AYER DRRAS CLES MY RES BNR S02 le as SP) 2 07 eee x ‘ iy Eee OGG Sa Gian OY {\) . y {| ({ a 4 (fe yy . A ES $ hy = ee , ~ YG mY : ~ AI 2 No Zr : WA RY 4 a a NG ER \ id vs \ \ 2S ea ad PAS OZ LG es ee im “ : <5. va PUBLISHED WEEKLY | Seas : ZZ 7UTRADESMAN COMPANY, PUBLISHERS? CIWS. Sw : SORES 5 in a La ves POMONA SONG Cre QR PELE ARO EEN UD REL FS Thirty-Eighth Year GRAND RAPIDS, WEDNESDAY, NOVEMBER 10, 1920 Number 1938 iH] il : 7 The Real Millionaire er HI DIAIIDAIIADISIDIDAIDIAA IDI IS IIDI ISDS IISI IASI ISIS IS ISIS AI ASE AA AAA LRN I ALAR AA AA AAA ALA SAA ASA SARA AAA AAA AAA AAA AA AAG EE 7 Health is wealth, and good cheer is cash on hand. The real millionaire is the man who can smile and mean it. The most useful, the most successful men in this country have the happy faculty of smiling and then saying something cheerful. I do not mean the grin-smile—the smile that the lion wears when he has found a way of exit—the smile that is as grateful as a dissolving cake of ice. I mean the smile that looks like sunshine when sunshine breaks through the storm-clouds on a morning in May. A smile is the passport to prosperity. It promotes Sencar terete at age omen ast ees business and, incidentally, business is an important occupation. Besides the profits we find that follow a smile, there is a lot of satisfaction in living a pleasant life. PIP AIDAIAAA IIS IDIIIAD IIS AISI ISIIA IIIA SAIS IIIS SI SII ASIII SSAA AAA AA IIA LA AA SAID AAAS A SIA LN AA IA LIAL AAA A I AAA ASAI PSA AAAI IIS AIO a IO OOO a OOO OOO OO OOOO. a. FOO IK srt Bing, a f Franklin Golden Syrup combines flavor and wholesome richness in a cane A a “My (il We Create the Demand Shredded Wheat Biscuit During the last twenty years we have spent millions of dollars creating a demand for but much of the money spent in advertising is wasted unless we can be sure of the co-operation of our five hundred thousand distributors in all parts of the | NLT sugar syrup. | _ GOLDEN It sells quickly because it is of the same high quality as other Franklin Sugar. Products. The Franklin Sugar Refining Company PHILADELPHIA ‘*A Franklin Cane Sugar for every use’’ | Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup United States and Canada. A pure, clean, whole- some whole wheat product, combined with a fair- selling policy, have insured the co-operation of our distributors. Shredded Wheat is now the standard cereal food of the world, eaten in all countries and in all climes. * MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. FLEISCHMANN’S YEAST Helps Success It is tuning up.a lot of good fellows to concert pitch and making them stick. The Way to Take Yeasi Yeast has an _ appetizing, ‘ creamy taste. You eat from It seems to make you feel like one-nait to a whole cake 3 ‘ ‘ times a day before meals; a dash into the big breakers or take it crumbied in water, —a tide over the mountains bat fice, ome. 4 oI . east is not a drug or med- —and a brisk “rub-down” all © icine. it is a fod and a ‘ tonic, and as such should be in one. taken persistently for best results. Its the vitamine content, and the other beneficial things that Fleischmann’s Yeast contains, that does the trick. Tell your customers about it! THE FLEISCHMANN COMPANY The Machine you will eventually 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 value. M. V. Cheesman, State Distributor, 317 Houseman Bldg. Grand Rapids, Michigan 135 00 ALL MACHINES eo —— FULLY GUARANTEED fed Prawn INSTANT SERVICE CANNED MEATS The Line That SELLS and SATISFIES Sold by Wholesale RR «| Grocers COOHED | cel tUNCH TONGUES Exclusively ACME PACKING COMPANY, CHICAGO, U. S. A. pares aL RS co Bt = oes ee a eee ee aaa SN St meee we) IS a o 2 aye PSN he 4 ¥ 3 y e i>, Thirty-Eighth Year GRAND RAPIDS, WEDNESDAY, NOVEMBER 10, 192u Number 1938 MICHIGAN TRADESMAN (Unlike any other paper.) Frank, Free and Fearless for the Good That We Can Do. Each Issue Complete in Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY. Grand Rapids. E. A. STOWE, Editor. Subscription Price. Three dollars per year, if paid strictly in advance. Four dollars per year, if not paid in 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. GROCERS MUST CO-OPERATE If They Expect to Achieve Full Suc- cess.* It gives me pleasure to be with you this evening and to review the many problems that have affected our busi- ness since last we met. We have had many problems to deal with, some of which have been encouraging and some of which have been discourag- ing. Since we-last met retail business has been slandered, libelled, hounded, hammered, kicked, cuffed and cussed and rattled around until it almost sounded like the second-hand car that one of our good Irish members re- cently bought of a light and popular brand. After he -has used it a few days, he discovered that it was a cripple on wheels, instead of the pleasure vehicle he had expected. He was describing it to some of us, giv- ing its numerous ailments and we commented sympathetically. “She -rattles quite a bit when you drive her. “Rattles,;’ he exclaimed, “why, dammit, she sounds like a skeleton having a conjestive chill on a tin Toor, Seriously, gentlemen, out of this chaos of muddled legislative and reg- ulated conditions, retail business will emerge with greater honors and closer consumer ties than we could possibly have hoped for the last time we met here to discuss and analyze some of the conditions that were working our ruin. Constructive association work is the influence that is bringing about the new and more desirable condition; and let me say that your individual part in this great work is just what you find time to put into it; otherwise the amount you pay to your associa- tion in the way of dues to enable it to employ capable men to carry to a successful issue the needs of your business as a retailer, so if you get little out of your association it is quite evident that you put little in and it is my earnest hope that if you have not been as active in the past as you might have been that you make the resolve to-night that you, at least, will not be lax in your efforts to cor- rect some of the evils that are still at work, creating a feeling of mis- trust in the minds of those who are customers of yoursand also enjoy the favor of being your fathers, brothers, sisters, uncles, aunts, cousins, lodge friends and church and business as- *Paper read before the Grand Rapids Retail Grocers’ Association by John M. Bothwell, of Cadillac. sociates. It is as well your duty to these relations and friends to see that they are fairly dealt with by some of the powers that be, who in a busi- ness way do not come in contact with those who eventually buy their goods. 1 will endeavor to cite you a few of the problems that yet confront us that only retailers are interested in solving. Let us commence with the farmer who is, of necessity, one of the most important factors in the world work. Their organiations are so strong that they were permitted to profiteer as much as they pleased, but there was no penalty in the Lever law to touch them. Let us cite a concrete illustra- tion. In 1893 a woman brought ten pounds of butter to a little grocery store for which she got 50 cents. She also sold ten dozen eggs for 50 cents, giving her the whole sum of $1. For this she got five pounds of sugar, 25 cents; six pounds of beans, 25 cents; eight pounds of bulk oats 25 cents and two pounds of coffee, 25 cents. A few days -ago another woman brought in the same store ten pounds of butter for which she got $6, and ten dozen eggs, for which she got $4, a total of $10. She bought five pounds of sugar, 95 cents; six pounds of beans, 75 cents; 8 pounds of bulk oatmeal, 86 cents; two pounds of cof- fee, 90 cents; a total of $3.46. This left a difference of $6.54, which she received im cash. By this it will be seen that the price of butter and eggs had increased 1000 per cent., while the groceries on her list had increased only 33314 per cent. and while the producer is pulling down profits like the above with no Lever penalty, the retailer who finds it nec- essary to eat is struggling along on an income that has not materially in- creased. Farmers’ organizations are very active in their efforts to get some- thing for nothing, in Wexford coun- ty, where I live, there are a number of small towns as well as the beauti- ful city where I live, Cadillac, yet the city of Cadillac pays about 50 per cent. of the entire tax levy of the county and this does not take into account special taxes, yet the farmers are furnished a county agent and $1,000 was voted to the Farm Bureau and the grasshopper pest eradication is being handled by the supervisors How long are we to shoulder the burdens that do not belong to us, as well as suffer the penalties of legisla- tion? An article appearing the Mich- igan Potato Growers Exchange of Nov. 5 has the following to say: “Most of the associations are two distinct businesses in one. Not only do they handle farm produce, but they are retailing many kinds of mer- chandise. They handle the produce of their members and sell it through the Michigan Potato Growers Ex- change, which is the farmer’s selling organization, and last year the mem- bers received 66 cents per hundred weight more than did those who sold through dealers. This was a hand- some advance over the others and represented $700,000 to our member- ship.” This, gentlemen, only seems to show who was the cause of the high cost of living. It also illustrates the immense value of organization. Again, the co-operative store is with us and during the period of ad- vancing prices made some fairly good showings, but now the tables are turn- ing and to their disadvantage, as without financial backing from reg- ular financial institutions, wholesaler and manufacturers alike cannot ex- tend them any credit on declining prices. The result is the reported failure or near failure of such co-oper- ative concerns as the one established by employes of the Treasury Depart- ment at Washington with a deficit of $8,000. It opened about a year ago with 6200 stockholders and a capital of $31,000, provided by $5 subscrip- tions to its stock. Another with 14,- 000 stockholders, for the most part farmers in the Central States, with headquarters at Milwaukee, liabilities said to be $400,000. The Portland co-operative closed its doors recently only a little over a year old unable to meet an obligation of $6,200 and another at Paalo, Washington. The Pacific Co-operative League, Inc., of California, with a chain of stores has also gone the pace and is in the hands of a receiver and the Columbus Wholesale Grocery Company, a Creasey house at Columbus, Ohio. went 1..to the hands of a receiver and it is said that liabilities may be double the assets. Ss These serve to show that wisdom on tne part of the small retailer would prompt this tying up safely to his banker and his wholesale house who are following the best known meth od of distrinution—manufacturer to wholesaler, to retailer, to consumer. Side stepping may help for a time, but the pinch comes sooner or later. An other problem to handle is the pref- erence given chain stores by some manufacturers and jobbers. Chain stores usually have their head office in a large city and from this radiate out, bringing in to that one center all the profit they get from their various stores, thereby building up the home city with the contribution that must be taken if a town is to enjoy many of the pleasures and com forts, not provided for by taxation. yet it seems to be true that chain stores are favored by some of the discounts they receive and it is your duty as retailers to ferret out the manufacturer or jobber who is grant- ing them favors they do not grant you, as well as impoverishing your community to build up some other. It is my firm belief that if the condi tion were brought to the attention of the proper parties through the officers of your association that much of the difficulty would be overcome. I cannot leave you without a wo-d of warning on the credit end of your business. We are at a stage in re- adjustment conditions when many men are out of work. We are an optimistic people and I, therefore. hate to say anything of a pessimistic nature; but listen—one of the prom- inent manufacturers in this State, ic explaining to his employes the cause of resorting to shorter hours, made this statement: “You can see our warehouses here are nearly filled, the same condition exists in our ware- house in New York and alongside of our warehouses in New York, Ger- mans have a warehouse full of the same kind of goods that they are offering at half the price that we can sell for” If this is the condition, the readjustment period is not yet at an end and it is said one of our most prominent New York bankers made the statement that it would be three ‘ars before the adjustment is com- There are many many things that | would like to bring to your atten- tion, but I must hurry on Before closit g, let m give you a little illus- tration of how eliminate losses and make some profit: First, insist on your custome paying their bills promptly when due, and full, or no more goods. Second, push the sale of t x profit goods and only sell ; GP = BAD ADVISER. FARM BUREA ‘ 1 . wt some ot once remarked, Deliver in U us from our friends.’ Farmers who are so. unfortunate Farm Bureau can well erv ou anguish of despair, “Deliver us from the Farm Bureau Notwithstanding the fact that the * ’ 1 aad 6 1 + Farm Bureau has “queered” the { a growers liste! to he Bureau, they nme siren voice of t \ ' will have only themselves to » as they have in the past. Everything the Bureau touches withers in its grasp. The Bureau ad- vised the cherry growers not to make racts with the canners on the basis of 9 cents per pound, but to hold out for 10 cents. As a result, they received only 5 cents for half the crop. The other half rotted on the trees. The Farm Bureau advised the farmers to hold their wool crop for $1 per pound when they were of- fered 75 cents. Now they can get around 40 cents per pound. Every time the members of the Bureau per- mit that organization to influence them in the sale of their products they invariably find themselves poor- er in purse. le ae Bay City—The fifth of the eight mine planters to be made by the De- Foe Shipyards has been launched. The other three are expected to be com- pleted shortly. The concern received the contract for the boats from the water transport branch of the War Department durit g the war, but since the termination of hostilities the or iginal contract has been considerably, changed, MICHIGAN TRADESMAN November 10, 1920 2 What One Mercantile Association Accomplished. Lansing, Nov. 9—In my travels among our members I am frequently asked regarding the luncheons or noon-day meetings of merchants. I have discovered in quite a number of cities of Michigan the Chamber of Commerce has what they call their Merchants Bureau which holds meet- ings once a week with luncheon at noon. l am enclosing with this bulletin the report of H. L. Brown, Ir. Sec- rectary last year of the Merchants Bureau of the Lansing Chamber of Commerce. Mr. Brown’s report at the closing day of the year was so excellent in every way that the mem- bers desired to have it typewritten, so that each could have a copy. In doing this work for the Bureau we took advantage of the occasion and printed a copy of the report for each of our members. By way of explanation will say that the Lansing Merchants Bureau has the usual officers elected for one year with suitable committees. They meet at 12:15 sharp. The members are fined for tardiness or absence and the meeting closes promptly at 1:30. By noticing the special meetings they have held and the addresses they have had our members will be able to get something of an idea what these get- together meetings accomplish. Read the report over carefully and file for future reference. Jason E. Hammond. Manager Michigan Retail Dry Goods Association. Merchants Bureau Chamber of Com- merce. Membership, Oct. 21, 1919—52. Membership, Oct. 27, 1920—86. During the year two of our esteem- ed members have been called from our midst by death—Philip Joseph and Bailey M. Buck. Special Meetings Held During the Year. Oct. 23, 1919—Banquet to merchants of Mason, Grand Ledge and Diamon- dale. Dec. 1, 1919-—-Banquet to Lansing high school football team, State cham- pions. Jan. 28, 1920—‘“Get-to-gether” meet- ing and banquet to the farmers of this community. Aug. 5, 1920—Special out-of-doors meeting at Potter Park. Aug. 29, 1920—Special meeting with Scouts encamped at Duck Sept. 22, 1920—First dollar day din- ner, 100 merchants attending. speakers Who Addressed the Bureau. George M. Goodell on Fire Insur- nce. Georee H. Pratt on Our City Schools and the Special School Tax. Mayor Ferle, on The Local Gas Problem. City Attorney Rhoades, on The Lo cai Gas Problem. Homer Coppock, on The Local Gas Problem. H. H. Hardy, on Express, rates. regulations, etc. A.A. Piatt, on Fuel Shortage. Otto Ziegler, on Water and Electric Light Shortage. G. C. Crane, on Needs of Water and Electric Light Plants. j. F. Gaylor, on Bell System. E. T. Larson, on Income and Ex- cess Profits Tax, Rey. C. B. Hawkins, on Special Wel- fare Work... Prot, {. Gunson. M. A. CC. on Horticulture. Postmaster P. F. Gray on Cramped ind Over-taxed Working Conditions i1 the Local Post Office. Mrs. Dora Stockman, member of State Board of Agriculture. Ex-Governor Chase S. Osborne, on What Constitutes a Good Newspaper. Lee H. Bierce, Secretary Grand Rapids Association of Commerce, on The McNary Bill. Geo. L. Lusk, Secretary’ of Public Domain Dep’t., on Our Own State of Michigan. Telephone Chief of Police Seymour, on Traf- fic Regulations. Mayor B. A. Keyes, on City Af- fairs. Prof. W.. H. French, M. A. C., on Education and Agriculture. Lee M. Hutchins, of Grand Rapids, on “Aphorisms.” E. LeRoy Pellitier, on Advertising and Merchandising. L. H. Belknap, Chief Engineer of State Highway Department, on Good Roads in Michigan. J. A. Kennedy, chairman of State Industrial Accident Board. J. C. Toeller, of Battle Creek, on Battle Creek Community Club. Gave Its Aid in Such Problems As Promoted During the Year. Spring Window Night. Spring Dollar Day. Fall Window Night. Fall Dollar Day. Two Public School Garden Club Prize Contests. The Gas Problem. The Fuel Shortage. The Electric Light and Shortage. Better Postal Service and Working Conditions for Employes. Increase in Salary for Public School Teachers. Women’s Club House, (rebuilding). Michigan Northern Railway. Auto Parking Ordinance. The Merchants Bureau of the Chamber of Commerce is a live and growing institution. It is a valuable asset to the community and to every merchant doing business within its bounds. The Bureau was organized with the following objects in view: (1) To unite the retail merchants of the City of Lansing into a body for the protection and encouragement of its members in the legitimate opera- tion of their business; (2) The re- forming of trade abuses, wherever found; (3) The cultivation of a frater- nal feeling among local retail mer- chants; and (4) The development of a more intense civic spirit which shall be directed to the building of a better and lafger city. Its membership should include every wide-awake and progressive merchant in this city. H. L. Brown, Jr., Sec’y. —_—_<-~-__ Make the Most of Your Employes. Isn’t it true that your pay-roll, for just one year, amounts to as much as the value of your works? Power And isn’t it true that you give a great deal of attention to your ma- chinery and your raw material, and very little attention to making the most of your workers? Do you study your worker’s apti- tudes? Do you try to get each worker where he fits? Do you know as much about your individual workers as you do about your individual machines? Or do you leave the whole matter to the foremen, without giving them any instruction in the art of manage- ment? Have you ever thought about this fact—that it is possible to change your pay-roll from an expense to an asset? —_—_-~+~<___ A Thrift Definition. Laving aside a few dollars each weck does not necessarily make one a thrifty person. Thrift means so merely money—it means personal efficiency—it means foresight —-it means prudence —it means sane and legitimate self-con- trol—it means all that makes for character. It is as much removed from miserliness on the one hand as it is from extravagance on. the other. As we build the ideals of thrift, we build character. much more than Items From the Cloverland of Michi- gan. Sault Ste. Marie., Nov. 8—There is much rejoicing here at the reopen- ing of the new high school, which was closed for repairs ever since the fire early last spring. The high school is quite an asset to this city, with its elaborate auditorium and_ excellent swimming pool and gymnasium. The business men were also interested in the announcement of the high school re-opening, as the swimming pool is very popular with a large number of our business men who have been wait- ing for this opportunity to take a bath. Andary Bros. have purchased the entire stock of merchandise formerly owned by M. J. Bosbous, at 124 East Portage avenue. After disposing of the present stock, the new firm will open up with a full line of merchan- dise at the same location. Herbert C. Ryan, for the past year manager for the Hewitt Grain & Pro- vision Co., has tendered his resigna- tion. Mr. Ryan has not made known his plans for the future, but it is hoped by his many friends that he will re- main in the Soo, where he is well and favorably known. James Briskes, proprietor of the Virginia lunch room, in the W. B. Sprague building, on Ashmun street, has sold his fixtures and is retiring from the business. Herbert LL. Parsilie, one of our well-known attorneys, had a narrow escape last week, being overcome by gas while in the bath room at his home. He was rendered unconscious and his condition was serious for a time, but the best of medical care has brought Herb. back to health and he expects to be able to attend to his business affairs again this week. Wise is he who profits by experi- ence, but wiser is he who profits by the experience of others. Alex. Bush, the well-known mer- chant of Rosedale, was out of luck last week. While he was visiting his wife, who is in the hospital here, some person entered his store and relieved the cash register of about $35. Mr. 3ush is very anxious to know who would be guilty of such an offense in his neighborhood, as it has always been considered one of the safest in the country. The Erickson dray line, at Manis- tique, was sold last week to Elmer McClelland and Fred Baker, who took possession last Monday. Both will devote their entire time to the busi- ness. Elmer McClelland was for a number of years an employe of the old firm and Mr. Baker for the past fifteen years has been freight agent for the Manistique & Lake Superior Railway Co. They have a large circle of friends who wish them every suc- cess in this new venture. Before confiding your secrets to a friend, it is well to remember that your friend has a friend and your friend’s friend has a friend. Burt Kates, known as the Chippewa County Hay King, returned from Lansing last week, where he was con- sidering the proposition of handling the hay department of the Farm Bu- reau in the Southern part of the State. William G. Tapert. —_——_o—@—___ mee Peerless Fakirs Still Working Slyly. Notwithstanding the repeated ex- posure of the Peerless Talking Ma- chine Co. in the Tradesman, the legal end of the duo who claim to own the concern.is still working slyly to se- cure payment for machines for which orders were secured by false repre- sentations. Another victim has turn- ed up this week in the person of a Benzonia ,merchant, who writes the Tradesman as follows: 3enzonia, Nov. 3—Another victim. In accordance with your request in the Tradesman, I am sending you what dope I have on the Peerless machine and would be very grateful for your advice in the premises. I was informed, as were the others, that I did not have to put in a cent; that these machines would be deliver- ed free of charge and, if not sold, would be taken back, also without expense to me. Judson, The Dansville merchant writes a second time as follows: Dansville, Nov. 5—I am in receipt of your letter in regard to Peerless Talking Machine Co. I want to place the matter in the hands of an attorney and could you give me the address of Mr. Webber or the other member of the company; also any other matter that will help in bringing settlement with them? OC. Mt, Young, Mr. Young was informed that the services of a lawyer was superfluous; that all he need do—thanks to the ex- posures of the Tradesman—was to sit tight and await the appearance of the accomplice who will put in an appearance, hand back the note and reship the machines into some other state where there is no Tradesman to warn the merchants against the fraud. The following letter has been sent to the lawyer end of the fraudulent concern: Grand Rapids, Nov. 5—Don’t you think it is about time for you to de- sist from further attempts to under- take to enforce payment of the notes your representatives obtained under false pretenses? ‘ There is no element of fairness or good faith in your business methods and the sooner you pull your machines out of the State and return the notes obtained by fraud, the better it will be for you. : If you will give me the real names and addresses of your agents I will undertake to put them where the dogs won’t bite them if they can be brought under the jurisdiction of Michigan courts. _ No jury will ever award you a judgment on notes worded as your notes are worded and where the signa- ture is obtained by subterfuge and de- ception. A. Stowe. No reply has been received to the above letter up to the hour of going to press, which leads to the belief that Shaver intends to continue his pussy foot tactics to “stick” an oc- casional merchant who is too wise or too penurious to take and read a trade journal. —_>--—___—. Epitaphs. Here lies in peace Sylvester Stew. He learned to make His own home brew. Poor Ves was not Quite worthy praisin’. This rough-neck stuff Will show its raisin. Here lies Mr. Well Enough Alone, In life a most obedient son, Who proudly bore his family name. Always he could justly claim That his methods were the same, And that he had always done As his forbears since year 1, His creditors have reared this stone A greatful token of thanksgiving That there are no descendants living of Mr. Well Hnough Alone. —_>-~.___ A successful retail grocery merchant in an Indiana city of 10,000 makes it a point to feature a different article every day. One day he advertises that he is going to sell forty-five cases of sweet apple cider in No. 2% tins at so much per dozen. The next day it is a barrel of Queen olives at so much a quart; or a cask of dill pickles or so many cases of freshly put up mustard in tumblers; or so many hun- dred pounds of fancy full-cream cheese; or so many pails of pure sugar mint and wintergreen lozenges. He often sells the “specials” at small profit, knowing that nearly every cus- tomer will buy something else before leaving the store, November 10, 1920 MICHIGAN TRADESMAN 3 Keep Your Stock Nicely Balanced and Close to the Market The uncertainties of a presidential election always tend to slow up trade for a time, and this year was no exception. With the election over and bumper crops put away in storehouses all over the country we have now only to get down to business. From what we can see, the day of speculation in the commod- ity markets is past and from now on purchases will be made for immediate needs only. That means keeping mercantile stocks nice- ly balanced and close to the market, but not staying out of the mar- ket. No business man can hope to hold his own by quitting. These are uncertain times with rapidly changing conditions, and the suc- cessful men will be those who continue their business on a calm, con- servative basis, but keep on doing business. We have been instructing our salesmen for some time past to preach the doctrine of careful buying, prompt collections and prompt payments. We want to say to you frankly that the present mar- ket conditions demand that you keep your stock complete but do not over-buy—that you collect your bills, and Pay your accounts promptly. Some of the careless and heedless dealers will be found on the side-track when the readjustment period is over, but the good, keen, live, merchants who merchandise properly will come through this readjustment period with very satisfactory results. Let us all strive together to effect the greatest possible turnover with the smallest possible stock—to collect our accounts and pay our bills promptly so as to help one another. :. WoRDEN GROcER COMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers. MICHIGAN TRADESMAN November 10, 1920 = rate AK Cae r comme Aw Re L} aE Ve 4 y iy z SF Movement of Merchants. Bad Axe—The Bad Axe Grain Co. has increased its capital stock from $150,000 to $300,000. South Haven—Snobble & Williams, Inc., jeweler, has changed its name to Williams & Thorne, Inc. Detroit—The Pan American Coffee Co. has changed its name to the Cul- tured Coffee Co. of America. Grand Rapids—The Creston Fuel & Building Material Co. has decreased its capital stock from $15,000 to $8,- 000. Grand Furniture capital stock 000. Charlotte—E. I. Fast, furniture deal- er and undertaker, suffered a stroke Riverview increased its $30,000 to $100,- Rapids —- The Store has from of apoplexy Nov. 6 and subsequently died. Charlotte—-J. L. Reese has sold his grocery stock to Charles Thompson, who will continue the business at the location. The D. conducting a same Owosso- M. Christian Co. department store, has increased its capital stock from $100,- 000 to $200,000. Leota—George Begole has purchas- ed the general stock of E. R. M. Austin and will continue the business at the same location. Elsie—Mrs. Sowersby has closed Hotel Sowersby and will sell the furniture and furnishings at public auction about Nov. 15. Nashville—The plant of the Nash- ville Co-Operative Elevator Co. is earing completion and will open for business about Nov. 12. Delia Milis—H. P. stock and store building Stevens has sold his grocery to Mr. Carber, recently of Lansing, who has taken possession. Lake George—Daniel E. Bufford 1, stock to E. R. Mf. Austin, who recently sold his gen- as sold his general eral stock at Leota to George Begole. Lansinge—E. S. Richardson, of Ben- ton Harbor, has leased the Kerns Ho- tel William Kerns retiring from active hotel business covering a great many years. Allegan—Charles Gibson has sold his grocery stock to Fred Durand and Martin Akom, who will continue the ‘yusiness under the style of Akom & Durand. Cedar—J. B. Ward has sold his in- rest in the general merchandise stock of Ward & Culver to Frank M. Stefaniak, associated the past twenty years, fourteen of which he has been general manager. The business will be continued under the style of Stef- aniak & Culver. been firm for the who has with a a ea eR ree ere na Muskegon Heights — The First State Savings Bank of Muskegon Heights has commenced the erection of an addition to its bank building at an estimated cost of $15,000. Armada—The Armada Drug Co. has been incorporated with an au- thorized capital stock of $7,500, of which amount $6,000 has been sub- scribed and paid in in property. Detroit—The Ezra H. Jones Ware- house Co. has been incorporated with an authorized capital stock of $100,- 000, all of which has been subscribed and paid in, $500 in cash and $99,500 in property. Detroit—The Muchnick’s Grocery Specialty Co. has been incorporated with an authorized capital stock of $5,000, all of which has been sub- scribed and paid in, $800 in cash and $4,200 in property. Pontiac—The Oakland Oil & Gas Co. has been incorporated with an authorized capital stock of $25,000, of which amount $15,000 has been sub- scribed, $1,228.16 paid in in cash and $3,771.84 in property. Eaton Rapids—Henry and Charles Waddell formed a co- partnership and engaged in the gro- cery and meat Main They have purchased the Snyder grocery stock. Daggett—The Daggett Bu- reau organized to deal in farm products, machinery, etc., with an authorized capital stock of $16,- 000, of which amount $9,000 has been subscribed and $1,600 paid in in cash. Eaton Rapids—The Capron Tea Room has been taken over by Stephen Stone have business on street, Farm has been Harvey, who has installed a new gas range and other equipment and will conduct a restaurant and lunch room in connection with the other business. Lansing—The Downs Fruit Co. has been organized to conduct a whole- sale business in fruits, produce, bev- erages, etc., with an authorized cap- ital stock of $10,000, all of which has been subscribed and $1,000 paid in in cash. Pinckney—The Teeple Hardware Co., who recently lost its stock and store building by fire, has resumed business. Monks Bros. have also re- sumed their grocery and meat busi- A part of their stock was saved from the fire. ness. Co- been in- corporated to deal in groceries, pro- visions, meats, etc., with an author- ized capital stock of $6,000, $3,000 of which has been subscribed and $1,000 paid in-in cash. Perronville Association Perronville—The Operative has Albion—In place of the Michigan Central Railroad’s freight depot, which recently burned, -it is stated that the railroad company has made plans for the erettion of a brick and concrete warehouse, which is expected to cost in excess of $50,000. Bay City—The Bay City Cash Dry Goods Co. has merged its business into a stock company under the same style, with an authorized capital stock of $30,000 common and $30,000 pre- ferred, all of which has been sub- scribed and paid in in property. Perrinton—Beckwith, Harden & Morrow, Inc., has been incorporated to deal in automobiles, trucks, trac- tors and farm machinery, with an au- thorized capital stock of $25,000, all of which has been subscribed and paid in, $500 in cash and $24,500 in prop- erty. Gaylord—R. P. Groesbeck, cigar and Tobacco dealer, was shot in the elbow when a gun was accidentally discharged while he and two com- panions were returning from a hunt- ing trip. He was taken to a hospital in Grayling and will probably lose his arm. Pontiac—The Pontiac Commercial & Savings Bank has authorized the construction of two branches, each to be two stories high and to cost $55- 000. The lower floors are to be used for banking business and the upper floors rented for offices. The struc- tures are to be completed by May 1. Manufacturing Matters. Flint—The Imperial Wheel Co. has increased its capital stock from $300,- 000 to $1,000,000. Otsego—The Angle Steel Stool Co. has increased its capital stock from $25,000 to $50,000. Niles—The Michigan Wire Goods Co. has increased its capital stock from $30,000 to $75,000. Hudson—The Hardie Manufactur- ing Co. has increased its capital stock from $200,000 to $500,000. Holland—The Cappon & Bertsch Leather Co. has increased its capital stock from $1,500,000 to $2,500,000. Alma—The Alma Foundry & Manu- facturing Co. has been incorporated with an authorized capital stock of $50,000. Detroit—The Miracle Manufactur- ing Co., manufacturer of chemicals, has increased its capital stock from $10,000 to $20,000. Kalamazoo—The Dearborn Equip- ment Co., garage equipment, has increased its capital stock from $100,000 to $200,000. Muskegon—The Occidental Can- dy Co, has been incorporated with an authorized capital stock of $11,000, all of which has been subscribed and paid in in property. Detroit—The Jeffrey Food Products Co. has been incorporated with an authorized capital stock of $20,000, $15,000 of which has been subscribed and paid in in property. Detroit—The Premier Drill & Tool Co. has been incorporated with an au- thorized capital stock of $50,000, $25,- 000 of which has been subscribed and $20,000 paid in in property. Detroit—The Northrop Lock Ca. has been incorporated with an author- ized capital stock of $200,000, of which amount $102,750 has been sub- scribed, $407 paid in in cash and $100,- 010 in property. Saginaw—The Security Trust Co. of Detroit has been appointed receiver for the Saginaw Cabinet Co. at the re- manufacturer of quest of its officers. They report li- abilities of nearly $300,000 with as- sets of only $25,000. Detroit—The Chain Battery System has opened an office and shop at Elizabeth and John R. streets, in charge of M. L. Long. The concern was organized some time ago and operates several establishments in the State. Owosso—The Owosso Baking Co. has purchased the plant of the Horn- kohl Baking Co. at Manistee and will continue the business under the man- agement of the general manager here, where the business offices of the plants will be located. Alma—The Acme Beet Harvester Co. has been incorporated to manu- facture and sell sugar beet imple- ments, etc., with an authorized cap- ital stock of $25,000, of which amount $14,700 has been subscribed and $14,- 500 paid in in property. Detroit—The C. & D. Manufactur- ing Co. has been incorporated to deal in washing machines, wringers, etc., with authorized capital stock of $50,- 000, $35,000 of which has been sub- scribed and paid in, $15,500 in cash and $20,000 in property. Maple Rapids—The Zenith Cab Works has been incorporated to manufacture and sell automobile and truck bodies, cabs, etc., with an au- thorized capital stock of $15,000, all of which has been subscribed, $1,006 paid in in cash and $4,500 in property. Pontiac—The Brisco Devices Co. has merged its business into a stock company under the same style, with an authorized capital stock of $200,- 000 common and $100,000 preferred, of which amount $200,000 has been subscribed and paid in, $2,450 in cash and $197,550 in property. Ann Arbor—The American Broach & Machine Co. has just awarded the contract for the construction of a one-story plant addition. The build- ing will be 50 by 120 feet and will be used for machine assembly. Con- struction work was started this week. The addition will be of the same ar- chitectural design as the present plant. Kalamazoo—Extensive repairs and improvements are to be made on the buildings of the Monarch Paper Com- pany plant. Concrete floors in place of wood, steel trusses to replace wooden, elevation of the roof, concrete loading platforms and the installation of new machinery are included in the plans. New 2,000 horsepower washers and boilers are being installed. Hudson—In connection with the re- cent decision of the Hardie Manufac- turing Co. to increase its capital stock by the issuance of 10,000 shares of par value $10 each, President H. H. Hardie in a letter to stockholders says: “The company is in fine shape, with over $400,000 worth of unfilled orders on the books, the profit on which will more than pay the usual dividend on all stock outstanding, in- cluding this new issue: We call your attention to the fact that by increas- ing our capital $100,000 we are allowed an exemption of $8,000 on our profit tax, so that we will only be required to earn $2,000 more in order to con- tinue to pay the usual 10 per cent. dividend on the increased capitaliza- tion.” November 10, 1920 : ’ ’ ‘ \ tite, re ' —~ Ry af Essential Features of the Grocery Staples. The country now can settle down to business. Preparations for the an- nual elections in the United States are always unsettling to an extent. Campaigning draws _ interest away from other activities of life. This is true more especially in state elections than local affairs, and it is particular- ly true of the quadriennial National election. ; Whichever way the retail grocer voted and whatever may have been his choice the matter is settled and now business can go on as before. The next big events in the grocer’s business life are Thanksgiving and the Christmas holidays. Buying prep- aration for the two is somewhat simi- lar in the grocery and allied lines. People eat about the same things for the two sets of holidays. Undoubted- ly the merchant has prepared already pretty well for Thanksgiving and what stock he does not sell can be disposed of by Christmas. The question is whether he has looked far enough ahead to get his orders lined up for Christmas. A heartening thing is that candies have declined. This decline between Oct. 15 and Nov. 1 has been 4@6c per pound on various lines. However, it is believed from talk with the manu- facturers that there is to be no fur- ther decline soon, as the manufactur- ers are making about what stocks have been ordered, based on adjust- ments as to raw materials and labor. There is little future buying being prepared for by the candy makers, So those who have not bought are expected to be handicapped, perhaps. The drop in chocolate and cocoa re- ferred to in the decline column has been expected for some time. Merchants are being urged again to get down to business principles and not to resort to or continue to prac- tice cancellations that are not author- ized, and similar usages which have bothered both wholesalers and the retailers themselves. Business has be- come somewhat settled with the declaration of new goods prices and adjustments of old prices on the new bases. Sugar—In spite of the effort in Cuba to support the raw sugar market, the situation is still dull, unsettled and weak. Refiners are not buying very much. Sales of raws were made dur- ing the week, duty paid in New York, in a large way, at 6%c. The situation as to new Cuban crop is very much complicated and nobody is guessing very much about it as yet. As to re- fined, the demand has been dull, though some of the refiners claim to be behind in deliveries. There is but little second hand sugar about now resales of and the market is somewhat steadier on that account. The price of granu- lated in Grand Rapids is now 11%c. There are no signs as yet of the fac- tors which some people thought were going to cary sugar several points higher. Tea—While in some quarters there continues to be a rather optimistic feeling over the outlook any improve- ment which may take place will be gradual owing to the money situation and to the fact that the trade hand- ling teas has lost heavily in coffee and sugar, and it is believed that buying power at the present time is limited. Coffee—The market has shown con- siderable strength during the week very speaking mainly of Rio and Santos grades, although it is questionable whether this will hold. On account of firmer conditions in Brazil the mar- ket on Rio grades advanced about lc during the week and on Santos about Mec. It has developed, however, that Brazil coffee handlers are in a bad way, due to the tremendous collapse of the coffee market, most of which happened in the last few months. There are a number of movements un- der way down there to protect the market until it can adjust itself, but none of these have been put into op- eration as yet. Late in the week the market lost some of the advance which it had made, though it still re- mains a little higher than a week ago. Milds, generally speaking, show an advance of about %c for the week, this being mostly in sympathy Brazils. with Canned Fruits—Nothing big in the way of trading has occurred in any line during the past week. In fact the market shows pronounced apathy on the part of the buyer except for small spot stocks. Too many fresh fruits and too high prices on canned fruits at retail combine to cur- tail the passing demand. Coast buying is occurring. Old packs from California are nominal. Ha- walian pineapple is easier in tone and not so active as a few weeks ago. This is due to heavier supplies and con- servativism in buying. Apples are selling in a small way also. Some fruit is being picked up here and there to average down cost of early purchases and to enable the buyer to price his goods where they can be moved. As in other fruits, the de- mand lacks force and is disappoint- ing, Canned Vegetables—Tomato buying at factory points is light as the spot market affords desirable grades which are available for immediate delivery and they can be inspected and pur- chased in various sized lots. Outside of California tomatoes sold on early Little or no MICHIGAN TRADESMAN contracts, there is nothing new in the Coast pack, tavor of which is neglected in Southern Corn, ac £ yods, cording to some factors, -has also 85c for Southern Maine style standards, f. o. b. factory. reached bottom at While not at pre-war prices, present values are near that point when in- creased costs of production are con sidered. Both Western and Southern all week but the was limited. ruled steady but not active. were urged to sale buying demand Peas Southern packs sold from $1 up at the factory, depending upon the grade. Western fancy are firm and sparingly offered but other grades are dull. Southern pumpkin is scarce. The New Jersey pack has been light this season, some factories turning cut no No. 10s. This size from Jersey is quoted at $4, while Southern is held at $2 and No. 3s at $1. There is very little local demand for sweet potatoes as this is not much of a market for that vegetable. It is quoted at $1.50 for No. 3s. Canned Fish—The market in all fish is more or Salmon shows weakness in chums, pinks and medium red, and while red Alaska might be called steady it shows weak less of a blank. ness to some extent. and Off grades, tips tails are offered at concessions, while buyers have tried to get the fancy packs at the range quoted on the lower quality stocks. Coast pack ers are holding their goods at firm figures hoping for a broadening in the domestic and fercign demand in the near future. All of the other grades are pressed to sale, but the orders are only for a few cases at a time and then the buyer haggles for conces- sions. Maine sardines are in a hand- to-mouth way, the situation favoring the buyer. Weak been entirely eliminated and still sell holders have not for discounts. California olive oil has shown a narrow buying enquiry but other Im- ported sardines are to be had at con- types were slow sellers. cessions and a wide range in values The limited. Tuna fish is unsettled in tone and in exists. movement is light spot demand. Dried The ket is colorless. It is a market where Fruits dried fruit mar- operators prefer not to go into de- tails as to trading conditions, prefer ring to describe the situation as weak and characterless and devoid of spec ial feature. Raisins, foreign and do- mestic, are controlling other fruits at present, and show a healthy move- ment in channels as Dried black grapes also rule firm, as high as normal trade well as for beverage making. 2o92c, Coast. Currants are steady the firmer and im tair market at since at full prices. The developments more local activity in 30-40s old crop while primary points is spot demand, packers refuse to sell except still showed Prunes are sick. week’s Oregons, which being bought back by Coast the shortage in those sizes this sea- son. Reduced are interests because of deliveries of large prunes is assured, according to all ad- vices from the Northwest. While the demand for this particular heavier, prices have not advanced ma- terially. Old crop California remains weak, while new pack are moving in a small way. line is New crop can easily be bought at discounts under opening \s the tled, it is natura prices narket is very unset- | that all buyers should follow the hand-to-mouth policy in merchandising \pricots sold in a moderate way all week, with no big outlet through any one channel. Peeled peaches are in nominal demand i ‘ oe : is Ti icted buying is b practised. 1 Pears e still at standstill Cor Syn \ mode: outle } ' ‘ h ' i t bl > a dD! I t de 1 ae be clines which aff« rds a moderate clear- i ; “ aAiice Of stac witnout further con- ¢ sions 1 \ ilues Te PP - ar +9) h 1 -— ILICE OUVErsS are taking I id Tore treely to show more e spot market, leading to a feeling of firmness in the domestic stocks. Ad- vices from the South show a more active market there also Nuts—While it is not | i to w derstand the eas the lack of buying interest n the part « all dis tributors, tl ri pla ition 1S Ot caus Ine any satisfactio small lot o1 ders, larger, however, than a few weeks pl | re regularly d to buy ahead ivs vil rer USE. iN] t outiet 1s expected until jobb ila ¢ Une ceneral pe licy ( reé ted uVINg Solicitors offering either foreign or domestic nuts are not able to place business. The usual November prices \ll nuts exhibit this same tendency. Cheese—-The market is very and prices are about Ic per lower than they were a weck ago. The { . } cheese market is very dul 1 c 41 than ample supply for the present de mand. We look for a further decline in the cheese market. } 1 : “ety nwt 1 : Provisions—The market on lard is somewhat easier, local packers selling their products at prices ranging about lc per pound under quotations of a week ago. There is a light supply and a fair The market on remains steady demand. lard substitutes and quotations are 4c lower than previous quotations. There is a good supply and a fair demand. The market on smoked meats is somewhat easier, quotations having declined from 1 to 2c per pound over last week’s quota- tions. The demand is somewhat light The market on barreled pork is steady and and there- is an ample supply. unchanged. The market on dried beef is about le per pound lower, with an adequate supply to meet the Che meats is steady and unchanged. Salt present t demand. market on canned l'-ish— Mackerel is comparative- ly quiet, with the exception of new Irish and Norway fish, which show some activity and are inclined to be firm. Buyers are buying mostly from hand to mouth. Prices for the week are unchanged. >>. __ Look over the “Salesman Wanted” advertisements and you will find most that Get all the experience you of them stipulate experience is required. can as fast as you can. ——_+-+.___ If you are afraid of certain. types of customers, it is probably because you lack faith in your goods or con- fidence in yourself. 6 THE PROCESS OF DEFLATION. As the weeks go by, evidences ac- cumulate of the deflation now in progress, as well as of the attempts to confine the process to orderly methods so as to avoid the disagree- able results which would otherwise follow. The first thing requisite is to keep business moving by inducing consumers to buy at the retail coun- ters. Unless this is brought about, everything else is useless. Manufac- turers in various lines have been cut- ting down their prices, in some in- stances very close to the cost of pro- duction, in the hope of stimulating trade. in the case of carpets and rugs, the principal factor has an- nounced an auction sale of several million dollars’ worth for the present week so as to ascertain what prices buyers are willing to pay in fair and open competition. This, following so soon after the fixing of opening prices, is taken to indicate a purpose to dis- pose of the goods on what terms they will bring and to make a basis of prices which will mean something. In the big citics of the Middle West job- bers continue to offer their stocks at cut rates to retailers so as to enable the latter to do business at special sales. justly or unjustly, both manufac- turers and jobbers are blaming the retailers for not speedily accommo- dating themselves to the new and re- duced price levels. But many of the retailers are holding stocks bought at high prices, which they were induced to buy because of representations made to them by manufacturers at the time of purchase, among them being that there would be a scarcity of goods and that prices would be still further advanced. And it is true that quite a number of manufacturers be- lieved in what they were saying be- cause they, in turn, had been misled by the orders placed by speculators who were withdrawing goods from the market and thus creating an arti- ficial scarcity, with the resultant kiting When the withdrawal of consumer buying came, and with it a of prices. restriction of credit, the speculative contingent came to grief and_ sur- MICHIGAN TRADESMAN plus stocks began to appear. Exten- sive cancellation of orders followed the resultant break in prices and helped further to unsettle values. But the retailers who had bought at the peak and who were unwilling or un- able to dodge their contract obliga- tions have been hard hit and have been trying to come out with as little loss as possible. Some made the mis- take of adopting the policy of trying to dispose of their stocks at the old levels before giving customers the benefits of any reductions which re- placement costs would show. This simply had the effect of irritating cus- tomers and of confirming them in their resolution to refrain from buy- ing until prices were what they con- sidered reasonable. To change this state of mind is the great problem before merchants. A disquieting feature about the de- flation process is the crop failures which it is bringing in its wake, to where creditors have agreed to help concerns say nothing of the cases tide over their financial difficulties. In one aspect these features are the in- evitable sequence of a period of sharp price recessions. In another and truer one they are the results of a lack of forethought. manufacturers long ago foresaw that Prudent merchants and a break had to come in the constantly mounting prices, and they prepared for it by putting aside reserves and exercising caution in their buying. Those who did this or who, at the first signs of the price drops, disposed of stocks for what they would bring and started liquidating their indebted- ness, are in a favorable position to go ahead. The heedless ones are having some hard sledding, as the records of failures are beginning to show. Last month 923 failures, involving nearly $39,000,000 of liabilities, were report- ed. In October of 1919 there were only 463 failures, with liabilities of less than $7,000,000. This last was nearly the lowest on record. The number last month was the largest of any month since March, 1918, and the liabilities heaviest of any month since April, 1915. An especial feature was the number of large concerns which failed. In fifty-four of the cases the aggregate of liabilities was $25,568,- 167, or nearly 66 per cent. of the total indebtedness. Among the manufac- turers who failed, the largest number were clothing and millinery, lumber, milling and baking and hats and gloves, in the order named. Among traders, grocery and meat dealers led the list, followed by clothing and fur- nishings, general stores, hotels and restaurants, dry goods and carpets, hats and gloves, chemicals and drugs, and shoes and rubbers. How far this squeezing-out process will continue will not be apparent until after the turn of the year. WOOL AND WOOLEN FABRICS. While there have been recently some dealings in domestic wool, there has been no general movement in it. What buyers are willing to offer hold- ers are not satisfied to take, and there is no urgency on the part of the mills which are just now not bothered with many orders. In September the en- tire consumption of wool in these mills, as reported, was only about 33,- 800,000 -pounds, equivalent, which is the smallest yet consumed in any month this year and about 23,000,- 000 pounds less than was used in Sep- It should be noied, however, -that nine concerns grease tember of last year. failed to make a report for September, 1920, 7 SPY Ss NSE asa | q Gg 4 ; ch November 10, 1920 silk stocking she may always have it redyed without injury to the fabric. He follows this up with further sell- ing talk about the mending of runs, the weaving in of new feet and up- pers, thus prolonging the life of stockings. By the time the shoes are fitted he has to escort her to the stocking counter, and hand her shoes to the saleswoman in charge to be matched. No wonder one young wo- man can handle such a volume of sales, But the benefits of this proposition are by no means confined to the re- tailer, for manufacturers will be equal- ly alive to a proposition that will so largely increase the sales of colored shoes. ——_+--2—___ Stimulating the Shoe Business Dur- ing Dull Periods. There is no_ use arguing the fact that the retail shoe trade has suffered considerably for many months. Along about the middle of summer it oc- curred to me that perhaps we might have a duller period during August than ever before. So I figured that the way to meet this situation was to plan considerably in advance and do some sort of an unusual stunt which might help us to maintain the totals to which we have been accustomed these many years. I figured that the way to do this was to do some un- usual advertising and also to increase our advertising appropriation to such an extent that it might not only thoroughly cover our local situation, but also might reach out into the neighboring towns and thereby at- tract trade. Accordingly, I immedi- ately raised our original appropria- tion of advertising of 2 per cent. to 4 per cent., figuring that by spending this additional money on advertising, we might be ablé to cut our selling expenses by reason of the greater volume of business which might be attracted by our additional advertis- ing. Now that the campaign is his- tory, we are highly elated with the results. Advertising performed the trick. We had a wonderful time during the month of August. Our business in dollars and cents was actually $8,000 more during the month of August than any month in the history of our store! That means not only the Au- gusts, but also the other months. We opened our advertising cam- paign during the last week in July by MICHIGAN TRADESMAN running a double page spread in our local newspapers. We followed this up with small folders sent out by mail to the local trade. In our local newspapers -we also had follow-up ads on a smaller scale, continuing throughout the greater part of the month. We found upon investigation that there were 14,000 automobile owners within a radius of 40 miles of our store. By consulting the records at the State House, we secured a list of auto owners. We checked this list against that of the postoffices of the various towns. It was towards the automobile owners that a big part of our campaign was directed, so we advertised in eight newspapers out- side of our own city and at the same time sent out to the automobile own- ers 14,000 reprints of our double page spread which had appeared in the lo- cal newspapers. We followed this up by sending out a small folder a few days later. We were really astonished by the response we received from this ad- vertising stunt. Not only were we able to thoroughly liquidate our stock, but we secured hundreds of new cus- tomers had never been in our store before. The fact that we had been able to run who our sales so very much higher than we had ever done before was most satisfactory in itself, and we feel that by this time we are better known in our territory than ever before, and as a result of this advertising effort we will continue to reap a benefit from same for a long time to come, that is, as long as we treat our customers right. Carefully compiled figures which I have in my possession show that we were able to cut our selling expenses 3 and 3-10 per cent., including our ex- tra help, which is 2 per cent. less than we have ever been able to sell at be- fore. Forty per cent. of the total re- ceipts of this sale were from checks drawn on banks in 32 towns outside of our own city, Atlantic, Iowa. You can judge by this the acquaintances that we have made in surrounding territories, and this is sure to stand us in good stead, of course. So, anybody who attempts to tell me that advertising does not pay is sure to hands. have an argument on_ his One way to advertis- ing pay is to couple it up with com- mon sense, and to do things that are unusual and timely. If the mail or- make other shoe. antee.” GRAND RAPIDS Long years of experience makes it possible for us to say that the Rouge Rex work shoe will wear better and longer than any Why? Because they are tanned by a special process which makes them as near perfect as a shoe is possible to be made. These shoes are the only shoes sold under the “More Mileage Guar- HIRTH-KRAUSE Manufacturers and Tanners of the Rouge Rex Shoes MICHIGAN der houses can do such a wonderful business without any salesmen on the road and by relying solely upon ad- vertising, there is no reason in the world why the shoe retailer cannot increase his business considerably if he follows along the’same lines. If business is poor it only means that the retailer must work a little harder, put on a little extra steam and use a little of the gray matter which he has inherited. July and August, as well as January and February offer idea opportunities for any retailer to call on his ingenuity and if he backs up a well laid plan with good played in well selected copy dis- mediums ] am positive that it will bring results. It has done it for us and there is no reason why it will not do it for any- Frank N. Nebe. A Sold For a Song! Wabash, Ind., Nov. 8—Here is a good one being told about a shoe re- tailer. Two eight-year-old girls this week walked into the dealer’s store, which had advertised that it was go- ing out of business within the next sixty days. They approached a clerk body else. 11 and announced that they wished to sing. The clerk was busy, so he sug- gested that they go into the manager’s office and sing to him. The children entered the office and told O. L. Winegerter, manager, that they wished to sing for him. He gave them permission. After sevaral se- lections, he asked why they were sing- ing. Both youngsters said they wished a pair of shoes, holding up a news- paper advertisement, which read: “These shoes will go for a song.” Keach received a pair of shoes. And yet some say the retailers do not be- lieve in “Truth in Advertising.” One Hundred Dollars Reward The above reward will be pald for information leading to the arrest and conviction of the parties who stole my Buick auto from the residence of C. C. Hawes, North Main St., Ishpeming, Mich., on the evening of Sunday, Oct. 24. The car was a 5 passenger touring car, 1921 Model, Michigan License, No. 409733; factory number, No. 699851; engine number, No. 714492. Had no rim or spare tire on the back of car. Only one iron band on which the rim is fastened. Had spot-light, with reel attachment, and two auto robes. Speedometer registered 1548 miles when stolen. Wire Cloveriland Auto Co., Marquette, Mich., or Chief cf Police, Ishpeming, Mich. RICHARD QUAYLE, Gwinn, Mich, Comfort Shoes HIGH IN QUALITY LONG ON SERVICE AND REAL LOW IN PRICE 2536—Wos. Dong. Comfort Bal., Plain Toe, McKay Rubber Heel, 3-7 EE ________ $3.50 2537—Wos. Dong. Comfort Bal., Stock Tip, Mciiay Robber Heel, 3-7 EE __.___.. $3.50 THE TWO BEST BETS IN OUR COMFORT LINE AT PRICES THAT MAKE THEM BY FAR THE GREATEST VALUES ON THE MARKET. DON’T LOSE ANY TIME ORDERING THESE SHOES OR YOU’LL REGRET IT. RINDGE, KALMBACH, LOGIE CO. 10 to 22 lonia Ave. N. W. GRAND RAPIDS, MICHIGAN 12 MICHIGAN TRADESMAN November 10, 1920 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED “ =< = a “FINANCIA ‘ OPpa Ssapbeeee (tryed COMET q({eet es Why Gold Producers Want a Bonus. United States was forced to with- Louis T. McFadden, chairman of draw from the already depleted re- the. House Committee on Banking serves of foreign countries their pur- and Currency, has replied to. the chasing power in our markets would American Bankers’ Association criti- be lessened? A still further decline cism regarding a bonus to gold pro- in the exchanges of such countries ducers in a statement in part as fol- from which the gold had been with- lows: drawn would result. The loss of Eu- Gold is the standard of value and ropean purchasing power in the mar- the money of bank reserves. The en- kets of the United States upon which tire body of outstanding indebtedness, our domestic industries depend for public and private, including Liberty prosperity would occasion a loss far bonds recently issued, is payable in greater than the premium provided gold coin of the present weight and for in the bill, which is borne not by fineness. The nearly $10,000,000,000 of | the public at large, but directly by loans which the United States Gov- the consumers of gold articles, luxur- ernment has made in the last two and ies. Since the consumers of gold in one-half -ars to foreign govern- i Sirial arts 7 rades are re- one-half yea oa foreign gove n the industrial arts and trades are re CAMPAU SQUARE ments are payable in this gold coin. ceiving their metal at the pre-war The convenient banks for out of town people. Located at the very center of The $3,500,000,000 adverse European price no reason can be asigned why the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our focation—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. trade balance created since January they should not pay an increased cost 1, 1919,has still to be funded. The alike with all other industries which ling indebtedness of nearly the have been forced to pay the increased Combined Capital and Surplus __-__------______ $_1,724,300.00 rid is contracted in gold. cost for their raw materials. Combned sol Aessunces Asia, gold is still recog- The general increase in all com- nized as the unit of value and the modities was 112 per cent. in 1919 as GRAND RAPIDS NATIONAL CITY BANK | basis of money systems, although in compared with 1914, and had gold not CiTryY TRUST &@ SAVINES BANK 7 many countries the stress of war con- been fixed in price so that it could ASSOCIATED : ditions and unbalanced trade have have responded to the law of supply compelled a suspension of gold pay- and demand, the price of gold would ments All of those countries re- have at least risen to the general aver- gard such suspension as temporary age of all other commodities. In- and desire t back on the gold — dustrial consumers of gold, therefore, isis and estal their currencies in profited -by a subsidy of $65,500,000, aiff Wee Ia qe p fixed relations to gold at the earliest or 112 per cent. of the price paid, $58,- i JE c possible date. 500,000, for the newly produced gold ; For the United States to adopt rem- which they consumed during 1919, edial measures to maintain its normal The payment of the excise proposed ° gold proc ion would be construed upon the sale of the manufactured ar- A Solid Man abroad not as ar element of weak- strength. A ticle containing gold will enable the ness, but rather as one of industrial consumer of gold to pay : : imulus to domestic gold production more nearly the cost of production kind you select, to handle financial would be regarded not only as evi- for his raw material, although he will lence of our desire to retain the pres- still be subsidized in being able to ob- for you. The man of means has the ent gold standard throughout the higher sense of responsibility. i, but as an aid to European = countries to more rapidly recover Make This Your Bank Silence a How then, about a “solid” corporation? This COMSUIDETS 1 Company is preferable for many reasons. It gold i1 this c¢ suntry to withdraw is amply responsible. metary reserves of reign countries would have a de rT ISCiT o effe . wup)8en h > aC ~h: wes ‘ , . Aono gl ey = cc eens Our “Living Trusts” take the entire burden ang woud delay the time when for- eign exchanges would be restored to of looking after property and paying allow- par. The diversion of gold from the ances. monetary reserves of the nations of the world into the manufacture of ar- ticles of luxury particularly at a time when the world’s gold production has so greatly declined will still further lelay the financial recovery of all na- Ask for our “Trust Clause’ form of Will. Established 1853 We not only are prepared and equipped to care for your banking needs, but we also tions from the pressure of war finance. ort of the gold committee | ; tates, “If at any time 1 } i 1e bank situa- t WANT TO DO IT = =! tion calls for more gold in the Unite —_———= = ion calls for more gold in the United in a way which will meet with i . » : States, we can purchase it in the in- your unqualified approval ternational gold markets far more JEU OL UO. YY ap BIKA III IAI IAI IA IIS AAAA SIA ASA ASIA AA SAAASAA AS A I CLAY H. HOLLISTER @ = J. cheaply than we can obtain it by the canoe Sr eee : : doubtful method of an expensive Vice-President — ig een GEORGE F. MACKENZIE bonus on gold produced in the United V.