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Number 1958
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Entered at the Postoffice of Grand
Rapids under Act of March 3, 1879.
if not paid in
SALES TAX ONLY RESOURCE.
Mr. Good, Chairman of the House
Appropriations Committee, prepares
a little budget for the next fiscal year
in which customs revenue is put down
at $400,000,000, only $77,000,000 in ex-
cess of the yield last year under the
present That how the
earlier delusion has been swept away.
law. shows
Chairman Good has made another dis-
covery.
out of
“Every dollar that is taken
business in
taxes, he says,
“reduces by one dollar the possibil-
ities of our business expansion.” It
is a matter of importance, hope and
cheer that this simple truth, well un-
derstood elsewhere, has forced its way
to recognition at the
tax-laying authority.
very seat of
Mr. Good sees clearly that the ex-
cess profits taxes must be repealed.
If loans and obligations to the amount
of $7,000,000,000 maturing within the
next three years are refunded, he be-
lieves we can repeal the profits taxes
without providing a substitute source
of revenue. As a matter of fact, he
at once casts about for new sources
of revenue, and not in the right direc-
tion. He proposes an increased tax
per gallon withdrawn
from bonded warehouses “for medi-
cinal would increase
.considerably the tobacco taxes. Also,
upon spirits
”
purposes;”’ he
upon the 8,000,000 passenger carrying
automobiles in the country he would
levy a tax that would yield $200,000,-
000. It is the opinion of Mr. Good
that “practically every one” of these
cars “is a luxury.” That, of course,
is a serious mistake. Automobiles are
as necessary now to the country’s
business and as horse-
drawn vehicles were twenty-five years
ago. The luxury class would include
only a very small percentage of the
total number.
convenience
In this way Chairman
Good reaches an estimated revenue of
$4,150,000,000, although income and
excess profits taxes are reduced from
$3,956,936,033 to $1,500,000,000.
Mr.
perilous
Good’s estimates would be a
reliance for the Treasury.
They perpetuate instead of curing the
GRAND RAPIDS, WEDNESDAY, MARCH 30, 1921
false under which we now
collect the Federal revenue. He would
still take a billion and a half from
the investment funds of the country.
Ile had discovered only half the truth
when he reached the conclusion that
every dollar taken out of business in
taxes
system
reduces by a dollar the possi-
bility of business expansion. The in-
come and profits taxes not only take
money out of for Govern-
ment use, but drive out of business
hundreds of millions of dollars forced
into tax-exempt investments, like
State and municipal securities for the
most part unproductive. The tenden-
cy of capital to seek that refuge would
hardly be checked at all by Mr.
Good’s proposals.
business
At a time when the whole country
is more and more turning to the sales
tax as a sound and equitable source
of Government revenue, Mr. Good is
set down as still opposing that sub-
stitute for existing imposts. He
might as well change his opinion now,
for change it he must and will, if the
federal continue on
The
been
under examination and discussion for
expenditures
anything like their present scale.
tax, OF
sales turnover tax, has
many months. It has the support of
the great majority of the business
men, of men experienced in affairs,
of men who see the danger to the
country’s industries of continuing the
income and profits taxes. The argu-
ments of the opponents of the sales
tax have been met and answered re-
particularly the argument
that the adoption of that tax would
transfer the
peatedly,
Government
The
addition of
burden. of
costs from the rich to the poor.
extreme estimate of the
consumers’ costs sales
through the
tax is 3% per cent. A careful tracing
of the incidence of a general gross
sales tax, or turn-over tax, in the case
of many articles of common use and
necessity shows that on an average
the increase is less than 3% per cent.
Upon food and clothing 2% per cent.
would be nearer the mark.
Moderate income
and reasonable
taxes should and will be maintained,
of course, but beyond question the
removavl of the profits tax and the
removal of the higher surtaxes by re-
ducing living costs would bring re-
lief to wage earners and the receivers
of small salaries in a measure far too
great to be offset by the sales tax.
It is too evident to require demon-
stration that this tax is just and
equitable; that it is not a burden upon
the individual; that it would not
check industrial expansion. The tax
has gained many advocates, even in
Washington. It will gain more, be-
cause it is the only resource from
which the Treasury will be able to
draw the revenue that will be needed
during the next few years,
DEPRESSION PASSED.
Krom the markets
during the last week it would appear
course of the
as though the extreme depression in
cotton prices has been reached and
passed. The tendency, certainly, has
been upward rather than the reverse.
Early in the week
was issued the
Census Bureau’s report on the last
season's cotton production. This
showed a total of 13,365,754 bales,
exclusive of linters, or nearly 400,000
bales more than the estimate of the
Agricultural Bureau. It is the big-
gest since the record one of
1914. Perhaps it was the fact that
this disclosure made the worst known
crop
that led to the increase in the quota-
which The upward
turn has been fairly well maintained,
tions followed.
and nothing is now heard of the pre-
dictions of 10 cent cotton. In the
growing districts more and more
pressure is being brought to bear to
restrict this year’s acreage and also
the use of fertilizers. A few weeks
will show how much effect will be pro-
duced. Tt that the
producing more cheaply will
may be need of
cotton
result in radical changes of methods,
many of which have been often sug-
gested.
Prices of fabrics, especially print-
cloths and sheetings, advanced during
the week as those for the raw material
better
statements to the
went up, and a demand was
shown. Despite
contrary, the mills are able to make
a profit on the basis of the quotations
now prevalent. Some of them, how-
ever, are not yet apparently able to
with the
which used to satisfy them before the
content themselves returns
era of inflation. In finished goods,
particularly bleached fabrics and ging-
hams which are branded, high prices
are the rule, and they are no bar to
little
goods, al-
large sales. There has been a
more movement in knit
though the buying is by no means as
extensive as was hoped for. Jobbers
apparently expected lower prices, and
are in no great hurry to do business
at the levels fixed.
NO PACKER STRIKE.
Settlement of the disagreement be-
tween the packers and their employes
is a notable triumph for President
flarding’s administration. Subsequent-
ly a series of conferences between
representatives of the two sides and
Cabinet, Sec-
and Wallace
was crowned with success.
three members of the
retaries Davis, Hoover
The men
accepted the reduction in wages pro-
posed by the packers and the employ-
ers accepted a. restoration of the
eight-hour day. In addition the two
sides agreed to abide by the decisions
of Judge Alschuler or his successor
as administrator in matters heretofore
under his jurisdiction, although they
may compose any differences directly
Number 1958
so long as this does not interfere with
his administrative functions.
Much of the success of the present
}
i
negotiations is due to the firmness of
the three Cabinet members.
stood
They
like a rock for what they saw
This is witnessed to
“We
agreed to a cut in wages,” says Mr.
to be necessary.
in different ways by both sides.
Brennan, a representative of the em-
“because the three Secretaries
held the that
come down and also because we
ployes,
opinion wages must
wish
whenever
that the
to avoid industrial strife was crystal-
to avoid industrial strife
possible.” wish
[t is plain
lized into decision by the unyielding
attitude of the three Secretaries. The
employers made no verbal admission
to this effect, but an incident said to
have occurred just before the signing
of the agreement speaks for them.
One of their representatives is report-
ed to have suggested that arguments
“What's the use of
secretary
were in order.
arguing?” Davis is said to
have retorted. “Sign.” The sympathy
of the public is sometimes with the
employer, sometimes with the em-
ployes It will always support an
arbitrator who insists that they come
to an agreement.
Michigan Trade Faces Disaster.
Lansing, March 29—With the Fed-
eral truth-in-fabric bill dying a natural
death with the close of the last session
of Congress, though certain to be re-
born in the next, the State of Michi-
gan is considering the passage of a
truth-in-fabric bill of its own.
Retailers and manufacturers of the
State, through their various asocia-
tions, are concentrating their efforts
toward its defeat, on the ground that
it would cause destructive depreciation
of stocks on hand, and be a stagger-
ing blow to business, the costs of
which the public ultimately would
have to pay in one form or another.
The bill applies to all textiles, furs,
rubber and leather goods and also to
garments made of these materials. It
provides that all such goods or gar-
ments must bear labels stating the
exact amount of wool, cotton, silk,
leather, rubber or what kind of fur
they contain, with the comparative
figures calculated on the basis of per
pound.
If this bill becomes a law, Michigan
manufacturers will be torced to so
label their outputs. In the
goods manufactured outside the State
and brought into it for sale, the labels
must be attached to the merchandise
by the agents of the manufacturers.
An inevitable result of the enact-
ment of such a law, the retailers con-
tend, will be to cause confusion in the
purchase of goods from without the
State, a tax on all merchandise for
the cost of labeling, an increase in
price to the consumer, and the shut-
ting out of the Michigan market of
a large number of manufacturers who
will prefer to withdraw from it rather
than be bothered with the and
contusion entailed,
They point out that the heaviest
blow will fall upon the retail trade.
The Michigan Manufacturers’ As
sociation has promised its support to
the various retail associations whic’
are fighting the measure.
case of
cost
MICHIGAN TRADESMAN
March 30, 1921
GONE TO HIS REWARD.
Unexpected Death of L. M. Steward,
the Saginaw Salesman.
Saginaw, March 29—TI sincerely re-
gret to advise you that our mutual
friend, L. M. Steward, for many years
Valley correspondent for the Michi-
gan Tradesman, passed away at the
Woman's sey aa in our city, at 10
o'clock a. Monday, March 28. That
cheerful spirit which we knew so well
radiated from him until within a few
hours of his death.
Saginaw Council mourns the loss of
a. brother who was loved and re-
spected by the entire membership and
to the last he was a true example of
the fellowship and service to which
he so whole heartedly had pledged
himself.
The funeral services will be, held at
3 o’clock, March 29, at Grace Lutheran
church and the remains will then be
taken to Circleville, Ohio, for burial.
O. M. Leidlein.
Biographical.
Lewis M. Steward was born Jan.
20, 1884, at Lancaster, Fairfield coun-
ty, Ohio. His parents were Scotch
Irish and Pennsylvania Dutch. At the
age of 4 years his parents moved to
a farm. His tather
cattle and hogs and was twice
Ohio from
was a breeder of
fancy
sent to the Legislature of
Fairfield
ticket.
in a country school and at the age of
16 entered Capitol University Luther-
county on the Democratic
Lewis received his education
an College and Seminary, at Colum-
bus, Ohio.
at the end of two years he was forced
On account of poor health
to give up his studies. He later pur-
sued a business course at the Colum-
bus Business College, Columbus, Ohio.
After finishing same, he was connected
with the school as its special represen-
Central Ohio.
fall of 1908 Mr.
to the mountains of
tative in
In the Steward went
( colorado to re-
gain his health. He traveled out of
Denver three
sentative for the. International
Book 2. in 1911 he
years as special repre-
Text
returned to
Ohio and opened up offices for the
R C€ Gole Co. of Pittsburch, m
Columbus. In 1913 he accepted a po-
sition with the Postum Cereal Co.,
with headquarters in Detroit. Later
on he was given charge of the East-
‘rn half of Michigan, covering nine-
tcen counties, with headquarters at
Saginaw. He _ subsequently covered
Michigan territory for several other
houses, including the Cornwell Co., of
Saginaw. For two years past he had
health,
operations
having had sev-
and
gone two courses of treatment at the
been in poor
eral hospital under-
Burleson Sanitarium, at Grand Rap-
ids,
Feb. 28, 1907, Mr. Steward was
married to Miss Od of Colum-
bus, Ohio.
born,
Perry,
Two sons have been
aged 10 and 12. Exceptionally
proud of family and lover of home life,
he registered a that
neither of his boys should ever walk
in the footsteps of the father
raveling salesman.
Mr. Steward belonged to the Eng-
sh Lutheran church of Saginaw. He
vas a member of the
ber of
solemn vow
as a
Saginaw Cham-
ardent support-
er and booster for the U. C. T., hold-
ing membership in the Mother Coun-
cil of the United States—No. 1, Co-
lumbus, Ohio. He believed’ that
every traveling man eligible should
belong to this, the greatest and only
Commerce, an
secret order of traveling men in ex-
istence, an organization which has
done wonders toward benefiting the
life of every traveling man on the
road.
One of Mr. Steward’s greatest
in life was meeting his cus-
He always endeavored to be
a man among men, believing that one
of the greatest privileges a man had
in this day and age was to gain the
pleasures
tomers.
confidence of his fellow men and to
endeavor, to the best of his ability,
to hold and never betray it. He al-
ways aimed to keep his word good
and, despite the fact that he suffered
much pain during the past half dozen
he always had a pleasant face
and greeted every friend and acquaint-
hearty handshake and
and hopefulness. How
he managed to keep sweet under the
years,
ance with a
words of cheer
Lewis M.
ominous menace which constantly
hung over him is more than _ his
friends could understand.
Sales Tax as Cure for Business De-
pression.
Detroit, March 29—Three hundred
retailers attended the second annual
dinner of the Retail Merchants’ Bu-
reau which was held at the Board of
Commerce on Thursday evening, Mar.
24. Retailing ee from the
large downtown department store to
the small neighborhood drug. store
were represented. Vice-President Cole
before introducing Harry Nimmo,
toastmaster, welcomed the retailers
present. He touched on some of the
past activities of the association and
outlined some of the plans for the
coming year. Mr. Cole said that while
the Bureau was the youngest organ-
ization connected with the Board of
Commerce, the merchants had learned
during the Bureau’s short existence,
that the strongest competition could
work together for a common Cause,
and that co-operation of the mer-
chants would do much towards solving
problems common to all.
The principal speaker of the evening
was Jules S. Bache, of the firm of
Jules S. Bache & Co., New York City.
Mr. Bache’s subject was: “The Power
to Tax is the Power to Destroy.” He
called attention to the very bad situa-
tion resulting from the present type
of National taxation. “The result of
this method of taxation,” he said, “has
resulted in the collapse of business
and in the failure to collect necessary
revenue for the Government, and will
be even worse next year, if the present
methods prevail.
“T also see the resalt in the enor-
mous and steadily increasing amount
of tax-exempt securities, and the in-
sistent demand for them. Capital is
leaving business, where it has no
chance of retaining the product of its
investment and seeking the protection
of the tax-exempt security. Business
will diminish more and more; unem-
ployment will grow more and more to
the point when, by dint of unemploy-
Steward.
ment, even the return of tax-exempt
security will be in danger.
‘There is only one thing that will
stop it, and that is, the awakening of
the business community to the neces-
sity of self-protection. The insistent
demand on the part of business men
from all parts of the countrv for a
complete change in our methods of
taxation is bound to meet with a
sympathetic reception when it is evi-
denced.
“Even if the theorist who believes
in levying the bulk of taxation on the
man who can easily pay—viz: the man
with the largest income—is correct in
his belief, his purpose is defeated by
the fact that the man with the large
income seeks the protection of the
tax-exempt security, instead of keep-
ing his money in commerce for his
own advancement and the up-building
of the country.
“Therefore, in this country, I am un-
alterably opposed to the income tax
in any shape whatever. When our
great incomes cannot be taxed, none
should be; however, if it will please
our taxing experts in Washington to
levy a normal income tax, say even up
to 5 per cent., capital can afford to
pay that amount without seeking
refuge from it. But as long as the
word surtax is recognized in the tax
lexicon of this country, just so long
will the trend toward tax-exempt se-
curities continue.
“T contend that all taxes, no matter
how or for what purpose they are
levied, ultimately become consump-
tion taxes. The poor man may not
pay any tax directly in the way ota
real estate tax, but his rent rises au-
tomatically as the tax on real estate
owned bv the wealthier man increases.
The taxing expert will tell you that a
real estate tax is not a consumption
tax, but in its ultimate effect it
becomes a greater tax than one levied
solely as a consumption tax .
“Until somebody comes forward
with a better suggestion, I shall con-
tend that the only way out of the
morass in which we find ourselves is
the turnover, or the all-embracing
sales tax on goods, wares, merchan-
dise and services, which will raise for
the Government, even under the pres-
ent reduced volume of business, a
minimum of from two and one-half
to three billions of dollars.
“There are three kinds of sales taxes
being discussed. The tax on retail,
the limited turnover tax and the all-
embracing turnover tax on. goods,
wares, merchandise, services—in fact,
everything except the transfer of cap-
ital assets, and I hope that this last
method of taxation is the one that will
be adopted.
“The most searching investigation
has shown us that the pyramiding of
the Turnover Tax will amount on the
average on all goods sold in this coun-
try to 2% ner cent. There is only one
article on which it runs up to 3% per
cent. and no other article has been
found in which it runs over 3% per
Cent.
“Tl therefore tell you that the one
effective way in which you can help
relieve yourselves and your commun-
ity from the inflictions of the present
situation, from the burdens of excess
income taxes, from the destructive
driving of capital into tax- “exempt se-
curities and away from where it will
he used in business, is to write to your
representatives, both Congressmen
and Senators, in Washington.”
Harry M. Nimmo was toastmaster
and talks were made by Harry P.
Rreitenbach, of the Better Business
Bureau, and Fred Johnson, superin-
‘erdent of public instruction at Lan-
sing,
+» — ~e —
The Country’s Oldest Tea Taster.
