aed ee ? ea —— 4 4 ( heate: ' ~el- ’ a — hendin ees ~<—— ~ ~~ _—. 4 © os amet ’ bs 1 MS e peek Ae ~ ary ar: Va D3 = an \ a - io LASS + aE RINtwa iF a BN ran Pa EOS DERE oN \\ EEN WLLL AI y —y] we Sit Le ay N S| a) ay Ae 7} SIO BION es tee ee = e2 PER YEAR < 78 ) paenhNY SS Ww) SPSS 27a Z a - , ' » Twenty-Third Year pa RAPIDS, WEDNESDAY, MARCH 14, 1906 Number 1173 C) Che Patriotism of Peace oe 1 he patriotism of peace is more neces: sary than the patriotism of war. AN Where one government bas been \ Yj undermined by war, pestilence and AY calamity combined, corruption bas toes WUidermined a score « Che greatest Obstacle in the way of good government is the inac- tivity of good citizens. The country needs men in times of peace even more than in times of war. When good citizens disregard their obligations to their Country they leave the control to undesirable elements. Government is good in proportion as the average morality of the average individual is aggressive, and government is bad in proportion as the average morality is low and lethargic. When good citizens attend to their civic duties their civic energy is represented in good officials. When they are careless their slothful: hess is represented by corrupt officials. Corrupt men fatien and feast on the neglect of good citizens and Grow rich on the indolence of electors. Co arouse good Citizens and make them realize their civic duties is a matter Of supreme importance. —soseph Ww. Fork. Are you aware of the fact that : spring is coming and = Za _coaL asker that you are going to need _ Launpry Basket A Strong Smoke is not always the best smoke— a new supply of baskets? You know depends about nine-tenths on where to get them. It isa well-known fact that the cigar. If you smoke the Ss. -.. W. Ballou Baskets are Best 5c Cigar ae Our baskets are used in large quantities by Uncle you can have it strong as you a like, yet sweet and fragrant; medium with the same ‘‘smooth- Sam. Also by the largest individual ness’ and aroma; mild asa balmy day in spring and just as consumers. Our Pounded Ash baskets are the best on onthe market. We can please you. Try us. delightful. You can smoke it ‘‘to the very end” and enjoy the ‘‘finish” as you did the ‘‘start.” G..J. JOHNSON CIGAR CO., Makers conus ger DELIVERY BASKET Grand Rapids, Michigan BALLOU BASKET WORKS, Belding, Mich. ENGRAVERS ticisc rcs az, PORTRAITS, BUILDINGS, ‘$76 HALF-TONE a STATIONERY HEADINGS. 4? 5) CA ALID Ce 22 WOOD ENGRAVING TRADESMAN COMPANY —>— J) 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., wrand Rapids, Mich. GRAND RAPIDS. MICHIGAN. lot SaYV CZapiaryv 7, 7 YZ) e e e 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. Flow 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 wezgh 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 MONEYWEIGHT scales prevent overweight and in this way alone pay for them- selves in a very short time. Ces MONEYWEIGHT SCALE CO., 58 State St., Chicago caste QQQAS \ eS aa ) ane Cx we éZ\ AW) i & Twenty-Third Year GRAND RAPIDS, WEDNESDAY, MARCH 14, 1906 Number 1173 Collection Department R. G. DUN & CO. Mich. Trust Building, Grand Rapids Collection delinquent accounts: cheap, ef- ficient, responsible; direct demand system. Collections made Cree ene for every trader. . GC. E. McORONE, 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. ™:Kent 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. 314 Per Cent. Paid on Certificates of Deposit Banking By Mail Resources Exceed 3 Million 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 Ageacy ELLIOT O. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corres- pondence invited. LEttROTYP agai Majestic Building, Detroit, Mich DUPLICATES OF LS oe GRavINGS;cTYPE FORMS, | TeanzeanCo. enuneweanen THE TREATY-MAKING POWER. To make treaties and to declare war are functions of government in which the people are directly and immense- In the convention that made the constitution of the United States there was a strong party that favored the submission of treaties for ratification not only to the Senate, but to the House of Representatives also. At that time the sovereign made the treaties everywhere, and it was finally decided by the conven- tion to follow the universal practice of nations in investing the Executive with the authority to negotiate, but not with power to conclude, treaties, without the advice and consent of the Senate. The constitution provides that the President shall have power, by and with the advice and consent of the Senate, to make treaties, pro- vided two-thirds of the Senators pres- ent concur. The right of the Presi- dent to sit in the Senate when it is considering a treaty sent to it for ratification has been very recently discussed in that body. The only instance in which that right—if it can be called a right—was actually exer- cised was when George Washington entered the Senate to consult it in reference to a treaty which he had in contemplation. In other words, he went there to ask for the advice which it is the Senate’s constitutional duty to give. On several occasions when he desired to make a treaty he acquainted the Senate in advance with the terms he deemed advisable, and enquiring whether they would be sat- isfactory to the Senate. He sent, for instance, a message to the Senate acquainting it with the fact that he wanted to make a treaty embodying an agreement to pay $40,000 to the Algerine pirates, and enquiring whether the Senate would consent to that arrangement, and, should it appear necessary, to the payment of a larger sum. When Washington’s Practice in this regard was brought to the attention of the Senate, in the course of debate, some weeks ago, by Senator Teller, he was asked by Senator Spooner whether he claimed, “under the constitution, that the Sen- ate has any part or lot whatever with the President of the United States in the negotiation of treaties or in the negotiations with foreign govern- ments that may or may not lead to the signing of treaties.” To that question Senator Teller replied: “I have cited a case where the first Pres- ident of the United States thought it was very proper to consult the Senate before he attempted to send the draft of a treaty to the Senate. I do not know that it is necessary to do that, but if we knew the President of the United States was engaged in the ne- gotiation of a treaty which the Sen- ate would not ratify, or might not ly interested. ratify, I think it would be courteous that would not consent to ratify it.’ In illustration of this view Senator Tell- er cited the instance in which Presi- dent Lincoln sent to the Senate a treaty, made by Mr. Corwin in Mexi- co, to the effect that the United States should join in the defense of Mexico against the combined pow- ers of Europe, not with arms, but with a guarantee of certain expendi- tures of money. The Senate in that case simply passed a resolution and sent it to Mr. Lincoln, saying, sub- stantially: “We do not deem it wise to make that treaty.” “It is no inva- sion of the power of the President or of his right,” said Senator Tell- er, “when we make that declaration to him, and it ought to be accepted in a friendly way, this branch hav- ing just as much power as he in the matter of treaties.” It was argued by Senator Spooner, on the other hand, that any resolution of the sort indicated by Senator Tell- er, passed while negotiations were in progress, or before a treaty had been sent to the Senate for ratifica- tion, would be merely advisory, and not at all binding upon the President. To this contention it was replied that the President might proceed without regard to a distinct notification of the Senate’s opposition, but, as a matter of fact, it was incredible that any President would be foolish enough to attempt to force a treaty upon the country. “He would have the power to sign it, but it would be an idle thing for the President to do if he knew the Senate of the United States would not consent to its ratification.” A wise man will always seek some assurance of his ability to deliver the goods before he promises to. turn them over, and it behooves the Pres- ident to be especially careful in ne- gotiating treaties, since they may be rejected by a vote of barely more than one-third of the Senate. The Government of the United States is understood to be a government under the law, and it is fortunate that the treaty-making power, which is a law- making power, has not been vested exclusively in the Executive. It is still more fortunate that war can be declared only by the action of Con- gress; although it is possible, per- haps, that a rash or Executive might create a_ situation which would render the preservation of peace extremely difficult, if not im- possible. It is one of the anomalies of our system of government that. while the President can not by his own exclusive authority make a treaty, or accredit an ambassador to any foreign court, he can recognize even an insurgent community as en- to inform the President we short-sighted | ing its envoys as members of the diplomatic corps at Washington. CONGRESS AND THE NAVY. It seems more than likely that Con- gress will prune the naval appropria- tions this year with no sparing hand. Already an important deficiency ap- Propriation has been flatly refused and omitted from the general de- ficiency appropriation bill, and it has been necessary, as a result, to dis- charge a large amount of navy-yard labor in order to be able to make good the existing deficiencies before the close of the fiscal year through a system of radical retrenchment. The estimates of all the depart- ments of the naval service have been pruned down, and it has become evi- dent that the wants of the service for the next fiscal year will have to be met on a most economical scale. If the process of retrenchment has gone too far the fleet will suffer, but that something was needed to check extravagance and compel greater economy in administration is cer- tain. Although this spirit of retrench- ment with respect to the Navy is to be regretted, it is only the natural outcome of well-defined causes. Dur- ing the years immediately after the war with Spain Congress and the people were uncommonly generous towards the Navy, and _ probably overdid matters. More ships were built than officers and men could be found for, and through a too great desire to foster promotion and in- crease pay true efficiency and the teal needs of the service in the mat- ter of personnel were neglected. There is a strong popular belief that the entire naval establishment is run in the interest of a clique, and that favoritism has taken the place of efficiency in the matter of promotions and assignments to service. It is a pity that these ideas have gotten abroad among the people be- cause they are in a great measure ex- aggerated, but it is swell for the naval service to understand that in order to fully recover popularity the known and admitted shortcomings of the personnel, such as the lack of engi- neering skill and the absence of economical and business methods of administration, should be corrected crrupiarsdeenenisiiis iets “Permanent fatigue” begins at 40 | according to some scientist who has | been studying human habits. By the 'time they are 40 sensible people are |indeed tired of many frivolous prac- | tices, but they are more than’ ever | enthusiastic in devoting their energy |in directions that are really impor- | tant. | SS | Many a reputation for honesty is titled to all the consideration due an| based on the fact that its owner has established state, simply by recogniz-|never been caught. MICHIGAN TRADESMAN Swatch Like Alice Roosevelt’s Wed- ding Gown. To make merchandise stand out the best, light goods should be dis- posed in front of dark for a back- ground and vice versa. A mirror in the rear may be light and it may be dark, just according as the light of day strikes it. x * * Steketee’s two windows are sub- divided into four sections. Most of the city windows are so cut up, to allow the presenting of more varie- ties of articles. The background of both the right sections is of shirred stuff in a dull red tone with a wide white band at the top, while that on the other side of the door is a rather dark olive green with a simi- lar band of white at the top. The floors are dull red on the one hand and olive green on the other, as near like their respective backgrounds as possible to get in dissimilar materials. All the goods on display are homo- geneous. Those in the large win- dow at the right are all airy summer materials in white. Next to this is dainty lace-betrimmed lingerie, en- tirely in keeping with the ideas con- veyed in the former exhibit. The card with these is as follows: Under Muslins Under priced At the extreme left are diapha- nous things in evening shades, while adjoining these are beautiful lengths of all-over embroidery bearing this card: All-Over Embroidery for Shirt Waists A central sidewalk show case is filled with “turnovers,” all in white. Since this store introduced papier mache forms on which to drape their dress goods, their windows have shown a marked improvement. With their usual conservatism they were late in adopting these admirable aids to window trimming. I am looking for lady dummies in their windows any day now. When they arrive their store will have as fine windows as any in the city. They have the nice goods, they have the large space and “It’s up to them, John Henry,” now, to get three or four pretty girls (wax ones) to assist them in making their windows the peer of any in the Furniture City. x * * In many exhibits there is a notice- able lack of embroidery and lace edg- ing, the trimmings seeming to run to insertions and separable medallions. In some instances these latter are immense pieces, more resembling a lace doily for table or dresser use than something to be applied to a garment. Later on, I suppose the la- dies will be describing these as “too sweet for anything,” but at the moment they are certainly rather startling to the layman. The medal- lions come tacked to thin white sleazy bands, to allow handling and measuring off, from which they are to be detached when used. Some of the new-season goods bear these names, some have a familiar sound, some not: eolienne; silk dot- ted mousseline; silk chiffon mull; soiesette: mousseline de soie; jac- quard mousseline; costume chiffon; Nippon silk; armour; melrose; ba- tiste; granite; Panama. With the last five are accompanying gilt-shot lace insertion, the lacey part being “Arabian” (otherwise dirt) color. Then there are elegant effects in colored passementeries, too perisha- ble to look at even, much less wear on a gown, these for people with no tightening of the pursestrings. But the little girl who must count her pennies to make both ends meet may console herself with the fact that there are any quantities of lovely things in the cheap white goods and they are very serviceable withal. x ok * The Baxter Co. has an attractive exhibit of spring vests, light in mate- rial. a whole sectionful; also one of white silk neckerchiefs, dark neck- wear of the new generous propor- tions, a few samples of street gloves and one cane—like the girl in the song, “The Only One.” * * * Mr. Frederic A. Wurzburg, of the Monroe street art store, shows many bits of foreign and Indian pottery. Two signs read: Genuine Sedje Just Half Price Genuine Pueblo Indian Pottery x * x Friedman displays a piece of mag- nificent white silk with big flowers brocaded in silver, with a placard explaining it as an exact reproduc- tion of the pattern used for the wed- ding robe of the “American Prin: cess.” —__—_s > —_—_ New Acquisition Increasing Its Business. Monroe, March 13—The Weis Manufacturing Co. last week received an order for 1,000 gross of scrap books from the New York Central railroad. This is but a small branch of its business, which is rapidly growing, and during the past week it received orders for this class of work from over two hundred rail- roads from all parts of the United States. The concern recently moved here from Toledo. The ice industdy this winter has been a complete failure and as a re- sult the price on ice will be very high this summer. W. C. Sterling. who was one of the few to reap a lucky harvest, has been offered six times as much as he received last year per ton. ——oeo-a— Didn’t Have a Fair Chance. “Webster,” asked his intimate friend, “did you declare yourself to Miss Peacham last night, as you told me you were going to do?” “No, Hayne,” said the rising young statesman, flushing with indignation. “She applied the gag rule before I had been talking two minutes i bed MENTAL EQUIPMENT. Why Personality Is as Important as Mentality. Too often the parent of the youth bends him to an occupation or pro- fession in life for which he may be fitted in brain capacity but for which in physical makeup he is grotesquely upfitted. Or, if not bending him to such a calling, at least the parent al- lows him his freedom of choice to his undoing. It may be a hard proposition for the young man to be told that while he has every taste and every brain capacity for a certain profession he has a figure and personality which will make his venture in life a fail- ure. But too often this is true. Or if figure and personality shall not make failure for him, too often it is a handicap such as makes success beyond him. Handicapped by this front and figure he can not hope for a realization of half that his brain promises and is capable of producing. Not long ago I had a marked dem- onstration of this truth. It was in the personality of a lawyer. He had been reared on a farm; he had more than an average supply of “horse sense;” he was well educated and the Supreme Court of a great state had admitted him to the bar with marked credit. But in the light of conditions he was to me the greatest physical failure for the office which I could have conjured up. He was five feet in height. He had a good forehead, but an insufficient face, dwindling sharply to an effem- inate chin. He was diffident in man- ner and wholly without figure. In every movement one could read sen- sitiveness and lack of self-assertion. He was the personification of the gen- tle man, as it is spelled in two words —-sympathetic by nature and by the constitutional inability to school and train himself for the stern milling processes of the law. Thus at 37 years old he came to me, saying that he had been a failure and that ten years before he had found out that Failure was to be his finish. How could it have been otherwise? Who of worldly knowledge and ex- perience could not have told him that in the study of law for practice be- fore the bar he was courting nothing but failure? Who should have told him, however? Should it have been his fond parents, who, perhaps, could not have seen it? Should it have been the head of the law school who ought to have known? Or should the Supreme Court have exerted a little common sense and refused to admit him to practice not because he did not know enough but because in all human probability he could never have opportunity to do enough? Given such a nature as possessed by this man and clothed in such in- A GOOD REPUTATION is gained only by merits and a manufacturer, especially of food products, must at all times give Quality, second Price and last but not least Fair and Honest Dealings. By strict adherence to these essentials, the Aikman Bakery Co., of Port Huron, is to-day enjoying a reputation and trade enviable to many. How to Keep Eggs 10 Months You can keep eggs fresh for 10 months and longer with Acme Egg Keeper, the most suc- cessful egg-preservative made. Better and far cheaper than water-glass or other liquid egg-preservers. Buy eggs when cheap, use Acme Egg Keeper and sell them when prices are high. Endorsed by State Experiment Stations. Absolute guar- antee with each package. Write now for circular and prices. Regular discounts to the trade, Acme Egg Keeper 1214 Southport Ave. HATS --.. For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St., Grand Rapids. CHICAGO MAKE MONEY ON YOUR NEW POTATOUES THIS YEAR No need to turn your fingers into | “paws” or “potato diggers.’’ Get a Hocking Hand Scoop. A mighty neat and quick way of handling peck and %-peck quantities. It picks up the small potatoes with large ones, and two scoopfuls fills the measure. Price 6sc. Order one or more of your jobber or W. C. HOCKING & CO., 242-248 So. Water St., Chicago. Fast, Comfortable and Convenient Service between Grand Rapids, Detroit, Niagara Falls, Buffalo, New York, Boston and the East, via the Michigan Central ‘‘The Niagara Falls Route’’ The only road running directly by and in full view of Niagara Falls. All trains pass- ing by day stop five minutes at Falls View Station. Ten days stopover allowed on through tickets. Ask about the Niagara Art Picture. Cd O. W. Ruggles, Gen. Pass. and Ticket Agt. Chicago E. W. Covert, Citv Pass. Agt. Grand Rapids. strictly commission basis. THE UNIVERSAL CHINA Traveling Salesman Wanted We want a good traveling salesman to represent us in this district to sell our Cheap Assortments and Specialties on a We want no Children to apply. State age and reference in first letter. Cco., East Liverpool, O. # i == aff MICHIGAN TRADESMAN 3 sufficient physical garb he might have had a brain of twice the normal ca- pacity and yet have failed. Suppos- ing that his talent and training had fitted him for legal work in which his appearance at bar would not have been necessary; who of the world’s hurried men of affairs has a moment of consideration for a man who has not the aggressiveness to get past an ofice boy at the door of a private office? Where can one find one of these strenuous men of affairs to whom a strong face, figure and per- sonality are not as appealing as the lack of these qualities is preju- dicial? Time and again some one rises to deplore the fact that the ideal col- lege man of to-day should be an athlete rather than of the scholar type. But the college type is only the recognition of world conditions. “Do something” is the demand of the age. In compliance with the exac- tion men are doing things; and in the doing the men of greatest force are setting the pace. Before the man who is schooled to do can have a chance to prove himself he must have forged to the front of opportunity. There are no handicaps put upon the pacemakers. Only unionized la- bor has reached this socialistic de- sideratum. Some philosopher failed of accu- racy for the times when he asked for “a sound mind in a sound body.” A sound mind in a large body would have been much nearer the qualifica- tions. For the most part to-day op- portunity opens for the man of fig- ure, dress and bearing where in other garb the brain of.twice ‘the capacity finds a closed door, bolted on the in- side. It is possible that in the ministry the man of the type of my lawyer consultant finds an expected least handicap because of physical frame. But how few are the great religious teachers who have found success through the handicap of diminutive figure and: insufficient lung power? “Such a fine looking man!” Have you ever stopped to consider how widespread is this remark as apply- ing to the person under complimen- tary discussion? Do you have a con- ception of how many mental and even moral shortcomings such a phraseolo- gy may cover? To-day men’s judg- ments are based largely upon an in- troductory first glance. There is not time for a careful, studied character diagnosis according to chart. “Yes” or “No” alike are to be had to-day in shorter space and more irrevocably than ever before in the world’s his- tory. This is a statement which many of my readers may look upon as the reprehensible characteristic of the business man only. They have only to study themselves a moment to learn that they, too, are as unstudied- ly and as consistently devotees of a first judgment. One of these critics of the business man who has refus- ed to give my lawyer failure a case for court as readily would have laugh- ed him out of court had the critic seen him there. Before a man may be a policeman or a soldier he must measure up to a sance the physique of the individual certain physical standard, no matter what high test he may stand in brain | capacity. While there is no written | law for the fact, it remains true in | scarcely less degree of professional | and business men in scores of lines. | For the man of diminutive frame | who expects to make success through | his brain it is essential that he shall | not have to go out and compete for | a recognition unless he have some un- | usual personality. He can not make | headway on a soft manner and he becomes laughable when he attempts to “bluff.” If he shall be behind an attractive store front which is the invitation for customers he may suc- ceed easily. If he have a profession which calls his clientele to him he may work without handicap. Per- haps if under the disadvantages of physique such a_ professional man gains recognition his future may wid- en immeasurably because of his in- ability to “look the part.” But as a general proposition the parents and the instructors of youth must not consider mental equipment without weighing heavy in the bal- candidate who is to depend on the world’s favor. John A. Howland. —_—__2-+__ More and Larger Repair Shops. Owosso, March 13—President Eu- | gene Zimmerman, of the Ann Arbor and Detroit, Toledo & Ironton rail- roads, who spent a day in Owosso last week, has made promises that mean considerable for Owosso in the way of improvements. That there will be more shops and bigger shops here, was the assurance he gave busi- Good Storekeeping ness men. He also stated a new depot will be built the coming sea- son. D. R. Salisbury, President of the Salisbury Leather Tire Co.. reports that his company is receiving more orders than it can fill. Mr. Salisbury recently made a leather tire for bicy- cles that is even more of a success than his tire for automobiles. The Owosso Carriage Co. is add- ing men to its factory force gradual- ly. Carload shipments are again be- ing made, and the Management re- ports the outlook very encouraging. The books of the company now show a healthy condition, since it has re- covered from the setback occasioned by the failure of the Stewart bank, with which it became involved. The new paste packing firm— Woodard Brothers and Jesse Darling ~-is now manufacturing that substi- tute for rubber in packing all kinds of steam joints. ——_~___ It is proposed to hold a conference at Des Moines, Ia., next summer, to which the legislatures of the various states will be invited to send repre- sentatives, to consider plans to amend the national constitution so that United States senators may be chosen by direct vote of the people. This is a reform which has long been agitated and will eventually succeed. New York would never be represented by such men as Platt and Depew if sen- ators were elected by popular vote. A great and wholesome change in the United States Senate would surely result. When you hand out Royal Baking Powder to a customer You know that customer will be satisfied with his or her purchase; You know that your reputation for selling reliable goods is maintained: and You know that customer will come again to buy Royal Baking Powder and make other purchases. It is good storekeeping to sell only goods which you know to be reliable and to keep only such goods on your shelves. ROYAL BAKING POWDER CoO.. NEW YORK FADED/LIGHT TEXT MICHIGAN TRADESMAN Movements of Merchants. Hart—Tice & Platt succeed E. A. Noret in the harness business. Cass City—-J. N. Dorman has open- ed a new grocery store at this place. East Jordan—Jas. J. Votruba has sold his stock of furniture to Empey Bros. Port Huron—F. Tyler is succeeded in the Herbert King. Remus—Ernest the blacksmith Price. Howard City—A new cigar store has been opened here by the Ledger Cigar Co. Corunna—Ed. Miller is succeeded in the grocery business by Will and Sam Eldredge. Detroit—The C. H. Blomstrom Mo- tor Co. has increased its capital from $100,000 to $200,000. St. Johns—Geo. H. Chapman, dry goods dealer, will add a line of 5 and ro cent goods to his stock. Bay City—A new seed concern has started in business under the style of the Bromfield-Colvin-Reis Co., Ltd. South Haven—Rainourd & Mer- rill, of Reed City, will succeed Gir- ard & Miller in the grocery business. Rochester — Charles Kimble, of Pontiac, will succeed W. H. Green in the furniture and undertaking busi- ness. Ludington—A new grocery store has been opened by John Larson & Co. The members of the firm are John Larson and C. Alstrom. Ludington—Willard Fowler has sold his stock of crockery and bazaar goods to Mrs. William DeYoung, who has taken charge of the business. Jackson—Charles Beaudette will soon open a new grocery store. Mr. Beaudette engaged in grocery business here previous to this time. Midland—The creditors of the hardware house of the C. Cc: | An: derson Co. have declined to accept the 25 per cent. compromise offered meat business by Friedel business of has bought Wm. was them. Lake Odessa—H. M. Prichard & Co. have opened a new millinery and ladies’ furnishing goods store, Miss Helen Prichard being the manager and proprietor. Union City—Herbert Hayner and Glen Worden will succeed EF e George in the meat business. Mr. George will continue to conduct his grocery business. Detroit — The Diamond Stamped Ware Co. has increased its capital stock from $100,000 to $300,000 and changed its name to the Diamond Manufacturing Co. Owosso — Welch & Woodbury, tinners, have dissolved partnership. Mr. Woodbury has taken a position in the Pearce & Gerow hardware store and Mr. Welch has gone to Detroit. Howard City—-Albert Crittenden has sold a half interest in his gro- cery stock to Blain Henkel and the business will be continued in future under the style of Crittenden & Hen- kel. Cassopolis—G. H. Orr & Co. have purchased the interest of F. M. An- derson in the Orr & Anderson gro- cery. The new firm is composed of G. H. Orr and L. F. Catlin, of Cold- water. Coopersville—E. N. Parker, who been engaged in the hardware business here for many years, has sold his store building and stock to M. Durham, who will continue the business. St. Johns--A. A. Chick has resign- ed his position as manager of the dry goods department at H. J. Tug- er’s store to take a similar position in the department store of John W. Frost. at Clio. Pontiac—Fred W. Bailey, who for several years has’ been connected with the Mascotte Cigar Co., of this city, has resigned his position to be- come manager of the Cadillac Cigar | Co.. of Detroit. | Shelby—Mrs. E. J. Elliott will be | succeeded in the feed business by J. | B. Conger, of New Era, and C. W. | Tallant, of this place, who will con- | duct the store under the style of | Conger & Tallant. | Charlotte—Frank A. Ives has sold | his dry goods and bazaar stock to | Webster S. Proud, recently of the | dry goods firm of Hagan & Proud, ‘of Mt. Pleasant. Mr. Proud took im- mediate possession. Caseville—A new corporation has | been formed under the style of the has ‘company has an authorized Andrews Fish Co., which has an au-| thorized capital stock of $1,000, all! of which has been subscribed and | $400 paid in in cash. Flint—Wm. L. Smith died at Los Angeles, Cal., March 13, whither he| 'went for his health in December. He| |was a pioneer merchant here, being | the founder of the Smith, Bridg-| man & Co. department store. | Pentwater—J. Jay Converse & Co.,| of Ferry, have purchased the stock | | ‘of general merchandise formerly | | will continue the business, but will iclose out the hardware stock. | Detroit—The Winkley Co. has been incorporated for the purpose of han- | dling machinery. The new com- | pany’s authorized capital stock is | $25,000, of which amount $51,000 has been subscribed and paid in in cash. | Battle Creek—A new _ hardware |store is about to be opened by A. |N. Patriarche & Co. A. N. Patri- | arche, the active member of the firm, ;comes from Marlette and the other member of the firm is A. Patriarche. | Detroit—A corporation has been formed under the style of the Mer- |chants’ Cold Storage Co. The cor- | poration has an authorized capital stock of $300,000, of which amount | $150,000 has been subscribed and $50,- '000 paid in in cash. Lansing—The stock and interests | of the Van Gorder Electric Co. have been purchased by the Capitol Elec- ltric Engineering Co. F. H. Van Gorder has accepted the position of superintendent of construction for the Capitol Electric Co. Shelby—A corporation has been formed under the style of the Rose- dale Fruit & Poultry Association with an authorized capital stock of $10,000, of which amount $5,010 has been subscribed, $110 paid in in cash and $4,900 in property. Hillsdale —- Manheimer Bros. have merged their general merchandise business into a stock company under the style of the Manheimer Co. The capital stock of $35,000, all of which has been subscribed and paid in in cash. Mt. Clemens—The Aldrich Cloth- ing Co. has been incorporated for the purpose of handling ready made clothing. The corporation has an authorized capital stock of $14,000, all of which has been subscribed, $2,000 being paid in in cash and $12,000 in property. Nashville—G. Ward Gribbin has retired from the firm of Downing, Bullis & Co.. dealers in maple sugar, syrup and farm produce. The busi- ness of the firm will be continued by Messrs. Downing & Bullis. Mr. Gribbin has purchased a farm in Ma- ple Grove. Bay City—The dry goods business formerly conducted by C. R. Haw- ley & Co. has been merged into a stock company under the style of the Hawley Dry Goods Co., with an au- thorized capital stock of $75,000, all of which has been subscribed and paid in in property. Kalamazoo — A corporation has been formed under the style of the Walter Cobb & Fisher Co. to engage in the real estate business. The company’s authorized capital stock is $115,000, all of which has been sub- scribed, $25,000 being paid in in cash and $90,000 in property. Petoskey — Gertrude M. Smith, formerly engaged as book-keeper by the Fochtman Furniture Co. and the E. C. Milor Co., will soon open a bazaar store in Port Clinton, Ohio, a town not far from Toledo. Miss Smith will conduct the business under the style of Smith’s Novelty Store. Detroit — The hardware business formerly conducted by Harry Bul- the | owned by the Gamble-Latin Co. an¢|jo¢k has been merged into a stock company under the style of the Bul- lock, Green Hardware Co. The new corporation has an authorized capi- tal stock of $15,000, all of which has been subscribed and $292.08 paid in in cash, Nashville—E. E. Schantz, formerly engaged in C. A. Pratt’s hardware store, has gone to Cassopolis, where he will enter into partnership with Oscar Yerty, of Lake Odessa, and will go into the department store business, having already purchased the 5 and Io cent store of Leachman & Locke. Kalamazoo—Herbert E. Congdon has merged his wall paper and paint business into a stock company un- der the style of the H. E. Congdon Paint & Wall Paper Co. The com- pany has an authorized capital stock of $10,000, of which amount $5,000 has been subscribed, $21.74 being paid in in cash and $4,978.26 in property. St. Clair—M. H. Millikin, who entered into partnership with his fa- ther, T. J. Milliken, about a year ago under the style of Millikin & Son, has retired from the business, the entire management of which will re- vert to the senior member. During the past year M. H. Millikin has tak- en charge of the grocery depart- ment, while his father attended to the drug department. South Haven—John Benacker, ju- nior member of the firm of Hurlbut & Benacker, who conduct a_ feed store here, was taken to the Kalama- zoo asylum Monday. Since the death of his wife six months ago his mind has been weakening, and during the past two weeks he has developed dan- gerous tendencies. Lately he sprang through a large plate glass window and cut his face and hands fright- fully. Detroit — Fellman, Richards & Heutter is the name of a new shoe firm which is to open a store at 230-232 Randolph street. Frank A. Heutter, ex-President of the trades council: F. J. Fellman, the veteran shoe deal- er, and A. J. Richards, twenty-one years with R. H. Fyfe as salesman and advertising manager, are the members of the new firm, which will be doing business by April to. Mr. Heutter, as well as Mr. Richards, has been with the Fyfe house many years. Menominee—Edward L. Forsyth, a well-known druggist, has been miss- ing for two weeks and it is feared he has met with foul play. On Febru- ary 28 he left home, sending a note to his wife saying that he was going to Lower Michigan to try and secure a loan from his uncle to tide him over in business difficulties. Since that date his family has been unable to gain any information as to his whereabouts, although diligent search has been made over a large territory. Muskegon—By a trust deed and mortgage just filed by a company re- cently organized in Chicago under the style of the Square Clothespin Co. that organization becomes the owner of the property of the Diamond Clothespin Co. and of the old factory building of the defunct Automatic Wringer Co., at Muskegon Heights, in which the Diamond Clothespin Co. has been operating at irregular inter- vals for about a year. The new com- pany is capitalized at $100,000, $16,- ooo worth of the capital stock being paid to the stockholders of the old company in exchange for its proper- ty. M. J. Janisch, who was superin- tendent heretofore, will retain his po- sition with the new company. Lapeer—A carload of goods from a Chicago firm is being distributed each day along the line of the Grand Trunk, and some of the merchandise is sold to people living in Lapeer and vicinity. Several business men were discussing the means by which the Chicago firm gets the addresses of R. F. D. families on the eight routes out of this place, and while they were a unit that every head of a family outside the city limits was known by the Chicago concern, they did not agree just in what way the names were furnished. Although no direct charge was made against Postmaster Slayton or the carriers, the impression was that there was a “leak” somewhere along the postal routes. One thing they were agreed upon: It was that the local trade had fallen off to a large extent since the R. F. D. system was established in Lapeer county. ; syste OC RG gO sie Sager : oo , the ™ Sis: He = # Se a ee ee 58 abi Sic s Re NGieiiss apetay , & ee thes Ses Rew: ~ pie MICHIGAN TRADESMAN The Produce Market. Apples—The high prices. which have prevailed for some time have caused a large curtailment of the de- mand and there are not so many ap- ples being used now, although there is always a certain amount of de- mand for the fruit. Prices continue high and supplies are light, although what there is is of good quality. First quality apples are selling around $6@6.50 a barrel. Asparagus—California fetches $1.75 per doz. Bananas—$1.25 for small bunches, $1.50 for large and $2 for Jumbos. There are liberal receipts of good fruit which is moving rapidly. There has as yet been no advance in price but many are still looking for one. The market is in a firm position. Butter—Creamery is strong at 276 for choice and 28c for extras. Dairy grades are active at 20@2Ic for No. 1 and 14¢ for packing stock. Reno- vated is in fair demand at 2tc. Ex- tra creameries are in good demand, while the lower grades are dull and unsteady. There are only moderate receipts of the first grade of cream- ery and there is a good, steady de- mand, with a firm tone to the mar- ket. No better indication of the condition of the market could be seen than the wide spread between the top grade and the next. Ship- pers are often disappointed at not being able to secure the top grade for their butter and much that is shipped in for extra creamery is graded lower, as the grade is held to very rigidly. The market all over the country is weak on the lower grades of butter. Cabbage—$3 per bbl. Carrots—$1.50 per bbl. Celery—Michigan is out of market, California fetches 75c¢ for Jumbo and 60c for Blue Ribbon. Eggs—Local dealers pay 12c for strictly fresh. Receipts are of gen- erous proportions and the eggs are moving slowly, the demand not be- ing as heavy as it ought to be at this season of the year. Receipts will be heavier in April, which is the busy month for the hens. Grape Fruit—Florida is in fair de- mand at $6@6.50 per crate. Grapes—Malagas are steady at $6@6.50 per keg. Green Onions—25c per doz. Honey—13@14c per th. for white clover. Lemons—Californias command $3.50 (23.75 per box and Messinas_ fetch $3.50. Lettuce—1sc per tb. for hot house. Onions—Local dealers hold their quotations on red and yellow at soc 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 $3.25@3.50: There is a good demand for oranges and the market is easier with lower prices. The reports of heavy rains in the California orange country have about been discounted on the market now and the shippers are again getting the fruit out in moderate quantities. Parsley—goc per doz. bunches. Parsnips—-$1.90 per bbl. Pop Corn—goc per bu. for rice on cob and 4c per tb. shelled. Potatoes--Country dealers gener- ally pay 30@35c, which brings the selling price up to about 50c in Grand Rapids. The situation is about the same as a week ago. Receipts are ample, with only a fair consump- tive demand for good table potatoes. The shipping demand is very light. Sweet Potatoes—$3.50 per bbl. or $1.50 per hamper for kiln dried Illi- nois Jerseys. ——_+7<.