-Pres. and Cashier + States.” Is it not evident that if the BS SE ET EC al EST Te November 10, 1920 tain his metal at a price equivalent to less ‘than half of the general average increase of all other commodities in the United States. The committee makes a statement with reference to the effect of gold production as follows: “Increased gold production in a period of low prices and low costs makes it easier for prices to rise again, while diminished gold in periods of high prices and high costs tends to reduce prices and costs again.” This is not borne out by the facts. The gold production of the world has declined from $469,- 000,000 in 1915 to $350,000,000 in 1919, a reduction of 25 per cent. in the last four years, and yet prices throughout the world have risen enormously. Commodity prices in this country con- tinued to increase between May 1, 1920, notwithstanding the loss by ex- cess exportation from the United States of $445,000,000 in gold, or 14% per cent. of the highest gold stock ever possessed by this country. Fur- thermore, during the period when the gold reserves of foreign nations were being greatly reduced by what they sent to this country, their prices ad- vanced even more rapidly than those in this country. This indicates that the reverse of the committee’s obser- vation is true, that the depletion of gold reserve at a time when currency is rapidly expanding is mainly ac- countable for accentuating the in- crease in prices. The degree of in- flation is measured by the ratio of the gold reserve to the volume of the circulating media, and it must be ap- parent that an increase in the gold reserve without an increase in the circulating media would reduce the degree of inflation. It must also be evident that the ef- fect on prices of the supply of gold in active circulation is relatively small compared with that of the credit currency based on gold which is not “free,” but locked up by the Treasury and Reserve banks and used indirectly as the basis for a larger volume of currency. If this gold were really free and circulating it could not be so used. The true remedy for inflation is to return the gold to cir- culation, from which it has been so greatly withdrawn as the basis for inflation. Of the total gold stock of the United States, which amounted on October 1, 1920, to $2,704,672,504, $2,- 003,072,000 was held as the gold re- serve of the Federal Reserve system, and thereby was tied up by the Fed- eral Reserve Act, 35 per cent. against net deposit liabilities and 40 per cent. against the note liabilities of the Fed- eral Reserve banks. After satisfying the reserve requirements of the net deposits there was on October 15, 1920, a gold cover of 46.6 cents for every Federal Reserve dollar note in circulation, of which there were $3,- 353,271,000. The gold cover on Oc- tober 15, 1920, of the Federal Reserve note was but 6.6 cents per dollar above the amount required by law, which is closer than conservative financiers would like to see it. While the business affairs of the country are gradually adjusting them- selves to normal, it will, in the minds of most bankers and economists, be many years before the dollar will re- gain its purchasing power of 1914; in MICHIGAN TRADESMAN fact, that time may never come. Con- sequently, temporary means must be provided to sustain the gold mining industry over this period of gradual readjustment. While it is true that there has been an attempt made to contract the credit structure of the country, I would call your attention to the continually increasing volume of currency in circulation and the de- cline in the gold reserve ratio of the Federal Reserve system. While the gold ratio may improve with a con- traction of the credit and currency structure of the country, we shall, on account of our adverse trade balance, be forced to lose a_ considerable amount of the gold which might be thereby released. In 1915 the United States produced 21.5 per cent. of-the total world’s gold output and the British Empire 63.7 per cent. In 1919 the United States produced but 16.6 per cent. of the to- tal world’s gold output, while the British Empire produced about 70 per cent. Since July 24, 1919, the British Empire has been paying an exchange premium as high as 50 per cent. to the gold producers of South Africa, where the bulk of the British gold is produced, while in the United States no assistance has been rendered the gold mining industry. The gold pro- ducers of all British possessions are receiving the benefit of an exchange premium. This year the contribu- tion of the United States to the gold production of the world will probably benot more than 12 per cent., about half of that which it contributed in 1915 while the stimulating effect of the ex- change premium will probably in- crease the quota which the British Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital “= - - $500,000 Surplus and Profit -- $850,000 Resources 13 Million Dollars 36 Per Cent. Paid on Certificates of Deposit Do Your Banking by Mall The Home for Savings JOIN THE GRAND RAPIDS SAVINGS BANK FAMILY! 44,000 Satisfied Customers know that we specialize in accomodation and service. BRANCH OFFICES Madison Square and Hall Street West Leonard and Alpine Avenue Monroe Avenue, near Michigan East Fulton Street and Diamond Avenue Wealthy Street and Lake Drive Grandville Avenue and B Street Grandville Avenue and Cordelia Street Bridge, Lexington and Stocking Peace of Mind The peace of mind—the sense of “ens — that comes from having one’s valuable papers in the modern, strong, convenient safe deposit vault of this Company is worth many times the cost of a safe deposit box. [;RAND RAPios [RUST [ OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 Nh Michigan Hinauce Corporation FLINT and GRAND RAPIDS Capital $4,500,000. 7% Cumulative Participating Preferred Stock, 600,000 Shares of Common Stock Preferred Stock now paying quarterly dividends at the rate of 7% annually. OFFICERS: ALBERT E. MANNING, President, Resigned as Deputy State Banking Commissioner to accept Presidency of the Corporation. CARROLL F. SWEET, Vice President, Vice President Old National Bank, Grand Rapid, C. S. MOTT, Vice President, Vice President of General Motors Corporations. President Industrial Savings Bank. CLARENCE O. HETCHLER, Secy., GRANT J. BROWN, Treas., President Ford Sales Co., Flint. Cashier Indus. Savings Bank, Flint. DIRECTORS: LEONARD FREEMAN President Freeman Dairy Ce, Direc- tor Industrial Savings Bank, Fiat. FLOYD ALLEN President Flint Board of Commerce. President Trojan Laundry, Flint. S. A. GRAHAM Vice President Federal-Commercial and Savings Bank, Port Huron, Mich. DAVID A. WARNER Travis-Merrick-Warner & Johnson, Attorneys, Grand Rapids, Mich. W. P. CHRYSLER Vice President Willys-Overland Co., Director Industrial Savings Bk., Flint. FRED J.WEISS ice Pres. and Treas. Flint Mot xle Sees test Savino Dek Flinn E. R. MORTON CHARLES E. TOMS Vice President City Bank of Battle Cashier American Savings Bank, Creek, Mich. Lansing, Mich. HERBERT E. JOHNSON, A. C. BLOOMFIELD ide ] zoo City Savi Vice President National Unien Bank ee a OLD NATIONAL BANK, Grand Rapids. Registrars and Transfer Agents. R. T. JARVIS & COMPANY Investment Securities 605-606 Michigan Trust Bldg. Citizens Phone 65433, Bell M. 433 GRAND RAPIDS, . MICHIGAN RI ea RET TT ri 13 14 MICHIGAN TRADESMAN November 10, 1920 Empire will contribute to 75 per cent. Whereas in 1915 the British Empire produced three times as much gold as the United States, in 1920 Britain will have produced six times as much. Are we to continue to ignore the prob- lem of gold production in the United States, thus permitting the British Empire to gain an unquestioned su- premacy? It is fundamental to the re-estab- lishment of the gold standard as the basis of world intercourse that gold mining should go on at something like its normal rate.’ This requires that prospecting, exploration aud de- velopment shall be carried on continu- ally and that the industry shall invite investment upon terms fairly competi- tive with other industries. Gold min- ing under modern conditions is not an industry into which or from which capital can readily be shifted. It takes a long time to find and develop a good gold mine. It is not a casual industry, which can be suspended and resumed without serious interference with the volume of production. A considerable portion of the output always is ob- tained on a small margin of profit, and if such operations are suspended and the mines fill with water, they are likely to be abandoned permanent- ly. The gold mining industry, which has so greatly shut down in the last four years, will be completely shut down unless constructive aid is pro- vided without delay, in which event it will take years to develop a normal output of gold at a very much greater expense. To allow the gold mines of the United States to cave in and fill with water entails a waste of develop- ed gold resources, which in a most critical hour of financial need will cause want. George E. Roberts, who served for 14 years as director of the mint, in a statement of December 20, 1919, made the following comment: “I fear that a low production of gold and an un- favorable outlook for the industry at a time when credit was being curtailed and prices lowered would have the effect of reviving all the monetary heresies of the past. We want to stand by the gold standard; it is the sheet anchor of enduring prosperity; but the gold standard will require a healthy gold mining industry to sus- tain it.” Far from being a danger to the gold standard the enactment of this bill will protect the monetary gold re- serve and will greatly assist in retain- ing the gold standard during the pres- ent period of credit restriction, ac- companied by declining prices. The continued depletion of the gold stock by excess exportation and industrial use will force a rapidity in deflation which will seriously impair the public confidence in the nation’s finance and currency unless a normal gold output is maintained. That this situation may be remedied without delay the Congressional con- sideration of this bill should be expe- dited. The British gold producer has been aided by the exchange premium. This bill offers a domestic solution for our own gold problem. I trust that this convention or bankers will lend the impetus of their endorsement to this bill which will protect the position of the United States as a creditor nation. >.> Incidents in Labor’s Servitude. Evidences of extortion pile up in every enquiry into the conduct of union labor officials. In one case in New York, where the payment of $25,000 by a harassed builder to get a strike called off is under legal investi- gation, it has been incidentally dis- closed that “collectors” for the Build- ing Trades Council have been extort- ing $10 a week from seven or eight hundred workmen not in the union. 3ut that item is described as picayune and a trivial incident “in the whole stupendous scheme of extortion” from the builders of New York. The husky highwaymen and slave drivers of organized labor do not confine their speculations and black- mailing operations to the employers of labor. When they have been skin- ned to the raw they turn to the la- themselves and _ pick the pockets of the poor dupes who carry union cards and wear union buttons. N grab is too mean for them. They have been “collecting” $1 for every truckload of wreckage carted away from a big hotel that is being de- molished in New York. Such things go on constantly in every city where labor is “organized” for the enrich- ment of its union officials. Business, improvement, enterprise and progress are thus robbed, or if they resist un- lawful checked by strikes. It is high time for reform, for prosecutions, for punishment to overtake not union labor, but union labor’s corrupt and criminal officials. —_——_~><-____ The closed shop is rapidly coming to typify the stifled and bankrupted business, while the life blood of trade flows to the open shop. There is not a single argument closed shop, except the logic which appeals to the monopolist and the When any man, associa- tion or interest gets a “corner” on a product and squeezes it for all it is worth, nobody but a crass hypocrite pretends to see anything meritorious in the process. Is the labor union “corner’ of any finer breed, that it should be entitled to the privilege of unlimited exploitation? Business men think that it is not, and the time has come when the issue must be fought out. borers demands are decent buccaneer. ——_+++____ If you know what you know, you are sure of the dough. |BELL M 290. SECOND FI09 STOCKS AND BONDS—PRIVATE WIRES TO THE LEADING MARKETS ——$ > ee STRAIGHT LINE METHODS How the Correct Application of Mechanical Devices Will Revolutionize Your Office Routine Office routine is being revolutionized by the correct application of me- chanical devices. Business to be fit must have competent, systematic office organization, functioning at all times along straight lines. The correct application of mechanical devices to office routine— Cuts down the high cost of human power, Assures timeliness, accuracy and economy, Gets correct statements out on time and stimulates collections, Makes available at all times dependable facts and figures from every department—for the analysis of manufacturing and selling costs and the intelligent planning of production. In this connection ERNST & ERNST offer the service of tried and experienced staffs of business engineers and expert accountants. Their Straight Line Methods of System, Organization and Business Control correctly apply the latest and best mechanical devices to-individual office requirements, cant ERNST & ERNST oocci AUDITS = SYSTEMS TAX SERVICE OFFICES IN 23 OTHER CITIES STRAIGHT LINE METHODS 304 Nat’l City Bank Bldg. Dime Bank Bldg. Fourth National Bank Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually - 8 3% a Per Cent Interest Paid on Certificates of Deposit Left One Year Capita! Stock and Surplus $600,000 LAVANT Z. CALKIN, Vice President WM. H. ANDERSON, President J. CLINTON BISHOP, Cashier HARRY C. LUNDBERG, Ass’t Cashier ALVA T. EDISON, Ass’t Cashier for the- Assets $3,886,069 (Me Insurance in Force $80,000,000 Mercuants Lire INSURANCE CoMPANY 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 Blidg., Grand Rapids, Michigan GREEN & MORRISON, Agency Managers foroMichigan . GRAND RAPIDS SAFE CoO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. TRADESMAN BUILDING GRAND RAPIDS, MICHIGAN yee a Ne ice Pe Nee te zi pee Ce pe tiation nace nee oe rare rs ee November 10, 1920 MICHIGAN TRADESMAN 15 Sa ee Jack Couldn't Build a Ladder as Fast as the Bean Stalk Grew Shee. ooreeceenenennecenia Panaarong Spare a ne We often think of Jack and his bean stalk problem. Some- how, his bean plant that grew and grew and grew and his ladder that couldn’t grow, bring home to us our own perplexing problems. Eike Jacks bean stalk, the costs of operating an efficient telephone system in Michigan have grown and grown and, too, just like Jack’s ladder, the rates with which we must meet this growth have done little more than stand still. Jack and your telephone com- pany must have larger lad- ders. le Sg Iya 5 ay. 3 iy 3 Sela 5 Vee ss os Ane pm f Find > ook tae SAR ogF aa CRs" ay’ 7 BY SoS 2g ae ipl; a Oe ey 4 me 7 bt ae eS oa Tee we re rick ee eee Cin “a oe . ee U iets ol eon t, sy rar a us, ei FC eR 5, Sex, a1 et ere ‘an . sr sted ere y Tae at eee gs seutnevaceiean iconomaenltaaumnents sce eager ioeomenninc oe eee [Se ante nO onesie, Seaman eer ioee Pe a RE ESE SLRS ame a : : e ‘ . Michigan State Telephone Co. “Our Ambition—Ideal Telephone Service for Michigan’’ Poeneye 3 Na aN eee ee ee ee ae omelet at 16 Children as Aids to Fire Prevention. Kansas City, Nov. 8—Having for a number of years given much thought and attention to interesting the chil- dren of my city in the very important work of fire prevention, the subject appeals to me very strongly, and I am proud of the opportunity to place my observations before the public. Some seven or eight years ago I started going around to every school talking fire prevention to the children. The first year I received no results, but the next year, when I started out, I carried the fire loss record of our city for the year with me and read it in every school. From that minute I had the children with me. I want to say this for them, they pay strict at- tention, and they carry out my orders in good style. By cleaning everything out of the homes that is not needed, such as old clothing, rags, old papers, magazines, paints, oils, varnish, gaso- line and coal oil, the homes are not often found littered, as they were pre- viously, due to the vigilance of the children. I think I can safely say that the children have caused more chimneys to be repaired this year than ever before. In one instance, a boy was at a fire one afternoon, and after he had watched the firemen a few minutes, he said to my chauffeur, “You are go- ing to have a fire at a certain house, because I have been looking at the chimney since I heard the fire chief speak at our school.” I secured the address of the house and had the chimney inspected. I found it needed repairing, so had a repair order made out for it, and it was repaired. So you see the boy was looking out for bad flues. I hear from such children all over the city. The alleys are in better condition than ever, also the yards and basements, and the children are responsible for a lot of this. The teachers are telling them about fire prevention and fire drills. This keeps the subject before them all the time. I feel the children deserve a great deal of credit for the condition of our city at the time. Of course, we have to keep going all the time, but I be- lieve what you teach children about fire they will retain, just as they do their studies. Every teacher should talk about fire prevention once a week and give it attention just as any other study. This should be brought before the proper authorities and have them make it one of the main studies. Fire prevention is a deep study and should be made a house word, and I believe it can be made one, through the schools quicker than any other way. I do not know when I have had so many parents talk to me about what their boy or girl told them about the fire’ chief being at school, and it makes one feel like they are getting somewhere and doing some good. I ask them not to use gasoline for cleaning clothes in the home, as it is dangerous. I tell them how many people were burned by careless handling of gasoline. There is a les- MICHIGAN TRADESMAN son in itself, because there is always someone who lived near the person of whom I am speaking. All these things can be brought before the chil- dren and will do good. The child will keep on talking and will help at home, and also those who have no children in school. I am trying to have the children in every block get together and keep that block clean. I think we will be able to tell you about this, sometime next year, just how clean we are because of this. We do not have one fire in the alleys where we used to have twenty. I give the credit to the children for this, for they are doing a great work, and there is nothing I like better than to go and talk to the children, because they listen to me and are always willing to carry home what they have heard. oe Although you do come in tired at the end of the day, you know you have done something for the cause of humanity. Your subject never gets old, because you have something to tell them of how they can be firemen in themselves in their own homes. I asure you that if this great work can be kept before the children, the fire loss will come down in a hurry, and if we keep on as we are going throughout the year, this will be a very light year with us. I know the children have done a great amount of good in Kansas City, and I feel they are going to take more interest in the future. The business men are doing more toward keeping the busi- ness houses clean, and this also comes from the children in the majority of cases, so you see the school is the place to get started from, because the boys and girls of to-day are going to be the ones who are going to manage the affairs of this country in the fu- ture. : John McNarrey, Chief Fire Department. cribs Ai Tragedies. He stepped on the throttle to see if he could beat the train to the cross- ing. He couldn’t. He struck a match to see if his gas- oline tank was empty. It wasn’t. He patted a strange bull-dog on the head to see if the critter was af- fectionate. It wasn’t. He looked down the barrel of a gun to see if it was loaded. it was. He touched an electric wire to see if it was alive. It was. . He thought he could get along with- out a live trade journal. He couldn’t. —_+-~-___ Don’t stop to pat yourself on the back with every lap gained in the business race. Keep on going, November 10, 1920 Bristol Insurance Agency “The Agency of Personal Service”’ Inspectors and State Agents for Mutual Companies We Represent the Following Companies, Allowing Dividends as Indicated: Minnesota Hardware Mutual__. 55% Michigan Shoe Dealers Mutual_ 30% Wisconsin Hardware Mutual__. 50% Ilinois Hardware Underwriters 60% Minnesota Implement Mutual__. 50% Druggists Indemnity Exchange 36% The Finnish Mutual Fire Ins. Co. 50% REMEMBER WE HANDLE THE BEST COMPANIES IN THE MUTUAL FIELD. These Companies are known for their financial strength, fair settlements, and prompt payment of losses. They always give you a square deal. WE CAN NOW SAVE ANY MERCHANT 50% ON HIS INSURANCE COST. C. N. BRISTOL, Manager A. T. MONSON, Secretary J. D. SUTHERLAND, Fieldman FREMONT, 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 More than 2,000 property owners STRENGTH co-operate through the Michigan Shoe Dealers Mutual Fire Ins. Co. to combat the fire waste. To date they have received over $60,000 in losses paid, and even larger amounts in dividends and savings, while the Company has resources even larger than average stock company. Associated with the Michigan Shoe Dealers are ten other Mutual and Stock Companies 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 at 30% present dividend saving. Michigan Shoe Dealers Mutual Fire Insurance Company Main Office: FREMONT, MICHIGAN ALBERT MURRAY Pres. GEORGE BODE, Sec’y MR. JONES, the grocerman, says that fire insurance to him is just like The stronger it gets, the less it’s worth W EK, are not one of the strongest companies in the state, but we are classed with the BES j | 0/ 2 3 fo 4 /0 With an immediate saving to you of Michigan Bankers and Merchants Mutual Fire Ins. Co. of Fremont, Michigan sete tiie we one aotroceer ah SELES ARM SEO ike ee eet tr HR Ps i TARO he RRS aa a a apa saad SIN Bi 2 SOI NTN ATO ZEEE VER TT BINS es ae ra eer ae WILLIAM N. SENF, Secretary BUTTER % ° eon re Sere eee P November 10, 1920 MICHIGAN TRADESMAN reakgemamecuemencnt een = | ¢’ | ¢@ l¢ The Emco Wrapper Protects the Store What happens when you drop a box of matches? Quite often they ignite. In loose matches the air gets to the fire and the box bursts into flame, endangering everything in proximity to the accident. Repeated tests have proven that the EMCO Wrapped Match box when ignited by shock, is instantly extinguished by the air tight wrapper from which no flame escapes. Tell your jobber that you want EMCO MATCHES Escanaba Manufacturing Company Manufacturers Escanaba, Michigan Standard EMCO Dishes EMCO Toothpicks EMCO Clothespins EMCO Plates 18 AROUND THE WORLD. Im gee te Graphically Recorded By oted Globe Trotter. EE des \pril 13—The approach l a ship as ours S vary greatly inel is quite dangerous. was changed so as to arbor on April 8, instead of the 5th, to suit the tide. i 7th, we took aboard \ 1 Englishman, and a most important person. He was accom- Calcutta on iS Very siow. 41) native servants, one of! vhom served him at table and took tea to him while on the bridge dur- ing the two days he was with us. I am told that these pilots make as high as two to three thousand rupees a came aboard, we ‘ high tide, in order to cross the first bar into the Hugli River. Our next move was at mid- night when we we nt along for about two hours, and then came to anchor i move was at noon on f mules to final anchorage, ap- miles from ree very nasty id a very swift current, the outlet for many including the yf the Ganges. The are signaled from h change of three had forty-five forty-five +} tt story short, we ar- yrage at 4 p. fact that our pilot, uniform, has been the on board ship ball given ng before. e received our first lot of from home and the evening spent exchanging home gossip. India la arty did not dis- 1 5 i = Tuesday noon, the other p away early, in order tc way and make trains for their ctive points and return in ti atch our ship, which sails to-day for Ceylon and Bombay, at ' which latter point we expect to re- join her at the conclusion of our across country tour \t the point of disembarkation (no i - settlement) the boat line has dock, to which the a. spur. Our frst A hrough the win- a well-equipped special train as we had been favored with a hunder shower in the morning, the le was not only interesting but ] as well. Believe me, when fv at a visit from me would bring to the Desert of Sahara. e pleasantly located at the Grand Hotel, our rooms consisting of a bedroom, parlor, reception hall and Dati : or with he ceiling fans. The bath was a real bath with hot and cold water. The plumbing, however, is not continuous, the water draining out on the floor of the bath room from seeks its ultimate destination a drain in- the corner of tl not half bad if you let the water out slowly In the afternoon we took a short drive in one of the many victorias to be found in Caleutta. They are very . Vfortalh! 1 comtortable vehicles with a coachman and footman, dressed in khaki, with turbans for head cover} but wear ing no shoes. The Vativ never wear shoes and very few any head cover- ing. During our drive we stopped to watch a hockey game between two English teams, but were soon driven to shelter by a severe thunder and ain stor called a “buster,” for the eason that coming up very suddenly it literally “bursts” upon you. The scene at the hocky game was a very pretty picture of local English color. The English people occupied the grand stand and the entire field was surrounded by ‘natives who seemed much interested in the game During the evening a ball was given the dining room of the hotel and about 11 o’clock we took an hour’s MICHIGAN ride through the crowded native sec- tions of the city. In my last letter I stated that Ran- goon was interesting, inasmuch as it gave us our first view of Indian life. Now I conclude that we did not see anything of real Indian life with its poverty and filth in Rangoon. In the crowded districts of Calcutta, the streets seem to be the home of many people. Almost every stone step, sidewalk and vestibule is the sleeping place of some native. Some of these are merchants of the poorer class who sleep outside to keep cool; others are watchmen and others sleep there because they have no other place to sleep. There seems to be little dis- order, but there are plénty of police to see that the law is obeyed. Many of the police are English, but most of them are Mohammedans and the latter carry poles aboue five feet long with which they poke disturbers in the shins or ribs. We engaged motor cars for Wed- nesday and secured a very good guide for our party of seven, which enabled us to cover much ground and see a great deal more in the short time at our command. I say short time, but, really, unless one intends to make a study of local conditions, visit towns in the ecinriy | country or get in- to the social life of the place, two days is ample time in which to do every- thing worth while. Our guide was a very interesting individual, in his way. He spoke ex- cellent English (being a University student), was well informed, but in- clined to be a little too familiar. He was married and took the ladies of the party in to see his family, con- sisting of his wife, five children, mo- ther-in-law and_ sister-in-law. The men waited outside, as no self-respect- ing Hindu woman ever appears be- fore a man other than her husband or the men of her immediate family. Under his guidance, we visited the Palace of Maharjah ened Millik. The Maharajah is dead, but during his life was a very interesting person. He was only of the fourth caste, but a very rich nian and is said to have fed five hundred poor people daily. His palace is now occupied by his two sons. In the palace gardeit are several hundred grey birds, with white tipped wings, which very much resemble a crane, and in the Court Yard (the palace being built around a court), there are tropical birds of many kinds, the most striking of which are several varieties of pea- cocks. The palace itself is built of stone and the furnishings of its very large rooms are unique. Every available foot of wall space is occupied with copies of important paintings in the European galleries, very few of which are modern. We were told that in a number of cases Indian artists were sent to Italy to make copies of paint- ings which had interested the Mahara- jah ‘during his visits abroad. There were a great number of life size portraits of members of the royal family and some portraits of he family of the Maharajah. Statu- ary also nse d an important part in the furnishings and we found some rather eae examples of European china and pottery. All in all, it was a most peculiar conglomeration, but most itnteresting. The Jain temple (Buddhist sect), a most ornate affair, was built by a rich Calcutta jeweler and it has the appearance of a piece of real East Indian jewelry. Architecturally, it is not bad, but is covered with small pieces of vari-colored glass, giving it a touch of mosaic, but, withal, 4 very cheap appearance. The garden of the court is in keeping with the temple, very formal in design, marked out by accurate lines, stiff walks, fancy ornamentations, with a pagoda effect in the center. There are numer- ous rest houses for the worshippers and a private rest house and prayer room tor the donor. Some of our party had the pleasure of seeing him there, seated on the floor, dressed in the ordinary Indian costume, consist- ears rie ys n> a em s ADESMAN ing of the langoti (loin cloth) and long loose flowing shirt, his prayer beads of pearls of almost incalculable value in his hands. A visit to his shop where he has jewels running into the value of mil- lions of dollars, many of which he buys from Maharajahs or princes who are in need of ready cash, is interest- ing if not enlightening. He stated to one of the party to whom he had shown precious stones, such as Tif- fany would hardly dare to handle, that he had just consigned his choic- est gems to his agents in London. The old man is reputed to be worth some fifty millions of dollars. Probably the most interesting visit of the day was the trip to the Kaligat, the site of the temple built in honor of the terrible Goddess Kali, who re- quired that she be propitiated by sacrifices. In former days sacrifices of children were made to her, in or- der to keep her from wreaking her vengeance on the people, but under benign English rule, Kali is now sup- posed to be satisfied with the blood of goats and other animals. She is depicted as a miost terrible looking thing, having thrée réd eyes and a tongue of gold which hangs out some six inches from her mouth. This temple is in the most crowded ortho- dox Hindu section of Calcutta. The entrance to the temple is through a very narrow, dirty, crowded passage way. No more than ten for- eigners can be taken he re at a time and [ should say that this is too many. seggars implore you at every turn and if you happen to give to one, you are fairly mobbed. Kali can be seen only up to 10 o'clock in thé morning, but the priests who conducted oitif party arranged to give us a look at her for a consideration of two rupees. It was very difficult, indeed, to keep the members of our party from be- coming separated. Being a day or two before the Hindu New Year, we encountered numerous processions of teri or a dozen men and boys with their bodies and. faces painted all colors of thé rainbow, going through all miannér of €ontortions and making all sorts of noises. We had all been supplied with coppers to hand to the beggars and were warned not to Start giving any away until told to do so by the guides. However, the soft hearts of our American Lady Bounti- fuls were soon moved to pity by the sight of crippled beggars and from that time it was with difficulty that we moved at all. We finally reached our motor cars, fairly splattered with mud and with a feeling that we had surely caught the plague or some- thing else very horrible from the dirty people who pawed all over us in their fight for coppers. We drove through Fort Williams, the English garrison, and were again struck by the very conifortable quar- ters and excellent surroundings of the British troops stationed in the Orient. Late in the afternoon, we visited the “Black Hole” of 1756, which has been paved in black marble. Into this hole, twenty-two by fourteen, by eighteen feet in height, one hundred and forty-six human beings were forced, only: twenty-three surviving. We also visited the surning Ghat where the bodies of all the dead are cremated on open funeral pyres. It is rather gruesome, but nothing dif- ferent in result from our cremation at home, though stripped of all embel- lishments. The body is placed on the funeral pyre, clarified butter is poured over it, more wood piled on and the fire is started with a torch by a mem- ber of the family. If the family has means and can afford enough cord wood, the body is burned at. full height otherwise it is doubled up to suit the size of the pyre and the purse. We also drove to the botanical gar- dens to see the great banyan tree which covers ground one thousand feet in circumference and has about two hundred and fifty aerial roots. In the evening we went to the Kohmoor theater (Native Hindu). Mr. Frawley, an associate of Henry W. Savage and who is traveling with ae SE aca November 10, 1920 him, accompanied us. We saw 4 his- torical tragedy, “The Queen Who Died to Save Her Country,” based on the Mohammedan invasion of India which occurred in the sixteenth cen- tury. The acting was really excellent, the star showing rare talent. With the assistance of our guide and the theater manager, who was paying homage to Mr. Frawley, it was not difficult to thoroughly understand and enjoy the play. We were invited be- hind the scenes to meet the star and some of the lesser lights and also members of the chorus in a musical play which was to follow the tragedy. The musical part of the program did not teem with interest or éntertain- ment, so we left at 12 to get what we considered a well -arned night’s rest. The weather, influenced by the showers of the previous day, had started in quite comfortable in the morning, but warmed up to an un- comfortable extent before the day was very old. Thursday morning started very hot: Rising early, I had the pleasure of seeing the 42nd Highland regiment, the Black Watch, going through skirmish drill in Eden Park. opposite the hotel. Later in the day, was yisited by a representative of the regiment, who solicited funds for a club house building for the regiment. It quite reminded me of home. Very little sight seeing remained to be done the next morning. We went to the bank, which, 11 itself, is a ceremony requiring the best part of ar hour. We also took a drive through the English shopping district which contains many good looking up-fo- date shops. There are two sides to Calcutta: the English or foreign side, together with the military life, attractive homes and many patks; and the native side, sordid and poverty stricken—as dif- ferent from one another as though they were thousands of miles apart. Julius Fleischman. oe Cheerfulness Is Medicine. A. ian without cheerfulness is a sick man. The sadness of his spirit lays a withering blight on all the beauty of his life: He becomes pre- maturely old. His strength decays. “A broken spirit drieth up the bones.” But cheerfulness is medicine. It pro- motes health. Physicians say that a cheerful spirit in a patient is a large factor in the cure of sickness. One who admits to himself and others that he is sick is indeed sick; but one who declines to make such admission, and cheerfully goes on as if he were well, conquers many an ailment, which if he had succumbed to it, might have proved serious. Cheerfulness is a prime secret of health. It keeps one well. It keeps one young; it is one of the secrets of eternal youth. Lost: $8.00 Per Day The Federal Board for Vocation- al Education has recently issued bulletin in which it states, that sta- tistics show, that every boy who stays out of school, during the time he should be in school, loses eight’ dollars per day! A first class business education costs you little, it earns you much. 110-118 Pearl St., Grand Rapids, Mich. The Quality School Start Now! Winter is best for study :30 to endeavor. ees EF a eer ins ate Te Te ER < tay Ae tA PR eee wget PE See CLE EET ees eres Selig ein caeeh reytece es ARP nese, So py reer eee ee as TT Te Wenn vere sri Rian pte iment ie November 10, 1920 MICHIGAN TRADESMAN 19 BUY FROM THE NAVY SPECIAL PRICES FOR AT ONCE ORDERS ONLY The NAVY offers some exceptional values for immediate acceptance. These goods are all made in accordance with the rigid specifications required Ly the NAVY and are guaranteed to be in good condition. Samples may be seen at any of the NAVY YARDS, addresses of which are given below, or samples will be sent upon receipt of prices specified for samples in this advertisement. Purchasers are requested to make a physical examination of the actual merchandise wher- ever possible. All goods are sold “‘as is.”’ Prices named are for goods f. o. b. point of loca- tion and are subject to change without notice. All goods are offered subject to prior sale. TERMS: ‘10% with order (checks must be certified) remainder when shipment is made. MINIMUM ORDER ACCEPTED OF ANY ONE COMMODITY IS $250.00 BLANKETS MELTON ARCTICS $ 627 Each 18 02z.—54 in., $3.23 x2, Six Buckle $2.50 Pair net 18 oz. 54 in. all wool Melton and Kersey; color, Subject to Table of Discounts for Quantity navy blue. These cloths were made by Wen- Purchases dell & Fay, Farnesworth & Talmadge, Rickett & Shaw, American Woolen Milis and Phoenix 75,000 pair of Six Buckle All Rubber Arctics Approximately 150,000 blankets, lined front and back with neavy wool lining, strictly all wool, size 66 x 44, colors Mills. No order for less than $256.00 will be jects tae 3 i accepted. a light and dark grays, weight about 414 or Prices for sample arctics 2.51 € pa and postage. Ibs. each. These blankets are all new, : i" ‘ 30 54 2 3 80 YD. No order for less than $250.00 will be accepted clean, made of high grade first quality a in., ° NET wool, have no raw edges and no seams. 30 oz. 54 in. all wool Melton and Kersey; color, They are offered at this special price navy blue. These cloths were made by Rickett DISCOUNT TABLE 4 ay & Shaw, The Duva!, American, Phoenix, Wor- for a limited time only. The retail value umbo anid Milbrook Mitis. Only high grade a Yuantity Purct ses oO Arctica is easily $20.00 per pair. wools were used in the production of these co en a fabrics. Manufacturers of Sadies suits and $2,000.00 and over 2 per cent discount. Price for sample blanket $2.23 and coats, as well as manufacturers of men’s ap- 5,000.00 and over— 5 per cent discount. postage. No order for less than $250.00 rarel, should nurchase liberally " these cloths. oe ind sehen per cent discount. No order for less than $250.00 will be accepted. 25,000.00 and over—15 per cent discount. will be accepted at the net price. Sample sent on request. 50,000.00 and over--20 per cent discount. ——— Prices F. O. B. point of location are sub ject to change without notice. Navy Yard, Boston, Mass. Navy Yard, Philadelphia, Pa. Send oo orders to Navy Yard, Charleston, S. C. Navy Yard, Mare Island, Calif. SENIOR MEMBER, } Navy Yard, Puget Sound, Wash. e : Navy Yard, Washington, D. C. Board of Survey, Appraisal and Sale at any of the Third Naval District, Fleet Supply Base, f ll e dd i South Brooklyn, N. Y. OlOWwINg a resses: Naval Training Station, Great Lakes, Ill. Navy Yard, Norfolk, Va. BUY FROM THE NAVY 20 MICHIGAN TRADESMAN November 10, 1920 agi Be INTERIOR VIEW OF DRAKE'S MARKET, 751-75 WEA The Spirit of War Still Exists in and over the nations of the Teutonic yet occasions do arise in which hu- man race would degenerate into a Mankind. Grandville, Nov. 2—Will the time ever come when wars and rumors of wars cease from troubling and _ all good people are at rest? Not likely to come about this year or next, and, judging from the nat- ural depravity of man, not in a hun- dred years. Then why the league of nations? A great political campaign upon the foolish supposition that the formation of a league will revolution- ize the world, causing the lion and the lamb to lie down together in peace and harmony. Such an unnatural condition in the animal kingdom cannot be brought about so long as nature and nature’s god rules the universe and contributes to a state of inharmony among the various peoples of the earth. The cause of war is not far to seek. It lies in the contrariness of the hu- man biped, who after all, is governed pretty much by the same influences that induce the cat to devour the mouse, the bird and other members of the animal kingdom. When human beings can be brought to that state of beatitude which seeks not to mar the comforts of another, there may be some hope for peace in the world. There is not a country town, village or city which has not within its limits the making of mina- ture wars, neighbor against neighbor. The one who keeps chickens and lets them loose to annoy his neighbor is part and parcel of the spirit that incites to war and deeds of violence. Those who pride themselves on be- ing good citizens have no compunc- tions about annoying a neighbor with rambunctious dogs, cats, chickens, rabbits and what not. If the neigh- bor who finds his choice plants be- ing uprooted by predatory fowls, chances to destroy one of the invad- ers, war is at once declared, and a lifelong feud is started. Small wars or big wars, there is the same spirit manifested that or- dered the advance through Belgium on France, and opened the way for the un-nameable frightfulness that characterized the Hun invasion of small nations of Europe. War is a terrible alternative. yet it is among the possibilities at almost any time. Those who imagine the claws of the German lion have been extracted have yet to learn to the contrary. It will not surprise the student of human nature to see in the no distant future the return of the Ho- henzollern dynasty to rule in Berlin union. Possibly the present outcast emperor may not profit by the call for the return of his family, but some scion of that house will ascend the throne when least expected, and once again will the “watch on the Rhine” sound another call to arms. How long at any one time has there been peace on earth and good will to man? Can the student of history recall the time when there was no strife in any spot on this earth? I think not. The human animal, despite church discipline and the multiplicity of hu- mane societies, is a war-like creature, and never quite happy while at peace with his neighbors. Petty resentments are the smaller passions which, on a larger scale. lead to bloody clashing on the field of bat- tle.. Wars are not, as some suppose, a thing of the past. Leagues, coven- ants, congresses, peace bodies em- bodying longwinded declarations of a peace nature, have served but little to- ward the suppression of war-like strife. It is as natural for man to fight as it is for the lower animals. Although we pride ourselves on being the dom- inating, humanizing influence in world affairs, we are as far from being per- fect as are the crooked, deformed ani- mal and vegetable life we see around us on every side. The spirit that inhabits the man who turns loose a flock of chickens, well knowing they will invade his neigh- bor’s garden or berry patch and do no end of damage, is the spirit of war, nothing less. It is surprising to note how few of the men and women of our race have sufficient of the milk of human kind- ness to keep them back from trespass- ing on the rights of others. It is this inherent ferocity in the human animal that leads him to attack his neighbor and wage war to the bitter end as has so often been done in different parts of this world we inhabit. It ts nonsense to suppose that any number of the nations of the world can get together in the form of a league and eradicate war from the face of the earth. It can not be done, theorists and dilettante to the con- trary notwithstanding. Wars are a natural condition of men as we have them in our world to-day. Some men we know are ready to fight at the drop of the hat. Na- tions being a combination of many men and women, are usually rather more conservative than individuals, man nature will not stand buffeting, and war follows as a storm follows the precrusory winds that blow. There is a spirit in man which, up to date, no known power has been able to so curb as to prevent an out- break of hostilities on occasions, nor is there the least possiblity that this fighting spirit can or ever will be eradicated. In fact, could such a seem- ingly desirable condition be brought about, it is more than likely the hu- parcel of automatic nobodies, and the race of man finally disappear from the earth. Old Timer. Don’t Wait for Trade. Merely waiting for customers to come in your store and getting their money is not enough. Each sale must be made with a view to future business. The merchant who overlooks this ANC) ty ae The. Sak | thals allsalt: ————<<———_ DIAMOND CRYSTAL SALT CO., ST. CLAIR, MICHIGAN. November 10, 1920 MICHIGAN TRADESMAN 21 TUCELELEAL Speeererr rrr rer aL $491929929299943442 CODA 3 merryyty i is SS * eueeerr ee) PETLLi Li Leeann aeRO rT Te REEGER: ch i)” a ae TILL ES! 4 Te rEeeey) Pere 1; aa Be tit ia gaaadagaaaas freee Partie UW Hct PPE SB EERREE Rada daaiyy good: bo A ma ae ee e+ ee ae Oe i . a" , * ok Me Mn) te bes yal 3 , 751-75 WEALTHY ST., S. E., GRAND RAPIDS. fact is a detriment to his own welfare delivers a package. These are the 2. Never tell business lies. 12. Never appear more than you and store. things that make up the sum total of 3. Never be discouraged. are, In addition to giving satisfactory impressions the customer carries 4. Be polite to everybody. 13. Take time to consider, then de- values, give satisfactory service. This away, and builds or not, for future 5. Employ your time well. cide positively. does not merely eliminate all delays, business. 6. Be prompt in everything. 14. Carefully examine into every keep all promises, and have the prop- The house of Rothchild, noted as 7. Pay your debts promptly. detail of woud tusiaens er merchandise in stock, but it means the world’s greatest family of bankers, 8. Bear all troubles patiently. endian also the service rendered the custo- mer, the manner in which the store- has a creed or set of laws all the em- ployed are supposed to follow. Here 9. Do not reckon upon chance. 10. Make no useless acquaintances. When the customer’s attention, be- gins to wander, your selling talk falls keeper says “Thank you,” his attitude they are; each one is a gem in itself: HY. towards the customer, the ways he 1. Shun liquors. Be brave in the integrity as a Hold his attention or sacred thing. upon deaf ears. give it up. The Constantly Increasing Demand for that wholesome cereal beverage | POSTUM makes it good business judgment for the grocer to keep well stocked. Postum comes in two forms. Postum Cereal— __ }|[gmaeems 5 . . || Z| the original form—must be well-boiled to bring — |: S3aNra®}: aC Z : : | INSTANT @} é, |e} out its full, rich flavor. Instant Postum, the '1@ Postum: | mmoacemeny |Z . ies : | 2 ‘7 sh Seveece Z| soluble form, requires no boiling, but is made | cgaeerce Sa (CC |] Peetu Carat Zmpan t= |7} in the cup instantly. Fl eceemont | The profit is good and the sale is guaranteed Postum Cereal Company, Inc., Battle Creek, Michigan 22 Credit Conditions in the Dry Goods Trade. The unparalleled shrinkage in dry goods values that has occurred since the early part of the vear finds the trade confronted with some very dif- ficult facts. A substantial part of the inflation following the armistice was made possible through bank borrow- ings. Those borrowings have to be paid. Under ordinary circumstances mer- chants could pay readily by selling their goods. The feature of the de- cline in prices this year that was dif- ferent from experiences in other years was the inability to sell freely on the declines. This left merchants with sizable stocks in hand and siz- able bills unpaid. In the effort to avoid the penalty arising from such a combination of adverse circumstances many unmer- cantile practices were adopted as a means of relief. Goods on order were cancelled freely. Many goods shipped were not accepted and were returned. Demands were made for rebates on bills paid. Mill agents were appealed to to reduce prices and bill up pur- chased goods at lower prices than those agreed to be paid. Despite the widespread prevalence of these prac- tices it is the fact that many houses are unable to meet their bills when due, and they hesitate to mark off their losses to tory statements, lest those showings shall fail to form a satisfactory basis of credit for future purchases. Many firms have been granted ex- tensions, and a great many overdue accounts are being contended with in the best regulated houses. A great many unusual methods have. been adopted to ease the strain upon those who cannot pay, and who cannot be forced to pay with safety to others who also owe more than they can pay quickly. The underlying difficulty is the one of inability to realize cash for merchandise held. It is hoped and expected through- out the trade that conditions will im- prove in financial channels so that a larger measure of accomodation will soon be granted to merchants. Many merchants hope that with a reviving demand for goods prices will rise and it will be at least possible to sell steadily, and thus realize some of the cash required in paying overdue bills. The one thing agreed on in relation to money for trade purposes 1s that the rate to be paid for it will remain high for some time to come. Some facts are becoming clearer to those who have relied upon bank capital for the conduct of a large mer- cantile business. The bankers of the world will revert to, if they have ever departed from, the necessity that lies in financing the farmer so that he will continue to work and _ provide food. The money that is wanted to insure the planting of crops will have the call as against money needed for purchasing merchandise for future de- livery. It will not require as much money to finance crops selling at low prices as crops selling at high prices. In the same way it will not require as much money to carry on high prices in merchandise lines. Per- haps the fault in the present situation lies with the faulty distribution of money, or it may lie even deeper, and be bound up with an improper con- ception of what relation money bears to the great economic change that has occurred in the world in the past twenty years or more. If conditions do not show a vast improvement soon after election, it is reasonable to look forward to a quiet trade until the retailers have cashed in, that is to say, until after the re- tailers have completed their inventor- ies in February. If solvency is shown as a result of liquidation along profit- able lines, trade may move ahead in early spring as bankers will again be willing to loan money freely on mer- chandise. Developments of the past few months have disclosed a wonderful reserve power in dry goods channels. Failures have been fewer than ex- show on their inven- ° MICHIGAN TRADESMAN perts predicted and were prepared for. How much of this reserve is false and has been hidden by the spirit of co- operation in sharing the burdens to avoid more serious troubles can only be made known as time goes on and the men to whom money is due see a chance of collecting it in part or in total. A great many conservative manufac- turers and merchants did not follow the lead of those who bought freely early. this. year. They did not put much faith in a great deal of the ad- vance business on their books. They did not give credit to many people for an ability to pay for more goods than they were accustomed to use. These things helped very materially when the time came that stocks on hand and falling prices in dry goods became troublesome. The reserves on which some traders relied were found to be fugitive, but the reserves that have been piled away for many long months to withstand the inevitable de- flation from war have been found to The part of the restriction of com- petition during the war period has played and will play in dry goods credits is as yet imperfectly under- stood. If the distribution of goods is dammed up and the supply ts found to be larger than anticipated the time comes when traders will fall like leaves through the breaking of the dam, or, to speak more positively, when those holding the merchandise are forced to release it. How much merchandise is actually held in stock awaiting sales opportunity continues to puzzle some of the best brains in the business. A silk merchant of forty years’ ex- perience stated a few days ago that he had formed no proper conception of the volume of silk goods held in this country a year. azo. He does not know even now whether the liquidation of silks is complete or nearly so. One of the oldest woolen goods merchants in the business stat- ed in conversation last week that he did not know until the early part of W. B. EMERSON Supreme Counselor of U. C. T. of A. and editor of Sample Case. be reliable and oftentimes held in actual cash. It is probable that the greatest in- flation in this country that+was of a dangerous character in the textile lines occurred in labor in some parts of the field and in the mercantile rather than the manufacturing ends of the business. In England specula- tion centered around many manufac- turing plants, while in this country it centered around the merchandise that was sold readily to those who were ready to speculate in it as they would in stocks. It is a fact the dry goods trade must face that in the past two or three years it has become easier to speculate in merchandise than in stocks. Many speculators who could not put up the large margins required in Wall Street were able to buy mer- chandise without margin and precious litle credit. They made the most of the opportunity and the legitimate trader paid for it. October to what extent some of his customers had speculated on goods other than his own. He had let them have his goods freely. They had used his credit in part to buy other goods and flood the markets with them. He referred to the elastic productive capacity of many small woolen mills as the source of a great deal of mis- chief, for the reason that their war prosperity enabled them to fill the American markets with the poorest kinds of wool goods. If profits were not so very large in manufacturing channels competition would have crowded out such con- cerns as those referred to by the silk man and the wool goods man. Those concerns are being crowded out now. The sales of small woolen and silk mills tell a story of profits that are disappearing under the restored forc- es of competition. No one doubts that manufacturers and merchants profited greatly by the restricted com- November 10, 1920 petition of war times. The public did not profit, but it bore its burden pa- tiently until it could stand no more. “Buyers have gone on strike,” said a great cotton goods merchant this week. The public wants to see some evidence of competition at low prices. When competition starts in mer- chandise channels profits work to a close margin. In the blind effort of the purchasing public to make the laws of supply and demand easily workable again prices have fallen be- low costs of production and curtail- ment of operations has begun in man- ufacturing plants. Manufacturers are protecting their credit conditions by refusing to pile up more goods than they can finance. When trade gets bad merchants cannot always shut up shop. .They continue to try to sell their stocks. When sales are made every week under forced conditions it is the normal thing to look forward to a breaking point of credits. The education of recent years in the matter of preventing competition has reached into dry goods channels as never before. It remains to be seen whether it is going to result in pro- tection against failures in business, or whether it is really damming the channels of credit until some little things give way and the whole credit structure collapses The credit future in dry goods is bound up to a large extent with the question of whether an era of econ- omy is upon the country or whether the hesitation of the past few months is only a forced march in the direc- tion of orderly deflation. That the latter was the thing intended to bring about some months ago when bankers began to haul in sail cannot be doubt- -ed in the light of all that has been dis- closed thus far. But it is one thing to plan and another to execute, and when such a volatile thing as credit becomes involved in an industry that is a semi-necessity at best, the wise man is the one who does not attempt prophecy. There are still speculative agencies trade. Perhaps bankers know all about them. Certainly some of those who have been trying to adjust the complicated affairs of only a few firms that have fallen by the wayside have learned many things that are new in the dry goods business. Extension of dry goods credit will not be so easy and general as it has been in the past few years, for the very good reason that the basis of credit has been shaken, and until the foundations are re-examined caution will be forced. many suppressed in the dry goods Ee Plans Largest Pecan Orchard. John R. Box and Joseph Tweedy, of Knickerbocker, Tex., and associates have taken steps to plant what is said will be the largest orchard of pecan trees in the United States upon a tract of 1,580 acres of land in the val- ley of Dove Creek. Preparatory to establishing this orchard they have growing in a nursery 2,500 two year old trees of the soft shell variety. They will begin transplanting these trees early in December and will be- tween that time and April 1 set out 600. The Knickerbocker section of the State is noted for its pecan pro- duction. Local buyers last year shipped 45 cars of the nuts from San Angelo, the nearby concentrating point. The growers received around 12c a pound. Many cars of the nuts were not picked because of labor shortage. Practically all the bearing trees of this part of Texas at this time are of natural growth, the groves being scattered along the streams. —_2--___ The goods, any goods, shown with- out prices, will be just that much less likely to sell themselves. There is no such thing as self-selling merchandise without plainly marked prices. me ae ee [0 = ow OP ™™ ovo DW November 10, 1920 ¥ Copyright 1920 by Jobbers OverAll Co., Ine. Blue Buckle OverAlls and Coats are sold only through the jobbing trade—the most economical, practical and satisfactory method of dis- tribution for both retailer and manufacturer. Samples, prices and other information are now available in practi- cally every jobbing house in America. We request that you write your jobber. Should he not carry Blue Buckles he can order them for you. MICHIGAN TRADESMAN lue Buckle verAlls TRACE MARA Hundreds of skillful, well-paid workers are going the limit to give Blue Buckle customers the most in wear, comfort, and quality they ever got out of any overall or work coat. That’s why Blue Bucsles last longer, why they’re the biggest selling work-rig in America, why Blue Buckles are always a big-paying proposition for dealers. : We're not only producing better-value overalls to-day than ever before but we're swinging back of Blue Buckles the largest and most comprehensive overall advertising campaign ever printed. : See how Blue Buckles’ extra quality will put extra-zip in your overall sales. Order them from your jobber. Jobbers OverAll Company, Inc., Lynchburg, Va. Largest Manufacturers of Overalls in the World New York Office: 63 Leonard Street Wm. T. Stewart, Representative 23 24 Chain Store Menace in the Northwest T. K. Kelly, president of the Kel- ly Sales System, at a recent banquet given by the organization, pointed out in a very forceful manner the menace of chain store operations which exists at the present time. The meeting was an informal get-together and about 150 members of the Kelly organiza- tion were present. Mr. Kelly sound- ed a warning as follows: “The merchants of the Northwest are going to feel the heavy competi- tion of the chain store as they never felt it before. There is now being organized a chain store company which will have headquarters in St. Paul, and this year will establish some two dozen or more chain stores throughout this state.. “We all know that with mail order competition and competition of the big department stores in the cities, the small retail merchant has _ his hands full now—and his chances of survival unless he makes some rad- ical changes in his business are very small when this new and severe com- petition gets well under way. We brought this home to merchents in a trade journal ad. some few weeks ago. We told them that 1864 or 1919 methods would not do. We made it clear that for 1920 business 1920 methods had to be used. “If the small merchants had been using up-to-date business methods, some $10,000,000,000 of merchandise that was sold in the United States last year would be charged more largely to their credit than it can now. In place of being the record of busi- ness done by retail merchants gen- erally, an immense amount of. this ten billion dollars must be credited to the mail order houses. Thirteen mail order houses alone did practical- ly a billion dollars’ worth of business, while one of them far exceeded all the rest with more than a quarter of a billion of dollars’ worth of business for the year. “When we feel we have accomplish- ed anything in selling practically fif- teen million dollars’ worth of mer- chandise the past year, we are only fooling ourselves. Our opportunity is greater than any one of these houses whose sales went to make up this bil- lion dollars of merchandise, and it must be the entire aim and end of this business to multiply this fifteen million dollars total until we have reached our proportionate share of the business. We have to remember to reach our mark we have to bring the merchant to a full appreciation of his business situation. We have got to bring home to him his absolute need to change his business method. “In the first place he must stop letting the wholesale houses mark their goods. This practice is putting more merchants out of business an- nually than any one other thing that I can bring to mind. I, sometime ago, saw a first class exhibition of this very thing. I was in a store in North Da- kota, and a big shipment of goods had arrived. The merchant sat there help- ing to sort over and mark and un- pack goods. I noticed that with each and every article he marked the re- tail price exactly 50 per cent. higher than the wholesale cost. “I told him he was losing money MICHIGAN TRADESMAN in marking his goods in any such manner, in effect, permitting the wholesale house to mark his stock. With his permission, I went through that stock, and showed him the differ- ence in pattern, style and make-up, a great part of the goods costing pre- cisely the same. I showed him where one piece of the goods would move quickly at almost double the price he had marked, while another would never move at as high a price as he had placed upon it, and proved to him that he would have to accept a loss on that piece of goods to sell it. “In other words I showed him how to merchandise that stock, and when I was through marking, we averaged the prices I had marked, and they ex- ceeded what he would have obtained on a flat 50 per cent. increase over the wholesale cost. And morked as they were, he could make all the more money, because he would have no leftovers, and every bit of the mer- chandise would move rapidly for it was marked right. And, too, the mer- chant does not concentrate his efforts sufficiently on the mercantile business; he has too many irons in the fire. “He secures business largely by asking for it—an altogether wrong method—the more you ask for any- thing the less of it you are likely to get. A merchant should give the peo- ple something, they should feel that in trading at his store, they—not the merchant—are getting something. If I had a country store, one of my first moves would be to organize a welfare society among my customers. I would insure each member of this society and when you think that such insurance costs only $7.30 for $1,000, you will admit that would be pretty cheap advertising. “But some merchants do not realize the value of advertising. They should take to heart the experiences of many of the biggest businesses of the coun- try. Advertising has built and main- tained such business as the Eastman Kodak, Cream of Wheat, Hart-Schaff- ner & Marx, and many others.” ——_3»>>—___ Why Wanamaker is Young at 82. One of the inspiring examples of youth triumphant over years, is John Wanamaker. At his age of 82, this merchant prince can not only look back upon a life of strenuous enter- prise which has been notably crowned with success, but forward to continued achievement. A vivid personality and a keen mind, he is a potent force in Ameri- can life, whereas most men of his age are definitely on the retired list be- cause of enfeebled powers of mind and body. Recently, to quote an advertising expert, “he made revolutionary his- tory in merchandising,” by his 20 per cent. cut in the price of all goods in his store. In response to a letter written to him by this organization, asking if he would tell the secret of his long and useful life, he responded with terse cordiality: “I can say in a few words that I believe a good digestion and an active interest in all things pertaining to hu- man life, happiness and welfare helps to keep one young.” November 10, 1920 “APEX” NDERWEAR for Men, Women and Children A minute’s study of the photographic reproduc- ticn of “APEX” UNDERWEAR shown above will convince you that they certainly fit like only good Underwear can. They fit because they are correctly sized. Then, too, they are tailored to conform to the contour of the body. Write and tell us to send a few “APEX” samples, so that you may inspect them. Knitting Company \e) Michigan “ADRIAN, MICH 28 8 25 MICHIGAN TRADESMAN November 10, 1920 COME TO SAGINAW Week of November 15 to 20 ~ And Get Your Share of REAL BARGAINS To reduce our stock of Furnishings, we have forgotten costs and have repriced our merchandise so that you will be able to offer your customers goods at much lower prices and still be able to make a handsome profit. With the exception of “Bear Brand”’ hose, and “Soo Woolen Mills” Pants and Mackinaws, which have restricted selling prices—everything is included in our readjustment sale. All merchandise Prices have been cut to the limit. strictly first quality as we do not handle seconds or rejects of any description. At our new prices goods will not last very long, so be sure to be here on time. _ | SYMONS BROS. & COMPANY SAGINAW, MICH. Wholesale Furnishings 26 MICHIGAN TRADESMAN November 10, 1920 OTTO Qe? — — DRY GOODS, FANCY GOODS “> NOTIONS. EZ ‘ qtaahe Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansing. First Vice-President—J. C. Toeller, Zattle Creek. Second Vice-President—J. B. Sperry, Port Huron. Secretary - Treasurer— W. O. Jones, Kalamazoo. Enlightening Public Regarding Ac- tual Cost of Distribution.