87 years old, is New
and best-known tea
There is something
delicate
Not only
l.eonard Beebe,
oldest
and tester
fascinating about
and trained as Mr. Beebe’s.
his taste but his touch has been
trained to an equal accuracy. His
sensitive fingers can detect the baby
leaves that grow in a certain province
from the equally young and tender
that come from _ another
province three hundred miles away.
“T was but a lad of 17 when I left
my father’s farm in Connecticut and
came to New York to enter the tea
business of my two older brothers,”
said Mr. Beebe the other day in speak-
ing of his life as a tea-tester. “They
were pioneers in tea importing in this
country. I found tasting tea more at-
tractive than planting potatoes, and
my fingers liked the soft crispness of
the sweet-smelling tea leaves better
than the hard handles of hoe and
plow. Often I have tasted as many
as a hundred cups in a day.
Mr. Beebe was asked if his talent
for tea-tasting had ever tempted him
to over-indulgence in this stimulant.
“I drink tea only once a day, at
dinner,” was his answer, “I am very
Yorks
taster
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Se eR RAS Mies
ieee
March 30, 1921
temperate and have never done any-
thing to excess.
“The perfect cup of tea is easily
made. Never use stale water in mak-
ing tea. Draw the water fresh from
the hydrant and bring it to a thorough
boil, and by thorough I mean until
the steam is thick and white and
hissing out in a long line from the
kettle.
“Then measure the tea very care-
fully and put it in the pot, pour the
boiling water over it and let it steep
five minutes—no longer, or the bitter
tannic acid will be liberated and the
tea spoiled. No, tea is not injurious
when not taken to excess, as I have
already said. It is a gentle stimulant
rather than an exhilarant. I do not
think a habit could develop that
would be difficult to break.
“There are many, many varieties of
tea, you know. Now that the Pure
Food law is observed, we get only
good tea brought into this country.
At one time some varieties were color-
ed in order to make them look more
pleasing. But colored teas are not
brought to America any more. Sight
and smell both assist taste in grading
and testing tea.
“No sugar is put in the tea that is
being tasted and tested. It is only
sipped—never swallowed. The tongue
becomes very critical and expert in its
work and the sense of touch also
grows delicate and discriminating in
the handling of the leaves. Only the
infused leaf is smelled. The tiny
pores in the leaf exude the tannin very
quickly and wonderful differences of
odor may be detected and, with prac-
tice, classified and remembered. The
leaves need to be very carefully ex-
amined with the eyes and if possible
a strong Northern light should fall
on the leaves, the strongest light you
can get. Tea takes its character from
the soil in which it grows.
“In one of the great tea districts
near Shanghai an invisible line separ-
ates one vast area of tea from another
but the nature of the soil is so differ-
ent in its effects on the tea this in-
visible line is absolute.
“England drinks much more tea
than. we do, almost six pounds per
capita to our one pound, but very fine
teas are brought to America, costing
as much as $2 per pound.
“Tf labor were cheaper, tea could be
successfully grown in America. At
one time the Government had an ex-
perimental station in South Carolina
and tea was easily grown. But it can-
not become of commercial importance
with expensive labor such as we have
here.
“After seventy years of continuous
business I am retiring now and shall
give myself up to the pleasure of
reading.”
——_+~- ~~ ____
Helps in Winning Trade.
A clean window with an inviting
sign in it has many times been the
means of inducing people to enter a
store into which they have not pre-
viously been. And many a permanent
customer has been made by giving
the casual visitor the kind of service
he wanted. Some men go for a glass
of soda into a store that is new and
strange to them, take one look at the
fountain and attendant, then ask for
a package of chewing gum instead.
MICHIGAN TRADESMAN
Quality To-Day Is of Much
More Concern Than
Price
O turn to an Institution whose
foundation is built on Quality is
to safeguard the Character of the mer-
chandise you buy.
This Store cherishes a confidence
begotten of the ceaseless desire to
supply Service in Merchandise—that
Quality which means True Economy.
Shoddy merchandise, no matter
how cheap, is sheer waste. In the long
run Quality—price for price—outlasts
the flimsy, the counterfeit, the ep-
hemeral.
We give preference to Quality
when a slight addition in cost insures a
substantial increase in Service Value.
WoRDEN GROCER COMPANY
Grand Rapids—Kalamazoo—Lansing
The Prompt Shippers.
MICHIGAN TRADESMAN
March 30, 1921
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Movement of Merchants.
Port Huron—The Michigan Bean
Co. has removed its business offices
to Saginaw.
Jackson—The Barnard Music Co.
has increased its capital stock from
$15,000 to $25,000.
Holland—The John J. Rutgers Co.,
dealer in shoes, has increased its cap-
ital stock from $30,000 to $50,000.
Kent City—O. D. Woodworth has
purchased the interest of Claud Jones
in the Kent City Produce & Hardware
Co.
Lansing—G. William Davis, : Inc.,
has opened its men’s furnishings, hat
and clothing store in the new Strand
theatre arcade.
Cambria—S. B. Marble has sold his
grocery stock and meat market to
Everett and Jay Howald of Camden,
who have taken possession.
Ann Arbor—The Farmers & Me-
chanics Bank has removed to its new
quarters, which have been thoroughly
remodeled and greatly enlarged.
Bank
has removed to the Jenks block and
will conduct its business there during
Ishpeming—The Peninsular
the time that the bank building is
being remodeled.
Hard-
ware Co. has been incorporated with
an authorized capital stock of $12,-
000, $6,000 -of which has been sub-
scribed and paid in in cash.
Charlotte—James H. Shaull has
sold his vulcanizing business and the
building he occupied to Col. Nate W.
Spencer, who will continue it in con-
nection with his son Donald.
Hillsdale—Charles Lyman Albaugh,
vho conducted a jewelry store here
Muskegon—The Muskegon
ior the past twenty-eight years, died
at Hillsdale hospital, March 28, fol-
lowing an operation for hernia.
Mulliken—R. J.
men’s
Davies, dealer in
furnishings and
shoes, has sold his stock to Bert Rim-
mel, who will take possession April 1.
groceries,
-Ar. Davies will retire from trade.
Fowler—The Fowler Co-operative
Elevator Association, which shows a
deficit of $15,000 for the past year, has
voted to raise this sum and continué
in business by selling more stock.
sremer tas
Dyer hardware
stock
He will con-
tinue the business at the same loca-
Hon.
Jackson—The Cook & Feldher Co.,
_epartment
Montgomery—Elmer
purchased the B. J.
and agricultural implement
which he recently sold.
have commenced
work on the construction of its new
business Main
street. The architecture will be
Gothic and the entire front will be of
terra cotta, polished stone for the
base and Bedford stone above the first
floor.
store,
five-story block on
Ann Arbor—Mrs. Eugene Crum has
taken over the interest of her partner
in the stock of the Vogue Shop, wom-
en’s ready-to-wear garments and will
continue the business under the same
style.
Lawton-—-McCook & Brigham have
formed a co-partnership and_ pur-
chased the hardware stock of W. A.
Wood and will continue the business
in the store formerly occupied by Mr.
Wood.
Chester—Lightning struck the store
building of Manuel W. Amspacher
and the store building and entire
stock of general merchandise was de-
stroyed. Loss about $5,000, insurance
$2,600.
Shelby—A. Hunter, who has -con-
ducted a grocery store at the same
twenty-five
years, has sold his stock and store
building to J. J. Waite, who has taken
possession.
location tor the past
Grand Rapids—The Riverside Lum-
ber Co. has been incorporated with
an authorized capital stock of $40,000
common and $10,000 preferred, all of
which has been subscribed and paid
in in cash.
Detroit—The Modern Fixture Co.
has been incorporated with an author-
ized capital stock of $2,500, of which
amount $1,850 has been subscribed
and paid in, $850 in cash and $1,000
in property.
Adrian—The Community
market has paid its stockholders a
dividend of 6 per cent. A total busi-
ness of $159,579.16 was done last year,
with eggs, poultry, potatoes and ap-
ples in the lead.
Adrian
Cedar Springs—E. B. Thurston has
sold his fine new garage to George
Monro, who will continue the busi-
ness. Mr. Thurston will remove to
Rockford and build another garage
ot the same type.
Reed City—Sam T. Johnson, who
has conducted a grocery store here
for about seventeen years, has sold
his stock and store fixtutes to Tobias
Fahner, who will continue the busi-
ness at the same location.
Jackson—Thomas D. Grant has
purchased a site on North Michigan
avenue, on which he is erecting a
two-story brick block which he -will
occupy with his stock of men’s fur-
nishing goods and clothing, about
June 1.
Lansing—Guss Kopietz, grocer and
meat dealer at 106 East Franklin
street, has purchased the stock of
groceries kept by the Auto Body Co.
as a benefit store for their employes.
Being unable to detect any profit for
itself or any benefit for its employes,
the company disposed of the stock
and fixtures at 80 cents on the dollar.
St. Clair—The Great Lakes Lum-
ber Co. has been incorporated to deal
in all kinds of lumber, builders’ sup-
plies, fuel, etc., with an authorized
capital stock of $25,000, all of which
has been subscribed and paid in in
property.
Ludington—Dan Soli & Co. has
been incorporated to conduct a gen-
eral fuel business, with an authorized
capital stock of $10,000, of which
amount $7,000 has been subscribed and
paid in, $1,000 in cash and $6,000 in
property.
Detroit—Erickson’s Pharmacy has
merged its business into a stock com-
pany under the style of the Erickson
Drug Co., with an authorized capital
stock of $25,000, of which amount
$14,850 has been subscribed and $8,-
850 paid in in property.
Detroit—The Gunsberg Packing
Co. has merged its business into a
stock company under the style of the
Gunsberg Packing Co., Inc., with an
authorized capital stock of $750,000,
of which amount $375,000 has been
subscribed, $5,420.60 paid in in cash
and $200,661.80 in property.
Saugatuck—The West Michigan
Oil Co. has been incorporated to con-
duct a wholesale and retail business
in gasoline, kerosene and other pe-
troleum products, with an authorized
capital stock of $10,000, $7,000 of which
has been subscribed and $2,000 paid in
in cash.
Jacobson Bros., for
more than forty years owners and
operators of the largest department
store in the county, have sold their
stock to Kellman Brothers of Detroit.
Kellman Brothers operate stores in
Detroit and Lakeview, which will be
combined here soon.
Jackson—W. H. Elliott has sold his
interest in the clothing stock of the
Elliott-Greene Co., 212 East Main
street, to the E. C. Greene Co. who
will continue the business in connec-
tion with their North Mechanic street
Arthur E. Greene will act as
manager of the Main street store.
Greenville
Store.
Norway — Richard Simon has
merged his garage and automobile ac-
cessories and supplies business into a
stock company under the style of the
Norway Garage, Inc., with an author-
ized capital stock of $20,000, all of
which has been subscribed and paid in,
$1,000 in cash and $19,000 in property.
Breckenridge—The Farmers’ State
Bank has taken over the First State
The purchase includ-
ing the bank building of the First
State Savings Bank, in which the
Farmers’ State Bank will now conduct
the business of the combined banks.
The Farmers’ State Bank is increas-
ing its capital and surplus to $37,500,
thus giving additional security to de-
There has been no change
made in the officers and directors of
the bank.
Adrian—Ernst L. German, aged 53,
one of the city’s widely known busi-
ness men and a resident here for
twenty-five years is dead at Tuscon,
Ariz., where he went last month in
the hope of improving his health. Mr.
German became connected with the
dry goods establishment of A. B.
Park Co. in 1906, and was vice-presi-
dent and manager at the time of his
Savings Bank.
positors.
death. He was a member of the exe-
cutive board of the Chamber of Com-
merce for many years, acting as vice-
president in 1918. He also was a
member of the Knights of Pythias
lodge and was past eminent com-
mander of the Knights Templar.
Manufacturing Matters.
Lansing—The Auto Body Co. has
increased its capitalization from $2,-
200,000 to $2,800,000.
Ypsilanti—The Peerless Stamping
Corporation has increased its capital
stock from $10,000 to $60,000.
Northville—D. C. Yerkes will erect
a large flour mill to replace the old
mill, which was built in 1848.
Croswell—The Huron Clay Prod-
ucts Co. has increased its capital
stock from $30,000 to $50,000.
Grand Rapids—The Windsor Up-
holstering Co. has increased its cap-
ital stock from $16,000 to $50,000.
Grand Rapids—The Kersten Com-
position Products Co., Inc., has in-
creased its capital stock from $2,000
to $10,000.
Reading—The Acme Chair Com-
pany’s plant will be rebuilt, the resi-
dents of Reading having subscribed
most of the $85,000 needed.
Detroit—The Superior Spark Plug
Co. has been incorporated with an
authorized capital stock of $25,000,
$15,000 of which has been subscribed
and paid in in property.
Cheboygan—The Cheboygan Tile
& Brick Co. has been incorporated
with an authorized capital stock of
$75,000. Construction of a big plant
will soon be commenced.
Saginaw—The Saginaw Clay Prod-
ucts Co. has been incorporated with
an authorized capital stock of $30,000,
of which amount $25,500 has been sub-
scribed and $20,000 paid in in prop-
erty.
Ironwood—The Buss Creamery is
nearing completion. The installation
of the machinery has commenced and
it is expected that the plant will be
open for business the fore part of
May.
Owosso — The Owosso Canning
Co., a subsidiary of the Michigan
Canned Food Co., which will conduct
seven plants in Michigan, has award-
ed the contract for the erection of a
warehouse here.
Allegan—F. G. Hanson has pur-
chased the Julius Cross property on
Higinbotham hill and will establish
thereon a saw mill. In addition to the
mill, he will carry a full line of lum-
ber, lath, shingles, etc.
3angor—The Bangor Canning Co.
has merged its business into a stock
company under the same style, with
an authorized capital stock of $100,-
0000 common and $50,000 preferred,
of which amount $75,000 has been sub-
scribed and $50,000 paid in in prop-
erty.
Marquette—Simon Peterson and
Oscar Anderson have formed a co-
partnership under the style of the
Superior Bakery and engaged in busi-
ness at 111 South Third street. The
products of the bakery will be han-
died through retail stores in the city
in addition to the retail business
which will be conducted at the bak-
ery.
canara
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Pe
March 30, 1921
MICHIGAN TRADESMAN
1 of the situation with some shading of 54 _______ a. 6Sen
prices in order to keep goods moving. 64 L oe 5.75
—f—— - as = Less activity is also reported in the 79 5.75
van A = = A / si sok vin sok sl lle as ote de Sue ac cos ln die ce de wel s
Ss 8 : a oe ot a : ee
x 7 4 4 Southern markets. While at a low RQ : oo 5.75
: range of prices, distributors are very 06 525
' Le ol 5.2
Pluie
Essential Features of the Grocery
Staples.
Sugar—The market is the same as
it was a week ago. It is expected that
the Emergency Tariff Bill will become
effective somewhere around April
and, of course, all sugar arriving after
that date would be at least 6-10 of a
cent per pound higher. All refiners
are now selling granulated on an
8@8&%c basis. Demand is not as brisk
as any one would think, in view of the
market conditions. The indication is
that the refiners will increase their
price for refined only as they are
obliged to because of the advance in
raws.
Tea—The market has put in a rath-
er quiet week, without any special
change in price or any very great de-
mand. Quotations on everything are
about the same as they were a week
ago.
Coffee—The market has taken an
advance during the week, largely due
to firmer conditions in Brazil. Pos-
sibly all grades of Rio and Santos
average 4c higher than last week.
There is a lot of coffee in sight and
trade are not very much interested
in the higher prices. Milds are about
unchanged.
Canned Fruits—California packs are
the weakest in the entire canned food
market. Peaches have receded be-
cause of limited buying. There is a
limited movement into jobbing chan-
nels but many distributors are still
working on their own stocks and are
not in the open market. Cheap apri-
cots are firmer because the distressed
lots at low prices are not so frequent-
ly offered. The better grades remain
dull.
Canned Vegetables—Tomatoes are
without change. Standard corn is
firmer and has advanced to 75c fac-
tory as the inside price, with some
canners holding for 80c. The sale of
1921 peas is being pushed by brokers,
but despite the firmer spot market on
cheaper lots new pack have not sold
well to date. While some brokers re-
port sales, others say that futures are
neglected at the opening prices, which
have already been shaded a trifle.
Some Michigan canners have even ac-
cepted orders for straight fancy lots,
while others still refuse to sell except
in assortments with a certain percent-
age of standards. Other vegetables
were more or less quiet except aspara-
gus, which shows the usual increase
in spring demand for the light offer-
ings available.
Canned Fish—Quantity buying is
entirely lacking, the outlet being of a
jobbing nature fom the local and
jobbing nature both from the local and
from the interior trade. Maine sar-
dines continue weak. While regular
packs are maintained at quotations,
navy and bankrupt stocks are offered
at discounts, which disrupts the mar-
ket. Maine canners expect to open
their plants late this season as the
outlook is uncertain since old packs
are still dragging. California sardines
are in similar demand. Ovals are of-
fered at discounts but without an in-
creased clearance. Imported sardines
find their outlet in the way of small
lot sales, as contract business is lack-
ing. Salmon is also weak, and like
sardines in nominal demand. Pinks
are to be had from $1 up, with $1.10
the usual minimum. No buying of
consequence is occurring. Red Alaska
is not moving but it is generally held
for the summer trade. Chums and
medium red are neglected. Jobbing
sales of blue fin and white meat tuna
fish are of no consequence, the trade
being in no mood to acquire large
blocks.
