SS RYO RE Ny . ao Low rN r y "OK p> YA y BON Wiig Gr eZ / re Hf rm tw & CES ) WY) 4 \ 6G ye & cm (aw : ONG ae] v aN S Ai YO 6 ia ° a sy é\ . j fn ) Y, eM, S j le HR Zo = = : = je = =, ROCERY~» PRODUCE MARKET | myfiiiian le Dp nay Le wl ir Dy, * Duy \ as Y j pS yy Zs ( Ua ss Po Pmaatt Essential Features of the Grocery Staples. “The grocer who keeps his stocks lined up with the market prices is going to have less loss to stand than the one who keeps his prices at the old level,” said a wholesale merchant. “He should follow the market up or down. For instance, if he has goods which are declining steadily, such as those containing sugar, flour or corn derivatives, and maintains that price he is likely to experience a great deal of loss. But if he pushes these lines, meanwhile marking the declining prices on them, he will save the loss on the goods that he has sold as soon as the break begins, which he would have sustained had he kept the prices so high that his competitors have underbid him. The buying pub- lic is watching prices closely and fol- lowing the declines. When the con- sumer-buyers find a store that is hold- ing old prices they desert it for the merchant who follows the market, even if he marks up some goods when advances take place.” This little sermon resulted from reports by traveling salesmen who have said to them: “We are still get- ting the old prices on these goods.” Declines are continuing, as will be noticed from the proper column on this page. The décline affects such goods as those in which are involved sugar, saccharine or corn, as starches, breakfast foods, jelly powders, and paper stock also is dropping, involving more or less all things containing pa- per stock. This is 1921 and the problems of 1921 are the only ones with which the grocers may concern themselves now. The year 1920 and its troubles are memories, only, and as a famous speaker said: “Laying aside those things which are behind us, press for- ward—” Succinctly stated is a_ situation found in a paragraph of a house let- ter: “Now let us quit mourning for the trouble we have gone through, get over being crape hangers and start out with the proper spirit and enthusiasm to make up in 1921 what we have lost in 1920. We have all had a tough time and when you feel any discour- agement just remember that every- body has been in the same boat and most people a great deal worse off. We have taken our loss and are go- ing to forget about it and try with an increased business to make up in in the future what we have lost in the past six months but to do so we must have the enthusiasm and whole-heart- ed support of our salesmen. These salesmen are the missonaries that will” have to bring about a restoration of confidence in the mind of the retail merchants and are the biggest feature in bringing conditions back to normal. “If you do not have that confidence and enthusiasm yourselves you can hardly communicate it to your cus- tomers. Nobody can get hurt by buy- ing regular requirements on present range of prices. “Markets will probably be disturbed for some time to come, but you will see just as many advances on goods that have reached too low a point as you will further declines. is over and we should be starting the other way.” Whatever grievance the retailer may have against his wholesale house, and generally most grievances either way are subject to impersonal business manner, it does not justify getting even with the jobber by making kicks The worst solution when handled in an about merchandise held in stock for many weeks or months to force the wholesaler to take the goods back and sustain the loss which belengs to the retail house. Sugar—Refined declined 10 points last week, in consequence of which Michigan jobbers reduced their quota- tions on granulated to 8.90 for cane and 8.80 for beet. A new feature in the trade has developed during the past week in the shape of short weight granulated sugar in sacks. Some of the farmer organizations which were so badly hit by the decline in sugar have been sending out sugar from 6 to 8 pounds short. The shortage can be easily without weighing, because the sacks are hand detected even sewed, instead of machine sewed. No regular jobber has been detected in practicing such a nefarious method of attempting to recoup his losses. Any grocer who has been victimized by this trick is invited to communicate with the Tradesman, setting forth the name of the house from which the sugar was purchased, the date of pur- chase and such other facts as would be of service to the Tradesman in ex- posing the parties guilty of such de- ception. Tea—-The trade is showing unmis- takable evidence of emerging from the extreme depression in which it has been submerged since the middle of last year. Demand*is showing a steady expansion, although it has not yet reached the point where buyers are prepared to make commitments beyond those indicated by require- ments over a brief period. There are, however, a few exceptions to the general rule supplied by dealers who are acting on the conviction that the upward trend of prices that has com- menced on a moderate scale will con- tinue under the influences created by an actual supply and demand basis, following the drastic liquidation of the past few months and removal of the artificial conditions under which prices have been forced to unprece- dented low levels. Coffee—The so far can scarcely be called active, demand as developed but it is so much of an improvement on what has been going on for many weeks that sellers are greatly en- couraged and. find the outlook decid- edly cheerful. Caired yellow cling peaches in the standard Fruits—Cheap — standard and second grades have been picked up by the large chain stores, but there has been no general movement in other kinds or by the distributing trade in general. Apricots are still price and in tone and Berries of irregular in there is pressure to sell. various sorts are being pushed in or- der to clean them up as they do not carry as well as some of the other offerings. Coast buying is still ab- sent. Pineapples drag, the same as they have of late, which is true also ot gallon apples. Canned Vegetables—Tomatoes are firmer at the factory than they have Judging by standard corn that grade in the hands of job- been for several months. the improved demand _ for bers needs replenishment. Encour- agement is occasioned by the better demand for cheap peas of all sorts. They too, are being pushed at popu- lar prices at retail. The low priced lots on spot are readily finding an out- let. Extra standards are not much in demand and fancy small sieves are so scarce that they are not offered from first hands in any considerable quan- tities. Canned Fish—The main event of the fish market is the cut of 10c¢ in keyless and keys made by one large distributer. That places quarter key- less on the basis of $3.40, which price is being met in competition by others ta some extent, although some still quotations firm at maintain their $3.50. The decline caused some sur- prise as a 25c advance had been pre- dicted. No doubt the cut was adopt- ed to increase the movement, which California and im- ported sardines show no improvement has been slow. in demand. Salmon is passing through another dull period, but this is to be expected at this season since there is no advance buying and little to take care of jobbing requirements. Red Alaska and pinks sell to some ex- tent but not chums or medium red. Standard white meat tuna fish sells in a small way to the almost total exclusion of blu fin and _ striped. Shrimp remains about the same. Dried Fruits—The chief event of the week is the increased buying of California and Northwestern prunes. This is the first definite improvement in demand in some weeks. Prices have been shaded to attract the business, but the fruit has moved, which is the prime consideration. Holders of old prunes, now alive to the fact that they missed their chance to sell a few weeks ago to better advantage, are now unloading, and both California and Northwestern 1919 crop have sold in increased volume. The smaller supplies of this class of fruit will help the new crop market. Apricots and both dull. Nothing but a routine demand is to be noted. Figs With prunes at pre-war prices and apples 1 - peacnes are and dates are also quiet. | below that level, it is believed that both fruits will soon sell more creating a better freely, inquiry for other dried fruits. Raisins and currants are both neglected, so far as large sales are concerned, Corn Syrup—Leading producers maintain prices on the basis quoted for some time past, but the. market still has a very quiet appearance. Molasses \ stocks into consumption on jobbing steady movement of orders holds prices for grocery grades well up to the quoted figures. Im- portant demand for black: strap 1s wanting. Rice—The greater optimism noted 1 i in commercial and industrial circles since fears of a financial collapse have been largely dissipated by absence of serious failures or of widespread liquidation of large business concerns, which were freely predicted at the end of last year, has not so far made its appearance in this department. American consumers seem to have lost the habit of using rice during the period of what by them were consid- ered extortionate prices, and the + t heavy decline of recent weeks, fol- lowed by the sharp cut made within the past few days, has not yet brought them back into line. Possibly one reason is to be found in the fact that retail prices have not so closely fol lowed the wholesale market as. to impress the ultimate consumer that rice is to-day one of the cheapest of food products among those of equal nutritive value. Paper Stocks—The first decline in about four years and affecting goods containing paper stock will be noted with interest by all retailers and con- sumers. -The market is steady and quotations range about the same as a Cheese week ago. Cheese is in good supply and there is a moderate demand. Provisions—The market on lard 15 barely steady, this commodity selling for about lc per pound lower than a week ago. The market on lard sub- stitutes is also weak, due to a very moderate demand and an ample sup- ply. The market on smoked meats is there being a fairly active demand. The market on barreled pork is steady and unchang- steady and unchanged, ed. The market on dried beef.is some- what easier and prices have declined lc per pound. The market on canned meats is barely steady, with unchang- ed quotations. Salt Fish the market for mackerel during the There is no change in Prices are steady, with a very Holders of mackerel considerable week. light demand. appear to have confi- dence in the future. —_—_»~- The annual round-up of the Worden Grocer Company, to be held at the Peninsular Club Saturday afternoon will be attended by over 100 members of the three houses of the Worden President Rouse will usual. The principal address will be made by Rev. A. W. Wishart. combination. act as toastmaster, .as 6 MICHIGAN TRADESMAN January 12, 1921 NEW CALIFORNIA INDUSTRY. Development of Avocado, a Tropical Fruit. El Cajon, Calif., Jan. 5—Only a few days ago I was thinking of you and made a resolution to write you some- thing about the fruits of this county, especially the Avocado, a little known tropical fruit, which some think has great possibilitiees. Its culture and everything connected with its propo- gation, its market, and its consump- tion is fascinating and interesting in the extreme. I have 150 (two acres) of these trees just coming into bear- ing (ten years old) and I have been studying the possibilities from a com- mercial point of view. I am frank to confess, that I do not imbibe all the California bunk of the Avocado pro- moters and enthusiasts, yet there seems to be a chance for a new Calif- ornia industry. I am taking a _ correspondence course conducted by the State Uni- versity, backed by the United States Government, Agriculture Department. Thirty years of experimenting, propa- gating and research has not standard- ized the several hundred eighty-five of which are grown in California. But the Avocado grow- ers’ Associations, with Government support and co-operation, has shaken out about eighty of these known va- rites, and now recommends but five kinds which seem posible of develop- ment for commercial use, making it possible for the consumer to have the fruit every day in the year. I enjoyed both of Strong’s articles in the Tradesman, but his San Diego letter is not as “Strong” as he could have made it and still be well within truth’s boundaries. That Tijauna “hell-hole” is a disgrace to the State and will, if it keeps up its pace, soon become a disgrace to the U. S. Gov- ernment. It can be put out of busi- ness by the very simple process of requiring the same red tape in secur- ing a passport for Tijauna as for the City of Mexico, or any other of Mexi- co’s legitimate cities—four photo- graphs, ten days’ time and ten dollars fee! To get into Mexico for legitimate business or travel is, I am told, a first-class nuisance; to get to Tijuana, for illigitimate and disgusting pleas- ures (?) is too easy. But, then, it is one of the sights that Californians im- agine draw the tourists, and anything that w.ll add one more touring money spender to our transient population, upon which 80 per cent. of our per- manent “star boarders” depend most of the year—and idle away the rest of it—for a fat and fastidious living, will be “approved” by the authorities, no matter how rotten it may be. Thirty years ago, when I traveled the State, every resident was a boost- er, because he wanted his Eastern frie. ds to enjoy, with him, the fruits of pioneering. Since then the State has degenerated into a_ grasping, greedy. grafting lot of politicians who are milching it of its legitimate re- sources, taking advantage of its splen- did possibilities and using its reputa- tion to further the ulterior motives of the unscrupulous. Water and power companies are in the hands of men and groups who have corrupted the legislators and I guess in some cases the courts. The old time complaint against the Southern Pacific control, which was reported to have been brok- en, is still a fact. The breaking was a farce, but it did kick up enough dust to blind the general public. Sooner or later this great State is going to get another “jar” that will make the ’Frisco quake look like a toy cracker. I could write pages and pages of my views of California—its inflated values, its over-rated possibilities, its greatest asset (climate) and a horde of other things some would have you believe, which are more or less im- agery or exaggeration. California needs no exaggeration to make it attractive. The State, climate, soil and legitimate industries speak for themselves, and with credit, but varieties, - this over-rating which is being indulg- ed in may prove a boomerang that will set things so far back that we will be classed as ancients in a gen- eration or so. When I came out here I discounted every story 50 per cent. I now find it wasn’t enough! I was led to believe we had no frosts in San Diego county. I was told that valleys along the ocean were not hot and that we were well watered (we are, “watered” to death, $50 to $65 per month for ten acres of fruit) and “never had frosts.” I have seen the thermometer stand at 98 to 100 for four to six hours a day for weeks at a stretch during July and August. Yet I Wid not suf- fer from heat. There was always a cool breeze and in the shade it did mot seem hot. The air was dry as a bone. Since December 15 we have frost almost every night on the “basin floor” and half the nights along the foothills. Three nights it made ice as thick as window glass! Yet my groves are, apparently, unharmed. The only evidence of frost is with the tender growth, such as winter pota- toes, tomato vines, beans, nasturtiums and such tender stuff, which us “new ones” plant the first year we are here. My garden of onions, lettuce, beets. swiss chard, peas and radishes is growing and producing. In a month I will set out a “Spring” garden. It will be like the Eastern garden in May but three months earlier and will be dead as a doornail by June unless watered. Winter rains make one crop with little or no “plume water.” With all this frosty weather, you would suppose a furnace and_ fuel would be necessary; but we find one Perfection heater and a gallon a day of 18c kerosene oil cooks our food and heats our breakfast room. By 10 o’clock I find a coat too warm when out in the sunshine, (we have few cloudy hours). From then to sundown shirtsleeves are not uncom- fortable. With all this in its favor, why should we exaggerate? A frost is not dangerous to citrus fruits until the temperature reaches 24, and even then orchards located on the West sides of foothills, as mine are, will escape damage to fruit, if we do not get 24 degree weather two or three nights in succession. We are sowing our oats—a simple process. The seed is scattered on the last year’s stubble, after a rain, and a “disker” run over it. That’s all until the oats mature four months hence. Then they are harvested, cocked up on the ground and remain there all summer, until housed for winter feed. They are fed as hay, a d cre called “tame oat hay.” They sell for $20 to $30 per ton loose. This is the universal feed for all stock, ex- cept dairy cows. They get alfalfa, now selling at $38 per ton loose. The wonder to me is this: Why do Californians exaggerate so unmerci- fully? Why do they claim a 25 per cent. income on orchards, and 50 per cent. on chicken ranches: If their selling prices are considered and cost of production deducted, not one in a hundred will average the 8 per cent. you can get for your money on local loans or 7 per cent. on the mortgages. When I was looking for a place I got so disgusted, that I bought one I liked best, and from a man who “Didn’t know nothing about income, never heard of such a thing on a ranch.” I soon figured out that even if he got the raw land for nothing (he paid $200 an acre) he had im- proved it from its earnings, and_ his hard work, until its market value was $1500 per acre for orchards (twelve acres). That old fellow had snent ten years to get a living and $15,000! Only $1,500 a year for his labor, less when he paid for twenty-one acres of dry land.” Was he making money? Not from my point of view. Then why do I pay from one to two thou- sand dollars for land on which he “never heard of such a thing as an income.” California properties will sell. They sell for prices so out of proportion to their earning ability that it is the wonder of every business man I have talked with. Nine out of ten lemon growers are getting no returns, that do not show red ink. I'll write you again, on the cost of an orchard of Avocados. What it might do, and what it does do, if you care to have me. J. Elmer Pratt. —_—_.--~>___ Proper Buying Policy for Shoe Mer- chants. The shoe retailer has the same prob- lems to face to-day that he has al- ways had—namely, the liquidation of undesirable merchandise and keeping his shelves supplied with the wantable merchandise of his customers. The retailer has but one master and that is the public. He must under- stand the public and know how to cater to the public if he is to be a success as a shoe retailer. Whatever is necessary to-day to accomplish this is his particular mission. What the public is interested in is lower prices, and that is nothing un- usual. They have always wanted lower prices. When we sold shoes for $3 they wanted them for less, and (a) |e rate of interest. Safe Investments for Your Savings SS Each year Father Time comes and goes, and each year thousands of investors make this reso- lution. Their speculative ventures have convinced them that there is no short road—that their say- ings grow much more rapidly and surely when placed in absolutely safe bonds that pay a good The First Mortgage Real Estate Serial Bonds we are now offering possess a greater margin of security than ever before. Thesesafe non-fiuctuating investments in amounts of $100, $500 and $1000 will net you from 6% to 8% for any period up to ten years. Ask for our booklet, “‘Investment Suggestions for 1921.” Under our Systematic Investment Plan, any of our offerings ma on partial payments and you receive 6% interest from the date of each Payment. Ask for booklet, ‘‘SystematicInvestment.” nar AMERICAN BOND & MORTGAGECOMPANY Also successors to C. C. Mitchell & Co. American Bond & Mortgage Building 1297 North Dearborn Street, Chicago Phone: State 5000 our business was not’ particularly healthy at that time. Since wages are high and the overhead of manu- facturing remains topsy we will not be able to buy shoes on the old-time basis. I think a retailer is quite safe to buy shoes to-day on a basis of about 100 per cent. advance over 1914 prices. Every retailer in the country can secure merchandise on this basis and should adjust his stock as quickly as possible along these lines. In order to stimulate business, study to satisfy the craving of the ever-feminine de- sires of beauty as well as charm. While the leather market seems to be dragging at the bottom and prices look safe enough to buy in order to have deliveries in time for your needs, purchases should not exceed 60 to 90- day requirements. In short, the system of season’s buying should be abandoned and or- ders sent in continually in smaller lots. By this means your stock will be adequate and you will keep in closer touch with the downward ten- dency of prices. A. H. Geuting. =) be purchased Grand Rapids Office, 112 Pearl Street Geo. C. Hollister Wilford T. Crossman Forty Years Investment Experience Safeguards our Clients Interests. recep sence Hei pe WV CEO SEER etc EN {—- ae SR eee AEM HRN rae Sat tHE NC Pr ahecsescec January 12, 1921 MICHIGAN TRADESMAN 7 “ico a cn NC yO RENO Rae ese errs t . i ‘Of course, Crisco is better to sell! Crisco is packed in sealed, sanitary packages. No expense for wrapping paper or twine. No dipping out of untidy pail. No weighing Crisco is always ready for the customer's mar- —no loss from down weight. ket basket. Crisco does not lose through shrinkage, because And you know that every package is going to : . : - eive perfect satisfation, because it always is of soaking into containers. No loss through give perfect satisfation, because it always spoilage. No expense for ice as there is no good, always pure, always the same, high i 3 : grade, cooking fat. You know that it will do need of refrigeration. eat i everything lard will do, and do it better. Crisco doesn’t have to be wrapped. No loss Crisco means quicker profit—easier profit of time in getting package ready for customer. and permanent customers. Cincinnati, Ohio 2 Branches Atlanta Dallas Minneapolis San Francisco Baltimore Denver New York Seattle Boston Detroit Philadelphia St. Louis Chicago Kansas City Pittsburgh Syracuse Memphis Richmond Send mail orders to nearest address , bv re) <4 ==, NAPATH 4 IY LENOX" sue (BOB WHITE) A | YA aoct ren TEE MH mee procter acamere co. Hiscasil SOAP PUiLLY NPRM coe 7 Cesena) S07 / Hs ms f ry Reniciconesemee j Den © SOAP % af > P * + 5 I, i Wer ee ol CINCINMAT MICHIGAN TRADESMAN January 12, 1921 THE RENEWAL OF BUYING. While so far as the developments in business are concerned the first week of the new year brought out only a few marked instances of improve- ment, it certainly gave evidence of a better and more hopeful feeling than had been manifested for some time be- fore. In certain directions it is evi- dent that prices in the primary mar- kets are reaching, if they have not al- ready done so, a point of stability on which business can be done without much misgiving. The indeterminate factor is how much business can be predicated in view of the general eco- nomic conditions and their effect on the minds of the ultimate consumers. For the fundamental fact must not be lost sight of that the whole pyramid of buying rests upon the inclination and ability of the general public. It has been months that the average per- son has been cutting down his expen- ditures. Sometimes this was done as a matter of necessity; but in a number of cases, it was because of a revolt against the profiteering which had become oppressive. To overcome an attitude of this kind produced by such dissimilar causes will require more than a mere readjustment of some prices to lower levels. Much good would follow a more thorough readjustment, which would include the cost of food and shelter as well as of apparel and household articles, but the process of bringing other things down proportionately to what has been done to articles of wear is meet- ing with a resistance that will only be overcome with great effort and after quite an appreciable lapse of time. This is one of the deterrent factors, although a temporary one, to a more general resumption of trade. But there are other drawbacks, aside from the one growing out of the lack of uniformity in the reductions of the prices of commodities, which prudent merchants have to take into account. An economic streak on the part of the public is apt to be more or less enduring. This applies not only to such a matter as refraining from the purchase of expensive arti- cles, but to quite a number which are not so. Abstention from buying of certain things discloses to many that they can get along without such ar- ticles if need be, and that the essen- tials for health and comfort are not as numerous as they may _ have thought. A striking, although rather extreme, instance is afforded in the operation of the Eighteenth Amend- ment and the Volstead act. The mod- erate use of alcoholic stimulants seemed a necessity to many a year or two ago. Now, a very large percent- age of such persons all over the coun- try manage to get along very comfort- ably without such beverages, in spite of the instances which may be cited to the contrary, and, in due course, pretty nearly everybody will be in the category. Added to the discovery of what may be considered superfluities is another circumstance which has a bearing on buying. A good deal of the profuse spending that was so much in evidence until recently was for articles of quite high quality. Many of them have more lasting properties than cheaper ones and, con- sequently, renewals are less frequent. They can, in a number of cases, be adapted so as to obviate the need of buying new things. This fits well with the mood for economy which is now prevalent. Taking together the various factors, it is the opinion of many merchants that the renewal of buying which is now starting in will be somewhat more conservative than at first expected. A natural result of the cessation of buying was the closing down of mills and factories, or their operation on reduced schedules. This led to much unemployment, which further aggra- vated the situation by reducing the capacity of many to buy. With the falling market that ensued came an urge to reduce the expenses of pro- duction, which had been unreason- ably expanded in many lines during the period of extravagance. In some cases the workers have recognized the change in conditions and have either submitted to wage reductions with a good grace or have stimulated pro- duction so as to reduce labor costs. Where they have not done so a series of strikes or lockouts has resulted which are now being fought out to a finish. Sooner or later a conclusion will be come to which must be fair and just to both sides in order to be lasting. A gratifying circumstance during the past week has been in the number of manufacturing plants which have resumed operations after more or less prolonged shutdowns. This is particularly true of those concerned in textiles. In these the marked price reductions have stimulated the plac- ing of orders that will keep the work- ers busy for some time to come. But in such lines, as well as in practically every other, there is need of reducing the labor cost per unit in order to bring prices to the point at which business can be done. Nowhere is this so essential as in all the industries having to do with construction. Work in all of them has been deferred be- cause of the excessive cost of mater- ials and labor, resulting in much un- employment and in extortionate rent- als. Relief in this direction will be quickly reflected in all the other chan- nels of trade. WOOL AND WOOLENS. Auction sales of wool in New Zea- land during the past week did not serve to give much encouragement to those hoping for higher prices. With- drawals amounted to more than 50 per cent. of the offerings. It was noticeable, however, that more atten- tion was paid to the crossbreds, which were higher than at the preceding sale. All kinds of efforts are still be- ing made to get rid of the accumula- tions of British government owned inducements have been offered to Germany and to Po- land, and an arrangement has been made with the latter to get a lot of the wool on credit. But it will be an impossible task to dispose of even one-half of this year’s available sup- ply during the year. The domestic wool growers are insistent on having an embargo to shut out foreign sup- plies or else a series of duties so high as to amount to practically the same thing. While no one can predict the quantity of wool which the domestic mills will be able to consume this year wools. Especial it is pretty safe to assume that it will not be in excess of 600,000,000 pounds. There is much more than that quan- tity here now, and the Spring clip will probably add between 250,000,- 000 and 300,000,000 pounds to the total. There is some business passing in woolens, although it is not very large. Still there will be a fair quantity of clothing turned out for Spring, de- spite the strikes or lockouts, which- ever they may be called. In fabrics for women’s wear there has been quite a good demand for certain kinds, and the prospects for business are con- sidered promising. The two outstanding features of the dried fruit market are not concern- ed with the immediate situation. The one affecting 1921 California raisins is the announcement that the Cali- fornia Associated Raisin Company would sell next season’s crop through its own selling organization, elim- inating brokers, through the estab- lishment of fifteen branch selling or- Wholesale grocers and jobbers will be supplied, as direct sales to the retailer are not contem- plated. The change is, therefore, not as radical as appears at first blush, but it is significant and probably far- reaching in that it may pave the way to similar action on the part of other California packers, and it may also be the preliminary announcement to pave the way for one even more rad- ical. It has been rumored, although denied by those whose names are linked together, that the raisin, wal- nut and almond growers would jointly use the same machinery for distribu- tion. The other feature of the market is the filing of thirteen suits against lo- cal jobbers of prunes who have re- fused to accept their “f. 0. p.” con- tracts. The number of cars involved has not been stated, but it is reported to total over 100, and to involve an aggregate sum of $500,000. One firm alone is being sued for about $136,- 090 on thirty-five cars. Another suit was contemplated, making fourteen in New York and one on the Coast, but bankruntcy made action in the Most of the cars involved in the dispute are in storage in New York, while others are still on the Coast. CANNED FOOD SITUATION. The canned food market gives more real cause for optimism this week than any similar week in several Not only is there more en- quiry for goods, such as the leading vegetables, but orders are more free- ly placed. To be sure they are for small blocks, but there is more of a disposition to accumulate than has been the case of late. The larger distributors are taking carloads where they might ordinarily buy five or ten cars at a time, and a similar reduc- tion below normal occurs in the case of the smaller operator. Jobbers are helping each other out by exchanging some of their surplus offerings as there is still a reluctance to buy caus- ed by the lack of ready money. There is more confidence in present values and some factors are frank to admit ganizations. one case inadvisable. months, that they think the low point of values has been passed. They are in- clined to anticipate their needs be- fore any market advances occur, but they are often deterred by financial considerations. The present and fut- ure market hinges on the money mar- ket, and it will be governed largely by that factor. The consumptive de- mand has been automatically taken care of by the forced decline in prices in the retail field, and this ensures a broader outlet as the winter ad- vances. It is certain that a little later heavier buying by the large distrib- utors will occur to take care of this trade. Just what this will develop in- to cannot be forecast now, but it is believed that it will be a healthy de- mand from day ‘to day, devoid of speculation which might create a mushroom growth in the outlet. To many the course of prices for cotton since the beginning of the year would seem to indicate that the rebound from the low record levels had finally set in, and that the general course henceforth would be upward. This is not to say that circumstances favor any approach to the prices which the optimistic hopes of the spokesmen for- the Southern holders have set. But it is certain that the most discouraging period has about passed and that the worst possible happenings have been discounted. The re-opening of the mills is furnish- ing a fresh demand for cotton in this country and there is less reluctance to buying now that it is evident that the prices will not go lower. There are also evidences that more of an export demand will soon be forthcoming. All these things will have a tendency to cause prices to harden. The goods market still remains somewhat spotty. The price cuts in colored fabrics have had a stimulating effect, and the or- ders taken are sufficient to keep the mills busy for a couple of months or more. What is to happen thereafter depends in great measure on the sell- ing over the retail counters. The re- ductions reported on denims ought to bring about corresponding declines in the price of overalls and help increase the sales of those garments. The knit goods branch of the industry is show- ing some signs of awakening, although not much business is expected for a week or more to come. Hosiery sales are also showing some signs of pick- ing up. When a man has taken the inven- tory of his business for 1920, prepar- atory to a better year in 1921, he makes no mistake by taking another one of himself—his health, his habits, his morals, his intellectual resources, and his family and their habits, pros- pects, achievements and_ happiness. There have been men who, late in life, mourned because they did not give their growing families as close attention and as careful guidance as they devoted to their money-making. tans No, the retailers do not get it all— in cotton, at least. Twenty-one cot- ton mills in South Carolina, whose combined capital stock is less than $9,000,000, paid during 1920 stock and cash dividends amounting to more than $8,000,000. January 12, 1921 SUCCESSFUL SALESMEN. H. F. Williams, Representing Proc- ter & Gamble Co. Horace F. Williams was born at Covington, Ky., March 7, 1874. His father’s ancestors came from Vir- ginia. His mother’s ancestors were natives of Ohio. He attended the public schools of Covington and Cin- cinnati, leaving school before he graduated to embark on a business career. His first employment was with the Robert Morris Printing Co., of Cincinnati, as errand boy. He re- mained in this position two years, after which he worked two years as pay roll clerk; for the Franklyn Type Foundry. The next five years were spent as stock keeper for the Cor- ticelli Silk Co. He then entered the employ of the Erie Railway as office man. He received four promotions during the next nineteen years—to stenographer, to chief clerk and, finally, to contracting freight agent. Concluding that he could achieve more success as a traveling salesman, he forsook the railway business and engaged to cover Eastern Tennessee and West Virginia for the Globe Soap Co., of Cincinnati. He subse- quently made an engagement with Procter & Gamble to introduce Cris- co to the retail trade of Tennessee, Mississippi, Arkansas and Western Kentucky. His work in this branch of the business was so satisfactory to his house that he was transferred to Michigan and given the sale of the entire line in twenty-seven counties in the Western portion of the State. He has continued in this position for the past five years, making his head- quarters in Grand Rapids. He sees his trade every sixty days and has come to know personally every re- tail grocer in his territory. His ser- MICHIGAN TRADESMAN vices are so highly regarded by his house that he has been permitted to become a stockholder. Mr. Williams was married Sept. 17, 1903, to Miss Eppie Hoffman, of Louisville. He has two children—a boy of 11 and a girl of 12. The fam- ily reside in their own home at 115 Fuller avenue. Mr. Williams is a member of Malta Lodge, F. & A. M., and Lalakoum Grotto, No. 61. He has no other fraternal affiliations. H. F. Williams. Mr. Williams owns up to no hobby but base ball. He attributes his suc- cess to steadfastness in attending to the job in hand. He possesses the natural suavity of the Southern gen- telman and the pleasing personality of the Successful Salesman. —_—_>.