Co. P. Steketee & Sons. Electrical Supplies Grand Rapids Electric Co. M. B. Wheeler Co. Flavoring Extracts and Perfumes Jennings Manufacturing Co. Grain, Flour and Feed Valley City Milling Co. Volgt Milling Co. Wykes-Schroeder Co. Grocers Clark-Jewell-Welis Co. Judson Grocer Co. Lemon & Wheeler Co. Musselman Grocer Co. Worden Grocer Co. Hardware Clark-Rutka-Weaver Co. Foster, Stevens & Co. Jewelry W. F. Wurzburg Co. Liquor Dealers and Brewers D. M. Amberg & Bro. Grand Rapids Brewing Co. Kortlander Co. Alexander Kennedy Music and Musical Safes Tradesman Company Seeds and Poultry Supplies A. J. Brown Seed Co. Shoes, Rubbers and Findings Herold-Bertsch Shoe Co. Hirth, Krause & Co. Geo. H. Reeder & Co. Rindge, Kalm‘h, Logie & Co. Ltd Show Cases and Store Fixtures Instruments Jullus A. J. Friedrich Grand Rapice Futana Ce. Oils Tinners’ and Roofers’ Republic Oll Co. Standard Oll Co. Paints, Oils and Glass G. R. Glass & Bending Co. Harvey & Seymeur Ce. Heystek & Canfield Co. Wm. Reld Pipe, Pumps, Heating and Mill Supplies Grand Rapids Supply Co. Saddlery Hardware Brown & Sehler Co. Sherwood Hall Co., Ltd. Plumbing and Heating Supplies Ferguson Supply Co., Ltd. Ready Roofing and Roofing Material H. M. Reynolds Roofing Co. Supplies Wm. Brummeler & Sons W. C. Hopson & Co. Undertakers’ Supplies Durfee Embalming Fluld Co. Powers & Walker Casket Co. Wagon Makers Belknap Wagon Co. Harrison Wagon Co. Wall Finish Alabastine Co. Anti-Kalsomine Co. Wall Paper Harvey & Seymour Co. Heystek & Canfield Co. If you leave the city without having secured the rebate on your ticket, mail your certificates to the Grand Rapids Board of Trade and the Secretary will remit the amount if sent to him within ten days from date of certificates. FADED/LIGHT TEXT MICHIGAN TRADESMAN Michigan Knights of the Grip. President, H . Klockseim, Lansing; Seeretary, 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, Flint. Grand Rapids Council No. 131, U. C. T. Senior Counselor, Thomas E. Dryden; Secretary and Treasurer, UO. F. Jackson. Pen Picture of a Man Who Chal-| lenges Respect. Who is he? years ago when the system of sell- ing goods on the road by sample was in its formative stage, but what have these years done for the commercial Evo- sometimes. raveler? What is he to-day? Intion performs wonders The hats upon our heads once cover- ed animals of the forest. Manufac- tured into over a number of shaping blocks, and in time the finished product is adapt- ed to the requirements of our head, with durability and style. The rail-| engines and stage, like coaches of our forefathers, now bring to us a way smile as we ask, Could these’ unsight- | ly, cumbersome contrivances passengers? Compare them with the speedy, symmetrical locomotives. of! to-day, whose power is almost im-| measurable, to reflect your image, with deep cut beveled mirrors. is evolution. interspersed This The stages of develop- mto the hat or trans- means of into the moving, swift palaces ot to-day, are no more clearly mark- ed the “drummer” of forty ing the fur forming the crude former travel than is years ago evolved into the everyday | commercial traveler. Who, then, 1s He is tke strong arms of com merce, the exponent of the modern idea of effort by direct personal ap- peal. He is not a mere selling ma- but a personality, endowed powers of discretion, adaptability, integrity and persever- ance. he? chine. with motion, What are his methods? He quiet- ly enters the great manufacturing and jobbing concerns; before long he is familiar the cost of produc- tion and other inside details. Thrown then with the people, he learns con- ditions as they exist, and thus is in a position to influence the proprie- torship in making prices and fixing terms for the distribution and Is he arbi- trary in his demands upon the man- agement, with ucts merchandise. recognition? makes no On the contrary, he demands, and the word “strike” is not in his vocabulary. He just slips his shoulder under the bur- | ; I | den, and the proprietor most willingly accepts the service, as he knows full well that the load will be success- fully carried, with a faithfulness and an energy he himself does not care to exert. Thoroughly equipped for busi- ness, the commercial traveler goes on Not who was he forty | a sheet, this fur is passed | carry | and the elegant coaches | in which we ride, cushioned in plush | and finished with rare wood polished | of prod-| or does he strike if refused | | his journey into every nook and cor- ner of the land. Will he endure? He is the key- stone of the arch in the structure ot modern commerce, the essential fac- tor in its perpetuation. No commer- cial architect has yet had the te- merity to suggest the plan for an edifice which will dispense with his services. He will continue: (1) Be- cause the retail trade has learned his value and would not consent to his removal; (2) More goods are sold and consumed by his efforts; (3) A better system can not be devised, ‘since there is no power equal to that of direct personal appeal. By the dealer can buy his closer margin of profits and thereby sell to consumers for less money. The expense of travel to market and loss of time is saved to the dealer. The commercial traveler increases the sale of articles of merit and con- venience. The expense of his travel is spent right in the towns he vis- its. Finally, he stands as a protect- or, looking after alike the interest of ‘the dealer and jobber. And, may we not add, that he is a disseminator of practical information and a bearer of sunshine in his journey through the | world? Does the world know him? Only in a superficial way outside of the of commerce. Here he ‘well known and appreciated as a rep- resentative of the great business in- terests, jealous of his responsibilities and with a big heart for his fellow man. We have given here a pen picture of the man who to-day chal- lenges the respect and confidence of /the world—the commercial traveler. his presence goods on a | Is he a blessing? | ' channels is Keeping a Neglected Promise. I had an occasion to call at a little town in Iowa in which our house had a very good customer by the name of Swartz, who was a German. I was a new man with the house and this being my first trip to the town in question I was not acquainted with Mr. Swartz’s methods of doing busi- ness. However, upon entering his store I introduced myself, and the moment I mentioned the name of the firm I rep- resented, he said in his German ac- cent, “You shus as vell took your tam old grips on git oud of here; I dond vant to py any more goots of such a house.” And before I had a chance to speak he walked towards the back of the |store in dudgeon. Instead of doing as I was requested, I followed him, and |found him sitting on a stool by the 'side of the stove. | As I walked towards him he looked iup with an I-thought-I-told-you-to- | take-your-grips-and-get-out look. I | said: “Mr. Swartz, before I go I would like to ask you what is the trouble be- ‘tween you and our house. Perhaps IJ (can adjust matters.” “Dot is just vat de |but didn’t do it, after |an orter,” roared Mr. Swartz. I remarked: “Now, sir, I came into | your place of business as a_ business | man, to do business with a business man. If you will allow me a few min- j tites I may be able to help you out of oder fellow sait, I hat given him your troubles.” Whereupon he said: “It vill pe no use. I von’t puy any more goots of dot house.” I thought it was all over with my chance of selling him, but another idea came to'me. I said: “Mr. Swartz, you are a good business man, of good judgment, and you have handled our goods for a number of years. I am sure you would not be so unwise as to turn down a line that has netted you handsome profits without first giving the matter careful thought and giving us a chance to make good any cause of complaint. Instead of turning me out, hadn’t you better tell me your troubles in connection with our line? Maybe I can straighten matters out. Give me a chance, won’t you?” After thinking a while he turned to me and said: “Vell, you go and get your supper and by and by come pack, and we vill together talk id over.” I did so, and when I returned to the store he still had that frozen look.. Af- ter giving him a good cigar I listened to his story about having a few old goods on hand that the salesman before me had promised to have the house ex- change for new goods. The house had neglected to do so. I promised to make the matter right, although it was not the fault of the goods. As he had been a good cus-; tomer in previous years I wanted to! keep his trade. After a short talk I had him feeling friendly again and secured his order for a spring shipment of our goods upon condition that previous to the shipment of the goods he was to re- ceive a letter from our house allowing the return of what old stock he had to exchange, which amounted to only $35. He was to pay the freight on the re- turned goods. Today Mr. Swartz one of the best customers I have in the territory, and it is due to having the house stand good for the promises I made him.—W. Z. Pay, in Salesman- ship. is | 22a There is admission now in Berlin! that German industry will be de- pendent upon the United States as long as the greater part of the world’s supply of cotton and copper 1s produced here. It is a condition that can not be changed by any tar- iff law or by shrewdness of any sort, unless there is developed some other source whence cotton and copper can| be obtained. There have been hopes | that the German colonies in Africa | would solve the situation, but the! hopes have not yet materialized and | the prospects are not very rosy. So much against their will the Germans forego the application of maximum| tariff rates against the United States, | not being prepared to precipitate a) tariff war. Traveling Men Say! After Stopping at Hermitage “yr in Grand Rapids, Mich. that it beats them all for elegantly furnish- ed rooms at the rate of 50c, 75c, and $1.00 perday. Fine cafe in connection, A cozy office on ground floor open all night. Try it the next time you are there. J. MORAN, Mgr. All Cars Pass Cor. E. Bridge and Canal | Mail courses. 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 Alsoinstruction by MArL. 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, Send for catalog. D. McLachlan & Co., 19-25 S. Division St., Grand Rapids Winter Goods Now is the time to place your order for Blankets, Robes, Fur Coats, Duck Coats, Gloves and Mittens Our Line Sells Itself It will pay you to see it Brown & Sehler Co. Grand Rapids, Mich. Wholesale Only more than (and the taxes are paid by the company.) A GOOD INVESTMENT THE CITIZENS TELEPHONE COMPANY Having increased its authorized capital stock to $3,000,000, lied to d b the REMARKABLE AND CONTINGES cneeie of is oes, oie ue pote 25,000 TELEPHONES 1o 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 For further information call on or address the company at its office in Grand Rapids E. B. FISHER, SECRETARY a, a h~ 0 ry en | Gen ir eaten lh BPs: poet ge i xt sean RNA Seppe oe eases MICHIGAN TRADESMAN First Communication from President Klocksiem. o Lansing, March 1—In coming be- fore you as President of your Asso- ciation I take this opportunity to thank you for the high honor you have conferred upon me. I am proud of the organization that has accom- plished so much good in the past and has so bright a future. Very few of us stop to think how much good our Association has done for our deceased brothers’ families. In the year just closed thirty-three of our brothers laid down their grips and turned in their last mileage. Dur- ing the past three years, while I was H. C. Klocksiem a member of the Board of Directors, it was my fortune to know something of the situation of the families of our departed brothers, and in many cases | the money they received from the death benefit fund was all they had in the world. Surely no brother will begrudge the money he has contrib- uted for so worthy a cause. Notwithstanding the large death during the past year every claim has been paid in full and the Association is in excellent condition. Our membership should be larger. We want to reach two thousand during the coming year. I ask the united support of every member in the As- sociation and urge each one to Se- loss | President’s report on cure at least one new member. you do it? H.C. Klocksiem, Pres. | Will Regular Meeting of the Directors. Jackson, Mar. 3—The Board of Di- rectors of the M. K. of G. met in) the parlors of the March 3. In the absence of the President, H. ‘Otsego porary chairman. A full Board was present except President Klocksiem, C. W. Hurd and A. A. Weeks. The subject of changing the dates Hotel | 'C. Klocksiem, of Lansing, it was. moved and carried that Chas. W.