Dried Fruits—The one big feature
of the dried fruit market is the prune
situation, which fails to show improve-
ment such as packers would like to
welcome. In fact, as the season ad-
vances it is becoming more of a buy-
er’s market, with lower prices on Cal-
ifornia and Oregon fruit and only a
nominal jobbing demand. Weakness
is the most pronounced feature at
present. The exceptionally warm
spring, with summer-like temperatures
on several occasions, indicates that the
cold storage period is at hand. Job-
bers are very conservative buyers, as
the advancing season and the steady
decline in prices causes them to buy in
a small way. The average jobber
would rather acquire three 25-box lots
than ome of 75. Both California and
Oregon prunes are urged to sale and,
with competition to get business, price
cuting is common on all sizes. The
demand for apricots is a tame affair,
and while the spring demand has in-
creased it is still limited. Fancy
Blenheims are firm but common packs
are dull. Peaches are moving more
freely from jobber to retailer and from
retailer to consumer, but not from
packer to jobber. Interest in the lat-
ter department of trading is as lax as
it is in other lines. Pears are hardly
salable at the moment. Raisins rule
firm and moderately active in pack-
ages and in boxes. Currants are firm-
er because of the stronger tone in
primary markets and because there is
a better demand on spot, due to the
favorable differential between raisins
and currants. Figs and dates are in
routine demand only.
Corn Syrup—The influences of the
season make for the quiet market.
There are no special features to note.
Molasses—Current wants of con-
sumption which, are limited are sup-
plied at prices within the quoted range.
Rice—Weakness has been a feature
conservative in their purchases.
Cheese — The market is barely
steady, there being a good supply on
hand, with a fairly active demand. The
receipts of new-made cheese are show-
ing up well in quality for this time of
year and meeting with fairly good sale
upon arrival.
Provisions—The market on lard re-
mains steady and unchanged, with a
supply and a somewhat
light demand. The market on lard
substitutes is still weak, and in ample
supply to meet the present demand.
The market on smoked meats is
slightly firmer due, largely to a some-
There
, however, a good supply and we
moderate
what heavier Easter demand.
is
look for no change
Salt Fish—The demand for mackerel
is very dull. The consensus of opinion
is that the Lenten trade has been dis-
appointing, although there has been
some business done. The indications
are for a dull trade for some time.
Prices are about unchanged, but are
not unduly strong.
a
Review of the Produce Market.
Apples—Sales are only fair on the
following basis:
Norther Spys 60 $6.00
Waltnan Sweets --...5. 1 4.50
Bakes 5.00
Russete 2 oo 4.50
Mematnans 208 5.00
3agas—Canadian $1.50 per 100 Ib.
sack.
Bananas—9c per lb.
Beets—$1 per bu.
Butter—The market is no_ higher,
but is much firmer, due to extremely
light receipts of strictly fancy cream-
ery. There has been a very-active de-
mand for this grade of goods and re-
ceipts have been cleaned up daily. We
look for continued firm market until
we have a larger supply of fancy
fresh creamery butter. At the pres-
ent writing there is a good active de-
mand. Local jobbers hold extra
creamery at 43c and firsts at 40c.
Prints 46c per lb. Jobbers pay 18c
for packing stock, but the market’is
weak,
Cabbage—75c per bu. and $2 per
bbl.
Carrots—$1 per bu.
Florida,
$3.50 per
Cauliflower — ;
crate.
Celery—Florida, $3.50@4 per crate
of 4, 5, and 6 stalks; Jumbo bunches,
85c; Large Jumbo, $1.
Cocoanuts—$1.10 per doz. or $9 per
sack of 100.
Cucumbers—$3.50 per doz. for Ih-
nois hot a
Eggs—The quality is fancy and the
demand considerably heavier than it
has been for some time past. There
should be good active trading on this
present basis. The receipts are slight-
ly above normal for this time of year.
Local jobbers pay 2lc this week for
fresh, including cases, f. 0. b. shipping
point. There are no indications of
higher prices.
Grape Fruit—Fancy Florida stock
is now sold on the following basis:
0 $4.00
ay ee es 4.75
Green Onions Shalotts $1.25 per
doz.
Lemons—Extra Fanev California
sell as follows:
J00 size, pér box .... aa
270 size, per box ae 329
240 size, per box : nana 4.75
Faney Californias sell as foltn ws:
300 size, per box RS ta i ee $4.75
240 size, per box ___. 42, 429
240 size, per box 0 ae
Lettuce—18c per Ib. for leaf; Ice-
berg $475 per crate.
Onions—Spanish, $2.50 per crate of
72s or 50s; home grown in 100 Ib.
sacks, $1 for either yellow or red.
nion Sets—$1.50 per bu. for white;
$1.35 per bu. for red or yellow.
Oranges—Fanecy California Navels
now sell as follows:
Zo $6.00
150 : 20
176 on i. 425
200 _ _ 475
216 i ne . 430
252 a . 425
288 : : 1 4245
a LC seo
Parsle ley—60c per doz. bunches.
Parsnips—$1 per bu.
Peppers— Green from Florida, $1
per small basket.
Potatoes—Home grown, 40@50c
per bu. The market is weak.
Radishes—Hot house, large
es $1.10 per doz.
Spinach
grown.
bunch-
$1.85 per bu. for Southern
Strawberries—$4,50@5 per 244 at.
crate of Louisiana.
Sweet Potatoes—lIllinois kiln dried,
commands $3 per 50 Ib. hamper.
Tomatoes
lb. basket.
Purnips—$1.25 per bu.
22>
What looks like another question-
able scheme has been brought to the
California, $1.60 per 6
attention of the Tradesman by a
Marion merchant, who sends us some
literature purporting to be put out
by the Continental Service Co., in
Chicago. The name of the company
does not appear in any of the mer-
cantile agency books and its literature
does not give any street number, giv-
belief that the
fictitious. The
ing ground for the
whole thing may be
representative of the company in this
territory is Henry K. Boer, who was
formerly engaged in the grocery busi-
ness at Hamilton and who is now lo-
cated at 41] Grand
Rapids. Mr. Boer has been anxious
Eastern avenue,
to resume the retail business and,
pending the securing of a good loca-
tion, is evidently identifying himself
with the Continental Service Co.,
which offers to sell goods at, appar-
ently, very attractivev prices on pay-
ment of $2 a year for a service cou-
pon. Among the things it offers to
do is to sell 100 pound sack of gran-
ulated sugar for $5.35. Of course,
no mercantile establishment can sell
goods on this basis and live and
anyone who gives up $2 in the ex-
pectation that he is going to get sugar
on that basis is quite likely to have
a bump coming. i
en enttoainneeinie
BETTER SALESMANSHIP.
Present Need of More Skill and Ex-
perience.
Written for the Tradesman.
In the article just previous to this,
some space was given to considering
personal salesmanship in its less pleas-
ing and less efficient developments.
Now let us take it at its best estate,
where properly it should rank as one
of the fine arts. Think for a moment
of the traits and qualifications that the
expert salesperson must possess. As
was brought out in a former article,
he or she must understand human
nature, must have a knowledge of the
thoughts and the emotions of the hu-
man soul, that is little short of pro-
found. He must be familiar with the
great dominant characteristics that
belong to all human creatures alike.
He must know too the classes into
which human beings naturally divide
themselves, and the earmarks of each
class. He must have the discrimina-
tion that can tell surely just what
sort of person is each one with whom
he comes in contact. He must pos-
sess quick perception and be a ready
discerner of moods. Moreover, he
must be blessed with an unfailing
memory for faces, names, personal
peculiarities, preferences, prejudices,
and family and individual histories.
All this weight of knowledge must
be carried lightly. A gift of small
talk, a pleasant way of conversing
about little everyday happenings, and
a sense of humor are most useful,
while a genial, agreeable disposition,
a warm magnetic personality, and a
genuine liking for humankind are in-
dispensable. A good salesman must
have force of character, a certain
nicely veiled aggressiveness, and a
proper confidence in himself, this last
never being allowed to expand into
disagreeable self-esteem. Further, he
must possess the concentration that
can hold to the matter in hand and
will enable him to close a sale instead
of letting it slip through his fingers.
He must have decision with which to
supply the customer who can not
make up her own mind; but must not
lack willingness to subordinate his
own opinion when his customer is of
the kind that is positive and set in
her ways.
To the qualifications that have just
been mentioned there should be added
good taste in dress and a regard for
the amenities of life; the faculty of
looking at things from the customer’s
point of view; the candor that begets
confidence, the honesty that makes
for a square deal for both patron and
employer, the foresight and loyalty
that give heed to the reputation of
the store. When you think of the ex-
emplification of all these and of more
than all these in well balanced and
harmonious combination, you have
some idea of what it is to be a really
expert salesman. To call salesmanship
at its best a fine art is not an extrava-
gance of language. Good buying,
skillful display and arrangement, at-
tractive and convincing advertising,
each in its place is so essential that
it would be unfair to class any other
part of the work of a store as of
greater importance. But every one
who appreciates it for what it is, un-
hesitatingly gives to personal sales-
ieee ent
eed RISE
Ce ae ee ae eee ee
MICHIGAN TRADESMAN
manship in its excellence at least an
equal rank.
A store manager should himself
hold a high ideal of salesmanship, and
should be able to imbue those under
him with this high ideal and with a
liking and enthusiasm for the work
of selling goods. He must inspire. He
must take the kind of beginners who,
if left to themselves, would fall into
the vending-machine class, and arouse
in them some degree of purpose and
ambition. They may never become
experts, but he should aim to waken
them to the best of which they are
capable.
While he must inspire these, there
are others whom he must curb. For
it is seldom you find a human being
with enough of any given virtue, who
does not have it in excess. Beginners
Making an effort to urge more
goods upon the customer who already
is buying all from the store that she
well can buy. A loyal customer natur-
ally resents this.
When credit is given, inducing
credit customers to buy beyond their
ability to pay promptly and easily.
Being foolishly officious. Trying to
induce a customer who knows her
own mind to take what he prefers in-
stead of what she prefers.
Thrusting his presence and atten-
tions when wholly unnecessary, upon
the customer who prefers to make her
selections by herself.
Showing temper or even the least
unpleasant feeling, when a customer
decided against an article she has been
considering. This is a bad blunder,
for it is likely to make her avoid the
Consider the following figures:
Italy
000,000 loaned to the Allies.
Italy
France
Italy
France
Italy
THE ALLIED DEBT CANCELLATION QUESTION.
Should the debts of the Allies to the United States be cancelled?
What the War Cost In Money.
Pueignd 90
Pramce
es $39,827 ,824,940
1 24,312,782.800
ee 12,413,998,000
Belgium and other Allies .-.- 11
Lnited States _
a 22,625,252,843
The $22,625,252,843 expended by the United States includes $10,000,-
What the War Cost In Lives.
Paging
Prance 2)
Be 1,654,550
ee 1,180,660
Below
ioited States 2
Following are estimated figures if the United States had entered
the war at the beginning, as every man who believes in the integrity
of contracts believes the United States should have done:
Cost In Money.
Becignd 2 Je $30,000,000,000
ae 20,000,000,000
bo 10,000,000,000
Belgium and other Allies __..___-
linitea States .2 8
DO ces ee 30,000,000,000
Cost In Lives.
Bpeiagd 2 500,000 to 1,000,000
2 1,000,000
Below (220
Viniwted States ..- 2
eo 60000 to 1,000,000
Is $10,000,000,000 too much for the American lives that were saved?
Will the cancellatioa of this debt aid us in a return to normalcy?
3,963,867,914
839,904
272,000
109,704
3,000,000,000
500,000
100,000
of the sort who really exert them-
selves to make sales, are likely to have
a superabundance of energy, manifest-
ing in ways that are crude and even
absurd, ways that repel customers and
defeat the very end desired. No man-
ager can afford to chill enthusiasm or
crush initiative in his employes.
Rather is it his task to set these in-
valuable forces to running quietly in
channels for the most part unseen. He
must educate those in his charge who
by nature may be too assertive, too
noisy, too obviously anxious to do
business, in the fine self-restraint that
is an integral part of the best and
highest salesmanship.
The overzealous young salesperson
is likely to make such mistakes as the
following:
Talking too loud or in a harsh or
high-pitched or strident tone of voice.
Talking too much. Failing to dis-
tinguish between the customer who
would like a little sociability and the
one who is pressed for time and wants
to make her purchase and be gone as
soon as possible.
place in the future. Keeping people
coming is one of the aims never to be
lost sight of.
When the store does not carry the
thing the customer desires, over-
ruling her judgment and inducing her
to buy something she does not want
and which will not be satisfactory to
her in use. It can not be too strongly
impressed upon all beginners in store
salesmanship that the good will of a
customer is worth far more than any
single sale, and that a business can
not be built up on the dissatisfaction
of its patrons.
Another common mistake is trying
to make a sale when the sale virtually
has been made already, the customer
merely desiring to repeat on a prev-.
ious purchase. In general, the very
energetic beginner is likely to err by
putting on too big a head of steam
for the thing to be done. It doesn’t
require as great an effort to dispose
of an ordinary dishpan as to make
sale of a good rug or of an expensive
piano.
That peerless piece of advice for
March 30, 1921
actors, “Hamlet’s Instructions to His
Players,’ might well be paraphrased
for the study of ambitious salespeo-
ple. “Overstep not the modesty of
nature,” is a golden mine of wisdom.
Emphasis is here placed on the need
of a certain degree of self-repression,
because the earnest young salesper-
son often falls down simply by over-
doing matters.
Perhaps one reason why shoppers
do not make for more frequent pro-
tests against salespeople of the vend-
ing-machine type is because even they
with all their inefficiency, are less ob-
noxious to persons of fine sensibilities
than are those who are rudely aggres-
sive and strenuous. While this is
wholly true, let not the beginner who
has zeal and energy despair. Only
let him or her set the high aim of be-
coming an artist, not a bungler.
Ella M. Rogers.
——_»-+
California Tuna Pack To Be Doubled.
Southern California fish canneries
will be able to pack tuna nine months
out of the year instead of the usual
three months, according to plans of
the John E. Heston Company of Long
Beach, state advices from Los
Angeles. The pack for this coming
season will be increased by 9,000 tons
of yellow fin tuna, over 15,000 tons
packed last year. The additional sup-
ply will come from waters off the
coast of Lower California at Cape
San Lucas, the Southernmost end of
the peninsula. The company recent-
ly organized and backed by Long
Beach business men, is outfitting a re-
frigeration ship to sail for Cape San
Lucas, where large catches of tuna
will be frozen preparatory for ship-
ment by tender boats to the canneries
of San Pedro, Long Beach and San
Diego.
Definite arrangements already have
been effected with the Van Camp’s
Sea Foods Company, International
Packing Corporation, both of San
Pedro, the Halfhill Tuna Packing
Company of Long Beach, and the
Italian Fish Company of Vernon, for
almost the entire capacity of the re-
frigeration plant. The remainder of
the output will be supplied to the
other fish packers indiscriminately.
To bring the price of canned tuna,
now selling at 40 cents per can, down
to the pre-war level of 25 cents per
can for the one-pound size, is the im-
mediate object of the company. In-
creased production and the lowering
of the price of fish in the round to the
canner is expected to make this pos-
sible.
——_+>-~____-
You can be known as the most ac-
comodating merchant in town if you
try, and you could scarcely have a
more profitable reputation.
COLEMAN ®rand)
Terpeneless
LEMON
and Pure High Grade
VANILLA EXTRACTS
Made only by
FOOTE & JENKS
Jackson, Mich.
TE ct 4-——
= enn ae
=
CERIO CEM RABNP Peon since espe oe oe
ee
+ Ree:
ippearedaronateatisr sores SIH ix
March 30, 1921
Saginaw Council Now Largest in
Michigan.
Saginaw, March 29—The Ladies
Auxiliary of Saginaw Council, No. 43,
held the annual meeting and election
of officers at the home of Mrs. All-
bright, 212 Webster street, March 17.
The result of the election was as fol-
lows:
President—Mrs. Thos. Watson.
Vice-President—Mrs. Otto Kessel.
Secretary—Mrs. Harry Zerwis.
Treasurer—Mrs. Ed. Knoop.
Executive Committee — Mrs. Dan
MacArthur, Mrs. Geo. Zuckermandel,
Mrs. Jos. Rabe, Mrs. Chas. Phillips.
The Ladies Auxiliary are to be con-
gratulated on their excellent choice of
officers. Mrs. Watson as President
assures the Auxiliary of a splendid ad-
ministration and a further increase in
membership and continued success
for the organization can be looked for.
Mrs. Kessel will make an able assist-
ant to the President. The secretarial
duties will be splendidly executed by
Mrs. Zerwis, while the funds will be
most ably accounted for by Mrs.
Knoop. The personnel of the execu-
tive committee shows equal discrim-
ination.
