THIRTY-EIGHTH ANNIVERSARY EDITION. Price, 10 cents

ye

~

eA

V

NY!

x

SSBC
EAN
RS YU
Noi

a» /,

WAH ee

/
*SPUBLISHED WEEKLY UE
AOS . Ay Zee

SSH

WON
Ror py fi
Sou

See
oa

Ree ¢ »
SOURCE

ENO HEA
ea To jy

rz, De
CoB

=)

SOA
VASE WA
®y

on

“

NY
oH

aT

4

or

7 TRADESMAN COMPANY, PUBLISHERS:

fA
ae
men shh
i ney

Ys

3

Ay

| CY Mn as 3) : RB
AE SR fe 2 Ay ‘
. 2 Ce, Sd Ye j é 7 J r NIRS : oa. }
Wee ena piueae Ne ae SIN
Z es

Mads

agen
BUD. 6 ? dag

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

| |
® MY GUIDE s |

 

 

oF O respect my country, my profession and myself. To

be honest and fair with my fellow-men, as | expect
them to be honest and square with me. Tobea loyal citi-
zen of the United States of America. To speak of it with
praise, and act always as a trustworthy custodion of its
good name. To be a man whose name catries weight
wherever it goes.

To base -my expectations of reward on a solid foun-
dation of service rendered. To be willing to pay the price
of success in honest effort. To look upon my work as an
opportunity to be seized with joy and made the most of.
and not as painful drudgery to be reluctantly endured.

To remember that success lies within myself—my
own ambition, my own courage and determination. To
expect difficulties and force my way through them. To
turn hard experience into capital for future use.

To believe in my proposition, heart and soul. To
carry an air of optimism in the presence of those | meet.
To dispel ill temper with cheerfulness, kill doubts with
a strong conviction, and reduce active friction with an
agreeable personality.

To make a study of my business. To know m ; pro-
fession in every detail. To mix brains with my efforts,
and use system and method in my work. To find time
to do every needful thing by never letting time find me
doing nothing. To hoard days as a miser hoards dollars.
To make every hour bring me dividends, increased knowl-
edge, or healthful recreation.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Push Fleischmann’s Yeast

That’s the one way to cash in on the tremendous
national campaign which is being run to educate the
public to appreciate the curative properties of

Fleischmann’s Yeast

Try it for what ails you then tell your customers of the

benefits you experienced.

There’s ne limit to the sales you can make.

‘The Fleischmann Co.

Fleischmann’s Yeast

Fleischmann’s Service

 

Watson-Higgins Mg.Co.

* GRAND RAPIDS. MICH.

Merchant
Millers

iv

Hast

 

Products sold by
Merchants

Brand Recommended
by Merchants

NewPerfection Flour

Packed In SAXOLIN Paper-lined
Cotton, Sanitary Sacks

 

Hicains
Owned by Merchants Bor ee

YEW PERYrECT

 

 

 

FIELD SEEDS

For Use Wherever Seeds Are Sown

BRAND
NU
BAND

OA EN EE
TRADE MARK

BRANDNU

Continental Seed Company
lock Drawer 730
CHICAGO, U.S. A.

 

 

  
 

 

 

 

 

 

FRANKLIN

GOLDEN SYRUP

is in demand every day in the year.

This

cane

‘winter dishes.

a wholesome

every meal.

The Franklin Sugar Refining Company

PHILADELPHIA

‘‘A Franklin Cane Sugar for every use’

Granulated, Dainty Lumps, Powdered,

Confectioners, Brown, Golden Syrup

sugar
syrup is equally deli-

cious in summer and

addi-

tion to the table at

 
   
     
  

 

 

 

 

 

  
     

 

 

 

 

 

 

Hart

Our products are packed at seven plants in Michigan, in the finest fruit and vegetable
belts in the Union, grown on lands close to the various plants; packed fresh from the fields

ASK YOUR JOBBER FOR

Brand Canned Foods

HIGHEST QUALITY

and orchards, under highest sanitary conditions. Flavor, Texture, Color Superior.

Quality Guaranteed
‘The HART BRANDS are Trade Winners and Trade Makers

Vegetables—Peas, Corn, Succotash, Stringless Beans, Lima Beans, Pork and Beans, Pumpkin, Red

Kidney Beans,*Spinach, Beets, Saur Kraut, Squash.

&

Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Blackberries, Plums, Pears, Peaches.

 

 

W. R. ROACH & CO, Grand Rapids, Mich.

Michigan Factories at
HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE, CROSWELL, NORTHPORT

 

 

   

 
  

  

 

 

 

Thirty-Eighth Year

GRAND RAPIDS, WEDNESDAY, AUGUST 11,

1920

Number 1925

 

MICHIGAN TRADESMAN
(Unlike any other paper.)

Each Issue Complete in Itself.
DEVOTED TO THE BEST INTERESTS
OF BUSINESS MEN.
Published Weekly by
TRADESMAN COMPANY

Grand Rapids.
E. A. STOWH, Editor.

 

 

Subscription Price.

Three dollars per year, if paid strictly
in advance.

Fcur dollars per year,
advance.

Canadian subscriptions, $4.04 per year,
payable invariably in advance.

Sample copies 10 cents each.
_ Extra copies of current issues, 10 cents;
issueS a month or more old, 15 cents;
issues a year or more old, 25 cents; issues
five years or more old, 50 cents.

Entered at the Postoffice of Grand
Rapids under Act of March 3, 1879.
CONTRACTION OF CREDIT.
The contraction of credit in the dry

goods market has had a very tar

reaching influence.

if not paid in

 

 

 

 

 

Its effects have
extended to greater lengths than mer-
chants anticipated
were fully
shrinkage.

even when
prepared for a decided
It is difficult to see at
this time, in view of the wide extent
and the violence of the price declines
how scattered liquidation can be
avoided for the rest of the
There will be a much more
business at some time than is now
being seen, they think that it will not
be on anything like the scale that has
been seen in recent years.

Where conditions to-day are differ-
ent from those immediately following
the armistice cannot be called
scure by any discerning merchant.
The pubjlic is in revolt against high
prices, either because of a lack of
money or a feeling that profiteering
has been excessive. Whatever the
cause may be the effect is apparent
and is the same. Moreover, after the
armistice money was cheap and it was
plentiful enough in the banks for
those who could give any fair collat-
eral for it. To-day money is not only
very dear, it is also very scarce, quite
regardless of the collateral offered.

Another factor that is plain is that
there is no real scarcity of merchan-
dise. There is scarcity at low prices
and abundance at high prices. That
is to say, there are goods enough in
sight to meet. the limited demand
which has been brought about either
through hie® prices or other causes.
Merchants have goods, mills have
them, and consumers are not clamor-
ing for them.

The actual price decline in the mar-
kets has been greater than is indi-
cated in regular tables of prices issued
for public consumption. This is
known as any buyers who has gone
about with cash in hand sufficient to
pay for what he can have if he will
pay spot cash. Converters have been
offering out finished goods 40 per
cent. under the top prices at which
they sold them. If asked for a price
on them they will‘give a higher price.
If asked if they will sell for cash at

they

year.
active

ob-

once, they will name a price that is
far under current costs of replace-
ment. And what is true of many
converters is true of others.

It is recognized now that the mills
are going to be forced to curtail pro-
duction in many lines, not only to
save themselves from loss by accumu-
lating goods, but to save their cus-
tomers from possible through
forcing sales under the prices at
which customers are taking goods in.

A great deal of advice is being given
in all quarters concerning the neces-
sity for holding prices up. For the
present the liquidation has gone so
far that nothing is to be gained by
sacrificing prices to induce new busi-
ness and mills or their agents will
hardly be expected to name any
lower prices that will imperil the de-
livery of goods already bought. Ex-
pectations that prices will come back
soon or within a few months to the
levels that prevailed before the de-
cline began seem vain to most mer-
chants of discernment. There will
certainly be a rally from the extrem:
nervousness and dullness seen in the
trade just now, yet there can hardly
be a return to old levels when it is so
clearly apparent that luxurious and
extravagant buying on the part of the
consumer has gone by.

loss

It is recognized by many dress and
manufacturers that time
trying to educate a public to extraor-

sult spent
dinary prices for goods of a staple
Either the
extravagant costs of tailoring must

character is time wasted.

come down or there will be less work
to do. That is the lesson that some
very capable merchants have deduced
from their experience of the past few
months.

There are some divisions of the in-
dustry where it seems inevitable that

there must be a long wait before

buyer and seller can get together on ~

values that will encourage large pro-
duction. The knit goods industry is
a conspicuous instance of this, the
developments of the past week having
only still curtail-
ment of buying and production.

resulted in more

MARRIAGE IN HASTE.

The explanations offered a few days
ago by judges, persons engaged in
suits for divorce and their friends, in
connection with the extraordinary
such suits in the city
courts, are interesting and illuminat-
ing.

But after reading the explanations
carefully, perhaps more than once,
one has a kind of helpless feeling, a
little sinking of the heart and. the con-
viction that it is all very bad and can-
not be stopped. If the increasing
number of divorces is due only to
the general cussedness of human na-
ture, unfaithfulness to the marriage
vows, extravagance and allied evils,
as the explanations state, there may

numbers of

well be wonder as to what can be
done about it at the very time the
feeling grows that
be done.
Whether
than it

and

something must

human nature is worse

been, whether
faithful to

other, are debatable questions. It is

has ever men

women are less each
just as reasonable to take the
tion that in all there
has been marked improvement in re-

posi -
these respects
cent years.

A better case might be made out

for extravagance, and extravagance
is due to the that
been a prime factor in the increasing

same cause has

number of divorces in the last few

decades. That cause is changed con-

ditions of living. There are more
things to buy, more places to visit
that

money will do now as compared with

and thousands more things

a generation ago. Hence, there is a
momentary, if not a secondary, temp-
But extrava-

tation to extravagance.

gance is only a minor factor in di-

vorcc, as was indicated in the ex-
planations.

Changed conditions of living have
affected the relations of men and wo-
men most vitally. In the “good old
days,” which any one of middle years
can recall, there comparatively
little

country to another, from one state to

Was

travel from one section of the
another and even from one county to
another. Boys and girls usually mar-

ried in the community where they
When John led Mary to
the altar, he usually led a girl he had
The
had behind them a love affair of years
that had become the talk of a com-
munity, and an engagement that prob-

grew ub.

known from infancy. couple

ably had run over a year, if not two.
This, also, had become public prop-
erty, and the proposed match had been
from all
conditions, all

discussed angles. Under

such differences be-
tween the two, all possible clashes of
“temperament,” this
that kind, had come out in the open.
not left to be sprung
after marriage with possible disaster.

Now it is very different. Many
persons of marriageable age who are
under all

and

habits of

They were

thrown tegether sorts of

circumstances, regard an uneventful
acquaintance of six months as a bar
to developments looking to a union, a
love affair of half that time a bore,
and a long engagement “unthinkable.”
only party who

marriage twenty-four

Occasionally the
knows of a
hours in advance is the legal authority
who must grant the license and who
learns the most meager facts about
the couple.

The divorce situation, as has been
said, presents a big problem. But
certainly one that would help would
be for men and women to cease to
make hurried marriages, based on
slight acquaintance,

NOT QUOTING UNDERWEAR.

Unless there is a decided change in
the attitude of jobbers, the underwaar
selling agents will be able to withhold
their until September.

i

spring prices

Chis they are very anxious to do.
Chey believe that tl i f

yarn

Ce ney vill if ¢ )
quote rice ; year’s level. Un
less the price yarn does come
j

down, the higher

those ot th

than
The position of
understa

th

that the price of
+:

declined, and that buyers will natural-

. 1
expdect concessions when

await developments.

p is a
ill be
This they

Business will be good if there
i€ciine in prices and Dusiness w
bad if there is an advance.

However they fear

upon.
i

, 1 : Lt . rl e
some ot the jobbers who have

their stocks will insist upon

immediate quotations as the season is

advanced. On the other hand

are somic j »bbers

already

who have

stocks still on their shelves, and these

1
alse are anxious to postpone the open-
they have

ing of a new season

cleared themselves.

Che traffic situation is causing much

annoyance. in normal times the trade

tA } ane
i

would be willing to take a chance and

delay the expecting efficient

season,

service on the part of the railroads.
Now they fear that out of the turmoil

will innumerable delays,

that the

there

arise

and policy of delaying the

season too long will prove disastrous.
But in the end it is likely the price an-
nouncements will be delayed, and the
trend of the market will depend en-
tirely upon the course cotton and
woolen yarns may take.

1

There has been |

ttle change in the
| little
buying is going on in the wholesale
that

situation as regards hosiery. <A

said this has
depleted stocks.
buying only with the

The outlook is very

markets, but it is
only been caused by
Merchants are
idea of filling in.
uncertain and no improvement is ex-
pected before the situation clears up.

Some of the silk hosiery manufac-
turers are said to be making inquiries
in the raw silk markets, and it is be-
lieved they are preparing for another
good season. The American woman
insists upon wearing silk hosiery and
when prices were soaring the demand
always held up. Now that prices are
expected to decline it is believed the
even greater.

demand will be

It is said that an idler always makes
wretched because he gives
his time and gets nothing in return
for it,

bargains

 

 

2

GRADUALLY SLOWING DOWN.

One does not have to look far now-
adays to discover the evidences of
contraction of business enterprises
ana of the deflation of prices. They
are apparent to the most casual ob-
server, and the continuance of these
tendencies has been long enough to
show the permanent trend in the
directions mentioned. High lights
in the process are in the lessening
in the number of new enterprises
launched and the increase in the
volume of business embarassments.
Por the first time in ai very
long period, last months showed a
great drop in the number of new in-
corporations throughout the country.
The same month was marked by the
greatest number of failures since the
end of 1918. It was noteworthy, also,
that many of these failures were for
large amounts and that they were es-
pecially numerous in manufacturing
lines. While the tightening of credits
had something to do with forcing the
liquidation of a number of concerns,
the real cause was the shrinkage of
values which made it necessary for
lenders to protect themselves against
loss. There was no risk on a contin-
ually rising market, but there was
peril when values kept dropping and
realizing became a problem. Resist-
ance has been, and still is, shown by
reduction of
prices, but its futility is becoming
more and

various factors to a

more apparent as time
There is the perfectly natural
impulse to have the other fellow take
the loss which must be borne by some-
body, but in the end the one holding
the goods must be the sufferer.

passes.

One of the devices resorted to for
the purpose of staving off the inevit-
able is a restriction of production.
This involves in many instances a
wide departure from former business
methods. Manufacturers used to pre-
pare for a season’s output in view of
an expected demand. They were rea-
sonably sure of disposing of a certain
minimum and could push things if
more was required. If good judgment
were shown the chances of loss were
not great. They were the ordinary
risks of business and, besides, it was
the custom to offset the losses at one
period with the profits of another.
This habit seems to have gone into
the discard since the appetite for great
gains was whetted by the abnormal
ones obtained during the war period
and thereafter. Manufacturers and
oroducers, to say nothing of distrib-
utors, are finding it hard to get back
again to the normal. A number of
them have taken the stand not to turn
out anything unless they have a spe-
cific order for it at a_ satisfactory
price. The trouble with this is that,
i2 many instances, the buyers have
.ailed to take the goods previously or-
dered because deliveries were not
naGe at the times stated and that this
1as thrown back on the mills and fac-
-ories large quantities of staples which
“re a menace because of the fear that
prices will break when the attempt is
made to market such articles. Then,
too, there is no gauge as yet to deter-
mine what the general public will do
in the way of buying. People have
responded somewhat to the attrac-
tions of special and reduction sales,
but even what appeared to be bar-

MICHIGAN TRADESMAN

gains did not result in promiscuous
buying.

Conditions of this kind do not help
to inspire confidence on the part of
buyers. Many of both classes have
visited their markets of late and are
still looking around, but have been
rather deaf to the importunities of
salesmen. Nor do they have a free
hand in the matter, as their opera-
tions are more than ever under the
control of the stores’ department man-
agers. Financing of purchases is
somewhat harder than it was, and
credit men are not disposed to take
the chances they used to. Besides,
the buyers are by no means convinced
that bottom has been reached in the
way of prices and they are inclined
to hold back in the hope and expecta-
tion that these will be lowered still
more than they have been. So they
have been buying just enough to fill
up gaps in depleted stocks and. to be
able to offer customers a fair assort-
ment. This kind of hand-to-mouth
buying means that buyers will have
to pay a great many visits to markets
before they finish their purchasing,
and the volume of the purchases will
be dependent on the manner in which
the buying public responds to the of-
ferings. There is already abundant
evidence that the recklessness of buy-
ing at retail counters is a thing of
the past. Unemployment is one of
the factors. in bringing about this
change. It is not that this unemploy-
ment is as yet on any large scale, but
there has been enough of it to set the
workers thinking and this has brought
about a change of mind. With others
the continuance of the high cost of
necessaries has produced an enforced
economy in other directions. The
vogue for wearing old clothes and
doing without things is an abiding
fact.

ee

To Put Screws on the Retailer.

A well-known wholesale grocer re-
cently remarked that the direct sell-
ing plan of the Proctor & Gamble Co.
was the most dangerous thing the re-
tailer has ever had happen to him.
His reasoning was this:

If the P. & G. Co. get away with
this they will say to the retailer in a

little while, “Here, if you want to
buy these goods right you must buy
ten cases.” The other direct selling
manufacturers, like the Quaker Oats
Co., will say the same thing, because
they will all get tired of selling in
five-case lots. The result is that the
retailer who buys of these manuiuc-
turers direct will soon have five or
ten times as much capital tied up in
those few products as he should have,
and, moreover, every time he replen-
ishes he must do it on the same ex-
horbitant scale. The retailer will find
the thing the greatest nuisance in the
world, for to compete with the chain
stores he must buy the quantity, and
if he buys the quantity he ties up too
much money.

This is pretty keen reasoning, and

every word of it is true—if the manu-
facturers who sell direct do as this
jobber predicts. Will they do that?
They may, short-sighted as it would
be to do so. A manufacturer would be
a pretty foolish fellow to deliberately
break his customer’s back. But if he
is that foolish, well, the retailer will
simply have to abide the consequence,
fully realizing that the jobber is the
only friend on whom he can absolute-
ly rely in the event of trouble coming
his way.

—>-.+___
Tradesman Contributors and Corre-
spondents.

If there is one feature, more than
ancther, of which the Tradesman is
justly proud, it is its list of contrib-
utors and correspondents, as follows:

Regular Contributors.

Shoe department—C. L. Garrison,
Cincinnati.

Hardware department—Victor F.
Lauriston, Chatham, Ont.

Grocery department—Arthur Greg-
ory, Grand Rapids.

Drug department—H. B.
Grand Rapids.

Woman's. department-— Prudence
Bradish.

Fairchild,

Atigust ii, 1920

Free lances—J. M. Merrili, Grand-
ville; E. E. Whitney, Atin Arbor; E.
B. Moon, Lakeville, Ind.; Frank
Stowell, Grand Rapids; Paul Findlay,
Los Angeles; J. M. Bothwell, Cadillac.

Corréspondeénce.

Detroit—James M. Goldstein.

Port Huron—Wm. J. Devereaux.

Saginaw—L. M. Steward.

Lansing—-H. D. Bullen.

Battle Creek—John Quincey Adams.

Owcssc—George W. Haskell.

Kalamazoc—Frank A. Saville.
Monree.
McCuteh-

 

Muskegon—E. P.

Boyne City—Charles T,
eon,

Sault Ste. Marie—William G. Tap-
ert.

Bankruptcy Reporters.
George Norcross, Grand Rapids.
William J. Banyon, Benton Harbo?,

Staff Poets.
Charles A. Héath, Chicago.
L. B. Mitchell, Hart.

—_—_--.—___
Montgomery Ward Shows Large Gain
At a directors’ meeting of Mont-
gomery Ward & Co., held last week,
Presidént Thorné announced that the
net sales for the first six months end-
ing June 30, 1920, were $53,113,007,
compared to $39,734,690 in 1919, a
gain of 33.66 per cent. The June net
sales were $9,009,014, compared to
$6,786,464 last year, a gain of 32.74
per. cent
The company annual
statement only at the close of each

issues an

year’s business, but President Thorne

stated that the profits for the six

months this year have increased over

last year at a ratio larger than the
sales gain above noted.
ee

[t is idle to wait for your ship to

 

come in unless you have sent one
Out,

 

recommendations.

 

WE OFFER FOR SALE

United States and Foreign Government Bonds

Present market conditions make possible exceptionally
high yields in ail Government Bounds. Write us for

HOWE, SNOW, CORRIGAN & BERTLES

401-6 Grand Rapids Savings Bank Bldg., Grand Rapids, Mich.

 

 

1920
Pack

 
  
 

 

When a Dealer Sells His Customer

an article bearing the name

—Be it
Self Raising Pan Cake Flour,
Golden Valley Corn Meal,

Flour for Bread, Pastry, etc.,
Or—

Any Product of the Milling Industry— eas at

He knows that he is delivering Quality. This feature is vital to the welfare of his business,

embeds Products Are Always Fait Priced Too!

Complete information on our package Line will be gladly furnished on request by mail,

 

Commercial Milling Company,

- DETROIT

 

 

 

 

 

 

 

 

 

ii
i

August 11, 1920 MICHIGAN TRADESMAN 3

PROMPT ACTION OR
WASTEFUL DELAY

Since our last talk about fire insurance recently, seven of our customers
have had their business partially or wholly destroyed by fire. Each one has
said:

 

 

 

 

 

 

I DIDN'T HAVE ENOUGH INSURANCE!

One of the faculties that stays with each of us from early childhood to
ripe old age is hind-sight. It is so often our inclination to put off until to-
morrow the things which should have been done to-day, and then to regret,
and try to excuse ourselves for our lack of foresight.

Many of the dealers have thought they were too busy to take care of
their fire insurance matters, and many others who have not taken an inven-
tory recently have failed to appreciate the big advance in the value of their
stock.

Practically every merchant who has taken an inventory has discovered
that his stock is from two to four times its pre-war value, depending upon
the kind of business he carries on, and a goodly number of these have failed
to increase their insurance in proportion. Are YOU one of the procrastin-
ators?

If you have not increased your fire insurance in the last six months, you
need more.

Don’t delay.

Don't jeopardize your hard work and savings of years by neglecting
your fire insurance.

Stop, look and listen!

Let your foresight make us insure, and not permit our hindsight to let
us delay.

WoRDEN GROCER COMPANY

Grand Rapids—Kalamazoo—Lansing

 

 

The Prompt Shippers.

 

 

 

 

 

 

 

 

 

 

MICHIGAN TRADESMAN

Aiigust 1i, 1920

 

 

 

4

| ===>

a ; —

Bee ait LF ls.» =

rz Fs SS | S=

[Oe a
NEWSerte BUSINESS WO
Se =
Z

 

 

 

 

 

 

Movement of Merchants.

Ravenna—Homer Bros. succeed C.
E. Alberts in general trade.

Hastings—The Miller & Harris
Furniture Co., has moved to Green-
ville.

Ashley—John Holechek succeeds B.
I. Zigler in the grocery and meat busi-
ness.

Kalamazoo—The Paper Trading Co.
has increased its capital stock from
$30,000 to $60,000.

Detroit—The Michigan Metal Sup-
ply has changed its name to the E.
HM. Walker Co., Inc.

Three Rivers—The Corlett-Stone
Lumber Co. has removed its business
offices to Kalamazoo.

Owosso — The Owosso Savings
Bank has increased its capitalization
from $50,000 to $100,000.

Negaunee—-Curley Bros. have open-
ed a meat market in connection with
their grocery store on Iron street.

Hartford—The Hartford Gleaners
Co-Operative Elevator has increased
its capital stock from $30,000 to $60,-
000.

Custer—The Co"
Operative Marketing Association has
doubled the capacity of the elevator

Mason County

here which it recently purchased.
Elliott, who
conducted two grocery stores here for

Lainsburg—Alba has
soine time, has sold one to John A.
Wert, who will continue the business.

Charlevoix—A. E. expert
sales conductor, is closing out the en-
tire $15,000 shoe stock of H. Bedford.
The opening day’s sales ran over $3.-
000.

Six Lakes—G. E. Cornell has sold
his stock of general merchandise to
Balter & Riede,
general stores at
enci,

Greene,

conduct
Mor-

who also

Hudson and
°
Battle Creek—A. E. Greene, expert
sales conductor, has contracted with
the Bock-Walker Hardware Co., to
close out its $80,000 stock. Over $30,-
O00 was sold the first week.
Monroe—The Hurd-Sterling Co.
has been incorporated to deal in fuel,
builders’ supplies, tile, etc., with an
authorized capital stock of $120,000,
all of which has been subscribed and
$20,000 paid in in cash.
Saginaw—lI'rank L. Robinson has
severed his Frank
& Co., dealer in automobile and auto-

mobile supplies and will devote his

connection with

entire attention to his jewelry store
at 213 South Washington avenue.

Chester—Fred Lyons, formerly en-
gaged in the grocery business at
Charlotte, has leased the store buiid-
ing formerly occupied by J. W. Car-
skadon and will occupy it with va
stock of general merchandise about
August 14.

Detroit—The H. J. Martin Co. has

merged its fire place, tilings, etc., busi-
ness into a stock company under the
same style, with an authorized capital
stock of $75,000, $37,500 of which has
been subscribed and $35,000 paid in
in property.
Coleman—The Coleman Elevator
Co. has merged its business into a
stock company under the same style,
with an authorized capital stock of
$50,000, of which amount $27,400 has
been subscribed and $20,000 paid in
in property.
Perry—Clare E. Rann, postmaster
for the past seven years, has resigned
his position in favor of his son, Carl,
and purchased a half interest in the
hardware stock of C. C. Austin. The
business will be continued under the
style of Austin & Rann.
Prairieville—F. H. Wilkinson has
exchanged his general stock and store
building for a 90 acre farm four miles
West of Hastings and has already
moved on the farm. The new owner

of the store building and stock is
Charles A. Belson, who is already in
possession,

Detroit—R. E. Hartwig & Co.,
dealer in books, stationery, art goods,
etc., has merged its business into a
stock company under the style of the
R. E. Hartwig Co., with an authorized
capital stock of $10,000, $5,000 of
which has been subscribed and $2,000
paid in in cash.

Hubbell—M. Toplon sold his
dry goods stock and store building to
Stern & Field, who conduct a chain
The business will be con-
ducted under the management of Sam
Toplon, son of the former proprietor
and George Goudge, employe of Stern
& Field for several years.

3yron Center—The Holleman-De-
Weerd Auto Co. is erecting a new
garage, 99 x 115 feet in dimensions,
two stories in front and one story in
the The material used in con-
struction is brick and tile. It is ex-
pected that the building will be ready
for occupancy by Oct. 1.

Jackson — Reid & Carlton have
merged their implement, hardware
and seed business into a stock com-
pany under the style of the Reid &
Carlton Co., with an authorized cap-
ital stock of $20,000, all of which has
been subscribed and paid in, $10,000
in cash and $10,000 in property.

Milan—The Sanford Hardware Co.
has merged its business into a stock
company under the same style, with
am authorized capital stock of $75,000,
$61,000 of which has been subscribed
and paid in, $500 in cash and $60,500
in property. The company will con-
duct a wholesale as well as retail busi-
ness.

Munising—L. A. and M. F. Madi-
gan of Marquette, J. S. Madigan of

has

of stores.

(Car.

Big Bay and Frank Hausler of Mun-
ising, have formed a copartnership
under the style of Madigan Bros. &
Co. and purchased the stock and
store buildings of the Bissell & Steb-
bins Hardware Co., taking immediate
possession. T. E. and H. G. Bissell,
who retired from the hardware busi-
ness, will locate in Marquette and
engage in the automobile and auto-
mobile supplies and accessories
business.
Manufacturing Matters.

Detroit—The Great Scott Vaporiz-
ing Co. has removed its offices to
Grand Rapids.

Detroit—The National Can Co. has
increased its capital stock from $500,-
000 to $1,000,000.

Detroit—The Northeast
Co. has increased its capital stock
from $40,000 to $80,000.

Howell—The Howell Electric Mo-
tors Co. has increased its capital stock
from $375,000 to $500,000.

Munising—The Electric Light &
Power Co. has increased its capital
stock from $20,000 to $50,000.

Saginaw—The Germain Bros. Co.,,
manufacturer of piano backs and box-
es, has increased its capital stock
from $425,000 to $525,000.

Eaton Rapids—The Island ° City
Pickle Co. is adding to its capacity in
the hope of obtaining a greatly in-
creased output of bottled goods.

Detroit—The Voigt Ink Co. has
been incorporated with an authorized
capital stock of $2,000, all of which
has been subscribed and paid in in
cash.

Saginaw—The Synthetic Chemical
Co. has been incorporated with an
authorized capital stock of $15,000, of
which amount $12,500, has been sub-
scribed and paid in in property.

Detroit—The Never-Break Trunk &
Bag Co. has been incorporated with
an authorized capital stock of $50,000,
of which amount $25,000 has been sub-
scribed and $12,500 paid in in cash.

Lansing—The D. & B. Manufactur-
ing Co. has changed its name to the
Davis Metal Fixture Co. and merg-
ed its business into a stock company
with an authorized capital stock of
$30,000.

Elk Rapids—The Campbell Folding
Crate Co. has been incorporated with
an authorized capital stock of $15,-
000, all of which has been subscribed
and paid in, $3,000 in cash and $12,-
000 in property.

Lumber

Marine City—The Schriner Brick
Co. has been incorporated with an
authorized capital stock of $25,000, of
which amount $15,000 has been sub-
scribed and paid in, $2,000 in cash and
$13,000 in property.

Detroit—The Stuart Corporation
has been organized to manufacture
and sell proprietary medicines, with
an authorized capital stock of $50,000,
all of which has been subscribed and
$5,000 paid in in cash.

Colon—The Lamb Knit Goods Co.
has merged its business into a stock
company under the same style, with
an authorized capital stock of $90,-
000, all of which has been subscribed
and paid in in property.

Detroit—The Detroit Wire, Steel
& Brass Works has been incorporat-

 

ed with an authorized capital stock
of $10,000, of which amount $5,000 has
been subscribed, $1,500 paid in in
cash and $3,000 in property.

Harbor Springs—Clyde C. Brad:
field has obtained a patent on a wa-
ter meter support. The device is for
use in installing and removing water
meters, and is said to save more than
two hours on each operation:

Pontiac—The Pontiae Die, Tool &
Machine Co. has béen inéorporated
with an authorized capital stock 6f
$15,000, of which aniount $7,500 has
been subscribed and paid in, $1,000
in cash and $6,500 in property.

Chelsea—The Central Fibre Prod-
ucts Co. has been organized to manu-
facture and sell wood and paper prod-
ucts, with an authorized capital stock
of $7,500, $3,750 of which has been
subscribed and $1,000 paid in in cash.

Marshall—The Main Electric Co.
has been incorporated to manufacture
and sell electrical fixtures, supplies,
etc., with an authorized capital stock
of $2,000, $1,000 of which has been
subscribed and $500 paid in in cash,

Hastings—The Viking Corporation
has been organized to manufacture
and sell fire extinguishing apparatus,
machinery, ete., with an authorized
capital stock of $22,500, all of whieli
has been subscribed and paid in, $4,-
000 in cash and $18,500 in property.

Detroit—The R. W. Rundé Machine,
Tool & Die Co. has merged its busi-
ness into a stock company under the
style of the Runde Machine, Tool &
Die Works, with an authorized cap-
ital stock of $200,000, $150,000 of
which has been subscribed and paid
in im property.

————_~+-<—

Spices—The trade is buying hand-
to-mouth, but at a fairly steady pace.
Transportation difficulties continue.
No expansive trend is looked for, but
the feeling is that irregularity and
unsettlement are likely to prevail.
Pepper is steadier. Red peppers are
and command high prices,
Spot cloves have declined sharply.
Pimento is steady and in wide need.
No signs of acute change in situation.

-——_+---2____.

Catsup—Snider full line of catsups

has and

 

scarcer

chili and
oyster cocktails in the same propor-
tion. The catsup figures are $2.45 for
pints, $2.20 for 8 oz. or
which

advanced sauce

half pints,
advances of 50c and 40c
respectively. Gallon jugs advanced
20c each to $1.95.

2. _—___

are

Soap—Jobbers are pushing soap
hard to offset the P. & G. plan of
selling direct to the retailer. The

majority of the manufacturers seem

to favor the standard of handling

products by way of the wholesale

house as in the past.
+--+.

Honesty may be the best policy,
but it is poor policy to be honest just
for policy’s sake. Be honest because
nothing less is right or fair,

——_+----___

The merchant who is not cashing in
on the national advertising done in
his line is throwing away one of his
biggest opportunities,

—_>--2—____

Inks—Carter ink and mucilage has

been advanced $1 per gross.

 

 

 

ae anit

a

August 11, 1920

MICHIGAN TRADESMAN

 

 

 

 

 

 

 

 

Essential Features of the Grocery
Staples.

Canning is a leading subject just
now. It is gratifying that the Maine
sardine canners have announced their
decision to continue under national
inspection this year and several have
decided to subscribe to the national
association advertising campaign. It
was in Maine five years ago that san-
itary inspection service was started.
This was followed by other canning
centers.

The New York office opened by
the National Canners Association to
meet the sugar emergency has been
moved to Washington headquarters.
The former office was opened June
22. The head of sugar distribution
for the canners says it is believed
that sugar reauirements for July ship-
ment including needs to mid-August
have been covered, and that Septem-
ber requirements for the canners can
be provided in August, making due
allowance, however, for car shortage
and other interruptions.

From Hawaii comes the report that
the pineapple packers consider this
to be the biggest year known, expect-
ing that 6,000,000 cases will be pack-
ed, daily deliveries aggregating 65
carloads. Material for cans is suf-
ficient and the shipping situation is
developing well.

Auction of two and three crown
muscatel raisins in New York this
week started a great deal of talk.
It was regarded as a revolutionary
method of sale by the California As-
sociated Raisin Company. A cata-
logue was issued, covering 200 cars,
shipment of raisins to be made in
October or November.

This sale is to be utilized to deter-
mine prices for the 1920 stock, it is
said. This is interesting because if
there is any complaint then as to
prices it is up to the buyers at the
auction. Complaint was made last
year as to the high raisin price. The
federal trade commission was asked
by the department of justice last
September to look into the raisin
corporation to see whether the trust
was maintaining more than fair and
reasonable prices and to make rec-
ommendations for readjustment of
the business so it might be conducted
in line with the law.

Sugar—General market conditions
and refiners list prices remained un-
changed, with little or no buying in-
terest and increasing efforts being
made to resell. In the local market
American granulated has been offer-
ed on resale as low as 20%c and
even this price has been shaded in
some instances. Price cuts are re-

ported in the Chicago market and
further Western points, but the sugar
quoted by Chicago jobbers at 20c is
not granulated at all, but a clarified
sugar retail grocers
avoid handling they explain
to their customers that it is not fit

which should

unless

for canning and preserving purposes.
Local jobbers have accumulated suf-
ficient stocks of good sugar to take
them through the preserving and can-
ning season, together with the pur-
chases due to arrive in the meantime.
The Tradesman advises its friends in
the retail trade to stay by standard
brands bearing the names of well-
known manufacturers and not under-
take to handle cheaper goods which
may develop very unsatisfactory re-
sults in the hands of the consumer.
Lower prices do not look very allur-
ing at this writing. England has in-
creased her sugar ration from 8 to
Argentine has
placed an embargo on importations

12 ounces and the

of sugar to this country.

Tea—There has been some _ im-
provement in the market for Formo-
sa tea, despite the generally unsatis-
trading at large.
There has been no real change in
feeling here is that

factory tone of
prices but the
the recent lows quoted will change
for slightly within a
short time.

Coffee—Very little new business is
reported from day to day. Although
it is believed that some of the small-
er interests may be carrying
small stocks, purchases are only on
a hand to mouth basis owing to the
very unsettled condition of the mar-
ket generally.

higher levels

 

very

Canned Fruits—Old pack Hawaiian
pineapple is about all off of the local
market. What few lots are here are
most generally offered to the jobbing
trade, as they are held for the regu-
lar trade of the holder. New pack
is offered in a small way at premiums
of 25@40 per cent. over opening
prices, depending upon the packer.
New crop California cherries are ar-
riving. As the market is bare of old
fruit cherries are selling well. The
early shipments are chiefly on orders
and jobbing lots are not abundant
as yet. Old pack peaches and apri-
cots are mostly of the lower grades
of unknown packers and for these
there is very little demand. Desir-
able kinds would sell, as the market
is about bare. New packs are not
selling freely at the moment. No.
10s future apples are dragging. There
is some buying but it is limited in
volume. Last year’s goods are mov-
ing in a narrow way.

Canned Vegetables—The canned

-selling in a small way also.

food market made little progress last
week, as there was no. stimulating
influence at work in the way of buy-
ing demand. Infact, it was the con-
trary, as buyers continue to hammer
at prices cf old and new packs and
they display no irterest in acquiring
stocks for later distribution. In com-
mon with all business at present, the
demand is tame and restricted. Those
who have visited the tomato sections
say that the crop outlook is more
than favorable and that the canners
are assured of plenty of raw stock
at favorable prices. hey are short
of coal and face high operating ex-
penses in other directions and, lack-
ing a large volume of future orders,
they anticipate a short pack. Buy-
ers, however, are bearish and are not
buying in the face of what has been
a declining market. Many say they
will be out of the market for at least
ancther month. The samples of new
pack Wisconsin peas have been of
more than usual quality. Corn has
been dull. It is not to be had in big

blocks, which keeps the market

steady on standard grades. Fancy is

short and held in sellers’ favor.

Other
lected.

vegetables are rather neg-
Fish—Salmon is dull on
Coast
advices of late are more reassuring

Canned
spot and in limited demand.

than formerly and there is not the
haste among hclders here to clean
out that was shown a short time
ago.

cates an improvement in the market,

This is an element which indi-

but it is the only. feature worth not-
ing. Offerings are to be had at the
prices current of late. Maine sar-
dines are not selling in the domestic
or the foreign fields. Buyers are
seeking lower prices, and even though
they have buying orders in hand
they are not filling them. The can-
ner still refuses to shade his prices
materially as he believes sooner or
later the demand will
fortified with the

that the pack so far has been light.

develop and
he is knowledge
California and imported sardines are
Tuna
fish is not taken at the opening prices.
Here again the policy is ‘watchful
waiting.”

Dried
buyers of dried fruits display as to

Fruits—The apathy which
spot and future offerings is distress-
ing if not to say alarming. There is
no pronounced nor normal interest
in any of the 1920 packs and the vol-
ume of business on contract so far
has been much less than usual. Prices
are regarded as too high for consid-
eration in the face of a lack of ready

-money from the banks and unsettled

industrial conditions. The trade on
spot has been marking time for sev-
eral weeks and there is nothing in
sight to indicate a radical change in
the current of events during August.
Until all opening prices have been
announced the tendency will natur-
ally be to go slow. New pack peach-
es illustrate the tendency of the mar-
ket. During the week the California
Peach Growers announced _ their
prices on bulk packed at a consider-
able discount under those put out
previously by other packers. Some

contracts have been made, but the

display of buying interest has not
been general nor of any considerable
proportions. In figs the demand is
almost entirely lacking for California
‘ clr « ns her ,
rew nack at the prices named by sev-
not want-

“Not

now, but maybe later on | will pur-

eral shippers. Layers are

ed at present, as the huyer says:
chase.” Smyrna figs have outsold
the California product, as quite a few
have been taken by the trade around
15c. Last year’s unsatisfactory mar-
ket is one cause for the neglect of
this fruit. A very few 1920 apricots
have been sold. The association is
brand,

not offering its ‘“Sunsweet”

but is taking orders on _ growers’

packs. Blenheims and Northern Roy-
als will be prorated in deliveries by
the association, it was announced last
Future

week. prunes are in the

same position as the other fruits.
There is a feeling in some quarters
that the California Association may
undequote the indepevdents by a sub-
stantial discount when it names its
prices, which are hardly expected be-
This

buyer of

fore the end of the month.
naturally tends to rob the
interest in the stocks of independent
packers which have been offered from
time to time, The postponement of
about

the Association’s prices, due

August 15, it is understood, has been
caused by the uncertainty as to the

final since the crop is not

grading,
running to the larger sizes in the
proportion which was at first expect-
ed. There is talk of short deliveries
on the larger sizes. Nothing unfav-
orable has developed in the Oregon
belt, as the crop continues promising
and the Association there is still so-

hieiting s. a. p. contracts. Raisin
prices, according to the promise of the
officials of the California Associated
If the

week is used as a

Raisin Co. are expected soon.
auction sale last
factor in determining values there is
no doubt but what the range will be
high. Ignoring this, even, the Asso-
ciated, it is expected, will demand ex-
cessive prices on all its grades. For-
eign raisins have sold well and un-
take
independent fruit or foreign stock if

less all signs* fail buyers will
the Association opens up at what will

be considered prohibitive values.
Currants of the new crop are selling
to some extent for fall shipment.
Shipments are expected in late Sep-
tember, bringing them here in early
October. In spot trading the market
in all lines is dull.

Molasses—There is no pressure to
sell in view of small supplies, and

the price scale continues firm.

Corn Syrup—Quoitations are for de-

liveries on old orders. New business
when transacted is being carried on
subject to prices at date of shipment.

Sugar Syrups—Dull and weak con-

ditions prevail. There is no price
change to report.

Rice—There was no improvement
in the market here yesterday. The
prices now quoted are generally nom-
inal, but the feeling prevails that con-
cessions will be made in the lower
movement of

grades to. stimulate

stocks.

 

 

6

Wage For Prisoners Has Its Ad-
vantages.

Philadelphia, Aug. 9—I was pleased
and interested in reading Adolph
Lewisohn’s letter re “Wages for
Prisoners.” I can speak from experi-
ence as well as from years of study
and observation, and I am convinced
of the rightness of the proposition,
and the business part of it can be
worked just as easily in jail as out of

1t.

While I am an American citizen. I
have been in Australia and New Zea-
land for twenty years, and have
studied the systems carefully. I am
not informed yet of our system here,
but the principle is the same and ap-
plies to all prisons in ell Inds.
Whether a jail, hovel or palace, he
must have shelter, food and clothes.
If he cannot earn them, some other
must work and earn them for him

Why should not every able-bodied
man and woman earn their own needs,
whether in or out of jail? We are
told “the prisoner is sentenced to
hard labor.” How hard it is in this
country I don’t know, but in New
Zealand his shirt will never smell of
sweat. True, he spends his time in-
doors scrubbing the cell floors and
polishing the brass and hunting for
invisible cobwebs. In the garden he
keeps everlastingly at it; but one and
all have the slow end of the govern-
ment stroke.

Their labor does not pay for their
keep, and not a penny for government
expenses while interned. Neither is
the prisoner profited and better fitted
for honest, profitable citizenship when
he comes out. For most part his en-
forced separation from his trade
makes him less efficient, and present
methods makes him a hypocrite, de-
ceiver and liar, if he was not one be-
fore, for the understood policy is
when they see the warder coming
“to work like the devil, and dro
right back into the go-slow policy as
soon as he is out of sight, and to al-
ways keep your weather eye open to
see if he is not watching round the
corner.”

An honest wage, for honest work,
will help to make an honest man, in
or out of jail. Up-to-date machinery
should be put in every jail for making
things in most common demand, and
every man and woman, when going in,
should be examined by a character
specialist and put to the trade for
which they are best fitted by nature,
so that during their internment they
would be fitted for work and restored
to self-respect and be better citizens
for the future.

They should be paid a good wage
according to their earning capacity,
and a bonus for good conduct and

efficiency as a stimulus to awaken
their dormant powers. This would
tend to make them better men and

women, and help to build characters
that would restore them to their
place as good citizens when they caine
out The money earned should be held
in trust and spent by the trust for
family needs, as the education of the
children and comforts of the mother,
and if any left, help the man, when he
comes out trustworthy, to secure some
business that would enable him to
honorably support his family. This
method will not cost as much as the
present system of unfitting the prison-
for even his own trade when he comes
out.

Some object to prisoners produc-
ing. Well, if they do not produce for
themselves, you will have to produce
for them, in the way of taxes to pay
all expenses. You can have your
choice.

While the body is interned for self-
protection, the mind must be educated
and the will strengthened, or the time
spent in jail is worse than wasted. To
this end there should be at least half-
hour lectures on all practical subjects
twice daily, and the spiritual side
should receive first attention by
spiritually minded men and women.

You cannot make men and women
good from the outside in, neither by
shutting them inside of prison walls.
Their reason, judgment and higher na-

 

MICHIGAN TRADESMAN

ture must be appealed to. A cheery
word of encouragement, with wise dis-
cipline oiled with love, and the kind
of work with reasonable pay accord-
ing to each individual’s ability, will
go far toward saving the average
criminal and restoring him to home
and good citizenship.
J. Thomas Wilhide.

—_2->___

From the Long-Time Yeast Man.

Mackinac Island, Aug. 8—How the
time does fly!

I have read every issue of the
Tradesman for thirty-six years.

It was my first reader in American
tradesmanship and it is still my guide,
even though I am a “has been.” Dur-
ing the time I was going around the
world—twice around, in fact—I found
a fresh Tradesman at every port we
touched and never missed reading a
single copy. I was proud to read in
your recent issue a letter written by
my Grand Rapids successor on trade
papers. The Fleischman Co. surely

Evidently Not in Sympathy With
Grocery Jobbers.

Grand Rapids, August 7—Permit
me as a retailer to comment briefly
on the beautifully worded remon-
strance to Proctor & Gamble’s policy
by Harry S. Sloan, Secretary Missouri
River Wholesale Grocers’ Associa-
tion.

The P. & G. line is and has surely
been a good line for the jobber, es-
pecially, and I can sincerely sympa-
thize with Mr. Jobber because he is
obliged to swallow that horrid pill.
We all know in our natural mood
that, “as you sow, so shall you reap.”
Mr. Jobber, have you been loyal to
the retailer, the natural source of dis-
tribution and backbone of your busi-
ness? Have you adhered strictly to
the wholesale jobbing business? Hav-
en’t you furnished many of your in-
fluential friends (private families)
with anything they may desire out
of your stock and even made deliver-

 

past.
existence should be tolerated.

build character or business.

 

A GREAT HUMAN SERVICE.

When we can all of us see business as a great human service
and take our part in it with that thought an impelling conviction
in our consciousness, this will be a better world.

Being selfish—and doing it successfully—is a thing of the
The man, the business, or the nation that seeks to serve
itself alone is being challenged to show cause why its further

The golden rule is the only safe foundation on which to
In proportion to its observance is
there peace and prosperity or chaos in life and in business.

 

 

believes in trade journals. You have
carried the yeast advertisement as
long as I can recall the business. |
hope you will see many more anniver-
saries of the Tradesman and that you
will be able to break in a good suc-
cessor, sO we may enjoy some trips
together—while traveling is good and
rates are high. L. Winternitz.

CS Oe

Cattails For Food.

Possibly cattails may yet be culti-
vated for food. Their rootstocks,
which are rich in starch, are eaten by
some tribes of American Indians.

These cattail roots contain four
times as much starch as potatoes,
weight for weight, with more than 3
per cent. of fat, and they yield a flour
that makes a “pleasing and palatable”

bread. Under cultivation, the plant
would yield, it is thought, valuable
crops.

les with trucks bearing no name?

Haven’t you sold to factory com-
missaries for distribution at cost, de-
priving the little retailer of his measly
allowance?

Haven’t your salesmen solicited
drug stores, soft drink parlors and de-
partment stores under the guise of
cigar salesmen, forgetting often the
retailer existed? I have been given
to distinctly understand by one of
our local jobbers, when | personally
protested against their methods of
distribution, that they reserved the
right to sell their goods to whoever
they saw fit.

There is, undoubtedly, some good
reason for Proctor & Gamble’s new
policy. Judging from their price list
and taking into consideration the add-
ed cest of distribution, it is not a
selfish move. Neither is it a selfish
move for retailers to form co-oper-
ative wholesale grocery houses
throughout the entire country. Mr.
Jobber, I sincerely believe you have
called these on yourself.

August 11, 1920

Honesty is always the best policy.

Do unto others as you would have
them do unto you. ee

You cannot get away with it always.

Herman Hanson,

Chairman Executive Board Grand
Rapids Grocers & Meat Dealers As-
sociation.

—_—-_-~» «2
Ivory Soap Unpopularity Crops Out
In Baltimore.

Apparently the unpopularity of
Proctor & Gamble because of their
policy of eliminating the jobber in
their distribution of products was not
confined exclusively to the wholesale
grocery trade, but others recognize
that there is some times occasion for
“standing together,” whether one is
directly concerned or not, as a matter
of common interest. The following
letter was written to Proctor & Gam-
ble by an importing and jobbing house
in fruits, nuts and fancy groceries lo-
cated in Baltimore, but which has
never handled P. & G. products.

Baltimore, Aug. 9—We have your
inquiries in regard to credit informa-
tion of two of our customers.

As your company has decided to
pursue a policy of ignoring the jobber
in the distribution of your products,
we do not think it quite fair to de-
pend on the jobber in any way what-
SOCVEr.

You must realize that credit infor-
mation is based on experience which
has cost us all money, and it is that
very experience which the jobber
heretofore has been able to sell to
your company as its distributor.

This matter is entirely an imper-
sonal one with us, as we do not han-
dle soaps of any kind, and have no
business to lose by giving you the
information requested. It is merely a
matter of principle, and while we
realize you have a perfect right to
elect your own way of distribution,
we, nevertheless, do not think it a
proper or economical way, and have
no idea of helping it out in any man-
ner. Palmer, Harvey & Co., Inc.

 

TESTING TRADESMAN “ADVERTISING

Pillow Tubings Standard
Grades, 40° inch 2) 2 ee oa
Grades, 42. inch 2 DD
Grades, 45 inch 58

Look up Cotton advertisement in last
weeks Tradesman and include with any
order for above. Apron Ginghams 27%.
Beautiful high grade standard quality
27 inch Plaid Dress Ginghams, fall pat-
terns, for immediate delivery, .35.

9-4 Standard Sheetings, srown, 75;
Bleached, .82.

Mail orders to W. B.
Rapids, Mich.

DUDLEY, Grand

 

returns to cur stockholders.

 

A new line has been taken on and will be
manufactured without the addition of any new
equipment. This business should bring exceptional

A post card or this coupon will bring you full
information if addressed to Department A, Grand
Rapids Brass Company, Grand Rapids, Mich.

,ound Investment

Stock in the Grand Rapids Brass Company
Incorporated in the State of Michigan $1,250,000

This Company has a new record that attracts the most conservative investors.
of the Company is increasing daily.

A staple and reliable product is being manufactured with the latest and most up-to-date factory.

The business

 

Gentlemen—

Name
Address
Business

Telephone

 

Grand Rapids Brass Co., Dept. A.

Flease send me details of your stock offer.

 

 

 

 

 

August 11, 1920 MICHIGAN TRADESMAN

SaHish Lan ecraLOaesatec gas ee A ome edaeg a ae anedaopceeanchagiehadiaataa eae aia iiatalte danaeadimaningna

 

 

 

HOSIERY ae

Men’s Styles Women’s Styles

Engineer & Fireman Paramount No. 100.
Rider & Driver Paramount No. 105
Record Paramount No. | 10
Ensign

Moccasin

Parasilk

Baronet

Montana

Dearborn

rates and quick turn-over profits.

MANUFACTURERS

HUNTER BUILDING

 

You are helping your customers to
economize when you sell them BEAR
BRAND HOSIERY. The QUALITY re-

duces the price to the lowest minimum.

Leading Styles

BEAR BRAND HOSIERY is sold thru your jobber bringing the merchan-

dise close to your door for delivery, giving you the lowest possible freight

YOUR JOBBER WILL KEEP YOU POSTED ON BEAR BRAND PRICES |

Paramount Knitting Company

 

HOSIERY WEARS

Children’s Styles

Bearskin No. |
Bearskin No. 2
Panama
Sandow
Samson

‘Twostep
Dress Parade

a

CHICAGO, U.S.A.

 

 

 

 

 

 

 

 

 

 

 

8

MICHIGAN TRADESMAN

 

August 11, 1920

 

SPELL DOOM OF SMALL STORE

Will not the continued enforcement
of the Lever act spell the doom of the
small retail merchant, robbing him of
trade which will be driven into the
bigger stores?

This is the question which the mer-
chants of Northern New York have
been considering seriously since the
recent decisions of the United States
courts have so flatly banned the es-
tablishment of
basis of replacement and insisted that
it must be calculated on the basis of
cost of the actual goods sold.

retail prices cin the

The point which the smaller stores
make is that on rising markets the de-
partment stores and larger retail es-
tablishments have been buying much
further ahead than the smaller stores,
with their limited capital, have been
able to do. cost of
goods being sold to-day by the larger
stores is much lower than that of the
goods ‘being offered by the smaller
merchants.

On the face of it this situation looks
like an advantage to the smaller store,
from the viewpoint that it may charge
higher prices than the big store with-
out running afoul of the Lever act.

Therefore, the

This is a false advantage, however,
the small Meciare. in fact it
is a handicap, for where the big stores

stores

before were content to charge higher
prices and take the higher profit which
their gave them,
they are to-day actually being forced

longer purchases
by law to underbid the small store in
offering their goods to the public.
That they are getting less profit out
of it in no way helps the small store
so long as the trade is drawn away
from it, and if the situation lasts long
enough, it is pointed out, the small
store is sure to be the loser, for the
department with its heavy
financial backing, can “stand the gaff”
of the small
than the small

loss of trade volume.

store,

much longer
stand the

margins
store can

The only safety for the smaller mer-
chant appears to be in the present
promise of the markets of the world
to decline. On a dropping market the
under this application of
the Lever act would lie with the shop

advantage

which carries minimum stocks and is

accustomed to buying but a short
time ahead.

It is realized, of course, that even
their pur-

chases long in advance and increase

the big stores will stop
their stock turns, so far as they are
able, but the very size of their opera-
makes it difficult for them to
buy and sell in so short a space of

tions

time as the smaller shop.

ALL PROPHECY WAS IN VAIN.

In view ot what has occurred since

 

the war ended, how vain appear not
while it
was in progress but also the studied
determined to be

put into effect when peace came! This

only the predictions made

policies solemnly
is especially the case as regards the
matter of economic policy, which was
regarded as most important because
revelations of the manner in
which the Germans had been domin-
great and essential
industry and trade. -It is
worth recalling that a little more than
a year after the war began there was
held the famous Paris Economie Con-
ference, which was attended by states-
men, economists and leaders of opin-

of the

ating in certain

lines of

ion of the allied nations. After much
discussion and deliberation a care-
fully drawn up course of procedure
was mapped out for the reciprocal
conduct of the nations participating
and their future relations to the Cen-
tral Povers. A great feature of it was
the mam er in which it was proposed
to cripple the latter. Not a single
this has been found to be
Later, on a
and able body of

feature of
feasible. distinguished
3ritish statesmen,
economists and leaders in various in-
dustries spent months in formulating
for the empire what was called a
“commercial and_ financial policy

after the war.” In this the period
of reconstruction and the subse-
quent period were separately made

for each. Practically not a single sug-
gestion of all those made has been put
into operation. These things do not
discredit the ability of those who took
part in the work. The unforeseen
and unforeseeable change in events
made all prevision worthless.

 

BETTER FEELING IN LINENS.
There is a better feeling in the lin-
en market at t than for

weeks past.

prese some

The demand from con-

sumers has gratified the primary deal-

ers as well as the retail stores. It
was said last week by one of the
largest retail factors in New York

that business during the summer had

surpassed his fondest expectations.
Prices are high, due to the short-

Russia remains isslated

age of flax.

and the industry is not optimistic

raw material
from the land of Trotzky and Lenine

enough to hope for

for some time to come. jut the
crops in Ireland and on the Conti-
nent are said to be good and it is

believed that these will relieve the
shortage.

Imports of linen, arriving in this
country almost daily, are now said to
meet the demand

The retail buyers, who have

be sufficient to
here.
been so numerous in all markets for
a month, are taking much the same
as to all other

attitude toward linen

textile goods. They are withholding

their orders, but it is not thought
they expect a recession in linen prices
as they do in other textile fields. The
tight money market is assigned as the
principal reason for the hesitancy
on the part of some, while the stocks
on hand have kept others out of the

market.

 

THE SCUM OF THE EARTH.

Against professional labor agitators
Theodore Roosevelt had this strong
condemnation in his annual message
of December 3, 1906:

“In dealing with both labor and cap-
ital, with the questions affecting both
corporations and trade unions, there
is one matter more important to re-
member than aught else, and that is
the infinite harm done by preachers
discontent. These are the
men who seek to excite class hatred
against all men of wealth. They seek
to turn wise and proper movements
for the better control of corporations
and for doing away with the abuses
connected with wealth into a cam-
paign of hysterical excitement and
falsehood in which the aim is to in-
flame to madness the brutal passions
of mankind,”

of mere

PROVIDE THE SINEWS OF WAR

Sometime in October the constitu-
tionality of the Lever law will come
before the Supreme Court of the
United States.

It is important for the freedom of
retail business in the future that when
the Supreme Court hears this case it
should hear the retailer’s side of the
question from those lawyers who can
present it in the most impressive way.
For this purpose the National Retail
Dry Goods Association has retained
the most competent counsel, headed
by Charles Evans Hughes, ex-Justice
of the U. S. Supreme Court.

The Lever law is an emergency war
act under which, nearly two years
after the National emergency for
which it was created has passed, the
Department of Justice now is prose-
cuting retailers for alleged excessive
profits on individual items of mer-
chandise, and by authority of which
Fair Price Commissioners, appointed
by the Federal Government, are dic-
tating margins of gross profit for re-
tailers’ observance.

Legislation of this type has gen-
erally been regarded in this country
as undesirable because it restricts
business unduly and places a paternal-
istic control of individual enterprise
in the hands of the Government.

If the Supreme Court of the United
States should hold the Lever law con-
stitutional there is every indication
that the retail trade will face many
restrictive acts, the net result
of which will be further to penalize
initiative and business ability.

more

To have the proper representation
for the trade before the Supreme
Court will require ample funds which
the ordinary revenues of the Associa-
tion do not provide. The Board of
Directors has authorized the Man-
ager to ask all members of the As-
sociation for a special contribution to
set up a legal fund for this and such
other similar emergencies as may
arise.

The Tradesman trusts the response
to this appeal will be both prompt
and generous, to the end that the or-
ganization undertaking the defense
may not be hampered by Jack of funds
to give the matter the best possible
presentation.

THE RARE ART OF WALKING.
“It requires a direct dispensation
from heaven to become a walker: you
must be into the family of
Walkers,” declares Thoreau.

born

Changed conditions ef living have
indeed made walking a rare and al-
most lost art in America. Only here
and there one finds a devotee of this
unusual sport; but wherever such a
one is found it is absolutely certain
that a most interesting personality is
encountered. The real walker is a
man or women who always possesses
a deen fund of knowledge, unique and
original ideas and, just as important,
a sound, alert and “durable” body.