| Stone, of Kalamazoo, act as tem-| ;and warrants ordered _ary of the Secretary, $78.27, be al-| j;lowed and | Treasurer to pay the same. an order drawn on the Carried. Moved and supported that the sal- ary of the Treasurer, $31.31, be al- lowed and an order drawn to pay the same. Carried. Moved and supported that an or- der for $100 be drawn on the Treas- urer to apply on the bill for station- iery and printing. Carried. The following claims were allowed drawn to pay ithe same: lof Wm. A. of our summer meeting from the last) icius D. Cook, $500. Tuesday and Wednesday in August to the last Friday and Saturday in July was very ably discussed by the members present. structed to send return postal cards to the members, asking them to de- clare their preference for the fol- Mrs. Haidee M. Broadhead, claim Broadhead, $500. Mrs. Mary E. Cook, claim of Lu- The following bills were allowed |and warrants ordered drawn to pay It was moved and) supported that the Secretary be in-|\ lowing dates for the annual conven- | tion: The last Friday and Saturday in July, 27 and 28. The last Friday and Saturday in August, 24 and 25 The last Tuesday and Wednesday August, 28 and 29. supported that the the bonds of Moved and ‘the Treasurer and the Secretary be deferred until the next Board meet- ing. Carried. lows: Death tund) (2000000. ol. $1,466 00 | General fund) (.00.).0..0.5.. 9 50) Entertainment fund .......- 90° 00 | Votal receipts 2.4.4 .251 5... $1, 565 50 Moved and supported that the re-| the same: 1. C. Empey, Board meeting. ..$7 60 |J. C. Wittliff, Board meeting... 8 00 C. W. Stone, Board meeting... 6 22 H. P. Goppelt, Board meeting.. 7 00 FE. Day, Board meeting. .... I 00 fi} 6. Kelly, Board meeting... 3 79 It was decided to hold the next Board meeting the first Saturday in | June at Port Huron. The Board of Directors extended a vote of thanks to Secretary Day and wife for the entertainment provided |for the members and their wives Fri- |day evening, March 2. FE. £. Day, Sec’y. ——__-oe oa |Annual Meeting and Banquet of the The Secretary’s report showed re-| ‘ceipts since the last meeting as fol- | | port of James Cook on the annual | convention expenditures be accept- | ed and the balance of $1.87 be turn- | ed over to the Treasurer and placed) in the employment and relief fund. Moved and supported that the bill of the Secretary for sundries, $18.53, be allowed and an order drawn on the Treasurer to pay the same. ried. Moved and supported that the sal- | Ca.; iliams Paint Co., U. €. F. Grand Rapids, March 5—! /nual meeting of Grand Rapids Coun- |cil, No. 131, United Commercial | Travelers, was held last Saturday aft- |ernoon, March 3. The following trav- eling men were initiated into the mys- of the order: Wm. H. Mc- and Orestus W. Stark, of the C. C. Wormnest, “he an- teries Carty Putnam Candy Co.; with the Wormnest Stove Co.; Charles W. Granger, Ideal Clothing Wm. F. Gallinger, Sherwin-Wil- and C. C. Harris, | representing the Quaker City Rub- iber Co. Car- | All of them were unanimous in the opinion that they got all that was coming to them. The Secretary and re- Treasurer ported an increase in the finances of about $1,000 and no loss in member- ship. About $2,000 have been paid for injuries to members of the local Council during the last year, and the utmost harmony eer among the members. The boys selected the following of- ficers for the coming year: Sen. Counselor—Wm. D. Simmons. Jun. Counselor—John Hondorp. P. C—S. H. Simmons. Sec. and Treas.—-O. F. Jackson. Con.—Walter F. Ryder. Page—C. N. Clark. Sentinel—A. T. Driggs. After the officers were duly in- stalled the Council adjourned. At 8 o'clock p. m. the boys, with their invited guests, assembled at the hall to enjoy one of the quets ever given by the U. C. T. of Grand Rapids. Frank H. Cummings acted toastmaster and _ presided over the toasts and roasts, which were T. E. Dryden, the retiring a resume of the business happy manner and Simmons, the newly-elected made a stirring address upon what he, with the help of the mem- bers, expected to do the coming year. In the absence of E. A. Stowe, Michigan Tradesman, Wesley W favored the Association with a instructive talk upon what is known as the Bailey law, which passed at the last session of the Leg- which more will be Mr. Stowe, who delayed, sent a telegram “Am with you in spirit, four hundred miles away,” which was read by the Secretary. Wm. F. Blake, an old-time traveling man, responded to the toast, The Traveling Man as I Know Him, which was enthusiastically received. Secretary O. F. Jackson spoke on the finest ban- as numerous. Ss €. of the aed Da Ss ¢€. gave year ina of the Hyde very was of islature and heard later. was unavoidably as follows: although subject, “The United Commercial Travelers.” This. together with a musical en- tertainment by the Payton trio, con- cluded the programme early enough so the boys could get to their homes without encroaching upon the Sab- bath. O. F. Jackson, Sec’y. ASK YOUR JOBBER FOR THESE “SELLERS” 13 POPULAR “COMFORT COLLECTION” FARGO SHOE MFG. CO , BELDING, MICH. THE BEST GLAZE COLT DULL GOAT AND KANGAROO CALF MICHIGAN TRADESMAN Michigan Board of Pharmacy. President—Harry Heim, Saginaw. Secretary—Arthur H. Webber, Cadillac. Treasurer—Sid. A. Erwin, Battle Creek. J. D. Muir, Grand Rapids. W. E. Collins, Owosso. Meetings during 1906—Third Tuesday of January, March, June, August and No- vember. Michigan State Pharmaceutical Associa- on. 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. Zero of the Human Body. The name “physiological zero” is given, by certain writers on the sub- ject, to the temperature at which the human body feels no sensation of heat or cold. It might be supposed that it would coincide in al! cases with that of the body itself, but ac- cording to the recent experiments of Mr. Maurel, a French physiologist, it is several degrees lower and varies with the nature of the surrounding medium, being lower in air than in water. Mr. Maurel determined his “physiological zero” by immersing his body in baths of different tem- peratures, but he does not seem to have measured his own body surfac temperature direct- ly, relying instead on the records of measurements made by divers earlier authorities. This and the fact that he has neglected to take various nec- essary precautions makes his results somewhat doubtful in the opinion of Henry Pieron, who criticises them thus in the Revue Scientifique: “Mr. Maurel placed himself in baths of water or air at divers tem- peratures and noted between what degrees he realized the sought-for state of indifference. He did the same for the variations of tempera- ture between the skin and the clothes, which he calls the ‘subvestial tem- perature,’ and for the temperature of | bed. which he temperature.’ the body in ‘cubrlial names | i | And he finds; where where it would be safe. iis nothing quite icy or broiling to the fever patient, as his surface temperature oscillates. And as the sensations of heat or cold correspond to an exit or en- trance of heat, the contact that as- sures thermic equilibrium should as- sure also a state of sensorial indif- ference. “At first sight it would appear odd that one should experience a sensa- tion of heat when the external tem- perature is identical with his own sur- face temperature. And, in fact, ex- act experiments in thermo-esthesi- ometry have shown that in certain spots on the hand, for instance, a drop of water at the same tempera- ture is not felt. But the surface temperature is only a cross between the internal and external temperature, adapting itself to this double in- fluence by a capricious regulating mechanism under the direct but ob- scure action of the nervous system. “Hence the phenomena of calorific radiation toward the exterior or in- terior, which provoke our sensations of heat or cold, may respond to nu- merous and imperfectly determined factors, influenced by pressure, hu- midity, etc., from outside and by bod- ily chemical actions, the conductibil- ity of the tissues, etc., from inside. “Thus, though rather astonishing, Maurel’s conclusion that the physio- logical zero is lower than the surface temperature can not be attacked ex- cept on the basis of new experi- ments.” —— 2.2. ___ When Man Is Sick. “If you want to know the real soul of a man you have to see him when he’s ill,” says a trained nurse. “There so abject and pitiable the sick man. He is a as average ‘mere baby, only that a baby bears pain better than he does. I’d like to give you the name of the man I’ve just been taking care of, but, of course, I can’t. He’s a great big six-footer, and he never had a pain since he cut his teeth until appendi- citis caught him about a month ago. They brought him to a private sani- tarium a stretcher, and while I was getting him ready for the sur- geons his mind was about equally divided between fear that he was going to die and anxiety over a paste- board box he had with him. “He begged me to put it on some- I ask- that the cutaneous physiological zeroed him what he had in it, and he said lies practically between 3 degrees and, it was something he’d want in a day 33 degrees (86 degrees and og! de- grees Fahrenheit); he even seeks to differentiate the trunk and the lower limbs, zero he finds to be slightly lower. In gen- eral the range of zero is I degree to 2 degrees (2 degrees to 4 degrees Fahrenheit.) whose physiological “Te also concludes that there is a between the physiological zero and the surface temperature of each organ, which latter is about 3 (31%4 degrees Fahrenheit) higher than zero. But were any new experiments necessary to show that the sensation of indifference depends the surface temperature of the body? relation degrees On “The same medium should appear or two if he lived. I finally set it out- side the window of his room on the ledge, for he said it ought to be kept where it was cold. He did’nt men- tion it again for two days, his atten tion being otherwise engaged. The third night was windy and the box blew off the ledge. The man heard it go and rang for me. When I came in he was lying there crying like a child. ““Tt’s gone,’ he blubbered. “T thought he was talking about his appendix, so I said he ought to be glad it was gone, but he went on crying. ‘I could It’s my it, he said. to-morrow. ““T wanted have had it box.’ “Well, what did you have in it?’ I asked. “He looked at me as if he could hardly bear to speak the word and then he burst out: ““Lady fingers!’ “Can you beat that? That great big fellow had brought lady fingers with him so he’d be sure to have something to eat. And, mind you, that’s not all. Before the week was out he felt better, and then he told me he hadn’t intended to eat the things himself, but he’d meant them as a present for me. He actually tried to make me think he’d shed tears because I couldn’t have them. I reckon if you said lady fingers to him now he’d try to fight.” —_—_2-..___—. The Drug Market. Opium—Is dull and weak. Morphine—Is unchanged. Quinine—Is very firm. Carbolic Acid—Is scarce and con- sequently firm in price. Citric Acid-—Has been advanced 3c by manufacturers and is tending high- er on account of the scarcity of raw material. Bromides Are still unsettled. Representatives of the German syn- dicate are out of the market. Oil Peppermint—Advices from the growers state that a large portion of the roots have been killed this win- ter. Very high prices are looked for later on. The oil has advanced about 25¢c per pound owing to these conditions. Gum Camphor—Has again advanc- ed 2c and is tending higher. There is very little Japanese refined on the market and very little crude coming forward for the American refiners. Blue Vitriol—Remains very high on account of higher price for cop- per. Acetanilid—Manufacturers have ad- vanced their price Ic per pound. Se ee The Cheapest Contributions. “T have nothing but praise for our new minister.” “So I noticed when the plate came round.” Grand Rapids Grain & Milling Co. Grand Rapids, Mich. We solicit your orders for all kinds of feed, corn, Oats, fiour, buckwheat, etc. We make a specialty of grain in carlots. Write, wire or telephone at our expense when in the market. Our St. Car Feed and Cracked Corn is screened and scoured. L. Fred Peabody, Manager. IN THE DISTRICT COURT OF THE UNITED STATES FOR THE WESTERN DISTRICT OF MICHIGAN, SOUTHERN DI- VISION. In the Matter of Carl B. Ely, Bank- rupt. To the creditors of said bankrupt: I hereby give notice that on Satur- day, March 17, 1906, at Io o’clock in the forenoon, at the store No. 317 South Division street, Grand Rapids, Michigan, I shall sell at public sale for cash the stock in trade and the store furniture and fixtures, more par- ticularly described in the inventory filed in above cause. Report of sale will be filed with Referee in Bankruptcy immediately after sale is made and pursuant to order sale will be confirmed within five days, unless cause is shown otherwise. Copies of inventory, giv- ing in detail property to be sold, may be seen at the office of Mr. Kirk E. Wicks, Referee, in Houseman building, Grand Rapids, Mich., or at my office, Room 3, 21 Canal street, Grand Rapids, Mich. J. C. Shinkman, Trustee. Grand Rapids, Mich., March 6, 1906. 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 YorkCity Don’t do a thing till you see our new lines Hammocks, Fishing Tackle, Base Ball Supplies, Fireworks and Cele- bration Goods, Stationery and School Supplies. Complete lines at right prices. The boys will see you soon with full lines of samples. FRED BRUNDAGE Wholesale Druggist 32 and 34 Western Ave., Muskegon, Mich. We have the facilities, the experience, and, above all, the disposition to produce the best results in working up your OLD CARPETS 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. INTO RUGS 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 a eae ae ry 1) a UW) © MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Advanced—Citric Acid, Oil Peppermint, Camphor. Advanced— Acidum Aceticum ....... 6@ 8 Benzoicum, Ger.. 70@ -75 Boracic ......... g 17 Carbolicum ..... 26 29 Citricum wees 46@ 50 Hy@drochlor ..... 3s@ 5 Nitrocum ....... 8@ 10 Oxalicum ..... 0@ 12 Phosphorium, dil. @ 15 Salicylicum ..... 42@ 45 Sulphuricum .... 1% 5 Tannicum .......-- 75 865 Tartaricum ..... 38sq@ 40 Ammonia Aqua, 18 deg.... 4@ 6 Aqua, 20 deg.. 6@ ss 8 Carbonas ........ 183@ 15 Chloridum ...... 12@ 14 —, 00@2 25 Hiscke 3. 4... Brown ......-:-- 3001 00 Hea =)... 22... 45@ 50 Venow ....-..--. 2 50@3 00 ccae Cubebae po. 20 15 18 Juniperus ....... qT 8 Xanthoxylum 30 35 Balsamum Copaiba ......... 45@ 50 Perl 2). .22....- @1 50 Terabin, Canada 60@ 65 Tolutan ......... 35@ 40 Cortex Abies, Canadian. 18 Cassiae ........- 20 Cinchona Fiava.. 18 Buonymus atro.. 30 Myrica Cerifera. 20 Prunus Virgini.. 15 Quillaia, gr’d . 12 Sassafras ..po 25 24 UEMUS ..ccsccee- 25 Extractum Glycyrrhiza Gla. 24@ 30 Glycyrrhiza, po.. 28@ 80 Haematox ...... 11@ 12 Haematox, 1s . 13@ 14 Haematox, 4s... 14 15 Haematox, %s .. 16 17 Ferru Carbonate Precip. 15 Citrate and Quina 2 00 Citrate Soluble 55 Ferrocyanidum 8S 40 Solut. Chloride .. 15 Sulphate, com’l . 2 Sulphate. com’l, by bbl. per cwt. 10 Sulphate, pure .. 1 Flora Arnica ......--.:; 15@ 18 Anthemis ....... 22@ 25 Matricaria ...... 80@ 35 Folla Bere? aa 25@ 30 Cassia Acutifo Tinnevelly .... 15@ 20 Cassia, Acutifol.. 253@ 30 Salvia officinalis, %s and 8 18@ 20 Uva Ursi ......-.- 8@ 10 Gummi Acacia, 1st pkd.. @ 65 Acacia, 2nd pkd.. @ 45 Acacia, 8rd pkd.. @ 35 Acacia, _— sts. g 28 Acacia, 45 65 Aloe Barb ee Sea 22@ 26 Aloe, Cape ...... @ 2 Aloe, Socotri .... @ 45 Ammoniac ...... 55@ 60 Asafoetida ...... 35@ 40 Benzoinum 50@ 55 Catechu, 1s ..... @ 13 Catechu, ¥%s ... @ 14 Catechu, %s ... @ 16 Comphorae ..... 1 0O8@1 12 KEuphorbium .... @ 40 Galbanum ...... @1 00 Gamboge po..1 25@1 35 Guaiacum ..po 35 @ 36 Kino 2... ; po 45c @ 45 Mastic .........- @ 60 Myrrh ....: po 50 @ 45 @pu 2202s. 3 aoa 25 Shellac oie ais eis 6 50@ 60 Shellac, bleached 50@ 60 Tragacanth ..... 70@1 900 Herba Absinthium ..... 4 50@4 60 Eupatorium oz pk 20 Lobelia ..... oz pk 25 Majorum ...oz pk 28 Mentra Pip. oz pk 23 Mentra Ver. oz pk 25 Rue 2... oz pk 39 Tanacetum ..V... 22 Thymus V.. oz pk 25 Magnesia Caleined, Pat .. 55@ 60 Carbonate, Pat.. 18@ 20 Carbonate, K-M. 18@ 20 Carbonate ...... 18@ 20 Oleum Absinthium ..... 4 90@5 00 Amygdalae, Dulc. 50@ _ 60 Amygdalae, Ama - 00@8 25 Anist ....... 75@1 80 Auranti Cortex. . 3 seas 80 Bergamii ........2 75@2 85 Catiputi ........ 8@ 9 Caryophilli ...... 1 10@1 20 CeGar 2.6.50. 655s 50@ 90 Chenopadii ne 8 75@4 00 Cinnamoni ...... 1 15@1 25 Citronella ....... Conium Copaiba ........ 1 15@1 Gubebae ..... Tivechthitos Exigeron .......- Gaultheria Geranium . 7 Gossippli Sem gal 50@ 60 Hedeoma ........ 1 60@1 70 Junipera ........ 40@1 20 Lavendula ...... 90@2 75 Limonis ......... 1 00@1 10 Mentha Piper 3 25@3 50 Mentha Verid 5 00@5 50 Morrhuae gal ..1 25@1 50 Myricia = ......-.. 3 00@3 60 OVO oe re ca 75@3 00 Picis Liquida ... 10@ 12 Picis Liquida gal @ 35 Ricina ....2..°.- 98@1 02 Rosmarini...... @1 00 ROSAG Of ......- 5 00@6 00 Suceini .......... 40@ 45 SBapina ..,..522..% 90 1 00 Santel .......2:: 2 25@4 50 Sassefras ....... 75 80 Sinapis, ess, oz 65 EIST: 26 ce hose se 10@1 20 'TRYMOG .........< 40 60 Thyme, opt ..... 1 60 Theobromas - 15@ 20 Petassium Bi-Carb ....:..: 15 18 Bichromate ..... 138 16 Bromide ........ 25 30 Oc ee ee 15 Chlorate ..... po. 12@ 14 Cyanide ........ 34@ 38 Fogige ........-.- 60@8 65 Potassa, Bitart pr 30 82 Potass Nitrasopt 7 10 Potass Nitras ... 6@ 8 .Prussiate ...... , 23@ 26 Sulphate po ..... 15@ 18 Aconitum ....... 20 25 MINAG 656 ek... 30 33 ARMOCNUSS ........ 10 12 Arum po ....... 25 Calamus .......+ 20 40 Gentiana po 15.. 12 15 Glychrrhiza pv 15 16@ 18 Hydrastis, Canada 1 90 Hydrastis, Can. po @2 00 Hellebore, Alba. 12@ 15 Invia, po ......; 18 22 Ipecac, po ...... 2 25@2 2 Tris plox ....... 85@ 40 Jalapa, pr .. 6. . 25 30 Maranta, 4s .. 35 ee po. 15 18 HOE ooo ae 75@1 00 Bhel, aut .:..... 1 00@1 25 Rhel. Dy oe: 75@1 00 Spigela. ......... 30@ 35 Sanuginari, po 18 @ 15 Serpentaria ..... 50 55 Senses... 6.2... 85 90 Smilex, off’s H. 40 Smilax, M ........ 25 Scillae po 45 -20@ 25 Symplocarpus @ 25 Valeriana Eng .. g 25 Valeriana, Ger. .. 15 20 Zingiber a ...... 12@ 14 Zingiber { ....... 16@ 20 Semen Anisum po 20.. @ 16 Aplum (gravel’ s) 13@ 15 mind: 16 220... 09 6 Carut po 15 .... 10 11 Cardamon ...... = 90 Coriandrum ..... 12@ 14 Cannabis Sativa 7@ 8 Cydonium ...... 75@1 00 Chenopodium ... 5@ 30 Dipterix Odorate. 80@1 60 Foeniculum ..... @ 18 Foenugreek, po.. 7@ 9 Pint oe 4@ 6 Lini, grd. bbl. 2% 3@ 6 Lehelia .......... 75@ 80 Pharlaris Cana’n 9@ 10 RADA. ©2065. 8... 5@ 6 Sinapis Ala .... 12 9 Sinapis Nigra ... 9@ 10 Spiritus Frumenti W D. 2 00@2 50 Frumenti ....... 25@1 5y Juniperis Co O T 1 65@2 00 Juniperis Co ....1 7T5@%3 50 Saccharum N E 1 90@2 10 Spt Vini Galli ..1 75@6 50 Vini Oporto ....1 25@2 0C Vina Alba .....- 1 25@2 00 Sponges Florida sci wool carriage ...... 3 00@3 56 Nassau sheeps’ “wool carriage ......; 3 50@8 75 Velvet extra sheeps’ wool, carriage.. @2 00 Extra yellow sheeps’ wool carriage... 1 25 Grass sheeps’ wool, Carriage ...-<. @1 25 Hard, slate use.. @1 00 Yellow Reef, for slate use ..... @i 40 Syrups Aeacla 6.0.2... @ 60 Auranti Cortex . @ 50 Zingiber @ 650 fpecac ....-. Ne @ 60 Perri Iod .. ..... @ 50 Rhei Arom @ 50 Smilax Offi’s 50@ 60 Senesa .......-.. @ 650 Meee ... 2.42... @ Scillae Co ....... @ 50 TOMAR 2.226503. @ 50 Prunus virg @ 60 Tinctures Anconitum WNap’sR 60 Anconitum Nap’ 50 PIOGR 5.55552. . 4 60 ATTICA c0ccss 50 Aloes & Myrrh 60 Asafoetida ...... 50 Atrope Belladonna 60 Auranti Cortex.. 50 Benzoin ......... 60 Benzoin Co 50 Barosma ....... 50 Cantharides ..... 75 Capsicum ....... 50 Cardamon ...... 75 Cardamon Co... 75 Castor .......... 1 00 Catechu ......... 50 Cinchona ....... 50 Cinchona Co .... 60 Columbia ....... 50 Cubebae ........ 50 Cassia Acutifol .. 50 Cassia Acutifol Co 50 Digttalia ....:... 50 Mrgot ........- 50 Ferri Chloridum. 35 Gentian ......... 50 Gentian Co ...... 60 CIBER | cscs 8. 50 Guiaca ammon .. 60 Hyoscyamus 50 GGIDG .......-. 76 Iodine, colorless — 15 MING .. 2.5.22. wae 50 Lobelia .. : 50 Meyreh 4... 50 ona Vomica 50 isenteude ys 75 Opil, camphorated 50 Opil, deodorized.. 1 50 MASMIQ . 2.5.0... 60 Rhatany ........ 50 WOGE ee el 50% Sanguinaria 50 Serpentaria ..... 50 Stromonium ... 60 Tolutan .....2... 60 Valerian ......... 60 Veratrum Veride. 50 Zingiber ........ 20 Miscellaneous Aether, Spts Nit 3f30@ 35 Aether, ts Nit 4f34@ 38 Alumen, grd a 3@ 4 Annatto .... 40@ 50 Antimoni, po a 4 5 Antimoni et po T 40 50 Antipyrin ....... 25 Antifebrin ....... @ 20 Argenti Nitras oz 50 Arsenicum ...... 10@ Balm Gilead buds 60@ 65 Bismuth 8 N....1 85@1 90 Calcium Chlor, 1s @ 9 Calcium Chlor, %s @ 10 Caleium Chior Y%s @ 12 Cantharides, Rus 1 75 Capsici Fruc’s af 3 20 Capsici Fruc’s po @ 22 Cap’i Fruc’s B po @ 15 Carphyllus ........ 18@ 20 Carmine, No. 40. @4 25 Cera Alba ...... 50@ 55 Cera Flava ..... 40@ 42 Crocus... 5 06.3. 1 75@1 80 Cassia Fructus .. 35 Centraria ....... 10 Cataceum ....... 35 Chloroform ...... 32 52 Chloro’m Squibbs g 90 Chloral Hyd Crss1 se" 60 Chondrus ....... 20@ 25 Cinchonidine P-W 38@ 48 Cinchonid’e Germ 38@ 48 Cocaine _........ 3 80@4 00 Corks list D P Ct. 75 Creosotum ...... @ 45 Crete 2 os bbl 75 @ 2 Creta, prep @ 65 Creta, precip 9@ 11 Creta, Rubra @ 8 Crocus Soa ea ce 1 50@1 65 Cudbear ......... @ 24 Cupri Sulph ..... 6%4@ 8 Dextrineg 2.2.23. . Tt, 10 Emery, all Nos.. 7 8 Emery, po ...... @ 6 Ergota -po 65 - 65 Ether Sulph ---- TO@ 80 Flake White .... 12@ 15 Gala 263... @ 23 Gambler ........ 8s@ 9 Gelatin, Cooper.. @ 60 Gelatin, French . 385@ 60 Glassware, fit box 75 Less than box .. 70 Glue, brown 11@ 13 Glue white ...... 15@ 265 Glycerina ...... 134%@ 18 Grana Paradisi.. @ 25 Humulus....... 35@ 60 Hydrarg Ch...Mt @ 90 Hydrarg Ch Cor @ 85 Hydrarg Ox Ru’m 1 00 Hydrarg Ammo’l 110 Hydrarg, Ungue’m 50 60 Hydrargyrum ... @ 7 Seto aaa Am. 90@1 00 Widifo: 2 ..6:.....: 75@1 00 Todine, Resubi ..3 85@3 90 Iodoform ........ 