Saginaw Council can surely feel
proud of its Ladies Auxiliary. We do
not know of another auxiliary that
manifests more loyalty or ability. We
have always found them ready to do
more than their share in assisting to
make No. 43 what it is to-day.
During the past year, under the
leadership of Mrs. A. LeFevre, the
Ladies Auxiliary has made
progress. Mrs. LeFevre and her corps
of officers gave untiringly of their
time and effort to make a banner year
and the results have been very gratify-
ing.
Mrs. LeFevre was hostess at a din-
ner given at her home on March 10
to the retiring officers and committee
members. As a token of esteem, her
guests presented Mrs. LeFevre with
a beautiful bar pin.
Saginaw Council wishs to extend
to the Ladies Auxiliary their sincere
greetings and our most earnest co-
operation for the coming year and
our deep appreciation for the many
favors extended to us in the past.
The March 19 meeting of Saginaw
Council will share with the October
17, 1920, meeting as an epochal and
history making event. On October
17 we initiated a record class of 107
members and on March 19 Saginaw
Council became the largest council in
Michigan, with a total membership of
726. This is a gain of 250 members
for the year just closed and represents
over 40 per cent. of the increase in the
Grand Jurisdiction. This record also
wrests from Cadillac Council of De-
troit the position of the largest coun-
cil they so long held.
This wonderful record was given its
impetus by having our own Herb.
Ranney holding the position of Grand
Counselor and instigated by the bril-
liant leadership of Senior Counselor
H. L. Rutherford and the assistance
“of team captains, M. S. Brown and B.
N. Mercer and the loyal co-operation
of every officer and counselor demon-
strates the possibilities of a council
acting in unity.
After the initiation of candidates
the council proceeded with the an-
nual election of officers, the results
being as follows:
Past Counselor—H. L. Rutherford.
Senior Counselor—O. M. Leidlein.
Junior Counselor—A. E. Dorman.
Conductor—Albert Munger.
Page—C. M. Smith.
Sentinel—_Wm. Choate.
Secretary and Treasurer—G. A.
Pitts.
Members of the Executive Commit-
tee for the expired terms—Roy Stone
and Ed. Knoop.
E. Blank, retiring from the Execu-
tive Committee, was elected a Past
Counselor, as was G. A. Pitts, who
has served three years as Secretary.
The new officers immediately as-
sumed their duties, expressing their
appreciation for the honors conferred
upon them and pledging their re-
great
MICHIGAN TRADESMAN
newed efforts toward maintaining the
success and the position of Saginaw
Council.
MS. Brown presented HH. T.,
Rutherford and E. Blank with the
jewel of their office and the Council
instructed our modest secretary to
procure a similar token for himself.
Frank Brown very ably expressed
the sentiment and appreciation of the
Council to both these splendid offi-
cers for their efficient admin‘stration
of their respective offices.
To Wm. Choate and Roy Stone, the
two new members of the officers corps
the Council extend their best wishes
for success and thanks for their efforts
in the past.
After supper, the Council was again
called to order by Grand Counselor
H. D. Ranney, the ladies also being
present. Mr. Ranney appointed Fred
Phillips as Conductor and then with
appropriate remarks installed the
newly elected officers.
This work being completed, all pres-
ent indulged im a card party. Both
500 and pedro were played. .
With every counselor and every of-
ficer doing his duty as was done dur-
ing the last year, this Council should
continue to rank as the foremost in
Michigan. The only reason that Sag-
inaw Council is not the largest in the
United States is lack of territory.
L. M. Steward, who was with us a
few moments on election night, has
been operated on and is in a very
critical condition. We sincerely hope
that Mr. Steward may soon be out of
danger and permanently regain his
health.
Mrs. Trott, wite of Sam Trott, 1s
also confined to the hospital, but is
getting along very nicely.
Ed. Gregg, whose life has been
despaired of as a result of a severe
attack of pneumonia, now has an even
chance for recovery.
G. S. Garber’s father has undergone
an operation, but is improving as well
as can be expected.
Saginaw Council extends to these
brothers their wishes for a speedy re-
covery. O. M. Leidlein.
—__» -
Why a Local Department Store Runs
Behind.
Grand Rapids, March 28—You had
an item in the Tradesman a week ago
to the effect that one of the 5 and 10
cent stores here was running behind
at the rate of $100 per day.
Do you know why this is so?
If not, I will tell you.
The management of the store in
question published broadcast that the
work of preparing the building for oc-
cupancy was being done altogether by
union labor, which everyone familiar
with the situation knew would force
the cost of installation up to twice
what the work was worth. As a re-
sult, it has been found impossible to
get the people into that store to trade.
Even the wives of the men who were
employed there refuse to darken the
threshold of the establishment. It is
a matter of common knowledge that
union men never purchase union made
cigars unless they think they are be-
ing watched by some walking dele-
gate or business agent. The same is
true of the wives of union men. Ex-
perience has taught them that ar-
ticles produced by so-called union la-
bor are both inferior in quality and
higher in price than goods produced
by honest free labor. The best way
to kill a business is to advertise that
it employs union men exclusively.
Frank Stowell.
—_——_~+-~<
Let Me Be a Little Kinder.
Let me be a little kinder,
Let me be a little blinder
To the faults of those about me,
Let me praise a little more;
Let me be, when I am weary,
Just a little bit more cheery,
Let me serve a little better
Those that I am striving for.
Let me be a little braver
When temptation bids me waver,
Let me strive a little harder
To be all that I should be;
Let me be a little meeker
With the brother that is weaker,
Let me think more of my neighbor
And a little less of me.
|
MMT
27}
Lc
A
We Hate to Say,
UN
SATS Sikes
“We Told You So,’ But—
Wanted merchandise in dry goods is
SCarce.
Merchants and buyers complain
that they cannot get what they want for
immediate delivery. Factories and mills
have no stock and cannot turn out mer-
chandise fast enough to meet the current
demand. This is merely the result of long
curtailment of production and suspension
of buying and even when merchandise has
been made and bought, railroad deliveries
are very slow. We have believed for some
time that this would be the situation and
we prepared for it, with the result that we
now have in stock or in transit well as-
sorted lines of wanted Spring merchan-
dise.
We have believed that the whole-
saler who can take care of his trade under
such conditions, will merit and receive
greater favors from the trade in the future.
Our salesmen are carrying a complete line
of samples and we would suggest that you
watch for them.
If you need merchandise in a hurry
send us your MAIL ORDER or TELE-
PHONE or TELEGRAPH us at our ex-
pense.
Remember that EVERY TUESDAY
is CITY DAY when we will have REAL
BARGAINS in EVERY DEPARTMENT.
We suggest that you visit us often, not only
to look over our merchandise, but to learn
more about conditions and how retailers
are meeting them. The retailer who con-
stantly works with his wholesaler during
these times is bound to profit thereby.
If you want merchandise help, try our
DRY GOODS SERVICE.
It only costs
$2 per month and a month’s trial will tell
you whether or not it will benefit you to
the extent that we think it will.
Grand Rapids Dry Goods Co.
GRAND RAPIDS, MICH.
Excluslvely Wholesale
No Retail Connections
Sy (MIURA LTT Pa TTS TESTS
LUTTE UT
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MICHIGAN TRADESMAN
March 30, 1921
SINN FEIN AGITATION.
“Citizens, by birth or choice, of a
common country, that country has a
right to concentrate your affections.”
The zeal with which some of our
people are working for an independ-
ent Irish republic shows a total dis-
This
Sinn Fein agitation causes us to neg-
regard of this wise injunction.
lect our own problems, on the solu-
tion of which our safety depends,
while we bother our brains with for-
eign affairs, which ought to be to us
of secondary consideration. Our own
domestic troubles are portentous The
welfare of our own people and of all
our descendants depends on the wise
solution of the problems that con-
front us. This is no time for a true
American to devote his efforts and
his money to fixing up things across
the Atlantic when he ought to be
devoting all his energies to putting
our own household to rights. It was
well enough, perhaps, in Revolution-
ary times, before we had become a
Nation, for Commodore Barry to de-
scribe himself as “half Yankee, half
higher
He who is not more
Irishman.’ We demand a
standard to-day.
than 50 per cent. American is not
worthy to be classed as an American
citizen.
The same wise counselor gives us
some further pertinent advice. He
tells us that hatred for any particular
nation should be excluded from our
minds—that such hatred is sufficient
to lead us astray from our duty and
our interest.
In all the speeches and writings of
these Sinn Fein agitators there is not
a trace of Americanism. There is
not an argument to show that an in-
dependent Ireland would be of the
slightest advantage to our own peo-
ple. There is hardly a trace of any
love for Ireland. Not an argument
to show that the Irish people would
be more contented and prosperous as
a separate republic than if they adopt
Home Rule bill, by
themselves
the present
which they can
with as much liberty and as little re-
striction as the people of the State
of New York. It might be difficult
for these agitators to show that the
Irish
more than half the population of New
York City—would be better off as a
republic, burdened with maintaining
its own navies, forts and armies, than
under a Dominion Government like
Canada
govern
small population—not much
But this is exactly the ques-
tion to which these agitators should
address their arguments, They should
show us, at least, that an Irish re-
public is the best thing for the Irish
people, if they want our help and
money to establish an Irish republic.
Such a question demands clear, cold
reason, does not appeal to the emo-
tions and does not lend itself to the
kind of eloquence in which these agi-
tators delight.
their
speeches, these Sinn
writings and
Fein agitators
are mainly actuated by hatred of Eng-
Judged by
land and they seek to inspire us with
the same They dwell at
length on the wrongs of the Irish
and the evil things done by English-
men in other parts of the world. They
do not forget to remind us that more
hatred.
than a century ago England impress-
ed American seamen and her soldiers
burned the public buildings at Wash-
ington. They shake the “bloody
shirt” before us to make us see red
so as to becloud our vision as to what
is our true duty and interest. If the
Irish settle down contented
and prosperous under the Home Rule
bill, these agitators would not be
They want an independent
should
happy.
Ireland, not because it would be bet-
ter for the Irish, but worse for the
English. That it is not so much love
for Ireland, but hatred of England,
which is at the bottom of this agita-
tion may be known from the fact
that our pro-Germanites have become
ardent Sinn Feiners. They do not
pray for the welfare of Ireland, but
“God smite England.”
REGULATING THE RAILROADS.
The formation %»f the Interstate
Commerce Commission was the be-
ginning of a long line of superorgan-
izatiors and regulatory measures that
have almost abrogated that strong in-
dividual management so essential to
real efficiency and progress. It is
doubtless better to tolerate some ex-
cesses and usurpations on the part
than to
measures
cf individual management
enact hastily restrictive
that serve not only to invivte dis-
trust and suspicion, but an insidious
undermining of that authority so es-
sential to establish and promote ef-
ficient service.
We will not deny the necessity for
general enactments by Congress of
measures applicable alike to all Com-
engaged in interstate
business, but we cannot permit these
enactments in any manner to infringe,
mon. carriers
circumscribe or limit the functions of
management. This every superorgan-
ization will do, regardless of the most
pronounced well-meaning intentions.
Every business man who may have
had the management of a _ business
must look upon the heads of the rail-
roads with real compassion. It is a
sorry spectacle to witness the limita-
tions in rates imposed by the Inter-
state Commerce Commission, with
Congress at the behest of a weak and
vacillating President enacting pacific
measures in the interest of a venal and
unscrupulous class of union slovens
and shirkers, thereby adding an al-
ready abnormal liability, jeopardizing
credit and inviting bankruptcy.
The superorganization known as the
United tates Railroad Labor Board
is another link of this quite endless
chain of regulatory governing bodies.
While Congress clearly anticipated the
necessity for this transportation act,
it is a deplorable fact that previvous
class legislation is almost entirely to
blame for such a measure. It must
be evident to the most casual observ-
er that this court will afford agitators
and irresponsible labor leaders not
only an opportunity to display their
vanity, but to impose upon the time
of men whose energies should not be
contro-
dissipated in unreasonable
versies.
Men intrusted with the management
of our railroads should not be sub-
penaed for discussions with irrespon-
The stockholders resent
sible men.
this invasion of the time frittered
away at their behest. These labor
leaders have no regard whatever for
relevancy; they appear before this
board with the most absurd charges.
These leaders hope to thrive by sow-
When
they, by act or word, directly or in-
ing the seeds of discontent.
directly attempt to impress upon the
minds of their chents that the railroad
management has purposely and de-
signedly brought about the present
abridgement of business they know
that nothing can be further from the
truth.
It is deplorable that men will so
blindly follow such unscrupulous lead-
ers. Not only railroads but the gen-
eral public as well realize that the
“national agreement” now under dis-
Railroad Labor
Board should be abrogated, and with-
The stockholders demand
individual management be restored to
power and that sound principles be
enurciated and carried out vigorously,
to the end that efficient, satisfactory
and uninterrupted shall be
provided the public and a reasonable
return on the capital invested. We
cussion before the
out delay.
service
must resolutely resist any and every
invasion of the rightful functions of
management. None but
individual management can promul-
individual
gate and put in force rules sufficiently
flexible for successful operation of a
railroad.
No management can be successful
if it shall be required to have its rules
and regulations meet the approval of
men of inferior intellect, knowledge
and experience.
CO-OPERATIVE FAILURES.
The editor of the Grocery World
bewails the fact that nothing has been
vritten about co-operative enterprises
in America, occasional
magazine or trade paper article, most
vexcept an
of which have missed the point of
paramount importance, which is that
these things are important chiefly as
outgrowths of the co-operative idea,
that in the end is sure to eliminate all
barnacle growths on business and
solve all of its competitive problems.”
His direct reference had to do with
co-operative grocery stores, presum-
ably of the general pattern of the
famous Rochdale system of England,
a very common recourse of reformers
such as the one who wrote the editor
in question and inspired the comment.
3ut the fact is that a great deal has
been written about it; far too much of
it based on misapprehensions and a
failure to understand that the British
co-operative systems and the Ameri-
can living conditions are not wholly
harmonious.
As a matter of fact, most of the co-
operative experiments in this country
have not met with such success as to
enthuse anyone to discuss them, es-
pecially the reformers who prefer to
chronicle only successes. And such
experiments as have been tried have
not as yet proved their ability to
“solve all the competitive problems”
by any means.
There are two controlling reasons
why the British co-operative system
has not thrived here. The first is that
its success in England has been be-
cause of social quite as much as eco-
nomic reasons. England is a far more
homogeneous nation than America, its
people in given communities lacking
the variety of social, intellectual and
traditional characteristics that prevail
here. America has always demanded
a different kind of merchandising from
that which prevails in an English fac-
tory town and there is too much of the
spirit of “letting George do it” here to
“doing it yourselt,”
which underlies much of the success of
the British co-operative system.
make possible
But a broader suggestion lies in the
fact, which so few realize, that the
present type of grocer is really a more
striking example of the co-operation
than that which exists in England;
even if he is not frankly called such.
It is by no means proved that all the
service which the grocer performs for
his customer could be done any cheap-
er, it as cheaply, “by” the customers
as it is now done “for” them. A given
function, done by a hundred customers
if reckoned out in actual aggregate
cost, would probably cost a great deal
more than if an experienced grocer,
with equipment and trained clerks, did
it and charged a pra rata expense to
each customer, which is substantially
what he does when he adds ‘over-
head” to his price.
The common flaw in the logic of ob-
servers and writers on “co-operative
movements” lies in their refusal to
study merchandising, especially gro-
cery merchandising, from a functional
standpoint. If certain things must
b done the only way to save the cost
is either to do it for one’s self or find
a better way to do it than that now
employed. Calling it “a co-operative
movement” does not change the econ-
omic fact. The very evidence that the
prevailing type of retail grocer and
wholesale grocer have prevailed down
to the present is their own best proof
of economic efficiency, when measured
by the yardstick of American living
habits and customs.
CANNED GOODS SITUATION.
Holy Week left a rather bad record
in the canned food line because of the
disappointingly small volume of busi-
ness done on spot and for factory
shipment. The market was downright
‘dull in all departments, the only sales
slips being those for small lots to take
care of current consumption. In this
respect it was a continuation of the
previous week, both as to spot and as
to future trading. The jobbing trade
is buying daily but in a small way and
price considerations loom big as a
barometer in swaying the buyer.
Cheap, serviceable lots of 50, 100 or
200 cases on spot are preferred to car-
lots at a lower rate at the factory.
There is a noticeable neglect of the
fancy packs as the demand is wholly
to supply the whim of the consumer
who is a close buyer. Future sales can
be said to have made no progress. The
buyer thinks that what prices have
been named may be shaded and he is
not signing up contracts even for his
actual future needs.
One trouble with the country is
that it has too many people in it who
would rather be a $1 an hour man
out of a job than a 50 cent an hour
man on a payroll.
March 30, 1921
DO YOU BUY FOR A YEAR OR A MONTH?
_Many merchants feel that they are serving the best interests of
their business when they take advantage of “special deals” whereby they
can lay in a year’s supply of stock at a material discount off the regular
price, losing sight. ot the fact that every week that the merchandise
remains in stock it increases in cost, due to the additional overhead
which it incurs.