___. Salesmanship is not selling a person whether he wants to buy or not; it is making him want to buy. Policies written Claims paid: 339 Theft 455 Property Damage 1154 Collision 2252 Claims. a Since Organization: Policies written Assets: 1919 there were over 9,000. of the community. Write to The Year’s Business for 1920 Policies with collection CO ee ee Policies with additional Fire and Theft coverage ee $ 49,189.69 I22 Personal Injury ._ ee Se oa 20 Number of claims paid - Amount paid for claims Bo 767 EZ Oe Capital oa Contingent: 20 ee DOS one e7 ee 27,613.44 otal assets Dee) 31 1920 (i $104,259.61 Total Current Liabilities December 31, 1920, Estimated $20,000.00 In 1906 there were 364 automobile deaths in the United States. In Increased traffic increases the hazard. Every prudent man keeps his automobile insured. closed its sixth season of success and has paid the The rate of insurance is fixed to meet the losses according to the hazard CITIZENS’ MUTUAL AUTOMOBILE INS. CO. HOWELL, MICHIGAN 17,507 10,056 2 665 66,313.20 30,461.21 38,105.11 96,841.08 5,007 Se oe ww Do ~J “NI NS See 18,298.00 This Company has now claims promptly. Because Some Big Men Had the vision— ECAUSE a group of men—leaders in the rice industry—knew the possibilities of American rice in America, every dealer in this country is enjoying increased sales on rice. This group of men is the Associated Rice Millers of America, Inc., of New Orleans. They promoted the big advertising campaign on rice. This campaign is appearing in the large news- papers and foreign language newspapers of America. It is teaching millions of people the value of rice as a daily food. Sales are growing rapidly. It won’t be long before rice is one of the fastest selling staples you handle. Your co-operation is asked that the greatest results may be obtained. This rice advertising directly benefits you. Talk rice to your customers. Talk its economy and healthfulness. Talk its deliciousness and the number of ways it can be prepared. Tell your customers to look for the recipes that appear in the advertisements. Put in a window display on rice. Work with the adver- tising and you will reap the greatest benefits of the campaign. THE ASSOCIATED RICE MILLERS OF AMERICA, Inc. New Orleans, La. a Y C YVI out of Kansas W. S. Canfield Flour Co. WHOLESALE DISTRIBUTORS 205 Godfrey Building GRAND RAPIDS, MICH. The Best Flour that ever came Flat Opening Loose Leaf Devices We carry in stock and manu- facture all styles and sizes in Loose Leaf Devices. We sell direct to you. GRAND RAPIDS, MICHIGAN January 12, 1921 a < = n SREY oy Laer rn, A me % me Ue rae “om a b) i) VENT w " ff ‘Ps wd m - MICHIGAN TRADESMAN January 12, 1921 E ARE THE MEN THAT BACK UP THE PRINCI OF THIS GREAT ORGANIZATION F “THES CIPLE 2S pS ge ee a <= Pree Sirs & >< Sa ig ee i GSE ee Re ee eye ae totter “eg laa ad Se ay ee CL Io ee oe ee Gli | SS Last Md, ee ote ee an hd UE «Sates ! S 12 MICHIGAN TRADESMAN January 12, 1921 “y) oe ~~ — ~ - _ ~— ~ — ~ ~— (Ct ieee aa Zz, > Z, 2 oy) amon, “yy |e ata) Cada yre geaprranr ‘tal The Adversity of To-day the Prosper- ity of To-morrow. The United States to-day is moving toward a period of sound prosperity. The boom arising from fictitious values based upon vast- ly stimulated consumption and reck- end and for the moment depression is almost uni- great after-war less spending is at an versal in industry and business in this country. It is precisely this condition which makes me so much an optimist as to the future. We could not have had prosperity of a sane and permanent character the which the war supplied to our indus- trial structure were knocked out, and until artificial props the very severity and completeness of their removal which we are now wit- nessing constitute a hopeful omen. For several months a series of price declines, extending from one line to another, has been in progress, stocks in producers’ and distributors’ hands failed to plants have have move, closed down for varying periods en- tailing curtailment of production and labor off. But these developments have impelled the part of labor. The employment of has fallen greater efficiency both manufacturer, for whom so long the upon management and profit sheet had been of chief inter- est, has had to watch his costs to pre- serve some margin of profit or to re- duce in a degree inevitable loss. The had to harder or intelligent effort in The good re- sults are everywhete discernable. laborer has work put forth order to hold his job. more enforcing in greater measure the doctrine of econ- Necessity is_ daily my and work, the practice of which is essential to the successful conduct of industrial or business enterprise. While the war boom lasted this fun- damental discarded the one conception was and ideal of substituted. Only but, temporarily blinded to realities by the profits result was possible, false prosperity of the moment, \merican industry and business failed to realize this. Now, with the fact forced upon their attention, they are returning to proper methods and proper aims. susiness success cannot be meas- ured by profits. The only true test is economy. Profits may be the re- sult of purely temporary conditions, a fleeting period of inflation or merely of good fortune. Economy may be achieved only through efficient man- rement and attention to details. The difficulties which American business is experiencing to-day are largely due to the fact that our business men, as profits rose, failed to check inflation of costs, wasteful and extravagant methods became gen- eral. and indulgence in Liquidation of labor is being urged by many authorities as a necessary preliminary to restoration of prosperi- ty and the process is frequently re- ferred to as involving serious diffi- culties. The theory is that labor will be called upon to adjust itself to a new standard of living as the high wages now being paid by industry are reduced. As the cost of living declines the laboring man may receive less wages as measured by the amount of money involved than is now the case, but he is primarily interested not in the num- ber of dollars paid him but what those dollars will buy. He should be able to maintain his standard of liv- ing under the new conditions and if this be so, he will be satisfied. I am one of those who believe that the laboring man deserves conditions which wil] make him work with zeal and enthusiasm. This is only possible when he can be sure that he is getting his fair share of the wealth he pro- duces. To this he is entitled. For the best results his take him the fullest confidence. His efficiency will be increased there- by and the importance of labor effi- employers should into ciency in all items of manufacture can- not be overemphasized. In the steel industry, for example, one-half the to- tal cost of making steel is the cost of labor. The last few years have comprised a period of careless spending and of wasteful consumption the world over. A large part of the available liquid wealth has been lost and the restora- tion of this that has been destroyed through war can only be accomplish- ed by the exertion of unparalleled ef- fort by the great body of men throughout the world. Labor can only hope to the standard of wages of the inflated era by working never maintain as it before, when it may produce a sufficient quantity of make this possible. In- creased production and increased ef- ficiency in production are now essen- tial. We can go forward only by the worked goods to expenditure of energy and effort of the most vigorous sort. If it is importaat that business men should now revert to the practice of economy it is «lmost equally vital that the Governmert economize in its ex- The Government should set an example for the American pub- penditures. finally checking the reckless use of funds which is a heritage of the The same standards of efficiency lic by war. that we expect of our business men are also applicable to it. Taxes are high in proportion as Government ex- penditures are high, and high taxes increase prices, a condition that au- tomatically curtails consumption. This in turn increases unemployment. By STEAMSHIP TICKETS To And From All Parts Of The World Cornelius Wagenaar, agent for steamship lines reaching all parts of the world, can be seen at our Foreign Department for information re- garding passenger transportation to and from all foreign countries. Mr. Wagenaar is an accredited agent for the following lines: CUNARD, ANCHOR-DONALDSON, SWEDISH-AMERICAN, FRENCH LINE and BALTIC-AMER- ICAN to Mediterranean points; the UNITED srTaTEs and PACIFIC lines to the West Coast of South America, the GRACE LINES to South America, the NIPPON YUSEN KAISHA LINe to the Orient and others. NORWEGIAN-AMERICAN, Monroe at Pearl Fourth National(|Bank Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually I 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $600,000 WM. H. ANDERSON, President LAVANT Z. CALKIN, Vice President J. CLINTON BISHOP, Cashier HARRY C. LUNDBERG, Ass’t Cashier ALVA T. EDISON, Ass’t Cashier Fenton Davis & Bovle MICHIGAN a gc ia \ ain Telephones ; Citizens 4212 GRAND RAPIDS Chicago Detroit STOCKS AND BONDS—PRIVATE WIRES TO THE LEADING MARKETS HILLIKER, PERKINS, EVERETT & GEISTERT ‘BELL M 290. 6 b MICHIGAN TRUST BLDG. STOCKS BONDS ‘ GRAND RAPIDS SAFE Co. 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 as GRAND RAPIDS, MICHIGAN BY a January 12, 1921 economizing, the Government can contribute materially to the comple- tion of the current process of read- justment and bring measurably nearer that prosperity which I feel confident lies ahead. The Federal taxation system, as it now prevails, should be immediately revised. It is inefficient and encour- ages extravagance, while taking from industry the opportunity of investing its earnings. Such investments are re- quired to keep plants running, giving men work, increasing output and mak- ing possible the payment of higher wages. A makeshift taxation policy was perhaps excusable in time of war, but the Government should now in- troduce efficiency and economy in raising funds as well as in spending them. I hold that the Government should work with business rather than ham- per it; should encourage business and protect it rather than discourage it. MICHIGAN TRADESMAN ginning to appreciate the importance of the international viewpoint and to realize that provision of the means of maintaining export trade is a vital fac- tor in the situation. The present is not a happy time for business or industry or for American citizens. whose contentment depends upon the measure of prosperity which they enjoy. The difficulties through which we are passing, disagreeable as they may be, constitute a very neces- sary. experience following the after- war debauch and we are coming through them freed of the handicaps under which we have labored and with our abilities immeasurably increased. The process of readjustment is not yet over. But when it has been com- pleted American business is going ahead to new attainments and new prosperity with a vigor and an energy that will surprise the world. Charles M. Schwab, Chairman Bethlehem Steel Corpor- It Pays to Be “Right” In business-accounting, the fine old policy of “honesty” is receiving corroboration every day. Your disclosure on Federal Tax returns proves it. Our Public Accountant comes to you with his broad experience, correcting your pre- conceived ideas. The merchant finds he can shift his responsibilities upon his auditor. The taxpayer finds it desirable to employ the ac- No order or legislation can be de- ation. countant to construct his returns. Your bank vised which will guarantee wages or hi finds it | faith j “certified” bal T . inds it can have faith in a “certified” balance employment. The Government can Phe ici of the Cowardly ase uae . aiser. so arrange the collection of taxes and its other relations with business, how- ever, as to stimulate efficient produc- tion, which is the only guarantee of employment and higher wages. The current decline in prices is the reaction from a period of overinfla- tion and results directly from a col- lapse in buying power. The shelves of the world have not been so bare in our lifetime as they are to-day. Pro- ductive processes and development were disrupted by the war and ex- amination of almost any of the great staple lines of industry will reveal that the volume of production in the last two years has been less on the average than at any time since 1913. The world demands our products, but in spite of this demand our ex- port trade is endangered. The demand is not supported by the ability to pay. The movement of the exchanges has been altogether too much in our favor to permit of continued purchases here. The United States is steadily and rap- idly approaching a position where the whole world is our debtor and cannot pay. A plan for creation of a revolving fund of $500,000,000 to finance the es- sential requirements of Europe, pro- viding distressed countries with the raw materials and means to start the wheels of industry, was suggested by one of America’s great financiers about a year ago. Neither this nor other schemes brought forward was adopted, and because sufficient credit was not available to enable us to sell to Europe our farm products which Europe would like to buy have de- creased in value during recent months billions of dollars. This instance demonstrates the ne- cessity of our people taking a world view if business in this country is to prosper as must prosper. We must be prepared to send our raw materials and goods to Europe to start produc- tion there, accepting in payment secu- rities representing their productive ac- Fifteen hundred years ago the body of Attila, the famous leader of the Huns, was buried in Hungary in three coffins—one of iron, another of silver over it, and the outer one of gold. He died the night of his nuptials with Iidico, a beautiful woman, and the last of his many wives. Now reports come that Attila’s coffin has been discovered. +The place of his burial has never been known, because it was accomplished secretly at night, and the men who dug it were killed on the spot. Attila was a cruel warrior, a bar- barian who ravaged Europe, who had respect for no people or person, ex- cepting one. Pope Leo I visited him in his camp when he threatened Rome and prevailed upon him to spare the Holy City. The most famous of At- tila’s battles was the one of Chalons, in Champagne, said to have been the cruelest ever fought. It was won by Aetius, and 162,000 men fell in it. At- tila was utterly defeated, and intended to burn himself and his women alive, had Aetius renewed the battle the fol- lowing day. Rt Versatility in Disappointing. “How about the new book-keeper who was to come this morning?” “He disappointed me.” “What! Didn't he come?’ “Yes; he did.” Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - $600,000 Surplus and Profit - $850,000 Resources 13 Million Dollars sheet. For responsible service, write or phone, 13 GRAND RAPIDS NATIONAL CITY BANK Crry FRUS!I & ASSOCIATED SAVINGS BANK) CAMPAU SQUARE district. be the ultimate choice of out of town bankers and individuals. The convenient banks for out of town people. Located at the very center of the city. Handy to the street cars—the interurbans—the hotels—the shopping On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our Institutions must in aid ells tet Bree ss 345 Per Cent. eritl =} i ; a1 Combined Capital and Surplus —._...___....._... $_1,724,300.00 tivities and trusting in the good faith P. id Certifi t t D ‘ Gouiiese Total Deposits 7 LULL 10,168,700.00 and in the recuperative powers of aid on cates 0 eposit Gombined Total Resources ___.._____..______. 13,157,100.00 those countries to which we ship. Do Your Banking by Mall L. CITY BANG NGS BANK I am encouraged by the evidence that the farmers and the small manu- facturers of the country are at last be- GRAND RAPIDS NATIONA SCritry FRUST & SAV! The Home for Savings ASSOCIATED 14 MICHIGAN TRADESMAN January 12, 1921 The Rceord of a Year. The year 1920 will be notable in American economic history as the period of the peak of high prices and the break which occurred before its close. There will be many lessons drawn from the operation of the law of supply and demand, and the indus- trial after effect of a great war. We are yet too close to the big events to view them in their proper perspec- tive, and it would not be possible to draw deductions that would be free from error. It may safely be said that practically all major activities this year have been dominated by the effects of the war. The United States has been changed from a debtor to a creditor nation, and the financial capital of the world has been shifted from London to New York. The industrial and economic position of this enormously probable country has been strengthened and no combination of now disturb its leadership. events can position of world Politically the year has been notable for the collapse of the Democratic party, and the return of the Republi- cans to complete power, by majorities unprecedented in the American politics. That this was due largely to a general dissatisfaction with the handling of the various con- ditions growing out of the war, can hardly be doubted. The Republicans will now have the responsibility of charting a new course for the,ship of state. The phenomenon of the fall of prices brings its joys and griefs. As usual with any radical change in price level, some will lose while others gain by it. There is a quite general belief that the change is not only necessary but beneficial. The hardships will be tem- porary and the final resuits good. The beginning of the period of reaction toward the lower level is accompan- ied by the saving grace of a year of tremendous crops. This fact insures the country against any possibility of actual suffering. People are not go- ing to starve while there is plenty to eat. Not only this country, but the whole world also, a need of goods. Given the raw ma- terials, the labor and machinery for production, and the waiting markets, it is a hardy pessimist who can pre- dict any long continued period of de- pression. history of general harvest of is confronted with America has so many blessings that it seems superfluous to recount them. They are brought into sharper relief by the widespread trouble and distress in other parts of the world. Central and Southeastern Europe, Russia, and China, and some localities elsewhere, are now engaged in making quite a different reckoning for 1920. America will be in the forefront of a League of Humanity next year. Every emergency gives rise to the great characters needed to meet it. It is not likely that America will fail in this respect. Her is to be the Grand Almoner of the world, “With what measure ye mete, it shall be measured to you again.” present mission ——_.- <-> ____ The Time To “Let Up” at Hand. It seems an established fact that busy men who have reached the fifties will have better health, live longer, and get more out of life if they make it a rule to forget business when they leave their offices or stores at 4 or 5 in the afternoon, until they get back the next morning. When the thoughts are concentrated too long—morning, noon and night—on a single occupa- tion, the mind loses its keenness and the body its vigor. They “go stale,” the doctor is called in, and restrictions come, usually when they are most un- welcome. In many lines of business increasing intensity of attention to affairs can- not be avoided during October, No- vember and December; and January finds many men tired and worn. Then comes opportunity for relaxation— play, exercise or what not, from the evening dinner hour until bed-time. It may take the form of grand opera, the theater, billiards, bowling or so- ciety, as taste or inclination may di- rect. 3ut there are many men whose minds are active who want mental va- cations, excursions into new fields of intellectual enjoyment, when free from business. Their bodies want rest and their minds a change. The evenings of the next three months are the time for it. Happy then the man who can go to his refreshing books, his set of Dickens or Thackeray, or Kipling, or that line of reading which affords him the mot satisfactory en- tertainment and mental relaxation, for the evenings of thirteen weeks. He will be all the stronger and wiser during the remaining three-quarters of the year because he has employed them wisely. is free from Grand Rapids, Mich. OUR POLICY “jokers” and technical phrases. Live Agents Wanted. MICHIGAN AUTOMOBILE INSURANCE CO. A Stock Company. recommendations. WE OFFER FOR SALE United States and Foreign Government Bonds Present market conditions make possible exceptionally high yields in all Government Bounds. HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Bank Bldg., Grand Rapids, Mich. Write us for Michigan Hinance 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 Nationaal Bank, Grand Ragida, C. S. MOTT, Vice President, Vice President of General Motors Corporations. President Industria! Savings Bank. CLARENCE O. HETCHLER, Secy., GRANT J. BROWN, Treas, PackutolilsCe,tee °° (Cakes ee Bank, Flint, DIRECTORS: LEONARD FREEMAN President Foounes Dairy tor Industrial Savings eon FLOYD ALLEN President Flint Board of Commerce. President Trojan Laundry, Flim. * a Presid ae al-Commercial pba resi Be nuk: Poe DAVID A. veer a is-Merrick- & Johnson, es Reccds Mich. W. P. CHRYSLER Vice President Willys-Overland or Director Industrial Savings Bk., FRED J. WEISS Vice Pres. and Treas. Flint Motor Axle Co., Director Ind. Savings Bank, Flint. E. R. MORTON CHARLES E TOMS — — City Bank of Battle Cashier ‘elem Savings Beak, HERBERT E. JOHNSON, A. C. BLOOMFIELD reside amaz 1 vings Vice Presid Naticnal iat " pocreacn oe e of lacks. Mich. enone OLD NATIONAL BANK, Grand Rapids. Registrars and Transfor Agents. R. T. JARVIS @ COMPANY Investment Securities 605-606 Michigan Trust Bldg. Citizens Phone 65433, Bell M. 433 GRAND RAPIDS, - MICHIGAN Peace of Mind The peace of mind—the sense of security— 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 RAPIDS TRUST [-OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 January 12, 1921 Who is the Greater Culprit—Agent or Merchant. I was appealed to for assistance one day last week by a retail grocer lo- cated in the outskirts of the city. He had ordered a case of goods from a Milwaukee house, receipted for it from the express company and paid for it by means of a bank draft. Now the company, apparently ignoring the transaction, is undertaking to force him to pay for two cases and has gone so far as to place the alleged account in the hands of a collection agency, which is writing threatening letters to the grocer in keeping with the prac- tice of such concerns. I told the gro- cer to get all the papers in the mat- ter together and I would drive out to his store during the noon hour and go over the matter with him. He had evidently been busy with his store duties, because he had not gotten the papers grouped. He kept his invoices in baskets and began fumbling over the contents of the baskets in the ef- fort to locate the data I requested at his hands. He was unable to find it, so I gave him the best advice I could offhand. Before leaving the store, I asked him if he had a fire proof safe. He said he had not. I asked him if he kept a record of his daily sales. He did not. I asked him if he kept any record of purchases, aside from the invoices in the baskets. He said he did not. I asked him where he kept his in- ventory. He showed it to me in the drawer of a wooden desk. I asked if he carried any insurance on his stock. He said he carried full insurance. Then I sailed into him in this fash- ion: “What good does it do you to carry insurance if you do not comply with the terms of the policy? How is an adjuster ever going to determine your loss the morning after the fire? He will have absolutely nothing on which to base the value of your stock except your guess. The law requires that your inventory, record of pur- chases and daily sales be kept in a fire proof safe, and you have not com- plied with a single one of these condi- tions. What right have you to expect the insurance company to pay your loss when you have not turned your finger over to comply with the condi- tions under which you obtained the insurance? If you should meet with a loss, the company carrying your in- MICHIGAN TRADESMAN surance would not be legally bound to pay you one penny. If it paid you anything, it would do so solely on moral grounds or because it would be good business policy to do so.” The grocer looked at me in aston- ishment and blurted out: ‘“That’s funny. The agent never told me any- thing about that. He asked’me to sign an application for a policy. I didn’t stop to read the application and I have never looked at the policy since I received it and paid for it.” I am aware that the conditions I found in this store are probably iden- tical with those existing in hundreds —perhaps thousands—of small stores throughout Michigan. And I natural- ly wonder who is the more to blame— the agent who takes an application without explaining the merchant’s duties in the premises or the appli- cant who signs for a policy and then never looks at it, as he should do, in order to determine his rights and de- fine his duties? One is just as cul- pable as the other, because both are equally entitled for censure under the circumstances. The agent grabs off his commission and permits the situa- tion to pass into oblivion, but the poor devil of a merchant wakes up the morning after the fire to find that he is confronted with a real situation— the necessity of convincing the ad- juster that he had a stock of goods, wihout being able to present any doc- umentary evidence of either its ex- tent or value. All this could so easily be avoided by compliance with the law that I cannot, for the life of me, see why any merchant is willing to place himself in such an unfortunate position. E. A. Stowe. —__—_. 2 Declining Market Hit Mail Order House Hard. Theodore F. Marseles has been elected president of Montgomery Ward & (Co., succeeding Silas H. Strawn. Sales in 1920 were $112,353,- 525, compared with $108,514,367 in 1919, an increase of 3.52 per cent., but operations show an operating loss of about $1,000,000 for the period. Bills payable were reduced from $16,000,- 000 to $10,400,000, there is $3,400,000 cash in banks and accounts payable are less than $2,800,000, compared with $3,650,000 a year ago. President Marseles was Vice-President of the National Cloak & Suit Co., of New York, which recently increased its business from $1,000,000 annually to $50,000,000. 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 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% Wisconsin Hardware Mutual__. 50% Illinois 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. Michigan Shoe Dealers Mutual. 30% Cc. N. BRISTOL, Manager A. T. MONSON, Secretary J. D. SUTHERLAND, Fieldman FREMONT, MICHIGAN Preferred Risks! Small Losses! Efficient Management! enables us to declare a O% Dividend For Year 1921 100% Protection and 30% Dividend, both for same money you are paying to a stock company for a policy that may be haggled over in case of loss. Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Sec’y Assets $3,886,069 (Me = Insurance in Force $80,000,000 Mercuants Lire InsvuRANCE 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 Bldg., Grand Rapids, Michigan GREEN & MORRISON, Agency Managers foroMichigan EO 16 DRY GOODS DISTRIBUTION. It Depends on Full Production and Low Costs. It has been said that the war has destroyed everywhere sane, economic views of merchants and manufacturers as well as making sad havoc of their moral standards. In this country nearly all became the beneticiaries of the extravagant profits and enhanced prices, that car- nage, waste and overspending brought about. Dry goods merchants and manufacturers particularly, as a class, seemed obsessed with the belief that any setbacks are temporary; that gen- eral destruction has opened the way for increased demand which will bring increased price. They also believe wages will recede from the peak, but will remain at least twice as high as before the war: and from that they deduce higher costs and therefore higher prices. Merchants and manufacturers experi- enced all the delights of a monopoly under a demand greater than supply during and following the war, and are striving to maintain that enchanted position for all time. By shutting down mills it is hoped to cause a scarcity that will bring bidding at high prices and high profits. In other (psychological) trend is small production, high cost, high selling prices. words, the - silent The fallacy of this is known, but they close their eyes to the knowledge that such action gives only temporary relief and in the long run is most de- structive. Civilization is founded and progresses on maximum production. When production decreases all else is affected. Civilization, like nature, thrives on prodigality on the one hand and on economies on the other hand. All standards of living are raised by maximum production under maximum wage. The wage, if honestly earned, produces a maximum purchasing pow- er and a productive low cost. Manufacturers who would effect a monopoly by combinations in order to regulate production and fix fictitous prices; or merchants who are acting en masse, in refusing to lower prices because small sales at big profits are possible for a time; or capitalists who try to gain additional wealth through the smallest possible wage to labor: or the workman who would reduce production in the hope of creating a high selling price and, therefore, a high wage; all such courses defeat the fundamentals of true economic laws. They are measures producing gain for the moment, but inevitably bring- ing a train of calamities to the com- mercial and financial world. Therefore everything that makes ar- ticles high through contraction of pro- duction is a failure; everything that lowers cost and increases wages through expansion in production is a SUCCESS. If the Chinaman’s wage is low it is because he has a low production per If only one suit of clothes or one silk dress could be paid for in a lifetime as in the days of our forefathers it was because of low production per unit (per man). As long as men measure wealth by money without regard to its value as a commodity and without regard to unit (per man). MICHIGAN TRADESMAN its volume, there can be no true per- spective. But where a dry goods re- tailer or other merchant sees that his high prices are artificial figures, and not real value or wealth, he will see that money is not always a true gauge. For if he have a million yards of calico in stock bought at 5c and market inflates to 10c a yard he will have an inventory of $100,000. Then if market price declines to 5c because of true values his inventory will show only $50,000. But as he can go into the market and replace his stock for $50,000, he is just as rich in merchan- dise as before. The higher price of 10c had no right of existence and therefore the lower price of 5c is not a hardship. On the contrary, the false high prices are ever a malignant factor dis- torting every view of values and final- ly bringing business to a_ standstill. Under true prices a consuming de- mand sets in and business in every branch and ramification starts into activity. The law, “As you lower price you increase consuming demand” begins to operate, and general pros- perity begins for all. We know that each one who has been benefited by inflation would like to cash in, at the top, keep his ill-gotten dollars, like all gamblers and speculators who live by their wits and who get their riches through some artificial condition that has been created; and for which rich- es some class has paid with its blood. Somewhere there has been unrequited toil that the gamblers might win. Con- ditions like these ranking in varying degrees with such schemes as South Sea and Mississippi Bubbles. But as we have all classes to deal with under economic laws let us search for the rule that will fit all, on the basis of “the greatest good to the greatest number.” Let us look to principles, taking cotton goods manu- facture, say print cloths, as an ex- ample (assuming the Draper maga- zine loom freed say from all patent protection and considering weaving only), and demonstrate that high wages may be paid under maximum production per unit and great wealth legitimately obtained by manufactur- ers under low costs and low selling price. In the old days before the Draper loom, a weaver could run properly only four looms producing say 1,200 yards weekly, for which he was paid say $6 per week. Value of product at 10c per yard, $120, at profit say of 20 per cent. to mill, or $24; under the magazine loom one weaver can run properly thirty looms (some as high as forty) producing say 9,000 yards weekly, value of product at 10c per yard $900, at profit of 20 per cent. to mill, or $180. Under the Draper pro- duction the weaver could easily re- ceive $18 or twice $18 per week in- stead of $6, and the manufacturers could sell at a price below 10c and still make more money out of smaller profits on an increased volume than selling at 10c under small product and low wage per unit (or weaver). There can never be an excess sup- ply if that supply has been reached under a high wage per weaver and because of high production per unit (per weaver); for, low costs make low selling prices and high wages make great purchasing power. The old theory has been destroyed that low costs are only obtainable through low wages. farmer machinery with Give the which one man may do the work of ten men working without that equip- ment and there will be plenty of food (weather permitting), and plenty of farm wealth. Fisheries with their ap- pliances are a further illustration. No longer the impoverished fisherman of Galilee, but the well paid ones of Labrador and Puget Sound. The advances in civilization are based on the soundest of economic laws, namely, multiplying man’s ca- pacity as many times as_ possible through aids of one kind or another. When America was discovered there were no horses here. Man had pro- gressed slowly. Horses soon aided him, then steam, then electricity. His power of labor multiplied and so did his wealth. There is no need of mak- ing distinctions between the necessary things and the things called luxuries, as all are interwoven in the progress of mankind. It remans only for manu- facturers, distributors and labor to follow the laws that give biggest vol- ume, high wage and low cost; not for- getting that one of the vital factors permitting this is the correction of avoidable waste all along the line from the fields to the final distributors. No business can stand forever the burdens of the inefficient management and irresponsible lahor who know little and care less and work and waste accordingly. And another vital factor to be considered is railroad rates established and maintained on a basis of inflation, or other figures, for they are just as destructive to general prosperity as any other form of “bleeding the public.” The railroads may gain temporarily, but the public “pays through the nose.” Capital and labor cannot be the only ones considered. The public must be served honestly, with honest goods at honest profits. The con- sumers™~ strike against profiteering showed the public have the power to force standards of honesty, and had they exercised their power in the be- January 12, 1921 ginning they would have checked speculation and inflation to a large ex- Tene, Goods must be free from false overhead charges represented by idle machinery, idle buildings, idle men, all brought about by antagonisms be- tween capital and labor, or through avoidable waste in any form. The day will come when the world will live per capita on the value of the avoidable waste of to-day. If capital and labor can be made to fear the public’s protesting power in the form of “consumers’ strike,” it will be amazing how many economic ills will cure themselves and how the world will advance in standards of comfort and general equality of mate- rial existence. Each individual’s head and hand is aided nowadays by so many inventions and inherited short cuts that his ability should be multi- plied five times, aye, five times five times in capacity and labor. And the contributions of wealth to the world collectively should be at lightning speed. But we have a debt in the world of two hundred billions, twenty-five bil- lions of which the United States is saddled with. We and the world will have to pay that off in some form before we can get back to the riches we had accumulated in the world up to the time of the war. How long is it going to take? And how shall it be accomplished? Shall we live in fairyland or face the real facts? Shall we fly to mythology for our answer? Delude ourselves with the belief that we have the purse of For- tunatus, that the more we spend the fuller the purse becomes? Or shall we go back to the book of proverbs and find the answer in the sixth chap- ter and sixth verse reading as fol- lows: “Go to the ant, thou sluggard; con- sider her ways and be wise.” Old Merchant. —_+-<____ If your ideal is to get the greatest amount of pay for the least possible amount of work, you will lose out on the pay end although you may suc- ceed on the work end. 1542 Jefferson Ayenue Wilmarth show cases and store fixtures in West Michigan’s biggest store In Show Cases and Store F ixtures Wilmarth is the best buy—bar none. Catalog—to merchants Wilmarth Show Case Company Made Jn Grand Rapids Grand Rapids, Michigan January 12, 1921 MICHIGAN TRADESMAN CORPORATION GRAND RAPIDS, MICHIGAN MICHIGAN GUARANTY Capital Paid in $5,000,000.00 Managed by Bankers and Business Men Officers WILLIAM ALDEN SMITH, President CHAS. G. RHODES, Vice President GILBERT L. DAANE, Treasurer Directors WILLIAM ALDEN SMITH, Grand Rapids, Michigan. BENJAMIN 8S. HANCHETT, formerly President Grand Rapids Railway Co., Grand Rapids, Michigan. BENJAMIN S. HANCHETT, Vice President EDWIN B. SUTTON, Secretary CHAS. M. HEALD, President Home Builders Ass'n. formerly President Pere Marquette Railroad Co., Grand Rapids, Mich. MRED W. GREEN, President Ypsilanti Reed Furniture Co., President National Bank of Toma, Ionia, Michigan. PELA W. JENKS, President Huron County Savings Bank, Harbor Beach, Michigan. HERBERT E. JOHNSON, President Kalamazoo City Savings Bank, Kalamazoo, Michigan. FRED E. RANNEY, President Ranney Refrigerator Co., President Commercial State Savings Bank, Greenville LOUIS A. CORNELIUS, President Wolverine Brass Co., Grand Rapids, Michigan. GILBERT L. DAANE, Vice President and Cashier Grand Rapmds Savings Bank, Grand Rapids, Michigan. A. D. McBURNEY, President Michigan Furniture Co. and Director National Union Bank of Jackson, Michigan. DR. J. D. MUNSON, President First National Bank, Trav erse City, Michigan. CHAS. G. RHODES, formerly Secretary Republic Motor Truck Co., Alma, Mich igan. , Mich. CHAS. E. RIGLEY, President Estey Manufacturing Co., and President Owosso Savinas Bank. Owosso, Michiqan. y g g KELLAR STEM, President Grand Rapids Bookcase and Chair Co., Hastings, Michigan. ADOLPH H. BRANDT, Treasurer Grand Rapids Trust Co., Grand Rapids, Michigan. DR. LOUIS BARTH, Grand Rapids, Michigan. FRED W. WALKER, Vice President Citizens State Savings Bank, Otsego, Michigan. THOMAS R. WELSH, President Welsh & Kerry Co., Reed City, Michigan, Michigan. EDWIN B. SUTTON, formerly Assistant Treasurer Grand Rapids Trust Co., Grand Rapids, Michigan. Offices: Grand Rapids Savings Bank Building U.S. Government, State of Michigan Municipal and County Bonds Purchas ed Will Loan Money on Approved Security Will Buy High Grade Securities and Underwrite Safe Bond Issues Official Auditors: Seidman and Seidman Certified Public Accountants 17 SELLING CUSTOMERS. Do Something More Than Waiting On Patrons. During the war, there sprung into existence a new class of salespeople. I refer to the people who previously worked in the office or the factory and who were either transferred to the sales organization, to fill vacancies caused by the draft, or who were in- duced to take a chance in the selling game on account of the large salaries and bonuses that were being paid at that time. Whether or not these newcomers will eventually become first-class salespeople will be deter- mined largely by the effort they put forth. Some of them appear to be making good and show evidence of becoming really good _ salespeople. They are willing to be shown and are knuckling down to hard work, show- ing a determination to succeed far above the average salesperson, and there is no question but what they will do so if they continue along those lines. On the other hand, many of them are inclined to believe them- selves already master salesmen, not taking into consideration that we have all been, more or less, for the past four years, “order dodgers’—it be- ing merely necessary to use the now old and time-worn phrase, are going up and goods are in order to sell. “Prices scarce, The time is coming in the near fu- ture, if not already here, when real selling ability will be at a premium. During the past few years, selling ability has been way below par; every- where the demand has exceeded the supply. Dealers have rushed to the markets and outbid each other willing to pay almost any price, and, in a number of cases, even waiving cash discounts in order to get a shipment of merchandise. On the other hand, purchasing agents for the manufac- turers have been at their wits’ end to get sufficient raw material; the help situation has been extremely critical; the traffic man has had trouble with- out end to get cars to ship in, and the wildest confusion has reigned every- where. It is conditions under these that a great have rushed in and taken advantage of the situation to many newcomers make easy money. Is it any wonder, with such unusual con- ditions existing, that the inexperienc- ed person should get the swelled head and become convinced that salesman- ship is merely taking orders? Is it any wonder that his outweigh his ability? conceit should There is coming a time of reckon- ing, and, when it comes, a great many master salesmen are going to fall and fall hard, and their “land of make-be- lieve” is going to disappear. They will wake up to the stern realization that salesmanship is a profession; that it requires the same _ intelligent thought and application to succeed as any other profession. In the past four years, salesmanship has been merely a matter of taking orders— real low ebb. Business everywhere has been so comparatively easy to get that many salesmen have lost their pep; they have been working in a haphaz- ard manner; they haven’t planned their work in a systematic manner; salesmanship has been at MICHIGAN TRADESMAN their selling ability has deteriorated, and they have slumped. But conditions are changing. It is time to wake up. The war is over. The wild buying orgy has disappear- ed. The people are coming to realize that this lavish expenditure must cease; that every dollar spent now brings less than fifty cents in value, while every dollar saved brings its full value. Already many of the more far-seeing sales managers have called their organizations together and ac- quainted them with the conditions that are confronting them, and in- structed them to work on a safe and sane basis. From now on it is going to be a case of real salesmanship, persuasive (meaning convincing) salesmanship, without any threats of scarcity or advancing prices. It is going to be constructive, instead of destructive, salesmanship; and for the man who wants to succeed it is go- ing to require steady application and intelligent thought. The storm is over; it is houseclean- ing time. If you are going to be a real salesman you will start to clean house now. Housecleaning means dust and confusion, and it is going to be very strenuous work, for having been so long neglected. Results will not be instantaneous. There will be new conditions to meet and difficulties to overcome. At first your lazy men- tal attitude will resist the innovations. If you are one of those who have al- lowed yourself to become sluggish and indifferent and have formed the idea that.order taking is going to con- tinue in the future as it has in the past that it is not going to be necessary for you to exert yourself or make any effort, then you are due for an awak- ening. You will find that it is going to be necessary for you to make some readjustments in your: habits of thinking and doing if you expect to remain on the firing line. And there is no better time to start those re- adjustments than right now. The first step in making this re- adjustment is to set your mental at- titude right and get on a working schedule. Study the present condi- tions. Find out what you should do then go and do it. Of and ahead course, there will be difficulties to be overcome, but that is what difficulties are made for. Remember, that you cannot use the old, time-worn phrase, “Prices are going up and goods are scarce” to scare the public into buy- ing. You cannot use destructive sales- manship—it must be constructive from now on. let us first get on a_ working schedule to start this readjustment and work it out in the following man- ner, according to the way we want to impress the customer. 1. Attention. 2. inatetest. 3. Desire. "4. Closing. Before we take up the matter of at- tention, it is, of course, highly im- portant that you know your merchan- dise, much more so now than at any pervious time, due to the fact that, owing to the scarcity of merchandise in the past few years, customers were willing to take anything that could be had. Now, however, they are de- manding to know the quality, points of construction and the benefits to be derived from certain lines of mer- chandise. This is particularly so as regards specialties, such as washing machines, electrical devices, refriger- ators, etc. It is up to the salesman to have this information and to be able to present it in an intelligent manner. It is not sufficient that you understand the selling points; it is necesary, also, that you be able to convey this information to customers, so that they will see it in the same light that you do. (This; 1 find, is where a great many salespeople are weak. They understand their mer- chandise thoroughly themselves, but do not seem to be able to convey their understanding to the customer in an intelligent manner, so that they will understand it, and therein lies its selling value. For example, a child was once asked what a kitchen cab- inet was, and she replied that a kit- chen cabinet was something that, when you looked all around the kitch- en for something and could not find it, you looked into the kitchen cabinet and found it. And that is about as intelligent as salespeople ex- plain their merchandise. The child knew what the kitchen cabinet was, but could not convey her thoughts clearly. The important thing is to know your merchandise thoroughly and then be able to express the sell- ing value of it to the customer in a some clear and concise manner. Attention—Attention is gained by having your merchandise arranged at- tractively; by having it prominently circumstances should soiled merchandise be on dis- displayed. Under no play at any time. Make your depart- ment as attractive as it can possibly be made. The more attractive you can make it the more apt it is to. draw attention of the customer, it is com- paratively easy to get— Interest—-Suppose you are employ- ed in the grocery department and the customer’s attention has been drawn Don’t be- time-worn to a new breakfast food. using the old, “Something for gin by your or etc.; but something interest- something connected with the other breakfast foods; explain how the package is electrically sealed to prevent dust from getting into it, thereby making it sanitary; how the food is cooked and packed without being handled, etc. This is interest- phrase, “What tL do tor your’ begin by telling about the isn’t can ing package; that brands of ing to the customer and will lead up to the food itself. It is much more interesting than if you asked if there Asking the customer who has shown interest in was something for her. an article this has no significance, and less selling value. It will, of course, require some effort and study on your part to get this information, and im- part it understandingly to the cus- tomer, but it makes for good sales- manship. Desire—After you have gained at- tention and have the customer inter- ested in your merchandise, you must create a desire on the part of the cus- tomer to want to possess that mer- chandise. After you have told the in- teresting story of how the food is packed and sealed, it is quite natural that the customer will want to know January 12, 1921 about the food itself. Then explain the delicious taste, its health value as a food and the ease with which it is prepared for the table, also its com- paratively small cost, in comparison with other foods of less nourishment, CCG. Closing—Without the closing there can be no sale—without the sale, no profit. It is therefore, quite impor- tant that we do not fail at this stage of the game. It requires tact and good judgment to know when: not to close the sale. Closing the sale means results, and it is results, and not excuses, that counts in salesman- ship. Again referring to the above case, it is quite natural to believe, if the customer has been interested enough in the article to«listen to your talk and examine the article it- self, that she is about ready to buy, depending to a great extent on how strong a desire you have created. In other words, the customer is on the fence, swaying, se to speak. You have now come to the most delicate part of the transaction. The customer is trying to come to a decision, and in most cases, the sale can be closed if the salesman will help her decide, but it requires rare judgment to know just what to say at this stage. Noth- ing should be said to give the im- pression that you are trying to force the sale. It is usually a good idea to compliment the customer on her good judgment, if you can do it tact- fully. As an example, I noticed a salesman trying to sell a coat to a lady the other day, and when he got to this point where the customer was swaying, he said: “Well, Mrs. Jones, you always use excellent judgment when you purchase anything here, so I am just going to leave it to your judgment.” The lady smiled and “Well, I believe I will take it.” While I have not used groceries in this article as an example, the same principles can be applied to any line of merchandise. Desire cannot be created and sales cannot be closed unless you get the prospect’s, or cus- tomer’s, attention. And there is no disputing the fact that many sales are lost, or rather, are not found, be- cause of not getting the customer’s attention right at the start. A con- crete example of this occurred the other day. An elderly gentleman walked up to a little newsboy, looked at the headlines of the paper and said, “Humph! There isn’t anything much in the paper this morning.” Had there been something startling in the headlines to draw his attentin, he probably would have purchased a pa- per. The same thing applies to the way you have your merchandise dis- played. If it is displayed attractively it will command attention and you will at least have a chance to make a sale, said: Remember, it is not the amount of sales you make that determines your value as a salesman, but the amount of profitable sales. In this article you have a plan which, if put into opera- tion, will make of you a first-class salesperson, but remember also that no plan will bring results unless you put it into action. No amount of study and thinking will help you un- less you put your knowledge and thoughts into action, It is action that January 12, 1921 MICHIGAN TRADESMAN 19 SLOSS OGG GVO GGG PNG GDNG 4. ee IT sede Pa PRE Oe NE Te eee Ne OE ] {ERIE TIAESI a eie a emer aes a Get in on the | Big Special : Cash cAllowance for window and counter display in conjunction with the Big 1921 Advertising Campaign on Karo Mazola Argo BLUE LABEL PINTS QUARTS CORN and ig RED LABEL HALF GALLONS GLOSS STARCH | | GREEN LABEL GALLONS (All sized packages) (with Pure Maple Sugar) Begins January 3rd—Expires February 15th, 1921 Get in touch with > your jobber, our ES only distributor, A who will give all the details ee MM NEVE ENE ENE WIEN? a a ee eo Tt Aunt prowol SALAD Be COOKING i P om ppm. Bi Si CORN PRODUCTS REFINING CO. 7 d e Pla ce, [ k ~The Three Great Products front Gom 17 Battery Place, New Yor Xe Yr Bi@iiele pa WN NOE NN Ni NM NNN Wr“ Wt“ “iN WX 20 MICHIGAN TRADESMAN January 12, 1921 counts. Laying plans for the world war did not win the war until those plans were acted upon. Moral: Think, act. Bt tee 4 Big and Little Criminals. Judge Landis’ action in suspending the sentences of men convicted of minor violations of the interstate com- merce law because of his sharp dis- approval of the executive clemency exercised in the case of a duly con- victed cattle king will be generally approved. That extreme justice may be extreme injury is a motto of very ancient lineage; and equally old is the fable that pictures the small fry being caught in the net while the big crim- inal escapes. That mercy should temper conviction, but only under cir- cumstances that warrant lenity, also fits in with the general sentiment of humanity. But an over tender at- titude toward those guilty of flagrant crimes, who add gravity to the of- fense by being men in high position or of great wealth or of wide influ- ence, has ever been held an example of gross civil weakness and a menace to society, through the undermining of the proper respect for law and or- derly conduct. Just why the President was so con- siderate of the millionaire cattle king, whose offense was the unpardonable one of selling diseased tuberculosis cattle as high-grade blue-blooded stock, has never been made clear. The fact that the convicted magnate was ill, which is the only excuse of- fered in extenuation, has very slight value in the face of the gross offense. Moreover, even a “mortal illness” in jail is too often the preface, as in the case of Morse, to complete and sud- den recovery outside of it, with ex- ecutive clemency thus made a laugh- ing stock. Judge Landis will find that his indignation will be echoed every- where, therefore, although most will hope that when he does come to sentence the freight-car thieves he will handle their cases in such a way as will not give them the impression that because a big criminal fails to get his just deserts that the petty offender should go scot-free. This would be a doctrine that would work incalculable mischief and is not the kind of thing that one expects from so sane and capable a jurist as Judge Landis has proved himself to be. +--+ __- Not the Right Man. “Mister, you will give a poor un- fortunate man who is broke and out of work something to eat, won’t you?” entreated the burly tramp as he came to rest against the barnyard fence. “You are just the man I am looking for,” exclaimed the hurried farmer, grabbing a hoe in one hand and a basket in the other. “I will give you five dollars a day, your meals and a place to sleep to help me dig potatoes. We will begin right now because I am afraid the frost will get ’em.” “No-o,” yawned the tramp, start- ing on his way. “You'd better dig ‘em. You planted ’em and you know just where they are.” —_+-. Clerks often talk to one another about improvements they think might be made in the store and its service, but neglect to make the suggestions to the boss. Eliminate the Middle Man.? Written for the Tradesman. This slogan, which has been worn threadbare through erronous use, has again been brought forth from its hiding place and thrust upon the pub- lic. The question arises, however, to whom does this apply, the jobber (or as he is known to-day, the dis- tributor) or the retailer? To properly analyze the situation we must go back to the beginning of commerce. The consumer, as we all know, was created first and to him we all must render a just service. To consume it was necessary for the consumer to produce, and as he pro- duced for his own needs so did he soon become aware that it would be necessary for him to secure from others that which he was not capable of producing. This in itself was one of the first steps of progress to the human aid, and likewise we can con- sider this the beginning of commerce wherein neighbors exchanged com- modities with each other. Why Not Originally there was no desire to accumulate wealth through this medium of exchange but merely to live and to let live as prompted by real necessity. Over-production of necessities forced the issue and brought into being the middle man, commission man, jobber, broker, re- tailer or whatever he may be called; and so to-day as in the days of old the middle man went into foreign ter- ritories to trade his products for others as a servant of the community. By acting as a distributor for all of his people he was able to operate at a nominal expense and could thus trade his produce or sell much more reasonably than the individual. The principal of exchange has not changed to-day, and progressive man- ufacturers realize that they cannot ef- ficiently distribute their products without the aid and assistance of the jobber and retailer. Attempt to sell direct would be retrogression, as his more progressive competitors would secure the assistance of jobbers and dealers and the manufacturer who sells direct to the consumer must succumb to the more successful ef- forts of his competitors. In reality the jobber and retailer is merely a part of the sales force of the manu- facturer and as such must be recom- pensed according to their worth. They do assist the manufacturer in increasing his production by a wider distribution, thus enabling him to manufacture better commodities at a minimum profit because of the volume of business. A jobber is in a better position to go into the smaller towns, because of his numerous lines, and secure this business at a very reasonable expense and far below the representative cost of any manufacturer. The same principal applies to-day as in the be- ginning. The jobber can represent a number of lines, is progressive and fully as efficient as any individual manufacturer. The jobber to function properly must purchase his requirements in manufacturing centers adjacent to his territory, anticipating his require- ments. As the distance from the point of manufacture to the point of distribution increases so must the jobber’s investment in merchandise increase because of the delays in transit, etc., which forces him to carry a large stock and consequently will cost him a loss in percentage of profit through greatly lessened annual turn- overs. Likewise does this apply to the re- tailer. To purchase from the manu- facturer direct will force the carrying of a large stock of each commodity, carrying of an immense amount of capital, lessening his turnovers and proportionately lessening his annual profits. The retailer by purchasing his re- quirements in Grand Rapids can se- cure better service, carry a more com- plete line, cleaner and a much more rapidly turning stock. No one can anticipate the exact requirements of any community as conditions change so rapidly it is impossible to tell to- day what the demand for Any specific article may be to-morrow or two or three weeks hence. Another item of vital importance to the retailer is freight charges. The manufacturer ships in carloads to the dealer at the carload: price, and he in turn bills his retailing accounts at the i. C. LL. price. If all were shipped at the less than carload price from the point of origin through the retailer, the difference in freight rates in numerous instances would more than overcome the jobber’s percentage of profit. Any retailer, whether he be retail- er of drugs, dry goods, hardware, shoes, paints, groceries or produce of any kind or description, will agree that they could not prove of as much service to their community as they do at the present time without the as- sistance of the jobber. Gerald Ford. ee al Early Attempts To Navigate the Muskegon River. Grandville, Jan. 11—Nearly. sixty- four years ago the first steamboat puffed its way up the Muskegon river from the mouth of the stream to New- aygo. Several after attempts to navigate that stream with steam craft were made; some of them successful for a time, yet one and all doomed to fail- ure. To-day that noble river, un- obstructed by logs, flows unvexed to the lake, and might possibly be made navigable were it not for the fact that railroads long since penetrated the North country, thus doing away with the need for navigating the various rivers, of which the Musegon is the longest and one of the most important in the State. The first craft, steam propelled, made its way up the river in the sum- mer of 1857. It was built at some one of the lake ports, and was named “Newago” after the town at the head of river navigation. The present spelling is different, having a Y after the A, which seems more euphonious, perhaps. “The steamboat is coming!” _Long talked about, come at last! For weeks the principal topic of con- versation among the river folk, es- pecially with the children, was of the coming of the steamboat. Nota child under twelve in the settlements had ever seen a steamboat, and the news of this one quite held the attention of every boy and girl in the Sand Creek school. Even the elders were very much wrought up at thought of seeing a genuine steam craft plowing the wa- ters of the river. One pleasant morning in early sum- mer, four boys, with clean faces combed hair and clad in Sunday garb sallied forth from their homes for the walk to Sabbath school which was held at the school house built on the brow of the hill overlooking the Mus- kegon. . Jimmy was the youngest and would have been in knickers had that style of juvenile apparel been in evidence at that early day. Instead, he wore long trousers tucked in the tops of shiny boots, the tucking in taking place soon after getting beyond the sight of mother’s eyes. A whistle sounded far down the river. The four boys halted and listened, all eyes glistening with expectancy. “There she comes!” yelled Dick, the big boy of the quartet. But “she” did not come, yet on the far distant horizon the lads thought they saw the haze of smoke which could only come from the stack of the steamboat. Half a mile down stream the river turned a sharp bend. Somewhere below this the steamboat puffed and sputtered, securely anchored on a sandbar. The four boys moved on until they came opposite the river bridge, where they once more halted. Dick puffed out his cheeks and whistled, imitating the steamboat. Jimmy suggested they would be late to Sunday school if they did not hurry. “What do we care -for Sunday _school?” cried Dick. “I’m going down to see that steamboat. Come on, boys,’ and the speaker started on a run toward the river bridge. Two of the boys followed, but Jimmy stood in his tracks hesitating. The temptation to play hooky was great. He had never deceived his mother, but he did want to see