3 90 Lupulin ...... Lycopodium Meee . a... ks: Liquor Arsen et Rubia Tinctorum 12@ 14/| Vanilla ......... 00@ Hydrarg Iod .. @ 25| Saccharum La’s. 22@ 25) Zinci Sulph ..... 7™@ 8 Liq Potass Arsinit = a Salacin .......... 4 50@4 75 Magnesia, Sulph. 2@ Sarguis Drac’s.. = 50 bbl. gal. eee. ~ ~ a 1s = We sce eesss no a vn ew wa ae bo annia, i ‘. _ ae acdans 1 rd, extra Menthol ........ Sap Cea ae g 15 | Lard. No. 1 ‘ +4 65 Morphia, S P & We eee 60 Seidlitz Mixture 20 22 | Linseed, pure raw 45 48 Morphia, SN Y Q2 aaa = Sinawie ...22-.-- @ 18 Linseed, boiled 46 49 Morphia, Mal. ..2 35 Sinapis, opt .. @ 30|Neat’s-foot,wstr 65@ 70 Moschus Canton. 40 Snuff, Maccaboy, Spts. Turpentine ..Market ti Vemicn po te we] Owe oe @ 51) p04 venetian. m2. oi Os Sepia .-...-.. $ Snuff, Sth DeVo’s @ 51) Ochre, yel Mars 1% 2 @4 Pepsin Saac, Hi & ? ~|Soda, Boras 9@ 11|Ocre, yel Ber ..1% 2 @3 : Soda, Boras, po. be 11| putty, commer'l 2% 2%@3 PD Co ...... @1 00 | Soda et Pot’s Tart 25@ 28 ' ou, Putty, strictly pr2% 2%@3 Picis Liq NN % Soda, Carb ...... 1%@ 2 | Vermillion, Prime gal dom ....... 00 | Soda, Bi-Carb .. 3@ 5 American .... 13 15 Picis Liq. ate .... 93 00 | Soda, Ash ...... 3% 4| Ver cio million, 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 18 Piper Nigra po 22 @ 18|Spts, Ether Co.. 56@ 55/Tead, red ........ 1%@ 7% Piper Alba po 85 80) Spts. Myra Dom @2 00/ Lead, white -.- T%@ 7% Pix Burgum ... a Spts, Vini Rect bbl Whiting, white S’n 90 Plumbi Acet ... Spts, Vii Rect %b @ Whiting Gilders’.. 95 Pulvis Ip’e et Opii 1 3001 5 Spts, Vi'l R’t 10 gl g White, Paris Am'r @1 25 Pyrethrum, bxs H Spts, Vi'i R’t 5 gal Whit'g Paris Eng < & = D Co. doz no = eo, a 1 — -” an... 1 40 yrethrum, pv .. ulphur Subl-... J 0 20 Quassiae ........ a uisaees, ae ew eet ee Quino, S P & W..20@ 30|Tamarinds ...... 8@ 10 Varnishes Quina, S Ger...... 20 30] Cerebenth Venice = 30 | No. 1 Turp Coachi 10@1 20 Quina, No ¥....... 20@ 30] Theobromae : 50' Extra Turp .....1 60@1 70 We are Importers and Jobbers of Drugs, Chemicals and Patent Medicines. We are dealers in Paints, Oijuls 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. 44 MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. Prices, however, are lia- ble to change at any time, and ccuntry merchants will have their orders filled at market prices at date of purchase. ADVANCED DECLINED index to Markets By Columns Cel A Amie Grease ..........- -. & mate Briek .......... > : BME Moco siucessees & Butter Color ....... a | c Gonfections ........ sicke " Randle eo es Garbon Oils ..... seoeue — cecceLeee ss a ee ae 2 Chewing Gum ....... ; : OMNES oo occ ccicceces B Ciothes Lines ......... . 8 Se 8 Cospanut .....--...-.--. 8 Seeoa Shells ....... soe 2 BA eke ssooe OB CONE ow oe coe ne cs _ a 5 Dried Fruite .......... . Fe Sarinaceous Goeds .... - ae Tee ......-. 8 Slavoring extracts ..... 5 ee Mente ........ SB sibeeewee beeecoee ae a Melatine .....----+++5-- & Grain Bags ....... a Grains and Fiour stceee OC H ee cece pene 5 Hides and. Peits cee 16 t Het. 66s. eee ee eee 6 J SO co cten- ss Secu ee eee & . icestie ... sees mee. Jeep ULL e eee fa Meat Mxtracis ce 2 Molasses .......... secce ee sees Ww eS ee ° ives .....-.- cel eeei ee _ 8 r=) ere rerrescesevesvee é Pickles ......... é es toe Loses ; Provisions ..........--. R Rice ..... boc eke eee 6 s Salad Dressing ....... 1 —— Si oeeoee Pee ; ec © Balt Fish ........ seee 4 Shoe Blacking ......... 7 Sn Sh cbee eee cicaeres. © eS ee Gockbee 8 — Pee cece se lene : oe ...-- Seevi eee. i. Starch specbeeeeeees co. Bom 63 ee. eS g T ee a 8 MBROD ooh c nce ae 9 POM 2c. ae 9 Vv TOORP cee eel eee 9 w Washing Powder ...... 9 WeeCKing® ...-.----2<-- es, 9 Woodenware ........... 9 Wrapping Paper ....... 10 Y | Toast Cede ....-+---.-, Piums ...,-.> eeoeesreese —— oe Spruce. ARCTIC AMMONIA. Peas Doz.|Marrowfat ...... 90@1 00 12 oz Ker 2 doz box......75| Barly June ..... 90@1 60 LE -GREASE Early June Sifted 1 65 Frazer's Peaches 1th. wood boxes, 4 dz. 3 00/ Pie .............. 1 00@1 15 1%b. tin boxes, 3 doz 235! yellow ..... 1 45@2 25 3%4tb. tin boxes, 2 dz. 4 25 Pineapple 10fb. pails, per doz.. 6 00!Grated .......... 25@2 75 15tb. pails, per doz... 7 20| Sliced ........... 35@2 55 25%b. pois. per doz....12 00 Pumpkin AKED BEANS 70 Golumuis Brand 80 1tb. can, per doz...... . 1 00 2%b. can, per doz....... 1 40 @2 00 3Ib. can, per doz....... 1 80 Raspberries BATH prem Standard ........ BMeCTICAN ooo cece cee . 5 Russian Caviar English .......+seeeeee 9 cans 6.3. 3 75 BLUING iA0. CANS) 62. l sk. 7 00 Arctic Bluing. 130, cans 2.0... 12 00 OZ. Salmon 6 oz ovals 3 doz box....40/ Col’a River, talls 1 75@1 80 16 oz round 2 doz box..75|Col’a River, flats.1 85@1 90 ROOMS Red Alaska ..1 55@1 °5 No. 1 Carpet ...... ...2 75| Pink Alaska..... 95 No. 2 Carpet ........- 2 35 Sardines No. 3 Carpet . 2 15 Domestic, %s...3 @ 3% No. 4 Carpet ... --1 75 | Domestic, Ws..... 5 Parlor Gem ..... es 40 | Domestic, Must’d 5%@ 9 Common Whisk . -- 85! California, %4s...11 14 Fancy Whisk .........1 20| California, %s...17 @24 Warehouse ...........- 3 00/French, \%s...... @14 USHES French, %s ae 18 @2s Scrub Shrimps Solid Back 8 in....... 75) Standard ........ 20@1 40 Solid back, li in eesevee 95 Suc cotash Pointed ends........... Sit 2. 85 Stove Good .......-...- 1 00 No. 8 ..-...: ee... WB istancy 1 25@1 40 No. Bees ce eeeer eee 1 10 Strawberries Mot oe eee 175|Standard ........ 1n Shoe Fancy ........45. 1 “40@2 00 Ni 8 oo eee cece e 1 00 Tomatoes NG to eee eee L20igoir @1 25 We 8 ...5.--2.-2.--.- a eee @1 30 Ne ¢ o.cbeoe eee ee 1 90 Fancy 0.10 1 40@1 50 BUTTER COLOR Gallons .......... @3 65 W., S & Co.'s, 15c size.1 25 CARBON OILS W., R. & Co.’s. 25c size.2 00 Barre!s CANDLES Perfection ...... @10% Electric Light. 8s...... 9% |water White ... @ 9% soaps a “—” 168. .... : D. S. Gasoline .. @12 °ara ffine Bits cere cee Deodor’d Nap’a a @12 Para ffine, OP eee o% Cylinder Ce 39 @34% Wicking ...<.-.2--.--.- 20 Engine .......... 16 @22 sisi —hatal Black, winter .. 9 @10% am Standards. 9) 100| pa peokfast Foods oe Siecne 38m 50 | Bordeau Flakes, 36 1 tb 2 50 2b. 90@1 75 | Cream of Wheat, 36 21m 4 50 aaa eotions fi 9 | Crescent Flakes, 361 tb 2 50 Sta nd: ur ds gallons ....4 6 eans Egeg-O-See, 36 pkgs ..2 85 . 1 30] Excello Flakes, 36 1 th 2 75 “09 anes oe : 95 | Excello, large pkgs....4 50 Sirens oo. cee 70@1 15 | Force, 36 2 Ih. ........ 4 50 Wom 3....--:---.. 5@1 25| Grape Nuts, 2 doz..... 2 70 Blueberries Malta Ceres, 24 1 tb...2 40 Standard ....-.-.- @1 40; Malta Vita, 36 1 Ib..... 2 75 Galion .........- @5 75| Mapl-Flake, 36 1 th. ..4 05 Brook Trout Pillsbury’s Vitos, 3 doz 4 25 2Tb. cans, a 90} Ralston, 36 2 tb. ...... 4 50 Sunlight Flakes, 36 1 Tb 2 85 Little Neck, ‘TD, -1 00@1 25 | sunlight Flakes, 20 Ige 4 00 Little Neck, 2%. 150] vigor, 36 pkgs. ....... 2 75 Clam Boulllon Zest, 20 2 TD. .....--- 4 10 Burnham’s % pt...... 1 90) Zest’ 36 small pkes ...4 50 Burnham's pts......... 3 60 Rolled Oats Cerne Se 7 20) Roned Avenna, bbl....4 75 Ste € i Red Standaras...1 s0@1 50 ee we White ...... ee 1 50) \fonarch. 100 Th. sacks : ker, cases ......... ai oe 60@75 | Quaker, coe $5090 | puny Cracked Wheat Raney 2.2 2¢...50..4 2220 Zot a ee French Peas 24 2 Th. er Seeeee 2 50 Sur Extra Fine ........ 22 CATSU xtra Fine ....:..---- 19| Columbia, 25 a oe 4 50 Mine 823. 15| Columbia, 25 % pts...2 60 Moyen ....-..---.-:---: 11 | Snider’s qvarts Sele 3 25 Gooseberries Snider's pints ........ 2 25 Standard ...:. cr 90 | Snider’s % pints ...... 1 30 ominy Standard .......--.-.- 85 | Acme Escenas @14% Lobster -|Carson City ..... @14 Stor, tei. ...-s....--- 2 15 Panricss oo: @13% Siar): 1 foo 3 90 ge @14% Picnic Talis ......--.-.. 260! mblem ........ @14% Mackerel Gem @15 Mustard, 1Tb. @14% Mustard, 2tb. ? @14 Soused, 1%p @14% Soused, 2tb. @14 - Tomato, 1Tb. @15 Tomito, 21D. Ce @90 Mushrooms taee 06... @15 Hotels ....-+.+_> eo 20 Limburger ...... 14% BuMOne 24.5... 2@ 25 Pineapple ....... 40 @60 Oysters Sap Sago .... @19 Cove, tb. .......- 4% 90!Swiss, domestic.. @14% Cove, 21D. ........ @1 65 | Swiss, imported.. @20 ; Cove, 1th, Oval.... @1 00 CHEWING GUM Piums 50 Best Pepsin 4 6 | Jersey Lunch ......... 8 eeseeee Hominy Best Pepsin, 5 boxes. .2 00 Jamaica Gingers ......10 Minck Yack... .:-.. go] Kees Kilpe ......-...80 | Pont’ suse mem one a Gum Made.... » aa ah epbeege Pearl, 100% sack......1 85 en Sen fo). eee oe em Yen ......... piece ; Sen Sen Breath Per’f. 95|Lemonade ..... a (pee a ee ae Sugar — Se tac. .--.- 50|Lemon Gems ........ --10 I ed. 25 oc 0|Lemon Biscuit Sq 8 mported, 25Ib. box....2 50 Lemon Wafer ......---16 anos carey 15 Gi iemen Cooks ...-0.-:0 8 loncmer 72. ..-.°.22g : ee han seeeees -+eeee-ll | Empire va peeeeeeee 3 25 7|Marshmallow Walnuts 16 sage Scheners ........--.--- 6|Marshmallow Creams 16 — soon “oe 40 CHOGOLATE Muskegon Branch, — a2 Sot. tho Walter Baker & Co.’s_ | Moss Jelly Bar ........12 oe German Sweet ........ zz| Molasses Cakes ....... 8 | Bast India 5% Se 2 | Mich) Frosted’ Honey. 12 | derman, sacks 0-61 % Coracas LL. 35| Mich: Cocoanut Fstd. ae So Eagle ee 28 ao oo ae Flake, 110 Tb. sacks....5% Baker’s .....----+.+-+-- 3:|Nu Sugar ............. 8 oe gt — et bi ee ee #i|Nic Nees. ...........5.8 |eLac RING) EXTRACTS Colonial, %8 ......-.-- 35|Uatmeai Crackers ..... 8 Foote & Jenks , Colonial, %S .......... 35 | Orange Slices ......... 16 | Coleman’s van E, pps 2. ei a 42|Orange Gems ......... 8 {2 oz. Panel 1 20 73 ie ee 45| Penny Cakes, Asst. .... 8 /3 oz Taper ...... 200 1 50 Van Houten, &s ...... 1z| Pineapple Honey ......15 | No, 4 Rich. Blake 2 00 1 50 veo ee 20 Pretzelisttes, Hand Md. a Jeneiea Tan Houten, Ws ...... oO r 2. an see
San Blas Gaetan aul i} Pa eB SALERATUS Nine Oreo -..200000'9 38 Forge 202000 | ouble ome s.000...4 18 Logenges, pains... Half areola 2e extra. Packed 60 Tbs. in box. oy at a a 15 Nickel Twist Fe oa 52 Single Acme weecceeneee 26 pre aaa" MINCE MEAT in and Paes... 315! noch cap a Mn. reese 82 | aosie Peerless ......8 60 Champion Chocolate ..1 Columbia, per case....2 75 d's 3 Sapolio, gross lote ....9 00 | 2reat Navy .......... 3 | Nemes ee, "tS | ee Chocolates. is MUSTARD eee Gaeta ccs oe Smoking | Northern Queen ......2 78 Eureka Chocolates. tilis ae eg : os sg et 3 aoe single boxes ..2 25 tre agg deaiss saa tae Gicaa a deuaaes : | Quintette Chocolates ..13 : Se polio, hand .........2 25 | lat Car. ..... esecees.d8 |G mea ee aes « ‘9 Champion Gum Drops 8 Olives Wyandotte, 100 %s ...3 00 | Scourine Manufact Warpath ...... a TAEVO@EGEE oc cs nccccecss 2 65' Moss Dro D % Bulk, 1 gal. kegs ae 1 60 eat honangig “< Scourine, 50 ae ; gar olay OM <......20 las en Cleaners | ee pool dane senseeseae : : egs......1 45| Granulated, bbis ..... courine, 100 enka [3 50 ae a . wore ccesccescoce Im erials a eee os Ear 5 eet eee a eee, em ceeeet Se) S0nA LX L, 16 os. paila S008 ag in STII Hab Gegam Opera a Queen, pints ..........2 50| L¥mp, 145% kegs .... 95 | Kegs, English ..... 1... 1% | Gold Block. 220000000140 ee 20m pall serene queen, 1¥ OZ......... 4 50 SALT SOUPS Flagman .. ae |e eee 75 | Molasses Chews, 165i. a La Cémada Grades tua ‘ ll rrrcees98 | 43 in. Butter ....... --110/| cases oe ry oa 99 | 100 a as. ou ige en 00 vee pues" aoa | 15 in. Butter .........2 Ov “* Be taitesetaesiss 13 Seated goes 90/838 Baas 27 Bcc MO ei caar seen redk |S Mi Mitlee wccoccceoB B8| but cent sener Bd Stuffed, 10) ee 2 40| 28 Oe ib. gacks « allspice"! SBlces ee ._—— ee | eee ee 1 Golden Waffles .......1 . . | e | sees U Clay, Me. U6 ........ i See: ie] Cem i as 2 Vie Som, 1 cosas | ““mepnins sande bom Kisses, 10 ib. box. Clay, T. D., full count 65 5¢ n, ei Cassia, Canton ....... 