___ So Say We All. Grand Rapids, March 13—I would like to see another article in the Tradesman touching on the effect that a parcels post law would have on the retail grocers in every little town, on the hotels, livery stables, local banks and, more important still, the home local market of the farmer. The farmer is to-day set back in his in- terest by the catalogue house. I was told Saturday of a small town not many miles from Grand Rapids where $1,500 was sent forward in postoffice orders to one catalogue house in Chicago during the month of Febru- ary. This, in a measure, retards the growth of the small town, lessens its value to the country it serves and makes every farm comparatively less valuable and, in a way, adversely af- fects every laboring man within the district. I hope a parcels post bill may never pass and that the farmers may be educated up to a loyalty to their own local retail market, that they may be served by them as to their buying capacity and to their selling of farm produce needs. Wm. Judson. For Sale Cheap. I hereby offer for sale the J. G. Stein & Co. grocery stock at Alle- gan. The stock will inventory about $2,500 and the fixtures will inventory about $600. The store is old-estab- lished, has an abundance of good will, and is in the enjoyment of a good steady trade. I offer the property for sale at a bargain and solicit an inves- tigation, confident that it will result in an early sale. Harry Stanton, Trustee, care Judson Grocer Co., Grand Rapids. SETTAB ec Lee M. Hutchins, Secretary and Treasurer of the Hazeltine & Per- kins Drug Co., has returned home after a month’s respite from business cares and responsibilities at Biloxi, Miss. He visited New Orleans and Mobile and other nearby places, tak- ing in the historic points en route and from the Gulf. Mr. Hutchins is a hard worker, both in his business and in his social, fraternal, religious and civic associations, and_ richly deserved the “breathing spell’ to which he thus treated himself. _——-—_o. > Powell Bros. have sold their drug stock at 33 South Division street to John C. and Cornelius John Dut- mers, who will continue the business under the style of J. C. Dutmers & Son. The Grocery Market. Sugar—The stronger tone acquired by the sugar market has resulted in raising the basis of values. The re- sistance displayed by the planters to the demands for further concessions proved that sugar had about touched | bottom, and it was not expected that anything other than perhaps a few small distressed lots would sell at lower figures. Our refiners needed shipment supplies and to get them they have had to pay more money. They have not really commenced to buy yet. Even although some of their sugars now arriving are going into warehouse, because of inability to care for them at the refineries, we do not believe that fact will in the least keep them from gathering in all the shipment sugars purchasable at quotations. They will need all the cane sugars available. The big stocks of beet sugar held in Europe have cast such a gloom over the world’s markets that the good features that have arisen have hardly been distin- guishable and proper weight has not been accredited them. The béet crop on the other side has now yielded almost its last ton and stocks should diminish from now on. Europe’s con- tinued firmness has been part of the support lent the Cuban planter in his resolve not to sell more at such a sacrifice. Further support is found in a realization of the fact that his island will produce this year many thousands of tons less than he had expected. We do not think the Cuban crop will exceed that of last year. An increase of 175,000 tons had been predicted. Another feature that will lend strength to values will be a big consumption. It can not be stopped if prices are kept within reasonable hounds, and unless something unfore- seen happens to the Continental beet crop to be grown this year prices will he reasonable. Tea—Dealers are regulating their stocks to be in position to buy on the new imports, which are expected to be in the market about July. New York reports say that there is a total absence of new features to the mar- ket. Demand for invoices is entirely lacking, but as importers continue to refrain from pressing business the market retains a fairly steady tone. There is a moderate amount of dis- tributing business at former values but the demand of this character is by no means brisk. Pingsueys re- main in a firm position, owing to scarcity, and Foochows are inclined to be easier. Country greea teas are quite steady. Coffee—The market for Brazilian grades has ruled steady to firm dur- ing the entire week. There have been some small fluctuations in options, but none have been radical. Actual coffee is strong, by reason of the Brazilian conditions reported last week. Mild coffees are firm and un- changed. Java and Mocha are steady. The demand for coffee is fair. Canned Goods—There is a contin- ued strong demand for the cheaper grades of corn and peas and supplies of the latter are about cleaned up. There is a plentiful supply of cheap corn and the market is firm at the present low prices. The interests in control of the larger part of the spot tomatoes as yet show no tendency to make any concessions from their prices, but it is reported that there are quite a lot of tomatoes being of- fered by outside interests at lower figures than those asked by the big Baltimore holders. The supply of spot asparagus is said to be very small, with a fair demand. Canned fruits are in fair demand but the mar- ket is firm, especially on peaches, all grades of which are reported to be closely cleaned up. Apricots are also in a strong position with reference to available stocks, while the demand is reported to be very good. There is really nothing new in the salmon situation. The extreme scarcity of spot supplies and the uncertain out- look for the coming packing season are two factors of importance in the market. Dried Fruits—Currants are un- changed and firm. The new Greek scheme of maintaining the price seems to have been remarkably successful so far. Raisins are unchanged and in slight demand. Apricots are sell- ing well, and good stock is scarce. Apples are high and in fair demand at ruling prices. Prunes are unchang- ed, both on the coast and in second- ary markets. The demand is fair. Peaches show some demand, and the market is high and well maintained. Rice —Dealers have sufficient stock to carry them along for some time and are therefore not appearing to any extent as buyers. Retailers, al- though known to have only limited supplies, are pursuing a _hand-to- mouth policy and are buying only to supply requirements as they oc- cur. Values remain nominally steady and high. The lower grades are specially high in proportion, as practically all the so-called cheap rice that is merchantable is out of the market. Syrups and Molasses—Blackstrap shows particular firmness and has been gradually making slight gains for the last four or five weeks. There is a continued good demand for the New Orleans grocery grades, espe- cially of the lower grades. Supplies of blackstrap are extremely limited. Fish—Cod, hake and haddock are quiet amd weak. The season is about over. Herring is also dull and weak. Salmon are unchanged but steady. The demand will open very soon. Nothing new has developed in mackerel except further dulness, Nor- Ways are scarce and in good demand, and the price is well maintained and firm. Other grades of mackerel are weak and declined. These grades are not particularly wanted. Sardines show no change, but indications point to higher prices. —_>--.____ Attention is directed to the adver- tisement on page 48 of the John Tim- mer general stock, which will be sold at bankrupt sale at Fremont, Tues- day, March 20. The stock is in good shape and the store is in the enjoy- ment of a good trade. There will be no postponement of the sale beyond the date originally set. nn It is reported that the Diamond Match Co. has taken over six com- petitors, MICHIGAN TRADESMAN FOUNDED ON A FALLACY. Succinct History of the Allegan Grange Store. Allegan, March to—Back more than thirty years ago, or in the year or °73, began the ‘institution locally known as the Grange Store, which is just now the principal sub- ject of interest in town affairs be- cause of the unfortunate situation that has resulted from dissatisfaction of the Executive Committee with the outcome of last year’s business, lead- ing to the suit brought late last week against Henry A. Dibble, the cashier and book-keeper of the con- cern. It has had an interesting his- tory, being the only survivor of the many attempts made at about that time by Patrons of Husbandry to conduct mercantile business. Some of the stores started really co- operative, as the Allegan store pre- tended to be and was in name, while others, like this one, were conducted really as private enterprises. One after another they failed, and the sur- vival of this one was deemed re- markable by people abroad who did not know its true character. It never was co-operative in any sense of that 1872 were term, but was always purely a pri- vate concern. Its owners kept all the profits. It has been an ordinary stock company ever since 1876. Albert one late son Its founder was the Stegeman, a Hollander, of the earliest immigrants to Otta- - Of wa county in the colony founded by| Dr. VanRaalte. He had been engag- ed in trade here, and not very suc- cessfully, and so had quit a year or two before beginning his ture. In those days the were actuated by many ideas, the most prominent of which was that farmers objects of imposition and even of downright robbery by merchants in general, while really being about all there was to this country. The “middlemen” were one and all leeches and vam- pires in the language of the average Grange orator and newspaper. Mr. Stegeman was one of the most ex- treme of all those who talked in this vein, and he succeeded in convincing great numbers of the new agrarian order of his honesty of purpose and wisdom of counsel. He was a man of many eccentricities, an extremist in every opinion he held—and he had a wide variety of most grotesque views. In religion he was at first a Congregationalist, at least after his coming to Allegan, although he was reared within the tenets of the Dutch Reformed church. He next embraced the faith of the Seventh Day’ Adven- tists, and for a few years was the apparent head of that sect in this vi- cinity. Then he gravitated to the Spiritualists, and there remained un- til he had acquired so many peculiari- ties of belief or of profession and practice that he became too diver- gent for classification. He adopted eccentricities of dress and modes of life; and had he tried merely to see how many queer notions he could entertain or advocate, he scarcely could have acquired more. He was a man of great intelligence and ener- gy, shrewd and capable in many ways, new ven- Grangers were the socialistic | inclined to charity toward the un- fortunate, and as kind of heart on many occasions as he was brusque in manner at times. He was not happy in any environment unless he at the head of affairs; and it was believed that his adoption of new religious tenets was due usually to this desire and to the frustration of it by others within the organiza- was tions to which he successively be- longed. However sincere or insincere he may have been in these matters, it is Albert Stegeman, Founder and for Many Years Mana- ger of the Allegan Grange Store. ‘beyond question now that he estab- lished his greatest enterprise wholly upon false pretenses, in that he al- ways claimed to be doing business upon a profit of but 4 per cent. above cost. This was never true of his sales in general, although it may have been, and probably was, as to a few articles of general use. From the beginning to the end of his dom- ination of the Grange store this fic- tion was persistently practiced. To each purchaser was given a little slip with the price of each article upon it. to the total of which was added 4 per cent. The outsiders smiled at this, but Stegeman’s followers firmly believed in it many years. Frequent were the ‘derisive jokes perpetrated about the humbug, and many the ar- suments against the possibility of its truthfulness; but it was twenty years or so before the cheat was abandoned at the store and the addition of the fictitious 4 per cent. to the bills discontinued. The “store” at first was a room on Locust street upstairs, where now are Dr. Young’s dental offices. Here the goods were placed about on the floor or on counters and shelves, with ab- solutely no order of arrangement, and nothing was wrapped for the buyers. The farmers came with bas- kets and kettles and pans and jugs, and into such receptacles their pur- chases were dumped, the claim being that the goods were sold upon such close margins that wrapping paper could not be afforded. After a time the store was removed to the room below, but the same queer methods continued. In the beginning, too, no one but members of the Grange were permitted to trade at the store. This doubtless aided in establishing the large membership the Grange had in those years, but many causes united in decreasing the membership of the order, and then came of necessity a concession to outsiders. A fee of $5 was charged for permits to trade— for the privilege of buying of Mr. Stegeman. A company was finally formed, stock being sold to Grangers only, but Mr. Stegeman kept a ma- jority of the shares to himself, so his control was still absolute. Finally the fee system was abandoned, and the company was glad to sell to any- body. Goods were delivered to buy- ers after the manner of other stores, and gradually credit business was done, although for a long time the sales were for cash only and with- out variation as to this man or that. The total sales amounted to many thousands of dollars annually. It was the biggest store in the county, and such it remained, perhaps to this day. although lately a strong rival in the “department store” style of business was established. About the year 1890 the present large and hand- some structure was built, not by the Martin V. B. McAlpine, Present Manager of the Grange Store. company, but by Albert Stegeman and his brother, Martin—mostly by Albert. This occasioned frequently the remark that “4 per cent. can do a great deal if you get enough of it.” The building is about 75xI0o feet in size, built of brick and stone, with two high stories and a basement; and all these were crowded with goods of almost every description. Another and smaller building adjoining was erected, first for use as a warehouse, but finally as a hardware department. At the time of its maximum business the establishment’s sales _ reached $187,000 a year. This was in 1903, since which time they have decreased slightly. This exceeds by about $87,000 any year under the Stegeman regime, but may be due to the won- derful prosperity of the country with- in the past eight years. Mr. Stegeman and his Grange store were bitterly assailed by other mer- chants. They formed combinations against it; they railed and stormed at “Old Stegeman;” they foretold its early ruin; they insisted that it was “killing the town;” they truthfully declared that its 4-per-cent. preten- sion was a rank fraud; they asserted their belief that Stegeman was a swindler in the discounting of in- voices and keeping the discount for himself; they prophesied all manner of evil which was to follow in the wake of that way of doing business; but nevertheless Stegeman kept right on, and his competitors had to come down to his basis. It can not be de- nied that he cut prices, and so was a benefit to the buying public, but he made a fine profit at the same time. It came to pass that more stores existed in Allegan a few years after Stegeman started than there were before, and it is certainly true that the Grange store brought to this town a large volume of trade in which others in some degree shared. At last this sort of berating of the store ceased, for every other estab- lishment sold as cheaply as it did. and all seemed to be reasonably pros- perous. Its sole effect was to attach to Stegeman and “our store” a great majority of the Grangers with as ar- dent and unreasoning faith as that which the Dowieites show to-day. In all this time Mr. Stegeman had the aid of his wife in the conduct of the business. She kept the cash ac- count, made out all the bills, and did this in a way that was wonderful, proving her to be an extraordinary person in her business abilities. Each of the many clerks in the store would call to her the name of the buyer and the item purchased. She would thus make out dozens of bills at a time, add them, take the pay and make the change; and so expert was she that a mistake scarcely ever was made. It was a very long time be- fore she required any assistance in all this labor, but day after day Henry A. Dibble, Accused Cashier of the Grange Store. through many years did her pains- taking work, and it was generally be- lieved that the store never could have succeeded without her assistance. This plan of calling sales and mak- ing of bills continues to this day, ex- cept that the wide extent of the store made necessary variation from it; and to-day, and for some years, there are several places where sales were re- corded or not recorded at all, but the pay taken in ordinary ways. Mr. Stegeman continued in _ full control, in spite of occasional efforts ills ls alpen gia aan. ie ae sacepRa JP sne . ) HARMONIOUS CO-OPERATION. ‘u»Attitude Grocers Should Take To- ward Their Competitors.* Last evening I had the honor of being one among a number of guests i participated in the annual ban- *quet of the Retail Grocers’ Asso- ciation of Kalamazoo and I was im- pressed, as I am every time I attend a gathering of such a character, with » the value of the semi-fraternal rela- tions between men who are in the same line of business, who are com- petitors and in the same communi- ties. It is a fact beyond question that “competition is the life of trade,” but it is equally true that to put any gen- uine life into any genuine trade there must be competition that is fair and square and genuine. There is, unfortunately, a make- shift, sometimes but incorrectly call- ed competition, which, instead of in- stilling trade with life, is certain death to it; and one of the surest and most effective ways in which, in any business, to eradicate this make-be- lieve emulation is to bring about reg- ularly periodical social intercourse and frank, good-natured discussion between merchants who are serving the same communities with goods of a like character. Sixteen or seventeen hundred years ago there was a philosopher named Diogenes Laertius, who observed: “The first inclination which an ani- mal has is to protect itself.” And because of this epigram all the philosophers through all the centur- ies to the present have wrenched all sorts of changes from the original text to prove that man was included in the term “animal,” and that the term “self preservation” applies to Saving any thing and all things per- taining to the individual animal—man. And, strictly construed, this claim is true because, as I see it, there may be men who are animals. But the average decent, civilized and _ intelli- gent man is not an animal in the zo- or a hundred reputable citizens co- operating in harmonious, entertaining and profitable intercourse, there all men’s lives and property are secure. Once upon young mechanic who made a _ spe- cialty of manufacturing fishing tackle in a small way. In his town there was what was called the Manufac- turers’ Association, to which all man- ufacturers, no matter how small was their business, were eligible for mem- bership. The fishing tackle man was repeatedly invited to join the Asso- ciation, all sorts of good and logical reasons being given why he would profit by such a relationship. He had no competitor in his town and, dif- ident, suspicious, morose and self satisfied, he was dogged in his re- fusal to come out and be a com- panionable fellow citizen. At last he was let severely alone by his towns- men. He did not prosper. Things went bad with him and he hated the world. And so, after two or three years of self-imposed isolation in a hustling, thriving little city, he gave up and disappeared, announcing * Address delivered bv E. A. Stowe at annual banquet Grand Rapids Retail Grocers’ Associa- tion. a time there was a| "OW oe It is | doughnuts” that every member here that he was going to banish himself far away from the haunts of men and that they would never hear from him again; that he asked no odds or favors from any man and would grant none. About the only com- ment heard relative to his departure was: “Poor devil, he’s crazy,’ or some similar estimate. He repaired to a remote spot near an inland lake, which was in the heart of a forest, put up a little shack and, with fishing tackle and gun, provid- ed himself with food for several months and depended entirely upon his own society. He grew morbid, unclean, sickly and, finally, all alone with his hut and his God, he died— and was found the day after his death by one of his former fellow towns- men who had succeeded in hunting out his retreat and who had come to make him a fine offer to return and take charge of a factory for the production of rods and reels, at a good liberal salary. This narrative is not only true, but there are thousands of such cases, and the lesson taught is that we are a gregarious lot. We must, to a considerable degree, depend upon each other. No man prospers who has no desire for friendships, for so- cial intercourse, for an exchange of knowledge and opinions. The young man to whom I refer must have been mightily astonished when, upon look- ing back upon the earth he had left, | he discovered he had not been miss- | and business | were jogging along as though noth- | ed and that people ing had happened. My friends, it is a mistake to be- come so self-reliant that you can not | trust your competitors and can not | |Seek their companionship. It is a| at your | ee homes, at your neighbors’ homes, in | Clogical scbiaytaee the street cars, at church and on oc- mistake to live eternally casions such as this—with your busi- ness on your minds, in your eyes, your hands and pockets. And so I say again, it is a good thing for the retail grocers of Grand Rapids—or of any city, for that mat- ter—to maintain an_ organization along correct lines and to have as- semblies such as the one we are “dollars to present knows his individual com- petitors better, more thoroughly and in a kindlier way than he did pre- vious to becoming a member of this Organization and there is no thing more certain than, betause of this or- ganization, that branch of trade known as the retailing of groceries is better handled and more comfortable and satisfactory to both customers and merchants than it was previous to the establishment of the Retail good will of his because of that intimate knowledge | | } the general public; where harmony and good feeling, coupled with a growing intimacy among men work- ing along identical lines, are per- manently maintained. I believe in organizations of mer- chants, both local and general; I be- lieve in Boards of Trade, Boards of | Commerce, Commercial Clubs, Man- which are, | chiefly, and almost wholly, associa-| ufacturers’ Associations, tions of men for the purpose of ad- vancing the best interests of the com- munity in which they are located. And already quite apparent. ing action by the United States Sen- ate is the matter of freight rate legis- lation. Senate Committee -on Commerce and reported out out recommendation. it has reached the United States Sen- with- ed States. created greater Washington than any other proposi- tion offered in years and it would have left that Committee with- out recommendation had it not been| study | and demands of the hundreds of pub- | for the united consideration. lic welfare organizations throughout the country. And while I am on merchants in come into class of which closer and more direct contact with the people, the! husbands, fathers, wives, mothers, The life and property of the aver- age reputable citizen are to be saved| through the intelligence, fairness and) fellowmen; and wherever you obtain the intelligence, | fairness and good will of thirty, fifty | brothers, sisters and sweethearts—the | actual specific people of the land— | than do the retail grocers. They | know the families, the individuals, | their social, religious and political | tendencies; they know their tastes, | their habits, their griefs and joys, | their failures and their triumphs; and | the members of this organization t That is to say, | never | may exercise a most potent and per- manent influence for good upon this entire city; an influence which can not be excelled or exceeded by that of any other similar organization. I have had considerable to say about union, without making men- tion of the highest type of harmoni- ous effort and successful co-opera- tion. Thus I reach the topic to which I was originally assigned. All | good, true, civilized men, all who are |not zoological examples of manhood, | deserve good, true wives; and, as [| this is an age of voluntary public | spirited organization, with its results | |the members of this Association are The chief national topic now await- | glance about the room I am forced to the conviction that a majority of good, true men. And, do you real- ize, gentlemen, how large a portion | of your good citizenship, your suc- It has been reported by the | Inter-state | cess in business, is due to the influ- ence, the support and the encourage- ment given you by your wives—and those whom you expect will sooner lor later become your wives? ate as an entity in the shape demand- | ed by the merchants, the manufac- | turers and the people of this nation. | The bill is an expression direct from) the people and with the sanction and_ Support of the President of the Unit-| It is a measure which has | consternation at! I know it is a commonplace with which all men and women are famil- iar, but I can not refrain from re- peating: “The ladies, God bless ’em,” and I ask you, gentlemen, to join in a toast which is so old and so un- alterably appropriate that it can never become an actual, worn out common- place. And so: “Here’s to the la- dies. God bless ’em, and so bless us.” this topic I) want to say to you that there is no} the country| 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 10 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. IT’S A MONEY MAKER every time, but you will never know it if you never 7 try it. Catalog tells all. )\ KiINGERY MFG. CO. “Vy 106 E. Pearl St., Cincinnati Grocers’ Association of Grand Rapids. Iam an optimist on this topic. I| believe in organization along ration- al, fair lines: where what another man may do or desire to do in his business is purely and absolutely his own affair; where there is nothing of compulsion as to what a man may or may not do in his individual busi- ness; where envy and jealousy, ava- rice and deceit are not permitted to operate against any member nor | | | | Asphalt Granite Surfaced Ready Roofings The roof that any one can apply. coating to live up to its guarantee. Simply nail iton. Does not require Asphalt Granite Roofings are put up in rolls 32 inches wide—containing enough to cover 100 square feet—with nails and cement. Send for samples and prices. All Ready to Lay H. M. REYNOLDS ROOFING CO., Grand Rapids, Mich. Established 1868 10 SURVIVAL OF FITTEST. The Universal Law of the Depart- ment Stores. There were olny two of them in this case. Usually there are more. There are such a scarcity of good positions and such a superabundance of men who want good positions that usually when a good position is to be competed for there are competitors by the dozens and scores. But in this instance there were only two, Lamart and Bunce, and they fought for the position of head salesman in the paint department. It wasn’t anything extrordinary in the way of a position, this head sales- There are plenty of peo- ple who would never have thought it worth while to fight about, but Bunce and Lamart were junior sales- men in the department and were earning only $7.50 a week, and as the manship. and led directly to the position of floor manager it was the thing of all that the two coveted. It meant prac- tically a “life job” in the store when | it was landed. Lamart and Bunce were modest young men. They were of the breed that makes good clerks, and is contented with the clerk’s life; and so they struggled for the position | ‘for $3, can.spend $1.15 for luncheon that was next above them. name, for it evolved itself into noth- ing more or less than a case of hang- ing on, but to the hollow chested Bunce. Lamart had come to the city the struggle was as keen and harsh as if they were real men struggling out in the open for some real cause. Lamart was a year older than Bunce, Lamart had come to the city from the environments of Des Moines: Bunce hailed from a farm that adorned the southern end of Michigan. Lamart made his first venture into the world when he be- gan to clerk in the general store back home, and Bunce was an ex-country school teacher. Just why they should have left these positions, which in the secluded rural community carry with them a prestige and a proof of superiority which nothing short of a bank presidency carries in the city, is a mystery; but evidently the germ of ambition had stirred in them both and stirred at about the same time, for they came into the big store in the city during the same Christmas rush, and they were both assigned to the paint department from the be- ginning. Their salaries, to begin with, were $6 a week. They worked for this for six months, then they were both ad- vanced at one and the same time, and this process was repeated twice, so that we find them drawing enve- lopes containing $7.50 each week aft- er two years of service in the store. And following the other similarities of their career their ambitions had commonly centered upon the posi- tion of the head salesman of the de- partment. In ability as salesmen they were on equal terms—both of them quite mediocre and yet quite equal to the positions that they filled. Their sales books showed that if Bunce happened to sell more goods than Lamart for one month Lamart was sure to come back and even up the score in the next thirty days. If | Lamart had the misfortune to make a mistake that called him to the super- intendent’s office it was certain to be so seldom that any man, even the methodical Bunce, would also have an error chalked up against him in the same time. And neither of them was ever late or in any other way violated the rules of the store. They 'were twins in all that they did, and eventually they earned the title of the “Siamese twins” among the other employes of the establishment. In their careers in the store La- mart and Bunce were even. Each had the other’s good qualities as well as bad, and it seemed hardly possi- ble that, given an equal start and equal terms, one could forge far ahead of the other. They were fs : Ibesides one’s work and conduct in position of head salesman paid $18, the place of employment that count iin the chase of success. Seven dollars and a half a week is no princely sum for a young man to live on in a city, although thou- sands in some incomprehensible manner accomplish the feat. For $7.50 one can get a room for $2, a meal ticket for breakfast and dinner The struggle hardly deserved the ‘and have the munificent sum of $1.35 1e strugg J s | a week for the purchase of wearing apparel, the settlement of laundry bills and for other necessaries to life in the city. If a man has a taste for anything that approaches luxury $7.50 per is apt to leave many un- avoidable disappointments. It is even apt to make a man feel like commit- ting highway robbery if the occasion should offer. While in the store they were much alike and entirely even, outside of it Bunce and Lamart differed a shade. Bunce had a fine, large appetite for life, and Lamart had learned how to deny himself of everything but the bare necessities during his fight for a position. So here are tables show- ing how they lived, and also show- ing how and why the race was eventually settled as it was: Lamart. Room (2 | ooo ee ee $I 50 Rreakiast 6.0 se 70 Dameheon (oo ee eee 70 Dinner -. 6 11s Dagndey ...-...--.- 3, ee 50 Mota . 2 ee eee $4 55 Bala 7 50 Sureiis: 5 ee $2 95 Bunce Room =... ..200 505. $2 00 Breakiast 2.022. 2 ee I 05 aicneon 6. ee I 05 Dineen: - 68 ee eee I 05 bowndey oo 50 Cigars: 6.07 2c eee 40 Tom §.. 6. $6 05 Salary 2 7 50 Sarpis 2k $1 45 “Surplus” is used here with cau- tion. Out of the “surplus” must be purchased wearables. Lamart was careful with his clothes; and having $2.95 over and above his living ex- = ta le Oe ESA fi Trade-mark Registered NOW ON THE MARKET IN WESTERN MICHIGAN Destroys Soot — Its use enables anyone to burn soft coal or any other fuel in stoves, ranges, heaters, base burners, furnaces and heating plants of all kinds and keep the home clean. It destroys all soot. Does away with chimney sweeps. Assures clean stoves, pipes and chimneys, good draughts and a well regulated fire. Does It or Money Back We guarantee Burn-soot to do all we claim for it, or return the price paid. Every dealer who sells it is so instructed and authorized to return the price paid promptly whenever and wherever it fails when used as directed. Burn-soot is revolutionizing the burning of soft coal wherever intro- duced. It is not expensive—a few spoonfuls on a hot fire does the business. Non-explosive, absolutely safe, odorless and clean. Put up in neat circular tin boxes, two sizes, as follows: 4 doz. 25 cent size, $8.00 per case 2 doz. 50 cent size, $8.00 per case A liberal amount of advertising mat- ter accompanies each case. Mr. Merchant, it will pay you well to be the first in your field. Remember our guarantee—estimate the demand that already exists at your very door for such an article— figure your profit, and Order From These Jobbers Judson Grocer Co. Worden Grocer Co. Musselman Grocer Co. Foster, Stevens & Co. Lemon & Wheeler Co. A. B. Knowlson Clark-Rutka=-Weaver Co. If your jobber cannot supply you order of Claude P. Wykes & Co., Sales Agents, Grand Rapids, Mich. We refer by permission to the Michigan Tradesman as to the merit of these goods. \ etiam esas i g Sei aOR ‘ ad prawns, Poi SNR St MICHIGAN TRADESMAN penses, managed to deposit one large, round silver dollar each Tuesday in the savings bank. Bunce was also careful of his clothes, but having only $1.45 to spare, and having occa- sionally a violent desire to go to the theater, he did not put a cent in the bank. On the contrary, at the end of two years in the city he was forced to begin borrowing money from the loan sharks. Two more years went by after this. At the end of them Lamart had $100 in the bank and Bunce was $21 in debt. Two more went by and Lamart had $200 in the bank, their salaries -having been raised to $8, and Bunce was $25 in debt. The position of head salesman would be open in another year now. The two rivals were still on even terms concerning it. Bunce had as good a show for it as had Lamart. But Bunce couldn’t stand another year of city life on $8 per. Bunce) had been tried and found wanting. He wasn’t qualified for success. He was “shy.” The fierce alchemy of competition had tried him and found the base metal in his makeup. He couldn’t live on $8 per and keep his head above water. Lamart was the boy. He could live on $8 per. Yes, he could and did live on $4.55. This was the test. Lamart won.. Bunce went back to the country; Lamart stayed behind and stepped into the shoes of the head salesman. Lamart succeeded. Looking at it from any angle—who was the lucky one? H. O. Harper. —___seoo Humorous Mistakes Made by Pas- tors. Each profession has its stock jokes, its stories innumerable and to each belongs a flavor all its own. That the point of a jest lies not in the tongue of him who makes it but in the ear that hears, is the testimony of the great dramatist. The doctor on his rounds and the judge upon the bench have both an audience ready and willing to accept as_ the highest wit the bon mots of the speakers, and there is no club’ or gathering of men that does not ac- claim one of its members as supreme in this respect, and is ready to yield due recognition of the gift. There is, however, a vast amount of unconscious humor always float- ing about and to those who perceive it the world is ever very amusing. Tt must be admitted that the blunders and jests clerical stand for some rea- son pre-eminent both in number and in mirth-producing qualities. The reason, of course, is not far to seek, the very upsetting of one’s precon- ceived notions of reverence all tend to cause a reaction in the ordinary mental equilibrium and the simplest mistake or accident under such cir- cumstances assumes the proportions of a huge comedy. The divine who in drawing the at- tention of his congregation to a special communion service on the following Sunday informed them that “the Lord is with us in the forenoon and the bishop in the evening” is chronicled with praying for the chil- dren of his parish in these words: “And now, O Lord, bless the lambs j have come here for that reason.” of the fold and make them meet for the kingdom of heaven.” While a Scotch minister innocently, perhaps, hit the mark by telling his people, “Weel, friends, the kirk is urgen‘ly in need of siller, and as we have fail- ed to get money honestly, we will have to see what a bazaar can do for us.” There is a certain amount of ex- cuse to be made for the young cur- ate who, remarking that some peo- ple came to church for no better rea- son than to show off their best clothes, finished up as he glanced over his audience, “I am thankful to see, dear friends, that none of you | An Irish clergyman is credited with having concluded a powerful oration | in this fashion, “My brethren, let not | this world rob you of a peace which | it can neither give nor take away.” | Which is coupled with the remark oi | a fellow country colleague who in | reasoning with a woman who had| lost her faith in Christianity told | her, “Well, you will go to hell, you | know, and I shall be very sorry, in- | deed, to see you there!” But what can be said of the negro | student who, conducting the prayers | at one of the great missionary col- | leges, said: “Give us all pure hearts; | give us all clean hearts; give us all | sweet hearts,’ to which the entire! congregation made response, “Amen.” | The giving out of church notices | has often proved a pitfall for the un-| wary. “During Lent,’ said a rector! lately, “several preachers will preach | on Wednesday evenings, but I need | not give their names, as they will | all be found hanging up in the | porch.” It was a rector who gave out a hymn beginning “Awake, my soul, | stretch every nerve,” before his ser- | mon, and a curate who read in the| lesson for the day, “He spake the. words and cathoppers came and | grasserpillars innumerable,” but it | was at a young woman’s bible class | that, when asked what hymn should be sung at the close they all with one accord chose, “Where is my wandering boy to-night?” a Had No Fears. At the height of Washington’s fame there were those who criticised and carped to some extent, warning him that being a celebrity was a pre- carious thing and that he should be most careful lest he do or say some- thing that would turn the tide of pop- ular favor against him. To these ad- monitions Washington merely smiled. “There is just one thing that might be done,” he said, “and that is some- thing that will not be done until long after I am dead. By that time my fame will be so solidified that nothing can shake it. If we were sufficiently advanced in commerce for this one thing to happen, then, in- deed, I should be careful.” “What is that one thing?” enquir- ed the others. “Put you in a his- torical novel?” “No; name a 5-cent cigar for me.” —__~2~+<— Marry a woman who will be of some assistance to you; in other words, get a piece of calico that will wash. | | | eS The Quaker Family The Standard of Standards uaker 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 GROCER COMPANY (Private Brand) GRAND RAPIDS, MICH. Leading the World, as Usual LIPTONS CEYLON TEAS. ra Kt . All Highest Awards Obtainable. za St. Louis Exposition, 1904, Awards GRAND PRIZE and Gold Medal for Package Teas. Gold Medal for Coffees. Chicago Office, 49 Wabash Ave. 1-Ib,. 3¢-Ib., 3¢.lb. air-tight cans. “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 9? the United States. Beware of Imitation Brands MICHIGAN TRADESMAN Special Features of the Grocery and Produce Trade. Special Correspondence. New York, March to—There is a somewhat quieter situation in the cof- fee market, owing largely to a slump in the speculative market, where hold- ers are seemingly trying to “unload” at a great rate, and this, in turn, is caused by lower cable advices from Europe. A 1.500 bags of Santos No. 7 was reported at 8%c in store to be shipped. Quotations are slightly below those of last week, Rio No. 7 being held at 831c. In store here and afloat there are 4,154,799 bags, against 4,200,311 bags at the same time last year. Mild coffees show little, if any, change and the range of quotations is almost identically the same as last noted— good Cucuta, 934c; washed Bogotas, 934(@1134¢. There is a better outlook for teas and brokers are well pleased with the week’s business. Most of the busi- ness of late has been in Formosas and country greens. Pingsueys are firm at about the former range and the whole market is more sale of of the seller than it has been for some | little time. With the advancing season there is a better demand for refined sugar. Most of the business, as usual, has been in withdrawals under previous contracts, and if new transactions take place they are generally in the way of small quantities. Some ad- vance upon the quotations recently made is altogether likely. Rather more firmness is noted in the rice market, but dealers are not especially busy. Buyers will posi- tively not load up beyond present re- quirements. The one’ encouraging thing is the steadiness in _ prices. Choice to fancy head, 44@5'4c. In spices we have a very firm sit- uation in pepper and a fractional ad- vance has taken place. The demand is good and stocks are not overabun- dant. Other spices show little, if any, change. Molasses is in very good demand and the tendency is to a higher range in quotations. This is especially true in grocery grades of New Orleans and for blackstrap. Little demand exists for imported goods, although they are strongly held. Syrups are quiet. There is a steady call for canned goods and the market generally is well sustained. Tomatoes are rath- er “wobbly,” and it is hinted that even less than $1 might be accepted for standard Marylands, although the general quotation is $1.05 here. Lit- tle, if anything, is being done in fu- tures. Sellers are not anxious to contract, and, on the other hand, buy- ers show no anxiety to talk. There is a fair demand for spot peas at -about 75c. The better grades of corn are held with rather more confidence and it is hoped better rates will pre- vail. The week in the butter market has in favor} | | been one with ups and downs and at the close the feeling is rather un- settled, owing to light demand. Buy- ers are not disposed to purchase ahead of current wants, and the sup- ply of top grades is seemingly amply sufficient to meet all requirements. Extra creamery, 27@27%4c; firsts, 24@ 2614c; seconds, 19@23c; imitation creamery, 16@17c; factory, 13@16c; renovated, 16@19%4c. Firmness characterizes the cheese market and the export trade during the week has been of quite interesting proportions. The general range of quotations is on the same basis that has ruled for many weeks—14@14%c for New York State full cream. Eggs show more firmness and the range of Western firsts is now 1434 (@15c, possibly a fraction more for really desirable goods. Cold storage stocks have been pretty well worked off and there is a better feeling in this grade, with quotations at 12@13¢c. —+2+>—__ Why Man Is Never Young in Busi- ness. Conservative, successful business is slowest of all the evolutions of mod- ern civilization. It finds no great incentive to anticipate for itself. It has a certain inertia based in_ its staid dignity. It may become even querulous and intolerant of any in- fluence tending to drive. Its own solidity and security makes it at once a question with the young man of active temperament whether he shall begin a career with such a house or whether it may not be better for him to take the chance of shipwreck with more venturesome trainers. Within a week I have come in touch with a phase of the conserva- tive business house which is full of suggestion to the young man. In this certain conservative house wasa young man who had attracted the interest of one of the heads of the cvoncern. He had begun at a low salary and had worked industrious- ly and well. Perhaps his own will- ingness to work and learn had served to keep the matter of salary as much from his own attentions as from the consideration of his employers. The situation suddenly came about that in the opening up of a new branch establishment this young man was promoted several places in the conduct of the business, only to awaken to the fact a few weeks later that the young man who was his as- sistant in that department was draw- ing almost double the salary allowed the department head himself. Can even the head of the most conservative business in the world concede that here is a situation for calm, silent acquiescence on the part of a young man who has had the temperament to rise to such a posi- tion? Out of his immaturity he had been asked to assume the direction of a department, calling upon his nerve and his capabilities for a work which his matured assistant was not-trust- ed to assume, although drawing twice the pay. Would it have been a mark of true worth if this young man should have continued patiently in his place, assured only in some ideal- ized generalities that everything would come about in good time in its own way? 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, Sawed whitewood and veneer basswood cases. Carload lots, mixed car lots or quantities to suit pur- chaser. We manufacture every kind of fillers known to the trade, and sell same in mixed cars or lesser quantities to suit purchaser. Also Excelsior, Nails and Flats constantly in stock. Prompt shipment and courteous treatment. Warehouses and factory on Grand River, Eaton Rapids, Michigan. Address L. J. SMITH & CO., Eaton Rapids, Mich. Butter, Eggs, Potatoes and Beans I am in the market all the time and will give you highest prices and quick returns. Send me all your shipments. R. HIRT, JR.,. DETROIT, MICH. Ice Cream Creamery Butter Dressed Poultry Ice Cream (Purity Brand) smooth, pure and delicious. Once you begin selling Purity Brand it will advertise your business and in- crease your patronage. Creamery Butter (Empire Brand) put up in 20, 30 and 60 pound tubs, also one pound prints. It is fresh and wholesome and sure to please. Dressed Poultry (milk fed) all kinds. these goods and know we can suit you. We make a specialty of We guarantee satisfaction. We have satisfied others and they are A trial order will convince you that our goods sell themselves. We want to place your name on our quoting list, and solicit correspondence. our best advertisement. Empire Produce Company Port Huron, Mich. 