* There are three steps, as I see them, which must be followed in advocat- ing any educational plan for enlight- enment of the public; first, we must confront ourselves with the facts con- cerning which there are at present misconceptions; secondly, we must correct our own mental attitude to- wards these facts; and third, we must discover some means by which we may get across to the public the in- formation to which they are entitled and which will be to their benefit as well as to our own. The facts are very evident to all in these days when so much news is pub- lished concerning alleged profiteering on the part of retailers—articles set- ting forth prominently either the per- centage of profit, so-called, or the cost of the goods and the amount which the retailer charged for them. How many persons present have seen. in print or heard of any real consider- ation being given to the costs of op- eration in the particular store or in the specific department involved? This may have been done at times, but I believe infrequently. The fundament- al misconception consists in the lack of understanding of the problems of distribution. No one seems to dis- pute the right of a manufacturer to add to his producing cost every item of expense including both administra- tive and selling charges and I should be the last to question this. But once the article is manufactured and in condition to be consumed the miscon- ception commences and is fostered through the lack of understanding of the value in necessary processes of distribution. This faulty vision is not alone shared by the public; even in- dividuals engaged in the process of distribution are frequently heard to set forth their views on the high cost involved. The term “middleman” has been used in this way so often by those engaged in branches of distribution that even the public has been trained to pick up the term and use it lustily and in any connection. There are middlemen who add little to the pub- lic service in exercising their func- tions—witness the many jobbers who sprang up all over the country during the exceptional price advances through which we have passed during the last few years—but these pass on their way and disappear before the price cycle is completed. The retailer, however, is a perman- ent institution. His is a function which is as old as civilization, and which has received the stamp of approval through the _ application of the principle of the survival of those who. serve. i do not think, therefore, we need to consider very deeply any possible attack upon the fundamental principle of retailing as a necessary part of distribution. The matter which is particularly seri- ous is that the retailer’s functions are not properly understood, even by many engaged in the trade. *Paper read before convention Na- tional Retail Dry Goods Association by D. E. Molser, of Boston. This lack of understanding spreads until it culminates in the manner which presents to our view a profiteering campaign conducted upon the premise that a certain margin over the cost of the manufactured article is the proper gauge in applying a statute such as the Lever law. This usually without apparent regard to the costs which the particular retailer may be under in the conduct of his business. What a misconception we confront here. A merchant may be under a heavy ex- pense due to causes such as high rent high wages and salaries, and in fact heavy charges of all kinds. He may become a criminal in the eyes of those who apply this law if he attempts to obtain a price to cover these sufficient expenses, as well as the amount he paid the manufacturer or the jobber for his goods, and if in so doing he exceeds a certain percentage over the wholesale price. He may be indicted as a criminal because, forsooth, he endeavors to avoid a loss in operat- ing his store. I do not wish to be construed as criticizing those engaged in the administration of this law. In fact, I wish merely to use this illus- tration to demonstrate that we all should think more clearly and use at all times terms that shall convey the true picture. I am even of the opinion that had the practices in the retail trade prior to the enactment of the Lever law, been standardized along the right lines, that had those advocating such a law been shown a true Retailer’s Cost instead of being shown merely percentages of mark-up, that they then would have taken a different angle in their work. But in the hear- ings before Fair Price Commissions there seemed to be no account taken of a cost of distribution. Unfortun- ately so much has been printed about percentages and mark-ups that much will have to be unlearned before the real process of enlightenment may proceed. I will grant willingly that if the people of this country want a law to limit the profit which it is proper for a merchant to make on an article after he has paid his expenses of buy- ing, selling and delivering that article, and if it is possible to draft a law which will be fair to all and which will establish definitely what the crime is, so that a reputable merchant may avoid becoming a criminal, then such a law should be enacted. I do not believe, however, that the people if they knew the facts would approve of the law. as it now is being enforced. This, therefore, is the misconception of facts confronting us and we, be- ‘cause of our failure to take the in- itiative, are in a measure responsible for the condition. We are manufacturers of Trimmed & Untrimmed HATS for Ladies, Misess and Children, especially adapted to the general store trade. Trial order solicited. CORL-KNOTT COMPANY, Corner Commerce Ave. and Island St. Grand Rapids, Mich. UAHA = (ATL Holiday Goods We are headquarters for HOLIDAY GOODS of all kinds. Handkerchiefs in fancy boxes, initial or plain; Suspenders and Garters in fancy packages, Leather Goods, Fancy Ribbons, Men’s and Ladies’ Scarfs, Stationery, Toys, Dolls, Perfumes, Men’s Hosiery in holiday packing and other novelties. Let us send samples and prices. | Quality Merchandise—Right Prices—Prompt Service Paul Steketee & Sons WHOLESALE DRY GOODS GRAND RAPIDS, MICH. AAUAENCATAA FANT ETT ASUISLUUUUIUUUUUUATUU NAL Workmen buy Gloves for their work because they need them, therefore they want a Glove that will give them wear. Horse Hide Gloves are the only Gloves that will hold up under the strain of wear that is put to a regular work Glove. When a workman once wears a Horse Hide Glove he never wants to try another kind, he know from the wear that it has given him that there is no better. HIRTH-KRAUSE Manufacturers of the Genuine Horse Hide Gloves GRAND RAPIDS MICHIGAN Don’t fail to visit us during the week of November 15 to 20 Come in and see us “Stir Up the Animals’’ We purpose to show you bargains that will keep you on the map. It will mean dollars to you. It will give you your chance to fight ’em, fight ’em! Deniel T, Patton & Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan 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 1542 Jefferson Avenue Grand Rapids, Michigan Made [n Grand Rapids % i November 10, 1920 To rightly direct our own mental atitude towards our problem, we first must learn not only to think the same way, but to talk the same lan- guage, in a business sense. This will result in proper standardization, and we can trust our committee to give us standardization along this line. I shall not attempt to go over the ground which has been so well cover- ed by the gentlemen who have pre- ceded me. They have, I am sure, con- vinced those of us who needed con- vincing that standardization is some- thing which none can afford to be without. I would say a word, how- ever, to urge that this process of standardization be carried on without delay by all of the members of this Congress. There is a price which we all must pay to accomplish this. The price is perchance not a small one with some of us. We must overcome a certain inertia —I mean by that the tendency to stand pat on our present system of accounting. We have certain forms. We like them. We have certain re- ports, which we have had for a long time. They have been helpful—some of them we call by pet names, as the “yellow sheet,’ or the “blue sheet,” and so forth. It seems that we are giving something up. We are liable to hold back for fear the book keep- ers will not be able to get out all of the new forms on time, and we may feel lost without the old ones. These are some of the ways that the old principle of inertia will take to keep us from our wish to co-operate in the great work of standardization. Such whims must go by the board. It will not do for some of us, for a few of us, to adopt the recommendations of our committee on standardization. The great part of the retail business of the country is not done by the large department stores as is thought by some and it will not do to have only the larger stores standardize. I hope that the committee will lay out a set of forms sufficiently comprehen- sive to include operations in the larger stores, but practical enough for use in the smaller stores. These forms to give what in their opinion is the proper way for all merchants to train the figures to come before their eyes so that they must see the true retail cost. And I hope further that the members of the Congress will be asked to pledge themselves to do this within a reasonable time after the re- port of the committee has been adopt- ed by the Congress. The third and last point I wish to touch upon is how can we get our in- formation across to the public after we have it clearly in our minds? There are two main ways; one is very costly and I think in these days not particularly effective. The sec- ond is without appreciable expense ’ and in every way more desirable. The first I refer to is propaganda through the printed page. The second is through the education of the people in our organizations in a most thor- oughgoing way. For the present it does not appear that it would be wise to attempt any general advertising or propaganda campaign. I do not be- lieve it would serve our purpose, and. it might even have an effect contrary to that which is intended. The second way, the dissemination of good sound information, through the personnel of our own organiza- tions, offers many advantages. It would settle many matters which at present are troubling storekeepers. Much of the labor trouble to-day is caused by employes failing to realize the fundamentals of the business in which they are engaged. I would not wish to be considered as advocat- ing the handing over of profit and loss accounts of the firm to every em- ploye in the organization for perusal. They need not be given any more in the way of actual profit and loss figures than they receive now, but they can be shown the principles at work. They can be trained to re- gard a piece of merchandise in the store as having taken on a different MICHIGAN TRADESMAN character and a different cost through being in process of distribution. By examples they may be shown that the article has taken on a higher value by having been brought from: the wholesale market, where it was not available for use, to the retail store, where people may come for selection. A very homely example is that of the comparative value of a banana hanging upon a tree in the tropics and the same banana hanging in the corner store. In one case the article is not available, although just as desirable; in the second state no one questions the enhanced value of the fruit and the outlay required to fetch and market it as constituting a large part of the retailers’ cost. In just such fashion articles of gen- eral merchandise may be shown to cost just as much more than the wholesale price as it cost to buy and sell them. I do not think that those of you who have regularly organized personnel departments will question the value of training the force in the principles of the business. The smal- ler store has an equal, nay, I would say a better opportunity to do this work because of the closeness of the employes with the heads of the busi- ness. Taken altogether this is the way I would suggest to start the educational program referred to, and in educating our own organizations we will find out more about our own people and our own business than we knew before. We will unlearn a good many things and learn others in their places. What a difference it would make to- day if every store possessed an ex- ecutive and sales force able to discuss intelligently the simple facts which are to-day so much misunderstood. What a potential influence there may be in all of those who derive their livelihood from retail distribution for spreading proper information. In- stead of a few people thinking and speaking in the right way about the necessity and value of retailing func- tions, to have thousands in each city —in some stores alone, thousands— who understand that their own inter- ests are bound up in the trade and that the trade is a public service—to have these pass out the information in their homes and over the counters. This may be only a start—other ways may develop as the time passes—but for the present why not take this path which leads straight towards our goal. We often wonder how stories and rumors start and get such momentum. It is the force of public discussion started with a whisper which even- tually becomes known throughout the land. We have the means ready to our hand. Shall we not grasp this opportunity? “The Economy Garment” Michigan Motor Garment Co. Greenville, Mich. 6 Factories—8 Branches 27 An Exact Statement of the Present Condition of the Market and Its Relation to Your Attending Our Seasonal Sale Wednesday Nov. 17 and Thursday Nov. 18, 1920 In last week’s ad we told you about the sale we will hold on the above dates. Other Wholesalers have been holding sales in order to keep merchandise moving. In some cases sales have been fairly successful and in other not very successful. The question has been raised “Why hold a sale under such trying conditions and why should we attend the sale and buy merchandise then.” We are in constant touch with the market and find that it is swayed by two currents of thought. One is to hold up prices as long as possible and the other is to sell regardless of cost. As illus- strating the first thought farmers generally are holding their products for better prices and the South is holding cotton for better prices. As illustrating the second thought, some Mills are selling merchan- dise below cost in order to keep business moving, with the result that many ridiculous prices are being quoted. This conflict of thought is giving rise to a peculiar situation. Some merchants have followed the first idea and some the second. In our travels around the ter- ritory we find that some merchants have cut prices and are doing a good business while others are still holding their prices at the high mark, with the result that they are getting a reduced volume of business. You can see that the latter tendency will cause a backing up in the ordinary flow of business, which makes it look as if the situation will be made worse if those merchants persist in holding up their prices, as they will not be in position to re-buy, thus cutting down the buying power of Wholesalers who will not place orders with Mills and the Mills will not operate which will throw their em- ployees out of work and in turn cut off the purchasing power of those employees. In other words it is a vicious circle which will be made worse by anyone along the line holding back instead of liquidat- ing his stock at current prices. Profits are not made in the merchandise business on one sale but in the turn-over and the wise merchants are meeting the market so they are in position to re-buy at current prices and re-sell at a profit. This answers the question of why you should attend our sale and buy Fall merchandise at that time. If you have not adjusted your prices to market you will be wise in doing so and if you have, you are doing a good business and will need more merchandise. We will price our merchandise at this Seasonal Sale at or below the market regardless of what we paid for it, as we are following the policy of selling and re-buying at the market. It has been said that smaller merchants and smaller Jobbers hesitate to meet the market, but this is not true in our case. Our prices are as low as, and in many cases lower than you can get anywhere else. We were the lowest in price during the rise in the market and we also want to be the leader in the drop. Your biggest opportunity is ahead of you in the Holiday Season if you have the merchandise at market prices. This is your oppor- tunity. Please send in the attached coupon so we will know how many to get ready for. GRAND RAPIDS DRY GOODS CO. Grand Rapids, Mich. Exclusively Wholesale No Retail Connections oa eden cl eesciciaial | will attend your SEASONAL CITY DAY Sale on Wednesday, November 17; Thursday, November 18. (Draw a line under date or dates you will be here.) 1 will be accompanied by friends so that you can get ready for a ee laa ee meals. We have the following suggestions to make: Name .. 4... ee PG 3 1. |) Ee en OIG OS Une ian tne mNGE Ae a icine elec le Deano UT 28 MICHIGAN TRADESMAN November 10, 1920 =~ = i — Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, De- troit. Secretary and Treasurer—Dr. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson Detroit; H. L. Williams, Howell: C. J. Chandler, Detroit. Chain Store Competition. “How is it possible for the average small grocer to meet the competition of the chain store when the latter has the advantage of buying in train-load lots and can afford to use half and quarter pages for its newspaper ad- vertising?” This question, asked by a subscriber, is one which is worrying a large num- ber of retailers throughout the coun- try. During the past decade the chain store idea has grown to such propor- tions that, at first, it appears to be menacing the very existence of the in- dividual store. And the chains are by no means confined to the sale of food. Shoe, clothing, candy, tobacco and even furniture combinations are increasing their scope every day, mak- ing it more and more difficult for the single store to keep its head above water. But, despite the advantages enjoyed by the chains, the proprietor who runs his own store has one big out- standing asset which his allied com- petitors cannot secure—personal over- sight of all details and the feeling of accomplishment which comes from the ownership of a business. Owner- management is always immeasurably superior to employe-management, from the standpoint of interest as well as that of willing work. In addition, while the small inde- pendent merchant may be handicap- ped with respect to the amount which he can afford to spend for local ad- vertising, he has behind him the vast cumulative force of the nationally ad- vertised goods which he handles. Even a moderately stocked grocery draws upon a combined manufactur- ing capital of more than $1,200,000,- 000, while the advertising which is be- ing done for that store and others which stock the same line of goods amounts to $50,000,000 a year. The decision as to whether he will use this vast force or permit it to go to waste,’so far as his own store is concerned, is up to the individual dealer. If, however, he does not util- ize it in every possible manner, he has no right whatever to complain of the “increasing menace of the chain store.” —_---~.__ Making the Most of Their Apple Crops. It has been impossible to market a considerable portion of the apple crop, but the cider and apple butter crop for home use during the winter is unprecedentedly large, to say noth- ing of the apple jellies, row on row, that decorate the closets and cup- boards of the farm houses in the ap- ple-growing states. The apple is the most wholesome of all fruits. “An apple a day keeps the doctor away;” and perhaps the unfortunate loss of a part of the crop caused by the scarcity of containers and inability to transport to the mar- kets, will be more than made up by the health its abundance will bring to the families of the farmers. Many years ago, before cold stor- age was invented, thousands of bush- els of apples, and unnumbered heads of cabbage, were buried in the gar- dens of the land, there to remain un- til the cellar supplies were exhausted or rotted, and then withdrawn, little by little, for use in the Spring. That was in the day of the family smoke- house and hickory cured hams, when a leg of dried venison hung behind the kitchen stove and a barrel of snappy cider was in the cellar. Model Appeal To Candor of Customer Godfrey Gundrum, dealer in drugs and groceries at LeRoy, makes the following excellent appeal to his cus- tomers through the local newspapers of Osceola county: A Real Retail Grocer. It is our contention that there is a wide difference between a store-keep- er and a retail grocer. It has been our aim to run a real store, and we are ever striving to make our serv- ices more helpful. We have studied for years the mat- ter of buying, and by a careful selec- tion we believe we are able to give our customers the best goods that the markets will produce for the price. We believe our ability to judge goods helps our customers to get better value for their money. It is our desire at all times to have seasonable goods, so far as condi- tions will permit, and yet we would rather not deliver goods to our cus- tomers until the conditions are such that we can deliver good goods. We might sometimes buy goods that we could sell for lower prices, but we feel a responsibility in ‘select- ing goods for you which we know are honestly prepared and furnish full measure. Good goods may mean health to your family, whereas cheap goods are dangerous. Our years of experience enable us to give you the right kind of service. Can’t Prevent the Inevitable. All resistance to lower prices is likely to be futile. Prices of agricul- ' tural staples can not be kept from falling if the current conditions of trade warrant that tendency, any more than they could be kept from rising when current conditions war- ranted that. Farmers must accept this situation just as labor must ac- cept lower wages, for neither organ- ized agriculture, nor organized busi- ness, nor organized labor can prevent the inevitable. “WORCESTER SALT” Takes the ‘‘Cus’’ Out of Customers SEND US YOUR ORDERS BUTTER CHEESE IVORY Non-hardening TABLE SPECIAL FARM BLOCK STOCK To Sell the BEST KENT STORAGE CO., Grand Rapids, Michigan DISTRIBUTORS ALT MILLER MICHIGAN POTATO Co. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan Voom FIELD SEEDS WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Both Phones Ey Moseley Brothers, cranp rapws, micu. 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 Betfer 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 wal November 10, 1920 Industrial Boycott Killing Trade. Because there is labor trouble of some kind on deck at a plant in New- ark, New Jersey, orders go out to la- bor unions to boycott the American Company, a San Francisco branch of the same organization, although the Pacific coast firm is in no way re- sponsible for the New Jersey branch. Thus a clear cut issue is presented. One of the principal reasons why the magnificent natural advantages of San Francisco, as a manufacturing site, do not succeed in building up the place, is that those advantages are more than counterbalanced by the dis- advantages of just such unlawful and autocratic interference with business as is involved in this case. The sympathetic boycott and strike is a form of syndicalism which has been devised of late years to serve as a club over industry. Its exercise is unlawful and contrary to public policy. It is a conspiracy in restraint of trade that has always been contrary to the spirit of our laws. It is only because of the cowardly attitude of the aver- age politician that this kind of indus- trial crime is not made a puuishable offense. When exactly similar things are done by people, other than la- bor union members, the best lawyers very quickly find plenty of law to stop it. But so great is the truckling to the union labor vote, that brazen demands are tolerated which make the specific demand that the laws for the suppression of monopoly and con- spiracy and for the safety of person and property shall not be construed to apply to labor unions. No greater offense to the foundation principles of civilization could be imagined than is involved in this impudent demand. It is only this element of craven coward- ice in politics which makes it possible to put it over. Even murderous as- sault seems to be counted no crime in the police courts of San Francisco, if the guilty person is a union labor thug attacking a free born American citizen. Some day there will be a Vigilance Committee to have such judges upon the carpet and give them a dose of their own medicine. If San Francisco is ever to flourish as a great business and manufacturing city, it must establish and guarantee industrial freedom. The Metal Trades Association has decided to make an issue of this case and will fight it out to see whether such unlawful ‘inter- ference with business is to be toler- ated. These employers will discharge all men who claim the right unlawful- ly to interfere with the business. All men who join a boycott and refuse to work on products subject to such attack will be invited to quit. These alesmooke 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND. Prices. ‘THE MCCASKEY REGISTER Co.., ALLIANCE, OHIO MICHIGAN TRADESMAN unlawful and unjustifiable interfer- ences with the rights of employers must stop. Not until that city is cleared of the poison of industrial botulism which is killing business, will it begin to win the place to which it is entitled as a commercial metrop- olis. ——_+ ~~ Broom Prices Due for Tumble Before Long. New York, Nov. 9--The depression has hit the broom industry. With stocks on hand growing steadily, costs of production showing decidedly a tendency downward, and with the. re- tail trade ordering only for immediate needs, jobbers here predict that prices cannot long maintain their present levels. : With the industry already feeling the adverse effects of the general de- cline of business, fundamental condi- tions hold out little hope of an early change of the situation except toward lower prices. Lower levels, it is as- serted, combined with intensified sell- ing effort, offer the only hope for maintaining volume of business. For- tunately, declines in the markets for broom corn, lumber and_ binding Wire are opening the way of the broom manufacturers toward these levels. The keener competition which the business depression has brought about is expected to do the rest. ——_>2~___ Failed To Take the Hint. A farmer boy and his best girl were seated in a buggy one evening in town watching the people pass. Near- by was a popcorn vendor’s. stand. Presently the lady remarked: “My! That popcorn smells good!” That's right,’ said the gallant. “I will drive up a little closer so you can smell it better.” fitetiitt wy heme =OCCIDENT = Costs more—worth it! IT SELLS! W.S. CANFIELD FLOUR CO. 205 Godfrey Bidg., Grand Rapids, Mich, Cit. 65618 Wholesale Distributors Bell M 1465 Grand Rapids 49 Market ‘/ St.:; §. W., e e Citz. 1361 Bell M. 1361 EGGS AND PRODUCE WE ARE HEADQUARTERS WHOLESALE =q Fruits and i, Vegetables Prompt Service Right Prices Courteous Treatment Vinkemulder Company GRAND RAPIDS :o: MICHIGAN Bel-Car-Mo Peanut Butter —Means a quick turn- over of profits and makes a lot of good friends for the store. cL-CAR- BRAND beh, he wt Stein th tid de ad sae eo ere ty te best alate In all sizes airtight tin packages from 8 oz. to 100 ibs, ORDER FROM YOUR JOBBER IT’S PURE FOOD DELICIOUSLY PREPARED Do Your Trade Justice Give Them Their Money’s Worth & we. es we. Smile With Us yomllees Pan Cake Flour Self Raising Buckwheat 1% lb. carton... .2 doz. to case & Ib. sack:..-.-.-.10 to bale Priced fo sell at less than the dealer can buy other brands Quality is Guaranteed Top Notch A neat window banner, size 28x10, will be sent to any dealer on request. Commercial Milling Company DETROIT 30 MICHIGAN TRADESMAN November 10, 1920 _ | STOVES vo HARDWARE Foster, Stevens & Co. Te ; Aig Wholesale Hardware =k SEN 1, QO ae qi lie > i Ace ly : ID wi! R Ee , — a So SS 7g 2 X Sf Ail ql! 1 (ss Michigan Retail Hardware Association. ever, could not have been done had it President—J. H. Lee, Muskegon. A . _ Vice-President—Norman G. Popp, Sag- not been for the attractive and appeal- wt ~ 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Secretary—Arthur J. Scott, Marine ing display of the entire stock. e ° Ci ae i Interior display is always a helpful Grand Rapids, Mich. , form of advertising. It reaches the Some Advertising Possibilities of the VeTy best class of prospects. There Store Interior. is no waste circulation. Of the read- Written for the Tradesman. ers of the local newspaper, or the In the most comprehensive sense of people who pass the store front, only the word “advertising” every mer- a small percentage are interested in chant advertises. Personal solicitation, that particular advertiser; but of those newspaper space, show cards, window reached by interior display every one display, special sales—all these are is interested to begin with—else he forms of advertising. And some such wouldn’t be inside the store. The man effort is necessary to sell goods; for who comes in to look at one article goods as a rule do not sell them- has, you can feel sure, a receptive Mi hi H d C selves. mind for anything else you may have IC Igan ar ware 0. A good many hardware dealers do to offer. not fully realize one of the biggest The shrewd hardware dealer will of their advertising posibilities. One not merely use the most modern of the most successful advertising equipment for display, but will careful- mediums, and a medium of which any__ly study the problem of store light- : Grand Ra ids Mich merchant can take advantage prac-_ ing, and the possibilities of the store p 9 . tically without extra outlay, is close layout. The hardware dealer’s whole to hand. This advertising medium is scheme of interior display depends the store interior. primarily on the available floor space; and, secondarily, on the lighting fa- cilities. In any hardware store it is axiomatic that the stove stock should be given lots of room—space for the Exclusively Wholesale For the wide awake merchant the store nowadays is no longer a ware- house for goods; but an opportunity for suggestive and sales-making dis- : play. customer to view each stove from Every available square inch of store CV&TY side, and for the salesman to gece old be dots imniy on temnweae Awe oor | Brown & Sehler Co selling goods. The goods should not rir nag sue will ae | a e be stacked on the shelves or packed tables, similar to those in the -cent a into the showcases regardless of ef- Stores. Many hardware stores use Home of Sunbeam Goods fect, but should be arranged with such sales tables as “bargain counters” thought and care with the direct ob- ©" Which odds and ends of stock, be Ps : ice-ticketed at attractive figures § ective of attracting the customer’s Price-ticke , HA NESS } IORSE COLL A RS ie oo a will practically sell themselves. R 9 — notice. In the modern store even the Manufacturers of out-of-the-way nooks and corners are In many stores, the old-fashioned : ; : . Jobbers in turned to advantage. wall counters have been abandoned How skillful interior arrangement and counters are so arranged as to Saddlery Hardware, Blankets, Robes, Summer Goods, Mackinaws, ' and attractive advertising can be ef- permit the customer to walk com- Sheep-Lined and Blanket-Lined Coats, Sweaters, Shirts, Socks, ively co-ordi is illus od by yletely around them. This doubles tectively co-ordinated is illustrated by : y Farm Machinery and Garden Tools, Automobile Tires and the expedient of one successful small the effectiveness of a counter for dis- town merchant. He features “spec- play; since one line of goods can be Tubes, and a Full Line of Automobile Accessories. ials.’” He has never cut on his regu- lar lines, but he keeps his eyes open COMPUTING SCALES G R A N D R AP I D S, M I C H I G A N for bargain lots to feature at appeal- a ss : se : =. ae overhauled and adjusted to be sensitive ing prices. These specials are ad bad mocuvahe, WHE wielkh bh Good is vertised one at a time, played up in new. A few for sale at discount prices. newspaper advertising, and bulletined : W. J. KLING ae in the window. The specials them- $48 Sigsbee St., Grand Rapids, Mich. selves, however, are invariably shown at a bargain counter at the rear of a : 8 , wanted, as well as height. We will quote very long store. “Razor Special, $1.38 Sand Lime Brick a money saving price. iakecn of at Counter No. 10” is advertised in Sidney ticicer Mnfg. Co., Sidney, Ohio . the newspapers and bulletined in the Nothing as Durable High Grade Brooms Nothing as Fireproof window and at_ strategic points Makes Structures Beautiful Jobbers in All Kinds of Michigan Jobbers: i o Painting : throughout the store. The bargain No Cost for Repairs BITUMINOUS COALS Symons & Moffett Co., Flint —_ SIDNEY ELEVATORS Will reduce banding expense and seed | Pigneer Broom Co. installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and s sige platform Amst er dam , N ° Y. hunter to get to counter No. 10 has to wo ee AND COKE Sturgis Grocery Co., Sturgis pass everything else in the store, and Warm in Winter Moulton Grocer Co.. Muske to run the gauntlet of a series of at- Cool in Summer ia redone ge ie on ee i con ee ae ae . ; . owers' Thea .» Grand Rapids, Mich, sk for ‘‘Comet,”’ ‘“‘Banker.”’ tractive displays. am customer may Brick is Everlasting ages! ae - not buy the “special” but he or she ohawk”’ or ‘‘Pioneer > lly ethi brands. pretty generally bought something Grande Brick Co., Grand Rapids OFFICE OUTFITTERS nds else on display at one of the other LOOSE LEAF SPECIALISTS counters. Thereby the “special” ac oe Ae Ree | Z, Krek J s. Vy ic Ss i ac- : : : e @ : : . : Saginaw Brick Co., Saginaw Vischeé rekel-Goetz Sales & Supply Co complished its great purpose, to in- Jackson-Jansing Brick Co., Rives THE Co. Grand Rapids, Mich. duce the sale of regular lines bearing Junction oe) : ee : : : Michigan i a normal profit-margin. This, how- 237-239 Pearl St. (near the ‘bridge) Grand'Rapids gan Representatives November 10, 1920 MICHIGAN TRADESMAN 31 shown on one side and another on the opposite side. Pillars are often ugly necessaries in the hardware store. But they can be turned to good advantage. Thus, an ordinarily bare pillar can be readily converted into a splendid display rack for fishing tackle. One retailer placed leather-cushioned seats around his pillars; and, close at hand, stood small show cases displaying small hardware lines. The customer who sat down to wait inevitably got up to examine these goods. A lot of sales resulted. Of course an arrangement of this sort might not be possible where the amount of floor space was limited. These, however, are incidentals. The big factor in interior display is the intelligent and effective arrangement of the stock in the silent salesmen and on the counters and shelves. Here the hardware dealer will find his larg- est opportunities for effective adver- tising inside the store. A metal polish handled in one large store was shown in a carton on top of a silent salesman. It had not been selling very well—not at all, in fact. The proprietor happened to notice the slow moving goods. “Push this stuff to the front of the counter,” he suggested. Break the lot make it look as though we had sold some. And get up a show card to go with it.” In a few days the metal polish was selling like the proverbial hot cakes. Yet the salesman had merely pushed the goods forward where customers could see them, taken half a dozen packages out of the carton to make it look like “real selling’ and added a hand-made show card. These minor changes had put punch and life into a small item on display, and made all the difference between selling and not selling. It is not enough for the hardware dealer to show the goods inside the store. That, of course, is something; but the dealer must go further. He must get the customer to look at the goods. Just as in his window dis- plays, so in his interior displays, he has to make sure of attracting atten- tion before he can interest people or make sales. Crowding of goods is generally detrimental to sales. It is possible to show the customer too many of an article, or too many different ar- ticles at once. One hardware dealer divides his store into “counter depart- ments” each devoted to some particu- lar line. He had builders’ hardware here, and paint and paint specialties there, cutlery at another counter, and so on. And in each section, while a wide assortment is stocked, a com- paratively limited number of lines are actually displayed, and only one line is featured at one time. Sometimes as much care and attention is given to an interior display as to a window trim. But it is worth while. Indeed, the same principles apply to interior displays as to window trims. It is not sufficient to stage a merely ordinary display of goods; each display should deal with some one topic and should contain a touch of timeliness or novelty. Remember that you are trying to catch the cus- tomer’s eye. Use price cards and show cards liberally; make your dis- play talk so the customer can not help but hear it. Interior display can be used to push the sale of two distinct classes of goods—those that are particularly seasonable and afford a good profit margin at regular prices; and those that have developed into slow sellers and have perhaps to be cleared out at a sacrifice. As a rule, effective dis- play when goods are timely will re- duce the proportion of slow selling goods to the lowest possible. In getting up and arranging your interior displays, it is a good plan to map everything out on paper. Study your entire store arangement for ef- fectiveness; and then study what lines to feature at each counter. Your dis- plays, thus planned on paper, can be put together a great deal more quick- ly than if you improvise them as you go along. As with window display, interior displays should be changed regularly and frequently, as otherwise they will lose their effectiveness. Victor Lauriston. —__@¢—__ A Woman’s First Visit To the Polls. She flounced right in the polling place, In somewhat of a flurry; “Don’t keep me waiting very long, For 1 am in 2 hurry: Now let me have my ballot, please, I wish you would make haste, For I am very busy and I Have no time to waste. “T have so many things to do, Some visits I must pay; Have Mrs. Jones and Mrs. Brown Been in to vote today. If they have cast their ballots, This is what I wish to say; If I knew just who they voted for, I’d vote the other way. “Ror goodness sake, please hurry up, You men are slow and poky; Kerckew, kerchew, I do declare, This atmosphere is smoky. This practice should be broken, You should prohibit smoking; I mean exactly what I say, And do not think I'm joking. “‘Now let me give my views to you.” She then began to chatter; She gave us some society views, And some domestic matter. “We women sure will make things hum, When once we do get started.” And every one around the polls Was glad when she departed. —— If you have no ambition to be some- thing better and bigger you will not grow. On the other hand, you will shrink, and when a man begins to shrink it is only a question how long it will take him to shrink to nothing- ness. PRIZE GOLD BOND WHITE SWAN AMSTE MANUFACTURERS OF 41-49 BROOKSIDE AVE. CAPACITY 1000 RDAM BROOM CO. BROOMS AND WHISKS ESTABLISHED 1884 AMSTERDAM, NN. Y. DOZEN SANITARY MADE BROOMS A DAY Watson-HigginsMlg.Co. GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended ‘ by Merchants NewPerfection Fiour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks 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. Ees!ey Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN InGetting COSTS Writeto BARLOw BrRos. GRAND RAPIDS, MICH. SHORT CUTS EVEREADY \ —_STORAGE BATTERY PEP Guaranteed 114 years and a size for YOUR car SHERWOOD HALL CO., LTD., Distributors Local Service Station, Quality Tire Shop, 117 Island Street, Grand Raplds, Michigan. ATCHES 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 Made in America, by Americans, of American Materials, for American Users. We pay City, Why not County, State and Federal Taxes. patronize Home Industry? The Diamond Match Co. 32 MICHIGAN TRADESMAN November 10, 1920 EY ics —§y s Beach’s Restaurant| | CODY HOTEL \ = : = = 2 Four doors from Tradesman office RATES { ii up without bath ? ZEHE COMMERCIAL TRAVELE pyaLiTy rie sE61)| ,. — = qty reece oS TS Hh Lim Y ) een EEA ¢ oe 2 Mgr ire Grand Council of Michigan U. C. T. Grand Counsellor—H. D. Ranney, Sag- inaw. Grand Junior Counselor—A. W. Stev- enson, Muskegon. Grand Secretary — Morris Heuman, Jackson. Grand Treasurer—Harry Hurley, Trav- erse City. Grand Conductor—H. D. Bullen, Lan- sing. Grand Page—George E. Kelly, Kala- mazoo. Grand Sentinel—C. C. Carlisle, Mar- quette. Store Doubles Business Though Town Melts Away. Chitwood, Mo., Nov. 8—Ever hear of a town whose population and build- ings were practically all moved away from a “boom,” the poulation in fact decreasing more than 50 per cent, but almost doubling the trade of a mer- chant who elected to remain in the “dead” town? But, here is where it happened. Chitwood, Mo., was at one time a flourishing town—fast reaching the proportions of a real city—on account of the lead and zinc mines. Then the mines “played out” and the town was almost as though it had never been. People moved to other locations, buildings were torn down and remoy- ed, and there was practically no mar- ket for any sort of merchandise, es- pecially as there was a large city within a short distance. John Mills owned his own building, could not sell it or the stock to ad- vantage, and had no place to move to. The store was on the edge of good trapping grounds, where there were great forests and many streams, and amateur trappers, as well as profes- sionals, did a thriving business with the pelts of raccoon, mink, o’possum, skunk and muskrat. A few concerns in the nearby city bought furs, but paid for them at very low rates. Es- pecially did this displease the trappers after furs had gone to unheard-of- prices—the local buyers made but lit- tle difference in the prices they paid. So many began shipping their furs, which in turn called for long delays in payment, and in many cases very unsatisfactory grading. Mills saw and understood all this and decided to cash in on it. He at once laid in an immense stock of the best grade of traps of all descriptions and sizes. . These, of course, were for sale to any who preferred to purchase outright, but the main idea was to rent them. Mills rented the traps at twenty-five cents each per season, regardless of size of trap. Thus, while it took many seasons to. pay the original price of a $5 trap, a cheaper one soon paid for itself. But that was of secondary importance. The big idea was to get all the trappers to bring their furs to him. Also to buy all their grocer- ies and other supplies from him. As he paid top prices for furs of all descriptions, this result was quickly obtained. A trapper might have his “line” located many miles away, but he would go to Mills, rent his traps and buy all other needed supplies. Each trapper’s particular traps were held during the summer and same traps rented to him again next season. As traps gain in value by becoming old, the plan worked to perfection. In a short time trappers from other lo- calities and other states began to ship to him and buy their supplies from him. Mills trade became so large that he could sell groceries, etc., cheaper than many of the city stores. Soon he had a good trade from that point, which, with the trappers and his furs, placed him at the top. He now has a busi- ness that would do credit to a city of many thousands of inhabitants. Stern and Unrelenting Justice. “Fifty dollars and costs—total, six- ty-eight thirty-five!” sternly said the old Squire Ramsbottom, the well- known jurist of Petunia. “All right, Your Honor,” replied the traveling salesman who had offended, “Vil—” “And take off them britches!” grim- ly proceeded the justice, pointing to that garment. “What the deuce—” “None o’ that, now, or I’ll soak you for contempt! You plead guilty to giving a drink of licker in the back room of the hardware store to Flip Smith, a clerk thereof, at a time when Constable Slackputter was peeking through a crack, although you didn’t know it, from a bottle which you con- fess you brung here from the city in the hip pocket of your pants. Now, then, the law is plain, and says that any vehicle used in the transportation of licker shall be confiscated. By your own confession that licker was transported in your pants. Therefore and to wit, they automatically became and are hereby declared to have been at the time, a vehicle. Take off them britches, or I’ll order the officer to do his duty!” —_—_---<-___ Return of Five Cent Ice Cream Soda. Chicago, Nov. 9—Return of the five cent ice cream soda was predicted by ice cream manufacturers who con- vened here recently. With sugar on the toboggan and milk expected to drop in value, the makers of the na- tion’s favorite dish said it was only a question of time until the five-cent level would again be touched by this product. “The price will drop in proportion to the slump in the cost of labor, su- gar and milk,” declared Nathan Low- enstein, Secretary of the National As- sociation of Ice Cream Manufactur- ers. “Because of the drop in these essentials the outlook is favorable to the ice cream industry.” —_+-.___ What Is Was Made For. The suit was ‘made to order” For fifteen bucks or so. It filled me with excitement, This gladsome news to know. I sent the kale and got it— My measure had gone first. I tried the suit—’twas shoddy, And all the stitching burst. Also it did not fit me By fifty miles, I swear! Suit ‘‘made to order?” Surely! "Twas never made to wear. GRAND RAPIDS, MICH Rew Hotel Mertens Rates, $1.50 up; with shower, $2 up. Meals, 75 cents or a la carte. Wire for Reservation. A Hotel to which a man may send his family. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R. SWETT, Mgr. Muskegon i-3 Michigan Bell Phone 596 Lynch Brothers wie Sales Co. Special Sale Experts Expert Advertising Expert Merchandising Citz. Phone 61366 200-210-211 Murray Bidg. GRAND RAPIDS, MICHIGAN Use Citizens Long Distance Service a INDEPENDENT Cd oe oe’ eet ee gaa ao fel 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. CITIZENS TELEPHONE COMPANY 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. November 10, 1920 Gabby Gleanings From Grand Rapids. Grand Rapids, Nov. 9——John D: Martin writes as follows: ‘Your bet of a few weeks ago was absolutely right. Mrs. Martin and myself have started on a trip that will take us through Illinois, lowa and Minnesota. We will reach Minneapolis Nov. 25 and spend the week of Thanksgiving with Jess and Ada at their home in Minneapolis and will reach town again about Dec. 1.” The many friends of Charles Pat- terson will be glad to hear that he is now calling on the city trade for the W. S. Canfield Flour Co. E. H. Lee, Michigan representative for the A. J. Deer Co., offers the fol- lowing interesting set of coincidences: He joined Flint Council, No. 29, Nov. 29, 1891—twenty-nine years. ago. There were twenty-nine charter mem- bers, of whom he was one. Who can beat this record? W. J. Augst was born in. Lake Odessa, March 29, 1888. He grad- uated from the high school at Lake Odessa and subsequently took a busi- ness course at the McLachlan Com- mercial College in Grand Rapids. He then entered the drug store of Peck Bros. to learn the trade. He remain- ed in that store seven years, when he was employed by Ben Schrouder two years at his up-town drug store. He then formed an alliance with J. B. Cavell, Michigan representative for Washburn-Crosby and the Duluth Imperial Milling Company. He cov- ered the jobbing trade of Western Michigan four years in that capacity. He then engaged with the Wells-Ab- bott-Nieman Company of Schuyler, Neb., selling Puritan flour for a year and a half. Last week he changed over to the Weber Flour Milling Cor- poration, of Salina, Kansas, and will work with the staff of the W. S. Can- field Flour Co., covering his trade every thirty days. Mr. Augst was married April 17, 1908, to Miss Mabel Durkee, of Lake Odessa. They have one child, a boy of 8 years, and reside at their own home, 303 Rosewood avenue. He is a member of - First Christian church and he is with Co- wan Lodge, K. of P. Mr. Augst owns up to but one hobby, baseball, and attributes his success to keeping ever- lastingly at it. He has purchased a ford coupe and is already out on the warpath. Max Bloom, a_ Detroit traveling salesman, met a serious misfortune after losing his “good luck” charm on his way to Kalamazoo. The automo- bile he was driving collided with an automobile driven by Mrs. T. J. Mead, of that city. Both machines were badly damaged. Bloom was ar- raigned in municipal court where he paid a fine for speeding. The new Greenville National Bank opened its doors for business last Saturday. The vault doors for the new institution were furnished by the Grand Rapids Safe Co. Fred Beardsley (Worden Grocer Company) entertained his share of school teachers during the recent State convention and conducted an educational campaign while they were with him. William E. Sawyer, for several years traveling salesman for the Wor- den Grocer Company is now in charge of the coffee department of the great Jevne store at Los Angeles. Mr. Sawyer is a hustler in any avenue of usefulness he elects to follow. If you think you have trouble sup- Soaks your wife try not supporting her, The American Humane Association pleads against the cruelty of butcher- ing food animals. We kill about 110,- 000,000 animals a year for our table use. Excepting only large beef cattle, which are stunned by a heavy blow on the head before butchery, they are all slaughtered by having their throats coat, each suffering about three minutes while bleeding to death. Minor cruelties are alleged in trans- portation. The association wants MICHIGAN TRADESMAN stunning required by law before the knife is used. The Federal Fair Price Commis- sioner at Philadelphia forecasts a crash in the candy market, after a visit from one of the largest whole- sale and retail candy merchants in that city. The commissioner says the drop must come soon, in time for the holiday market, because of the great reduction in sugar prices, else candy will not be popular in Christmas buy- ing. The present reckless indifference to traffic rules, to say nothing of the rights of pedestrians and other driv- ers habitually displayed by a certain class of motorists, is due in part to the leniency with which they have been treated in the past. Magistrates have been too susceptible to the in- fluence of friendship and other con- siderations to inflict the penalties which the laws already permit. But the police cannot place all the blame on the judges before whom offenders are brought. They are themselves in- different and inattentive where the regulation of traffic is not their es- pecial assignment. If the heads of the department can overcome this inertia and indifference, some _ sub- stantial results can be hoped for. ——_—__+-- + ____ Unfair Competition By the Ideal Furnace Co. The Tradesman is in receipt of the following letter from a well-known merchant who is in good repute in his home town: Homer, Nov. 5—We have in our fown of about 1,200 population a branch of the Ideal Furnace Co. They employ in the neighborhood of 150 men. During the recent high price agitation, carried on by all newspa- pers, the foundry superintendent be- gan advertising groceries to be or- dered through them for the benefit of his employes or any one else. You can readily see what such a course will do to our town if they succeed in getting our business. As a sample of our prices and their methods and prices I am enclosing a copy of my last week’s advertise- ment and one of their. We, the merchants would appreci- ate very much an article by you on the unfairness of such competition and the detrimental influence on the town if you see fit to give us one, that we might have it published in our weekly. We would like to add that our prices are reduced just as fast as we get reductions quoted on any article. We sell rolled oats at 7c; 3 pounds for 20c; Jello at 15c and everything else acocrdingly. On receipt of this letter, the Trades- man wrote the Ideal Furnace Co. as follows Grand Rapids, Nov. 6—My atten- tion has been called to the fact that your company superintendent is con- ducting a co-operative selling venture under the name of the Ideal Furnace Co. and I write to enquire if you think it quite fair to do this in view of the fact that you are depending on mer- chants as a class for your patronage. My idea is that manufacturing a furnace is one thing and selling mer- chandise is another and that the two ought not to be combined. If you were in a town remote from other merchants so that you had to put in a commissary for the conven- lence or necessity of your employes that might be permissible, but under the circumstances it seems to me that you are infringing on the rights of others by continuing your present policy. I write this letter solely from a friendly spirit, as a business man who has undertaken to serve the retail trade of the Middle West thirty-seven consecutive years and has, perhaps, perhaps, well defined ideas regarding the ethicsof business and what manu- facturers ought to do and ought not to do in matters such as this one un- der discussion. I do not wish you to accept this let- ter in the light of a threat or im- pertinence, but solely a friendly en- quiry, addressed to you by one who is not unfriendly to you in any way and who has no sinister motive in making the enquiry embodied in my first paragraph I thank you in advance for the courtesy of a reply. t. A. Stowe. Up to the hour of going to press, the Tradesman has received no reply to the above letter, but it sill hopes to be able to induce the Ideal Furnace Co. to desist from the practice it started during the war, now that prices are receding and dealers are selling staple goods cheaper than in- ferior goods can be sold by a manu- facturer. This statement may seem peculiar, but it is true as gospel. No legitimate jobbing house or reputable manufacturer will sell goods to co- operative concerns of this character, because by so doing they would un- dermine all well-defined theories of good business principles; in other words, they would impair or destroy the reciprocal relations which have been found to be the most economical and satisfactory methods of handling goods down to the consumer via job- ber and retailer. Any scheme which tends to divert trade into alien chan- nels or shorten the route established by long usage not only encroaches on the rights of those already in trade, but affords no permanent relief to those who seek to be benefitted. It ultimately results in demoralization and confusion for the consumer and bankruptcy for the merchant. > > Novel Plan to Reduce Automobile Accidents. Grand Rapids, Nov. 9—The increas- ing number of accidents caused by automobiles, both passenger and freight, should justify the serious con- sideration of all sincere suggestions for the proper regulation of cars and drivers and the prevention of such accidents. Are accidents of this kind suffic- iently numerous and serious to justt- fy a special central traffic court? The officers of such a court would become experts in knowledge of traffic re- quirements, as well as of traffic laws and regulations, and would be able to use more balanced judgment and discretion in dealing with the various phases of the individual cases brought before them. If the licensing privi- leges for cars, owners, and drivers were also intrusted to this court it might treate a wholesome respect for the judgment and power of the Court which would foster greater driving care and caution. Ordinary regulations seem to pos- sess little, if any, influence upon the actions of many drivers in whom the speed mania has destroyed ordinary caution. Fines of an ordinary nature do not seriously embarrass owner or chauffeur, and imprisonment, except for grave and flagrant offences, is hardly to be thought of, and yet a graver and deeper sense of responsi- bility to and for others is increasing- ly desirable as traffic becomes more and more congested. The suggestion is offered that traf- 33 tic courts should be empowered to label offending cars with a distinctive mark or sign, to indicate to any one, policeman, pede strian, or driver, that cars with such labels | have been guilty of violations of traffre regulations, endangering the society and welfare of the public. It is suggested that it be within the province and the dis- cretion of the court to state the per- iod within which the label must be displayed. If during a certain period of time no other charge is made against the car or its owner, the court, depending upon the nature of the first offence, could authorize the removal of the label or place the car upon a longer Barer A second or furtl violation should be similarly anid and ‘the law should enable the court to con- fiscate licenses in its discretion. For flagrant offences, involving personal injury, the individual license might also be labelled and chauffeurs re- quired to wear the label distinctly. Labeling of this kind would be ser- iously embarrassing to owners and to many drivers; in the case of public vehicles, such as taxis, it would be more or less costly, as many persons would refuse the service offered by a labelled car. It seems likely that owners of such cars would exercise great care and restraint in the en- deavor to have label removed as early as possible. In the case of private cars there would undoubtedly be occasions where humiliation would be. exper- ienced by quite innocent persons; un- fortunately, under existing laws it is the innocent who chiefly suffer. The absence of a few cars from time to time on our congested streets would redound to the general good and owners of private cars would be forced to exercise greater care in the selection of drivers. Is not some scheme of this or sim- ilar nature feasible and worth serious consideration by those responsible for traffic regulations and their en forcement? Frank Stowell. —__—__2+> When Wheat Is Sold. Many reports from the show that the grain country holding move- ment of farmers is general, not only farmers but e others who are among the organized among th working in sympathy. An Indiana miller who operates one of the largest mills in the State says he bought only 90 bushels of wheat from farmers last week. An elevator company operat- ing 143 bought only houses in the Southwest 4,600 bushels from farm- ers in the same time. Absence of new orders for cars to move grain is a good indication of the farmers’ movement. Up to thirty days the railroads short on their car orders. within have been Now they have caught up and cars. are easily secured. There are four periods for market- ing wheat, one large miller stated this The first is after harvest. The second between the fall seeding time and corn husking. The third after husking and before tax paying during January and February. The fourth the last part of May. week. corn recommendations. WE OFFER FOR SALE United States and Foreign Government Bonds Present market conditions make possible exceptionally high yields in all Government Bonds. Write us’ for HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Bank Bldg Grand Rapids, Mich. w > MICHIGAN TRADESMAN November 10, 1920 ma AK _S) —_ nv a - se - \DR ai 4 i iD Tver H (CLUS AASV, al pe er iF SS LNG (J SSS J ¥ | oh) NN Xi XK yy GS*“>DRUGGISTS SUNDRIES | = 2 ved} jd wt yy) SLL, <4 eos = —_—— = —_—— = —=~, = 5 SR ( WF —— Michigan Board of Fharmacy. President—H. H. Hoffman, Sandusky. Secretary and Treasurer—Charles S. Koon, Muskegon. Other Members—E. T. Boden, Bay City; James E. Way, Jackson: F. C Cahow, Reading. Next Examination Session — Grand Rapids, Nov. 16, 17 and 18. Utilization of Radium in the Safety Movement. Written for the Tradesman. Radium, the most mysterious and most powerful element known to science, which has the greatest power of all discovered sources of energy, has now been linked with the safety movement and will lend its power to the prevention of avoidable accidents. So great is its power that one gram is sufficient to raise a ton of water from the freezing to the boiling point. If one ton of it were harnessed to a ship equipped with 1500 H. P. en- gines, the ship would be propelled at the rate of 15 knots an hour for thirty years. Radium is best known to the world through its curative properties in the treatment of cancer and through its commercial value in making radium luminous material. The power of radium was made known only a few years ago through the efforts of a Polish woman scientist and a French and an American professor. Radium now treats thousands of cases of can- cer annually, preventing death and eliminating a great deal of suffering. Radium’s role in industry as a life Saver is less spectacular, but perhaps evell more important than it is as a thereapeutic agent. The great mass of accidents in factories, in mines and in other industrial institutions where darkness is a creator of danger, are being eliminated through the newest invention of science—radium lumin- Radium illuminated watches are familiar articles. The ous material. same material that illuminates these is now being employed in great fac- tories on all power line switches where. fumbling might mean electro- cution to the operator. High pressure gauges, which are installed as an insurance against dangers, are deprived of a great deal of their safety value through incon- stant lighting. Their dependability as indicators is increased tremendous- ly through making them safe twenty- four hours a day by the application of radium luminous material, which is invariably luminous in the dark. Steam gauges and water gauges of all sorts are making use of radium to increase safety. Electric switches are often set in places which are unlit. This includes electric lighting equipment which is usually visible only after the light it controls has been turned on. A spot of radium luminous material on the bottom or switch makes them easily located in the dark, so that in emer- gency they may quickly be made use of. Likewise, a fire alarm or a fire ex- tinguisher is deprived of a good deal of its efficiency through being invis- ible in the dark. Radium luminous material acts as a quick locator for them. Telephones which are often necessarily found quickly in the dark in emergencies, various emergency call bells, and revolvers are made more useful through the application of un- dark. Gun sights, illuminated, in- sure accuracy of aim in the dark. The need of luminating poison bottles, so that they may stand out warningly in the dark has been demonstrated too often to need further dwelling on. An interesting safety device is the safe combination whose dial is radium luminated, so that no artificial light need be used for it. The industrial uses of radium luminous material are many. Bolts that are necessarily attached to the dark under-portions of machines and equipment are being touched with dabs of this luminous material with a consequent great saving of blood- shed. In mines where the carrying of oil lamps or the placing of electric lighting equipment is not feasible, radium has been found to be a boon to humanity. There are dark corners in the dark underground channels which miners must traverse, corners where danger lurks—these are made safe through the unvarying luminos- ity of radium. The value of radium to mariners is commencing to be recognized. Not only the compass dials, but the steer- ing wheels, the gauges, and other in- struments which should be instantly and uninterruptedly visible have been touched with radium. Motorists, mo- tor cyclists and the operators of any machinery which has indicating dials, or gauges which tell of the speed of the motor or the quantity and mixture of fuels and oils, are finding the solu- tion of their difficulties in radium luminous material. The hazard of uncertainty has been reduced. Radium is the most valuable ele- ment in the world. A gram of radium, which is about a thimbleful, costs $120,000, as opposed to $150 for an ounce of platinum. So powerful is it when mixed with other materials that even the minutest particle is effective in making material self-luminous for years. It is this quality which makes radium luminous material commercial- ly possible. The great value of radium is due to its scarcity, and to the great dif- ficulty in isolating it after it has been found. Much of the radium of the world is now found in America, in carnotite fields. A great portion of this comes from the Undark radium mines in the Paradox Valley of Colorado. The ore is found in narrow seams in the ground. It is sorted and pack- ed in one hundred pound sacks and transported sixty miles to the near- est railroad station on the backs of burros and mules. Thence it is ship- ped in carload lots 2,900 miles across the continent to an extraction plant in Orange, N. J. Two hundred fifty tons of ore treated with an equal amount of chemicals and water yields one gram, which is about the size of a pin head. The power of radium lies in the penetrating character of its rays, which disintegrate and travel at the rate of 3,000 miles a quarter of a sec- ond. In addition to the use of radium luminous material on machinery in industrial plants, it is used extensive- ly for the marking of any corner or spot which should be visible in the dark. Angles of tables and chairs, corners in rooms, numbers to indi- cate cubby holes or doorways on which there is no other illumination are touched with a spot of undark. Even the valuable electric torch in- creases its efficiency when it has a touch of radium on it so that it can be reached instantly in an emergency in the dark. When other lights fail, when fuses blow out and wires break down, radium will glow dependably without danger of explosion or of burning. The employment of radium to help solve our medical and industrial prob- lems of life safety is as yet in the first stages of its development. What the future will bring, no one knows. ———--___ Our Seasons. Written for the Tradesman. With what a comely fitting grace The seasons ever take their place Within the time and tide of years Where each with its own charm appears. Nor less or more has any one Of lovliness with which to run Its courses of peculiar worth To beautify a waiting earth. I love te see the grass which grows Where long have lain the winter snows And hear the bluebird’s luring call To April showers about to fall. Full happy too is every tune Which red-breasts sing in lovely June When in the blooming apple-tree They teach their fledglings minstrelsy. Yet somehow there is special joy When autumn comes; tho’ frosts destroy The tender vine, a glory crowns The landscape with its reds and browns. The golden corn and pumpkins too The orchard where the pippins grew The paw-paws and the shell-bark tree Are sights which get a grip on me. Then later on as falls the snow And chilled we seek the fireside’s glow We love the very dying year For with it comes the Christmas Cheer. Chas. A. Heath. direct to you. We carry in stock and manu- facture all styles and sizes in Loose Leaf Devices. We sell Flat Opening Loose Leaf Devices EP Z Wr OsEJEAF GRAND RAPIDS, MICHIGAN and sort up for Xmas, The 1920 Holiday Line Remember, the actual Holiday Season is just com- ing on. People are just beginning to buy. Now that election is over, all of us can come back to normal again. Temporarily unsettled conditions are begin- ning to adjust themselves. There will be a job for evety man who will give an honest day’s work for a day’s wage. Watch for the flood of buyers. We ate in a position to take care of your needs. Our mer- chandise is staple all the year round. Come to see us SSA RSA MTS aU BIER OIA NER RAR EEA ce ek i Ia oe a 0 mn Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Meese St A a i Ai ERED TOSS OI i iN 1 Lad NS November 10, 1920 In the Old Home Town. [It was just a chance acquaintance —one of those acquaintances so easily made on a slow train, and one that is not on time. He was a sales- man-—I soon found out, and being interested in the subject I questioned him a little. “Just been back to the old home town,” he said. “Seems like a funny old place, too. Twenty years ago, though, I thought it was the only place on earth. But I am glad I got away.” “How would you like to go back there to live?” the salesman was asked. : “Nothing doing! Just about all the fellows I knew twenty years ago are still there, and about one out of a hundred has made any kind of suc- cess. The few who have succeeded have gone out into the world, most of them, and become salesmen. I am talking about the fellows who had to make their own way—not about the fellows who had a prosperous business handed to them—you know what I mean. “And I met a number of the fel- lows who tried to sell goods, but they failed. Why did they fail? Mostly because they were lazy. I think laziness causes more salesmen to fail than any other one thing. You simply can’t be a drone in the hive if you are going to sell goods. Now I have succeeded in a very satisfactory way, but ! work all the time. As soon as I hit a town I begin to look for business. I don’t have any regu- lar hours to work either, except that I work every hour that I can get any- body to listen to my talk. No, sir! It is the physically-fit fellow who is full of ambition that earns the big reward in the selling game!” Sometimes it is a good plan to leave the old home town and get out into the world and see what the other fellow does. John J. Commons. —__+-~-___ Held Cheese Is Preferred. Interest in held cheese grows each week, partly because of seasonal de- mands, but more largely on account of the fact that the quality of new cheese is none too dependable and al- so that jobbers have been using their storage stocks the past few weeks and have their trade accustomed to cheese of this type. As a matter of fact, the proportion of really fine cheese is comparatively small and there are many dealers who have expressed a great deal of confidence in cheese markets during the coming months for this reason. In their opinion the only cheese which it will be unprofit- able to handle will be that of question- able quality, which even now does not share fully in the improved condi- tion of the market. Export trade is slow, as prices are still too low to re- sult in orders being filled. Not a Liar. He had been fishing, but with bad luck. On his way home he entered a fish market and said to the dealer: “John, stand over there and throw me five of the biggest of those trout!” “Throw ’em? What for?” asked the dealer, in amazement. “I want to tell the family I caught ‘em. I may be a poor fisherman, but I’m no liar.” MICHIGAN TRADESMAN TRADE MARK “DOUBLE A” ANDY OR Christmas Trade New, Fresh Goods, the Finest that can be Made. We have an unusually Fine Assort- ment of PUTNAM’S LOWNEY’S PARIS’ Holiday Package Chocolates. Send in your order quick. It’s getting late. There will be more candy used this year than ever before. PUTNAM FACTORY Grand Rapids, Michigan A Winner Light Cars and Trucks 30x 3% and 32 x 34 Braender Bulldog Giant 5-Ply Molded Fabric Tire Made only in these two sizes, which fit 75% of all the cars in use. Oversize, 25% stronger, molded on airbag, extra heavy tread, rein- forced side wall, require oversize tubes. Have famous Braender Dual Non- skid Tread. A fast seller and a money maker. Michigan Hardware Company Grand Rapids, Mich. Wholesale Drug Price Current Prices quoted 35 are nominal, based on market the day of issue. Acids Borie (Powd.) __ 20@ 29 Borie (Xtal) ... 