16) Yum Yum, 1m. pails ..40 | come ee PAPER |Orange Jellies ..... 7 *-50 r Gob, No. 2 0.2000. 85 | 98 tr. dain in aril —_ . Cassia, Batavia, bund. 28 |Cream_................88 | Fibre lh gh : 1% __ Fancy—in Sib. Boxes PICKLES ; Solar Rock - Cassia, Saigon, broken. 40 | Corn Cake, 2% oz. ....25 | Fibre Manila, wus o ~ | LOUNGE BONED .0 + 200s. 65 Medium ot ae Cassia, Saigon, in rolls. 65| Corn Cake, 1%. ......32 No. 1M oe: Peppermint Drops ....6¢ Garcia, 1308 conat....4 25 i oie +... 2@| Cloves, Amboyna. .... 33 | Plow Boy, 1% oz. ...89 | Cream pang Siedads ae : | Saneeere ae eens 6( Half bbls., 600 count...2 88 Granulated — so | Cloves. Zanzibar ...... 15 | Plow Boy, 3% os. ....39 | Butcher's “Manila... 34H Me Ghee Drops: 88 ma Roe ess elecdesdevicsas.. & eerless, Of 2... nt. 7 oc. Lt and Barrels, 2440 count....7 00 paneer Fo ae 85 | Nutmegs, 75-80 ....... = Peerless, is O% 2... 3 — Butter, short c’nt.13 | Dark No. 12 ..... ” 1 Oo Half bbis., 1,200 count 4 00 a Mdecee (ule so Ale Geeks, -.--.) ae | Wan Dotter: role ae | So eee aeee 1 PLAYING CARDS ia wae a7 | Nutmess, 115-20 <1... 30 Cant Hook. 0.2.01... 30 YEAST cA | tee ee No. 90 Steamboat ..... 85 | Small 7 Pepper, Singapore, bik. 15 | Country Club. .. 82-34 | Magi A. A. Licorice Drops . .90 fe 6 eee 8 Sane ele @ 6%| Pepper, Sitmm white. 32 | Forex-XXXX : | Magic, 3 doz. ........ 1 15 | Lozenges, plain 56 No. 20, Rover enameled. 1 $0 Sa ae or bricks. "ae Pepper, shot ...... 17 | Good Indian ay a | Sunlight, ‘i ae 1 00 | Lozenges, printed .....58 No. 572, Special....... 1 75 “ai. @ 3%) | Pure Ground in Buik | Self Binder. ios, ia i aa| Tenet Nou 6 Gea 14 | eee S Ne. 98 Gur, a Pa 2 a alibu Allspice ................ 16|Silver Foam . m, 3 doz ....1 16 OO a isch cecsenas 60 No. 808 Bicycle.. noe veeveee]13 | Cassia, Batavia ..:1:: 23 | Sweet Marie 1.1.1.1.) @ | ian Cream, 3 doz .-1 dv Cream Bar «--. 65 No. 808 Bicycle........2 00/ Chunks 7200000000000) im% | Gee Gee - 28 | Bweet Marie ..........82 | Yeast Foam. 1% doz -. 6s G. M. Peanut Bar ....55 POTASH Hollan Cloves, Zansibar ....:. 18 TWINE eT Hand Made Cr'ms. 8@% JP slag cade Pe Ginger, African ....... 15 | Cotton, 3 ply . 22 | J Per J». | Cream Buttons, Pep. a: ite Hoop, bbls 11 50| Ginger, Cochin ia | Cott a umbo Whitefish @12% and Wint abbitt’s ..............4 00| White Hoop, % bbls 6 00| Ginger, J deteees | ae on, 4 ply ....... -.22 | No. 1 Whitefish ..10@1 oe Penna Salt Co.’ 8. | 3 00 White Hoop, keg. @ 15 wo” amaica eeecce 25 Jute, 2 ply tec er oeeces 14 | Trout @eececce " ig@pi0 Winks oe Rerrica __ PROVISIONS White Hoop mechs @ 80 Mace waco: | Hemp, 6 ply oe... 13 | Halibut cu ee |G te aaa a meee e Pe secserecceses. 18; Flax, medium ........ 0 | Ciscoes or Herrin 5g Mess ...... a, pper, Singapore, blk. 17 | Wooi, Ip. ball Fae Lov hing ~ Senda eecnai, a at Bink 1 oe alee Gee Persee Somes : 3 INEGAR : ‘Live 1 Lobster"... 19 G25 i a nes Short Cut ;...-......14 00/ Scaled re Hee ol i waite wine, 40 Br 8% ae — 25 Up-to-Date “Asstimé, ia) Bean .2..0.... -iccn de STARCH P re ar se | pomscaatastrene GRA | i GUM woes. -as-s 04 fe eae ¢ ae! --7 60 Common Gloss fie ce aes \teeee @ 8 | Ten Strike Assort- Brisket pone aoa -o Ne. orbs oS 35 1m packages eee. lias Cine Red Star. ‘a — sa tecdeesdecs T" — BOG Be nc eeans 6 be ear Family ........ 13 00| No. 1, 8tbs ......02.5. 75 oe Hid Pure Cider, Silv | Pere.h’ dressed... i iebe Semaesaa a ose Lol @the 62... eae 6D packages ........ . er.....13 erc.h dressed..... @ 8 | Ten Strike, S - grt MMe seen, sot a a gg seme teh. SN HGH 0 9 yet ous gg Rel umper | GUM SMA CG a ee ' : ey ane ace el ae an Fe nee ee 8 =6=66llwm|6ll Glial Beate gata. t 7 Bellies... io ae Mess, 40 Ipba.......... 5 90 —_ Common Cuen = 7 ee ot: 40 | Sol. River Salmon.. : G13 Naee Spesiaione : ‘ian Ph oe beans | Mackerel ......... 5@16 H Finans, 1 oectaes. 06 meee ec 1 40; 401 packages “aer ee *WOODENWARI | ovétene° Chocolate Maize 7.18 Hams, 14 Ib. cae ss Per s. Benenacele - SYRUPS Saciate & Cans a Gale Medal Chocolate = OMe osc can| Almonds ...... Poe eh ee a le ee 165 | Barrels ................ os | Boshele. -..------..---1 10 | Extra Selects ......... 38 | Chocolate Nugatines’ . 23 td ee ge ee 1 *|Half Barrels |..!.2217! eee ee eee --2 | ED. Counts .......-- 35 | Quadruple Chocolate -15 ee ee Whitefish Wn cane @ Gatien e| So bee 40 | F. J. Wh Meee 21.5, 30) Violet Cream Cakes, bx90 co. ae oe No. 1 No 2Fam | 10Ib cans % dz incase 1 66 | Splint’ ate as cascies Ge 3 50 | Selects edadsueenacduecs 25 Gold Medal Creat “9 Pig ea A 100%. .......24..9 60 460| 5Ib cans 2 dz in case 1 75|Solint’ medium ....... 3 25| Perfection Standards .. 25) pails . oo "1 Picnic Boiled Ham ...13 ecg se teeee ee eed 7 2 Be 2%4Ib <— 2 dz in case 1 80| Willow, “Glothea, inrge:? 00 | | Standard Peta. aa Pop Corn : ois a ee 15% Cs ace Gane Willo L Bees s ea 20; Dandy smac . Hedin Ham, presacd.. & SID. i... c cs ccce, 90 50/| Fair ..... eesecdaccace. Ae Willow Glotiens, med’m.6 00 Bulk Oysters | Dand Gea ioe 100s | ‘2 Me Mince Ham .......... © | oa SEEDS — Sciessees steeeeee 20 Bradiey Sactiec Ieee ” F. H. Counts Per Gob. | Te re Fae wee Se ca A a: eee aaa ae auna A lsc not la aa i es — gy |Canary, Smyrna... ” Tea 26 a —_ Br = -. @ etre Selects ......... i 3 Gencdcar Sack on an ay: 8% |Caraway ....... tees 3 Japan SID size. 12 in case 1. 63 Pertecun tinedieae : 2 oe 3008 case's 00 80 tb. tugs..... advance % Cardamom, Malabar..1 - Sundried, medium 24 101b E oo | Zerrection Standards...1 | Fop Com @ 60 Tb. tubs....advance % |Celery ......... ve Sundried, choice ......32 ee | oes 1 20 Cicero Corn Cakes = 50 Ib. tins......advance % | Hemp, Russian ae % Sundried, fancy :.....36 | No.1 Oval rus en | ae | per box is 20 Ib. pails advance %&% | Mixed Bird ........ 4 | Regular, medium ace No. 2 Dee oe ee eae ee daa : od Cough Drops — 10 tb. pails....advance % | Mustard, white...... 8 Regular, | choice ......33 | Ne. ao 330 in oan a5 Shell Cams,’ at on Menthol ---...1 90 eereereseereeaereee e; eee tan. 5 | li . = a 1 te ty ae cade i. Bonber Seok ts gueines oie No. 5 —_ = in crate 60 | Shell Gedaer an 100/11 = Smith earns: + -* 25 fuses Caitie oo 95 Basket-fired, ae . 38 Herve, 6 cel rns HIDES AND PELTS | Almonds, Tarragona ..15 SHOE BLACKING Basket-fred, fancy age Barrel, 10 gal., a 4 65 | Green No ; see e914 | See BNO nn 0s Handy Box, large, 3 dz.2 50 sittings ........... “ Barrel, 15 gal, each ..3 76 | Green No. 2°.....1..@ 84 | “shell. ene Handy Box. small......1 25| Fannings 12222222. igi Neues beds ee fae ec @11% Bragils .......0.. 2 gis Bixby’s Royal Polish... 85 Quad ay Round head, § gross bx 55 | Cured No. 2 0... ets meee 12 gis 4 Miller’s Crown Polish.. 85 Moyune medium 30 ound head, cartons .. 75 Calfskins, green No. 7 12 Cal. No. ‘i ceaadwen ce aoe eee Ego g Crates | Calfskins, green No. 2 10% Walnuts, soft she 17 “ Scotch, in bladders...... 37| Moyune, fancy oe net cae lack ' 2 | are oad No in | Walnuts, sat lea 8% Wie te Maccaboy, in jars........ 35| Pingsuey, medium ....30 | No. 2 complete _..... St cured No. 2 11% Table nuts. fancy 13 fo 7 a French Rappie » jars...43| Pingsuey, choice .....30 a — aa ssl ne Hides, 60tb. over 12 | Pecans, Med. ee Rump, new .......... 10 50 SOA uey, fancy .....40 | Cork li Ola Wool Peat faa Be e Central City ae Co. Choice oun? Hyson cue wee 8 ~ ae hese 5 poe Pigalle as i Fecem® Jumbos .. @14 a a a 10) Besem creep Se ecceeke | Secu tme ta ta S| Showrtings 4001 28) Guia aa wa : Se 40 the .....6: ; = I. & Kirk & Co. . Oolong oder, © im, .......... Oiweat ..* mr @ 4% Cocoanuts ........... @5 ¥ ree. American Family...... 405| Formosa, fancy .....42 Mop Sticks No. 2 06 6G Se a eres tae taies 7 75 | Dusky Diamond, 50 80z 2 80 ae, medium ....... 2§ | Trojan spring ......... “Ue Wool @ 3% | State, per bu ....... a Tripe Dusky D’nd, 100 6oz....3 80 oy, choice ......... 32 | Eclipse patent spring.. 85| Unwashed, med. ....26@28 Shelled Kits, 15 Ibs. .......... 70|Jap Rose, 50 b —— Breakfast No. 1 common ........ 75 | T 21@23 | § p Rose, oa ee. = Snwashed, fine ..... 21@23 | Spanish Peanuts... .6% @7% % bble.. 40 Ihe... 1 50|Savon Imperial ...... tea CC - i. oo ee COMPECTIONS —— | Tce Mesias «-+- Se % bblis., 80 Ibs. ....... 3 00; White Russian......... es 30 | Taek - gotton mop heads 1 49 Stick Gandy Paile| Welnnt Disives -.. 26 Casings Dome, oval bars....... 2 85 i re eens: m0 | Standard ............+- 114 | Finest Meets ... Om Hogs, per Ih. .......-- 2g|Satinet, oval .......... 2 15! Ceylon aus Pate eee ear i Sonu Soe a Beet rounds, eet ie 16 Snowberry, 100 cakes. .4 00 oe se 2 2-hewe Standard wees 69 | Standard Twist ...... | Jo a 47 es, set ...... 5 P . ies re awe ee -heep teandard ..... 6 | eanuts fe eee hlLtkae la Teeecce z-wie, Codie Ye Fomabe, 38 We «sess te | Fancy, ie es Uncolored Butterine Ivory, 6 OB. ........: 4 00} Cadillac a e y. See ao-7-----k 90 roa x Boal Cpe 9 | 'Roas q woud dairy s..n-s Quo, |Lyvory, 10.08. °00.1000.0°8 15] Sweet Teoma ooo “1h | Qader all red, Tras 31 3 | Bete segs tick | Cholce, H. P. jbo.’ @6% 3 Rolls, dairy .....10%@11% |Star ....-.-,-.+++-+++,-8 10) Hiawatha, 6 paila.”. 8S a Ss 20 Th. case Ce a Choice. H. P. Jum- ; srepotece > bo, Roasted .... @7% 46 MICHIGAN TRADESMAN Special Price Current AXLE GREASE Mica, tin boxes ..75 9 00 Paragon .........-- 55 «66 00 BAKING POWDER JAXON %1D. cans, 4 dos. case.. 45 Mlb. cans, 4 doz. case.. 85 lf. cans, 2 doz. case 1 60 10e size 90 %Tb cans 1 35 6oz. cans 1 90 lb cans 2 50 % lb cans 2 75 1m cans 4 80 2 81p cans 13 00 ’ Bib cans 21 50 Cc. P. Bluing Doz. Small size, 1 doz box....40 Large size 1 doz box....75 BREAKFAST FOOD Original Holland Rusk Cases, 5 doz. .........-.- 4 75) 12 rusks in carton. CIGARS G. J. Johnson Cigar Co.’s hd 33 Less than 600. ........ 600 OF MOTE .....-cccroce 32 1,000 or more ........... $1 Worden Grocer Co. brand Ben Hur Pererson .....- 6a eee 35 Perfection Extras ...... 35 Re kok ee cee ee 35 Lendres Grand. ......... 35 meeeeem §. og. cee cece ee 35 Puritanes ......-----++-- 35 Panatellas, Finas. ...... 85 Panatellas, Bock . 85 Noneg (oad. -_--------:+ os COCOANUT Baker’s Brazil Shredded FRESH MEATS CarcaSS ...2.000..5 @ 1% Hindquarters ....6 8% Eigse ....-.-65552 7 @16 RIBS occ lssesce cou. g% Rounds 6% nners @ b Plates : ¢ 3 Livers 8 Loins @ 9 Dressed @i7 Boston Butts ... 8 Shoulders. ....... ae Leaf La eee Le 8 Mutton CATCASE ...---+-- 9 TamvS ..-..cce-- 18 Veal Carcass ....--..- 7 @9 CLOTHES LINES Sisal 60ft. 3 thread, extra..1 00 72ft. 3 thread, extra..1 40 90ft. 8 thread, extra..1 70 60ft. 6 thread, extra..1 29 “2ft. 6 thread, extra.. Jute aoe eo cicoree rece . a seers. ee eee ee 1 60 Cotton Victor ROE ook ce ce eecee reer 1 10 Pe le peewee nee = 1 2 Ue ee eeeee 1 60 Cotton Windsor Bor = 5 cee 1 30 Gore 8 elie eee 1 44 PORE, ok ee eee eee: 1 380 nom oe ee 2 00 Cotton Braided ao | og ee ee 95 BO eee 1 35 por see oe 1 63 Galvanized Wire No. 20, each 100ft. longl 90 No. 19, each 100ft. long2 10 COFFEE Reasted Dwinell-Wright Co.’s B’ds. White House, iIb White House, 2Ib Excelsior, M & J, 1fb .. Excelsior, M & J, 2Ib.. Tip Top, M & J, 1m . eval Jaya ....--;.-.-.-- Reyal 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- ranéd & Co., Battle Creek: Fielbach Co.. Toledo. CONDENSED MILK eoeoreccserecese FISHING TACKLE % to 1 IM ..cece--s-- 8 1% to 8 in .......---. 7 136 to @ in ......--- 9 1%, to 2 in .....-..-... u Be oes tees ee eee 16 2 tp sos Re Cotton Lines No: 1, 10 feet ..-.--.-- 5 No. 2, 165 feet ......... 7 Wo. 2, 15 feet ....--.-- 9 No. 4, 15 feet ....-.-.. 10 No. 5, 16 feet .....---- 11 No. 6, 15 feet ...:-.--- 12 No 7, 15 temt .....-...- 15 No. ; 55 feet ....-.--- 18 No. 3, 1 fee ....