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. ——=Z : : : 4 ae 3 a : t MICHIGAN See Pen AN 13 Sei Sea ayiats This is not the role of ambitious| red until finally it has become a busi- youth. Recognition is a thing that/ness proposition for the employers appeals in such a case and the recog-|to sell from under them. To the nition expressed in dollars is the only| extent that such men have won measure in the routine of business./ place, they are subject to dismissal Acting on the impulse, this young! under the new regime; and wherever man asked for an increase in salary|they have made concessions in sal- in some proportion to that received}ary for this precarious place they by his assistant. And here was the! have been robbed. opportunity for conservative business Sentiment, if nothing more, has ac- to protest. The protest, first, was a|corded the old employe who does a refusal to raise the young man’s sal-| certain work the right to more sal- ary, while the form of the refusal/ ary than is paid to the newcomer rapped the young man to the point! who may be doing the same service. of having him understand that only; But to-day, more than ever, the by the most charitable view of the) young man should feel the necessity circumstance had he been left in the of reaching both position and _ sal- position for another day. ary as rapidly as he may ripen for But in this letter of the employer|them. He will be called old at 40 is an example of some of the bad| years; he can not afford to be young logic which business for business pur-| at 25. If he be employed in a poses occasionally sends out. The) good business house, that house will letter admits that “you have been!be looking sharply after profits and making us a big saving out there and after collections. It will sell no doing good work;” the one offense | goods to a customer far below their was in asking for more money in the’ worth merely that it may learn of light of the fact that “the most im-| the customer’s system of book-keep- portant people in our institution|ing, or stock-taking, or invoicing. started in the most humble way with! Beware of that staid business estab- us, never once that I recall has one | li shment which would tax you heavily asked for an increase in salary.” | for its prestige. John A. Howland. If the writer had stopped there he| eT might have made fairly a possibly | To Find Area of Circle. unfair point. But he goes on: When finding the area of a circle “If I were in your place and had/in the usual way by squaring the been assigned to such important work! diameter and multiplying by .7854, my salary might have been $1 a day four multiplications are required, one and my assistant’s $10, and I would|for each digit. The following meth- have regarded it as a twofold oppor-|od requires only one. Example: To tunity. First of these opportunities | find the area of a circle of 3.7 inches | I would have found in accepting my diameter. 3.7x3.7—13.69. Then salary and showing my confidence in| 13.69 the fairness of my employer; in indi- | 7854 cating to him that I regarded my op-| portunities in the work as worth far | 9583 more than my pay. Then he might) 9583 have seen that I was broad enough 19166 to see that I had an advantage over | 19166 my employer by placing him in my | debt—an advantage indeed, for the} 10.752126 law of compensation makes the debt- | -— | or pay not only the daily balance, | As will be readily seen, this sum | but it demands an exact accounting | consists in multiplying the top line| for every penny’s interest figured and| by seven, repeating one place to the) compounded,” | right, doubling the above, Here, if the employe er is to be be-| peating as before. lieved, he is in the position of repri- | th us: | manding the plain proposition of the | ie employe that he should be paid for 7 the work done day after day, while 14 the same employer is telling the em- 14 ploye how to put the employer in his power, that finally he may exact more 7854 than his due together with a com-| pound interest on it all! | If the proof only is memorized the It is a bad thing when a business 'method is fixed in the brain forever. begins to barter with an employe, oo er making wage reductions because of Too Sharp for Him. the prestige of that business. It is a} Art Dealer—Here is a lovely little bad thing when a young man lis-| woodland scene for only $2,250. tens to the argument to the point; Oil Magnate—That? Nonsense! I of sophistry. There are men in le-| know where that was painted. Why, gions who, beginning with a business,/I could buy the whole farm for have staved with it with hope defer- $1,500. and re-| It may be proved | | | | | i i 1 | | i | | 14-16 Ottawa St. Kiln Dried Malt Apple and Potato Buyers The greatest milk and cgeam to correspond with us | producer. Cheap as bran. H. ELMER MOSELEY & CO. ‘ 504, 506, 508 Wm. Alden Smith Bldg. C. L. Behnke, Grand Rapids | 64 Coldbrook St. Citizens Phone 5112 GRANDRAPIDS, MICH. WE HANDLE FULL LINE SEEDS QUALITY AND PRICES RIGHT If you have not received our price list for dealers ask for it. If you do not receive our regular quotations let us know. ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. We want competent The Noiseless-Tip is not a patent medicine, but is good for the nerves. ‘‘They’re made in Sagi- naw.’’ No noise. No danger. No odor. Heads will not fly off. Put up in a red, white and blue box only. C. D. Crittenden, Grand Rapids, Mich. Distributor for Western Michigan 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. quick returns. Nocommission. WESTERN BEEF AND PROVISION CO., Grand Rapids, Mich. Both Phones 1254 71 Canal St. You'll get top prices and 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 GRAND RAPIDS, MICH Your orders for Clover and Timothy Seeds Will have prompt attention. 'Wanted—Apples, Onions, Potatoes, Write or telephone us what you can offer MOSELEY BROS., caranpd RAPIDS, MICH. Office and Warehouse Second Avenue and Hilton Street Telepnones, Citizens or Bell, 1217 ~~ REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. Beans, Peas We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Pouitry, Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agerts, > ress Companies: TradeS Papers and Hundreds of ppers Established 1873 MILLERS AND SHIPPERS OF Established 1883 WYKES-SCHROEDER CO. Fine Feed Cracked Corn GLUTEN MEAL LOCAL SHIPMENTS Corn Meal , MOLASSES FEED STRAIGHT CARS ———-—— Write tor Prices and Samples = = a D>) S TEEN LUST Ter) STREET CAR FEED Mill Feeds COTTON SEED MEAL MIXED CARS Oil Meal Sugar Beet Feed KILN DRIED MALT MICHIGAN TRADESMAN ( Dry Goops Weekly Market Review of the Prin-| cipal Staples. Bleached Goods—Bleached goods | | { i j | | | j | { ume. Lightweight fabrics are more than ever in vogue and without this point lines of dress goods are not marketable with profit. Many lines of broadcloths which have been re- cently closed out went at prices not commensurate with the prices being | paid for lighter weight goods and the buyers are in the market for only| moderate quantities, and yet the de- lays which are being experienced in| the reception of goods mean that no accumulating. The cut- ting of prices on three prominent lines by a Chicago jobbing house is looked upon as singular at this time when goods are so scarce. surplus is Ginghams—If early delivery is an incentive, as it has been in the past jour or five’ seasons, buyers will only reason for this was the fact that they were above the desired weight. Hosiery—A report of the hosiery | market is to a certain extent similar to one on the underwear end of the business, although there are some radical differences. There is in this market some hesitation on the part /of buyers to operate at present prices |and although many of the important place their early fall orders without | not be say, much further delay. It can out, so manufacturers produced figured how goods can be | well. from | cotton at any basis above 10%c and prices be made lower on the pleted fabric. As matters stand in the g trade ed far ahead on cotton or yarns and ringham mills are com- | not cover-} consequently can not proceed to book | |There is a demand for these goods 11 | i fal will see of at least 1o%c. orders, except on a basis that them clear on Dress Goods—Buyers at the pres- ent time are not placing voluminous the market, orders in general a cotton basis | the | large purchases being confined main- | ly to those fabrics which are at the! with the con- promise of Their in- time popular sumers which retaining their popularity. not present and give activit depend fact that prices are upon a high basis so much as it their uncer- tainty regarding the future trend ot y does upon 12 does on style features. fabrics which are now in vogue there is considerable uncertainty as _ to which fabrics will prove to be good merchandise r next cold That there will be demand for wool goods in during the weather retailing season. excess Of a similar demand in the men’s wear market is felt to be the case and attractive lines of fancy wool goods are already receiving some attention from buyers senting large cutters-up. There are advance ir price than others among those recently opened and if buyers of dress goods are as firm on the price question as buyers of men’s wear give evidence of being the oper- ations in this market will either be confined to the goods showing ad- the | Beyond those staple) lines are not at the disposal of buy- ers except for a limited volume of orders, they feel safe in pursuing their hesitating policy. Duplicate orders from certain sections are coming in In the main part this is true from houses who are not the distribut- of orders directly represented in ing centers, for. it is in the latter that buyers are procrastina- The fact that buyers take this stand is in a measure remarkable under the light of existing conditions. places LOTS. equal at least to the ‘supply, and as| 'some buyers are placing orders, those | . : . | who are now dilatory will, there is| danger, awake to the true affairs to find that many of the most desirable out of reach. lines are Carpets—Retail buyers, as well as| bitterly | jobbers, are complaining state of | against the late deliveries of carpets | and instances which were placed at the beginning of the season have not been touched as yet by the mills, that practically no attempt has deliver even samples of the goods. On rugs the situation is said to be even worse than it is on carpets. The demand for rugs has rugs. orders and been made to i been of very large size, and the mills the country have been practically swamped with orders. Re- tailers claim that in spite of urgent throughout iletters to the mills asking for imme- loge . i diate delivery on goods now long /overdue, no attention has been paid repre- | to these requests, and where any an- /swer has been vouchsafed by the mill lines of dress goods which show less | vances which are slight or else their | the the operations will be marked by same deliberation displayed by buyers in the other market. Worsted Piece Dyes—Lines which were so popular last season and which are popular in similar grades in the men’s wear market, are al- ready in many instances well taken care of in the dress goods district. | Mohairs also are attracting from buyers, although they do not show the strength which character- ized them several months back. Hen- riettas are also looked upon as good merchandise and are being taken up | been withdrawn from this by buyers in better than average vol-|and that very little, orders | | manufacturers | goods. i | i i | | | | | } | | | i | it has consisted of a paltry excuse over the shortage of raw material. It now looks as if many of the or- ders placed during the early months of the season would not be deliver- ed, and the buyer will find stocks de- cidedly short before the season is over. The unusually late deliveries of both rugs and carpets is due to the unusual heavy demand which had not counted up- on, and also to the fact that manu- facturers have very little carpet wool on hand with which to turn out the Manufacturers have for the carpet wools and _ have supplies in a hand-to-mouth manner. | Now they are face to face with a | Situation that is anything but pleas- | The announcement to the effect | anti. that supplies of Russian wools have market, They claim that in many] |past eight or nine months confident- | |ly looked forward to lower prices for) purchased | | if any, Russian | OTIONS “See that Sf hump? We desire to call your special attention to our line of fancy and staple articles in this line. We always aim to carry the latest novelties on the market that are considered saleable. Give us a trial in this depart- WE ARE EXCLU- SIVELY WHOLESALE. Girand Rapids Dry Goods Co. Grand Rapids, Mich. ment. Place Your Orders Now for Fall Goods Our traveling men are out with complete lines of Fall Underwear for Ladies, Gents, Misses and Children also Men’s Pants, Duck Coats, Outing Flannels, Etc. These lines we make specialties of and can save you money on same as we own them right. Buy now and get our best values and special dating. THE WM. BARIE DRY GOODS CO. Wholesale Dry Goods Saginaw, Michigan es 4 MICHIGAN TRADESMAN ad wools will be offered before the|a commercial man, as he took on the summer months, has further added to| form of a serpent. Those who make an already stringent market. this claim come wearer having the ——_++>—___ ane article of innocence that I The Great Prototype of the Com-| know of. mercial Traveler. A good commercial man is com- ‘ The history of the first commercial! pelled to take on such forms as suit We oe complete line of traveler is well known, as is also| his surroundings. plain blacks, plain tans, fancy the route over which he traveled. We} He is not the same in all towns, stripes, and jacquard effects in all even know the first article sold, to|and neither is he the same in every the latest patterns, to retail at 10¢, whom it was sold, and the price for store in any one town. He is a boar 15c, 25¢ and soc. which it was sold. We know just} (bore) to one, an ass to another; to how he went to work to interest his! another he appears a sucker, to man Ask our agents to show you ppears ’ y , ; customer who was a married man.|he is a l-y-i-n every day and to the their line. He formed the acquaintance of the| fair sex he generally appears to be a wife, and praised her beauty, told her/a goose or duck, according to the 4 what a lovely disposition she pos-| wisdom of the female. Pp St k t & S é sessed, and that she was the fairest} When you speak ill of a traveling ° eke ee ons £ image that God ever created. Hej man’s ways, you are slandering Sa- Wholesale Dry Goods Grand Rapids, Mich. 4 then described his merchandise with|tan, who has many excellent traits, , such wonderful power that that|although very much disliked by his 3 which before had seemed worthless! competitors. : now appeared to be priceless. The following traits are common to ‘Hand 99 Swin in — ewriter Stand She worked with the salesman on! both Satan and the commercial man y $ $ yp the old man and the sale was made.|of to-day: Sa The article sold was a little red| First, Knowledge of their business. | Be Cen ee ce kee eee apple, for which a greater price was Second, Knowledge of human char- | ™ a bo seteuutd (aie aeldeian a ean paid than for any other commodity | acter. | is out of the way. It gives you the : : i a ; | needed desk room for reference in the world, either in the past or| Third, Adaptability to their sur- | books, card boxes, typewriter and a will be in the future. roundings. pope ya andthe pl sileianaie The name of this prince of sales- Fourth, Knowing when to talk, how The points of its excellence and superiority are a Positive Locking men, whose methods are so closely| much to say and when to stop. Device, the Construction and Finish. copied by all good commercial men| Fifth, Ceaseless energy. aad lg caducus ice te of to-day, was Satan, commonly call-| Sixth, The Bible says no man can srr alnast oe ented ta sea tees ed the devil by his more intimate ac-| serve two masters. It does not say nickel where priced as nickel-plated quaintances. that the devil can not and the good Sa His route was from hell to the|traveling man, being a direct de- pctneee, Gants sce, vestively_ on Garden of Paradise. scendant of Satan, permits him to anything else produced. His first customers were Adam | serve two masters to the benefit of! Price, Full Nickel Finish, freight prepaid. #4.00. Price, Enamel, Three Coat Polished, Freight and Eve. lhoth A good salesman works for Prepaid, $3.50. Shipped on 10DAYS TRIAL to reliable parties. Although this occurred some time] his customer’s interest as cheerfully| The SHERM-HARDY SUPPLY Co., Grand Rapids, Mich. before the crime of 73, money was/as for his firm, advises him trath-| Complete Office Outfitters 5 and Z So. Ion‘a Street Rays omaaaenes very scarce in this locality and neith- er Adam nor Eve had a cent in their pockets. How did they pay the bill? you ask. They gave all of the innocence the fully and conscientiously, is as loyal to him as he is to his employers. Seventh, They are regular in their visits. Sunshine or clouds; rain or snow; blizzards or hot winds, do not human race had at that time or ever stop them. The rare exception of would have at any future time. similarity: in one or two instances Why did they pay such a fabulous! have we known the men of to-day to | price for this little scrubby apple| hoof it, while the original hoofs it 4 for which they had no need, having. a1] the time. Many a man imagines no doubt, an abundance of fruit of that if the salesmen were all with- every conceivable variety, and very! drawn, that everything would be likely at that time, there were water cheaper, which is very doubtful. If melons such as they raise in Kansas you confine yourself to open orders, just longing for some one to eat you soon learn that it is much better ao ‘ them: to have someone with a complete Brilliant or Head Light Gasoline Lamps They can be used any where by anyone, for any purpose, business or house use, in or out door. Over 100,000 in Gaily use during the last a 8 years. Every lamp guaranteed, Write for our M T Catalog, it tells all about them and our gasoline syste ms. Se: ot He was a hot number. It also seems strange that Satan should have accepted such pay. He must have imagined that there would be a much greater demand for this commodity than ever existed since that time. The human race have stubbed along with a good brand of imitation innocence since that time, except the children under the age of three years, who, after reaching that mature age, tossed the genuine aside, and, forever afterward used the imi- tation as freely as shoddy aristo- crats use paste diamonds. I leave you to solve the problem of what he did with it, and state boldly that if it had not been for Satan’s little business venture, there never would have been a commercial man. No dry goods or clothing man could make expenses, if the much maligned father of all commer- cial men had not opened up a new field for trade. Some may dispute that Satan was ; They could not resist the salesman. knowledge of his line with you when selecting a bill of goods. The com- mercial man has existed for all the ages of the past ana will continue un- til the human race is no more. All good ones deserve your best wishes and they certainly have mine. Frank Parkhurst. ——_2-2-.—___ Undertakers predict that automo- bile hearses will soon come into use, though it would seem that the pro- cessions to the cemeteries are already moving fast enough. By the employ- ment of automobiles it would be pos- sible for undertakers to conduct half a dozen funerals a day and the period of mourning might be considerably reduced. There would be a saving of time for everybody concerned, but it is doubtful if automobile funerals would be at all solemn or impressive with the chugging of engines and the tooting of horns. But the prophets may be right. Some of us may live long enough to go to our graves in a horseless hearse. Brilliant Gas Lamp Co. 600 Candle Power Diamond a! 42 State St., Chicago, II. Headlight Out Door Lamp 1oc Candle Power prices. We make any style show case desired. Prompt deliveries. Wolverine Show Case & Fixture Co. Grand Rapids, Michigan Bank, Office, Store and Special Fixtures. Write us for We have the facilities, the experience, and, above all, the disposition to produce the best results in working up your OLD CARPETS INTO RUGS We pay charges both ways on bills of $5 or over. If we are not represented in your city write for prices and particulars. THE YOUNG RUG CO., KALAMAZOO, MICH. 16 MICHIGAN TRADESMAN READING CHARACTER Ore Help To Success in a Commer- cial Life. Written for the Tradesman. Few merchants, no matter their line may be, realize the power of suggestion—the inculcating in one mind, which perhaps is_ receptive, perhaps is not, the thought that is another. It is this seeing with another’s that helps matters along. A lady enters a store with, per- chance, no thought of giving up any of hers for anything that on the shelves, The dealer greets her according to her known disposition if he is acquainted with her; if not he gives a swift look at her face to discover immediately— even before he addresses her—what manner of person he has to deal with. storekeepers can what in eyes money rests Dozens of tell to a T the sort of character they are encountering. With some this is intuition; with others a careful daily | ev thes study—-the putting together of facts adduced from observation on the sub- ject, possibly augmented by close reading of the best writers the topic. Some people are so expressive of countenance, the manner is so frank, that they can be read like an open book. Then there are others whose face, either intentionally or by na- ture, absolutely no more emotion than a griddle cake. Where this on the part of the wearer it is acquired from two motives: appear blase or to conceal ings. on betrays design generally either to feel- characteristic is by the a certain business IT have in my mind’s eve cool-headed _hard-hearted man. In every iota known to his friends and other associates he is considered the soul of honor. If he says he will do a thing, the listener knows beyond question that it will be done, barring some unlooked-for intervention of Providence. His en- gagements, commercial and_ social, are kept to the minute. He is dis- tinctly a man to be depended upon in every walk in life. That man is a business success. But he is not a social success. Society has not much use for a man who goes around with an iron mask. It likes a man that shall have a mobile face: that his manner shall be open, free. This man I refer to strained for years to get the look he has now. He school- ed himself to a non-committal exte- rior. He got it. He has to per- fection the ways—the mien—of a per- burdened with a great secret. His colleagues respect him thorough- ly. They look up to him as to a su- perior being. Yet they do not love him; they have not the slightest per- sonal regard for the man. He feels this to be true. And Now, he would give his right hand have the affection of But he held them off son now? almost—to his fellowmen. at arm’s length for so long that none are disposed to forget the coldness, the hauteur that has been exhibi‘ed all these years. There are memories that stick, that are welnigh ineradi- cable. He succeeded in accomplish- ing that for which he strove, but at i a cost—the cost of a genial person- ality. Then there are those others—peo- ple whose unpenetrable front is not the result of choice but who have the physiognomy with which Nature en- dowed them—a physiognomy that is a veritable putty-face—and they have never made the least effort to infuse in it any animation, and they have not the “speaking features.” These two kinds of presentment are, however, exceptions to the gen- eral rule, for most humans have a way of allowing their feelings to ap- pear in the face. And it is mostly these with whom the merchant runs in contact and it is they who form, as it were, a “study group” for his determined application, and he can observe so closely that at once he can “size up” his customer and “gov- ern himself accordingly’—humoring their “crotchets” and playing on their little idiosyncrasies, so that he really “is master of the situation” and not Q. ———>-2 ————__ After Due Consideration. A young man took his gold watch to a Monroe street jewelry establish- ment the other day to have the pho- tograph of a young woman placed in the case. He just wanted it past- ed in. “Why don’t you have it photo- graphed directly on the inside of the case?” asked the salesman. “We can have it done for you for $5, and it is so much more artistic.” No; the young man didn’t want ihat. He thought it would be well enough to have it pasted in. “You see, you can’t always tell about these things,” he finally said in a burst of confidence. “You can’t always tell how they are going to turn out or | how long they are going to last. A friend of mine had his girl’s picture photographed on his watch and then, after a while, the whole thing was declared off. It put him to a lot of trouble, embarrassment and expense. When it is just pasted in if anything happens all you have to do is just to scrape it off. I guess I’ll have this pasted in.” / ——_s2.—___—_ A Husband’s Opportunity. old fellow,’ said Brown, as he laid his hand familiarly on Pot- ter’s shoulder, “didn’t I see you in the stationer’s a week or two ago looking at valentines?” “You probably did,’ as I there,” was the answer. “Buying for some sister or niece?” “No—for my wife.” “But you are over 50 years old, and have been married a quarter of a century. You don’t say that you are still romantic?” “IT say this—that my wife can beat me at argument or scolding or doing as she pleases whether I like it or not. She’s obstinate and pigheaded and touchy, and the only way I can get even her is on Valentine’s Day. Then IT get 100 of the meanest burlesque valentines I can find and “Say, was in with isend them to her, and for the next three months she’s wondering who sent ’em, and treats me fairly well. Try it once. It is a good deal bet- ter than threatening her with the family ax.” 280 UR rts Their First Thought When people think of oat foods they naturally think first of QUAKER OATS WHY IS IT? Because— It has been longest on the market. It is the most extensively advertised cereal. It is unequalled in quality and flavor. It pleases all the people all the time. Buggies We have a most complete line of vehicles, which for style, finish and wear- eel : eit go ie ing qualities can not be excelled. Ask for our new illustrated catalogue of Buggies, Grand Rapids and Harrison Farm Wagons, Implements, Etc. These are the best reasons why j you should not tie up your money in a lot of other brands. Brown & Sehler Co. Grand Rapids, Mich. WE SELL TO DEALERS ONLY The American Cereal Company Chicago, U. S. A. 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. 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 on the market. Why maintain a box fac- tory at the shipping point when you ean 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 eases cost a noes. . Let us tell F ow, Also, if you are in (Patent applied for) themarket for 32 quart berry boxes, bushel crates, write us, or enquire of the jobbers everywhere, JOHN F. BUTCHER & CO., Mt. Pleasant, Mich. — ee NS ee een eee: ee Oe ee ee en ee: MICHIGAN TRADESMAN Character and Health the Foundation Stones of Success. The sale of goods for profit is one of the definitions of salesmanship which we use in the science of sales- manship. It is a broad and inclusive definition, although very brief. And then when we go a little farther and seek to define salesmanship in the abstract we find in scientific sales- manship that it is a “power,” the power to influence. Our definition of salesmanship in this sense is as follows: “Salesman- ship in the abstract is that power of combination of certain positive qualities and faculties which enables him who possesses it to successfully influence a high average of those whom he solicits to purchase at a profit that which he has to sell.” In scientific salesmanship we make the foundation stones of suc- cess: First, character; second, health. two Kindly bear these two foundation stones carefully in mind: character and health. And suggestion plays a most important part in the build- ing of both. And now this brings us to necessity of indulging in more definitions. What do we mean in scientific salesmanship by character and health? This is our definition of character in scientific salesmanship: Character is that central magnetic force of true manhood and real wom- anhood born of a combination of the positive qualities and faculties, men- tal, moral, spiritual and physical, the of truth which bind all candidate:. for | success together in universal br th-| erhood. It is a law which applies | with equal force to the personal | salesman and to the advertiser—in- | deed, to all men in all walks of life, | and that is the eternal law of hus-| tle, the law which crystallizes itself! into our motto: “The reason why) most men do not accomplish more | is because they do not attempt more,” | and again into that vital aphorism: “Genius is only energy intensified.” A. F. Sheldon. ——_+-.—___ Plea for the Women Who Have To Work. Written for the Tradesman. i We seldom pick up a magazine or | paper to-day but that we see an arti- | cle headed “Women vs. Men in Busi- | Of course, the arguments are} all in favor of the men. Now we do | not pretend to know as much as the'| high and mighty men—it is not to be) expected—but we do think they are! pretty hard denying our right to occupy positions in the busi-| ness world. ness.” on us in Now, the majority of us have to! something. We do not possess a Rockefeller fortune. Nor do parents. It is no more than fair to the latter that we should get out! and do something for ourselves. Not only that—we like to be independent. I think that without question the hap- | piest girls on earth to-day are those) who earn their own living. They cer-| do our) ! natural product of which is the pow- er of influence. You will note that character is de- fined as a force. You will also note} that it springs from a development of the positive qualities. And you| will note that the natural product of} the development of that force is the power to influence others. what do we mean by definition of health is Health is that harmoni- condition of the triune man/| which enables the physical organs to perform their functions properly and which promotes the development of the positive qualities, mental, mor- al, spiritual and physical, to a mark- ed degree. What are the mental through which the mind of the cus- tomer passes before the sale is con- summated? Did you stop to think of this? Personally, I know that I thought on that subject long and hard before the mental law of sale became entirely clear to me. It is a simple law, just as all laws of nature seem simple when they are once made plain. As a matter of fact, the mind of anyone who acquires any- thing through purchase or otherwise, unless possibly it be by gift, passes four natural processes, no more and no less: The first mental condition is attention, the second is interest, the third is desire, and the fourth is resolve to buy. And now health? Our as follows: Ous processes ever through Attention properly sustained will ripen into interest; interest properly sustained will change into desire: and desire properly intensified will ripen inte resolve to buy. There is just one further law of success which I would like to men- tion. It is ene of those eternal laws | ployers tainly are the most contented. | What shall we do to earn our bread | and butter? We are not all born| school teachers or beauty doctors or) cooks or chamber maids, any more, than the men are all natural born! doctors or lawyers or farmers. We} have a little education and we want | to make use of it. The business | world has a fascination for us. If there are places in that realm that we can fill satisfactorily to our em- and ourselves, why not let us have them? As to the life spoiling us for home | life, I do not think that the majority of girls fully appreciate their homes until they knock up against the world a little and see the rough side of it as well as the bright side. Our place may be in the home, but it is not possible for all of us to stay at home and enjoy its privileges. We have to get out and hustle for ourselves. It sounds very well in theory, but we can not all put it into practice. We read of many instances where women have engaged in some particu- lar business and made a success of it. There are few lines of work to- day in which women have not a part. [It is no uncommon thing to read of} some large enterprise with a woman at the head of it. Hasn’t a woman as much right to be at the head of a manufactory as a man has to be aj} { | } | j } cook or to design beautiful gowns for the weaker sex? [I am not an advocate of equal suffrage for men and women, but I do believe in giv- ing credit where it is due. A woman might not be a howling success as a Wall Street broker, but there are precious few business houses at the present time that have not at least a few women’s names on their pay-roll. If, as men like to im- idrive us | preached. : td ply, we are not as capable of doing | the work as the men are, why do not our employers discharge us and hire! the noble men? It is their privilege. | Possibly the men are getting fright- | ened for fear the women are going to| supplant them. Well, it won’t hurt them to worry a little. We'll try and leave them a few places to fill. We would hate to them of every chance to earn their salt. We trying to fill rob are our places 'creditably, so why not give us a little | . e * | ; encouragement, instead of trying to} the field? We are] and have come to stay, if it possible So, cheer up, us halfway with a true Ameri-)| from here is a meet thing. ican show of hospitality and we will } try and be a credit to our calling. Polly Typewriter. ——_—_—_o-2-s—_—__ - He Kept Himself Cool. A man and his wife were once stay- ing at a hotel, when in the night they! | were aroused from their slumbers by ithe cry that the hotel was afire. “Now, my dear,” said the husband, | “Twill put into practice what I have Put on all your indispen- sable apparel, and keep cool.” Then he slipped his watch into his vest pocket and walked with his wife out of the hotel. When all danger was past, he said: | “Now you see how necessary it is to keep cool.” The wife for the first time glanced lat her husband. “Yes, William,” she “it is a grand thing, but if I were you I would have put on my trousers.” said, | Always Something New When our custom- ers want some- thing fine they place their order The best line of chocolates with us. in the state. Walker, Richards & Thayer Muskegon, Mich. Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse energy It increases horse power. Put up in 1 and 3 Ib. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put up in %, 1 and 5 gal. cans. Standard Oil Co. Grand Rapids, Mich. Tell Your Delicious Buckwheat Cakes Are Raised With Yeast Foam Customers 18 MICHIGAN TRADESMAN NEWSPAPER SITUATION. Peculiar Status of the Three Local Dailies. the local daily news- unusual and also in- teresting. The city has three daily papers, and in each the control is held by outsiders, and it is a coinci- dence that in each instance this con- trol is represented by a disciple or graduate of the Scripps school of journalism. What the Scripps schoc] of journalism means is well known Conditions in paper field are in Michigan. The Evening Press is owned chief- ly by George G. Booth, of Detroit, Who. as sondi-law of James © Scripps. received his newspaper edu- cation in the Detroit News business He makes occasional visits to does office. the city, but it is understood not concern himself particularly about the paper's editorial or news policy. All that he asks for is that the shall be satisfac- tory, and that they have been satis- factory may be assumed from the fact that, in addition to the payment of substantial dividends on the stock, cash receipts new Press building, at the head street, costing it is stated, be paid the of Monroe upwards of $300,000, will, for out of the paper’s earnings for the last four or five years. The Herald is controlled by Ralph H. Booth, a brother of George G. Booth, and he also is a disciple of the Scripps school. He received his newspaper education in the Detroit News business office, followed it with the management of the Chicago Jour- nal under the Scripps control, and when that paper was sold he assum- ed the management of the Detroit Tribune, which was then an annex to the Detroit News. His manage- ment continued something less than a year, when Mr. Scripps, discover- ing that The Tribune had accumulat- ed a deficit of nearly $100,000, order- ed its suspension. It was during Mr. Booth’s management of The Trib- une that the Herald was seeking a purchaser on an option held by Wil- liam Alden Smith. The Detroit Tribune and the Grand Rapids Her- ald, both morning papers, with many economies possible in their joint man- agement and many obvious news and from their as- sociation under one control, offered an alluring prospect, and with the understanding that Mr. Booth would give much personal attention to the management of the Herald, Mr. Smith accepted his offer. Mr. Booth paid $so,0co for bonds to that amount is- sued by the new company, and was given $100,000 of the stock as a bonus, representing a two-thirds con- t Mr. Smith retained $50,000 stock and undertook the marketing of the remaining $100,000 bonds. A few weeks after this transaction the Detroit Tribune’s career was cut short by Mr. Scripps. Mr. Booth did not come here to give the Herald his personal attention. He continued and in newspaper story is current that his occasional visits have been far more of a detriment to the paper than to its benefit. He has, been on his business advantages ‘ain 1 TO). to live in Detroit circles the however, the lookout for a purchaser of controlling stock interest which he purchased, and this, too, without con- est. Last fall he let it be known that his control was for sale and the price he put upon it was somewhere around $50,000, he to retain the bonds. In January he made a detailed statement sible purchasers whom a local capital- ist thought he could find for him. The offer that was made him did not prove satisfactory. In February he received with the $50,000 bonds he | | option rustled hard to make good, but sulting Mr. Smith’s wishes or inter- | of earnings for the inspection of pos- | the next move will be has not yet de- veloped, but Mr. Smith may himself gave an option on his stock to local parties at $40,000. The holder of the failed, and the deal ended with the expiration of ‘the option last Satur- ay. It is stated that the discovery through third parties that this op- tion was given brought Mr. Smith home from Washington last week to look after his interests. What or through his friends be compelled to buy the Booth control and upon the terms which Mr. Booth may dic- tate. According to the ethics of the Scripps school of journalism, making Mr. Smith pay handsomely may be perfectly legitimate, but in other cir- cles it is called by another name, and recalls what the Tradesman said of the Herald’s policy under the new management last winter when a lot of erroneous and misleading infor- niation was published concerning the gas companies of the State. The third newspaper in the city is the Post, now controlled by J. W. | \ needs ourselves. | | Let us prove to you how little it costs to make your home more cheer- ful and more healthful with Alabastine. Plans tells all about Alabastine and its cost, shows scores of color schemes and many beautiful interiors finished in Alabastine tints. It will be mailed you for 10c coin or stamps. The Alabastine Company 910 Grandville Ave., Grand Rapids, Mich., or 110 Water St., New York City. hse Brighten Your Walls With Alabastine Tints When you clean house this spring, and want every room bright, fresh and clean, decorate the walls with dainty Alabastine tints, in harmony with your furnishings. ‘ Alabastine is an absolutely sanitary wall coating, more hygienic and more economical than kalsomine, wall-paper or other materials. | product that hardens on the wall after application, and makes a lasting and artistic finish, offering no possible lodgment for insects or disease germs. Your wall once finished with Alabastine, can be redecorated without scraping or washing. This saving of labor enables you to decorate your entire home twice for practically what it now costs you to decorate it once. ~ The Sanitary Wall Coating is sold by hardware, paint, drug and general stores, in properly labeled 5-Ib. packages, at 50c for white and 55c the package for tints. Alabastine powder with clear, cold water, as directed, and apply with a brush. Ask your dealer to show you the Alabastine Prize Designs showing exactly how the different rooms in your home will look when decorated with Alabastine, and giving many practical sug- gestions for furnishing each room artistically. If your dealer does not sell Alabastine, send uS his name and we will supply your Our elaborate Book of Color Tint cards free. Simply mix the It is a pure mineral The above is copy on a reduced scale of a full page advertisement of Alabastine appearing in the March Ladies’ Home Journal at a cost of $4,000 for a single insertion. Similar page advertisements are running in the following: Woman’s Home Companion, Good Housekeeping, The Housekeeper, House Beautiful, Ladies’ R Saturday Evening Post, Everybody’s, Ameri Mr. Dealer, comments are unnecessary. Please prepare yourself for results by stocking early and liberally. ALABASTINE COMPANY, Grand Rapids, Mich., New York City. eview. Delineator, Designer, New Ideas, Munsey’s, Success, ean Homes and Gardens, Associated Sunday Magazine. McCal. s. ati aati é MICHIGAN TRADESMAN 19 Hunter, another graduate of the Scripps school. Mr. Hunter received his newspaper education chiefly in the business offices of the Detroit News and Chicago Journal. He came here something over a year ago to assume the management of the Post, the control of which was then held by Wm. F. McKnight, who had $36,000, or thereabout, of the $50,000 capitalization. Hunter received one- half of the McKnight interest and undertook to put the paper “on its feet.” What success has accompan- ied his efforts is best shown by the paper itself. The most that can be said in its favor is that it still lives. Mr. Hunter and Mr. McKnight are not on terms of harmony and yet neither dare do anything to oust the other lest the litigation which would necessarily follow prove disastrous. Mr. McKnight would cheerfully let go, it is understood, if he could get back a reasonable share of the money he has invested in the property, said to be about $40,000, but Mr. Hunter is in no position to pay. On Mr. Hunter’s part he would retire if he could realize a substantial profit on what he put in, and in the mean- time his position seems to be that he can stand it as long as Mr. Mc- Knight can. The condition that the three papers are in is not altogether desirable or to the city’s credit. It is probable that the next few months will, how- ever, see some radical changes in control, management and policies of at least two of the papers and possi- bly of all three. ———_2 2 How To Manage a Wife. A great many persons have sug- gested methods as to the best way to manage a husband, but it remained for a Eureka man to reduce to writ- ing a set of rules for the successful management of a wife. The follow- ing rules were handed to a reporter after much persuasion and many promises not to reveal his identity by a business man who claims to have followed them to the letter during the last year and says they have never been found at fault in a single instance during that time: Never contradict her. You are right, of course, nine times out of ten, and she knows it, but to tell her so makes her always unmanage- able. Never oppose her. When she sug- gests that in the absence of the cook you get up and light the fire do so at once, willingly and cheer- fully. If she wishes you to walk the floor with the baby obey with alacrity. Never deny her. Possibly she will exceed her allowance, but this is al- ways your fault, because you are not man enough to support her. Never be cross. When you come home at night, having failed once or twice during the day or been insult- ed by a total stranger, or with a large powerful pain in your stomach, laugh it off and conceal your real feelings. Never tell her the truth. When she asks you how you like her new hat or cloak swear that you think it is the greatest thing for the money you ever saw. When she shows you her new gown be lost in admiration. When she is cross and irritable tell her she is an angel. Never disagree with her. When she suggests that you have a cold and need a hot mustard plaster grin and bear it. When she tells you she needs a change tell her you are glad she mentioned it. Never interrupt her. This is the only way to manage a wife. ——_>- 2 ___ China Once Most Civilized. Ten centuries ago China was un- doubtedly the most civilized portion of the world and 3,000 years ago only Egypt and possibly India could have competed with it. But while the others have changed in various ways China has remained the same. Think of some of its achievements! The greatest structure ever reared by human hands is the great wall. It is 1,500 miles long; without break it crosses valleys, climbs mountains, clambers up the face of precipices and bounds an empire on the north. It was built before the formation of the Roman empire, while it was still a republic and while Christianity was still unborn, in 204 B. C. Or, to take a modern instance, while the en- lightened peoples of Europe were still engaged with the crusades, be- fore gunpowder or the printing press | China built the} had been invented, great canal, almost 700 years ago. Our imagination fails us with such | A thousand years of Chin-| ese history make no impression upon | us, for they stand for no events and} to our thought by| nothing distinguished in character or | But to the scholar all is| He learns to fill out the} centuries and gain at least some faint | He comes | not been| sameness, but) that there have been wise and un-| numbers. are represented literature. different. idea of their magnitude. to understand that it has quite a monotonous wise rulers, successful and efficient dynasties, periods of refinement and periods of terrible and desolating warfare. In China, too, he comes to under- stand there have been great sover- eigns, great novelists, great essay- ists. To begin to master all that has been there achieved is beyond the powers of any man, and the most that an industrious student can hope to do is to learn more or less thor- oughly the events of single period or to trace the developments of some particular line of science or of art. Chinese encyclopedias there are in hundreds of volumes and his- tories which are terrifying by reason of their size and compendiums and short editions innumerable, them- selves seemingly long enough for the most industrious. —_.