Thoreau believed that he could not
preserve either his health or spirits
without spending at least four hours
a day sauntering through the fields,
woods and over the hills, “absolute-
ly free
ments.”

from all worldly engage-
This lover of the outdoors,

whose mind was continually fresh
and whose senses were keenly alert
to all the sights and sounds of nature,
deplored the fact that so many per-
sons sit indoors all day, working at
their trades, and declared that they
deserved credit for not having com-
mitted suicide wholesale long ago.
Many of the greatest men _ have
been great and regular walkers. An
observant neighbor used to say that
he could set his timepiece accurately
by seeing Kant, the philosopher, start
outing. Words-
worth, Hazlitt and many other liter-
ary men were inveterate walkers, and
conceived some of the best of their
productions as strode

for his afternoon

they steadily
Most geniuses have prefer-

Hazlitt welcomed
only when talking

forward.
red to walk alone.
but

was first and walking second.

companions,

Economies in health, doctors’ bills,
car fare and gasoline that are possi-
ble through regular exercise in the
would make life a new and a
better proposition to countless thou-
Starting fit-
teen minutes or half an hour earlier

open
sands of city dwellers.

arriving
home a little late with a steady jaunt

and walking to work, or
and a bit of extra cash to one’s cred-
it, are all no more difficult than the
simple resolution to give the propo-
It half a chance is al-
lowed for the habit to form, the fu-
ture will take care of itself.

sition a test.

3ut this is really the least impor-
tant.side of it. Walking not for econ-
omy or for the sake of walking, but
one’s self to the
ordinary world and become acquaint-
ed with the extraordinary world, is

in order to lose

the real incentive to an hour or more
in the sach day. It is better
to walk on the crowded street than
nowhere, but it is best and perfectly
possible to walk through a park, a
feld, to climb a hill or even a moun-

open

tain.

As Thoreau says, we hug the earth
entirely too much, and might elevate
ourselves a little more. If the moun-
the hill handy,
we might, as he suggests, climb a
ree, at least,

tain isn’t around or

 

ONE AND THE SAME.

The united action of the union la-
bor leaders of England to prevent
Great Britain from making war on
the soviet government of Russia
proves very plainly that trades union-
ism and bolshevism are one and the
same—forever inseparable. There
should be no misunderstanding on
this point, because there is no room
for it. The iron-clad oath taken by
the man who holds up his hand to
swear allegiance to the trades union
forever deprives him of any claim on
Americanism or _ Christianity. It
makes him a social outcast; a traitor
to his country and an enemy to God.
Having severed all the ties worth
cherishing in this world, there is only
one path for him to follow—the path
of degradation which leads to the
camp of the socialist, anarchist and
bolshevist. Denials that this condi-
tion is true are useless. The fact
stands out as plain as the nose on a
man’s face,

 

 

 

August 11, 1920

Eras esas 1p a anaes tah loner neeetea tached abla a abeiiniaeaiedaditeidaeea aladdin

MICHIGAN TRADESMAN

 

  

35 N. IONIA AVE.

Chickering |
Vose & Sons
Miltons
Herrick

Irving

CHENEY

PEER OF ALL

YY

The HERRIC

PIANOS
PLAYER-

PIANOS

Terms if Desired

K PIANO CO.

GRAND RAPIDS, MICH.

 

 

 

Sanitary
Convenient
Economical

 

OUR customers and

their mothers before
them have associated the
word sack with salt.

They may ask for a sack of
salt, but will be agreeably
surprised to find you and
your store alert enouczh to
give them the round blue
package with the handy
aluminum spout.

Morton’s Salt
made

 

 

 

WHO WE ARE.

Grand Rapids Store Fixture
Co., Inc., June 16, 1946.

E. D. Collar, President.
Geo. S. Norcross, Vice-Pres.

Nemma Freeman, Secretary
and Treasurer.

Office and Salesroom occupy-
ing 8 Floors of Clark B'‘dg.
at 7 Ionia Ave., N. W., Grand
Rapids, Michigan.

WHAT WE SELL.

Walrus Fountains,

Schuster’s Fruits, Syrup and
Drinks,

Dayton Display Fixtures,
Soda Fountain Supplies,
Store and Office Furniture,

Both New and Used.

 

 

 

HOW WE SELL.

Of Course We Like Cash—
But—if you are not in a posi-
tion to pay ALL cash we can
atrange a monthly payment

plan that is very satisfactory.

 

WHAT WE BUY.

Everything in Store and Of-
fice equipment, also Stocks
of Merchandise complete. Get
in touch with us if you want

to get out of business.

 

 

Use— Recommend — Sell
Ohio
Blue Tip Matches

C. W. Mills Paper Company

Distributors for

S. P. Co.’s Roofings—Ohio Blue Tip Matches—Ohio
Tires and Tubes—Coleman Lamps and Lanterns—
Zebra Fibre Paper—Magic Ice Cream Dishes—Sim-
plex Electric Cleaners.

Jobbers Of

Paper—Bags—-Paper Containers—Paper Ice Cream
Dishes—Teilet Paper—Crepe Paper (Towels and
Napkins) —Woodenware—Cordage—Clothes Lines—
Twine—School Supplies—Stationery—Office Books—
Printed Sales Books—Toilet Soap—Brooms—Brushes
—Sweeping Compound—Notions — Hosiery — Work
Gloves—Mittens—Ice Cream Cones—Stove and Fur-
niture Polishes—Pipes—Purses—Reach Baseball and
Sporting Goods—and Many other Specialties.

204-6 Ellsworth Ave. Grand Rapids, Mich.

 

 

 

 

 

10

Several Reasons Why Leather Holds
Its Own.
Written for the Tradesman.

Leather substitutes may come and
go, but leather goes on forever, the
unbeatable material for shoes.

This doesn’t mean, of course, that
the entire shoe is to be made of leath-
er. Only that for certain parts of the
shoe—particularly the vamp—no equal
for leather has yet been perfected.

The for some such substi-
tute will no doubt continue; and some-
thing very good may, in time, be de-
veloped; but that anything better or
even as good as good leather should
be processed, seems at present to lie
just a little outside of the credible.

“I want an all-leather shoe,” re-
marked a customer to the clerk, as the
latter had measuring his
foot.

The salesman looked up from the
fitting-stool and said: “J
know what but I doubt
if you do. We havén’t got an all-
leather shoe in the house.”

“Huh?” exclaimed
“Why ain’t you?”

. Because all-leather shoes aren’t be-
ing worn this season.”

“Why not?

search

finished

smilingly

you mean,

the customer,

I thought—”

“Sure you did,” interrupted the
clerk; “I know exactly what you
thought, and a whole lot of folks

have been fooled into thinking the
same thing. But look at this shoe:
and he picked up the shoe he had just
removed from the
“see the cotton That isn't
leather, is it?” And the customer ad-
mitted it wasn’t. “And these nails in
the heel, they aren’t leather are they?”

customer’s foot:
lining?

MICHIGAN TRADESMAN

And the customer laughed. “You
win!” he exclaimed, good-naturedly,
“run along and get my size.”

One of the well-known instances
following periodic outbursts of pure
shoe legislation and the popular out-
cry of unadulterated, all-leather foot-
wear for the great and _ intelligent
American public. Great stuff, that!
We'll have another siege of it one of
these days.

3ut all this is somewhat aside from
the subject of leather substitutes.

“What about fiber soles?” some-
body asks. Well, I was just coming
to that. Generally speaking, fiber
soles are all right. Take the sort that
have been accredited through nation-
al advertising; the output of old and
reliable concerns, backed up by es-
tablished reputations; they are all
Like leather, of course, all
pairs are not equal. But they will
wear. There’s no doubt about that.
And they resist -moisture. And they
And look nice, too.

right.

are pliant.

Maybe one man out of five, whose
feet are inclined to perspire rather
freely, will not find them as comfort-
able as leather; but, on the other hand
maybe one fellow out of four will vow
and declare they’ve got sole leather
And there you are.
And there are minor
differences in the material itself. But,
all in all, the composition sole has
It has made good.
Some popular lines are made up in

beat forty ways.
Opinions differ.

come to stay.
both fiber and oak leather soles; pay
your money and take your choice.
And rubber half heels and full heels,
how about them? All right if you like

 

Fibre Counter

Fits the Heel

 
 

Leather Sock
Lining

highest

fi grade

Fibre fnsole

Prevents drawing
Patented

Shock absorbing
OCneumatic Heel

  

ee
. Tire-tread Rubber

Youre

  

insole and counter.

Men's E
30ys'

Youths’
Women's ae
Misses’ (Spring Heel)
Child’s (Spring Heel)

and EE

>HO0D-
URKSHU
Built Like An Auto Tire

 
   
  
   
  
 
  
  

Gray Tapsole Retherred Cloth, Waterproof
Brown duck upper. Loose lined to toe. Half-bellows tongue, Fibre

Leather sock lining. Gray corrugated rubber sole made

from tire-tread composition Rubberized toe box. F!neumatic heel.
For hard work and hard play, where stout. serviceable footwear is
needed. Mail-bag duck uppers, joined by live steam pressure

soles, give the ideal combination of durability without excess weight.
matic heels ease the feet and a leather sock lining insures cool comfort,

Sizes Bal.

6 to 12 _..§2.85
2% to 66 2 20

11 to 2 2.35
ae ee te RB eae
nod OO rs 2.10
= 8 to 10% ices 1eBO

We have thousands of cases of HOOD TENNIS on the Floor.
Write for special Tennis Catalogue.

Finest Qual; ,
Exirsbiony Saibuck — Peal Fabric Toe Bax

leeps its shape

  
    
  
 

Loose Lining of

High Grade Duck

Keeps the leet
coo,

Fibre th

Insole
Runs tall length

/ Extra Heavy
/ tampositen tiller

    
 
   
   
  

Bubberized Fabric

 

to tire-tread
Pnue-

 

 

HOOD
GRAND RAPIDS,

 

RUBBER PRODUCTS CO.,, Inc.

MICHIGAN

 

them. And they have solid merits
and dependable talking points.

Which reminds me of an amusing
incident that came under my obser-
vation recently. It happened in the
shoe department of a large metropoli-
tan store. The clerk picked up an old
cordovan oxford, looked at the rubber
heel and exclaimed, “Bah!”

“Where the ‘bah’? inquired the cus-
tomer innocently.

“Dont jlike| ‘em,’
clerk.

“Is that so?’
“Why not?”

“Rubber heels make a man’s gait
sloppy? They’re all right for old men
and invalids, but for you young men
—” and he shook his head deprecat-
ingly.

Can you beat it?

I wonder if that salesman ever
heard anything to the effect that neg-
ative ideas kill sales.

answered the

>

asked the customer.

Were you ever guilty of a bone like
that? For goodness sake don’t knock
salable goods.

Let the customer do the fault-find-

 

‘August 11, 1920
ing, if there is any to be done. And
generally there is.

Let your salesmanship. be laid out
on positive lines, that’s the stuff.

3ut here I am again side-stepping
from my principal subject, which is
leather substitutes.

Leather heels have come in to stay.
There are people who like them. Some
folks want half heels, and some pre-
fer full heels. Give them what they
want, that’s your business.

Two rather fundamental causes lie
back of all this effort to perfect a
satisfactory leather substitute for
shoes: First, the world’s leather sup-
ply is not adequate; and second, the
price of shoes is becoming so high
something must be done to counter-
act the tendency.

But as the price of leather goes up,
the prices of rubber, cotton and other
ingredients which must figure in
leather substitutes also increases, so
there isn’t much relief in sight so far
as prices are concerned.

Velvet shoes have had a brief but
notable day.

 

 

Quality throughout.

 

MR. SHOE DEALER

HAVE YOU ENOUGH MEN’S FINE SHOES
FOR EARLY FALL BUSINESS?

IF NOT YOU HAD BETTER GET SOME
OF OUR IN STOCK WELTS AND
PREVENT THOSE LOST SALES

 

In Stock Unbranded

8760—Fine Russia Mahogany Calf ml, AD... $8.85
City Last, grain innersole, 10 iron oak outersole.

eee
NRT

RINDGE, KALMBACH, LOGIE CO.

10 to 22 lonia Ave. N. W.
GRAND RAPIDS, MICHIGAN

 

 

 

 

 

 

 

 

 

 

August 11, 1920

MICHIGAN TRADESMAN

sUitcomuctssices laa tiacceaneatietkecciinededeainteaadocanenincabedetiaiens cantante cada ae

 

For years cloth tops in women’s
lines have proved popular and satis-
factory.

And canvas in children’s lines and
shoes for adults’ wear have become
a sort of summer staple.

And so the search goes on for ma-
terials which may be used in the man-
ufacture of shoes—the search for
something that is good and depend-
able and adaptable to certain definite
needs.

But the good, old dependable, all-
round material for shoes is leather,
the sort of texture mother Nature de-
velops on the outside of horses, cows
and goats. Cid McKay.

2 -
What Union Affiliation Costs the
Worker.
That labor and capital lost the

enormous sum of $875,000,000 through
strikes in the fiscal year which ended
June 30 last is the impressive state-
ment of the Conciliation Bureau of
the Department of Labor, just made
public here: Of this amoimt, the
workers are estimated to have lost
approximately $175,000,000, while the
losses of manufacturers aggregated
about $700,000,000.

Large as these figures are there is
reason to believe that they are under
the total losses to employers and em-
ployes during the past year, as thou-
sands of small strikes have taken
place of which no report has reached
the Conciliation Bureau of the De-
partment.

During the fiscal year 1920 the Bu-
reau was asked to meditate in a total
of 800 cases, involving approximately
1,055,200 workers. These figures rep-

resent a decrease as compared with
the statistics for the year ended June
30, 1919, when a larger number of
cases was brought to the attention of
the Bureau and when the number of
workers involved was nearly 100 per
Cent. Sreater.

“The Bureau has a record of only
about one-third of the actual strikes
which occurred,” said Director Hugh
Kerwin, in discussing the summary
of the past year. “Under the law we
cannot act unless invited, and hence
there are many cases in which we take
no part.

“In 1919 we handled 1780 cases and
available data show that the total
number of workers involved in the
strikes in which we tendered our good
offices, as well as those in which we
did not appear, exceeded 7,000,000.”

The estimate showing that the
workers lost $175,000,000 in 1920 is
based upon the assumption of an
average wage of $5, and a total of
ten days lost by each worker. Strikes
which last less than ten days are so
rare as to be practically negligible,
the reports of the Bureau say.

The estimate showing loss by em-
ployers of $700,000,00 is arrived at
by assuming that wages on the aver-
age represent one-fourth the value of
the manufactured products. It thus
appears that the figures compiled by
the Bureau do not represent a net loss
to employers but merely the loss in
value of production curtailed by
strikes.

The strike of the steel industry last
year is estimated to have cost the
approximately $3,000,000 a
day in lost wages, but it may be as-

workers

$6, one at $5 and one at $4.

sumed that these figures are based up-
on the period when a considerable
number of workers were out, and not
upon the entire time during which the
strike was held by labor leaders to
be in force, although not substantial-
ty crippling producing plants.

Next to the steel strike in point of
disastrous effect upon both workers
and employers was the railroad strike.
Wage losses in this controversy are
believed to total nearly as much as
those of the steel strikers.

“Strikes are not breaking out as
often as they did a year ago,”
Director Kerwin, “but they are much
harder to settle now than formerly,
and

said

our twenty-five mediators are
kept busily at work in all parts of the
country.

“It now appears that workers wait
to make sure. they have what they
consider an absolute grievance before

determining to strike, but, once out,

they seem determined to stay out
until they win. It is an obvious fact,
however, that both employers and

workers now seem more willing than
formerly to ask this Bureau for as-
sistance.”

——_—_—_—~< >> ——_
Unique Merchandising Plan Saccess-

ul.

Hillsdale, Aug. 10—A unique mer-
chandising plan was recently inaugu-
rated here when, for a week, Fuller’s
Shoe Market “gave away $1 bills.”

The idea was this: All low
in the store were grouped in four lots,
one to sell at $7 per pair, one lot at
Every
woman who purchased shoes during
the week was given a due bill, good
for $1 in trade whenever presented at
the store.

Z. W. Fuller, proprietor of the store,

shoes

11
announced his plan to the public
through daily paper and handbill ad
vertising, dwelling on the fact that
the customer not only made a saving
on the first purchase but at the same
time received a due bill that will cut
down $1 from the price of her fall
and winter shoes.

“TI put out a good many of these
bills during the week,” said Mr. Ful-
ler, “and the good part about it is
that every customer who got a due
bill is sure to come back.”

i

The less you know about the goods
the more trouble you will have wth
the kind of customers who want to
know before they buy.

ee cea
Study each regular customer with a

view to getting all the trade of

one rather than only a part of it

a ‘ 1 + 1
your field intensively.

A

Glazed Colt--Flexible Mc-

Kay. St. No. 500--$2.60

Write for pamphlet show-
ing other In-Stock
Comfort Numbers

BRANDAU SHOE CO.
Detroit, Mich.

 

STRAP SANDAL
In Stock

  

tel tay

SHOES —

The Line That Satisfies
am - ‘a

 

 

 

Shoe Store and Shoe Repair
Supplies -
SCHWARTZBERG & GLASER
LEATHER CO.

57-59 Division Ave. S. Grand Rapids

 

 

fection. -

1883

Years of experience and careful painstaking workman-
ship brings a product to its highest degree of per-

Hirth-Krause makers of the greatest line of shoes in the
state of Michigan have attained this standard of
shoe making in the real old fashioned way.

Starting from a small shoe store finding business in the
same year the Michigan Tradesman was born, it has
grown with exceptional progress until now in the
year of 1920 we have the position of one of the
largest shoe manufacturers in the state.

Mirths

Shoemakers for three Generations
Me

Shoes

    

Where Quality Predominates

Years of time tell a greater story about a given product
than can be told in any other way.

This house in all its history has never knowingly made

a poor shoe.

that we have created thro out our trade we are con-
fident that we are able to hold this high standard.

Also remember that there is a state wide advertising
campaign behind the Hirth-Krause line of shoes that
makes the public realize the value of buying Hirth-

Krause shoes.

Where ever you hear of the More Mileage Guarantee in
shoes you know that it is the shoe with the Hirth-

Krause Quality Mark.

aliSe

GRAND RAPIDS, MICHIGAN
Manufacturers of Work Shoes and Horsehide Gloves

And with the prestige and good will

1920

 

 

 

 

 

 

MICHIGAN TRADESMAN

August 11, 1920

 

 

 

 

 

 

 

 

 

Interprets Stock Dividend Decision.

Dictions for the application of
principles enunciated by the United
States Supreme Court in deciding the
recent case of Eisner-Macomber, on
question of taxability of stock divi-
dends, have been sent out by the Bu-
reau of Internal Revenue for the
guidance of internal revenue collectors
throughout the country.

Applications of the were
given by the Bureau for the informa-
tion of collectors in order that all
stock arising might
be settled on the basis of the Supreme
Court’s
case.

For the purpose of determining the

decision

dividend cases

decision in the recent tax

amount of gain or loss derived from
the sale of stock received as a divi-
dend or of the stock with respect to
which such dividend was paid, the Bu-
reau instructed its collectors, the cost
of each share of stock, provided both
the dividend stock and the stock with
respect to which it is issued have the
same rights and preferences, is the
quotient of the cost of the old stock,
or its fair market value as of March
1, 1913, if acquired prior to that date,
divided by the total number of shares
of the old and new stock.

Among the
Supreme Court decision it was held by
the Bureau that:

interpretations of the

“Where a corporation, being author-
ized so to do by the laws of the State
in which it is incorporated, transfers
a portion of its surplus to capital ac-
count, issues new stock representing
the amount of the surplus so trans-
ferred, and distributes the stock so is-
sued to its
liability for income tax by reason of

stockholders, incurs no
its receipt.

“Where a corporation, being there-
unto lawfully authorized, increases its
capital stock and simultaneously de-
equal in
increase in its

clares a cash _ dividend
amount to tke

capital stock, and
stockholders a real option either to

keep the money for their own or to

gives to its

reinvest it in the new shares, such
dividend is a cash dividend and is in-
come to the stockholders whether they
reinvest it in the new shares or not.

“Where a corporation which is not
permitted under the laws of the State
in which it is incorporated to issue
a stock dividend increases its capital
stock and at the same time declares
a cash dividend under an agreement
with the stockholders to reinvest the
‘noney so received in the new issue
of capital stock, such dividend is sub-
ject to tax as income to the stock-
holder.

“Where a corporation having a sur-
plus accumulated in part prior to
March 1, 1913, and being thereunto
lawfully authorized, transfers to its

capital account a portion of its surplus
stock representing the
amount so transferred to the capital
account and then declares a dividend
payable in part in cash and in part
in shares of the new issue of stock,
that portion of the dividend paid in
cash will, to the amount of the sur-
plus accumulated since March 1, 1913,

issued new

be deemed to have been paid out of
such surplus and be subject to tax,
but the portion of the dividend paid in
stock will not be subject to tax as in-
come.

“A. dividend, paid in stock of an-
other corporation held as a part of
the assets of the corporation paying
the dividend, is income to the stock-
holders at the time the same is made
available for distribution to the full
amount of the then market value of
such stock, and if such stock be sub-
sequently sold by the stockholder, the
market
of receipt and the price for

which it is sold is additional income

difference bétween its value

or loss to him, as the case may be.
“The profit
holder upon the sale of stock received

derived by a. stock-
as a dividend is income to the stock-

holder and taxable as such even
though the stock itself was not in-
come at the time of its receipt by the
stockholder. For the purpose of de-
termining the amount of gain or loss
derived from the sale of stock receiv-
ed as a dividend or of the stock is the
quotient-of the cost of the old stock,
divided by the total number of shares

of the old and new stock.”

Only a Slight Difference.
“What little boy can tell me the
‘quick’ and
asked the Sunday-school

difference between the
the ‘dead’?”
teacher.
Willie waved his hand frantically.
“Well, Willie?”
“The ‘quick’ are the ones that get
out of the way of automobiles: the
ones that don’t are the ‘dead.’ ”

Kent State Bank

Main Office Ottawa Ave.
Facing Monroe

Grand Rapids, Mich.

$500,000
$750,000

 

Contei - - -
Surplus and Profit -

Resources

11% Million Dollars

1. Per Cent.
3%

Paid on Certificates of Deposit
Do Your Banking by Mall

 

 

The Home for Savings

 

 

An Account
With This Bank—

can mean much to you, and our interest and
co-operation and what bearing they may
have on the your ultimate success cannot be
recorded in the pages of the bank book which
shows the balance which we carry to your
credit.

Cag rs ry

2
a;

al

Ha

 

ed a

ats ceed THEOL WaTIO

LAA

 

Established 1853
APART of the traditions of this bank, its

friendships, prestige and influence be-
longs to every one of our depositors—large or
small. All departments of the bank are
open for and to them.

The Bond Department, F oreign Depart-
ment, Collection, Safety Deposit, Commercial
and Savings Departments, all are for them
and their needs so far as they can use them.

If you are not familiar with the functions of all these depart-
ments ASK about them. You should know and we want you to

know about them that you may realize all that our complete service
can mean to you.

_ OUR BOND DEPARTMENT offers only such bonds as are
suitable for our own investment. We offer only safe, conservative
bonds of good earning power,

Our Bond Department always is glad to talk over with you
the matter of investing for safety and profit.

 

¢;7 GRAND RAPIDS, MICH.

Regularly Inspected by United States Government Inspectors

 

 

 

 

 

 

 

 

Jobbers in All Kinds of

BITUMINOUS COALS

AND COKE

A. B. Knowlson Co.
243-207 Powers’ Theatre Bldg., Grand Rapids, Mich,

LOOSE LEAF SPECIALISTS

 

237-239 Pearl St. (near the bridge) Grand Rapids

OFFICE OUTFITTERS

 

 

 

 

 

 

 

August 11, 1920

Credit Men Oppose a Gross Sales Tax.

Taking a different attitude to the
Tax League of America, the Chamber
of Commerce, the National Associa-
tion of Manufacturers and many other
organizations that favor the gross
sales tax to replace the excess profits
tax the National Association of Credit
Men, which claims to have 33,000
business firms throughout the coun-
try as its members, expresses pro-
nounced opposition to the one per
cent. tax on general turnover of busi-
ness. It gives as the main reason that
while the excess profits tax ultimate-
ly falls on the consumer the gross
sales tax will fall under the same cate-
gory. It wants a readjustment of the
income tax, the abolition of which it
advocates.

Information received from Wash-
ington that both Presidental candi-
dates are in favor of revision of the
taxation laws and repeal of the excess
profits tax has renewed the efforts of
the National Association of Credit
Men to present a plan that will result
in all of the income of the country be-
ing taxed in proportion to the amount
received by the individual. If this is
dene there will be plenty of revenue
for the Government, according to J.
H. Tregoe, secretary-treasurer of the
organization.

The Committee on Federal Taxa-
tion, of which Roy G. Etliott, of
Chicago, is chairman, has just issued
a pamphlet favoring the substitution
of a corporation earning tax at a
graduated rate that will have a tend-
ency to encourage payment of divi-
dends. The recommendations are
made on the grounds that if the re-
invested income of an individual and
the partner are subjected to the sur-
tax as at present, then the reinvested
income of the corporate stockholder
must be treated in substantially the
same manner. The undisturbed earn-
ings of a corporation are the rein-
vested income of the stockholders,
points out Mr. Elliott.

“The excess profits tax has en-
couraged so much business extrava-
gance that the removal of such an as-
would tend to. eliminate
which

sessment
trade waste
business income subject to income

would increase
taxes,’ writes Mr. Elliott.

“The National Association of Credit
Men is on record as being in favor
of the levying of a tax on the earn-
ings of the investment of each indi-
vidual on the basis of substantial
equality with every other individucl
enioying the same measure of pros-
perity and = without discrimination
against incomes derived from any par-
ticular form of business organization.

“The proposed general sales. or
turnover tax would be passed on
through the channels of distribution,
resulting finally in a levy on the cn-
sumer, doubtless of larger volume
than the revenue received by the Gov-
ernment, which would be a tax levied
not in proportion to ability to pay,
but in proportion to the necessities of
existence.

“Under the present law individuals,
whether conducting business alone or
in partnership, are liable for tax on all
profits whether drawn from or left in
the business. The corporation, on the
other hand, after paying excess profits
tax and normal income tax may re-

MICHIGAN TRADESMAN

tain its earnings as working capital
and the individual stockholder re-
mains free of liability for super in-
come tax until dividends are distribut-
ed. Gross inequality results from this
situation. Equality of distribution of
the burden of taxes should replace the
present system.”
How Grand Haven Merchants Re-
gard the Tradesman.

Peoples Mercantile Co., 109-11 7th
Street: “We like the
Have taken it for years.

Tradesma‘.
Would hate
to be without it.”

R. A. Smith, 1320 Washington
avenue: “I have taken the Trades-
man twelve years. It is very good.
Like it all right. Every merchant
that wants to keep up-to-date should
take it.
it costs. |

Van Zanten & Fisher, 222 Elliott
street: taking the
Tradesman over fifteen years. Like
lf) first rate.
journal. No
without it.”

It is worth many times what

“Have been

It is a splendid trade

merchant should be

 

A GILT EDGE PREFERRED STOCK

0
0

Preferred
Stock—

with bonus
of 36% in
common stock

Issued by World’s
Largest Manufacturer

of Felt Hats.

Average earnings fast
fcur years 3 times div-
ijend requiremnts.

Each share of prefer-
red i3 convertib’e any
time into two shares of
ccmmen siock. Earn-
inzys on common last
four years averaged
$5.62; last year, $7.84;
first half 1920, $10.

Business 72 years old,
managed by men of
long experience.

Ask for full details.
No obligation.

HILLIKER, PERKINS
EVERETT & GEISTERT

Investment Bankers
GRAND RAPIDS, MICH.

 
 

“THE CLOCK CORNER”
PEARL & OTTAWA

No ee ee en ee en eae eas

sam KEEP UP WITH THE TIMES

   

=
=
=

Garnered
Grain

AA EAT ALT RTE ;

 

Your accumulations may be “‘as good
as the wheat.’’ Very well. But after
you are gone there is the temptation
besetting your beneficiaries to use
up, or divert the principal. They
possibly will exchange for a_ less
sound proposition.

That risk and others, can be fore-
stalled in a will, by naming this
Company as general trustee of your
estate. <A well-drawn will becomes
Law, and receives the support of the
Court.

THE MICHIGAN TRUST Co.

OF GRAND RAPIDS

13

 

 

 

 

 

GRAND RAPIDS NATIONAL CITY BANK
Crirty FRUST & SAVINGS BANE

ASSOCIATED

 

 

 

 

the city.
district.

 

CAMPAU SQUARE
The convenient banks for out of town people.

Located at the very center of
Handy to the street cars—the interurbans—the hotels—the shopping

On account of our location—our large transit facilities—our safe deposit vaults
and our complete service covering the entire field of banking, our institutions must
be the ultimate choice of out of town bankers and individuals.

Combined Capital and Surplus —.........___. $_1,724,300.00
Combined total Deposite 10,168,700.00
Cambined fatal Resources 2.008 13,157,100.00

GRA
CIT

ND RAPIDS NATIO
> €RBEUSYT. &@ SA

 

CITY

NAL
VINGS

ASSOCIATED

 

 

 

 

14

MICHIGAN TRADESMAN

 

August 11, 1920

 

One Hundred Per Cent. Increase in
Trade.

The “Olneyville idea,” designed to
protect and increase the business of
retail merchants in the annexed dis-
trict of the city, has become so suc-
cessful that it has heen tried out with
excellent results in several other com-
munities in Rhode Island and Massa-
chusetts.

Three years ago the Olneyville Busi-
ness Men’s Association got together
to find means of making the
of the district suffi-
ciently attractive to offset

some
trading center
losses in
trade which were being felt as the re-
sult of “splurge” advertising by the
big department stores.
sion of

Frank expres-
conditions in various lines
that the storekeepe1
in this populous quarter of the city
Was not

showed small

should, in
many cases, out of his business.

getting what he
Some of the merchants argued that
“the little fellow” had no ch
against the big department. stores,
which bought stocks in large quanti-
ties and benefited by more liberal dis-
counts and other trade advantages.
The “live wires,” however, called this
all poppycock and told the old-fash-
ioned storekeepers that the main rea-
district
would pay carfare to the center of the
city and

why the residents of the

leave their money was due
that
Olneyvillee merchants were asleep.

to nothing else than the fact

A “wake-up campaign was sug-
gested. It looked like a daring stunt
at the outset and there were many
who went into, it with misgivings. Its
said it was the
only road to follow, and their counsel

prevailed.

advocates, however,

“We'll
let the people here know we're doing
Tell them we’ve got the
goods and can offer prices that will
save them money by staying at home.

“Let’s advertise,” they said.

business.

Let us all be honest in our advertise-
ments. Don’t put out any false bait.
Give them some leaders and let them
see we mean to go through with this
campaign.” i
Here’s the way the scheme is work-
ed: The Business Men’s Association

guarantees the public that the indi-

vidual “ads” of the merchants are
bonafide. The organization will stand
for nothing shady. Each week in the
leading newspaper the association has
a display “ad” calling the attention of
the people to what its purpose is. Then
on the page with the district news,
the merchants print advertisements.
None of these are large, but each con-
tains a bargain atraction for every
Wednesday. The people watch for
these “specials” and it gets them to
the stores, where the merchants have
other atractions that tend to increase
their business.

One of the late announcements of the
Olneyville Business Men’s Associa-
tion says: “Give the best quality mer-
chandise at the lowest possible price’
is the slogan of the Olneyville mer-
chants, because it will increase the
volume of trade in this busy center.

“Olneyville merchants have tried
this policy and have found that thrifty
people in this section will take advan-
tage of real opportunities for saving
money, time and energy.

“Consumers know when they are
getting bargains, and through honest
advertising the public has learned to
place confidence in the anouncements
from Olneyville merchants. Olneyville
business men conserve space, energy
and capital to specialize in staple
goods of sound wearing quality which
are needed in every household.

“Special inducements are offered on
Wednesday, but you will find it to
your advantage to trade in Olneyville
every day in the week. List your
needs, visit Olneyville stores and veri-
fy the truth of the advertisements of
Olneyville merchants.”

East Providence took up the “Ol-
neyville idea” six months ago and
merchants there say it works like a
charm. Phenix, the center of a thriv-
ing mill center in Kent county, has
within a month fallen into line and a
big boom on “trade at home” is now
under way.

Leaders in the Olneyville plan are
constantly called upon to appear in
different places and review the success
of the undertaking, which certainly
has put Olneyville on its feet as far as
a trading center is concerned.

 

    

WM. H. ANDERSON, President

HARRY C. LUNDBERG, Ass’t Cashier

 

Fourth National Bank

Grand Rapids, Mich.

United States Depositary

 

Savings Deposits

 

Commercial Deposits

3

Per Cent Interest Paid on
Savings Deposits
Compounded Semi-Annually

I
3%
Per Cent Interest Paid on

Certificates of Deposit
Left One Year

 

 

 

Capital Stock and Surplus

$600,000

LAVANT Z. CALKIN, Vice President

 

 

 

J. CLINTON BISHOP, Cashier

ALVA T. EDISON, Ass’t Cashier

 

 

Flat Opening
Loose Leaf Devices

EPL OsEJEAF(@ |

GRAND RAPIDS, MICHIGAN

 

We carry in stock and manu-
facture all styles and sizes in
Loose Leaf Devices. We sell
direct to you.

 

 

 

 

Michigan Hinauce
Corporation

FLINT and GRAND RAPIDS

Capital $4,500,000.00, Cumulative Participating
Preferred Stock, 600,000 Shares of Common Stock

 

OFFICERS:
ALBERT E. MANNING, President

Resigned as Deputy State Banking Commissioner to accept Presidency
of the Corporation.

C. S. MOTT, Vice President

Vice President of General Motors Corporation. President Industrial Savings Bank.

CARROLL F. SWEET, Vice President
Vice President Old National Bank, Grand Rapids.

CLARENCE O. HETCHLER, Secretary

President Ford Sales Company, Flint.

GRANT, J. BROWN, Treasurer

Cashier !ndustrial Savings Bank, Flint.

DIRECTORS:

W. P. CHRYSLER ‘ LEONARD FREEMAN
Vice President Willys-Overland Co,, President Freeman Dairy Co. Direc-
Director Industrial Savings Bk., Flint. tor Industrial Savings Bank, Flint.
FRED J. WEISS FLOYD ALLEN
Vice Pres. and Treas. Flint Motor Axle President Flint Board of Commerce.
o., DirectcrInd. Savings Bank, Flint. President Trojan Laundry, Flint.
E. R. MORTON S. A. GRAHAM
Vice President City Bank of Battle Vice President Federal-Commercial
Creek, Mich. and Savings Bank, Port Huron, Mich.
HERBERT E. JOHNSON ‘CHARLES E. TOMS
President Kalamazoo City Savings Cashier American Savings Bank,
ank, Ka'amazoo, Mich. Lansing, Mich.
DAVID A. WARNER A. C. BLOOMFIELD

Travis-Merrick-Warner & Johnson, Vice President National Union Bak
Attorneys, Grand Rapids, Mich. of Jackson, Mich.

 

Old National Bank, Grand Rapids, Registrar.

R. T. JARVIS & CO., 6054-606 Michigan Trust Building,
Grand Rapids, Michigan.

GENTLEMEN:
Without any obligation on my part, please send me full information

regarding the purchase of Michigan Finance Corporation Preferred and
Common Stock, which is

SOLD for CASH and on the MONTHLY PAYMENT PLAN

 

Name,

Address,

R.T. JARVIS & COMPANY

Investment Securities

 

605%2-606 Michigan Trust Bldg. Citizens Phone 5433. Bell M. 433

GRAND RAPIDS, - MICHIGAN

 

 

August 11, 1920

How To Meet Adjuster Following a
Fire Loss.

The attitude of the insuring public
toward the insurance contract has al-
ways amazed us. Anyone undertak-
ing to enter into an ordinary business
contract would be very sure to see
that all of the terms and conditions
of the contract were clear and well de-
fined and thoroughly understood so
that the contract would be enforcible
and not subject to misunderstandings
and possible contest by one or the
other of the contractual parties.

The average assured depends upon
the writing agent to take care of his
interests in the effecting of insurance.
He accepts from an agent, without
question, any policy written in any
way and puts it into his safe without
further thought until such time as he
may pull it out for the purpose of
making a claim against the company.
He has no use for this contract or
any particular interest in it until he
does suffer a loss. When calamity
has befallen him, he is indeed vitally
interested, but oftentimes he finds
that, as a consequence, he is going to
suffer in the adjustment of the loss.

Many assured, in order to derive
the maximum benefit out of their
patronage, scatter their insurance
among a number of agents. Since no
one agent has the majority of the
line, he does not greatly concern him-
self as to whether the assured has full
and complete coverage, but only de-
livers his own policies written as well
as his office is able to effect them.

We desire to impress upon _ the
minds of the insuring public the nec-
essity of having insurance contracts
well in hand, so that, after a loss,
policies may be in order and speedy
and fair adjustments made. Large
policyholders oftentimes have well or-
ganized insurance departments which
are qualified to examine policies as
they are delivered and which see that
at all times the conditions of the
policy are lived up to, especially as
regards co-insurance, and, therefore,
stand to protect the interest of the as-
sured. There are insurance service
institutions and auditing companies,
which, for a fee, engage to examine
all policies of a client and give him
honest and competent insurance ad-
vice.

The interests of the assured are
well taken care of under the plans
above outlined and it is to the insur-
ed who does not come within these
classes and who attempts to handle
his own insurance affairs, that this
editorial is particularly addressed.
Such a policyholder should realize
that the average agent is writ-
ing business for a commission,
and that this self interest may
at times rather becloud his judg-
ment. If, however, he has the greater
part of the line, it is for his interest
to represent the assured as well as his
companies, and, therefore, he does
give honest insurance advice, but there
are many policy holders whose insur-
ance accounts are in deplorable condi-
tion because of the fact that they
know but little of the details of in-
surance and are content to let matters
take care of themselves.

“Better be insured than sorry” is a
well known insurance slogan, but in
order to be well insured and in posi-
tion to face the adjuster without fears

MICHIGAN TRADESMAN 15

or qualms, it is necessary to exercise
some thought and diligence to be pre-
pared against the fatal day of reckon-
ing.—Live Coals.

ee,
Small Number of People Responsible.

Nothing could be clearer to anyone
familiar with the fire losses in this
country than that the big business
man particularly in tailing to meet
responsibility for fire safety of his
premises. Just at random the other
day we gathered from the material at
hand a few examples. For February,
1919, State Fire Prevention Commis-
sioner Bell of Tennessee reports 271
fires causing a loss of $461,256.
Twenty-one of these fires in mercan-
tile and industrial occupancies—all
the fires listed for these occupancies—
caused a loss of $208,459. Here we
have 42 per cent. of the Tennessee
loss in one month in seven per cent.
The Journal of Com-
merce reporting the fire losses for the
month of May, 1920, shows a total
loss for the month of $25,440,330, but
sixty-four fires credited with losses of
$100,000 or more brought a total fire
damage of $16,564,000. Here we have
nearly two-thirds of the loss of the
whole country for the month of May
in just sixty-four fires. As there were
no conflagrations of any importance
this means that sixty-four corpora-
tions and individuals in the United
States, by their failure to observe
rules of fire prevention and fire safety
saddled upon society more than $16,-
000,000 in fire losses. This is not a
diatribe against the business man. The
trouble with him is that he is as care-
less and indifferent as most of us are.
These examples can be multiplied al-
most indefinitely.

Now why is this business man pe-
culiarly responsible? Because he has
been entrusted with great values

of the fires.

-which are concentrated in a compar-

atively small area, and because he
knows or should know that no fire de-
partment can hold the losses on his
premises to a low figure once the fire
gets a start of a few minutes and he
has failed to take necessary precau-
tions to prevent fire from starting or
to prevent its spread should it once
begin burning. In spite of the ex-
pense to which his city has gone to
furnish the fire apparatus made nec-
essary by his concentration of values,
no city department can hold a fire
loss in the large unprdtected mercan-
tile and industrial occupancies to a
small figure unless it can be assured of
access to the fire immediately after
it starts.

Inspection of property of business
men does not meet the situation.
Some defects may be corrected after
the visit of the inspector but within a
few weeks all is as it was before the
inspector’s visit. It is necessary that
there shall be someone in every plant
responsible for its fire safety. Some-
one should fix responsibility for fire
safety, a responsibility as vigorously
enforced as that for production and
sale of products handled. Inculcaiton
of this responsibility is the way to
success, for once this is present, it
will lead to thoughtfulness, careful-
ness on the part of the management
and employes as well as to the em-
ployment of modern methods of send-
ing in fire alarms and extinguishing
fires.

 

Insurance in Force $80 000,000

Assets $3.£86 069 ( M:

—

Mercuanrs Lurn INSURANCE COpIPANY

WILLIAM A. WATTS, President
CLAUDE HAMILTON, Vice Pres. FRANK H. DAVIS, Secretary
JOHN A. McKELLAR, Vice Pres CLAY H. HOLLISTER, Treasurer
RANSOM E. OLDS, Chairman of Board

Offices: 4th floor Michigan Trust Bldg., Grand Rapids, Michigan
GREEN & MORRISON, Agency Managers for Michigan

 

 

 

The Grand Rapids Merchants Mutual
Fire Insurance Co.

STRICTLY MUTUAL

Operated for benefit of members only.
Endorsed by The Michigan Retail Dry Goods Association.
Issues policies in amounts up to $15,000.

Associated with several million dollar companies.

Offices: 319-320 Houseman Bldg. Grand Rapids, Michigan

 

 

 

The Joy of Living

The joy of living largely depends upon

the elimination of care and worry.

A Living Trust is a plan that will relieve
you of the care and management of your

estate.

“YOU AND YOURS,” our monthly trust

letter for July, discusses this matter.

We will gladly place you upon our mail-

ing list without charge, upon request.

[FRAND RAPIDS [RUST | OMPANY

GRAND RAPIDS, MICH.
OTTAWA AT FOUNTAIN BOTH PHONES 4391

 

 

16

MICHIGAN TRADESMAN

 

August 11, 1920

 

REAL FURNACEMAN.

Slogan Used To Advantage By Local

Dealer.
“Advertise?”
“Sure!”
“Orders?”

-

“Lots of em.”

That is what makes good furnace
business and is the plan practiced by
Charles S. Weatherly, 949 Cherry
street, Grand Rapids, who advertises
his ability as “a real furnaceman” and
gets a volume of warm-air furnace
remodeling work that takes the “dis”
cut of discomfort and has a host of
satisfied home owners boosting his
business.

Here is a sample of direct results
from his advertising and the catchy
line that brought the order—“Get the
real Furnaceman to Install or Re-
model the Furnace.”

It caught the eye of a man and his
wife who had recently bought a home
which had a “refrigerating plant,” not

The size of leaders and wall stacks
were enlarged to get a good supply
of warm air and the arrangement was
as shown in the accompanying plan.
A side wall register 10 x 14 in. con-
necting with a 3 x 10 in. pipe, which
came up behind a sliding door, was
the means of heating the front room.
This 3 x 10-in. offense was taken out
and, by extending the woodwork
about 3 in. into the room, space for
a 10-in. round pipe was made.

The sitting room was treated iden-
tically except that the 10-in. round
pipe connected with a 10 x 14-in. floor
register. On the opposite side of the
room a 14 x 18-in. return air register
connecting with a 14-in. duct is pro-
vided.

A 9-in. warm air pipe was run on
the opposite side of the hall to a 10 x
12-in. register and the old 7-in. re-
turn air pipe was removed and its
place was taken by a 12-in. round
pipe connected with a 14 x 16 wood
face.

The one inadequate 3 x 9-in. stack
which was supposed to heat the bed-

 

 

 

  

  
     

  
 

 

   

a heating plant, in the cellar. And no
wonder a comfortable temperature
a —2 —_.
i
12% 15" KITCHEN
Register
pgs el
it x 44, ;
it 4& l0xl2 Register
j 1% EA "x/2 "Riser
oe an
“sf ct rz
io = 10x14 "New 3
| BATHS. Register / |

 

cid

FRONT ROOM

   

DINING ROOM

| 08720 a ee
Regis ter 2x15 Register,

 

 

 

 

£ .
©
“we
Ss
HALL
‘meee
C—3Hot Pipes
C2 2Return Air

 

Plan of Residence

Heat by the

“Real Furnaceman”’

small pipes to
heat seven rooms and bath, five on the
first floor and two on the second floor.
There was no heat pipe to the kitchen
and one 3 x 9-in. wall stack was pro-
vided to heat two large rooms up-
stairs. A wood duct 12 x 24 in. in
size brought a supply of cold air to the
furnace from outside.

The wood duct was replaced by an
inside air supply taken from four
points by means of three 12 and one
14-in. galvanized iron ducts, thus
avoiding a rush of air across the floor
as would be encountered if taken from
one central point.

It was found that the steel base was
nearly rusted away—the furnace was
of steel with brick lining—and when
the top casing section was removed,
a worse condition was found.

When the lady of the house was
asked to view the “remains” she called
her husband and he at once gave an
order for a The one
selected pot, a
52-in. casing and a rated capacity of
19,000 cu. ft. of space.

was impossible—six

new furnace.

had a 26-in fire

NaS ibe il os Ne ERR bie ap cee SS eA

room and bath was replaced by a 9-in.
round pipe after the woodwork had
been extended about 3 in. on bath
room side.

In the dining room the position of
the floor register 2 ft. in from the
baseboard was an annoyance as it in-
terfered with the rug. To remedy
this a 10-in. round pipe was brought
up through a closet and a 10 x 14-in.
side wall register was attached to it.
A return air register 12 x 15-in. con-
necting with a 12-in. duct was put in.

The kitchen had not been heated
under the old arrangement but a 10-
in. wall stack and 10 x 12-in. side wall
register was installed as was a return
air duct 12 in. in size.

The requirements of the two bed-
rooms on the second floor, which
were dividing the heat from a 3 x 9-in.
wall stack, were better taken care of
by an 8-in. round riser running up on
the opposite side of the house, as
shown on plan.

The changes made gave satisfactory
service in the severe weather of Michi-
gan and the owners are happy, for

when paying their bill, they said that
they were glad to have called “Real
Furnaceman.”
—_—2<+~.___
The Dime Out of Date.

Once upon a time, as all really good
stories used to begin, the housewife
could buy a can of No. 3 tomatoes
at the grocery store for ten cents.
She could also buy a can of corn for
ten cents, likewise a can of standard
peas.

Among the other things her little
dime would get for her we may men-
tion a large can of sauerkraut, an
egually large can of hominy, a small
one of the first-rate pork and beans,
any of several items of canned fish,
her choice of various excellent brands
of condensed milk, or a tin of ap-
petizing, satisfying ready-to-serve
soup.

3ut what does a dime get her to-
day? <A dime at this troublous mo-
ment in either commercial or political
history is so small that she needs
a magnifying glass to see it at all—
and it gets her nearly nothing. Verily,

the “ten-cent seller” is but a vague
memory. The 1920 model retail gro-
cer will have no more to do with a
dime than the erstwhile “nickle-show”
man will have to do with a five-cent
piece. He, like the rest of us, is the
victim of conditions as yet uncon-
trolled.

He will no longer sell the house-
wife a can of corn, or standard peas,
or hominy, or pork and beans for ten
cents, because he can’t, without turn-
ing his store into a charitable insti-
tution and applying for a reservation
in the poorhouse.

One of the chief purposes for which
the dime was made was to expedite,
simplify, and promote the sale of
canned goods. It no longer serves
that worthy purpose.

 

 

a InGetting
e, COSTS
: Writeto
BARLOow Bros.
GRAND RAPIDS, MICH.

SHORT CUTS

 

 

 

 

BE CAREFUL

 

The number of people killed and seriously injured by auto-

 

 

 

mobiles or in automobile accidents is increasing appallingly.
Every issue of the paper carries accounts of frightful automobile
accidents. Automobiles striking pedestrians in the streets, auto-
mobiles meeting in headon collisions, automobiles sliding down
embankments, turning turtle, struck by railroad trains or inter-
urbans.

Most of these are caused by somebody’s carelessness! Our
great American demand for speed!

If you are going to drive a cat, drive carefully. Don’t speed,
you have lots of time—unless you are a doctor on a life or death
case. Keep your machine under control, see that your brakes
ate working right.

In nearing a school house or other institution where children
gather slow down. One-third of those killed and injured are
little children.

Go slower—when approaching a bridge, an intersection, a
cloud of dust, another car._ At railroad crossings do just what
the sign says: “Stop!” “Look!” “Listen!”

If you should injure somebody or kill someone through
your carelessness—the memory of it would stay with you until
your dying day. Suppose YOU should make some family father-
less or motherless, or make some sturdy happy young man or
woman a hopeless cripple, or snuff out the fife of a little child.

We can protect you only against the monetary loss.

Keep insured for fire, theft, liability, or collision. Select
your autcmobile insurance company as careful as you would
your bank. This is our statement as of June 30, 1920:

CLAIMS PAID.

: : : Number Amount
Since organization __§- cu, ee $474,993.24
First 6 months of 1920__. ee 119,575.16
mae te i: te 18,920.89
Current :— RESOURCES.
Cash in Banks, Commercial Account $40,708.79
Cash in Banks, Savings Account 38,000.00
U.S, Bonds and Stamps = 26,240.50
Tetras $104,949.29
Capital :—
Office Building and Site == $27,547.67
i tye. 10,806.96
38,354.63
Tr eee $143,303.92

Citizens’ Mutual Automobile Insurance Co.

HOWELL, MICHIGAN

 

 

Se eee

 

August 11, 1920 MICHIGAN TRADESMAN

17

 

 

 

PAUL STEKETEE & SONS
WHOLESALE DRY GOODS

GRAND RAPIDS, MICHIGAN

You can buy here a Complete stock of Dry Goods, Draperies, Hosiery, Underwear, etc.

All goods first-class in every way and: up-to-date—the reliable products of dependable mills
only. The following lines are shown in great variety, ready for shipment:

Brown Sheetings Printed Lawns White Goods
Bleached Sheetings Galatea Nainsooks
Wide Sheetings Woolen Dress Goods Piques
Sheets and Pillow Cases Storm Serges Bed Spreads
Cotten Ducks Poplins Damasks
‘Pichinae Suitings Laces
ORS Flannels Handkerchiefs
: Outing Flannels Crinoline
Prints Wool Blankets Linings
Percales Comfortables Underwear
Ginghams Taffetas Knit Goods
Organdies Messalines Sweater Coats
Silk Hosiery Silk Lisle Hosiery Cotton Hosiery

 

 

All These Goods Ready for Immediate Delivery

 

 

QUALITY MERCHANDISE RIGHT PRICES PROMPT SHIPMENTS

 

 

 

 

 

 

 

 

Edson, Moore & Company
Wholesale Dry Goods

DETROIT

Dependable, wanted merchandise
at correct prices always

&

Grand Rapids Office—Lindquist Building
Mr. M. W. Whims in charge

 

 

 

 

 

 

 

 

18

THE GOLDEN WEST.
How It Looked To Ex-Congressman
Belknap.
Written for the Tradesman.

While my mind is on the people
who make up the many villages of
Arizona and New Mexico, I must say
a word for the Indian. There are
many of them scattered about this
vast domain under many tribal names,
as in the Southern countries of Eu-
rope, only here in America they are
all “Indian.”

In the beginning the Indian owned
the country, then we foreigners came
in to get his hide and we had nearly
all the hides on the fence to dry be-
fore we found God. Then conscience
began biting us so hard we had to
let go our strangle hold to scratch
our backs well up between the shoul-
ders. After many days we are now
deeding back to them many of the
lands we had closed on them, without
even the form of a mortgage.

The Government has discovered by
the, investigation of many commis-
sions that the Indian has a soul, same
as the white man, and that a real live
Indian is of more value than a dry
hide on the fence. This accounts for
the Indian towns and schools which
are to be found along the Sante Fe
Trail.

These schools are models that it
would pay any community to follow,
and the towns—they are where there
is water or where water can be piped
or ditched to them. I am interested
in one built right on the trail, said to
contain two thousand people. Aside
from its church, all else are adobe
that might have been dropped from
the sky like rain drops.

The one main road through the city
comes in on the river side without
knocking, ‘looks about awhile, then
runs off a bit sideways and stops at
the church. There it bounces off to
the left, escaping between a horse
carall and a comfort station. Then,
as if trying to reform, it kinks a bit
just wobbles about until the driver
gets dizzy.

Besides the chauffeur there were
two others trying to drive our car
and I spent a lot of my time watch-
ing the back track for runover papo-
oses. How we ever got through that
town without killing our weight in
wild children is a subject to be thank-
ful for.

I have often wondered where all the
genuine Indian woven blankets came
from. Now I know. Some of them
are made in this wild town. There
are several mills down East that turn
out the Navajo blankets. That’s the

proper term, “turn them out,” but
they do create the real thing. There
is something about the real Indian

blankets the white man cannot imitate.
They have an odor, a style, a pattern
or design, asif the maker put her soul
in it. When you have secured a real
Indian blanket, you have part of an
Indian’s life—his being. Water and
soap will not wash the Indian out of
it.

Blankets are not the only industry.
Pottery, handshaped cups, vases and
plates, water jars and a hundred ar-
ticles ornamental and useful, are set
out to be sun dried and painted. In-
dian boys shape bows and arrows for

 

MICHIGAN TRADESMAN

the tourist’s trade. Indian girls bend
over intricate bead designs.

But there is another side to the
school boy Indian out in the canyons.
Along the sloping plains, wherever
there is water, you will find his tepee
and herds of cattle, goat and sheep.
He has learned the ways of the white
man. The ranch house is his castle.
His squaw is his wife, not his slave.
Her best dress may be an uncut sheet
of red bandana handkerchiefs, but it
is clean and covers all her body. So
the Indian is coming back to his own.

The church in this Indian city did
not have the appearance of the old
Spanish missions. If it was designed
by a white man, it must have been
built by Indian labor, not on the eight
hour plan. Some parts of it must
have been built after dark,

the air, seeing things by the wayside
in this untamed country.

The Colorado River some day will
aid in feeding the millions of people
that now congest our cities. It is just
getting a start at it, much of its
waters running wild, unharnessed, un-
tamed to-day.

After following its winding course
over many miles of jumpy roads, and
dry washes, we were coming to the
foothills, “The Needles.” All along
the mountain sides were prospect
holes. It seemed a touch of warfare
to drive gold, silver or copper out of
the trenches. Every drop of water
for man, beast or engine must be
hauled by trucks from the river, often

miles away. As we closed in on the

 

 

 

 

 

Hon. Charles

I have visited many of the old Span-
ish missions of the coast country. To
me they are a never ending subject
of interest. I can understand them,
but this church building takes on the
plan of the main street of the town.
It seems to be going somewhere all
the time. At every angle you view
it, it looks as if ready to jump or
maybe fly, but when the sun is go-
ing down behind the hill top, and you
listen to the music of the silver bell,
high up in the arched gable, you for-
got there ever was an architect to
plan unsightly temples.

In the last minutes of the evening
light, we slowly moved up grade, pass-
ing one of “God’s Acres” on the left,
white crosses in dreary
lonliness; on the right, a wail of soli-
tude, an old squaw lamenting for the
dead came drifting up the river. Many

countless

times when I was a small boy I had
heard that Indian wail, causing creepy
tingles up my whole body and now it
seemed the wail of a passing race.
The monastery bell in al! its charm
failed to clear the trail. The resting
place for the night was an heur’s ride.
In all the way I was hearing things in

E. Belknap.

hills, lonely miner’s shacks gave a bit
of life to the scene.

Mile after mile the trail followed
the grades. In vain we looked at the
peaks for an outlet that we knew
must be there, the hills being so blend-
ed in their colors and outlines. Grad-
ually the trail wound about the base
of a foothill, the gate was open to a
Canyon on either side. “The Needles”

August 11, 1920

were climbing up to touch the sky
and the road was fine, smooth hard
gravel and stone. By the trail map
there should be a city close by. It
would not be fair to give the name
of this city, for to-day it is a busted
community. Stocks are quoted low.
Next week some venturesome cuss
may strike it rich and it will boom.
The entry to this place was marked
by two lines of empty miners’ cabins.
No two builders employed the same
architect. The owners came from all
parts of the world, with all sorts of
plans and material, except paint.

A half mile of this and we met a
couple of kiddies, girl and boy, with
their dinner boxes and school books.
By their happy faces we sensed the
days of long ago, the boy beauing
home from school his best girl. By
way of greeting I said “good even-
inug, my boy. What’s the matter with
this town. Why so many vacant
houses?” “Ah, you gwan, you ain’t
seen all this town yet.” We went on
for ten miles. That town was two
rods wide, Our car, a | Packard,
switched back at several turns to get
turning space.

About half way up there was a sag
in the hills. There, in the industrial
and commercial center, the buildings
draped in flags, the people were hold-
ing a carnival. It would have been
possible to select a regiment of physi-
cally fit men for any arm of the serv-
ice. Some of these men were still
in their overseas uniform. Some were
cowboys in their costumes. All were
profuse in their admiration of our
car. The further we got into that
town the more interested we were in
trying to find a way out. All the
time we followed the highway, though
we often circled entirely around a
man’s house, getting a look into both
parlor and kitchen, a moment later
looking down on the roof. We put
the car in low and kept in there
nearly all the afternoon. If Gabriel
ever should want a lot of angels all
he need do is to fence up each end
of the canyon and fit wings on the
inhabitants.

On the summit we halted our car
to view the grandeur spread out be-
fore us and to eat our lunch. While
we were there a young Mexican and
his wife came up in a wagon. The
horse shied at an object in the road,
the man picked up a club from the
wagon, jumped down and killed a
rattler, half as long as a rail. They

 

right way.

 

mail.

380 East Eleventh Street

Bankers Use an Interest Book.

 

To Price Your Merchandise the Right
Way on Selling Price Use

Ready Profit Percentage

Profits are fiaured out for you right to the
even to the fraction. : ? gives

These prices are figured on

Ready Profit Percentage will be sent to any ad-
dress in the United States upon receipt of $1.30 by

GEO. A. GILBERT & CO.

Why Shouldn’t a Merchant Use a
READY PROFIT PERCENTAGE BOOK?

selling price—the

Portland, Oregon

 

 

 

 

maleate

 

 

af mn

pentane ASO No

 

 

 

August 11, 1920 MICHIGAN TRADESMAN

19

 

 

Announcement

 

 

 

The Corl-Knott Co. has now moved from our building to its own build-
ing across the street, and we shall immediately begin remodeling our entire
building. This expansion will enable us to carry larger and better assort-
ed lines of merchandise. We shall also install pneumatic tubes and other
modern equipment which will enable us to better handle your business.
You will then receive a duplicate invoice in each package, as well as an or-
iginal by mail. On every floor we are installing complete modern sample
show rooms so as to better facilitate buying in the house.

Our fixtures will be completely remodeled on the most modern lines
and we can confidently say that our merchandising methods and equipment
will be the last word in the wholesale dry goods business.

This doubling of our floor space will enable us to add other depart-
ments and enlarge certain of our depa~tm<nts in accordance with the needs
of our trade.

We are constantly increasing our house and sales forces in order to
handle our large increase in volume of business. We think that business
will continue to be good this autumn and have stocked merchandise ac-
cordingly. The wise merchant will get the business because he is now buy-
ing the merchandise he needs and the others will lose the business because
they will not have or will not be able to buy the merchandise when they need
it to sell.

On our sixth floor we are beginning the installation of equipment to
manufacture such merchandise as we handle in those lines. This will not
only assure you of merchandise at most reasonable prices but also of a
quality unexcelled.

We shall have a Grand Opening Sale later—probably in October—
but meanwhile we invite you to visit us and note our progress toward mak-
ing this house the most complete and modern wholesale dry goods establish-
ment in this section.