the new steamboat, and— the temptation prevailed, Jimmy caught his breath and ran after the others, crossing the river bridge, tak- ing the trail that led along the bank of the river downstream. It was fully two miles down to where the eyes of the boyes first caught sight of a big red and white monster puffing and splashing in mid- stream. The boat was painted white, the cabins having neat green blinds over the windows. The one big smoke stack was red. In the center of the boat was the wheelhouse. The boat itself was a double hull with the paddle wheel in the center. The steamer was fast on a sandbar. From someone on the craft came a hail, asking if the lads wished to come aboard. Of course they did, and a canoe, paddled by an Indian, came for them. That was a novel and enjoy- able adventure for the four boys. There were several Indians taking their first ride on a steamboat. These had their canoes fastened behind. lor more than two hours the paddle wheel thrashed and pounded the water without effecting a movement of the craft. Men and Indians leaped into the shallow stream and crowded with their shoulders until finally the boat, groaning in every joint, moved slowly into deep water. Jimmy, who is an old man now, will never forget that two mile ride up the Muskegon on his first steamboat. His enjoyment was of the keenest, even though it was somewhat marred be- cause of the fact that he had played truant from Sabbath school. The Newago plied the river for two or more years with varying success. Several other boats tried navigating the stream at different times, one from Grand River, rechristened “The Cro- ton.” There were also the “George Arms,” the “Belle Seymour,” the “Porter” and others, none making a success of the venture. Too many logs blocked the fiver at times to give a fair chance for anything in the boating line. Pole boats thrived fairly well. Two of these were afterward remodel- ed, equipped with engines and boiler, end essayed to carry freight up and down the river. No great success fol- lowed, and after the G. R. & I. and the Pere Marquette railways penetrated the North country, steamboating was abandoned for good. Old Timer. a) a) January 12, 1921 MICHIGAN TRADESMAN 21 Winter Fruits Sell In EMCO Dishes HY hide your light under a bushel, or fancy fruit in a bag? Make nifty packages of mixed fruits in Standard EMCO Dishes. Display them and they will sell themselves. Use EMCO Dishes all over the store. The handy carton makes this easy. Tell it to your jobber. Escanaba Manufacturing Co. Manufacturers Escanaba, Michigan EMCO Clothespins EMCO Plates EMCO Toothpicks EMCO Matches 22 THE VALUE OF A HIGH IDEAL. Address at Round-Up of Grand Rap- ids Dry Goods Co. It is a splendid thing, men, to gather together in meetings such as this, for man to rub the elbow of his fellow, because contact of man with man is a great teacher. You develop a fel- lowship in your own organization that is extremely helpful. I have discovered during the years it has been my privilege to move in and out among you men that there is a sort of a fellowship built along the line.of association. It is a good thing for a man to come in contact with his fellow men. It teaches him that there are other people on earth. A man the other day said he always referred to his wife as his better half simply to impress upon her mind the fact that she was not the whole thing. So when we come together in the exchange of ideas and participate in the commonwealth of fellowship, we naturally grow and develop. Our out- look upon life becomes kindlier and our sympathy in life becomes deeper. And we live in very serious times, my brothers, when any man who is not contributing something out of his life to enrich the age in which he lives must either explain or apologize. A man is not counted wealthy by what he gathers out of the world for him- self, but that man is wealthy who con- tributes something out of his life to the enrichment of the world in which he lives. We need to-day a little bit more of the spirit of those pioneers that made this country possible. There is no place in our midst for the man who does nothing. The hobo, wherever we find him, is a useless citizen, a barnacle on the great ship of state. We must in some way or other in our natural development compel men to serve us. What a fine thing it would be, my brothers, if every man was raised up with the idea that the Na- tion has a right to demand that he contribute out of his life which the Nation has developed and trained and schooled—that he shall contribute something worth while. When you think of the countless people that do nothing I am reminded of that saying that another reason for not letting the grass grow under your feet is that it is not good for the grass. Not long ago in this city a medi- cal society had a banquet, and they had orators that kept them there un- til about 2 a. m. One poor medical fellow went home, and he had just about rolled over on the alfalfa to go to sleep when the telephone rang— “Sick man over on the West Side.” So, over he went into a tenement house, climbed up two flights of stairs with a long dark hall, went into a little, stuffy, hot room, and under about five or six great big blankets there was buried a sick Irishman. This doctor says: ‘“What’s the mat- ter with you?” : “Oh,” he says, “doc, but I’m a sic man.” “Let me see your tongue.” , “Oh,” he says, “no tongue can tell you how bad I feel.” “What is the matter with it?” MICHIGAN TRADESMAN “T don’t know, doc. It’s all through here; it hurts me when I breathe.” This doctor said: “Now I will have to examine you.” He threw back the covers and put his ear down to the fellow’s chest and said: “Now take a long breath.” “Oh, but doc, that hurts me.” He said: “I have to examine you. Say something.” “Doc, what shall I say?’ “You poor fool, count—count one, two, three, four,” the doctor said; and when he woke up that Irishman was saying one thousand and sixty-nine, one thousaud and seventy. Now, we have a great many people in our midst who are absolutely asleep, and we men can render a splendid service in the Nation if we can devise some way to wake them up. Why, there was a man asleep the other day. He was a porter in a Pullman car. He had his head thrown back and his mouth wide open. A traveling salesman came along and got a quinine capsule and dropped it in this negro’s mouth. In a few mo- ments it dissolved, and when this colored fellow swallowed it, the shock of it woke him up and he shouted: “Am dere a doctor in the car?” One fellow said: “Nigger, what is the matter with you?” He said: “I don’t know, but I think my gall’s busted.” All these loafers have a tremendous amount of gall, my brothers, and we must devise some way to wake them up. I met a man in the legal profes- sion the other day. He said: “All we need to get along in life is pluck.” The other fellow said: “That’s all right; I understand your viewpoint; but how do you get ’em to pluck ’em?” In the study of the development of the human, somebody remarked that evolution was the process of reason- ing by which a man named Darwin tried to make a monkey out of Adam, and somebody commented that from his observations a great many people seethed to be traveling on a return ticket. So there is this constant mo- tion in our midst. There are some that move forward under the inspira- tion of a real vision of usefulness; but nobody stands still. Nothing liv- ing can stand still. Unless we pro- gress we deteriorate, and those who are contributing nothing to our Na- tional development—to our National expense—are deteriorating and_ be- coming poisonous in the body politic; and we live in a day when we have a right in the name of the Nation and for all that the Nation stands, to challenge men to work, that no man has a right to live to-day without con- tributing something to society, of which he is a part. Men must realize that the great aim and object of life is social and not individual. Busi- ness men who simply are struggling to make money are not fit killing. They are built along the lines of the man who was walking up and down his office and had a revolver in one hand and was pulling out his hair with the other hand; and somebody broke in on him and said: “Bill, what is the matter with you?” “Well,” he said, “I have lost all my money and I am going to blow my brains out.” The fellow said: “Well, Bill, you will have to be an awful good shot.” You must have some higher aim than money. Why, what is money? An old miser who had been saving it up all his life—he just hated to kiss that money good-bye—said: “My, I hate to die and leave this money. If I could only take a handful of gold with me.” His brother, who was with him, said: “Jim, it would not do you - any good, because it would all melt!” Now, Mr. Rockefellow ought to know, and he says that money does people more harm than good. Well, maybe that is. why he takes it from them. He is perfectly willing to. A boy came home the other day. He had one eye shut and his nose bleeding. His father said: “Well, [key what is the matter with your” He said: “A big boy punched my face.” His father said: “Why didn’t you beat him up?” The boy said: “I couldn’t. I had my foot on a nickel.” We find money everywhere we turn. We even find a little bit of it in the church, once in a while. Two Irishmen the other day were studying the philosophy of life—their spiritual development. One fellow said: “You know, this church busi- ness is just money, money. Why,” he said, “the priest hit me for a ten spot this morning.” The other fellow said: “He got five out of me yester- day. He said: “Well, let's quit this church. Let’s try all the others and see what they are like.” All right.” “The first Sunday where shall we go to church, Pate” “Well, lets ty those Episcopals.” So they went over bright and early and sat down in the church. Pat takes out the prayerbook and begins to turn over the pages. “Mike,” he says, “this is no place for us. Why, he says, it says collect on every page in the book!” It is a hard thing to get away from. We even find it mixed up with love. Who was the poet who said: “The cooing may stop with the honeymoon, but the billing goes on forever.” Why do we drag the noblest things of life down to such a mean level? A man says: “I vent home the other night and my vife Rebecca was valk- ing up and down the floor, singing von of those beautiful lullobies to lit- tle Ikey, one of dem songs that goes 3ye low, baby. And I says, ‘That is right, Rebecca. You teach him to buy low, and I’ll teach him to sell high.” We heard a great deal at the be- ginning of the war about hyphenated citizens — Irish-Americans, Swedish- Americans, all kinds of Americans. Did you ever look at a hyphen through a microscope? You know, a hyphen is just a little minus sign— that is all. German-American is a German-American minus an American which equals nothing. Now, let us put something in the place of the minus sign. I didn’t mean to intimate that the Germans are not all patriotic, because I know some of them who are intensely loyal. As one man, a great politician in the sovereign State of Michigan once closed a 4th of July oration by saying: “Every man should be proud of the land of his nativity, whether he was born there or not.” Right here in this city the other day somebody said: “Do you know Jones?” January 12, 1921 “Oh, yes; he is one of the four hundred.” He said: “Yes, I knew he was one of the ciphers.” 3ut even a cipher has a value if you put it in the right place. Still, though we may be insignificant, our lives may give value to things, if we relate life to things of value. If I put a cipher on the right side of a number that has a value I increase its value ten-fold. If I put it on the wrong side of the thing of value I steal away almost all the value it has. And so it is with life. Life becomes worth while as we relate it to things. If we put a minus sign between ourselves and the things of value, we are of little use; but if we put our lives, no matter how mean they may be, if we put them alongside of something that has a value, we not only make our own life worth while, but we increase the thing we touch. Now, I have faith enough to see and love to see in the sacred sign of the cross the plus sign of service— that is what it is, and it is man, plus God; it is man’s weakness, plus Di- vine strength. That is what makes life worth while. Let us not struggle simply to get such a little commodity as money, but let us endeavor to re- late our lives to things worth while, that from our life there may go out something that will yield wealth to the Nation which we claim to love. Now let me leave this thought with you men to-night. This is a day when the Nation speaks to all her children and she bids us get away from con- fusion and uncertainty and lay hold upon a very certain thing. For a man can get nowhere unless he has very certain, very high ideals. We Americans are rather superfi- cial. We are confused and mystified about many things. We put our energy often times in the wrong place. Like the two farmers from Missouri who went down from the Northwest cor- ner of the State to St. Louis to the World’s Fair, and somebody said to them: “Why, here you men are get- ting along in years. Now you ought to take a sleeping berth.” They had never seen a sleeping car. They came in from their little town to this junc- tion point and boarded the sleeping car. The porter said: “You gentle- men step out here in this smoking room, and when these berths are made up I will let you know.” He made up the bunks and put one man underneath and put one up top- side. In a few moments the fellow on the top side heard the man below sort of knocking around, and he leaned out and said: “Say, ‘Lias, what’s the matter with you?” “Well,” he said, “I got my clothes off all right, but I can’t get in this goldarned hammock.” Think over how you spend your own day, my brothers, and see if oftentimes you are not trying to do the impossible thing, trying to get into the wrong place. There was a man on a sailing vessel on a trip around the world that hit in at some port in Brazil and, sailor fashion, he bought something that pertained to that country. He picked up a beauti- ful poll parrot and kept it on that sailing vessel for several months. The ee ee ee ee eee ae a co ctr aS 2 — January 12, 1921 MICHIGAN TRADESMAN 23 Blue Buckle OveFrAlls TRADE MARK Mag V SHargre ie 7 Work” Copyright 1921 by Jobbers OverAll 4 Co., Inc. : Push Blue Suckle OverAlls and Coats and you’re pushing the best wearing, best-value work-rig in America. You’re working with the biggest advertising campaign that ever stirred up overall sales. Every ounce of sales-effort harnessed to Blue Buckle’s quality and advertising comes straight back to you in steady, satished custom- ers, brisk turnovers, and sales leadership in your territory. Your jobber has Blue Buckles or can get them for you. . Blue Buckle OverAlls and Coats are sold only through the jobbing trade—the most economical, practical and satisfactory method of distribution for both retailer and manufacturer. Samples, prices and other information are now available in practically every jobbing house in America. We request that you write your jobber. Should he not carry Blue Buckles, he can order them for you. Sobbers OverAll Company, Inc., Lynchburg, Va. ‘7st fanufacturers of overalls in the world New York Office: 63 Leonard Street Wm. T. Stewart, Representative ~ 24 MICHIGAN TRADESMAN January 12, 1921 poll parrot could talk like a sailor and knew all their expressions, Finally he landed in New York and he said: “I will give that parrot to my brother; he always wanted a par- rot.” His brother was a preacher, and he took this parrot up to his preacher brother, but he found his brother al- ready had a parrot, so he put these two parrots in the same room. Final- ly the preacher’s parrot said: “What shall I do to be saved?” and this sailor’s parrot said: “Pump like hell or you will go to the bottom.” I don’t doubt that even in a gather- ing such as this there is some splendid energy that needs to be harnessed and that needs to be directed. We often- times waste our life because our vie w- points are not very clear and because What He sighed and she sighed and they sighed, side by our vision is not high enough. was it the poet said? side, down by the riverside, and still- ness reigned supreme: but off in the distance a village church choir was singing, and along the banks of the stream the katydids were keeping up their chorus; and he, thinking of the village choir, said: “Is not that beauti- ful?” And she, thinking of the katy- dids, said: “Yes, and they say they do it with their hind legs.” We, too often, as a people, are look- ing in different directions and are speaking a language that is unintellig- ible, one to another. But the time has come in our National develop- ment when we have a right to chal- lenge, and when we do challenge the people of this country, wonderfully blessed as it is, that they shall have faith—faith one man in another: faith in the institutions of the country and faith in the Great Architect behind all this wonderful design. My brothers, we as a Nation will contribute very little to the treasure- house of the ages unless we are a people of faith. May God in his grace and wisdom so stir up the spirit of our people that we may press on with a very certain faith to do very certain things; that we may lay foundations broad and deep; and that we may build so high that we may create here a spirit, a sympathy and an interest that is as broad as the human race and that is as high as Heaven’s throne, and that is as deep as the love of God. God, I say, in His wisdom speaks to each and every one of us that we may measure up to the stature of a man. We are the heirs of all ages. The wealth we have has come down to us through other hands, and much of it has come down through pierced and bleeding hands. The wealth we have in civilization represents toil and Sweat and sometimes death. It has come into our hands as a heritage. May we use it well, that when the time comes for the working tools of life to be laid aside may we go on un- ashamed; and may our country be richer because we live and because we dare to labor under the inspiration of a high ideal. —_>-.____ Not So High. “T understand that before you took a brace and went to work for the boss here you were a regular loafer.” “You promote me. I was only a loafer’s helper,” Power Projects Which Put the Waters To Work. A distinguished Swiss scientist, whose problems had to do with util- ization of water-power, visited the United States not long ago. In search of information and aid he turned to the Department of the In- terior. There he learned something of conditions in this broad land, of the concentration of industry in one little stretch of the Atlantic coast and the comparative concentration of water-power on the Pacific. “You see,” said one of his inform- ants, “it would have been a lot simpler if the Pilgrim Fathers had landed on the Pacific.” If greater centers of population had been established on the Pacific coast we might not now be worrying so much over dwindling stores of coal and oil. As it is, the problem of the North Atlantic region, as explained in the Nation’s Business in October, is pri- marily one of coal conservation. The solving of that problem is un- der way, yet it is a hopeful prophet who writes that “twenty-five years will see the elimination of steam power in the zone from Boston to Washington and for 150 miles inland from the coast.” In our West the problem is rather one of bringing the industry to the The power, inexhaustible, is there. There is no need to watch a decreasing coal supply. There is a task of building far ahead—of draw- ing power from the rivers of the Pa- cific slope so that it may meet not merely the needs of to-day but the needs of many to-morraws. Figures are dull things, but they may help to make the picture as it now is. In the dozen states in the Northeast of the country of some three-fifths of the power of the United States is used. The eleven states that make up the mountain and Pacific groups use a scant tenth of the power of the country, yet there lies in their rivers perhaps three-quar- ters of the water-power of the coun- try—power enough almost to supply the whole United States. On the one side lie the gteat fac- tories; on the other the potential pow- er that will never run short. Mo- hamet and the mountain. The wheels and the strength to turn them. Shall industry go West or power come East? Perhaps the answer is that industry will grow where the And it Cannot grow with- out the Government’s helping hand. The reason is plain. The water-power possibilities of the United States are estimated at from 54,000,000 to 60,- 000,000 horse-power. Of this not more than one-fourth can be developed un- der local laws on privately owned sites or on non-navigable rivers. The rest, on public lands or on navigable rivers, need Federal authority and such authority has been lacking, with the result that a fourth of the private water-powers have been developed but not 4 per cent. of the others have been touched. One step has been taken. The long tought—fought for and against—wa- ter-power bill was pased at the last session of Congress. Its last few hours, when it apparently was on its power. power is. death bed and then came to life, were dramatic. It was announced that it had been vetoed by non-action by the President. The battle was resumed and at the eleventh hour, it was signed. The bill provides for a Federal Power Commission made up of the Secretaries of War, Agriculture and the Interior. They have power to grant licenses for power projects on the public domain, navigable rivers and the National forests. The licens- es run not more than 50 years and at that time may be renewed or may be taken over by the Government for proper compensation. The service is to be under control of the state com- mission if one exists, or if there be none, the Federal Power Commission has supervisory authority somewhat like that of the Interstate Commerce Commission. The bill is already bearing fruit. In the first five months after its passage nearly 125 licenses and per- mits were applied for, although no li- censes had been granted up to De- cember 15, and it is only by license that construction can actually begin. The law is still meeting opposition. the friends of the National parks see danger in it for their favored projects. On the other hand, the men who are needed to round up the essential cap- ital say that the bill is so drawn as to make investors reluctant to put money into water-power projects. It is the West that is chiefly con- cerned with the bill. In New England three-quarters of the available water- power has already been developed; in the rest of the country East of the Rockies about one-third is in use, while West of the Rockies only about one-sixteenth of the possible water- power is at work. But the power need is still in the Significant is the fact that of the first forty applications for per- mits under the new law, New York furnished twelve to the half dozen from the state of Washington, which is one of the world’s great storehous- es of power. East. The West is drawing on its power for one great use and a use that is certain to grow. The world’s great- est electrical railway development is on the Chicago, Milwaukee & St. Paul, where some 650 miles of railroad are already run by water-power, and where soon 1,000 miles will be har- nessed by wire to the streams of the Western mountains. In the South of our Western empire, the Santa Fe is looking forward to the building of the Boulder canyon dam in the Colo- rado river, which, it is predicted, will give it electricity to run its trains be- tween Denver and the coast, a dis- tance of some 1,500 miles. In its case the factor is the increasing cost and the lowering supply of oil for its lo- comotives. The vision that is opened up by the water-power possibilities of the Northwest is boundless and in the very greatness of the possibilities lies one of the difficulties in the way of devel- opment. The enthusiasts picture great production of chemicals for industry and for agriculture, of tremendous plants devoted to the electric smelt- ing of ores and build city on city to house the needed workers. Then some hard-headed_ person begins to ask about the market for their products and the vision fades a little. Moreover, competition between steam and water-power is not so one- sided as it might seem. The cost of installation of great hydro-electric plants is very heavy and the interest charges must be reckoned with. To make use of the greater water-powers of the Columbia river region, plants with constant demands for great quantities of power are needed. Such a plant as that at Rjukan, Norway, uses 300,000 horse-power in the fixa- tion of nitrogen. The cost per horse- power was low and the amount used large, how large may be gathered from the fact that 200 such plants would use all the country’s water- generated horse-power. That is the problem of the North- west, with its enormous reservoirs of power: to draw capital to develop it in such amounts as to make the power economical and then to draw indus- tries capable of absorbing it. But the star of industry, like the star of em- pire, is apt to consider taking its way Westward at any moment that it can see how to pay its way. J. W. Bishop. ——_2~~» ____ An Impossible Boycott. “If all the members of organized labor in the United States,” says the Typographical Journal of Indianapo- lis, would for one month expend no money which they earn under union conditions for goods of atly character unless those goods carried the union label of the craft which manufactured them, it would be an illustration that there was no opportunity for an ‘open shop’ to exist in this country.” And the Journal repeats “Spend money for none but union made goods, and have no fear of any open shop agitation!” This is an example of the kind of advice which js making union labor distrust its leaders and organs. Where would the citizen, be he a member of a union or not, be, or how would he get along, if he bought nothing ex- cept what has the union stamp on it? What can he readily get that bears the union label? Cigars: he may smoke to the success of the closed shop. And shoes, no doubt; he may walk on union leather. But all the way in between, including the food that goes into his stomach, the union is lost. Exclusive dependence upon the union would leave him at least balf naked and wholly hungry. Union labor, as a matter of fact, thus far comes very far short indeed of mo- nopolizing or even of approximately meeting the needs of the people. Union labor is a side issue with the great bulk of Americans. They live and eat and clothe themselves without much thought of it. If it has touched them hard at all, in recent days. it has only touched them in the effect of the union embargo on building operations, and there it has touched them to hurt them. If the “closed shop” is to be brought about by a universal boycott, and that boycott is going to introduce the same degree of distress in other lines that it has brought in the business of housing, the average American is sure to ex- claim, “Me for the open shop. January 12, 1921 Team Work Will Effectually Smother Panic, “The times are on the rocks,’ so to speak. On the whole I am opti- mistic for the distant future. If I were to write about an ideal or scientific way in which deflation ought to come about, that would be one thing, but ideals are impracticable in the presence of a panicky condition of mind wherein all people do not move in the same direction, or for the same reasons. One man needs money very badly; another does not. To a certain ex- tent, the man who does not need the money as much, we will say, as the other, is compelled, by the situation, to follow, although he may not do so to so large an extent. If it were only one man or ten men on one side, and one or ten on the other, in a given environment, it would then be different, but the readjustment pro- cess is in operation all over the Unit- ed States, and for that matter, all over the world. Hence, we must take things as we find them from day to day and from month to month, and do the best possible under the cir- cumstances. As a former president of the United States said: “It is a condition, not a theory that confronts ”» us. Another illustration is, that one man may be much over-stocked with goods. His inventory is away out of balance with the times. Another man ‘may have his inventories in pretty good shape. The one whose inven- tories are out of balance is trying to MICHIGAN TRADESMAN put them in.balance. In doing so he must make prices to correspond with the willingness of the public to part with its money. This forces the man whose inven- tory is in good shape into the same place, because unless he makes prices right, the public is justified in passing him by in favor of the other man. There are eight or ten illustrations which may not be analogous to the couple I have just referred to. All have an effect upon the present situa- tion. The progress of inflation during the four years of the war possessed ele- ments of insanity, we may say. The process of deflation, great as it must be because of the peak to which the other arrived, will contain similar ele- ments of insanity—and yet insane people have sometimes been known to act with great wisdom. However, as there is a bottom to all things, just as there is a top, the situation points toward a more nor- mal period. When the bottom is reached, if it has not already been reached (this latter is apart from the discussion) there may be a violent reaction the other way, because there is coming to be all the time a dearth of manufactured products—such prod- ucts, I mean, whereon there is a large percentage of labor. Under the system which has pre- vailed with the manufacturers since the panic of 1893, they have made up very few orders in advance, which they do not have orders for in ad- vance. As the orders on the books of manufacturers to-day bear a very small percentage to the orders re- ceived by them prior to this year, as well as prior to 1914, it leads them to take very little chance in making up goods—for the reasons stated above—labor forms so large a pro- portion of the manufacturer’s cost in certain lines of business. In many places labor seems disin- clined to accept very much of the loss that has come about through defla- tion. This compels manufacturers to reduce their supply of help. The time comes when the remaining amount of help, even with increased efficiency, cannot adequately care for even a reasonable portion of the overhead expenses. The closing of a factory then appears to said manufacturer to be more profitable than to have it continue, if a continuation of the same high wages to the remaining small number of employes, is the order. This may or may not be a wise policy. I am not proceeding on this plan, at least up to the present. To say that this Nation is going to stop needing goods would be fal- lacious. There will be requirements on the part of 110,000,000 people, which must be met, but they must be met by manufacturers and merchants. at prices which shal be made interesting to consumers. [t is my impression that all who do not continue doing business if not normally, then as nearly so as possi- ble, and maintain their organiation, even though it is weakly done, are 25 making a mistake. These are times when team work will be the order. I am sure, on cool reflection, labor will understand the situation and do its full share, otherwise it will suffer, perhaps as much or more as others, because if many more millions of meu are out of employment, even though food and raiment be cheap, if wage- workers have not the income to pur- chase these, it is readily seen that they are far worse off than they were when food and raiment were very high in price, and yet they were re- ceiving the highest wages the world has ever heard of. [f common sense and optimism pre- vail, this wonderful and wealthy Na- tion will go through with flying col- ors, and be stronger than ever. We can make no mistake if we dwell with the utmost confidence upon the greatness and richness of our country’s resources. Successful banks, captains of in- dustry, and leaders of labor, must not be afraid to act and even lose ade- quately and reasonably whenever it shall favorably affect the general pub- lic good. Alexander H. Revell. a As far as the public is concerned the clerks in a store are the store. Where the clerks do not satisfy the public the store will not develop a } DUSINESS. successful ———_+>~-~>____ You take out endowment insurance with a view to future comfort and ’ Will you neglect to plan vour work and your study with a view protection. tO future success: == 3 if mY whe aay im arm MET wey Through all the Time of High Prices Postum Cereal and Instant Postum were not advanced in price and still sell at pre-war prices to the trade and the cus- tomer— | Postum Cereal and: Instant Postum have always provided the grocer a good, substantial profit— Postum Cereal and Instant Postum continue to gain more and more users every week— That’s why grocers find it worth while to push these staples with a specialty profit. Sale Guaranteed Backed by permanent, persistent nation-wide advertising. “There’s a Reason” for their popularity Made by Postum Cereal Company, Inc., Battle Creek, Michigan ————_ >> <= ——_— fy Postum CEREAL fF ' at ws 3 : | See SS | 4 Ls a AN ee tA _ INSTANT @ : | @ Postum: ’ ‘|| A