++.—__ In His Line. “And so you are a _ journalist?” asks the girl with the trusting eyes. “Why, in a way, yes,” replies the some young man with the double watch guard. “And what part of the work do you do?” “I have charge of the circulation.” “Oh, how lovely! Then you must manage the Heart to Heart column.” That Friendly Feeling your customers have for you when you sell them a good, satisfactory, pleasing brand of flour is worth a good deal of money. It means a good business; more from them and more from others. “Seal of Minnesota’ Flour ‘The Great Flour of the Great Flour State’ Is the Flour New Prague Flouring Mill Company New Prague, Minn. Capacity 3000 Barrels Leading Wholesale Grocers Distributors DON’T DECIDE NOT TO BUY NOW UNTIL YOU HAVE FULLY INVESTIGATED The Bowser Self Measuring Oil Outfit is greatly improved and the best we have ever made. It has many advantages which you would find would - materially assist you in making a profit on your oil handled. In fact, it will in a very short time save you more than it cost. It costs vou nothing to investigate. Write today for full informa- Ask for tion. It’s free. Cataloo * M” gc ge gt DOUBLE CELLAR OUTFIT S. F. BOWSER & COMPANY FORT WAYNE, INDIANA FADED/LIGHT TEXT MICHIGAN TRADESMAN Women Prone To Being Good by Proxy. One of the pretty fictions of the| world is that which represents wom-| an as being only a little less angelic than the angels. Tradition has made her the custodian and regulator of our morals and the official exponent of all the way she is supposed to have cornered virtues, and in a general the whole visible supply of goodness. view is too flattering to have adopted it, and somewhat cyni- This point ot not but an amusing cal comment is offered on the situa- for women tion by the frequency with which the sex shunts the burden of its right- eousness and right doing on to other people's shoulders, for it is woman, and not man, who has hit upon the happy idea of doing one’s duty vi- cariously and being good by proxy. married to her henpeck him speaks of herself as being a good wife. The feminine ideal of wifely duty is getting along smoothly with a man who is a good provider, and who never interferes in the house- keeping. His humble attitude of ac- quiescence never counts at all when she sums up her virtues, although as may only be aimiable because she is never crossed. woman who is lets Every a man who a matter of fact she Likewise a woman invariably takes credit to mother when her children happen to be born with healthy constitutions and are lucky enough not to take the measles; while a good friend, as we all know, is a woman who will lend us her new skirt pattern before she has used it herself and who lets us dictate to about what clubs she shall join. and control her vote at the We irequently admire our own dispositions because herself for being a good her election of officers. we get along harmoniously with peo- : rt ple who give in to us, and adjust 1 themselves to our peculiarities. Self-sacrifice has always been re- garded as woman’s star virtue, and the one in which she shines unriv- aled by man, but even in this she generally manages to offer up some- body else instead of herself. It is the same spirit that prompted Arte- mus Ward, during the fervor of his patriotism, to declare that he was willing to sacrifice all of his wife’s need be, to put down Women are not con- scious of doing this, of course, but all the same they do it. When a woman tells you that she believes in plain living and high thinking and that she sets her face sternly against the pleasures of the table, you can be utterly sure that she is dyspeptic and can not eat anything but health food abominations, anyway. relation, if the rebellion. When the time comes to economize somebody else’s extravagances have to be lopped off first. A once, in exploiting her own achievements in saving to me, ex- claimed: “Why, I made my husband the same suit of clothes for it is that woman ote wear three years!” But that very woman continued to go to the highest priced dressmaker in town for her own frocks. However, she explained this on the ground of its always being economy for a woman to get some- thing expensive and she probably what she was talking about. At any rate, she cut off every one of her husband’s indulgences, and they got rich, and to this day when peo- ple speak of their prosperity they always attribute it to his having been blessed with such an economical wife. Thus was virtue rewarded, while she herself anything she personally wanted. A man_ never until he is married that it is economy to do without cigars in or- der to put the money in bric-a-brac. If you will notice, a woman’s burnt offerings are generally made of some- body else’s likings, not her own. knew never denied knows Another vivid example of woman’s proneness to let somebody else be good for her is shown in the matter When a_=man_ thinks about being good he is apt to begin on himself. He stops drinking or swearing or playing poker or what- ever was the particular vice that was his besetting sin. When a woman decides on leading the higher life she turns the batteries of her good resolutions on somebody else. She does not even contemplate such a thing as giving up gossiping or play- ing progressive euchre or being irri- table and cross with her own house- hold. She devotes herself to trying to make her husband quit smoking or having a modest glass of beer with his dinner, and she counts it unto herself for righteousness when she can persuade him to resign from his club. of reform. All of the great reforms inaugu- rated by women have the suppression of the vices of men for their object. No woman reformer has ever had the nerve to tackle the vices of her It is altruistic and unsel- own sex. fish in us, of course, but isn’t it a trie absurd to devote all of our time to trying to pluck the motes out of our brothers’ eyes, when there are sc many beams in our own? Be- tween the crime of drink and the crime of gossiping there is precious little to choose. Both ruin lives and wreck homes and break hearts, yet there are thousands of women band- ed together to stop men from. drink- ing and prohibiting the intemperate use of liquor, but there is no or- ganized movement to stop women from talking scandal and to prohibit the intemperate use of the tongue. It is a lot more comfortable to reform somebody else’s faults than it is your own, but it is not so profitable to your own soul. Whether a woman is going to be held responsible for her husband’s getting drunk and playing poker, I don’t know, but I do know she is going to be held to account for cheat- ing at progressive euchre and for a mismanaged house and for raising her children up on the streets with no idea of duty. or obedience to God or man. It is about time we quit policing men’s vices so much and turned our attention a little to our own, and I shall have greater hopes of reforms reforming when I see women with a bunch of ribbon pinned on their breast that indicates they be- long to the Christian Women’s Tem- perate Talking Union or the Amal- gamated Mothers’ Spanking Asso- ciation, and are looking after their own moral fences and not those be- longing to their masculine neighbors. One of the most outrageous fea- tures of the feminine idea of being good by proxy is the habit so many women have of making somebody else foot the bills for their charities. In every city in the land. there is a coterie of women who outdo the scriptural injunction not to let the right hand know what the left hand gives, for their pocketbooks never know it at all. They sustain a flour- ishing reputation for philanthropy and are conspicuous on orphan asylum and hospital boards. They are the head and front of every church fair and charity bazar and missionary tea, and are supposed by people on the outside to be prodigally generous, yet they never give a cent of their own money. Let a case of destitution in a neigh- borhood be known, and such a woman claps on her bonnet and is out col- lecting food and clothes for the suf- ferers, but it never occurs to her to supply them from her own pantry and wardrobe. Let a church bazar be organized and she gives herself prostration rushing around contributions from mer- but hear of her personally donating anything on her account. which nervous begging chants, you never own Her generosity, BANKERS LIFE ASSOCIATION of DesMoines, Ia. What more is needed than pure life in- surance in a good company at a moderate cost? This is exactly what the Bankers Life stands for. At age of forty in 26 years cost has not exceeded $10 per year per 1,000—other ages in proportion. Invest your own money and buy your insurance with the Bankers Life. E. W. NOTHSTINE, General Agent 406 Fourth Nat’! Bank Bldg. GRAND RAPIDS, MICHIGAN BONDS For Investment Heald-Stevens Co. HENRY T. HEALD CLAUDE HAMILTON President Vice-President FORRIS D. STEVENS Secy. & Treas. Directors: CLAUDE HAMILTON HENRY T. HEALD Ciay H. HOLLISTER CHARLES F’. Roop FORRIS D, STEVENS DUDLEY E. WATERS GEORGE T, KENDAL JOHN T, BYRNE We Invite Correspondence OFFICES: 101 MICHIGAN TRUST BLDG. GRAND RAPIDS, MICHIGAN are the largest exclusive coffee roasters in the world. sell direct to the retailer. carry grades, both bulk and packed, to suit every taste. have our own branch houses in the principal coffee countries. buy direct. We have been over 40 years in the business. We successful. We pleasing you, and We know that we must please you to continue know that pleasing your customer means 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 Ree RTE, is EG ages S MICHIGAN TRADESMAN is lauded in the papers and celebrat- ed throughout the community, is en- tirely vicarious and consists in hold- and making ing up other people them give. Perhaps it is because giving by proxy 1s so cheap and yet at the same time so soothing to one’s conscience that women are so addicted to it. I have a that there would be about a million fewer “causes” if women had to give to them them- selves, instead of making others do the contributing. As it is, every woman you know has two or three pet charities that she depends on sup- friends. suspicion holding up her When the time comes for making ber annual contribution she never thinks of going down into her own pocket. She puts her hand _ into theirs. It is nothing short of high- way robbery with no chance of ap- pealing to the police. porting by Of course, it is done decently and under the guise of a lecture or read- ing or amateur concert, as if anybody ever went to such things of their own That cuts no figure with the woman, however. She feels that you ought to be willing to suffer in a good cause, and a self-righteous glow pervades her whole being as she pic- tures you being spiritually purified by listening to something that bores you to death, and being forced to con- tribute to a cause to which you have no desire whatever to give. In her heart she is saying, “I will be the humble instrument to save that per- son from his own selfish indifference to the noble Pug Dog Hospital or the Home for Superannuated Cats,” and thereupon she sits down and accord. sends you a lot of tickets to the en-| tertainment for the benefit of this worthy charity, with a note saying} she will take it as a personal com- pliment if you will make a subscrip- tion. Of course, men are the worst suf- ferers. Women do not mind declin- ing so much, and, anyway, as_ they do other people the same way, it is a case of diamond cut diamond, but it is not easy a young man to re- fuse if the tickets come from a wom- an who has entertained him during the winter. Indeed, it amounts al- most to a civil dun for dinners and refuses to make cold one in TOL dances, and if he cood, his welcome is a future when he goes to call on Mrs. Proxy G. Samaritan. If there were only one ticket it would be a small matter, but when they come in shoals, as they do during this season, they send the average young man to the free-lunch counter for food and he says things about this particular form of blackmail that it would do the vicariously charitable sister good to hear. The ticket-sending nuisance should be suppressed. It may safely be tak- en for granted that every single one of us have just as many claims on our pocketbooks as they will stand. It is humiliating and embarrassing to be expected to support other people’s charities, and no woman has a right to demand it of her friends. Let her give what she cati herself and in a still wider charity refrain from ask- ing others. The best sort of good- ness is individual goodness, that does not do its good works by proxy. Dorothy Dix. ———_-- 2s —___ Gcod Manners the Flower of a Good Heart. In these later Lenten days almost without regard to creed, has her thoughts turned more serious matters and is honestly trying to be a little better than ordinary. It is a kind of annual spiritual house-cleaning time, when we take account of the virtues we have worn to rags and tatters and the commandments we have broken, and every woman, or less to try to administer a coat of white- wash to our consciences. One of the reasons that women are no better is because they are so If they committed big sins they would repent them in sack cloth and ashes and reform, but their faults are so much of the tarradiddle and white-fib order, it never seems worth while being sorry for them, or to leave off doing them. But however long women may be on virtue, it must be confessed that they are short on manners, and other Lenten ob- servance would have more real mean- ing than for women to celebrate the good. no penitential season by their fellow-creatures that combina- tion of consideration and forbearance and courtesy that we call good man- ners. This has no reference whatever to the matter of leaving cards or the art of using the proper fork with the proper course at dinner. A woman may have the etiquette of fashionable society at her finger tips and still be and. ill-mannered. way in rude the brutally see it in which she exhibiting to) Wel ifl- | |solently orders a shop girl about. We| We see it in the manner in which she lets her eyes travel slowly and cruel- ly all over a poor woman’s costume, taking in and commenting on every detail in a way that is none the less perceptible because it is inaudible. Manners and morals are the Sia- mese twins of virtue, and nobody has ever successfully separated them. It is a common thing for people to ex- cuse the ill manners of some one by saying that under a rough they have a heart of gold. It are in the mining business. We must take people as they come to us, and if they wound and hurt and offend did it because of thoughtlessness or malice. concerned with. Sometimes one is tempted to think that the possession of good manners is the philosopher’s stone that would enable women to solve most of the problems by which they are con- fronted. Think of the impossibility, for instance, of domestic rows occur- ring in a home presided over by a woman whose manners away under any of the exigencies of family life. With what tact she would guide the conversation away from dangerous topics; with what | Suavity she would listen to the op- exterior | may | possibly be true, but very few of us| never gave! see it in the way in which she sel-} fishly spreads herself out over a} street car while other people stand. } us it is immaterial to us whether they | The result is all that we are) | pa’s pleased? posite side of every question; with what seeming deference and with what charming compliments she would apparently yield to her hus- band’s superior judgment, even when she meant to have her own way in the end. No man would quarrel with such a wife. No man would want to. We show this kind of politeness and consideration to the veriest stranger that enters our gates. Why should it be thought too good a thing for family consumption? So with our children. Send Us Your Orders for Wall Paper and for John W. Masury & Son’s Paints, Varnishes and Colors. Suppose our own good manners never failed? Sup- pose, instead of teaching and preach- ing gentleness and kindness and con sideration and unselfishness to our little Johnny and Susie they beheld an animated object lesson every day Brushes and Painters’ Supplies of All Kinds of their lives in us. Shouldn’t we get very different results? There are no critics so keen as children and they Harvey & Seymour Co. Grand Rapids, Michigan measuring us up They imitate are relentless in against our standards. our examples, and not our precepts, and there would be no hoodlums if all children raised in an at- mosphere of perpetual good manners. the flower of a the Jobbers of Paint, Varnish and Wall Paper . were Window Displays of all Designs and general electrical work. Good manners are good heart. Women world to keep it fragrant and beauti- ful them. Cora Stowell. +. 2 -- Very Likely. Mrs. Ascum—So there’s a new baby | A U TOMO BI L E up at your house? S 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. leased var Michigan Automobile Co. iia - Grand Rapids, Mich. owe it to Armature winding a specialty. J. B. WITTKOSKI ELECT. MNFG. CO., 19 Market Street, Grand Rapids, Mich. Citizens Phone 3437. with Tommy—Yes. Mrs. Ascum—I suppose your pa guess he’s Tommy—I it ain’t twins. | COFFEE ’s All in the Blend Rich Aroma Strength Fine Flavor JUDSON GROCER CO., Roasters Wholesale Distributors GRAND RAPIDS, MICH. 22 MICHIGAN TRADESMAN MICHIGAN’S SHAME. | who bought those lands and stripped ithem to evade the payment of taxes One Sure Way To Wipe Out the on the denuded acres by abandoning Blotch. Written for the Tradesman. Advertising managers on_ great daily papers are necessarily busy men | and have no time to vestigating the rectitude and general decency of advertisements for publication when the ment pertains to real estate. Real estate speculators and real, estate agents are—-well, they are va-| rious. Some are absolutely upright, some are absolutely unscrupulous and) two ex-| some vibrate between the tremes. Therefore when the dubious ones see and take advantage of an open- ing to do crooked work, it is neces- sary and the absolute duty of the au- thorities to secure evidence such as, any question of law or jus- tice, will prove the criminality of the case, put a stop to the offending and punish the culprit for the wrong in- flicted. Now, beyond all of this is very clear until you begin to investigate the authori-| ties who are to investigate the crooks. Then, if it happens that the offense would be impossible to com- mit not the connivance of those authorities, the problem be- comes complicated and unbearable. For instance: were it for During the past half century complacently at the illegal and un- scrupulous devastation of the most magnificent pine forests on our con- tinent. It has permitted the men devote to in-| the} great State of Michigan has winked | ‘them because they are worthless ex- ‘cept for the development of forests, 'and Time and Life are too deliberace |and exacting to permit the avaricious ones to wait and pay while they wait. submitted | announce- | Accordingly, the State of Michigan ‘is now the owner of 6,000,000 acres or thereabout of pine barren upon which neither grains, fruits, vegeta- ibles or grass can be raised success- fully. They are fit only for the grow- ing of timber and they can and will | do this. Unscrupulous tricksters are permit- | ited by ithe State these barren ‘in the Detroit Free Press and in} |Chicago papers there were publish- | ‘ed page advertisements announcing ithe sale of these lands in Newaygo, /Mason, Lake, Roscommon and other counties. The lands were pictured in ‘the text of advertisements as equal! to the best grain growing lands in | Indiana and as good as the best land | |in the corn belt of Illinois, | were offered in parcels from one-fifth 'of an acre to five, ten, twenty and \forty acres in area, at prices which 'were absurdly low for the kind of ‘land they were represented to be. The sylvan beauties of the lush woods in springtime, the luring glories of ‘shaded trout streams and_ beautiful \lakes were set forth enticingly, so ‘that the city-satiated people longing ifor a country home and a chance to the State to purchase from | lands at from} ;T0 to 40 cents an acre, and recently | and they | live near to nature, desperately tired and discouraged with the days-wage- struggle for existence, saw an op- portunity for freedom, health, peace and comfort within reach of their limited means. The lands were too far away from Chicago, Indianapolis, Detroit and other like centers of population to make a personal inspection; the real estate sharks were too tenacious and convincing to permit them to escape and so the poor people, scraping to- gether their all, paid it out for homes upon lands where even weeds will not grow, intentionally. And the great State of Michigan is primarily and directly responsible ifor this overwhelming outrage. The real estate sharks are not re- sponsible for they have no accounta- 'bility of any sort, and the newspa- pers are not answerable because they |/have not the time to scrutinize such advertisements before publication, and are not expected to do so if they had the time. And so, if the county poor authori- | ties in Roscommon, Lake, Mason, Newaygo and other counties to the inorth and the Saginaw country sud- | denly find themselves with groups of heart broken, discouraged and pen- niless charges on their hands, they may, in all fairness, charge the ac- count up to the great State of Mich- igan. And, more than that, the peo- ple of those counties will be called upon to pay, pro rata, their propor- tion of the vastly increased cost of operating the Auditor General’s of- fice at Lansing. What does that mean? It means, for example, that instead of recording a hundred thousand de- scriptions of lands reverting to the State for non-payment of taxes; in- stead of advertising annually one hundred thousand descriptions, at 40 there will be 200,000 descriptions to advertise and cents per description, pay for, because the former descrip- tions covering ten, twenty or forty sections will, under the summer home land sale, be replaced by the descrip- tions of quarter acres, half acres, one, two, ten, twenty and forty acres aban- doned by the unfortunate victims who could not possibly remain on their property and gain a living. And every upright, fair-minded cit- izen of Michigan owes it to himself. his family: and the community in which he lives to put forth his best effort at once and continuously until the blotch upon the record of our commonwealth is wiped clean and far from a repetition. How can the thing be done? Let the State of Michigan publish and pay for page advertisements in the daily papers of Detroit and Chicago, giving the facts in the case, confessing its own shame and disgrace and promising to pre- vent a repetition of the indignity. Let this be done at once before further cruel swindles can be _ perpetrated and then let the State take those lands out of the market, stop adver- tising them, set them apart as forest reserves, guard them, cultivate them and ultimately make amends for its wretched dishonesty. How Much do You Lose on Butter? Can’t Tell Exactly---Eh? THE NEW Why not write us? loss, KUTTOWAIT Will Do the Let us show you. You know there is a loss, if you handle tub butter, and yet you know it is the best butter, and cheaper than some- body’s brand of print butter. Well, if you knew of a machine that would save you all stop your troubles, that would cut out a neat piece of butter exactly to weight, no waste, no scraps, please your cus- tomers, reduce labor and time—such a machine would be worth your consideration. Our Kuttowait Butter Cutter Work It is certainly worth a two cent stamp to make sure. CUT OUT. Siveet 6.002... Oy ee Miate jee MAIL AT ONCE. General Agents in Your Territory C. D. Crittenden, Grand Rapids, Michigan - J. B. Peterson & Co., Detroit, Michigan Saginaw Produce & Cold Storage Co., Saginaw, Michigan KUTTOWAIT BUTTER CUTTER CO. UNITY BLDG., CHICAGO Sa 6 Yi SP ST ‘ ' Sige le - mr ‘ IN ' AT ES LE tT \ , v ‘ Te: aie een 4 oo PEN TT ' t % ‘ * oo TN TT as Se ' SOT SI tT \ ' ‘ ' , { MICHIGAN TRADESMAN 23 talk with the lumberman, and he LUCK AS A FACTOR. To What Extent It Makes and Mars Careers. In spite of the assertion of most millionaires that luck does not have anything to do with success, there is a time in many great careers when chance, or the ulterior power |. for which it stands, is a determining factor. If it had not been that Gov. La Follette happened one day to ask ad- vice of John McCullough as_ to} whether he should adopt the law or) the stage, and if it had not been that the fortunes of the last seemed es- pecially fickle to the great tragedian at that particular minute, probably in- stead of going to the United States senate La Follette would to-day be an actor. He had a strong leaning toward the stage and was wavering between it and law, which was attracting most college men of the day. Just before he graduated he had written an analysis of the character of Iago. It won the oratorical prize from several contesting states and fell under the eye of Edwin Booth. He declared that he had gained a new conception of the character from it, and through this McCullough engaged him to write an analysis of Hamlet. It was not as fashionable then as now for a man to go on the stage, especially in college circles, but in spite of the fact young La Follette was encouraged in that direction by his friends and admirers. There was no question as to his dramatic talent, but he went to McCullough, who gave the unexpected answer—not to. His advice was given in such an earnest and fatherly manner that the young man took it, cherishing se- cretly, however, his wish to be an actor. He took up the law, working away meanwhile at his Hamlet. But being of an intense nature with a great capacity for study, he found himself admitted to the bar before the prescribed time, and was thrust out in his career by being immediate- ly nominated and elected district at- torney. Those who know him best say that his consenting to his daugh- ter’s stage debut was because he has never quite forgotten his first love. Few people to-day go far enough back into the career of Standard Oil to know that a chance encounter on the part of a shrewd relative who interested for him opened up the millionaire career of Henry M.| Flagler. Flagler had by his own ef-| forts worked up to a place where he was earning a living for himself and wife by manufacturing _ salt. His wife’s father, a Michigan lumberman, had some means. One day the lumberman little railroad journey and happened to meet a poor young man, who was John D. Rockefeller. He had some was took a was so sure that there was money tn the oil business that his hearer was convinced of the fact; also that it was a good place to invest a little money. He decided to do this for his son-in-law, believing that it would at least prove a means of setting him on his feet. He bought him an in- terest which made him one of a new firm—Rockefeller, Andrews & Flag- ler. This was in the days when Stand- ard Oil first lifted its head among many competitors in oil refining, and when it had to fight rivals apparent- ly much stronger than itself. The scheme of rebates and taxation which converted a struggling business into an aggressive monopoly was Flag- ler’s contribution to the scheme, worth to the concern inestimable times the little sum which his father- in-law had paid to put him into it. This was tame, however, compared to the way in which the chance to fortune fell at the feet of James B. Robinson, the South African mil- lionaire. He and his wife arrived at Cape Town from England in the early ’7os, possessing about $500. They made a long and tedious jour- ney to Bloemfontein and opened a grocery and general merchandise store. Customers were long in com- ing, and when they did they asked for credit—a plan at which they were old hands, and at which Robinson was new enough to let it ruin him. The crisis came, an _ official took charge of the store, the burghers who had ruined him came from all parts of Bloemfontein to see the sport without making any effort to pay him. Robinson stood by in a dazed sort of way, hardly realizing what was taking place. He was nearly 40 years of age, and as the hot African sun sank down that evening he realized that he was not only homeless and penniless, but that he was in the worst country in the world in which to be without money. There was no sympathy for the man who was “broke,” and he could not borrow money with which to go to the diggings at Kimber- ley, 200 miles away. His wife sug- gested that they walk there, and the husband shouldered his little belong- ings and they started for the diamond Mecca. It was a fearful journey over the hot African karoo and hills, and they were a strange looking couple when they arrived at the diggings, foot- sore and weary. For three weeks they had to depend upon charity for food and lodging at farm houses along the way, and when they got to Kimberley things looked extreme- ly dark for them. Then it was that Robinson, walk- ing around among the rude and dragging his feet in a listless way, kicked a shining object from the dust. It proved to be a fine uncut diamond, of which the _ millionaire, who now reads the value of any stone at a glance, had not the least idea of the worth. Within two hours af- ter he had found the diamond he sold it for $1,200, which was more money than he ever had possessed. From that time every investment that he has made has been successful to such a degree that it is said that what he touches turns to gold. His mine, known as the “Robinson mine,” turned out to be the richest in the Rand. An English syndicate offered him $10,000,000 for it, and it is only a part of his great possessions. The largest diamond in the world was streets found in another of his diamond field, and an offer of $1,250,000, which an Indian rajah made for it in the rough, Robinson refused. Wher Joseph Pulitzer came over to America he talked to sailors and his absorbent mind made him _ be- lieve that his future on the ocean. He was landed, was thrown among men who were struggling for a poor living, and believed he was lucky to get a berth on a whaling vessel which was starting for a three years’ cruise. 3ut something went wrong and the young man failed to get the job that he hoped for cutting whale blubber. He went to the front in the American war with the army of the north. He had varied experi- ences, one of which an for he ordered for court martial. One day an old general of German blood was hunting for somebody play chess with him and was told that there was a man under arrest who played well. To the general more importance tial, and he young man’s mental matter was patched trial never came off. earned a living by a successon hard working experiences until became a member of the Missouri legislature at 21. Tf it had that the savings fifteen work were suddenly swept away by the failure of a Paris bank Paul dej Longpre would not be known as the | Was was” knocking down officer, which was who could chess seemed of than courts mar- so amazed at the that the over and the After this he of he was force not been small representing years” great flower painter of America. It was a crushing loss to the young painter, who, at 21, had lived a life- time of hard work, having supported himself since he was 12. He had also been the father of a family since he was 18. It seemed an irreparable loss, for which there was no cure but heroic measures. These were taken when he accumulated a few hundred dollars, gathered together a few of his choicest paintings and his family, and came to New York. It was an undiscovered country, and an unfriendly one, for the first three years; but, with the suddenness with which his affairs had taken a turn for the worse, they took one for the better when he thought of mak- ing an exhibition of the work which he had been doing but not selling. The exhibit caught the public fancy, the newspapers and the critics gave him space and praise, $7,500 worth of his pictures were bought at one time, and from that day De Longpre’s fortune was made in America. G. R. Clarke. TRAGE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. YOUR DELAYED 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 Facts in a Nutshell 345 S. Division St. Grand Rapids, Mich. 33 COFFEES MAKE BUSINESS | WHY? They Are Scientifically PERFECT 127 Jeffersen Avenue Detroit, Mich. Main Plant, Toledo, Ohio FADED/LIGHT TEXT MICHIGAN TRADESMAN Some New Things in Prospect in Clothing. The manufacturers of clothing are} the time in making spring shipments and since | the middle of month the busily engaged at present last work |} i manufacturers ltive tailoring. of starting the ready-to-wear gar-| ments on their way to their future wearers has been rapidly progress- These shipments mark the. be- ginning of the end of the and save for the work of filling du- ing. season, plicate orders, placed after the sea- son has opened for the retail mer-| chant, the greater part of the busi-| ness of the season has reached its end General satisfaction is expressed ys to the results of the lightweight} season of 1906. The orders have} heen larger than usual, owing, no | doubt, to the small stocks carried | over from last season by retailers, | and the most pleasing feature of all) is the fact that the better grades of} clothing have been the ones in de-| manufacturer | ] for | opportunity he has deserved : : a manufacturing a better class of cloth-| mand, thus giving the ing instead of giving his attention to} the production of garments to retail | at a low price. February witness-| the visited The month of ed the close of season during the wholesale | the fact that} the majority of the orders were plac- | the there which buyers Owing to salesrooms. ed with traveling salesmen on} were fewer buyers in| arkets during January and Feb-| c | season of years. | than any past purchases were small and they} were chiefly in the market to fill in| ir stocks with \ \ novelties or to pick up odd lots for special sales. Designers are already busy on the lines for next season. The orders for sample pieces have been placed with the mills and as rapidly as the woolens arrive they are converted in- The lines will all be completed this month and will the on the fall trips as soon after to the new garments. be ready for salesmen to start out with April I will be shown to buyers before that but turers will withhold their samples un- til later. as possible. Some few lines date, the majority of manufac- The lines of completed sample than last season, when it was thought that the then garments will be smaller had been reduced to a lines minimum. The success of the swatch system of salesmen’s selling samples is responsible for this change, and it demonstrated season that a garment made up to| | was effectually last | show the effect of our fabric, or style. with the patterns being shown by swatches, was the proper method for a manufacturer to show his line. The most satisfactory system for swatches is one by which each sample is rep- resented by a piece of cloth of gen- erous proportions, folded and stitch- ed. At end it is bound piece of leather. This with a the one enables | overcoat. i reveals |; $ray i but swatch to be quickly handled and the cloth easily examined. The feature of this system is the fact that when the selling season is over. the swatches are made into garments, thus preventing any waste of mate- rial. An entirely new creation for the | spring season is the new Chesterfield Tt is most attractive in ap- pearance, and from collar to. skirt the high attainments which have reached in crea- The coat is long, and is shaped to the waist, has deep cen- ter vent, and is flared at the bottom. it 4s for all-time wear, business, daylight social functions and formal evening affairs. It may be had in black and Oxford vicunas and Thibets, and black Oxfords and narrow serviceable undressed worsteds in and wide weaves. One of the new fancy waistcoats for summer wear is of gray washable with a black cord edging. It is of the single breasted style and is closed with smoked pearl buttons. material, Another waistcoat is of an entirely new cut, showing a very pointed ef- fect. the long dip. waist-line is made The garment has a deep opening and is closed with but four buttons. The top pockets display a small flap, which contains a button bale, through which appears a smal! button. | These waistcoats are particularly ef- fective in striped and plaid effects in flannel, Another novelty in waistcoats is a double- breasted collar, with opening of mod- erate depth so that when the coat is single-breasted style, with a buttoned the edge of the waistcoat is | perceptible.—Clothier and Furnisher. —___ >. __ A Claim To Fame. A traveler in Maryland came upon ;a small town which he knew had been | settled in 1847. yet to his surprise he saw on a prominent building one of the large bronze tablets erected by an historical society to commemorate some event in the life of Washing- ton. Without reading the inscription on the tablet he turned to a native and remarked: There was hereabouts when Washington lived, so what right has this town to rank itself with the others wherein Washington spent some portion of his days? Such de- may down with the unread, T happen to know this town is modern to have—” “That looks odd to me. civilization no ceit go go too “One moment, suh,” suggested the native, with that soft Maryland ac- appetizing | which makes an sound if terrapin is mentioned. “One mo-ment, suh. Might I request you, sth, to read the inscription on the tablet befo’ you make any mo’ criti- cisms?” The and cent turned to the tablet wherein he had erred, for the heavy lettering was to this ef- fect: “Erected by the Washington- ian Historical Society. This Is the Only Town in Maryland Wherein General Washington Did Not Plan His Campaigns, Spend the Night, or Stop for Dinner.” traveler saw with a! The lower pockets are piped. | THE PRICE CLOTHING IN UNION LABEL THE UNITED STATES HAS THE 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 Wear Well Clothes We make clothes forthe 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 4 ' » f ~ Pad NM r ¥ 4 | ye ‘ eee 4 nr, . SA CT \ Y § v eS ‘ { SE ' \ MICHIGAN TRADESMAN How To Hold Your Shirt Trade. Since the time that colored neglige shirts appeared as a substitute for or companion to the white shirt up to the present time, never have the conditions been as serious as they are now, on ac- count of the marked advance in the cost of materials, whether percale, cords, plain colored or figured madras, muslins or cambrics. In recent years a periodical advance has taken place, but in a very short time prices returned to their normal figures. The syndicate of converters who have poured millions of money into the coffers of the cotton growers and spinners hold the key to the situation and the boxes of the vast stor- age room will never be unlocked until they obtain their price. Export busi- ness is heavier than the supply is not equal to the demand and the chance of reduction is far and re- mote—high prices have apparently come to stay. The question now presents it- self, How is the manufacturer of shirts to satisfy his customers and the retailer trade? ma- terial was cheap, an excellent fabric in make and quality could be found in $9 shirts, and many a man who never wore a shirt costing less than $2.50 and $3 was very easily suited with the dollar shirt. woven ever before, his In recent years when What shall the manufacturer do? Take a firm stand, don’t bother about his competitor, he cannot afford to work as a philanthropist. Give honest value. | If the cost of a $9 shirt is increased one dollar, charge $10. His customers will! think more of him than if he tells them, “We don't take any stock in this cry of high prices—our shirts are still sold at the old price.” If your custom- er is an honorable he believe you, he will lose confidence in you. He knows that make, quality must be reduced to meet the ad- | vance. Don’t lose any sleep if a bill slips through your hands. Go into de- tails with your customers, tell them that if they want a $9 shirt you will make them one, but inferior to that which you) made frank and truthful with and eventually you will reap the reward of success that follows square dealing. What shall the retailer do? We aware of the fact that the worry unpleasantness will fall on the of- the retailer than upon the manufacturer's. The maker has to deal principally with merchants who will easily grasp the situation; the dealer has to face different conditions. If you are obliged to charge $1.25 for a dollar shirt, and the customer will not merchant, wont size and! before. Be your customers, are and heavily more shoulders at once realize and accept conditions, and reports the matter to his women reia- tives and friends before he buys, they will tell him, “How foolish you are to pay $1.25 for a shirt—the great ‘Bar- gain Palace’ advertises $1.50 shirts for 68 cents, and tie and six trading stamps thrown in. Don’t you bother, I am go- ing down shopping and I will bring some along.” Nothing better could suit the retail haberdasher. Only once will your customer be fooled—get some passe pattern and a poorly made $4.50 per doz- en shirt for the absurd price of 68 cents. He will be misled once but never again. To hold your customers, give them reputable merchandise. If you find you must have a dollar shirt, get your }you multiply it by 7 | thing manufacturer to make you a lot out of material costing a trifle less. It wont be long before the consumer will appre- ciate the situation and pay the small ad- vance. The writer well remembers many laundered pleated shirt sold for $1.50 that today you could hardly get 75 cents for. Why should articles of dress be so low that it makes a battle for exist- ence between the large department stores and the small merchants? Be resolute, give value, treat your customers fairly and they will soon reconcile themselves to existing conditions. It is clear to every intelligent, reasoning merchant that the advance in the cost of all ma- terials must entail an advance in the price of shirts. This is a plain law of trade from which there is no escape. —RHaberdasher. >. Queer Puzzle in Numbers. Persons who like to puzzle their over queer combinations of will find many things to in- terest them in the number 142,857. [If you multiplied it by 2 or by 3 or by 4 or by 5 or by 6 each answer will contain the same digits merely trans- To multiply it by 2 simply transposes the first two figures to the fast two places, thus: 285.714, while to multiply it by 3 you transpose only noddles figures posed. the first figure to the last place, thus. 428,571. Yo. multiply 1 by 4. you transpose the last two figures to the first two places, thus 571,428, while to multiply it by 5 you the last figure to the first place, thus, 7i4.28e. Lo multiply it by 6 you “shift the cut,” that is to say, you transpose the two sets of triplets, placing the first three figures in the last three places, thus 857,142. If transpose only merely you get some- the of the figures entirely taining not original number. tain only how near to it come. If you new, answer in the Indeed, it will con- digit. Try it 1,000,000 you can one and see make one to pursue the exer- cise you can multiply the original 42,857 by & merely by deducting 1 from the final 7 and placing it be- the initial 1, the result being 1,1,142,856. And if you don’t mind little farfetching can multiply it by 9 by nipping the 4 out of the sec- ond place, changing it to I and 3 (which make 4) and placing them at the end, thus, 1,285,713. Another little trick with this original number ‘ade all its component digits together and make 27, thus 1 plus 4 plus 2 plus 8 plus 5 pilus 7 equals 27. The 2 and the 7 of this sum added together equal 9. Now split the original number in the middle and add the two halves together and each column foots 9, thus: 142 plus 857 equals 999. Then, if you feel inclined, you can add those three 9’s together and get your 27 again, which is the sum of all the digits in each of the products of all the multiplications you have made, excepting the one which is 999,999. There now, perhaps this thing has gone far enough to prove that the number 142,857 is a very interesting one, and if you are not by this time in a hopeless mental muddle it isn't my fault. wish fore you you can play is to years ago, a white cotton front The Ideal Clothing. Montana, along the line of the Northern Railroad, a was falling one November the the soft coal setting in its box of In Great rain Inside section-house stove, sawdust, was red with heat. Two sec- tion hands came in, dripping like the proverbial rats, and proceeded stand as close to the well could without being Shortly clouds of steam ascended from their soaked clothing, and the small room resembled a vapor bath. “T tell Mike,” said one squeezed water from the “overalls is the thing they scorched stove as you, as he the of his trousers, to wear, for, no matter how wet they are, they are so soon dry.” “Naw, Jawn; mackinaws is the replied the other as he looked his plaid byes,” down with satisfaction at suit of thick woolen. the o’ny clothes, they kape ye an’ cold so warrum an’ dhry.” ee emnntnmeon A writer in the Medical the use of paper which shall be burned up when “Fhe he “Is quite a urges chiefs, soiled. handkerchief,” dangerous bacteria rier the of being stored in spread of bacteria.’ The chief, he asserts, in clothes and them broadcast. pockets and con- | { 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. ing here have expenses al- will gladly send representative. Customers com- 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” ona 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. | | pelting | } day. | rusty | to | hem! “Mackinaws 1s | fer whin ye are wet} Record | handker- | says, | car- | and preserver, chiefly on account| depth Of al pocket where a mild temperature, humidity and seclusion of air and light contribute to the increase and| handker- | deposits the bacteria | spreads 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. inc GRAND RAP/IOS, MICH. 26 MICHIGAN TRADESMAN THE WORK HABIT. It Is Essential to Health and Hap- piness. The habit of work is the best of all habits. It is not only a disciplinar- | ian, but a good educator of character 'keep in physical and mental health, 'and he is also compelled by a sense iof duty to contribute his quota of as. well. It compels economy of time, and the disposition of it, with judicious forethought. When the habit of filling life with useful occu- | pation is acquired every be turned to when more leisure, will be enjoyed with account, and it comes, zest. Application to work, absorption in affairs, contact with men, and all the pressure which imposes, are most valuable in training the in- and forming the character. To regard business only as a means of utterly business is his business tellect low part his share of the which getting a living is an view. A man’s of the world’s work, activities The readiness, great possible self-control, the constant appeals to the intellect, the demands on the will, and the and strong man’s 1ecessity for rapid judgment, makes and ready vast capacity for men and men of affairs. The habit of not only for the mind. The work is wholesome body, man is a source and enjoyment to all within while the energetic who influence of activity come reach of his drags and lazy man through life morally spiritually dead. The habit of as essential for the happiness and well being of man. Without it she is apt to sink into a state of ennui and work is woman as of listless uselessness, ways accompanied by and attacks of The best cure for these two distinctly feminine complaints 1s work, and plenty of it. a good deal about but the able “nerves.” Nowadays we hear the business woman, housewife is the ness woman, most successful. control of the de- keeping the ex- the income. the and the The regulation and tails of the house, penses below ing everything to plan and application, forethought, ability, system method, and power of or- implies industry. ranization—no more is required in the management of a successful busi- ness of any sort. The habit of work is necessary to but for the | years—two | passed; ihad undergone an entire change. He minute will | | they itruth of the |of the great secrets of happiness. | desk | piest of men. |to my prison,” he render society | « perpetual call on a) Vigor, | responsible | | Would I could sell you some of my |man can do is—nothing; >| now himself | which is al-| sick headache | most efficient busi- | arrang- | ‘life and the all classes of society—the rich as well as the poor. The gentleman by birth and habit, however rich, can not re- main idle; he is forced to work to endeavor toward the general well be- ing of society. To be idle and use- less is neither an honor nor a privi- lege. Happiness is never found without work, in which there is life, health, and pleasure. The spirits may be ex- and wearied by work, but are utterly wasted by idleness. “housands can bear testimony to the saying that work is one hausted When for life Lamb was released daily drudgery of work he felt himself the hap- “IT would not go back said to a friend, longer for £10,000.” He also wrote in the same ecstatic mood to Bernard Barton: “I have scarce steadiness of head to compose a let- ter.’ he said; “I am free! free as air! I will live another fifty years. Charles from his ten years leisure! Positively, the best thing a and, next to works.” Two long and tedious years— and Charles Lamb’s feelings that. perhaps, good that official, even work — “the appointed daily task’’—had_ been though he knew it not. | Time had formerly been his friend; it had become his enemy. To Bernard wrote: “I work is worse than the mind preys on itself— unwholesome of food. I have ceased to care for almost any- thing. Never did the waters of heaven pour down upon a forlorner discovered humdrum round, the good for him, now Barton he again assure you, no overwork; the most head. What-I can do, and overdo. is to walk. I am a sanguinary mur- derer of time. But the oracle is silent.” An idle able ami- never was, or happy. Work is preventive of annoyances. man,.no matter how and respectable, ever can be, really best and the and petty low spirits, anx- ieties, troubles arising out of idleness. Those who shirk find that troubles come to them. The in- dolent may contrive to do less than his share of the world’s work, but the 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. tipping over. No broken baskets. Always keep their shape. Be in line and order a dozen or two. ] bu. $3.50 doz. 3-4 bu. $3.00 doz. W. D. GOO & CO., Jamestown, Pa. No 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. ANDIES HAVE A RECOGNIZED VALUE Mr. Dealer: Don’t wAsTE YOUR MONEY. Cheap candy is even cheaper than its price. Buy the best Moral: and get resuits. You can't set a hen on china eggs and expect to get chickens. STRAUB BROS. & AMIOTTE TRAVERSE CITY, MICH. NEWYORK (eee LINES THIS CAR FOR HANSELMAN C FROM WALTER BAKER GO» KALAMAZOO LOADED WITH CH AN DY COMPANY: COLATE™ MICH A Sample Shipment w A MICHIGAN TRADESMAN instinct of work implanted by nature contrives that that little shall come hard to him, and prove that he has a hard master. Very few men die of overwork, but many die of idleness. Where men break down by overwork it is through want of systematizing their lives and neglecting the ordinary conditions of physical health. Hard work, stead- ily and regularly carried on, never ‘hurts any one. The more useful work he does the more he thinks and feels, the more he really lives. The idle, useless man, no matter to what extent his life may be prolonged, merely vegetates. The early teachers of Christianity ennobled work by their example. “He that will not work,” said St. Paul, “neither shall he eat;’” and he glori- fied himself in that he had labored with his hands and had not been chargeable to any man. When St. Boniface landed in Britain he came with a gospel in one hand and a car- penter’s rule in the other; and from England he afterwards passed over into Germany, carrying thither the art of building. Luther also, in the midst of a multitude of other em- ployments, worked diligently for a living, earning his bread by garden- ing, building, turning, and even clock making. It was characteristic of Napoleon, when visiting a work of mechanical excellence, to pay great respect to the inventor, and, on taking his leave, to salute him with a low bow. Once, at St. Helena, when walking with Mrs. Balcombe, servants came along carrying a load. The lady, in an angry tone, ordered them out of the way, on which Napoleon interposed, saying, “Respect the bur- den, madam.” Even the drudgery of the humblest laborer contributes to- ward the general well-being of so- some successfully brought to bear in the affairs of government. The same energetic vitality as dis- played in the power of working has distinguished eminent men in. all times and countries. The living principle of constant work, abundant occupation, and practical contact with men in the affairs of life has in all times been the best ripener of the energetic vitality of strong natures. Business habits, cultivated and dis- ciplined, are found alike useful in every pursuit. The same industry, application, economy of time and labor which have rendered them use- ful in one sphere of employment have been found equally available in oth- ers. Instead of unfitting the cultivated mind for scientific or literary pursuits, the habits formed in business are of- ten the best training one can have. | Voltaire insisted with truth that the, real spirit of business and literature is the same, the perfection of each being the union of energy and thoughtfulness, of cultivated intelli- gence and practical wisdom, of the active and contemplative essence—a union commended by Lord Bacon as the concentrated excellence of man’s nature. It has been said that even the man of genius can write nothing | affairs unless he has been in some way connected with the serious every day business of life. Charles Higgins. 2 He Had No Bad Habits. They were seated about the dinner table of a fashionable boarding house enjoying the extra frills of a meal of several courses which had appeal- | laughed. Then the mistress told a story: “A very dignified young man took ' a seat in a smoking car. Near him were three traveling salesmen, well dressed, jolly fellows, one of whom |i suggested a game of cards, and the others agreed. They appealed to the young man to take part and make up a four-handed game. “Thank you, I never play cards,’ came the response to the invitation. “‘T am sorry for that. Will you spokesman, producing his case. smoke,’ replied the dignified young man. “They thought they would jolly the young fellow out of dignity, so the leader produced a ‘traveling compan- ion,’ and asked: “As you do not play cards nor smoke, you will not refuse to join in a drink?’ behind the young man, reached for- | ward and tapped him on the shoulder. | “‘T have heard what you have said} /to these men,’ said the sedate old fel-| worth reading in relation to human, : : : | ilow, ‘and I admire you for the sta-_ | bility of character which has enabled | you shun bad habits. I have a to ishould like to have you meet.’ “‘T thank you, sir,’ replied the | young man, turning about and facing | ‘the gentleman, ‘but the fact is I never! ‘intend to marry.’” An Amiable Arrangement. have a cigar with us?’ added the} “‘T am obliged to you, but I never | Gillett’s D. S. Extracts Coty TM bef z iS x w a N oH yy: i) BS) ) w i of eS) St S Yo “TI thank you, gentlemen, but I never drink.’ “With this a venerable man with! ministerial aspect sitting in the seat | idaughter in the parlor car whom 1) Conform to the most stringent Pure Food Laws and are guaranteed in every respect. If you do not handle them write for our special introductory propo- sition. ed to the inner consciousness of the | entire household and made them sat- | “Your typewriter girl didn’t leave) isfied with the landlady and the world| when you cut her salary down?” in general. The men folk told stor-| “No. She said she'd stay and ies and the women laughed, and the do so much work; that she had a lot | women told stories and the men folk! of books she wanted to read, anyway.” | Sherer-=Gillett Co. Chicago not | ciety. ¥ ie Like other great captains, Welling- ton had an almost boundless capacity sa ase OU ARE ALWAYS SURE of a sale ‘ RE é , for work. He drew up the heads of a Dublin police bill (being still secre- tary for Ireland) when tossing off the mouth of Mondego, with Junot and the French army waiting for him on the shore. So Caesar, another of the greatest commanders, is said to have written an essay on Latin thetoric while crossing the Alps at the head of his army. And Wallen- stein, when at the head of 60,000 men, and in the midst of a campaign, with the enemy before him, dictated from headquarters the medical treatment of his poultry yard. Washington also was an indefati- gable man of business. From his boy- hood he diligently trained himself in habits of application, of study, and of methodical work. His manuscript school books, which are still pre- served, show that as early as the age of 13 he occupied himself voluntarily in copying out such things as forms of receipts, notes of hand, bills of ex- change, bonds, indentures, leases, land warrants, and other dry docu- ments, all written out with great care. And the habits which he thus ac- quired were in a great measure the foundation of those admirable busi- ness qualities which he afterwards so and a profit if you stock SAPOLIO. You can increase your trade and the comfort of your customers by stocking HAND SAPOLIO at once. It will seil and satisfy. 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. 28 MICHIGAN TRADESMAN RACE SUICIDE. Directions in Which Reform Should Operate. Written for the Tradesman. Over and over again in one form or another writers and speakers tell us that the world is making desirable progress in civilization; that humant- | ty is tending upward; that nations and individuals are reaching higher stages, mentally, morally and physi- cally. our own land and people are leaders in this forward march of humanity | as well as in achievements along me- chanical and industrial lines. In the midst of this popular gratu- lation over our attainments and our approach toward the comes the information that we as| a nation are declining in the percen- tage of increase of population, that there is grave danger of being out- numbered by other nationalities, from | which direful consequences may en- sue. To the humble enquirer after truth comes at once the question: danger which threatens us the direct logical result, the natural, quence of our coveted progress? At first thought it seems to be so, for| forward to} statistics are brought show that in proportion to the at-| tainment of education, wealth and iments, reproduction decreases. And finement, social yet when we look about us in other | fields we see like conditions. Every advance in mechanical facilities is at- danger. New applica- natural tended with tions of forces dangers. of speed in travel, by whatever meth- od. is at first more dangerous than | the methods which they supersede. As soon as these dangers become appar- | ent steps are taken to invent means to minimize or obviate them gether. people have recourse to legal enact- ments to regulate the use of such dangerous mechanisms. measures are not even suggested. The | jmprovements must be retained; the dangers must be overcome. If. therefore, what is believed to be real progress in civilization is attend-| ed by tions which were unknown. before. shall we go forward? A new course of ac- tion may not cause new dangers, but The ship trav- ersing unknown seas may be beset simply reveal them. with dangers, but it is not a crime to explore strange waters. Unnum- bered dangers abound on every hand in every phase of human experience. The ordinary occupations of life are | beset with dangers, some less, some | greater, requiring at times the ut- most caution. The entrance upon a newly-acquir- with ed state of liberty is fraught danger. Many foresee only pleasure and enjoyment when they shall have rights and_ privi- leges, not realizing that every such secured their just stage brings also new duties and ob- ligations which must be rightly ful- filled if the recipient is to be bene- fited thereby. And so in the subject under con- We are proud of the fact that} desired ideals | conse- | culture, Te-| enjoy- | reveal new} For instance, increased rate | alto- | When other means fail the! Prohibitive | undesirable conditions, condi- } condemn the endeavor to} sideration shall we not say that this unsatisfactory condition of national life is an incident of progress, a dan- ger which may be obviated, an evil which may be remedied without sac- rifice of any desirable attainments? The danger being admitted the next step is to seek out a remedy. Tt is not enough to simply point out the fact. The causes must be under- stood. When we search for causes we shall find that the underlying mo- tives of humanity are unchanged. They are co-existent with humanity ‘in every age, state or condition. The individual must be made to realize the necessity or the desirability of a different condition. Appeals must be made to patriotism, to religious obli- /gations, to selfish motives; for, lack of true patriotism, love of ease, free- dom from restraint, liberty of choice, disregard of moral obligations, ignor- ance of what constitutes true, whole- /some, well developed, symmetrical |'manhood and womanhood are some of the causes of the present condi- tion. Is this | Public sentiment is a great factor, but public sentiment must be built ‘up, it may be, by slow and toilsome efforts. Suicide is a crime, and crime is ignorant or willful violation of ‘law. Insofar as the dintinished birth ‘rate is due to criminal interference lwith the laws of nature, it is a de- 'plorable evil, and guilty ones should be made to feel the ban of public |condemnation. The widely diverse opinions of phy- sicians, religious teachers, philanthro- pists, statesmen and leaders of public thought as to what is best for the in- dividual. the family, or the State, must also be taken into considera- These need not here be enu- Each advocate has many tion. merated. and earnest followers. No thoughtful person will for a moment contend that numbers alone 'will assure the safety or prosperity There must be wise there must courageous, de- of a nation. leaders and counselors; intelligent, |voted citizens. The danger from the weak, ignorant and vicious within the State, and their tendency to in- crease by immigration and otherwise, than any which There can never be too great intelligence in lany people; there can never be too e also be may be greater ‘threatens from without. |high ideals of morality. | But progress to be desirable must be symmetrical. The tendency to ex- |alt education, culture, mental attain- | ments to the neglect of physical de- ivelopment and moral excellence, itends to unsymmetrical life. The striving for selfish pre-emi- nence in any direction impairs the sympathy and helpfulness of the indi- |vidual toward his less favored fel- one-sided, lows. It is not numbers, courage, prow- mental, moral or physical excellence alone which will result in the great- est good to all the people; neither is it wealth and material advan- |tages. but a symmetrical combina- tion of all that is highest and best in humanity. To gain this symme- try, some characteristics must be held ess, intelligence. patriotism, loyalty, | i “ty . t aia aghosstse é Type D. Four-Cylinder Touring Car Five passengers. Air-cooled motor. 20 ‘Franklin horse- power.” 3-speed sliting gear transmission. Shaft drive. Dise clutch. Force-feed oiler on dash, 100-inch wheel base. 1800 pounds. 45 miles per hour. Full head-and-tail-light equipment. $2,800 f. o. 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, most 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 q GRAND RAPIDS, MICH. ; 4 gg: . : ‘ Hegre: cages pe ah é — MICHIGAN TRADESMAN in abeyance while others need to be encouraged. To bring about this desirable con- dition, to inaugurate a permanent re- form, greater effort should be made to educate the young to right ideals; to impress upon the child that the highest enjoyments of life, the truest pleasures, the greatest opportunities for usefulness are to be found in con- nection with the home. All should be encouraged to help make home the most desirable place on earth. Each should early have inculcated in its mind the expectation to some day bear a part in building and maintain- ing a home. The studying in school, learning a profession, acquiring abil- ity to earn money, should all be re- garded important parts in the preparation for the real life work, that is, to provide for a home, to de- fend, guide, instruct and cherish its meinbers. as Various lines of thought open up as we contemplate this vast subject. It seems an arduous task to give a general idea of the matter. One as- pect, however, seems to loom up most prominently, and, whether popular or unpopular, whether welcome or un- welcome, we must state the case as it appears to us. The much-lauded emancipation of woman has much to do with the present condition. She is no longer the slave of man. Instead of only one honorable in life, household drudgery and cares of 2 family, there are hundreds open to her. She believes she can live hap- pily and independently outside of the occupation married state. She grows up with this idea, in blissful ignorance of many things she ought to know. Her stud- ies, her work and her surroundings do not tend in any great degree to prepare her for the duties of house- keeper, wife or mother as they ought Not only is she free and independ- ent, her own mistress, but if she condescends to enter the marriage relation man must be the slave. She does not promise to obey her hus- band, her inferior. He must live and toil only to gratify her. She has de- cided what shall be and what shall not be, and man must submit to the Let the thoughtful read- er ponder this and realize the sults. If man will not gracefully submit there 1s domestic discord and home is not home, and therefore not a desirable place for to grow up in. inevitable. re- children Grant that this is an extreme view, and yet it is the natural, logical ten- dency of woman’s assuming her new- found rights. Grant that there are as many men as women who are not what they should be, and yet men everywhere like to believe that every woman is better than men. They desire to give her all honor and sym- pathy, to defend, cherish, protect and provide for her; yet when she as- sumes the attitude as above portray- ed, she becomes contemptible in the eyes of her brother—man. There are questions in connection with this subject which no human being is able to answer satisfactori- ly. There are some which parents and teachers should strive to aid the young to decide wisely and happily.|pay you a visit 1s a sure sign ithere is a woman coming who There which, by careful thought and observance of the lives and experiences of those about them, no one need fail to interpret rightly. Who can tell will the greater percentage of citizens, the large families, ed to toil and privation, or the small families of well dressed, nourished children, given the highest educational and advantages? Who can tell which will be the hap- py, contented, self-possessed mother and which the tired, fretful, discour- aged one, the mother of few or many? are. some develop desirable which properly social Which is more desirable, the unsatis- fied life of the rich society woman whose rooms never echo with childish glee, or the life which is filled with the joys of ministering to a numer- ous brood? Which is better, the lonely life of the min who shirked the responsibilities of building and providing for a home and family, or the aged grandparent who lives over again his childhood with children and grandchildren, always welcome Which beloved and is in every home? for is better, to strive self | that will cause you much trouble. To tell a woman anything in con- fidence is a sign it will be all over town before night. To go to a bargain sale is a sign subject-| that you will purchase many things ijyou don’t want. To lend money to another woman is a sign that you will lose both your money and your friend. To eat a lunch of and lobster after a hard day’s shopping is a sign that you will have a mys- terious and inexplicable illness. TO your tell you you are looking well is a sign that you need to consult a complex- ion specialist and get a new dress- maker. ice cream have dearest enemy To try to make over your last win- ter’s frock is a sure sign that you i will spend more on it than a new ione would have cost. +2 s—__ Sent or Scented. Horace T. Eastman, the inventor alone, or to feel that we are helping, | controlling, shaping the lives and! destinies for the good of others about us? E. E. Whitney. ——__—-@-4-4-—_____ Superstitions of Women. When man proposes in the evening it is a sien he is flirting, but tf he proposes in the broad light of day it indication he means busi- iS a sure Hess. j | . | tion ot the locomotive pilot, said the other day: “This morning I was sitting in a drug store waiting to get a prescrip- filled Irishman when a young | entered. + L “The Irishman pointed to a stack lof green Castile soap and said: ““Oi want a loomp o’ thot.’ “‘Very well, sir,’ said the clerk. ‘Will you have it scented or un- scented?’ “‘Orll take ut with me,’ said the To have your husband's mother | Trishman.” 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. 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. The Please explain to me what kind of a register is business. me to buy N, C, R. Ca, Dayton Ohio best suited for my This does not obligate No. of men MICHIGAN TRADESMAN Business. Fred Thompson and Harry Norton had been warm friends for ‘They had been chums at school, where the difference in their manners and appearance had excited much banter companions. Fred years. from their early known as “Puggy,” because oF} kas his bulkiness and easy-going manner, i nicknamed “Pug,” while Harry was because of his early prowess with| his fists and his readiness to use| them. They had left school about the same time, both starting as mes- -enger boys in stores in their home town, a place of about 4,000 popula- tion. Fred went into a dry goods, | Harry into a hardware store. The intimacy was maintained throughout the years during which something of the tire- running messages, the the pathway of clerks, the intricacies of busi- they learned someness of difficulties in and some of ness. To the astonishment of a!most everyone, Fred seemed to make a) much better clerk than his old chum. His ‘manner with customers, while possibly not as brisk as some of the hurried would like, was so continuously genial, and his memory of names and faces so thorough, that ones he was a general favorite. while a favorite with his employers, did not “draw” the trade because of his affability. He was constantly on the move, and when his customer was served he busied himself with some His knowledge of the however, other duty. goods he handled — was, much superior to most clerks of his age. One August evening, when they were both about 22 years of age, they were “up the river” together. Harry was rowing. Suddenly he stopped. “Can you put up $500?” was his un- expected question. “How far up?” came the rejoinder. “I’m not fooling. Could you raise $s00 without giving a mortgage on what you’d invest it in?” “ve got more than own,” answered Fred. “Well, I've been thinking for weeks that there is a fine opening for an- other hardware store in J—. I have $450, and can easily get the rest from my father. id you to g0 ’ that of my like shares with me.” “But I don’t know the hardware trade.” “No. there would be a good deal for you to learn. But you get along with people so well that you'd soon be able to sell more in a day than I would.” Fred was curious, and it took Har- ry months to convince him to make the venture. But he at last consent- ed. A good stand was secured. This was stocked with the most up-to-date goods on the market. For two weeks before their store was opened to the public they devoted a “double quar- ter column” space to invitations to was Harry, | young and old to call and examine their stock. For the first year nothing but regu- lar hardware lines were kept. Then they accepted an agency for one of the most widely advertised bicycles. There was no bicycle repair shop in ithe town, and soon they were send- ing parts to Toronto to be either re- paired or replaced. “This won’t do,” said Harry one day, “we are losing a good chance to make a few dol- ‘lars by not doing our own repair- ling.” “Well, I couldn’t learn to do that, haven't time,’ answered land you | Fred. | “No, but we must get someone who 'can do it.” “Would it pay?’ “If Frank (a younger brother of Harry’s, who was acting as clerk) icould do that in his spare time it would pay well. I was thinking of advising him to take a year off and | | } | | | secure a position where he could learn | the business. We would get a me- chanic to take his place while he was | away—one who could help around the |store when he was not busy.” | The matter was fully discussed and it was finally agreed to try the experiment. Frank secured a position )in Montreal. A capable man was |hired to look after the repair shop. The installation of this department |was well advertised and it was put 'on a paying basis much sooner than anticipated. 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 took up considerable space, | ‘and before long floor room in the istore was congested. As the trade | of the firm had steadily increased, and ‘had been done.on a fair margin, and _as both of the partners had been con- tent to take out of it only enough | ‘cash to pay necessary current ex- | |penses, there was some profit in the ‘first year’s business. This, and a |portion of the original capital, was | devoted to making an_ extension, | which gave the necessary floor space. By judicious advertising attention was directed to these changes in such a way as to emphasize the fact that the young firm was progressive. While Fred devoted his time to convincing customers of the com- parative values offered by Horton & Thompson, Harry gave much time to planning, scheming and studying that { method” crank. Many of his changes were slight, but some were entirely radical, necessitating a complete re- arrangement of the goods in the store. In two years Frank came back with a good general knowledge of mechanics. Instead of dismissing the man who had been secured to look after the repair work while Frank was away, the firm agreed that it would |be far more advantageous to branch out a little more and repair all kinds of small machinery, implements, etc. This was found profitable from the |first, and the business done steadily increased until about two years ago. when a first class machine shop was opened, with first class lathes, punch- es, etc., installed, and the manufac- ture of hardware specialties started. his partner often called a “moderny THE FRAZER FRAZER Axle Grease Always Uniform Often Imitated FRAZER Never Equaled Axle Oil Known Everywhere FRAZER Harness Soap No Talk Re- quired to Sell It FRAZER Harness Oil Good Grease Makes Trade FRAZER Hoof Oil "Cheap Grease Kills Trade 3 ss Now a jobbing trade extending over Investigate the Kirkwood Short Credit System of Accounts It earns you 525 per cent. on your investment. We will prove it previous to purchase. It prevents forgotten charges. It makes disputed accounts impossible. It assists in making col- lections. It saves labor in book-keeping. It systematizes credits. It establishes confidence between you and your customer. One writing does it all. For full particulars writ- er call on A. H. Morrill & Co. 105 Ottawa-St., Grand Rapids, Mich. Both Phones 87. pst. March 8, 1898, June 14, 1898, March 19, 1901. i i oy * tig Maasai apes dis e MICHIGAN TRADESMAN several counties is done in many lines. In the meantime the trade in the has steadily increased. The town has grown materially during the past five years and several industries have been started. These have caus- ed a demand for several lines hitherto not handled. These lines have been put into stock. In the case of one | line which is neither made in Can- | ada nor handled by the wholesale dealers here, the name of the manu- facturer in Europe was secured and the stock imported direct. In addi- tion to their regular hardware lines they have put into stock a big range of both carriage hardware and _ har- Last fall a second extension was necessary. When this was be- ing made, shelf boxes, bicycle step- ladders and other modern devices were installed. The result is that while both part-_| ners are still young men they own a business compares to advan- tage with any similar concern within a radius of fifty miles. The causes which contributed to these results were, in the writer’s opinion, an ever watchful desire for improvement and a careful study of conditions on the | part of one member of the firm, a. wise, genial treatment of customers on. the part of the other, and the) ability as a mechanic of the younger brother, who, by the way, has been admitted into partnership.—Canadian Hardware. —____o+ 2 ____ Abandoned the Plan of Hiring Fe- male Drummers. Woman, fair woman, is invading) the realm of business, and it really | seems as though we should have to) look up men slaveys to do our cook- ing and washing if this thing keeps on. The female drummer has ceas- ed to be a novelty. From all ac- counts I have not yet heard that she has invaded the shoe business to any serious extent, still it may tome, alas, any day when the old war horses, whose faces we have known for years and who have visited the retail trade spring and fall every year for a decade or two, will be laid upon the shelf and their places taken by more (or less) beautiful females who will attempt to induce shoe retailers to place large orders with them. From what I have heard of the inva- sion of other trades by these petti- coated salesmen I should judge that store ness. which rest of the latest 'her was a hotel porter with two big ‘grips looking like sample cases. It 'did not take long to find out that ithe woman the change is not exactly agreeable to many retailers who, although they may have a naturally high respect for the sex and who are invariably courteous in their treatment of them when in society, are loath to see them mingling in business matters. It was only the other day that a merchant in another line of business told me of a case where a firm had failed to sell him a bill of goods, the said retailer being very well satisfied to continue trading with the manu- facturer who had served him well for several years. For four successive trips the representative of the rival house called and endeavored to have him place an order, but without suc- | cess, but last fall a change came over the spirit of his dreams when there marched into his store a trig young woman, dressed in the height of fashion, straight front L’Aiglon dingle-dangles, and all the ideas. Following corsets, represented the firm whose drummer of the male persua- sion had been unable to secure an or- der during the previous seasons, for he woman with the volubility which her sex is noted opened fire, and took the retailer's breath away with the torrent of her praise of the goods. The dealer was at first courteous and considerate, but firm in his pre- viously announced position that he was well satisfied with the firm with whom he was dealing and did not for wish to see the samples. But that made no difference, and for three solid hours that woman _ talked, wheedled and cajoled in endeavor- ing to place an order for thdése goods. The man’s patience had deserted him and when the lady commercial ven- tured to remark, “You don’t seem really to like lady drummers,” he was hasty enough to give her a most forci- ble negative, at the same time con- signing the entire tribe of female salesmen to the old-fashioned ortho- dox locality of eternal punishment. It not a gentlemanly remark. He was not in the habit of saying such things, and he was naturally cour- teous to women, but he claimed after- wards that he lost his temper under the unusual provocation. The drummer did not sell the goods and this dealer told me that the was able. and that guarantee backed by a no odor. that it will do all we claim for If you are still It supplies from 600 to 1000 candle power pure white light at one-third of a cent per hour for frel—cheaper than kerosene lamps. It is made of the best material, and is sold on its merits alone. breadth and height of space you wish to light, change in the policy of the firm in hiring -female drummers was aban-| doned before the saleswoman had reached the further point of her out-| ward trip, and long before the re-| turn route was entered there | was a telegram calling her back to} the factory and she was given a lib- | eral check for the remainder of the term for which she had been engaged and allowed to seek some other and perhaps more feminine field of indus- 'try—Geo. E. B. Putnam in Boot and Shoe Recorder. upon —_+~-+2s—__ In Dakota. f | Divorce Lawyer—What is the | cause, madam? | Client—I have been married two years. Delivery Wagons We have an extensive line of wagons, and if you expect to buy one it will pay you to see our line before placing your order. Sherwood Hall Co., Ltd. Grand Rapids, Mich. QUALITY IS REMEMBERED Long After Price is Forgotten We Have Both A trial order for anything in our line will convince you. tr ae reputation of many years’ standing. it. Fishing Tackle and Fishermen’s Supplies Complete Line of Up-to-Date Goods Guns and Ammunition Base Ball Goods flostt oreveNg, Grand Rapids, Michigan every lamp, at a cost of only It is perfectly safe and reli- It is positively guaranteed, It makes no noise—no dirt— We are not afraid to allow a fair trial of this perfect lighting system, and demonstrate 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, and we will make you net estimate by return mail. ss Elm &. WHITE. MANUFACTURING COMPANY, Chicago Ridge, fil, Proper Treatment of the Display Windows. Much mooted day store-keeping life are: questions in every Does it pay to spend money on show windows? Does it pay to invest in display fixtures and striking backgrounds for| the display of shoes? Those to been a devoted teacher will say “yes” whom in reply to both questions. A show window that has not thor- oughly up-to-date fixtures or modern electric light reflectors is apt to be as somber as a sepulchre. [ large stores cess of the department is, in a large measure, due to their} 1 | fearless and almost lavish ture of money for window displays. would it to their profit to emulate the Smaller and exclusive stores find example insofar as their capital will permit. Modern and artistic displays, . vith adequate fixtures and abundant | light, are prime essentials in all ef-| forts to “make good.” To-day the advertising interests of a charge of unquestioned ability— modern store are placed in of a man lis salary is a secondary considera- tion, and none the less carefully should the window trimming be han- dled. The window trimmer should} he selected from the ranks of capa- ble men. You must have a man who is prolific of ideas, of good judgment ability. “skimping” in ap- and possessed of executive You must not be propriating money for him to expend| during the year for fixtures, wax fig- ures, glass shelving and other neces- sary paraphernalia requisite for se- curing results. The professional window value of medi- knows the inestimable best of all uins-— direct advertising the show window. He knows The show window is. the merchant can employ to boost him to the front what it requires. best agent a shoe ranks of the successful. Always bear in mind that buying fixtures is not a matter of expense, but one of invest- return dividends ment that will pay in increased sales and an bank account. Appropriate backgrounds and floor value not to be They enhance the Tastefully dis- correct environ- attention of the passersby and create sales. competitor makes a_ better display than you he is apt to get the have a coverings counted in dollars and cents. serve to bring out and beauty of the goods. with played shoes ments compel the If your window business, even if his line of goods is not equal in value to yours. It is an easy matter to place your $2.50 shoes in the window and say they are $2.50 The trick of window dressing arrange the shoes that they will look more like $3 or $3.50 values. It can be and is done in all the lead- ing establishments. These — stores never think of placing a shoe on dis- play unless it contains a foot mold shoes. Ss tO SO experience has} The suc-| expendi- | trimmer | that | increased } or is stuffed with curled hair or cot- ton to give it shape and style. The shape is a prime factor in the femininity; the quality of the leather, the standard of work- manship is not nearly so important to milady as that mysterious some- thing called “style.” Another failure of many merchants lies in their insane idea that the win- dow must be crammed to its full ca- pacity. This is all wrong. Experience has taught me that a few shoes tact- fully and artistically displayed will prove far more effective and_ sel! |many more goods than the “stocky” window. The public is not much in- terested in the extent of your stock, and it does not impress a patron very if she is obliged to wait until eye of | deeply lyou “get a pair out of the window.” | The importance of frequent changes |in window displays can not be too strongly impressed on the mind of every merchant. It is far better to lead the public to believe that the variety of your stock is adequate to all demands. A few neat showcases distributed about store at ad- vantageous points will help to dis- | play and sell goods. And price tick- ets; they. too, have a value that you your can not estimate. Never think of ihaving a window display without price tickets. Modern fixtures and backgrounds are the first considera- tion, however. They are not expen- sive if you buy them right. The comparatively small amount they icost will come back a hundredfold in increased sales. | If you handle a line of shoe find- ings, do the people know it? No one with business knows what you have packed away }on your shelves. Why not vary your window displays now and then with in your silent Of course, you |have one or two for the display of party and wedding slippers. not connected your a display of findings salesman” show case. | fancy, | Be sure that the inside of |store has life, that it has an air of hustle and activity about it. Do not hesitate to spend a few dollars for decorative effect—just remember that the big, successful stores were not al- Follow their example as afiora = push, energy and the wise expendi- ture of money for sale attracting dis- iplays that put them where they are. your ways big. closely as you can was i“History repeats itself,’ you know.