 

 

GRAND RAPIDS DRY GOODS CO.
GRAND RAPIDS, MICHIGAN

EXCLUSIVELY WHOLESALE NO RETAIL CONNECTIONS

 

 

 

 

 

 

 

 

20

were a fine couple, had a sheep ranch
in the valley we were going into and
were on their way to the town we had
passed through to attend a dance.

The girl was strikingly handsome,
had a beautifully embroidered skirt
and a silk scarf to cover her wealth
of raven hair. The young man’s hat
had a gold cord that weighed a pound
and the costumes of the two must
have cost a season’s wool crop.

He pointed out his ranch house in
the “Mesa.” Later, as we passed by,
we saw the fenced garden with flow-
ers and vegetables, an artesian well
flowing plenty of water, a little world
all their own. If they had a worry it
must have been the high cost of Mexi-
can embroidery and gold hat cord.

On the winding road we passed
from an elevation of 3,500 feet to
twenty miles of Mesa meadows, then
gradually up again to an altitude of
3,300. This Mesa is geographically
known as the Sacremento Valley in
the midst of the Black Mountains, the
Treasure Chest. To get this treasure
of gold, silver and copper, men give
even their lives. I never looked up
to those prospect holes that stare at
you from the arid mountain side but
I think of a cool, shady swimming
hole in the Wolverine country. I see
myself with a bass rod. It is much
more romantic than a miner’s pick.
To me those painted mountain tops
look better from the outside than
from a rat hole inside.

However, there is no combination
to raise the price on Arizona air. One
man told me when he first arrived in
the country, he got all the air for
his system through a bicycle pump.
He now runs a garage and supplies
air free to all autos on the trail. The
air from river valley to mountain top
is full of kick. It is not 2% per cent.
stuff and were it not for the dust, one
white collar would last the season
through.

There is also a lot of good drink-
ing water in the state, but most of it
is hidden away in the hills, to be
piped into the towns often miles away.
At the bend of the trail, there was a
pipe that led out of a canyon. Ear
up the sloping plain, there was a
stockman’s adobe ranch house blister-
ing in the sun. With a five gallon
tin oil can, the mother of that home
had come to the water tap. First she
turned the water over her hands and
face, drinking often between times,
then slipping her arms through a pair
of straps, she adjusted the load like
a soldier’s knapsack between her
shoulders and set her face to the
ranch. This was one of the every
day chores, the same as cooking the
meals and washing the dishes. It
certainly was two miles all up grade.
How good that water must have
tasted to the kiddies, how grand the
mother love of that bit of a woman.
Saint Peter at the gate will credit
the glistening tin water can with more
value than the solitaire that shines
on some wealthy woman’s throat.

Charles E. Belknap.
—_—_—_»~-~<___

The merchant who knows no more
about his business than he has learn-
ed in his own store will be an easy
mark for a live, observant, studious
trade paper reading competitor.

MICHIGAN TRADESMAN

Selling Garments For the First Baby.

In the first place, there must be
something to recommend the depart-
ment to the expectant mother when
she first thinks of buying the little
fiarments. In her former visits to the
store, the baby department must
make a favorable enough impression
to bring her the first time. What
would appeal more than an attractive,
neat, dainty, cozy place?

If possible, there should be outside
windows where the sunshine will help
to make it a cheery place. The fix-
tures should be simple but appro-
priate. If eConomy in fixtures must
be practiced in some part of the store,
let it not be in the baby shop, because
a woman who might patronize a very
ordinary shop in purchasing her own
garments, will go to “the nicest baby
shop in town” to purchase the things
needed upon the arrival of the aris-
tocrat of the family. “Welcome”
should be the spirit that pervades
every nook and corner of the baby
shop, whether the expectant mother
has a limited income or a generous
allowance at her service.

The baby department should be
conveniently reached. Many expect-
ant mothers do not like to tramp the
whole length of a store in search of
the baby shop. Yet, it should to a
certain extent be secluded so that the
sensitive may avoid the gaze of every
passer-by or customer of the store.
Showcases, cleverly arranged, serve a
triple purpose in the baby shop. They
should be high enough to obstruct
the view from other parts of the store,
to ensure privacy. Thus, they would
also be conspicuous enough so that
they may easily be found. There
should be plenty of cases with attrac-
tive displays to interest the expectant
mother, as well as the hosts of friends
and relatives who will be looking for
suitable gifts for the baby.

Comfortable chairs, plenty of them,
should be provided and the counters
and tables should be of the right
height so that the customer may com-
fortably do her shopping while sit-
ting, if she prefers.

\ “looker” in a baby shop is a dis-
tinct compliment—evidently she has
been attracted by the interest dis-
plays and dainty merchandise. She
undoubtedly is looking for ideas—
many, many mothers still prefer to
make the little garments themselves.
Show her as many garments, and
more than she expected to see, advis-
ing her what materials are most de-
sirable, always with the tastes (the
amount that can likely be expended
in mind, so as not to embarrass her)
also what trimmings are daintiest and

 

prettiest, what patterns are being us-
ed, how much is required and demon-
strate how they are cut, if she seems
to appreciate or want help. The tact-
ful salesperson will know. She will
appreciate the courtesy, and nine
times out of ten she will buy a gar-
ment to be used as a guide. It might
be advisable to carry in the infants’
department yard materials which are
commonly used for baby garments.

Just another word about the “look-
er.” Even if, after you have given
her all the information she needs to
make the garments herself, she does
not buy a single piece, she will ap-

preciate the kindness and will come
to you for the little shirts, bands,
bootees, etc., which she must buy
ready made.

A display of nursery furniture al-
ways attracts attention. Draw her
attention to it, inviting her to come
in again and you will show her the
complete line.

Choose the best, the most intelli-
gent, the most sympathetic, the most
human salespeople in the store’s em-
ploy for the baby department—it is
the most important department and
should be made the strongest, most
successful one. “Immense structures
can only be built on strong founda-
tions.”

Let the strong foundation be the
baby shop. The people in the in-
fants’ department must be more than
just department buyers, managers and
clerks; to gain the complete confi-
denc of the expectant mother, they
must know all about babies, they
must be prepared to, in a way, be a
second doctor, a practical nurse, a
dear friend, a sweet mother. They
can do more for the baby’s welfare
than they imagine. They must have big
hearts; keen intelligence, and, last but
not least, an extra supply of tact and
common sense. They should not only
know whether the mother should buy
wool or silk, what a January baby
needs, or what are the requirements of
a baby born in July, but have a gen-
eral knowledge of the baby’s food, the
bath, ete.

Rather a big bill, isn’t it? But isn’t
it reasonable that when-an expectant
mother is.made to feel that she can
come to Miss -, at Blank’s store,
with her problems, and get intelli-
gent information, that store will be
her first thought in the future?

 

Of course, once a store knows that
a customer is interested in baby
things, no stone should be left un-
turned to keep her interested, not
only in baby things, but in baby
things from your store. Keep a list
of all customers in this department
and use the telephone and Uncle
Sam’s mail service. Personal atten-
tion is very important. Often a per-
sonal letter from the clerk who has
made a previous sale, in which she
tells of something new or interesting
in a chatty way, will put just the
right amount of friendliness where it
is appreciated. Of course, the type of
the customer must be very carefully
studied. It would be impossible to

 

August 11, 1920

lay out any prescribed course of treat-
ment for all customers.

Direct newspaper advertising and
circular advertising should be gener-
ously used, and the infant’s depart-
ment should get just a bit more than
its share of window display. Upon
the arrival of the baby, a baby record
book or something similar, accom-
panied by a letter of congratulation,
will be appreciated by most parents,
and the book serves as a reminder for
many months, yes, years.

A display of layettes in some part
of the department at all times is a
good thing. Whether the expectant
mother buys one complete or not, it
will always serve to remind her of
the things she has not as yet pur-
chased.

Condensing it all; if the depatment
is attractive and complete and the
salespeople intelligent, human, tact-
ful and above all, interested, the ex-
pectant mother will find it easy and
the most natural thing in the world
to come back again and again.

Olivia K. Miller,
(J. W. Knapp & Co., Lansing.)

Fifteen Reasons Why the Merchant
Failed.

He did not know how to advertise.

He did not keep up with the times.

He tried to do everything himself.

He tried to save by hiring cheap
help.

His word could not be depended
upon.

He looked at every system as use-
less red tape.

He strangled his
cheese-paring economy.

He did not have the ability to mul-
tiply himself in others.

He did not think it worth while to
look after little things.

He ruined his capacity for larger
things by burying himself in detail.

He never learned it is the liberal
policy that wins in business building.

His first success made him over-
confident, and he got a “swelled
head.”

He thought he could save the
money which his competitors spent
for advertising.

He did not take inventory twice a
year.

He did not have confidence in his
helpers.

progress by

Lc aa :

One second at the right time is

worth more than a thousand to-mor-
rows.

 

 

Burnham, Stoepel & Co.
Wholesale Dry Goods

48 North Ionia Ave.

Citizens Phone 1474

Grand Rapids,

Michigan

 

 

 

 

 

 

ee

caeieecattateniees oes . . ———
DOA AS SLUGS TSS SAE SANGRE NN LOE Die ath nd hay I aD rman hss Bees Pose ut Si aa tn ic trea snare sth aie manta

August 11, 1920 MICHIGAN TRADESMAN 21

Blue Buckle Over Alls

LUE BUCKLE OverAlls and Coats sell easier

and sell faster than other work garments because

the demand is greater. Wearers have proved Blue

Buckles are the biggest value work-garment in
( America.

Look at Blue Buckles’ sturdily woven indigo-blue

denim, enduring Union workmanship, special features
like the solid reinforced backband, tack - stitched
pockets and seams. They’re the things that mean
wear and service, that bring back Blue Buckle
customers again and again.

We're driving home the story of Blue Buckles
quality to overall wearers in magazines, farm and
trade papers, brotherhood publications, newspapers,
and on billboards in 1500 towns and cities.

Make your overall trade bigger and more profitable
with Blue Buckles. Get them from your jobber.

 

 

 
 
  
 
   
   
  
 
 
  
  

“Strong

for
Work”

TRADE MARK

RN

 

   

 
 

Copyright 1920 by
Jobbers OverAll Co.
ne.

 
  
  
 
 
 

Placing girder in hull ofan
American merchantman in
an Eastern shipyard.

 
  

 

 
 

Blue Buckle OverAlls and
Coatsare sold only through
the jobbing trade— the most

oe Blue Buckle “Buddies”

 

tribution for both retailer : ;
and manufacturer. Samples, are the best wearing play garments for children sold anywhere.
Co oe peer Made in sizes from 4 to 16 years they duplicate the men’s gar-
cally every jobbing house in ments in every detail. Their sales possibilities are enormous.

America. We request that you
write your jobber. Should
he not carry Blue Buckles

he can order nem forsee. | JODbBers OverAll Company, Inc., Lynchburg, Va.

New York Office: 63 Leonard St. Wm. T. Stewart, Representative
Largest manufacturers of overalls in the world

i

 

 

 

 

 

22
PRICE REDUCTIONS.

Reasons Why No Real Loss Is In-
volved.

By reckoning profits and losses ac-
cording to units of merchandise, in-
stead of in dollars and cents, it is
possible to explain much more satis-
why the returns

during the period of inflation were

factorily money
much larger than they were in normal
times. Figuring on the same basis
according to a representative clothier,
it is also indicated that no matter how
merchandise depreciates no actual
loss should be shown. The tendency
has been, he explained, to disregard
this method of comparison and to
dwell only on the situation from an
angle of dollars and cents. He point-
ed out that it was necessary when
prices were advancing to revalue re-
tail stocks in with the
market unless the retailer
determined to go out of business.
With conditions changed about and
stocks should be
same reason

accordance

advances

prices declining,
marked

they were marked up.

down for the

“The public has been largely misin-

formed,” he said, “concerning the
reasons for large profits during the
period of inflated values. It was quite
possible for a concern to maintain its
ordinary percentage of profit and still
make a good deal more money than in
ordinary times. By simply consider-
ing the matter from a standpoint of
than

from the angle of dollars and cents,

units of merchandise, rather
it can be easily shown why the profits
were bound to be larger.

“Take clothing as an example. If
in 1913, a thousand suits were bought
at $20 the capital required to operate
that business would be $20,000. If no
price advance was in prospect, the re-
tailer could mark those suits at a price
that would yield him his ordinary
profit and the money required to buy
1,000 more suits at $20. If, however,
the wholesale price advanced after he
had received those suits, it would be
necessary for him to add to the price
in order to be able still to buy 1,000
But
what would happen if he made no al-

suits. consider for a moment

lowance for the wholesale increase.
The money he got through the sale
of the suits would not represent 1,000
It might represent merely 800.
Reducing his problem to its logical
outcome, the time would come when
he wouldn’t have the capital to buy
a tenth of his needs.

“Going ahead with the case of the
man who raised his price in order to
buy his normal quantity of merchan-
dise, the result would be a constant
increase in the capital of his business.
Where $20,000 was represented in
normal times, the capital necessary to
finance the purchase of 1,000 suits
would increase perhaps to double its
size. As wholesale advances were
made, he would find that $40,000 was
required to buy. All during this time
his percentage of profit remained the
same. In dollars and cents, however,
a large increase would be shown.

“Now, as I have pointed out, if a
merchant wanted to stay in business
it was plainly necessary for him to
mark his merchandise on its replace-
ment value, otherwise he could not
provide himself with funds sufficient

suits.

 

MICHIGAN TRADESMAN

to supply his trade with its normal
requirements in merchandise units.
The question of old stock bought be-
fore the large market advances does
not enter into the matter. If an ar-
ticle was bought at $10 and a similar
article at $15, when the market value
rose to $20 it would be necessary to
add $10 to the first and $5 to the
second article’s cost in order to have
enough money to purchase two more
articles of the sort. The extra money
added to the cost did not go into the
merchant’s pocket. It went into the
price of the articles which had to be
bought to replace those sold.

“Now, when profits are spoken of
as coming from the enhanced value
of stocks bought on more favorable
terms, the profits can be considered
only as paper ones in view of the
fact that the profits so derived must
immediately be put into the purchase
of additional stocks at greatly in-
creased prices, that is, if the mer-
chant or manufacturer intends to
stay in business. He can’t take such
profits unless he decides to buy no
more goods.

“The conditions I have described
and the methods applied to those con-
ditions go to prove that it was pos-
sible for either a merchant or a manu-
facturer operating along accustomed
lines to make a great deal more
money than formerly and at the same
time in no way fall into the profiteer-
ing class. For those who saw easy
money and could not resist taking it,
there were a hundred different ways
to exact more profit and just as many
semi-convincing
the justice of
mands.

ways of explaining
their additional de-
Many business men were un-
conscious profiteers, inasmuch as they
took into account in figuring their
costs contingencies that never hap-
pened. Thus, it was quite an ordinary
thing for a manufacturer to tack on
something to take care of further
wage increases, which might or might
not occur. The least rumor of a
shortened hour schedule also got
these gentlemen busy with paper and
pencil to figure how much more the

goods would cost.
“In the main, however, | really
think that the averagé merchant

could not bring himself around to re-
pricing his stock on the basis of mar-
ket values. The jumps were too big
to make him think it possible to put
the advance immediately into effect
with his customers. The general
rule, I think, was to make these prices
increase by easy steps. Therefore, in-
stead of being able to pick up $10
with which to meet the increased
wholesale cost of an article, the mer-
chant would ask only $5. In other
words, he could not immediately pass
along the wholesale increase to his
customers. Then it became neces-
sary, when he entered the wholesale
market for further purchases, to take
along part of his profits in order to
pay the additional cost of the mer-
chandise he needed. So that the or-
dinary thing, I believe, was that while
the honest merchant’s ordinary per-
centage of profit yielded him more in
dollars and cents, he was frequently
obliged to take some of these profits
and put them with the rest of his
money in order to place his usual
order.

esr ta tee ooh

“Considering the conditions which
have arisen since the break in prices,
the operation of a business on the
basis of units of merchandise will
occasion no actual loss to the mer-
chants. By this I mean that,( where-
as there will be a shrinkage of cap-
ital and a consequent shrinkage in
dollars and cents profits, the same
profit percentage may be employed
and the returns will gradually go
back to their former amounts. Take
the case again of the merchant who
bought 1,000 suits in 1913 for $20,000.
Last year the same quantity of suits
may have cost him $40,000. Now, as
values recede, let him keep selling
those garments at prices based on
wholesale values. When the price
comes down to $30 he can sell the
$40 suit at $30 and still not lose $10.
All he loses, if that can be called a
loss, is the difference in what the per-
centage of profit yields at the high
and the low figure. What the price
cutting operation means is the mer-
chant returns to his normal profit,
not that he has to take a loss be-
cause his stock depreciates in value.

“Of course, there is this to be said
about a price-cutting movement.
When declines set in the retail mer-
chant feels the effect first and his re-
have to be made be-
fore they appear in the wholesale
market. If he finds it necessary, in
order to meet competition, to reduce
prices below what must be paid to
replace that stock, he suffers not only
a profit loss but an actual loss. To
illustrate this on the basis of mer-
chandise units, if it costs him $30 to
replace a suit which he sells at a

ductions often

August 11, 1920

figure that places his wholesale cost
at $20, then he has to pay $10 out of
his pocket for the suit to take the
place of the one he sold.

‘But, all told, if the operation of
buying and selling is conducted along
the lines I have described, there is
nothing for the merchant to fear ex-
cept getting back to normal dollars
and cents profits. The tendency right
along has been to regard the risk of
a loss of capital on a declining mar-
ket as an actual loss, whereas such is
not the case if replacement values are
properly taken into account. The
element of risk is another matter.
There is no doubt but that, with prices
so high, in dollars and cents a mer-
chant has more to lose than .when
values were normal and lower. But,
when he sees the manufacturer fac-
ing the same risk and knows that a
decline in the retail end must mean a
decline in the wholesale branch, there
should be some comfort for him be-
cause, after all, if he has to sell for
less, so has the manufacturer. If the
same number of units cost him less,
he can afford to sell for less.”

————_.-——_
An Example of System.

The late J. Pierpont Morgan was a
remarkable example of system. As
an instance of this, Mr. Morgan visit-
ed Aix-les-Bains for his health, for
more than eighteen consecutive years.
He arrived there almost always on
the same day, at the same hour, and
on the same train. He stayed there
three weeks to an hour, and always
left on the same day, at the same
hour, and on the same train.

 

 

 

Gloves
Mittens

Sweaters

Caps
Hoods

b+

Perry Glove & Mitten Co.

Perry, Mich.

 

 

 

 

 

ee

 

SEE ARRAN Miah Sato oR age DR SE I

August 11, 1920 MICHIGAN TRADESMAN 23

 

What we are doing to make
Telephone Service Better

Hardly a week passes that does not see some plan or device in oper-
ation, or a prospect, that will make the telephone service more as
sy we both would have it.

  

During the past three and one-half years, for
instance, more than 10,000 miles of additional
telephone wires have been strung in Michigan.
These additional lines have added greatly to the
scope and quality of long distance and toll service.

 

A new cable connecting the upper and lower peninsulas of Michigan
has also been placed. ‘This cable has added greatly to the long dis-
tance service which we are giving Michigan.

soho les 27 att iat
ws

    

More than 6,000 switchboards have been installed in [gem lege | :

Michigan to date and as many more as can be pro- eo

cured will be placed at the disposal of subscribers eae
4 \ ASIEN,

desiring them this year.

All of these improvements and additions have been put through in the
face of the most difficult material delivery conditions Michigan has
evenenece, Great attention is being given the work in our opera-
tor training schools in the cities throughout Michigan,
that these young women may come to their tasks pro-
ficient, and with a full understanding of their re-
sponsibilities.

 

And so it is throughout every department of the business. Difficulties
are being experienced. The results are not always all that we wish. But
we will keep at work until we have overcome every obstacle to good
Service.

MICHIGAN STATE TELEPHONE COMPANY

 

 

 

 

 

 

24
Advantage of Employing Competent
Traveling Salesmen.

Webster’s idea of a salesman and
that of some whom one meets behind
counters do not agree. Where one
is interested in their respective ability
he tolerates a great deal more than
will the displeased customer. The
customer often quits.

“Do you know what I look forward
to?’ a traveling salesman asked a
friend one evening. “I look forward
to the day when I will have to peddle
no more; when I can walk into a
store with the feeling that I have as
much right there as any other cus-
tomer. I want some smart salesman,
or merchant, for that matter, to spot
me as a salesman—as they always
can do someway—and ignore me until

he gets good and ready, just as they

do now. Then I just want that sweet
five minutes of pleasure in which I’ll
tell him that I came in to buy and
not to sell—and then I’ll walk out.

In Missoula, Mont., a traveling au-
ditor stepped into a drug store to buy
soime sationery to fit some loose-leaf
books. Unfortunately he carried the
two loose-leaf covers under his arm.
He was a customer in reality, but a
salesman in appearance. For that
reason the girl at the front of the
store continued to talk personal mat-
ters with a woman who was leaving
the store, the man being left to enjoy
the scenery. How long the frost
would have lasted may only be judged
by one’s knowledge as to the limit
of two idle women’s conversation ma-
terial; but the auditor walked over to
the girl and asked:

“IT guess you mistook me for a
salesman—I am a customer. Does
that make any difference?” The girl
was flustered. She “thought’ it was
some one to see Mr. So and so, the
buyer.”” Hence she should worry and
didn’t. There are some salespeople
who might talk to salesmen to more
advantage than they talk to mere con-
versationalists.

There is a girl of the progressive
sort in the paint department of Bar-
ker Bros., Los Angeles. A man went
in there to buy some enamel and paint
to use in making a_ baby
good as new’—also to get some in-
formation. He went in to buy one
can of enamel, but what the girl sold
him was something more.

She listened to the man’s ideas of
what he had to do and wanted. Then
she showed salesmanship.

The paint man was in here last
week and I had him explain how to
do a job of this sort. Here’s a prep-
aration you need to take off the old
enamel. Then it won’t look so rough.”
(That was extra item number one.)
“And it is better to put on a coat of
flat-tone white paint before the first
one of the enamel.” )Extra number
two.) “These mornings are cool, so
the salesman said in putting on ena-
mel that it should first be heated, not
by putting it directly on the blaze,
but say in a pan of water. To get a
perfect finish you need a brush with
the bristles rubber set. Have you one?”
(As the man was contemplating a
brush that had painted everything from
fences to little toys, this meant ey: a
item number three.) ‘And here’s the
enamel—and this folder tells how to
use it.” That girl had taken an inter-

‘

crib “as

 

 

 

 

 

MICHIGAN TRADESMAN

est in the job rather than the single
can of paint which the man came in
originally to buy. Her salesbook and
the man’s impression of the store’s
paint department show the difference.

In many stores the rule is, “If they
leave without buying you can consid-
er them lost.” But in a certain city
south of Denver there came before
the writer’s observation a salesman
—-correctly named—who did let a
couple leave the store and yet prom-
ised the writer that they would return.
And, sure enough, they did with a
smile and the words, “We’ve decided
to take that $51 carriage;” for they
were looking at baby carriages.

“You must have sold them the first
time. How did you do it?” the sales-
man was asked.

“I knew exactly what they’d find
at the other two stores they would be
most sure to visit. You see, we are
the only store in this city that has
nerve enough to haridle real merchan-
dise. Others carry stuff at a price.
We do, too, of course, but we get into
higher grades. We never begin show-
ing a cheap article unless we are sure
the customer -wants and_ can
buy only that class—and these days
a salesman cannot be too sure on
that subject; for even a person who
looks anything but prosperous may
pull a roll that will take away your
breath. The laboring class is buying
better things. This couple was an
example. A $51 baby carriage would
seem above their pocketbook and—”

“Well, how did you know it
wasn’t?”

“Why, I simply found out that her
husband is with Speers, Pierce & Co.,
as foreman. Must be getting good
wages. When I found out that I be-
gan showing them the medium and
better grades, at the same time men-
tioning that we have them down to
$22.50, but that they are not good in-
vestments unless the person is limit-
ing himself to that mark. As they did
not bat an eye or ask any more than
to take a look at the cheap carriages,
I knew what they were prospects for.
I started at the point where the best
grade of the other places leaves off.
In better grades there are reasons for
the price. And if you get the price
you have to show something besides
price. I went over that carriage just
like my brother does at the automo-
bile agency. Showed the wheels, the
gear, the inside finishing, for that ap-
peals to the mother who wishes her
babe surrounded with looks and com-
fort. I straddled the body to give a
sight of its strength, showed how
firm it was on the springs, how it
could be turned to face mother or face
away, how easily the springs work—
then what a nice appearance it makes.
(At this point I rolled it up beside the
$22.50 style.) Let the mother run it
down the aisle, then the father; and
I knew when they looked at the one
on the next street they would see ours
right beside it. Guess they did, too.”

“Where do you get your talk?”

“Several ways. Women’s maga-
zines talk some about better house-
keeping plans, the advertisements do
some more talking, for they, like our-
selves, are talking points to women;
but the handiest form of getting the
information is in these little folders
some manufacturers get out. Here’s

one I am studying on fireless cookers.
It’s interesting. It gives me the pur-
pose of these, how they work and
what they will do. I get so that I can
talk more intelligently about ranges,
refrigerators and other goods than
the customers and some of the other
stores that sell by price only.

“Salesmen for the manufacturers
have to demonstrate to us and we
never miss getting their talk. It pays
in selling better grades—besides, it’s
a lot more interesting.”

Charles Abbott Goddard.

ee
To Organize National Jobbers Sales-
men.

The movement among the whole-
sale grocery salesmen of St. Louis to
form a joint association for promot-
ing their own and their employers’
interests has made such progress that
105 members, or about half those
known in that city, are already en-
rolled, and steps are under consider-
ation for making it a national associa-
tion.

There was informal talk following
the meeting of changing the name of
the association to something like the
“National Wholesale Grocery Sales-
men’s Association No. 1,” in order to
make it a national movement. To
this end an effort is to be put forth
to get the co-operation of both the
National and Southern Wholesale
Grocers’ Associations in order to get
the movement underway throughout
the country.

The Association expects to incor-
porate under the laws of Missouri as
soon as possible and a committee was
appointed with that object in view.

August 11, 1920

The salesmen now feel that they are
in position to put committees actively
at work to help promote the welfare
of the retail grocers, wholesalers,
manufacturers and brokers, as well as
their own kind. They anticipate re-
sults and request the full co-operation
of the entire trade. A button is to be
adopted in order that the member can
be distinguished.

With respect to handling specialty
orders, about which there has been
considerable complaint in the past, the
meeting adopted this resolution:

Whereas—It is the sense of this As-
sociation that no specialty orders shall
be accepted by our employers unless
the price and all conditions appertain-
ing to the sale shall show on the or-
der and that when a signature appears
not to be that of the buyer or invalid
in any way, the jobber shall not ac-
cept said order and that a copy of
this resolution shall be sent to the
wholesale grocers of St. Louis and al-
so to the secretary of the St. Louis
Auxiliary of the American Specialty
Manufacturers’ Association.

The purpose of this resolution, so
it was explained, is to lessen the re-
turns of specialty orders and that the
specialty men shall insert every price
and promise made to the retail grocer.
Also it is claimed this move is made
to protect the retailer, jobber, sales-
men and honest fair specialty men
from the evils which have crept into
this branch of the trade.

__~+-—-2

The happiest guy we ever saw was
one who sailed right into the thing
he wanted to do.
os.

Don’t be a parrot; let your talk
show that you have a brain as well
as a tongue.

 

 

The
Sanitary
Fly

Destroyer

Gets

 

sear a

TANGLEFOOT

 

50,000,000,000 Flies a Year
Vastly more than all other means combined

POISONS ARE DANGEROUS

 

The O. & W. Thum Company
Grand Rapids, Michigan

Manufacturers of

Tanglefoot Fly Paper, Tanglefoot Fly Ribbon,
Tree Tanglefoot and Tanglefoot Roach and Ant Powder

Non-

Poisonous

 

 

 

 

ee p arate en na Nero m
ee See te a a ia gue in aarp seh goa. fbeat cr amsbeennnd ~

August 11, 1920 MICHIGAN TRADESMAN

25

 

 

To Tourists and Visitors in
Grand Rapids

There is in our store a department of quite unusual interest. On our
second floor a large, beautifully decorated room is entirely devoted to
the display of art wares—china, pottery, glassware, novelties. Some of
the things are costly, but there are hundreds. of inexpensive pieces—the
sort of things you might like to pick up for yourself or to send to friends.
It pleases us to have people come in, even though they merely look
a and no one need feel the slightest obligation to make a pur-
chase.

Rookwood Pottery — Lenox China
Fine English and French China
Lamps and Shades
Engraved and Decorated Glass
Novelties

On the left as you enter the store is the Silverware Department and a few
steps further back you will find Vacuum Bottles, Jars, Carafes and Mo-
tor Lunch Kits. Our assortment of these compact outfits for carrying
and serving picnic meals is very comz!ete at present. We have them
equipped for four to six persons.

Our Sporting Goods Department is in the rear of the store. Lovers of
out-door life and sports will find this filled with things of great appeal.
There is everything for Tennis, Golf and Baseball, besides a most com-
plete line of Fishing Tackle, including a great variety of Baits, Flies, Etc.

Visitors are always welcome and no effort will be made to sell you any-
thing unless you wish to buy.

FOSTER, STEVENS & CO.

Hardware, Sporting Goods, China, Glass and Silver

 

 

 

 

 

 

 

 

 

26
Agreements As To Resale Prices
Contrary to Law.

This subject is not an easy one to
talk about. But it is important for
you all to have a clear understanding
about what you can do and what you
cannot do in this matter of price
maintenance. And I shall do my best
to give you a clear understanding of
the precise condition of the law on
this subject at the present time.

I have no time and you have no pa-
tience to waste on ancient history. It
is the present and not the past law
on resale price maintenance that we
are interested in at this convention.
Some of you can recall the good old
days of McKinley and Cleveland
when all kinds of so-called gentle-
men’s agreements about prices and
territory were much in vogue among
competitors. The then
very much the same as they are to-
day. But they were not enforced.
They probably were not ever known
to exist until somebody consulted his
lawyer to agreement
against some competitor who was so
ungentlemanly as to cut prices or to
invade territory. And then, as to-
day, there were a lot of ungentleman-
ly competitors.

It is interesting and important to
remember that it was not until these
gentlemen’s agreements were found
to be ineffective and were reinforced
by pooling arrangements by which
offenders could be penalized without
resorting to the courts that they had
any material effect on prices. And it
was only when they became effective
that there was created a public sen-
timent to enforce the anti-trust laws
and stop price maintenance and other
agreements which interfered with free
competition.

The railroads first felt the effect of
the Sherman law. The enforcement
of this anti-trust law brought on the
period of consolidation of 20 years
ago which in turn resulted in a rigor-
ous prosecution of the big industrial
combinations in the days of Roose-
velt and Taft, culminating in the
Standard Oil and the Tobacco cases,
the enactment of the Clayton Act
and the creation of the Federal Trade
Commission. All this is familiar
ground to you. And it is now settled
beyond doubt or question that any

laws were

enforce an

agreements as to prices between com-
between manufacturers
and distributors is illegal. Such an
agreements cannot be enforced. A
person injured by such an agreement
can recover three actual
damages. The parties to such an
agreement are even subject to crim-
inal proceedings. The law is plain.
The question is settled once and for
all unless Congress changes the law.

As you may imagine rather frantic
efforts have been made to escape from
this situation. Patentees and the
owners of trademarks, copyrights and
secret processes claimed the
right to establish resale prices by
agreement or notice. The courts at
first were far from unanimous but
finally after fifteen years of litigation
it is pretty well settled by decisions
of the United States Supreme Court
that the law of resale price main-
tenance is the same for patented as

petitors or

times his

have

MICHIGAN TRADESMAN

for unpatented articles. It makes no
difference whether you are selling
coal or Kodaks, leather or liver pills,
shoe findings or shoe machinery—
the law is the same. Resale price
agreements are illegal.

For ten years efforts have been
made to get Congress to enact a law
which will protect the manufacturers
of trade marked articles, sold under
their own name and widely adver-
tised, against the evils of price cut-
ting. There is much justice in the
demand for this protection. The plan
has had many earnest and eminent
advocates including Justice Brandeis
before his appointment to the Su-
preme Court. But Congress will not
act soon. For the next two years
Congress will be too busy for one
thing, and for another, until the cost
of living gets down at least to pre-
war levels Congress will do nothing
to protect anybody—except perhaps
labor—against unrestricted competi-
tion, however unfairly it may operate
in particular cases.

There is no help in sight from
Washington to solve this resale price
maintenance question. But during the
past five years another way has been
found by which each one of you man-
ufacturers and jobbers can protect
your own business against the evil
effects of price cutting if only you
have the necessary independence and
determination. It is such a very sim-
ple thing to do that I am surprised
that it didn’t occur to somebody be-
fore. If you do not like the way
your customer transacts his business
or distributes your line why simply
do not sell him. He has no legal right
to make you do business with him
if you do not want to. You can de-
cline for a silly reason or for a sen-
sible one. Because he has red hair
or wears spats or because he does
not pay his bills or cheapens your
product by distributing them at too
low a price. “Before the Sherman
Act it was the law that a trader might
reject the offer of a prospective buy-
er for any reason that appealed to
him;—it might be because he did
not like the other’s business methods
or because he had some personal dif-
ference with him political, racial or
social. That was purely his own af-
fair with which nobody else had any
concern. Neither the Sherman Act
nor any decision of the Supreme
Court construing the same nor the
Clayton Act has changed the law in
this particular. We have not yet
reached the stage where the selection
of a trader’s customers is made for
him by the government.” With these
words Judge Lacombe closed _ his
opinion in the Cream of Wheat Case
decided in 1915. And during the past
five years the same principal has been
reaffirmed by other courts in other
cases,

But—and this is the biggest and
most important “but” in this address
—the right to select customers may
very easily develop into an agree-

ment in restraint of trade unless it is.
exercised absolutely independent of
what the other fellow is doing. You
can discontinue selling a customer
because he hurts your business or the
line or the trade in general by not

reselling at fair prices—but you can-
not go to a competitor and say,
“Smith is cutting prices I will cut
him off if you will.’ Neither can you
report the fact that Smith is cutting
prices to an organization of manu-
facturers like the Rubber Heel Club
for instance, with any expectation
that they can or will pass a vote or
make an agreement not to sell to
Smith.

I think I can best indicate the exact
condition of the law on this subject
at the present time by referring in
some detail to three recent and im-
portant cases. The Colgate case, the
Lumber Association case and_ the
Beechnut case.

Colgate did what Cream of Wheat
did—refused to sell to jobbers who
failed to charge fair prices.
The indictment was
dismissed in the lower court. When
the case reached the Supreme Court
the decision of the lower court was
sustained. So far so good. But the
decision of the Supreme Court was
based on a narrow question of plead-
ing and not on a broad principle of
law. The actual point decided by the
court was that the indictment did not
charge Colgate with selling its prod-
ucts under agreements requiring deal-
ers to maintain prices to be fixed
by Colgate. So that as a precedent
for future decisions on this subject
by the Supreme Court the case mere-
ly holds that the indictment was not
so drawn as to define a criminal act
under the Sherman Law. It is true
that in its opinion the court affirms

Colgate
was indicted.

 

August 11, 1920

the right of a manufacturer to refuse
to sell to customers who will not
hold to resale prices fixed as fair and
reasonable by the manufacturer. But
the court significantly adds “he can-
not do so fraudulently, collusively or
in unlawful combination with others.”
And as authority for this qualifica-
tion the court cites a recent decision
of the United States Supreme Court
in the case of Eastern States Lumber
Association vs. United States, decid-
ed in 1915.

A retail lumber dealers’ association
circulated a confidential report giving
the names of wholesalers who sold
Nothing was done but to cir-
culate this report. There was no
agreement to blacklist the whole-
salers. Each member was left free
to act as he chose. But the purpose
and object of the report was to cause
the members of the association to
stop buying from the wholesalers on
the list. The Supreme Court held the
circulation illegal. “A retail dealer”
said Justice Day “has undoubted right
to stop dealing with a wholesaler for
any reason and may do so because
he thinks the wholesaler is trying to
undermine his trade. But when he
conspires and combines with others
of like purpose to unduly suppress
competition by placing obnoxious
wholesalers under the coercive in-
fluence of a condemnatory report cir-
culated among others he exceeds his
lawful rights. The Sherman Act cov-
ers any illegal means by which inter-
state commerce is restrained .
whether occasioned by unlawful con-

direct.

 

Fire

Grand Rapids,

 

THE WHOLE COUNTRY IS AROUSED
AGAINST

Automatic Sprinklers solve the ques-
tion and provide a suitable and effi-

cient remedy. Get in touch with us.

Phoenix Sprinkler &
Heating Co.

Detroit Office, 9099 Hammond Bldg.

Loss

Michigan

 

 

 

 

August 11, 1920 MICHIGAN TRADESMAN 27

 

 

 

Increased Floor Space and Modern Facilities
Mean Much fo Dealers Handling the
Bertsch and H. B. Hard

Pan Shoe Lines

 

 
  
   

    
   
  
  

\,
\e
‘

\:;)

    
 

 

mw fg S
is a i

SS a f/f
\ arr , Bee 4

\ss |
> i
BA) 3

\i

=

Es
=

=)

Son

SE

=

MMMM MINNIS MSN

2) es es ee

 

 

===) |
\ Sar
=:

 

   
  

 

 

 

 

 

— f ‘om
{ i |
pjabaal®
| | ——
— fr a
f | fr FA jae :
rc 5 | | | <=
| at

 

=
=—= —*

9
>

 

 

 

eae.
Se
Me

as)
=|) eer |

(sa

Ls

&

' Aer eco

    

Every inch of space in this big eight story and basement building is used by us in our
business. Every convenience for efficient production is employed. We invite merchants
when in the city to visit this modern shoe factory. Dealers everywhere are concentrating
more and more on the BERTSCH and H. B. HARD PAN shoe lines, because they find the
wonderful HEROLD-BERTSCH value one of their best business builders.

HEROLD-BERTSCH SHOE CO.
11-13-15 Commerce Ave. Grand Rapids, Michigan

 

 

 

 

 

    

 

 

28

tracts, trusts, pooling agreements,
blacklists, boycotts, coercion, threats,
intimidation and whether these be
made effective in whole or part by
acts, words or printed matter.”

I have quoted this language fully
because in my opinion it clearly
marks a very important qualification
of the right to select customers. A
trader
ufacturer or a jobber—can select his
own customers provided that he does
his own selecting. But the minute he
acts by agreement with
written or oral
or is

and that means either a man-

 

another
express or implied—
coerced or _ substantially in-
fluenced by threats, blacklists or boy-
cotts he is not doing his own select-
ing. He is acting collectively. And
any collective action in this matter

 

 

of the selection of customers is dan-
gerous if not illegal.

My point can be further illustrated
by the last case that I want to take
up. The Beechnut case. The Fed-
eral Trade Commission has consist-
ently denied the right of a trader to
refuse to deal with customers because
they would not maintain resale prices.
At the present time several hundred
complaints have been issued against
firms—inclding some of the largest
advertisers of the country—on ac-
count of this practice.
sued against the

One was is-
3eechnut Packing
Company and after hearings an order
to cease and desist was entered from
which the Beechnut Company took an
appeal to the Federal Courts in the
Southern District of New York. In
February of this year the Circuit
Court of Appeals handed down. its

 

MICHIGAN TRADESMAN

decision sustaining the appeal. The
decision was made squarely on the
authority of the Colgate case.

Now the reason that I have called
this case to your attention is that the
Beechnut Company did two things.
They refused to sell to price cutters
and they refused to sell to customers
who themselves maintained standard
prices but sold to other distributors
who cut prices. The Federal Trade
Commission maintained that both
practices were illegal. The Federal
Courts in New York held, on author-
ity of the Colgate case that both were
legal. It is my prediction that when
the case gets to Washington the Su-
preme Court will say that neither
were right. That the Beechnut Com-
pany can choose its own customers,
but that it cannot control other con-
cerns in the choice of their custom-
ers. And this on the authority of the
Lumber Association case to which I
have called your attention.

Well, gentlemen there is the law of
resale price maintenance up to date.
To summarize: These points are fair-
ly well settled:

First: All agreements about resale
prices are in restraint of trade and
contrary to law.

Second: A trader—anyone who has
anything to sell—provided that he
is not a public utility, or engaged in
a business essential to life—can select
his own customers. He can refuse
to sell to anyone for any reason in-
cluding the reason that the customer
does not charge fair prices.

Third: There can be no collective
agreement not to sell to price cut-

 

ters. The right to select customers
is an individual right. It cannot be
exercised collectively. For the mo-
ment you act collectively you are act-
ing pursuant to agreement, coercion,
threat or intimidation. And this, as
we have seen in the Lumber Associa-
tion case, is illegal.

One point is still unsettled, name-
ly can you refuse to sell to a cus-
tomer who himself maintains prices
but who sells to others who don’t?
It may be argued that if you can re-
fuse to sell because you do not like
your customer’s prices you have the
same right if you do not like his
trade. And on the other hand, since
it is illegal to boycott a wholesaler
who sells direct isn’t it equally illegal
to boycott a distributor who cuts
prices?

It is my own
courts will finally decide that the

opinion that the

right to select customers is a person-
al right and does not include the right
to control others in the choice of
their customers.

Grosvenor Calkins.

A Use For Jack Pine.

The announcement that manufac-
turers have found a use for the des-
pised jack pine as a source of pulp
for making wall board continues an
old story into a new chapter.

There was a time when Michigan
forests were counted valuable mainly
for their white pine, with Norway a
much less esteemed second choice.
Michigan white pine was the best in
the world and so common that any-
body might have all he wanted of the

August 11, 1920

finest and clearest lumber. Then the
quality began to run down a little as
the best trees fell, and finally there
was no more white pine. Norway
followed, and hemlock, which had
been considered worthless, came into
the market. In early days also there
was no end of walnut for interior
work and a good deal of it was used
as rough lumber. At the same time
what was then called white wood, but
is more commonly known now as yel-
low poplar, was a common building
material out in Michigan forests and
built into beautiful homes. But the
walnut grew scarce and the beautiful
tree from which the white wood came
was even scarcer. About that time
builders began to use white pine
where the better woods had been used
and so another descending scale of
lumber quality began to be run.
But nobody thought that anything
would ever be done with jack pine
except to revile it as worthless. Is it
doomed also, and has the old experi-
ence in destructive exploitation taught
Michigan nothing about forestry? Its
salvation thus far has been the gener-
al belief that it is good for nothing,
but even if it proves to have only a
very moderate degree of usefulness
it will claim an outstanding virtue in
the fact that it grows on the worst
land in the State. If the worst tree
can still make the worst land good
for something, surely it deserves care-

ful consideration.
—_— —_. 2

Selling a customer so he stays sold,
so he continues to be glad he bought,
means repeat purchases and a steady
trade.

 

 

       
   

*
ee eae

INDEPENDENT

Der
Lansing
Muskegon
Hastings _____
Beaverse City ____.

Holland

 

 

oo

CITIZENS

LONG DISTANCE SERVICE

REACHES MORE PEOPLE IN CITIES TRIBUTARY ‘10 GRAND RAPIDS, AND POINTS IN WESTERN
MICHIGAN THAN CAN BE REACHED THROUGH ANY OTHER TELEPHONE MEDIUM.

DIRECT COPPER METALLIC
LONG DIST ANCE LINES

CONNECT WITH ALL IMPORTANT POINTS IN THE STATE

-_-.---117,00 telephones
_--.. 5,510 telephones
5,400 telephones
1,470 telephones
760 telephones
1,545 telephones

AND ALL INTERMEDIATE

Coniee
Ludington _.__....
Grand Rapids
Jackson

Owosso

Pee

AND CONNECTING POINTS

CITIZENS TELEPHONE

----- 1,503 telephones

----- 2,658 telephones

ens 2,245 telephones

COMPANY

---. 1,245 telephones

-._. 17,805 telephones

»

4,650 telephones

 

 

 

 

 

 

 

 

 

 

 

Fa eee

ee ee ee ee

Ae

we) ee NS

oe

rr.

 

August 11, 1920

MICHIGAN TRADESMAN

29

 

WORKED ITS WAY TO FAME.
Story of How a Pennsylvania Town
Was Resurrected.

In many a clean, inviting grocery
store a feature is a card bearing the
words: “Grove City.”

The sign carries distinction. It is
its own advertisement, like breeding.
It is its own proof, like success. It is
a name that carries confidence, be-
cause when it makes a promise it
keeps its word.

The things that come from Grove
City, Pa—butter, cheese, condensed
milk—do not stay on shelves or take
up space in refrigerators. They move.
The people who pay for them spread
their fame. To the public Grove City
means butter—rich, sweet, satisfying,
of dainty condition; cheese—making it
clear that all that was ever really im-
ported was quality, and that that has
been duplicated or bettered in the
domestic article; canned milks—fam-
ous for uniformity.

In the beginning there was nothing
to this ordinary country community
that other towns did not posess ex-
cept its purely latent possibility of
and adaptation for a future it never
suspected, and realized in the end only
through the happy chance of someone
else interfering with its Sleepy Hol-
low lassitude. Grove City was a com-
munity of small and careless farmers,
of old-fashioned slack ways. There
was no suggestion then of the place
of the model dairy, for in those days
a cow was only a cow, and the house-
wife rather sneered at the occasional
talk of ‘bicod.”

Grove City’s first acquaintance with

the fate for which it was destined
came when one of its citizens caught
a glimpse of what its future might be-
come and then with the habit of his
kind, jumped at his partial premise
aS a chub at a minnow. ‘This first
promoter of the cheese factory idea
had the -gift of talk, and Grove City
fell head over heels without discount-
ing by 1 per cent. the lure of the pro-
moter’s ebullient enthusiasm. The
factory started, the farmers rounded
up more scrub cows, there was a gen-
eral and uninformed rush to go into
dairying. Afterwards there was a fail-
ure, some investors discovered that a
good deal of money could go a very
far way and never come back-—and
Grove City was milk-fed, and fed-up
on milk, to say nothing of feeling that
it had been milked dry.

Then came a faint-hearted attempt
to organize a creamery—chiefly, one
imagines, in order to make some use
of the cheese cows it was such a labor
to keep milked—and when it, too, ran
on its predestined failure, it became
difficult to mention butter without giv-
ing offense. Grove City did not want
to be stung twice, and the fact that
it finally produced men with the sheer
nerve to offer themselves as the goats
to the local historic jest is perhaps the
most remarkable of its achievements
since the “Professor” came to town.

The “Professor” was a laboratory
expert of the Dairy Division of the
United States Department of Agricul-
ture. He cared nothing for the his-
tory of Grove City. All he saw was
the place, which fitted his dream of
what he wanted to put the test of
commercial success on a theory that

already answered affirmatively all his
mathematical requirements. What the
“Professor” had demonstrated over
his separators, his retorts and other
paraphernalia was that when the milk
went into the pail every ounce could,
in one way or another, be transform
ed into a marketable product.

Having picked Grove City as the
spot for the experiment, the name of
the Government, the eloquence of the
“Professor,’ perhaps some latent
sporting instinct, influenced stock sub-
scriptions of $31,000, and the cream-
ery came into being, the Dairying De-
partment its patron saint and direct-
ing genius.

What Grove City came to mean
afterwards has been told, but on the
day the creamery went in operation
only 28 patrons delivered milk to pro-
duce 78 pounds of butter fat. Ina
month the news had spread and 106
farmers were delivering. In a year
there were 338. In four years, in June
1919, 677 farmers were delivering daily
18,000 pounds of milk.

For the fiscal year 1919 the Grove
City products totaled 500,000 pounds
of butter, 85,000 pounds of sweetened
condensed milk, and 25,000 pounds of
cottage cheese—erstwhile buttermilk.

In the five years since the “Profes-
sor” found the spot for his experi-
ment in the large, there have been dis-
tributed among farmers over $1,000,-
000 in purchase of the raw products,
the creamery has trebled its capitaliza-
tion and doubled its plant equipment
and is a thriving and profitable enter-
prise; and Grove City, which the
“Professor” happened to find, has won
a way to the lips, the minds, and has

become a select something for the
tables of the country.

The story might be extended in-
definitely. One is tempted to dwell,
for instance, on the usual suggestive
effects of one marked success. The
miracle of team play learned by virtue
of once crossing the line in concert
has there one of its perfect illustra-
tions. Grove City has been metamor-
phosed from a rambling, more or less
irrevalent, more or less indifferent and
aimlessly individualistic community,
into a compact, co-operative organiza-
tion realizing that a common asset is
the foundation of a multitude of di-
verse successes.

Grove City has learned that the
first thing in life is to know how.

Robert L. Gray.
—— eo
It is a Disgrace—
Not to be a true man or a true wo-

 

man.

Not to back up your chance in life
with the best that is in you.

To disappoint your relatives and
friends, especially your father and
mother.

Not to make good, especially in a
country where the very climate is a
perpetual tonic, where the marvelous
resources arouse ambition as nowhere
else in the world.

To go through life using only a
small percent. of your possibilities. It
is every one’s duty to be a hundred-
per-cent efficient.

To accept your second best when
your best is possible.

To be indolent or idle

a.

when there
is work in the world that you should
be doing.

 

 

 

Lead the Demand for Corn

The superiority of these flakes not only insures
present sale, but continued popularity.

Keep Well Stocked

The demand is sure. The profit is good.

‘The same square treatment which has built our
business will always back the trade from jobber

Postum Cereal Company, Inc., Battle Creek,

  
 

to consumer.

Michigan

\

“a
x

WSMAR AMEAAEREE VERSES
AAS ANAS
SR SSAA SS ‘

 

 

 

 

WS
\S

A&

we

 

 

 

 

 

 

 

 

 

MICHIGAN TRADESMAN

 

 

 

 

(nope?

" nt

Tw SED
on BOF es Mm) Yes

=
cee
cael
oe,

 

 

 

 

 

The Woman Who Kept Her Nerve.
Written for the Tradesman.

It was my privilege lately to be
close to a woman who was passing

through a great trouble, which shook

her life to its foundations, compelled
her to readjust nearly every part of
her customary conduct and take her
children with her into a new place
and entirely different kind of sur-
roundings within the boundaries of
ordinary existence.

She always had stood to me as an
example of calmness and self-control,
a strong character, full of definite and
downright convictions, leader of her
fellows, yet poised and self-command-
ed to a degree beyond
ever have seen in any
woman.

It is unnecessary to describe the
thing that happened to her and her
family, except to say that it was sud-
den, unforseen, and contrary to every
form of experience through which she
or any of her family ever had passed
or thought of passing.

“Steam rollered, that’s all,”
way my husband put it.

anything I
other man or

was the
“If they can

stand up under this they can go
through anything, and no hero medals
will be good enough for them.”

Well, they stood up under it. No
one outside of their own little circle
ever saw a sign of what they suf-
fered or ever heard a whimper from
any of them as they put their shoulder
under their new burdens and adjusted
themselves to the radically
conditions of their lives.

AS 1 say,

changed

privilege to
stand very close to this woman as she
passed through these terribly deep
waters, and toe observe the composure,
the cheerfulness,

it was my

with which she met
the new face with which life confront-
ed her.

“How do you do it?”
one

I asked, upon
of the rare occasions when her
misfortune was mentioned between
us.

cheerful when
everything is going to suit her,’ she
replied, with her radiant smile. “What
courage we have is given to us, I sup-

“Anybody can be

pose, to fall back upon when things
gc all wrong. Besides, you must not
forget that I have children, and I

should have to be brave for them, if
for no other reason.”

“Yes, but you cannot deceive them.
They know as well as any of us that
what has happened has torn your life
up by the roots.”

“That is just the point. Because this
thing is about the worst that could
happen to us I must give them an ex-
ample of courage and self-command.
I must show them that endurance is
for the hard times, not for the easy
Not that they need it so very
much—they have been wonderful
through it all.”

“Wonderful is no word for it,” I
said. “I never have seen anything
like it in my life. I don’t believe there
ever was anything quite like it.”

“Yes, there was. Let me tell you one
thing that has helped me greatly, not
but all my life. You never
knew my Well, she was a
wonderful woman, and most wonder-
ful in her courage and self-poise. If
you had known her you would think
nothing of the fact that I have been
able to bear this great trouble without
From my earliest memo-
her she was the model of
calmness, bearing shock and_ grief
without losing her composure; always
smiling, or at least cheerful, and set-
ting for our whole family an example
of steadiness and good spirits. I
never saw her lose her temper—yet
she was a woman of strong will and
exceedingly positive qualities.

“One day when I was a very little
girl I fell down a deep well on the
farm where we were spending the
summer. The water was very deep
and very cold, and I went clear under,

ones,

only now,
mother.

hysterics.
mies of

August ii, 1920

and when I came to the surface of
the water and clung to the stones,
which fortunately were rough, there
was no way in which I could climb up
or by which she could get to me.
Needless to say, I was terribly fright-
ened, as she must have been, too.

“It was a long time before, the nec-
essary help came to get me out, and
all that time—it seemed hours and
hours to us both—she sat there at the
top of the wall, making me stop cry-
ing, keeping me brave and quiet, even
joking about the thing so that I al-
most had to laugh. And when they
pulled me out and were rubbing me
down and wrapping me in warm blan-
kets she chaffed me about spoiling the
drinking water and all that sort of
thing. Now, I wasn’t deceived a bit,
I knew she was frightened almost to
death and that the doctor feared
pneumonia from the terrible chilling
that I-got. I noticed that for days
after that she was very white and
tired, and I haven’t a doubt that the
shock to her nerves was something
she never quite got over.

The lesson I got then is one that
has stood by me ever since. Little
girl though I was, I determined then
that I would follow my mother’s ex-
ample and try to maintain composure
and steadiness of nerve and temper as
long as I lived—all the more when
what was happening was just as bad
as could be. I remember hearing a
minister say in a sermon years ago
that “you can tell the temper of a
man by the way in which he faces
the inevitable.” And when I heard it
I thought at once of my mother and
the way in which all her life she met

 

 

 

 

wholesome.

“SUGAR LOAF’

The thoughtful grocer will begin to make arrangements to se-

will be marked and sustained.

cure canned foods, which bear the certificate of inspection of the
National Canners Association. This certificate will signify that the
foods have been packed in cleanly canneries, and that they are
The consumers will be told about this certificate in a
nation-wide campaign of advertising to begin next January. Now is

the time to get your house in order for a demand which undoubtedly

aes

THE SEARS & NICHOLS CANNING CO.

Factories in Ohio, Michigan, Illinois and Indiana

Main Office, Chillicothe, Ohio, U.S. A.

Means Quality

 

 

 

 

 

 

 

 

 

 

 

 

 

 

August 11, 1920

shock and grief, disappointment and
heart-breaking bereavement, with the
same even composure and poise—and
even gayety—that she showed when I
was in the well. I have tried to do
the same thing for my children.”

“it isn't easy, | [ said,

“No, it isn’t easy. But the harder
it is, the more it is worth doing, both
for them and for myself.”

Prudence Bradish.
(Copyrighted 1920.)
A

Straight To the Sun for Power.

Don’t worry about our lessening
supplies of coal and oil. There need
be no collapse of the industrial world
as long as the sun goes on shining.

For the sun of course is the source
of all power and one way to run our
factories and heat our homes would
be to go direct to the sun. In an ex-
perimental way it has been done al-
ready a number of times.

Of course the conversion of sun-
heat directly into steam or electricity
on a commercial scale, and the appli-
cation of it to all the various work of
civilization is a very different matter
from the making of a successful lab-
oratory experiment. No one can fore-
see what practical difficulties would
be encountered. It is probable that
man will go on using the power which
nature has stored in the earth as long
as it lasts; that he will supplement it
first by a careful development of all
water power resources; by the mak-
ing of fuel alcohol on a large scale,
and that the direct conversion of sun
heat into power will come last. That
it will come ultimately there is little
doubt. And some scientists of con-
servative reputation and high stand-
ing will tell you that this development
is overdue now. They say it is only
the immense inertia of men as a whole
their devotion to habit, and their lack
of properly organized scientific enter-
prise which prevent the speedy de-
velopment of sun-power plants.

When asked to explain how such a
plant might operate, this scientist said
there was nothing either secret or
speculative about the matter; that
patents on apperatus for the purpose
had been taken cut both in this coun-
try and abroad, and that the machin-
ery had repeatedly been applied as
power on a small scale. One of these
patents is held by the Bureau of
Standards and any American citizen
can obtain the right to manufacture
under it. At least one commercial

MICHIGAN TRADESMAN

organization has been formed in this
country for the manufacture of a sun-
heat power generator, and it has built
apparatus and placed it on the mar-
ket, but without attracting any wide-
spread attention.

The Bureau of Standards patent is
for an electrical generator and is the
invention of Dr. W. W. Coblentz.
Strangely enough, in perfecting the
device he was not trying to make a
heat generator, but to measure the
heat of stars. By connecting two tiny
flakes of metal of different kinds, he
made a thermo-couple which would
set up an electric current when light
was focussed upon it, just like any
other electric battery. Dr. Coblentz
made a thermo-couple of such deli-
cate sensitiveness that it would regis-
ter the heat of the North Star, which,
he estimated, would raise the temper-
ature of a gram of water one degree
centigrade in a million years.

It is evident that if you made a
thousand of these little thermo-coup-
les and exposed them to the heat of
the sun, you would generate much
electricity. The manufacture of the
many small parts would involve no
real difficulty. The watch manufac-
turers solved that problem long ago.
The chief practical problem would be
to devise a means of storing this
electrical energy so that you would be
sure of a continuous supply on days
when the sun was not shining.

Sun heat could obviously be con-
verted into steam as well as into
electricity. The principle that a mir-
ror of parabolic form will concentrate
all rays of light striking it on a cer-
tain point, could be used, for example.
Imagine a mirror a block long, bent
into the form of a parabolic trough,
with a water pipe suspended at the
point in front of the mirror on which
the sunlight will focus. If the mirror
is of the right size in proportion to
the pipe, the water will be converted
into steam.

Nature sets man an example by her
economical use of power. Take the
matter of light. The heat—that is
power—necessary to make an electric
light is so great that it adds percept-
ibly to your discomfort on a hot night.
Nature makes light with so _ little
power that you can scarcely detect
the heat. Harvey Ferguson.

A

It has been said that ignorance is
bliss, but that doesn’t apply to busi-
ness.

 

 

Compliments of

Thomas Canning Co.
Grand Rapids

31

 

Our Pride
Mrs. Clark’s and

Luxury Bread

 

 

No reason why every town
in Michigan shouldn't
have the best. Send fora
trial order. We pay all
express charges to regular
customers.

 

 

City Bakery Company

Grand Rapids, Mich.

 

 

A. E. Brooks & Co.

GRAND RAPIDS, MICHIGAN

Manufacturers of

Pure Candies and High
Grade Confectionery

rOORS
AOCOLATES

 

Our Valeur Bitter Sweet Chocolates

are all that the name implies—value

—and good value at that.

 

 

 

 

 

 

 

 

 

 

   

32

MIRACLES IN THE GARDEN.

Inherited Intelligence Exhibited By
Plants and Vegetables.