Just how much this amounts to is apparent from a glance at the
following table, based on the average grocer’s overhead of 1624 per cent
for goods sold within thirty days. To apply this table to other busi-
nesses, merely substitute the average expense figure in place of the
“first month’s expense” and add 3 per cent. per month from that point on:
yo May capetse per cent.
First month expense 2:60 Ss 16.66 per cent.
mecOud M20nth expense 19.66 per cent.
Ae MOnth expense 8G per cent.
Pourh mouth exnence ...... 25.66 per cent.
Fe Miovith expence per cent.
maeeo Miogth €zpense _.... CE 31.66 per cent.
Seventh month expense ___.___________ 34.66 per cent.
Pigece month Gapense 37.66 per cent.
Nit month expense 0 40.66 per cent.
Wenth month expense 0) 43.66 per cent.
Eleventh month expense _...__.. 45.66 per cent.
we years exeense 48.66 per cent.
In other words, the average expense of an article of which a supply
is bought for a year at a time is 31.66 per cent!
MICHIGAN TRADESMAN
gener
‘The Pioneer
of the
Automobile Insurance Companies
of Michigan
is the
Citizens’ Mutual of Howell
This company has a membership of over 50,000, the result of six
years consistent growth, based on sound business and insurance
sense. It has lived and is living up to its original slogan, “Auto
Insurance at Cost Plus Safety.” Its officers are men with a state-
wide reputation for business honesty and sagacity and their advent
into the insurance field has saved millions of dollars in premiums
to the automobile owners of the state.
Since organization, the company has paid losses and claims amounting
to over $700,000.00 and has always maintained a cash reserve large
enough to pay every claim on the day of its adjustment._. Its adver-
tised assets are CASH, REAL ESTATE and OFFICE EQUIP.
MENT, listed on March 27th as follows:
eo e.....ULLULULULL $ 50,068.95
2s ....LULULULULULU!ULUL 26,488.17
Cire Hide. and Gite... t—“‘—SSSCC 27,633.44
Office Furniture and Equipment ______ $3,354.97
Total $117,525.53
The company occupies its own office building on the best corner of
the main thoroughfare of the prettiest and most progressive small
city in central Michigan. The building is new and modern and the
office equipment is up-to-date, representing a large additional asset
beyond the actual cost. 7
In addition to the officers, the home staff numbers 20 trained exe-
cutives and assistants. Thirty-two among the leading attorneys of
the state comprise the legal department. There are three adjusters
in the field and resident adjusters in practically every city and lar e
town in Michigan. i q 8
The company is fully and adequately equipped for service and is
dedicated to the principle of A SQUARE DEAL.
Citizens’ Mutual Auto Insurance Co.
HOME OFFICE, HOWELL, MICHIGAN
There is an agent in your town.
America’s Creed
LLL ddddddiddddddddlidiilsa
AM AMERICA AND THIS IS MY
CREED. I am a builder, and | build
within and without. | create. I improve.
I do not destroy. ! toil and produce that my
people may grow in happiness. Because of
the faith I have in my people | spend of my
strength for them; they have unswerving faith
in my vision, my honor, my plighted word.
They have laid my foundations upon honor
and my strength they have fashioned with
hard work, with loyalty and good fellowship.
They are of me and for me.
My people accumulate in wealth, in virtue, in
modesty, in results. My children blossom in
wisdom and goodness. My men and women
of the pen, in finance, in the church, of our
halls of learning, the bench, the bar, in the
field, in the factory, on the water at the
mountainside—their prowess is supreme.
The unholy shadow of war brought forth
the power of my mighty arm. I gave unspar-
ingly of my sons and my resources. With
peace my children reckon the cost. They
yield to none in honor, in sacrifice, in glory.
My faith in mankind remains unshaken. Into
the channels of the earth pass forth my charity,
money, commerce, plans, in a mission and
with a message, firm in the security of men’s
confidence in one another.
The peace has unnerved the weak, the uncer-
tain, the unstable, the restless the discon-
tented, the wanderers, and the unsettled. The
strong remain unmoved. | stand upright and
unafraid. | am ready. My task is not com-
plete. My fellows of the world need my help.
lam consecrated to their future as to the future
of my people.
For | am America—the peaceful, the prosper-
ous, the free; ‘‘a Nation that hath founda-
tions,” whose cornerstone is belief in the fu-
ture, faith in mankind; whose soul goes forth
to all the worthy peoples—
lam America and this is my creed.
Joseph Hartigan.
10 MICHIGAN TRADESMAN March 30, 1921
Western manufacturing circles that portion of the day. For evening
NSS AA an attempt will be made to design a lighter models, with Louis heels, per-
S HAE SS Zig 1 shoe for fall which is neither a high haps, and turn soles will be in de-
e 2 oe . . * 7 . .
a = = xO. nor low shoe, and which will incor- mand. Sport oxfords will work in
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Michigan Retail Shoe Dealers’ Associa-
ti
on.
President—J. E. Wilson; Detroit.
Vice-Presidents — Harry "Woodworth,
Lansing; James H. Fox, Grand Rapids;
Charles Webber, Kalamazoo; A. E. Kel-
logg, Traverse City.
Secretary-Treasurer—C. J. Paige, Sag-
inaw.
The Style Situation in Women’s
Shoes in the West.
The retail shoe dealer is not think-
ing as far in advance on styles as he
did several years ago, and for a very
He wants to be reason-
ably sure that his orders are pretty
good reason.
nearly right in style, so as to cut
down speculation to the minimum. But
—and this 1s quite serious—the trouble
is that merchants this season delayed
too long in placing their orders for
Easter and as a result are losing sales
because they do not possess the
wanted styles. Even now, novelty
factories are sold until April 15 and
May Ist, and it will be along toward
the middle of the season when many
shoes
merchants will receive the
which they could have had at the be-
ginning of the season if the orders
had been placed at the proper time.
Under the circumstances few travelers
selling women’s novelty footwear will
attempt to interest the merchant in
shoes for fall delivery. Some orders
for staples will be solicited, but even
in these the merchant is fighting shy.
Most of the salesmen are going out
for business on
samples expressly
made t
fit in with the unusual style
ditions of the day—
|
and trade con
shoes for delivery during midsummer
and early fall.
In considering the various colors
for the several months ahead, gray
suede shoes are likely to be neglected
y the time warm weather arrives.
They have had an unusual run, and
are still in big demand in some sec-
tions of the country, but suede is not
a warm weather leather. However,
rray will be popular in the new kid
slippers which are being put out in
trap effects and in combinations. The
ghter pastel shades of gray kid ought
to be exceedingly good for warm
weather selling. A gradual changing
toward sand color shades is noted.
and the same is true in regard to
dresses and suits, so that sand color,
or putty shades, in kid ought to be
good throughout the late spring and
early summer.
In sport oxfords various combina-
tions are being shown, such as white
nd black, white and brown, green,
ed, or purple with white, in fact, the
:nge of colors is practically unlimit-
ed. There seems to be a shying away
from the darker Havana browns, and
in their place have come the lighter
shades- of nut brown, hazel brown,
tan and sand color. Sand color ox
fords ought to be good for early fall,
considering the fact that the darker
women’s clothes will be
worn at that time.
Kid will occupy the center of the
stage as far as leathers are concerned
during the entire warm season. Suedes
and bucks will be relegated to the rear
temporarily, to be taken up later as
approaches, Light
weight calf skins are also coming to
the front
shades in
cooler weather
rapidly, and many new
models in the lighter shades of tan
and brown calf are going out to the
trade in sample trays at this time.
Calf skin is used in strap effects as
well as in walking oxfords, the new
soft finish especially liked.
While there has been some specula-
being
tion in white buck the belief is gen-
eral that canvas will be more popular
than buck in sport oxfords.
Patent leather is coming. strong,
and should be extremely popular for
evening wear throughout the summer
and early fall. In many new samples
patent leather is used for the vamps,
while the quarters are of light colored
kid, or darker shades of satin.
Most women like satin shoes. They
have been popular for a long time,
and makers believe they will continue
so. Manufacturers are succeeding in
making satin into a fairly serviceable
shoe, and merchants say customers
are well satisfied with the recent offer-
ings.
Most merchants have made prepara-
tions for taking care of a substantial
trade in white shoes during the sum-
mer months. Recognizing the fact
that sport oxfords are going to play
an important part in the style pro-
gram during the season directly ahead,
it does not take much figuring to ar-
rive at the conclusion that white shoes
White
canvas, duck, and linen will be popu-
will be immensely
popular.
lar fabrics.
Straps are good, and are expected
to continue good for two or three
months at least, and manufacturers
are gambling on them to corral the
major portion of trade favoritism.
Several lines show attempts at low-
ering the straps and quarter heights,
that 1s, the strap is considerably low-
er at the base ot the instep, rather
than across it. These low strap models
are in the minority, however, as wit-
ness the fact that in nearly 90 per
cent. of the lines the effort is toward
raising the straps rather than having
them fastened lower. It is generally
agreed that when the strap comes well
up on the instep the foot looks small-
er, and the ankle more sightly.
It would be impossible to describe
in detail the various strap innovations
in use. While the variety was never
greater, it is generally agreed that
two straps is the limit in number, and
that they should not be more than
one-half inch in width. It is hinted in
porate considerable of the strap idea.
One manufacturer says he is working
on a shoe for fall which is six inches
in height, but entirely different from
the anklet patterns. According to his
description the shoe will have a two-
inch collar top fastened on the side
with an ornament, the lower part be-
ing fastened by means of straps pass-
ing over the instep. He believes such
a model would work out nicely with
skirts eight inches from the ground.
There is no question but sport ox-
fords will have a healthy inning be-
ginning soon after Easter, and con-
tinuing through the summer. They
will be worn throughout the major
nicely with the style program in wo-
men’s clothes, and are shown in vari-
ous combinations of black patent
leather and white canvas, black calf
and white canvas, red, green, brown,
and purple calf and white canvas com-
binations, these generally with mili-
tary or walking heels ranging from
9/8 inches to 15/8 inches in height.
In the new pastel shades of kid
Shoe Store and Shoe Repair
Supplies
SCHWARTZBERG & GLASER
LEATHER CO.
57-59 Division Ave. S. Grand Rapids
shoe.
REAL PROFITS are made and a perma-
nent business established by the mer-
chant who handles the H. B. HARD PAN
as his standard work shoe.
H. B. HARD PAN are strong, sturdy
shoes for the man who works.
recommend and sell them as the best—
because they are the best service giving
Herold-Bertsch Shoe Co.
Manufacturers of Serviceable Footwear
YOU can
GRAND RAPIDS, MICH.
For Spring
GRAND RAPIDS
Smart footwear for spring is predicted.
But the quality must prevail. Do not lose
sight of the fact that Hirth-Krause shoes
are noted for having both style and quality.
Order now for prompt delivery.
HIRTH-KRAUSE
Tanners and Manufacturers of
Dress and Work Shoes
MICHIGAN
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March 30, 1921
various dainty strap combinations
have been perfected. The narrow
straps give the effect of lightness in
weight and daintiness in appearance.
Many new overlay patterns are be-
ing shown in kid as well as in sport
oxfords. The overlay is generally on
the forepart of the vamp, or on the
side of the quarter, and consists of
either checkered, braided, or embossed
leather designs sewed on.
Middle West manufacturers are
generally aiming at price levels so
that the merchant will be able to sell
shoes not to exceed $12, the bulk be-
ing priced so that the merchant can
retail at from $6.50 to $10 per pair.
Manufacturers have produced quite a
few samples priced at $5.50 to $6,
wholesale, affording a variety of
shoes to sell at $7.50 to $8.50 retail.
——_+++—____
How Business Morale Can Be Re-
built.
Into a country store a salesman
enters, drops his bag on the floor and,
leaning confidentially
counter, asks:
“Well, how is business with you?”
The tone of his voice indicates little
expectation of an encouraging reply.
“Rotten,” responds the merchant,
fitting his answer perfectly to the
salesman’s mood.
“Same story everywhere,” exclaims
the salesman. “I just blew in from
Lebanon on No. 46. You know Ed.
Kidder over there; he says the last
two weeks are the worst he has ever
known in twenty years of business.”
“Aint been quite as bad as that
here,” says the merchant, struggling
to retain a shred of hope.
“Well, things will get worse before
they get better; you can take my word
for that. I'll tell you the labor situa-
tion in this country is all wrong.
Those fellows have just simply for-
gotten how to work, if they ever knew
how in the first place.
across the
They have
got to be taught a good stiff lesson.
Am | right?”
The merchant nods, turning toward
a customer who has entered with the
intention of spending some money.
The customer restrains his impulse
and joins the audience instead.
“Another thing, it is going to take
years to get the railroads into shape,
if it takes a day,” the salesman con-
tinues authoritatively. “Why, before
the war we used to ship into here in
two days; now it takes several weeks,
can you beat that?’
By this time the audience has grown
to quite a group, more intending cus-
tomers having joined the circle.
“Of course, I am an optimist you
understand. My wife says that if |
fell out of a ten-story window, I’d
bounce right up again: that is the
kind of a fellow I am. But when |
left New York, things looked pretty
gloomy. We will see bread lines be-
fore this winter is over, | am telling
you; and soup kitchens, etc—Well,
I suppose there is nothing you want
to-day?
“Not to-day” responds the
chant decisively.
“Well, so long.
“So long.”
The customers drift out, clutching
their money a little tighter; the mer-
chant in his solitude sits and broods
over his troubles. The salesman hur-
ries from store to store and by eyven-
mer-
”
MICHIGAN TRADESMAN
ing twenty merchants and many more
citizens are filled with a deeper for-
boding. They have met a man from
New York who has told them direful
things. It is time to be careful. Let
every man keep a firm hold upon his
purse and warn his wife to buy noth-
ing.
In twenty days that salesman may
visit some four or five hundred cus-
tomers and who shall measure the
power for good or ill that lies in his
well meaning, but often thoughtless
talk? Imagine the result of having
thousands of such men spreading the
gospel of despair.
Bruce Barton.
Unfairness of Late Administration To
Retailers.
According to Frank J. Cregg, the
Department of Justice official in
charge of the central New York dis-
trict, the only way in which retailers
who were fined under the provisions
of the Lever act can recover their
money is to have a special act of Con-
gress passed for this purpose.
There is no intention on the part of
the department, Mr. Cregg declares, to
retain the money which does not law-
fully belong to it, but owing to the
fact that this already
passed into other channels, it will be
money has
necessary to secure an entirely new
appropriation covering these claims—
which will take anywhere from one
year to a hundred, as evidenced by
the fact that some of the claims grow-
ing out of the War of 1812 are still
unpaid.
In this connection it may be re-
membered that the Democratic admin-
istration boasted of the manner in
which it enforced a law which was de-
clared to be “incoherent and unrea-
sonable,” and the promptness with
which it collected fines for a violation
of provisions “as broad as the human
imagination.” But, when it comes to
refunding this money, the same ad-
ministration hedged the matter about
with so many legal restrictions and
has bound it up in so much red tape
that the offices of the Senate, the
House of Representatives and the
President of the United States are
necessary to effect its return.
The situation is illustrative of that
variety of harmful meddling with busi-
ness to which President Harding so
strongly objects. It is to be hoped
that one of the first acts of the new
Congress will be to pass a bill re-
imbursing dealers for at least the
financial loss which they suffered as
a direct result of pernicious Demo-
cratic legislation.
iL So
Sweep Away the Dirt.
A man’s surroundings and associa-
tions, included in the word environ-
ment, have much to do with his fu-
ture. We are all creatures influenced
by external things, the weather, the
room we are in, the people we meet,
the opinions and habits of others, the
clothes we wear.
Order and cleanliness are to be de-
sired in every man’s work. By order
we mean that arangement of tools or
equipment, which lends itself best to
efficiency. By cleanliness we mean
the absence of superfluous dirt and
trash. There is clean dirt that is
wholesome and honorable. It shows
on the hands and faces of men whose
work cannot be done without coming
into contact with it. The machinist,
the plumber, the miller, the miner, all
get covered with clean dirt in the
day’s work. There is much necessary
dirt in all industry—some clean, some
merely “matter out of place’—and the
man who is shy of clean, necessary
dirt, is in danger of becoming nasty
nice.
We see dirt—the offensive kind-
quite as often in luxurious offices as in
stores and industrial plants. A lit-
tered desk, with piles of old corre-
spondence stacked over it, with pigeon
holes stuffed full of unfinished busi-
ness, is a dirty desk, even if every bit
of paper in it is immaculately clean.
It needs a cleaning.
3ut of all places to keep clean and
free from trash, the mind is the most
11
important. A muddy brain, with all
its thoughts in disturbing disarray,
with no clear, clean, dominating pur-
pose behind it, and crowded with fugi-
tive, disconnected ideas, is about the
worst handicap a business man can la-
bor under.
el
Spoofer Is Soopfed.
Geneva, N. Y., March 29—Here is a
tip for shoe clerks in these days of
highway robbery: Carry a shoe horn
with you.
Vincent Rogers, a clerk in the Dus-
enbury shoe store here, was held up
the other night by a man who pointed
a pistol at him. Rogers pulled a nickel
shoe horn from his pocket and de-
manded that the stick-up artist drop
his weapon. The man not only did
so, but turned and fled.