— Geo. E. Mac Faddin in Shoe Re- tailer. —___e +2 Patent Leather Shoes Not Indispen- sable. Patent leather shoes, although al- ways an addition to evening dress, have ceased to be regarded as indis- pensable. Many men seen on Sun- days as they walk on the avenue wear ordinary button gaiters, for they are out to take exercise and are dressed because it is Sunday. That does not alter the fact that patent leather shoes are more suited to this kind It is in recognition of this fact that many men who go out for exercise on Sunday mornings do not put on their Sunday clothes until they come home. Then they assume the frock coat and the rest of the dress j that goes with it. of dress. The First Sale of Hard-Pan Shoes never fails to bring the buyer back for another pair. One first-class dealer ina town sells them. That’s where your profit comes in. There is a big demand right now for Hard-Pan Shoes from the dealers who handle them. Made in 15 styles—High cuts, Bals and Congress, plain toe and tipped, single soles, half double soles and double soles and tap. We're stocked all right on every num- ber. Don’t want to unload any goods on you—just give us a chance to show you samples. Our name on the strap of every pair of genuine Hard-Pans. 2 The Herold-Bertsch Shoe Co. Makers of Shoes Grand Rapids, Mich. “Come Again, Customers” 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: ‘‘T 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 two (2) pair go wrong.”’ (Name supplied upon request.) WHAT MORE CAN WE SAY? ONLY THIS: Send your orders for rubbers to Waldron, Alderton & Melze, Saginaw, Mich. Wholesale Shoes and Rubbers. State Ag’ts Lyco. R. Co. You Are Out of The Game Unless you solicit the trade of your local base ball club They Have to Wear Shoes Order Sample Dozen And Be in the Game SHOLTO WITCHELL Sizes in Stock Majestic Bid., Detroit Everything in Shoes Dretestion te the dealer my ‘‘motte Ne goods sold at retail Lec] and Long Distance Phone M 2226 _MICHIGAN TRADESMAN : i. Millinery Good Field for Men Workers. All other things being a little more than equal, the field of the man mil- liner in the United States offers to man’s millinery talent more induce- ment to venture than is to be found in any other otcupation. As a first proposition, the man mil- liner is accepted generally as the dictator of all that is desirable in hats and bonnets, regardless of the measure of his art in the conicrete product. That a hat designed by a man and bought of a man naturally should be better than the same hat designed by a woman and bought of a woman is one of woman’s su- perstitions, to say the least. In this alone the man milliner has a_busi- ness proposition made before he opens shop which may go a long way toward distancing any possible wom- an competitor opening a place in the same block. But stronger than this is the further fact that where a man with the taste for a millinery creation and the nerve to tackle the business does undertake the work of the man mil- liner, he promises far more to the art of hat making than does the wom- an who has the same inherent art. Suggestive of just what the man milliner’s opportunity is in the Unit- ed States at large, the figures’ from the national census are striking. The total number of persons worthy the denomination “milliners” is 87,859. But as indicating the chances of the man in the business, the fact that of these milliners 82.936 are women and only 1,696 are men, the opportunity for hat and bonnet talent in the ranks of young men seems almost inexhaustible. One light on these figures in com- parison is that few of the men who are listed in the ranks of the man milliners really work at making hats, and that at the same time a good many of the men so classified are only owners of shops, administering the business as they would any other commercial line of which they were the heads. Doubtless several thou- sands of these women milliners are working milliners in the shops of the men milliners. But the figures of the same census on the apprenticeships of the two sexes show that, while 3,184 girls are working at the trade, there are only forty-three boys attempting to master its intricacies. From the point of view of the woman milliner, the wonder is not that so few men are engaged in the business but that so many have found a field of work where they “had no business whatever.” As against this view, too, the man milliner has little to say as a “come back.” He doesn’t know just why it was that he went into the business in the beginning, although he plumes himself upon the fact that were he to go out of the business which he has built up and relinquish it to a woman, his women customers would be the first to rise in protest, how- ever their husbands might chuckle. For it is one of the laws of the man milliner that the woman wearer of his creations shall pay dearly for the privilege. All levity aside, however, there are few who will dispute that the capa- ble man milliner naturally should be the leader in the art. Under any cir- cumstances where the taste of the woman leans toward millinery and when her condition in life is such as to force her to work the millinery shop is a most natural venture for her. Jttst as her material needs press upon her, the ease with which she goes into the millinery business is patent. On the other hand, even where the man feels a natural taste and aptitude for the millinery business as a busi- ness, he is not likely to regard the prospects with any great show of en- thusiasm. He is not likely to take the subject of the venture up in gen- eral conversation at the club. And especially where the man is moved to become a designer of hats and bonnets for women he is likely to feel that the taste and bent are sad- ly out of harmony with his sex. It is as a millinery designer that the man alwavs has shone. Women everywhere are willing to concede that in this work the competent man is the superior of the competent woman, even if she will not acknow!l- edge just why it is so. Not all wom- en are to be flattered into buying_a hat creation just because it is the work of a man and for that reason should cost twice what the same hat from a woman’s hand would cost. The man dressmaker is the epitome of his art; the man milliner naturally follows a close second to him. In each of these fields there is the nat- ural indisposition of the man to en- ter, all else being equal, and it may be conceded that it is some over- mastering taste in the art of millin- ery and dressmaking alike which brings the man into it. There are more great men painters than there are women painters, more great men poets than women poets; more great men in literature than there are women. Yet for generations these fields have been open impar- tially to women. So far as concerns the artistic na- ture in the man and the woman who are designing hats the point is that the impulse to the woman is natural and the taking up of the work easy; whereas for the man the impulse is unnatural and the expression of public opinion a natural deterrent. Thus a greater art in the man is ex- acted before he goes into the work, and having this greater art and the higher concentration of his powers his work shows them. As an opening for men’s endeavor the millinery field in this country is broad and inviting. First, to experi- ence the strong, intuitive promptings to the work is a necessity; after that, application and study promise more than an ordinary degree of worldly success. William G. Richards. —— > Then They Had Some. He—-There’s one thing I will say you make quite as well as your mother used to make it! She—What’s that? He—Trouble. COMFORT SHOES These splendid comfort shoes are little wonders. They secure and hold the trade solid. Once you get a Martha Washing- ton customer, you can depend upon a permanent customer. The secret of their popularity is in their fitting qualities. Try as hard as they may, imitators cannot duplicate the comfort features of Martha Wash- ington shoes. Now being extensively advertised. Write for samples. F. Mayer Boot & Shoe Co Milwaukee, Wis. mile he SO DETROIT Buy Now Buy Bostons Bostons are always durable. The line contains every practical and desirable feature in rubber footwear that ingenuity and ex- perience have evolved up to date. Prices advance May first. If you place your order now you will come nearer having the right assortment for your locality than you will if you buy a month from now, when the demands of the past season are not as fresh in your memory as they are to-day. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. FADED/LIGHT TEXT 34 MICHIGAN MUTILATED TEXT TRADESMAN MEN OF MARK. Chas. F. Louthain, Manager Leonard Crockery Co. Fortunate is the man who was born to good opportunity; more fortunate is the man who was born with a faculty to see and a will to embrace | ~, itil 15 years of age, when he went to an opportunity. Life is full of op- portunities or chances to do things and acquire advantages, and the main thing is to make the most desirable selection among the many. majority of men go through life with Yet the! their eyes apparently closed to the) good fortunes that are tempting them on every hand; although probably the fact is that the majority lack the courage or the energy to seize any opportunity that will involve risk and hard and persistent effort. The boy or young man who is willing to em- brace the first promising without reference to the strenuosity of the career involved in it and is willing to work hard and persistently | for all the advantage there is in his allotted pursuit, is sure to realize a large measure of real success. If we were to scan carefully the lives of successful business men we would find that the greater number of them did not make a special _ selec- tion of their avocations after having compared them with many others. In the majority of instances chance and necessity throw people best thing at the time. At this ini- tial point comes the test of the indi- vidual character. If the boy or youth take hold of his chance voca- tion with zeal, steadfast purpose and persistence he will make toward success. He will have an eye single to what he is doing, and will not faddle, loiter and complain be- cause other youngsters have easier jobs at better pay. He will accept his line of work as his fortune and make the best of it. Without know- ing it by the name, he will be a true philosopher and settle to the con- clusion that not all young men were destined to the same pursuit and that one is about as good as another if it be well followed. Such an one seems to have been Chas. F. Lou- thain, the contemplation of whose instructive life has evoked these re- marks. There is nothing very spec- tacular or thrilling in the recital of his career. He was not born over seas, was not nurtured in a log cab- in, did not drift from place to place and encounter various trying experi- ences, was not poverty stricken and in distress until chance gave him the opportunity to begin the upward as- cent in a fortunate career. Perhaps the recital of his life’s history would be of greater interest to many if he had been subjected to more heroic adventure than fell to his lot. Yet to the wisely considerate Mr. Lou- thain’s life is deeply impressive, be- cause it is illustrative of the truth that the best results can be attained in any ordinary situation, if the character of the man be right and the pursuit toward the desired end along the lines of fair dealing and_ integrity. Such a business course as that shows that success does not depend, as many men suppose, on brilliant facul- progress chance, | against Op-| portunity and they accept it as the} ty, oversharpness that trenches on dishonesty or on adroit taking advan- tage of others’ deserved or undeserv- ed weakness, ignorance or malfor- i tune. Chas. F, Louthain was born on a farm in Grundy county, Illinois, March 1, 1856. He resided there un- Chicago, where he happened to be at the time of the big fire of 1871. His education was obtained in the country schools and the ungraded school of a nearby village, and it is a matter of record that he never at- tended any _ scholastic institution very long except the school of Ex- perience. Mr. Louthain’s first work in Chica- go was handling fruit for a commis- sion house on South Water street. In 1875 he entered the employ of Stettauer Bros. & Co., corner Mad- two years. From this department he passed into the sales department, of which he ultimately became Assistant Manager. During his connection with this department he developed his business selling system, which is cal- culated to increase the volume of any business house which places the sys- tem in full operation. He retired from the employment of J. V. Farwell & Co. in March, tg901, and during the past five years he has introduced this system into the following houses: Hargadine-McKittrick Dry Goods Co., St. Louis; Ely & Walker Dry Goods Co., St. Louis; Koehler & Hin- richs, St. Paul; Wright, Barrett & Stilwell Co., St. Paul; Guiterman Bros., St. Paul; Leithead Drug Co., Duluth; John Leslie Paper Co., Min- neapolis; P. Hayden Saddlery Hard- ware Co., St. Louis; Cahill-Swift Manufacturing Co., St. Louis; Ed- Charles F. Louthain ison and Franklin streets, as office boy. He remained with this house five years, when he entered the em- ploy of J. V. Farwell & Co., taking a position in the shipping department of the wholesale store. He remained with this house from 1880 to 1885, when ill health compelled him to seek outside work and he went on the road as specialty salesman for Warder, Bushnell & Glessner, of Chi- cago and Springfield, Ohio. He re- mained with this house _ several years, covering Wisconsin and Iowa with the regularity of clock work. The work was so congenial that he gained a pound a week for the first twelve weeks—and has never lost it since. On the complete restoration of his health he returned to the em- ploy of J. V. Farwell & Co. as gen- eral assistant in the shipping depart- ment, remaining in that capacity for son, Moore & Co., Detroit; Wemott, Howard & Co., St. Paul, and many others. In June, 1905, Mr. Louthain came to Grand Rapids to put his system into effect in the wholesale depart- ment of H. Leonard & Sons. Three months later the Leonards realized that they had found a man, as weli as a system, and that it would be to their advantage to retain him as General Manager of the _ establish- ment, which they proceeded to do by merging their business into a stock company and placing Mr. Lou- thain in the position of General Man- ager. «Mr. Louthain was married March 27, 1875, to Miss Rose Ferris, of Chi- cago. They have had no children. They are members of the Garfield Park M. E. church, of Chicago, but find their greatest enjoyment in mis- | sion work, having long been identi- fied with the Pacific Garden Mission in Chicago as vocalists as well as field workers. Since removing to this city they have joined hands with the Market Street Mission and _ their voices are frequently heard at that place. Mr. Louthain is also a mem- ber of the Gideons and the Royal Arcanum. He has had charge of the music at the National conventions of the Gideons for several years. He has a hobby in the shape of fishing and hunting, especially the former, and can hold a rod all day, whether he gets a bite or not. Before he ac- quired so much avoirdupois he en- joyed hunting ducks and_ prairie chickens in the Northwest. Personally Mr. Louthain is a very entertaining talker, especially « the subject with which he is most i.mil- iar. His devotion to business ¢ stem amounts almost to a mania, inasmuch as he has given the subject so much study and thought that he hzs ac- quired many ideas on the subject with which the average merchant is wv inc- quainted. He argues that the seil- ing department is the vital feature of any business. He admits the old maxim that “goods well bought are half sold,” but says no matter how well the goods may be bought, no money is made until they are cor pletely sold, and this requires si @s- manship to-day of a high order. -Te believes that the sales of any huuse cin be augmented by the adop: on of the proper system, and his ¢ -n- stant effort is put forth to perfect himself and his associates and ¢ ;- tomers along these lines. +2. Credit a Priceless Possession. Credit is the most precious poss sion a business man can have. It 13 acquired, maintained and preserv ‘ by certain qualities that seem to inherent in the man. Credit is li! a delicate piece of porcelain. Yc may break it and put it togethe again, and for purposes of utility may possibly be just as good as it ever was, but the cracks are ther and you can see where it was brok en. And so it is with the man whos credit is once impaired. He may be able to buy goods again, his standing among mercantile houses may _ be very fair, but it can never be restored to the superb condition in which it once was. And so all merchants, young and old, should regard credit as a priceless possession. Do not let it be trifled iwth, and allow nothing to impair it or injure it. —_—_o.s————_ On account of the open winter which has permitted the continuance of outdoor work, a smaller number of laborers have returned to [Europe than usual. The number returning to Italy for the winter was about 75,- ooo below the usual figure. For this and other reasons immigration is ex- pected to show a falling off this year. A vast amount of work customarily done in summer is already finished, and this will have the effect of mak- ing the labor market easy until Aug- ust or September, when it will be too late to greatly affect the year’s immigration. Sale ab = > wiaitie rc cmtentgpe——mcattnrnrc ly css tt v ~ iio agg eal - MICHIGAN TRADESMAN Reeder’s Poetical Truths Simple Simon went a fishing, For to catch a whale; And all the water that he had Was in his mother’s pail. But catching naught made Simon mad And to the store he ran; Said he, ‘‘Now help me out, dear sir, As soon as e’er you can.”’ ‘’Tis easy done,” replied the man, ‘Just buy a pair of Hood’s, Then to the fish pond go with haste And you will get the goods. i a aap ‘‘You need not fear wet feet or chill, For Hood’s are safe and sure. They’re made for use instead of show From rubber that is pure.” 4 This good advice did Simon heed, And hooked the long-sought whale. ) Said he, ‘‘When fishers trust in Hood’s Their luck can never fail ” HOOD RUBBERS Geo. H. Reeder & Co. State Agents Grand Rapids, [lich. meme ioeam rey cAI im “- Pet i WHITE HOUSE DWINELL-WRIGHT CO. BOSTON.— Principal Coffee Roasters——-CHICAGO. COFF since adopted. and coffee robbery. tomers if you supply WHITE HOUSE COFFEE It Must Be a Great Satisfaction for retail grocers to be able to imsure the goods they sell against dis-satisfaction. Knowing this, and thoroughly imbued with the idea, when Dwinell-Wright Co. first put on the market the now-celebrated White House Coffee the firm created a standard of excellence the whole coffee-world has principles—the sine qua non of commercial integrity—coincide exactly with the ‘‘White House’’ Coffee platform: absolute purity, insurance against adulteration, It will be a great satisfaction to your cus- Even the ‘‘Pure Food’’ SYMONS BROS. & CO., SAGINAW, MICHIGAN Wholesale Agents for the Distribution of DWINELL-WRIGHT CO.’S COFFEES AND SPICES ee ae ae > iw e VP ot cRNA te ’ ‘ 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 ee ee v your order for fall delivery write us for catalogue and Se ttitomen - discount sheet. Hirth, Krause & Co. Shoe Manufacturers Grand Rapids, Michigan OO eee Simple Account File Charge goods, when pur-hased, directly on file, then bill is always ready for him, and can be found quickly, on account of the special in- dex. This saves you looking Over. several leaves ofia day book if not 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 does not like to encumber the regular ledger. this file or ledger for charg- ing accounts, one-half the time and cost of keeping a set of books. which one 3y using it will save your customer’s posted, when a customer comes in to pay an account and you are busy waiting on a prospective buyer. Write for quotations. TRADESMAN COMPANY, Grand Rapids MICHIGAN TRADESMAN A Merchant of the “Old School.” That there exists—“still and here and there,” a preterist would paren- thetically remark—appreciation of the fact that to accumulate a great for- tune is not the only form of suc- well cess that justifies pride was illustrated when the family of a man who had long kept a little shoe store on Eighth avenue told the reporter in search of material for an obituary article how this man had been content to conduct his business on the quiet- est and most conservative lines, and yet had been able to give each of his sons an effective “start” in a learn- ed profession. He never had any “marked-down sales,” it seems, and, indeed, had been content to let his stock dispose of itself on its merits and adaptation to the needs of those living in the vicinity of the shop. It consequently remained about the same as year after year went by, sup- plying comfortably all the family needs as the family understood needs, including that of a good education for its members, but there was no commercial growth, no “spreading out,” nothing at all sensational or distinctively modern, and, as most people will say, no “enterprise.” We are not quite sure that the implied criticism of merchants who follow other methods has even a little justifi- cation, and our doubt is not based on any instinctive disapproval of a man who does not utilize the assist- ance which advertising offers. It rests, rather, on a feeling that this excellent man simply followed his own tastes, and that the difference between his tastes and those of other men as excellent as he was a mat- ter of constitutional peculiarity rather than of superior virtue. Enterpris- ing merchants—merchants who trans- form the little shop into the great store of many departments—also have a desire to give their children good educations, and not quite all their sons escape the more or less pleasant slavery of a learned pro- fession. The Eighth avenue shoe dealer did well, and his sons have the best of rights to rejoice as much as they see fit over the combined modesty and elevation of his de- sires, but, just as he filled his place, so others fill theirs, and it takes all sorts of people to make a world. The dangers of wealth are undoubtedly | many, but those of poverty are at least as numerous, and it is not for nothing that such a vast majority of human beings are reckless in pre- ferring the former to the latter. On no subject is more cant talked than on this one of money perils—New York Times. —_2+-___ German manufacturers are buying American shoemaking machinery, im- porting American foremen and _pre- paring to imitate on a large scale the shoes produced in the United States. Perhaps by the time they have be- come familiar with our methods we shall have discarded them for better ones, as has occurred in other lines, but, nevertheless, the Germans are in- defatigable in industrial enterprise and Americans must be alert to the competition they are developing. Hardware Price Current | AMMUNITION Caps G D., full count, per m... 40 Hicks’ Waterproof, per m.. -. 50 Meusket Ver Mm... lok 15 Ely’s Waterproof, per m............. 60 Cartridges No. 22 short, per m.. eee eae 2 50 No. 22 long, per m.. -.3 00 No. 32 short, per m.. A ape d ne 5 00 No. 32 long. pér mii)... 5 75 Primers No. 2 U. M. C., boxes ay ig ss 1 60 No. 2 Winchester, boxes 250, per m..1 60 Gun Wads Black Edge, Nos. 11 & 12 U. M. C... 60 Black Edge, Nos. 9 & 10, per m..... 70 Black Edge, No. 7, per m............ 80 Loaded Shells Mew Rival—For Shotguns Drs. of oz.of Size Per No. Powder Shot Shot Gauge 100 120 4 1% 10 10 $2 90 129. 4 1% 9 10 2 90 128 4 1% 8 19 2 90 126 4 1% 6 10 2 90 135 4% 1% 5 10 2 95 154 4% 1% 4 10 3 00 200 3 1 10 12 2 50 208 3 1 8 12 2 50 236 3% 1% 6 12 2 65 265 3% 1% 5 12 2 70 264 3% 1% 4 12 2 70 Discount, one-third and five per cent. Paper Shells—Not Loaded No. 10, pasteboard boxes 100, per 100. 72 No. 12, pasteboard boxes 100, per 100. 64 Gunpowder Kegs, 25 Ibs., per keg............... 4 90 é Kegs, 12% Ibs., per % keg ..... -.-2 90 14 Kegs, 6% ths., per % keg ........ 1 60 Shot In sacks containing 25 tbs Drop, all sizes smaller than B......1 85 Augurs and Bits Snelke: ......2.: docacGdecdeccwaaucace. | Oe Jennings’ genuine .................. 25 Jennings’ imitation .................. 50 Axes First Quality, 8S. B. Bronse ......... 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 Hetiroad: .. 2... 0.55 2.22. toeevedaseee. 15 00 Garden. ........; dia o/s alalae oa ecca'eec ca caer OG Bolts BONG oo. eo 70 Carriage, new list. ...... Vieceeeuens ae IOW. cece. ae iad oa esas a tig a. 50 Buckets Well plain ooo) 025.0 c. cc. -. 460 Butts, Cast Cast Loose Pin, figured ............ 70 Wrought, narrow. =... 2.26.06 0 2s. 60 Chain % in 6-16in. % in. % in. Common. .....7 ¢....6 ¢....6 ¢....4%c Be eee 8%c....7 eer svsc6 € BBB. eo... cee 8%c....7%c....6%c....6%c Crowbars Cast Steel, per Ib. ...... ele aa clade at 5 Chisels Seeket -Firmier. o. <6 65. ocec ccs ec cee 665 Socket Framing. ......... aa cucas ae 65 Socket Corner. ............. Sicaeus 65 Beoket Sileke. 2. oc ec Elbows Com. 4 piece, 6in., per doz. ....net. 765 Corrugated, per han 5 Soe ae « Adjustable .--dis. 40410 Expansive Bits Clark’s small, $18; large, $26. ...... 40 Ives’ 1, $18; 2, $24; 8, $80 ....... a. =e Files—New List New American ...... ee ee aeas decors 70&10 Nicholson's .......... eee tease | ae Heller’s Horse Rasps. ........... ae ee Galvanized iren Nos. 16 to 20; 22 and 24; 35 and 26; 327, <3 List 12 13 14 15 16 17 Discount, 70. Gauges Stanley Rule and Level Co.’s .... 60410 Glass Single Strength, by box .......... dis. 90 Double Strength, by box ....... -dis 90 By the light... 3... .c.06.--2ccc. Ge Hammers Maydole & Co.’s new list. ......dis. a3 Yerkes & Plumb’s ........ ooo. Gis. 40, Mason’s Solid Cast Steel ....380c list 70 Hinges Gate, Clark’s 1, 2, 8.............dis 60410 Au Sable. . alle Gs. 810 u @eeeeoeeeeseeeeoeeeeesee Heuse Furr Geode by | eomeccoe ve as Se oll Iron a CON os ooo bs acc eee 2 25 rat Light Band ....... Seda caueeue as 3 00 rate Knobs—New List Door, mineral, Jap. trimmings .... 75 Door, Porcelain, Jap. trimmings .... 85 Levels Stanley Rule and Level Co.’s ....dis. Metais—Zinc 600 pound casks .........2......ceeee 8 Per pound iadehshelwcavecs sane Oe Miscellaneous me, @hgee ee 40 Burpe, Clatern. 2... <<... oc oc ce coe 75&10 Screws, New List ...............0.. 85 Casters, Bed and Plate ......... 50&10&10 Dampers, American. ..........-..00. 60 Molasses Gates Stebbins’ Pattern ................. 60&10 Enterprise, self-measuring. .......... 30 Pans eS, AGING 2200065 oe -- -60&10&10 Common, polished ............ doves 70&16 Patent Planished Iron “‘A’’ Wood's pat. plan’d, No. 24-27..1@ 80 “B” Wood's pat. plan'd, No. 25-27.. 9 80 Broken packages \%c per tb. extra. Planes Ohio Tool Co.’s fancy............... 40 MetOta even oe. 50 Sandusky Tool Co.’s fancy.......... 40 Bench, first quality.................. 45 Nails Advance over base, on both Steel & Wire Steel nails, base ............. ceccaa & Se Wire nails, base .............. eeceece BS 20 to 60 advance..................... EQ ta 36 dewanee..... 2.6. cw, 5 SS AVA ce © SOVANGE oc 20 A OURO 30 Me CURUGNOR oo 45 MIAGMANOG 6c 70 Bine @ advance...................... 60a Casing 10 advance ................ 1h Casing 8 advance................... 25 | Casing 6 advance......... add baaeuudas 85 | Finish 10 advance................... 25 Finish 8 advance ............. Weca ss 36 Finish 6 advance ................... 4 Barrel % advance .................. 8h Rivets Iron and tinned .......... aces euac a ie Copper Rivets and Burs ........... 4 Roofing Plates 14x20 IC, Charcoal, Dean ........... 7 60 14x20 IX, Charcoal, Dean ........... $ 00 20x28 IC, Charcoal, Dean duce cue. 15 00 14x20, IC, Charcoal, Allaway Grade. 7 50 14x20 IX, Charcoal, Allaway Grade .. 9 00 20x28 IC, Charcoal, Allaway Grade ..15 00 20x28 IX, Charcoal, Allaway Grade ..18 00 Repes Sisal, % inch and larger .......... 9% Sand Paper List acct. 19, ’86 ...... Fe ais 60) Sash Welghtz Solid Byes, per ton ................. 28 00 Sheet fron NOR 20 tO) 960 oo 3 60 NOG 1G fo 8 co 3 70 Noe 18 to 4 ........ eed bee 4 ca. 3 90 NOG, 22 tH 44 222.8 410 3 00 INOS, 26 to 2@ ................ 4 20 4 00 No. 27 ........ Gaveccedcas ual 4 30 410 All sheets No. 18 and li hter, over 30 inches wide, not less than E10 extra. Shovels and Spades Firat Grade, Doz ... ............... 5 60 Second Grade, Doz. .............! 5 00 Solc ees dueee ee. 21 y other qualities indicated by pri- 4G % Be Bi ice ES ae he prices of the - of solder in the mar vate brands vary ‘ding to compo- sition. ae 8 Steel and Iron ... Geadceues aes 60-10-5 Tin—I sn Grade 30x14 IC. Charced. ................ -10 5f 14520 IC. Chare- . ............. wececue f 10x14 IX, Charcoal Seaccucdued aedea ha Each additional X on this grade, ¢ Tin-—-Allaway Grade 10x14 IC, Charcoal ................ 00 14x20 IC, Charcoal ... - 9 00 10x14 EX. Charcoal ................. 10 59 14x20 IX, Charcoal eadaac ese eesaccs 1 AG Each additional X on this grade, $1.50 Boller Size Tin Plate 14x56 CX, for Nos. 8 & 9 boilers, pert 13 Traps Steel (Game 2 o.oo cs 76 Oneida Community, Newhouse’s . -40&10 Oneida Com’y, Hawley & Nortons.. 65 Mouse, choker, er doz. holes ...... 1 25 Mouse, delusion. per doz. ........... 1 26 Wir: Bright Market ......,........-.. scsce @ Annealed Market ........... Sea des a. 60 Coppered Market ...................50&10 Tinned Market ............. eeeee es b0&10 no Spring Steel .-............ 40 Bar Fence, Gelvanized ..........2 75 Barbed Fence, Painted saseeetcn ce ae Wire Goods Co ccecccccccccccccccccccccc se SOHO MO ec ensd daa saa ncewe Seen oes oa else canes elec snccc. ss See Gate Hooks and 00-10 Wren Goss Geese nce eee oon Case Patesé taptes®asal, Wreagst, ’ Bright. Screw Crockery and Glassware STONEWARE Butters ye DON GG. 38. ice 5. sacua he WOW OOM oo. occ ckc cece 6 . ao tee 12 OR goceas bed dc sade ee 34 15 g t Cb, ene oi 0 6 iice 5s 1 20 20 gal CHES, GRON ....0.552.... 1 60 | 25 gal. CHER, GOON 6556-56 ceccs 2 2% 30 gal. n CDM, GME .....55.-.. 2 70 Churns 2 to 6 gal, . OO oe ea a ss. % Churn Dash 3s. per doz ........... 4 Milkpans % gal. flat or round bottom, per doz 48 1 gal. flat or round bottom, each .. 8 Fine Glazed Milkpans % gal. flat or round bottom, per doz. 4 1 gal. flat or round bottom, each .. Stewpans % gal. fireproof, bail, per doz ...... 36 1 gal. fireproof bail, per doz ...... 116 Jugs he Gal. BON GON. oon occ occa cca suc... 6e 1 Gk DON GOR. oo oi ise cece eadees 4 Sto © al. pew eal, ....65....2...., 1% Sealing Wax 5 ths. in package, per fb. ........... 2 LAMP BURNERS No. 0 Sun ai Nv. 1 Sun 33 Ne. 2 Sun 69 No. 3 Sun 85 ORME os Wade seedcae Gael fs: 5b INESINOG cece ee 69 MASON FRUIT JARS With Porcelain Lined Caps Per gross Pinte <.... deuegaes ese dddecsacacecce ce GM Quarts .. dese dcadeuvadeecededeedccaue ft AONE ooo sc ocedccesccatesss ue ae CO as sive sce sees ee Fruit Jars packed i dozen in box. LAMP CHIMNEYS—Seconds Per box of 6 doz. Anchor Carton Chimneys Each chimney in corrugated tube No. @ Crit tom... 550 c cca cccccacs. ot 16 INO. 1, Crigie tOD. «oo sscccccucccccessck 0 INO. 2, Colinas Cote cc oon coca a cacacs. 0 Fine Flint Glass in Cartons ING © Crt Ge ooo god ae 3 00 No. 3, Crimp tem. ..- 555 csececiccsaccse & ING. 2, C¥vime Gon .o5 5 oc occ cscccacs 4 Is Lead Fibrt Glass In Cartons .-0. 0, Crimp top. ....... éesecdesaucan Of No. 1, Crimp top. ........... aeecces 4 @ No. 2. Crimp top. .......... sacdeceee OO Pearl Top in Carton No. 1, wrapped and labeled. ......... 4 60 No. 2, wrapped and labeled. ........ 3S 3@ Rechester in Cartons No. 2, Fine Flint, 10 in. (85c doz.)..4 64 No. 2, Fine Flint, 12 in. (31.35 doz.).7 6¢ No. 2, Lead Flint, 10 in. (95c doz.)..5 66 No. 2, Lead Flint, 12 in. ($1.65 doz.).8 76 Electric in Cartons No. 2, Lime, (75e doz.) ............ 26 No. 2, Fine Flint, (85c doz.) ........ 4 66 No. 2, Lead Flint, (95¢e doz.) ....... .6 66 LaBastie No. 1, Sun Plain Top, ($1 dos.) ..... 5 70 No. 2, Sun Plain Top, ($1.25 doz.) ..6 OiL CANS 1 gal. tin cans with spout, per doz. 1 gal. galv. iron with spout, per doz. 2 gal. galv. iron with spout, per doz. 3 gal. galv. iron with spout, peer duz. 5 gal. galv. iron with spout, per dog. BO-3m Chem COTS SSHVarerxy 3 gal. galv. iron with faucet, per doz. 5 gal. galv. iron with faucet, per doz. 5d gal. Tilting cans ........... deatsee 5 gal. galv. iron Nacefas ............ LANTERNS d . 0 Tubular, side lift .............. 465 oe WT 2s oes cccec lsc. 6 46 . 15 Tubular, dash ............... 6 60 - 2 Cold Blast Lantern ........... 77 » 12 Tubular, side lamp ........... 12 60 6. 3 Street lamp, each ............ 3 54 LANTERN GLOBES . 0 Tub., cases 1 doz. each, bx. 10c. 66 . 0 Tub., cases 2 doz. each, bx. lic. 66 . 0 Tub., bbis. 5 doz. each r bbl.3 06 . 9 Tub., Bull’s eye, cases i . each 25 BEST WHITE COTTON WICKS Roll contains 32 yards in one piece. . 0 % in. wide, per gross or roll. 25 1, % in. wide, per gross or roll. 30 No. 2, 1 in. wide, per gross or rol] 46 . 3, 1% in. wide, per gross or roll 8§ COUPON BOOKS 50 books, any denomination ...... 1 549 100 books, any denomination ...... 259 590 books, any denomination ...... 11 59 1000 books, any denomination ...... 26 60 Above quotaticns are for either Trades- man, Superior, Economic or Universs! es. Where 1,000 ks sre ordered at a time customers receive specicliz printed cover without extra chargs. Coupon Pass Books Can be made to represent any denom:- nation from $10 down. 50 books Meas gdndeddsl <4 ue celeece us 1 66 dana ddadeeeueeede dei aeu as 2 60 OD ROG oo occ ccccc esse aieeeace -11 5@ MO@G GOONE 665 5ccceciacse de deaaadenee 38 @4 Credit Checks 608, any one denomination ....... 2 1099, any one denominetion ........ 8 2000, any onz denomination ........ E &4 Steet parce Pvee sn eeesrueesectaes wr ee eo } SW —-) an vas eo) —_ an — - — — FADED/LIGHT TEXT MICHIGAN TRADESMAN 36 eo & ws el wo O > oO "oH Spy = 5 i oe KY] Nyeweeen ene e none ne B87 "--------------— w- 4g" Wh eet > = a] “W lpg tg agit Seg If t. I p-ghl t. u” tpg Mh t WM plegt h ve S py lf L, Us Ig ht bg gh Seg lh lgah Veg hl hay lt iy uv ee 2.8 Bat FOOT T1099 TH99'T | 1197 T10%9'T 11089'7| 110%9'7'| T1059°7| 11269'7"| T179'7"| 10097" | | . 11 | NelO 4 Neo | Noo | No.7 | Nae | Nod 1 Wot | Nod: | Noe | Not! fee) 2 3 i | ee O £ / , i , ' { ' ~ ovensones 15 Glenn tn ete AS IO eesereee 15 Glen ---- hence AF Glenn en A SNS tet IG FF - & Bock Vine ok \yooths 8! “] ~~ e 4 Ss ' Q - ; \ a = _ 2 3 ~ . = & ™ as i Oo ¢€ | 80%76"| BO%76" 80% 76) 80'x76 e aA. 1 3 ! No. 48 || No. 44 No 49 | No. 48 R : — \ ' o x ; i ~ i Lnt 4 Wh 7s ¢ 2 . PS | i130 ! 80%76'| 80%76 ! coxa er 78 foil) a ‘Ss No. 16 ! No. 48 || No 42 : No. 47 || No. 46 | ~ @ 5 a | —— --10'O?- ---0'0*-- " | By Ve pple i S 5 =! OC — TANTO oo 3 7 iS) so bb cS o (No.7, |...-.-----89/0"-------- x TG - ge Bae tetera: Bayo Re snenenen seem atin naitn sine sh er OB 2 a = = bi S 16'0'16'0" S 2 —— = lott ”) «| ~~ ™ ; ' Z a 79x70) 2 | oa tl o eee 3 80%76' |) BO%76" ; 60%76" || 60°76" ele = & | No.40 || No. 41 No.86 || No. 37 fay s Ss 79x70 [ PSs pte no even eeeeeee 36’ fen n een ener ee em ----169"--9- | S| Ne 79 8.0% 76" || 8076" 80° 7'6"| 80° 76 a an 5 og No.89 || No. 38 FS No.85 || No.d4 Z's 3 60--+ 4 S | fe Ns} A = ci a bak cae 1.60." = . . een | 4, ! Ee 70%80| 1080} °°" x : oe Em No.20| No.21|| fs S : | 3 <— “Dh bo Back \ine at YON Ss ’ 3 8 x a a . = I “i... .---Be....i--- 0+ poe ASTON nn ISR | oO C) ———— eee) —— OD So ¢ = ] : : ieee ag : ae ae ei | = 5 © 1049'7" n0¥97 TUT | THx9'7" 53i9'7 E389] 77097] 7179°7"| 71759'T| TUKIT| 100 9'7"| geet | Se 5 DS 0.28 || Nort | No.26 || No.26 027) SS Wo28| No29 || NodO | Nod! || Node Nod$8 |) | : \ Ra — | ak i | ae — ioe o 8 JExik CL ao EEE oan © shew cmc cee cc ww necece enn see 370° a ccccw eee en mance eneenerets » 3d 4 "* ee ee ee -—* 47 3 cases Aeeesceetae eens soc eeausteneen - —_ tes OG © YN ae = S a, & _ ° a 98 MICHIGAN TRADESMAN —_— DOLLARS AND CENTS. They Are the Most Vicious Standard of Success. The most vicious standard of suc- cess in the world is that which sets up dollars and cents as the height of human ambition, for the simple rea- son that no matter how much money a man may acquire there never comes a time when he can rest and be con- tent that he has enough if he has been a devotee to the money god. There is a man in New York who has set his ambition at one billion dol- lars, and if he ever lives to acquire that he will be sorry that it is not two billion. The man who makes money the be-all and end-all of his career is the most miserable in the world. I do not believe that any man should have more than $10,000 a year, for if he lives right he does not need any more. Organized society as it exists to- day might fairly be divided into two general classes—those who have more appetite than dinners and those who have more dinners than appetite. | feel positively certain that the great- er amount of real misery exists among the people of the latter class. We ought to be careful not to let ourselves get too deeply engrossed with the affairs of this world in the matter of money getting. It cramps the soul, weakens the| character in its power to resist | temptation, and blinds the perceptive | faculties to many of the. higher and| greater virtues to be found in art,| literature, charity to our fellow men, | and all that goes to the upbuilding | of a character that will command | respect after the man is through with | the things of this world. and narrows As a life work I would rather be| able to provide for the needs of a} family, enjoy the fellowship of good | books and good friends, and write one book that would be read a hun- dred years from now than to be able to amass all the money in the world. It often is that the oppor- tunities for the young man are as good to-day as ever they were in the history of the world, and I heartily agree with that idea. All young men may not see the matter in that light. When I was a young man I used to think that if I had come to Minne- sota in 1854 I would have had better opportunities than I did have, but it was a mistaken idea of youth, and I am glad now that I did not, for the simple reason that I would have been dead now and there is no hope in this world for the dead man though he be not buried. I wish to impress this upon all—that as long as you have the breath of life you should aim to be achievirg something. Do not allow yourselves to go like bits of dead bark that have been chipped from a log and go floating listlessly down the stream of life toward the great ocean of eternity, with not character enough to breast the tide. said What, then, is the most desirable thing in the world and the founda- tion for all true success? It is char- acter, that quality that makes a man the same being when he is alone in the privacy of his own room as he is in public under the scrutiny of the world. All the money in the world can not buy an honest man, despite the infamous taunts of skeptics which we often hear quoted that every man has his price. Being a good poker player may sometimes put a man into the legislatures of this country, or at least not debar him, but it is honesty that makes men_ railway managers and bank presidents, and there never was such a demand for honest men in the world as there is to-day. Young men, I wish to impress upon you this truth-—for every night you spend in what may appear to you an innocent debauch, when you come to be 40 years of age you will regret it if there is enough of manhood left about you to be capable of that feeling. If you could come into the room where the board of pardons holds its sessions and see, as I have seen, the broken hearted fathers and mothers, sisters and wives, pleading for the redemption of those whose iniquities have brought disgrace to their families and despair to the hearts of friends, you would value a blameless character as the most price- less thing in the world, and you would learn that the moment a man departs from the path of rectitude and takes a dollar that does not be- long to him, that moment he has lost something that he never can re- cover though he may live to be a better man in after life, for it is nev- er too late to reform, but he never can win back what he once held—a spotless character. To the young men I want to say that it is one of their highest duties to take an intelligent interest in politics and to become as well in- formed as possible on the political history of the past, and the quota- tions which now hold the platform be- fore the America» people. It is a duty that you all owe to the land of your birth or of your adoption. The future of this nation depends up- on the character of the young men who are entering now upon the duties of life. I do not mean to say that you should have political positions as one of the aims of your ambition un- less you feel yourself specially quali- fied, but it is only as the young men of the nation take an interest in honest politics and demand honest men for public trust that the future of the nation will improve. Make a resolve never to sell your conscience for the sake of making a friend, for the man who would ask you to do something contrary to what is right is not worth having for a friend. Remember thts, that Abra- ham Lincoln stands and always will stand as a bright star in the political firmament of America not because he was right, or brilliant, or witty, but with all his other fine qualities he was above all things a good man and left behind him a character absolutely spotless. Had he done one dishonest act for the purpose of gain it would have been like a blot of ink on a sheet of white paper. Good character is like the mountain tops which one sees towering above the mists and fogs which may. ob- scure the sun from those at the base, but the mighty columns eternally rear their heads above the clouds and bask serene in the full glory of the heavenly sunshine. So in the storms and trials which are bound to beset every life the only sure and safe pillars are honesty and truth, upon which all success in life is based. John A. Johnson, Governor of Minnesota. ———_»-.- The Only Thing To Do. By all means, my son, if you truly feel the divine afflatus, go into Litera- ture, with the large L that attaches to daily newspaper work. Why, just think of the influence you can con- trol, the power you can exert. Then, too, it is such fun to sit all day before a desk and in an antiquated cushioned chair that squeaks its ap- proval every time your afflatus cuts loose and gets there with both feet. And there isn’t anything of gears, shafting, pulleys and things that are noisy and greasy about them. You can wear white shirts, collars and cuffs, smoke cigarettes, look wise when you are in the dark and dis- gusted when you are wise. By all means, my son. Why, there isn’t any question about it, or if there is it is ably and correctly answered by the last annual canvass made by the State Labor Bureau of Michigan. This canvass shows that there are eighty-five daily papers published in Michigan, which furnish employment to 462 persons in the editorial and reportorial departments, and that the average salary of these 462 bright lights is 70 cents less than the daily wage paid to linotype operators, which is $3.42 per day. Figure this out, my boy, and see where you're at, remembering all the time that, as a reporter or editorial writer, you can go and come somewhat as you please, wear creased trousers and all the latest styles in haberdashery and get free tickets to all church dinners, picnics and elocutionary re- citals. And they are great I assure you. —_2-..