Sorrel is the most unselfish of all
plants. Many who have it in their
gardens look on it as a weed and a
nuisance—-thus is true nobility of
character oft misjudged. It is, in
truth, a miracle of altruism. See what
it does! Like all other plants. it loves
a rich soil, dotes on growing luxuriant-
ly. But does it choose the rich Spots
in the garden, where it could vege-
tate profusely? Not a bit of it. Once in
a while you see a morally degenerate
specimen which forgets its manners
and spreads its roots in a rich place
intended for other, sweeter vegetables
but as a rule it exiles itself to the most
arid corners of garden or pasture.

Why does it do this? Simply be-
cause it has got it into its head that
its mission in life is to help gardeners
How? By informing them that the
soil in which it has ascetically and
acetically decided to grow is sour
(birds of a feather flock together) and
needs lime to sweeten it. “If wild
sorrel grows freely about your garden
you need lime,” says the guide book.

American gardners, instead of be-
ing grateful to the sorrel for this in-
formation, mercilessly hoe it out. The
I'rench are more astute and apprecia-
tive. In reward for the self-abnega-
tion of the oseille they give it a good
place in the garden, where it can be
happy, and the best intensive cultiva-
tion. Then they eat it. Wouldn’t you
rather be eaten by epicures than just
rudely hoed down?

In one respect the sorrel is like
other plants. There are no old maids
in the vegetable world. Every indi-
vidual plant regards it as its moral
duty to leave as many children as
possible. I have sometimes thought
that I would count all the seeds on a
single wild mustard plant, but when
I looked at it my courage oozed away.
Life is short. Wild sorrel also pro-
duces seeds by the million; the tops
of the plants paint whole fields a rich
brown, so that any one who under-
stands the language of flowers can
read at a distance, “This soil needs
lime.”

If you think plants have no intel-
ligence, the ingenuity they display in
the matter of having children must
surely seem to you nothing short of
miraculous. Take any one of a dozen
weeds that might be named. If they
begin life early in spring, when the
soil is rich and moist from frequent
showers, they spend lots of time in
growing tall and sending out side
branches covered with blossoms, lay-
ing their plans for progeny with old-
fashioned patriarchal lavishness. But
if they begin their career late in sum-
mer or during a drought, the same
plants that in spring would have in-
dulged in Solomonic dreams of a
thousand children content themselves
with a dozen. While weeding I have
oiten been struck and almost touched
by the despairing, frantic efforts of a
poor mutilated plant to leave some-
thing behind, be it only a single seed.
A plant lecturer on Malthusianism or
birth control would be promptly hoot-
ed out of the garden.

Hasn’t Maeterlinck or somebody
else written a book on the intelligence

 

MICHIGAN TRADESMAN

of plants? I haven’t seen it, but I
should like to write one myself to
help explain why I am a garden
maniac. Gregory (I forget his first
name) wrote a book on squashes, in
which he called attention to a trait
of these plants which I have repeat-
edly tested. As they want always to
look their best and dread _ being
mutiliated by the wind, they produce
tendrils with which to cling to grass
of anything available. If there is no
grass and you put a stick in the
ground, the vine will steer toward it.
Then, when it has almost reached the
stick, if you move it right or left, the
vine changes its course and again
makes a beeline for it. How does it
do that? Darned if I know. It’s one
of the daily miracles in the garden.

Underground, the roots are led by
a similar instinct (or whatever you
choose to call it) to hunt around for
manure and water. In quest of these
things potato roots go down from
three and a half to four and a half
feet, while corn roots have been
known to bore for moisture to a
depth of six feet. Potatoes and corn
and other garden vegetables know a
lot more about their business than we
but we are gradually learning,
thanks to the recent study of root
anatomy, which thoroughly condemns
the vigorous hoeing and hilling that
used to be fashionable and disastrous.
Use your little fork and you will see
that such plants as corn and potatoes
have networks of horizontal roots in
the topmost inch or two of the soil,
which are destroyed by even moder-
ately deep tillage. For an excellent
account of the harm done by not let-
ting intelligent plants grow as they
want to see Samuel Fraser’s book,
“The Potato,” pages 11 to 16.

My corn and my potatoes, now in
blossom, haven’t been touched by hoe
or plough, except to remove the weeds
carefully, since they were planted, and
I wish you could see their luxuriant
growth. If the Aroostook County
crop is equal to mine this will be a
great potato year.

A few years ago I discovered an in-
teresting fact that others, of course,
must have noticed, though I have
never read about it. This is a great
region for dew; nearly every morning
it is so heavy that I always wear my
rubber boots until 8 or 9 o’clock,
On the other hand, we don’t usually
get our just share of rain. There are
showers, but you know how aggravat-
ingly local and limited showers usually
are. If you don’t know and want to
see it demonstrated graphically, spend
a summer, as we did twice, at the
hotel on top of Roan Mountain, in
North Carolina. The landlord will
show you, any day, in which county
or township of which of the five
States in sight the particular shower
you see is going on.

Yesterday there were showers all
around us, on the mountains and
in the valleys, but our garden got
about seventeen drops. This morning,
nevertheless, the potato plants had
little rings of moisture around their
stems. The bright little things have
learned how to circumvent drought by
gathering the dew and growing a spe-
cial set of rootlets near the surface
to profit by it, if only for a few hours
daily. Corn utilizes the dew the same

do;

way; so does lettuce, while the conical
shape of the romaine plants seems to
have been evolved especially for dew-
catching purposes; it helps them
flourish in midsummer.

I remember reading, some years ago
about an attempt made in some arid
region to collect the dew by means of
huge conical metal sheets. There are
lots of things plants can teach us.

Darwin called the tiny brain of the
ant the most marvelous thing in the
world, but Mark Twain showed by his
amusing experiment in the Black For-
est how grotesquely limited is the
ant’s vaunted intelligence. To me the
seed of a plant seems far more mar-
vellous in its way. Suppose you buy
a mixed package of poppy seeds. Most
of them are indistinguishable to the
eye and much smaller than a pin’s
head; yet each of them grows infalli-
bly into the same poppy it descended
from, be it Iceland or Oriental or Dar-
win or Shirley or California, or what
Not only that, but any changes
or improvements made by plant breed-
ers are promptly imbedded in the mys-

not.

terious substance of the tiny seed.

Nothing I have ever said to Luther
Burbank in admiration of his achieve-
ments pleased him more than my not-
ing at once that the Sunset Shirleys
in his Santa Rosa garden were per-
ceptibly more golden than the preced-
ing summer and that I looked
ward to enjoying the new shade in
my Maine garden the following sum-
mer.

for-

In Burbank’s garden, certainly, mir-
acles are of daily occurrence. When
he first began in California to “do
stunts” with the plants, making them
disregard the established order ‘of
things, a minister invited him to his
church and then fiercely denounced
him in his sermon as one who inter-
fered with the laws of nature as God
alone had the right to do. But Bur-

 

August 11, 1920

bank knew there was nothing impious
in his new creations; that he was sim-
ply accelerating nature’s processes of
natural selection and improvement,
doing in a decade what nature unaided
would have taken hundreds or thou-
sands of years to achieve. So he went
his way quietly, putting new colors
or fragrance into flowers, taking pits
out of plums, removing the thorns
blackberry vines and _ cactus
leaves, making nut trees bear in less
than two years instead of only in ten
or fifteen, removing the arid and in-
digestible tannin from the wainut,
creating entirely new fruits and ber-
ries such as the phenomenal and prim-
us and the plumcot, and putting more
luscious flavors into old ones, grow-
ing some five hundred varieties of
cherries on one tree and a hundred
other things for the delectation of
mankind.

Burbank is a great believer in the
intelligence of plants; he knows that
if you give them a chance they’ll per-
form what to our limited intelligence
seems like miracles. Some years ago
he suggested that a motion picture be
taken condensing half a month of the
growth of a sweet pea vine into an
eight-minute reel, which would show
us the vine wriggling and writhing
and squirming, waving its tendrils
around in the air, feeling out every
inch for some support, and altogether
displaying “an inherited intelligence
which would be surprising even in an
animal.” Henry TI. Finck,

-———-~>~.
Sad Prospect.

“T certainly dread to see prices com-
ing down,” said the gloomy looking
customer.

“For goodness sake, why?” asked
the surprised salesperson.

“Because when prices get to where
it doesn’t take all I can scrape to pay
for mere necessities. I’ll have to fig-
ure out ways to waste what’s left.”

from

 

which is not

increased their

years,

 

Your Customers Blame You

and not the manufacturer when you sell them an article
Satisfactory. No
blame for selling

Van Duzer’s Certified Flavoring Extracts
The richness, strength and purity which have steadily
popularity,

are just as effective in building good will for the
merchant as they ever were.

Van Duzer Extract Company

merchant ever received

during more than seventy

New York, N.Y.
Springfield, Mass.

 

1542 Jefferson Avenue

 

 

Wilmarth show cases and store fixtures in West Michigan's biggest store

In Show Cases and Store Fixtures Wilmarth is the best buy—bar none

Catalog—to merchants

WILMARTH SHOW CASE COMPANY

Grand Rapids, Michigan

   

 

  

 

 

 

 

 

 

 

August 11, 1920 MICHIGAN TRADESMAN 33

 

 

 

 

 

New
Perfection
Flour

is rich in high quality gluten, that healthful
substance so necessary to the making of good

bread.

Recent laboratory tests have proven that cer-
tain varieties of Michigan red wheat which

are used extensively in the manufacture of
NEW PERFECTION contain the highest

known quality of gluten.

We aim to keep the quality of NEW
PERFECTION far above ordinary flour.

CLS

Watson-Higgins Milling Co.
Grand Rapids

 

 

 

 

 

 

 

 

  

34

 

CAUSES OF PAPER SHORTAGE.

Only Available Way Famine Can Be
Averted.

The demand for book and news
print paper has increased greatly dur-
ing the last three years. The publish-
ers of books, magazines and newspa-
pers have called for an increased sup-
ply of paper. The flood of new books
and the increased space devoted to
advertising have called for paper in
ever increasing quantities. While the
demand has been skyrocketing the
capacity of the pulp and paper plants
of the country has remained more or
less constant. Production could not
easily be increased.

During the war few pulp and paper
making machines were made, and it
was impossible to equip the plants to
meet the abnormal demand. Con-
sidering the distribution of the timber
available for pulpwood, the pulp and
paper industry was too much cen-
tralized in the North and the East.
To increase the capacity of many of
these plants would unduly shorten
their lives. Increased production must
come largely from the West and the
South. Until more pulp and paper
plants are located in these sections
and the pulpwood and mill waste used
in the making of paper, no great in-
crease in the production of paper from
woodpulp can be expected. The center.
of the pulp and paper production may
remain in the North and East for
many years, but to meet the demand
the proportion of paper produced from
woodpulp in the West and South
must steadily increase.

According to Secretary Houston,
“only one-third of the American news-

papers issued in 1919 were printed
upon the product of American for-
ests.” This clearly shows that the

pulp industry of the United States
must be increased enormously before
we approach independence of foreign
supplies. While it may be advisable
to import large quantities of pulp and
paper in order to extend the life of
our pulpwood supply, there is always
the possibility of foreign nations plac-
ing an embargo on the export of
The recent ac-
-on of the Canadian government in-
dicates the possibility of an embar-

ZO.

woodpulp and paper.

The available supply of timber suit-
able for pulp and paper is a world
problem as much as that of petroleum.
Within years the
“ctual shortage of both petroleum and
pulpwood will be serious, barring the

twenty or thirty

discovery of new sources and substi-
tutes. While Colorado shale may pro-
vide the oil vegetable
fibres the paper,.it is high time to
take inventory of the raw materials
now being used.

and various

Paper is made from many different
raw materials, and the number
brought into use from time to time is
constantly increasing and with the
dvance in prices others will be add-
ed. Although the raw materials used
in making paper are numerous, the
forests are the principal sources. More
than 75 per cent. of all the paper
used in the United States is made
from woodpulp. If the supply of tim-
ber suitable for the making of paper
were to be exhausted within the next

MICHIGAN TRADESMAN

ten or fifteen years the problem would
be most serious. The chemists and
papermakers would find it next to
impossible to supply the quantity of
paper now made from woodpulp from
other materials.

Paper is made from many different
kinds of fibres. How far paper will
be made from hemp, flax, grasses,
bagasse, bamboo, seaweed and other
vegetable fibres cannot be determined.
The bamboo and grasses from the
East Indies and Africa will no doubt
furnish raw material for much paper,
in the future much of this paper,
however, will be sought by other na-
tions of the globe. The chemists will
no doubt find American plants which
will provide paper, but the quantity
to be obtained and the cost of produc-
tion cannot be foretold. There is no
need to speculate regarding such ma-
terials. We are considering some-
thing more tangible—the timber sup-
ply.

For many years spruce has afforded
the principal supply of the best news-
print and was much preferred in the
trade. There is a feeling that with the
disappearance of spruce our chief
source of woodpulp is gone. In recent
years hemlock and several other coni-
fers have been used in increasing
quantities. Aspen or popular has been
used for a long time. For years it
was commonly said that satisfactory
paper could not be made from yellow
pine, but this is refuted by the exist-
ence of plants in the South where
yellow pine is successfully used. It
is true that the spruce in the East is
fast disappearing and that the paper
industry is not reproducing timber as
fast as it is being cut. But a survey
of the supply of spruce, fir, balsam,
hemlock, yellow pine and other spec-
ies from which newsprint has been
made successfully shows conclusively
that exhaustion will not come for
many years.

Timber is a visible raw material,
the supply of which is constantly be-
ing diminished. The annual cut is
probably three or four times as great
as the annual growth of timber in the
States. This is not only true of our
lumber supply, but pulpwood is also
being depleted more rapidly than it is
grown. The timber supply of the
United States is approximately 2,-
500,000,000,000 board feet. This in-
cludes saw timber and does not in-
clude an enormous amount of timber
suitable for pulpwood but not large
enough for lumber. More than four-
fifths of this timber is softwood or
conifers. The annual cut of lumber
has stood approximately stationary
for the last ten years. Recent figures
show a decline in the annual cut. As-
suming that the annual production of
lumber remains about constant the
timber supply, if cut into lumber,
would last for about seventy years.
This makes no allowance for the
growth of timber during that period
nor for destruction by fire and wind.
The increased use of cement and steel
may permit the consumption of lum-
ber to remain constant, although that
is uncertain. Another factor that may
affect our supply is the export trade.
If the policy of some of our most en-
thusiastic exporters should be suc-
cessful, it would mean a material drain
upon our supply. The demand for

_they are now using.

paper may also cause much of the
sinaller softwoods to be cut into pulp
stock and thus reduce the timber
available for lumber. No matter
whether our timber lasts fifty years,
seventy years or one hundred years,
it is high time for the nation to adopt
an aggressive forestry policy.

Some claim that Alaska will supply
the world with pulp for many years.
Alaska has an area of 590,884 square
miles, but less than one-third of this
area is covered with timber, and on
much of this the stand is very light.
The total timbered area is slightly
larger than California, but the well-
timbered area is no larger than
Georgia. The timber is found along
the rivers and the Southers coast.
As far as lumber is concerned, the
supply of Alaska would not supply
the United States for more than three
years. The scattered timber is small
and knotty. While there are several
million cords of pulpwood in Alaska,
it is not accessible at present, and
although it may some time furnish a
valuable addition to the present sup-
ply, it will never become the main
source.

The present shortage of paper is
due to many causes, but an actual
shortage of pulpwood is not one of
them. Lack of machinery and equip-
ment is one of the causes. During
the war little new equipment was
tianufactured. This left the capacity
of the pulp mills about stationary
when the great increased demand for
paper took place. Paper making
machines were also not in stock. Both
the labor and materials were needed
for war work, and the result was that
the mills had an inadequate equip-
ment to take care of more business.
Transportation facilities were inade-
quate, and it not only affected the de-
livery of pulp and paper making ma-
chinery and logging equipment, but
the delivery of pulp and paper as well.
Price fixing also had a deterrent ef-
fect upon the producers of pulp and
paper. They were not certain that
they could raise their prices as fast or
faster than the advance in the cost of
production. They would not risk add-
ed expense for fear they could not
recover in price. Whether this fear
was justified or not has nothing to
do with the result. Increased adver-
tising, already mentioned, had a most
decisive effect toward producing the
shortage. The flood of war books
also called for increased quantities of
“book” paper, which further added to
the shortage.

The buyer of paper is most con-
cerned with the immediate future. It
can be provided for by the erection
of more pulp and paper plants in the
South and on the Pacific Coast. If an
actual paper shortage does come
about within the next twenty years, it
will be due to the fact that the pulp

mills have not been built in these
sections.
The very early exhaustion of the

pulpwood of the United States is
predicated upon the assumption that
the mills will only use such wood as
It does not
take into consideration that other
coniferous trees from which satisfac-
tory newsprint paper has been pro-
duced will be used in the future.
Nor does it consider the larger sizes

 

August 11, 1920

that can be used and will be used
if the return to the owner of ‘the
timber is greater as pulpwood than
as lumber. Furthermore, smaller sizes
can also be used, especially on the
Pacific Coast. And again the annual
growth will add materially to the sup-
ply, as will also the mill waste in the
South and the Far West. The future
may also see bamboo, bagasse and
other materials make up any deficit
occasioned by a decline in the pro-
duction of woodpulp. While we may
rely to a degree upon substitutes for
woodpulp, we should take immediate
steps toward providing a supply of
pulpwood for the future.

The reproduction of our woodpulp
forests is not taking place rapidly
enough to keep pace with the cut.
There will come a time when there
will be a shortage of second-growth
timber for the paper plants of the
country. To provide for the future
immediate steps should be taken to
grow pulpwood-on lands best suited
for that purpose. John M. Gries.

———_-2-
The Leak in the Pail.

I used to think that it was only the
big things that counted—increasing
the volume of sales, speeding up the
turnover, and so on. Working on
that principle, I doubled my _ sales
within a year and a half (that was in
normal times, when prices. didn’t
fluctuate so much), and did it without
using any additional capital. Quite
naturally, my net profits increased.

I felt quite cocky about what I had
accomplished until I got to talking
with some other fellows in the same
line at our state convention. There
I found that several of them were
making more money than I was, sell-
ing the same brands of merchandise
and in towns of about the same size,
although their sales were nowhere
near as large.

The answer? Simple. Just that
they were paying attention to the
little things as well as to the big.
When I got home I spent most of a
week investigating my store—getting
to know the corners as well as the
display windows.

And this is what I found: There
was a leak—or rather, a lot of small
ones—in the bottom of my profit pail.
Some of these leaks were:

Poor collections.

Forgotten charges.

Disputed accounts.

Errors of employes.

Thefts of customers.

Thefts of employes.

Leaky packages.

Wasted time.

Unnecessary labor.

Stock depreciation.

Lazy clerks.

Frank Stowell.
2.
Not Like Home.

“Pruntytown is a very dull place,”
a trifle wearily said the traveling sales-
man.

“Eh-yop!” returned the landlord of
the tavern. “There is so little mur-
dering and robbing and thugging go-
ing on, and foot-padding and _ short-
changing and running off with other
gents’ wives, and all such that I don’t
see how you young fellers from the
city can stand it to stay here over-
night.”

 

 

 

 

 

 

 

 

 

August 11, 1920 MICHIGAN TRADESMAN 35

 

 

 

 

 

 

 

J. H. DUPREY, PRESIDENT P. H. DUPREY, VICE-PRES. GEO. W. FAULMANN, SEc'y-TREAS.

 

 

| =sMaster Brande

DuPrey-Faulmann Co.

| | of Detroit
Mustard - Vinegar - Catsup - Pickles - Olives

 

 

 

 

 

TO THE RETAIL AND WHOLESALE GROCERS OF MICHIGAN

Four years ago we started in business with the determination to

reach-a certain volume of sales.

We realized that to achieve this result we must put up nothing
but goods of quality and render a high grade of service to those upon

whom we depended to distribute our products.

Our anticipations have been more than realized and at this time
we want to express our appreciation for your co-operation which has

been so loyally extended to us, during the past.

We will strive to continue to merit your co-operation and will
follow out those policies which have apparently met with your approval

in the past.
Thanking you cordially for your patronage and the courtesies
shown us in all our dealings, we beg to remain
Very respectfully yours

| : THE DUPREY-FAULMANN CO.

 

 

 

 

36

MAKE THEIR HOME HAPPY
If You Wish to Retain Your Ser-
vants.

“It’s a question of making servants
happy in your home just as you would

any one else living with you.”

This was the keynote of the so'u-
tion of the servant question that Mrs.
Baldwin of 54 Park

gave as she discussed what underlay

George avenue
the obvious harmony in her house-
hold, a example of the
practicability of her theories. There

wonderful

is a sense of home about it that one
had almost believed to have vanished
from the city apartment.
“In a home every one must be hap-
"ov, Mrs. Baidwin “One dis-
tented person can ruin the peace

said.

She will poison the at-
She cannot help it; and
then her unhappiness will spread.

“A servant’s happiness depends on
just the same things that yours and
mine depend on—comfortable condi-

f a family.
mosphere.

tions of living, personal consideration
from those around us and a chance
to have some life of one’s own. You
must make it possible for the girl
who helps you keep your family com-
fortable and well to have a home of
her own within yours and to be com-
fortable and well herself. Then she
will be happy and you will have solv-
ed your servant problem.”

Mrs. Baldwin speaks with author-
ity. She has kept her servants for

years.
“I chose this apartment,” Mrs.
Baldwin continue, “because the ser-

vants’ rooms look out over the park
and are so arranged that they have
a privacy and dignity of their own.
They
I had two rooms thrown together in

vere too small for comfort, so

order that one good-sized living room
might be the center for the family
life of the man and woman who live
Their baby is carried
Mr. Baldwin's
every morning after Mr. Baldwin goes

with us here.

in to sleep in room

out, because it is sunnier and airier
and because that baby has an in-
herent right like every other baby

to the best sun and air the earth af-
fords. At
day I relieve the
care of the child.”

Mrs. Baldwin instantly
the idea that she is doing anything
unusual in making her servants so
integral a part of her home. They
are of as her as
guests and yet she adheres strictly
to the their
Their work must be done well, but
it goes without saying that it is in
such a household.

“T do not know that it helps much
now to say how we should consider

some time during every
mother and take

repudiates

much concern to

requirements of work.

our servants,” she continued, “for we
have already done the damage. Go
into almost any apartment house and
look over the rooms reserved for the
In all of them, practically
without exception, the rooms are not
big enough for any sort of comfort
and look courts. A
table could not be wedged in beside
the bed and the bathroom arrange-
ments are just as meager as
can possibly be. A girl cannot be
happy in that sort of room.”

servants.

out over inside

they

-dismissed them.

MICHIGAN TRADESMAN

Jasper, the colored chauffeur, has
been with the family twelve years.
His philosophy of the servant ques-
tion is adequate for Jasper and, one
cannot think, would be adequate for
many others too. Jasper belongs to
a chauffeurs’ club where the men reg-
ister on the bulletin board if they are
willing to consider another position.
Every man except Jasper is register-
ed, regardless of his present salary.
If some one needs a chauffeur badly
that man
can't

and can offer more money,
take his
have Jasper.

“I tells ’em,” Jasper says emphati-
“They’se fools. Who goin’
take care of them when they’se old
and feeble, like Mr. Baldwin goin’
take care of me? Who goin’ look
after ’em when they’se sick like Mrs.
Baldwin look I tells ‘em
ain't friends and
they’se goin’ get old without no mon-

can choice—but he

cally,

after me?
they makin’ no
ey and no home a'tall.”

When Jasper had to have his ton-
sils cut last Mrs. Baldwin
went with him to the hospital and
stayed with him through the opera-
tion.

“Only Mrs. Baldwin
said, “I made Jasper’s wife go to the
dentist.
the car and stay with her at the den-
tist’s, but she had to have that tooth

winter

yesterday,”

I had to go and get her in

out, and she was afraid to go alone.

“] "phoned her in the morning and
told her that I
after her. ‘I’se afraid, Miss Lucy,’ she
said, 111 be hurt’ “But I'll take you
to a dentist who won't hurt you. He'll
give ‘Yas’m, Miss Lucy,
but I’se afraid of the gas. “But I'm
not nearly so airaid of that, I ans-

would be around

vou gas.’

wered her, ‘as I am of your having
a bad tooth in your head.’

“Mr: says to
me that he doesn’t make people in his
office take medicine.

Baldwin sometimes
He doesn’t see
to their being well. They look after
that but 1 tell him that
is the difference between a home and

themselves:
an office. In a home every one must
be happy and must feel that some
one has a personal interest in them.
Otherwise there is no home.
“In had eight
vants. None of them lived with us,
as even in the South now the colored

Savannah we ser-

peopie prefer to live in their own
quarter of the town. But the rela-
tion was the same. None of them

nor any of their families ever bought
a bit of medicine for themselves or

made each other do things they
should when sick. That was my re-
sponsibility. They expected me to

help bury a grandchild just as much
as to help nurse a sick grandmother
who had served me for many years.
It is that family relation expressed
possibly in different ways that we
need now.

“We had a typically English trained
man at time who that

until he came here he had never had

one told me
a mistress who had spoken to him.
His mistress did not know who her
servants were. They were responsi-
ble to the butler, who employed and
There was no home
life in any sense for the servants. I
have an English woman now who
comes in for four hours every morn-

ing. At first she came in and went
through her work like an automaton.
She did her work well, but I could
not have any one about in whom I
did not have some interest. And so
I tried to get acquainted with her.
She is a very nice woman and we are
good friends now.

“It is easy to establish a relation
of confidence and happiness if one
will make a little effort. Perhaps
that is what so many women who
have trouble with their servants are
unwilling to do. They must, of
course, take a little trouble, just as
would for anything they
Vhey must consider the girl.

they else
want.
“If a girl goes into service young
she is often hurt by contrasts that
are hard for her to bear. She lives.
perhaps, with a family where there
are daughters who are her own age
no better locking than
beautiful
and

and she is.
They
that does

good times are

when no one takes thought for her

clothes
many
them

have many

she not have

provided for
what is

addition, pos-

pleasure. In
sibly the hardest of all, it lessens her
married to have

chances of being

been a servant. A man does not like
to have it said that he married a girl
who That should
not be so, for a girl who has kept a

was in service.
house for some one else has habits of
orderliness and neatness that are a
help to her in a home of her own.
She is a better home maker than the
girl who has worked in a factory.
“Tf every one in the home is moved
by a desire to give and not only to
get, Mrs.
could solve our home problems with-
out any

one.’ —Maude New

Baldwin concluded, “we
unhappiness resulting to
Ardelle White in
York Evening Post.
—_22—___
You Are Surely Beaten—
When “If” controls your efforts.
When you think you are a failure.
When you get discouraged and lose
heart.
When you cease to
your principles.
When you_let up in your efforts to
push ahead.
When you say
should say “No.”
When you are a leaner, a follower,
an imitator, a trailer.

stand up for

“Yes,” when you

When you throw up your hands
and surrender to obstacles.

When you have no fixity of pur-
pose, no one unwavering aim.

When you are pessimistic and have
a wrong outlook on life.

When you don’t demand the high-
est thing of which you are capable.

When you
proposition like the
tar.

When you allow jealousy or envy
to mar your life, to make you unhap-
py.

When you cease to do your best and
are half-satishied with
best.

When you go about showing de-
jection and despair in your face and
bearing.

When you cease to work for a liy-
ing, to strive, to struggle to get on in
the world.

When you choose the lower and the

fail to stand by your
Rock of Gibral-

your second

August 11, 1920
higher is possible. Not failure, but
low aim is crime.

When you are not master of your-
self and let your animal appetites and
passions rule you.

When you feel like a coward; a no-
body, a down-and-out, and give way
to discouragement.

When you are afraid to step out of
the crowd, to live your own life, to
think your own thoughts.

When you cease to be a good citi-
zen and neighbor, and to stand for
something in your community.

When you can’t stand up like a man
and face the music, or take your medi-
cine—whatever it may be.

When you begin to say, “Oh, what’s
the use? The world is against me!
A cruel fate is on my track!”

When you are making excuses for
not standing up like a man when dif-
ficulties and obstacles confront you.

When you are so sensitive that you
can’t take advice, and go all to pieces
when you are criticized or crossed.

When you cease to walk, talk and
act like a conqueror; when you cease
to carry victory in your very face and
bearing.

When procrastination runs in your
blood; when you can’t decide things;
when you are forever on the fence, al-
ways reconsidering your decisions.

When you choose the easiest way:
when you are enamored of the easy
chair; when you are not willing to
pay the price for the larger thing of
which you are capable.

When you lose your backbone;
haven’t iron enough in your blood;
when you are afraid to begin to do
a thing which you know you are cap-
able of doing and ought to do.

When you can’t give an impetus to
progress, a lift to civilization. When
you can’t leave the world a little bet-
ter off, a little higher up and a little
further on—a better place to live in.

When you stand by your
make good your. promises;
when you are not honest, straight,
square, then you are beaten so far
as being a man is concerned; and
that’s what you are on this earth for
—-to play the part of a man, to do your
work with courage, good cheer, in a
helpful spirit. ©. |S. Marden.

—_———s-<2
Words of Wise Men.

Many a great effort owes its final

success to the sound of a faint cheer.

don’t
word,

Being good is creditable, but still
more creditable is being good for
something.

Let not your mistakes and false
steps embarrass you. Nothing is so
valuable in experience as the con-

sciousness of one’s errors. This is
one of the cardinal means of self-
education.

Quiet waiting often requires’ more
courage than the most desperate ac-
tion. Toops awaiting the charge of
the enemy find it so, and many a man
in daily life knows the severity of the
test.

A man can pile up a palace of
marble and live the life of a pauper
within it, or he may be able to build
only a hovel and yet live a princely
life within its poor walls. The things
that can really help or hinder a hu-
- being are, after all, comparatively
ew,

 

August 11, 1920

 

 

 

 

Che House of Quality

 

Rademaker-Dooge Grocer Zo.

Wholesale Grocers
Grand Rapids

 

 

Che Bouse of Service

 

 

 

 

 

 

   

  

38

FUTURE GOOD WILL.
Now Is Time To Lay Sure Founda-

tion.
Written for the Tradesman.

To-day the problem is not so much
selling goods as it is of buying enough
to satisfy the demand. When such
exist, it 1s the most na-
tural thing in the world to become
careless and to neglect to prepare for
a future good will, for a friendliness
and confidence on the part of the
customer which will result in his busi-
ness when times once more become
normal and he can make his purchas-
es anywhere he desires to make them
rather than where he can find the
goods that he wants.

Different business

conditions

men are using
different methods for building for the
future. Some are advising economy
and the putting off of purchases as
long as possible. This does not al-
ways result in reducing sales, how-
ever. There is one case on record
where a advertised the ad-
visability of reducing purchases, of
not making any more purchases at the
present time was absolutely necessary
and the result was a very consider-
able increase in sales at the store.
This advice, nevertheless, is likely to
be remembered future time
when spending is not being done so
recklessly as is the case at present.

One hat store was able to do good
work towards building future, as well
as present, good will by placing in the
window of a store it was about to
vacate a card setting forth the facts.
The card told the people who read
it that the landlord had

concern

at some

increased

MICHIGAN TRADESMAN

the rent to such an extent that it was
necessary to move or to increase the
price of hats. The card stated that
it had never been the policy of the
store to put up prices any more than
was absolutely necessary, so it plan-
ned to move to a cheaper location.

Everyone is now having his experi-
ences with landlords in one way or
another and this card did not fail to
make an appeal. The sympathy of
the readers was sure to be with the
hat store and the window card did
not fail to increase present business
and to lay the foundation for future
good will.

We are now being told that the
mania for spending money is reach-
ing the end. We are informed that
the number of people who are cutting
their expenditures down to actual nec-
is constantly increasing. Al-
as yet the number of people
of this class has not increased suffi-
ciently to have a very decided effect
upon the volume of business done, it
is certain that if things go on as they
are there will be enough people in
this class eventually to have a very

essities
though

serjous effect upon sales.

For the past few years there has
been a great deal of talk about prices
going up. It has made little differ-
ence what the article may have been,
if one entered a store to buy it, the
chances were that he would be ad-
vised to buy at once or to buy in
quantity, because prices would soon
advance. In newspaper advertising
found that warning about
prices going up. At every turn we
have been faced by high prices and

we have

  

the warning that prices will go higher.
This has not tended to build up fu-
ture good will. It has tended to
cause consumers to make charges of
profiteering.

It has also had another bad re-
sult. The workers have been demand-
ing increases in wages in order to
meet the increasing cost of living.
Each warning that prices are going
still higher has aroused a fear that
wages will not meet expenses. It
may have aroused a suspicion that the
producers were attempting to annul
any advantages accruing from the last
increase by boosting up prices to an
unwarranted level. In short, they
may have feared that the producer
was using the last increase as an ex-
cuse for profiteering. In order to
prevent this they demand another in-
crease. This increase may be refus-
ed and a strike or a lockout result,
with a consequent falling off in pro-
duction which in itself would send
up prices.

Everyone knows that the cost of
doing business can be reduced only
by increasing volume. The greater
the volume for a given overhead, the
greater will be the saving in cost and
the lower the price at which the out-
put can be sold. The automobile busi-
ness has demonstrated this fact as it
has never been demonstrated before.

Reducing volume works just the
other way. It increases the cost of
doing business and makes a_ higher
price necessary. This higher price is
all too likely to be interpreted as an
attempt to secure an unwarranted
profit with the result that ill will re-

August 11, 1920

sults, the consumer makes unjust
charges and the employes make mat-
ters worse by cutting down their pro-
ductiveness or demanding higher
wages or both.

It is along this route that we have
been traveling during the past few
years. It is to show their customers
that they are no longer traveling this
route that so many dealers are ad-
vising economy and doing everything
that they can to show their customers
that they are striving to cut down the
selling price.

Some concerns that have been oper-
ating on a credit basis have changed
to strictly cash. This has enabled
them to do a larger volume of busi-
ness with the same capital and has
also enabled them to reduce prices.
Featuring this out in prices has tend-
ed to build up good will for the store
and it has laid a good foundation for
future business.

When times become normal again,
the hardest thing that any dealer will
have to overcome is the impression
on the part of the public that he has
been making unduly large profits. The
time to correct any wrong impression
is now while the demand is still good.
A little delay may mean that people
will believe that the change in heart
has been due to a falling off in trade
which has made a reduction in price
They are not going to
have a friendly feeling towards that
dealer. They are going to have, in-
stead, a gloating feeling.

necessary.

Dealers in all lines of business have
been charged with profiteering. It
is quite possible that some of these

 

and Pajamas.

 

SELL
Lowell Garments

and have satisfied customers

Our Fall Lines are now ready and we
guarantee fo fill all orders we accept

LADIES’

Gingham and Percale Housedresses,

Sacques, Wrappers,

Aprons, Outing Flannel Night-gowns and Pajamas.

CHILDREN’S

Gingham and Percale Dresses, Outing Flannel Night-gowns

MEN’S
Outing Flannel and Muslin Night-shirts and Pajamas.
Out Sizes and Stouts for Men and Women a Specialty.

 

LOWELL MANUFACTURING CO.

GRAND RAPIDS, MICHIGAN

 

articles.

with goods.

Prompt Service

 

Cotton, Silk or Linen
brics, Shirt Waists, Lingerie,
Collars, Dresses, Night-robes,
Sheets, Pillow Cases, Nap-
kins, Table Cloths and other

Hemstiching

Fa-

White and black cotton and
silk thread furnished by us.
All other colors must be sent

Work Guaranteed

Special Prices to Merchants

 

Lowell Manufacturing Co.
Grand Rapids, Mich.

 

 

    
    

  

  

August 11, 1920

charges have been just. It is appar-
ent that most of them have not been
just. But just as one bad ego in 4
case may make the whole case smell
bad until they have been taken out
and washed, any justification of profit-
eering charges will tend to create ill
will for all dealers until they can
prove their innocence to the satisfac-
tion of the public.

A realization of this fact is making
the economy movement as popular
if not more popular among the deal-
ers than it is among consumers. It
is causing dealers to place more and
more emphasis upon the efforts they
are making to bring down selling
prices.

There are a couple of ways of keep-
ing down operating costs which will
mean that the dealer can give his
customers better values than would
otherwise be possible, and keep his
business in better shape to meet any
condition that it may have to face in
the future. These are careful buying
and more effective advertising and
selling.

Careful buying means buying in
such a manner that the stock of goods
can be turned the maximum number
of times each year. In a seasonal
business like the hat business this is
not so easy as in some other lines
of business, but it is posible in most
cases to speed up turnovers. Merely
buying those goods that sell the fast-
est and buying in quantities that
mean the shortest possible stay in the
store will naturally mean a speeding
up of turnover.

Advertising will not fail to cut
down the cost of selling. At the same
time it can be used to bring before
the public facts that will help build
up future good will. Business men at
the present time are very much in
the position that a miner’ is in when
he can see the time ahead when his
mine will be worked out. If that
miner is wise he will begin to pros-
pect for new ore while he is still de-
riving profits from the mine. If he
does not there is grave danger that
he will go broke.

The business man of to-day is in a
position where he is stilt doing good
business and making good profits but
the end is near enough in sight so
that it behooves him to prepare for
different times that may come in the
future. A very satisfactory way of
doing this is to use advertising in
such a way as to show that he is do-
ing his part to keep down the cost of
living. This will enable him to give
better bargains and to impress upon
people the sincerity of his statements.

Advertising as used here does not
mean using newspaper space alone.
It means using the newspapers, the
mails and other medium for placing
before the largest possible number of
people the sales message that it is
desired to place before them, to place
before them the facts and the figures
that must be placed before them if
future good will is to be established.
Now is the opportune time to do this
work. Too great a delay may prove
very expensive if not actually fatal.

Elliot Church.
——_.-2—____

Adeas are like rivets; they should
be driven home and clinched while
hot,

MICHIGAN TRADESMAN

Adding to Your List of “Steady”
Customers.
Written for the Tradesman.
Undoubtedly one of the most
portant problems the has to
solve is to keep his customer in good

im-
dealer

humor and pave the way for the re-
turn Keeping old custo-
mers is just as important as making

purchase.
new ones.
make the
but to
many times is an

To induce customers to
initial purchase is a problem,
have them reorder
art worthy of the most serious con-
sideration you can give.

With the aid of several faithful allies
you may do the trick. First we have
our old friend “Courtesy,” closely
followed by the near kin “Service.”
As it is a well established fact, no
dealer can thrive or prosper without
both in good working order, we pass
along to our worthy ally, “Value.”

Value is a word which may mean
much or little, as value does not con-
sist in selling goods below market
price. Value should be something
which makes people exclaim. “Yes, I
always buy at Blank’s and i have dealt
there a number of years.”

Now, we come to another familiar
phrase, “Dependability.”

A dealer to be rated dependable
need not do more than be honest and
painstaking in~-all dealings.

There is no need to have a “holier
than thou” expression or to head the
subscription list of every charity. All
that is necessary is to keep shop by
the Golden Rule and you will quickly
be placed in the dependable class,
which is not overcrowded.

To adjust complaints properly and
well, to make every person who comes
in with a kick go out with a smile, is
worth of the best efforts that is in you
and your assistants. No merchant
ever failed by being too liberal-mind-
ed in the matter of complaints.
Though many times he may seem un-
fair, in the long run the customer
is generally right.

And now we reach “Policy.” <A
good policy is more to be desired than
a fat bank account. The bank ac-
count may shrink, but once a suitable
policy is established it remains a
tangible asset for ever.

“Fellowship” is another ally at
times overlooked. The dealer with-
out a friendly spirit in his establish-
ment prevailing is about as homely as
a jail or poor house.

To get people working with you
and not for you is the aim of all good
merchants, and this can only be at-
tained by a spirit of brotherly love.

Give frequent boosts, bring out the
good in your helpers, extend the glad
hand and rule by softly spoken words
rather than by a rod of iron.

In other words, act as if you did
not know you were boss, and you
will find people looking up to you
and not against you.

Last, but not least, we have “Confi-
dence.” You may as well try to run
an automobile with sawdust as a busi-
ness without confidence. Once the
buying public loses confidence in you
or your store, you might as well quit,
for it is next to impossible to regain
it no matter how sincere and honest
your efforts may be.

——_>-->_____
I guess so is the reply of a failure.

39

 

 

 

“APEX 99

 

  

 

 

 

“APEX” Underwear Builds Business

Your customers are continually on the lookout for

   

merchandise of merit, and wil! be quick to see and

aprreciate the superiority of “APEX” UNDER-

WEAR.
“APEX” is knitted and finisted in a way that makes them
BETTER than the ordinary run of underwear. Then too,
“APEX” is correctly sized, daintily trimmed and SELLS
RAPIDLY.

We should like to show you a few “APEX” Sam-

ples. May we?
The Adrian Adrian,

° . ~ Mi hi ¥
Knitting Co. ichigan

   

 

 

 

 

 

 

   

40
APPEARANCE OF PACKAGE.

Outward Looks a Great Factor in
Merchandising.

When a stranger is introduced to
us, we usually form an opinion of his
or her general qualities, as a result
of impressions made by the individual
and recorded by our various ‘senses.
As the impressions made through our
sense of sight are the easiest recorded
and remembered, it is quite logical
that first impression is based largely
upon appearance, hence the saying
“clothes make the man.” While such
first impressions are not always cor-
rect, the value of making them favor-
able is generally recognized.

Similarly should we cause the first
impression of merchandise to be fay-
orable, for it is daily introduced, so
to speak, to many customers and peo-
ple coming into or passing the store.
They make its acquaintance through
the medium of windows, showcases,
or the personal introduction by the
salesmen. On making the proper first
impression depends to a large degree
the volume of new business that can
result from the display or showing
of goods and when goods are your
own this impression frequently forms
the basis by which you and your store
are judged. In few lines of business
is appearance of more importance
than in ours, for quality is not al-
ways a visible attribute, especially not
in the various medicinal preparations,
drugs and chemicals usually packag-
ed by the retailer and daily sold on
demand over the counter. It is in
these preparations that the character
of the Pharmacy dispensing them is
most evident. Yes, reputations have
been both made by the careful at-
tention to, and unmade by the neglect
of this point.

It is much more difficult than would
appear to most of us, to notice any
imperfections in our products. We
are not placed in the position of drug
store customers enough to get the
right viewpoint, and it is especially
dificult to enter our own stores and
see things as they are seen by the
public. We are too familiar with it:
we are so used to seeing that we don’t
see. What other people notice with-
out effort requires our close attention
and a critical eye.

For the purpose of illustrating the
principal thought of this paper, let
me describe three articles recently
purchased in a drug store; they were
a 2-oz. bottle of Spirit of Camphor,
% oz. Tincture of Iodine, and a dozen
2-grain Quinine capsules. The Spirit
of Camphor had a slight sediment in
it, just a bit of dust and such foreign
particles as are normally carried into
it by the camphor. The bottle was
the usual prescription oval stoppered
with an ordinary regular length cork;
the latter, however, was difficult to
remove, for it had been driven too
far, about % inch protruding
from the neck and this at a decided
angle to one side. The label read
“Spts. Camphor;” it squared better
with angle of cork than with the bot-
tle, and had evidently been slid over
the bottle in moist condition, as a
streak of paste was visible below the
label. The dust of several days’
standing had accumulated on the lip
of the bottle and the whole appear-

only

MICHIGAN TRADESMAN

ance was further marred by a price
mark in large blue-pencil figures
across the label.

The Tincture of Iodine bottle was
fitted with too small a cork, permit-
ting the Iodine to come between the
neck and cork to within about one-
eighth inch of the lip. The label was
a regular shop label but a trifle too
large to make it lie down on the
shoulder of the bottle. Finger marks
of bluish tint indicated that the per-
son applying it had had Iodine on his
fingers.

The Quinine capsules were dispens-
ed in a square telescope box w:i!
rather loose fitting lid, just loose
enough to make the body of the box
fall out after the package had been
raised about six inches. The capsules
themselves seemed to be a home-
made product on which the errand
boy or apprentice had put in his spare
time without requisite supervision.
They showed considerable irregular-
ity in fillng and a good detective
would have found no difficulty in iden-
tifying the individual who had handled
them, by the finger prints which per-
spiring hands had left. The box was
labeled with the usual stock label hav-
ing a large white space at the top and
a small imprint giving the name of
the store at the bottom, and on this
white space appeared “2 gr. Quninine
Caps.” in lead pencil writing.

I doubt if you will have to draw
on your imagination to visualize the
trio just described; your memory will
probably recall drug store packages
hitting the description given.

How much more would the cus-
tomer think of its quality had the
Spirit of Camphor been filtered, and
how much better would be the first
impression if the cork was of proper
length, straight, and not driven too
far into the bottle? How valuable
would be the evidence of care shown
by a straight and correct label and
clean bottle? The paste or mucilage™
could have been removed with a wet
cloth before the bottle was put in
stock and the lip could have been pro-
tected by a paper cap so that dust
could not have lodged at this par-
ticular point.

We all know how Iodine will cor-
rode a cork. If you have ever had a
cork stoppered bottle of Iodine that
had been in the house for some time,
tip over on a nice white enameled
shelf in your bathroom, you will real-
ize how much damage can be done by
a corroded cork. Would it not be
better to use a rubber stopper and
prevent such annoying accidents for
your customers?

The cheapest help can fill Quinine
capsules providing it is carefully in-

structed. Capsules unevenly filled,
bearing finger marks or traces of
Quinine on the outside are not a

particularly good advertisement.

A box with a properly fitted cover
or lid is no more expensive than one
iwth a poorly fitting lid; it is just a
question of proper attention at the
time of purchase. The label, too,
could be improved by having it type-
written or printed, and adding direc-
tions as to how often and how many
may be taken.

The Spirit of Camphor label prey-
iously referred to is a relic of the time
when printing houses knowing noth-

ing about Pharmacy constructed the
labels for the druggist. Unnecessary
abbreviations on labels should be
avoided, incorrect titles are inexcus-
able, and bad English in their read-
ing matter will hardly serve to prove
our being professional men.

When you get back to your stores,
just look over your stock of shop
labels. I am sure most of you can
find on them some statements that
you never knew existed. Some years
ago I found a quantity of Tincture of
Nux Vomica labels in use which gave
an antidote that would properly have
sited for a Tincture Opium label, a
rather serious error.

In dispensing liquids generally, it
is a good policy to filter them, even
such things as Olive Oil, Turpentine,
and certain liquids which are intended
for technical purposes should be filter-
ed before being bottled. While in
many cases, it may not make the prod-
uct any better, it will improve its ap-
pearance and thereby leave a better
impression with your customer. A
little care and judgment exercised in
corking bottles will work wonders as
will also the use of a moist cloth on
the finished package and labels placed
straight and at uniform height. If
any price marks are necessary, they
should not mar the label. Price stick-
ers are inexpensive and make a pack-
age look much better and if placed
at the bottom of the bottle, do not re-
mind the customer continuously of
the money spent. Let him forget the
price and remember the quality. The
convenience of the customer should
be considered in designing or select-
ing the package for any article. A
viscid liquid in a narrow mouthed bot-
tle or a hygroscopic salt in a paper
container will only serve to vex your
customer and make him try another
store.

One could go on indefinitely with
descriptions of improper packages
and enumerate many little points that
should be observed, but what has been
said is sufficient to convey the idea
that you may find some food for
thought by carefully scrutinizing
packages from your own and other
stores. Make the appearance of both
package and contents an advertise-
ment and asset for your store by

studying their qualities and faults
from every angle and then make the
changes you deem necessary. I am
not advocating extravagance. One

can often create a great improvement -

in the appearance of both package
and product without expense.

F. W. Nitardy.
2. ___

Welfare Work as a Business Invest-
; ment.

Welfare work is no longer con-
sidered in the light of business philan-
thropy in those organizations where
it is operated even on an amazingly
large scale. Certain types of welfare
activities have been developed to such
a point that their value can actually
be measured in dollars and cents—
aside from the intangible but potent
value of a contented working person-
nel.

Women who are interested in spe-
cializing on industrial welfare work as
an occupation find it valuable there-
fore to study not merely the outward
activities that are included in the term

August 11, 1920

—like installation and management of
rest rooms, hospital rooms, libraries,
employes’ club and so forth— but to
the far-reaching results of some of
these and allied plans as operated by
many industries.

To-day so-called “welfare work”
has a definite influence on labor
turnover, and it is in the reckoning
of labor turnover costs that efficient
welfare work shows itself a positive
and determinable investment. In fact,
so closely is it allied to labor turn-
over that to-day the efficient welfare
worker is one who is trained also in
the modern science of employment
management. This, of course, is a
far broader subject, involving the
methods of hiring and assigning em-
ployes, and a knowledge of industrial
labor needs so that an adequate staff
is available the year round with no
waste to industry or to worker. Many
firms have abolished the term ‘“wel-
fare work” or “welfare secretary” al-
together, especially as they contain
objectionable paternalistic suggestions

It is the “employment manager” or
‘supervisor of personnel” who has the
entire responsiblity not only for hir-
ing, placing, transferring and dis-
charging of employes, but also the su-
pervision of all activities that make
for the comfort, content and stimula-
tion of workers while employed.

‘

Obviously, this is a large order, but
there are a few women scattered in
organizations throughout the country
who can and do hold down such
jobs. Their position is highly impor-
tant, for the right individual can dis-
seminate among workers a feeling of
satisfaction with kindly and equitable
treatment, and this- is what builds
reputation for a plant. A local repu-
tation for treating its employes with
kindness and generosity is the best
kind of insurance against labor
troubles. On the other hand, there
are big organizations that must con-
stantly recruit labor from other places
because the local reputation of the
plant is such that natives will refuse
to work there if they can possibly get
work elsewhere.

Sometimes small matters result in
an unfavorable local reputation—but
it takes a long time to live down.
Here is where the value of the expert
welfare worker or supervisor of per-
sonnel comes in. Provided the basic
relations between employer and em-
ployes are fair, the welfare worker
develops the channels for friendly re-
lations by personal contact, knowledge
of every employe, paving the way for
adjustments when necessary.

To-day there are perhaps thousands
of firms whose management and em-
ployes would be better off if a trained
welfare worker or personnel manager
were appointed. These are jobs that
can be created by women who go
after them; and certainly the field was
never more worth while.

Eleanor Gilbert.
——_.---.—__

The very habit of expecting that the
future is full of good things for you,
that you are going to be prosperous
and happy, that you are going to have
a fine family, a beautiful home, and
are going to stand for something, is
the best kind of capital with which
to start life.

 

 

: : z 7 ; ~ ~ oc anes onal aeennanananenal Salas asRANNE
os anes Nears ONTO SaRGneuneennnahe

August 11, 1920 MICHIGAN TRADESMAN 41

 

 

 

 

 

Sane eateeige

LO OE dcr
, ok foe

 

 

 

 

The Home of the

Hazeltine & Perkins Drug Co.

Jobbers and Importers

Corner Oakes Street and Commerce Avenue
Exclusively Wholesale

1873-1920

We enjoy the courtesy of more visiting buyers than any other Drug house in
this part of the country.

Hazeltine & Perkins Drug Co. Grand Rapids, Mich.

 

 

 

 

 

 

42

DO BUSINESS DIRECT.

Place No Dependance On Local In-
surance Agent.
Written for the Tradesmar

I have many times, through these
articles, suggested that business men
ought never to forget that in matters
with their fire insurance,
they should never take anybody’s
word but the company’s. I have also
reiterated this to my own clients
many, many times, but again and
again instances occur which show that
business men are at no point of their
business more careless than they are
at this point of getting things per-
taining to their insurance done that
have to be done for their own pro-
tection.

Lying before me at this minute is
the report of a case which beautifully
illustrates this. A retail dealer in a
small city had a fire which destroyed
most of his stock and fixtures. There
was a chap in the town, a typical local
insurance agent, who had placed all
his insurance, and the retailer relied
upon him absolutely to see that every-
thing was right. Apparently he had
never read a word of any of his poli-
cies, but depended on the agent to
keep him straight.

This retailer carried plenty of fire
insurance to cover his loss, and a day
or two after the fire he dropped into
the agent’s office and told him about
the fire. “I told him,” he says, “about
what I lost; and he wrote it down
and said all right, you go home and
do nothing until I have an answer
from the company. When I have an
answer from the company I will let
you know.”

The merchant heard nothing and
several times more got in touch with
the agent, each time receiving the
same answer.

Under the terms of his policy this
man was obligated to furnish proofs
of loss to the local agent within twen-
ty days and to the company within
sixty days. By reason of what the
agent told him, he did not do this.
The sixty days passed and he had
filed no proofs at all. The company
then refused to settle because of the
absence of proofs and the merchant
had to sue. His theory was _ that
notice to the agent was notice to the
company, and the agent’s action must
be considered to have waived any re-
quirement as to further proof of loss.”

The jury gave him a verdict, but the
court took it away from him, and
when the case was appealed, the high-
est court said, too, that he was not
entitled to recover anything. It ex-
pressed regret that it felt obliged to
decide this way, but said that the case
was clear. The terms of the policy
were plain, they had not been com-
plied with, there was no good reason
for the non-compliance and the com-
pany had not waived its right to ob-
ject. Therefore it was not obliged
to pay the insurance. I reproduce a
part of the court’s opinion and I hope
every reader hereof will read it
twice:

The conduct of the agent was such
as to make the plaintiff believe that
nothing further was required of him
until the agent sent word. This court,
however, has repeatedly held that
such verbal promises do not release
the insured from the terms of the pol-
icy. It is not contended by the plain-

connected

 

MICHIGAN TRADESMAN

tiff that he ever had any correspond-
ence with the company at its home

- office or that he ever saw or spoke to

any officer, general agent, adjuster or
other person specially delegated to
adjust and settle his loss. To excuse
his own non-performance of the plain-
ly expressed covenants of his contract
the insured relies solely upon a ver-
bal promise of the local agent that he
would do whatever was necessary
and that the insured need do nothing.
There was no agreement of any kind
indorsed on the policy to in any way
vary its terms and no attempt made
to prove that the powers of the agent,
conferred on him by the company,
were other or greater than those usu-
ally possessed by the local soliciting
agents of insurance companies. If
the insured, under such circumstances,
chose to rely on the voluntary prom-
ise of the local agent as his warrant
for expunging from his contract some
of its important provisions and ignor-
ing the warnings therein given against
such attempts to alter or waive the
terms of the writing on which his

claim is founded, he placed himself in.

a position where, if deceived or lulled
into security it was not by any act
of the company, but by trusting to
the mere opinion of one who had no
authority to bind the company by any
such expression.

I have a pretty poor opinion of an

insurance company that would take a
position like this, but nevertheless
they can take it under the law if they
wish to, and always get away with
it. I also have a pretty poor opinion
of an insurance agent so ignorant as
to betray his customer into such a
situation, but I repeat, it is the law,
and there is only one way to get
around it. First know what is in
your policy and then comply with it.
At least, go to your agent and say,
“T want you to tell me what I have
to do under my policy in order to
coliect my insurance.” Do that at
the very least, and never take his
word that this or that isn’t necessary,
“I'll attend to it for you.’ Do it
yourself—always. Elton J. Buckley.
(Copyrighted.)

a
Salesman’s Value to Wholesaler and
Manufacturer.

The service of salesmanship is, after
all, the most potent factor of the ser-
vice that the wholesale grocer renders
to the community in which he oper-
ates. To speak of the other branches
of the jobbing service, namely, as-
sembling and warehousing of stock,
distribution and credits would be only
a matter of rehearsing facts and ar-
guments that have been so ably pre-
sented in the past; and yet, in the
many discussions in the past it would
appear that the most important fac-
tor of the jobbing service, the travel-
ing salesman, had been neglected.
This branch of the service needs no
eulogy; it speaks for itself.

How like the hands of the clock are
the traveling salesmen of to-day, con-
stantly making their rounds, seeking
no favors, pursuing the beaten track,
with ceaseless and untiring energy
seeking to create and promote a feel-
ing of good will between the retailer
and the consumer to the houses they
represent and to the merchandise
they offer. We seldom appreciate the
value of the hands of the clock until
they cease to move, and in a like
measure we sometimes fear that the
retailer and the consumer, and es-
pecially the manufacturer, do not ap-
preciate the real intrinsic value of the
traveling salesman; and they never

will appreciate it until he, like the
hands of the clock, has ceased to
travel through his accustomed jour-
ney.

The traveling salesman is the chief
adviser of the retailer; without his
service credits would be in a deplor-
able condition. Small, honest and de-
serving merchants seeking an oppor-
tunity to earn a livelihood, and at the
same time rendering service in their
community, would be oft-times de-
nied credit.

Through this fabric of credit alone,
which is built up in a large measure
by the constancy and judgment of the
traveling salesman, the distribution
of foodstuffs has been kept from fall-
ing into the hands of large corpor-
ations and monopolies.

It cannot be denied that the serv-
ice jobber who maintains a corps of
traveling salesmen is the rock upon
which any individual, partnership or
corporation seeking to establish a
manufacturing business in foodstuffs,
and obtain a channel through which
these foodstuffs may reach the con-
sumer, may lean and depend upon.
The sales service jobber constitutes
the one barrier that prevents the
stifling of initiative.

The specialty salesman is driven for
volume at all cost. He does not stop
to consider, neither does he care
whether his success in volume is
harmful to the buyer. The opportun-
ity before him may be his last chance.
He sells an excess quantity; his house
is pleased with the results, and takes
those results and compares them with
the jobber’s salesman who must be
moved and guided by different work-
ing conditions.

The jobber’s salesman realizes that
the case of a certain product he sells
his retail customer to-day will last
him until his next trip, and the next
time he sells him another case, and so
on, like an endless chain, he keeps
this article everlastingly on the shelf
of the retail merchant It is unfair to
take one week’s work of the specialty
man and compare it with one week’s
work of the jobber’s salesman. The
only fair basis of comparison would
be on a longer and more extended
time, and when comparisons are made
on this basis it is safe to assume that
the loyalty of the jobber’s salesman
to the nationally advertised product
cannot be challenged or questioned.

Loyalty to Advertised Goods.

The question has also arisen that
the traveling salesman has no intrin-
sic value to advertised products, other
than as a medium through which such
may be verbally ordered.

During the month of January one
of our rural salesmen decided to work
a certain popular, well advertised
brand of soap, the manufacturers of
which maintain constantly a corps of
retail salesmen throughout this par-
ticular salesman’s territory. In the
first three days our salesman sold 230
boxes of this particular brand of soap
and this was after specialty salesmen
had covered the trade only a short
time before. Would the manufactur-
ers of this particular brand of soap
claim that this service salesmen of our
organization was of no value to them?

How often have the specialty sales-
men of the advertised product in of-
fering apologies to various jobbing

August 11, 1920

houses why their volume of mission-
ary orders was not as great as expect-
ed given as a reason that they found
the trade loaded up. Who, might we
ask, loaded this trade up? We venture
the opinion that 80 per cent. of this
condition was the result of the efforts
of the traveling salesman who repre-
sented the sales-service wholesale
grocer.

Are manufacturers content that the
present method of compensation ex-
tended jobbers is a means of preserv-
ing the good will and co-operation of
the sales-service jobber, or is the in-
equality of the plan causing the sales
service jobber to realize how fruit-
less are his efforts to co-operate with
the manufacturer who compensates
the non-service jobber with the same
measure of reward that he does the
sales service jobber, which in turn
permits that non-sales service jobber
to acquire an advantage in selling
price that represents just the equiva-
lent of cost of the maintenance of
the sales service that the sales serv-
ice jobber renders the manufacturer.