Picking up the would-be robber’s
gun, Rogers discovered that it was a
toy pistol without even a cap in it.
IN
St. No. 700 at $2.55
Rubber Heel, Leather Lined
Quarters
BRANDAU
SHOE CO.
Manufacturers
WOMEN’S SANDALS
JULIETS and OXFORDS
STOCK
Ready for
Delivery
Now
SAMPLES OR CATALOGUE ON REQUEST
COMFORT
Seen ee
St. No. 500 at $2.15
St. No. 501 Same with Rubber
Heel at $2.25
DETROIT
1357 Sherman St.
Wholesalers
MEN’S DRESS & SER-
SHOES VICE SHOES
conditions.
Double Wear Guaranteed
With
Howard Celoid Chrome Soled
Boys’ Shoes
Not a mere statement, but an absolute guarantee that gives you
the strongest selling argument you could offer your customers.
Every test has shown from 400 to 200% more wear.
actually giving 22 consecutive weeks of service under all kinds of
More Wear, More Style, Greater Economy the three essential faec-
tors in boys shoes are embodied in The HOWARD Line.
REVISED PRICES.
Boys Black or Tan Eng. or Nature Bal. B-E 214-6
Youths Black or Tan Eng. or Nature Bal. B-E 1214-2 __.__-----_-- 3.60
L. M. Black or Tan Eng. or Nature Bal. C-E 9-12 ___-
Mail your order to-day for April 10th Delivery.
RINDGE, KALMBACH, LOGIE CO.
GRAND RAPIDS, MICHIGAN
Makers of Good Shoes Since 1864
One pair
ee
oa 3d
pa
12
MICHIGAN TRADESMAN
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March 30, 1921
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Business Man Ignores Abuse Fired at
Him.
In the town I am most familiar
with I know of but ten persons who
gain their living by writing for print.
The population of the town is twelve
thousand. I doubt if, the country
over, the proportion is greater. Yet
what enormous influence these writing
men have in proportion to their num-
ber!
The writing men are not trained in
practical affairs. Very few have so
much as a voice in the management of
the publishing houses from which their
manifestoes issues. Most writers are
salaried men, so with them employers
are always wrong. To all intents and
purposes American business men, al-
though actually the kindest in the
world and our safest and best citizens,
are devoted to greed and injustice, be-
cause our writers say they are.
Writing is a trade; facility im ac-
quiring it does not imply great ability
in managing public affairs. Indeed, of
all profssions that of the writer pos-
sibly requires least of that practical
education which comes from mingling
with many people; whereas the ac-
quirement of some other trades is a
liberal education in administration.
The manager of a department store,
whose threshold is crossed by great
numbers of people of all sorts and
conditions, learns that his very exist-
ence depends on politeness and fair-
ness. Every hour of the day he trims
his own rights a little, that he may
grant more to his patrons.
Bankers are naturally much more
capable administrators of public affairs
than writers. Bankers know people
_nd events; that is part of their trade,
being recruited from various business
places where politeness and fairness
are assets.
It is unfortunate that bankers do not
have the influence in public affairs ex-
ercised by writers, because of their
»st and necessary practical sense. But
writers do not like bankers. What we
greatly need is management of pub-
lic affairs by our ablest men from all
callings, and not the present plan of
administration by writers and_ their
creatures, the politicians.
The writers not only dislike bank-
ers, but all business men. And we
are a Nation of readers. Instead of
intelligently seeking remedies for our
1atural public ills, we look up an easy
hair and an editorial for comfort.
And abuse of business is not oc-
-sional, but continuous, and not con-
fined to writers. We have the soap-
box orators who denounce business
men, and make capital of the denunci-
ation. Most of what they say is scat-
ter-brain stuff; they have read it some-
have the small and
“T-Got-Mine” club com-
where. And we
exclusive
posed of men who. have got rich
through business methods, and who
are so mean they do not want any-
body else to prosper through the same
agencies. They are the rich citizens
who help finance our radicals, and pay
for the pink tea consumed by our par-
lor Bolsheviki. On the soap box and
in certain kinds of drawing rooms the
submissive business man is the target
of slanderous charges, and it is the
very atmosphere of our most persist-
ent “literature.” A favorite jest of
the writers concerns the tired business
man who appreciates nothing but sin
and slavery, and who goes to sleep on
all forms of art and decency.
One of the brightest stars in our
literary firmament wrote of a packer
so greedy that he ran his sausage ma-
chines too fast. A workman’s finger
was cut off by one of the machines,
and it was not stopped: the man’s
finger went into sausage, and was sold
for human food. This book has been
translated into many languages to en-
lighten foreigners as to American
business, and has long been a best-
seller at home.
Business men have been lampooned
» much they are almost ashamed of
Ss
their simple, correct ambition to give
good service rather than good advice.
Many of them long to become writers.
I know a merchant who so longed to
do good in a large way that he started
a weekly paper in which he abused
business so cruelly and untruthfully
he landed in jail, and a sacrifice sale
is 1u0Ww going on at his store to raise
money with which to get him out.
Business men are often unfair to their
own class. They become enthusiastic
over propaganda which will cost them
millions unnecessarily, and fight a
street car fare of six cents, although
the increase of a cent may be reason-
able and necessary.
There can be nothing more vital
and necessary than making a living
in its various phases. And making a
living is business. It was workers
who discovered the importance of
liberty, order, temperance and_fair-
ness. The home, the road and school
were conveniences created by work-
ers: work preceded art, literature and
education. But practically everybody
has a false notion of business which
is only work. One of the greatest
menaces the country faces is that the
untruthful writings of misguided or
malicious persons, misepresenting our
conditions and institutions, are al-
lowed to go unchallenged.
I can show you a book so popular
that it has found its way to the village
nickelodeons, and I believe I am the
only man who has ever protested be-
cause the villain is a business man so
mean that his own mother finally re-
juses to speak to him. The author
When Money Takes Wings
WHAT will become of the money and property you
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who will be provided for?
Then consider these questions:
Would your wife know how to arrange your business
affairs without loss to your Own or your associates’ in-
terests?
Would she know how to re-invest income?
Are there any relatives who would obtain loans from
her—which may never be repaid?
Could she resist the appeals of stock promoters, who
promise “get-rich-quick” returns?
Is it fair or wise to leave money in bulk to those
who have had but little experience in business? How
long would your estate last in inexperienced hands?
Drop in at our office, ask for our trust officer, and
let him explain how our company can manage the money
and property you leave, for the benefit of your depend-
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March 30, 1921
might have easily selected a gambler
or grog shop keeper for his villain,
but preferred a business man; and
about the worst thing this wretch does
is to demand security when he lends
money.
We_ know perfectly well who
brought on the late war, with its train
of nprecedented calamities, but busi-
ness men permit the statement to be
made in print that they did it. In
England it is said by the writing men
that sons were willingly sacrificed in
order that fathers might profit. There
is no cruel, untruthful thing that does
not masquerade in books, newspapers
and plays as the crime of business.
Robert Grant, one of the- most
prominent of our writers, lately print-
ed an article in a magazine under this
heading: “The Blight that the Busi-
ness Man Has Laid on American
Life.” And there was no protest. In-
deed, business men hung their heads
a little lower, and insisted a little less
on the economy and intelligence they
know to be necessary in public affairs.
One of the great corporations has
done almost as much for agriculture
as the Government itself. It was
dragged before a court, and although
the judges from the bench said the
charges were untrue—although the
witnesses from hundreds of different
sections swore they were not—the
company was fined fifty thousand dol-
lars. Another corporation was fined
twenty-four million dollars for rebat-
ing when the question of rebating
could not, by any possible twist of the
imagination, be dragged into the case.
It was persecution, pure and simple, to
oblige the writing men.
One day several men and women
wearing mourning appeared before
the offices of a well-known citizen of
New York. Being asked why they
were solmenly walking to and fro,
they replied they were mourning for
the women and children this man had
murdered. The man had murdered no
women and children: he is actually
our greatest philanthropist and busi-
ness man. Of all mortal men who
have ever lived, he is probably the
most useful, by reason of intelligent
giving to the unfortunate.
I know an employer who, according
to common report, pays better aver-
age wages than any other on the face
of the earth. He is also the most
liberal in welfare work: in providing
homes for his men, in coaxing them
to buy stock in his prosperous com-
pany at a lower rate than outsiders
pay. He is constantly begging his
employes to be thrifty, temperate, po-
lite and creditable citizens. Some of
his workmen, in eight hours, earn
sixty dollars; the most incapable of
them receive $4.60 per day, and all
these are implored to improve, and
earn more. Yet thousands of writers
abuse and annoy this man with un-
truthful accusations. Books have been
written to malign him, and these are
favorably reviewed. Congressional
and church committees are appointed
to investigate him, and their reports
are unfair.
I can name many newspapers that
have pursued street railway companies
into bankruptcy with charges so un-
fair that the owners of the railways
might have sued the newspapers for
damages, and secured verdicts even
MICHIGAN TRADESMAN 13
in courts saturated with prejudice
against utility corporations. The péo-
ple not only submit to this dangerous
and expensive thing, but business men
themselves do not take their own part.
A wholesale merchant told me the
other day that he managed to get
along with his employes, and pay his
taxes, with some sort of good nature,
but that committeemen calling on him
every day, and demanding contribu-
tions he did not believe in, annoyed
him more than any other thing with
which he was called upon to deal.
Other business men he knew, he de-
clared, felt as he did, and said so pri-
vately with vigor,
Judge of my surprise when this fel-
low, within a week, appeared as cap-
tain of a team and made daily reports,
at a mid-day luncheon, of his collec
tions! I know he did not believe in
the fund being collected; in his talk
with me he had particularly cited it
as unnecessary.
This is the attitude of business men
toward public affairs. Their judg-
ment is better than that of those in
control, but the country lacks the ad-
vice of its best men because of plain
cowardice. They believe it is cheaper
to pay tribute than it is to fight. They
hire disturbers to behave temporarily,
instead of compelling them to behave
permanently, as they might more
easily do. It has been shown over
and over that they contribute to both
sides in politics, and are mistreated by
both. And within a few days after
Such contributions are made, an in-
vestigating committee has all the facts
and gives them out to the writing men.
Our literature is laughed at abroad
but American business is applauded
everywhere, Yet it is our literary
men who have most to say in public
affairs. Business men who_ have
learned practical and valuable lessons
owe the country the benefit of their
knowledge, but it does not get it. A
journeyman who has advanced to
foreman, superintendent or employer
has much more valuable ideas about
public affairs than any other type of
man. Seven-tenths of our males above
the age of thirty are, in one way and
another, business men. The best of
these are our safest and most useful
citizens, but the country is managed
without their advice. A congress of
business men would not always be
fair with other classes and interests,
but it would be fairer than the present
Congress of lawyers. Business does
not always give full value, but its aver-
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14
MICHIGAN TRADESMAN
March 30, 1921
age is higher than any other I know.
A favorite charge of the writing men
is that the country is ruled by busi-
ness, whereas actually business does
not get a square deal. When business
forces a square deal, as it has been
plainly invited to do, a good many
foolish things that now go on will dis-
appear.
There have been too many “drives”
already, but I suggest another: Divide
the country into districts, according
to population, and raise five million
dollars. Then turn the money over to
an‘ advertising agency to be used in
the following manner:
Once a week, for a year, let there
appear in every publication of real
value a carefully prepared and truth-
ful statement in defense of business
and common sense generally. Within
a few weeks such announcements
would become features in the publica-
tions carrying them. People would
them interest and profit.
Business has a defense; let it be pre-
read with
sented and paid for. Business is not
the rogue we have been led to believe.
On the philosophy is
the truest, fairest and most important
in a world of rogues.
contrary, its
It is said many
useful corporations are on the verge
because of
of bankruptcy unneces-
and mischievous legislation to
If the charge is
true, let it be presented in a way peo-
ple will understand.
In common with most writing men
sary
please newspapers.
I have probably spread over a great
deal of paper without stating clearly
what I mean. I will therefore attempt
to correct the fault by briefly summar-
izing what I have attempted to say:
1. Business men have better abilty
and philosophy, and are more useful
than writers, soap box orators, politi-
cians and statesmen.
2, We
respects if
better off in all
men would re-
cover from their rank cowardice, and
take control.
would be
busines
It isn’t application of new and con-
Our real
need is to beat back to principles we
structive principles we need.
have always known it is dangerous to
neglect. And it is business men who
know these safe principles best.
I never knew a great sentimentalist
Some-
Rous-
seau was; Lenin is, whereas common
who had clear common sense.
where he is an ass. Marx was;
sense is the first essential in the prac-
life of a worker. Business will
that will
can be no
tical
diet fatten a
There
Starve on a
writer. nonesense
in a correct astronomical calculation;
and, primarily, astronomy is a sailor’s
sense is the
blue print of the great activity which
feeds clothes
blue print, as common
and humanity, and
preaches the best sermons to the
young.
In the United States, particularly in
recent years, we have rarely had a po-
litical leader who was
not a gross
sentimentalist; whatever habits of
thrift, common sense and economy the
people naturally have, the leaders have
tried to shame out of them. Other
countries have had leaders who en-
couraged the economy, discipline and
industry necessary to every individu-
al or organization of individuals, but
our most prominent statesmen have
nearly all encouraged the people in
bad habits.
The advice of business men is valu-
able in everything because they are
not sentimentalists. They have learntd
the simple facts of life, and neglect
nothing of value. In the search for
good and true things, and application
of them, business leads.
E. W. Howe.
——__+ >. ____-
cme Requirements of the Proposed
Tax Revision.
I want to ask your permission to
graze around with a little miscellan-
eous theory, and then make one or
two theoretical points, the application
of which I shall try to bring home a
little later in the disucssion.
The first of these is that any ra-
tional discussion of taxation must of
course begin with a discussion of ex-
penditure. That goes without say-
ing; but it isn’t, I think, sufficiently
recognized that our tax problem, in
so far as it depends upon expendi-
tures, in greater part is conditioned
by the expenditures of the future;
not the expenditures of the past nor
of the present fiscal year (which will
be over before a new tax law can go
into effect), but upon the relation of
receipts to expenditures in the fu-
ture, primarily in the fiscal year end-
ing June 30, 1922. I want to call
your attention to some of the rela-
tionships to be found in some of the
estimates of that year. The Secre-
tary of the Treasury, in submitting
some of the various estimates, has
laid down as his principle that it will
be necessary in the future to levy
four billions in taxes, that our bud-
get must be built upon that assump-
tion and that basis. Mr. Longworth
has told us in the past what the ad-
ministrative authorities on the Cap-
itol Hill have done in the way of
cutting estimates. The Republican
leaders have promised it, and are
very sincerely and earnestly endeay-
onirg to cut those estimates to the
bone.
The Secretary of the Treasury has
said it in more elegant phraseology,
but I and we all say, “More
power to their elbows!” We can
therefore, that it is not
necessary to provide for more than
$4,000,000,000 of tax revenue.
say,
assume,
It so happens that the estimates of
tax receipts, very conservatively made,
allowing generously for shrinkage in
income, shrinkage in profit, shrinkage
in consumption for the fiscal year 1922,
show probable tax receipts of $4,000,-
recommendations.
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Ce RAMONE nS, Sit a3
March 30, 1921
in the opinion of those men who are
best qualified to speak about it, and
making large allowance for shrink-
age.
That $4,000,000,000 would become,
if we would keep the present tax law,
which we are not to keep, $6,650,-
000,000; about $1,375,000,000 from the
miscellaneous excise and other taxes,
other than income taxes, and about
$350,000,000 from the customs duties,
$4,350,000,000 in all. -That would be
sixty per cent. from the income and
profits tax, forty per cent. from the
other taxes. Or, put in another form
—inasmuch as about three-fourths of
the miscellaneous taxes other than in-
come and excess profits taxes may, I
think, fairly be called taxes which are
visited upon the consumer — about
sixty per cent. from income and ex-
cess profits taxes, about thirty per
cent. from taxes which may fairly be
called consumption taxes, and about
ten per cent. from miscellaneous taxes
such as inheritance tax, stock tax, etc.
Tax Revision Demanded.
Now, keeping general figures in
mind, if you make those proportions,
let us turn to the question of tax re-
vision. That the taxes should be re-
vised is the conviction of everybody;
and so far as I know, there has been
no great difference of political opin-
ion. The differences of opinion have
rather been in parties than between
parties. There is a universal agree-
ment that one of the greatest evils
is the high surtax. Our income sur-
taxes rise to sixty-five per cent.,
which, with a normal tax of eight per
cent. makes 73 per cent., a tax im-
possible to collect in times of peace.
These tax rates to which I call your
attention were protested against, not
only by representative Republican
leaders, but by the Secretary of the
Treasury and continually by myself
and Mr. Kitchin, despite the opposi-
tion of the leaders raised on the floors
of the two houses on several occa-
sions.