———_——_ An Incurable Complaint. “The doctor says there’s one com- plaint he can’t cure.” “What's that?” “The one his patients make about their bills.” An “Opening” Sale Do something, . Start the spring business coming your way. You cannot overestimate the val- ue and profit of a rousing Spring ‘Opening’ Sale. It will throng your store with cash customers. It will sell quantities of your goods at a profit. It will advertise your busi- ness. My personally conducted “Opening’’ Sales make spring busi- ness doubly active and are a suc- cess in the truest sense of the word, Attractive store decorating and ecard and sign writing, combined with forceful advertising, add to the val- ue and effectiveness of my trade winning plans. Are you ready for a big business movement of this kind? Write me. Right now. 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 i busy ones. Goods turned to | gold by aman who knows. I will reduce or close out all kinds of merchandise and guarantee you 100 cents on the dollar over all expense. You can be sure you are right if you write me today, not tomorrow. E. B. LONGWELL, 53 River St., Chicago Suecessor to J. S. Taylor. 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. If in hurry, telegraph or phone at our expense. Deal With Firm That Deals Facts. 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. Ionia St., Grand Rapids, Mich. FOOTE & FOOTE & JENKS’ Sold only Highest Grade Extracts. JENKS MAKERS OF PURE VANILLA EXTRACTS AND OF THE GENUINE, ORIGINAL, SOLUBLE, TERPENELESS EXTRACT OF LEMON JAXON|Foote & Jenks JACKSON, MICH. in bottles bearing our address Me CHIGHI| Foote &J . HCLASS 5 LSE GRAIN A oats, flour, buckwheat, of grain in carlots. We solicit your orders for all kinds of feed, corn, ND FEED etc. We makea specialty Write, wire or telephone at our expensé when in the market. Feed and Cracked Corn is screened and scoured. GRAND RAPIDS GRAIN & MILLING CO., Grand Rapids, Mich. - L. FRED PEABODY, Manager Our St. Car MICHIGAN TRADESMAN 39 HE SAW THE END. Drug Clerk Who Did Not Heed a Warning. Written for the Tradesman. When Tom entered the drug store he found Charley, the clerk, brooding at the end of the counter. Tom and Charley were chums and had been roommates for years. “What you need,” said Tom, seat- ing himself on the counter, “is more ozone. You box yourself up here like a man serving a life sentence on the installment plan. Can you gci away from the store this afternoon?” “It is my afternoon off,’ replied Charley. “Then come out on the river for a skate.” Charley shivered, though the ther- mometer in the store stood at 7o. “T am afraid of the river,” he said. Tom gave a roar that spoke vol- umes for the strength of his lungs. “Purely a physical condition, my son,” he said. “Come with me and I’l] show you what a good old thing the river is. It is a peach just now, with an overcoat of ice, trimmed with pretty girls with rosy cheeks and hair floating in the wind. Get your skates, old fellow, and come on.” “T have dreamed of the river every night for a week,” said Charley, “and I don’t like the idea of going on the ice.” “It isn’t necessary for you to take the river to bed with you,” said Tom, with a grin, “for it has a bed of its own, you know.” “Yes, and I see that river hed every night,” replied Charley, “and it holds dead faces—bloated faces. with staring eyes and features nib- bled by fishes.” “Why, man,” said Tom, anxiously. “you'll go stark, raving mad if you do not get out of this mood. It is not like you at all. Forget it! Come out with me e1d see how harmless the river is, sealed in by good old Jack Frost. You can live a hundred years in a minute out there, with the steel ringing under your feet and the sweet, swift wind in your face. Come!” And so the young men went out to the river, blanketed with ice that shone and sparkled in the sun. “Why,” said Charley, standing on the bank, “when were we here be- fore?” “Never, my son,” said Tom, strug- gling with his skate. “But I have been here before, and with you,” insisted Charley, “and the ice lay on the river just as it does now, and the groups of skaters out there were arranged as you see them now. Ugh! I feel as if some one was walking on my grave!” “I guess I didn’t get you out of that hot store any too soon,” laughed Tom. “Come, here’s for a glorious spin. I’ll beat you across.” Charley hesitated. “Wait a moment,’ he said, his hand at his forehead, “when we were here before something happened— something horrible. I can’t think now just what it was.” > “T think you’ll have to cut out mid- night lunches,” said Tom. “It is not fair to lug your evil dreams out into the sunlight.” “Can you recall the drowning of any person when we two were to- gether in a place like this?” asked Charley. “I think now that men came with grappling hooks, but they did not find the body.” Tom regarded his friend keenly. “T don’t think we ever officiated at a drowning,’ he said. “Come! The ice is as safe as the floor of a rink.” “Something holds me _ back,’ said Charley with a shiver. “I think I’m going to be ill. There’s a black band before my eyes when I look out on the ice.” “There’s a bevy of pretty girls be- fore mine,” laughed Tom, “and I think I know one of the bunch. If you feel that way about it, you just skate along the shore here and I'll go out and kow-tow to the little dear in the red jacket. If we take a spin up the river you wait.” And Tom whirled away, cutting fancy figures in the ice, and came to the group of girls he had spoken of, and together they went swarming up the stream. He forgot Charley, forget every- thing save Nellie’s bright eyes and her shining hair, streaming behind under the swift motion. When he returned an hour later! there was confusion at the place where he had left his chum. Charley was nowhere in sight, and men were chopping holes in the ice and work- ing in the black water with grappling hooks. A hat lay on the ice and Tom lifted it with trembling hands and turned back the lining to the place where Charley always wrote his name. The name was there. “He went through that air hole.” said a man in a white sweater. “He hung on for a second and then went down. It is a hundred to one that the body will never be found.” “My God!” Tom said. “He under- stood! Poor Charley! Is there an element in the blood that drags at the heart when death is near? Are there pitying hands in the air that bind the sight with black when dan- ger threatens?” And the men working grimly with grappling hooks made no answer, for Tom was asking questions which have puzzled the wisest of the world. The body was never recovered. Alfred B. Tozer. When Quality Is Talked We're Entitled to the First and Last Word No one knows better than we do the supreme quality that crowns every Ben-Hur cigar. roll the best possible 5 cent cigar. With forty years of painstaking experience we set out to Tobaccos were studied from eve.y view point to that end and when in ’86 we accomplished our ambition, the goal was not reached through discovering some new artificial flavor or a process of manipulating tobacco leaf. The Ben-Hur cigar today leads every favorite because it contains, leaf for leaf, better tobacco than can be found in any other brand—so much better in fact that thousands of smokers have passed the 10 center up and have centered their demand on this brand which makes good every time. Give the Ben-Hur a chance to prove out what we say. WORDEN GROCER CO., Distributers, Grand Rapids, Mich. GUSTAV A. MOEBS & CO., Makers, Detroit, Michigan MICHIGAN TRADESMAN Michigan Knights of the Grip. President, H. C. Klockseim, Lansing; Seeretary, Frank L. Day, Jackson; Treas- | urer, John B. Kelley, Detroit. United Commercial Travelers of Michigan | Grand Counselor, W. D. Watkins, Kal- oe Grand Secretary, W. F. Tracy, lint. Grand Rapids Council No. 131, U. C. T.| Senior Counselor, Thomas E. Dryden; Secretary and Treasurer, OU. F. Jackson. Characteristics of the Modern Sales- man. Pages, folios and volumes have been | written about the much-abused and well-advertised commercial gentle- man, drummer, angel of commerce, commercial tourist, etc. but under | whichever label he still remains the We hear it remarked fre- quently that the commercial man of to-day has to be a different saine. character than the drummer of twen-| ty-five or thirty years ago. This is an error, he has simply had to keep up with the times and put up a dif- ferent front. Had the same opposi- tion and conditions confronted him in the good old days we hear so | much about he would have met them. | From the time goods were first sold by samples or catalogues in the) hands of the agent sent out to solicit | trade up to the present time, and for all time to come, the four great cardinal virtues will have to be in-| delibly stamped in the makeup of the. successful salesman. These virtues are | and persever- | honesty, talent, tact ance. Of the four, the two absolutely es- sential are honesty and _ tact. can not have tact without honesty. Tact is a word that is misunder- | stood in the mind of the casual ob- server. and stands for trickery, not| to be relied upon, deceitful. posite of these definitions is what tact means as applied to the up-to-| date salesman. The only way to ac- quire a reputation for being square and honest is to be square and hon-| est. not in words, but in every act, | both with customer and employer. When this reputation is fully estab-| lished the opportunity to tact, talent and perseverance is af- forded. Talent is the knowledge of the line of goods, not a smattering of things read or heard, but a knowledge su- perior to that of the buyer, so that no question can floor or corner you. The buyer wil! at once be impressed with the fact that he is talking to no} novice. Talent also means knowledge of everything pertaining to the meth- | ods of transacting business in the line represented, and also incidental- ly to know something. virtue Perseverance is the great that is lacking to a great extent in) many of our commercial men of to- day, and the lack of it has been the rock on which hundreds have found- | The man who has the nerve against almost unsurmountable ob- stacles to keep on trying will surely succeed; there are no exceptions to this rule. The commercial traveler ered. sales- | The op-) exercise | at to-day is looking out for his per- | sonal comforts to a much greater de- |gree than the old timer, and is a lit- | tle more of a sticker for the code of | ethics. | No salesman has ever accomplished | his desire to get on top without hav- |ing made lots of mistakes and profit- ed thereby. A salesman who is dis- satisfied with his business, or whose | work is a drudgery to him should, in justice to himself as well as his em- ployer, seek some other vocation. The up-to-date retail merchant, like the commercial salesman, has had to /adopt new methods and make a ‘closer study of his business than in 'former* years, and if he has been a success he has at all times been courteous to the salesmen who call ‘upon him from time to time. The /average merchant hardly realizes the | influence the salesman has with the |house he represents; in nine cases out of ten his advice on credits, prices, terms, etc. is taken. The friendly smile, the hearty handshake given to the salesman goes a long 'way to offset the disappointment he /feels at not receiving an order, and i ‘the feeling of good fellowship is ad-| ivertised with the hundreds of other men he meets. The commercial is con- stantly on the lookout for pointers that will be of practical use to his impart more information of a practical value | than he. The friendship of the 'salesman keeps him constantly think- while a cold re- ception, a curt, short answer leaves him with impressions that are hard to obliterate from his mind. salesman customers, and no one can ing of benefiting, Common courtesy is the most ef- ‘fective advertisement and doesn’t cost You! ja cent. These few jotted down 'may possibly reach the eye of some th: wmay be benefited by turning hard capital for further To respect their profes- i sion. to be honest and fair; to be a booster, not a knocker; a pusher, not /a kicker; to in all instances be a gen- 'tleman in the full sense the term im- George P. Moore. —_——-so-eoa— Working Traveling Salesmen. Do you ever work traveling sales- |men? | I mean for the information they thoughts | experience into | struggles: | plies. possess? A salesman goes forth day after day, and sees things with his eyes and hears with his ears, and he will “sive up” these things to the man |who is sufficiently interested to work ‘them out of him. | For they are valuable and 'worth the gathering. Why not form the habit of asking 'every salesman who is the most pros- perous merchant he calls upon, and ‘then encourage him to talk about that |merchant half an hour or so? Ask questions, hold him down to ‘the subject, and listen with care to all | you hear. Here are a few questions to ask: | How does he dress his show win- |dow? How often does he change it? | Does he display prominently twu or \three things, or have a conglomera- tion of footwear in his window? Does well he use price cards liberally? Does he handle cheap stuff or dependable goods? Is he a liberal advertiser and what are his principal methods? Does he advertise persistently, or carelessly from time to time? Is he deeply in- terested in his business, or does his mind wander from duck shooting to nine pins? If you will ask these questions, and many more that will naturally occur to you, and if you will listen keenly to the answers and analyze them and incorporate the good points in your business, you will be glad you “work- ed the salesmen.” | Now don’t misunderstand, me, please. I don’t mean to say that you can extract enough information from the first salesman who comes along to boom your business so you must en- gage new clerks and build an addi- tion to your structure. What I mean is that if you will systematically keep on the still hunt for valuable information and useful pointers, and if you will persistently follow the various trails you strike. ‘rising higher and, still higher, and you will look forth upon the world with glad content. Alsoinstruction by MAIL. 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, Maii courses. Send for catalog. D. McLachlan & Co., 19-25 S. Division St., Grand Rapids Traveling Men Say! After Stopping at Hermitage “tier” in Grand Rapids, Mich. that it beats them all for elegantly furnish- ed rooms at the rate of 50c, 75c, and $1.00 per day. Fine 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 you will find the tide of your business | 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 7, siz PROFIT MWe ciao eer pris ed in the different a.” . CIRCULARS Samples ON NCU CMPANY, saved nothing? TRADESMAN GRAND RAPIDS, MIC’ What are you going to do when you are old and have One dollar makes the start then it comes easy —start today in The Old National Bank 50 Years at No. 1 Canal St. Grand Rapids, Michigan Assets Over 6 Million Dollars more thap (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, compelled to do so because of the REMARKABLE AND CONTINUED GROWTH of its system, which now includes 25,000 TELEPHONES 10 wnich 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 itsnew 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 a &. B. FISHER, SECRETARY MICHIGAN TRADESMAN él Gripsack Brigade. A Greenville correspondent writes: William J. Fuller has taken a posi- tion with the Mills Paper Co., of Grand Rapids, as salesman, with headquarters at Traverse City. An Albion correspondent writes: E. E. Kern, of this place, has resigned his position with T. J. Furey and tak- en a position as traveling salesman with A. A. Walt & Co., of Toledo. He will continue to reside in this place. Cadillac News: Wells S. Murphy has resigned his position as traveling salesman for the Remington Type- writer Co. to accept a position as State agent in Michigan for the Chat- tanooga Medicine Co., of St. Louis, ee Missouri. 4 D. S. Hatfield, traveling salesman 4 for Hecht & Zummach, who has 3 been confined to his home with severe illness for the past five weeks, has re- covered to that extent that he hopes to resume his regular visits to the trade next week. Henry D. Marks, who has cover- ed Michigan several years for the David Adler & Sons Clothing Co., of Milwaukee, has opened a permanent sample room at 145 Jefferson avenue, Detroit, where he will show his com- plete line during the season. Fred N. Hackett, although a native of Pennsylvania, is a Michigan man by adoption, having gone to Detroit . twenty-two years ago to work at harnessmaking. In 1888 he began his career as a traveling man, going on the road for a saddlery house. Mr. Hackett was born in Union City, Pa., in 1861. His early work was all in the harness business. From his position as traveling salesman for the saddlery house he branched off into patent leather goods, represent- ing a manufacturer in Woonsocket, R. I. For seven years Mr. Hackett has represented the Tubular Rivet & Stud Co., Boston, Mass. He has trav- eled through the United States and Canada, but his present territory is Ohio, Indiana, Illinois, Towa, Mis- souri, Nebraska, Minnesota and Michigan. He is a thirty-second de- gree Mason, a Maccabee, member of the Towa State Traveling Men’s As- sociation, the Illinois Travelers’ As- sociation and the United Commercial ‘2 Travelers. His home is at 252 Twen- ty-fifth street, Detroit. —_—_--.——___ Pledged To the Repeal of the Baillie Law. Grand Rapids, Mar. 13—At the last t meeting of Grand Rapids Council, No. 131, United Commercial Travel- ers, the following resolution was unanimously adopted: Resolved—That we condemn the t905 State Legislature for passing an act known as the Baillie law, which provides that in case of death by rail- road accident, only heads of house- holds, or those who have persons de- pending on them for support shall = be entitled to recovery. Thus if our wives, sons or daughters ag killed, recovery for damages is impossible; in other words, 80 per cent. of the people traveling in Michigan do so at their own risk; and be it further Resolved—That every commercial traveler work and talk for the re- peal of said Baillie law; that a copy of these resolutions be sent to every Council in the State of Michigan and to the Michigan Tradesman; also to Governor Warner. O. F. Jackson, Sec’y. —_—_2+>___ Annual Banquets of Two Associa- tions. The sixth annual banquet of the Kalamazoo Retail Grocers’ Associa- tion was held at Elks’ Temple last Wednesday evening and, as_ usual, was well attended. The menu was excellent and the entire affair passed off very pleasantly. The invocation was by H. R. VanBochove. John A. Steketee delivered a cordial address of welcome, when he turned the af- fair over to Samuel Hoekstra as toast- master. The toastmaster’s son, Clar- ence Hoekstra, then sang two very enjoyable selections, after which Walter R. Taylor, Mayor of Kalama- zoo, delivered an excellent address, in which he announced himself as favorable to the establishment of a public market. E. A. Stowe spoke on the New Regime, after which Fred Mason, of New York, delivered an extended address on Confidence and Consistency. His remarks were timely and pertinent and were listen- ed to with rapt attention by all pres- ent. Brief addresses were made by V. C. Hipp, H. J. Schaberg and Wal- ter K. Plumb. The sixteenth annual banquet of the Grand Rapids Retail Grocers’ Association was held in the Knights of Columbus Hall last Thursday evening. The hall was _ beautifully decorated and every available seat was occupied. The menu was whole- some and appetizing. The invocation was by Rev. L. H. Davis. Fred W. Fuller, President of the Association, presided as toastmaster. The first ad- dress was by Claude Cady, of Lan- sing, who spoke briefly and to the point and congratulated the members of the local Association in capturing the State convention, bespeaking for the State meeting a large and repre- sentative attendance. Miss Harriett McConnell gave two vocal selections, after which E. A. Stowe spoke on Harmonious Co-operation. W. H. Hathaway contributed greatly to the amusement of the occasion by a series of animal imitations, after which Fred Mason, of New York, spoke at con- siderable length on the subject of Confidence and Consistency, cover- ing practically the same ground he covered in Kalamazoo the evening before. The speech was very effec- tive and made a lasting impression on his hearers. ——__2+2>____ H. J. Vinkemulder and C. D. Crit- tenden have returned from their va- cation trips, the former going to New Orleans and the latter to Havana. Mr. Crittenden bought a farm for Mr. Vinkemulder in Cuba, while the latter retaliated by bringing home a liberal portion of Lookout Mountain for Mr. Crittenden. —_»++.____ A. H. Fordyce, of Ishpeming, has added a harness shop to his business, Sherwood Hall Co., Ltd., furnishing the stock. _2.-o oo The girl with red hair usually has a vocabulary as fiery as her locks. Process for Making Powdered Milk. Traverse City, March 13—After three years of constant work and study William A. McCool, of 316 Rost street, has perfected a process where- by milk can be reduced to an abso- lutely dry state, ground and bolted like flour, witho1t losing any of its constituents with the exception of its moisture. In this invention Mr. Mc- Cool has one of the most valuable of modern times and has solved a jproblem on which inventors have (been busy for seventy years. The value of powdered milk, which is easily soluble, only the addition of water being necessary to make it fluid again, is recognized everywhere. Armies on the march, explorers, in fact, everyone who is_ obliged to transport food, use the product. Mr. McCool’s process is such that the powder does not take on moisture by exposure to the air and will keep in any climate. At present there are but two com- panies putting out powdered milk. One of these puts out a_ product known as dried milk, which is not soluble, while another puts out a soluble product. This latter concern was made possible by Dr. Ecken- burg’s discovery, but experts who have examined Mr. McCool’s product state that it is superior to that of Dr. Eckenburg. The process is very simple, con- sisting merely of forcing hot air through the milk tank. A blower is attached to a dome on the milk tank, while on the opposite side pipes en- ter the dome bearing air which pre- viously has been heated by passing over steam coils. These pipes pass to the bottom of the tank. The blow- er by its action creates a vacuum in the dome and the atmospheric press- ure being relieved the air goes to the top of the tank, taking the moisture with it. It is drawn through the blower and escapes. It takes five hours to reduce the milk to a per- fectly dry state, after which it can be handled in barrels or paper sacks. The cost of the operation is sur- prisingly cheap, the mechanical cost being but one cent per pound. An- other value of the invention is that skim milk can be utilized, which more valuable for a food product than the butter fat. One hundred pounds of skim milk will produce on an average of nine pounds of dried milk, selling for from 12 to 15 cents a pound. The value of the tI00 pounds for the cream alone would be $1. A surprising thing in connection with this is that if a baker uses this milk in his output, it so increases the amount that the cost of the milk is entirely wiped out. There is a great demand for powdered milk every- where, one of the concerns now in operation having signed contracts to furnish five tons daily to foreign armies. is Mr. McCool is at present figuring on organizing a company, building a plant and putting the product on the market. He has not made any defi- nite plans as yet but has several un- der consideration. Mr. McCool is a milk dealer and his invention is the result of the fact that in order to supply his custom- ers he had to have a surplus each day. It was necessary to throw this away at the end of the day as there was no market for it. This waste set him figuring, with the result that he invented a process whereby milk can be put up in tablet form — Herald. Failure of Stein & Co., at Allegan. J. G. Stein & Co., grocers at Alle- gan, have uttered a_ trust chattel mortgage of their stock for about $5,500, securing thirty-nine creditors. The list of creditors and the amount owing each is as follows: Judson Grocer Co., G. R......... $ = 74 W. J. Quan & Co., Chicago...... 00 W. H. McGee, Baltimore ........ a0 Woodhouse Co, GC Bi... 119.76 National Candy CoG Ro. 351.64 Verdon Cigar Co., Kalamazoo. . 61.12 National Biscuit Co., i Wc dedess 366.42 Jacob Harlen & Son, Monroe, Wis. 31.23 de Wee. CMON M eevee cues 32.50 Scotten-Dillon Co.. Detroit...... 23.40 J. G. Flint Co., Milwaukee........ 27.50 National Grocer Co., G. R......... 46.00 Lyman Reid, Bloomingdale ..... 93.78 Armour & Co., Kalamazoo ....... 198.12 Temon-Wheeler Co., G. R........ 232.04 Worden Grocer Co., G. R......... 578.75 ow. . Davvetori, Cifleago ........ 30.60 Renfro Bros., Cifeago .......<.... 138.00 W. F. McLaughlin & Co., Chicago - 147.95 Berdan & Co.. Toledo. ........... 92.06 W. M. Hoyt Co. Chieago......... 31.10 G. J. Johnson Cigar Co., G. R..... 71.25 W. D. Messenger, Chicago........ 19.25 J. Ke. Roderick, Chicago.......... 9.06 Wheeler Packing Co.. Baltimore.. 66.25 Dornbos Bros., Grand Haven..... 26.99 Chas. Gastrine Co., Chicago...... 35.00 F. M. Strong, Grand Rapids...... 11.59 Lockwood & Co., Grand raaeee: « 5.75 Mittenthal Bros., Battle Creek. 13.55 Yuille-Zemurray Co.. G. R....... 99.45 Carl Cigar Co., Grand Rapids..... 5.60 Young & Stratton Bros.. Allegan 45.00 yeree & Kolvoord, Allegan.... 20.00 Ss A, Guava Allegan... .....,.. 29.00 Standard Of €6, 2............... 5.50 A. B. Wilmink, Grand Rapids.... 24.00 First National Bank, Allegan.... 1750.00 First National Bank, Allegan.. 41.66 —-——_-_ >a Butter, Eggs, Poultry and Potatoes at Buffalo. Buffalo, Mar. 14—Creamery, fresh, 22@27'%4c: creamery, cold storage, 13 @21c; dairy, fresh, 17@21Ic; poor, 14 (@t6c; roll, 17@2oc. Eggs—Fresh, 15@15'%4c Live Poultry — Rute: 12444 13'%4c; chickens, 13@14'%c: ducks, 16 (@17c; geese, 13@14c; old cox, 9@Ioc. Potatoes—50@55c per bushel. Rea & Witzig. —~_+ > “Every man is too apt to be con- tented, that is, cancelled,” said Jacob Riis. “Why, I know a man who, on being accosted by a _ beggar, said: ‘Why don’t you go to work? Why do you waste your time begging?’ The beggar drew himself up. ‘Did you ever beg?’ he asked. ‘No, of course not,’ said the man. ‘Then,’ said the beggar, ‘you don’t know’ what work is.’’ : ——_~»+<+< Adrian—A. B. Park has merged his dry goods and carpet business into a stock company under the style of the A. B. Park Dry Goods Co., which has an authorized capital stock of $30,000 common and $30,000 prefer- red, of which amount $30,000 has been subscribed, $9,000 being paid in in cash and $21,000 in property. sa J. P. Vail & Sons, commission prod- uce dealers, Columbus, Ohio: The Michigan Tradesman is the most in- teresting paper of the kind ever placed on our office desk. —_+-.—___ H. C. Standish, formerly of Copem- ish, has opened a blacksmith shop at New Wexford. Sherwood Hall Co., Ltd., furnished the stock and tools. 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- tion. President—Prof. J. O. Schlotterbeck, Ann Arbor. First Vice-President—John L. Wallace, Kalamazoo. Second Vice-President—G. W. Stevens, Detroit Third Vice—President—Frank L. Shiley. Reading. Secretary—E. E. Calkins, Ann Arbor. Treasurer—H. G. Spring. Unionville. Executive Committee—John D. Muir, Grand Rapids; F. N. Maus, Kalamazoo; D. A. Hagans, Monroe; I.. 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. Indiana Officials on the Wrong Side. In view of the attitude of the In- diana State Board of Health on ter- peneless extract of lemon, the follow- ing letter from C. E. Foote to that body will probably prove of general interest: Jackson, March 12—The article on! lemon extract in your Bulletin for} Nov.. 1905, is so full of errors and so} completely misstates the qualities of terpeneless extracts and of their by- products that truth demands at your hands a full correction and statement of the real facts. It is true that the present food laws of Indiana are prac- tically identical with those of several other states, and it is also true that some State Food Commissioners have attempted to give the force of law to rulings similar to those established by you. About three ago the Food Commissioner in Michigan, having set up the formula for Spirit of Lemon U. S. P. 1890, as the sole authorized formula for extract of lemon, brought suit against C. W. Jennings, a reputable manufacturer of years erroneously Grand Rapids, for making and selling an adulterated extract of lemon. This maker producing a_ terpeneless extract of lemon for domestic flavor- ing purposes and made no pretense that it was a medicinal preparation or made in accordance with any phar- macopoeial formula and he freely ac- knowledged the facts as stated. was The question of the propriety of making and selling a terpeneless ex- tract was of great interest to Foote & Jenks because we are the origina- tors of extracts, having made them continuously since 1884, and we, together with Dr. Victor C. Vaughan, of the University of Michi- gin, and Dr. Edward Kremers, of the University of Wisconsin (Chair- man of the Committee for Revision of the U. S. P. for 1900 on Essential Oils}. were able to establish the su- periority of terpeneless extracts for all flavoring purposes over the sim- ple solutions of essential oils in alco- hol, our statements regarding them being adopted by the Supreme Court, tc whose unanimous opinion in the! cise we invite your careful attention. | People vs. Jennings. terpeneless After this decision by the Supreme Court, the Food Commissioner, who had been led into his error by the mis- directed zeal of one of his assistants, altered his rulings to conform with the law as laid down by the Supreme Court and the sale of this class of goods has continually extended as their superior merits have become better known. The National Commission for Mak- ing Standards for Food Products, appointed under authority of the Sec- retary of Agriculture, Dr. Wm. Frear, State College, Pa., Chairman, profit- ing by knowledge of the Jennings trial, has authorized and defined Ter- peneless Extracts and erected stand- ards for these preparations of lemon and orange. The aim of this National Commis- sion, as stated in its announcements, is to work in harmony with reputable manufacturers for the benefit alike of manufacturers, merchants and con- sumers. Most manufacturers are engaged in inter-state commerce and the neces- sity of uniform laws and of reasona- ble rulings conforming to them is too plain to require argument, and it is highly desirable that these various State laws and rulings should con- |form to those of the National Gov- ernment and should give due weight 'to well-established facts when those 'facts overturn errors as in the case under consideration. Foote & Jenks make flavoring ex- tracts of various sorts and pay par- ticular attention to terpeneless ex- tracts of lemon, which we make in various strengths. Our citrus concentrations of orange, of lemon and limes, repre- senting I5 per cent. of their respec- tive essential oils used in making them, and of which one ounce is suf- ficient to flavor one gallon of syrup for soda fountain use, are highly es- teemed and much used in Indiana by druggists, confectioners and bottlers of soft drinks, all persons well qual- ified to judge of the merits of flavor- ing extracts and glad to pay us our price (which is not cheap) for a per- fect, natural, soluble and unalterable flavor. Nothing could be more opposed to the truth than your assertion that terpeneless extracts, so-called, are cit- ral solutions or are made from wash- ed-out oils. A thoroughly washed- out essential oil is worthless for flav- or, although an extract made by dissolving a washed-out oil in ethyl alcohol would pass such a test for quality as is imposed by rulings such as you erect and such as were made in our State of Michigan be- fore the law was rightly. interpreted. It appears that all the erroneous rulings on flavoring extrac‘s have arisen out of the false notion that the U. S. Pharmacopoeia is the proper standard for these products, and although extract of lemon is a preparation not to be found in any edition of the U. S. P., it has been held that the formula for Spirit of Lemon, U. S. P. 1890, is the only proper recipe for making extract of lemon. In view of the prevalence of this false notion, the Committee for Re- vision for the U. S. P. 1900 did what they could to correct the error by dropping from the Pharmacopoeia the preparation, spirit of lemon, so that it is now impossible to point to its formula in the present only offi- cial Pharmacopoeia, and_ further clearly defined the facts by the fol- lowing statement, the declaration be- ing printed in italics in the U. S. P. 1900. Inasmuch as there has existed in the past on the part of the public a misconception of the purposes of a Pharmacopoeia, and penalties have been imposed upon those who have sold substances bearing pharm-co- poeial names which were to be used in the arts, for manufacturing, and for other purposes, and not as medi- cines, it has become necessary to make the following declaration: “The standards of purity and strength prescribed in the text of this Pharmacopoeia are intended to apply to substances which are used solely for medicinal purposes and when professedly bought, sold or dis- pensed as such.” The refuse oil of lemon—about 90 per cent. of the quantity of oil of lemon taken—removed from the ex- tract by our process has only a very faint odor of lemon and has a taste resembling that of a bland fixed oil, except for a biting sensation on the tip of the tongue. It has absolutely no value as a lemon flavor and, on exposure to light and air, readily de- velops the odor and taste of turpen- tine, with which it is chemically iden- tical. The constituents of oil of lemon to which the flavor is due—citral being only one of these—are fixed in per- manent solution in the menstruum used in our process, which men- struum is composed of distilled water and ethyl alcohol. No heat, alkalies or acids are used and the unaltered flavor of the fresh fruit is retained. The statements here made regard- ing oil of lemon apply measurably to other citrus oils and to other es- sential oils having a terpene con- tent, the soluble, oxygenized constit- uents, of course, varying with the va- rious oils, but all equally capable of permanent improvement by the elim- ination of the terpenes. If you will take the trouble to con- sult any modern descriptive price-list of essential oils. you will find, as to many of the oils, a guaranteed per- centage of valuable named constitu- ents. In all these the terpenes are merely the vehicle of the. flavor. Nowadays many of these oils are offered having the terpenes removed, but because of the changes taking place in essential oils by application of heat, the pure natural flavor is best retained by the mechanical extracting process devis- ed by us in 1884 and since continu- ously in use by us, applied chiefly but not exclusively to citrus oils. We shall be happy to offer to you proof of the truth of all our state- ments as here set forth and to show you why terpeneless extracts are to be preferred and will, on request, send for your examination samples of citrus products and eliminated by- products. Cc. E. Foote. Queer Drugs and Their Uses. “The venom of the rattlesnake has been known to cure locomotor ataxia and scarlet fever,” said a chemist. “Homoepathic physicians often pre- scribe it. “You know the curara, the deadly poison that the South American In- dians smear on their arrow tips? Well, curara is very helpful in hydro- phobia. “There is a seaweed called ‘bladder- wreck.’ They make of this an anti- fat, a marvelous antifat. By the use of this antifat I know a man who reduced his weight forty pounds in three months. “There is a deadly fungus, the fly agaric, which unfortunate people sometimes eat in mistake for mush- rooms. They make a medicine of the fly agaric, a medicine called mus- carine nitrate, which, injected under the skin, causes a copious flow. of tears. French actresses, in weeping scenes, such as are in ‘La Dame aux Camellias, have sometimes used this drug. “Cocca stimulates, exhilarates and removes all desire for food or drink. An Alpine guide will chew fifty or sixty grains of it before commenc- ing a difficult ascent.” ——_>2-+—___. The Drug Market. Opium—The market is dull. Lower prices are looked for. Morphine—Is unchanged. Quinine—Is firm but unchanged in price. Carbolic Acid—Stocks and the price advancing. Citric Acid—The tendency is high and prices are firm at the last ad- vance. Bromides—Are unchanged but are firm. Glycerine—-The market is a little easier, but not quotably changed. Nitrate Silver—Has advanced on account of higher price for metal. Oil Peppermint—Continues firm. Higher prices are looked for later on. The plants are still being de- stroyed by the weather. Oil Anise—Is firm and advancing. Gum Camphor—Has again advanc- ed 4c per pound and is_ tending higher. Gum Gamboge—Has been ed toc per pound and is higher. Ipecac Root—Isi very firm and is again advancing. Cloves—Are in a very strong posi- tion and have advanced. A _ higher price is looked for. Oil Cloves—Is very firm and is ad- vancing. are small advanc- tending 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 doys will see you soon with full lines of samples. FRED BRUNDAGE Wholesale Druggist 32 and 34 Western Ave., Muskegon, Mich. Pe MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT Oil Peppermint, Camphor. Advanced— Advanced—Citric Acid, Acidum Aceticum ....... 6@ 8 Benzoicum, Ger.. 10@ 75 Boracic ... 2... g 1i Carbolicum ..... 26 29 Citricum ........ 48@ 50 Hydrochlor 3@ 5 Nitrocum . 8@ 10 Oxalicum ....... 10@ 12 Phosphorium, ail. @ 15 Salicylicum ..... 42@ 45 Sulphuricum 1% 5 Tannicum ......... 75 85 Tartaricum ..... 38@ 40 Ammonla Aqua, 18 deg.... 4@ 6 Aqua, 20 deg.. 6@ 8 Carbonas ........ 13@ 15 Chloridum ...... 12@ 14 niline Biack 215... 62. 2 00@2 25 Brown -.:..-...- 80@1 00 BG el ol es 45@ 50 MeHlOW - 2.0.22... 2 50@3 00 ae Cubebae po. 20 15@ 18 Juniperus ....... 7@ 8 Xanthoxylum 80@ 35 Balsamum Copaiba . 45@ 50 Peru |. .2 000.5... 1 50 Terabin, Canada ee 65 Woanttan 2. 20..5.+ 35@ 40 Cortex Abies, Canadian. 18 Cassine ........- 20 Cinchona Flava.. 15 Buonymus atro.. 30 Myrica Cerifera. 20 Prunus Virgini.. 15 Quillaia, gr’d . 12 Sassafras ..po 25 24 Dims .........- 36 Extractum Glycyrrhiza Gla. 24@ 30 Glycyrrhiza, po.. 28@ 80 Haematox ...... 11@ 12 Haematox, 1s ... 13@ 14 Haematox, %s... 14@ 15 Haematox, 4s .. 16@ 17 Ferru Carbonate Precip. 15 Citrate and Quina 2 00 Citrate Soluble 55 Ferrocyanidum 8 40 Solut. Chloride .. 15 Sulphate, com’! . 2 Sulphate. com’l, by bbl. per cwt. 70 Sulphate, pure .. q Flora Arnica. .........- 15@ 18 Anthemis ....... 22@ 26 Matricaria ...... 80@ 35 eeu Barosma . 25@ 30 Cassia Acutifol, Tinnevelly .... 15@ 20 Cassia, Acutifol. 25@ 30 Salvia officinalis, %s and %s 18@ 20 Uva Ural ...:...- s@ 10 Gummi : Acacia, 1st pkd.. @ 65 Acacia, 2nd pkd.. @ 45 Acacia, 3rd pkd.. @ 35 Acacia, am sts. ¢g 23 Acacia, po.. 45 65 Aloe Barb ........ 22@ 25 Aloe, Cape ...... @ 2 Aloe, Socotri .... @ 45 Ammoniac ...... 55@ 60 aAsafoetida ...... 35@ 40 Benzoinum ...... 50@ 655 Catechu, Is ...-- @ 13 Catechu, %s @ 14 Catechu, %s @ 16 Comphorae ..... 1 12@1 16 KBuphorbium @ 40 Galbanum ...... @1 00 Gambhoge po..1 35@1 45 cuaiacum ..po 35 @ 35 Kino. ...... po 45c @ 45 RASC ooo. oo oe @ 60 Myrrh ..... po 50 @ 45 Opn oo 3 20@3 25 Shellac .......... 50@ 60 Shellac, bleached 50@ 60 Tragacanth ..... 70@1 00 Herba Absinthium ..... 4 50@4 60 Eupatorium oz pk 20 Lobelia ..... oz pk 25 Majorum ...0z pk 28 Mentra Pip. oz pk 23 Mentra Ver. oz pk 25 Rue 2.22.5. oz pk 39 Tanacetum ..V... 22 Thymus V.. oz pk 25 Magnesia Calcined, Pat 55@ 60 Carbonate, Pat.. 18@ 20 Carbonate, K-M. 18@ 2 Carbonate ...... 18@ 20 Oleum Absinthium ..... 90@5 00 Amygdalae, Dule. 50@ 60 Amygdalae, Ama 8 00@8 25 ANIA’ colo. aces 1 75@1 80 Auranti Cortex...2 60@2 80 Bergamii ........ 5@2 85 Cajiputi ......-- 5@ 90 Caryophilli ...... 1 10@1 20 Cedar. 25....5.-5 50@ 90 Chenopadii ..... 3 75@4 00 Cinnamoni ...... 15@1 25 Citronella ....... 6u@ 66 Conium Mac ... Si@ Copaiba ........ 1 15@1 25 Scillae Co ....... 50 Cube PEO le. 1 20@1 30 Tolutan ......... 3 50 Evechthitos ...-1 00@1 10 Prunus virg @ 50 Erigeron ........ 1 00@1 10 — i “+ 25@2 Tinctures ranium ..... Anconitum Nap’sR 60 Gossippii Sem eal, 50@ 60 » Hedeoma ....... i Se a oa — . Junipera ...... oar Apnies 50 Lavendula ...... 90@2 75 | Aloes & Myrrh . 60 Limonis ......... 1 00@1 10| Asafoetida 50 Mentha Piper ..8 2508 50/ trope Belladonna 60 Mentha Verid ..5 00@5 50 Auranti Cortex.. 50 Morrhuae gal ..1 25@1 50 | Benzoin 60 Myricia ......... 3 wee ro Benzoin Co .... 50 Ove... 8s. arosma ....... 50 Picis Liquida ... 0p 2 Cantharides 15 Picis Liquida gal @ 35! Capsicum ....... 60 Ricina.. ....... 98@1 02 Cardamon ...... 75 Rosmarini ...... @1 00 Gardamon Co... 75 Rosae oz ....... 5 00@6 00 | Castor 1 00 Succini .......... 40@ 45! Catechu ......... 50 Sabina ae wi eat ca 90 1 00 Cinchona . 50 Santal Sit sa be Gall aes 2 ao 50 ‘ Cinchona Co coe 60 Sassafras ....... 80 | Columbia a 50 Sinapis, ess, oz. 65 | |Cubebae ........ 50 Tiglil Gea os oi oi aaa & ‘1 Sf 20 Cassia Acutifol _. fe 50 Thyme .......... 50 Cassia Acutifol Co 50 Thyme, opt ..... 1 60 Digitalis 50 Theobromas |... 15@ 20 Ergot ........... 60 a. Potassium = Ferri Chloridum. 35 eOere © 22.550... WiCIGE «8... a. 50 Bichromate ..... 13 15 Gentian Co...... 60 Bromide ........ ng $6 Guinea ........-. 50 oo aie ae ua a | oes ammon .. 60 orate ..... po. yoscyamus 50 Cyanide ........ 34@ 88 Iodine ........... 75 foaide 2. ...:.. 05: 8 60@8 65 Iodine, colorless 15 Potassa, Bitart pr 80 €2 | Mine: ..... 202.2: 50 Potass Nitrasopt 7 10 | Lobelia 50 Potass Nitras ... 6@ 8 Myrrh .......... 50 ‘Prussiate ...... 23@ 26 Nux Vomica 50 Sulphate po ..... 15@ 18 ee 75 ; Opil, camphorated 50 eanitanm 000... 20@ 25 Opil, deodorized.. 1 50 Mine... so@ 33 Quassia ......... 50 Anchusa ........ eo ii See -------- 50. Arum po ....... 3 25 | neo teaces teres - re — Serpentaria -.-.. 50 Glychrrhiza pv 15 16@ 18 — 60 Hydrastis, Canada 190 jOlutan ......... 60 Hydrastis, Can. po 00 we 2 Fei ee a 50 Hellebore, Alba. 12@ 15 Veratrum Veride. 50 wate 13@ 22 Zingiber ........ 20 Ipecac, po ...... 2 BO? 25 | Tris ae 35@ 40 Miscellaneous alapa, pr ...... 25@ 30! Aether, Spts Nit 3f30@ 35 Maranta. 4s .. @ . Aether, Spts Nit 4f 340 38 @ Podophyilum po. 15@ Alumen, grd po? 3@ 4 Rhea eee ; 15Q1 0 00 0 | Annatto aN 40@ 50 ene (0c. ntimont, po .... 4@ 5 nel py .......- 75@1 0 mi eee et po T 40 50 Shigella. ......... 30@ 38 'Antipyrin . = a g 25 Sanuginari, po 18 @ 15|Antifebrin ....... @ 20 Serpentaria ..... 50 55 | Argenti Nitras oz 52 —— ge “ * ——— ance 10@ 12 milax, offi’s ; alm Gilead buds 60@ Smilax, M ........ @ 2% Bismuth 8 N....1 85@1 90 Scillae po 45 20@ 25 Calcium Chlor, 1s @ 9 Symplocarpus @ 2% Calcium Chlor, %s @ 10 Valeriana Eng .. @ 25 Calcium Chlor 4s @ 12 Valeriana, Ger. .. 15@ 20 Cantharides, Rus 1 75 Zingiber a ...... 12@ 14 Capsici Fruc’s af 6 20 Zingiber j ....... 16@ 20: | Se ae po @ 22 Semen ap ruc’s B po @ 15 Anisum po 20. 16 Carphyllus ........ 8@ 20 Apium (gravel’s) a 15 | Carmine, No. 40. @4 25 Bird. ia... 4@ 6 = Alba veeees pre 4 55 arui po 15 16 1 ava ..... 0 42 Cardamon eee 108 30 pa pestenee SQ! 80 ‘oriandrum ..... 12% 14} sia Fructus .. @ 35 Cannabis Sativa 7@ S Centraria ....... @ 16 Cydonium ...... 75@1 00 |Cataceum ....... @ 35 Chenopodium .. 5¢@ $0 Chloroform .... 32@ 52 Dinter Odorate. 8041 00. | Chloro'm _ Squibbs @ 90 oeniculum ..... @ 18 ora y rss1 35@1 60 Foenugreek, po.. 1@ 9° Chondrus.... 20@ 25 Pipl ose le 4@ 6 i Cinchonidine P- “Ww 38@ 48 Lini, gerd. bbl.2% 3@ 6. Cinchonid’e —- 38@ 48 Lobelia ......... 