If the manufacturer feels that the
preservation of the popularity of his
product depends on the retention of
the individuality of the retail grocer,
which individuality is expressed so
forcibly through the individuality of
the sales-service jobber, and if he
further realizes that the sales-service
jobber is a valuable adjunct to his
distributing and advertising depart-
ment, an adjunct that he acquires at
the minimum cost, then it behooves
that manufacturer to so rearrange his
method of conmpensation to protect
the individuality that is so essential to
his product. This protection could
well be expressed in a scale of com-
pensation based on the productive
merits of the organizations through
which he markets his product.

Another matter that the manufac-
turer should take cognizance of is an
evil that is growing; that, if permit-
ted to grow, cannot help but reflect
in an injurious manner on the manu-
facturer’s product in the future. Re-
cently one of our customers complain-
ed that the specialty salesman of a
manufacturer of a nationally known
product, instead of spending the half-
hour of time, which constituted his
visit, in offering and promoting the
sale of the product he represented,
used that time to explain the merits
of a non-sales-service organization,
and how the non-sales-service organ-
ization would benefit that particular
retailer. This retail salesman of the
manufacturer obtained his volume,
but we wonder if, in obtaining the
volume, he did so at the sacrifice of
the sales-service jobber. These are
practices that must cease.

It is necessary that in order to
bring about the greatest satisfaction
to both manufacturer and sales serv-
ice jobber in the distribution of food
products, and in their mutual trade
relations as well, all inefficiency and
unfair practices must be eliminated.
It is hoped that the time is not far
distant when the manufacturing in-
terests will renew their allegiance to
the sales service jobber, who, if statis-
tics be right, distributes 80 per cent.
of their products and offers them 100
per cent. good will and loyalty.

W. A. Hannigan.

 

 

 

August 11, 1920 MICHIGAN TRADESMAN

te eee er

43

 

 

 

 

C. J. Litscher Electric Co.

41-43 Market Ave., S. W.

Grand Rapids, Michigan

a

WHOLESALE ELECTRIC SUPPLIES

“Service Is What Counts”

 

 

 

 

 

 

 

 

 

“BLIZZARD” ENSILAGE CUTTERS

ARE SOLD BY THE BEST DEALERS TO THE BEST FARMERS

See Our Exhibits at

West Michigan State Fair

Grand Rapids, Mich.

September 20-24

and

Michigan State Fair

Detroit, Mich.

September 3-12

 

The Genuine Dick “BLIZZARD” is easy to sell—stays sold—and brings more business.

CLEMENS & GINGRICH CO.

DISTRIBUTORS FOR CENTRAL WESTERN STATES

COMMERCE AND CHERRY GRAND RAPIDS, MICHIGAN
Branch Houses at INDIANAPOLIS, IND., and DES MOINES, IOWA

 

 

 

 

 

 

44

COLD FACTS ABOUT STORAGE.

 

Prices Kept Down Through Saving
Perishable Food.

“One reason for the H. C. L.,” said
the fat man who had squeezed himself
and big overcoat into a one-armed
quick lunch chair, “is cold storage.”

He spoke slowly because his mouth
was muffled with huckleberry pie.

“The Government ought’o put
every cold storage place out o’ busi-
ness,” he went on as he carved out
another hunker of pie. “Say Jake,”
to the man behind the service-coun-
ter, “how "bout ’nother slab o’ huckle-
berry?”

Unfortunately he didn’t know that
Lunsford’s huckleberry pie was at that
time, mid-winter, essentially a cold
storage product. And that was true
of many other things that graced the
Lunsford menu.

When Lunsford was starting his
chain of lunch rooms, he noticed that
a period of spring saw huckleberries a
drag on the market and that quantities
of them were often thrown away be-
cause of over-supply.

“Why can’t I buy them up, pre-
serve them and make huckleberry pie
a year-round feature in my restau-
rants?” he asked himself.

He could hold them indefinitely
without much expense, he found, by
freezing and storing them. And that
is why you can always get good
huckleberry pie at a reasonable price
at Lunsford’s restaurants.

If there is one modern subject filled
for the novice, with surprises, it is
cold storage. And one of the most
astonishing encountered by this writ-
er was the fact that, if you want to
make the average food _ specialist
writhe with disgust, just intimate that
you give credit to one-half the popu-
lar prejudices and misbeliefs anent
cold storage and cold storage prod-
ucts.

“It is a great blessing to be able to
put meat, vegetables, and fruit into
cold storage where they will keep,
there is no doubt about that,” declared
James Wilson several years ago when
United States Secretary of Agricul-
ture.

“It is not cold storage per se that
I object to,” says the thoughtful per-
son, “but to its misuse.”

And there is merit in that position,
but investigation of the subject tends
to indicate that public opinion doesn’t
always draw the distinction stated. In
truth the attitude of a great part of
the public toward cold storage and
cold storage food is warped by many
Frendian complexes, due in the main
to lack of information on the subject.

How many persons, for example,
know the different enterprises?

How many know that a frozen fish,
perhaps six months out of the water,
is apt to be a chemically “fresher”
fish than a so-called “fresh” fish three
days out of the water?

How many know that the musty
taste that identifies the cold storage
egg is due more to the straw board in
which it is packed than to the disin-
tegrating effect of time?

Yet the answers are plain facts, de-
veloped and asserted in the main by
government specialists.

There is now in this country nearly
a half million cubic feet of cold stor-

 

MICHIGAN TRADESMAN

age space. About one-half of it is
comprised in what are known as “pub-
lic cold storage warehouses.” In
those houses anybody who wishes to
may rent space and store food or
other things, just as they may rent
space in a bank’s vault. The owners
and operators of those warehouses, as
a rule, don’t engage in storing; they
serve only as caretakers.

A small portion of the remaining

half of our cold storage facilities are
‘private;’ that is to say, they are
owned by dealers in food who do not
sublet space to the general public.
Most of the remaining half, however,
belongs to the meat packers, who em-
ploy the bulk of it in the process of
curing meats for general distribution,
and not for the purpose of indefinite
storage, though some is so used.
- Hence it may be stated as a basic
proposition that storage and storing
are separate entities, deserving sep-
arate attention for they present dif-
ferent problems. The problems of
storage are scientific and mechanical;
those of storing economic.

Science and invention have done
much toward perfecting the mechanics
and processes of cold storage. The
evolution of the cold storage princi-
ple has brought about the develop-
ment of food-producing and _ food
conserving industries that account
for perhaps $2,000,000,000 of business
annually—industries that would dis-
appear if cold storage were annihil-
ated.

‘While concurrent, the evolution of
commercial cold storage and artificial
refrigeration were not identical. This
accounts probably for one of the
minor complexes in public opinion re-
garding cold storage. For the popu-
lar impression views cold storage as
something new. Intrinsically it is as
old as the ages and has been practic-
ed since men first realized that the

winter’s sun doesn’t bring forth food-

as does the sun of spring.

It even figures in measures of con-
servation practiced by some animals
and even by insects like the bee, who,
in some respects, know the principles
of refrigeration better than do men.

An expert tells me that the first
commercial cold storage houses were
chilled with natural ice; so were the
first refrigerator cars. Even as late
as 1895 two-thirds of the refrigerat-
ing equipment of the big Chicago
packers was dependent on ice cut
during winter seasons from the sur-
face of the Great Lakes.

But artificial refrigeration does ac-
count for the great growth of com-
mercial cold storage during the past
twenty-five years, and largely for the
immense progress toward mechanical
and scientific perfection of the prac-
tice as made during the past ten
years.

Like most relatively new things
cold storage, when put on a commer-
cial basis, was overestimated. Be-
cause it would keep an initially good
article in good condition, many peo-
ple believed it would turn a bad ar-
ticle into a good one. What cold
storage does is to “suspend anima-
tion,” so to speak; it doesn’t destroy
the factors of decay nor can it elim-
inate decay.

“We found what was happening in
cold storage was predicated almost

entirely upon what happened before
the goods went into cold storage,”
says Miss M. E. Pennington, for many
years in charge of the Government’s
Food Laboratories, where elaborate
investigations of cold storage prod-
ucts were made.

Hence, because of an over-estima-
tion of the powers of cold storage,
for many years storers engaged in
faulty practices. Goods often were
not stored until they had deteriorated
in the open market. Care wasn’t ex-
ercised in packing or handling them.
Frequently they were taken out and
passed off as fresh goods, when, as in
the case of frozen meats, the house-
wife should know when products have
been in storage so that she may treat
them accordingly.

The result of many bad practices
caused cold storage products to get
a bad name that heightened the natur-
al suspicions of consumers.

All the bad practices have not en-
tirely ceased, but, according to gov-
ernment investigators, they have been
practically eliminated.

No longer can an_ unscrupulous
speculator buy up foodstuffs that are
not salable because of decay, and em-
ploy the facilities of a cold storage
warehouse in concealing the deficien-
cy. The reputable warehouseman will
not accept such consignments.

In fact, the majority of storers
now go to the sources of supply, pur-
chase products fresh and put them in
storage immediately.

Take fish, for example. Ten years
ago a large proportion of cold stor-
age fish didn’t reach the freezers un-
til they had been flung around for
days in the open markets. Now the
bulk of fish that are stored are thrown
into freezers as soon as they come
out of the water, often while still
alive. Then they are given a coating
of ice which is renewed every few
months.

Government specialists have pre-
served fish in that way for 27 months
and have eaten them at the finish, and
declare that there was virtually no
deterioration and but little loss in
palatability.

Likewise, when perfectly fresh eggs
were put into cold storage and prop-
erly protected there, they were amen-
able to soft-boiling and poaching
three to four months later, and show-
ed but little deterioration in quality
after from ten to eleven months,

One of the troubles with the cold
storage egg, as discovered by Miss
Pennington, is the common practice
of storing in cartons made of wheat
straw. The steady flow of air at low
temperature carries the taste of the
straw into the egg. This could be
avoided, say the experts, by using car-
tons made of wood-pulp paper, old
newspapers being sufficient to supply
raw material.

Ten years ago government special-
ists found that poultry couldn’t stand
more than three to four month of
cold storage. Under improvements
later developed, the same specialists
say that poultry can now stay in cold
storage from ten to twelve months
without virtually any deterioration
and loss in palatability.

They declare that the dietetic dif-
ference between cold storage prod-
ucts properly selected, packed and

storage.

August 11, 1920

stored in the right temperatures, and
absolutely fresh products is so neg-
ligible as to be unworthy of notice.

But you can’t generalize so clearly
and definitely about the economic
phases of cold storage food. The
storer of food must be, perhaps to a
greater extent than any’ other food
merchant, a speculator. He must
stake his investment against many
risks which cannot be definitely an-
ticipated.

When he goes forth in spring, for
instance, and buys up eggs while the
hen is working with feverish industry
and producing in three months nearly
half of our annual egg supply, he
must calculate against the gaugeless
future.

“He may certainly count on eggs
being much higher priced during the
next December,” someone says.

True, but its the margin that trou-
bles him.

For, as a great many people do not
realize, it costs money to keep food in
On eggs alone it is one to
two cents a dozen a month. And
there is interest on the investment
and loss from spoilage—or such of it
as is not passed on to the consumer
—and on breakage.

Then the sun of November and De-
cember may shine with ardor and
stimulate the hen to unusual indus-
try. Egg production in winter is a
variable quantity depending on num-
erous factors. If large, the price of
fresh eggs will hold somewhere with-
in the range of reason. Then the
general average of prices may decline.
And, as happened to some extent last
winter, people may have so much
money that they, as a rule, will in-
sist on getting fresh eggs at any price.
There were times during the last few
months when storage eggs moved
sluggishly at prices from 25 to 40
cents a dozen below new-laid eggs
hovering close to a dollar a dozen.

All those factors may cut the mar-
gin between the price of eggs in
spring and in winter to below the ac-
tual cost of storing them during the
interim. .

Investigations made by the United
States Bureau of Markets indicate that
egg-storing is a see-saw game. Prac-
tically each season of profit has been
followed by one of loss. The aver-
age profits for a period of ten years
have been from 5 to 8 per cent.

When things break favorably for
the storer, as they often did during
war times, he reaps a handsome
profit.

Cold storage makes possible the
garnering and conservation of sur-
pluses in times of plenty for use in
times of scarcity.

Its effect on prices paid to produc-
ers and paid by consumers is involv-
ed in a maze of phenomena that defies
clear analysis. During the period of
cold storage development all price
levels have steadily and at times radi-
cally tended upward, because of rea-
sons as diverse as they are complicat-
ed.

Those who have studied the ec-
onomics of cold storage assert that
the practice has tended to stabilize
and equalize prices of those things
considerably affected by it.

“The average wholesale price of
butter was in winter 8% cents less

\

 

 

 

August 11, 1920 MICHIGAN TRADESMAN

 

eee geen

Ra Ne NN NaN ON a

ee

 

 

|
|
|
|

A ee

 

aan as ore

 

ROYAL Bi BAKING POWDER is iad hou
pure cream of tartar, which is derived from
grapes. It perfectly leavens the food, making
it appetizing, delicious and healthful, and its
superiority in all the qualities that make the
perfect baking powder is never questioned.

Royal Contains No Alum —
Leaves No samuel sete

 

 

Royal Baking Powder Company, New

\

k
fed
rE.

k

SESE

York

Bs
b-
a
pea
&
C3
F
Pd
ra
R

 

 

 

45

 

 

46

during the decade 1900-1910 than dur-
ing the winter seasons of 1880-90, and
in summer the price was 1% cents
higher,” says one.

A Massachusetts commission, about
eight years ago, reduced some price
scales bearing on cold storage prod-
ucts to diagrams. The curves in its
report tend to straighten with the de-
velopment of cold storage.

But there is one statistical phase of
the subject which appears to be con-
clusive. Consumption of those prod-
ucts amenable to cold storage have
greatly increased out of proportion
to growth in population. The aver-
age New Yorker, for example, has
during the last fifteen years consumed
considerably more eggs, more poultry
more butter and more vegetables than
during the last fifteen years of the
last century. The reason is that he
used to, in large part, go without
those things except during the peri-
ods when a flush market made them
cheap. They were so costly in winter
that he could afford none or very
little of them.

And then one must not forget the
contribution made by cold storage’s
close allies, the refrigerated ship and
railroad car, to the varying of the
diet of the modern family.

In fact, one expert associates re-
frigeration and cold storage with the
virtual scurvy disappearance from this
country, once a scourage caused by
uniformity of diet.

Great fruit and trucking, not to
mention meat and poultry, industries
that thirty years ago would have been
impossible ventures are now sustain-
ed by refrigeration, which makes na-
tional as against local distribution
possible, and in many cases annual
as against seasonal.

We shipped more than $600,000,000
worth of frozen beef to our men in
France, and at the same time as much
more to our allies. Only one car-
load went bad, and only one-third of
that had to be destroyed. When the
great war began French laws forbade
the serving of any meat not killed on
the battlefield to French troops!

In fact, as this is written, the War
Department has on hand more than
50,000,000 pounds of left-over frozen
beef, and it is pronounced by experts
to be as good as any beef extant.

Thereby hangs an interesting story.
The War Department wanted to use
its cold storage meats in reducing the
general H. C. L. But when they came
to do it, many difficulties were met.
We are not accustomed to frozen

beef. The retailers don’t like it be-’

cause they have to cut it with axes
or let it thaw out when it takes on
a flabby appearance and is still hard
to handle. Then few were in posi-
tion to handle it in carload lots or
dispose of as many front quarters as
of hind quarters. Finally, the War
Department awoke to the fact that in-
asmuch as the beef still on hand had
twelve
months it could not be sold in those

been in storage more than
states having cold storage laws, for
they generally contain twelve months
limitation.

The incident illustrates how war-
developed cold storage outdistanced
that of peace. If cold storage had
evolved to its fullest possibilities, the
War Department would have had no

 

MICHIGAN TRADESMAN

trouble distributing its meats through
regular trade channels.

But ordinary peace-time commerce
supplies cold storage figures that are
of amazing volume, so great indeed
that one who wants to present only
half-truths will find no difficulty in
giving the cold storage ogre a fright-
ful appearance.

On January 1, last, there was in
storage no less than 80,000,000 pounds
of poultry; 55,000,000 pounds of but-
ter; nearly 20,000,000 pounds of froz-
en eggs (used exclusively by bakers-
and 1,500,000 cases of “case” eggs;
and 2,500,000 barrels and 8,500,000
boxes of apples.

There are hoardings for you! Par-
celed out among the full population
of the country these supplies would
have lasted perhaps one week.

When a few months ago H. C. L.
scouts seized 2,800 cases of eggs that
were in the possession of one con-
cern in a Southern city, a great hulla-
baloo was raised. They represented
a week’s supply for the territory for
which they were intended!

There are a thousand or more cold
storage warehouses in the contruy,
and the number as well as the aver-
age size is rapidly increasing. A
great many breweries are taking up
refrigeration. It is not uncommon
for a single warehouseman to carry
from 500 to 5,000 accounts, ranging
from that of a small restaurant or
even a householder to those of whole-
sale food merchants and even large
producers.

Therefore, all experts agree that
the big volume and wide distribution
of the business, together with the
large number of individuals engaged
in it, renders concerted hoarding or
price-fixing practically impossible.

Then nature his put an economic
limitation on the holding of food-
suffs. The cyle of the seasons ren-
ders it impracticable to carry food
for more than ten to eleven months
at the widest, except in extraordinary
cases; for other crops come on and
make the fresh product cheaper than
the stored.

The warehousemen and dealers ex-
press themselves willing for the law
to buttress the force of the seasons,
as it does in many states, by putting
a twelve months’ limitation on food
products generally held in storage.

The danger in legislative activity,
with regard to cold storage, is in in-
juring the business without helping
the public. A few years ago Pennsyl-
vania adopted a very rigid regulatory
law, placing severe limitations on the
time foodstuffs could be kept in stor-
age. The result was the virtual driv-
ing of cold storage business out of
the state. When the war brought the
Food Administration into existence
one of the first things it did was to
suspend the Pennsylvania law. Later
the law was supplanted by what is
known as the uniform cold storage
act, prepared under the auspices of
the American Bar Association, and
now prevalent in about fifteen states.

The cold storage people are now
urging the enactment of federal legis-
lation patterned after the regulations
of the Food Administration and the
so-called Uniform Statute.

It is estimated by a competent ex-
pert that mechanical refrigeration

August 11, 1920

 

-
ho
mH
a
Lt
we
es)
wy

Cem ET)
Pr PIE MRPs

 

BLUE VALLEY BUTTER
is good butter

These are strenuous times for the retailer. How many of your
“lines” are money makers?

Is your butter department a “money maker” or a “loss taker?”

We can help you develop your butter trade to high water mark.
A pleased customer will come back. Blue Valley print butter will
please. Write us for particulars or come and see us when in Grand o

“bh
Blue Valley Creamery Co.

Grand Rapids, Mich. Detroit, Mich.

 

 

 

Wholesale

Flour—Feed—Bags—Twine

BAKERS’ SUPPLIES
AND MACHINERY

WAXED PAPER, BREAD WRAPPERS
DRY MILK, POWDERED EGG
COOKING OIL

 

 

Everything for Bakers,
Flour and Feed Dealers ¢

 

 

ROY BAKER

Wm. Alden Smith Bldg. ’
GRAND RAPIDS - - MICHIGAN |

 

 

 

 

August It, 1920

adds not less than a billion dollars a
vear to the wealth of the people of
the United States, besides the enor-
mous additions to human comfort,
health and convenience. And_ the
additions are largely because of cold
storage, which renders the Georgia
peach, the California orange, the
New York apple, a national product.
Aaron Hardy Ulm.

——_2.-2___
Economy May Avert Gasoline Ration-
ing.

The suggestion of gasoline ration-
ing has aroused general discussion
among oil men. Some are in favor
of the plan, while others hold the
opinion that production will soon
catch up with consumption despite
the recent gloomy forecasts. The
fact that there is no sign of a short-
age in the East is pointed out as con-
firmation of this belief. The dissent-
ers, however, admit the necessity for
conservation. Pleasure car owners,
it is said, have been especially waste-
ful in the use of the fluid and, as W.
C. Teagle, of the Standard Oil Com-
pany, has pointed out, cars have been
built without regard to the economic-
al use of gasoline. English cars can
go twice as far as those of American
make on the same amount of gasoline
Development of engines capable of
making a maximum mileage on a min-
imum of gasoline is one of the great
needs of the day.

Adoption of more scientific methods
of production was recently urged by
Dr. George Otis Smith, director of
the Geological Survey. Secretary
Payne, of the Department of the In-
terior, in a statement issued early in
June pointed out the necessity for
conservation of both gasoline and fuel
oil in view of the fact that the total
oil consumption for the present year
was likely to reach 470,000,000 barrels,
while production, based on the show-
ing made up to that time, was not
likely to go beyond 420,000,000 bar-
rels.

Other suggestions recently advanc-
ed for the safeguarding of the nation-
al supply have been restriction of oil
exports and investigation of the pos-
sibilities of the oil shale deposits in
various parts of the country. Extrac-
tion of oil from these deposits has
already been undertaken by refiners in
Texas and Colorado and fairly good
results have been obtained. In Scot-
land the shale oil industry has been
maintained on a paying basis for many
years, and Canada is considering the
erection of plants for the recovery of
oil from shale deposits in Alberta.

Recent reports from the Kansas,
Texas, Oklahoma and Kentucky fields
have shown considerable gains in pro-
duction. The Gulf Coast fields in the
past week have added several gush-
ers, and production has been on the
increase in the Kentucky field for sev-
eral months. The wells in that ter-
ritory are not heavy producers, but
are giving evidence of good staying
qualities. In Oklahoma the develop-
ment has been steady and consistent,
and the Hewitt pool has come to the
front as the best in the State. The
Duncan pool also has been climbing
steadily.

——_.-2——————

Some folks spend so many nickles

that they never have a dollar.

MICHIGAN TRADESMAN

Making an Analysis of Selling Talk.

The story is told of an enteprising
salesman for a store device who stud-
ied his sales talks to find why he made
a bullseye with one customer and
failed to score with another. By ana-
lyzing his results, he eveitually work-
ed out a system for selling that was
sure-fire. The phenomenal results he
got did not go unnoticed at the home
office and he was soon called in to
explain his methods before a confer-
ence of executives and salesmen. By
way of illustration, he placed an of-
ficial of the company in the role of
a customer. Point by point he ran
along in the sales lecture he had
learned by rote, and upon concluding
held out a pencil for the pseudo cus-
tomer to use in signing the order
blank. Before he could get his wits
together and recall he was only play-
ing a role, the official had signed half
his name on the dotted line. Need-
less to say, the demonstration was
fully successful and resulted in the
adoption of a uniform selling plan for
all the salesmen.

While the executive for a large
ready-to-wear wholesale house does
not believe that a uniform sales talk
could be equally as well applied to
articles where style and price are so
apt to vary, nevertheless he thinks
that too little emphasis is laid on an
analysis of selling points by the aver-
age salesman to enable him to get
the best results.

“As a general rule,” he said, “the
salesman is usually to elated over get-
ting a good order that he does not
stop to consider how he was able
to accomplish the sale. With so many
things to talk about in an article
where style and price play such im-
portant roles, it may be regarded as a
hopeless task to pick out the winning
arguments. But my idea is that, once
a sale has been made, there are one or
two points that the salesman made
which he can use with the same good
results on other customers. And a
thing worth remembering is that there
are usually only one or two points
that scored so decisively for the sales-
man.

“Once the salesman has decided
for himself what the best part of his
argument was, he can try it out on
the next customer. If it doesn’t work
so well, he ought to make clear for
himself why it didn’t. It is quite prob-
able under the circumstances that he
has missed some phase he put in be-
fore. By trying out one line of ap-
proach and another and _ constantly
noting the effect, sooner or later the
salesman is going to find the winning
formula. And, when he finds it, it
may prove surprising to him that it is
not the long and protracted argu-
ment that makes the best impression.
On the contrary, he may discover that
he is accomplishing much better re-
sults by not using a single needless
word.”

—_——_~» 2 ___-
Taking Things Into Consideration.

“Were you ever a teacher?”

Yep.”

“Were you underpaid?”

“Nope.”

“How did that happen?”

“You never saw me teach or you
wouldn’t ask.” e

ye nearea ener Seen someones tras! Ria

 

 

47

 

 

.

ATTRACTION!

 

Try the Magic of a Dayton Display Fixture

A store may be attractive or repellent.

It is the attractive store

that gets the business—the others help to make up the long list of

strugglers and stragglers.

No store need be unattractive.
in stock display and store arrangement. In

There are unrealized possibilities

an instant a Dayton Dis-

play Fixture turns disorder into neatness, clears a cluttered floor and

holds up to the best advantage before the gaze of every customer

the most attractive of your products—fruit.

The

constructed of galvanized rust resisting Armco Iron in white enamel

finish, with frame of bar steel, is in itself a
and make-up.

fixture pleasing in design

Loaded with delicious fruits and desirable looking

vegetables it forms a center piece which effectively decorates your

store.

Add to these qualities that it displays many times the quantity

of goods shown by the old method, thus

removing unsightly and!

unsanitary boxes, crates and barrels, greatly increasing your open

floor space.

The addition of no other single furnishing will do half as much

to beautify your store and simplify its arrangement.

expert advise you.

There’s a Dayton to meet the need of any store.
Write today for illustrated catalog.

increase sales.

 

Let our display

Guaranteed to

THE
DAYION
DISPLAY
FIXTURE

COMPANY

Dayton,
Ohio

Patented

 

 

 

 

 

 

  

48

 

MICHIGAN TRADESMAN

August 11, 1920

 

Taking Stock of the Other Fellow’s
Experience.

The three men settled themselves
comfortably in the pullman smoker
and talked. Naturally enough the
conversation drifted to business. It
was soon apparent that one of the
not a traveling salesman,
the other two. He was a
successful small-town retailer.
of yearly
trips around the country,” he explain-
ed.

men was

aS were

“IT am taking one my
“Nothing in particular to do. Just
my way of spending my vacation. I
drop off here and there, walk through
the business street of the town, and
whenever I see a fine looking store
that seems to be doing a good busi-
to talk to the
proprietor and ask him a couple of

ness I just drop in

questions.

“Il have done this right along for

several years. i have tound it a
profitable way of spending my vaca-
tion time. I generally return to my
store with a lot of new ideas and lots
of new courage to start new things.
Two weeks or so spent in visiting
other stores affords me a pretty good
education in retailing.”

The paused a minute, left
his seat, and returned shortly with a
handbag. He drew out a neatly type-

written list.

dealer

“Whenever I have the time,” lic
said, “I dig into some of the trade
papers that I receive and here and

there pick out the name of a dealer
in some other city who is reported to
have made a success in some particu-
It might
who

lar phase of merchandising.

be some obscure retailer has

been using a successful system of

follow-up letters, or one who has in-
creased his sales five per cent. in one
vear, or it might be a dealer who has
been using accounting

some handy

system. If it looks like a pretty good
idea I drop the dealer a line, telling

him that I read a trade paper article

describing one of his successful
stunts, and sometimes requesting
some further information. At times

I ask whether he would object to a
to his AS a rule i
ceive a cordial invitation to drop in
for a chat whenever I am around.
“Hardly necessary to say, I have

visit store. re-

found that to be the most effective
way of using my trade paper. I got
the idea several years ago when I

visited an organization of department
store men in New York. The secre-
tary of that organization told me it
was the practice of the members to
take periodical trips to high grade
stores in various parts of the country
in order to get acquainted with some
of the merchandising systems prac-
ticed in ‘these stores.

“For instance. One store was re-
puted to have been
use of

making exellent
The

thing went around, and the secretary

its delivery service.
finally arranged a party of some of
the of the to
visit that particular store. In a short
time each of them had adopted the
all with

members organization

idea, in uniform
COss.

“The executive secretary acted as
a sort of clearing house of informa-
tion for the benefit of members of the
organization. He tipped me off that
he had been making liberal use of

trade papers for that purpose. I de-

Cases suc-

cided to take up his idea. I marked
the articles that suggested new ideas,
very often clipping these articies and
filing them away for future reference.
During the summer I decided to take
a trip to the Middle West. Before
going off I looked through my file of
trade paper articles and picked out
the names of successful stores in that
territory. Durine the trip I often
found it convenient to drop in to see
some of these merchants.

“The other day I happened to be
in Grand Rapids. I had a couple of
so I walked
through the business street. I noticed
a fine looking store that I remembered
having read about in my trade paper.
The warm
invitation to look through his organ-
profitable hour,
two. I left the
merchant to keep an appointment, re-
turning later in the day to have lunch

hours on my_ hands

storekeeper extended a

ization. | spent a

learning a thing or

with him. He promised to drop
around to see me when he gets
around my way. We are now the

best of friends, and we often exchange
ideas by mail.

“I don’t care in what line of busi-
ness you ae in, you can always learn
from the experiences of the other
its all to take stock
of your own experience, and to talk
about them. But it is equally, if not
more, profitable to see what the other
fellow is doing and taking a tip.
That’s why I often find it profitable

learn from a

fellow. right

who runs a
ditferent kind of business from mine.
ita

has

to fellow
the furniture business
plan for
checking leaks in profits does it mean
that the or the furniture
dealer, or the druggist, cannot adopt

fellow in
discovered a workable

clothier,

the same idea to suit his own needs?

“IT lost money until I found it out.
Mine is a retail business in a city of
8,000 inhabitants, located just twenty
miles from a city of 300,000. As a
small store it was in a class with all
other stores in our kind of a city.
My volume of business was approxi-
mately $40,000. The average stock
at the time was in the neighborhood
of $20,000, and the net profit did not
exceed $3,200, like 8

or something

per cent. on sales.

“This figure represented an average
covering a period of several years and
demonstrated the fact that I was face
to face with the most deadly disease
known to merchandising—‘a business
in a rut,’ or at a standstill.

“Time and again I was reminded
of the old saying which advances the
theory that nothing can stand still—
it must either go forward or back-
My chief thought concerned
which direction my business was go-
ing to swing, and the more I thought
along these lines, the more complex
the situation seemed.

“As I look back over that period
of distress, the one error which blazes

ward.

forth most prominently was the fact
that I kept very. close counsel]. My
salespeople—without the slightest re-
flection upon their loyalty—were not
encouraged to share any of the store’s
problems or my worry.

“My next great mistake was a lack
of perspective which could have been
gained by studying the methods of
more successful stores in other cities,
We were floating along on the repu-

tation of 28 years of successful busi-
ness, unmindful of the fact that our
trade was being educated faster than
the store was meeting changed condi-
tions.

“A determination to get at the real
facts and arrive at some solution if
possible, led first to an analysis of
the records which showed that my
total cost of 22 per cent. for doing
business was very conservative. The
average gross profit of 30 per cent.
was the best we could hope for so
long competition forced a low
level of prices through continuous bar-

as

gain-type advertising.

“When I finally decided to discuss
the situation with my banker, it was
as if the load had been partially lifted
And the spoke
mighty frankly to me, beginning with

at least. banker
his personal impression of my _ busi-
ness in comparison with that of other
other cities. He ex-
plained his views regarding the mer-
chandising plan of my kind of store
as a unit, and wound up by frankly

institutions in

saying that if he were seeking an
opening for a high-class store, he
could not ask for a better oppor-

tunity than our town afforded.

Fortunately the interview was _ in-
terrupted just at this stage and I
could not get back tothe store quick-
ly enough. A course of was
taking rapidly in my _ mind.
Many thoughts seemed to flash across
my brain at once.

“How much of my legitimate trade
was going to the city?

action
form

“Why were they going, and could
they be headed off?

UTE this
back to
would it

be turned
much difference
my sales?

“Is this a more desirable class of

trade, and would it tend to raise my
average net profit?
did merchandise com-
pare with that of my local competi-
tors as well as with that of my city
competitors?

business could

me, how

make in

“How my

“How did my store compare in ap-
pearance and service, and how much
of an influence were these factors?

“Never before had this last ques-
tion appealed to me with such force.
I decided to investigate and so I went
up to the city and direct to the best
competitive store there. As I enter-
ed the general atmosphere or tone of
the store did seem a wonderful con-
trast to mine. A casual glance here
and there convinced me that the mer-
chandise on the whole was of no
higher class than ours, but this mer-
chant was getting better prices in
many instances.

“This seemed a very significant fact.
The same merchandise! Higher
prices on the average! Yet drawing
business from our town some 20 miles
away.

“There be but one
answer to the question—store appear-
ance, which enhances the value of the
merchandise. -It is true that much at-
given to display—not
showy, bulky displays—but dignified
displays behind glass compartments,
which worked in as part of the store
equipment.

“Many of the lines were handled
in glass front drawers which present-
ed a great contrast to my plan of
stock@boxes of various colors, some

seemed. to

tention was

 

with broken lids through which dust
and dirt sifted. An obliging salesman
took pains to explain in detail the
store’s system in displaying goods.

“TI could also see where the service
was much more efficient than mine.
The stock was so arranged and the
equipment was such that by pulling
down an entire stock of a given size
at one time a big range of articles
were shown in a few seconds, and the
old stock was displayed alongside the
I could see where a smaller
stock could show up to better ad-
vantage and wherein merchandise
would turn faster with less deprecia-
less selling expense. J
could also appreciate the fact that
merchandise displayed amid such sur-
attract the buyer
at the

new.

tion, and

roundings would
erTrearer
time appear worth while.

“I personally dreaded to go back
I realized the
what my banker had said,
and were I in the position of some
of our people, this store would draw
me in just the manner that I would
pass a dingy, poorly equipped res-
taurant for a modern, comfortable
cafe with a pleasant environment.

with force and same

and face the situation.
truth in

“T shall not relate incidents of the
days, weeks and months which fol-
lowed, but before a year had passed
1 was able to present to my trade a
thoroughly modernized institution
which was on a par with, if not more

attractive than the store which was
taking my business.
“During the first year the volume

of business jumped from $40,000 to
$53,000, or a 30 per cent. increase.
My gross profits on sales was in-

1% per cent. and my net
was increased as a result of
This additional
business was handled with the same
salesforce, which cut the item of clerk
hire 114 per cent. The general ex-
penses were only slightly increased,
which gave me another 1% per cent.
net.”

The three men settled themselves
comfortably in their seats. The deal-
er took up his favorite trade paper,
bit off the end of a cigar, and turned
the pages of the publication thought-
fully as he smoked.

A nernenm
How Pin Money Started.

The expression, “pin money”

be

creased
profit

several economies.

orig-
inally came from the allowance which
a husband gave his wife to purchase
pins. At one time pins were dread-
fully expensive, so that only wealthy
people could afford them, and they
were saved so carefully that, in those
days, you could not have looked along
the pavement and found a pin which
you happened to be in need of as you
can and often do to-day. By a curi-
ous law the manufacturers of pins
were only allowed to sell them on
January 1 and 2 of each year, and so
when those days came around the wo-
men whose husbands could afford it
secured pin from them and
went out and got their pins. Pins
were known and used as long ago as
1347 A. D. They were introduéed in-
to England in 1540,
—_——->-—__.

Successful selling is selling a cus-
tomer what he wants at the time, and
what he will continue to want after
he has got it home and used it.

money

  

 

August 11, 1920 MICHIGAN TRADESMAN

49

 

 

 

Out

of the

OLD

Into

the

NEW

 

 

 

 

 

 

 

OTOTEUATIOENATOOTNTTTAY

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

We take pleasure in informingthe trade that we are now located in
our new building at the corner of Commerce and Island streets, directly op-
posite our former location, where we shall be delighted to show our friends
and customers over one of the most complete and up-to-date millinery es-
tablishments in the United States.

Our fall line is particularly strong, consisting of the best imported and
domestic creations to be obtained.

We were never in as good condition to cater to the exacting demands
of a critical constituency as now.

CORL, KNOTT CO.
Wholesale Millinery Grand Rapids, Michigan

 

 

 

 

 

 

 

 

50

MICHIGAN TRADESMAN

SNRs STEREOS

August 11, 1920

 

KEEP TRADE AT HOME.

 

Why It Pays To Deal With Local
Merchant.

There is a principle involved in
every transaction, and that principle
should be observed. There is a right
and wrong position to take. If it is
right for the consumers to send their
money to the catalog houses for their
merchandise, they should do so, but
if it is wrong, they should not do it.

I will take for example one of our
hardware merchants in Hot Springs
to prove that people should buy from
their home merchants instead of send-
ing their money away. In the twenty-
four years he has been in business, he
has introduced and sold a great many
‘mowers and two and
three years’ time, which encouraged

rakes on one,

the farmers’ to increase their
meadows and make the cost of the
mower in hay before they had to

pay for it.

He has sold more than a thousand
two-horse wagons at $10 down and
$10 per month to men who had teams
and no wagons and not enough money
to pay all down for a new one. They
fwere enabled to make the wagon pay
for itself as the payments came due.

When the Government farm dem-
onstrater was trying to introduce hog
cholera serum into this country to
prevent hog cholera, it was a difficult
matter to get the farmers to send
away for it, and this man kept it in
tstock and furnished it to the farmers
exactly at cost in order to get them
to use it and save their hogs, which
they did.

He was the first man to introduce
commercial fertilizer into this section,
and the first to introduce
two-horse cultivators and was told
at the time by some that he was doing
the country a great injury by selling
the people fertilizers and cultivators.
They contended that the Georgia
stocks and double shovels were the
best tools for cultivation. And now
there is little demand for Georgia
stocks and double shovels.

He introduced and sold the first disk
harrows in this section.

He manufactured, introduced and
sold one of the first home canners
for canning fruits and vegetables.

He has introduced many improved
farm implements that have helped
farmers make more money, and many
household and kitchen furnishings,
gas, wood and coal ranges, which have
proved a blessing to hundreds of
overworked women on the farms.

He has made it possible for people
tto look at all these things before pur-
chasing, and when introducing, has
jplaced his personal guarantee behind
them, agreeing to take them back if
mot entirely satisfactory.

If these people had waited for the
catalog houses to have presented and
tsold these improved articles to them
on credit, giving them an opportun-
aty to try them before paying, they
would still be breaking their land with
a No. 8 Avery plow and cultivating
with a double shovel and Georgia
stock. They would be cutting their
crab grass and wild grass with scyth-
es, and the grain with the old-style
scythe and cradle.

A personal guarantee from a local
merchant means a great deal more

was also

aan

to the consumer than a
from some catalog house.
This man that I refer to has erect-
ed one of the largest and best store
buildings in the city, and is a director
in one of the banks, which has erect-
ed a six-story bank building. He is
president of the school board, which
has had put up one of the best high-
buildings in the South, and
several modern ward-school buildings.
He is a good road advocate, and
is a builder. He is now erecting one
of the largest garage buildings in that
section of the country. In addition to
giving employment in his hardware
business to the heads of twenty-five
or more families who are prospering,
he is making room for still more. The
profits on the merchandise he sells
go to paying salaries, to charity, to
the erection of new buildings, to the
improving of streets, roads and
His state and county taxes
amount to more than $3,000, besides
tax, and it is estimated
that he pays salaries, taxes and rents
amounting to $55,000 per annum.

Suppose our people had sent all the
money tha thas passed through his
hands to catalog houses, what would
we have to show for it? And this is
just one of many men who have made
a success of merchandising in Hot
Springs. And the greater portion of
their success has gone into the up-
building of our city and country.

This man has been directly con-
nected with an largely responsible
for the erection of school, bank, store
and residence buildings at an aggre-
gate cost of nearly a million dollars.
He has given back to the city and
country a service of far more value
than he has taken from it, and I want
to ask this question: Has it paid this
community to do business with this
man, or would this country have been
better off had all this money been
sent to the catalog houses? Can you
think of a merchant in your town who
has not given back to the community
as much or more than he has taken
from it? If you have such merchants,
they are not the kind that I am refer-
ring to. How would you like to have
all the merchants in your town go out
of business, thereby forcing you to
buy all your farm implements, wagons
hardware, stoves, ranges, dry goods,
clothing, shoes, groceries, etc., from
the catalog houses? Is it not a fact
that a great many of our people use
the local merchants for convenience
and buy staple articles from them and
send away for the profit-bearing goods
because they think they are saving
a few pennies? The truth of the
whole matter is, the people do not
think ahead. They are trying to save
a few cents to-day at a cost to them-
selves, their families and to the com-
munities of many thousand dollars
in the future.

This man that I refer to has begged
the farmers to buy improved farm
implements and to improve their
hogs, cattle and poultry, paint their
houses and keep their wagons and im-
plements under shelter, to raise their
own feed and food, raise more sheep
and goats and less dogs, and is now
helping to establish a marketing
place and cotton yard, so the far-
mers may have a place to store their
cotton and obtain the highest market

guarantee

school

schools.

his income

prices for their products. Do you
know of any catalog houses trying to
help anybody except themselves?

What I want is for some one to tell
me why they send their money to
catalog houses for anything they can
buy at home. A person who patron-
izes catalog houses is willing to trust
the strangers’ word, and wait patient-
ly for the goods to be shipped. One
of these fellows would not think of
paying a local merchant in advance
for anything, neither would he take
the local merchant’s word, but to the
contrary, he must see the article and
have the local merchant’s personal
guarantee before he will buy it, and
then, to cap it all, will often ask the
merchant to charge it for thirty days.
Some difference!

When crop failures come, and you
are out of work, who do you go to

for help? Catalog houses? Who
buys your produce? Who buys your
* potk, beef, corn and cotton? Cata-

log houses? Who helps pay your
preacher, and helps to build your
church and shooolhouses? Who helps
pay the taxes and who helps you or
your neighbor when in_ distress?
Catalog houses? They would laugh
you to scorn if you should ask them
for assistance. Your local merchant,
as a rule, has a family of boys and

girls, and his employes also have

boys and girls, and these boys and
girls marry in your community. Have
you ever seen any catalog house boys
and girls? Your boys and girls would
remain single until they were as old
as Methuselah if they had to wait for
catalog houses to send them a com-
panion. In fact, wouldn’t this coun-
try be in one hell of a fix if we had to
look altogether to catalog houses for

all our needs? Then why not look
entirely to our home merchants to
supply our multitude of wants?—
Hamp Williams in Delineator.
——_>---2
Suspicious.

As Widow Watts bent industrious-
ly over her wash-tub she was treated
to polite conversation by a male
friend, who presently turned the con-
versation to matrimony, winding up
with a proposal of marriage.
” sighed
the buxom widow, as she paused in
her wringing.

The man vowed he did. For a few
minutes there was. silence, as the
widow continued her work. Then
she raised head, and

“Are ye sure ye love me?’

suddenly her
asked:
“What's
yer job?”
~~ ___
Many a poor boob has lost out for
no other reason than that he wasn’t

looking ahead.

the matter—have y’ lost

 

  
 
  

Business
Future De-
pends on You

 

HE better the service you get from the
tires we sell you the faster our business

gTOws.

We should be foolish indeed to sell you a
tire in which we had not implicit confidence.

There are 227 different makes of tires to

choose from, but

we chose

BRAENDER

TIRES because we are willing to pin our busi-
ness reputation upon them. That ought to mean

something to you.

Cord and fabric tires and tubes.
MICHIGAN HARDWARE CO.
Grand Rapids, Mich.

Braender Rubber and Tire Co.
Factory: Rutherford, New Jersey

OO eee ; : —

August 11, 1920 MICHIGAN TRADESMAN 51

 

 

 

Michigan Hardware Company

EXCLUSIVELY WHOLESALE

Corner Oakes Street and Ellsworth Avenue, Grand Rapids, Michigan

 

 

 

 

Mo folks in any town know the local hardware merchant. He is an important member of his community. The housewife
thinks of him when she needs tacks to put up a shade. Boys think longingly of bright-faced hatchets as they pass his hard-
ware store. Mlen of all trades look to the hardware merchant for tools.

Yet, from force of habit, the very man who buys tools trom you, Mr. Hardware Merchant, will often drive his car blocks
further on to buy his automobile accessories.

In putting in a stock of accessories, first satisfy yourself that the articles you have in stock will give satisfaction. Then see
to it that your sales force have your own convictions. Satisfied customers on accessories are going to buy other lines.

We aim to carry the most complete accessory stock of any jobbing house in Michigan and shall be glad to consult with any
dealer on this subject at any time. We can very soon convince him that he ought to do the leading accessory business in his town.
Shipments for this new line are arriving daily and we will soon be in shape to fill all orders. The same is true of our recently estab-
lished fishing tackle department. We have in preparation a beautifully illustrated catalogue for these two departments which will
be ready for distribution about Nov. 3.

W. A. McIntyre—Eastern Michigan Territory. W. E. Graham—South Western Michigan Territory.
W. J. Klein—Southern Michigan Territory. J. E. Hefferon—Central Michigan Territory.

A. Upton—Northern Michigan Territory. M. J. Kiley—Western Michigan Territory.

V. G. Snyder—North Central Michigan Territory. J. T. Boylan—City.

C. Krenz, L. Taylor, C. D. Van Tassel—House.

MICHIGAN HARDWARE COMPANY

Exclusive Jobbers of Hardware and Sporting Goods
Established 1912

 

 

 

 

 

 

 

   

 

  

52

WHEN LABOR GOES TO LAW.

 

Topsyturvy Injunction Case Decided
By Florida Court.

Injunctions have come to be con-
sidered one of the necessary stage
good, well-played
strike, just as strikes seem to be a
necessary incidental of daily life al-
most everywhere in these piping days
of peace.

properties of a

This is the story of a rath-
er ordinary strike in combination with
an extraordinary injunction.

The place was Tampa, Florida, and
the concern involved, the Oscar Dan-
iels Ship-building Co., turning out 9,-
500 ton steel freighters of the stand-
ard Emergency Fleet Corporation
design.

The working force of this yard was,
in part, brought to Tampa, but in
large part recruited and trained on
the spout, as was of necessity done in
all wartime shipyards. The payroll
comprising over 2,000 names, made an
appreciable addition to the little city’s
trade. Relations were harmonious, as
a whole, up to last fall.

Enter now the villain, in the person
of an organizer of the Boilermakers’
Union, coming to Tampa from some-
where behind the beyond. Organizers
of other metal trades followed, and
for several weeks a quiet, persistent
effort was made to enroll as many
men as possible in unions. Then
came the presentation of a set of de-
mands, the least important being for
more money and the most revolution-
ary calling for a system of workmen’s
committees.

The yard at the time was paying the
so-called Macy scale of wages, in com-
mon with all other yards on govern-
ment work. Mr. Daniels offered to
sign an agreement to maintain this
scale for one year, to go higher if the
Government at any time authorized
any increase, but not to cut lower even
though termination of Government
contracts and control should permit
him to do so. This offer seemed fair
to some of the unions, who signed it,
but most of them did not, and on
December 5 some 600 of the employes
walked out.

The strikers posted pickets. They
held meetings, passed _ resolutions,
wrote to the papers, and went through
all the motions of a good strike. There
was no violence and the public, after
expressing its opinion vigorously, dis-
missed the subject and turned to more
pressing affairs.

Tampa was then rather amazed, to
put it mildly, when on February 14 the
strikers applied for a restraining or-
der and injunction to prevent the
workmen of the Daniels yard from in-
terfering with the strike pickets, or
with a sign they had erected. It was
alleged that certain pickets had been
beaten and the sign defaced and later
destroyed. It was further alleged that
officials of the plant had been guilty
of conspiracy in inciting workmen to
these acts. Circuit Judge F. M. Rob-
les issued the order as prayed for.

It was the first time in the history
of Florida courts when pickets had
asked for the protection of an injunc-
tion, and but few such instances have
occurred in the whole country. In
Florida, as in all states, times without
number, it has been necessary for

  

 

    

igh

 

MICHIGAN TRADESMAN

workmen to seek protection from
pickets.

In the restraining order the Metal
Trades Council named the following
men: Allen, Leach, Peckham, Robin-
son, Taylor, Nash, Goff, Spencer,
Stevens, Brown, McGee, Paulding, Mc
Donald, McCarthy, Parker, and Hud-
It is a profoundly significant
list of names. There is not an -offsky
or an ich in the lot. These men who
preferred to keep on producing, who
believed the Macy scale was a fair
award, who were willing to meet a
square employer half-way, who did
not rush off after professional agita-
tors—these men were all straight
Americans, of ancestry running back
to Celtic, Anglo-Saxon, and Scottish
strains—all of the breed that is very
slow to rouse, very patient under
taunts, but when they once get start-
ed, hard to stop.

Another interesting fact noted was
that the strike trouble did not involve
the large number of negro workers
in the yard. An effort to unionize
them failed, and very few quit work.
They have not been mixed up in any
violence. This fact should be com-
forting to those who fear the negro
will be an easy tool of agitators. In
this case they showed very canny
common sense in sticking to jobs that
meant easy hours and affluence com-
pared to the $1.50 for ten or twelve
hours labor mary of them received
before the shipyard came to Tampa.

At the first court hearing it develop-
ed that the strikers had no evidence
whatever to present in support of their
charges of conspiracy, and Judge
Robles gave them time to amend their

son.

petition in a form limited to actual
occurrences. At a final hearing the
temporary restraining order was va-
cated and the petition for permanent
injunction denied.

The contention of the respondents
that the sign was untrue, in that not
all crafts, nor even all. members of
any craft, are on strike, and that the
sign was placed merely as an inter-
ference with the business of the com-
pany, with the words “Don’t Scab”
added as an insult to the men, was
upheld. The court considered that
when a striker calls another man a
scab, he does it with the full realiza-
tion that the word, in his estimation
implies the other man is about the
lowest class of human being, and the
word is the worst insult he can think
up.

“I know one thing,” said Judge
Robles, “and that is, every time one
man calls another a scab, it means a
fight.”

For this reason it was held that the
strikers had been guilty of provocative
conduct, and although the sign was
erected on a lot leased by the Metal
Trades Council and under their con-
trol for any proper use, they could
not come into court and claim pro-
tection for it under the circumstances.
It was essential for the petitioners to
come into court with clean hands.
This, the court held, they had not
done.

Judge Robles upheld the right to
strike, but differentiated between this
right and illegal interference with the
right of other men to continue work-
ing, and the right of the employer to
continue to operate his business as

August 11, 1920

best he could. While stating that he
could not grant the injunction as the
bill stood, Judge Robles informed the
attorneys for the complaintants that
he was willing to hear any further
evidence they cared to offer. Upon
their statement that they did not care
to carry the case further, the bill was
dismissed.

So that is the history of the very
unusual injunction. If it is to be tak-
en as a precedent by other courts, a
limitless field of speculation opens up.
What will become of the great Ameri-
can outdoor sport of yelling “Scab?”
Are our strikes going to lose all the
vigor that has made them so adequate
a substitute for the bullfights of Mexi-
co? Will they degenerate into mere
pink teas? Are our courts going to
be worked overtime (perhaps with
time and a half pay over eight hours?
to protect from men who want to
continue in good, well-paid jobs, the
members of that mighty or sanization
which was but yesterday holding a
gun at the heads of the representatives
of the people of America in Congress

assembled? John G. Hanna.
>. 2

Prohibitive.

“T understand your friend Bum-
stead has gone into the baking busi-
ness on a large scale.”

“Yes, and he’s in trouble.”

“Howe?”

“He’s trying to name his products
in such a way as to carry always the
name of the manufacturer.”

“Well?”

“Well, indeed! Think of trying to
sell a bakery confection witha name
like ‘Bumbisco’!”

 

 

NOVELTIES
STATIONERY
POSTCARDS
HOLIDAY GOODS
DRUG SUPPLIES
SCHOOL SUPPLIES

 

 

3 Ionia Avenue, N.W.

The House

That Appreciates Your

Business

 

 

Our complete line of Valentines
and Novelties

Easter goods now on display.

ALSO

Holiday Goods on Display

 

 

The Heyboer Stationery Co.

WHOLESALE

GRAND RAPIDS, MICHIGAN

Agents for—

A. P. W. Toilet Paper
Grand Lake Paper Bags
Marcus Ward Stationery
Goldsmith Sporting Goods
Goodyear Rubber Sundries
Diamond Ink

 

 

 

see a2 Seas nen yr

IS SI YO EE VES AAI OE

 

ESP LER ND N RS IT

 

 
  
  

 

 

August 11, 1920 MICHIGAN TRADESMAN 53

 

 

 

 

OWEN-AMES-KIMBALL COMPANY
BUILDING CONTRACTORS |
GRAND RAPIDS, MICH.

 

 

 

 

 

 

 

 

54

TWO OUT OF FIVE.

 

Why Many Are Called, But, Few Are
Chosen.
Written for the Tradesman.

In response to a want ad calling
for two salesgirls for a certain depart-
ment store, the salesmanager inter-
viewed five girls at one time. Having
secured their names and addresses, he
proceeded to give them a little quiz.
He directed his questions not to any
particular one in the little group, but
to all.

“Now in the event you should be
employed by this store,” began the
salesmanager, “what would be your
attitude towards your customers?”

One girl smiled in a vacant, rather
silly way; another girl seemed scared
out of her wits; two girls appeared
utterly bewildered; the fifth girl look-
ed searchingly into the sales man-
ager’s face, and asked:

“What do you mean by ‘attitude?’ ”

“IT mean your feeling,’ answered
the sales manager.

“T’d be glad she came in,” replied
the girl.

“Why glad?” interrogated the sales
manager.

“Because I’d hope to sell her some-
thing.”

“And would you let her know you
were glad?” pursued the sales man-
ager. “If so, how?”

“TI would,’ interrupted one of the
two girls who had at first seemed ut-
terly bewildered; “I would show her
that I was pleased and interested, and
I’d try to make her feel at ease, and
as soon as I found out what she want-
ed to look at, I’d get it and show it
to her.”

“First of all, you’d try to make her
feel at home in the department—is
that it?” probed the sales manager.

“Yes,” responded two of the girls
who manifested the most intelligent
interest in the quiz.

“Do you think you could treat her
like a guest?” And all the girls—
even the one of the silly smile—
thought she could.

But the sales manager apparently
was impressed with the responses of
the two to whom the quiz had nar-
rowed down.

“All right,’ he said: “now what, in
your judgment, does the store want
to do for the customer?”

“Sell her something,” answered one
of the girls.

“Give her good service,” replied
another of the two that seemed really
capable.

“Yes, of course we'd like to sell her
something,” responded the sales man-
ager to the first girl. “That, to be
sure, is what we are in business for;
but I think the term ‘good service’ is
more comprehensive, don’t you?”

And the girl thus addressed agreed
with him.

“Merely selling merchandise isn’t
all of it. We want her to be satis-
fied. We want her to like the store
and its policy; we want her to like
the goods we have and the people
who wait on her. You see it’s like this,”
he went on-to say, “Mr. Blank can
not receive the customers himself.
There are too many of them for that.
For that reason he has chosen others

 

MICHIGAN TRADESMAN

to do the honors for him. We have
two hundred clerks in this store. And,
do you realize that each one of them
is individually responsible for the
public’s opinion of this store? If you
don’t we do. That’s the reasen we
are very careful in the selection of
our sales people. We want to be sure
we get the kind of girls that will
represent us, rather than misrepre-

sent us. D’you see?”
Several of the girls—particularly
the two. brightest ones—indicated

that they saw.

“If you were employed and put in a
department, and a lady came into
your department, what would you say
to her?”

The first girl who had smiled in a
rather vacant way, smiled that way
again; again the girl who at the first
question seemed scared, was scared a
second time; and one of the two girls
who were at first confused, seemed
befuddled by this question; but two
of the girls were thinking intently,

“If it was morning,” began one
girl, “I’d say, ‘Good morning, madam,
may I help you.” :

“T wouldn’t,” corrected the other
girl, “I’d say, ‘Good morning madam,
are you waited on?’ ”

“Wouldn’t it do to say, ‘May I
show you something, lady?” asked
the other.

“Now I'm asking you,” demurred
the sales manager smilingly.

“I don’t think it matters so much
what you say,’ considered the other
girl, “it’s more in how you say it.”

“I think you are both right,” com-
plimented the sales manager. “You
should endeavor to make her feel free
and easy, first of all; and then try to
find out as soon as possible, and in
the most courteous manner possible,
what she wants. And perhaps it is
best not to use any one set phrase
all the time.”

After a brief pause the sales man-
ager put this question to the group
of girls: “What would you say to a
customer, if you were employed here
and she came to your department
and said, ‘I am just looking around?’”’

One of the two alert girls replied,
“T’d say, ‘That's all right, madam, we
are pleased to have you look; and
if you see anything that you are
specially interested in, I’d be glad to
tell you the price and what I know
about it.”

“Y’d tell her,” answered the other
girl, ‘This store likes to have people
visit it whether they buy anything or
not. If I can be of any service in
showing you things in this depart-
ment, I’m only too glad to do it.”

The sales manager nodded ap-
provingly to both of these girls.
“Now one more question,” he stated
presently, and it was evident by this
time that he was to all intents and
purposes oblivious of the other three
girls’ presence: “What is the best
way to get the customer interested in
the merchandise?”

“Show her the merchandise,” an-
swered one of the girls as quick as a
flash.

“Get something for her to look
at,” was the way the second girl put

“Ts that all?’ queried the sales
manager,

“No,” replied the first girl, “explain
its use. Tell her what it is made of,
what it is used for; if it’s something
to wear, tell her how new and stylish
it is, or how well it will wear.”

‘Tell her its a bargain at the
price,” replied the girl that had a bit
of mischief in her eyes.

The sales manager let himself en-
joy a laugh.

“You are right,’ he- encouraged,
“both of you—as far as you have
gone. Merchandise of a_ particular
sort localizes or focusses interest;
and what you would want to do, of
course, is to get your customer so
deeply interested in some one thing
she'll want it; and then when she gets
to wanting it hard enough, you'll
close the sale and make out your
sales slip. After that—but that’s an-
other story.”

Turning to the three girls who
had had practically no part in the
interview—namely, the girl of the
silly smile, the timid soul, and one
of the girls who seemed incapable
of overcoming a certain mental con-
fusion, the salesmanager informed
them that he would keep their names
and addresses in case there should
be further openings (but in his iner.
chandising soul he knew there never
would be for them), he ushered them
gently out of the waiting room.

But the other two girls he em-
ployed. Frank Fenwick.

A
How a Union Slugger Broke Up a
Family.

Mrs. Laboski was a frail little wo-
man, tender toward those around her
and sympathetic, and with it all very
wary. She never lost her patience
and never complained or seemed to
tire, and not one of her six children
who were terraced from six months
to twelve years of age, received a
frown or an unpleasant look except
in aggravated instances where pun-

ishment was imperative.

The father of this interesting group
was a machinist. His father had
worked at the same trade before him.
He was big, gentle and could look
any man in the eye. The family was
American all the way through, but
Jacob Laboski was a “scab.” He had
no particular notions against unionism
nor was he opposed to contributing
to them, but he did object to having

August 11, 1920

someone represent him who might
put him in wrong with his employer,
and he was physically so powerful
that he did not much fear the bullies
who came around and made threats as
to what would happen in case of a
walkout in which he did not join.

Just when the Laboski’s were at
the height of their prosperity, and
were meeting the payments on their
new home with ease, a strike was
called on the plant where the father
worked. A desperate conflict ensued.

During these anxious days Mrs.
Laboski more than anyone else in the
family realized the danger and kept
her little brood near. The new home
was removed from the neighborhood
where most of the people connected
with the plant for which Laboski
worked lived.

Mrs. Laboski sat one night—the
strike had been on a week—at the
window, brave but fearful, and kept
vigil for Jacob's return. The two
oldest children, a girl and a boy, real-
ized their mother’s anxiety because
they had felt the sting of the taunt of
“scab” at the public school. They
saw also the sympathy of the teacher
was with their tormentors.