I emphasize that only to call your
attention to the fact that all those
taxes are too high. Although they
are working gravely evil results, al-
though practically ninety per cent. of
all the people who are best calcu-
lated and best equipped upon the sub-
ject agree unanimously that they are
injurious and harmful and bad, al-
though they threaten the very in-
tegrity and success of the income tax
itself, although that has been known
and agreed upon—the great problem
is going to be to get them down to
any figure within reasonable distance
of the proper figure. It is not going
to be posible. You will recall the
measured and very careful words in
which Mr. Longworth referred to
this. You will see that he had this
in mind, that there is going to be an
exceedingly difficult, if not impos-
sible, task to get them down as low
as they should go.
Furthermore, any loss in the rev-
enue to be derived, any loss attribu-
table to the reduction of the surtaxes,
will be a good deal more than made
up by the increased customs duties.
That particular gap will be filled and
Now, if we abolish the excess
profits tax on corporations, the cor-
poration will be subject only to cor-
poration tax, and not surtax, whereas
MICHIGAN TRADESMAN
will be more than filled by increases
in protective duties which I regard
as more or less inevitable.
The other grave evil in the tax
system which needs correction is the
excess profits tax. Here again there
is almost unanimous agreement
among business men that the excess
profits tax shall be repealed. I take
it that it will be repealed. On the
other hand, it is interesting to note
that those estimates of the Secretary
of the Treasury which
$2,800,000,000 to the
tax and the income tax, counted on
only $450,000,000 from the excess
profits tax. For the year 1918). 1
yielded close to $2,505,000,000, which
is shrinking very, very rapidly; and
we are not counting on that in the
future. - These
Secretary of the Treasury which are
assigned
excess profits
estimates of the
regarded as really obnoxious maxi-
mum estimates assume only $450,000,-
000 from an excess profits tax, and
$350,000,000 additional from the col-
lection of back taxes, about which in
the normal order of things there shold
be no difficult, as they will in all
probability be heavier than that.
Here again, I come to a conclusion
similar to that reached in connection
with the reduction of the surtaxes,
namely, that any of the substitutes
which we more or less must have,
[ do not think
it is a dificult job to fill the gap
made by the abolition of
pronts tax. Hor
two associations have recommended
will easily fill the gap.
e€xeess
instance, one or
a five or six per cent. additional in-
come tax on corporations to take the
pronts tax, [hat
would fill the gap. One or two other
associations have recommended a tax
on undistributed profits, to
Mr. Longworth referred.
place of excess
which
At the present time we have nor-
mal income taxes rising to eight per
cent., surtaxes under the income tax
and ordinary business concerns other
than corporations are subject to these
two things, subject to normal taxes
and suttaxes. Fhe firm of J. Pier-
pont Morgan is a partnership, prac-
tically, because he pays those normal
tax and surtax figures rising to these
very high figures. We shall reduce
those figures, but I think it is safe to
assume we shall not do away with
the surtaxes altogether.
000,000, excluding customs; or includ-
ing customs, on the basis of the pres-
ent law, of $4,350,000,000. That is
what the present tax law would yield,
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16
MICHIGAN TRADESMAN
March 30, 1921
other competitive enterprises are sub-
ject to the tax and excess profits and
surtaxes. That should create what
should prove to be, in practice, an
irresistible demand for some equal-
ization tax on corporations of that
kind, conceived in a spirit of fairness
and reason, but nevertheless imposed.
Nor do I hear any great opposition
to such a tax from the representa-
tives of corporations. A similar tax,
for instance, has been introduced in
Great Britain, putting an equalizing
tax on corporations, roughly or gen-
erally equivalent to taxes imposed on
other business enterprises.
Up to the present time, therefore,
and for the future, I see no enormous
problem of revenue, (if I may say
that with due respect, particularly
when we recall once more the basis
on which I am discussing this). In
the minds of the Republican leaders,
I hope they will prove directly, it is a
swollen and unnecessarily large basis.
Coming to these miscellaneous
taxes, we have such taxes yielding
about a hundred million a year. We
have taxes on transportation, bever-
ages, cigars, admissions and dues,
fountain drinks and similar articles
of food and drink, taxes on a great
host of miscellaneous articles of sale,
automobiles, musical instruments,
candy, jewelry, etc., included in that
miscellaneous group to which I re-
ferred a few moments ago.
With respect to that, there are
taxes in that group that pretty nearly
everybody agrees should be abolished.
Here again, unless I am very greatly
mistaken, I do not believe that the
abolition is going to go a very great
distance. The great yield, in this con-
nection, is on tobacco. I do not be-
lieve that Congress is going to aban-
don the tax on tobacco; neither do I
believe that Congress is going to
abandon the tax on admissions; nor
do I think they should abandon it.
This is a personal opinion (as doubt-
less a good many of the others are)
and some of you may differ with me.
There are in this list of miscellaneous
excise taxes, as I said a moment ago,
a number of taxes which by their
rates, are relatively unfair. There are
a number of taxes which are enforced
and administered very inefficiently.
The amount of avoidance and evasion
is very great, nor can it be collected
without the expenditure of an amount
of time and money, the use of a num-
ber of revenue agents which is out of
all proportion to the importance of
these taxes. In my opinion, a number
of these miscellaneous taxes ought to
be abolished.
As to the proposed sales tax, it has
been proposed in many forms and
varieties, and there is a very great
deal that may fairly and properly be
said for it. Most of the speakers
that follow me, and I fancy most of
the people that I am addressing, are
in favor of such a tax. I am op-
posed to it—not opposed in the sense
that I think it is a viicous and bad
form of taxation, not opposed to it
under all circumstances. I can well
conceive of situations in which I
would be heartily in favor of it, but
for the reasons that I have rather
slowly come to, and those which I
shall state in a moment, I do not be-
lieve it is either necessary or called
for at the present time. I have tried
to point out from figures that it is
not needed physically or financially.
If introduced, it will come as an ad-
ditional tax, an unnecessary tax. I
have tried to talk theory to you in
terms of figures. Now it has fre-
quently happened that when new and
good taxes have been invented, the
taxes simply proved new and addi-
tional taxes, that they simply made
way for expenditures which would
not otherwise have been made, that
they will make relatively easy the
passage of appropriations that would
otherwise have been blocked. You
gentlemen talk very properly (and
any sensible man obviously would
sympathize with you) about the
necessity of economy. There is, of
course, every necessity for it—moral
necessity because the lack of it cor-
rupts public service in ways other
than financial ways—necessity for it
in a thousand directions, and in a
thousand ways. But do you know
the greatest practical effective check
on public extravagance? It is the
onerousness of taxes. Do you know
how most quickly and most success-
fully you can release the barrier that
holds down public expenditure? It
is to make facile and easy new taxes.
A general sales tax, among its
other virtues and advantageous qual-
ities, would be relatively a simple tax
to enforce and administer. I think
it would be an inexpensive tax. I
believe the item of expense would
be in fact negligible. I don’t believe
the tax would enforce itself. I be-
lieve if we enforced this tax, it would
add a considerable burden. I do not
want to exaggerate, but I do not want
to omit it. The addition of a general
sales tax would create a million or
a million and a quarter of new tax-
payers to be watched. It is not neces-
sary for the most part to watch, close-
ly in any extensive way, the larger
concerns, the fixed established meth-
ods of doing business. The honesty of
the taxpayer is very much greater
than most people think or assume, but
we have to think about this situation.
What is now happening to these little
fountain drinks taxes? What is hap-
pening to the poprietary medicine tax-
es’ They are being very widely evad-
ed because of the small, casual per-
haps kind of taxpayers that are sub-
ject to the taxation, and because of
their lack of books and that sort of
thing.
If you get a general sales tax, (even
though the method of administration
would suggest that you exempt those
sales not more than a thousand a
month or five hundred dollars a
month) you are going to have a wide
body of taxpayers; and if you don’t
want evasion, you must spend a con-
siderable amount of money, and you
must put a considerable number of
agents to supervise and check up those
returns, and that would be an addi-
tional burden on the machine that
ought not to be subjected to new bur-
dens.
Another point I personally cannot
assure myself on: It is a fact that
it would be imposed on each transfer.
Now as business is organized to-day,
there are frequently in competition
single processed industries brought
about by specialization, because some
man can do one thing particularly
well. That man is frequently in com-
petition with industries that include
under one ownership several process-
es.
Now I cannot for the life of me see,
if in one of these lines of business
the tax is to be imposed with each
turnover, why that will not give a real
premium to the combined industry. I
have, as I have frequently stated,
no antagonism to combination if the
thing proves its effectiveness, but I
have very great reluctance to in any
way putting a premium on combina-
tion. I think if we are going to put
a premium on, we must look at the
matter judicially and impartially,
whatever may be your attitude toward
this industry which includes under
one management two or more process-
es. As you know, these developments
of combinations make a very grave
social problem. The larger the num-
ber of your small independent busi-
ness men—the larger the group of
men so well represented by farmers,
so well represented by repair men,
small merchants, etc., the healthier
must be your economical and political
life.
The sales tax, moreover, as every
other tax, is presented in very many
different forms, and for different and
conflicting reasons. I don’t think it
is fair for an opponent to practice
on that and attempt to make too
much of it. It is perfectly natural
and will happen to any tax that is
being advocated by different people.
Now for various reasons from the
standpoint of the advocates, there is
a great difference of opinion on the
tax on the sale of merchandise. That
is a good thing, but it has a very
grave objection. It does not apply to
many forms of business enterprise,
which should be taxed just as much
and just as equitably as a man who
sells clothes and commodities. I hate
to bring in any suggestion of “point-
ing the finger of scorn.” Yet it would
be very difficult to apply a sales tax
to bankers without being terrifically
unjust, and yet, if it were not applied
to them, they would be exempt. It
would not touch the advertising in
newspapers. It would not touch your
plumber when he sent you a bill for
$15 for an hour’s work which con-
sisted of turning a little faucet here
and another one there. In other
words, the tax on wares and goods
and commodities ignores certain types
of business that have have no sound
reason for exemption. I have not
the time to emphasize that further;
but I want you to think about it, not
in the sense of class animosity, but as
the effect of a new tax.
Finally, I have not referred to the
principal argument that college pro-
fessors are supposed to use. I have
said nothing about shifting the tax
upon the dear consumer! Let me
call your attention to this: We have
at the present time aproximately a
thirty per cent. tax and we will have,
in 1922, if we keep our present law,
a per cent. almost or past forty per
cent. That is not a lop-sided system
which exempts the consumer and the
masses. The consumer and the mass-
es are paying a very large share di-
rect, on the so-called consumption
tax, to say nothing of that portion of
the income and excess profits tax
which is shifted upon them. It is a
wholesome thing that everybody in
the community should be called upon
to pay taxes, but there is no reason
why they should be called upon to
pay more than forty per cent. on that
basis.
The sales tax as it now stands—
goods, wares and commodities—is paid
by the producer and is not imposed in
any way that the consumer or pro-
ducer actually or consciously feel.
It is frequently stated that the Phil-
ippine people don’t know that there is
such a thing as a tax. I believe it is a
helpful and wholesome thing that the
people should know they are paying
some tax. Were this taken into ac-
count, I believe the fact would de-
velop that we can get along physical-
ly easily without it, and if the Re-
publican managers cut down the ap-
popriation, just so much more I am
led to my conclusion under the pres-
ent circumstances that the balance tips
against the sales tax.
Thomas S. Adams.
final.
highly specialized department.
Grand
Rapids
304 Nat’l City
Bank Bldg.
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MICHIGAN TRADESMAN
2,000 Factories Hum With Power
- from Consumers Power Company
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|\> Southern Michigan alone,
Consumers Power Company
supplies 2000 factories with power
to manufacture the fundamental
necessities of human _ life—food,
clothing, furniture and similar
products.
Moreover, in a rich territory of
800,000 people, Consumers Power
Company is supplying 170,000
homes with gas and electricity.
A Profitable Opportunity for You
Throughout this vast territory the demand for
Consumers Power Company needs to develo
power has increased to such an extent that
p its 200,000 available horse-power from its
facilities at 28 dam sites along the Au Sable, Muskegon, Manistee, Grand and Kalamazoo
Rivers. The customers to use this power are ready and waiting. You are offered the
opportunity of investing in this profitable enterprise.
Preferred Stock Pays
7.07% Dividends
So vast are the resources of Consumers Power Com-
pany, and so splendid its record of achievement that it
could raise the needed funds for this new development
in the big financial centers of the country, where it has
raised money in the past. But times are changing. Pub-
lic Utility enterprises are coming more and more to be
owned by the people in the communities they serve.
Consumers Power Company prefers to offer this stock
issue first to the people of its home state.
Share in the Development
of Michigan
By helping develop home industries you will have a
profitable income from an absolutely sure and secure
investment. Your money will be right under your
own eye, where you can watch it at work.
Dividends Are Paid Quarterly
Four dividend checks a year, one every three months, will
reach you promptly through the mail. Whether your salary
stops or continues, the dividend checks keep coming.
Remember, also, that these dividends are on Preferred
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Preferred dividends must be paid before any dividends may
be paid on the common stock.
For further information telephone Main 797 and
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—ask any of our employees—or fill in the coupon.
Consumers Power Company
129-131 Pearl Street
22b GRAND RAPIDS, MICHIGAN
Read These Easy Terms of Offering:
(Cash Payment.) Under this plan we offer
Plan No.1 the 7% Cumulative Preferred Stock of Con-
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On
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Plan No.2 the 7% Cumulative Preferred Stock of Con-
sumers Power Compzny at $95 per share on a time payment
plan; $10 per share payable at the time of purchase; $10 per
share each month for seven months, and $15 for the final
payment. We agree to pay interest at the rate of 7% per
annum on the monthly installments paid to us, this interest
to be credited to the purchaser on the books of the Com-
pany. Dividends from the last dividend date prior to the
final payment will be charged to the purchaser and an adjust-
ment made. No more than 25 shares may be purchased by
any person under this time offering.
Purchasers under this plan have the option of withdrawing
all partial payments at any time prior to the date of final
payment for the stock, on 10 days’ notice, and in the event
of such withdrawal, the Company agrees to pay 3% interest
on the amounts paid in up to date of notice of withdrawal.
You Need Pay Only $10 Per Share
Down and the Balance Monthly
While you draw interest at 7 per cent on money you
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Ask any of our employes to tell you about this Pre-
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Gentlemen:—Please send me full information regarding your
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Adgvees
17
18 MICHIGAN TRADESMAN March 30, 1921
, Vee =f ¥S | Brown & Sehler Co.
; ~- : TA T)) ‘‘Home of Sunbeam Goods”’
an ~ and better than any cosmetic for the rosy complexion.
‘This means that the merchants who sell raisins will get this year a great
‘ many more dollars that formerly went for face powders, lip sticks, rouges an
other artificial beautifiers. These are wonderful prospects in sight for distribu-
tors of raisins in all forms. This is the Sun-Maid Year.
‘The early response to our advertising is already showing in increased re-
ceipts to merchants who co-operate by featuring Sun-Maid raisins, raisin bread,
pie, candies and other raisin specialties.
@
‘‘We are receiving requests daily from merchants who seek to avail of our
dealer’s helps and local advertising service. We are glad to furnish this selling
aid to those whe ask it.”
The immediate success of this nation-wide Sun-Maid Advertising campaign has already been
felt in this territory, according to reports of local merchants. The only complaint that seems to be
heard anywhere is the natural protest of some merchants who were caught unawares by the demand
and are short-handed in raisin supplies.
It is quite encouraging to see national food-producers like the California Associated Raisin
Company turning to printer's ink in order to restore their domestic markets instead of clamoring
for a political tariff.
To enlarge the basis consumer-demand is the most sensible policy that can be adopted by any
producer of food or other commodities. Therefore, this policy adopted by the California As-
e sociated Raisin Co. is to be heartily commended by the well wishers of the trade.
That these California raisin-growers could easily curtail their production this year, as done by
many producers of other commodities is very plainly seen. Such methods of restricting their out-
put could easily net these growers a profit, although it would not be for the sound benefit of the
trade and consumers at large.
Instead, these California vineyardists chose to increase the consumer-demand for their raisins
to increase the use of raisins on the daily family table. This is a policy which benefits not only
the producers but the distributing trade and the consumers as well.
This far-sighted policy is in line with another policy recently adopted by these California
raisin growers to market their product directly to wholesalers and retailers who sell raisins and
raisin-products. This did away with broker's speculative profits and insured a greater return to
the persons who actually sell raisins.
Needless to say, a considerate policy like this meets with the appreciation of the trade, which
is extending every possible sign of co-operation to the California raisin-growers who are in the van
i of national producers seeking to return prosperity to the food-trade of America.
SUN-MAID RAISINS
MICHIGAN TRADESMAN March 30, 1921
== eg
C2 tlh PA
RSS
J
uy WAR DEPART
If there's a community in this great big country that has not heard of the enormous sales
of War Department Canned Meats now in progress, it isn’t the fault of the Government.
A vigorous, intensive campaign has been carried on in newspapers, in every town, large
and small, and people of all classes have bought millions of dollars worth of these delicious
meats.
They realize there are big savings in buying this nourishing food. They see the advantage
of having a big supply constantly on hand for every emergency and buy in quantity.
Can you, as a far sighted business man, afford to ignore the demand of the public to help
_ them reduce living costs?