BEVERAGE |: s | eee eerie ia : $ || Postum Cereal Company. | f | ase ol \¢ Sarre Crerw, M January 12, 1921 MICHIGAN TRADESMAN 4 TTC Qe: Pa be ANU y= SSW WCU YVyy ae = = = A] (A(t 7 9 BS DRY GOODS, . FANCY GOOD 2 Y \ SS = \ . = = y - — ~~ : = = \ = S4xD NOTIONS: ma oe Bee Bo Age, SI aes Se Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansing. First Vice-President—J. C. Toeller. Battle Creek. Second Vice-President—J. B. Sperry, Port Huron. Secretary - Treasurer— W. O. Jones, Kalamazoo. Largest New York Dry Goods Whole- saler is Optimistic. We look for a conservative, steady business for the spring season, with great demands for express shipments from the retail trade, whose stocks are low on standard lines and on which delay may be expected on ac- count of bleachers, dyers and printers not having the gray goods in hand on which to operate promptly. In former seasons we made prepara- tions starting in July. This year we made no preparations until. practical- ly December, and we are reliably in- formed that the same course has been followed by others; so that it can readily be seen that mills, having re- ceived no orders, have made no goods, and consequently there must be a scarcity of both the gray and finished product. Being here on the ground and in daily contact with conditions at the source, we know this to be a fact, and we are hoping that when this scarcity becomes more widely known it will not lead to another scramble for the supply in sight and a repetition of rising prices. Our plans have been made to give our customers clean, new and up-to- date merchandise priced right down to the correct basis, and we are pre- pared to ship quickly as our cus- tomers needs may require. We do not fully assent to the chorus of condemnation that has been visited indiscriminately on all in con- sequence of cancellations and rebates that are a disgrace to any business. There are many things said and done in selling that do not appear on sales contracts. We propose to be stricter than ever before in insisting that con- tracts shall be signed and that verbal concessions made to secure business shall have no weight unless they are detailed in the contract. We intend to make a clean agree- ment, and then we can justly ask our friends to live up to their part of it. We question very much whether it is good policy to enter upon a severe restriction of advance bookings by re- tailers and jobbers. We think such a policy will cramp the power of manufacturers to supply goods when they are wanted and when they can be sold; and it will also tend to create an artificial scarcity at frequent pe- riods. Of course, restrictions should be imposed all along the line when customers are known to be ordering more than they can use or pay for. We believe the time has arrived when prices can be recommended to customers who intend to do a con- servative and steady business. We hope that production will be resumed soon after the turn of the year, and that the end has been reached in the matter of radical price uplifts. We feel here that the country is to be congratulated on the firmness with which the banking condition was tak- en in hand early in the year. The medicine handed to all business has been bitter enough, but we feel sure from our experience that, if it had not been taken, the present outlook would not be so good to those who are in business, not alone for to-day but for to-morrow and all the time. —_~+~- + Linoleum Burlap Prices Fluctuated Very Widely. Fluctuations in the market for wide buralp during the past year have been exceptionally broad. In this and in many other respects the trade has seen conditions that are unprecedent- ed. During the latter part of 1919, and the early weeks of 1920, linoleum manufacturers were buying founda- tion cloths for delivery so far ahead as September, 1920, and values were at that time slightly under 20d for 8-4s and 50d for 4 yards. In the latter part of last winter and in the early spring, demand continued very active and prices rose to 28d for 76-inch 934 oz. linoleum goods, and 60d for 150-inch 10%4 oz. canvas. Manufacturers of these grades of burlap in Scotland were unable at that time to supply the demand in full. Customers in this country were clamoring for goods, and anxious to buy all they could get for delivery as far forward as June and July, 1921. The factories in Dundee were at that time having much trouble with their labor, and their production was con- siderably below normal, so they were not able to supply all of the demand from America. As the summer progressed and labor conditions in Dundee improved, so that mills were able to get up to date on their deliveries, the demand for finished linoleums in this country began to recede and manufacturers were forced to request curtailment of shipments of burlap they had con- tracted to take during the late sum- mer and through the fall. Then came the period of “deflation” and absolute lack of buying of all commodities. As a result of this, linoleum manufac- turers became overstocked with their raw materials and were compelled further to decrease shipments of bur- lap from Dundee. This stoppage of shipments has been the cause of a great many of the Scotch burlap factories going on short time and extending the holiday per- iod, when they are closed down en- tirely. Values at the close of the year were around 13d _ for the 8-4 goods and 40d for 4 yards, with no business passing even at these low levels. The most -important event to the trade outside of the trend of market values is probably the consolidation of several of the large manufacturers of burlap in Dundee under the name of Jute Industries, Ltd. It is expect- ed. that through this amalgamation the trade in America will be benefited in many ways and the cost of pro- duction minimized. The coming year should show a much more healthy state of affairs than has existed in the wide goods market for some time past. The pro- cess of deflation has certainly been completed and the end of the recon- struction ought surely to be near at hand. When there is a revival of business in this country trading will start on a sound and healthy basis, and, unless the users of linoleum base burlap force the market too low, there should be no bad reaction to over- E. B. Paynter. te The Easy Way. Stranger: I suppose this new high- way built right in front of your house has benefited you a lot. come later on. Lazy Farmer: Waal, in a way, yes. In the old days Martha had to fricas- see her own chickens. Now the auto- mobiles do it for her. REG. VS. PATENT OFFICE “The Economy Garment” Michigan Mofor Garment Co. Greenville, Mich. 6 Factories—9 Branches 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. Daniel T, When you are broken on sizes on items that you need Write Us for Samples We Can Save You Money No trouble at all to send samples, RIGHT FROM STOCK. Keep Posted. Buy Right. Show your trade what you can do. atton G Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan P. IVUTUIUUV UCT at lowest current prices. TET WHOLESALE DRY GOODS UE We now have on hand good assortments of Wash Fabrics, Ginghams, Percales, Wool Dress Goods, White Goods, Linens, Crashes, Silks, Domestics, Etc. New fresh goods, just opened up. All based on the latest mill prices. Send us your orders and they will have prompt attention Paul Steketee & Sons GRAND RAPIDS, MICH. SPURTE It is Time to Buy Start the New Year—1921—With Confidence PEUTEPVTETTUTETPRTTTTETT Arata Area Tees Taree ated UA TASGd UOTE PUI TASUHURSALGLORAPEAEALALGLA ES Ras Co aa ee Bh Resid ie Uae BSA tall, WaT E Ne es, ap January 12, 1921 How Past Three Years Appear To One Merchant. Now that we have experienced many of the “ups and downs” of the textile market to a greater degree than our ancestors were privileged to know a brief review of the past may be of interest to those who were not ac- tively engaged in merchandising dur- ing that very exciting period. New thrills and experiences appear- ed daily as prices for merchandise as- cended to heights heretofore un- known to any of us until in 1918 values for staple lines of cotton fabrics reached a basis of cost fully 300 per cent. greater than pre-war days. This was followed early in January, 1919, shortly after the sign- ing of the armistice, by a sudden and severe drop of about 50 per cent.—and within three months of that disturb- ing event prices again began their aerial flight and never stopped going up until a maximum of 400 to 500 per cent. advance was recorded early in 1920. The following price comparison of several well-known lines is character- istic of the entire industry. The nor- mal price of four-yard brown sheet- ings was about 5 cents a yard and the high point reached was 26% cents. Fruit of the Loom bleached advanced from 8 to 40 cents a yard, standard 4-4 64 percales from 6 to 31 cents, Amoskeag utility dress ginghams from 7 to 35 cents, and all other staple lines of cotton fabrics showed about the same proportionate changes. Silks were much slower in getting started upward, but when they did get under full headway they left nothing to the imagination, for 36-inch taffetas and messalines that were offered free- ly at 57% to 60 cents a yard never stopped climbing upward until these same fabrics reached a top price of $2.50 a yard. Wool goods rode in the same ve- hicle as did all other lines of textiles; in fact, the few comparisons noted are characteristic of the whole indus- try. The nearest approach to this condi- tion of inflated values experienced by this generation of merchandisers was in the year 1907, when values were ex- tended about 50 per cent. but this bub- ble was of short duration, breaking early in 1908, leaving a long trail of destruction in its wake. The experience gained during this period was of material assistance to many of us in determining the proper course to take during the highly speculative times of the past three years and which are now rapidly ap- proaching an end. Some very interesting situations de- veloped during these days of frenzied speculation. One of them that im- pressed the writer most was the will- ingness of many buyers to follow ad- vancing prices to unknown _ heights. This eagerness to contract for mer- chandise at any price was more or less responsible for the development of the novel idea of selling up a mill’s product many months in advance by allotting the merchandise over a long period of delivery at the convenience of the manufacturer without regard to the wants of the distributor. Of course, a procedure of this kind en- tirely removed the necessity of con- MICHIGAN TRADESMAN sidering such unimportant details as prices or terms. The situation that suddenly devel- oped in January, 1919, shortly after the signing of the armistice, when prices of staple cotton fabrics, includ- ing many well known ticketed goods, dropped fully 50 per cent. over night, came very near causing a serious financial disturbance, for many retail merchants became hysterical, believ- ing values were going to go baek at once to pre-war days. In their ex- citement they demanded rebates on merchandise already applied and de- livered on their spring orders and al- so insisted upon canceling the un- filled portions of their orders. Our own firm, after most careful consideration, decided to issue no re- bates, and so placed ourselves on rec- ord in a published statement to the retail trade. Our decision was reached not because of the amount of dollars and cents involved but because the establishment of such a _ principle would undermine the whole structure of credits as well as merchandising. There was also a moral reason for re- fusing to become a rebater, for we religiously delivered merchandise on future orders for several years at much less than the market value of the goods at delivery date, and no objection was raised and in no case were we embarrassed by anyone in- sisting upon our accepting a settle- ment at the higher values. One of the most serious problems that wholesalers had to contend with during the past few years was the in- sistence of manufacturers to book orders covering the whole season’s delivery with no guarantee to deliver a proportionate amount each month. Unquestionably some of the greatest losses sustained by jobbers was brought about through this arbitrary manner of distribution, for a large portion of the goods reached the job- ber after the selling season was over. This was particularly true as regards this fall’s deliveries. Merchandising will never be done on a sound and safe basis until all parties to a transaction, manufactur- ers, wholesalers and retail dealers, are ready to assume their individual responsibility and permit the success of their business to depend upon their own judgment and ability to merchan- dise as well or better than a com- petitor. This condition is fast approaching, so it may be well for every distrib- utor to get his house in order for the new tenant that is about ready to take possession. S. M. Bond. President Root & McBride Co. a Fur Price Slump Hits Mushroom Trap Industry. Traverse City, Jan. 11—If the fur bearing animals of the North are piqued by the lower valuation placed on their hides at least they have the satisfaction of knowing they are not being sought as they were a year ago. From the big fur houses in St. Louis, where the Northern Michigan trappers dispose of pelts, comes word for all trappers to lift their traps for the season, with the added informa- tion that all furs are worth approxi- mately one-tenth of what they were a year ago. During the season of 1919-20 the prevailing price on muskrats was from $4 to $5. This year the best win- ter caught rats are worth only 45 cents, with the kits or small rats sell- ing as low as five cents. Spring caught rats, which have the best fur and leather, are expected to go as high as $1 each. Mink a year ago was worth from $50 up. This season local buyers are getting them for $7. A coat made of natural mink retailed a year ago for $1,000 or more. The price on manu- factured mink remains the same be- cause the fur now being used was caught in 1919 or 1920. Red fox in 1920 netted the trapper $60 and more, depending upon the quality of the fur, but this season it takes a large pelt in good fur to sell for $10. Skunk and racoon prices are correspondingly low. Buyers are indifferent about the fur situation and the trappers are forced to take the first offer. The spirit of bargaining has gone from the fur trade. Most of the trappers have taken the advice of the fur houses and lifted their traps. Those who have depended upon this work for a living have gone to the lumber camps in- stead. In isolated sections where trappers went early in the fall, this news of low fur prices has not been received. During the last three years fur prices have been:so high that- many persons in the North have spent their idle hours establishing trap lines. Clerks in stores set out a line and visited it Sundays and farmer boys made good wages trapping after school. The result was a country practically stripped of its fur covered animals. Muskrats were trapped by the thousands and marshes which were filled with them three years ago have but one or two rat houses left. This slump in the trapping indus- try will assure a return of the ani- mals. The reason given by the fur houses for the drop in prices is that the ware- houses of St. Louis are filled with last year’s catch and that a heavy ship- ment of furs this season would bring about a certain break in the market. Reg. U. S. Pat. Off. were sold out. and vest. Widely advertised. or write 27 Enough pelts are now in storage to furnish the trade for another year or two so the big buyers are not in the market. —_>- > __ In cultivating that important aid to salesmanship, a cheerful manner, don’t let your smile become a sickly grin. A Dual Consideration LOSING the books for the year J. Automatically deter- mines financial results for the year. and therefore 2. Definitely establishes tax liability. How important, then, to dele- gate the closing of books to Certified Public Acountants experienced in the intimate inter-relationship between ac- counting and taxes! Seidman & Seidman Accountants and Tax Consultants GRAND RAPIDS SAVINGS BANK BLDG. NEW YORK WASHINGTON NEWARK Many dealers were disappointed last year because jobbers Brown's Beach Jacket is warm as an cheaper than a good sweater and wears like iron. it can be washed as often as desired. ASK YOUR JOBBER BROWN’S BEACH JACKET COMPANY WORCESTER, MASSACHUSETTS Order Brown’s Beach Jacket Early overcoat, Is clean because Made with or without collar; MICHIGAN TRADESMAN January 12, 1921 BUTTER, EGGS 48 PROVISIONS SOFAS y ‘) a —_ = 2 = 3 : A = a — = €& UT 8: — Fe IE y Lie woz f f 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 Vetroit; H. L. Williams, Howell; C. J. Chandler, Detroit. Arrangements for Convention Michi- gan Dairy Association. A bulletin (No. 11) issued by the Michigan Allied Dairy Association announces that the Michigan State Farm Bureau has made application for affiliation with the Association which will be acted upon by the di- rectors at their regular meeting in Lansing, January 19. The affiliation is referred to as completing the foun- dation for the building of a construc- tive program for development of Michigan dairy industry. Members will be kept informed by the Association as to all legislative matters in which producers, manufac- turers and distributors of milk and cream products in Michigan may be interested. The legislature convenes January 5. The program for the annual conven- tion to be held at Grand Rapids, Feb- ruary 15-17, will be ready for distri- bution about January 15. An exten- sive effort will be made to develop a maximum attendance. The bulletin refers to the wide range of butter values still prevailing and says: “This condition if it continues long enough will force some creameries out of business unless they are in position to substantially improve the quality of the raw material which they are buying. City centralized creameries are in a position to overcome at least a part of the handicap through the agency of local marketing machinery which enables them to substantially pass on to the consumer most of the range which country creameries, obliged to sell on the open market, are forced to absorb. The condensing and powder plants who have either materially reduced production and in some instances closed down entirely, thus far show little evidence of re- suming normal production. In fact, more are temporarily closing. Cheese interests are, of course, experiencing substantially the same conditions as those affecting the butter interests. The range in December prices affect- ing producers of fluid milk for city distribution in the E. north central states comprising Michigan, Indiana, Illinois and Wisconsin is from $2.23 to $4.09 and indicates the chaotic condi- tion affecting the fresh milk interests.” The bulletin expresses the opinion that dairy products should be accord- ed the same protection as is proposed in the emergency tariff bill now be- fore Congress, and says: “It is up to the dairy interests to make their wish- es known in this matter by writing or telegraphing direct to both our Michigan senators and also to Sena- tor McCumber, Washington, D. C.” The bulletin urges attendance at the short dairy courses now beginning or soon to be held at the Michigan Agri- culture College. The regular eight- weeks course began January 3. A four-day course for creamery field agents and creamery managers will be held January 18-21, and a course in ice cream making, February 28 to March 11. Inquiries as to these should be addressed to Prof. O. T. Goodwin, M. A. C., East Lansing, Mich. “Anti-Buying Hysteria” Is Over. Fred B. Neuhoff Company, of Los Angeles, breathes optimism in a let- ter to their Eastern brokers which says: “The grocery industry, from packer to retailer, has gone through the most trying period ever known to the canned goods trade. Everyone anticipated a gradual readjustment of food values to a pre-war basis, but with the almost instantaneous drop in prices on several lines not even the ‘wise owls’ had a chance to run to cover. Wholesale grocers have been forced to take an unmerciful drubbing and we feel sorry for them. While large profits were made during the war, our Uncle Samuel took most of the coin away in the form of excess profits, and our friends, the jobbers, were therefore unable to fortify them- selves against the big losses they are forced to make on nearly all com- modities. We believe the anti-buying hysteria is practically over, as from inquiries coming in we can foresee the sun creeping out from behind the clouds, and the majority of whole- salers who have weathered the storm will again wear their buying clothes. Price liquidation is almost complete. Everyone here has more confidence in the situation, and some activity will be shown shortly by the buyers, who have now, we consider, been on a strike long enough. California canned goods have some- what resisted the unusual drop in prices. There are good reasons for this, as the largest packs are con- trolled by companies well financed. The small stocks of weak holders are quickly absorbed by the bargain hunt- ers. It must also be remembered that during 1920 we had short packs with excessive packing costs and at prices now prevailing packers are tak- ing some losses. We know the job- ber’s stocks are low. Buyers will first nibble at your offerings, but continu- ous urging will bring the desired re- sults. Before the new pack of 1921 is available we predict there will be an absolute cleanup of canned goods on this Coast.” —_+--____ The merchant who sticks around his store Sundays and holidays, and works overtime every night may get a lot of work done, but he is going to get in- to a rut as sure as little apples. ~) “Calls the Appe | Gi EXCLUSIVE 4 DISTRIBUTORS | ui FOR b “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 Sweet and Fresh to Your Table AT YOUR GROCER Good Butter Good Bread Good Health KENT STORAGE CO. Distributors Grand Rapids, Michigan SEND US ORDERS FIELD SEEDS WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Both Phones [217 Moseley Brothers, cranp raris, micu. MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan Stock Purity Nut Recommend It To Your Customers Every pound of Purity Nut is Guaranteed to Satisfy PURITY NUT MARGARINE The Purest Spread for Bread Packed 10 and 30 Ib. cases 1 lb. cartons M. J. DARK & SONS Sole Distributors in Western Michigan Grand Rapids, Mich. With a full line of all Seasonable Fruits and Vegetables January 12, 1921 Change the Rules. The Chicago Mercantile Exchange, without a dissenting voice, amended Rule 7 concerning storage-packed eggs. Hereafter storage-packed shall be the term applied to eggs put up for storage. They must be packed in new, No. 2 (30 dozen) whitewood cases, properly nailed to meet the requirements of railroad . classifica- tions entitled “Standard Egg Case Construction” and in accord with rules 8 and 9. The fillers must be new and dry, either medium or No. 1 strawboard, with flats over top and under bot- tom layers. The padding must be kiln-dried excelsior on top and bot- tom. No pine excelsior can be used. The cup filler as specified in of- ficial railroad classifications shall be accepted as standard packing. When the new style excelsior pads are used with pad under bottom lay- er and with or without Hat (where pad is correctly made of calendared paper and excelsior) it shall be con- sidered standard packing. Cases made of basswood and red- wood, properly nailed, shall be con- sidered standard cases, and accepted as good delivery. Cars containing standard cases, some with flat covers and others with cleat covers, shall be classified as standard cases, and be considered good delivery. Cars of eggs packed in new and standard cases, even though mixed cases, if properly nailed, shall con- stitute good delivery and be accepted as storage-packed. Any car in which washed eggs are found upon inspection shall not be graded as storage-packed. ———_>+~>__— Discuss Contract at Condensery. Adrian, Jan. 11—Closing of the Van Camp Condensery here would be a serious economic loss both to Adrian and the milk producers of the county in the opinion of 25 farmers from various parts of the county who met recently with the Chamber of Com- merce committee which is investigat- ing the possibility of keeping the plant running. An agreement has been proposed that the farmer will sell all the milk MICHIGAN TRADESMAN from his herd, except that used for home needs, to the Van Camp Con- densery for the year 1921 at a price not less than the average paid by all condenseries within a radius of 100 miles. The farmer agrees to pay hauling charges. The agreement may be declared null and void by the farmers if the hauling charge amounts to more than 35 cents a hundred pounds and by the con- densery if less than 60,000 pounds of milk is received at the plant daily. It was explained to the farmers that the Chamber of Commierce is not try- ing to force other buyers from the Lenawee market, that it believes enough milk is produced here to sup- ply demands of the condensery and Detroit buyers as well and that the problem is merely to assure the con- densery enough milk to make it profit- able to continue operation. The Best Sprinkler. Many persons must have noticed that the most diligent sprinkling of lawns and flowerbeds fails to impart to the grass and plants a vital stim- ulus equal to that that comes from a good shower of rain. It is because rain, falling from a great height through the air, brings with it a considerable quantity of car- bonic acid, of nitrogenous particlas, and of other elements nutritious to plants, which it has washed out of the atmosphere. So a sprinkler used SELL QCCIBENT ab tate ee Because You can guarantee OCCIDENT FLOUR to satisfy completely, or refund the customer’s money. W.S. CANFIELD FLOUR CO. 205 Godfrey Bidg., Grand Rapids, Mich, ®roste's Cocoa LON SD Cres) Jobbers in All Kinds of BITUMINOUS COALS AND COKE A. B. Knowlson Co. 203-207 Powers’ Theatre Bidg., Grand Rapids, Mich, No a from the top of a tall building might — Cit. 65618 Wholesale Distributors Bell M 1465 be slightly more effective than when Mie guek ae Ge, employed at the surface of the ground. BARLOW BROS. Grand Rapids, Mich. You Make ee cit. ° ° Rapids Satisfied Customers go Market LOS ote . Bel , M. 1361 when you sell “SUNSHINE” FLOUR BLENDED FOR FAMILY USE THE QUALITY IS STANDARD AND THE PRICE REASONABLE Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co The Sunshine Mills PLAINWELLI., MICHIGAN Particular People eR =o They are made only of the finest fruits. They are prepared un- der the most sanitary conditions. They have maintained the highest standard of quality since 1850. They impart a delicious true fruit flavor. Their flavor is never lost in baking. Van Duzer Extract Company Why Van Duzer’s Certified Flavoring Extracts Are Bought By— Fconomical People They are rich, delicious and of uniformly full strength. The bottles hold> full measure. They are pure and therefore cannot spoil other ingredients. They go farther than cheap substitutes. They do not deteriorate with age. New York, N.Y. Springfield, Mass. EGGS AND ne ae ana GUARANTEED td REL:CAR-Mp ETAT PEANUT BUTTER Lae MANUFACTURED GY Rr areola Pe le ne aoe 8 oz. to 100 Ibs. Order from your Jobber Mr. Grocer: These are the days that are going to count when you look back on them in the years to come. Anybody can sob but the hustler grits his teeth, takes another hitch in his trou- sers and digsin. Push ‘‘quick turn over’’ products like “Bel-Car-Mo”’ and you'll come through smil- ing. It makes friends for the store. GRAND RAPIDS Prompt Service Courteous Treatment WE ARE HEADQUARTERS WHOLESALE Fruits and Vegetables Right Prices Vinkemulder Company or MICHIGAN a) 30 MICHIGAN TRADESMAN January 12, 1921 _ => s& oe ~ — — =— — — = < —_ a STOVES anv HARDWARE 2 _— — — = Michigan Retail Hardware Assoclation. President—J. H. Lee, Muskegon. Vice-President—Norman G. Popp, Sag- inaw. Scott, Marine Secretary—Arthur J. City. Treasurer—William Moore, Detroit. — Interior Display Will Help To Stim- ulate Business. Written for the Tradesman. The other day a man inexperienced in merchandising had to take over and retail a considerable stock be- longing to a merchant he had been backing financially. He decided to put on a special sale at_ sacrifice prices in order to clear out the stock quickly and got me to prepare a couple of half page advertisements featuring bargains. A few days later I dropped into the store to get material for a change of advertising copy. Said the mer- chant: “l’m going to cut out that adver- tisement. Everybody knows about the sale now. We don’t need to tell them. We couldn’t get the city peo- ple coming any better if we used any more space—and we can’t get the country people coming because the weather’s bad.” That illustrates one phase of the attitude toward advertis- ing. An old hardware dealer gave me the opposite view in a few words: merchant's “There are two times when I make it a special point to advertise ag- gressively. I advertise ag- gressively when business is brisk, be- cause that is the time to get the big- gest results. And when business is dull I always advertise in order to keep things going. And, with me, business is always either brisk or dull—but mostly brisk.” always Just another reminder that it pays the hardware dealer to push, push, push and keep pushing, regardless of conditions. Publicity—intelligent pub- licity—always pays The average merchant is apt to think of advertising as, primarily, the use of newspaper space; and, in a secondary sense, window display. These are the two great and most- used advertising media. But there are other possibilities for advertising the hardware business; and one of these is found in interior display. Right now, interior display can be used to good advantage. Yet it is a curious fact that a great many hard- ware dealers who devote much atten- tion to well-arranged window dis- plays quite often neglect the oppor- tunity for advertising inside the store. The other day a customer dropped into a hardware store, to look at some silverware. He purchased a set of silver teaspoons—$10.50 for the half dozen. Then he happened to notice some silver polish displayed on the counter. he asked. “T can recommend this,’ said the “It is very easy to apply, too.” And the customer bought a package at 25 cents. “Is this good stuff?” salesman. interior display The prin- ciple is identical with that of window display; only that display reaches an even more favorably dis- posed class of customers. The win- appeals to the general showing him some article that interests him. Inside the store. he sees something else on display, that also interests him. And—in a good many instances—he buys that something else, in addition to the article he came in to purchase. Interior display is one of the cheap- est as well as one of the best adver- tising mediums the merchant has. He must arrange his goods somehow; he This is the way helps sales at every turn. interior dow display passer-by, must find means for storing them where they will be convenient of ac- cess; he might as well put forth just a little extra effort and so display them that they will make the strong- est possible appeal to potential cus- tomers. To this end, some attention should be given, in interior arrangement, to featuring the seasonable goods, or those likeliest to be in immediate de- mand. Thus, the stove department should be given ample floor space. In the paint season, both spring and fall, and paint department should be brought to the front. And right now, outside of strictly seasonable lines, it will pay to feature small wares and household goods. There is a reason for these lines. featuring The winter trend of the buying public is toward economy. Articles which involve large sums— such, for instance, as stoves—do not when buyers generally are trying to retrench after Christmas spending. But households are always in fair demand, and this demand can be stimulated by show- ing the sell readily, their goods where customers can see them. The number of customers who come in may be relatively few; which is all the more reason why the utmost effort should be put forth to sell two or three articles where, or- dinarily, only one would be sold. There are, here and there, hardware stores which still adhere in their in- terior arrangements to the hard and fast principles of a former day. Stoves have such and “such a place, tools are shown here, paints there, and so on; and this arrangement can- not on any account be varied. “A » Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware ws 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. Brown & Sehler Co. ‘“‘Home of Sunbeam Goods’’ Manufacturers of HARNESS, HORSE COLLARS Jobbers in Saddlery Hardware, Blankets, Robes, Summer Goods, Mackinaws, Sheep-Lined and Blan‘ et-Lined Coats, Sweaters, Shirts, Socks, Farm Machinery and Garden Tools, Automobile Tires and Tubes, and a Full Line of Automobile Accessories. GRAND RAPIDS, MICHIGAN Pioneer Broom Co. Amsterdam, N. Y. Makers of High Grade Brooms Michigan Jobbers: Symons & Moffett Co., Flint Sturgis Grocery Co., Sturgis Moulton Grocer Co., Muskegon Ask for ‘‘Comet,’’ ‘‘Banker,”’ ‘““Mohawk’”’ or ‘‘Pioneer’’ brands. eC SANITARY REFRIGERATORS For Ali Purposes Send for Catalog McCRAY REFRIGERATOR Co. 2144 Lake St., Kendallvilfe, Ind. Krekel-Goetz Sales & Supply Co. Grand Rapids, Mich. Michigan Representatives et cult Sets aa apse anaes January 12, 1921 place for everything