20@ 29 Cargolie 2... 35@ 42 Citric 20. 90@ 95 Mariatie ..._ 4@ 6 PpECt he 10@ 15 Ceabe 2. 60@ 7 Sarpnurie 2. 4@ 6 Wertaeie 2. 86@ 95 Ammonia Water, 26 deg. _. 12@ 20 Water, 18 dex. _. 10@ I7 Water, 14 deg. .. 9@ 16 Carpotiate 22@ 26 Chloride (Gran) _ 20@ 30 Balsams Copsiba: — 1 00@1 20 Fir (Canada) --.2 50@2 75 Fir (Oregon) --. 60@ 80 eee 5 25@5 60 Pen 2 00@2 25 Barks Cassia (ordinary) 45@ 50 Cassia (Saigon) 75@ 85 Sassafras (pw. Pa @ 65 Soap Cut ow 40¢ _— Se 30@ 35 Berries Peben 22 1 90@2 00 Fish ee 50@ 60 DOr 10@ 20 Prickly Ash .... @ 30 Extracts Tacoriee =... 60@ 65 Licorice powd. --1 20@1 25 Flowers Awee 2. 75@ 80 Chamomile (Ger.) 80@1 00 Chamomile Rom 40@ 45 Gums iAcacia, 1st _-__.. 60@ 65 Aeseia, 2nd 55@ 60 Acacia, Sorts -_. 35@ 40 Acacia, powdered 45@ 50 Aloes (Barb Pow) 30@ 40 Aloes (Cape Pow) 30@ 35 Aloes (Soc Pow) 1 25@1 30 Asatoctida —_..__ 4 50@5 00 POW. .. 2. 6 75@7 00 Caminhor 1 63@1 70 Guaiac 2... @l 40 Guaiac, powdered @1 50 ee oo @ 8 Kino, powdered_ @1 00 Myra 220 @1 40 Myrrh, Fow. —_. @1 50 Opium ....... 1 50@12 00 Opium, powd. 13 00@13 60 Opium, gran. 13 00@13 60 Shellac .....___... 1 25@1 50 Shellac Bleached 1 40@1 50 Tragacanth --.. 5 50@6 50 Tragacanth, pow. @5 00 Turpentine —__._-_ 35@ 40 Insecticides AvGenIeG 22 20@ 3¢ Blue Vitriol, bbl. @ 10 Blue Vitriol, less 11@ 16 Bordeaux Mix Dry 18@ 38 Hellebore, White _ powdered _.... 38@ 45 Insect Powder -~ 75@1 05 Lead Arsenate P. 35@ 55 Lime and Sulphur Pe 12%@ 27 Paris Green --.. 48@ 58 Ice Cream Arctic Ice Cream Co. Bulk, Vanilla —.. I 25 Bulk, Chocolate _... 1 36 Bulk, Caramel __..... 1 45 Bulk, Grape-Nut -... 1 35 Bulk, Strawberry .... 1 35 Bulk, Tutti Fruiti .. 1 35 Brick, Vanilla _..... 1 40 Brick, Chocolate .-.. 1 40 Brick, Caramel __..__ 1 60 Brick, Strawberry --. 1 60 Brick, Butti Fruiti —. 1 60 Piper Ice Cream Co. Bulk, Vanilla _..... I 25 Bulk. Chocolate —.... 1 30 Bulk, Caramel —._... 30 Bulk, Grape-Nut ~~. 1 30 Bulk, Strawberry ..... 1 35 Bulk. Tutti Fruiti .. 1 35 Brick. Vanilla ..... 1 40 Brick, Chocolate .__.. 1 60 prick, Caramel _..... 1 60 Brick, Strawberry -. 1 60 Brick, Tutti Fruiti —. 1 60 Brick any combinat’n 1 60 Leaves Buen 2. @5 00 Buchu, powdered @ 5 50 Sage, bulk —......, 67@ 70 Sage, % loose -_. 72@ 78 Sage, powdered__ 55@ 60 Senna, Alex. —...1 40@1 50 Senna, Tinn. _.. 30@ 36 Senna, Tinn. pow 35@ 40 tiva Urast 20@ 25 Olls oe Bitter, true 2. 16 00@16 25 Ahdooda. Bitter, artificial -... 2 50@2 75 Almonds, Sweet, REOG oe 1 75@2 00 Almonds, Sweet, Imitation _.... 85@1 00 Amber, crude __ 3 00@3 25 Amber, rectified 3 50@3 75 Arse —. 2 00@2 25 Bergamont -__. 9 00@9 25 Calienput 1 50@1 75 Casas 2. 3 75@4 00 Cantor 1 85@2 05 Cedar Leaf -... 3 00@3 25 Citronella. 1 25@1 60 Covers 4 50@4 75 Cocoanut 40@ 50 Cod Liver —.._. 3 00@3 25 Croton 2. 2 25@2 50 Cotton Seed .. 2 00@2 15 Pigeron . | 10 00@10 25 Ciupene oo 12 50@12 75 Eucalyptus -... 1 50@1 75 Hemlock, pure 2 00@2 25 Juniper Berries 7 50@7 75 Juniper Wood 3 00@3 25 Lard, extra __._ 1 80@2 00 Pard, Ne, § .... 2 60@1 80 Lavender Flow 12 00@12 25 Lavender Gar’n 1 75@2 00 rOMmon 2 75@3 00 Linseed boiled bbl. @1 15 Linseed bdl less 1 25@1 35 Linseed raw, bbl. @1 13 Linseed raw less 1 ee 33 Mustard, true oz. 2 75 Mustard, artifil, oz. @. 55 Neatsfoot acm & SOGe OG Olive, pure -____ 5 75@6 50 Olive, Malaga, Velnw | 4 00@4 25 Olive, Malaga, Breen 4 00@4 2 Orange, Sweet 10 50@10 75 Origanum, pure @2 50 Origanum, com’l 1 25@1 50 Pennyroyal -.._ 3 00@3 25 Peppermint _. 10 00@i0 25 Rose, pure 24 00@25 00 Rosemary Flows 2 50@2 75 Sandalwood, EB. fo 15 00@15 20 Sassafras, true 3 00@3 25 Sassafras, arti’l 1 25@1 a Spearmint ___ 16 00@16 2 Sper 8 2 75@3 00 Taga 11 50@11 75 far, Use 2. 48@ 60 Turpentine, bbls. @1 27% Turpentine, less 1 37@1 47 Wintergreen, i gt OTe 12 00@12 25 Wintergreen, sweet Diteh (2. 8 00@8 2 Wintergreen art 1 20@1 40 Wormseed -.__ 9 50@9 75 Wormwood 20 00@20 25 Potassium Bicarbonate _... 55@ 66 Bichromate ...... 47@ 55 Bromide 1 10@1 15 Carbonate 92@1 00 Chlorate, gran’r. 48@ 55 Chlorate, xtal or DOW: 202 28@ 35 Cyanide _... 50@ 65 lodide ...._..._.. 4 1G@4 3G Permanganate.._ 1 20@1 30 Prussiate, yellow 50@ 65 Prussiate, red.. 1 85@2 00 Sulphate ......_ @ 85 Roots Aleanct _. =. 1 00@1 25 Blood, powdered_ - 60 Caismus _.... 35@1 00 Elecampane, pwd 26@ 35 Gentian, powd. 27%@ 35 Ginger, African, powdered —__.. 29@ 36 Ginger, Jamaica 574%@ 65 Ginger, Jamaica, powdered -... 57%@_ 65 Goldenseal, pow. 8 50@8 80 Ipecac, powd. -. 4 75@5 00 Licorice, powd. 35@ 40 Licorice, powd. 40@ 50 Orris, powdered 40@ 45 Poke, powdered 40@ 45 Bogner @1 50 Rhubarb, powd. @1 50 Rosinwood, powd. 30@ 35 Sarsaparilla, Hond. sround ........ 1 25@1 40 Sarsaparilla Mexican, ground ........... @ 80 Saws oo 385@ 40 Squills, powdered 60@ 70 Tumeriec, powd. 25@ 30 Valerian, powd._ @2 00 Seeds Ane — 2 33@ 35 Anise, powdered 38@ 40 Bod ft 2... 13@ 19 Canary .......... i396 20 Caraway,’ P’ a. 30 22@ 25 Cardamon ..... 2 50@2 75 Celery, powd. .45 35@ 40 Coriander pow. .25 16@ 20 ee 15@ 25 Penney... 30@ 40 Pee 10 15 Flax, ground _... 16 15 Foenugreek pow. 10@ 20 Tenn 10@ 18 ROpONa: 0. 2 50@2 75 Mustard, yellow 25@ 35 Mustard, black... 30@ 35 roupy 2... 0@ 60 Quince (2. 1 50@1 75 MONG 15@ 20 SabaGiie 20.00 35@ 40 Sunflower ces 12@ 16 Worm American 45@ 60 Worm Levant 2 00@2 26 Tinctures Aconite oa @1 85 AMCs .. — @1 65 Aries ... @1 75 Asafoetida ______ @3 90 Belladonna — __._ @1 40 Venzon .._........ @2 40 Benzoin Comp d @3 15 suchu a @2 70 Cantharadies @3 00 Capsicum .._.... @2 30 Cardamon .....__.. @1 50 Cardamon, Comp. @1 35 Catecn oo. @1 50 Cinchena ........ @2 40 Coichicum @2 40 Cioee «lt @3 00 Digitalis — @1 80 Gentian ._......_. @1 40 sneer __.. @2 00 Guaiac @2 80 Guaiac, Ammon. @2 50 loge, @1 50 Iodine, Colorless @2 00 Hon, io, . @1 50 Kino ce eo @1 46 Mert @2 25 Nux Vomica oe @1 90 Cham @4 50 Opium, Camp. _ @1 50 Opium, Deodorz’d @4 50 Rhuberh) ......._. @2 70 Paints Lead, red dry _. 15%@ 16 Lead, white dry 15%@ 16 Lead, white oil 154%@ 16 Ochre, yellow bbl. @ 2 Ochre, yellow less 6 Puy 5@ 8 Red Venet’n Am. 3@ 7 Red Venet’n Am. 3%@ 7 Red Venet’n Eng. 4@ 8 Whiting, bhi __... @ 4% White 5%@ 10 i HM. Fr. ren, 9G 75@4 00 Miscellaneous Acetanalid ..... 80@ 85 AYO 16@ 20 Alum, powdered and Eroune ........ H@ 36 Bismuth, Subni- Ste 3 75@4 00 Borax xtal or powdered _._.. 11%@ 16 Canthe wrade Ss, po 2 00@6 50 Caiamal 2 22@2 30 CAnsicam 45@ 50 Carmine ....... 7 50@8 60 Cassia Buds .... 50@ 60 Ciovee .. Tae «6G Chalk Prepared 16@ 18 Chioroform —_.... 63@ 72 Chloral Hydrate 1 70@2 10 Cocaine ...... 15 85@i6 90 Cocoa Butter .... 70@ &6 Corks, list, less 40%. Copperas, bbls. —_ @ 05 Copperas, less _. 6%@ 12 Copperas, powd. 6%@ 15 Corrosive Sublm 2 01@2 10 Cream Tartar _. 63@ 70 Catticoons ....... 70@ 80 Pestrineg ._...... 10@ 15 Dover’s Powder 5 75@6 00 Emery, All Nos. 10@ 15 Emery, Powdered. 8@ 10 Epsom Salts, bbls. @ 05 Epsom Salts, less 54%@ 10 Ergot, powdered @6 00 Flake White .... I8@ 30 Formaldehyde, Ib. 50@ 55 Gemtmeg .......... 2 2 25@2 40 Glassware, less 50%. Glassware, full case 50.10%. Glauber Salts, bbl. @03% Glauber Salts less 04@ 10 Ghie, Brown ..... 21@30 Glue, Brown Grd. 19@ 25 Glue, White ..... 3%3@ 40 Glue, White Grd. 35@ 40 Givcerimne .......... 34@_ 50 One: 2 1 75@2 00 roe 5 70@5 90 lodoform .......... 7 00@7 3 Lead, Acetate _. 20@ 30 Lycopodium _... 5 25@5 50 Mace 2... 75@ 80 Mace, powdered 95@1 00 Menthol ._....... 0@8 20 Morphine -... 12 58@13 43 Nux Vomica @ 30 Nux Vomica, pow. 26@ 35 Pepper black pow. 32@ 35 Pepper, white —_. @ 50 Pitch, Burgundy 15@ 2 Questia 12@ 15 Quinine .... 12@1 62 Rochelle Salts -. 50@ 55 Saccharine ...... @ 38 Salt Peter ....... 36G@ 30 Seidlitz Mixture ss 45 Soap, green -.__ 35 Soap mott castile 2249 25 Soap, white castile CASG fo 5 00 Soap, white castile less, per bar .... 75 Soda ASN 05@ 10 Sido Bicarbonate 249 10 sods, Sal ...... 5 Spirits Camphor @1 50 Sulphur, roll __... ge 10 Sulphur, Subl.__ om‘ 10 Tamarinds —_..... 25 30 Tartar Emetic 03@1 10 Turpentine, .. 50@6 00 Vanilla Ex. pure : 50@2 00 Witch Hazel 60@2 15 Zinc Sulphate —. + 09 15 36 MICHIGAN TRADESMAN November 10, 1920 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 ied at market prices at date of purchase. DE ECLINED ADVANCED Raisins Barley Scotch Peas Split Peas Some Soaps Some Washing Powders i | oe aa burnyclam Bouillon _ CHOCOLATE uk 6 ae th carina. Surnham’s 7 oz. _._. 2 50 Walter Baker & Co. - ner gon $1.65 aracas. Corn bas ; Moore’s Household Brand tandard - __ 1 35@1 65 ee safes ”s Co ag 12 0z., 2 doz. to case 270 Country Gentleman __ 1 85 nee 7 ph etind °'50 Maine 1 90@2 25 Prenvim, 6 2 Avie Gbeanc oe ee eae ere? Premium, es 2s 50 Hominy . . CIGARS t Ce La ewes : , National Grocer Co. Brands Lobster. El Rajah Epicure, 50s 95 00 % Ib. Star _310 El Rajah Epicure, 25s 97 00 1%, lb. Star __..... § 50 El Rajah, Longfellow, 1 ib: Star 5 ap ep 50s eee 95 00 Faraday Rothchild, Mackerel Extra, — he 0 00 Mustang; £ ib: 180 Faraday Rothchild, 4 Mustara, 2 ib = | 8 RA Imperiales, 50s _._125 00 0 ; Soused, 1% ib 160 Faraday Rothchild, Soused, 2 ib. 2 75 Junior, 50s _-.- 55 00 Faraday Rothchild, Mushrooms Fensteise. ter ogg 95 00 Choice, 1s, per ca 4 Faraday Rothchild, Hotels, 1s oe a : Monopoles, 50s -_. 95 00 » per an. 60 : : Extra a | Baraday Rothchiid, : e Sur etre | 6s Corono, 0068) 2. 0 00 25 lb. pails, per doz. 25 10 Plums Faraday Rothchild, California, No. 3... 249 Royal. 60s _...___ 00 BLUING Pears in Syrup Mungo Park, Jennings’ Condensed Pearl Michigan ____________ 4 50 Perfecto, 508 ~.--.- 75 00 Sinn. 3 Goce. box _... 8 55 California, No. 2 2's 0 Mungo Park, Large, 2 doz. box ____ 2 70 African, b0s —___._ 90 00 b ; Peas —. dog seins BREAKFAST FOODS Macao 5 Wonder, 50s --_--- Cracked Wheat, 42465 potrowtat ——- i foi $6 Mungo Park, Cream of Wheat --_.900 iariy June sifd 2 25@2 40 Gold Stand, 50s ~_100 00 Grape-Nuts ... .. 3 80 . ges ae Mungo Park, u Pillsbury’s Best Cer’l 3 00 Pissctns Gold Stand, 25s __105 00 Quaker Puffed Rice__ 5 60 California, No. 24 oC rer Hee oe re W 4 30 aiitornia, i 2 a 2 . ee a mg aoe 1 apr california, No. 1 __._ 2 35 Worden Grocer Co. Brands Quaker Corn Flakes 3 70 Mic higan, No. 2 ~~-~-= 4 25 Harvester Line Ralston Purina ______ 400 Pie, gallons -- 10 50@15 00 Record Breakers, 508 76 00 Ralston Branzos ---- 3 00 Pineapple Delmonico, 50s ~_-_-_. 76 00 Ralston Food, large -_410 ee Panatella, 50s __._._ 76 00 Ralston Food, small -_ 3 20 Grated, No. 2 ---__ 400 pacemaker, 508... 76 00 Saxon Wheat Food -. 5 60 ‘Sliced, No. 2, Extra -.475 pocora Breakers Shred Wheat Biscuit 4 90 : (Pins) 50s 76 00 at Co Pumpkin After Dinner, 50s _-- 96 50 Van Camp, No. 3 -____160 Favorita Extra, 50s_ 97 50 Kellogg’s Brands ven Cp, Mo, 40 4 60 Presidents, 50s ~-.___ 115 00 Toasted Corn Flakes 410 Lake Shore, No. 3 _-_ 1 25 ' Toasted Corn Flakes Vesper, No. 10 ~_---- 3 90 ia Azxora Tines ‘aii ett : Operas, 505 57 00 InGivyigtiAl .... 2 00 hie 50 75 00 nan 60 Salmon faa ia Gli Krumbles, Individual 2 00 Warren's 1 lb. Tall __ 4 10 ce. sie deligaei 75 00 Sipe 200 Warren’s ¥% lb. Flat 2 60 Pp. erfecto Grande (foil) 97 50 onic. 260 Warren's 1 lb. Flat __ 4 25 pain 50s. UF Foil) Brumble Bran, 128 ..225 ed Alaska 2 3 90 : : Med. Re Alaska --.. 350 (@ in foil pkg.) -. 97 50 BROOMS Pink Alaska 225@2 40 _ Royal Lancer Line Stanard Parlor 23 Ib. 5 75 PAVOTALA, FOS 9 75 00 Fancy Parlor, 23 Ib. B OO Sardines Imperiales, 50s ----_ 95 00 Ex. Fancy Parlor 25 lb.9 50 Domestic, 4s -. 5 50@6 00 Magnificos, 50s --_-_ 112 50 Ex. Fcy, Parlor 26 lb. 10 00 Domestic, Yes -. 6 50@T7 5 Se | a : Domestic, {s 7 50@5 80 jfenches @& Mays Lincs BRUSHES California Soused —--. 2 00 oe Tampa, Fla. Scrub California Mustard -- 2 00 Diplimatics, The 95 00 Solid Back, 8 in. ...150 California Tomato __ 2 00 Ac oe Foud Back, 11 in. ... 1 75 Se ag Coa - oe Fointed Ends —__1_77- 25 Sauerkraut eine ‘Fina a Sicus Hackmuth, No. 3 _--- 1 60 ime) 120 00 4 245 Silver Fleece, No. 3 1 60 ne. ta ae ad ee. 0 ‘orden Specials, 50s 155 Se. 1 35 Shrimps Ignacia Haya Dunbar, 1s doz. __--- 245 Extra Fancy Clear Havana . : Shoe ne Dunbar, 1445 doz. _.._ 5 00 i dade in Tampa, eee i eee ' elicagdes, 508 ___... 20 00 No. 2 ___- ie igh etllag 375 Frimeros, 50s 140 00 O 6. standard, No. 2 _..... q . Fancy, No. 2 ---_--_- Po? 5. gee Ee ba tans Dandelion, ‘Zac size" 2 80 Tomatoes 4) Caballeros, 50s ----- 70 00 bs wii oak ane 0 Gg ok ONO. 2 8 ae 0 OUne, OUR Perfection, per doz. -_ 1 75 Na dee 175@2 00 Reg. Espec, 50s _.__150 00 CANDLES Ne. 10. @5 50 Ferfecto, 25s 195 00 Paraffine, 6s ____ 7 Rosenthas Bros. Picatine ite 17% CATSUP R. B. Londres, 50s, “aac. eo eniders 8 oz. 20 Tissue Wrapped __ 60 00 fo ors 13 0%. 2, : = R. B. Invincible, 50s, toyal Ked, 10 oz. _... 1 4 Foil Wrapped -___ 75 00 oo Royal Red, Tins -_-. 10 00 Frank P. Tw Brands Lewis Single Binder, sh Re CHEESE 50s, (5 in foil) --- 58 00 Brick, eS Union Made Brands Blackberries Wisconsin Flats 28@ 29 El Overture, 50s, foil 75 00 3 ib. Standards ..... LODE ere 32 Our Nickel Brands Ne @i4 00 Dew York 32 Mistoe, 100s 5 00 Michigan Full Cream 27 Lioba, Ma 37 50 Beans—Baked El Dependo, 100s ____ 35 00 Brown Beauty, No. 2 1 35 CHEWING GUM : Other Brands Campbell, No. 2 __.. 1 50 Adams Black Jack ---. 65 Throw Outs, 100s _. 50 00 Fremont, No. 2 ------ 135 Adams Bloodberry _...65 B. L., 50s 58 00 Van Camp, No. % -. 90 Adams Calif. Fruit -.. 65 Boston Straights ____ 58 00 Van Camp, No.1... 125 Adams Chiclets | a0. Aebtow, bie 58 00 Van Camp, No. -1% — 42460 Adams Sen Sen 65 Knickerbocker, 50s _ 60 00 Van Camp, No cao. 2 BD Soars mig eng AOE 65 Trans Michigan, 50s_ 60 00 merican i Hemme : Beans—Canned Beem an’ s Pannin — 7 erg soir 60 00 Red Kidney -___ 1 35@1 60 Beechnut __...._. ~~ 85 Court Royal “ (wood) oe Se 1 75@3 30 Doublemint ____________ 65 POS. 61 00 ieee oo . —. A Juicy Fruit eee 65 Court Royal (tin) 25s 61 00 — —————— “<7 = Spearmint, Wrigleys __ 65 Templar Perfecto, ee @ POO 60 08 ae CLOTHES LINE Hemp, 50 ft. 3 00 Twisted Cotton, 50 ft. 3 25 Twisted Cotton, 60 ft. 3 90 preiged, 50° Tt) 22 4 00 Bash: Cord) oe 5 25 COCOA Baker's, +8 --__.... . 56 Bunte, 15sec Size 2222 55 iunte, 4: 1b, 22 50 Bunte, 1 1b.) 2 48 Meveliang 222: 5.5 41 Colonial, Wao 35 Colonial, 468 =... 33 MODS 2 ee 42 Wersheys, 448 22 42 Herseys, $68) 24 40 sauiyaer 36 Lowney, %8 joes 52 Lowney, “sS 22.2! 52 Lowney, 4s cats: 50 Lowney, 5 ib. cans _._. 31 Van Houten, %s _____ 12 Van Houten, ws 2 18 Van Houten, Van Houten, 1 Wan-Eta Webb Wiour: 465 20 33 Wiubur, 468) 200 33 COCOANUT 4s, 5 lb. case Dunham 50 ys, PARC 2 48 4s & Ys, 15 Ib. case 49 6 and 12c pkg. in pails 4 75 PS, DAMA 3 Bulk, barrels 48 2 oz. pkgs., per case 4 15 48 4 oz. pkgs., per case 7 50 oreee — BO) ee Santos 22203 21038 Maracaibo (0 MextCan 2 38 Guatemala 220. 26 ava 46 Borne. 28 Peaberry 2200 26 Package Coffee New York Basis Arbuckie 22.5) 27 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 WN. Y., per. 100 0% Frank’s 250 packages 14 50 Hummel’s 50 1 lb. _. 10% CONDENSED oe Eagle, 4 doz. 2 85 Leader, 4 doz. EVAPORATED MILK Carnation, Tall, 4 doz. 6 50 Carnation, Baby, 8 dz. 6 00 Pet, Tall 6 Pel, Savy Van Camp, 6 Van Camp, 4 Dundee, Tall, : 6 Dundee, Baby, 8 doz. . 00 4 ~ oN o Silver Cow, Tall ____ Silver Cow, Baby —.__ MILK COMPOUND Hebe, Tall, 4 doz. -.__ 4.75 Hebe, Baby, 8 doz. _. 4 60 Carolene, Tall, 4 doz. 4 00 CONFECTIONERY Stick Candy Pails Horehound 20. 30 Standard 200 30 Cases Boston Sugar Stick. 39 Mixed Candy Pails Broken oo (nt teoat oo 32 MEVOCETS: 22528 22 Kindergarten 35 TUCAMIOy oe 32 Premio Creams —.-... 45 Royal 2202 29 RO 25 French Creams --.-.- 35 Specialties Pails Auto Kisses (baskets) 31 Bonnie Butter Bites_. 36 Butter Cream Corn —. 37 Caramel Bon Bons -. 38 Caramel Croquettes.. 35 Cocoanut Waffles -.. 36 Cony: Tory 40 Fudec, Walnut... 37 Fudge, Walnut Choc. 38 Champion Gum Drops 30 Raspberry Gum Drops 30 Iced Orange Jellies _. 32 Italian Bon Bons -__. 34 AA Licorice Drops S 15; DOK 2 15 MATCH 34 Nut Butter Puffs ~-.. 35 Snow Flake Fudge -. 34 Chocolate Pails Assorted Choc. ------ 39 Champion —.._. ee 36 Honeysuckle Chips —. 54 Klondike Chocolates__ : Nabobs Nibble Sticks, Nut Wafers Ocoro Choc. Caramels 43 Peanut Clusters ~--_.- Quintette —-_-_.. - 39 Rees cs 35 Victoria Caramels -.. 43 ticks, box 2 280 45 Gum_ Drops Cnamoion > 2. ee 30 Raspberry (22022 30 Haro 22 30 SiUDEMOn 2 31 Orange Jellies Lozenges A A Pep. Lozenges —. 35 A A Pink Lozenges 35 A A Choc. Lozenges 35 Motto Lozenges __-___ 37 Motto tMearts 220003) 37 Hard Goods iemon Drops 34 O. F. Horehound Drps 34 Anise Squares - ._ 34 Peanut Squares -____ 32 Rock Candy 2.20. 45 Pop Corn Goods Cracker-Jack Prize _. 7 40 Checkers Prize ...... 7 40 Cough Drops Boxes Tutnam Menthol -_.. 2 26 Smith Bios. 2.00 Putnam Men. Hore eround: 220 1 80 COOKING COMPOUNDS Mazola Pints, tin, 2 doz. .... 7.00 Quart, tin, 1 doz. ... 6 50 % Gal. tins, 1 doz. _. 12 25 Gal. tins, % doz. —.. 11 80 5 Gal. tins, % doz._. 16 00 COUPON BOOKS 50 Economic grade __ 2 50 100 Economic grade 4 50 500 Economic grade 20 1,000 Economic grade 37 5 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR G tb, boxes 202 75 S10. DOXeCS [2 76 DRIED FRUITS Apples Evap’ed, Choice, blk. _. 14 Apricots Evaporated, Choice _.__ 35 Evaporated, Fancy ____ 40 Citron 10 tb, box 2 51 Currants Packages, 15 0% ..2._ 24 Boxes, Bulk, per lb. __ 19 Peaches Evap. Choice, Unpeeled 24 Evap. Fancy, Unpeeled 26 Evap. Fancy, Peeled ._ 28 Peel Lemon, American _____ 34 Orange, American __.__ 34 Raisins Fancy S’ded, 1 lb. pkg. 26 Thompson Seedless, 1 lb. pk Thompson Seediess, DUS ee 26 California Prunes 80-90 25 lb. boxes __.@17 70-80 25 lb. boxes -._.@19 60-70 25 lb. boxes ___@21 50-60 25 lb. boxes __.@23 40-50 25 lb. boxes -_.@25 30-40 25 lb. boxes ~_.@28 FARINACEOUS GOODS Beans Med. Hand Picked ... 6 California Limas —__. 12 Brown, Holland ______ 6 % Farina 25 1 lb. packages ____ 2 80 Bulk, per 100 Ibs. ____ Hominy Pearl, 100 lb. sack __ Macaroni Domestic, 10 Ib. box Domestic, brkn bbls. Skinner’s 24s, case 1 37% Golden Age, 2 doz. 1 90 Fould’s, 2 doz., 8 oz. 2 40 Pearl Barley pester 220 5 75 Peas meouen, 1p, 5% Bout, 10) 8% Sago Mast India 0: 10 Tapioca Pearl, 100 lb. sacks _. 10 Minute, 8 oz., 3 doz. 4 35 Dromedary Instant, 3 doz., per case ..____ 2 70 FISHING TACKLE Cotton Lines No; 7, 25. feet 1 No, 3, 15 feet... 1 NO. 4.10 feet co. 2 NO. oO, 15 Te6t 22 e 2 No. 6, 16 feet 2 Linen Lines Small, per 100 yards 6 Medium, per 100 yards 7 Large, per 100 yards 9 Floats Ne. 146, per gross —. 1 ING. 2. er eTross 27 No. 2%, per gross = 2 Hooks—Kirby Size 1-12, per 1,000 _. Size 1-0, per 1,000 —__ Size, 2-0, per 1,000 __ 1 Size, 3-0, per 1,000 __ 1 Size 4-0, per 1,000 __ 1 Size 5-0, per 1,000 _. 1 Sinkers No. 1, per 2ross _-... INO. 2; per BYORB o__ INO.. 8; DOr ETOsS No. 4, per gross —..__ 1 No, 5, per -erToss 2 1 INO. 6; per Prose 2 1 No. %,. per £ross —____ 2 NO. 3; per £Tress —._ 3 No. 9, per eross _____ 4 FLAVORING EXTRACTS Jennings Pure Vanilla Turpeneless Pure Lemon Per Doz. 7 Dram 20 Cent 0. 1 65 144 Ounce, 25 Cent .. 2 00 2 ‘Ounce, oF Gent —.. 3 00 2% Ounce, 40 Cent —_ 3 20 2% Ounce, 45 Cent __ 3 40 4 Ounce, 65 Cent ___. 5 50 8 Ounce, $1.00 — 9 00 7 Dram, 20 Assorted__ 1 65 1% Ounce, 25 Assorted 2 00 Van Duzer Vanilla, Lemon, Almond, Strawberry, Raspberry, Pineapple, Peach, Coffee, Peppermint & Wintergreen 1 ounce in cartons —_ 2 00 2 ounce in cartons —. 3 4 ounce in cartons __ 6 13 50 7d 8 ounce 20 Pigs 2 26 40 Quarts ~-o1 00 Gallons, eacH ..-.u.__ 16 00 FLOUR AND FEED ae White, % Paper roe) a ea ee 12 15 Geran 25 lb. per cwt 4 80 Golden Granulated Meal, a 25 Ibs., per cwt. —.- Rowena Pancake Com- pound, 5 lb. sack __ 5 Buckwheat’ Compound, 5 lb. sack 6 90 Watson Higgins Milling c New Perfection, %s 12 75 Meal Gr. Grain M. Co. BeOMeG oe 3 80 Golden Granulated .. 4 00 Wheat No; 1 Bed: i 93 INO. FE White 222s 1 91 i Oats Michigan Carlots —-.... 62 Less than Carlots —--- 65 Old Oats oo 68 Corn Carigts 22 1 05 Less than Carlots --. 1 15 Hay Carlota 2. 30 00 Less than Carlots _. 34 00 Feed Street Car Feed __. 45 00 No. 1 Corn & Oat Fd. 45 00 Cracked Corn --_... 45 00 Coarse Corn Meal —. 45 00 FRUIT JARS Mason, pts., per gro. 9 00 Mason, qts., per gro. 10 00 Mason, % gal., gross 14 25 Mason, can tops, gro. 2 85 Ideal Glass Top, pts. 10 00 Ideal Glass Top, qts. 12 00 Ideal Glass Top, % Galion oop 16 00 GELATINE Cox’s 1 doz. large -__ 1 45 Cox’s 1 doz. small _.. 90 Knox’s Sparkling, doz. 2 25 Knox’s Acidu’d, doz. 2 25 Minute, 3 doz... 4 95 INOISON Be 1 50 Oxford oo % Plymouth Rock, Phos. 1 55 Plymouth Rock, Plain 1 35 Waukesha —.220 WW. - 1 60 a REM UPE Satu a ou a MeN Mitioe es ET adisdcteiagNy ae ikon November 10, 1920 MICHIGAN TRADESMAN HIDES AN — PELTS PETROLEUM PRODUCTS Tripe 37 es Iron Bar rs = SHOE BLA Green, No. 1 08 POrtection: 2. “Ce Hare _ Ibs. eens rete 90 Handy Box, large 5 dz. 3 50 Chili . Seasoning WOODENWARE Green: Now 2 ae 07 Red Crown Gasoline 29.1 uz bhis.” 40 Ibs. ~----- 160 Handy Box, small oe Powder, lbc -.-. 1 35 Baskets en, SO, ec 10 Gas Machine Gasoline 44 7 s., 80 Ibs. -----_ 300 Bixby’s Royal Polish 1 35 panel ant 3 oz. _--. 95 Bushels, narrow band Corea, No. 2 09 Y. M. & PF. Naphtha 31 Miller's Crown Polish se Gian Mae ov i handles 8 96 ee green, No. 1 10 a Cylinder, Iron Casings : oe Salt Se ; Re Rnehoie teers band Calfskin, green, N 2 2DIS, —--~--~----~--~. 54.5 Hogs, per lb. io PE pe se 95 . han sine and, - Calfskin, ce No 1 O84 meatie “ned Engine, ‘Boog, ‘scad Set oes ue ie. SNUFF fond Bou 225 Market, drop handie 1 oo Calfskin, cured, No. 2 10% ‘Winter IS, Beef, middl-s, set__ 50@60 Swedish Rapee J0c 8 for 64 a teas 260 M et, single handle 1 10 Horse, No. 1 60 mter Black, Iron Sheep, a skein 1 75@2 00 Swedish Rapee, 1 lb gls 85 sent _ 90 Market ira 1 60 Horse, No. 9. Bbls. PIS GRRE RE ASS LO Er 20.5 Cee Norkoping, 10c 8 f CPt eee m, 4 OZ. 90 lint. lare hong oY Senos 300 Polarine, Iron Bbls._. 62.5 U Norkoping, i Ib, glass _- He | 90 Splint, medium “—- 346 Peits ncolored Oleomargarine Copenhagen, Ile. $ for 61 Ne 90 Splint. sinall ~~ 8 00 Old Wool -------- 25@ 75 PICKLES ee a 2s@29 Copenhagen, i Ib. glass 85 90 : Le iat ere sae ee 25@ 75 Medium Sountry R olls ------ 30@31 Shearlings Barrel, 1,200 count _. 16 00 RIC Butter Plates Half bbls., 600 count 9 00 F e SOAP Escanaba Manufacturing ao 5 gallon kees _.. Pipe Pancy FHeaa oo. u C fe Blue Rose 9 59 James S. Kirk & Company 1% : Co. NO, i) 2 ao Small American Familv 100 ” +3 | Ss 22 tandard Emeco Dishes NOW aso SROs 20 00 ROLLED OATS Jap Rose, 50 cakes 4a, A i ib. pkgs fa Half barreis Se Go ge Monarch, tha oc ee Winke 6 35 MW Ne tte ai eet - Wool & gallon kegs —* 3 80 oe a ie 1b. sis, 9 00 Pte Sil a a aie a : ae vashe nedi : autz Bros. & € , ) 11 Nig § art ° Hine 2 -- @15 ae OL ae 28 00 Quaker, 18 Heculee Lo 4G Big Master, 100 blocks 8 00 extra Ig cart 2 40 atavieot cai ak ee : Se nce ee 15 00 Quaker, 20 Family 6 85 eae S00 6 00 Argo i 415 ae carton : 65 o £4 CPe 5 00 imax, 120s neta 5 or rg 1 % 04 lamioth .. 50 SALAD DRESSING Queen White, 80 Saas e = Ars( 8 + Airline, ape Sweet Small anes foe ae tou Ande. 16 cakes 6 75 Silva Gh teh & oe rine, No. 1) 7 ma via, i cen Age 100 cabee Ge: i € ine tia i oni ‘ Alrene, No. i> 2. é oe aero Se 09. «60s Rurkee’s ree don. : a Lautz Renkin. fate” : 00 nm Barre) . a a ce he Airline, No. 25 .____. 9 00 Half, barrels Aes 16 00 Durkee’s med., 2 doz. 7 65 : Muzzy icc ae ee 6 50 a Pienic, 2 @z. 3 50 Tradesman Company ‘iS 1 i ckage 91, -~----- 18 “ ane RADISH Snider's large, 1 doz. 2 40 Black Hawk, one box ta pee oo gi, Sar OZ. —---~-~----- 1 60 PIPES S$ small, 2 doz. 1 45 Black Hawk, fixe bxs 4 95 0 ; a pa 9% i. : Clothes Pins JELLY Cob, 3 doz. in box 1 25 P. ee nS esas Hawk, ten bxs 4 00 ey -- 7% oe a Pure. ber! pu (50 dbo 4 8 ay ates ‘ ‘ acked 60 Ibs. in box _ Box contains 72 cakes. It ( t Wra 1 e on » pe ’ . 4 50 Arm and Ha is a most remarkable dir er, 1 -- 9 Jo PLAYING CARDS Wyandotte, 100 %s ~~ a7 aud Jisacecpellghibenscabeieag dirt SYRUPS Wrapped -_ 3 10 J No 90 Steamboat - 2 75 48 -- 300 out injury io the a oer Corn : ' rapped -. 5 75 ELLY GLA No. 808, Bicycl ce 5 e skin. o ge nee ane owe 44 Pickett Petehoiibst eae 3 80 SAL SODA (3 Fag. Cases y Granulz : Scouring Powde No. 1} MAPLEINE ne POTASH Grama ce. eta 2 50 ore gross lots wig 00 - 2 80 1 ea ; oz. bottles, per dos. 1 75 Babbitt's, 2 doz. .... 2 76 Granulated, 36 2% at 2 5 Eonar’ ae ore lots 5 50 No. 2%. 2 Es : . ag te ocr single yoxes 2 T5 | o 4 4 OZ. peetice! as bin : = PROVISIONS packages ----__-____ 3 00 o ae : a 3 00 rst Karo, INO ( $1 8 oz. bottl queen Anne, 60 cans 3 6 Blue Jxaro, No. 10,. Fauce Pints, ica AE gd aoe a Clean og bay os SALT Snow Maid, 60 ae ue 3 hs R 2 . 95 Cork line 1 2 wry 7 u oe Back -— ¢ D42 00 ted Ka N A ( a ee i 2 ‘ai doz. ne 33 00 Short Cut Clear 37 00@40 00 Solar Rock i cae ai | lined 10 in “oe Gallons per > ee oz. 5 25 Pie foe 56 lb. sacks Washing Powders Red Karo, No. 2%, 2 , a oe , oz. -_.. 10 Clear Bamily 2. 48600 75 Snow Boy. 100 6c ____ 4 10 noe : 1g MINCE MEAT Dry Salt Meats a Seow Boy, 60 14 os 420 Hed Karo, ea. Mop Sticks Z ce eg a rranulated. Fi C ee fs Bee 6 00 idl o. 10, % in spring 3 95 —_— 3 doz. S P Bellies -_ 32 00@34 00 Medium, Fine coe ; ae Snow Boy, 20 pkgs. 7 00 doz. ----~--~----- 445 se Dp ¢ wosine 2 55 ON & 60 ice ets yee 3 25 Quaker, 3 doz. case Soap Powders : Pure Cane pat. b hold 3 2: fOr 2 G06 pee ie nil 20 @20 co a Fine, 48 2 5 75 Icha ees : . 3 35 ° ola 3 Johnson’s XXX 100 __ 5 75 On " yp heads 4 80 Compound Lard 10%@1 Ts mn RE oe oe le mn ) ads 2 &5 MOLASSES S0 Ib. tubs sae hag Me oe sola ew Orleans 69 lb. tubs —___advan ly part 100. pice ey “ABLE SAUCE Fancy Open Kettle ---. 95 50 Ib. tubs ot ae i rey ee re pkgs. G50 : a SAUCES ails nebo Ng EU eee 85 es - pene ___-advanee % eT Queen Anne a6 nice : aa ‘i & Souk coat fo Ss nized - 5 25 SOOM ee 65 0 lb. pails | advance 7% te Rub-No-More ayesha pected ib ae scone Guinataneann i ed . 5 ae Te 28 5 7 pails Sgueage sibate 1” - we hemore ------— & 90 R whe Mint ut { - 00 a arrels 5c extra 3 1b: pails = advance tf A af hey os 9 75 CLEANSERS iingland’s Prid 40 NUTS—Whole . \ Smok Te uv Toothpic Almonds, Taos % oo cent egg |. _ AU ITC HEN = al il 90 Escanaba aac turing 3razils, large w ‘ eae “3°. 8 \ ue -- k 8 : i ke Panes Mixea washed - Lt eke 16-18 lb. 37 @39 i 80 : Co Filberts, Barcelona -- 32 SS - oo Posauie, Wireias aw it Han, dried beef LENZER TEA ‘ ; 3 75 > ere A Sets ---------- 41 42 o ~ ( 3 75 oa California Hams 24 @25 Per case, 24 2 lbs 2 Medit _— 33 ae ee os te Peanuts Spanish __- 38 Picnic Boiled : Five case lots __-__- 2 fo. ~~ en Walnuts, California _. 30 B one ee 35 @40 San thee 45@54 Trans Walnuts, "Naios ae 95 Minced onion -- 60 @62 } : | l Vied sm ood, 4 holes 60 — oe 18 @20 SALT FISH Choice ; vood, 6 holes _. 70 Shelled oe a ee Cod Fancy : tir holes «Gis ; ec R V a... ( Almonds ————--—_---—- B5 Sausages Witten - @65 x 1 ear aa a ras teas Spanish, Bologna oe 18 Tablets. | th. a _ 21 Mous 4 . Se Sa 0 Basan box 75 Paver (ea 12 fBablets, 44 Ib. (oe PKES.-- Wee — - Ss, Spanish, Hrankfort ..... 1 Wood boxes —._.. LE 100 Ib. bbl. 25 Pork 2 4 9 oe Gunsow Tubs Peanuts, Spanish, ce Veal nae 2 ae ve 1 , 35@40 wN ‘ 7 2 i OSG adie on agian BAUR oR Moyune, Che man NO; 2k MiDre —._.__ 42 Of pe ae Tones il Holland Herring 0@45 No. 2 a W ain t ie oc nian am ginea an 95 Fleadcheese eae eee 14 Young H , 33 00 Ce ee 50 ae aras, bbls. .. Cunoies ton > 4 17 00 Boe Fancy ‘| | ivanize 5 OLIVES Beef Standards, kegs ---- : 60 Small Galvanized mil i 00 Bulk, 3 gal. kegs, each 6 50 Boneless —--_- 30 00@35 00 ¥. M., kegs -.--—- L Oolong Bulk. 5 gal. kegs each 10 50 Rump, new -~ 40 00@42 00 Formosa, Medium -_ 40@45 Washboards Stuffed, 3% oz. ‘ Herring 80 ex ee ek A i ae Formosa, Choice ; Stuffed, 9 oz. ___--__- 2 25 an cases, $4.80 per case) por; 1 . 4 02. ‘ormosa, Fancy —-~ 55@7 Pitted (not stuffed) ne Pig’s Feet KK KE. Norway -. 20 00 oe Of, oe f ee ee oe Mankannin Son) cu 1 00 ve bbls, -_.--_------- 916 Cot Bunch... 1 i. : SODA C English Breakfast Lunch, 10 - oo 7 2 4 pale. Se tha 3 BO Scaled, per box see 91 Bi Carb Kess .. _ 4 —— ou, = di im ... 40¢ Sey “oe. 0 8 ee 1 (het ero roa - Boned, 10 lb. boxes 24 fe teeny ueen, Mammoth, 19 Le oe er Congou, be i: veer oe 50 : Trout SPICES Seok a UNCcy — Mammoth, 28 Canned Meats Ne ; ie ang —— 12 Whole Spices Ceylon ee No. 1, eo a Le ze on Chow, 2 doz. cs 75 Red Crown Brand No £ 10 the. —— apepice: ae em @18 —_ Medium _._. 40@ per doz. ‘950 Corned Beef, 24 1s ‘46 WA 4 4 Whee cloves, Zanzibar ---- @60 'r. Pekoe, Choice a : : , ~~ 5 a Cassia, Canton @3¢ Flowery O. P. Far 4: Roast Beef, 24 Is -__. 4 Giacia. Be a Se 2 he Sao PEANUT BUTTER Veal Loaf, 48 148 ae Mackerel a cele oi Tien ; . oe ee oe [oe — 1 50 Mess, 100 Ibs. ---___ 25 00 2 Cochin ------ @20 TWINE Virginies, sre Ce Mess. 66 Ibs. 13 25 Jy ace, Penans ___. Oe Cilia * ole fone aa Wood Bowls Potted Meat, ‘a 4 70 Mose, 10 ths, 2 95 aca og 1 ..------ @17 Cotton, 3 ply balls an 6oie Im. Butter 3 00 Pot ee ae i oO eee Sk deca te phen dos. Oe Wool 6 oy 15 in. Butter ____---- 7 00 Hamburger Steak and 1, 100 Ibs. anh e408 Nutnecs. 16-8” a os 17 in. Butter 222-711 00 _Onions, 48 48 ----~- 80 N , s. 1978 Watmess 165-110 oe 19 in. Butter _...__.. 13 Corned Beef ack Wo. 1 10 tha. 2 80 Pepper, Black i ee a aa Cider VineGean Cc 48 8 ------------ 1 80 Pepper, White . @40 whit ee Harbor_. 