75@ 80 Cocaine ......... 3 80@4 00 ecole Cana’n 9@ 10 oe ft D P Ct. 75 a aes 5@ 6 Creosotum ...... @ 465 Sina is Alba .... 7@ 9 Creta ..... bbl 75 2 wuapin Nigra ... 9$@ 10 aan = 2 5 Spiritus ‘aa oe u Frument! W D. 2 09@2 50 oo ee Frumenti ....... [pete a 1 = Juniperis Co O T 1 63@2 001) Quon “Suiph 1 . * Juniperis Co ....1 75@% 50 eerie poem eons 6%4@ 8 Saccharum N £1 90@2 10| poate ’an wos. (gy) oe Spt Vini Galli ..1 75@6 50|mmery oo “Ss Vint Oporto ....1 25@2 0C| mreoty O° bo és 60D 68 Vina Alba ...... 1 25 @2 60 aie Sate a 7@ 80 Sponges ake ite .-.. 18@ 15 Florida Sheeps: woo] Gata |... @ 23 carriage . 3 00@3 50|Gambler ........ 8@ 9 Nassau sheeps’ bilvie Ip's et Opli 180091 50 Sots, Vil R't 10 zt woos 2.2 Pyrethrum, bxs H Spts. Vi'i R't 5 gal wes. Oo pe PD, O°. dom 203 28|Strychnia, Cryst’! 1 05@1 oa 6 eka Quassiae eg iy 8@ 10 ani. Srl a he a4 |" niversal Prep’d 1 10@i 20 Quino, S P & W..20@ 30|Tamarinds ...... 8@ Varnishes Quina, S - aesas 20 30| Cerebenth Venice 28@ 30 ‘No. 1 Turp Coachl 16@1 20 iiinn. MW. Y..-.-.. 20@ 30! Theohromre _ 45@ 5&0 Extra Turp .....1 401 76 We are Importers and Jobbers of Drugs, Chemicals and Patent Medicines. We are dealers in Paints, Oils and Varnishes. We have a full line of Staple Druggists’ Sundries. Weare the sole proprietors of Weatherly’s Michigan Catarrh Remedy. We always have in stock a full line of Whiskies, Brandies, Gins, Wines and Rums for medical purposes only. We give our personal attention to mail orders and guarantee satisfaction. All orders shipped and invoiced the same day received. Send a trial order. Hazeltine & Perkins Drug Co. e e Grand Rapids, Mich. 44 MICHIGAN TRADESMAN Cereal Premium Concerns Are Again at the Bar The Country is full of Coupon Schemes with Oats and Flake Foods and No Relief is in Sight. The retail grocer of the country is | going to be transformed from “The) Man With the Hoe” into “The Man' With the question of cereal foods with premiums or else the fight of the grocers against pre- miums will be dropped entirely. The situation has become actually} the Axe” on strained. To-day there are as many premiums with cereal foods as before | the fight began and this in spite of! the splendid battle against them made by the independent trade papers of the country, into which the editor) of Eli Grocer was with both hands/| and two feet. This fight began on August 13, 1904, when the writer began a bat-| tle against the Cereta coupon scheme. It is doubtful if as vigorous a war-| fare was ever conducted by a trade paper--and it won. The American Cereal Co. abandoned its Cereta pre- mium plan on December 14, 1904. In the following February the Great Western Cereal Co. abandoned its part plan, but it did not drop its other coupon schemes —the exchange of coupons from pack- ages for premiums. In April, 1905, at a conference held in Chicago there was as pretty a lot of bluffing as poker table. The officers of the National Retail cash premium Was CYVer seen at a Grocers’ Association told the cereal manufacturers that they must drop! premiums with their goods. All of them but three said they would glad- ly do so. The three, Great Western Cereal Co., American Cereal Co. and H-O-Force Co., each said, “We'll quit if they'll quit,” but of them would be “they.” They were given. until July to get together. They have never gotten Eh is not backward that they never will. it has itself of “We will if you trade has come to “We none together and in saying inte a case} and the that 1 won't if resolved will,” suspect really means you won't.” At the Niagara Falls convention of the National Association of Retail Grocers a sharp resolution was in- troduced and passed with a hurrah condemning the H-O-Force Food Co. of Buffalo for its mail-order-part- cash premium scheme. This scheme was as pure a Sears-Roebuck one as. anybody ever saw. All you had to! do was to send in some coupons and | some money, enough of each, and you could get anything from these manufacturers of cereal foods, from a boy’s air rifle to a pair of lady’s lorgnettes or from a silverine sugar spoon to a coffin plate engraved “Our Dear Willie.” Within a week President John A. Green, of the National Association, came out in his bulletin with a semi- apology for the H-O-Force people. He said therein that they had prom- ised him to so revise their mail or- der business as to “made it no worse others.” “Hully Gee!” How is that for a} straightener? President Green, who is'| an honest man, and a good man, was | cleverly worked into issuing this statement, which is used to frazzle by the people whom it was intended to| | future. set straight. That Mr. Green’s attitude and good. intentions were daily commercial paper, under heading, “Apology to Cereal panies Not Appreciated Here:” The controversy between the cereal manufacturers and the retail grocers over the premium question is day by | day growing more _ heated, probabilities now appear to be that all premium schemes or else accept the position of defying the dealers. At the recent national of retail grocers demning premium-giving, the schemes of the H-O and Force companies be- ing characterized ag specially ob- noxious. New York members of the Association voted for the resolutions in good faith, so a number of them said yesterday, and were much sur- prised to receive the following let- ter from President Green: /To the Members of the Retail Gro- cers’ Association of the United States: Gentlemen:—Having investigated the premium plans as at present con- ducted by the H-© Co. and the “Force” Food Co., having been made acquainted with the nature of their plans for the future, and having re- ceived from them a satisfactory guar- anty that those plans will be car- ried out, I feel justified in certifying to the members of this Association that the premium plans of these com- /panies will in the future contain no fea- tures that will make them more ob- jectionable to the retail dealers in /general than are the premium plans of either of the other companies. I think that this statement is due these two companies in view of the resolutions passed by the convention large cereal and the | the consumers through regular chan-| | 2 : e - . } 2 ei T AY Si the manufacturers must either abolish | "©'S and by reaching the wholesaler at Niagara Falls, which severely criticised the attitude in which they were supposed to stand on the premi- um question. Yours truly, John A. Green. President National Association § of Retail Grocers. The communication is eminently unsatisfactory to local retailers, and many letters have been written to Mr. Green requesting him to publish in full immediately his correspond- ence with the H-O and Force com- panies. The letter is considered here as a back-down from a _ well-estab- : a z | lished position, and the grocers wish than those of the Great Western and) P % to know the why and the wherefore of it. New York representatives of the large cereal companies give it as their opinion that the manufacturers with- out exception would be only too glad to abolish all premium schemes, and a conference with that end in view is among the probabilities of the near Now—and here comes the injustice misunderstood. jis| 0! tie whole thing—the good, solid, i e ae wr as nt shown by the following article print- | Substantial, never-went-wrong people ed in the New York Commercial, al the cereal trade are the | Com- | left to get business as best they can. The EGG- O-SEE people never used a premium and will not. people never did. created the demand for their goods ina legitimate way by advertising to and retailers through the legitimate |trade papers like Eli Grocer. convention | at Niagara Falls| strong resolutions were adopted con-| : Fee , /saying that they ought to have all Nobody is boosting them for be- ing good, nobody—except Eli—is the business all the time. They are The Shredded Wheat; They have both | and furniture and silver spoon mail order business. Now, note the methods of the op- position. Their silver spoon-crock- ery business will eventually be bigger than their cereal food business. They put themselves into direct competi- tion with the retail jeweler and sporting goods dealers, and china- ware stores and furniture houses and the food retail grocer is the sucker who distributes their coupons for them and without a cent of profit to himself thereon. H-O, Force and Vigor are three brands that carry premiums enough to start a department store with the samples thereof. Mother’s Oats, Friends Oats and other products of the Great Western Cereal Co. are loaded to the guards with premium schemes and crockery ware. Zest is carrying a dose of cups and saucers and china in every package and the jobbers’ salesmen are being paid a commission or bonus on each case to sell it. All salesmen who sell Dr. Price’s food are paid 25 cents a case bonus to load the retailer up with it as /much as possible. Mapl-Flake is, in the Eastern ter- ritory, giving a bonus of 25 cents to jobbers’ salesmen who put it on the | retailers’ shelves. left to fight their battle against the. handicap of premiums that the other | fellows have, and they are winning. The Shredded Wheat people have their field alone, and they sell lots of it. The EGG-O-SEE people sell more flaked food than all the other flaked food people put together. They al- so sell more of a single cereal in packages than any other concern in the country except one, and that is Quaker Oats, and it is claimed that more cases of EGG-O-SEEF will be sold this year than of Quaker Oats. Good. They deserve it, both Shred- ded Wheat and EGG-O-SEE. They are decent, fine people, doing busi- ness on business principles, regard- ing the rights of the retail merchants in all lines. They are not trying to sell cereal foods to the grocer and at the same time make him their dodger, distributor for their crockery X-Cel-O, made by the National Food Co., at Battle Creek, carries enough different premiums to sink a | ship—or a breakfast food. So, there you are. If the retail grocers and their associations did not wear backbones like fishing worms they could put a stop to this in 30 days. They have said they do not want premiums with their cereals. They asked their trade papers to say it for them. Tf they don’t want them all they need do is to stop handling goods which carry them. Hang the con- sumer and his demand for certain brands! If he asks for a brand with coupons in it, tell him you are out and stick to it. To substitute is no trouble at all. And, if the retailers do want premi- um goods, let them say so and let them quit asking the independent trade papers to fight premiums in their behalf while they go on selling them. Which is it to be?—Eli Grocer, MICHIGAN TRADESMAN EGG-O-SEE GREAT CONCENTRATION PLAN SPECIAL OFFER TO RETAIL MERCHANTS THE CEREAL SUCCESS OF THE CENTURY From March 15th to April 30, 1906, inclusive, we will make drop shipments to retailers, to be billed through your jobber, we prepaying freight to nearest railroad station, and on all such shipments we will make the following Special Free Offer With ro Cases of EGG-O-SEE....... 1 Case FREE With 514 Cases of EGG-O-SEE.. ....% Case FREE In order to protect the retail grocer and general merchant from the numerous inferior brands of cereals, which are being forced upon them by unbusinesslike methods, such as coupons and premium schemes, we have decided to make this great offer for a limited time to the retai! grocer and general merchant. Instead of packing premiums, coupons, or resorting to mail order methods, or subsidizing salesmen, this Com- pany prefers to give the extra profit to the retail grocer and general merchant, to whom we believe it rightfully belongs. We do this in order to facilitate the distribution of our product and to save the time and expense necessary for our salesmen to call upon every retail grocer and general merchant in the United States. GOODS RIGHTLY BOUGHT ARE HALF SOLD. This is your opportunity to buy right. Concentrate your efforts on selling EGG-O-SEE. You will make increased profit. and will solve the cereal question. REMEMBER that EGG-O-SEE purchased while this plan is in effect will net you $1.20 per case or 331%;% profit. This makes EGG-O-SEE, which is the highest grade of cereal food in the world, the most profitable one. You need not be afraid to stock with EGG-O-SEE. We GUARANTEE its keeping qualities. You will realize that, in order to participate in this offer, you must respond at once. We will make ship- ments in the order in which we receive replies to this letter. In all probability this will be the only offer that we will make to the trade this year and every grocer should take advantage of it NOW and make his purchases for his summer requirements. We will reserve the right to reduce any orders that in our opinion seem excessive. Why not resolve NOW to sell EGG-O-SEE only? Is it not wiser and better for you to concentrate your efforts on the one brand of cereal food that meets all requirements than to load your shelves with unsalable and unprofitable brands, that grow stale on your hands? We guarantee EGG-O-SEE to keep sound and salable and to comply with the PURE FOOD LAWS of every State in the Union. ORDER NOW. You will save 1-10 the cost by doing so and you will make a profit of $1.20 per case or 3314% on all you purchase during the life of this offer. EGG-O-SEE is the most favorably known, best-advertised and largest selling brand of cereal food in the world and it will be more widely and effectively advertised this year than ever before. SEND YOUR ORDER TO US OR TO YOUR JOBBER AT ONCE EGG-O-SEE CEREAL CO. QUINCY, ILLINOIS 46 MICHIGAN TRADESMAN Special Price Current | AXLE GREASE | FRESH MEATS Loins 9 Dressed Paragon ....-.---- 55 600; Boston Butts ... Shoulders BAKING POWDER Leaf Lard eencee Carcass Lambs Yd. cans, : - case.. = th. cans, oz. case.. 4D. cans, 2 doz. case 1 60 Carcass Veai eee 71 @9 CLOTHES LINES | Sisal Royal 60ft. 3 thread, extra.. 10e size 90 79ft. 3 thread, extra..1 % Tb cans 1 35 | autt. 3 thread, extra. 1 70 | 60ft. 6 thread, extra.. Sos. cans 150 7 6 thread, extra.. ietb cans 2 50 | % tb cans $75 | WOft. .... --ee-eeree eee 15 a 90 im cans 480 goft. ........--0:0--8 1 05 Cees: 1 60 B22 sip cans 13.00 120ft. Galvanized Wire No. 29, each 100ft. long1 99 | No. 19, each 100ft. long? 10 i COFFEE Small size, 1 doz box....40| Roasted Large size 1 doz box....75 | pwinell-Wright Co.’s B’ds. | BREAKFAST FOOD | | c. P. Bluing Hoiland Rusk Original Cases, 5 doz. .......--- 4 75} 12 rusks in carton. R | canner? | White House, lib .....- | White House, 2%b .....- | Excelsior, M & J, 11d .. |Excelsior, M & J, 2%b.. /Tip Top, M & J, 1b . |Royal Java ....-...----- | Royal Java and Mocha. . | Java and Mocha Blend.. G. J. Johnson Cigar Co.’s bd | Boston Combination . rae an sos cen Eine "by," Sahn [60 Or wore ........-- a1 [omer OO Sree Bee | National Grocer Co., De- Worden Gro \ nn ones De. Seeee | troit and Jackson; F. Saun- Ben Hur | Perfection ..........-..-- 35 | Gere & Co., Port Huron; Perfection Extras .....- 39 Symons Bros. & Co., Sagi- —— peices Poteet. .- |naw; Meisel & Goeschel, | sondres Grand. .......-- i - Gods a MR occur cecss seo wn, oe Surttanos ..--,--------+0 gs |rand & Co., Battle Creek: eae Fines. .....- 35 | Wielbach Co.. Toledo. natellas. Bock .......-85 | See sarg iad tm ait = CONDENSED MILK COCOANUT | Baker’s Brazil Shredded | 4 doz. in case Gail Borden Eagle ....6 40 CROWN oc ccccccseesrse> 5 90 Champion ........----> 4 62 Daisy ......---ee----05 4 70 lMeeeilln ..------s----- 400 ‘Challenge ..........--- 440 FISHING TACKLE % to 1 in .......----> 6 1% to 2 in ......--.--- qT 1% to 2 i 52. 9 1% to 2 in .......---+- u S On Lge. ose sess 16 [i . .-. 8 No. 1, No. 2, No. 3, No. 4, No. 5, No. 6, No. 7, No. 8 15 feet .......-- 18 No. 9, 18 feet ......--- Linen Lines Small ....-.----------- 20 MeGium .......-.+2-+2- 26 LQ@rge ..------20-----2es 84 Poles Bamboo, 14 ft., per doz. 65 Bamboo, 16 ft., per doz. 60 Bamboo. 18 ft., per doz. 80 GELATINE Cox’s 1 qt. size ......- 110 Cox’s 2 qt. size ...... 1 61 Knox’s Sparkling, doz 1 20 Knox’s Sparkling, gro 14 00 SAFES | | | | Full line of fire and burg- \lar proof safes kept in | stock by the Tradesman |Company. Twenty differ- lent sizes on hand at all | times—twice as many safes | as are carried by any other | house in the State. If you |are unable to visit Grand |Rapids and inspect the iline personally, write for | quotations | SOAP | Beaver Soap Co.’s Brands hi | 100 cakes, large size.. | 50 cakes, large size.- 1100 cakes, small size.. 50 cakes, small size.. Tradesman Ce.’s Brand. } | Black Hawk, one box 2 50 | Black Hawk, five bxs 2 40 | Black Hawk, ten bxs 2 26 TABLE SAUCES Halford, large .......- 3 765 Halford. small ......-- 2 26 Knox’s Acidu’d. doz ..1 20 | Knox’s Acidu’d. gro 14 00 Nelson’S ...-.ccceesees 1 60 efor. 26 os ene en = 16 Plymouth Rock. .....- 1 26 Use Tradesman Coupon Books | i | j | | } j | | | New York You could add no more profitable a side line than the notions of ALL lines. Though profit in pennies may look small, remember that little profits mean many sales. And fits, enough, total more small pro- made often than gains less frequent because larger. We began with no- tions only and to- day, as America’s foremost jobber of general merchan- dise, we make a most important feature of the no= tions of all lines. With our March catalogue—the big spring number—at hand you would have full informa- tion concerning the notions of all lines. Shall we send YOU tthis. cata- logue—No. J568? Butler Brothers Wholesalers of General Merchandise By Catalogue Only Chicago otions A Profitable Side Line “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. 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 You don’t have to explain, apol- ogize, or take back when you sell Walter Baker &Co,'s ~ Chocolate *& Cocoa Grocers will find them 1 in the long run the most profitable to handle. They are absolutely pure; therefore, in con- formity to the pure Registered U.S. Pat. Off. food laws of all the States. 45 Highest Awards In Europe and America WalterBaker&Co.Ltd. Established 1780, DORCHESTER, MASS. St. Louis CURED without... Chioroform, Knife or Pain < Del Dr. Willard M4. Burleson 103 Monroe St., Grand Rapids Booklet free on application MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT Ady C subsequent continuous msertion, rtisements inserted under this head for two weale Dear anes an anTGunen ay! a word 25 cents. Cash must accompans insertion and one cent a word for each URMOlaelorns BUSINESS CHANCES. For Sale—Good clean dry goods and shoe business, 85c on dollar, $4,500. Robert Adamson, North Adams, —. : For Sale—Drug stock and_ property. Everything new and up-to-date. Good country. Address No. 535, care Michigan Tradesman. 535 For Sale—Double store, new. Fine lo- eation for good general store or hard- ware. Address No. 534, care Michigan Tradesman. 534 For Sale—Clean stock of dry goods, clothing, shoes and notions. Reason for selling, poor health. Address Box 325, Edmore, Mich. 533 For Sale—Hardware, furniture and un- dertaking stock, new and well assorted. A rare chance for a man who wants business. One of Michigan’s best towns. Address No. 532, care Michigan Trades- man. 53 For Sale—Stock dry goods, groceries, boots and shoes. No. 1 location. Best reason for selling. Box 1, Waterford, Mich. 531 For Sale Cheap—24 foot frame _ store front, in good condition, two windows. Address No. 529, care Michigan Trades- man. 529 For Sale—The cleanest stock of shoes and dry goods in Michigan, inventories about $10,000; business established 27 years; situated in a_ beautiful village of 950 on Grand Trunk; two-story. brick building, 24x70, for sale or rent; want to retire from trade. Address E. . La- throp & Son, Armada, Mich. 528 For Sale—New clean’ stock general merchandise, consisting of dry goods, groceries and shoes. Located in one of the best towns in the state. Terms to suit purchaser if sold at once. Reason for selling, wish to engage in other busi- ness. Address Box 147, Ithaca, _— 6 a For Rent—Brick store building with cement basement in Avon, S. D. En- quire Josefa Bouza, Tyndall, S. D. 525 For Sale—Complete butchers’ outfit, up-to-date, with residence, team and wagon, in village of 1,200. Address L. G. Bishop, Necedah, Wis. 524 34-room brick hotel; steam heat; good trade; barn, bar, six lots; only hotel; price with furniture, $13,000, cost price; a bargain for hotel man. Address Fowl- er House, Fowler, Mich. 523 For Sale—Stock of hardware and im- plements in live Western Michigan town, ‘surrounded by rich farming country. Good established trade. Liberal discount for cash. Address No. 522, care Michi- gan Tradesman. 522 Extra Good—I did over $10,000 worth of business last year, with about $1,000 stock. Do not believe you can find any- thing better. For further particulars ad- dress C. F., care Michigan Tradesman. Wanted—Orders for smokestacks, tanks, structural and other steel work, by the largest makers in Central Michigan. Jarvis, Lansing, Mich. 519 For Sale—In booming town of Muske- gon, $2,000 stock of staple and fancy groceries. Also fixtures. Population 24,- 000. Doing $25,000 per annum. Cas only. Address No. 518, care Michigan Tradesman. 518 For Sale—Confectionery and_ cigar store, established thirty years. Splendid location and good business in one of the best towns in Michigan. Nice soda foun- tain. Lock Box 87, Lowell, Mich. 517 For Sale—Drug stock. $1,100. All cash business. Full prices. Growing Northern Michigan town. Bargain. Address U. S., eare Michigan Tradesman. 516 For Sale—Good clean stock of general merchandise, consisting of dry goods, shoes and groceries. Situated on R. R. in small country town about 15 miles from Grand Rapids. Stock inventories about $2,000. Did over $8,000 business last year. Will rent building on terms and time to suit purchaser. Reason for selling, poor health. Address Merchant, eare Michigan Tradesman. 515 $100 per month, simply mailing postal ecards. No book or coupon scheme. If interested write me. J. H. Crowson, Lin- den, Texas. 51 Wanted—Partner, 20 years in_ busi- ness. Seaport city, 35,000 population. $7,000 stock, general store. Or will sell. Address H, 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, aoa 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 BE. 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. Water power to let for any kind of factory. For full particulars address C. G. Pickel, Barryton, Mich. 00 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. E. Craven, Elsie, aa 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 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. 445 “For Sale—Drug stock. Beautiful store. Corner. Good business and location. For particulars address W. C., care Tradesman. 486 ~ 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. 02 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. 503 For Sale—Clean stock merchandise, consisting of dry goods, shoes and gro- eeries. 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, Ta Le D in a For Sale—One of the best hardware stocks in Western Michigan; inventories $8.000; best retail fence trade in the state; sold forty-five cars in one year. Charles H. Loomis, Est., Sparta, Mich. Bell Phone No. 5, Sparta, Mich. 537 For Sale—Stock of groceries, boots, shoes, rubber goods, notions and garden seeds. Located in the best fruit belt in Michigan. Invoicng $3.600. If taken be- fore April 1st., will sell at rare bargain. Must sell on account of other business. Geo. Tucker, Fennville, Mich. 38 For Sale—A first-class 10 syrup Ameri- ean soda fountain, dispensing counter, tools. silverware, tumbler washer, 3 steel 10 gal. founts. Liquid gas outfit. All in first-class condition. Will a nee for cash or on contract. J. Edsall, Greenville. Mich. 48 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. 445 | | ment business. eare Michigan ae | ing country. Portville Creamery & Storage Co.. Portville. N. 411 For Sale—Cheap, our North Dorr cheese factory. Address No. 433, care i Michigan Tradesman. 433 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—Harness, buggy and imple- 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 Rent—Brick store building. living rooms above. Fine location for general store. Address F. H. Bacon, Sunfield, Mich. 510 For Sale—General cash store, county seat town in North Dakota. Annual busi- ness $45,000 to over $850,000. Strictly cash. Big moneymaker. Sickness, cause. No trades. Must be cash and at invoice. Clean stock. Box 435, Aberdeen, i 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 ee be accepted. H. G. Lenhardt, — Ark. 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, care Michigan Tradesman. 437 | Wanted—To buy a clean stock of gen- eral merchandise. Address Chapin, care Michigan Tradesman. 266 Money will buy in lots to suit, 5,000 up-to-date names of investors in_ the United States. Address H. . Mead, Box 382, Manchester, N. H. 421 For Sale—First-class creamery and two skimming stations in Western New York on railroad and trolley. Good farm- Stores Bougnt 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. |dress C. W. Samis, Chase, Mich. | cist, 16 years’ experience. Frank P. Cleveland, 1261 Adams Express Bldg.. Chicago. Ml. 511 Wanted to buy for cash, good stock | general merchandise in good town and good location. Address J. E. Meyers, 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- 447 For Sale or exchange for merchandise or farm, a 50bbl. flour mill in Northern Central Indiana, price $6,000. T. M. Warne, Amboy, Ind. 446 Little Rock is the center of the timber districts of Arkansas, Yellow Pine, Oak, Hickory, Ash, Gum and other timbers. and is surrounded by cotton fields, pro- ducing the finest grade of cotton. Three systems of railroads center here and the Arkansas River insures cheap rates. A city of 60,000 insures good labor, and a mild climate reduces the expense of manufacturing. As healthy as any city in the United States. We want all kinds of wood-working factories and cotton mills. Timber from one to three dollars per thousand stumpage. Will give prop- er inducements to responsible parties. Business Men's League, Little Rock, Ark. 427 tour sale—$¥ov stock of gets furnish- ings and fixtures in booming town of Muskegon. Kuquire Lemire & Co., Mus- kegon, Mich 443 Best cash prices paid for coffee sacks, sugar sacks, flour sacks, burlap in pieces, ete. William Ross & Co., 59 S Water St.. Chicago, Ml. 457 POSITIONS WANTED Wanted Situation—Registered pharma- Married. Can furnish references. Address Salol, care Michigan Tradesman. 462 Wanted—Fosition in general store or with produce company. Several years experience, age 35, married, can give reference. Address No. 440. care Michi- gan Tradesmian. 44u HELP WANTED. —Wanted—Reliable young dry goods salesman with $1,500 to $2,000 with ser- vices. Write Champeny Dry Goods Co., Helena, Mont. 5 Wanted—Aprii clerk, hot water, Must be reliable. : 313 or May Ist.. tinner hot air furnace man No boozer or cigarette fiend need apply. State wages, age, abil- ity, experience, nationality. Whether married, first letter. Steady employment, right man. Morgan & Co., Starkweather, D. 521 Wanted—An experienced, reliable all around dry goods clerk with some knowl- edge of shoes. Young man preferred 1127 Wrightwood Ave., Chicago, Ill. | State experience had and salary wanted. 506 | Address L. B. No. 28, Alma, Mich. 527 Patent Business a Specialty—We buy; Experienced and reliable salesinan in and sell, promote and incorporate com-| dry goods and_ groceries to drive ped- panies for the inventor; information fur-| dling wagon. J. Patterson, Beaverton, nished free of charge; best of references. | Mich. Z 530 Call on or write Lancaster & Seward, | 200m 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, nee For Sale—Complete Pacific coast. Large exclusive territory. Big profits. . E. Horton, No. 426 Lindelle Block, Spokane, Wash. 460 For Sale—A three thousand _ dollar box factory on) | knowledge of the | ferred. | Mich. | to take side line on Wanted—A 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 hardware trade pre- A steady job to the right kind man. E. Bartholomew, Ravenna, 490 visiting of a ~ Wanted—First-class salesmen | hardware trade to carry our goods, side line; good commissions. Caledonia Chemical Co., Caledonia, N. Y. 509 Salesman calling on furnishing trade commission; Near- linen collars and cuffs; an attractive and up-to-date line, one there is call for. The Windsor Collar & Cuff Co., Inc., | Windsor, Conn. 496 | Salesman-—Cloaks and suits, to cover stock of crockery and bazaar goods. Lo- | Middle West. Only those having a cated in Flint, Mich. One of the best | knowledge of the business need apply. towns in the State. 15,000 population. | Commission basis, good income _ for Other business is the reason for selling.| right man. J. & J., 438 Broadway, New Address Lock Box 194, Flint, Mich. 476 | York. 497 For Sale or might exchange for farm,| [Experienced salesman for high class store stock and dwelling. Well located|5 per cent. bonds, collateral secured in country town. Address No. 477, care | Michigan Tradesman. 477_—| Cheese outfit cheap, consisting of one} steel gang press, twelve Fraser hoops, ; eurd sink, one horizontal and one per- |} pendicular curd knife. Goods used only | one season. For size write Lock Box 19, | Te 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, a location in city. Good reasons for sell- ing. Splendid opportunity for right party. Address No. 468, care Michigan Tradesman, 468 against loss, with an equal amount large money earning stock as bonus. Libeial commissions. Oscar Meyer. 59 Clark St., Chicago. Ill. 499 AUCTIONEERS AND TRADERS. H. C. Ferry & Co., Auctioneers. The leading sales company of the U. S. We ean sell your real estate, or any stock of goods, in any part of the country. Our method of advertising ‘the best.’ Our “terms” are right. Our men are gentle- men. Our sales are a success. Or we will buy your stock. Write us, 3234 Dearborn &t., Chicago, 1. 490 48 MICHIGAN TRADESMAN Manufacturing Matters. Dundee—The Maumee Motor Car Works has been incorporated to man- ufacture automobiles. The corpora- tion has an authorized capital stock of $100,000, of which amount $50,100 has been subscribed and $10,000 paid in in cash. Imlay City—The Imlay City Creamery Co. has been incorporated for the purpose manufacturing butter. The corporation has an au- thorized capital stock of $5,000, of which amount $4,100 has been sub- scribed and $3,900 paid in in cash. Holland—A corporation has been formed under the style of the Hol- land Veneering Co. to manufacture wood novelties. The new company has an authorized capital stock of $20,000, of which amount $12,0co has been subscribed and paid in in cash. formerly of the Creamery stock the an of Blanchard—The business conducted under the style Blanchard Co-operative Co. been merged into a company under the style of Blanchard Creamery Co., with authorized capital stock of $5,000, of which amount $3,600 has been sub- scribed and paid in in cash. Detroit—A corporation has been formed under the style of the Web- ster Manufacturing Co. to manufac- ture engines and equipments. The company has an authorized capital stock of $24,000 common and $1,000 preferred, of which amount $12,500 has been subscribed, $1,000 being paid in in cash and $11,500 in property. Kalamazoo iL. E. Armstrong, formerly foreman in the machine shop of the Shakespeare Reed Co., and Carl J. Veley, connected with that concern, purchased the machine shop formerly owned by G. R. Farley, who has conducted the shop for the past year.- The new owners will do all kinds of repair work and make a specialty of devel- oping patents and manufacturing tools and dies. Detroit—A corporation has also have has been formed by the merging of the Seely Manufacturing Co., which manufac- tures perfumes and toilet articles, and E. N. Lightner & Co., who manu- facture perfumes and extracts, under the style of the Lightner-Seely Co., which will continue the business so long conducted by both houses. The new company has an authorized capi- tal stock of $30.000 common and $30.,- ooo preferred, all of which has been subscribed, $30,000 being paid in in cash and $30.000 in property. —_—_++2.___ The Grain Market. The wheat market has been of a dull and dragging nature the past week. May quotations are off prac- tically 2c per bushel, at 77¢ per bush- el in Chicago, with July selling ai 7714c per bushel. We have now had a decline of nearly toc per bushel in the option market, and there seems to be a general feeling that prices are pretty near on bed rock. The Gov- ernment crop report, out on the roth of the month, gives the amount of the 1905 crop of wheat in farmers’ hands on the 1st of March as 158,- 000,000 bushels, or 22.9 per cent. of the crop, as compared with 20.1 per cent. at the same date last year and 20.8 per cent. two years ago. Corn in farmers’ hands March 1 mated at 1,108,000,000 bushels, or 40.9 per cent. of the crop, compared with 38.7 per cent. one year ago and 37.4 per cent. two years ago. Oats are re- ported at 379,000,000 bushels, or 39.8 per cent. as compared with 388 per cent. one year ago and 34.9 per cent. two years ago. The visible supply shows the fol- lowing changes for the week: In- creases of 418,coo bushels of wheat, 68,000 bushels of corn and decreases of 73,000 bushels of oats, 40,000 bush- els of rye and 110,000 bushels of bar- ley. Corn has shown a_ little more strength the past few days, cash grain advancing from 1%4@2c per bushel. Receipts have not been large, owing to bad condition of country roads; then, too, prices have worked down so low that farmers are inclined to hold back their offerings for more money. The tendency in the oat market has been decidedly weak, prices having declined about 1c per bushel for the week. The price of oats is consid- ered very fair compared with other grains and there seems to be an in- clination to sell as soon as the roads are in a condition to permit. L. Fred Peabody. ———_».-. > Mike Had Recovered. There is a lawyer of Baltimore who tells a story of how he secured a ver- dict in favor of an Irishman charged with assault with intent to kill. The lawyer secured his client’s acquittal on-the ground of temporary insanity. Counsel and client did not meet for several months after the release of the 2ecused. When they did meet the following conversation ensued: “Well, Mike, isn’t it about time you handed me that $5007” “What $500?” “Why, the fee of $500 that you promised me I should have if I saved you from the penitentiary!” “Shure an’ did I promise ye that? I don’t raymimber.” “Don’t remember! Why, you were sc grateful that you promised me over and over again that I should have it within a week!” Mike gave a sickly smile. “Shure I think the claim is not a good wan,” said he; “ye know I was crazy thin!” > , Illuminating engineers assert that of the $200,000,c00 spent by the people of the United States for gas and elec- tric light 10 per cent. is wasted every year. This is largely due to the im- proper disposition of the _ light sources or inequitable equipment of | lamps, globes, shades or reflectors. Further the experts say that the in- trinsic brightness within the ordi- nary field of vision is so common as to cause apprehension among those who have studied the question from a physiological standpoint that our eyesight is suffering permanent in- jury. Much of the trouble due to this cause would be removed if the light sources would be concealed and the illuminating power from them deriv- ed from reflected rather than direct rays. Happily the tendency of mod- ern illumination is in this direction. is esti-j| What We Owe the Salesman. At a recent convention of credit men in St. Louis, L. D. Vogel made an excellent address, of which the following is an extract: “Salesmanship is the science of put- ting into each day’s work honesty in speech, loyalty to employer, the hus- tle of modern civilization, of watch- ing your weak points, of strengthen- ing them, of not only keeping your customers but gaining new ones, of being always a gentleman. “Tt has been my pleasure to meet many salesmen—in our office and dur- ing my travels—and a more cour- teous and pleasant lot of gentlemen it has never been my pleasure to beconre acquainted with, * * * * Guoting from the sayings of a wise man, ‘The principal thing to strive for is wisdom.’ Next to that the thing we are all working for is the almighty dollar. The salesman is hu- man; he wants his share, and the employer who does not cheerfully give it to him makes a mistake. * * * * A salesman’s efforts can be sup- plemented by the firm employing him Proper attention and treatment of the customer by the house will certainly strengthen their position. There are so many ways. Setting aside the question of equipping a man with salable goods and proper prices, the attention an account receives by the firm in any and all of the depart- ments of a business has a vast influ- ence on the efforts of a salesman. Modern and thorough business meth- ods suggest so many excellent way: ef doing what is right and proper that it must be a careless man indeed who does not give this subject thought and attention. “And the house should not only give attention to those that the trav- eler sells, but those as well on whom he calls and does not sell. It is cer- teinly important to give attention to prospective customers, and the firm often put on the final touch needed to supplement the efforts ot the salesman and open up a desirable account. * * * * The traveling selesman, if he is a gentleman and has not proven himself unworthy of your confidence, deserves courteous treatment and all the encouragement you can afford to give him. He calls on you because it is his business, and, most cases, his pleasure also. There can be cited plenty of cases in which the buyer suffered more by discourtesy than the salesman against whom it was. directed, whether thoughtlessly or intentionally.” ——__22+2s—__ can i” Andrew Carnegie will have his little joke now and then at the expense of 'those who ask him for donations. A church in New Rochelle wanted a new $1,000 organ. Mr. Carnegie was asked to contribute. He replied that if the congregation would first raise $500 he would see what could be done. The amount was quickly se- cured and Mr. Carnegie was notified. Then a letter came from Mr. Carne- gie, who, instead of sending his check, said that he had found that the |congregation was too small for a $1,000 organ, but thought that one for $500 would answer the purpose jvery well, and, inasmuch as they had collected this amount, there was no need of any help from him. ——_» -— —— Small boys are now employed to escort women about the streets of Chicago in the daytime as well as at night. Experierice demonstrates that they are very good guardians, but the union thugs of Chicago will probably manage to get into league with them and then Chicago will become prac- tically impossible as a place for de- cent women. —_2--o——_——_ When a clock is fast you can al- ways turn it back, but it is different with a young man. 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- men’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—-Meat market, stock and fix- tures, in good live town Southern Michi- gan. Daily business, average $60. Pleas- ant, convenient shop. Address No. 541, care Michigan Tradesman. 541 For Sale—An _ old-established grocery business at Vermontville, Michigan. Housed in the finest store building be- tween Jackson and Grand Rapids. C. M. Ambrose. 540 For Sale—Full set tailor tools, includ- ing Singer sewing machine, press jacks, pants board, irons, shears, button hole cutters, squares—everything to _ start tailor shop. C. A. Gilmore, 381 South Lafayette street. Grand Rapids. 539 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 For Sale—Cheap, 1 steel gang press, 10-15x6 Galvanized cheese hoops, 45-12x6 Tinned cheese hoops, 1,500 new Keil 15%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, eare Michigan Tradesman. 432 For Sale—Clean stock of 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—Harness business in city of y.000 population. Established 44 years. Splendid country surroundings. Nice clean stock, invoicing from $2,400 to drugs and $2,800. Age and ill health, the only rea- son for sell ton, ing. Address F. Kuhn, Gal- Ohio, 294 However it may be with other Cocoas, you can make a fair profit in selling LOWNEY’S, and we promise you that we will create a larger and larger demand for LOWNEY’S every year by generous and forcible advertising as well as by the superior and delicious quality of our product. In LOWNEY’S dealers have a guarantee against any cause for criticism by Pure Food officials. The WALTER M. LOWNEY COMPANY, 447 Commercial St., Boston, Mass. This is the Sign That Indicates Good Service DISTANCE ai Better Than Ever: Now Since the inauguration of the New Traffic System, Long Distance Sery- 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 afoot of FLEISCHMANN’S & ! ip. tte Be YELLOW LABEL COMPRESSED 5 efbiitcheamncley 2 YEAST you Sell not only increases your profits, but also gives com- plete satisfaction to your patrons. The Fleischmann Co., Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Ave. 8, alt “*dope jaa ’ OUR err The McCaskey Account Register Different Styles and 25/ Sizes Registers for your Pads. Pads for your Registers. We fit your business. It’s the famous McCaskey one writing system. New catalog just out. It’s free. A postal brings it. The McCaskey Register Co. Home Office— Alliance, Ohio New York Office—140 West 42nd St. Chicago Office—1430 Masonic Temple Bldg. San Francisco Office—Jas. Flood Bldg., Powell and Market Sts. OFFICES IN ALL THE PRINCIPAL CITIES “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 Co., Chicago, TH. || Che Finest Mill on Earth Distributed by Roy Baker, Stan4Rapias, mich. Special Prices on Car Load Cots ~~ Some Vexing Trade Problems And How to Solve Them . Pernicious Mail Order House Competition Home Competition Accounts That Are Never Paid Almost all retail merchants, but more especially those of the country towns and cities, are confronted with the exceedingly grave and annoying problem: How to suc- cessfully combat the strong, pernicious competition of the gigantic mail order house? Every dollar drawn by these concerns from the rural districts (and they amount to many millions every year) is just that much loss to the country merchant, so that his very exsitence is threatened unless he finds some nieans to retain the trade of his town and vicinity. : Another problem, though less trying and dangerous perhaps, is the very keen com- petition of the fellow across the street, which must be considered and met successfully. Every merchant who ‘‘gives credit” mourns the loss of many dollars every year by bad and uncollectible accounts, which makes a serious inroad in his earnings and may eventually end in disaster. How to put his business upon a sound and profitable cash basis is a question in which every merchant is vitally interested. You Will Solve these and Many Other Problems by Adopting Our CASH PREIIIUIM DINNER WARE PLAN lt will double your Cash Trade In a very short time at very Little Cost To You Our Plan is the Greatest Profit Maker Ever Tried It will create new business for you every day. WORKS SUCCESSFULLY WHEREVER TRIED Greatest Cash Trade Producers Greatest Cash Trade Retainers Greatest of All as an Advertiser The moment you adopt our cash premium dinner ware plan you will cause a stir of enthusiasm in your town, for just as soon as the people see the splendid premiums you are giving absolutely free, they will be eager to obtain them to decorate their table with a porcelain dinner set. Remember our premium dinner ware plan will keep bringing the people to your store right along, after you once get them started. They will keep coming again and again until they have secured the entire set and then they will be accustomed to your store, or want to replenish some broken pieces. Our plan ‘‘works while you sleep.” It is the best, most successful and at the same time least expensive advertising plan. When acustomer once procures some of the pre- miums she will show them to her friends, thus creating new business for your store con- tinuously. Ask Us For Detailed Description of Our Plan Only One Merchant in a Town Can Secure It—Will It be You? { elie. semen tna Rati tesccage Be The Leonard Crockery Co. W.N. Burgess, President Grand Rapids, Mich. J.F.0O. Reed, Vice-President \ 4 4 ' 4 a \ ‘ ' ‘ ’