----- 20 Linen Lines Meena . eee b eee 20 Metlum ........--.-..- 26 CS 34 Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 GELATINE Cox’s 1 qt. size ....... 1 10 Cox’s 2 qt. size ...... 1 61 Knox’s Sparkling, doz i 20 Knox’s Sparkling, gro 14 00 Knox’s Acidu’d. doz ..1 20 Knox’s Acidu’d. gro 14 00, Nelson @ ...-.-:--5--:- 1 60 | OetOr once eee e ees 16 | Plymouth Rock. ...... 1 26 | | SAFES 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 { | write for | | | 1 ; Rapids and inspect the line personally, quotations SOAP | | | Beaver Soap Co.’s Brands i | | | | size. .6 50 cakes, large size. .3 25 50 cakes, large cakes, small size. .3 85 cakes, small size..1 95 Tradesman Ce.’s Brand. Black Hawk, one box 2 50 Black Hawk, five bxs2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES Use Tradesman Coupon Books We sell more 5 and 10 Cent Goods Than Any Other Twenty Whole- sale Houses in the Country. WHY? Because our houses are the recog- nized headquarters for these goods. Because our prices are the lowest. Because our service is the best. Because our goods are always exactly as we tell you they are. Because we carry the largest assortment in this line in the world. Because our 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. 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. BUTLER BROTHERS Wholesalers of Everything---By Catalogue Only new York Chicago St. Louis “Warner's Cheese” Best by Test and A Trade Winner All cheese sold by me manufactured in my own factories. Fred M. Warner Farmington, Mich. 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. Gasoline Mantles Our high pressure Are Mantle for lighting systems is the best that money can buy. Send us an order for sample dozen. NOEL & BACON 345 5S. Division St. Grand Rapids, Mich. Money Getters Peanut, Popcorn and Com- bination Machines. Great variety on easy terms. Catalog free. | KINGERY MFG. CO. 106 E. Pearl St., Cincinnati « 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. Leading the World, as Usual LIPTONS CEYLON TEAS. , St. Louis Exposition, 1904, Awards GRAND PRIZE and Gold Medal for Package Teas. Be Gold Medal for Coffees. aaa All Highest Awards Obtainable. Chicago Office, 49 Wabash Ave. x Beware of Imitation Brands 1-lb,. %-lb., ¢-lb. air-tight cans. MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents Subsequent continuous imsertion. OG geen ae a word the first insertion and one cent a word for each ua ac ene ae Se irae (acts) er Taher 1 mmo aC ICES BUSINESS CHANCES. For Sale—An old-established profitable sporting goods and light hardware busi- ness; best location in Central States; owner retiring. Address V. K., 418 Gene- see Ave., Saginaw, Mich. 487 For Sale—Harness and trunk business. Also building. Only shop in good farm- ing town. Stock invoices about $1,000. Here is a bargain if sold soon. Address E. S., Box 15, Climax, Minn. 494 For Sale—My butter, egg, poultry and cheese business. Good cold storage, lo- cated in Southern Wisconsin. Plenty of eggs and poultry. Good dairy country. For further particulars write to W. H. Funk, Wonewoc, Wis. 95 Water power to let for any kind of factory. For full particulars address C. G. Pickel, Barryton, Mich. 500 For Sale—My general stock, consist- ing of dry _ goods, furnishings and groceries. This is a good clean stock and will invoice about $8,000. I occupy the finest brick store in town, 27x72 feet with balcony 16x27 and store room about 16x27. Cellar under whole building, ce- mented. Store heated by furnace, lighted by the Noel & Bacon system. Rent $280. Located in the best little town in Michigan. J. E. Craven, Elsie, — 50 California—Sunshine and flowers the whole year; cool summers. We are opening several thousand acres of fruit land; hundreds of families coming; busi- ness openings in growing town. Our plan offers an orange, lemon, fig grove for few hundred dollars; $2,000 to $10,000 yearly profits; values will treble first year. Free 64 page illustrated book. Write to-day. Pacific Empire Develop- ment Co., Dept. 158, Los Angeles, a For Sale—The best and most modern grocery store in the city; good trade established; stock and fixtures $6,000; will make favorable lease for storeroom; fireproof building. Address Box 41, Sta- tion A, Minneapolis, Minn. 492 Drug Stores Wanted—I have cash buy- ers for good drug. stores ranging in price from $1,500 to $10,000. Must be first-class in good country towns. or cities. Write or apply E. C. Ecclestone, 44 Mount Vernon Ave., Detroit, Mich. 489 If you want to sell your entire stock of merchandise for cash, we buy them. Address the United Purchase Company, 76 Euclid Ave., Cleveland, Ohio. 485 Cash Store. Party with successful ex- perience managing cash store and with capital of $5,000 or more, can find good opening in the flax belt of North Da- kota by addressing No. 445, care Michi- gan Tradesman. For Sale—Drug stock. Beautiful store. Corner. Good business and location. For particulars address W. E. C., care Tradesman. 486 Automobiles—$135 up, including Runa- bouts and Touring Cars. A few Rare Propositions. $1,650 will buy a 50 H. P. up-to-date Touring Car. The Starin Company, North Tonawanda, ¥. 498 Will exchange for hardwood lumber or for sale, one 26x30 in. 400 h. p. Nord- berg automatic box framed engine. Re- placing same with larger power. This engine can be seen running at our fac- tory. Phoenix Furniture Co., Grand Rapids, Mich. 502 Drug Stock For Sale—Located 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. For Sale—Cigar, tobacco, confection- ery, soda fountain stock. Bargain. Box 37, Portland, Mich. 504 For Sale—Clean stock merchandise, consisting of dry goods, shoes and gro- ceries. Invoicing $6,500. Can be reduced. Counter sales $21,000. Also big poultry and produce business. Pretty village of 800 on Wabash R. R. Best of schools and churches, public hall and Library donated by Carnegie. No saloons. Good German and English cash trade. Nice brick building. Reasonable rent. You will not be disappointed if you investi- gate this, as it is a moneymaker for someone. Hartzler & Sons, Topeka, Ind. 505 in a For Sale—aA first-class 10 syrup Ameri- can soda fountain, dispensing counter, tools. silverware, tumbler washer, 3 steel 10 gal. founts. Liquid gas outfit. All in first-class condition. Will sell cheap for cash or on _ contract. J. H. Edsall, Greenville, Mich. 482 Wanted to buy for cash, good stock general merchandise in good town and good location. Address J. E. Meyers, 1127 Wrightwood Ave., Chicago, es For Sale—Only bazaar. Population 5,000. Twelve industries. $600 or in- voice. Box 638, Boyne City, Mich. 507 Patent Business a Specialty—We buy and sell, promote and incorporate com- panies for the inventor; information fur- nished free of charge; best of references. Call cn or write Lancaster & Seward, Room 13, Chamber of Commerce Bldg., Richmond, Va. 484 _ Business Opportunity—Building for rent. Port Huron, Michigan, ground and first floor and finished basement, each 22x100 feet, third floor 44x100 feet. Ar- ranged for factory using light machinery like sewing machines making corsets, un- derwear, overalls, pantaloons, etc. Equipped with electric elevator, toilet rooms, and all modern conveniences. Double third floor with large sky-lights and block has daylight on four sides. W. F. Davidson, Port Huron, ae For Sale—Complete Pacific coast. Large exclusive territory. Big profits. J. E. Horton, No. 426 Lindelie Block, Spokane, Wash. 460 Fortunes have been made in the past, are being made to-day and will be made in the future by men with enough red blood in their veins to permit their buy- ing good, honest mining stock. The American Copper Mines Exploration Com- pany of Oregon is such a company and is managed by business men along busi- ness lines. It is a company you can pin your faith to. Write to-day for pros- pectus and particulars. Address L. ; Foster, Fiscal Agent, La Grange, ie. box factory on For Sale—Only drug store in small thrifty town in Oklahoma Territory. In- voices $1.000 to $1,800. Best of country trade. Will sell building, 25x50 feet. Ad- dress Stone Pharmacy, Box 17, Jones, Okla. Ter. 465 Here Your Are—-Would you like to do business in one of the best cities in Northern Colorado? About 40 miles from Denver. Two railroads, sugar factory, canning factory, two large flour mills, with the very best of farming lands all around the city. We have a $4,000 stock of groceries and about the same amount of shoes; will sell one or both; could reduce the stock materially in 30 days; no commissions. Address Lock Box 644, Longmont, Colo. 473 For Sale—A three thousand dollar stock of crockery and bazaar goods. Lo- cated in Flint, Mich. One of the best towns in the State. 15,000 population. Other business is the reason for selling. Address Lock Box 194, Flint, Mich. 476 For Sale or might exchange for farm, store stock and dwelling. Well located in country town. Address No. 477, care Michigan Tradesman. 477 Cheese outfit cheap, consisting of one steel gang press, twelve Fraser hoops, curd sink, one horizontal and one per- pendicular curd knife. Goods used only one season. For size write Lock Box 19, Le Roy. Mich. 479 For Sale—Stock and fixtures of long es- tablished dry goods and carpet business in growing town of 18,000 in Middle West. Modern store. Long lease, best location in city. Good reasons for sell- ing. Splendid opportunity for right party. Address No. 468, care Michigan Tradesman. 468 For Sale—Harness, buggy and imple- ment business. Also building if desired, in one of the best towns in Michigan. Address No. 466, care Michigan Trades- man. 466 For Sale—Drug stock, with or without building. Good location for the right man. Enquire Hazeltine & Perkins Drug Co., Grand Rapids, Mich. 467 For Sale—A thoroughly equipped men’s furnishing and notion jobbing business, long established in a _ rapidly growing western city of over 50,000 inhabitants. This is a splendid opportunity and can be made a first-class paying investment. The reason for selling is the death of the president and general manager, who held the controlling interest in the busi- ness, and the necessity of settling his estate. Full particulars, address Chas. F. Woerner, Secretary, 670 Wabash Ave., Terre Haute. Ind. 461 j For Sale—On account of continued ill | For Rent—New up-to-date store room health of one of the partners who is obliged to get out of the store, we will! offer for sale our stock of goods, con- sisting of drugs, groceries and hardware | in the liveliest and best town in western | Population about 500, on Has good market in best of farming community. Graded schools, churches, etc. Everything to make it an ideal place to live. This place has al- ways been a money-maker. Our lease of store building has four years yet to run. part of State. P.M. UR. OR. The only hardware in town. Clean up- to-date stock. Will invoice about $6,000. Double store with two. suites living rooms upstairs which are rented. If you are looking for a good thing, this is the one. Address No. 478, care Michigan Tradesman. 