and everything in its place” is the underlying prin- ciple. This is all very well; but stores which follow this principle to an ex- treme have an appearance of same- ness that militates against sales. It pays, while preserving the underlying arrangement of the goods that past experience has proven satisfactory, to shift the surface arrangements from time to time; and, as times and seas- ons change, to feature different lines to the best possible advantage. Interior display is helpful with any line. It is worth while to give some attention to the appearance your stock presents to the customer. Thus, it pays to have your heaters and rang- es looking bright and attractive. So, too, your showing of hockey skates in winter or of fishing tackle later in the season appeals to the young man who is interested in such things and who may have dropped into the store to look at something else. 3ut interior display is , especially valuable in featuring small wares; and just now small wares should be feat- ured at every opportunity. A cus- tomer may hesitate when it comes to buying on the spur of the moment an article priced in dollars; but an article at 15 or 25 cents is something over which he does not hesitate. In- terest him by showing the article, and in most cases he will buy. In displaying such goods, the hard- ware dealer can adopt the expedient of bargain tables, along the line of the 10-15-25 cent store counters. These tables are particularly useful for clearing out:odds and ends of stock at bargain prices; or for low priced articles. In making such displays, price cards should be used freely. This saves a lot of selling effort; in- deed, the goods practically sell them- selves. The bargain table appeals especial- ly to the frugal housewife. And at this season of the year a great deal can be made of the feminine trade. Particularly where the hardware deal- er has competition from the 10 cent stores, he should aim to meet the lat- ter on their awn ground. If the sales-table is a new feature in your store, give it some newspaper adver- tising. Play it up by the use of dis- play cards in your windows and hung up in your store. It is good policy to get every cent’s worth of adver- tising value you can out of a depart- ment of this sort. Your stock-taking will show you quite a number of small articles that ought to be cleared out, and that, if priced advantageously enough, can be made a bargain feature and _ quickly turned into money. Meanwhile, it will pay to give at- tention to the possibilities of interior display in the regular departments. Show prominently the goods that are likely to appeal to customers. Use price cards, and advertising material, hangers, etc., to brighten-up the store. This is a season when every extra 10 cents worth of business is worth having; and when no_ opportunity should be neglected to turn your stock into money. will help. Interior display Victor Lauriston. MICHIGAN TRADESMAN Michigan Winters Show no Particular Change. Grandville, Jan. 11—Not as any one can discern. So many theories have been ad- vanced accounting for the present open winter, one would imagine the climatic conditions this year were phenominal, when in fact they are but a repetition of many other winters gone before. Only a year ago many felt called upon to remark that Michi- gan’s climate had undergone a change since its first settlement and that the winters were growing more. severe. This winter the opposite view has been enunciated. The fact remains, however, that Michigan climate is holding its own as a pretty sound provision of nature to even things up. The winter of 1862-3 was more open than our present one, scarcely any snow falling until aiter the Ist of March, when a few inches came to give the lumbermen a show for get- ting their logs to the river. Ten years later, 1872-3, was the hardest winter that ever blew in the memory of the oldest imbhabitant. Snow began falling November 7, from which date until the middle of April the ground remained covered, a part of the time to the depth of several feet. Despite a liberal fall of snow so necessary to the protection of the wheat fields, many apple orchards throughout Central and Western Michigan were destroyed. It has. been known as “the cold winter” since that date. “he-weather as well as history re- peats itself. A notably cold winter was that of 1842-3, when there was a large fall of snow and no thaw dur- ing the months from November until the Ist of April, at which date there were three feet of the beautiful on a level. That was the year of the cel- ebrated Millerite excitement, and prophets of world destruction made their followers believe that this vast body of snow would turn to oil, which taking fire, would destroy the world. In 62 and ’63 we had plenty of rain, which, freezing nights, made a splen- did roadbed. Our schoolhouse stood on the top of a high hill, half a mile from our home, which occupied a place on the brow of another less Nofty eminence, a narrow valley be- tween. As the school ma’am board- ed at our house the writer frequently accompanied her to school; and such fun as we had! Taking hold of hands we would start from the top of the long hill and slide to the bottom, across a glare of ice at the foot of the hill, which gave -us a long glide on the level ground below. That was be- fore the day of rubbers, however, and those slides on icy hills were not con- ducive to the longevity of shoe leath- er. My shoes were boots, while the school ma’am’s were serviceable calf- skin shoes of substantial fiber and make. In lumbering days mild winters were an abomination. At the present time the less snow the better. People who ride in automobiles—and who does not?—prefer snowless_ roads. This winter has been a paying one for the garages and bids tair to equal good old summer time for repairs. We have a series of snug, snowy winters, followed by those less severe, and an occasional one almost snow- less, butw ith plenty of rain, such as this winter has been up to date. The continued mildness, however, may prove deceptive, since there is tirne for a long run of sleighing such as came in the seventies when a certain winter was ideally Florida-like until the middle of January, at which time snow began to fall, the mercury drop- ped to the zero mark, and the winter was exceptionally severe, lasting un- til mid-April. On the whole, the climate of Michi- gan and the Northwest is about the same as it was a hundred years ago, so we need borrow no trouble about a changing climate. Two years ago our winter was open, not two weeks sleighing throughout, while last win- ter was keen enough to suit even an old lumberman. In early days the winters were quite as enjoyable as the warmer seasons. Dancing parties were numerous, sleigh rides and skating filling in the time so that no one need feel ennui because of time hanging heavily. There have been open winters and hard winters, also medium winters, yet withal the climate remains about the same from the first settlement of Michigan down to the present hour. Judging the future by the past, we may rest confidently in the assurance that we are never to have another glacial period, nor a return to tropical summers. Taking our weather, by and large, we think the Peninsular State stands among the states of the Union as one of the most desirable places of resi- dence to be found. In the same lati tude not another state can compare with Michigan for the salubrity of its climate. Early settlers from New England entering the Territory of Michigan during a series of mild winters were enthusiastic in its praise. “Mother, only think, this is Janu- ary and the whole family have been sitting on the porch enjoying the warmth and sunshine. What a con- trast to the climate down East!” And many believed Michigan a veri- table paradise in comparison with the cold bleakness of New England. Pioneers writing home penned such delighted paragraphs to the down East home. Later, when one of those blizzardly, below zero winters set in, there was less exuberance, yet withal the cold of Michigan is mild, com- pared with some parts of New Eng- land. The story told of having to sharpen the sheeps’ noses that they might pick the grass from between the rocks was never said of good old Michigan. Old Timer. C Meet 6: ea. KL Man ppelily “The Quality School’”’ A. E. HOWELL, Manager 110-118 Pear! St. Grand Rapids, Mich. School the year round. Catalog free. EVEREADY STORAGE BATTERY PEP Guaranteed 1!%4 years and a size for YOUR car SHERWOOD HALL CO., LTD., Distributors Local Service Station, Quality Tire Shop, 117 Island Street, Grand Rapids, Michigan. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool In Summer Brick is Everlasting Grande Brick Co., GrandjRapids So. Mich. Brick Co., Kalamazoo Saginaw BrickjCo., Saginaw Jackson-J.ansing Brick Co., Rives Junction 31 A Winner for Light Cars and Trucks 30 x 3% and 32x 3 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, moided 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. WM. D. BATT FURS Hides Wool Tallow 28-30 Louis St. Grand Rapids, Michigan 139-141 Monroe St ed ATU 9 0 ae | Bell Phone 596 Citz. Phone 613€6 Lynch Brothers Sales Co. Special Sale Experts Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN 32 MICHIGAN TRADESMAN January 12, 1921 WC (Cad wee a eal = O QO CUM Atl (f ( Aiea SAN yaa Qa NAA a CACC I i —4 ty AU (/ (2? = \ ~ ) MMERCTAL TRAVELE w((f ieee Antess: SSVI ‘Nv \ AWN + '@ MAA 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 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, quette. Heuman, Mar- The Creed of a Negro Salesman. I ama Negro; I believe in Negroes individually and as a racial group and the sure reward the future holds for us. I believe in the goods I am selling, in the company I am working with and in my ability to get results. I believe some one will sustain a very severe loss if I fail to do my work intelligently, accurately, prompt- ly, carefully, and I shall be the great- est loser. My job can be continued to be made attractive by punctuality, definite aim and a high ideal of prac- tical, unselfish service. I believe in other salesmen. For their-sake I should not accept a low standard of pay nor poor working conditions; I should do all in my power to maintain a high standard of loyalty for my employer. I should give him a cheerful smile and lend a helping hand whenever and wherever possible. I believe in my employer. He is a human being just as I am. He likes to have things go smoothly, and he deserves to have them so. I believe I should do all in my power to help him. I believe in myself and in the power that is within me. I owe it to myself to be all that I can possibly be physi- cally, mentally, materially and spiritu- ally. I owe it to myself to be just as attractive as possible in manner and appearance. I believe in my home and that I should be just as kind and courteous to the people in other homes as I am to those in my own home. When all of us understand the true meaning of the “brotherhood of man,” this will be the best land in all the world. I believe in God and His infinite love for humanity; and _ sincerity, honest work, merry laughter, clean play and unaffected kindness are all He asks of us. I believe if I give to the world the best I have the best will come back to me. I believe in putting service above self, and he who serves best will profit most. I believe the Golden Rule is the only rule of conduct that will bring true success in any line of business. George W. Blount. ——_+<-+_____ A Few Sales Arguments. “Myself, I wear nothing, any sea- ‘ son, except the long-sleeved balbrig- gans,” said the serious-faced man in the smoking compartment. “Why?” asked his curious compan- ion. “Well, I have had such remarkable experiences with them that I have learned them to be the only practical things for emergencies.” “Tilustrate.” “One time I was in a hotel and washed my only pair of socks at night. I hung them on the fire escape just outside my window to dry. The wind came up during the night and in the morning I was sockless. But was I dismayed? Not any! I just pulled the ankles of my balbriggans until they came over the end of my toes, tied a string around the end of each leg, and was fully equipped with socks.” “Marvelous!” “But that ain’t nothing! Wait un- til you hear. Once I was at a funeral and one of the pallbearers didn’t show up. He had been in and got his gloves and had carried them away with him. The undertaker was up against it. I reached up under my sleeves and pulled down the cuffs of that balbriggan union suit, snaked ’em out over the ends of my fingers, doubled up my hand, stepped forward and fitted right in with the procession! Me for the long ones always after this!” ——_+-2___ Hit It Hard. Written for the Tradesman. When you're hitting hit it hard Driving home a body blow For the pay ‘have no regard But to do the best you know; Things will surely be all right Never any cause for fear If you’re doing with your might All that duty hands you here. Men will often vainly try To “get by’? some other way Than to hit things in the eye Trusting to another day; But it’s better in the end If you tackle as they come Things which ever will offend If left hanging round your home. It was not in David’s sling Nor the stone he threw withal But the way he hit the thing That had made Goliath fall Little tools will serve you well If you guide with purpose true Every act—for who can tell All the benefit they do. So I love to think each day is an opportunity To make easier the way Where some traveler chance And I'll help to lift the load Save his scars and nerve his limb If I knock from out the road Anything which hinders him. Charles A. Heath. >>> ° Easily Arranged. “Your plan is a good one, but do you think your wife will agree to it?” “Oh, there will about that. may be be no difficulty I'll mention it as some- one else’s idex 2nd declare violently that I consider it perfectly idiotic and that I would not consider it for a moment.” Livingston Hotel and Cafeteria GRAND RAPIDS Nearer than anything to everything. Opposite Monument Square. New progressive management. Rates $1.25 to $2.50 BERT A. HAYES, Propr. Rew Hotel Mertens Rates, $1.50 up; with shower, $2 up. Meals, 75 cents or a fa carte. Wire for Reservation. A Hotel to which a man may send his family. CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES } $2.50 up with bath CAFETERIA IN CONNECTION ’ Whiting Hotel Traverse City, Mich. Rates $3.50 Per Day Meals 75c American Plan OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mar. Muskegon 3 Michigan 100 Per Cent PLUS SERVICE : ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND. PRICES. THE MCCASKEY REGISTER Co.., ALLIANCE, OHIO alespook¢ Chocolates Package Goods of Paramount Quality and Artistic Design Beach’s Restaurant Four doors from Tradesman office QUALITY THE 8EST 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, IIl. aS he 2 Re ee LN pee 4 omit January 12, 1921 Depleted Stocks Force Retailers To Replenish. Kansas City, Jan. 10—With the an. nual inventory hardly out of the way, the wholesale grocers are marking time. Buying is at a standstill, so far as the jobber is concerned, and will continue so until after the middle of the month; but in this section the de- mand from the retailer has been greatly stimulated the past week and the jobbers with whom I have talked are really beginning to wear a smile and optimism is dispelling gloom. Orders are heavier and the range of buying is of wider scope. There is a noticeable increase in the demand for canned fruits and vegetables and the salesmen report that the retailer is rapidly diminishing his stock all along the line and is forced to replen- ish. The people themselves who have been like the hibernating bear, living off their own fat, for some time past, are loosening up. They started a stampede. The streets and the stores were jammed, It looked like old times. The big stores all reported big busi- ness and many of them could not wait on the throngs which surged their aisles. It shows that the people still have purchasing capacity and have merely been holding off waiting for the lower prices which have been eternally dinged into their ears. Much is said about psychology. Well, old psychology seems to be working the other tack right now. People are like a lot of sheep, and the leader seems to have been dubbed “psychology.” He has apparently jumped the fence and there is a mad rush to follow his lead. Many items in the food line are not alone lower than the cost of production, but some ot them are on a pre-war basis. The inflation balloon wasn’t pricked in the world of food. Somebody shot it through with a cannon ball and the old bag crumpled all at once. Buried in the debris, we are just beginning to poke up our heads again, and although we are facing the inac- tivity of the holidays, yet the worst is Over or seems to be, and things take on a brighter hue. But there are other matters to think about aside from the markets or the selling of goods. If that was all we might be- gin to feel we were getting out of the woods. There are other troubles. For instance, I have a letter before me from one of the largest wholesale gro- cers in the country, in which he says: We have all had our troubles, and I am in hopes the worst is over. You know, however, that we have got a lot of things ahead of us to think about, and one of the things which worries me perhaps as much or more than anything else is the fearful expense account which we are all staggering under and how we are going to re- duce it. That’s the burning question. It is going to take good heads, long heads and co-operation. No money will be made in the wholesale grocery business if it continues to be “dog eat dog” as seems to be the case to. day. After they all get over the peak; take their inventory and make up their statements and see where they stand for 1921, perhaps, at least I am in hopes, they will turn about face and become merchants once more. It may be out of place to say so, but I am frankly of the Opinion that the salesmen as a class are facing a reality which many of them do not appreciate. Perhaps this does not ap- ply so acutely in the wholesale gro- cery business for territories and routes are being covered, but you all know that many manufacturers have closed their plants and withdrawn their men. In the woolen and cloth- ing business hundreds of salesmen have been laid off. A certain packing company in Chicago with whom you are all familiar, was absorbed by a competitive company a few weeks ago and two hundred salesmen were thrown out of employment. There are thousands of them idle, and while they may be still on the pay roll they are on short rations. Any class of men in business who are MICHIGAN TRADESMAN dependent on what they can produce are dead timber when called in. The lesson the grocery salesmen should learn from this is that they should watch their profit account and see that they make a profit on what they sell. We are passing through serious times, and any man who cannot rise to an appreciation of the situation should seek a new business connection. To illustrate: Some little time ago when sugar was being sold at 10c by the jobber, a certain salesman repre- senting a reputable house, wrote one of his pet customers, saying in sub- stance: “I will see you in a few days. In the meantime please write me a letter.” This letter was seen and the story is authenetic. It is this character of salesmanship which is undermining the grocery salesman. He is out on a limb and sawing it off. But the whole operating expense account is at full flood tide and with the shrinkage in profits or in many instances no profit at all, the jobber is up against it to know what to do. And in spite of all that can be done the outstanding ac- counts begin to creep up. Called up- on one hand to liquidate your own obligations, you witness, on the other, a tendency to take full time and even extensions are being asked. Harry E. Sloan, Sec’y Misouri-Kansas Wholesale- Grocers’ Ass’n. ——_»--__ Ideal Furnace Co. Retires From Gro- cery Business, Homer, Jan. 11—I am pleased to note’ the manner in which you handled the controversy between the merchants of Homer and the company I have the honor to represent. I de- sire to say, you have certainly acted nicely in this matter. Of course, you have done all you could to represent your people in a proper way. Just as soon as the matter of deliv- ery is taken care of there will be no further trouble in the way of our handling groceries, as we do not want to bother with groceries, having all we can do to handle the furnace busi- ness. One of the grocers at Homer sold out since issue of your paper, and I believe his successor will start deliver- ing groceries. If this is so, it will end the whole difficulty. Dealers at Homer and elsewhere, must realize that in order to do a profitable business they must have the good will of the people they are deal- ing with, and to enforce hardships on them is far from gaining their good will. When our men are expect- ed to lug home potatoes, oil and other cumbersome staples, simply because the grocers have gotten their heads together, they naturally draw the con- clusion that they must retaliate, and are therefore ready to send orders out of town and employ any other fair means within their power to get back at the ones who are the means of this hardship. If these grocers were to put them- selves in the other man’s place they would not take such an arbitrary stand. I know that when one dealer starts delivering the others will fol- low, as they can employ one man be- tween them. That they can afford to do so is proven by the fact that the dealer at Clarendon makes delivery at Homer at prices lower than the Homer dealers. This fact alone ought to convince these people that they are in the wrong, and I believe does con- vince any fair minded person, : Mr. Ochs has been the one who is engineering this matter for the other dealers, and when he states in his let- ter to you as shown, that I am ac- customed to have things my way, I wish to state that I am accustomed to that, but before I do I always make sure that the position I take is fair to the other man. If Mr. Ochs would have taken this into consideration when he got the dealers together and brought about a decision to stop de- livering groceries, creating hardships for those whom he ought to consider his friends, the chances are he would not have done as he did. If matters are adjusted properly with the new man who is starting business herein referred to, well and good; if not, there is a vacant lot in the business center of Homer which is available and a grocery store will be started on this lot that will give them all a run for their lives, if they do not wake up to the situation. You may rest assured that the fu- ture will prove this is not an idle threat, but a move contemplated in all fairness to our employes and also to all other citizens of Homer. H. D. Keller, Manager Ideal Furnace Co. —_——_---__ Tradesman Advertised Hog Tone Differently. Eben Junction, Jan. 10—Excuse de- lay in getting enclosed check to you. The paper is well worth the price. The quality of paper used is good. The print is legible and clearcut throughout every issue. We as mer- chants get as much good solid read- ing matter out of the Tradesman as 33 we do from any trade journal pub- lished. The market hints are timely and oftimes save the subscriber many times the price of his subscription. No humbug advertisements are pub- lished in its columns. In a recent is- sue of one of the leading farm jour- nals a double page advertisement ap- peared in behalf of Hog Tone. In the current issue of the Tradesman, the merchant also read an advertise- ment for the alleged specific, but from an entirely different viewpoint. He was told that an analysis of this patent revealed 961% per cent. water and other volatile matter, the remain- der organic and mineral salts. W. J.. Kehoe. Shoe Store and Shoe Repair Supplies SCHWARTZBERG & GLASER LEATHER CoO. 7-59 Division Ave. S. Grand Rapids few months. GRAND RAPIDS This is a good time to tie up with the Hirth-Krause line. Watch them in the next Mirth! Shoemakers for, three Generations ed Shoes Tanners and Manufacturers of the “MORE MILEAGE SHOE” MICHIGAN have stood the test of time. service shoes. SERVICE SHOES that will stand up under all conditions and tests are good ones on which to build your business. The H. B. Hard Pan (Service) Shoes Season after season they have been subjected to the severest test that any shoe could be put by thousands of out door men in every walk of life. They have stood up and today they are regarded as the standard in service shoe values. Dealers who have handled the H. B. Hard Pan shoe for years say it is more widely and favorably known than any other line they have ever had. From the very first the aim of our factory has been to produce the best service shoe the market offered. By using at all times the very best of materials we have been able to maintain the high standard of quality in our line. Your spring trade will demand a large number of Prepare for that business now by laying in a supply of the H. B. Hard Pan Service Shoes. You cannot go wrong on this line. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. MICHIGAN TRADESMAN January 12, 1921 _ Michigan Board of Pharmacy. 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—Detroit, Jan. 18, 19 and 20; Grand Rapids, March 16, 16 and 17. Two Nostrums Druggists Should Re- fuse To Sell. Dr. Shoop, of Racine, Wis., has been in the patent medicine game for years and owes much of his success to Claude C. Hopkins who was per- haps the ablest exponent of patent medicine advertising in this country. Dr. Shoop does not limit himself to the manufacture of the Restorative but produces several other nostrums. The Restorative is recommended for stomach, liver, and kidney trouble and as a nerve tonic by the manufac- teurer. It is advertised as a nerve tonic and is claimed to have specific action on the nerves which supply the stomach, kidneys, and heart. The remedy consists of alcohol, about 10 per cent, sugar, water, with a trace of hydrastin and benzoic acid. 3enzoic acid and hydrastin have few, if any, rational indications in thera- peutics. Hydrastin is sometimes given as a bitter without any specific foun- dation for its use. As far as the analy- sis shows there is absolutely nothing in this remedy which would have any effect upon any part of the nervous system of the human body. There is not even enough alcohol in this nos- trum to effect the human organism in the doses recommended on the label. Taking it all in all, the dope is ab- solutely useless as a medicinal agent. At the selling price of $1, Dr. Shoop must realize an enormous profit. In the present crusade against profiteers, why neglect the patent medicine ven- dors? They have been getting away with it for years. D. D. D. is a remedy for eczema and diseases of the skin and is put out in two. styles, ordinary and extra strong. The U. S. Department of Ag- riculture has reported an analysis of a bottle of the extra strong and found it to contain phenol, sassafras, methyl salicylate, salicylic acid and choral hy- drate and alcohol by volume, 22.34 per cent. The Department has charged the company with misbranding under the Pure Food and Drugs Act. The amount of alcohol in the reme- dy is sufficient to prevent any local action of the phenol (carbolic acid). Methyl salicylate, commonly known as oil of wintergreen, synthetic, is used in rheumatism but according to Cushny the value of salicylate is doubtful in skin diseases. They also recommend the remedy for a mouth wash and gargle. Salicylic acid should not be used in a mouth wash as it has a definite effect of softening the enam- el of the teeth. There is also danger of absorption of some of the ingredi- ents from the mucus membrane of the mouth. The effect of salicylic acid is to produce a slow and painless des- truction of the outer layer of the skin. It is sometimes used for corns and bunions. Among other things, they advertise the remedy for the cure of ivy poison. U. S. Public Health Service report that no specific treatment for poison- ing from ivy and sumac is yet avail- able. The company recommends their remedy for all kinds of skin trouble. This is absurd because the only effect that this substance can have is pos- sibly to allay the itching. There may be enough chloral hydrate in the sub- stance to produce this effect. Their circular is made up largely of testimonials. People are beginning to realize that testimonials can be ob- tained by anybody for anything. They state that the others contained in their circular are picked at random from thousands who have written them. The addresses of the writers of these letters are given and they very gener- ously offer to let you write these peo- ple. In parenthesis they ask you to remember that some may have changed their residence since they wrote. So if your letter should be returned for better address, just pick out another name and write again. We venture to say that it would take quite a few dollars worth of stamps to get a reply from any of these testi- monial writers unless you should hap- pen to strike one of those who writes testimoinals as a regular profession. These testimonials are written by peo- ple who know little about the action of drugs and probably wrote them in a moment of enthusiasm when they had obtained a temporary relief by using D. D, DV. If some people have been benefitted by the use of this nostrum it is prob- ably due to the other directions con- cerning the general diet, welfare, and cleanliness to be exercised by the pa- tient. These are the common hygienic rules which everyone knows. Nature often clears up skin disturbances with- out any outside assistance. These are the cases for which D. D. D. claims the credit of curing.—Michigan Food and Drug Monthly. Grey Oil. The following is a formula for this preparation: Mercury 2... 20.00 parts Anhydrous lanoline 30.00 parts Chiorputel 2.00 parts Liquid paraffin, to-. 100.00 parts Triturate 1 and 3 with 2 till glo- bules of 1 case to be visible, add 4, gradually with successive trituration to make a cream. Use a sterilized mortar and pestle. Items From the Cloverland of Michi- gan. Sault.S.e. Marie, Jan. 11—The new electric pumps which have been in- stalled were put into operation last Thursday, giving the Soo one of the best “equipped and most modern pumping stations in the State. The work was under the direction of our City Manager Henry Sherman and he is to be congratulated on the fine work accomplished. George J. Dickison, Jr., member of the firm of Dr. George Dickinson & Sons, breeders of pure bred stock, has completed a course in the Chicago School of Auctioneering and_ will take up his work in this city, giving the Soo another auctioneer. Jack Gariepy, who has been in the employ of the Mac & Mac Transfer Co. since it was organized, has start- ed in the dray and baggage business for himself. His long experience in this line has given him a large ac- quaintance with the traveling public, who will be pleased to see that he gets a share of the business in that line. St. Ignace is kicking on paying 22% cents per kilowat for electric juice, while the maximum charge in the Soo is 7c, and this runs down as low as 4 cents, depending on the amount used. Negotiations are under way to furnish St. Ignace power from here, the same as is furnished Pick- ford and other adjoining towns. Cameron Brothers, veteran meat merchants, have taken into partner- ship Knut H. Marin, who has been in their employ for a number of years as meat cutter. The new firm a be known as Cameron Bros. & O. Partial payments puzzle the school boy and the older he gets the more they worry him. It is announced this week that the grocery business conducted many years by R. H. Campbell, at 916 Eas- terday avenue, has been sold to Jane B. Rowan and E. J. Somes and here- after will be conducted under the firm name of Rowan & Somes. The Peoples store, at Manistique, has changed hands. L. Yalomstein, who since the opening of the Peoples Store has been general manager, has turned over the business to the new owners, who are brothers of Mr. Yalomstein. David Yalomstein, of St. Ignace, will have active charge of the store. It is not expected that there will be any material change in the personnel of the store. The average man does not add any dignity to the office he fills. The Soo is not making much noise about the first hockey game of the season with the Canadian Soo, as the score was nothing to one in favor of the latter, but will make more noise just as soon as our boys get back to their old pace. M. J. Vournakis, one of the owners of the Olympia ice cream parlors, left the city last week to enjoy a month’s visit with relatives and friends in West Virginia. The overland mail service between Drummond and DeTour started last week. The mail boat, Naida, is laid up for the winter. The new telephone company re- cently organized at Drummond and incorporated for $5,000 has twenty- one phones now working on _ the Island and plans are under way for- extending the line to the Channel and laying a cable across the river, thus connecting Drummond with other outside points. A telephone to the main land would, indeed, be a benefit to the residents of Drummond, es- pecially during election season, where returns are held for several days wait- ing for returns from Drummond. The heavy snow storms of the last week did $1,000 damage to the Dick- son livery, on Portage avenue, when the roof of the shed adjoining the main stables gave in from the heavy weight of the snow that covered it. The damage was principally to the cutters and buggies temporarily stor- ed there. : : It is better to be beaten in trying to do right than it is to succeed in doing wrong. William G. Tapert. —__+-- > ____ Lemon Demand Hit Hard By Pro- hibition. The lack of sale for lemons since prohibition hit the country has been one of the most striking features of the lemon market in recent years. Lemons are cheap and will keep on being cheap. A Healthy Condition The Outlook for 1921 “Business as usual” would seem to be the indica- tion for 1921, if we ca judge by the very first days of the New Year. And business will be more normal and healthy than it has been for six years, because our industrial institutions are going to re-open with sane prices and a sane wage scale. We may expect a day’s work for a day’s pay; and good wages will mean an increased demand for carefully selected merchan- dise. We advise our friends to anticipate this sure demand for drugs and druggist’s sundries. Hazeltine & Perkins Drug Co. Grand Rapids, Michigan b SSSR lace asain ace! ASEAN nbs AS January 12, 1921 MICHIGAN TRADESMAN 35 Gabby Gleanings From Grand Rapids. Germany would require ci 1 ° ‘ ‘rmany would require approximately ee ety weele fe Wholesale Drug Price Current Grand Rapids, Jan. 11—The annual Eunacming ten Cie- Hasty Work _—- round-up of the department heads and eee wee ree eee “bh i ; ; eaveline oo the Grand Rap. the popular salesman for the Nation: Prices quoted are nominal, based on market the day of issue. igs Div Goode C aa . : al Biscuit Co., took unto himself a Acids Almonds, Sweet, Tinctures ids Dry Goods Co., which was held Hite tn i : few € f; : imitation 85@1 00 at the Peninsular Club last Wednes- co oe tee Berne © ate Ss Lae Lbs Sha “2 a Amber, crude -- 3 00@3 25 Aconite —.