The minutes grew into hours and
the hours grew into night. Morning
came and the husband had not come
home. Notification by the police,
identification at the morgue and the
cruel repitition of a thousand similar
cases followed. The fateful brick
from the murderous hand of a union
striker had dropped Jacob.

He was simply one of many victims
whose death was required before the
authorities enforced the laws.

Mrs. Laboski and her six fatherless
children were forced to drift for them-
selves. She took in washing in an ef-
fort to save the home, but after a
year’s struggle her health gave out,
the children were separated for bet-
ter or for worse, and the little woman,
broken in spirit, yielded to death’s
call. The union brute who had thrown
the brick was lauded to the skies by
his associates in thuggery and murder
and rapidly climbed to the top of the
ladder of trades unionism, becoming
a walking delegate, strike manager,
business agent and executive officer,
which enabled him to make $25,000
per year by the blackmailing tactics
resorted to by all union leaders.

——————i> <>
Catch a man off guard, and you’ve
got him whipped.

 

The Machine
you will
eventually

Buy!

135 00 ALL MACHINES
e@-—— FULLY GUARANTEED

 

 
   
 

ICTOR

is a high class add-
ing and listing machine,
scientifically constructed
along standard lines and
sold at a minimum cost.
You can PAY more, but
cannot purchase — better
ralue.

M. V. Cheesman, State Distributor,

946 Cherry Street,
Grand Rapids, Michigan

 

 

ui gosparice ae pad Apt eA AI TBE I OT eS AR RE

 

Pad

 

 

 

 

& wD wD

“st MW bee

moc wee bee CD ek Ole

 

oF

 

 

een aeetinaertin msaematameataaandnaecaietaniarssitanaenestncetnaaueneabatceues arc

August 11, 1920 MICHIGAN TRADESMAN

55

 

 

 

Cutaway (Clark) Double Action Harrows
Bigger Crops at Less Cost

Bigger crops always follow better disking. Note
the heavy angle-iron main frame and how strongly
it is built. Each of the gangs is attached to this
heavy frame—it forces the rear disks to cut exactly
midway between the fore disks, thus completely cut-
ting, pulverizing, stirring and aerating All the soil:
Once over the ground does all the work. It’s the
farmer’s greatest time and labor-saver in his most
important work.

A Style and Size for Every Farmer Whether He Uses
One Small Horse or a Large Tractor for Power.

MONEY-MAKER SILAGE CUTTERS

Bryan Plows, Land Rollers, Pulverizers, Harrows, Seeders, Corn Planters, Potato Planters, Weeders,
Cultivators, Sprayers, Bean Harvesters, Bean Threshers, Garden Tools, Etc.

 

Manufacturers Representatives:

Brown & Sehler Co. Grand Rapids, Michigan

 

 

 

 

 

 

Barclay, Ayers & Bertsch Co.

321-323 Bond Avenue
Grand Rapids, Michigan

Jobbers in

Pipes, Valves, Pumps, Sinks,
Roofing and Mill Supplies

ap.

 

 

 

 

 

 

 

 

 

56

BEAUTY AND HIGH QUALITY.

They Are Seldom Concomitants in
Fruit Products.
Written for the Tradesman.

An article in a recent number of
the Tradesman under the caption
“Eight Dollars Per Quart” was re-
plete with attractive suggestions and
as I perused it many pleasant remind-
ers of experiences in connection with
fruit lovers and their views occurred
to me. The market idea and money
returns as a requitement for thought
and energy put into the development
of new fruits have so dominated the
field of experimentation that flavor
and aromatic quality have largely
been’ eliminated. To develop a fruit
that would “carry well” in transport-
ing over long distances and present
an attractive appearance has been the
attainment in the
the experimenters. This
with good reason, because the ma-
jority of mankind is unable to grow
its own fruit and must depend upon
the market for supplies and the more
delicate and best varieties cannot be
transported long distances to reach
the consumer and the consumer pre-
fers quality to abstinence
from the use of fruits.

The result of these conditions has
been that among consumers there has
not grown a discriminating taste and
appreciation of the toothsome qual-
that most per-
fect originations.

We import large, coarse flavorless
Far South
which have thick firm rinds to pro-
tect during the long journey
and from the rough handling of the
market
nothing better, call them good.

great object of

minds of

inferior

ities characterize the

watermelons from the

them
have

The

truth is the finest quality in melons

men and, because we

is an accompaniment of the most deli-
cate texture and the best melons have
to be handled with the greatest care
and will hardly bear transpo:tation
to the nearest market.

This is also true of tomatoes. The

fruits cannot be car-
than

garden

finest flavored

ried further the house from the

nearby and the specimens
must not touch each other if we have
them served to perfection.

In the
find this difficulty confronts the ex-
perimenter. He is asked to get the
quality of the Northern Spy under
the skin of the Baldwan or Ben Davis.
It cannot be done because high quality
and delicacy of texture are insepar-
able, hence the great consuming pub-
lic, far away from the orchards, must
be contented with the inferior quality
and make the best of it.

The plum to which Mr. Burbank
gave his name will carry long dis-
tances, but when compared with the
rich delicate sorts is pretty poor eat-
ing. The fruits that “melt in your
mouth” must be eaten when plucked
from the tree or vine.

whole realm of fruits we

Beauty and high quality are not
always concomitants. The high col-
ored Ben Davis apple, the Kieffer and
Elberta peach are examples of in-
ferior quality under a wonderfully at-
tractive cover. The varieties which
have the highest grading in the cata-
logues for quality are rarely found on
the market.

My contention is that we should

 

MICHIGAN TRADESMAN

not sacrifice flavor on the market
altar, but stimulate, so far as possible,
the development of fruits of the high-
est quality as a matter of education.

At one time I sat at a dinner with
President Lyon, the father of Michi-
gan pomology and several distinguish-
ed educators, among them Prof. Way-
land, Prof. Olney, Dr. Angell and Dr.
Abbot. Coffee dominated the conver-
sation for a time and each one ex-
pressed himself volubly upon the
quality of berry, method of brewing
and accompaniments of service. All
of them except President Lyon were
evident connoisseurs in coffee and
they poked fun at him for his lack
of interest in so delectable a table

supply. The dessert was grapes in
variety furnished by an amateur
grower whose garden was rich in

varieties. Mr. Lyon watched with in-

sent me for trial, which was so deli-
cate in texture that the least careless-
ness in handling would injure its at-
tractiveness. The second choice was
usually the much-maligned Wilson,
which is usually condemned because
of its acidity, but which, when fully
ripe, has a richness of flavor surpassed
by very few varieties.

Most fruits (the pear and persim-
mon are the only exceptions I now
recall) to be at their best must fully
ripen on the tree or vine.

For distant markets fruits are
usually picked in immature condition
while they are firm and will stand
up under the exigencies of transpor-
tation. This means that the consum-
er rarely has the joy of tasting the
fruit at its best.

I recall while acting on the bureau
of awards at the Columbian Fair a

 

 

 

 

 

Charles W. Garfield.

terest the choice made by his friends
in selecting the clusters. Nearly all
took Concord, while he selected the
Iona and had his innings in the con-
versation deploring their lack of dis-
crimination in the dessert after dis-
playing so great solicitude concern-
ing the aromatic quality of the bever-
age.

At one time, just for the fun of it,
I grew thirty varieties of strawber-
ries in small beds—all the same size
having each plat numbered, with no
name attached. It was great sport
to turn my friends loose during the
fruiting season in this .garden with
the request to report at the house the
number which they liked the best. It
was a pleasant diversion and at the
end of the season I compiled a re-
port of the findings. The first choice
was, in the majority of instances, cen-
tered upon a variety which was or-
iginated by an Indiana friend and

consignment of pineapples which were
sent from Florida under exceptional
conditions for favorable transit. The
committee was instructed to cut the
fruits across the middle part and eat
the contents with a dessert spoon.
We who had never eaten a pine near
its home had our first experience in
enjoying the fruit at its best, because
never before had we eaten a pine fully
ripened before being plucked.

It is very common for our people
in the East to express the opinion
that the fruits of the Far West, while
wonderfully beautiful, are lacking in
flavor. This is largely due to the fact
that for the long transit the fruit is
gathered before fully ripe and the
delicate flavor which one enjoys in
picking and eating when fully mature
directly from the tree is never de-
veloped.

I wish more people could be in-
duced to own and cultivate a piece

August 11, 1920

of land as a matter of diversion and
grow the best things that never find
their way to the market. The awak-
ening of a quickened sense of dis-
crimination in the quality of soil prod-
ucts ig a-revelation worth experienc-
ing and when one has acquired the
taste for tickling the soil and enjoy-
ing the smile with which the land
gives out its choicest treasures, picture
shows, golf, tennis and even angling
sink into insignificance as pastimes.
In the field of scholastic education we
have been sadly neglecting one of the
most promising lines of development,
that if cultivated would make for the
highest enjoyment of the race. We
have an illustration of the value of
this type of education in the wonder-
ful evolution of children’s gardens
during and since the late war. One
of my most thrilling experiences in
the realm of practical education was
the exhibit of the products of hun-
dreds of children’s gardens in Boston
at the great horticultural hall in Sep-
tember, 1919.

We sometimes with reason deplore
the lack of. religious instruction in
our system of school and wonder how
overcome the difficulty be-

sectarian differences. In
teaching children that this is God’s
world and inculcating in them a love
for the soil and what man can evolve
from it; in awakening a desire to
understand the laws which govern the
wonderful processes of nature which
man can harness and turn to his serv-

we can
cause of

ice and happiness, we are devoting
ourselves to the essentials of religion
as certainly as conning the texts of
the bible or delving into the myster-
ies of philosophy.

I sometimes think that in a climate
where children can safely be out of
doors a large part of the time it is
sinful to crowd them into buildings
poorly ventilated, inhabited by all
sorts of injurious germs under the
theory that this is the best and only
orthodox method of education. There
are so things to be
learned in God’s big laboratory under
skillful guidance and the inspiration
of the manifestation of the working
of his wonderful laws of growth that
it is criminal neglect not to open to
our children these attractive avenues
of attainment, even to the exclusion
of second-hand information that must
be gleaned from printed pages.

It seems a long jump from develop-
ing quality in fruits to the consider-
ation of the open air method of pri-
mary education, but the relationship
is intimate and logical to a lover of
this world and one whose theory of
life and eternity are bound up in the
WILE FOR THE GOOD OF ALL.

Charles W. Garfield.

many useful

 

COMPUTING SCALES

adjusted and repaired
Send them in
Service guaranteed

W. J. KLING
Grand Rapids, Mich.

843 Sigsbee St.,

139-141 Monroe St
Le Ce
GRAND RAPIDS. MICH.

 

 

 

iI

 

 

 

enna seated eam mnterenestesaneneeeaaaemaaeaarets os : fmnee a Rn

MICHIGAN TRADESMAN

 

 

 

 

Exclusive Distributors
of

Danish Pride Milk Diamond Crystal Salt

Glenn Rock Beverages Hart Canned Foods
~~}

JUDSON GROCER CO.

Grand Rapids, Mich.

Purity Rolled Oats Ryzon Baking Powder

White House Coffee B. B. B. Coffee
b
FLOUR
Ceresota Fanchon
Puritan ne Red Star

 

 

 

{

 

  

58

TRANSPORTATION PROBLEMS.

Difficulties Which Confront the Large
and Small Shipper.
Written for the Tradesman.

The country at large, and especial-
ly bankers, manufacturers, jobbers
and retailers, are well aware that
something must happen in regard to
modes of transportation in the im-
mediate future or this country must
suffer severely. When the Govern-
ment turned the railroads back to
private ownership, about four months
ago, it required but a short space of
time to demonstrate the fact that the
present owners and managers were
wholly unequal to the requirements
of the business of this country at. the
present time.

The matter of slow transportation
is now especially, and has been for
several months, the most serious ques-
tion before the business men of to-day.
The capital invested in banking, man-
ufacturing and merchandising, as well
as farming, was based practically up-
on the turnover of merhandise and
money in normal times. Slow trans-
portation has deprived the business
of the ountry to a large percentage of
this turnover. Manufacturers and
wholesalers, as well as large retailers,
who have in the past been accustom-
ed to a service from the Atlantic sea-
board of anywhere from four to ten
days, are now obliged to suffer a de-
lay of anywhere from thirty to ninety
days.

Manufacturers, on the
demand for merchandise of all kinds,
have not been obliged to look for cus-
tomers except among those who dis-
count their bills within ten days from
bill of lading. This has resulted in
the necessity of the retailer, the
wholesaler and the manufacturer em-
ploying in many instances almost
double the capital which he originally
employed. This capital must be ob-
tained either by money borrowed up-
on approved paper or the institution
must be strengthened by extra capital
drawn from the stockholders. Slow
transportation has been an important

account of

factor in creating the stringency in
the money market during the last few
weeks.

We theories and ex-
planations in our newspapers and
periodicals, but the truth is that if
normal transportation could prevail,
for instance, in the Middle West for
a period of three months, the mer-
chants and industrial institutions of
the country would turnover their
products in such a way that the money
representing these products would
again find its way into the banks and
practically into circulation or in the
turnover which is necessary to derive
the profit. By actual demonstration it
was found not long ago that ten of
the leading jobbers of the city of
Grand Rapids were employing in the
aggregate about one million dollars
more money in the conduct of their
businesses than formerly, all due to
the fact that this money had been
used for the payment of -goods in
transit which did not arrive and could
not be found. This money was bor-
rowed from the banks and, therefore,
produced a short money market from
a local standpoint.

The railroads have applied to the

read many

 

 

 

MICHIGAN TRADESMAN

Interstate Commerce Commission just
recently for an increase in freight
rates, as well as passenger, Pullman
rates, etc. These have been granted
and will, undoubtedly, be approved by
the railroad commissions of the dif-
ferent states. At about the same time
a grant has been made to the em-
ployes of railroads for extra compen-
sation and which grant will consume
quite a portion of the. gain in the
rates which have been arranged by
the Interstate Commerce Commission.
It is, of course, true that when the
railroads came back from Government
control to private ownership, while
the integrity and the equipment of
the roads may have been preserved to
about the standard when they were
taken over by the Government, yet
new equipment had not been bought,
terminals had not been improved, and

 

The writer is unable to see as much
rapid improvement in Lower Michi-
gan as the business communities
would be very glad to have occur. As
the railroads are now, even with more
efficient management and better facili-
ties, we have no more railroads in

 

Southern Michigan than we_ had
twenty-five years ago. During the
last five years the lower part of
Michigan—and by that we mean that

part of Michigan which is below a
line drawn from Saginaw to Alma and
Alma to Muskegon—has made great-
er advancement, from an industrial
standpoint, than the same area in any
other part of the United States; and
if it is true of the United States it is
true of the world.

This statement is made simply to
show that the present roads, with
more efficiency, are not equal to the

Lee M. Hutchins.

the increase in the general volume of
all kinds of business became an ex-
tra tax upon the already overloaded
list of transportation companies.

On account of these new rates we,
of course, are promised better rail-
road service. We, however, all real-
ize that it will be considerable time
before the different railroads will be
able to bring about this better service.
We have been told lately by a rail-
road expert that freight cars are av-
eraging twenty-three miles per day
and that the efficiency of the same
should be arranged at thirty miles per
day. This, of course, would be a
large improvement, but this does not
account for new frieght cars, new en-
gines, terminals, etc. What the coun-

try is interested in is better service
and there is practically no such thing
promised in this new arrangement ex-
cept inferentially.

increasing business. The question na-
turally arises, what can be done? Sev-
eral of the lines running out of Grand
Rapids must necessarily be double
tracked. This requires the reorgan-
ization of the companies and increased
capital stocks. In all of the disturb-
ances among the railroads and in be-
half of the new rates, we have failed
to see very much interest manifested
by the stockholders of these railroad
companies. We just imagine that if
it applied to an industrial institution
or a very large wholesale house that
the stockholders would be somewhat
concerned themselves as regards the
success and efficiency of their com-
panies.

We are all looking for the service
that can handle with efficiency the
business of Lower Michigan especial-
ly, and the question naturally arises
why should we not look upon the facts

   

August 11, 1920

as they are. The writer knows that
it is somewhat unsafe to deal in facts
at all times and this article is not in-
tended as a slap at the railroad com-
panies or any other transportation
facilities, but if improvement is to be
had, not only to take care of present
necessities but of those that will sure-
ly be increased, it must be brought
about in a comprehensive and intel-
ligent way. This leads us at once to
say that the temporary relief at least
is from transportation by truck. We
are having demonstrations all over the
country as to this mode of transporta-
tion, not only as a relief, but that it
may become the permanent way in
which at least short hauls can be
handled.

A few serious questions arise in re-
gard to transportation by truck and
these are brought out, not with any
idea of offending any man who owns
a single truck or offending any ag-
gregation of men owning several
trucks at this time. The first question
with the wholesaler and the retailer is
that of the freight or express rate.
The advance of the rate by the Inter-
state Commerce Commission for the
steam roads warrants the truck men
to base their rates of freight and ex-
press somewhat upon these new rates.
It is safe to say that the average deal-
er is not so much concerned about a
little change in the rate as he is in
the the
proper time.

The second item of consideration is
that of the highways over which these
trucks must travel from the city to
adjoining towns and cities. The pub-
lic builds the highways, the trucks
destroy them. They pay no franchise
fee for the use of the roads and it is
already becoming a serious question
in Michigan as to what shall be done
with this part of the question at large.
In the neighborhood of Detroit, where
concrete roads have been

obtaining merchandise at
&

so many

 

++ SOT

 

RENCH’S PRICE CARD HOLDERS
AND CELLULOID PRICE CARDS
MAKE THE STANDARD SHELF
PRICING SYSTEM FOR GROCERS

Because one purchase is all that is
necessary; the Price Card Holders
with Celluloid Price Cards and Price
Card File making a permanent Shelf
Pricing System that will last a life-
time. The Holders are adaptable to
all shelves and the Price Cards, hav-
ing the penny prices on one side and
the next higher number ending in 5 or
0 on the other, are adapted to ALL
stores.
200 Holders, 300 Assorted Celluloid

Cards 4c to 1.00 in Card File $6 .70
1,000 Holders, 1,500 Cards, 5 Card

Piles ee 32.50
100 Holders, 150 Assorted Cards 4c

tO 100) 3.5
Celluloid Price Cards, assorted to

_ order, 1c to 5.00, per 100 _..._ 1.0
Price Card Files, 15¢ each.

Order today from your wholesale gro-
cer, or they will be sent prepaid on re-
ceipt of price or by Parcel Post C. O. D.

RENCH & CO.
4096 Fifth St., San Diego, Calif.

 

 

 

 

 

 

 

August 11, 1920 MICHIGAN TRADESMAN 59

 

 

 

 

 

Double A

CANDY

MADE TO EAT

 

 

THE \ GOOD
SIGN OF CANDY

TRADE MARK

MADE BY PEOPLE WHO KNOW HOW

Our record of fifty-five years of continuous growing business not only in Michigan
but all over the United States, speaks for itself.

Service and Quality Counts

MADE IN GRAND RAPIDS BY

NATIONAL CANDY CO., Inc.

PUTNAM FACTORY

LET US SEND YOU A COPY OF OUR LATEST PRICE LIST

 

 

 

 

 

Uae eneneieer emer eee

 

 

 

60

 

MICHIGAN TRADESMAN

August 11, 1920

 

built during the last few years, and
which roads were built upon the pre-
vailing standard of width and depth,
it has lately been found that these
roads are already going to ruin. The
prime reason for it is that where for-
merly a truck cayried five ton loads
it now carries ten ton loads, and this
size load will destroy the average
cement road bed.

It is quite certain that the advisory
committee of the Highway Commis-
sion of Michigan is somewhat per-
plexed as to just what shall be done.
The regulation road now costs about
$40,000 per mile when constructed of
concrete. If these roads are to be
taken up or new roads are to be built
of concrete of a depth that will with-
stand ten ton loads, the cost will not
be less than $60,000 per mile, and we
all naturally infer that the commission
is somewhat at sea as to what is its
duty under the circumstances. When
the question has been solved, would
it not be right for the men who go
into the trucking business to pay toll
on these highways. Unlike railroads,
they are not obliged to buy rights of
way. They pay no corporate tax to
the State or Government. They only
use the highways for the transporta-
tion of merchandise for a high rate
over a road built by the general taxa-
tion of the township, the county and
the State. It is just possible that a
stone road with careful and diligent
observation and repair is the only
solution of this entire question of
road bed.

The third question for considera-
tion is that of the truck owners them-
selves. Transportation companies,
such as railroads, interurbans and
steam boat lines, are financially re-
sponsible, and damage or loss can be
collected against these companies
when such things occur in transporta-
tion. It is going to be absolutely
necessary for the man who carries
merchandise by truck from cities to
adjoining towns and cities to put his
house in order, and either be bonded
or otherwise make himself respons-
ible for any loss or damage that may
occur. This is equally true of any
corporation that may be formed for
the transportation of merchandise by
truck. It goes without saying that
the retailer or the consumer is not
going to be willing to take the risk of
delivery, and we believe we are safe
in saying that the manufacturer or the
wholesaler will not be willing to as-
sume the risk.

The business communities are all
looking for quick and satisfactory
transportation but transportation is a
business by itself, and those who as-
sume to do this work must equip, or-
ganize and fortify themselves to com-
pete with regular transportation com-
panies of long standing and responsi-
bility. In fact we all believe that im-
proved highways will bring about re-
lef in transportation by the use of
trucks. We also believe that whether
trucking is done by an individual or
a company ‘that they must be organ-
ized, equipped and bonded, they must
be recognized by the State and pay
such a fee for the use of the highways
as may be determined upon by the
proper authorities.

The use of trucks by the farmer is
another proposition because he will

own an individual truck for the sole
desire and intention of getting his
own products to market efficiently
and promptly, but the man or aggre-
gation of men who seek to transport
general freight in less than carloads
must handle the merchandise of other
people and must assume the responsi-
bilities and the positions of common
carriers under the law. Business of
all kinds is being transacted in splen-
did proportions. ‘Transportation is in-
adequate, business is looking for re-
lief, but if the usual and safe relief is
to be experienced we must look at the
proposition from a sane standpoint
and arrange for the transaction of
business not only efficiently and safe-
ly, but profitably to all parties con-
Lee M. Hutchins.

—_———<+—~- 2
Salespeople Not Always To Blame
For Discourtesy.

Some progress may be gained in
raising retail salesmanship standards
through a process of education in im-
proved selling methods, but, in the
opinion of a student of retail condi-
tions, a fundamental obstacle in the
path of reaching the ideals sought is
the tendency on the part of many per-
sons to “look down” on retail clerks.
Efforts may be expended in many
directions to teach sales psychology,
to promote knowledge of the mer-
chandise handled, and even to encour-
age the social instincts of employes,
but as long as the customers of a
store, from the “Colonel’s Lady to
Judy O’Grady,” are permitted to con-
sider themselves. superior, for some
reason or other, to the clerk behind
the counter, there will not be that
spirit of mutual interest which is so
essential to harmony and success in a
store’s contact with the public.

cerned.

“It strikes me,” this man said yes-
terday, “that the stores themselves are
partly responsible for the high-hand-
ed manner in which many customers
treat retail sales persons. There is
no reason why a girl or man behind
a counter should be subjected to any
different treatment than an employe in
any other position. Yet people in very
humble circumstances, not counting
those to whom the ‘grand manner’
comes natural, will often demand
flawless courtesy in return for their
ill-mannered remarks. For some rea-
son or other, customers of these types
consider themselves far superior to
the girls who ‘wait on them.’ That
phrase ought to be wiped out of re-
tail selling, and along with it the idea
that ‘the customer is always right.’

“Like many other businesses, the re-
tail store has put behind it the time
when low wages were paid and when
long business hours were observed.
But the idea still seems to persist in
the public mind that store employes
are a downtrodden and dispirited lot,
and therefore socially inferior to the
rest of the population. In the needle
trades the protest was heard not so
long ago that workers could be re-
cruited from native Americans if the
impression that ‘sweat shops’ were
still in existence could be removed.
Something of the same thing seems
to apply to the retail stores, though
there is no reason why it should.

“Recognizing that the ordinary
designation of its employes was a
drawback to obtaining first-class help,

the telephone company a while ago
described its positions in attractive
and distinctive phrases, so that a re-
fined girl would not hesitate at find-
ing employment in that way.

“The stores, of course, have intro-
duced some of these changes also, but
not in the emphatic way necessary to
drive home to the public that a store
position implies no loss of social
status. In the stores, too, the effort
is being made to promote social ac-
tivity among the employes, but a
criticism I have to launch against this
development is that too often the
work is carried on along apparently
charitable lines. In other words,
there is the appearance of a subsidiz-
ed social effort.

“It will not be enough for a store
to democratize its own organization
and thus put a stop to snobbery with-
in its environs. An effort must also
be made to get the public to think
differently about ‘clerking.’ That, by
the way, is another word which should
be abolished. Personally, I don’t think
that retail salesmen or saleswomen
are by nature discourteous or careless
When they are discourteous you may
be sure that customers have set them
a bad example, ‘and that as the oppor-
tunity presents itself they are going
to pay back the score. When they are
careless it is just an expression of that
‘what’s the use’ feeling.

“Back of it all, to my mind, is the
position of inferiority into which re-
tail clerks have been thrust without
rhyme or reason. Even the clerk that
is the ‘cattiest? to a customer will
talk and act in a friendly way with her
chum and friends in the store. The
difference is that she is on an equal
footing with that chum. She knows it
and her chum knows it. When the
customer comes along however things
are different. On the one side is the
tendency to give what almost amounts
to abuse, and on the other the desire
to treat the customer in a manner
designed to give the impression that
the job is being ‘held down’ merely
to pass away the time, and not
through necessity. There is, in fact,
a double toleration—the customer of
the sales girl and the sales girl of the

customer. Until this spirit is removed
both ways there is not much hope of
establishing the desired sympathy be-
tween the two.

“An objection voiced against plans
for fostering friendliness between cus-
tomers and employes is that too much
of it is bad for the store. The em-
ploye gets an opportunity to cultivate
customers, and later may take them
to some other store. As a choice of
evils it seems to me the cultivation of
good will by a store, through its em-
ployes, offers many advantages in
contrast to the danger of losing trade
in the way described.

“Tt is my candid opinion that the
public and many store executives are
as much in need of ‘education’ as the
general run of store employes. To ef-
fect this ‘education’ the store em-
ploye should be placed in a different
and more favorable light before the
public. Some of the objectionable
names given to various store duties
should be abolished, and certain other
desirable reforms instituted. When
the stores take up this problem they
will be getting at fundamental faults.”

. Ee

One of These “I Am” Things.

I am used uselessly probably often-
er than any other word.

I am one of the most prolific causes
of wasted ink and white paper.

 

I cause the shake of the head which
may méan “What a liar, or “How
do we know whether it is so.”

I make people feel “that word
might as well not have been used. We
have been stung by believing it.”

I make people say: ‘What a suck-
er to tell us that. It is just what the
worst crook would say, and has said,
to convince us. Moreover, it is what
a thousand others in the same line of
business are saying, and it cannot be
true of all.”

I am a word that should never be
used about oneself or what one pro-
duces,

I am a monosyllable that is uncon-
vincing except from others.

1 am either the bunk or the reputa-
tion for it, which is just as bad.

I am the word “Best.”

 

 

Why do you not handle Glass Tumblers?

They Stand alone without any
general stock of glassware

LET US TELL YOU

 

THE BELMONT TUMBLER CO.

BELLAIRE, OHIO

 

 

 

 

 

 

= August 11, 1920

MICHIGAN TRADESMAN

61

 

To the

Michigan Tradesman

and

Subscribers

et

Please accept our best wishes
for a
Continuance

of your

Good Health and Prosperity

ee

Foote & Jenks

Jackson, Mich.

 

 

 

 

A RIGHT REFRIGERATOR
MUST BE “DRY-KOLD”

 

   
   

—

“DRY-KOLD SERVICE”

is what you must have to “get yours” out of your business. You
can’t stand spoilage and needless ice waste, and you must have
sanitation.

In a “Dry-Kold” Refrigerator you will have an active and
continuous circulation of cold, dry air and the lowest ice con-
sumption possible, with your stock always in a fresh, clean,
wholesome condition. It pays, of course!

Write for Catalogue

The “Dry-Kold” Refrigerator Co.

Main Office and Factory

NILES, MICHIGAN

 

 

 

Ohio Brands of Matches Made Here

 

 

 

 

Millions in Our Land Know Them and Declare Them the
Best in the World

THE OHIO MATCH COMPANY,

WADSWORTH, OHIO

 

 

 

 

 

 

62
DRIVE AGAINST DRUDGERY.

Devices For the Kitchen Working
Profound Change.

One of the interesting phases of
every great business is to note the
meaning and import of apparently
little things. You find that food chop-
pers have seemingly displaced the use
of mincing knives and wood bowls in
household use if you are to judge by
the diminished sales of these latter
articles. So, if you have any analysis,
coupled with a little vision, there rises
before you the moving picture of the
profound transformation going on in
the home, especially as affecting that
all-important creature to the house-
hold and to the human race—the fe-
male of the species.

Suppose you start in by asking your-
self some elemental questions, such as,
“Who uses wood bowls and mincing
knives, and under what. circum-
stances?” Then there dawns upon you
the great fact that labor-saving de-
vices have other places and purposes
than on farms and in manufacturing
plants. Also that women do not like
household drudgery, and only do it
because they have to. Which is rath-
er disconcerting considering that we
have all been raised on poetry and
literature, always written by man, tell-
ing of the delight taken by women in
scrubbing kitchen floors that
thereby may contract
knee.

they
housemaid’s

Now, of course, we may get off that
old stuff about the fountains of the
great deep being broken up, and the
floodgates of society opened wide. AI-
sO we may realize that the innumer-

 

MICHIGAN TRADESMAN

able labor-saving inventions in house-
hold things are doing much to save
the servant problem, and are giving
woman a chance and opportunity to
read other literature in addition to
the cook book and the Bible. Like-
wise, that the man who _ invented
electric washing machines ought to be
canonized. For out of these labor-
saving devices of the household has

come woman’s opportunity to do
something besides marketing and
shopping.

Moreover, these little kitchen con-
veniences may help to bring out in
household affairs more of its inherent
fine art by robbing it of much drudg-
ery. So, too, when you learn that the
sale of electric devices and fixtures
and bath appliances is largely increas-
ing in the rural districts, and that far-
mers are buying automobiles as never
before, you have opened up a vista of
economic possibilities as broad as all
outdoors. For the trouble about keep-
ing young people on the farm has al-
ways been its loneliness, its drudgery,
and its lack of creature comforts.

Once upon a time the Department
of Agriculture wrote some 50,000 farm
women and asked them what the de-
partment could do to make their lots
easier and happier, and from the an-
swers which poured in it was evident
that the department had taken in too
much territory and that only Provi-
dence could tackle the job with any
hope of success. For it was the tragic
and pathetic story of ceaseless drudg-
ery, with inadequate household effects,
when they were not entirely wanting,
of work from morn until noon, from
noon until dewy eve, and no leisure,

save on Sundays, when all their neigh-
bors called on them and_ stayed
through the afternoon and then to
supper besides.

Kitchen sinks were luxuries to many,
and washing machines only helped
out blue Mondays until the electric
washer came on the scene. It was
small wonder that anybody stayed on
the farm when she could help it. The
tragedy and pathos of those letters
were beyond the telling. Then we had
all sorts of solutions of “Back to the
Farm” from people living in the cities,
and it was all mere theatrical bunk
and got nowhere.

Then bathtub fixings, and electrical
devices and automobile sundries be-
gan selling because the farm had run-
ning water, and real bathtubs, and
electricity that ran washing machines,
and cut silage, and sawed wood, and
furnished good light so that women
folks did not have to clean and fill
smelly coal oil lamps. and there were
telephones which the women could
use and gratify that desire most dear
to them, “some body to talk to.” Al-
so there were automobiles which took
them to the county seat, where there
were movies, chautauqua events, may-
be an “opera house” often with trav-
eling troupes and sometimes really
great musicians. And church sociables
and stores with beautiful clothes, such
as you buy in the great cities, and
then you could go home to your own
comfortable farm home and be great-
ly content to stay there, and not be
anxious, as in the past, to sell your
farm and move to town where you
could have some social life and some
comforts and some blessed leisure.

August 11, 1920

For the economic question of staying
on the farm was at the bottom a so-
cial and very human one. And the
great problem of the nation, keeping
men (which also meant keeping wo-
men) there, met no solution nor could
all the king’s horses and all the king’s
men retain humanity on a lonely farm
until the inventor of comforts and
conveniences came along and found
the answer.

Not so long ago I attended a meet-
ing of the Southeast Missouri Com-
mercial Clubs, and along with the
men delegates from the various om
mercial clubs in the neatby towns
were women from the women’s clubs.

It was worth while to hear these
women talk. They always had some-
thing to say and said it easily and
simply so that every one could under-
stand, and then when they had finish-
ed what they had to say they sat
down. Now all this was most be-
wildering to a good many men there
to whom a speech in public was a
distinct adventure and excursion into
eratory, and not a strictly business
performance to be concluded as soon
as the main purpose was accomplish-
ed.

It seems that the women had an
elemental idea that the best possible
advertisement and reputation for a
town consisted in its being cleanly,
attractive and sanitary, and _ conse-
quently a very livable place. So, as
they phrased it, when they grew tired
of hearing the men talk about reforms
and not get anywhere, they went in a
body to the town hall, and illustrated
one of those primal things for which
women were apparently created; that

 

 

 

 

Michigan Bankers and Merchants Mutual
Fire Insurance Company

FREMONT, MICHIGAN

CHARTERED AUGUST 14,

1916

insurance in forme Aue. $1, 1970 $3,076,815.00
Premium and Re Insurance Receipts for period __________ & 64,712.21
Dividends to Policy (ipldere $

lomees Teel for per... Gg

Unsurpassed record for growth, strength and prompt payment of losses.

Correspondence Solicited

WILLIAM N. SENF, Secretary-Treasurer

*

25,580.05
19,800.72

 

 

 

 

— OD wet US OO

— pe

5S oft we ome lee CMU eel

 

 

August 11, 1920 MICHIGAN TRADESMAN

63

 

 

 

 

Over Five Millions Insurance in Force

 

 

 

Michigan Shoe Dealers Mutual
Fire Insurance Company

Fremont, Michigan

Mutual Insurance Companies are organized for the purpose of preventing the great
fire losses, and to pay the losses promptly and honorably after they occur. Below

is the complete list of losses paid by our company from January |, 1920, to August
1, 1920. Ask them if they are satisfied.

Karl Kampmueller, Petersburg ____________- $ 182.60
Pinney © et. Petro’ le 3664.43
Fred Ulrich, Detroit ________.. Oo 1737.05
JG. Caley ee 6741.21
Max Weiss, Harbor lt 1067.95
Economy Cut Price Shoe Co., Lansing _ - - - - - - 193.79
Newberg & Allard, Ludington oe. 285.92
Ce 460.96
© Fee Me Pa St _____-.-.- 47.32
Taylors ree. Ca lens ==... 2245.04
Fay C. Wing, Wayland ee 25.20
> eee te. i _......----- 100.00
7 Boxter © Sen, igpkins ..___._._..-.___-_- 1915.00
1_E. & BD. |. Melntyre, Hopkins ________---_- 275.00

More than 2,000 property owners co-operate through the Michigan Shoe Deal-
ers Mutual Fire Insurance Co. to combat the fire waste. To date they have received
over $80,000 in losses paid, and even larger amounts in dividends and _ savings,
while the Company has resources even larger than average stock company. As-
sociated with the Michigan Shoe Dealers are ten other Mutual and Stock Com-
panies for reinsurance purposes, so that we can write a policy for $15,000 if wanted.
We write insurance on all kinds of mercantile Stocks, Buildings and Fixtures. The
liability of our members is limited by our charter to one assessment which in no
case can exceed the amount of premium paid.

ONE. OF THE STRONGEST COMPANIES IN THE STATE
Dividend for 1920, 30 per cent.

If you want the best. Place your Insurance in our Company. We write In-
surance on all kinds of mercantile stocks and buildings.

THE PIONEER

Albert Murray, Pres., Charlotte, Mich.

George Bode, Sec’y., Fremont, Mich.

 

 

 

 

 

 

 

 

64

of telling men unpleasant truths that
they may profit thereby. Also, the
city fathers listened and took heed, for
they were husbands, and the women
were potential voters.

So it came about that the public
school houses were kept clean and
tidy and were fit meeting places for
community gatherings, for young peo-
ple’s week-end dances, and for social
and economic purposes of all descrip-
tions.

In one town the woman’s club
planted flowers in the grass plot at
the railroad station and paid a garden-
er always to keep it in shape, so that
every passenger on every train re-
marked on the attractiveness of that
station. In another town the wo-
man’s club got behind one of those
“Clean-Up and Paint-Up” campaigns,
which are the cause of resurrection of
many a town. In still another town
the woman’s club kept tab on the re-
tail stores as to the manner in which
they treated their employes as to
hours, comforts and sanitary con-
veniences. And it was a cold day for
any retailer when he failed to get on
the women’s “White List” of those
who were worthy of their patronage.

I was fortunate enough to meet
some of these women when the con-
vention adjourned and to discover
what I might have known all along;
that a number of them had traveled
a good deal, and seen many things,
and that all of them had read much
and heard much good music. For when
any of the symphony orchestras from
Minneapolis, or Chicago, or Saint
Louis came to Cape Girardeau or
Poplar Bluff they attended en masse,
besides making numerous trips to
Saint Louis for amusement and shop-
ping sake.

In conversation with the president
of one of these women’s clubs, man
fashion, I essayed economic
shop talk, as to the cost of living be-
ing kept up by the extravagant meth-
ods of modern housekeeping. As, for
instance, the use of telephones in or-
dering household supplies and having
them delivered instead of the house-
keeper going to the store, selecting
what wanted, and carrying it
home with her. Then I got what was

some

she

coming to me.

[ was told that there was nothing
in that old stuff. (Not in those words.
but in more ladylike phrase. But that
was what was meant.) Did I know
any male head of the household who
would tote a heavy basket of food
from the grocery in order to save a
Was it economy of hu-
man beings to use old-fashioned flat-
irons yourself out with
brooms when electric irons and elec-
tric carpet cleaners saved useless toil?

What were telephones and automo-
biles and other labor- and time-saving
inventions for, except that there might
be some surcease from drudgery, and
some time for things worth while?
Would it not be well for those theor-
ists who knew statistics but very little
of human nature to realize that much
of the unrest and dissatisfaction of
the day was due to centuries of re-
pressed desire for something more
than ceaseless toil and for at least a
taste of those things which gave life
some zest? Women, in especial, were
as weary of preachment about the

few cents?

and wear

 

MICHIGAN TRADESMAN

simplicity and domesticity of their
grandmothers as was Jehovah of old
of the new moons, and gatherings and
feasts of the Israelites.

Was civilization to be reckoned by
deposits in savings banks, that flesh
and blood might still be so cheap?
Or must we adjust our antiquated
conceptions to the thought that the
real future lay in the increasing wel-
fare of the multitudinous many rather
than in a greatly decreased cost of
living. That the human side of the
equation was more vitally concerned
in the greater purchasing power of
the masses than in undue cheapening
of the prices of commodities. Had not
woman throughout the country dis-
tricts justified her opportunities by the
sane, wholesome, human and _ con-
structive manner in which she had
used them?

I was speechless.

A few months later I attended a
great farmers’ convention in the little
city of Columbia, which is the home
of the University of Missouri. The
concluding night of the convention
there was a large gathering of far-
mers and their families at an old-
fashioned country dinner given by the
University. It was cooked and served
by the young girls—co-eds—of the
School of Domestic Economy of the
Agricultural College of the University.
Many of them were farmers’ daugh-
ters and they were carrying back to
the farm a knowledge of cooking, of
household economies, and of. sanita-
tion, such as their overworked mo-
thers had never had time nor leisure
to attain.

Of the same breed and stripe were
the boy students of the Agricultural
College—“Shorthorn and Longhorn
Aggies”—in whose trained and intel-
ligent hands and brains lay the future
of scientific and business-like farming.

At my table there were women
workers of the Extension Division of
the Agricultural College, who carried
the story of the university to those of
their sex who could not hear it told
in the lecture halls of the university.
So I had at first hand the recital of the
human and unvarnished side of farm
life, of the hungering and thirsting of
girls and women for the things that
the more fortunate of their sex pos-
sess, of the eagerness with which they
grasped the elements of cooking with
taste and intelligence, of making
clothes that had style and appearance
as well as wear, of their overweening
delight at kitchen sinks and kitchen
pumps that banished the everlasting
“toting” of water, of the patient and
laborious saving of pin money from
chickens and eggs to buy an oil cook
stove in monthly payments. The story
was none too long before it was in-
terrupted by the dreary speeches, by
state officials and by others who hoped
to be state officials some day. As one
of the Aggies said to me with the ele-
mentary directness and insight of the
undergraduate, “Our fathers used to
call that oratory, we call it bunk.”

Then it was announced that a wo-
man would be the last speaker. She
had a gentle voice that carried to the
utmost parts of the hall. Education
was the subject of her story. The
story of a lifetime in the rural districts
where for all time her work will be
remembered. The tale of one-room

school houses without the commonest
conveniences and comforts; of chil-
dren walking miles to and from the
school, uncomplaining, in mud, snow,
dust and rain; of the tragedy and
pathos of childhood, starving mental-
ly and spiritually for lack of susten-
ance that so easily might have been
theirs, save for a state-wide lack of
knowledge of local injustice in educa-
tion.

Every one was listening now: “Oh

 

August 11, 1920

you men, is your thought only for
prize cattle and great yields per acre
of corn and wheat? What are the
real products of your state? Are they
not the boys and girls, the future
citizens, the hope of our country, the
objects that should have your utmost
thought and care?

The audience came to its feet cheer-
ing for the woman whose human ap-
peal had gone straight to their hearts.

Archer Wall Douglas.

THE LITTLE OLD TOWN.

There are fancier towns than the little old town,
There are towns that are bigger than this;

And the people who live in the tinier town

All the city contentment may miss.

There are things you can see in the wealthier town
That. you can’t in the town that is small—

And yet, up or down,
There is no other town,

Like your own little town, after all.

It may be that the street through the heart of the town
Isn't long, isn’t wide, isn’t straight;

But the neighbors you know in your own little town
With a welcome your coming await.

On the glittering streets of the glittering town,

By the palace and pavement and wall,

In the midst of the throng,

You will long, you will long,

For your own little town after all.

 

Douglas Malloch.

It is here by the stile in your own little town,
Father courted your mother, a maid;

It was here in the vale in your own little town,
That he builded a house in the shade.

It was here on the hill in your own little town
That the school and the books you recall—

Every step of the way,
So your memories say,

It’s your own little town after all.

For it isn’t by money you measure a town,

Or the miles that its border extends;

For the best things you gather, whatever the town,
Are contentment, enjoyment and friends.

If you like and you work and you TRADE IN YOUR TOWN
In spite of the fact it is small,

You'll find that the town,
That your own little town,

Is the best little town after all.

 

Douglas Malloch.

 

 

 

 

August 11, 1920

 

 

AMERICA’S GREATEST

 

MICHIGAN TRADESMAN

FURNITURE STORE

 

 

 

 

 

One Place You Should Not Fail to Visit—
in Grand Rapids

A place of unusual interest to most visi-
tors to Grand Rapids is Klingman’s, nation-
ally known as “America’s Greatest Furniture

Store.”

Assembled here, on five immense floors,
are the finest products of the great furniture
factories which have made Grand _ Rapids

world-famous.

Year after year, from nearly every state
in the union come lovers of good furniture to
Klingman’s, passing the big cities, because
nowhere else can be found such extraordinary

assortments of fine American craftsmanship.

Visitors are cordially welcome. An hour,
or half a day, can enjoyably be spent, roaming
from floor to floor, viewing these groups that
re-invest the beauty of every bygone age in

household articles of modern service.

Those in quest of some remembrance for
the family discover that a bit of mahogany
craftsmanship from the Klingman Collections
makes a rare and charming gift cherished

through the years.

KLINGMAN
FURNITURE COMPANY

 

 

FIVE FLOORS OF FINE FURNITURE

  

Those who enjoy fine furniture are invited to
view this notable group of dining room pieces as-
sembled as one of the series of room studies in
our Model Apartments.

Flavored with the antiquity of bygone centuries,
the group is an impressive example of fine American
craftsmanship. In it are blended with beauty of
the past and the utility of the present.

 

 

 

 

 

66

POMPOUS PRONUNCIAMENTOS

 

Folly and Injustice of the Allied
Settlement.

Grandville, Aug. 10—There are
signs in the political sky which point
to the return of Germany to her old
time prestige and power in the world.

Her distaste for fulfilling the de-
mands of the allies marks the begin-
ning of another debacle which will
again endanger the peace of the world.
’ It must be clear to the allied powers
that they made a mistake in taking
anything for granted where the Boche
was concerned. Just now the truth
is being forced upon the French-Eng-
lish that Germany will obey the com-
mands of the conquers just so far
as they have to, and no farther.

The word of a German isn’t worth
the flip of a penny. No bargain made
by that discredited nation will be
kept longer than sword at throat and
double shotted cannon compels it.

The victors in the late world war,
more especially the European portion,
are realizing as never before how in-
sincere and devilish is the enemy that
yelled “comrade,” and fell groveling
in the dust when allied feet were about
to tread the soil of the Fatherland.

The same treacherous enemy still
confronts France as crossed the bor-
der, six years ago, with fire and sword,
intent on laying waste French villages,
maltreating the helpless women and
children, in fact, carrying a deluge of
frightfulness to every home and
hearthstone in the land.

German deceit and treachery has
never been equalled in any clime, un-
der any flag, among any people, black,
white, red or yellow, in any age of the
world’s history, and to-day she is
plotting the return of the Hohenzol-
lern, the re-opening of hostilities un-
der the guise of friendly regard for
Poland and those peoples that are
threatened by the Russ.

Report says that to-day, two years
after the last gun was fired in the
world war, there are a million Ger-
mans under arms, thousands upon
thousands of cannon, millions of
small arms, awaiting the minute when
they shall again be called into active
service in a war to be waged for
vengeance.

Every son of the Fatherland has
sworn in his secret heart that France
at least shall suffer tenfold horrors
for the victory which humbled the
proud Teuton and made the royal
eagles bite the dust of defeat.

France is not wholly blind to the
true state of affairs, and a chill of

concern clutches the heart of the
Frenchman at the outlook.

The league of nations as being or-
ganized has not a feather’s weight of
influence in the scale. As soon as
repairs can be made, and the brutal
German comes again into his own, the
welter of blood will again begin and
whelm all Europe in another fright-
ful cataclysm, even greater and more
horrifying than the one gone before.

All this may not occur this year or
the next, yet it is much nearer at hand
than the wiseacres who urge the
league of nations as a cureall for all
earth’s woes imagine.

Although Germany was beaten in
the field she was not conquered at
home. The desolation of war touched
not a German hearthstone. She alone
among the nations, with the exception
of the United States, engaged in the
struggle, came forth from the slaugh-
ter unscathed in her home life. There
was no justice in this, since her brut-
al soldiery had rent other lands with
murder, rape and robbery, reddening
the skies with incendiary fires, loot-
ing and scarifying the lands of her
foes: with the merciless ferocity of
wild beasts of the jungle.

Justice, tempered with mercy, would
have been the proper course for the
allies. Instead, the conqueror has
been satisfied with a simple victory
over armed men in the field, leaving
unscotched the works of art, the
temples of learning, the churches of
the German fathers unscathed, her al-
tars undefiled.

The victors in the greatest war of

 

 

MICHIGAN TRADESMAN

the ages have been more than merci-
ful. They have been unjust to the
victims of German brutality, to the
families of those who suffered in their
persons all the devilish cruelty of a
demonized, drunken  soldiery, and
those chickens are bound to come
home to roost. The misdirected mercy
of too humane governments is to reap
the folly of such sowing.

With millions of German criminals
still at large; with the chief instigator
of the most infamous crusade against
human rights the world ever saw left
to the comforts of a home in, little
Holland; with blinded, emasculated,
ravished victims of this man’s inhu-
man cruelty still agonizing because a
merciful death is spared them, what
can be expected?

With thousands of murders—thou-
sands of worse than murders—com-
mitted under the guise of war, and no
single outlaw brought to punishment,
is it any wonder that a broad grin
overspreads the undinted German na-
tion and that renewed plottings are
being carried on, under cover of pre-
tended friendliness, for a renewal of
hostilities at the earliest possible mo-
ment when these revengful Huns feel
that it will be safe for the venture?

So long a time has elapsed since
the close of hostilities, it is not likely,
not advisable, perhaps, to think of
carrying into effect justice in the full
settlement of this gigantic world cat-
aclysm.

The hour for full and complete
justice has passed and the allied na-
tions of Europe, who have affected to
try stopping up the crater of the vol-
cano with pompous pronuciamentos,
will find when too late that the erup-
tion was only abated for a new gather-
ing of forces. The small dam builded
to hold the lava of war in check is
being eaten away by the inward fires
of the burning mountain. Within a
very brief time the volcanic matter,
dammed for a short time, gathering
force from this very damming, will
spout forth in renewed violence, rend-
ing the fair fields of Europia’s land
with a hell of blood and flame such
as was never seen before, and this
time with better prospects for the suc-
cess of the German arms.

It is not for an ordinary layman to
suggest plans and methods for out-
witting the defeated yet triumphant
Huns. The golden opportunity for
making Germany smart for her crimes
has passed. Had the other powers of
Europe, supposedly victors in the
world war, seen fit to render the con-
quered innocuous forever by parcel-
ling up Germany among the victors,
thus rendering the Fatherland impo-
tent for further mischief, there would
be no need of a league covenant which
at its best is unable to stay the mili-
taristic hand of the German for a
single year from its meditated revenge
of her foes. Old Timer.

a
Wool Fabrics and Clothing.

Little business is being done in wool
in any of the markets. Everybody is
aware of the large stocks available,
while the consumption of the article
in the mills keeps growing smaller.
In June, the last month for which data
have been issued, the consumption
was only 46,000,000 pounds, grease
equivalent, which is 17,000,000 pounds
less than the average for the first half
of this year and 26,700,000 pounds less
than in January. There has been some
talk of an early resumption of mill
activity, but the chances favor a con-
tinuance of present conditions until
after Labor Day. If work is resumed
before then it will be because orders
have come in for the Spring season.
The announcements for that season
are awaited with interest, though it
is said that some goods have already
been privately shown to some of the
larger customers. It is well under-

stood that prices will be lower than
they have been, the extent of the re-

ductions being guessed at anywhere
from 20 to 30 per cent. Even at that
no very large amount of business is
expected, especially as regards fab-
rics for men’s wear. The clothing
business is just now in rather a
ticklish position. Price guarantees
for Fall had to be given to induce re-
tailers to buy, and they are in no
hurry to rush in for the next light-
weight season. No more is heard, of
ready-to-wear suits to retail at $125.
That kind of thing did not outlast the
season when it was launched. At the
same time, it is not fair to blame that
on the manufacturers. They have had
some hard sledding and have been
criticised for profits which they did
not make. Dress goods lines will
probably open soon, but not much in-
terest has yet been shown regarding
them.

Daniel T,

 

August 11, 1920

100 Per Cent PLUS SERVICE
ALL KINDS, SIZES, COLORS, AND
GRADES. ASK FOR SAMPLES AND:
PRICES.

THE MCCASKEY REGISTER Co..
ALLIANCE, OHIO

alesbook¢

We are manufacturers of

Trimmed & Untrimmed HATS
for Ladies, Misses and Children,
especially adapted to the general
store trade. Trial order solicited.

CORL-KNOTT COMPANY,

Corner Commerce Ave. and
Island St.
Grand Rapids, Mich.

 

A smooth even knit hose for men.

atton G

We Are Grand Rapids

DISTRIBUTORS OF

IRONS OX

WEAR LIKE

IRON

Made in all colors.

Shows a good profit to the retailer for a 50 cent seller.

Well advertised. Try them.

Company

GRAND RAPIDS
The Men’s Furnishing Goods House of Michigan

 

 

Grand Rapids Calendar Co.

CALENDAR PUBLISHERS

 

 

572-584 DIVISION AVE., South
GRAND RAPIDS, MICH.

 

 

  

 

 

xr

 

 

      

 

  
  
   

 

   

August 11, 1920

 

 

 

  
   
   
    
    
    
 

 

 

Profit By Social Standing of Their
Employes.

When a store can draw upon the
best families in town for its salespeo-
ple it is natural to suppose that the
customers are going to have small
grounds for complaint about the ser-
vice. This is, in fact, what) many
stores in the smaller towns in this
country are able to do, and through
this accomplishment are able to make
the operation of the store pretty much
of a family attair. A. well-known
Southern Michigan ‘merchant recent-
ly explained why the stores have an
epportunity to carry members of
small town society on their payrolls.

“Many of the girls in these small
towns,” he said, “are not content with
the so-called butterfly life. They are
anxious to do something, and yet
their families may object to them go-
ing to the large cities to study art or
enter business. As a compromise,
then, it is thought quite proper for
such girls to enter the local stores.
Sut, of course, it goes without say-
ing that they are treated very well

and the duties are not onerous. Be- :

sides the opportunity to earn a little
pin money there is also the advantage
of being able to buy at wholesale
rates.

“It is probably hard for city folks
to imagine the spirit of the employes
and, the management in one of these
stores. The owner, of course, knows
each one of his people personally.
They mingle socially. The proprie-
tor’s wife, even in a fairly large store,
may be the cashier in the business.
There is absolutely no loss of social
position involved in being connected
with the store organization. I have
known cases where even after mar-
riage a woman has returned to the
store on a busy Saturday ‘to help out’
with the full consent of her husband.

“The social relations of the store
clerks with the customers are encour-
aged, and there is no difficulty about
‘time off’ to attend an afternoon tea
or some other function. The owner
knows that his store is bound to come
up in conversation at such affairs and
he reasons that the greater the circle
of friends enjoyed by his employes
the more benefit there is to the estab-
lishment.

“Of course the attitude of cus-
tcmers toward the clerks in such
Stores, is On an ideal) ‘basis. The
haughty manner of customers with
sales people so often seen in stores
in large cities is never to be found,
and the relationship between buyer
and seller is always on a friendly
basis. The big city stores are striv-
ing to cultivate this spirit, but it
seems to me the small town organiza-
tions such as I have described have
the answer to the problem. They
have promoted the idea through their
handling and treatment of the clerks
that there is nothing undesirable
about a store position.”

~~» 2-0

Cotton Supplies and Cotton Goods.

With the issuance of the latest Gov-
ernmental estimate of the cotton crop
of this year the hopes went glimmer-
ing of those who looked forward to
prices like 50 cents a pound, or even
40 cents. The peak has certainly
been passed, and growers seem to be
convinced of it. Such new cotton as

is now being picked is disposed of
quickly as it comes to market, the
owners apparently thinking it will
bring less later on. The yield as es-
timated on July 25 exceeds the for-
mer estimate by over 1,000,000 bales,
which is a most remarkable showing.
With the carry-over, there will ap-
parently be available 16,000,000 bales
or more. There is also yet a possi-
bility of an even larger supply. All
of this indicates that growers paid no
attention to those who advised the
getting up of a small crop so as to
keep up prices. The cheapening of
cotton is only one of the factors which
have resulted in a continuous drop-
ping of the prices on cotton fabrics.
The reductions on goods in the gray
bring them down to a basis of about
90 cents a pound, which is equivalent
to a drop of nearly 30 per cent. But
even the reductions have not sufficed
to bring much business. There is
always the chance that prices, when
once they begin to recede, may go
much lower. Bleached goods prices
have shown a reduction with guar-
antees up to Oct. 1. Wash goods are
not selling to any extent because there
remain on shelves a lot of them still
unsold to consumers. There is even
some doubt as to the continued popu-
larity of dress ginghams, and such
goods are being made on order only.
The knit goods men are still in a
quandary as to what to do, and are
meanwhile doing nothing. But yarns
are weakening, and spinners are try-
ing to get business. Hosiery business
continues very dull.

———__ >-.->
Plush in Women’s Hats.

There has been a big demand for the
mannish hatter’s plush sailors for wo-
men for the coming season, and one
of the big firms of men’s hatters
which specializes in them for women
reports the output of the factory al-
ready sold out. Shapes are varied and
attractive. A fancy sailor varies con-
siderably in shape and has a rather
high crown. A design with a wider
brim has a bell crown, and the tri-
cone in the hatter’s plush varies in
shape and is the style used largely for
horseback riding. The colors are
navy, black and a dark brown, almost
black. There are also purple hats, not
so much in the running. The regula-
tion lining for the brim is velvet, but
a long nap gray beaver is used and a
smart black sailor, regulation shape,
has a lining of tan suede.

Duvetyne, velvet and panne velvet
are used in other hats turned out by
the man’s hatter for women, having
soft crowns, many of them done in
metal embroidery, while some have
crowns of metal fabric. Many feathers
are used, some hats being entirely of
them; others have the effect of a
whole bird with head. The predom-
inating colors, as in the sailors, are
navy, brown and black with the latter
strong.

Hog Latin.

The Butcher’s Boy—Father, in
school I learned that words like radi-
ate, radiator, etc., all come from the
Latin stem meaning “root.”

The Butcher—Yes, I guess that’s
right, sonny.

The Butcher’s Boy—Then would it
be right to say the pig radiated
around the pasture?

MICHIGAN TRADESMAN

 

 

ichigan
tate Fair

-All Profits
Go Back Into
Permanent
Improvements
and Premiums

oo oo” vor

ept.-3°12*

Detroit

 

 

68

MICHIGAN TRADESMAN

 

 

 

 

 

 

HC O((( P ee
‘»))

 

 

BUITER, EGGS 4%» PROVISION
ee

2
ae
E

3)
«Al

nici 1,

YP

WRG,
’

°S

an

(

 

 

 

 

Michigan Poultry, Butter and Egg Asso-
ciation.

President—J. W. Lyons, Jackson.

Vice-President—Patrick Hurley, De-
troit.

Secretary and Treasurer—D. A. Bent
ley, Saginaw.

Executive Committee—F. A. Johnson,
Detroit; H. L. Williams, Howell; C. J.
Chandler, Detroit.

How To Turn Weeds Into Flowers.

My friend, J. C. Rodiguez, formerly
editor and owner of the leading news-
paper in Brazil, has invited us to spend
a summer with him in his country. We
would go were it not for the fact that,
though a millionaire, he does not own
an airplane. I should want an air-
plane at my disposal so as to be able
to see the gorgeous flowers of the Bra-
zilian forest. Don’t think I am losing
my alleged mind. I have never been
in Brazil, but after reading Herbert H.
Smith’s descriptions in his book on
that country I have come to the con-
clusion that the only way to see the
floral wonders of a tropical forest is
irom above.

 

 

The Brazilian forest has a roof gar-
den. “In the thick forest one hardly
ever finds a bright flower; certain
trees are splendid in their season with
yellow, or purple, or white, but you
see nothing of this from below. Strong
colors always seek the sunshine,” and
the sunshine does not penetrate
through the densely matted roof of
the dark and gloomy forest. Up on
that roof you find not only the tree
blossoms but the orchids and other
air plants, and a great variety of
vegetation which adopts the habit of
climbing a hundred or two hundred
feet on tree trunks as the only way
of exposing its flowers to the sun-
shine.
when airships
take tourists from Rio for
a sail across the tropical roof gardens.