478 For Sale—New clean $3,500 stock staple dry goods, Central Michigan. Best | location. Brick store. Splendid chance. Address No. 480, care Michigan Trades- man. 480 For Sale—My general stock, consist- ing of groceries, dry goods, shoes, paints, drugs, hardware, hay, grain, feed, some farm implements, store and fixtures, liv- ing rooms attached, 22x40 frame barn. About $4,060 stock. Business about $10,- 000 a year. Practically no expense. Reason for selling, wish to engage in business with brother in California. Ad- dress C. W. Samis, Chase, Mich. 447 For Sale or exchange for merchandise or farm, a 50bbl. flour mill in Northern Central Indiana, price $6,000. M. Warne, Amboy, Ind. 46 Wanted—Partner, 20 years in busi- ness. Seaport city, 35,000 population. $7.000 stock, general store. Or will sell. Address H, care Michigan Tradesman. ‘ If you are interested in making an in- vestment of $30, and share in the im- mense profits to be made by a high-class mining and townsite corporation, now be- ing organized to operate in the rich gold mining districts of Nevada, write at once for full information. Nevada Mining & Townsite Co., Oklahoma City, ee For Sale—$1,500 to $2,000 stock gro- ceries, good location for railroad trade; sugar factory to build here this year. Address Box 118, Las Animas, Colo. 470 I will sell my bazaar stock for 90c on the dollar. Only store of its kind here. Reason for selling, other business. Lock Box 163, Charlevoix, Mich. 458 Cash for Stocks—We pay liberal prices for goods on a spot cash basis; give us estimates and lowest cash per cent. on the dollar. Address American Broker- age Co., Sigourney, Iowa. 424 Cash Store. Party with successful ex- perience managing cash store and with capital of $5,000 or more, can find good opening in the flat belt of North Dakota by addressing No. 445, care Michigan Tradesman. 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—Clean stock of drugs and fixtures. Centrally located in hustling town Southern Michigan. Cheap rent, doing good business. Reason for selling, ill health. Will sell at a bargain. Ad- dress No. 438, care Michigan Trades- man. 438 For Sale—Clean stock dry goods, men’s furnishings, groceries, crockery and fix- tures. Will invoice $4,000. No dead stock, every day selling goods. Modern brick store, plate glass fronts, electric or gas lights. Rent reasonable, best loca- tion in town of 800, Southern Michigan. Good town to live and do business in. Trade well established. Stock will stand investigating. Address No. 452, care Tradesman. 452 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—Harness business in city of 9.000 population. Established 44 years. Splendid country surroundings. Nice clean stock, invoicing from $2.400 to $2,800. Age and ill health, the only rea- son for selling. Address F. Kuhn, Gal- ion, Ohio. 294 For Rent—Brick store building 44x90, living rooms above, furnace and lighting plant. in store. Model front, show win- dows enclosed, shelving and _ counters, good cellar, ware room 24x24 feet. See . H. Bacon, Sunfield, or L. H. Roosa (owner), 609 Chestnut St., South Lans- ing, Mich. 448 For Sale—A good clean stock of hard- ware, stoves, tinware, queensware and farm implements. Also tinshop in build- ing. Located in a good farming com- munity in Eastern Iowa. Will sell all or retain implement business. Good rea- son for selling. Address No. 436, care Michigan Tradesman. 436 with basement 44xlvu0, fitted for general stock; best room in town, on main busi- ness street; population of town about 4,000; principal market for two counties and only three general stocks. E. § Ellsworth, lowa Falis, lowa. 422 Little Rock is the center of the timber districts of Arkansas, Yellow Pine, Oak, Hickory, Ash, Gum and other timbers, and is surrounded by cotton fields, pro- ducing the finest grade of cotton. Three systems of railroads center here and the Arkansas River insures cheap rates. A city of 60,000 insures good labor, and a mild climate reduces the expense of manufacturing. As healthy as any city in the United States. We want all kinds of wood-working factories and cotton mills. Timber from one to three dollars per thousand stumpage. Will give prop- er inducements to responsible parties. Business Men's League, Little Rock, Ark 427 For Sale—$yov stock of gents’ furnish- ings and fixtures in booming town of Muskegon. Enquire Lemire & Co., Mus- Kegon, Mich. : 343 Wanted to buy clothing or general merchandise business. Give full details in first letter. Becker, care Wm. Kalb- fleisch, Balgonie, Sask, Canada. 425 bo you want to exchange your equity in small farm, house anu lot, store building or anything for a $900 stock of ladies’ and gents’ shoes? If so, write No. 428, care Michigan Tradesman. 428 For Sale—Who wants to buy H. Jacobson’s drug store in Hurley, Wis., at a bargain? Wish to retire from busi- ness. Clean stock. Best location in city. Oldest stand near P. O. 346 Best cash prices paid for coffee sacks, sugar sacks, flour sacks, burlap in pieces, etc. William Ross & Co., 59 S Water St., Chicago, Ill. 457 POSITIONS WANTED cs Young man, experienced clerk, grocery or general store, wants a steady posi- tion. -Can give the best of references. C. J. Heyboer, 379 Horton Ave., Grand Rapids, Mich. 5 Wanted Situation—Registered pharma- cist, 16 years’ experience. Married. Can furnish references. Address Salol, care Michigan Tradesman. Wanted—FPosition in general store or with produce company. Several years experience, age 35, married, can give reference. Address No. 440, care Michi- gan Tradesman. 440 HELP WANTED. Wanted—aA first-class cracker and cake salesman for Michigan and Wisconsin. Must be acquainted with trade. Address No. 491, care Michigan Tradesman. 491 Wanted—A tinner, one having some knowledge of the hardware trade pre- ferred. A steady job to the right kind of a man. E. Bartholomew, Ravenna, Mich. 90 Wanted——First-class salesmen visiting hardware trade to carry our goods, side line; good commissions. Caledonia Chemical Co., Caledonia, N. Y. 509 Salesman calling on furnishing trade to take side line on commission; Near- linen collars and cuffs; an attractive and up-to-date line, one there is call for. The Windsor Collar & Cuff Co., Ine., Windsor, Conn. 496 Salesman-—Cloaks and suits, to cover Middle West. Only those having a knowledge of the business need apply. Commission basis, good income for right man. J. & J., 438 Broadway, New York. 497 Experienced salesman for high class 5 per cent. bonds, collateral secured against loss, with an equal amount large money earning stock as bonus. Liberal commissions. Oscar Meyer, 59 Clark St., Chicago, Il. 499 AUCTION EERS AND TRADERS. W. A. Anning—The hustling salesman, conducts “special sales’’ of any kind of merchandise stocks. Clean legitimate methods that bring quick results. If you, Mr. Merchant, are anticipating a sale, get the “best.’’ ‘‘Anning’’ knows how to draw the crowds. Terms, salary or com- a Address W. A. Anning, a Til. 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, 324 Dearborn 8t., Chicago, Il. 400 48 MICHIGAN TRADESMAN LOOKING BACKWARD. Reminiscences of Some of the Old Travelers.* When your Committee called upon me with an invitation to spend an evening with the members of the United Commercial Travelers’ Asso- ciation I joyfully accepted, but when I was informed that I would be ex- pected to occupy five or ten minutes of your time on my feet and tell you what I know about the commer- cial traveler I felt like the old farm- er who was making his first trip on a Mississippi steamboat. The boiler burst and blew the old man into the river. He landed in the mud near the bank, crawled out, looked around and exclaimed: “Well, by thunder, this is so gosh darned sudden that it is plumb ridiculous.” That’s the way I felt, but, now that I am here, I want to say that I am proud of the fact that name was enrolled on the register as a commercial traveler twenty-five years ago, and I will celebrate my silver wed- ding in that profession. my nearly soon While just at present not continu- ously engaged in that vocation, I have not surrendered my right to be counted as one of you. I insist—in spite of my gray hairs—upon still be- ing and I like to sit at the table at just such a spread as this “one of the boys,” Your menu was good, your coffee was good and everything good—even your cigars are good. JI-can find no fault with anything, and even if I could I wouldn’t. You see I am frank, like old Governor Houston, of Texas. He was invited to Washing- ton honer was Now Sam whisky champagne and a dinner in his ares ; » Preaside given by the President. used to drinking had been straight instead of and was unacquainted with a good many of the new fangled dishes with which the East was familiar. He was serv- ed with champagne, a glass of which he drank up quickly. It tickled his palate and he held it. up for more. Then the olives were passed. He had not seen an olive before. He put one in his mouth, bit into it and spit it out. The President, who was watch- ing him with amusement, asked him how he was getting along. ‘Well,’ said the Governor, “I like your cider but d—n your pickles.” It seems but a little while since. with grip in hand, I started out. of Chicago on mv first trip into Michi- gan. Everything and everybody were new to me. I had to learn the ways of the Wolverine. I followed the lake shore along the old West Mich- igan Railway to Grand Rapids, which I saw for the first time. It was then bragging about its 30,000 inhabitants and its Michigan Tradesman. Every new and _ unsophisticated traveling man was promptly steered up against a little fellow by the name of Stowe, who, in return, as promptly took him in hand and made him feel that life in Michigan, and especially in Grand Rapids, was worth living. I remem- ber distinctly that I fell in with such Philistines as Cornelius Crawford, at that time driving a “pill wagon” and *Response by W. F. Blake at annual banquet of Grand Rapids Council, No. 131, United Commercial Travelers. forming the nucleus for his future million by swapping hosses by the wayside with the innocent farmer. You know the result. Then there were Henry Dawley and Harry Gregory, who handed out sweets to the girls who swung on the gates as they drove by, with old John McIntyre, who, next to George Owen. could tell more stories to the square inch than any man living. I remem- ber that once when he stepped off a train at Shelby a new traveling man, who had made himself conspicuously noisy on the way down from Pent- water, tapped him on the shoulder and said: “Say! I haven’t had breakfast yet. Do I have to go to the hotel here?” “Black Jack” looked at him a moment and bellowed out in his peculiar way: “No, I think from the size of your ears and mouth you bet- ter go to the livery barn.’ He de- spised a man who was always hunt- ing for a cheap restaurant. Then there were Dick Savage, who never sold less than a carload to any- body; Steve Sears, now of National reputation and prominence; P. H. Carroll, of oak tanned fame, was then a veteran; “Jim” Bradford, “Hub” W. F. Blake Baker, “Hi” Robertson, “Ad” Baker, “Al” Braisted and “Yours Truly” A. S. Doak, known even then as the “old reliable.” I see at this table my old friend, W. H. Jennings, who was a pioneer on the road long before I ever thought of being an apprentice. He was known as “By Gee Crip.” Sometimes they traveled in pairs, like Max Mills and Frank Parmenter, who always made a point of attending every country band concert together, and last, but not least, I met Ed. Frick, who swindled me in a watch trade up in Coopersville, away back in the eighties, and for whom I have lain in ambush these long years until I succeeded in getting even with him only two months ago. And so we could go over the long list of traveling men of long ago. many of whom have passed to the Great Beyond, leaving behind fra- grant memories of the days when traveling was not such a luxurious pastime as it is now; when there was no such thing as an interurban rail- way or an intersecting line, when we used to take a team at Manistee and drive all the way to Frankfort and across to Traverse City; then an- ;other from Traverse City to Elk Rapids, Charlevoix and Petoskey— every day over corduroy roads through the almost unbroken forests with only a streak of daylight over- head. Yet those were delightful days and to be numbered among the sunny spots of my life. It appears to me that the present is an improvement over the past and I think the moral and social tone of the craft is higher than it used to be. A change has taken place in the employment of men. The man who formerly was called a “good fellow,” because he could drink everynody else under the table, has been called in and superseded by the man of char- acter and ability, and to-day the ideal commercial traveler ranks with the successful business man. He is look- ed up to, his trade relies upon his integrity, he ‘merits the respect and confidence of his house. It is the age of competition, and no man can do good work unless he has a clear head. good habits and bears a good reputa- tion. He keeps abreast of the times and is an optimist. Who looks ahead will scarcely be inclined To take much notice of the one behind. Sometimes, perhaps, we are inclin- ed to be selfish. We set all our energies to working for ourselves without regard to the other fellow, and we do mean things to beat him out. Let us be charitable and not for- get the story of the good Samaritan. Let us always have a good word for our competitor and, if we can not speak well, let us not speak ill of him. It matters not if they be sad or sung, Good words are pearls, be they but deftly strung. Let us not think because one of our fellow traveling men and com- panions of the road loses his job that something is wrong with -him. There may be extenuating circum- stances. We may be unfortunate ourselves and need the assistance— temporarily, let us hope—of our fel- lowmen. It is said, but a fact, that mankind is most quick, ida 2 fellow is down, to give him a ick. To guard against just such contin- gencies, fraternal societies originated to compel us to be men by protect- ing ourselves and our families and helping the other fellow at the same time; to bring us nearer together by combining material sympathy with pleasure, such as this evening. All honor to the U. C. T. and all kindred societies. May you live as long as you want, And never want as long as you live. A new blacksmith shop has been opened by Jos. E. Shafer at 3 West Leonard street. The stock was furn- ished by the Sherwood Half Co., Ltd. ———.-~_.o———_— The Bishop Furniture Co. has in- creased its capital stock from $10,- 000 to $20,000. IN THE DISTRICT COURT OF THE UNITED STATES FOR THE WESTERN DISTRICT OF MICHIGAN, SOUTHERN DIVISION, IN BANKRUPTCY. In the Matter of John Timmer, Bank- rupt. Notice is hereby given that the John Timmer stock of dry goods, millinery, boots and shoes, gentle- nien’s furnishing goods, groceries, fixtures, book accounts, notes and evidences of indebtedness, and other articles usually kept in a_ general store, will be offered by me for sale at public auction, according to the order of the U. S. District Court for the Western District of Michigan, on Tuesday, the 20th day of March, A. D. 1906, at 2 o’clock in the afternoon of said day, at the front door of the store room kept by said John Tim- mer, in the village of Fremont, New- aygo county, Michigan. A copy of the inventory may be seen at my of- fice at the store of Corl, Knott & Co., Ltd., Grand Rapids, Mich., or by calling on John Pikaart, at Fre- mont, Michigan. Heber A. Knott, Trustee. Peter Doran, Attorney for Trustee. Dated Grand Rapids, Mich., March 7, 1906. BUSINESS CHANCES. For Sale—At 40c on the dollar, all or any portion of a $2,000 stock of millinery in good condition. Present location in department store, with light, fixtures, etc. may be rented by purchaser if des‘ved. Address Box 1098, Greenville, Mich. 511 For Rent—Brick store building, living rooms above. Fine location for general store. Address F. H. Bacon, Sunfield, Mich. B 510 For Sale—General cash store, county seat town in North Dakota. Annual busi- ness $45,000 to over $50,000. Strictly cash. Big moneymaker. Sickness, cause. No trades. Must be cash and at invoice. Clean stock. Box 485, Aberdeen, ee ole New and effective special sales plan. No newspapers, no long and tiresome circulars. This plan strikes the people with force, brings effective and direct results. Very thing for special _ sales. Copyright applied for. Will send the plan to any address upon receipt of $1. In remitting please send postoffice or ex- press money order. Personal check can not be accepted. H. G. Lenhardt, Lamar, Ark. 435 Partner wanted for sheet metal job- bing shop. Established 15 years. Doing a business of $6,000 to $7,000 per year. Must be plumber. Steam and hot water. Man a hustler and reliable. Address No. 437, caré Michigan Tradesman. 437 Wanted—To buy a clean stock of gen- eral merchandise. Address Chapin, care Michigan Tradesman. 266 For Rent—In one of the best towns in Northern Illinois one story brick and basement, 40x66, east from corner, plate glass windows, Matthews’ gasoline gas lighting plant, furnace heat, equipped with counters and shelving; established reputation twenty-five years; successful general merchandising; close investiga- tion given and desired. Address J. J. White, Stillman Valley, Il 431 Agents Wanted—Harness makers 01 butchers in every town to represent our custom tanning department for tanning hides and furs for robes and rugs, or making coats. For prices and discounts write for catalog. Albert Lea Hide & Fur Co., Albert Lea, Minn. 423 Money will buy in lots to suit, 5,000 up-to-date names of investors in the United States. Address H. Box 382, Manchester, N. H. For Sale—First-class creamery and two skimming stations in Western New York on railroad and trolley. Good farm- ing country. Portville Creamery & Storage Co., Portville, N. Y. 411 For Sale—Entire creamery outfit. Cheap if sold at once. C. Dilts, Thornville, Ohio. 372 _ For Sale—Drug store in the city. Do- ing a good paying business. Pleasant lo- cation. Reasonable rent. Aadress No. 363, care Michigan Tradesman. 363 For Sale—Cheap, our North Dorr cheese factory. Address No. 433, care Michigan Tradesman. 433 For Sale—Cheap, 1 steel gang press, 10-15x6 Galvanized cheese hoops, 45-12x6 Tinned cheese hoops, 1,500 new Keil 154%x6 cheese boxes, 1,000 15x6 seamless cheese bandages, 1,500 12x6 seamless cheese bandages, 2 new style No. 32 Sharples turbine cream _ separator in first-class condition. Address No. 432, care Michigan Tradesman. 432 Stores Bought and Sold—1i 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. Tl. 511 Bakery—Will sell at a bargain for cash; with or without buildings. This will bear investigation. Do not write unless you mean_ business. Dietzen’s Steam Bakery, Anderson, Ind. 434 ee: * The Cash You Have Received is Easily Taken Care of Your accounts should be handled as easily and as quickly and at no more expense. They should also be in such shape that you will get the cash. ‘‘Every cent of it.” No forgotten charges with The McCaskey System. The account is always totalled and ready for settle- ment at any minute. No copying-or posting—only one writing. Every transaction is completed at the time it’s made. Our Catalogue is Free The McCaskey Register Co. Alliance, Ohio Mfrs. of the Famous Multiplex Carbon Back Sales Pads; also Single Carbon and Folding Pads. a “You have tried the rest now use the best.”’ Does Your Competitor Sell More Flour Than You? If so, look at his'brand and you'll probably find it to be Golden Korn Flour Reason Enough Manufactured by Star & Crescent Milling Zo., Chicago, Til. Che Finest Mill on Earth Distributed by Roy Baker, Stand Rapias, mich. Special Prices on Car Load Lots a 15 This is the LONG Sign That See Indicates Good Service Better Than EverjNow Since the inauguration of the New Traffic System, Long Distance Serv- ice to Northern and Eastern Michigan points over our lines is quick and most satisfactory. Liberal inducements to users of our Toll Coupons. For information call Main 330, or address Michigan State Telephone Company C. E. WILDE, District Manager, Grand Rapids _ Every Cake of FLEISCHMANN’ S YELLOW he -rsinile Senate § LABEL EZ & ) Eee "ade Ca OUR net 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, a9 Crescent Ave. ( Way ye GRyeon a MTL LOWNEY’S COCOA is an Amer- ican triumph in food products. It is the BEST cocoa made ANY:- WHERE or at ANY PRICE. The WALTER M. LOWNEY COMPANY, 447 Commercial St., Boston, Mass, We Are After Your Trade And will endeavor to merit it by constantly offering you seasonable goods of reliable quality at the lowest possible prices. It will always be our aim to further the interests of our customers by offering the right ‘kind of merchandise and by giving them A Square Deal and Prompt and Efficient Service ‘¢Pekin’’ Assortment Decorated English Rockingham Tea Pots Comprises one dozen, assorted three and four pint, highly glazed, best English Rockingham tea pots of various styles and artistically decorated in beautiful enameled colors and sii $4, 00 Price for assortment of one dozen. . No charge for package. We are Manufacturer’s Agents for the Celebrated Kinley” Children’s Carriages Folding and Reclining Go-Cart Sleeping Coaches The best made line in America. All the latest improvements. Ask for catalog and prices. Now Is the Time to buy your flower pots for the spring trade. The following assortment contains the most staple selling sizes. Order one now. “H. L. & S.’’ Assortment Flower Pots Ribbed Berlin Plain Contains 114 Flower Pots and Saucers in three styles, as shown, and assorted sizes, viz: 36 4-inch Pots and Saucers, assorted @ 2e each.. . $0 72 36 5 @. 3e --- 208 a6 S aS . @ 5e od 2p ae : _ fee =. re oe 7 " @ee "4... 88 (No charge for package.) Total for pkg..-.-.... .. $4 20 “The Winner’ Broom Is a Good Broom Ist. Because it is proper- ly made. 2nd. Because it is made of the best Illinois corn. Some broom corn is pithy. It looks all right on the surface but it has no strength and breaks open at the slightest touch, so the housewife has to pick up the pieces of broom corn after sweeping. Not so with “The Winner” It sweeps clean and lasts longer than others because the corn is properly grown, of the highest grade and with the greatest tensile strength. We handle 15 other brands. Freight prepaid on lcts of 5 dozen or over. Ask us for price list. ‘| eonard” Cleanable Grocer’s Refrigerators Weare selling agents for Michigan of these Cele= brated Refrigerators. The best constructed and most satisfactory refrigerator made. Uses only about half the ice required by other makes and gives better results. Ask for catalog and prices. Base Ball Goods of every description We carry a most complete line of Base Balls Base Ball Bats Catchers’ Mitts Infielders’ Gloves Basemen’s Mitts and Base Ball Masks Don’t buy until you have seen our line. Write us for catalog and send us your order by mail or OOUBLE STIT: , Bcue SPEC -Wait for our agent to call on you. We are [lanufacturers’ Agents for the Famous ‘“Insurance’”’ Gasoline Stoves The only gasoline stove made that gives entire Satisfaction Absolutely Safe Ask for catalog and prices. Secure the agency for your town. A Big Line of | Croquet Sets Fifteen different styles of this ever popular summer game, all of the highest workmanship and finish. Four, Six and Eight Ball Sets for professionals and amateurs. } Order Now Before the Rush The Leonard Crockery Co. W.N. Burgess, President Grand Rapids, Mich. Joe F. Reed, Vice-President fom. ‘ La ? « niet wg enc iter a * ~. ’ i Bee ; ; ( 4 \ ow ‘4 tend. ~ ' ~el- ’ nie ' » ~