______- @1 3% or oveniie Sule a ee ae tle, of Negaunee, Monday, the cere- oric (Xtal) @ 2 « a ntifiad 3 60@2 76 Alocs @1 65 day evening, was attended by the fol- : eae ; Carbolic 32@ 39 Amber, rectified 3 50@ @ lowing gentlemen: Clarence J Far- mony taking place in Negaunee. The Citric ee 85@ 90 Ae 2 00@2 25 es ee eee ¢3 bo Paes S, Reais Se ne bride was born in Ishpeming, being Muriatic 4@ 6 Bergamont --.. 9 50@9 75 ASafoetida -_____ a7 i ey, F. J. Neuman, Stuart McBain. - rene Cajeput 150@1 75 Belladonna -____ @1 35 Henry Ude, G. D. Smith, J. Boom the daughter of Mr. and Mrs. J. B. a enone Sse b Can ........ 5 Meee Bene ......... @2 40 Po Behan 1. ob Raa “BH List. Wilbur, both of whom have passed Saiphuric "a een 10 @ Caster 1 60@1 75 aoe Comp’d es - ae , ae i ee si ai- Pa y aa : ¢ : ao frye hig Male ta deanna a Yeda ue Seta @ 5 PUCRU 2 enn ne @ 2 bertsma, L. J. Collins, Tim Temple, 2W@Y: Mr. Work is one of the oldest, Tartarie -277=77 © eee i 201 60 Cantharadies -._ @3 00 H. L. Montieth, M. Smolinski, W. J. 1 Service, of the traveling men who si ab aan. 3 25@3 60 Capsicum _______ @2 30 Smith, Fred Doyle, R. Pfeffer 1 ] visit this country. : Cocoanut __._. 40@ 60 Cardamon -=----- @1 50 Deltae Mo Betas Gas Chaka Ft. Myers (Florida) Press: The Water, 26 deg. -- 12@ 20 Cod Liver -__-- 2 25@2 50 Cardamon, Comp. @1 25 yiman, M. Estee, Guy Critchett, E. ae : nie c Water, IS des. « 10@ 8 Groten 225@2 50 Catechu _..__ @1 50 H. Stebbins, Jno. Afman, Glen Mc- Stat shot of the 1921 seasons, Was Water, 14 deg. -- 9@ 16 Cotton Seed --. 150@1 70 Cinchona ______- @2 10 Laughlin, F. W. Johnson, Harry Hud made Saturday, Jan. 1, by L. Winter- Carbonate _____- 22@ 26 Cubebs _______ 12 5012 75 Colchicum -____- @2 00 sstrngh ak =a ga edged ht SC » flarry ud- to a ac a Beanie Chloride (Gran) ~. 20@ 30 yj orn 00@9 95 Cubebs __._.__. @3 00 : F a : : : nitz, a popular guest at the Franklin & ------ v sitet son, 2. J. Seibel and E. A’ Stowe. Sine Mowe | OE ba geceael Eucalyptus -_-. 1 25@1 60 Digitalis @1 380 After the menu was discussed, short i ca - Fi Ll : i ae Gelame Hemlock, pure 2 0u@z 7 Giaear™ . g 00 addresses were made by Toastmaste 1ole, he drove his ba nto e trap ovata 2-222. 90@1 20 Juniper Berries 7 50@7 5 ainger --------.. g Cael Masaecr Ra - _ Beater guarding the green. With a mighty Fir,(Canada) _--2 50@2 75 Juniper Wood 3 00@3 25 Guaiac --________ @2 80 seibel, Manager Farley and nearly all § g Fir’ (O ) 60@ 80 Lard, extra 1 65@1 85 Guaiac, Ammon. @2 50 those present. : : swat he drove .the ball out clear of a 50@3 80 Lard, No. 1 ---. 1 20@1 40 lodine’ —_-___ a 50 i the trap straight on its way as true ‘Polu ~-----------1 50@1 80 Lavender Flow 12 00@12 25 Jodine, Colorless p2 00 J. J. Berg, wife and daughter, Mrs. as steel right into the hole. Mr. Win- Lavender Gar'n 4 omg os King ee gi io J. L. Shireling and Mrs. RK. A. Wes- ternitz, whose home is in Grand Rap- Barks Ladin oko .UCU trate went to Chicago on Tuesday of ids, will always remember Jan. 1, the Poop Se 4 - Linseed bld less 105@115 Nux Vomica -... @1 90 last week, returning Thursday eve- opening day of the Fort Myers Golf giesstras (pw.70c) @ 65. eee ee eats Pr Gein Camp. _. et - ning. While in Chicago Mr. Berg re- Club, more especially as he was the Soap Cut (powd.) 5 enh ed al ‘on. G4 % plum. Decoders @4 20 a Tee priate line from , first golfer on the links. 40¢ ~----------- Mustard. artifil, oz. Gg Rhubarb —. @2 00 Pitkins >rooks, who he has repre- oo Neatsfoot -----_ 1 30@1 50 sented many years in this territory, Baltimore Wholesaler Left a Million. a eo . so@2 00 Giive: pure ---. 5 75@6 50 ae W. G. Epley and B. Kenyon have Wholesalers should be considerably Fish __-..2727~~. 50@ P yellow —-----. 4 00@4 2 a scan Station ae lease A ec Sherman cheered by the knowledge that Austin Prickly ‘can “— 30 ee 4 00@4 25 Lead. ye toy dry oie 7 ee eee We Conmaue = ¢. Stoneburner, a retired wholesale Orange, Sweet 6 50@6 75 lead, white oil_. 14@14% the business under the style of Epley Be te: : Extracts Origanum, pure @2 50 Ochre, yellow bbl. @ 2 & Kenyon. Mr. Epley was for five grocer of Baltimore, who died recent- po 60@ 65 Origanum, com'l 1 25@1 50 Ochre, yellow less 2%@ 6 years landlord of the Phoenix House, _ ly left an estate of more than $1,000,- Licorice powd. — | @1 00 Ponueienat ---- : 0009 z bed ae A . ae me yn es 000. It is encouraging to learn in Flowers Rose, pure -_ 20 00@24 00 7a vos — 3%4@ : about six months ago. Mr. Kenyon Bee dae ae questa - ra tts eg 15 80 Rosemary Flows 2 50@2 75 ‘ted Venet'n Eng. sedges in Katimees and ba. Sa ay these days of weepings and wailings 15 ae om (Ger.) soot 00 Sandalwood, B. _ wee bbl. ae 1% ed Central Michigan territory for the a eee 6s Hom ee siagiiiua tht eS G3 a i. a. ‘P. Prep. 3 o4 00 Pillsbury Milling Co. for the past The personality of Stoneburner was Gums Sassafras, arti’l : e seventeen years cenv co 4 “ maice 7 FOTO E100 : a . 9 ts 60@ 65 Spearmint _._ 16 @ 0 : eae 2 ein Mr. Keny on is a appraised at $912,051.28 in the Or i tp oe iso « Sperm 2 75@3 00 Miscellaneous agent _ : a re Council, No. phans Court of Baltimore. There ‘Acacia, Sorts __. 35@ 40 Tansy —- a 11 50@11 & hoetenass 80@ 85 ‘ and states : > Ww ‘aa : zi : es : pap far, USP « awa : vo ae ates that he will see that was also filed a list of $39,500, due him Acacia, powdered 45@ 50 Tur tine. bbis ‘ = 66 SAU 16@ 20 all U. C. IT. members are treated ; Ri eet ee Cee ree) ae SS furuenine, De. fl i9 ‘Alum, powdered anc right. on promissory notes, making a total Aloes (Cape Pow) 30@ 35 rurpentine, less 1 00@1 10 ground 5 | 17 20 : a 5f $951.551.28 With veal ectaie owned Aloes (Soc Pow) 1 25@1 30 Wintergreen, 2 00@12 25 Bismuth, Subni- Frank J. Seibel: One of the most © 4 ay ec. Tele Tee) Catace Gwne Asafoetida ------4 00@4 50 wee - 7? trate -_-_____ 3 75@4 00 necessary features in our business to- by him the value of his estate will nel ae 1 0o1 S oa Gs 00@8 25 ee ee @ 16 Ro slime , f ; ‘ ) ----1 o0( 3d ao Se aad a owdered ____ oF is WORK. AL e have all worked, probably exceed $1,000,000. Guage 2 et zg won art ; coats 36 Cuntharades: po 2 3 D5 50 sut every man who travels ought t fc fae wena like : 2 : Guaiac, powdered @1 50 POEINREGE =o Oe Ee Calomel 2 22@2 30 be doing his share to spread A Of the personality only $434.27 “ee LOG @ 85 Wormwood -_ 20 00@20 25 Gansicum Vee, 45@ 50 the gospel of hard work as the only cash. The only other item in the in- Se FS sheticns Carmine ——---—- 7 50@8 00 é < > l i otassium Cassia B oe «= path to salvation. In every town to- Ventory, besides stocks and bonds, Myrrh, Pow. --. _@150 jicarbonate 55@ 60 Cloves poe 870 73 ay Lada 4a. / ' a a ae ee : ee ee airomets 6 & Chalk Propasea” iam is day there are men who are waiting was one of two automobiles appraised rice ad. 13 00@13 60 SBichromate --_-- 47@ 55 Naik rrepare g in idleness for business ick at ¢o9 - . : Opium, powd. Is 00@ Bromide 75@ 80 Chloroform ______ 63 72 1 pe a siness to pick up at $5,200. The remainder was repre- Cus, gran. 18 Nei - Cachonsia 65@ 70 Chloral Hydrate 1 70@2 10 again, ¢ re > > : % << S ee ov J ‘} a cmaetn 22) f ‘ocaine 5 it conversation “that adds “grains sented by securities. ‘They show that RRSIRe sigaaneay BE EMlorates sai: RG. ocine “Ge ahs op 7 at adds > a : Fine : , rate, xtz or : é ou naw : Re : : . er ite Stoneburner was a liberal investor Tragacanth -_.. 4 50@6 00 WOWwe: 2... 28@ 35 Corks, list, less 40%. Own depression and tl " ¢ é fat OL Other 3% l ey : Tragacanth, pow. _@400 Goanide 22777777 30@ 50 Copperas __.... 3@ 10 men, and it would put us a long way in the issues of Baltimore city and ‘Purpenatine —..___ 35@ 40 lodide 2. 3 80@3 90 Copperas, Powd. 4@ 10 forward if every such man would find Maryland counties and in the securi- Insecticides fe + oe 2 han fou oa” . 2 ray : si : A s ies Pee 3 ; *russiate, yellow o0@ ta es < é 52@ ) ee bce my oad beads or quit talk- ties of municipalities outside Mary- a wi 6 = Pruaitaic. a 1 10@1 26 6Cuttlohbone 70@ 80 u : > k ; x “ ue Vitriol, , : a. re *xtrine ee Pe ROW of no better land. He was a holder of large Bine Vitriol. leas 10@ 15 Sulphate -----~- @ % Destine ee dae 15 indirect-business-builder than for you . Bordeaux Mix Dry 18@ 38 ao cave © ia So to assume the bright side of life, and blocks of gilt-edged bank and trust Hellebore, White Roots aaee Pruett. 39 10 get back that optomistic spirit which Company stocks as well as the issues a oT. eeoee 228, = Albanee 1 ae = Epsom Salts, bbls. @04% was characteristic of our sales force of railroad and industrial: corpora- 1.04 ateenate © 35@ 55 joe 301 00 mane eae "a. a almost all of last year. I am afraid tions. Lime and Sulphur ,. Hlecampane, pwd 35@ 40 Flake White _... 15@ 20 that most of you do not realize what Dry ---------- 12%@ 27 Gentian, powd. 27%@ 35 Formaldehyde, lb. 25@_ 30 a wonderful help this is to you and All in H Paris Green -.-. 483@ 58 Seer, Atriean. 290@ 26 Gelatine ---_-_- 2 25@2 40 your house. Keep up a good front, y : in arial eh ! _lce Cream Ginger, Jamalen 50@ 55 aeeraaae: full come 60.10%, and remember your comments on I wear everything in harmony with Arctic Ice Cream Co. Ginger, pati us Glauber Salts, bbl. @03% business very Pic ye verythi Is fear i a eS Bulk, Vanilla... 1 25 powdered -_.. 50@ 55 Glauber Salts less 04 10 ee is, “that it is . else I wear,” said the Ex tat eee Ee oka pow. 8 50@8 8 Gan wecee fein ‘ ays ; quisite. Bulk, Caramel ______ 45 Ipecac, powd. -- 9@b Glue, Brown Grd. 19@ 25 “Altl . “Well ll,” said tk ic friend Bulk, Grape-Nut --.. 1 35 Licorice, powd. 35@ 40 Glue. White _._. 33 40 _ ‘Although there are only twenty- ee WEN Gale Oe CANT RENG, «=e auauhears "1 Licorice, powd. 40@ 50 Glue, White Grd. 35@ 40 sae letters in the alphabet,” writes looking at the boaster’s lower limbs, an aoe -- 1 z foe en re a Greer -------- 1 a3O2 < } - ade : AAT a | Vanilla , 2 Se . ae Reeder, the well-known “T understand now why you wear Brick, Chotelate 1146 Rhubarb Ot 50 a 5 70@5 90 shoe salesman, there are 250,000 bowties. And if you try to match Brick, Caramel ----—- 160 Rhubarb, powd. @1 50 fodoform _______ 7 00@7 30 words in the English language, and ‘ Brick, Strawberry --. 160 Rosinwood, powd. 30@ 35 Lead, Acetate _- He 30 while there are many reasons why your mind and your skull I am sure Brick, Eutti Fruit! _. 1 60 Saree en. mays ee 140 Lycopodium ---- 5 25@5 60 y e 1 x ‘ : rOouUnG ......... ° POACG oo 7 merchants are not buying as liberally you eat calf’s brains and wear ivory Piper Ice Cream Co. Sarsaparilia Mexican, lass, powdered $301 00 me there are reasons why _ garters.” Be ae ‘ae oa oc a: 350 40 nore hn ee 73 rey shou d anticipate their require- Bulk, Caramel __... 130 Sdquills, powdered 60@ 70 Nee vai @ 30 co ~ their bread and butter shoes Bulk, Grape-Nut _____ 1 30 cee ae ~ . Nux Vomica, pow. 26@ 35 if they desire to remain in business. Bulk, Strawberry -... 135 Valerian, powd. 756 Pepper black pow. 32@ 365 Retail merchants realize that business Si S of the Times Lert Be nhl lt = : a Seeds Pe aa 159 ’ BS Pacing a aie Gis , Veniila Pitch, 5 is already beginning _to be better. gn meee, Choceiats .. £66 Anise _....... 33@ 35 Quassia ___.__.__ 12@ 15 There is a noticeable improvement in Brick, Caramel __... 160 Anise, powdered 38@ 40 Quinine ________ as 12 my territory. I am continuing to Are Brick, Strawberry .._160 Bird, 1s ..._..._ 13@ 19 Rochelle Salts _. 45 50 yreacl aa aot Brick, Tutti Wruitti 1606 Canary _....... 10@ 15 Saccharine —____. @ 38 preach quality, an am proud of the ® e Brick any combinat’n 160 Caraway, Po. .30 22@ 25 Salt Peter _..... 20@ 30 fact that I have been instrumental in Cardamon --.. 2 00@2 25 Seidlitz Mixture 40@ 45 1; : Leaves Celery, powd. .45 35@ 40 § 2 35 yersus 1 Z “he re Celery, rd. .40 5 Soap, green ..... 5 nei 4a ee oe oe to keep Behe 2. @4 00 Coriander pow. .25 16@ 20 Soap mott castile 22% 25 ag out of the mud. ‘ muchu, powdered @4650 Dik | 5 25 Soap, white castile Transatlantic Trad lished } Progressive merchants and manufac- Sage, bulic Hae. 10 Benne 30@ 40 CHhG 8 00 “oe he : ade, pu : ishe ay turers now realize the value of Electric Sage, % loose _. 72 7 Wee 08@ 13 Soap, white castile the American Chamber in Berlin, ans- Advertising. Sage, ee ae, “ zee, ground .... 08@ 13 less, per bar —___ 00 wers two questions about th i : : senna, Alex. —.__ 5 ‘oenugreek pow. 10@ 20 Soda Ash ________ 05qw 10 Be aa d sat ge t c daily We furnish you with sketches, prices sepa, lind, ... g0@ % Hemp 0@ 18 Soda Bicarbonate 4 10 expenses of a traveling man in tl uaa @ - see. Man mm the and operating cost for the asking. Senna, Tinn. pow 35g We EON ene 2 50@2 75 Soda, Sal -_____ 5 /nited States and in Germany as fol- iva Urat 2. 20@ 25 Mustard, yellow 18@ 25 Spirits Camphor @1 50 lows: “He should have at his dis- Olls Sueares black.. 30@ = corer. bcd ie 7 i oe SS : : - -oppy -------, 30@ 40 Sulphur, Subl. -..4%@ 10 posal at least thirty ‘dollars a day THE POWER co Almonds, Bitter, Quince ..._.... 1 25@150 Tamarinds __.__ zo@ 30 in the oe eae At the ab . awe a 16 00@16 25 +o ape Sa ae = Tartar manetio 1 03@1 10 rate of exchange (the month then ‘ monds, er, Sabadilia _ ‘urpentine, Ven. 50@6 00 being Movenibe-} iis aanounta tc Bell M 797 Citizens 4261 artificial .... 260@2 76 Sunflower ...._ 7%@ 15 Vanilla Ex. pure 1 50@2 00 2.010 k Ak : Almonds, Sweet, Worm American 400 60 Witch Hazel __ 1 60@2 15 ’ marks, n American traveler in ue 175@2 00 Worm Levant 2 00@2 25 Zinc Sulphate _. 10@ 15 36 ing, and are intended to be correct at time of going to press. MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mail- Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prions at date ” ae ADVANCED DECLINED Cheese Coffee Galv. Tahs Currants Lemon Peel Orange Peel Tapioca Rice Rolled Oats Galv. Pails AMMONIA Clam Boulllon CIGARS Arctic Brand 12 oz., 2 doz. in carton, ner A058; $1.65 Moore’s Household Brand 12 oz., 2 doz. to case 2 70 AXLE GREASE 25 Ib. pails, per doz. 27 10 BLUING Jennings’ Condensed Peart Small, 3 doz. box -_-- 2 56 Large, 2 doz. box -..._. 3 70 BREAKFAST FOODS Cracked Wheat, 24-2 4 85 Cream of Wheat ----. 9 00 Grape-Nuts __.______ 3 80 Pillsbury’s Best Cer’l 8 10 Quaker Puffed Rice_. 5 Quaker Puffed Wheat 4 30 Quaker Brfst Biscuit 1 Quaker Corn Flakes 3 Ratston Purina —_.__ 4 00 Ralston Branzos ---- 3 Ralston Food, large -- 4 Ralston Food, small -_ 3 20 Saxon Wheat Food -- 5 Shred Wheat Biscuit 4 Kellogg’s Brands Toasted Corn Flakes 4 10 Toasted Corn Flakes individual __........ 2 00 Krumbecs 410 Sack _....... 2 00 Denke _........_._...- 2 60 Krumble Bran, 12s -. 2 25 BROOMS Stanard Parlor 23 Ib. 5 75 Fancy Parlor, 23 lb. 8 00 Ex. Fancy Parlor 25 Ib. 9 50 Ex. Fey, Parlor 26 lb. 10 00 BRUSHES Scrub Solid Back, 8 in. -... 1 60 Solid Back, 11 in. _.. 1 7% Pointed Ends —....__... 1 25 Stove nO 2 110 NO. 8 1 35 Shoe Me 2 _ 2 NO 8 1 26 os 2 BUTTER COLOR Dandelion, 25c size -. 2 80 Perfection, per doz. -. 1 76 CANDLES Paratine, ss _..____ 17 Paratine, 12s ....._.. 17% Wixine —............._ 60 CANNED GOODS Apples 3 lb. Standards ----@1 50 NO. ae ee @5 25 Blackberries 3 lb. Standards ..... Na 0 2... @5 25 Beans—Baked Brown Beauty, No. 2 1 35 Campbell, No. 2 ---- 1 50 Fremont, No. 2 —..... 1 35 Van Camp, No. % -- 70 Van Camp, small ._.. 1 10 Van Camp, medium-- 1 55 Beans—Canned Red Kidney —---- 1 35@1 80 Stri 1 3 30 2 70 2 35 10 Burnham's 7 oz. Corn standard ‘ 2 560 % National Grocer Co. Brands El Rajah Epicure, 50s 95 00 110@1 75 “El Rajah Epicure, 25s Q7 00 Country Gentmn : os 90 Y El Rajah, Longfellow, Maine @2 2 ¥ S06 95 00 N Faraday Rothchild, : Hominy % iixtra, 505 0 00 Van Camp 140 ¥ Faraday Rothchild, Lobster Imperiales, 50s ___125 00 4 ib. Star 4... 3 00°¥ Faraday Rothchild, is ib. Siar 2 550 % Junior, 50s —____._ 55 00 bib: Star 10 50 & Faraday Rothchild, Mackerel - Panetelas, 50s ___. 95 00 Naintand, 1 ib. 1 80 } Faraday Rothchild, Mustard, 2 ab 2 80 % Monopoles, 50s --. 95 00 Soused, 1% ib. 1 - Faraday Rothchild, pousea, 2 ib. 2 76 ¥ Corono, 59s —._.- 0 00 : Mushrooms Faraday Rothchild, Choice, 1s, per can -. ® Royal, pOs 93 00 Hotels, is, per can _. Mungo Park, See oy Perfecto, 50s ...... 75 00 Sur Metra oo 3 “Mungo Park, Piums 5’_ African, ie 90 00 California, .No. 2 .... 3 00 ; Mungo Park, _. Pears in Syrup swonGer, S08... 92 00 ee ee 450 “Mungo Park, California, No. 2 ---. 460 °' Gold Stand, 50s __100 00 % Mungo Park, Peas - Gold Stand, 25s -.105 00 Marrowfat _... 1 35@1 90 .Odins Monarch, 60s_- 65 00 Early June ---. 1 35@1 90 » Worden Grocer Co. Brands Karly June sifd 2 25@2 40 Harvester Line Peaches # Record Breakers, 50s 75 00 Meimonico, 60s 75 00 California, No. 2% 5 00 Eig Of 7 California, Now 1 3 28@2 15 ee. on ee eter ets ton ee » 8 ca (Tins) 608 2 75 00 Pineapple After Dinner, 50s _-_ 96 50 Grated, No. 2 -.3 75@4 00 — No. 2%, Ex- oo 4 75 Pumpkin Yan Camp, MO. 3... 2 Van Camp, No. 10 --- 4 50 Lake Shore, No, 3 —.. 1 45 “Vesper, Ne: 10°°._.. 3 90 Salmon Warren's % lb. Flat 3 00 Warren's 1 lb. Flat -. 4 85 Red Alaska é Med. Red Alaska 3 Pink Alaska 1 Sardines Domestic, %s -- 5 50@6 00 Domestic, %s —- 6 50@7 60 Domestic, %s -- 5 50@7 99 California Soused ---- 2 00 California Mustard -- 2 00 California Tomato -. 2 00 Sauerkraut Hackmuth, No. 3 ---. 1 50 Silver Fleece, No. 3 1 60 Shrimps Dunbar, is Gaon. ——.. 2 45 Dunbar, 14s doz. ---- 5 00 Strawberries Standard, No. 2 ------ 3 75 Fancy, No. 2 —...-. 5 50 Tomatoes BO. 2 oe 95@1 40 No, 6 oe 1 75@2 2 | No. 1 @6 CATSUP Snider's 8 os. .-..... Snider's 16 os. ———-— : e Royal Red, 10 oz. ---. ¥ ¥ Favorita Extra, 50s_ ae a Presidents, 50s _--__- Governor, 50s (foil) 130 00 Soberanos, 50s — 175 00 La Azora Line 60 } Operas, 50s (tins) “ 50 Washington, 50s 5 00 Panatella, 50s (toil) is 00 Cabinet, 60s 5 00 Cabinet, 258 —....__ 100 00 Perfecto Grande, 50s GoD: 97 50 Pais, 60s, Coll) —.. 9% 00 Imperials, 25s (foil) 115 00 Royal Lancer Line FPavorita, S05: 75 00 y;imperiales, 50s ---.- 95 00 * Magnificos. S08 112 50 Sanchez & Haya Lines Havana Cigars made in Tampa, Fla. Dintoknn tions. 50s a 00 Mosh, 508 5 00 Bishops, 50s —........ ie 00 Reina Fina, 50s (time) 1 ’ Queens, 50 Worden oeciaia. 25s ibe 00 Ignacia Haya Extra Fancy Clear Havana Made in Tampa, Fla. Delicades, 50s. ______ 120 00 Primeros, 50s ....._ 140 00 Gassen 2 * er New Pessina. 100s 60 00 Starlight Bros. La Rose De Paris Line Caballeros, 50s ~-_-_- ze : Rouse, 50s... 1% Peninsular Club, 25s 150 00 Palmos, 258 _........ 175 00 Pertecto, 258 2 195 00 Rosenthas Bros. Royal Red, Tins ---- 3 00. R. B. Londres, 50s, CHEESE Brick 2. 29 Wisconsin Fiats ~~~... Lparoner 2... z9 New York 30 Michigan Full Cream 24 CHEWING GUM Adams Black Jack ---. 70 Adams Bloodberry ---. 70 Adams Calif. Fruit -.. 70 Adams Chiclets ~~. —- 80 Adams Sen Sen -..... 70 Adams Yucatan —..__... 70 American Flag Spruce 70 Beeman’s Pepsin ~---.- 70 Reem 75 Doudviemint —._......... oe AD Juicy Frait _..._ 70) Spearmint, Wrigleys ~ 70 Zeno CHOCOLATE Walter Baker & Co. Careces -- 48 Premium, 4s —........{ 44 Fremium, 8 ~.......- 47 Premium %s8 -----.... 44 Premium, %s8 ~-.-...... 4 Tissue Wrapped -_ 60 00 R. B. Invincible, 60s, Foil Wrapped -___ 75 00 Frank P. Lewis Brands Lewis Single Binder, 50s, (5 in foil) ~-. 58 00 Union Made Brands foil 75 00 10 La Yebuna, 1-40 _.. 70 00 Our Nickel — El Overture, 50s, El Dependo, 100s _. Samo, Other Brands oe Outs, 100s —. 50 00 B. i., 50 Bo 58 00 Boston Straights -... 58 00 Iroquois, 508 58 00 Knickerbocker, 50s —_ 60 00 Trans Michigan, 50s_ 60 00 Hemmeter Cham- pions. 50s 60 06 Court Royal (wood) 50s 61 00 Court Royal (tin) “25s 61 00 Templar Perfecto, oe oa CLOTHES LINE Hemp, 50 tt. "‘wisted Cotton, 50 ft. 3 25 Twisted Cotton, 60 ft. 3 90 Braided, 50 ft. -___-- 4 00 Sash Cord 2] 2 60@3 75 COCOA Rakers ts 222 52 Makers 4S 2. 48 HBunte, 15¢ size --- 55 Bunte, 4% 1s. --_= 50 Gunte, 1 1b. 222 48 (Sevelanad = 2 oo 41 Colonial 5 220 35 Colonial. 4S 33 Droste’s Dutch, 1 1lb.__ 9 00 Droste’s Dutch, % Ib. 4 75 Droste’s Dutch, % lb. 2 00 Hops 2 42 Hersheys, 48S 42 Herseys, Huyler Lowney, 4% Lowney, % Lowney, Lowney, Van Houten, Van Houten, Van Houten, Van Houten, Wan-Eta Webb Wilbur, Wilbur, %s COCOANUT 8; 5 lb. case Dunham 50 %s, 5 lb. case %s & %s, 15 Ib. case 49 6 and 12c pkg. in pails 4 75 Bulk, cans Bulk, barrels 48 2 oz. pkgs., per case 4 15 48 4 oz. pkgs., per case 7 00 COFFEE ROASTED Bulk Bie 2 ee 13 Santos: 00 19@25 Maracsaino 2. 24 Mexiean oo 28 iuetemam 2. 26 Jaye 2 46 Boro. 2. 26 Peaperry 22... -. 24 Package Coffee New York Basis : Arbuckle 23 00 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 N. ¥., per 100 0% Frank’s 250 packages 14 50 Hummel’s 50 1 Ib. -- 10% CONDENSED MILK Hapio £605. 22. 12 65 Leader, 4 doz. EVAPORATED MILK Carnation, Tall, 4 doz. 6 65 Carnation, Baby, 8 dz. 6 00 Pet, Tau 2 6 60 Pat Bapy —...-- 4 50 Von Camp, Tall ____ 6 50 Van Camp, Baby ---- 4 50 Dundee, Tall, doz. —- 6 60 Dundee, Baby, 8 doz. 6 00 Silver Cow, Baby ---- 4 45 Silver Cow, Tall .__ 6 60 MILK COMPOUND Hebe, Tall, 4 doz. ---. 4 50 Hebe, Baby, 8 doz. -. 4 40 Carolene, Tall, 4 doz. 4 25 CONFECTIONERY Stick Candy Pails Horehound 2. 21 Stanugara 0 21 ~ as Boston Sugar Stick. 39 Mixed Candy es Pails Broken 2 ae nm Lost 2 soe Groovers 14 Kindergarten -----~~-. 25 eager oo 22 Century Creams ---- . LO French Creams —----- 23 Specialities Pails Auto Kisses (baskets) 27 Bonnie Butter Bites_. 32 Butter Cream Corn -. 30 Caramel Bon Bons -- 35 Caramel Croquettes —. 28 Cocoanut Waffles -_. 28 Cony TOHy oo 35 Fudge, Walnut —_-._. 30 Fudge, Walnut Choc. 30 Iced Orange Jellies -. 26 Italian Bon Bons -... 24 AA Licorice Drops 51D Dek a 2 00 Mancnus 200 26 Nut Butter Puffs .... 28 Snow Flake Fudge — 27 Chocolate Pails Assorted Choc. ..... 29 Crain pion ee 24 Honeysuckle Chips -. 39 Klondike Chocolates... 36 NaDORE 2a 36 Nibble Sticks, box 2 = Nut Waters ...... Ocoro Choc. Caramels 33 Peanut Clusters —_--.. = Quintette Victoria Caramels —... A ~ Gum Drops Champion (oo 21 Raspperry 2 22 Tavorie 2 25 Supprior 2.25 24 Orange Jellies ~------- 25 Lozenges A A Pep. Lozenges --. 20 A A Pink Lozenges-_- 20 A A Choc. Lozenges_ 20 Motto Lozenges ------ 23 Motto Hearts 2.2 =. 23 Hard Goods Lemon reps 2.2 24 O. F. Horehound Drps 24 Anise ‘Squares .—-—_. 24 Hock Candy, 720-20 32 Peanut Squares —----. 22 Pop Corn Goods Cracker-Jack Prize -- : : Checkers Prize Cough Drops Boxes Putnam Menthol ---- * > Smith: Bros. —2. Putnam Men. Hore Mound: oe 1 80 CRISCO _n 249 and 125 2. 2416 6 ibe 19% COUPON BOOKS 50 Economic grade -. 2 50 100 Economic grade 4 50 500 Economic grade 20 00 1,000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR Gib. boxes 2) 65 3 40. boxes 22. 66 DRIED FRUITS Applies Evap’d, Choice, bik... 12% Apricots Evaporated, Choice ~_-- 30 Evaporated, Fancy ---- 35 Citron 18 16. Box 20 o 52 Currants Packages, 14 oz. 2 Boxes, Bulk, per lb. 2 Peaches Evap. Choice, Unpeeled 24 Evap. Fancy, Unpeeled 26 Evap. Fancy, Peeled -_ 28 Peel Lemon, American ------ 32 Orange, American --. 33 Raisins Fancy S’ded, 1 lb. pkg. 27 Thompson Seedless, 1 ib. phe. 2 Thompson Seedless, bk 26 California Prunes 80-90 25 lb. boxes --_@11 70-80 25 lb. boxes ~-_@13 50-70 25 lb. boxes ~--@15 50-60 25 lb. boxes ~.-@I17 40-50 25 lb. boxes ~-_.@20 30-40 25 lb. boxes ~..@24 FARINACEOUS GOODS Beans Med. Hand Picked -- Ba California Limas -_-. 10 Brown, Holland ~-... Farina 25 1 lb. packages -_-. 2 80 Bulk, per 100 Ibs. ~.-- Hominy Pearl, 100 lb. sack — 5 25 Macai oni Domestic, 10 lb. box 1 20 Domestic, brkn bbls. Skinner’s 24s, Golden Age, Fould’s, 2 doz., 8 OZ. 2 00 Pearl Barley Chester oo 6 75 Peas - Seetcn, 1). 2. - 4% SONG, 10, oo a Sago hast Indie 2. 9 Taploca Pearl, 100 Ib. sacks -. 8% Minute, 8 oz., 3 doz. 4 05 Dromedary Instant, 3 doz., per case 27 January 12, 1921 FISHING TACKLE Cotton Lines No. 2. 1b feet 2. 1 45 No: 3. ip fect: 2 190 NO. 4, 40 fet oo. 1 85 No; 5, ip feeb 22... ... 2 15 No. 6,15 feet 222. 2 45 Linen Lines Small, per 100 yards 6 65 Medium, per 100 yards 7 25 Large, per 100 yards 9 00 Floats No. 1%, per gross —. 1 50 No, 2: per press =. 1 75 No. 2%, per gross —. 2 25 Hooks—Kirby Size 1-12, per 1,000 —. 84 Size 1-0, per 1,000 -_ 96 Size, 2-0, per 1,000 __ 1 15 Size, 3-0, per 1,000 __ 1 32 Size 4-0, per 1,000 __ 1 65 Size 5-0, per 1,000 -. 1 95 Sinkers * No. 1, per gross... 65 No. 2; per ross —.... 72 No. 3, per gross: 85 No. 4; per Sroess. 1 10 No: 6, per fross o.... 1 45 No. 6; per gross —_.._ 1 85 Wo. 7, per gross .. 2 30 No. 8 per gross 3 35 No. 9, per 2£ross ._.._ i 65 FLAVORING EXTRACTS Jennings Pure Vanilla Turpeneless Pure Lemon Per Doz. 7 Dram 20 Cent _._ 1% Ounce, 25 Cent —- 2 Ounce, 3i Cent —. 2% Ounce, 40 Cent —_ 2% Ounce, 45 Cent —_ 4 Ounce, 65 Cent --__ 8 Ounce, $1.00 7 Dram, 20 Assorted__ 114%, Ounce, 25 Assorted oH DW OTN OO or o Van Duzer Vanilla, Lemon, Almond, Strawberry, Raspberry, Pineapple, Peach, Coffee, Peppermint & Wintergreen 1 ounce in cartons ~_ 2 00 2 ounce in cartons —. 3 50 4 ounce in cartons -. 6 75 $ ounce oo 13 20 Pints 2 26 40 Duarts 2 51 00 Galions, each = 16 00 FLOUR AND FEED Valley City Milling Co. Lily White, % Paper SACK ge 11 50 Harvest Queen 24%s 11 75 Graham 25 lb. per cwt 4 80 Golden Granulated Meal, 25 ibs; per cwk. = 2 90 Rowena Pancake Com- pound, 5 lb. sack —_ 5 50 Buckwheat Compound, 5 lb. sack 5 Watson —— Milling New Perfection, %s 11 25 Meal Gr. Grain M. Co. Bolted) 22 3 80 Golden Granulated -. 4 00 Wheat No. 1 Bed 1 No. i White 0. | 173 Oats Michigan Carlots —.---- 55 Less than Carlots ----. 60 Corn Cariots, 2 $5 Less than Carlots --.. 90 Hay Carlos 36 00 Less than Carlots -- 30 00 Feed Street Car Feed --. 36 00 No. 1 Corn & Oat Fd 36 00 Cracked Corn Coarse Corn Meal -- FRUIT JARS pts., per gro. qts., per gro. % gal., gross can tops, gro. 2 85 Mason, Mason, Mason, Mason, Ideal Glass Top, pts. 10 00 Ideal Glass Top, qts. 12 00 Ideal Glass Top, % Ralion: 2... 16 00 GELATINE Cox’s 1 doz. large --. 1 45 Cox’s 1 doz. small -..__ 90 Jello-O, 3 doz. Knox’s Sparkling, doz. 2 25 Knox’s Laurel rh on. eRe 1 35 wire handles ne za gy NS ae ag ass 4 Mi Se 4e Hae = oe L ° Unwashed, ta Barre |’ ae Fez R ce 30031 lagen ot 8 for 85 Marjoram, aves oe ; 25 on Men sh eee M e d, rej ium a Small 0 eoey iH ICE lb. ie 64 a eevee 25 Market 1andles band laclick Gaal ws ects... ei 5 oail barrels _. ai Paoeg oF James § SOAP ass 85 Thyme, i oz. ee = Market, drop 8 a - a a 0 alion free roker de 2104 Ameri S. Ki meric a Sp rket, single e stone 2% ‘n oe kegs 2a. or eo sae cirk & Com if ME Go 8 Solin. large Randle 110 BS eayy Onerkine ea | 0 rs = se ie: i en = pre - oo bane B saren nike OATS Rise Wve SBE cc et fusk e3 or bee Half barrels - a ten, TS > iia oe i AR , median ———. 0 oe 50@ . i pn ary bls. Proc <6 Kings ee 8 75 hue @5 1 50 on kegs __ a teel vena, bb oo 635 gsfo Cor cee Re sich pri 75@5 00@3 a 1 09 Mo 1 Cut, 1 a bb 70 iv 5 box & ¢ 5 Muzzy rd. 40 n ‘ ~ § 00 ices 0@25 oe 500 & narch,_ 00 Ib. sk 7 oo 1 lots amble Ptitea: 1 Ibs E utte on @05 oO uake 90 It sks. iE al 100 6 , assortec Ar dered ‘eee 1 cscan r Pla prime Bar Sw 0 Guiker 18 R » sack 4 00 Ivor Soap Fils ne ted rgo, 48 : barre pkgs 1% aba M tes Airli HON Halt eet Sma r, 20 a s 3 25 pad Soap “iks., i00s 71°75 § I ib. ih el 9% r nn a EY 5 ga aa . SA en rr ae Fiks., $08 900 S gs. 37 ‘ime 1 ring ai N 10 lion k ce Colur LAD ca 8-26 io a w cakes 50s 4 60 ilver G Kingsf 9d N ard Em ne cp a. tao. 1 09 «Col nbia, _PRES oie 00 cal Vhite 2 4 x loss, ord No. 8-5( co Di ’ oO. rk FF 6 00 T umbi le SIN Star 1 akes 4 apth 70 40 No -o0 ex shes H Fete os fit yu ia, pin G Star 00 No. iL a . | 10. 5-0 tra Per Onee LE 5 50 6 50 - e's ie aoe Te 96 ao ow at caman 6 Argo, 48 Gi b. 11% No. oe cae sm ca Oz R 8 ke ar 2 2 tar N p. P ca 40 Ar 48 ° N 50 ll ez rt A 2 Co e I e¢ ge, tote o r Ne w ke rg 1 $s Oo. 50 md’ ca 14 eae DISH 5 b, 3 do IPES Durkee's med. 1 doz. 4 00 ap. a — 6 40 aa 12 3 Ib. pkgs eg a m re 1 S Pu ao. 16 z. in bo Snider's Picnic, doz. 5 05 Laut r., 248 - 3 35 Silver g 5 Ib —. _ 8 i No. Za. astra canton 1 63 oe ews eee x -. 125 ider’s small, 1 ee 8 - a a tz Bros. | & = § eg Silver Gloss, pkgs. -™ an, foeea 4 1 3 il oo St c all, 2 oz. 2 sig Ma cak Cc ‘loss, 5 3 Ibs. 3 40 10, Mar 0 car 2 40 Je ; 30 Ib No. 80 eamb ARD 26d 40 Clin ster, es oO. a, 22 ibs. amn ton 1 8 LiL a Pi 8, oa s Pac SA oz. 1 Cli 1ax, 100 oe q} 11y, 10th 65 ce. oe “Bieyele “<-. 4 64 eae = Soyee WO biodka $09 18 3 eta meen wale am oe an & OO Tyan qd H ss. -1 Oak ? Whi ae 6 G 32 . pac zy Barre , > gal ns Se dot amm in b ak Le hite, 80 cakes 00 12 3 Ib. ackage 3 t el, 10 . on 2 a a. eae a ibis oe %8 ca 3 75 toa Tae foo. one e = 50 gee pac kages name 9 " eat oe on a 2 40 1 or outa per aie sat 008 “sede — =e “eal ie 8 = oO , OZ. R Soe Gra D T 160 Se anes ial P 02. bo ttles, per doz 1 75 B OvISsIO 7% 86Gr nulated, ” Ble radesmé Os 8 is --- 1% E'scz Clo ints ttles per d -o 0 G arr NS ~ anulz b lack nan C 0 scar the Quaris: py — ao é = oot = ia Pork Granulated Logg a * — paws ‘ompany Ba SYRUPS “ 1aba hee Pine G per oa 0 50 Cl t Cut Cc oe a nacka re 36 ¢ bs cs 50 slack awk. ne be H rrels Cor NO. 60-2 Co actu Aaa donc 18 ear F Clear 34 00@35 ges 21% s 2 75 , Hawk. fixe tae 4 60 ale Mince n No. 3¢ 24. Wre ring ns, pel per dos. 3 00 amily 28 00@ 30 opr Ib. ; , Box c , te xs 4 Blu iene No 30-24 ‘rappe , per doz a 00 ¥ 4 @30 ---- ioe oe fon be 25 a” K els ---- : ae we ed 0 Z. 0 00@4: 0 -- ome ains 7 xs 4 ae arrels ————2-——-- 75 50, W apped _- 5 acme ae : oe one en a, oo rapped #19 N N 5S > DP ¥y Ss in ase re able 33 de eas a a a i ua © Te one Such, 3 MEAT P Bellies alt Meats 56 Ib. Papen nick sah ee i aig . 244. 2 ca Ne? aaa 15 Quaker, 3 oe -- 26 00@28 0 ye Sapolio, gros i in. a are No. 5. da a No. 2. Stay anes --- me ~--- Se vs 72 un we 7 ae NO ' ¢ = i ee oe 80 Ib. t Lard : ae Common — Saballc halt. a net Hare ht ' _ 415 No. 2’ Star Carrier -- 6 00 MOLASSES Pure biagap uv edium — Fin Sacotie. waa 6 lot: 12 50 oo ro, No. 1%, 2 1 ae asa’ 00 BF N ASSE Es, compo oo ine oe HY Quee io, han e box s 6 30 a en we %, 2 95 UBS mre 8 00 ancy Oper oO e on oT ae -~- 309 © ee es 3 15 doz. Oo, No. 2% y 16 0 Gea rleans oo oe eg eee —«- § 36 ow Maid, ¢ ca cane 3 15 Red Kero. 0. 2%, 2 sis C ° Raea uel Kettle 20 Ib. tubs ____advs @12% aid, 60 ca cans 3 15 Red o> o O'Clock wo 8 epper poe oa : 1202 cotton "asa hs ld $ 23 aes wee @ 22 Gat we on _ ‘onat —~ >a otto mia Walnuts, Spanish “~~ 13 California Hams ete ae oe 100 “pkgs. 360 Tobas Mint ny small “3 35 n mop heads 2 80 nuts, salifornia - 25 ooo oiled S17 ee Rub- roe eae 6 50 eulaud = om cet or ey | : s 2 85 ae 29 Boiled Hat ----- 34 a »- More 30 pkgs. 7 - Ant, larg ogo n-- 2 50 1) qt. Gal Pails Alm s pes “Sate Bate ge en Per c ices 5 5 at. pe bs io 2 oe Se aeeeed on rien - ae @4o Five ase, cu NSERS. 50 apers o ee Z 40 oe Gai cae ea aw pid ib. box Spanish, oa 3 @ 40 fe tots 3 80 ITC ee uivanized ———~ 3 09 100 s, S oe Lit ogna sages ae 30 HEN in 0 semen 9 " P Ib pan -- 2 siver --- Ss a +¥ o 75 eanuts, bbl. ish, 7 ranks eh eae ALT FISH Me EA Esca _ Tooth 200 Ib. aaaatah Por fgg 1 aia Co ediu Ja nab pic Roa eeeniet --- 25 ose ... i Middle . Z Choice -_—- sie N a Manuta Walnut ---- : ae meas wannnananan= 206 a Tablets ---- R B. ane ee 3 No. 48, E Co. ifacturin ene 24% crondce Seat a imi Tablets, 1h Backed anaes eas nada i mace ’ Cigna adch oe oo € rs Exes aaa ske -Fire on om eam ot 5 N . 50-2 omc a nanan Bulk’ 3 oo fae 55 Bese Geo sa ey od boxe Faas ---- re eee Med’m s0@T6 Pees. 100 aeoe a 3 8s k = pt gee 0 No. -Fire choic 500 E ae 3 75 Ss . 5 egs Ce Ho 3 Sifti 1 Ni ed F< ce eme uae Stuffed, 344 kegs => 6 50 Be = Sta land Herri Sestiene’ a vibwcntend n T " 7 a a 9 . c ach 10 50 aca eef Y ndards, i ring siftings, ae oo @65 a “a raps poole ae 5 : ores ; \e eta ¢ siOus ty TOO en — stuffed) ' a oe z bi M26 ( Siandards, | k 8 oe _ Mo Gu pkgs._- es Mouse, wood : ec Manzanilla ao 25 00@28 ee . M., k — aes npowd tat, oe 5 aan 60 , ~--- 00 egs on Moyt , Medi er Ra ood hol 9 anor 10 San 30 ; Se ae ine, Ch dium ¥ . a. 70 Queen: i oe oar eg 6 a pee ig’s Feet a 1 J etea a ¥ cane : fouse, spri — “3% Q iu eS 00 ls oe oe & KK ng crus Spo as oung H @45 ma 1 00 ueen, ‘amin h, 19° 26 r fe ie 215. § Ib. tS Norwa — ar ae N T aaa ye as idee Ce ere Sut is ve eo ol aa No. Olive Cc se aa moth, 23 1 10 an act ge na aH - waa 35@40 No 9 eal pe how, oe ie Du Bo anes Forn oO 50@6 N a 2 ae wo r doz oo 75 e 17 50 ned, 10 ohne pe 7 10 oc Gatena Qo 3 o 2 ae ee ae iy eee es. an . boxes __ 7 rmosé + ledi saree 3 — é 0 2 Red — Meat ee 20 80 ca ormosa. Choice _. 