30 ‘ i Lunch Tongue, Lake Herring creer Caucus... Gah «(White ¥ ia i iin 20 WRAPPING PAPER See eee 4 00 : -aprika, Hungariz eal ee eee 0 grain 26 Fibre, Manil Cooked Ox ‘Tongues, % bbl, 106 Ibe. .___- 7 50 ue Were re: eee ee Ste a Bel-Car-Mo Brand Chili Con Carne, 48 Is 1 30 Pure Ground in Bulk Oakland Vinegar & Pickl cae a Bion 8 doz. 4 Sliced Bacon, medium 4 00 SEEDS Allspice, Jamaiaca -.. @20 ae 16 ath we Sliced Bacon, large-. 6 30 Anise Cloves, Zanzibar -_-_ @60 Qakland Apple Cider -_ 45 12 2 Ib. pails Reo ee Steed Beef, 2% oz... 226 Canary. Smyrna ____ . anae Canton —_. @30 Blue Ribbon Corn os YEAST CAKE 5 lb. pails, 6 in crate Sliced Beef, 5 oz. ---- 405 Cardomon, Malabar 1 20 one al a @26 Oakland White Pic Magic, 3 dos. ......... 9 70 10: 1b, palla 2 Celery, (J f a ------------- 32 ackages no charge. Sur light. cdo 8 16 Io pate 22 Mi Hemp, Russian ____ 65 oe enang -----~- @bo Sunlight, 1% doz Qr ao fe Mince Meat . , Russian -__- Nutmegs 5 rise ; & doz. -.. 1 35 25 Ib. pails Cc Mixed Bird 431 P vii ler ata et @sb < : Yeast Foam, 3 doz 2 70 50 Ib ting 2 Yondensed No. 1 car. 200 Mustard, yellow —---—- 3% epper, Black --._. @23 WICKING Voast Foam 1% dow 1 a 100 lb dawns oo. Condensed Bakers brick 31 Pop rs » yellow -----— 23 Pepper, 2 Hite... .. @46 No. 0, per gross 1) am, 1% doz. 1 35 ; GS -— sess Moist in glass ...-.... 8 00 an eet ee 65 Pepper, Cayenne .... @29 No. 1, . per ross a 9 0 Sent seme pectin esti mete rian ee: SO: t. Der. arome 30. YEAST Coe No * ED NO. ¢ pet . 1 90 Fleischman, per doz. -. 28 gross MICHIGAN TRADESMAN How Mother Can Do Magic With Her Children. Written for the Tradesman. “Sometimes I almost think that all the natural instincts of my little boy are bad,” said the mother to me not long ago. Her tone was despairing. “The things he likes to do are mostly wrong, and the good things that he } q ork OURRt TO do 1 seem to give him no pleasure. He even said to me once that he didn’t care about being good —it wasn’t any fun. I talk to hifn a great deal about being good, but it doesn’t seem to make any impression on him.” “Evidently some other kind of talk “ii I found in person that what I kept saying to him simply bored him and didn’t accomplish any- is necessary,” I said. dealing with a grown 12 zo thing, seems to me I would take the hint and try some other method of approach” “And just let him go any way he pleased?” she cried in blank amaze- “Why, you can’t do that with I am his mother! I am re- sponsible for his moral character. I ment. a child! can not just let him go!” “Certainly not. But you say your- self that your lecturing lis] Isn’t it evident that some other method is necessary doesn’t ac- complish anything. —with that particular child?’ “But what other method is there, except punishing him, telling him that he is bad, and urging him to be good?” “Well, for example, what does he do that is so very bad?” He de- lights in teasing the cat, pulling her tail, and doing other mean things. I - - punished him for that, after a good “For one thing, he is cruel. to, and next thing I knew he had the cat out in the yard and was beating her for having been the Cause of his punishment “Has he ever had any pets of his own?’ T asked. », indeed. I could not trust him with one.” iN “This is the way it looks to me,” said I. “You said just now that your Well, I have my doubts about that, but I think the way to correct them is to little boy’s instincts were bad. make use of them. In the learned language of the psychologist, it is pos- sible to deal with such a Situation in one or all of three ways: First, by at- taching another feeling and its appro- priate response to an object that nat- urally arouses an undesirable instinct: second, by attaching another response to an object and the feeling that it naturally arouses, and, third, by de- taching a feeling from its natural ob- ject and response and attaching it to other objects and responses.” Sr aR a a “That doesn’t mean the thing to me,” she cried. “I don’t wonder. I had to think pretty hard to dig any meaning out of it myself. But as applying to your little boy, I am sure it means, first, that when he is cruel to the cat, in- stead of punishing and lecturing him, you might by a little trouble interest him in the cat by making him re- sponsible for its feeding and welfare; interesting him in the subjects of cats of all kinds—leopards, lions, tigers— showing him the ways in which they are alike, and the ways in which they differ from each other and from other animals.” slightest ‘But that is so long and compli- cated. Punishment is a much more direct way.” “But you say yourself that it does not do any good.” “T really believe,’ I resumed, “that it wouldn’t be long before your little boy would have an entirely different feeling and conduct toward the cat-— ‘another response to the feeling that the object naturally arouses.’ “And I suspect, too, that your little boy doesn’t have enough to do of a useful and constructive kind. I would give him some pets, and require him to take good care of them, and en- courage him to study their habits, write letters and stories about them, make improvements in their quarters. Suppose he had rabbits, for example, and you and his father showed keen interest in them and listened to all his tales of what they did. If he put to good use the initiative and energy that he expends in what you regard as mischief, I guess that would be de- taching a feeling from its natural ob- ject and response and attaching it to other objects and responses.” “But isn’t that just changing the subject—evading instead of meeting the issue?” “Yes, my dear, doubtless it is. But let me tell you that most of the wick- edness and mischief that children do is simply misdirected energy. Keep a child busy with affirmative things and he won’t get into mischief. That is the mother’s problem, and her busi- ness. It isn’t so easy as punishing and lecturing, but it is a lot more useful, and ever so much more effective. I guess there were a thousand times when I might have had fights to a finish with my own little boys, and won out—at least temporarily—be- cause I was physically bigger than they. “What I always tried to do was to turn their activity into useful chan- nels, their mischief into constructive work. I tried to anticipate their in- terests, and work along with them. Yes, I changed the subject, if you please, but they didn’t realize that I was doing it; the thing I suggested was always so much more fun than the thing I was trying to sidetrack. It always worked like magic. “Besides, I was always such a good friend of theirs that they would rather have constructive fun with me than do mischief by themselves.” Prudence Bradish. (Copyrighted 1920.) ——__* ~~ Farmers Must Share Deflation. The farmer has failed in his effort to stampede the government into help- ing him retain war prices for his products, but at least he has learned a valuable lesson in economics and finance as a result of the gathering in. Washington last week. Two fundamental facts have been impress- ed upon his consciousness. One is that the federal reserve system was created for the benefit of the entire country and not for any single class. The other is that, in the last analysis, prices of all basic commodities are fixed by the irrestible law of supply and demand. The Federal Reserve Board effectively has spiked the criticism lately directed at it by the farmers, as well as a large number of other industrial interests. It has shown that the “deflation” which is complained of as the cause of all the present conditions, is nothing more than a bogey. : The Federal Reserve Board is seek- ing to keep its reserves clean and healthy. At the present time they are too near the legal minimum for comfort, and the board hopes to im- prove them gradually. But there has been no improvement, nor any easing in the credit situation yet. This is largely due to the enormous drain put on the system’s resources by the Federal Reserve banks in the agricul- tural districts. November 10, 1920 All reasonable aid is being given the farmers to market their crops in a proper fashion. To attempt to op- pose the tide of deflation and keep prices up by means of bank credits would be to invite disaster. Crops are abundant the world over and de- mand is diminishing. These facts coupled with worldwide trend toward deflation accounts for falling prices for farm products. Producers and sellers in countless lines are suffering the same results from this reaction as the farmers are experiencing. There is consolation in this for all, because in the end it means higher purchasing power of the dollar. The Federal Reserve Board could not lend itself to a program of spar- ing the farmers from the effects of deflation without giving the same aid to others, This would mean more inflation, postponement of. artificial prices and finally, probably a gigantic collapse. There is no need to look further than Cuba and Japan to see the results of tying up banking cred- its in commodities at inflated prices. TOLEDO SCALES “No Springs’ ‘Honest Weight” are not affected by the temperature. See our display of new and used scales at 20 Fulton St., West. COLEMAN ®8rand) Terpeneless LEMON and Pure High Grade VANILLA EXTRACTS Made only by FOOTE & JENKS Jackson, Mich. Penn Yan New York State Buckwheat Flour Best on the market We have it GRAND RAPIDS JUDSON GROCER CO. MICHIGAN ? @ 3 ; < é a a November 10, 1920 MICHIGAN TRADESMAN Ten Cardinal Principles for Hardware Clerks. I believe that a man who works for another would give a much higher grade of service to his employer if he understood a few fundamental principles. In the following ten points, an at- tempt has been made to bring out some of the factors which underlie this human relationship. 1. Your employer is in business to make a profit. Unless he makes a profit he cannot stay in business. Keep this uppermost in your mind at all times. 2. Your wages are paid, not by your employer, but by your cus- tomers. Your employer simply stands between you and the customers. You always try to put on a good front when your employer is watching you —be just as alert to please the cus- tomers. 3. It costs your employer a lot more than he pays you in wages, just to have you around. He has to pay rent for the space you occupy; he has to provide light, heat, furniture, wash rooms, pencils, pens, typewrit- ers, machinery, etc. 4. Out of your services he has to get enough to pay your salary first, and then he has to pay a host of other bills for things you never stop to think about. Not until he has met all his expenses can he receive his profit. 5. If you loaf one hour a day, your employer’s profit on your work goes glimmering. When he fixes his price, he figures that you will do as much work as you can in as short a time as you can. If you loaf when you ought to be working you are robbing him just as surely as if you took money from his safe. What is equally true, you are robbing yourself, though you may not realize it. 6. If you work on a machine, the machine loafs when you loaf. This is double and triple expense. When you keep a taxicab waiting, the meter keeps on piling up charges. The same thing happens when you keep an expensive machine idle. The in- terest and depreciation on a $10,000 machine is at least $4 a day. Add in the rent for the space it occupies, the cost of repairs, etc., and it probably costs your employer $8 or $10 a day for that machine. The charges go on whether it is used or not. When you loaf the machine loafs. Think of the money lost here! 7. Your employer doesn’t expect you to spend more than a proper pro- portion of your wages on clothes, but if you hold a job which brings you into contact with customers he has a right to expect that your appearance be in harmony with the standards of the house. Neat and trim clothes are far more desirable than showy clothes. 8. The biggest asset your employ- er has is the good will of his custom- ers. Each satisfied customer repre- sents real money to him. He is eager to please them, to see that their wants are properly taken care of, to handle any complaints or adjustments quick- ly. He relies on you, as his repre- sentative, to do as he would do. Of course, you sell only eight or nine hours of your time to your employer. The rest of the day is yours to do with as you please. But the man who hires. you has a right to expect that you will give him your highest ef- ficiency during the hours you are with him. You cannot do this if you have had only four hours of sleep the night before, or if you manage your personal affairs so badly that you bring a lot of worries to your place of employment. Lead a wholesome natural life, in justice to yourself and your job. 9. One horse can pull more than a team of horses that refuse to work together. Your employer is doing his best to create and maintain a spirit of co-operation in his establish- ment. You can help him by putting your shoulder to the wheel and tak- ing the load over the bumps. 10. Finally, get it clearly in your mind ‘that your employer is not the only one who makes a profit out of your work.. You get a profit your- self—the larger profit. . Any job well done fits you the better for the next job. You are not paid wages when you go to school. You pay for the privilege of being taught knowledge and discipline. The training your employer gives you is in many re- spects more valuable than that which you gain in school. If you are dili- gent you can capitalize the experience thus gained just as you cash in on your school education. Life and business are like an account at the bank. . You cannot take out more than you put in. William Feather. Playing the Game. Life itself is aptly likened to a game. To earn and enjoy the fruits of victory, you must play fair. Wealth is not the real prize of life. It is only a trophy, a symbol and may carry with it no satisfaction; indeed, it does not carry with it genuine last- ing satisfaction unless it has been won fairly, honestly, honorably. win, to The rules for playing the game are extremely simple. is only one rule: Indeed, there Obey your con- science. Of late there has been wholesale efforts to reap more than has been sown, to get more than has been earned, to tilt the scales unduly. It begins to look as if some of the profiteers will live to regret having broken the rules. Sooner or later the labor slackers will also get their just rewards. In seeking to reach success there is only one worth-while course to fol- low: Abide by the rules of the game. The worker who will cheat for his employer will also cheat his employer. Neither in business nor in life does cheating pay in the end. It is better to play the game and fail to shine than to break the rules and shine momentarily. The things that count are the things that last, ——_+-.__ Salesmanship is a sort of mental window display. Don’t try to exhibit too much variety at one time. BUSINESS WANTS DEPARTMENT Advertisements No charge less than 50 cents. inserted under this head for five cents a word the first Insertion and four cents a word for each subsequent continuous If set In capital letters, double price. display advertisements in this department, $3 per Inch. insertion. Small Payment with order Is required, as amounts are too small to open accounts. If you want to sell or exchange your business or other property, no matter where located, write me. John J. Black, 130th St., Chippewa Falls, Wisconsin. 76 Because of age, will sell coffee roasting and tea business $1,500 will handle. Would take partner. Jno. Walsh, 190% 7th, Seattle, Wash. Lit To Exchange—Small new grocery busi- ness in thriving city, for general store in country or village. Address 118, care Michigan Tradesman. 118 WANTED—EXPERIENCED MAN AS WINDOW trimmer and card writer. Must furnish good reference. Good wages paid. The Frank Dry Goods Co., Fort Wayne, Indiana. 119 SALESMAN WANTED—To sell high grade line of men’s work shoes, consist- ing of about thirty samples, in the fol- lowing territories: Southern Michigan, Illinois, Ohio. Only reputable men need apply. Write fully as to experience to L. W. SHOR CoO., CHIPPEWA FALLS, WISCONSIN. 120 FOR SALE—400 WOMEN’S WINTER COATS and suits. Cloth, plush, caracal. Suits, serges and novelties. All wool and silk lined. Two to four seasons old. Big bargain for entire lot only. Address Ben Oppenheim, 218 N. Burdick St., Kala- mazoo, Mich. 121 Farm for Sale Or Trade for bakery. Consisting of 160 acres; forty acres clear- ed land, forty acres cedar, eighty acres of saw timber. Located in Newaygo country. S. Schumacher, Newaygo, Mich. at, 2. R. 2 122 Wanted—Registered pharmacist or as- sistant. Chase’s Drug Store, Muskegon, 39 Mich. 123 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. FOR SALE—A good clean stock of hardware and furniture, invoice about $7,000, in a small town with good schools and churches, on main line of Santa Fe, in a good farming district in Western Oklahoma. If interested, write Box 124, FARGO, Oklahoma. 124 For Sale—Grocery stock and fixtures. sest location in city. Stock and fixtures inventory about $6,500. F. C. Affolter, Trenton, Mich. 126 If YOU WANT TO PUT ON A REAL SALE OR DISPOSE OF YOUR STOCK OF MERCHANDISE, COMMUNICATE WITH W. W. LHHMAN, SALES MAN- AGG, ©/O A. KROLIK. & CO., DE- TROT, MICH. 127 Wanted—First-class dry goods sales- our domestic for the Sons, man for good future senthal & department. A right man. S. Ro- Inc., Petoskey, Mich. GET OUR PRICES—on counter books and credit registers. Battle Cr Sales Book Co., Battle Creek, Mich. Pay spot cash for clothing and fur- nishing goods stocks. lL. Silberman, 106 E. Hancock, Detroit. 566 {[f 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, Will pay cash for whole stores or part stocks of merchandise. Louis Levinsohn, Saginaw, Mich. 998 Cash buyer of general stores or parts. Nothing too large or small. Address No. 111, care Michigan Tradesman. " Ui If you want to reduce or close out your stock, write the “BIG FOUR” auction- eers, Fort Pierre, South Dakota. 112 For Sale—Restaurant, located in a town of 5,000 population. Doing good business and has a fine location. Equip- ment is modern and up-to-date, which includes twelve transient rooms, equipped. Price, which is a bargain, $2,000. Harry M. Ward, Bryan, Ohio. 113 For Sale—General merchandise stock, including fixtures. For cash only. Lo- cated in best farming district in Spink County. W. H. Catiler, Athol, §. Da- kota. — 125 WANTED—A lady clerk to take care f dry goods department in a general ore Must have experience. Address o. 107, care Michigan Tradesman. 107 For Sale—Chandler & Price 10x12 Gordon for $200. In use every day, but wish to install larger machine. Trades- man Company. | CASH REGISTERS REBUILT CASH REGISTER CoO. (Inc 122 North Washington Ave., Saginaw, Mich. We buy sell and exchange repair and rebuild all makes. Parts and supplies for all makes. FOR SALE vill Hotel property at Hudson- Michigan, Steam heat, water, location; more busi- than can be taken care pportunity for right party. inquire of F. F. | Hudsonville, 99 ATTENTION MERCHANTS—When in need of duplicating books, coupon books, r counter pads, drop us a card. We can supply either blank or _ printed. Prices on application. Tradesman Com- pany, Grand Rapids. @ Chocolates Package Goods of Paramount Quality and Artistic Design Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electric Advertising. We furnish you with sketches, prices aod operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 Blue Bell the —the peanut manding the best. éSool pure ° ae tt bitter stock, ma } 7 PEANUT BUTTER Ure tee epee ee Son, Ellis M. Piowaty & BLUE BELL and FOREX Peanut Butter incomparable, from No. 1 Virginia peanuts, hand-sorted butter Forex is a low priced high grade article, from selected Virginia skins BLUE BELL PEANUT BUTTER CO. Grand Rapids, Distributors Boyland Creamery Co., A. Brothers Sons. «= I, Brugge, Vinkemulder Co. and made only for customers de- Crt to Os GB Cas ei SAT i are hearts removed. Mich. Casabianca & Henry Meyer, Van Westen- Co., 40 MICHIGAN TRADESMAN November 10, 1920 General Conditions in Wheat and Flour. Written for the Tradesman. The past week has seen wheat touch the lowest point in three years, this in the face of the strong statis- tical position occupied by wheat. The influence of supply and demand on prices is again emphasized, for al- though the supply of wheat is limited compared to a year ago, the demand is exceedingly limited. The effect of the farmers’ attempt to hold wheat off the market for $3 has thus far met with failure and will continue to meet with failure unless there is a normal domestic demand and export demand for both wheat and flour developed. In other words, it is of no material value to hold a product off the market if there is no demand for the product; in other words, the demand must be for a greater volume of goods than is mov- ing to develop advancing prices. The European situation has not improved; in fact, Foreign Exchange has been slumping of late and, of course, every time the franc or ster- ling declines, the price of American wheat is advanced in reality because of the lower value of sterling and francs, which effect is immediately shown by the reduced purchasing power of French and English money. On the other hand, an advance in Foreign Exchange is equal to a de- cline in the price of bread. stuffs to those people, so it will be readily seen the Foreign Exchange situation is a very important factor in the develop- ment of American business abroad and it is doubtful if any material im- provement in business in general can be brought about until the foreign situation improves. For instance, the American mills have sufficient capacity to grind the entire flour requirements of the United States in seven months, so it will be readily seen if mills are to operate anywhere near full time, a large amount of flour must be export- ed; consequently, it is perfectly plain that improved conditions in Europe are essential to material improvement in not only American milling industry, but also other American industries, as we are producing more in a number of lines than the American people can consume and are dependent upon for- eign trade to take care of our sur- plus and if foreign trade is not in a position to do this, a serious business reaction is produced at home. It can be readily seen that about the only effect the holding of wheat by the farmers has had has been to prevent this cereal from gcing to $1.50 a bushel, or less, for if market- ings had been exceedingly heavy, with light domestic and foreign demand for flour, an even greater liquidation would have resulted. However, wheat has suffered a big decline and the crop is actually short not only in America, but the world crop is short, and it appears advisable for the trade to purchase flour on the breaks, as there is very liable to be a reaction; in fact, both flour and wheat are selling to-day at the lowest point in three years, and while, of course, it is out of the question to definitely say just what the course of wheat and flour prices will be during the next three or four months on account of the general downward tendency of comodities in general and the limited buying power of Europe, at the same time a reaction to a higher basis in both flour and wheat is liable to de- velop and surely will develop if buy- ing of flour should be done on a nor- mal basis. The following statement shows the stocks of flour in the ten largest cities of the United States, which is in itself a bullish statement. November 1, 1919 ______ 770,000 bbls. October 1.1920 _... 777,000 bbls. November 1, 1920 _.. 927,000 bbls. To offset this, the visible supply of wheat for the week ending November 6, 1920 was 39,350,000 bushels against 95,797,000 bushels a year ago, same period, or 56,447,000 bushels less now than a year ago, which is equivalent to 11,430,000 barrels of flour less, so, as stated above, from a statistical standpoint wheat should be advanc- ing instead of declining, but with the general downward tendency of prices in general, the exceedingly light de- mand for flour both at home and abroad, with the unstable Foreign Ex- change situation, it is out of the ques- tion to predict with accuracy just what will hapen to wheat and flour during the next sixty to ninety days, but the situation will bear watching, as quite a sharp reaction is possible and even probable, particularly after the first of the year, as we will con- sume as much flour at home this year as last and the major portion of our exportable surplus has already been sold and shipped. Lloyd E. Smith. 2» <9 Bottom Facts From Booming Boyne City. Boyne City, Nov. 9—Do you re- rember two years ago to-day? Do your And will you ever forget it? And did you hear about Harding? Boyne City is pursuing the even tenor of her way in our usual indus- trious way. Everything is running and S0me new ones are coming along. No one who wants to work is idle and there are men enough. So we are in comparatively good. shape all round. The crops have been very abundant and of fine quality. In fact, cur local warehouses have been com- pelled to ask the farmers to slow up on delivery. The weather has been ideal so far and everything has been taken care of. W. H. White is in town and will spend a few weeks here looking after his various business interests before returning to Vancouver. It seems like old times to see him about the streets. A. E. Barden, who has been the Secretary of the local Chamber of Commerce for the past year, was sud- dently called to a very desirable posi- tion with the Kansas City, Mo., Chamber of Commerce and left last week. Mr. Barden has been a very valuable addition to the business and Civic activities of the city and county. The kind that saws wood and says nothing. but brings home the bacon. The Boyne City House Furnishing Co. (S. A. Fleming) will occupy the room in the Odd Fellow building re- cently vacated by the postoffice and will move in this week. He savs he is some busy and it really looks so. Maxy. —_——..—____ How many times have you put off a customer who wanted to pay his bill because it was not ready for him? And yet you have a good deal to say about the large sum tied up in ac- counts. Review of the Produce Market. Apples—The market is still weak and unsatisfactory. Tallman Sweets, $1.25; Wagners and Baldwins, $1.35; Northern Spys, $1.40@1.50; Snows and Jonathans, $1.60. Bagas—Canadian, $2 per 100 Ib. sack. Butter—The market is very firm at the present writing. Receipts of strictly fancy creamery butter have been extremely short, causing an ad- vance of 1@2c per pound during the last few days. There is an ample supply of under-grade creamery but- ter on the market and unless the re- ceipts of fancy butter show some in- crease, present prices will probably be maintained. Local jobbers hold extra creamery at 57c and firsts at 54c. Prints 2c per lb. additional. Jobbers pay 27c for packing stock. Beets—85c per bu. Cabbage—60c per bu. and $1.50 per bbl. Carrots—75c per bu. Celery—40c per bunch. Chestnuts—Ohio or Michigan, 30c per lb. Cider—Fancy per. gal. Cocoanuts—$1.20 per doz. or $9 per sack of 100. Cranberries—Early Blacks from Cape Cod command $10.50 per bbl. and $5.50 per half bbl. Cucumbers — Illinois $250 per doz. Eggs—The market on fancy eggs is very firm, due to an extreme short- age. The few fresh eggs that are ar- riving are of very good quality and the demand is greater than the pres- ent receipts. There can be no relief in the fresh egg situation until we have a larger supply. Jobbers pay 66@67c f. o. b. shipping point for fresh candled, including cases. Stor- age operators are feeding out their April and May eggs on the following basis: commands 25@30c hot house, Candied Mxtras a 55c Candied Seconds. 49c ee 42c Grapes—California stock sells as follows: Tokays, $3.50; Emperors, $4. Grape Fruit—$5.75@6 for all sizes Florida stock. Grape Juice—$1.25 per gal. in bulk. Green Onions—Sharlotts, $1.50 per doz. Lemon—Extra fancy California sell as follows: oon sie, Cet Doe $6.50 270 size, per box .. 6.50 eu) site, Det bok 2. 6.00 Fancy Californias sell as follows: ye Geer, et Sox $6.00 ZrO Se. Oot bow 4. 6.00 2M) Bize, per box 2 5.50 Lettuce—12c per Ib. for leaf: Ice- berg, $7 per crate. Lima Beans—20c per qt. Onions—Spanish, $2.75 per crate; home grown in 100 Ib. sacks, $1.25@ 150 for either yellow or red. Oranges—Fancy California Valen- cia now sell as follows: nm... Ls $12.00 ie... 12.00 oo 12.00 i 12.00 PO een rhe ences 12.00 ee 12.00 BN oi ee 11.59 PR ee 10.50 DOE i ieee eee a eee 10.25 Parsley—50c per doz. bunches. Parsnips—$1.50 per bu. Pears—Kieffer’s, 75c per bu. for small and $1.25 for large. Peppers—Red, 30c per doz.; Green, $1.75 per bu. Pickling Onions—$1.50 per box of 16 Ibs. Potatoes—Home grown, $1@1.25 per bu. Shippers are greatly hamper- ed by lack of refrigerator cars, which have been diverted to California to move the crop of naval oranges. Poultry—Local dealers pay as fol- lows for live: Fowls, either spring or old, 18@24c; Turks, 25c; Geese, I5c; Ducks, 20@22c. Pumpkin—$1.50 per doz. Quinces—$2.50@2.75 per bu. Rabbits—Local handlers pay 15c per Ib. Radishes—Hot house, large bunch- es, $1.10 per doz. Squash— Hubbard, $1.75 per 100 Ibs. Sweet Potatoes—Virginias com- mand $1.85 per 50 Ib. hamper and” $4.75 per bbl. Turnips—$1.25 per bu. —_+~-<.__ One of the Early Victims of Peerless Swindle. Thornville (Metamora), Nov, 9—I got hold of copies of your paper for Oct. 20 and 27 from a friend and no- tice you have exposed the Peerless Talking Machine Company in good shape. _ Now I guess we were one of the first run of suckers, because we paid tor our machines on Nov. 6. Two at- torneys and our banker advised us it was all right, and a man who claimed his name was L. W. Watson gave us a written contract to take back all machines not sold in a year, signing the company name, per Watson. My attorney said it would hold, but if sa 1s nO Company it isn’t worth the ink. They worked this on a man in Washington and he paid; also one in Goodison who has not paid. _If you can be of any help to me to dispose of these boxes or I can help you or any one else would be glad to do so. There is one man you have failed to advertise. That is P. A. Stover, pre- tending to be secretary of the com- pany and he signed the draft that got my money at the State Bank in De- hance, Ohio. I am sending you a let- ter from that bank, stating that it is unable to locate a man by that name in that town. Seems as though there ought to be a law to get such a gang of crooks. Don’t ever let my subscription to the Tradesman run out again, because you are a wonderful help to your cus- tomers. Hi, ta Rich. ——_-~-~____ What Is a Dollar? The question is an easy one to answer. It formerly was the price of a day’s work for some men, and a single night’s drink for others. It is what the wife frequently needs, but seldom gets. It is the power that makes or unmakes men. It is the hardest thing to get, the easiest thing to get rid of, known to mankind. It is a blessing in a small measure—a curse in many instances. It is mighty and scarce. No man has ever had more than he wanted and no man ever will. A dollar is a snare and a delusion and everyone of us is chasing the delusion. M°CRAY ul! REFRIGERATORS URP OSES HE McCray Refrigerator is the favorite with the grocery and market trade. Many successful Grocers and Butchers have used McCRAY Refrigerators for more than Thirty Years with perfect satisfaction. They have unbounded con- fidence in the refrigerator which bears the name ‘““McCRAY”, for it standas for QUALITY and LIFETIME SERVICE. McCray Refrigerators are different in construction than other refrigerators. They are the result of years of careful study by refrigeration engineers. Thousands of stores from Maine to California have found by experience that the McCray is essen- tial in every store, where perishables are so!d. There is a McCray built to suit your requirements. The styles illustrated herewith are designed for Grocers and Butchers, but this is not our complete line. Our Catalogs Nos. 71 and 63 show many more refrigerators and coolers. Get acopy of these Catalogs—they will tell you more about the McCRAY and what it will mean to your business. Our Easy Payment Plan—McCRAY Refrigerators and Coolers are sold on easy payments. If not convenient for you to pay cash, we will gladly arrange time payments on any McCRAY. The refrigerator can be secured and paid for while in use. McCRAY Refrigerators prevent waste—save food and increase your profits. Send for Catalog —Let us send you our Catalog that describes a great variety of designs—one to suit every requirement. No. 71 for Grocery Stores and Delicatessen Stores. No. 63 for Meat Markets. No. 52 for Hotels and Restaurants. No. 95 for Residences. McCRAY REFRIGERATOR CO. 4044 Lake Street Kendallville, Indiana Salesrooms in Principal Cities . a2788 ant RPMERSASIRU Sy ager. a482 PEC I A LI 7E! A Dayton Display Fixture S e Makes Fruit a Leader! — If you supply some one thing better than anybody else customers are bound to come to you in increased numbers to satisfy their need for it. A Dayton Display Fixture enables you to keep fruit better and so to keep better fruit, to display it more effectively, to serve your customers with greater accuracy and with less delay. A makes fruit a special feature of your store. It dis- plays to best advantage many times the quantity shown in any other way. The perforated, sanitary, metal bins in white enamel finish are scientifically constructed to insure proper aeration and pre- vent decay. Shown on a Dayton Fixture fruit and veg- etables appear to be of higher quality. Your store will quickly become known as the place to make such purchases, drawing customers from a wider radius than you could otherwise reach. Those who come to buy fruit will buy other things at the same time. | AA i There’s a Dayton to meet the need of any store—write today for illustrated catalog. The Dayton Display Fixture Co. DAYTON, OHIO Patented oe