I foresee the time
will daily

Our own wild flowers may not be

so exotic and brilliant in color as the
Brazilian orchids and tree blossoms,
but it is some advantage to have them
grown on the ground instead of on
tree tops, accessible only to parrots
and monkeys and airmen. What would
Mrs. Theodore Thomas have done in
Brazil? She had the happy thought
of making up her garden entirely of
transplanted wild flowers and some
other plants that are hardy enough to
fight their own battles, as the wild
ones do, in the severe climate of the
White Mountains. Beginning with a
wheelbarrow load of black-eyed su-
sans to cover a discordant wall, she
continued to add flowers, shrubs, vines
and weeds until she had so many that
a list of them takes up ten pages
of her chatty little book, “Our Moun-
tain Garden.”

She was particularly partial to
weeds because, “If one gives a good
weed the least chance it is so grateful,

and so easily turned into a handsome
flower.” The pale little lilac wild aster,
for instance, “is luxuriant in a culti-
vated border. Each plant sends up
a dozen or more stalks three feet high,
which are covered with such a riotous
mass of fairy flowers that they look
as if enveloped in a cloud of lavender
foam.”

Here we have an instance showing
how the gardening mania is trans-
forming and beautifying this world
and making life more worth living.
Apples, pears, peaches, cherries and all
the other fruits that we enjoy were
originally weeds—sour, astringent,
small, almost or quite inedible, or even
poisonous; the college education the
gardeners gave them made them what
they are now, and the same is true of
flowers. The little lilac asters which
Mrs. Thomas gave a chance to show
what they could do are pretty enough
as they stand in the farmers’ pas-
tures, but she undertook to paint the
lily and gild refined gold and succeed-
ed, Shakespeare to the contrary not-
withstanding.

This painting of lilies has indeed
become the fashion among gardeners,
and a fascinating fashion it is, a fash-
ion which has transformed their oc-
cupation into a fine art ranking with
music, and painting, architecture,
sculpture, and poetry, because not
only is its material of the very essence
of beauty, but it gives endless oppor-
tunities for the exercise of creative
imagination.

Luther Burbank’s success is very
largely due to the fact that he is an
artist, a floral epicure of exquisitely
refined sensibility. One time he had a
row of daisies all of which seemed
equally white to his assistants and to
a number of other persons, though his
eyes told him that one of them was
nearer a pure white than all of the rest
3ut one day an artist from San Fran-
cisco visited his garden and when she

 

You Make
Satisfied Customers

when you sell

“SUNSHINE”
FLOUR

BLENDED FOR FAMILY USE

THE QUALITY IS STANDARD AND THE
PRICE REASONABLE

 

Genuine Buckwheat Flour
Graham and Corn Meal

J. F. Eesley Milling Co.

The Sunshine Mills
PLAINWELL, MICHIGAN

 

M. J. Dark & Sons

Wholesale
Fruits and Produce

 

 

106-108 Fulton St., W
1 and 3 Ionia Ave., S. W.

Grand Rapids, Michigan

 

M. J. DARK
Better known as Mose
22 years experience

WE HANDLE THE BEST GOODS OBTAINABLE
AND ALWAYS SELL AT REASONABLE PRICES

 

 

 

WE ARE

EXCLUSIVE
DISTRIBUTORS

FOR

“Dinner Bell”

ALWAYS FRESH AND SWEET

 

M. Piowaty & Sons of Michigan

MAIN OFFICE, GRAND RAPIDS, MICH.

Branches: Muskegon, Lansing, Bay City, Saginaw, Jackson,
Battle Creek, Kalamazoo, Benton Harbor, Mich.; South Bend, Ind.

OUR NEAREST BRANCH WILL SERVE YOU

 

 

We Sell
GGS

We Store
GGS

We are always in the market to buy
FRESH EGGS and fresh made DAIRY
BUTTER and PACKING STOCK. _— Ship-
pers will find it to their interests to com-
municate with us when seeking an outlet.
We also offer you our new modern facilities
for the storing of such products for your
Write us for rate schedules
covering storage charges, etc. WE SELL
Egg Cases and Egg Case material of all
kinds. Get our quotations.

own account.

   

GRANT a
DA-LITE We a ei : —T saglik for
CANDLER Grant a-Lite gz andier an Carry in

stock all models. Ask for prices.

KENT STORAGE COMPANY, Grand Rapids, Michigan

 

 

MILLER MICHIGAN POTATO CO.

Wholesale Potatoes, Onions

Correspondence Solicited

Frank T. Miller, Sec’y and Treas.

Wm. Alden Smith Building
Grand Rapids, Michigan

 

 

 

 

aoe eet FIELD SEEDS

WILL HAVE QUICK ATTENTION

Pleasant St. and Railroads

Pisennt St. and Rad Moseley Brothers, cranp rapins, Micu.

 

 

August 11, 1920

 

 

August 11, 1920

was shown the daisies she exclaimed
at once that there was one much whit-
er than the rest, and pointed at the
one he felt was nearer to purity in
whiteness than any others of all the
thousands of daisies in his garden.

That flower became one of the an-
cestors of the famous Shasta daisy,
now sold by all seedsmen everywhere.
Its other ancestors were an English
large flowered daisy and a pure white
Japanese variety. And thus by care-
ful intermarriage Burbank transfarm-
ed a common roadside weed of New
England into a thing of beauty and a
joy forever.

He has done the same thing with
other plants, and, he says, “there is
still an indefinite amount of material
among our wild plants from which
garden plants might be developed.”
“To name all that are worthy of con-
sideration would,” he adds on another
page of Volume X, “take many vol-
umes, for there are more than 10,000
species of flowers indigenous to the
United States, and of these only some-
thing like 1,500 have at one time or
another been placed under cultivation.
He advises amateur gardeners to cul-
tivate some of the neglected weeds
and enjoy some pleasant surprises.

It is not only weeds that can be
changed into something rich and
strange. It is a striking characteristic
of the Burbank age of horticultural
that many flowers which
seemed good enough to our ancestors
have been so beautified and “painted”
and transformed that our grand-
mothers would hardly them.
The “old-fashioned garden” flowers
are nice to talk about, but they
wouldn’t please us if we now saw
them side by side with their educated
descendants. In the case of three of
them—pansies, poppies and sweet peas
—the improvement has been so amaz-
ing that am going to devote my
whole letter to them next week. But
there are many others in which the re-
cent changes and improvements are
quite as astonishing and thrilling.

The snapdragons and larkspurs and
zinnias of to-day, for example, are
infinitely more varied and artistic than
those of the last century, and the
same may be said of verbena _ salpi-
glossis, dahlias, cannas, gladioli, nas-
turtiums, tulips, and other bulbs,
irises, cosmos, asters, columbines, pe-
tunias and many others.

Hundreds of professional gardeners,
as well as amateurs, have been busy
* ‘sé * : 4% 9
in recent decades “painting the lilies
and other beautiful flowers. Hundreds
of others, Mr. Burbank urges, should
indulge in this fascinating occupa-
tion, which enables any one to put
the stamp of his own personality and
taste on the plants with which he ex-
periments, and to have a flower gar-
den differing from all others in the
world. f

How proud and happy Mrs. Thomas
Gould, of Ventura, Cal., must have
felt when she was able, after some
years of artistic selection and hybrid-
izing, to give to the world her “paint-
ed lily,” alias the improved petunia,
known and prized everywhere as _ the
Giant of California. The old-fashion-
ed petunia a century ago had one con-
spicuous merit—the rich pertume it
exhaled at nightfall. In all other re-
spects it was gradually made more at-
tractive, and Sir W. J. Hooker re-
ferred to it as one of many plants
in which “the art and_ skill of the
agriculturist had improved nature. In
size, form and color it continued to
be beautified, until the climax was
reached in Mrs. Gould’s strain, no two
plants of which give identical bles-
soms:; to watch the buds open is one
pleasant surprise after another. |

A few years ago I was simply

evolution

know

MICHIGAN TRADESMAN

stunned by an exhibit of dahlias in
a florist’s window on Tremont street,
Boston. From the simple, crude, orig-
inal form to the latest developments
of the cactus dahlia, here they were,
a demonstration of horticultural
genius. The new race of dahlias, as
developed and improved by Burbank
and many others, is, in his words, “so
utterly divergent from the parent
form as to be almost unrecognizable;”
yet, as he adds, this flower offers “an
ifinity of variation which has only
been tapped.”

There were Burbanks long before
the Californian. They achieved such’
marvels with some flowers that no
finishing touches were left to be added
by his master hand. The peony is an
instance. It was known to the an-
cient nations, but they seem to have
cultivated it chiefly for medical and
superstitional reasons. In the sixties
of the last century the peony was
made popular in England by James
Kelway, who introduced 104 new sin-
gle and double varieties. Now there
are over a thousand, vying with one
another in color and fragrance.

We must not forget that China and
Japan had their Burbanks hundreds
of years ago. Think of their unspeak-
ably glorious irises and morning
glories, and their astonishing chrys-
anthemums! The Japanese were
probably the first to show the world
that gardening is a fine art and that
it is worth while to paint the lily.

Henry T. Finck.
—_—_—-—_-.>---————

How Vanilla Extract is Made.

The vanilla extract is made from
the dried pods of the vanilla plant.
These pods are known in commerce as
The vanilla plant is a
climbing vine, growing in Mexico, on
the Bourbon Ceylon, Java,
the Tahiti Islands, and a few other
places in the The highest
grade vanilla extract is produced from
the vanilla beans grown in Mexico.

vanilla beans.
Islands,

tropics.

The vanilla beans are picked before
they are fully ripe, at which time they
resemble somewhat long, thin, green
bananas, and weigh about 50 pounds
per thousand. The “sweating” and
curing processes which follow, shrink
the beans uitil they weigh about 10
pounds per thousand. The _ beans,
when cured, are about one-fourth inch
thick; they vary in length from 6 to
9 inches, have a dark brown color, and
are highly aromatic.

The cured beans are now macerat-
ed and put in jars or casks with a
solution of alcohol and distilled water,
and allowed to stand for a consider-
able period until the alcohol has ab-
sorbed the vanillan flavor that is in
the beans. The liquid is then per-
colated and bottled.

 

Toilet and Bath

Woolens and Fine Fabrice

 

roa

Uneauatled far Weak»
Sad oll kinda of Dw

Toilet

and
Bath

 

 

 

 

MR.
EAT TF YOU WILL TALK IT
because the PLEASANT mem-
ory of that DELICIOUS Pie or
Pudding made from PY-E-TA
will cause you to tell others, and
that’s the kind of advertising that
counts. SUGGESTIONS MAKE
SALES. Money back. Guaran-

tee printed on each Package.

MERCHANT, IF YOU

3 Flavors—Lemon,
Chocolate and Cream.

4 to 6 Pies in each Package.
For Sale by all Jobbers.

Wolverine Spice Company

Grand Rapids, Mich.

 

 

 

 

 

 

8 oz. to 100 Ibs.

“Bel-Car-Mo”

That’s the name of the
Highest Quality Peanut
Butter on the market
and your customers
know it.

Are you supplying the demand in

your ferritory? Somebody is.

Order from Your Jobber

 

 

 

 

Grand
Rapids
49 Market ‘“/
St.. Ss. W.,

EGGS AND PRODUCE

 

 

 

 

 

 

 

70

MICHIGAN TRADESMAN

 

 

 

 

 

_ STOVES 4»> HARDWARE

  
 
 

 

-_
~
—_

—

—
—
—
—_

—_

=

 

 

 

 

 

 

 

Michigan Retail Hardware Association.
President—J. H. Lee, Muskegon.
Vice-President—Norman G. Popp, Sag-

inaw.

Secretary—Arthur J. Seott, Marine

City.

Treasurer—William Moore, Detroit.

 

 

The One-Topic Window Display
Helps Business.
Written for the Tradesman.

Good window displays are the best
of business-builders. “We always
sell the lines we display in the win-
dow,” stated a hardware dealer the
other day. “We can keep an article
in stock for months and sell only a
few; the minute we put it on display,
the effect is perceptible in more nu-
merous enquiries and increased sales.”

To discuss the relative merits of
window display and newspaper adver-
tising is superfluous; since in the well-
managed hardware store the two
forms of publicity are made to dove-
tail. The shrewd hardware dealer ad-
vertises saws and _ simultaneously
places them on display. Both forms
of publicity are made to pull together;
and this team work produces the very
best of results.

3ut in the window display itself
there should also be team work. All
the items in the well-contrived dis-
play should pull together in the same
direction.

I well remember some of the old-
fashioned hardware _ displays. Of
course, there was a time when, in the
country hardware store with which I
was familiar as a boy, there was no
such thing thought of as window dis-
play. You went in and selected what
you wanted from a dingy-looking and
ill-arranged stock. Later came the
era when the primitive idea of dis-
play was to show shovels and pitch-
forks, watering cans, stoves, rope,
carpenters tools and sap buckets, all
in the same window.

Hardware dealers have long since
outgrown this idea of showing goods.
But even now you encounter, now
and then, a window display that seems
to puil in two different directions;
not to mention the far larger propor-
tion of displays that have no particu-
lar pull in any direction.

The hard-headed, practical dealer
may laugh at psychology. There is a
lot of foolishness talked and written
in the name of psychology. But any
man knows that a speaker who wan-
ders around in all directions and car-
ries no direct and clear-cut mesage to
his auditors cannot hold their inter-
est, grip their atention, or carry con-
viction to them. A speaker, to grip,
hold and convince an audience, must
have one main point always in view
and work steadily toward it.

The same thing holds good in put-
ting together a window display. For,
after all, the display is merely a sort

of talk to the paser-by. You are try-
ing to catch his attention, to interest
him in your goods, and to induce him
to come in and buy. If your talk
wanders over too wide a field and
takes in too many topics, it fails in
effectiveness; you lose sales where
you should make them.

“But,” says the amateur window
trimmer, “the more different things
I put in a display, the more people
I’m likely to interest. If I put in a
washing machine for the housewife,
and a ball and bat for the boy, and
a set of fishing tackle for the tired
business man, and so on, the chances
are I'll interest a great many imore
people than if I just display washing
machines, and stick to that one topic.

The answer is, that the best and
most experienced window trimmers
don’t put on that sort of display.
More and more they stick to the idea
of showing one article, or one line of
goods at a time, concentrating their
fire on one point. Experience has
shown that sort of display to be the
most effective.

One dealer has his test for determin-
ing what is or is not good display.
“I ask myself first,” he says, “What
do I want to tell the man in the
street? Washing machines? No, that’s
not it. I want to tell him what a
washing machine will mean in his
home. I try to put down my message
in a dozen words. Thus, ‘An electric
washer will take the drudgery out of
wash day.’ Then I put together my
display in such a way that it will un-
failingly carry that message to the
passer-by. Anything that emphasizes
that idea goes into the display; and
anything that negatives the idea, or
is merely neutral to it, stays out. I
concentrate on one idea.”

This does not mean, however, the
display of a single article. A great
many display ideas involve the link-
ing together in one display of articles
outwardly dissimilar. But though the
articles are different, there is a cen-
tral, cohesive idea that gives unity of
effect to the display.

Sand Lime Brick

Nothing as Durable
Nothing as Fireproof
Makes Structures Beautiful
No Painting
No Cost for Repairs
Fire Proof
Weather Proof
Warm in Winter
Cool In Summer

Brick is Everlasting

 

 

Grande Brick Co., Grand Rapids
So. Mich. Brick Co., Kalamazoo
Saginaw Brick Co., Saginaw

Jackson-Lansing Brick Co., Rives
Junction

 

 

SIDNEY ELEVATORS

Will reduce handling expense and speed
up work—will make money for you. Easily
installed. Plans and instructions sent with
each elevator. boise stating requirements,
i giving kind machine and -— platform
, wanted, as well as height. We will quote

, a money saving price.
Sidney Elevator Mnfg. Co., Sidney, Ohio

CCRA

SANITARY
REFRIGERATORS

 

 

For All Purposes
Send for Catalog

McCRAY REFRIGERATOR
Co.

944 Lake St. Kendallville, Ind.

 

August 11, 1920

 

 

Guaranteed 11% years
and a size for o>
YOUR car
SHERWOOD HALL CO., LTD.,

READY

RAGE BATTERY

 

PEP

 

Distributors

Local Service Station,
Quality Tire Shop,

117 Island Street,
Grand Rapids, Michigan.

 

 

Signs of the Times

Electric Signs

Progressive merchants and manufac-
turers now realize the value of Electric

 

 

 

 

We furnish you with sketches, prices
and operating cost for the asking.

Are

 

 

 

 

 

 

we
THE POWER CO.
“The Quality School’’
A. E. HOWELL, Manager Bell M 797 Citizens 4261
110-118 Pearl St. Grand Rapids, Mich.
School the year round. Catalog free.
Michigan Hardware Co.
Exclusively Wholesale
Grand Rapids, Mich.
oo

 

 

 

R A

MONA

“The Park Beautiful ’’

 

The Ideal Place For Your Outing

 

TWICE DAILY

Mats. 3:00 Nights 8:30

AUDEVILL N

ANCIN x

8:15 Every Evening
Hentschel’s Orchestra

 

Boating, Fishing, Picnics, Pavilions.
Don’t miss the Jack Rabbit, Merry Go-Round, the New Frolik,
Manhattan Bathing Beach, Fishing Pond, Chinese Restaurant.

Plan your Picnic today.

 

 

Every Day is Your Day at Ramona

 

 

 

   

 

 

 

 

 

      

August 11, 1920

MICHIGAN TRADESMAN

 

 

Thus, later in the season, a Christ-
mas display will take as its topic the
selection of gifts. “We have Christ-
mas gifts for every member of the
family” is the slogan you wish to in-
terpret. You show articles, widely
topic or theme in the entire display.

“My idea of window display,” states
one hardware dealer, “is to push just
one article or line of goods at a time.
For instance, one week we will con-
centrate on tools; next week it will
dissimilar; but their very dissimilar-
ity emphasizes this idea. The articles
are different, but there is just the one
be aluminum ware; next week saws.
By this method we concentrate pub-
lic attention on a single article. The
display is, in a sense, not wide, but
its effect is deep. Following this one-
topic idea we can put on a display
that is pretty sure to convince any-
one actually interested.”

This was in a big city store, where
there was opportunity for the inten-
sive display of a single line. Thus,
one week the window was filled with
a line of sharpening stones. The dis-
play showed all sizes and lines of
sharpening stones, from tiny ones for
sharpening pen-knives to big ones for
farm and shop use. Grindstones
mounted on a bicycle frame and run
like a bicycle were an attractive fea-
ture. The little pen-knife stones were
given away as souvenirs, also adver-
tising booklets supplied by the firm
whose goods were displayed in the
window.

In a later display the subject was
tools. The display showed nearly
every tool a carpenter could possibly
need. One side of the window was
arranged with a carpenter’s bench
with a full line of tools shown in the
different sockets, etc., arranged for
keeping them in place. The back-
ground was made up of saws of all
shapes and sizes from the big cross-
cut down to the keyhole saw. The
other side of the window had an im-
itation brick wall with a_ portable
forge attached, being designed to rep-
resent a blacksmith shop. Here heav-
ier tools were exhibited such as
sledge-hamers, tongs, etc.

Small-town stores would hardly in-
dulge in displays so elaborate, but
the same central idea, of choosing
your text and sticking to it, is worth
while adopting even in the smallest
community. Thus, a display of poul-
try accessories would bring in a con-
siderable range of goods all linking

with the one idea. Thus, there could
be shown poultry netting, oyster
shell, grit, wire nests, china eggs,
water-glass for egg preserving, chick
food, poultry tonics, disinfectants; and
a great many other articles. The cen-
tral idea links all together, creating
a unity of effect that makes a decided
impression.

The outstanding idea is to concen-
trate the attention of the passer-by on
a single topic. You may not interest
so many people, but you will make a
far greater impression on those you
do interest, and make a far larger
proportion of sales, than if you scat-
ter your fire.

Ask yourself when you sit down to
map out a display: “Just what mes-
sage do I want to convey?” Then,
having decided ott your message, put
in the goods you need to emphasize
your main idea, and leave out every-
thing that does not help to put the
idea across. Victor Lauriston.
a

Shocking!

“Yes, the young lady you refer to
doubled our trade in one month.”

“What is your line?”

“Plumbing supplies.”

“What did she do?”

“Demonstrated bath tubs.”

——_——__» 2-2 —--—
Cents and nonsense seldom go to-

gether.

Gutcall

“The Economy Garment”

 

 

Michigan Motor Garment Co.
Greenville, Mich.
4 Factories—8 Branches

 

 

 

 

Michigan’s Largest
Wall Paper and Paint
Distributors

Headquarters For

Du Pont Paints and Finishes
Boston Varnish Co. Products
Standard Varnish Co. Finishes

Rice’s Barreled Sunlight (Factory White)

The most prominent Wall Paper Factories

Lines.

‘b

Heystek & Canfield Co.
Grand Rapids, Michigan

 

 

 

 

Foster, Stevens & Co.
Wholesale Hardware

as

157-159 Monroe Ave. — ::

151 to 161 Louis N. W.

Grand Rapids, Mich.

 

 

 

   

 

WEARS BEST EVERYWHERE

YOU WILL BE PLEASED WITH

NEWAYGO QUALITY and NEWAYGO SERVICE

 

PLANT—Newaygo, Mich.

SALES OFFICE:

NEWAYGO PORTLAND CEMENT

 

 

NEWAYGO PORTLAND CEMENT COMPANY

COMMERCIAL SAVINGS BANK BUILDING

GRAND RAPIDS, MICHIGAN

 

 

 

 

 

 

 

 

 

72 MICHIGAN TRADESMAN August 11, 1920
. ae CODY HOTEL | | OCCIDENTAL HOTEL
Etre . ye FIRE PROOF
Vi = = = ts. camp a vel _ CENTRALLY LOCATED
fe ee = at : > 2: i a .00 and
THE COMMERCIAL TRAVELER || | .ot@22%8 eet
; z. = —— LE CAFETERIA IN CONNECTION Muskegon z-3 Michigan
Sri. Passe "ets Oe «| Mew Hotel Mertens ,
a SEEN ee w Beach’s Restaurant
y Lo > Rates, $1.50 up; with shower, $2 up.
bY Kee ow! Meals, 75 cents or a la carte. Four doors from Tradesman office
| 1: Sp: r oS Wire for Reservation.

 

 

  
  

 

 

 

 

 

Evolution of the Drummer of By-
gone Days.

Grandville, Aug. 10—Fifty years ago
and now.

How many have been the inven-
tions, the great advances in science
and a knowledge of things unknown
then, now actual necessities of life.

Nothing has advanced more rapid-
ly than the art of advertising, as well
as the methods of the mercantile
fraternity. The old time drummer
had as many strings to his bow as
Jacky Tar, who had a sweetheart in
every port.

Even in the backwoods regions the
commercial traveler, universally dub-
bed “Drummer,” pushed his way,
greeting the early day merchant with
his bland grin, his whisky-scented
oreath and his bawdy story.

Once there was an Englishman, his
name long since forgotten, who made
quarterly visits to the river merchants
and regaled them with the latest: yarn
before opening up his samples. The
two-horse stage was the means of
conveyance in those days, it being
forty miles to the nearest railroad.

Like the itinerent preacher, the
drummer of that day experienced
hardships and adventures undreamed
of in this age of swift transportation,
telephones, electric lights, automo-
biles and aeroplanes.

A second Lord Dundreary was our
cockney drummer. His “bah jove”
through his prominent nose, his long
fingers combing “sideburns” of un-
usual length and density made him an
object of considerable interest, and
never in all his numerous calls upon
the dealers of the river country was
the gentleman of samples without his
flask of whisky. In fact, at that time
many wholesale grocers sold _ spirit-
uous liquors to the trade, and that in
the days of Michigan’s first prohibi-
tion law.

Some of the traveling gentry—not
all—were looked upon askance by the
merchants, who would no more have
introduced one of them into his family
circle than he would have hugged to
his bosom a case of smallpox.

Time’s changes have wrought a
revolution in methods and customs of
the long ago. No more _ honorable
and respected men follow any trade
than those who now constitute the
body of commercial travelers of to-
day. We honor them; we introduce
them into our homes; in fact, know
them to be above par in everything
that goes to make up the civilization
and refinement of the social life of
to-day.

Whenever there is an object of
charity to be considered, no man in
the community is more eager to con-
tribute than the man who goes on the
road bearing the samples of the busi-
ness house he represents.

I have in mind a case in point.

One of the regions it was the for-
tune of a Mr. Blank to visit was a
new, thinly settled section of cut-over
lands which gave back but ill return
for the efforts of the husbandman.
Here were squatted many poor fam-
ilies who had a sorry time trying to
exist, to say nothing of enjoying the
luxuries of civilized life.

It was here that Mr. Blank ran up-
on one of the most peculiar adven-
tures of his itinerary. Driving past a
small shack in the edge of evening,
he was struck by the desolateness of
the place. A dim light flickered

through the single small window be-
side the door.

Near by a pig was squealing in a
pen, and the whinney of a horse came
from a slab stable. Investigating, the
drummer discovered the horse and
pig unfed and noisy because of hunger.
There seemed to be hay and grain,
but no one to attend to the wants of
the animals. Hitching his horse, Mr.
Blank walked to the house. A low
mumbling voice greeted his ear.

Peering through the small window
he saw a candle burning on a table,
near which, amid neat but squalid
surroundings, a woman knelt on the
floor. Her voice was raised in sup-
every word of that prayer filtered
plication to the Divine Healer, and
through a hole in a broken pane of
glass to the ears of our drummer.

It was a most pathetic appeal, com-
ing from a soul bowed down with in-
tense grief and near despair. The re-
counting of recent hardships, the ap-
peal for help for a sick husband, the
whole interlarded with the whine of
a small child not far off, touched the
heart of the listener.

The prayer ended, the kneeling wo-
man stood up and hobbled across the
floor in response to a rap from the
man outside.

Mr. Blank was soon in possession of

tthe facts. The man of the small farm

had been ill since harvest. Three
small children were to be cared for.
The wife and mother had worked
early and late, in house and in the
field, until her strength was nearly ex-
hausted. Of a deeply religious turn
of mind, she at length threw her cares
on the Lord and prayed for deliver-
ance and food for her dear ones.

The drummer cheered the woman,
bidding her be of good heart as he
knew help would come in a few hours.

Mr. Blank returned to his home
town, secured a team and sleigh, go-
ing through the business district, find-
ing generous merchants who. con-
tributed from their stores, until the
sleigh was piled high with the neces-
saries of life. He drove back to the
small farm on the barrens, unloaded
his pile at the feet of the delighted
woman and children.

On the road the drummer called a
doctor, so that when the sick man
was about to give up his fight for life,
new hope dawned in his heart and in
time he regained his health and be-
came self supporting once more.

Our drummer paid the doctor out
of his own pocket, never once asking
where his reward was to come from.

Old Timer.

——_+-2-.

Nobody cares how much gum you
chew in private, but a lot of people
mind your chewing it in their pres-
ence. The noise makes them nervous.

 

Bell Phone 596 Citz. Phone 61366

Lynch Brothers
Sales Co.

Special Sale Experts

Expert Advertising
Exp: rt Merchandising
209-210-211 Murray B dg.
GRAND RAPIDS, MICHIGAN

 

 

 

 

 

 

A Hotel to which a man may send his
family.

QUALITY THE BES?

 

 

 

   

  
    

  
 

sg ewe \
18 | Sy r—
=e aah ee l
ft Sa
ener ee ceils a _
IR Rare oie a

     

       

 

GRAHAM & MORTON
Transportation Co.

CHICAGO

In connection with

Michigan Railway Lines
BOAT TRAIN 8 P.M.

DAILY

DAY BOAT SATURDAY 8 A.M.

Freight for CHICAGO ONLY

 

 

 

 

Ae
my)

TO CHICAGO
Daily 8:05 P. M.

Central Standard Time

FROM CHICAGO
Daily 7:45 P.M.

Central Standard Time
Day Boat Every Saturday.
Fare $4.10 plus 33 cents War Tax
Boat Car leaves Muskegon Electric
Station 8:05 P. M.
Route Your Freight Shipments
“The Goodrich way.”
Over-night service.

    

 

Goodrich City Of- || Interurban
fice, 127 Pearl St., |! Station,

With Consolidated | 156 Ottawa
R. R. Ticket Offices. || Ave., N. W.

W. S. NIXON, City Passenger Agt.

ED CROWN Gaso-
line is made espe-
cially for automobiles.
It will deliver all the
power your engine is
capable of developing.
It starts quickly, it accel-
erates smoothly, it will
run your car at the least
cost per mile, and it is
easily procurable every-
where you go.

Standard Oil Company

(Indiana)

Chicago, Ill.

 

    
  
    
     
  
   
   
   
   
  
    
      
   
  
  
   

              
       
   
   
  
 
  
   
   
    
   

 
 

 

August 11, 1920

Gabby Gleanings From Grand Rapids.

Grand Rapids, Aug. 10—John D.
Martin is spending a week in Chicago,
calling on his customers in the W indy
City.

R.: W. Gane, representing Park &
Pollard Co., of Chicago, manufacturer
of chicken feed and dairy feed, has
gone to Albion, Penn., where he will
visit his son, who is train master of
the Pittsburg & Lake Erie Ry. He is
accompanied by his wife. They will
visit Niagara Falls and several Can-
adian points on their way home.

William S$. ‘Canfield, for several
years flour manager for the Judson
Grocer Company, has taken the posi-
tion of Western Michigan distributor
for Occident flour, manufactured by
the Russell-Miller Milling Co., Minne-
apolis. Mr. Canfield) will make Grand
Rapids his headquarters, having open-
ed an office at 205 Godfrey building.

Put everything where it belongs;
the pretty girl up in the front office,
the crabbed old maid well out of sight.

A scrambled egg in a sandwich is
all to the gravy, but a poor egg whose
brains are scrambled, is good for
nothing.

Keep your desks cleared for action;
dispatch business as soon as it comes
in, then you'll be ready for anything
that turns up.

D. D. Alton, the Fremont druggist,
who has been confined to his bed nine
weeks with a low type of fever, due
to intestinal poisoning of some kind,
is now convalescent and is able to
take regular nourishment and sit up
in bed. D. D. is too good a fellow to
“go and be an angel” just yet and per-
haps he will accept his illness as a
warning that there is something more
valuable in this world than close ap-
plication to duty six days a_ week,
without introducing an occasional day
or week of respite and recreation.

Lee M. Hutchins (Hazeltine &
Perkins Drug Co.) has received the
following letter from A. W. Steven-
son, dated Paris, July 25: “Arrived
here late Thursday night after a very

 

MICHIGAN TRADESMAN

exciting voyage.

The sea was very
smooth,

but the fog lasted most of
the way. Our ship, the La Touraine,
lost her way and went on the rocks
on the Silly reef, about forty or fifty
miles off Land’s End. A rock pene-
trated the hull near the stern and we
were ordered to put on life preservers
and take our places by the boats, and
we were not allowed to go below ex-
cept to eat and then with our life
belts on. We struck at 9:30 a. m.
Wedmesday and did not reach port
until Thursday noon. We will sail
August 17 from Southhampton for
home via Montreal.”

It’s not necessarily talk alone that
puts over a proposition; it’s sugges-
tion, persuasion and determination.

You may have all the time in the
world, but don’t judge the importance
of the other fellow’s time by that of
your own.

You can call a man up for a nickle,
and you can call him down for noth-
ing; but sometimes you have to pay
for medical attendance.

Don’t assume just because a man’s
working for you that he’s your per-
sonal slave; in five years you might
be working for him.

Even a poor plan well carried out
will net greater results than a jim
dandy that fails to get support.

Low-brows match pennies because
it requires little mental concentration;
highbrows match wits for the opposite
reason.

You can’t tell what is in a man’s
head by looking at its shape any more
than you can tell what’s in a barn by
looking at the door.

Trust a poor common dub who
knows that he’s not over-intelligent
in preference to a really intellectual
sap-head who is fully aware of his
brilliancy.

Don’t ask for a raise on the theory
that the boss ought to give you more;
make yourself worth more than you
are getting, and then ask what you
are worth.

Two ways of breaking a friendship:

strike a man on the bean or touch his
pocket-book. But for safety’s sake,
choose the lesser course, and leave
his pocket-book alone.

W. H. Parker, who owns about all
there is worth owning at Otisville, is
a guest of the Burleson institution for
a couple of weeks. He is accompanied
by his wife and son. Mr. Parker is
Eastern Michigan representative for
the American Steel and Wire Co.

Cassius L. Glasgow appears to be
gaining ground in the gubernatorial
contest every day. He has certainly
made friends—and votes—every place
he has spoken; and he is speaking
daily—sometimes several times each
day, before business gatherings of
men and women in various parts of
the State. To-morrow he speaks at
the mercantile picnic at Campau Lake.
Next Thursday he is billed to speak
at the mercantile picnic at Blanch
Lake, near Grant. Mr. Glasgow is
holding steadfast to his original de-
termination to expend no money with
ward heelers or political bosses. He
has no paid workers in the field and
has not retained or subsidized any
newspapers. If the nomination comes
his way it must be by the voluntary
action of people who know him, be-
lieve in him and have faith in his
ability and inclination to make good
in the highest office within the gift
of the commonwealth.

L. M. Steward, the Saginaw travel-
er, is back to the Burleson sanitarium
for a couple of weeks, after which he
and his family will remove to Red
Cloud, Neb., where they will prob-
ably remain until spring. They will
then proceed to Colorado, where they
will take up their permanent abode.

S. E. Symons (Symons Bros. & Co.)
Saginaw, is back to the Burleson sani-
tarium for a week or ten days.

———_+-2 2

Claims To Be Incorrectly Quoted.

Almont, Aug. 10—An article, entitl-
ed “Evidently Knows Scully Like a
Book” written by a man who signed
his name P. J. Hayden, appeared in

73

the July 14

Tradesman.

issue of the Michigan
In it my name was used,
on a campaign issue, as a reference
for the condemnation of Charles B.
Scully. As this man who calls him-
self P. J. Hayden has no grounds for
such a statement, in justice to Mr.
Scully and myself, I wish to say that
I cannot give any example of “Scully’s
sharp practices,” as he puts it and
that Mr. Hayden’s grounds for this
statement are absolutely false. Quite
to the contrary, I can say that Mr.
Scully has been one of my best neigh-
bors and, although I perhaps do not
know all the qualifications necessary
for Lieutenant Governor, knowing
Mr. Scully as I do, | am most cer-
tainly willing to support him.

As far back as memory serves no
one by the name of P. J. Hayden has
been connected in any way whatever
with this vicinity. Wiull the man who
is hiding under this name please prove
himself to be a man by giving his
right name? William Rider

Lea
Uses Gum Drops in Place of Potatoes

Columbus, Ind., Who hasn't
is a country store and seen the gro-
cer, after filling the old-time oil can
with a half-gallon of kerosene (alias-
ing as “coal oil” in certain territories)
stop on his way past the spud barrel,
pick up a little one and jam it onto
the protruding spout to keep the
kerosene from slopping out onto the
sugar and other groceries:

But that was before the days of the
high cost of spuds.

Even with sugar flirting with thirty
cents a pound John V. Hughes, a
grocer at 521 Washington street, now
uses the succulent gum drop to re-
place the potato on the spouts of
Columbus oil cans. The practice will
doubtless grow, for with potatoes in
Columbus selling at twelve and one-
half cents a pound even the smallest
spud must be saved.

Hughes, the inventor of the gum
drop stopper, says that candy is much
cheaper, as.well as a good advertise-
ment.

been

 

 

says about this company:

 

 

Real estate owned (market value) ____- $
Mortgage loans on real estate ____._____
Interest due and accrued thereon ______
Bonds and stocks owned (market value)
Interest due and accrued thereon ______
(Caen tn banks and once _._______..._..
Agents’ balances not over three months due
Bcereed asseeents __._.____... |.

The company’s investments are of good character.
tion of Insurance Commissioners.

Insure with the

ASSETS.

0,000.00
15,250.00
550.42
732,364.50
13,969.83
85,644.27
65,202.95
83,537.06

TOTAL ADMITTED ASSETS __$1,006,319.03

We issue a Michigan Standard Non-Assessable Policy.

The company’s loss paying reputation is excellent.

Millers’ Mutual Fire Insurance Association of Illinois

Note the financial statement of this company:
LIABILITIES.

eee ees
Unearned premiums ____._____ i
Estimated taxes hereafter payable

Cioree denote

TOTAL LIABILITIES

NET CASH SURPLUS _____
—— lL.

INo assessment feature whatever.

Read what Best’s Insurance Report (which is to the insurance world what Dun and Bradstreet are to the commercial world)

The security valuations in this statement are those fixed by the Conven-

Millers’ Mutual Fire Insurance Association
(Western Michigan Department)

Ninth Floor Michigan Trust Bldg.

Grand Rapids, Michigan

a $1,006,319.03

-$ 34,472.55
220,333.93
$7,000.00
80,476.92

_. $352,263.40
654,055.63

 

 

 

 

 

 

74

tt etn antec nA iin mi bgt St Ob ig atest ni tote ee

 

 

MICHIGAN TRADESMAN

August 11, 1920

 

 

 

 

 

 

F =
; E

S“>DRUGGISTS SI

 

 

 

 

 

Michigan Board of Pharmacy.

President—H. H. Hoffman, Sandusky.
Secretary and Treasurer—Charles 5S.

Koon, Muskegon.

Other Members—E. T. Boden, Bay
City; James E. Way, Jackson.
Examination Sessions—Houghton, Aug
if] and 18; Grand Rapids, Nov. 16, 1/

and 18.

 

Revising the Pharmacopoeia.

Hyde Park, il, Aug. 10-—A few
months before the United States
Pharmacopoeia Revision convention I
received numerous requests to file my
views on the general principles re-
garding the work of the new United
States Pharmacopoeia. At the time I
had fully intended to act as delegate
for the A. Ph. A., but when the time
to start for Washington came, I was
unable to get off on account of busi-
ness engagements at home. It was
my intention to offer my experience to
the late Rvision Committee on the
floor of the convention. In my humble
opinion what is adopted or deleted is
of little consequence, but it is of the
greatest consequence that the adop-
tion or deletion be on the square and
minus underground methods. The
practitioner cares very little whether
or not his preferred remedies are ‘ad-
opted or deleted—he prescribes re-
gardless, as is gloriously demonstrat-
ed by the deletion of whisky. Stamp-
ed by the 1910 United States Phar-
macopoeia as of no medical value, see
how many medical doctors pay for the
privilege of prescribing this deleted
alleged valueless remedy. Pay good
coin for this privilege, while they can
prescribe all the adopted remedies
without taking out a Government per-
mit.

When the late committee voted on
adoption of whisky, the motion to
adopt, carried, about 23 members did
not vote. It is not for me to say why
these members refrained from voting,
whether they had no opinion, or not
the courage to file their opinion
suffice it to state, they did not vote!
That should have been conclusive. In
spite of the fact that the motion to
adopt had been carried, the motion
to delete was again submitted. It is
not for me to say why this was done.
I voted for adoption, my vote was re-
ported for deletion. I protested
against resubmission and also protest-
ed against the erroneous report, but
that is all the result it had no action!

So, I say, what is adopted or deleted
cuts little ice, but it is of the greatest
consequence that the modus operandi
be free from manoeuvering the vote
and absolutely on the square. Dr.
Hermann Mohr once called the old
Prussian Pharmocopoeia a cook book;
that was in the days when the Phar-
macopoeia was full of polyglot de-
coctions and assays and _ standards
were a negligible quantity. Our U.
S. P. is not a cook book; neither
should it be a cooked up book.

Wililam Bodemann.
0
Definition of Calorie.

When fuel is thrown on a fire un-
der a boiler, heat is produced. This
heat is required in order that the en-
gine may perform its work. To do
work of any kind requires energy.
Food used or burned in the human

 

machine produces energy to maintain
the normal heat of the body and to do
its work. Work done by the body
comprises not only that which requires

 

muscular or mental exertion, but also
involuntary exertion such as the beat-
ing of the heart, the expansion of the
lungs, etc. The chemical process
within the body which transforms our
food into energy is similar in nature
to the process which takes place when
fuel is burned over fire—though, in
the body, the burning takes place very
slowly and in every tissue, instead of
in one central place. The value of
food is determined by the amount of
energy it yields to the body; and it
also has a building and regulating
function.

It was necessary that a unit be es-
tablished for measuring the amount of
heat produced when food was com-
pletely burned. The unit chosen or
universally adopted as the unit for
measuring fuel value or energy value
for any kind of food is called calorie.
It represents the same principle in
measuring as the inch or foot, the
unit of measuring length; the pint or
gallon, the unit of volume; and the
ounce or pound, that of weight.

The calorie is the amount of heat
required to raise the temperature of
1 kilogram of water 1 deg. C., or 1
pound of water approximately 4 deg.
F.. Our requirements of food, so far
as the amount is concerned, can
therefore be expressed in the num-
ber of calories needed for each per-
son per day. It must not be forgot-
ten that the calories must be derived
from the proper kinds of food.

——___ ~~»

An Interesting Window Display.

Newton, N. C., Aug. 8—We have
just completed a very interesting and
successful window display which has
created more interest than any we
have seen lately, and brought more
people into our store than any we
have had. Even bankers and commer-
cial men either called or came in to
congratulate us on this window, thus
learning our phone number. By the
kindness of Capt. J. W. Pope, of this
city, we were allowed to use his col-
lection of old coins and rare paper
money. Capt. Pope has between four
and five thousand pieces in his collec-
tion, among which will be found pieces

dating back as far as the twelfth
century. Also money used by the
Chinese before the time of Christ.

Capt. Pope has, we believe, the larg-
est collection in North Carolina, if
not the largest and most complete in
the South under private ownership.
He has refused large sums for it, the
last of which was one hundred thou-
sand dollars.

Our window was advertised quite a
while before being shown and as a
result numbers of enquiries were made
and people from several counties
made it a point to call at our store on
that date, thus proving it to be the
largest booster for our store ever
shown in our little city.

Freeze Drug Co.

——_-_—- 2 2-4

A diploma is something to your
credit, but after all it’s only a diplo-
ma.

Important Facts About Insomnia.

Prof. Moroni claims that insomnia
is usually the result of one of three
things, poor circulation, indigestion or
mental distress. The person who
studies himself very carefully will be
able to locate the difficulty and treat
himself accordingly.

For poor circulation try warm baths,
warm-water bottles, brisk rubbing,
soaking the feet and deep breathing.

For mental distress mere will power
is the best. Close the eyes and as
fast as thoughts come drive them out.

Go to bed warm. Never go to bed
with cold feet.

If the events of the day have been
trying, read a short, light story be-
fore retiring.

Leave the window down at the top
and protect the bed from draughts.

 

9

 

Chocolates

 

Package Goods of
Paramount Quality
and
Artistic Design

 

 

 

CANDY

TRADE

Mark

The “DOUBLE A” Kind

Made by
People Who Know How
Our record of over fifty years of
continuous growing business, not

only in Michigan but all over the
United States, speaks for itself,

You take no chances when you
buy “Double A”’ Brand.

Good
Candy

The
Sign of

Mark

 

Made in Grand Rapids by
NATIONAL CANDY CO.

PUTNAM FACTORY
Grand Rapids, Michigan

Ask for a copy of our
latest price list.

We are agents for LOWNEY’'S
in Western Michigan.

 

 

f

 

 

 

 

 

 

vi
{

CE@exsS (ie,

INP SOTO
{EOS

  

   
 

   

    
 
  

aA aS i:

 

} cavtans ue me at

contains wg oP 19 J

 

  
 
 
 
  
 
 

      
 

ll

Cota

“Hl theThroa

 

wareaneo om

 

 
 
 

 

AH

PLEY & 1g

 

 

 

Widely Advertised

2835 Sheffield Ave.,

 

Foley’s Honey and Tar
Foley Kidney Pilis
Foley Cathartic Tablets

BECAUSE THEY ARE

Thoroughly Sampled
Priced Right, and Profitable to Handle
Sure to Make a Satisfied Customer

PUT IN YOUR ORDER RIGHT NOW

FOLEY & CO.

CHICAGO, ILL.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

August 11, 1920

As soon as the body touches the
bed relax the muscles, shut the eyes
and make ready to sleep. Nothing
drives away sleep more quickly than
the thought that one can’t sleep.

Sweet sleep and plenty of it will go
a great way toward keeping women
young. When sleep departs wrinkles
come.

It is by sleep that we gain strength
for another day. Sleep is to the brain
and nerves what food is to the body.

Lying awake is often a habit. It is
worth almost any effort to break up
such a habit.

Never advise your customers to
take powders or remedies for sleep-
lessness. It is an important symptom
to be considered by the family physi-
cian.

MiCHIGAN TRADESMAN

Drug habits are seductive and
dangerous and should always be dis-
couraged.
2-2 —_—_
Easy to Magnify Trouble.

Too many druggists have put ona
long magnifying
Thus they

face by
troubles.

their own

have felt wor-
ried over the scarcity and high prices
of sugar. This feeling is justified in
the fact remains
that business men in other lines have

some respects: but
had their troubles just as great, and
they did their
think their business would stop.
at all, the
comes obstacles and adjusts himself
to conditions, with the result that he
while his weak-kneed com-
petitors fall by the wayside.

and
Not

good business man over-

not lose heads

wins out,

 

MATCHES

All Types and Sizes to Suit Every
Requirement

American Safety Strike

Anywhere Match

The Most Popular
Home and Smoker’s Match

American Strike-on-Box Match

Both square and round splints

Diamond Book Match

An excellent advertising medium with adver-
tising on cover as well as on each match.

Made in America, by Americans, of American
Materials, for American Users.

We pay City, County, State and Federal Taxes.
Why not patronize Home Industry?

 

 

 

The Diamond Match Co.

 

 

Use Citizens Long Distance
Service

 

 

To Detroit, Jackson, Holland, Muskegon,
Grand Haven, Ludington, Traverse City,
Petoskey, Saginaw and all intermediate
and connecting points.

Connection with 750,000 telephones in
Michigan, Indiana and Ohio.

 

 

CIT

ZENS TELEPHONE COMPANY

Wholesale Drug Price Current

 

 

Prices quoted are nominal, based on market the day of issue.

Acids
Boric (Powd.) __20 _29
Boric (Xtal)
Carbolic
Citric

Sulphuric .-
Tartaric

Water, 26 deg.
Water, 18 deg.
Water, 14 deg. —
Carbonate
Chloride (Gran)

Balsams
Copaiba j Sosa
Fir (Canada) -. 2 50@2 7
Fir (Oregon) 60@
Peru 7 00@7 25
Tolu 2 00@

Barks

Cassia (ordinary) 45@
Cassia (Saigon) 15@
Sassafras (pow. 70c) @
— Cut (powd.)

Berrles

iF ish > cau
PURE oe
Prickley Ash —

Extracts
Licorice
Licorice powd.

Flowers

Arnica
Chamomile (Ger.)
Chamomile Rom

Acacia,

Acacia,

Acacia,

Acacia, powdered

Aloes (Barb Pow) :

Aloes Cape Pow)

Aloes (Soc Pow) 1

Asafoetida
Pow.

Camphor a

Guaiac

Guaiac, powdered

1
Shellac Bleached 2 15@2 :
Tragacanth _... 6 50@7
Tragacanth powd.
Turpentine

Insecticides
Arsenic
Blue Vitriol, bbl.
Blue Vitriol, less
Bordeaux Mix Dry
Hellebore, White
powdered
Insect Powder __ ;
Lead Arsenate Po 35@
Lime and Sulphur
Dry 12%@
Paris Green -... 48@

ice Cream
Arctic Ice Cream Co.

Bulk, Vanilla

Bulk, Chocolate
Bulk, Caramel  —._...
Bulk, Grape-Nut -..
Bulk, Strawberry —_-.
Bulk, Tutti Fruiti .
Brick, Vanilla

Brick, Chocolate
Brick, Caramel
Brick, Strawberry —__
Brick, Butti Fruiti —_

Piper Ice Cream Co.

Vanilla
Chocolate
Caramel
Grape-Nut  ._.
Strawberry —___
Tutti Fruiti
Vanilla
Chocolate
Caramel
Strawberry __
~ 2 Ut Frottt __
Brick any combinat'n

Senna, Alex ___ 1 4

Senna, Tinn. -_. 30
Senna, Tinn. pow. 35
Uva Ursi 25

50@6
6
bulk
Ss iy ee en Oe
Sage, powdered __ a

Almonds, Bitter,
rue
Almonds,
artificial _... 2 50@2 75
onds, Sweet,
----.._.. 1 75@2 00

Almonds, Sweet,
imitation
Amber, crude __
Amber, rectified
Anise
Bergamont
€ fajeput
” assia
‘astor : é
a. eat 3g
Citronelia __..._
Cloves —
Cocoanut
Cod Liver
Croton
Cotton Seed _ p
Eigeron -... 10 00@10
Cubebs 13 60@13
Eucalyptus 1 a2
Hemlock, pure 2 00@2
Juniper Berries 8 00@8
Juniper’ Wood 3 00@3
Bard, extra _... 2 i
Eard, No. i .... 1 96@2
Lavender
Lavender
Lemon
Linseed boiled bbl.

Gar’n 1 ee

Flow 14 00@14 !

00

dhe Sw Nw-Qq-1 da
or Clencn ot

oS a
ouca

‘@17

Linseed bld less 1 85@1 9:

Linseed raw

bbl. @1 7

Linseed raw less 1 88@1 93

Mustard, true, oz.
Mustard, artifil, oz.
Neatsfoot
Olive, pure i
Malaga,
yellow
Olive, Malaga,
green
Orange, Sweet 12
Origanum, pure @2
Origanum, com’! 1 25@1
Pennyroyal =a» 3 OC@ia
Peppermint
Rose, pure _. 24 00@25
Rosemary Flows 2 50@2
Sandalwood,
I. 15 00@15

Sassafras, true 3 00@3
Sassafras, arti'l 1 50@1
Spearmint .. 17 50@17
Sperm @3
Tansy

Var,
Turpentine,
Turpentine,
Wintergreen, tr.

@2

bbls.

less 1 95@2

504 @ 12 7

5 10 00@10 2

f@l S85

obo or
VIOooe:

ase

J

Aor
mt OVlOoanane

De

12 00@12 25

Wintergreen, sweet
birch 8 00@8
Wintergreen art 1
Wormseed
Wormwood

Potassium
3icarbonate
Bichromate
Bromide
Carbonate
Chlorate, gran'r
Chlorate, xtal or

powd.,

Cyanide
Iodide __ s
Per manganate__
Prussiate, yellow
Prussiate, red
Sulphate

Blood, powdered
Calamus
Elecampane,
Gentian, powd.
Ginger, African,
powdered
Ginger, Jamaica £
Ginger, Jamaica,
powdered  ___. {
Goldenseal, pow
Ipecac, powd. __
Licorice, powd.
Licorice, powd.
Orris, powdered
Poke, powdered
Rhubarb
Rhubarb,
Rosinwood,
Sarsaparilla,
ground 12
Sarsaparilla Mexican,

35
powdered 60@
powd. 25
powd. 2

Senta,
Tumeric,
Valerian,

Caraway, Po.
Cardamon -__-
Celery, powd. .50 40@
Cc ae lameles powd .25 209
Dil

Flax, ground
Foenugreek pow.

75@
25@
-. 40@

Mustard, yellow
Mustard, black

Sabadilla, powd. 30
Sunflower —_-..-- 16

Worm American 45@
Worm Levant

20@1 §
12 00@12 25
-- 16 VWW@16 25

50
1 80@1

i Chalk
| Chloroform

 

 

Tinctures

Aconite
Aloes
Arnica
Asafoetida
Belladonna
Benzoin
Benzoin
Buchu
Cantharadies
Capsicum
‘ardamon
‘ardamon,
Catechu
Cinchona
Colchicum
Cubebs
Digitalis
Gentian
Ginger
Guaiac
Guaiac,
Iodine
Iodine,
Iron,
Kino

Compo'd

\HQHS HNN

> a
&

Comp.

QHHOSOE D

=) =
© ®
DS abe ht oe et DS bt Ft DD pe DO DD DS ht bt GO > DD et et hes BO GS CS ND et Crt et et
7 ny ’ so. 2 ’

Colorless

QQ

=
J)

Nux Vomica ___
Opium

Opium, Camph.

Opium, Deodorz’d
Rhubarb

ee

©

Paints

red dry _. 14%@
white dry 154@ 16
white oil 154%@ 16
yellow bbl. é
yellow less 2% G

Lead,
Lead,
Lead,
Ochre,
Ochre,
’utty

Red Venet’n Am.
Red Venet’n Eng.
Vermillion, Amer.
Whiting,

Whiting

E H. P.

Miscellaneous

Acetanalid 95@1
Alum
Alum, powdered
ground
Bismuth,
trate
Borax xtal or
powdered ____
Cantharades, po |
Calomel 2
Capsicum
Carmine
Cassia Buds
Cloves

Subni-

Prepared

5@
Chloral Hydrate 1 rOp2
Cocaine 13 60@14
Cocoa Butter -... 70@
Corks, list, less 10%.
Copperas, bbls. @
Copperas, less __ 6%@
Copperas, powd. 614 ( @
Corrosive Sublm 2 01@2
Cream Tartar -_.. 70@ 7
Cuttlebone 80@
Dextrine 10@
Dover's Powder 5 75@6

Emery, All Nos. 10
Emery, Powdered “@
Epsom Salts, bbls ¢
Epsom Salts, less 54%@
Ergot @7
ergot, Powdered @8
Flake White -... 1@ :
Formaldehyde, Ib. 65@ 75
Gelatine 2 29@2 40
Glassware, less 53%.
Glassware, full case 658%.
Glauber Salts, bbl. @03%
Glauber Salts less 04@
Glue, Brown -... 21
Glue, Brown Grd.

Giue, White

Glue, White Grd.

lodoform

Lead, Acetate

Lycopodium

Mace

Mace, Powdered

Menthol 10 00@10 2

Morphine

Nux Vomica  —---

Nux Vomica, pow.

Pepper black pow.

Pepper, white —_ _

Pitch, Burgundy

Quassia

Quinine

Rochelle Salts

Saccharine

Salt Peter

Seidlitz Mixture

Soap, green

Soap mott castile 22

Soap, white castile
case

Soap, white castile
less, per bar .._.

Soda Ash 05@

Soda Bicarbonate 3%@

Soda, Sal 2

Spirits Camphor

Sulphur, roll

Sulphur, Subl.

Tamarinds

Tartar Emetic

Turpentine, Ven. 60

Vanilla Ex. pure 1 60

Witch Hazel __ 1 60

Zinc Sulphate _ 16

 

 

76

 

Cracked Wheat
Saxon Food
Fruit Jars

ADVANCED

lied at market prices at date of purchase.

 

MICHIGAN TRADESMAN

GROCERY PRICE CURRENT

These quotations are carefully corrected weekly, within six hours of mail-
ing, and are intended to be correct at time of going to press. Prices, however,
are liable to change at any time, and country merchants will have their orders

 

DECLINED

Kellogg’s

Corn Flakes

 

 

AMMONIA

Arctic Brand
12 oz. lc, 2 doz. box 3 00
16 oz. 25c¢, 1 doz. box 2 00
32 oz. 45c, 1 doz. box 3 25
Moore’s Household Brand
12 oz., 2 doz. to case 2 70

 

25 Ib. pails, per doz. 25 10
BLUING
Jennings’ Condensed Pearl
Small, 3 doz. box —.... 2 5b
Large, 2 doz. box ..... 2 70
BREAKFAST FOODS
Cracked Wheat, 24-2 4 85
Cream of Wheat --.. 9 00
Grape-Nuts —_______... 3 80

Pillsbury’s Best Cer’l 2 90
Quaker Puffed Rice -. 5 60
Quaker Puffed Wheat 4 30
Quaker Brkfst Biscuit 1 90
Quaker Corn Flakes 3 35
Raiston Purina _..... 4 00
Ralston Branzos -_--- 2 70
Ralston Food, large —. 4 15
Ralston Food, small -. 3 15
Saxon Wheat Food —_ 5 60
Shred Wheat Biscuit 4 90
Thscut, 6 —_......_ 2 25

Kellogg’s Brands

Toasted Corn Flakes 4 10
Toasted Corn Flakes
jnadivigual ......._...- 2 30
Brumpes ...........--— 4 20
Krumbles, Individual 2 00
wer 2 00
Recess 2 60
Peanut Butter —_._____ 3 65
No. 1412, doz. _.....__ 2 25
Sen 3 60
BROOMS

Standard Parlor 23 Ib. 6 76
Fancy Parlor, 23 lb. .. 8 00
Ex. Fancy Parlor 25 lb. 9 60
Ex. Fey, Parlor 26 lb. 10 00

BRUSHES

Scrub
Solid Back, 8 in. _... 1 60
poua ack, 11 in. ___ 1 76
Pores Beas 1 25

Stove
ee 1 10
MO 8 1 36

Shoe
ae: Fe 0
CS 1 26
ae es 2 00

BUTTER COLOR

Dandelion, 25c size .. 2 00
Perfection, per doz. .. 1 75

CANDLES
Paraitine, 6s ..!.___ 16
Feratino, ifs ........ 16%
Wiese 40

CANNED GOODS

Apples
3 Ib. pinahares ~--@2 26
a 2 7 00

Blackberries

Beans—Baked
Brown Beauty, No. 2 1 35
Campbell, No. 2 .... 1 60

Fremont, No. 2. 1 68
Van Camp, % ib. .... 39
Van Camp, 1 ib. —._

Van Camp, 1% Ib. --. 1 60
Van Camp, 2 th. .._. 1 80

Beans—Canned

Red Kidney ---. 1 35@1 45
Sicipe 2 1 35@2 10
Via 1 35@2 70
aime 1 20@2 35
Red 95@1 25

Clam Bouillon
Burnham's 7 oz. —--

Corn
Standard _.... 1 45@1 65
Country Gentleman -. 2 00

Maine ._..... 1 90@2 25
Hominy
Van Camp 2... 1 50
Jaceson 1 30
Lobster _
ob
[ss 4 60
Mackerel
Mustard, 1 ib. ..._..- 1 80
Mustard, 2 ib. —...... 2 80
Soused, 144 1b, —...- 1 60
Soused, 2 16. —....- 2 75
Mushrooms

Buttons, 1s, per can 1 40
Hotels, 1s, per can. 1 00

Piums
California, No. 3 .... 2 40

Pears In Syrup

Michioen 4 60
Callfeornia . 5 50
Peas
Marrowfat ..__.. 1 60@1 90

Early June ---. 1 45@1 90
Early June sifd 1 75@2 40

Peaches
California, No. 24% — 4 76
California, No. 1 -.-. 2 40
Michigan, No. 2 —.--.. 4 25
Pie, gallons —..__....... 12 00

Pineapple

Grated, No. 2... 4 00
Sliced No. 2 Extra — 4 76

Pumpkin
Van Camp, No. 3 -... 1 60
Van Camp, No. 10 —. 4 60
Lake Shore, No. 3 --. 1 36
Vesper, No: 10 3 90

Salmon
Warren’s 1 Ib. Tall —. 4 10
Warren's % Ib. Flat 2 60
Warren's 1 Ib. Flat -. 4 =.