40@45 Mediur Fibre ————--— = 00 NUT 50 Corned rown B - No. 1 Trout 24 an cases sal anes ay “= Small n Pi woo - 33 00 BUTTER abate ce 24 egies —— 4. ~ lbs 2s, $4.80 per c Engl ° SEQ Guivaniaa ad | | Ov veal ian 24 so NO. 1. sieaptataig Bi Cc s er case cong ish é ized 00 - Set ae ~--- ‘ OE No. 1. 3 Ibs. --==---- _ oo bai Congou, Medium 4 3anne Washbo oat: sere 5 é: . ie 2 g i . ; eae a ‘ ard ° Virgin ser e Sausage, 1 80 So ee 8 ---- foe F oice 40@45 Bras r Glob s ; ginios, 94 1 age, E Mankeeh Ss -- 4 mngo ‘ancy ---- 45G 45 Gli ss, Sing - Potted. Meat ig ee ‘_ Mackerel : saspied Mae 3 u, Bx. Fancy 5060 Double Single oeneaess Potted Meat, a Tag 3 45 Mess, bog lbs Cloves, r jamaica. —- Peko Ce - 60@80 Single *Peerieda“—— : 50 : ? x —— , ine Cassi fae ; - a e “ or ree Asiaing i - 5 aa ee? i Mess; 8 ipa EBB Cassia, Zansibar “> ap Ps sates Nofiiern “Queen 19 Op 45 B So . No , 1 eases eg 3 ainge , ac tae »wer ; ‘h pe a 4 Sa rs > — 9 00 p aoe wy Not 100 tba 3 bo ginger ‘oles’ £2 @a0 wit 948 window cham = § 00 el-Ca 2 “une ee , No. £02 ae 85 Mace, — 0 55 Wi -~ 0 r- . h ee 1; bs. Ce ae 5 Mix P a @1 @6 4 $0 a Mo Brand okes puma 80 16 he = mr ae Mor 1 ee 20 Cott TWINE 0 ty in. indow Cleane 12 2 ip. ae case ple ee Tongues, 00 La or Mixed, on oe a7 Cotton, 3 ply cor ™ in ssi 7 é Slice ~---= . . ne cor — seas € he ily oe ea ~ ee ve enced B Carne, 48 1 22 % bbl ke Her Ratan gs, is doz. @16 ol, 6 ply alte oe 1 65 pails, Ms - --- Sliced acon 48 1 90 i. 166 ring Pp negs D-8 z. @45 ply Is ) ae 1 85 15 _ ie a. ane Bneon Bacon es 1 75 Ibs. - then aly ‘BI 105-110 2. ee .. 50 eee 2 30 a Ib. nails — liced peer aie ae co ee 7 50 Popper, ore es @38 Cid VINE or 7 in. B ood Bowl - pails -------W- -- ae e ce Son eM Q / . F ae 100 Th tee ————— ee 4 - 2 SEEDS Pepper: Cavenne.-—-— eo White Benton Ha 1? in: Batter —. : . tins Mi ---- 4 p peeling Suse. Hungarian @40 White Vine Harbo 7. in Butter ------- 3 00 ao Con ince Gardens aac ANieol e Gro lan on «(CS Wine, 40 g r_. 30 n. Butter ------— 7 ek foneees N Meat Giese hg ae ic tg 5 und in B e wine B > at 20 a 1 + Z oo o,f He cue alabar 1 10 Cs oves - amai ulk ( s Og In Se 12 t in Bak car. Mi mp, Russia: rly’ aia. zanzil ca Jakla grain 26 Ww 00 glass ers bric 2 00 Mixed Bi ussian __ ou Ging a, Ca ibar ____ @20 and V 29 RAP ue eck 31 Musta. Bird an au ao M er re nton a ge 4 O Cc inege Fibre PING uae ced Bird ———----- etre fri Rn @55 akl 0.’S ar & Pi N re, Mani P $00 Rape. d, yellow ——— 133% Mace, ee a3 crusade Pickle Butcl Fibre wae ic cauameeets = 16 ee peng * akland yon Co ider ear macros e 11 ae Pepper, mionseen @8s Packages 1 nas. 38 hers Malla ———- i8 Sel a es @34 no oe Ee eee - 12 Paprika Cayen ~~ 2 § w wit Magi YEAST : LA a ep — B45 - No. 0 ICKIN a. 2 CAK ngaria cal 32 No » per G sunligt doz E n. N ~ 2, Pe gross eee 3 de aiieliieiie - No. 2, cae gross ___- 70 yonat’ we 1% d a 2 70 2. 2 gros: cosine rd Yeas Foam doz. aoa oo er s 85 t ¥ sa oe gross ____ 1 25 oam, ind : 35 ---- 190 nt doz. 1 70 ee 35 an PRES , per doz SED i. MICHIGAN TRADESMAN np SPSS As as eh) - WOMANS WORLD — pean — PEO Se Bs Your Girl May Reach the White so casually the fact of motherhood, House. Written for the Tradesman. I don’t suppose Warren G. Hard- ing’s mother—or Woodrow Wilscn’s either—ever really looked into his cradle or watched him running in and out of the house and thought of the possibility that some day he would be President of the United States. If there are any mothers who really count that terrible responsibility as a thing to be desired for their babies. I don’t happen to have met them. The more I have seen of the burden that falls upon the man in the White House the less I have felt like wish- ing for such a load to fall upon any child of mine. But every time I think of that, I rebuke myself. What sort of mother is it that would shield her child, boy or girl, from the burden upon those shoulders in the years to come? This very day I looked a long time at a little boy who was rather bossing a group of other children. He was no ordinary case of boy bully; it was evident that a real superiority and genius for leadership were recognized by the others in that little fellow and the rest of them seemed perfectly will- ing to do as he commanded. I noticed even that he showed a sense of dis- crimination among the children, and seemed to assign their several shares in the game that he was directing with reference to his knowledge of their capacity. I have no gift of prophecy, but I know that that little boy, if he lives, ferty years from now will be some- where telling his fellows what to do and seeing that they do it. The White House is just a symbol. When you look down at your child in the cradle, or in your arms—how do you know what he will be? Or she? If there is anything in the Constitu- tion of the United States—except the fact that the President must own up to being at least forty years old—that prevents any native-born girl to-day from aspiring to the Presidency, I don’t know what it is. But even on the scale of lesser re- sponsibilities, I do hope that as you look at your child, boy or girl, you are planning and hoping so to bring up that child that somewhere in the world in the years to come, responsi- bility, leadership, strong influence, faithful, fearless performance of duty —hard and perhaps very unpleasant at times—will be the parf of him or her. Surely you don’t want that child to grow up and be merely a parasite upon other people’s work! You might as well face it now. You have a wonderful opportunity. I cannot understand how women take the chance to make or mar lives which in their turn will develop into men and women who will mar, or help to make the world. The best men and women, and the worst, were once lit- tle helpless things in mothers’ arms. You can’t begin too soon to recog- nize the possibilities in the little child at your knee. .You don’t have to think in terms of the White House. Only a very tew go that far. But every child that lives to manhood or womanhood bears. responsibility somewhere, of some kind, and bears it well or ill, serves or hinders, is work- er or parasite, to a great extent as he or she is trained in childhood. Put your mind on this business now, and begin to give your little child responsibility, measured to his ability to carry it. Give him things to do and to take care of, and let him see that you depend upon his doing it faithfully. Let him take, or fully see, the consequences of neglect upon him- self and the family. Lead him to think in terms of the comfort and happiness of others. Help him to understand—and he can understand it very early—that what he does or fails to do has a wide effect upon the world about him. To little duties, in themselves trifling, you can give a large importance in his training. If leadership and large service to our fellowmen are things into which children are led by their childhood lessons—or are not led because their parents fail to lead them—you have yourself a tremendous responsibility, and you had better get busy about it. Prudence Bradish. [Copyrighted 1921.] > + -e Fined For Advertising Himself In- solvent. Indianapolis, Ind., Jan. 11—There are many insolvent merchants who would like to make believe they are solvent, but Aaron Unger, proprietor of the Unger Dry Goods Co., of this city, has been hauled up short by the Better Business Bureau on a charge of doing vice versa. The charge against him was that of advertising one of his recent sales as a bankrupt sale, when in reality his concern was not insolvent at all. Unger told the court that he hadn’t meant to convey that impression at all, that all he meant was that the stock he offered in the special sale had been secured from a bankrupt merchant on favorable terms. The city court thought Unger was entitled to pay $10 fine and promise to be good. Unger thought other- wise and appealed the case. +<-o No Reason to Worry. “But doctor,” the patient protested, “suppose this operation does not suc- ceed?” “Oh, don’t worry about that,” the surgeon responded cheerfully; “if it doesn’t you won’t know it, and what you don’t know doesn’t hurt you.” Fire Loss in 1920 in Excess of $4,403,- 132. Detroit, Jan. 11—With reports still to be received on the insurance from several small fires, the records at fire headquarters show that Detroit suf- fered a fire loss of $4,403,132 in 1920 as compared with $4,026,279 in 1919. The increased loss was brought about by the high cost of property in com- parison with other years, the number of 1920 fires being about the average of recent years. The past year was a busy one for Chief Callahan and his men, the de- partment responding to 5,178 calls. Heaviest fire loss was in February, the records showing that property to the value of $1,313,024 went up in smoke. April was the lightest month for the fire fighters, the damage amounting to $136,054. Only a few fires of importance were reported from the downtown district during the year and but few heavy losses were reported. Excellent work by the downtown men stopped several big fires, two on Jefferson avenue and two on Woodward avenue. The most serious fire that the downtown men were called upon to fight occurred on the morning of Jan. 26 when the Hotel Hoffman was de- stroyed. At this blaze the firemen saved a score of guests from death. When the first apparatus arrived the building already was doomed and a large number of persons were trapped. Chief Callahan and his men gained high praise from the board of fire commissioners for their work at this conflagration. A fire with a heavy loss was record- ed the afternoon of Feb. 5, when a terrace and some residences at Cad- illac and St. Paul avenues were badly damaged. Firms that had bad fires during the year were the Cadillac Motor Co., Parker & Webb, Newton Packing Co. and the Wilson Body Co. A large number of homes were badly damaged especially in February, the depart- ment being kept on the jump every day that month. C. Edward Knight has been en- gaged by the Detroit Creamery Co. as service manager of its ice cream de- partment. Mr Knight has a wide ac- quaintance in the drug trade here hav- ing been manager of the Michigan Drug Co.’s city department a num- ber of years. He is a former presi- January 12, 1921 dent of the Rotary club, which he served as a director for several years and is a member of the Board of Commerce. The Pennsylvania Railroad has opened freight offices at 401 Free Press building, with W. J. Milward, freight representative of the North- west region, in charge. The office is prepared to handle all matters con- nected with the receiving and for- warding of shipments and will be en- larged from time to time to care for increased business. At a meeting of the board of direc- tors of the Retail Merchants’ Bureau, held at the Detroit Board of Com- merce, the retailers agreed to raise $1,000 in order to insure the conven- tion of the Michigan State School Teachers’ Association being held in Detroit during October next. It was necessary that this fund be raised be- fore the convention would come to the city. The board of directors believe that such conventions are of value to Detroit from a civic standpoint, and consequently agreed to raise this amount and co-operate in every way possible towards advancing the work of Detroit’s Convention and Tourist’s Bureau. —_+<-.__ Don’t be a dog in a manger. gers are no place for a dog. Man- We _ are in_ the heart of the Onion Set district and have warehouse equipment of the very best type and years of experience in growing, storing We can supply Red, Yellow and White Sets There is good money for you in hand- ling sets and the quality and prices of this year’s crop are exceptionally favorable, while a good demand is assured. Write for our Prices. VAUGHAN’S SEED STORE 10 W. Randoiph St. Chicago. and shipping sets. Barlow’s Old Tyme Graham Flour Stone Ground GRAND RAPIDS JUDSON GROCER CO. - MICHIGAN January 12, 1921 Raisin Trust Relinquishes Its Monop- olistic Throttle-Hold. Advices from Los Angeles indicate that the raisin company has at last discovered “teeth” in the anti-trust law and finds that it cannot maintain and enjoy what is in the vernacular called “a lead pipe cinch” in not only finished, packed raisins, but also the entire—or 90 odd per cent.—of the acreage of the growers. Copies of the stipulation agreed upon by all parties seem to indicate that the raisin trust and independents are to line up for a fresh start in the mercantile race on February 1, with some reasonable chance that the in- dependents may get a few raisins to pack and be in a position to go after business, instead of leaving the trust in full possession of the field. This is exactly what the Government has hoped for from the start, and which the grocery trade has been earnestly seeking of late through process of the courts. Until competitors have had a fair chance to secure raisins suf- ficient to allow of their competition in the market, there was little chance for breaking the monopoly which the big company held and any compro- mise falling short of this provision was doomed to failure. Apparently existing contracts— which not only carried option on the present crop, but the privilege to re- new, over and over again, and also a penalty running with the land even beyond present ownership—must be wholly abrogated and the fact pub- licly stated in print, as well as sent to the contracting growers. Starting on the Ist of February, all growers, trust and independents alike, are to be permitted to go after raisins, and while it may eventuate that there will probably result a boom in the price, it is a fair guess that it will be based upon competition and not upon a monopolistic throttle-hold. The court reserves the right to fire the pistol at the starting line by ty- ing up all packers from any advance campaigning. Even after the con- tracts are made—and they must be entirely new and not renewed or old contracts—the court retains jurisdic- tion to review them and if they are unsatisfactory all parties agree to their cancellation upon demand of the Government. So far for the California end of it. It now appears that there are other phases of the case to be settled to make the conduct of the big company conform to the interstate trade regu- lations of the Federal law. Agree- ments are being drawn which will be submitted to the Government and when they are fully approved the pro- ceedings will be dropped. This is a very different proposition from what the bumptious raisin trust had been claiming it could put across, thanks to California political in- fluence. Undoubtedly the conclusions reached in this case ‘will be made ap- plicable to other California products, which have been more and more con- trolled and centralized in a few hands. If the National Wholesale Grocers’ Association and the independent packers in California had done noth- MICHIGAN TRADESMAN ing else in their careers they would deserve much credit for this striking monument to their power of trust busting. And some day the big food producers of California will realize that it was a move quite as much for their lasting benefit as for the benefit of the distributors. Until now it has seemed impossible to get into the heads of the California farmers that anything savoring of a monopoly is inherently unpopular and that the more complete a monopoly was the more mindful of public sen- timent and displeasure the controllers should be. Yet here was this aggre- gation not only defying the Govern- ment and the law, but even pressing its advantages to the extent of an- tagonizirg the distributors on whom it must rely for its good will contact with the consumer, to the extent of refusing to sell any but its own brand and forcing the handling of its own goods. If the truth has now been absorbed —and the decrees and agreements seem to indicate such a prospect—it will be regarded by all wise parties to the sale of raisins as a happy out- come. The trade really has no ob- jection to a food industry becoming great nor to its being closely con- trolled if there goes with it a liberal policy. The other side of the raisin company’s activity—the promotion of more raisins, more use of them and better packing—has always given the grocery trade satisfaction, and if the emphasis is now to be laid on com- petitive ability based on quality and co-operation as the fighting weapon of the big company, it can safely let its competitors into a fair field with- out any great menace to their pros- perity. High prices may constitute a direct appeal to the average farmer, but in the long run a big company which aims to keep quality high and prices low is bound to last longer and pros- per. Already some of the leaders in the industry realize how costly has been the mistake on the part of the company in getting prices too high. The use of raisins by bakers already has been seriously curtailed, after im- mense sums of money have been spent in pushing such things as raisin bread and other uses which would not only boom but justify continued in- crease of acreage. But bakers are not now disposed to spend money for anything not absolutely necessary, and when prices became too great they have cut out raisins, with dis- astrous effects to the coast. As every grocer knows, the same danger of high prices lurks in other usés of raisins—or any other com- modity for that matter—and there is other evidence than that coming over the wire from the coast that the com- pany’s new policies will lie much more closely with the jobber than in the past. All in all the news from Cali- fornia looks encouraging. SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform wanted, as well as height. We will quote am ney saving price. Sidney Elevatur Mnfg. Co., Sidney, Obi 39 BUSINESS WANTS DEPARTMENT Advertisements Inserted under this head for five cents a word the first Insertion and four cents a word for each subsequent continuous Insertion. No charge less than 60 cents. display advertisements in this department, $3 per inch. Is required, as amounts are too smail to open accounts. if set In capital letters, double price. Small Payment with order 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, Wis. 147 Exceptional Opportunity—For Sale— $12,000 general merchandise stock in livest town of $5,000 in Northern Wisconsin. Exceptional, established, all cash busi- ness paying big profits. For full particu- lars, address J. Kaufman, Ladysmith, Wisconsin. 164 For Sale—An established men’s and boy’s clothing, furnishing and shoe stock. Invoice about $18,000. M. Kahn, 522 Washington Ave., Bay City, Mich. 165 Salesmen Wanted—In every city out- side of New York City, calling on retail druggists. Can make large commissions handling excellent side line of druggist’s boxes. Write Standard Box Works, Inc., 261 Canal St., New York City. 166 SALESMAN WANTED — Acquainted with dry goods and clothing trade in northern part of Lower Peninsula, to represent our line of woolen hosiery and knit goods. Goods have established repu- tation in territory offered. Must be thor- oughly experienced, reliable, and furnish satisfactory references. CLARE KNIT- TING MILLS, Saginaw, Mich. 167 Wanted—Stock general merchandise, clothing or shoes. D. H. Hampton, Ma- comb, Ill. 168 WINDOW DISPLAY SIGNS—Three for $1.00, postpaid. Airbrush borders. Ad- ditional signs 25c each. H. F. Wallace, 471 Newport Ave., Detroit. 169 FOR SALE—Right price, good stock ladies’ and men’s furnishings, notions, shoes. If looking for business location, see A. Shaffet, Straitsville, Ohio. 73 For Sale—One block, two stores and two suites of living rooms. teason for selling, death of wife. Cheap for cash. Address No. 174, care Michigan Trades- man. 174 Wanted—Salesmen with established trade wanted, to carry our specialty line of seven boys’ and three girls’ medium price McKay shoes as a side line. Only salesmen with established trade on work shoes need apply. Territory open: Ohio, Indiana, Michigan and Illinois. Commis- sion 6 per cent. State references. Ex- celsior Shoe & Slipper Co., Cedarburg, Wisconsin. 175 For Sale—Cash registers, store fixtures. Dick’s Fixture Co., Muskegon. 176 A Real Business Opportunity—Dry goods store for sale, located in one of the best business towns in Montana. If you wish to buy a good, profitable going busi- ness, write L. T. Moon, Livingston, Mon- tana. 177 FOR SALE—Market and grocery doing $50,000 a year. Population about 12,000. Have the best trade in town. Good profits. Same location fifteen years. Address No. 178 care of Michigan Tradesman. 178 For Sale—Six-drawer National cash register, cabinet style. Kuhn Grocery Co., Lowell, Mich. 179 Typewriter For Sale—Trial and pay- ments if wanted. Josephine Yotz, Shaw- nee, Kansas. 180 We pay highest prices and spot cash for dry goods, shoes, etc. Wm. Palman, Tecumseh, Mich. 181 For Sale—A good bakery wagon and horse. Wagon nearly new. Will sell this very reasonable. Address No. 161, c-o Michigan Tradesman. 161 POSITIONS AND HELP furnished. All lines. American Business Exchange, Benton Harbor, Mich. 162 For Echange—Sixty lots, with house and barn, in county seat town. Would consider stock of general merchandise. Address Hilderley & Sprague, Hersey, Mich. 163 For Sale—Large double brick store in best railroad and best farming center in Central Michigan. Opera house over two stores, both stores well rented. Also grocery store, a good one. Will sell one or both. Investigate this for a good one. $10,000 will handle these. Address No. 172 care of Michigan Tradesman. 172 2,000 letter heads $5.90. Samples. Cop- per Journal, Hancock, Michigan. 150 For Sale—Chandler & Price 10x12 Gordon for $200. In use every day, but wish to install larger machine. Trades- man Company. Pay spot cash for clothing and fur- nishing goods stocks. L. Silberman, 106 EB. Hancock, Detroit. 566 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. Will pay cash for whole stores or part stocks of merchandise. Louis Levinggohn, Saginaw, Mich. ‘998 CASH REGISTERS REBUILT car REGISTER CoO. ( ) ne. 122 North Washington Ave., Saginaw, Mich. We buy sell and exchange repair and rebuild all makes. Parts and supplies for all makes. If you are thinking of going in bust- 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. ATTENTION MERCHANTS—When in need of duplicating books, coupon books, or counter pads, drop us a card. We can supply either blank or printed. Prices on application. Tradesman Com- pany. Grand Rapids. 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 MOlWLOCAURS wa Grand Rapids Safe Co. Tradesman Building Dealer in Burglar Proof Safes Fire Proof Safes Vault Doors Cash Boxes Safety Deposit Boxes We carry the largest stock in Michigan and sell at prices 25 per cent below Detroit and Chicago prices. t ENATURED ALCOHOL POISON LABELS In conformity with the require- ments of the new regulations of the Internal Revenue Department, we are prepared to furnish special poison labels for use in selling De- natured Alcohol, printed with red ink on regular gummed label paper, as follows: OO oc cs seas, <4 @eccees $1.25 TO occas weees eccce | 6G 2,000 .. ddtecans eegdense -- 8.50 WO occu acs ys a5 Ci scdeececes TOO All orders promptly executed. Tradesman Company Grand Rapids 40 General Conditions in Wheat and Flour. Written for the Tradesman. The past week or ten days has seen considerable improvement in the de- mand for flour; in fact, securities, markets, foreign exchange, cotton, grains, silk and rubber have all been stronger, wool, hides and _ leather maintaining recent increase in price. The reinstatement of the War Finance Corporation may not have an early practical effect on the price of commodities, but the willingness of Congress to yield to the demand for credit re-extension lends support to the belief that further deflation in many lines is not desired at this time and, in fact, will be opposed. Governor Harding, of the Federal Reserve Board, says that danger of financial collapse is passed and that the industrial depression is nearing an end. Many plants have resumed opera- tions since the first of the year and the unemployment situation is not considered serious. With the advent of Spring, undoubtedly, conditions will improve still more. All these favorable symptoms have an effect upon the price of wheat and flour, particularly in view of the fact there is not an over-supply. Patten, one of the best posted wheat men in the country, says wheat will probably go somewhat higher. However, it is not to be expected there will be any big advance in the price of wheat or flour. The trade in general favor stabilization and it be- gins to look as though this is to come about, particularly as applied to wheat and flour, as markets have been hold- ing firm, advancing a trifle during the past week or ten days. We do not believe it is advisable for the trade to buy heavily of wheat or flour under existing conditions, but it does appear to be perfectly safe to cover immediate requirements; say, to have two or three weeks’ supply on hand; some little profit may be realized by purchasing in such a man- ner. The consumer in general, who stocked up on both flour and sugar the first half of 1919, is running out of stock and is again coming into the market. This is bound to create a better volume of business and give a healthier tone and a stabilizing effect to both wheat and flour. It hardly seems probable further material declines can be expected just at this time or in the immediate fu- ture. The opinion of grain men seems to be prices may strengthen up somewhat. Lloyd E. Smith. a Review of the Produce Market. Apples—Sales are only fair on the following basis: Noten Shys $6.00 Sows 5.50 Jaman Sweets 4.50 Balgwos 5.00 migsete 4.50 Ponarpans = Bagas—Canadian $2 per 100 Ib. sack. 3eets—$1 per bu. Butter—The market continues to decline on all grades. Local jobbers hold extra creamery at 46c and firsts Jobbers at 44c. Prints 50c per Ib. MICHIGAN TRADESMAN pay 18c for packing stock, but the market is weak. Cabbage—75c per bu. and $2 per bbl. Carrots—$1 per bu. Celery—$1.75@2 per box. of 2% or 3% doz. Chestnuts—Ohio or Michigan, 30c per Ib. Cider—Fancy commands 70c per gal. put up in glass jars, 6 jugs to the case. Cocoanuts—$1.20 per doz. or $9 per sack of 100. Cranberries—Late Howes, $18 per bbl., and $9 per % bbl. Cucumbers—lIllinois hot house, $6 per doz. Very scarce. Eggs—Fresh are unchanged from a week ago. Jobbers pay 60@62c f. o. b. shipping point for fresh can- dled, including cases. Storage oper- ators are feeding out their stocks on the following basis: Caadied Petras 220. 58c (Casdlied Seconds 2. 52c Chetks 22.0000 2 44c Grapes—Emperors, $8@9 per keg: Malaga, $10@12 per keg. Grape Fruit—Florida stock is now sold on the following basis: Fancy, 36 602 $5.00 Fancy, 46, 54, 64, 70, 80 __-. - 559 Fancy, $6 220. 5.00 Green Onions—Shalotts, $1.25 per doz. Lemons—Extra Fancy California sell as follows: S00 size per box 2 = -$4.50 270 size, Det Dox 4.50 Bao size, per box _2... 2 4.00 Fancy Californias sell as follows: S00 size, per box os $4.00 2/0 size. oer DOK 4.00 P30 size, per box ~.- 2 850 Lettuce—24c per Ib. for leaf; Ice- berg, $5.50 per crate. Onions—Spanish, $2.50 per crate; home grown in 100 Ib. sacks, $1.25@ 1.50 for either yellow or red. Oranges—Fancy California Navals are strong and tending higher. They now sell as follows: 126. 150) 176 2 $5.25 aL 66 8 ee 200, he 4.75 Parsley—60c per doz. bunches. Parsnips—$1.50 per bu. Peppers—Green from Florida, $1.35 per small basket. Potatoes—Home__ grown, per bu. The market is weak. Radishes—Hot house, large bunch- es $1.10 per doz. Squash—Hubbard, $1.75 per 100 Ibs. Sweet Potatoes—Virginia command $1.85 per 50 Ib. hamper and $4.75 per bbl. Tomatoes—California, $2 per 6 Ib. basket. Turnips—$1.25 per bu. 85@90c —_+-->__ Mr. Harris Now a Director. Saginew, Jan. 11—At a meeting of the stockholders of Symons Brothers & Company, called Jan. 8, Walter J. Harris, manager and buyer of the fur- nishings and knit goods departments, was elected a member of the Board of Directors. Present members of the Board are as follows: J. W. Symons, S. E. Symons, H. P. Goppelt, RK. Otto: 1. WwW, Bail 1. W, Symons, jr., 5S. EH. Symons, Ir. Walter J. Harris. Symons Bros. & Company. January 12, 1921 The Turning Point? The Dry Goods market has been continually going down for several months. On December 35st, 1920, most of the Mills announced radically reduced prices on such items as Ginghams, Pillow Tubings, Wide Sheetings, Sheets, Pillow Cases, etc. Our Resident Buyer in New York informs us by telegraph that Mills have received sufficient orders to run them for the next two months on the basis of five days instead of two days weekly. Most of the Mills maintain that the low prices announced were at cost or less even at .J4 cotton and a 22% per cent. cut in wages. In the last week Cotton has advanced to .8% for middlings and The four largest Mills making Staple and Fancy Ginghams report that they are sold to many Mills have commenced buying. April Ist and have withdrawn their products from the market after several small advances and they are only accepting orders for delivery after April Ist on the basis of “at value.” Diaper Cloth advanced 5 per cent. and some brands, of Sheetings, Sheets and Cases have also been with-drawn. All of this information would indicate that the market is reaching the point where it is not likely to go much lower and may go considerably higher. Of course, some items have not reached their low point and are there- fore not ready to turn around and advance. The fact that certain Mills are refusing to give price protection on Wash Goods beyond January 15th instead of to July Sst would also indicate that they have reached the TURNING POINT. REASONS WHY MERCHANTS FAIL J. Over expansion in merchandise, fixtures or real estate. 2. Poor turn-over causing both loss of profits and shabby stock. 3. Failure to dress windows regularly and to advertise and mer- chandise properly. 4, Not realizing Capital possibilities by confining purchases to standard brands and distributing those purchases so that bills can be paid promptly and advantage taken of all possible disccunts. 5. Not confining purchases to few Wholesalers, thereby becoming a valued customer and receiving the benefit of their help and advice whenever needed. GRAND RAPIDS DRY GOODS CO. Grand Rapids, Mich. Exclusively Wholesale No Retail Connections i The Machine you will eventually ICTOR Universally conceded to be the most useful and valuable machine ever invented for the purpose intended, M.{V. Cheesman, State Distributor, 317 Houseman Bidg. ADDING NONE BETTER 135.90 boise conranreen Grand Rapids, Michigan my, The Very Best Se rity ( BUY | Any Grocer Can Use Citizens Long Distance KU ah ti Possibly Make— — ae 4 Service or ay | Both for Himself To Detroit, Jackson, Holland, Muskegon, Grand Haven, Ludington, Traverse City, and connecting points. Connection with 750,000 telephones in Michigan, Indiana and Ohio. CITIZENS TELEPHONE COMPANY D eee SIC OMPANY 4 ae ae And His Customers Petoskey, Saginaw and all intermediate SLANT SEE SELENE LAE LEME ILO LLL TAL LEAS OG SAP GENIN SANT ES LEE & CADY——Detroit Wholesa'e Distributors of Dwinell-Wright Co.’s Products LET US HELP YOU SELL YOUR PRODUCTS Do You Use Printing? Then you know its cost We are not kidding ourselves with the idea that prices will never come down. We cxpect to keep right on doing business when prices are lower. * ° 66 . ae . We are not attempting to get all we can while the “‘gettin’’’ is good, but are willing to split with our customers and keep them customers. We want your Good Will— it’s worth more than your money. We install labor saving equipment for the benefit of our customers. We specialize and classify our printing, giving the small customer the advan- tage of the big order. F RM you are using in quantities and we will quote you a net price on same. TRADESMAN COMPANY, Classified Printing FOR MERCHANTS MANUFACTURERS COMMISSION MEN GRAIN DEALERS CREAMERIES PHYSICIANS Bonds Coupon Books for Stock Certificates Merchandise Seals Gasoline Corporation Records Milk and Ice Stock Records Parcel Post Labels Poison Records Poison Labels Manifold Books for Alcohol Account Files Guarantee Certificates GRAND RAPIDS GRowWERS BRAND PRUNES are California- quality prunes that are grown and packed “up to standard.” Yet, they’re priced a little lower than you’d expect to pay. True—most of the prunes packed under Growers Brand run to the medium and sinaller sizes; but frequent tests by food experts have proved that they are richer in flavor, have a higher sugar con- tent and contain a finer grade of meat than thelarger-sized prunes. That’s why thesmaller- sized prunes are a “better buy” for the money. cAsk your jobber! Growers Brand Prunesare packed in three ways to meet every need: in the regular 25- Ib. and 50-lb. wooden boxes [all sizes]; in a special 5-lb. Growers Brand carton containing medium-sized prunes [60-70’s}; and the same- sized carton containing a blend of the smaller- sized prunes [70-80’s and 80-90’s]. The car- tons are especially convenient for women who like to keep prunes “on tap” in the pantry at all times. California. Prune & Apricot Grow- ers Inc., 5471 Market Street, San Jose, Cal. 10,000 grower-members a Ne