Pink Alaska -. 2 25@2 40

Domestic, %s ~ 7 00@8 00
Domestic, %sa — 7 00@8 00
California Soused -... 2 00
California Mustard —. 2 00
California Tomato —. 2 00

Sardines
Domestic, 4s —- : oags 50

Sauerkraut

Hackmuth, No. 3 -... 1 50
Silver Fleece, No. 3 1 60

Shrimps

Dunbar, 1s doz. ..... 210
Dunbar, 14%s doz. --.. 3 76

Strawberries

Standard No. 2 .... 4 5¢
Fancy, No. 2 ..._.... 6

Tomatoes

m0. 2 1 35@1 76
NO, 6 1 80@2 35
7 00

CATSUP
Snider's 8 oz. 2 20
Snigers 16 of. |: 3 35
Royal Red, 10 oz. _.._ 1 35

Nedrow, 10% oz. __. 1 40
Royal Red, Tins ____ 10 00

CHEESE
Brit 32
Wisconsin Plats 30
ienpnom 92 | 31
mew York: 020) 31

Michigan Full Cream __ 30

CHEWING GUM

Adams Black Jack ___. 70
Adams Bloodberry ____ 70
Adams Calif, Fruit _. 70

Adams Chiclets
Adams Sen Sen
Adams Yucatan = 70
American Flag Spruce_ -

Beeman’s Pepsin ______ 0
eeecnnut 90
Doupliemintg 9 70
euliey Pritt 2 70

Spearmint, Wrigleys _. 70
Zeno 6

CHOCOLATE
Walter Baker & Co.
Carpcas 43
Premium, %s or %s __ 56
Walter M. Lowney Co.
Premium, 446 2.7 50
Premium, 448 _. 50
CIGARS

National Grocer Co. Brands
El Rajah, Diplomat-

ACAR: 5 00
El Rajah, Epicure, 50 75 00
Hl Rajah; Ark, 50.. 75
El Rajah, Epicure, 25 83 00
El Rajah, Longfel-

10OW, BO 95 00
Odin, Monarch, 50__ 65 00
Mungo Pk., Perfectos 75 00
Mungo Park, African 90 00
Mungo Park, Gold

Stand, 60 2. 100 00
Mungo Park, Gold
Stand, 25 105 00

Mungo Park, Wonder 92 00
Discount on Mungo Park.
Lots of 500, $1 per 1,000
Lots of 1,000, $2 per 1,00¢
Lots of 2,500,/$3 per 1,000

Worden Grocer Co. Brands

Harvester Line.
Record Breakers, 50s 76 00

Delmonico, 50s —.._.76 00
Panatelia, 608 _...... 76 00
zpicure, 5608 112 50

Favorita Extra, 50s 97 50
Presidents, 50s -.-.. 115 00
Royal Lancer Line
Favorita, 650s --... 75 00
Imperiaies, 50s --.-__ 95 00
Magnificos, 50s ~... 112 60

La Azora Line
Washington, 50s ....
Panatella Foil, 50s .. 75 00
Aristocrata’ 75 00
Perfecto Grande, 50s 97 50
Opera, 60s _......... 67 00
Sanchez & Haya Clear
Havana Cigars. Made in

Tampa, Florida
Diplomatics, 60s -__. 95 00

PAE, CON 115 00
Bishops, 50s ....... 115 00
Reina Fina, 50s Ting 115 00
Queens, 50g ....... - 135 00

Worden’s: Special -. 150.00
ignacia Haya

Made in Tampa, Florida.

Extra Fancy Clear Havana

Delicados, 508 ..... 120 00

Primeros, 60s ~..... 140 00

Rosenthal Bros,

R. B. Cigar (wrapped
in tissue) 50s ..... 60 00
Lewis Single Binder 68 00

Manilla Cigars
From Philippine Islands
ijopa., 1008. ......+.5. 21 60

Other Brands
a: ta, Ss
eee Champions,
fp ona ee Eee 3

El Dependo, 20s -._._ 37.50
Court Royal, 50s -___ 61 00
Court Royal, 25 tins 61 00
Knickerbocker, 50s . 58 00
Boston Straight, 60s 56 00
Trans Michigan, 50s 58 00
Templar, Perfecto,

i 100 00
Isiguois, 508 2 58 00

CLOTHES LINE
Hemp, 50 ft. ......_. 3 00
Twisted Cotton, 50 ft. 3 25
Twisted Cotton, 60 ft. 3 90
Braided, 50 ft. 00
Sash Cord

eee ee 5 25

COCOA
Baker's) 2 53
Bunte, i5c sige —...... 55
Bunte, oe 50
Binte, 1 ib, 22 48
Cleveland 41
Colonial, “8 joo. 35
Colonial; 465 20.22. 33
Hops 2 42
yaershneys, 4A oo 42
Hersheys, %s ~..---.-.- 40
wien 36
LOWNney, We oo 48
Lowney, WA oo 47
Lowney, Be ee 47
Lowney, 5 lb. cans ___. 48
Van Houten, %s —_____ 12
Van Houten, Ya ______ 18
Van Houten, 4s... 36
Van Houten, is 65
Wan-Hia 2 36
ene 33
Witbur, 446 22) 33
Wiwur, 46 33
COCOANUT
4s, 5 lb. case Dunham 46
“8, 30 1D, Case (3 45

%4s & Ys, 15 lb. case 45
6 and 12c pkg. in pails 4 75
Bulk, Pats oo

Bulk, barrels 35
48 2 oz. pkgs., per case 4 15
48 4 oz. pkgs., per case 7 50

COFFEE ROASTED
Bulk

BIO oo 19a e0
Sanwos io oo B0@s5
Maracabo — @é
Mexican 3
Guatemala : 8
SOV ee 50
OPC ee
Peaberry

 

Package Coffee

New York: Basis
Arbuckle 22 38 50

McLaughlin’s XXXX
McLaughlin’s XXXX pack-
age coffee is sold to retail-
ers only. Mail all orders
direct to W. F. McLaugh
lin & Co., Chicago.

Coffee Extracts
ty, 4, per 108 10%
Frank’s 250 vackages 14 6
Hummel’s 50 1 Ib. _--. 10
CONDENSED MIL

K
Maggie, 4 doz, 3: 12 85
Leader, 4 doz. _..___ 10 65

EVAPORATED MILK

Carnation, Tall, 4 doz. 7 45
Carnation, Baby, 8 dz. 6 80
Pet. Tail 7 45

Pet, Bapy oo 5 10
Van Camp; Tall 7 16
Van Camp, Baby -_.. 5 00

Dundee, Tall, doz... 7 15
Dundee, Baby, 8 doz. 6 50

Silver Cow, Tall .... 7 45
Silver Cow, Baby --. 5 10
MILK COMPOUND
Hebe, Tall, 4 doz. ___. 5 80

Hebe, Baby, 8 doz. -. 6 00
Carolene, Tall, 4 doz. 5 70

CONFECTIONERY
Stick Candy Pails
Horenound —... 35
Standard 2 35
Cases
Boston Sugar Stick__ 40
Mixed Candy
Pails
Biogen oe ee 3f
Cut t0at 2 36
SPOCOIB 4 27
Kindergarten 22. 37
TseAGer 36
Premio Creams — 49
Owe So 33
~— 1) Oe 29
Srench Creams _._... 39
Speciaitles Pails

Auto Kisses (baskets) 36
Bonnie Butter Bites__ 36
Butter Cream Corn  _. 41

Caramel Bon Bons _. 40
Caramel Croquettes_.. 35
Cocoanut Waffies -__ 38
Couy Toy ... eee 42
Fudge, Wainut ______ 38

Fudge, Walnut Choc. 39
Champion Gum Drops 30
Raspberry Gum Drops 30
Iced Orange Jellies __ 34

Italian Bon Bons ____ 34
AA Licorice Drops
© ib. Dox. 2 2 16
Maonchnus = 20.0 34
Nut Butter Puffs ____ 36
Chocolates Pails
Assorted Choe. ...... ag
Champion 2.0 2.) 3) 40

Honeysuckle Chips __ 54
Klondike Chocolates__ 47

NBQG0US 0 47
Nibble Sticks, box __ 2 85
Nut Wafers 47

Ocoro Choc. Caramels 45
Peanut Clusters css. 54

 

Gum_ Drops

Champion 2... 30
Masoperry. 2 30
WaVOrite 225 oo. 32
SUpeTION 220 31
Orange Jellies  -___ 34
Lozenges

A A Pep. Lozenges _. 39

A A Pink Lozenges 39
A A Choe. Lozenges 39
Motto Lozenges _____ 41
MLOULO Hearte | 41
Hard Goods

Lemon Drops 2.20 2 39
O. F. Horehound Drps 39

Anise Squares =... 39
Peanut Squares _____ 40
sock Canty 9. 50

Pop Corn Goods
Cracker-Jack Prize __ 7 40

Checkers Prize __..__ 7 40
Cough Drops

Boxes

Putnam Menthol  ____ 2 25

Smith ros, 2.00

COOKING COMPOUNDS

Mazola
Pints. tin, 2 doe 7 00
Quart; tin, 1 doz — 6 50
4 Gal. tins, 1 doz. ._ 12 25

Gal. tins, % doz. ___ 11 80

5 Gal. tins, 4% doz... 15 30

COUPON BOOKS

50 Economic grade __ 2 50
100 Economic grade 4 50
500 Economic grade 20 00
1,000 Kconomic grade 37 50

Where 1,000 books are
ordered at a time, special-
ly printed front cover is
furnished without charge.

CREAM OF TARTAR
6 Ab. boxen 2 75
S ib, boxes 902 76
DRIED FRUITS

Apples
Evap’ed, Choice, blk _. 17

Apricots
Evaporated, Choice ___ 36
Evaporated, Fancy ___. 45

Citron
20 1D. Bow oo 50

Currants
Packages, 15 oz. _..... 22

Boxes, Bulk, per lb. __ 22

Peaches
Evap. Choice, Unpeeled 24
Evap. Fancy, Unpeeled 26
Evap. Fancy, Peeled __ 28

Peel

Lemon, American _... 865
Orange, American __.. 36

Raisins
Choice S’ded 1 lb. pkg. 24
Fancy S’ded, 1 lb. pkg. 25
Thompson Seedless,
i ib, phe. 2 26
Thompson Seedless,
Die 24

California Prunes
80-90 25 lb. boxes _.__.@15
70-80 25 lb. boxes __.@16
60-70 25 lb. boxes _._.@17
50-60 25 lb. boxes ___@20
40-50 25 Ib. boxes ___@24
30-40 25 Ib. boxes __.@28

FARINACEOUS GOODS

Beans
Med. Hand Picked ____ 8
California Limas ____ 16
Brown, Holland _____. 6

Farina
25 1 lb. packages ____ 2 80
Bulk, per 100 Ibs.

Hominy
Pearl, 100 lb. sack __ 6 60

Macaroni

Domestic, 10 lb. box_. 1 10
Domestic, broken bbls. 81%
Skinner’s 24s, case 1 o70
Golden Age, 2 doz. __ 1 90
Fould’s, 2 doz. 1 90

Pearl Barley

Chester oo 7 00
Peas

peetch, Ib, oe

Split, ib, ee
Sago

Mast Indigo il
Taploca

Pearl, 100 Ib. sacks __._ 11
Minute, 8 oz., 3 doz. 4 05
Dromedary Instant, 3

doz., per case ______ 2 70

August 11, 1920

FISHING TACKLE
Cotton Lines

 

No. 2, 1 45
No. 3, 1 70
No. 4, 1 85
No: 5, 2 15
No. 6, 2 45
: Linen Lines
Small, per 100 yards 6 65
Medium, per 100 yards 7 25
Large, per 100 yards 9 00

Floats

No. 1%, per gross —. 1 50
No. 2, per gross ..... 1 76
No. 2%, per gross __ 2 2b

Hooks—Kirby
Size 1-12, per 1,000 _. 84

Size 1-0, per 1,000 _. 96
Size 2-0, per 1,000 _. 1 15
Size, 3-0, per 1,000 __ 1 32
Size 4-0, per 1,000 __ 1 65
Size 5-0, per 1,000 __ 1 95
Sinkers
No. 1, per gross -.... 65
No. 2, per gross —..__ 72
No. 3, per grone — 85
No. 4, per gross ~.... 1 10
No. 5, per gross ...._ 1 46
No g, per gross .... 1 85

per gross —..... 2. 30
per gross -....3 36
per gross 1 4 66

Z
aes
00:

FLAVORING EXTRACTS
Jennings
Pure Food Vanila
Terpeneless

Pure Food Lemon
Per Doz.
pram 17 Cent 9: 1 40
% Ounce 25 Cent __ 2 00
Ounce, 37 Cent ____ 3 00
% Ounce 40 Cent ___ 3 20
2% Ounce, 45 Cent __ 3 40
Ounce, 65 Cent ____ 5 60
8 Ounce $1.00 222 9 Ov
7 Dram, 17 Assorted__ 1 40
1% Ounce, 25 Assorted 2 00

7
1
2
2
4

Van Duzer

Vanilla, Lemon, Almond,
Strawberry, Raspberry,
Pineapple, Peach, Coffee,

Peppermint & Wintergreen
1 ounce in cartons -.9 2.00
2

4 ounce in cartons __ 3.50
4 ounce in cartons __ 6.75
S OUNCE J 13.20
Pints 26.40
Wwoeres 2 51.00
Gallons, each 16.09

FLOUR AND FEED

Lily White, % Paper
sack iio te LO
Graham 25 lb. per ewt 5 80
Golden Granulated Meal,
25. 1bs., per Gwt. 5 60
Rowena Pancake Com-
pound, 5 lb. sack __ 7 20
Rowena Buckwheat
Compound, 5 lb. sk. 7 7@

Watson Higsins Milling

New Perfection, %s 13 60
Meal
Gr. Grain M. Co.

Boitea 5 40
Golden Granulated __ 5 60
Wheat
INO; TF Bbd oe ee 2 65
No. 1 White 22.0100 2 63
Oats
Michigan Carlots _... 92
Less than Carlots ___ 1 02
Corn
Carlota 1 60
Less than Carlots ____ 1 7
Hay
CATIOtS 34 00

Less than Carlots __ 36 00

Feed

Street Car-Feed ___ 66 00
No. 1 Corn & Oat Fd 66 00
Cracked Corn _. | 66 00
Coarse Corn Meal __ 66 00

FRUIT JARS

Mason, pts., per gross 8 60
Mason, qts., per gro 9 85
Mason, % gal., gro 13 85
Mason, can tops, Bro 2 85
Ideal Glass Top, pts. 10 00
Ideal Glass Top, aqts. 11 5
Ideal Glass Top, %
Salon 2 et 14 25

GELATINE
Cox’s 1 doz. large -. 1 45
Cox’s 1 doz. small __ 9
Knox’s Sparkling, doz. 2 25
Knox’s Acidu’d doz. 2 26
Minute, 8 doz. 4 95
Nelaon’s = 4 ge
Oxforg. oe ies 5
Plymouth Rock, Phos. 1 55
Plymouth Rock, Plain 1 35
Wekeshe 1 60

7

 

 

 

 

 

 

 

i
s

 

atteurt 11, 1920
HIDES AND PELTS

No. ee 14

ae en a

Calfskin, green,

a ©

Shedarlings See

Ppl dull and ee

Airline, No. EO co 4

Se eee ae a ede ee ee ce eee:

HORSE RADISH ‘

or

JELLY GLASSES

 

. bottles, per doz. 1

. bottles, per doz. 5 6
. bottles, per doz.

oon ts, per dos.

Calinan, per doz.

 

MINCE MEAT
None Such, 3 doz.

case for ooo
Quaker 3 doz. case

Fancy Open Kettle —_--

2k
Half barrels 5c extra

NUTS—Whole

large washed 26

 

Peanuts, Virginia raw

PORSICR oo oe

Des 65
box Sue 2 75

Se 95
Ne Ee 85

Bulk, 2 gal. kegs, each 4

+ 0 OZ,
Pitted (not stuffed)
14 69 3 0
Cee 8 oz, 5

oz
Q ueen, Pook 19

Olive tl 2 doz. cs.

PEANUT BUTTER

 

 

 

Bel-Car-Mo Brand

5 lb. ee ae in crate

   

PETROLEUM PRODUCTS
Iron Barrels

Pertection = 2.0250 .
Red Crown Gasoline 28.1
Gas Machine Gasoline 43.3
Voy Mo & ob. Naphtha 29.7
Canitol Cylinder, Iron

sbls. = 56.8
Atlan-ie Red ‘Engine,
Iron Bbls. ___ a4 38.9
Winter Black, Iron —

Byis. 2.) 21.9
Polarine, Iron Bbls.__ 61.8
PICKLES
Medium

Barrel, 1,200 count —_ 16 00

Half bbls., 600 count : 00

5 gallon kegs ee 4 00
Small
Barrels oo 20 00
Halt barrels: 2.0. 11 00
5 gallon kegs 2. 3 80
Gherkins
Barrels oe 28 00
Pia Darren: oo 15 00
& gation kegs 2 5 00

Sweet Small

Barrels 30 00

5 gallon kegs 20... 6 50

Hall barrels 2222 16 00
PIPES

Cob, 3 doz. in box .. I 25
PLAYING CARDS

No. 90 Steamboat __-. 2 25
No. 808, Bicycle 2... 4 00
Piekett 06 ee. 3 00
POTASH
Babbitt's,¢2 doz, i... 2 7S
PROVISIONS

Barreled Pork

Clear Back __ 48 00@49 00
Short Cut Clear 40 00@41 00

Mie SOUR NS
Clear Hamtiy 48 00

Dry Salt Meats
S P Bellies __ 32 00@34 00

Lard
Pure in tierces 21144@22
Compound Lard 18%@19

80 lb. tubs -_--advance

69 Ib. tubs __-_-advance %
50 lb. tubs -_-_--advance %
20 lb. pails _-__.advance

10 lb. pails _...advance %
5 lb. pails _-__.advance 1
3 lb. pails _._.advance 1

Smoked Meats
Hams, 14-16 lb. 38 @40
Hams, 16-18 Ib. 37 @39
Hams, 18-20 lb. 36 @38
-Ham, dried beef

BGtS 2 41 @42
California Hams 24 @25
Pienie Boiled

Hams: 20.2: 35 @40
Boiled Hams _. 60 @62
Minced Hams .. 18 @20
Bacon 2 35 @52

Sausages
Bolena 8 18
Liver 22 ee 12
Rrankfort .....-2 9
Pork [oo “ey
Whe ee ee
TOnmUue 2 6 ii
Preagdeheese 2. 14
Beef
Boneless —---- 30 00@35 00
Rump, new —~ 40 00@42 00
Pig’s Feet
1 DBs) Soo, 1 90
Y. bbls... 35 Ips. Ju. 3 15
1 hs) (cee ees 10 00
pb 2 ee 16 00

Canned Meats
Red Crown Brand

Corned Beef, 24 1s -- 3 90
Roast Beef, 24 1s ---- 3-90
= Loaf, 48 %s, ee
Went Loaf, 24%s, 7 oz. 2 60
Vienna Style Sausage,
AGIOS eos ee 1 40
Vireinies, 24 is... 3 35
Potted Meat, 48%s ~~ 52%
Potted Meat, 48 %s 90
Hamburger Steak and

Onions, 48 448 ----- 1 75
Corned Beef Hash,

Oe eo Lt 7
Cooked Lunch Tongue,

4S eg 4 00
Cooked Ox Tongues,

12 28 22 50

Chili Con Carne, 48 1s 1 40
Pork and Beans, 24 2s 1 50

Sliced Bacon, medium 4 00
Sliced Bacon, large-- 6 25
Sliced Beef, 2% oz. 2 20
Sliced Beef, 5 oz. ---- 4 00

Mince Meat

Condensed No. 1 car. 1 80
Condensed Bakers ne -

Moist In @lase 2. uo.

Beef, round set os

Sheep, a ale in
Uncolored Oleomargarine

Coeatey Rolls eo 3008

ROLLED OATS

Steel Cut, 100 lb. sks.

SALAD DRESSING

PDurkee's large,
Durkee’s med.,
Durkee’s Picnic,
Snider's large,

aps Hard Water, ‘

ue Sunbrite Cleanser, 72s 3
Wyandotte, 100 %s __ 3

o

qQ

Johnson's Fine, 48 2
Johnson's XXX 100

5
5
3
Nme O'Clock 22. 4
Oak Teaf. 190 pkgs. 6 50
t
3
5

Queen Anne, 60 pkgs.

 

Holland Herring

Standards, bbls.

K K K K, Norway -- 20

me

Sealed, per box

 

nop

Cardomon, Malabar 1 20

PODDY 22222 6
Rape

SHOE BLACKING

Handy Box, large 3 dz. 3 i
Handy Box, small -_. 1 2
Bixby’s Royal Polish 1
Miller's Crown Polish

MICHIGAN TRADESMAN

SNUFF
Swedish Rapee 10c 8 for 64
Swedish Rapee, 1 Ib. gis 85
Norkoping, 10c 8 for —. 64
Norkoping, 1 Ib. glass —. 86
Copenhagen, 10c, 8 for 64
Copenhagen, 1 Ib. glass 85

SOAP

James S. Kirk & Company
American Family, 100 7 85
Jap Rose, 50 cakes _. 4 85
Kirk’s White Flake __ 7 00

Lautz Bros. & Co.

Acme, 100 cakes __.. 6 75
Big Master, 100 blocks : 00
Glimas, 0s 00 6 00
Climax, 1208 o. 0 5 25

Queen White, 80 cakes 6 00
Oak Leaf, 100 cakes 6 75
Queen Anne, 100 cakes 6 75
Lautz Naphtha, 100s_ 8 00

Swift & Company

Classic, 100 bars 10 02. 7 25
Swift’s Pride, 100 9 oz 5 75
Quick Na&phtha ._..-. 7 50
White penne y 100

814 oz. ce 6 Wb
Wool, 24 bars, @ oz. 1 95
Wool, 100 bars, 6 oz. $ 00

Wool, 100 bars, 10 oz. 13 00

Peerless Hard Water,

Gl oo 410

Tradesman Company

Black Hawk, one box 4 50
Black Hawk, five bxs 4 25
Black Hawk, ten bxs 4 00

Box contains 72 cakes. It

is a most remarkable dirt
and grease remover, with-
out injury to the skin.

Scouring Powders

Sapolio, gross lots _. 11 0
Sapolio, half gro. lots 5 50
Sapolio, single boxes 2 75
Sanolio, hand —...__ 3 00
Queen Anne, 60 cans 3 60
Snow Maid, 60 cans -. 3 60

Washing Powders

Snow Boy, 100 5¢ _... 4 @0
Snow Boy, 60 14 oz. 4 20
Snow Boy, 24 pkgs. 6 00
Snow Boy, 20 pkgs. 7 00

Soap Powders

Lautz Naphtha, 60s -. §

Old Dutch Cleanser

Rub-No-More ------.

CLEANSERS.

ITCHEN
LENZER

| scEANs- scours Bi
seein: “Seosnes k

TWeparpicx BRS.

 

80 can cases, $4.40 per case

 

SODA
Bt Carb, Kees __.-.— 4
SPICES
Whole Spices

Allspice, Jamaica ~.-. @18
Cloves, Zanzibar ---. @60
Cassia. Canton —... @30
Cassia, 5c pkg., doz. @40
Ginser, African  ..... @15
Ginger, Cochin —..... @20
Mace, Penang —..... @75
Mixed, nes | i Git
Mixed, 2 16
Mixed, - doz. @45
Nutmegs, 70-§ ~~. @50
Nutmegs, 105-110 - _- @45
Pepper, Bingk - 2 @30
Fenner, White ...__ @40
Pepper, Cayenne ~~... @22
Paprika, Hungarian

Pure Ground in Bulk
Allspice, Jamaiaca -.- @18
Cloves, Zanzibar ---- oo
Cassia, Canton ——.-—
Ginger, Apiwan DAEs ects @° 28
Mustard 2... @38
Mace, Penang —....... @85
Nutmess _.. @36
Fepper, ‘Black —....- @34
Pepper, White —...... @52
Papper, Cayenne  -.-. @29

Paprika, Hungarian... @60

Chili Powder, i5c .... 1
Celery Salt, 3 oz.

Ponelty, 34% OZ.
Kitchen Bouquet

Kingsford, 40 lbs.

Powdered, barrels __--

Silver Gloss, 40 1 Ib.

Blue Karo, No. %

TABLE SAUCES

eee é061
Hacked: Fired Med’m
Basket-Fired Choice

ecm newae C

English Breakfast

Geanea. Choice aoe

Cotton, 2 ply cone —..
Cotton, 3 ply balls —...

vieio

toa

Benton Harbor_-

Oakland Vinegar & Pickle
c

Oakland Apple Cider a
: 9

Oakland White Pickling 2
Packages no charge.

whore ©

Bushels,

   

 

WOODENWARE

wire

Bushels, ®

wood handles acpieies
Market,
Market,
Marketi,

Splint,
Splint,
Splint,

Escanaba Manufac turing

No.
No.
No.
No.
No.
No.
No.

Standard Wire End

8-50 extra sm cart 1 36
8-50 small
Sn:
$-5
-50 extra lg cart 7
4-50 jumbo carton

100 fl

g

A

Barrel,
Barrel,
Stone,
Stone,

Escanaba

No.

§0-

No. 3

No.

No.
No.
No.
No.

or
“ae

1
ee

9

Cork

Cork lined,

Cork

Trojan
rx _—

No.
No.

i

Ide al,

200z cotton mop herds 4 80
120z cotton mop heads 2 85

10 qt.

12

¢
qt.

14 at.
Fibre

Esc

No.
No.
No.
No.

Mouse,
Mouse,
Mouse,

1S

Rat,
Rat,

Mouse,

No.
No.
No.

1

>

Large

Medium
Small Galvanized —-

Banner Globe

Brass,
Glass,
Single

Double
Northern Queen
Universal

Our

Hutchens

ia in,
14 in.
16 in.
13 in.
16 in,
yf in,
19 tn.
Fibre,
No.
Fibre,
Kraft

YEAST—COMPRESSED
Fleischman,

Window Cleaners

were PAPER

ceo handbe 1 10
1 60

Manufacturing

Star Eee rae “16 5 00

ate nt spring 3 2

‘canaba Manufacturing

wood 1 00

YEAST CAKE
Magic, 3 doz.
Sunlight, <
Sunlight, by
Yeast Foam, 3
Yeast Foam,

DOr bo bo
Welto-1+1
vovco

 

78

COMMON FIRE HAZARDS.
Will They Endanger Your Store This
Winter?

Before we realize it Summer will be
turning her back upon us and the
chilly mornings and evenings of Fall
will be with us once again, harbingers
of the colder weather which Winter
will usher in shortly after.

With the near approach of the type
of weather which makes imperative
recourse to furance or other heating
methods, and with shortened days
calling for larger use of electricity for
store illuminating purposes, it as-
suredly behooves the retailer to inven-
tory his equipment to ascertain that
everything is in good working order
and that conditions in and about his
place of business are not such as to
mean that acute fire hazards exist.

Investigations which have been car-
ried on in recent years by various or-
ganizations of insurance men as well
as by the fire marshal departments of
various states have proven beyond
doubt that a tremendously large per-
centage of tires owe their origin to
the existence of wrong conditions in
stores and dwellings.

Carelessness as evidenced by failure
to recognize the ordinary dictates of
prudence is largely responsible for
the big annual toll taken by the pre-
ventable and semi-preventable fire.

Investigators agree that our annual
fire loss may be lessened, insurance
premiums may be lowered, and policy
holders may protect their holdings at
materially less cost only when public
conscience is awakened to the sense
of individual responsibility, taking ac-
tion in reduction of fire hazards
through elimination of those things
which result in the preventable fire.

li other words, the answer to the
question is found in the personal
equation. So soon as we as a people
become alive to the fact that fire pre-
vention is for us, not for “George”
alone, to bring to pass, that soon will
the figures of our annual fire loss be
lowered as will the cost per thousand
of fire insurance protection.

Is your store in shipshape condi-
tion for the approaching time of year
when heat and light and other things
having to do with cold weather, short
day merchandising will be with us?
"hat is the personal query for each
retailer to apply to himself and his
store.

What are some of these hazards
having to do with furnace heat. in-
creased use of electricity, etc.? Their
name is legion and their particular
form is varied. However, there are
certain very frequent causes of fires
which may be mentioned.

‘or instance, there is the defective
flue, the defective furnace and the
grate which spills hot coals onto the

only to result in ignition of

Hoc
nearby wastepaper. There are de-
fective stoves and stovepipes and
various and sundry other things of
this nature associated with artificial
heating of store buildings. Unless
you are dead certain that in your es-
tablishment there is no possibility of
these factors existing, it behooves you
now, ere the season of use arrives, to
have your heating plant, the flues,
y and stovepipe carefully over-

 

 

MICHIGAN TRADESMAN August 11, 1920

 

 

BRISTOL INSURANCE AGENCY

“THE AGENCY OF PERSONAL SERVICE”
INSPECTORS AND STATE AGENTS FOR MUTUAL COMPANIES

How can Mutual Companies be safe and reliable, having no capital, and still write insurance
at less than Old Line or Stock Companies.

Compare the Following Statements:

    

 

    

Cash Cash Divi- Divi- Ratioof Ratioof
Assets Surplus dends to dends to Losses Expense
Insurance Cash Cash per per Policy Stock- to prem- to prem-
Company in Force Assets Surplus $1,000 $1,000 holders holders iums iums
Home Ins. Co., N.Y. $4,368,396,413 $50,291,006 $15,256,704 $11.50 $ 3.50 00 25% 79 28
Hartford, Conn. ___ 4,005,343,568 39,723,889 9,123,660 9.90 2.30 00 40% 51 44
Continental, N. Y.__ 2,469,933,835 36,458,187 10,172,815 14.80 4.10 00 14% 48 44
National, Conn. .. 2,139,121 256 21, 4,675,242 9.90 2.19 00 20% 51 45
American, No J.: -_ 1,35 59¢ 13 ; 2,700,512 10.80 2.20 00 20% 51 47
Minn. Hdw. Mut)... 1,417,186 $69,311 26.10 15.95 59% 00 17 10
Wis. Hdw. Mut’l. 35 fi ¢ 346,320 20.14 9.81 50% 00 18 15
Minn. Impl. Mut’l. 65,559,78 328,522 12.80 5.01 50% 00 19 23
Shoe Dealers Mut’l. 3,599,575 11,211 12.65 6.04 30% 00 22 18
Finnish Mutual 4,290,692 54.07 50% 00 28 18

 

Note: We can now save the General Merchant 50% on his Insurance Costs as well as the
Hardware and Implement Man. Write us for particulars.

C. N BRISTOL, Manager A. T. MONSON, Secretary
FREMONT, MICHIGAN

 

 

oD)

 

 

THE SIGN OF QUALITY

 

 

I

There’s Economy and
Satisfaction in Quality Flour

and there is a far greater difference in flour than is generally realized. LILY
WHITE is real economy because it costs only a little more than ordinary
- flours. Baking results are incomparably better when this famous high-grade

3 Lily White

“The Flour the Best Cooks Use”’

is made from the hearts of the finest wheat grown in America. It is milled
with extraordinary skill and care to produce a flour of perfect balance, of
Look for the  excelient volume, of unsurpassed color. No wheat is so thoroughly cleaned,

ROWENA scoured and washed before being milled.
trade-mark

je the pack You see the results in the bread, rolls, biscuits and pastry baked from LILY

WHITE—they are good looking, light, tender, of appetizing flavor and highly
nutritious,

Because we know that LILY WHITE is the finest quality that choicest raw
materials and conscientious milling make possible, we guarantee it. It must
give perfect satisfaction or the price paid for it will be refunded.

The woman who bakes for the family can give them a treat if she uses this
superfine flour. Ask for it at your dealer’s,

VALLEY CITY MILLING CO.
GRAND RAPIDS, MICHIGAN
“Millers for Sixty Years”

Ads like these are being run regularly and continuously in the principal papers throughout
Michigan. You will profit by carrying Lily White Flour in stock at all times, thereby being
placed in position to supply the demand we are helping to create for Lily White Flour.

 

 

 

 

 

 

 

 

 

 

 

 

  

  
  
 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

    
  
   
   
  
      
   
  
  

 

 

 

 

 

 

 

 

 

atau ect ait

 

 

i
i
:
'
i
:
:

 

 

August 11, 1920

MICHIGAN TRADESMAN

  

79

 

Theré aré hazards connected with
electric light wires as well whieh de-
niand considération. Insulation easily
becomes frayed perniitting the wire
io beconie éxposed. Draped over nails
driven into beanis and rafters as these
wires are in many store basements, it
is easy to see how absence of insula-
tion at the proper point to result in
contact with a nail results in the un-
expected and preventable fire. Now
ia the time to carefully inspect all ex-
posed wiring in your store to satisfy
yourself that conditions are not such
as to bring about that fire which you
do not éxpect, do not want and are
not prepared against.

Waste paper is
firés. There is far too general a
practice of throwing waste packing
paper, paper, pulp
board cartons, été., into a corner of
the basement, there to constitute a
constant hazard. If near your furnace
there is always danger of live coals or
sparks. If near exposed electric
wiring the stage séttings are exactly

another source of

excelsior, tissue

right for provender for the spark
emanating from friction of livé wire
and convenient nail. Matches also

have a painful habit of directing their
progress in the general direction of
piles of rubbish of this when
dropped from careless hand.

sort

In view of the ever present danger
of fires from such sources, it behooves
every merchant to see to it that both
he and his clerks are alert to the pos-
sibilities for evil. In these days of
high cost of paper most any mer-
chant can well afford to buy a small
waste paper baler which will do two
things—result first, in
salvage from otherwise destroyed pa-
per, making for at least a small added
revenue and, secondly, eradicate to
large degree the danger of fire from
this source.

considerable

These are but a few of the more
common hazards which are found in
a large number of retail stores. They
are a common cause of the prevent-
able fire. They should be eliminated
both for the sake of the business it-
self and because of the hazard creat-
ed for other property owners.

Just as merchants awaken to their
personal responsibility in these mat-
will fires become less and less
common and insurance costs will be
lowered.

ters

Reduced board rates due to de-
creased hazards coupled with the sav-
ings enjoyed from purchase of fire in-
surance on the mutual plan will en-
able any merchant to add appreciably
to his net profit from the year’s trad-
ing.

Will these common fire hazards en-
danger your store?—H. E. Credit in
Twin City Bulletin.

———
The World’s Largest Clock.

The largest clock in the world is in
Jersey City, New Jersey. It is known
as the Colgate clock. It weighs about
6 tons, the face is 38 feet in diameter
and has an area of 1,134 square feet.
The minutehand is nearly 20 feet long
and weighs about a third of a ton. It
travels at the tip between 23 and 24
inches each minute, or more than half
a mile a day. The weight that causes

the hands to revolve weighs about a
ton,

FROM THE FIRST.

Twenty-Five Original Subscribers of
the Tradesman:

Twenty-Five of the original sub-
scribers of the Michigan Tradesman
—that is, those who have taken every
issue since the first number in 1883—
are still on the subscription list, as
follows:

Charles H. Coy, A'cen.

Amberg & Murphy, Battle Creek.

J. L. Norris, Casnovia.

F. H. Bitely, Casnovia.

James H. Voller, Detroit.

E. S. Botsford, Dorr.

Richard D. McNaughton, Fruitport.

Wolbrink Bros., Ganges.

D. Gale, Grand Haven.

Belknap Wagon Co., Grand Rapids.

Frederick C. Beard, Grand Rapids.

William J. Clarke, Harbor Springs.

Walsh Drug Co., Holland.

Frank B. Watkins, Hopkins.

L. M. Wolf, Hudsonville.

Charles G. Phelps, Long Beach, Cal.

Rodenbaugh & Stevens, Mancelona.

Wisler & Co., Mancelona.

Thompson & Co., Newaygo.

Aaron Rogers, Ravenna.

M. V. Wilson, Sand Lake.

H. P. Nevins, Six Lakes.

Milo Bolender, Sparta.

O. P. DeWitt, St. Johns.

S. E. Wait & Sons, Traverse City.

Labor Union Co-Op. Closed.

Ore-
pet
Labor
state

Organized labor at Portland,
gon, admitted failure
scheme, the Central

Council “Finis”. f the

for its
when
for
store, a co-operative retail store op-

wrote

erated for the last year by and on
behalf of members of organized la-
bor.

the store trustees as
submitted to the labor council
showed that the store has been stead-
ily losing money at the rate of $14
a day since the first of the year, and
its financial condition is such now
as to warrant the closing up of the

A report of

business.

According to officials of the store,
the failure of organized labor to sup-
port its own store was given as the
cause for its financial distress.

When a chattel mortgage of $6,200
fell due, with no funds in sight with
the labor council
voted to close the store.

which to pay 1t,
a
Montgomery Ward Breaks Tradition.

Formerly mail-order houses did not
want local business, declaring they
had no facilities for handling it, but
now this tradition is upset by Mont-
gomery Ward and Company’s Kansas
City house, which is advertising for
local business. This branch not only
wants the business, but offers to de-
liver the goods right to the consumer’s
very door for a small cartage charge.
In a display advertisement appearing
in the Kansas City daily press the
local Montgomery Ward branch offers
sugar for 25 cents a pound—that was
recently, when sugar was a margin
that price—and the
consumer to come to the store in a
car and take his sugar with him up to
purchases of 100 pounds, and if he
had no car the concern said “we will
deliver it right to your home for a
small cartage charge.”

above advises

 

BUSINESS WANTS DEPARTMENT

Advertisements Inserted under this head for five cents a word the first

Insertion and four cents a word for each subsequent continuous
No charge less than 50 cents.

If set In capital fetters, double price.

display advertisements in this department, $3 per inch.

insertion.
Smaili
Payment with order

is required, as amounts are too small tc cpen accounts.

 

 

 

CASH REGISTER FOR SALE

Our No. 736-G National Cash Register. Prints
detail slip. Records number of sales and number
of customers.

Register was bought new for $275 from factory
ten months ago. Will furnish orig nalinvoice. Have
closed retail department and no further use for it.

Will sell cash or terms.

Soo Creamery & Produce Co, Soo, Michigan

 

BAKERY FOR SALE
Old established wholesale and retail. $150,000
annual business. Modern building. Finest equip-
ment. Profitable. To close estate offered for less
than replacement cost of machinery and equipment,
Long and favorable lease with option to purchase
building. About $25,000 gives you going business
of $3,000 weekly. P. A. EASTON, Co.,
National Bank Bldg.. Ann Arbor, Michigan.

 

For Sale—Furniture and _ eight-year
lease forty-room hotel in one of the best
thriving towns in Michigan. Good reason
for selling. Address No. 4, care Michi-
gan Tradesman. 4

For Sale—Old established business of

dry goods, furnishings, shoes and gro-
eceries. Will inventory about $10,000. Can
reduce stock. Loeated in good small

town about 50 miles from Grand Rapids,

 

surrounded by excellent farming com-
munity. Doing splendid business. Brick
building also for sale. Address No. 5,
care Michigan Tradesman. 5
For Sale—A bargain: or will trade for
National cost register. Automatie coffee
cabinet, four compartments, weighs

pound or half pound automatically; Na-
tional coffee mill, 28 in. wheel, good con-

dition; vegetable display rack, with
fruit display rack. Address

sprinkler;

W. H. Soule, Centreville, Mich. 6
For Sale—Grocery store and residence

combined on one of the principal streets

 

 

in Port Huron, overlooking St. Clair
river. Good paying business, worth look-
ine into. F. A. Williams, 2118 Military
St.. Port Eluron, Mich. S
ANTHONY, KANSAS The county
seat of Harper County, located in the
heart of a great farming country. 50
miles from Anthony to any larger city.
100 miles square, and Anthony the larg-
est city inside af this large and rich

farming country, figuring Anthony in the
center. This takes in part of North
Oklahoma and Southern Kansas. An-
thony has five railroads, large salt fac-
tory, large flourishing mill, five whole-
sale houses, new $100,000 high school, ten

miles paving. One of the cleanest and
prettiest little cities in the state. A real
home town. I have for sale two store

rooms and two residence properties. Well
located, all on paved streets. Will ex-
change for good stock of merchandise or
groceries. One building or all for ex-
change. J. S. Dillon, Anthony, Kansas.
11

 

For Sale—Stock of groceries, drugs and
crockery, one of the best chances in
South-western Michigan. <A live town,
surrounded by fine farms. This business
has been established forty years. Will
invoice around $9,000. Address No. 12,
eare Michigan Tradesman. 12

Wanted—Retail store, or any paying
business — Illinois, Indiana, Michigan,
Wisconsin or lowa. Give description. R.
Jones, 2326 VanBuren St., Chicago. 13

For Sale--Grocery and meat market in
Battle Creek, $45,000 business last year.
Up-to-date fixtures. Invoice about $45,-
000. Good reason for selling. Address
No. 14, eare Michigan Tradesman.

Salesmen Wanted—Manufacturer wants
representatives in every state to. sell
Dunoleum floor coverings at mill-to-mer-
chant prices. . Liberal commissions paid
weekly. Only those making territory reg-
ularly will be considered. Mention cities
and towns covered. J. C. Dunn & Co.,
Camden, New Jersey. ' os

Wanted — Registered pharmacist or
druggist. Steady position. Schrouders,
17 Monroe. 6

MIDLAND, MICHIGAN The best
gent’s furnishing, tailoring and cleaning
store in Michigan, doing a large business.
$3,500 will handle it. Lewis E. Easley,
Midland, Mich. 17

For Rent—90 ft. store building, cen-
trally located in one of the best business
blocks. Seegmiller Bros., Cadillac, oe

 

 

 

 

  

 

Pay spot cash for clothing and fur-
nishing goods stocks. L. Silberman, 106
I}. Hancock. Detroit. 566

For Sale—Chandler & Price 10x12
Gordon for $200. Im use every day, but
wish to install larger machine. Trades-
man Company.

Sale—$5,000. Located in
Montcalm County, Michigan. A good
money maker for someone. If interested,
write Avery Gaffield, Six Lakes, ich

Resort For

For Sale—Three shares Grand Rapids
Wholesale Grocery stock at a fair dis-
count. Out of business. Wm. Reed, 112
Michigan St., Grand Rapids, Mich. 1

For Sale—Complete stock of dry goods
and groceries. Store doing good busi-
ness. Best location in town of 700. Elec-
tric lights, factories, good schools and
churches. Address No. 2, care Michigan

>

Tradesman. 2
HELP AND POSITIONS FURNISHED
—in all manufacturing, business, and
professional lines. Properties bought and
sold on commission. American Business
Bxchange, Box 227, Benton Harbor,
Mich. 974

For Sale—Stock
dry goods and men’s
will inventory around $12,000; also store
building, 26x 85 feet, together with four
lots with barber shop which rents for
$52 per year, and ice house, 18 x 30 feet.
Price on buildings }$4,000 at inventory.
Will take in trade one-half in real estate,
balance cash. George E. Seaman, Bailey,
Mich. 975

If you are thinking of going in _ busi-
ness, selling out or making an exchange,
place an advertisement in our business
chances columns, as it will bring you in
touch with the man for whom you are
looking—THE BUSINESS MAN.

For Sale—Clean grocery stock and
good fixtures in a live town of 10,000
population. Doing about $60,000 business
this year. Stock will invoice about $6,000.

of groceries, shoes,
furnishings. Stock

Fixtures $1,600. In building 25x90. Can
buy or lease building. Two blocks from
nearest grocery. Address Carlson &
Butcher, 1435 Peck St., Muskegon
Heights, Mich. 976
HOTEL PROPERTY FOR SALE—
Rental from business rooms $55 _ per
month. Price, terms, business, etc.

right. No opposition. Address F. E.
Farr, Proprietor, Bronson, Mich. 978

ATTENTION MERCHANTS—When in
need of duplicating books, coupon books,
or counter pads, drop us a card. We
can supply either blank or printed.
Prices on application. Tradesman Com-
pany. Grand Rapids.

If you want to reduce or close out your
stock, write the “‘Big Four’’ auctioneers,
Fort Pierre, South Dakota. 994

CASH REGISTERS

REBUILT - REGISTER Co.
(Inc.)
122 North Washington Ave.,
Saginaw, Mich.
We buy sell and exchange repair and
rebuild all makes.
Parts and supplies

For Sale—One Black Diamond oven
number 60, in good condition. Cheap if
taken at once. Only reason for selling,
have installed larger oven. G. W. Todd
& Son, Ashley, Mich. 996

 

for all makes.

 

WANTED—A-1 Salesman for Illinois,

Iowa, Wisconsin, Ohio, Indiana, Michi-
gan. Advertised line, sold by drug and
hardware trade. Apply at once. PAR-
SONS CHEMICAL WORKS, Grand

Ledge, Mich.

997
Will pay cash for whole stores or part
stocks of merchandise. Louis Leyvinsohn,
Saginaw, Mich. 998

For Sale—Grocery and meat market,
centrally located in Grand Rapids. Sales
exceed $50,000 per year. Stock $3,500 to

$4,000, rent reasonable, with lease. Good
Reasor for Selling. Address No. 999,
care Michigan Tradesman. 999

Account death of my wife, will sell
cheap clean stock groceries, men’s fur-
nishings and _ notions, fixtures, store
building. Good living rooms up stairs.
Doing cash business past five years.
Money maker for man and

wife. W. H.

Storey, Wolverine, Mich.

 

BANISH THE RATS—Order a can of
Rat and Mouse Embalmer and get rid of
the pests in one night. Price $3. Trades-
man Company, Grand Rapids, Michigan.

Economic Coupon
Books

They save time and expense.
They prevent disputes.

They put credit transactions on
cash basis.

Free samples on application.

Tradesman Company
Grand Rapids, Mich.

 

 

 

  

 

80

 

 

MICHIGAN TRADESMAN

August 11, 1920

 

CRIMINAL CLOSED SHOP.

Recent strikes fomented and main-
tained by renal and unscrupulous
union labor leaders show very plainly
that the whole controversy, in fact the
real issue, is that of the open or closed
shop. The old controversies concern-
ing hours of work, wages, collective
bargaining, relations between employ-
ers and the unions, are subordinated
to the most fundamental fact of all—
that of the absolute irresponsible dic-
tatorship of a few men (usually of
foreign birth), who desire to run labor
in this country on the basis of the
class struggle of Continental Europe.
With the closed shop, they can dictate
conditions absolutely, and not from
the standpoint of the good of the pub-
lic in general, but from that of their
own selfish desires and interests. They
forget that the whole basis of Amer-
ican democracy is that of absolute
denial of class interests and the sub-
ordination of each to the good of all.
Their own view would seem to be,
that provided labor and capital, em-
ployer and employe, are in two mu-
tually
tweens’ can dominate. The labor

hostile groups, the go-be-
leaders and other walking delegates
then can act as these go-betweens,
and to their own power and profit.
Not only is their own attitude un-
American, but so also is the closed
shop. In addition, this same princi-
ple of the closed shop is essentially
undemocratic and opposed to the
whole course of human development.
It takes very little acquaintance with
recorded human history to. realize
that the progress of the world always
has been conditioned upon the over-
throw of the principle of the closed
shop in each and every walk of life.
Ancient history is the story of the
racial closed shop and the struggle
of mankind to overthrow it. The
Middle Ages
struggle, but under two more special
forms. First of all, there was the

witnessed the same

feudal system, with its restraints bas-
ed upon land holding and nobility of
blood.

sense and when the merchant guilds

It was a closed shop in every

began to break through the barriers
they fell into the same position. Their
attempt to establish the closed shop
as regarded their own interests broke
upon the rock of human differences
in mind, ability and endeavor, and
they went to the wall. Also the same
thing appeared in religion, and the
salvation

doctrine of exclusive

brought on the religious wars and
persecutions that lasted for centuries.
This doctrine was not peculiar to any
one church or creed, but was univer-
sally accepted until comparatively re-
cent times. Religious toleration and
freedom, the great contribution of
our early American history, forever,
we believe, broke the power of the
closed shop in religion. The closed
shop of feudalism first was broken
in Great Britain and the American
colonies, then in France, and the last
five years have seen the final blows
eliminate it
throughout the civilized world.

that probably will

During the past two centuries we
have seen the consummation of the
victory over the closed shop in gov-

 

ernment. The history of England,
from Magna Charta to the Parlia-
mentary Reform bill of 1911 and the
legislation of the last two years, have
been the story of the overthrow of
the closed shop in politics. Our own
American experience has been the
same. Few people stop to realize
that Hamilton believed in govern-
ment for the people; later Jefferson
extended it to government of the peo-
ple; but it only became government
by the people in the days of Andrew
Jackson, when manhood - suffrage
first became general throughout the
Union. That is to say, we enunciated
the ideal principles of equality before
the law and in all fields of opportun-
ity, but could only gradually realize
it after further years of a struggle
which is not yet entirely complete
to-day. Progress never comes easily
and by revolution, which at - best
merely clears the ground. It comes
only as the result of hard, gruelling
work and as the fruit of a process of
education and evolution.

Just in proportion as the principle
of the closed shop has prevailed in
any and every line of human en-
deavor, just in the same proportion
has there been decay, stagnation and
final destruction. If the labor leaders
succeed in forcing this principle on
this country they will attempt the
same thing elsewhere. It leads di-
rectly to the “dictatorship of the pro-
letariat,” and dictatorship never
meant democracy. It is time that
the people of the country at large
should understand clearly just what
is involved in the present struggle.

It is not one of hostility to the
unions or the right of the men to
organize. It is the question of the
independence, social and economic,
of the laboring man himself and, in
fact, of every individual in this nation
at large. Neither capital nor labor,
employer or employe, has the right
to dictate to the mass of the people
of the United States. It is necessary
to break the power of any special
class or interests, and thus we are
probably at as critical a point of de-
velopment as ever has been met and
passed in our history.

Also it should be noted that the
person who will suffer above all oth-
ers if the labor leaders win is the
individual laboring man himself. He
may seem to profit for a while, but
once recognize the principle of the
closed shop in any one field or walk
of life and it will inevitably come in
all. What is sauce for the goose is
sauce for the gander. In proportion
as this principle grows and is suc-
cessful will this country become un-
democratic, unfair in law and society
and un-American. Injustice is a two-
edged sword which always destroys
him who wields it.

ALAR An

Men who are dreamers sometimes
have visions that lead them to great
things, but not if they do their dream-
ing during business hours.
~-- >

The man who refuses to advertise
because his business is already profit-
able is willing to take a good many
chances with his future.

 

Se SEE pig Aa el cca ie rae esa

Review of the Produce Market.

Apple—Duchess and Red Astra-
chan command $1.25 per bu. The
crop is large in size and fine in qual-
ity.

Bananas—9%c per lb.

Beets—Home grown, 30c per doz.
bunches; bulk, $1.50 per bu.

Blackherries—$5 per crate of 16 qts.

Butter—Local jobbers hold extra
creamery at 52c and first at Sic.
Prints 2c per lb. additional. Jobbers
pay 35c for packing stock.

Cabbage—Home grown, 90c per bu.
and $2.25 per bbl.

Cantaloupes—Indiana stock is now
selling on the following basis:

peagtiards, @$6 000 $4.50
BOs, 045 09 4.00
Hiate) ee ee 2.00
ones thew 3.00

Carrots—30c per doz. for home
grown.

Cauliflower—$3.50 per doz. for Cal-
ifornia.

Celery—Home grown ranges from
40@50c per bunch.

Cocoanuts—$1.50 per doz. or $10
per sack of 100.

Cucumbers — Home
house, $1 per doz.

Currants—$3.50 per 16 qt. crate for
either red or white.

Eggs—Jobbers pay 46c f. 0. b. ship-
ping point for fresh candled, includ-
ing cases.

Egg Plant—$3 per crate of 24 to 36.

Gooseberries—$3 per 16 qt. crate.

Green Corn—22c per doz. for eith-
er Yellow Bantam or Evergreen.

grown hot

Green Onions—25c per doz. bunch-
es for home grown.

Green Peppers—25c per doz.

Lemons—Extra fancy Califor .s
sell as follows:

oo size, per Bow oc $5.50
oO sige, ocr bow 2 ke 5.50
Pay size, per pox (ok ee 5.00

Fancy Californias sell as follows:
S00 Size, per box 28 7 $5.00
270 site, bet box 2 4.75
AQ size, ber box 20 4.25

Green Peas—$3 per bu. for home
grown.

Lettuce—Home grown, $1.50 for
head and 85c for leaf.

Onions—Spanish, $2.75 per crate;
Illinois Yellow, 70 Ib. bags, $2.50;
California, 100 Ib. sacks, $3.50.

Oranges—Fancy California Valen-
cia now sell as follows:

0 ee $8.00
Ce 8.00
Nas 8.00
17 8.00
OD es 8.00
PAG 8.00
ee 7.50
rs UH ee a ar Cae a eee cle 7.00
ee as 6.75

-arsley—60c per doz. bunches.

Peaches—The market is well sup-
plied with Elbertas from Georgia,
which command $4.50 per bu. or
$4.25 per 6 basket crate.

Pickling Onions—$2.25 per box of
16 Ibs.

Pieplant—$1.50 per bu. for home
grown.

Pop Corn—$2.25 per bu. for ear:
shelled rice, 10c per Ib.

Potatoes—Home grown command

$1.50@1.75 per bu. Cobblers from
Virginia range around $6 per bbl.

Radishes—Outdoor grown, 20c per
doz. bunches.

Raspberries—$5.50 for red and $5
for black.

Spinach—$1.25 per bu.

String Beans—$2 per bu.

Tomatoes—Home grown hot house,
$1.10 per 7 Ib. basket; garden grown,
75c.

Water Melons—60@75c for Mis-
souri.

Wax Beans—$2 per bu.

Whortleberries—$4.50@5 per crate
of 16 qts. Very scarce and hard to
get. Extra fancy would easily bring
$5.

Our Saginaw Correspondent To Re-
move To Colorado.

Saginaw, Aug. 10—It is with a
great deal of regret that I pen the fol-
lowing farewell lines to you, but |
feel that it would be unfair and un-
grateful for me to leave Old Michigan
without showing in my feeble Way a
certain appreciation for the many acts
of kindness you have shown me and
the fraternity with which I have been
affliated, the. United Commercial
Travelers.

_ Personally, I feel the better man for
having met you. The reading of your
sound business ethics and fair deal
methods, your many wonderful ar-
ticles on Americanism, Geto, have
proved to be a good schooling for me.
as they will for anyone who will take
the time and be open minded enough
to ponder the pages of the Tradesman.

Your fearless attacks upon unfair
and unjust business methods of stock
fire insurance companies, mail order
houses and_ trading stamp manipu-
lators have won for you an enviable
reputation in the business world.

In my eighteen years service on the
road I have never left a place with as
much regret as I do in parting com-
pany with my Michigan friends and
business interests. However, failing
health is driving me West. There |
go, seeking a climate which I hope |
may find better adapted to my physi-
cal requirements. L. M. Steward.

Voices From the Upper Peninsula.

McDougall Mercantile Co., Munis-
ing, says: “We are pleased to renew.
The Tradesman is the one solid trade
journal that can be depended upon
to work for and protect the trade at
all times. It is a strictly up-to-date
paper and the very best we have ever
received on our desk. It keeps us
posted and we appreciate the good
work it is doing.”

J. L. Bradford, Ishpeming, says: “I
have taken the Tradesman for many
years and should feel lost without it.
There is much very valuable informa-
tion in it. Mr. Stowe has done and
is always doing much for the mer-
chants and the trade in general and
we should all show our appreciation
by taking his paper, which is worth
many times what it costs to any one
handling merchandise.”

Nelson House, Ishpeming, says:
The Tradesman is fine. The travel-
ing salesmen all like to read it and I
find there is much valuable informa-
tion in it. I think a first-class hotel
where traveling men stop is not com-
plete without the Michigan Trades-
man on its desk.”

———_+~-.___

The time you waste, the money you
waste, and the opportunities you
waste never come back. If you want
to succeed, apply to all these the old
adage, “Waste not, want not.”

“er

Saree ee

 

 

 

 

 

fp

m
‘

  
 
 
 
 
  
   
  
 
 
 
 
  
  
  
 
 
 
  
  
  
   

 

 

 

 

 

 

 

ed Crawn

Vienna Style Sausage
The Great Big Seller

The scientic cooks have

\ j never evolved a method
x of cookery that will pro-
\ j duce a sunerior article

\ La to Red Crown Vienna

) =e style sausage, which is

| conceded to be the very
best item of the kind on
the market, bar none.
Their excellent quality
has made us the world’s

   

 
 
   

 

5 TEES Le largest nackers of this
- we Mol oe particular product. This
b SAUSAGE! 7 3 delicious sausage of sa-
ier oe eal ee vory flavor is prepared
r AOE PACKING COMPANY sa from high-grade beef

 
   

CHICAGO. U siahi and pork, properly and
1S delicately seasoned, care-
é fully ground and = stuffed

 
   

in imported quality sheep
casings No by-products
offal, liver or cereal: (A
world-beater for repeat

enlec
Pi a.

And there are others
SOLD THROUGH WHOLESALE GROCERS

The Taste is the Test. The Brand in Big Demand

 

 

Acme Packing Company
CHICAGO, U.S.A.
Independent Packers of Pure Food Products

 

 

Piles Cured WITHOUT

 

 

the Knife

 

 

 

 

 

 

 

 

 

 

“ECLIPSE” STANDS

for

Berries, Fruits and Vegetables

 

These Stands are Steel Sectional Revolving Ball Bearing.

Occupy 60 inches floor space—save two-thirds the space now
used.

Manufactured by

The Wellston Manufacturing Co.

WELLSTON, OHIO, U. S. A.

 

 

 

 

 

 

The Largest Institution in the World
for the Treatment of Piles, Fistula
and all other diseases of the Rec-
tum (Except Cancer)

WE CURE PILES, FISTULAS and all other DISEASES of the
RECTUM (except cancer) by an original PAINLESS DISSOLVENT
METHOD of our own WITHOUT CHLOROFORM OR KNIFE
and with NO DANGER WHATEVER TO THE PATIENT. Our
treatment has been so successful that we have built up the LARGEST

PRACTICE IN THE WORLD in this line. Our treatment is NO

“EXPERIMENT but is the MOST SUCCESSFUL METHOD EVER

DISCOVERED FOR THE TREATMENT OF DISEASES OF
THE RECTUM. We have cured many cases where the knife failed
and many desperate. cases that had been given up to die. WE GUAR-
ANTEE A CURE IN EVERY CASE WE ACCEPT OR MAKE NO
CHARGE FOR OUR SERVICES. We have cured thousands and
thousands from all parts of the United States and Canada. We are
receiving letters every day from the grateful people whom we have
cured telling us how thankful they are for the wonderful relief. We
have printed a book explaining our treatment and containing several
hundred of these letters to show what those who have been cured
by us think of our treatment. We would like to have you write us
for this book as we know it will interest you and may be the means of
RELIEVING YOUR AFFLICTION also.

of many of your friends in this book.

You may find the names

We are not extensive advertisers as we depend almost wholly
upon the gratitude of the thousands whom we have cured for our
advertising. You may never see our ad again so you better write for
our book today before you lose our address.

DRS. BURLESON & BURLESON

RECTAL SPECIALISTS
150 East Fulton St.

GRAND RAPIDS, MICH.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

The Vinkemulder Company

Grand Rapids, M ich.

 

 

 

 

 

 

 

 

 

 

 

 

We are Headquarters

It does not matter how large or how small your transactions
with us may be, you will always receive benefits that are the
results of long experience, painstaking care and prompt
service. We buy and sell everything in Fruits and Produce
in car lots and less. Order from headquarters.

The oldest and best Produce firm serving the community