Sell them what they want—secure and retain their good will—it is priceless.
Hang out your “War Department Meat”’ sign and profit by the experience of thousands of
live dealers who are catering to millions of satisfied buyers.
Order immediately from the nearest Depot Quartermaster and prepare for the rush that is
bound to come.
BUY WAR DEPARTMEN
Buy it by the Carload~Freight prepaid
ij
4
*
:
5
if
March 20, 1921 MICHIGAN TRADESMAN 23
ENT CANNED MEATS
L653 Yealize on the
Lips ase Advertising
| oui the Government
= |S doing.
Note the New Wholesale Prices Minimum Order Accepted $250
These prices are subject to the discounts named in this advertisement.
CORNED BEEF
ee) Goes 15c per can oe 18c per can
let oan... 27c per can [> (6... $1.00 per can
CORNED BEEF HASH ROAST BEEF
i ee 15c per can 7 tee ee 24c per can
Oe OMe oe 30c per can ee a 70c per can
TABLE OF DISCOUNTS:
$ 250.00 to $1,000 eee Net If value of full carload (shipped at Government expense) is
EOOUO0 ta) 2500 5% less than $4,001 then 20% discount will be allowed on the value
25010 tO 4000 10% of the carload.
4,001.00 and OVER ae 20%
CUMULATIVE PURCHASES COUNT
To stimulate purchases of carload lots and to promote sales in large quantities, further discounts as follows are authorized to customers
ordering or re-ordering in carload lots.
When purchases reach $ 50,001_____-______ 24% net to prevall When purchases reach $ 500,001__...._..___ 32% net to prevall
When purchases reach 100,001_.....______ 28% net to prevall When purchases reach 1,000,001 and over, 35% net to prevail
The foregoing means that the total purchase by a customer in carload lots from time to time will be taken into consideration and the proper
discount applied on the sum of all the purchases, including the first carload lot.
Credit Sales—Depot Quartermasters are authorized to sell surplus canned meats for cash, bankers acceptance, or on not to
exceed ninety (90) days straight credit in the commercial sense. Credit will be extended only to those individuals, firms or
charitable organizations which can establish a satisfactory credit rating (Dun’s, Bradstreet’s or Banks), or municipalities hav-
ing a bona-fide purchasing organization. The credit risk in each case is left to the decision of the Depot Quartermaster.
Freight Prepaid—Shipments of not less than carload lots will be made at Government expense to any point in the United
States outside a radius of 20 miles of the point of storage from which shipment is made. The Government will not be iiable
for any demurrage, or switching charges that may accrue after goods are loaded for shipment. Prices quoted are in all cases
7 : f. o. b. storage point, with freight prepaid, as above specified on carload lots.
Guaranteed Condition
‘The oe, in SURPLUS PROPERTY BRANCH The Government guarantees
your district will, on receipt to deliver all meats in per-
' of price of samples wanted ee a — ~
; id inspection w e€ made
and postage costs, be glad Office of the Quartermaster General of each abipment before it
to saci .. o Liga cote Lo Re M leaves point of storage, thus
purchasers in their respect- insuring full protection to
cig Munitions Building, Washington, D. C. insuring | full |
Dealers’ orders should be sent to Depot Quartermaster at the following addresses:
#. Brooklyn, N. Y., 59th St. and First Ave. Atlanta, Ga., Transportation Bldg.
ve Boston, Mass., Army Supply Base. San Antonio, Tex.
Chicago, Ill., 1819 W. 39th St. San Francisco, Calif.
~ CANNED MEATS
Buy it by the Carload~freight prepaid
ait sitlosns
2H alee manana
24
MICHIGAN TRADESMAN
March 30, 1921
Believe Emergency Tariff Not Needed
At This Time.
Grandville, March 29—There is a
time for all things. A time for labor,
a time for dancing, a time for feasting,
and a time for thinking. This latter
is what is keeping some of our solons
awake nights at Washington, thinking
how to pull the American Nation out
of the kinks, readjusting her numer-
ous ill conditions because of the late
unpleasantness across the seas. We
fought a war the results of which, al-
though adjudged a victory, have left
Uncle Sam in a quagmire of debt, with
only here and there a loophole for ex-
trication.
The master minds of the Nation are
thinking, this thinking resulting in a
resolve that one thing most desirable
at this stage in the game of politics
is a return to the pre-war days when
a protective tariff saved the American
market to the American producer,
which was all right and sensible. in
whatever light one views it, but that
in order to bring the Nation out of
the mire, and especially the American
farmer, is to enact an emergency tar-
iff at the present time is by no means
clear.
That a heavy tariff has power to
regulate all our trade evils; has, in
fact, that gift which will give the
American consumer and_ producer
equal rights and improved conditions
all over the country is open to ques-
tion. Certain conditions produce cer-
tain results. In the days before the
war conditions confronting us were
not the same as those now extant.
In the days of the McKinley and the
Payne-Aldrich tariff we had the whole
world to contend with in the open
market, and these tariffs were neces-
sary for the protection of our people
against the products of foreign pau-
per labor.
No such condition confronts the
Nation to-day. A larger part of the
old world is not producing enough
for its own consumption and anxious-
ly looks to America for aid in saving
the starving millions abroad. At such
a time as this it does seem as though
a high tariff, if enacted, will surely
disappoint its makers, and bring cha-
grin and anger rather than cheer to
the American farmer. It certainly
will not have power to better the far-
mer’s lot, since our home market is
already overstocked with home prod-
ucts which need to seek an outlet
abroad.
It is, indeed, a very critical condi-
tion confronting our law makers. The
American consumer has been the un-
der dog in the fight during the past
three and more years, and he is not
disposed to see anything enacted into
law that will again enhance prices.
It will be very unwise to rush tariff
legislation at the present time. A lit-
tle deliberation, even though some
may deride the need for going slow,
would seem to be the part of wisdom.
Other legislation, aside from that of
the tariff, might well come in first,
while conditions are as they are. Far
better use deliberation now than to
repent later because of hasty enact-
ment of laws which may prove in the
nature of a boomerang later on.
The surplus of farm products in
this country needs a foreign market,
not home protection. It will be found
a matter of impossibility to protect
the American farmer against himself
as this new emergency tariff proposes
to do. The slump in prices was not
caused by imports of food stuffs, but
because of over production at home.
To make business better the products
of the home-grower must find a mar-
ket outside the country. This the pro-
posed emergency tariff will not do.
In normal times protective tariffs
have been of wonderful benefit to
American manufacturers and agricul-
turists, but we are not experiencing
normal conditions to-day. The states-
manship that saw in tariff protection a
panacea for free trade destructiveness
to American business is not the states-
manship that will win out to-day.
Different evils require different reme-
dies, and there must be enacted laws
from a far different point of view than
that of ten years ago.
No doubt, after the disruptions and
inconveniences caused by the six
years of world war are smoothed out,
there will be a need for effective
tariff legislation, and when that time
comes, be it far or near, the Ford-
neys and Penroses will come into
their own. For the present, hold .on,
gentlemen. Don’t move too fast and
get the cart before the horse. It is
imperative that we make no mistakes
at the very outset of re-regulating the
business of the Nation.
Fortunate, indeed, for America had
she at this crucial moment of her ex-
istence another Abraham Lincoln,
who could pierce the future and lead
our people out of their present
troubles into the land of promise. We
are not so blessed, however, conse-
quently must work out our salvation
through the tools we have to work
with.
How the tariff can help the farmer
under present conditions is incompre+
hensible to the ordinary man. At any
rate a little reflection will convince
even the most pro-tariff man in Con-
gress that the outlook for such a tar-
iff as is meditated will have no effect
whatever to. relieve the situation
either among farmers or other busi-
ness men.
The old saying, “G slow and learn
to peddle,” might well be heeded by
those optimists who see prosperity in
a rushed through tariff bill which may
well prove a stumbling block rather
than an urge in the direction of a re-
sumption of big business. No doubt
protective tariffs have served a useful
purpose in the past, and every indica-
tion points to the time when they will
again serve a useful purpose, but right
now conditions are such as to call a
halt to all tariff tinkering until some
of the kinks produced by world war
conditions are straightened out, as
they will undoubtedly be straightened
out during the present administration
if the hotheads are curbed and reason
and common sense prevail.
Old Timer.
———__--- > ___
No Proof of It.
Senator Knox was once compelled
by financial affairs to visit a boom
town in the West.
In the evening, as he sat in the of-
fice of the corrugated iron hotel try-
ing to digest a dinner of salt pork
and beans the landlord thrust a threc-
cent cigar into his hand and said:
“T sartinly am proud of Boomvill*!
that two
years ago there was.’t no town he e
at alle.
Would you believe it, sir,
“Humph,” said Senator Knox, “and
what makes you think there is one
kere now?”
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March 30, 1921
MICHIGAN TRADESMAN
Sno
ZS
a ZL
et
- WOMANS WORLD
a
< ~
il
Are You a Stayer or a Wobbler?
Written for the Tradesman.
It is a great deal easier to keep the
affection of your children than to keep
their respect.
“I love mother dearly, but she wab-
Dies I Heard a young girl say. TE
can make her stand for almost any-
thing, because she never seems to be
sure about things.”
I had seen that very thing in action
between that mother and that daugh-
ter, but I had not realized how clearly
the girl saw the situation. Only a
few days before the mother had said
to me:
“I told Mildred to do that. I was
not sure I was right, but [ think |
was. She rebelled so, and argued me
out of it. I don’t know what to do.
What would you do?”
That mother has a great deal of af-
fection for her daughter; she is tre-
mendously conscientious about every-
thing—so conscientious that she con-
tinually changes her mind because she
is not sure of herself. And she is so
anxious to “keep friends” with the
child, she so dreads anything in the
nature of a sharp difference of opinion,
that she shifts from one judgment to
eanother, and in the end the girl just
bullies her into giving her her own
way, And it appears that the daughter
perfectly understands the process.
"Lo tip the scales in favor of the
child’s present pleasure against his
ultimate good,” is the way one educa-
tor describes the thing that such
parents do. Their very solicitude for
their children’s good will undermines
their children’s respect for them.
A series of mental and _ spiritual
gymnastics might be good for such
people, just to strengthen will-power.
It is hard to get and keep unprejudiced
poise; to decide what is for the child’s
real good and hold it. When we de-
cide a question for the child, some-
thing he may or may not do, we
should be very sure of our ground
before the decision is declared, and
then stand firm. It is better to ask
for time to make the decision; to hear
all the argument in the first place; to
help the child make his own decision
in the light of all the facts, than to
announce a decision hastily and then
yield to importunity.
At the same time, do not be afraid
to change your mind; to say frankly:
“I think you are right. I have
changed my mind. You may do it.”
This honesty and openness of mind
are as important as firmness of de-
cision. The child has no more respect
for a pig-headed parent, who says,
“You must do it because I say so,”
than for one who wabbles back and
forth.
I know a man, one of the really
great men of our day, of whom it was
said to me not long ago by one of his
associates:
“The great thing about him is that
he decides things and they stay de-
cided. He hears all the arguments,
considers all the facts, and then says
‘Yes’ or ‘No,’ and that is the end of it.
When he presents a plan or a decision
to us he has thought it all out. He
never wabbles. We lean on him.”
You will find your children follow-
ing your habits. If you “decide
things and leave them decided” you
will find that they do that, too. If
you wabble, they will grow up to be
wabblers, or, what is just as bad,
they will tyrannize over you, compel
you to accede to their whims and
untrained judgments. And they may
love you but they will not respect
you.
“Decide on your goals, then start
for them,’ someone has said, ‘‘deter-
minedly, sanely, and with joyous cer-
tainty of success.”
“This being of mine, whatever it
really is, consists of a little flesh, a
little breath, and the part which gov-
erns,’ says Marcus Aurelius, and it
is that which your children see in you.
They early come to understand you
perfectly, and their respect for you
is exactly what you are entitled to.
Intelligent, purposeful decisions, un-
swerving when you _ have clearly
thought out what is best for the child
and for the whole household, stated
with selfless tact; large-heartedness,
broad-mindedness, sympathy for their
inexperience, and a wise sharing of
their interests preferring to say “Yes”
but not afraid to say “No’—these are
things that belong to the task and the
privilege of parents. They make in
the long run for the peace and the
happiness and the efficiency of the
whole household.
Prudence Bradish.
[Copyrighted 1921.]
+ 2 ~~
Prizes For Savers.
Bamberger & Co., of Newark, N. J.,
has not only extended its merit sys-
tem from other departments to the
delivery department, but in addition
offers certain prizes each month to
drivers and helpers who deliver their
packages at the lowest cost per pack-
age. Before the installation of the
prize system, certain differing condi-
tions throughout the delivery system
had to be taken into account. To
make the competing fair, in determin-
ing the cost of each route, the delivery
force was grouped in accordance to
the type of car used. Only those
items of actual operating expense for
which the driver might be held re-
sponsible were considered. The prize
money is divided between the driver
and his helper in proportion to their
weekly salaries.
French Turnover Tax Generally Satis-
factory.
The collection of the French over-
turn tax is simpler than collection un-
der multiplicity of taxes and no tax-
payer has complaint or objection. The
monthly accounts are open to inspec-
tion by the government and are
promptly checked up. In general the
tax is “passed on” in spite of the fact
that no specific demand is made in
law for collection.
The French sales tax was instituted
in France by the law of June 26, 1920,
to replace the luxury taxes. It ap-
plies to all commercial and industrial
concerns and generally speaking to all
individuals who sell goods. The
principal exceptions are sale of bread;
articles upon which the state has a
monopoly; public services, brokerage
charged by stock exchange and insur-
ance brokers, the rate of which is
fixed by law; sales of securities and
produce by their exchanges; insur-
ance transactions and entertainments,
all of which pay special taxes.
The normal rate of the tax is 1.10
per cent. This rate is increased to 3
per cent. net on amounts received in
connection with lodging and sale of
food and drink in “second class” es-
tablishments, and 10 per cent. in “first
class. 10 per cent net for goods
classified as belonging to the *
trade.
luxury”
The taxpayer must keep a book giv-
ing details of daily transactions, re-
port them monthly and pay the tax.
A tradesman with a very small turn-
over may obtain permission to be
taxed on the returns of the previous
year and make quarterly payments.
Sales of real estate and capital assets
are subject to special registration
taxes and not to sales tax. The tax
is not imposed on the personal ser-
vices and professions which are sub-
ject to a separate tax.
The tax has not been in operation
long enough to give an opinion on its
ultimate results. In the months of
July-August, September and October,
the yield was 41.81 per cent., 50.96
per cent., and 44.67 per cent. of the
budget estimates. The reasons given
for these low returns are lack of
proper understanding of the terms of
the law, the preference of small busi-
nesses for the quarterly settlement,
the difficulty at the onset of organiz-
ing the control of such an important
measure. The changing of the econ-
omic situation has doubtless resulted
25
in a lower turnover than the legisla-
ture expected.
Although by definition the price is
imposed on the seller, in practice it is
This “pass-
ing on’ was certainly intended by the
borne by the purchaser.
legislators, who granted exemptions in
the case of railroad, light, power and
tramway companies, where an increase
in rates to meet the tax is not per-
missible without the authority of a
special decree. It is difficult to esti-
mate to what extent the tax may have
to be absorbed in the future by some
businesses, owing to the drop in
prices.
Texas Has New Chain Store Plan.
Texas has a new chain of both
stationary and mobile retail grocery
patented under the name of
“Serva Stores.”
stores,
The type of vehicles
to be used, whether stationary or mo-
bile, wilk depend on the density of
population in the respective sections
to be served. These vehicle stores will
be supplied from a central warehouse,
the mobile stores coming in at night
to check up and restock, while the
stationary stores will either be sup-
trucks or be
plied by distributing
towed in to the warehouse each even-
ing. Both the stationary and the
house-to-house stores will carry ap-
proximately only one day’s supply,
with the double advantage of rapid
turnover and fresh stock.
—"
REG. VS. PATENT OFFICE
“The Economy Garmenf”
Michigan Motor Garment Co.
Greenville, Mich.
6 Factories—9 Branches
Daniel T,
Athletic Union Suits
TOPKIS (Nationally Advertised) @ $8.50 Per Dozen
B. V. D. (Nationally Advertised) @ $12.62%
Which will you have?
You know that either one leads in its class.
NOW ON THE FLOOR.
Get the EARLY business.
atton & Company
GRAND RAPIDS
59-63 Market Ave. North
The Men’s Furnishing Goods House of Michigan
26
Corset Stock Can Be Turned Five
Times Yearly.
A the time this article is written
there is considerable complaint from
merchants that business is dull. A
year ago merchandise was scarce, and
manufacturers could not fill their or-
ders promptly, and although prices
were high all kinds of merchandise
was easily sold.
Now we confront a buyers market.
We have got to make an effort to
move goods. This is something we
have not been accustomed to in re-
cent years. What I have to say in
regard to the corset department will,
of course, apply to other departments.
It is necessary to study ways and
means of securing a large turn-over
and satisfactory profits.
Within the
have read a good deal in newspapers
Articles
past few months we
about corsetless women.
have been printed about women giving
up their corsets because they could
not shimmy in them. It is reported
that large numbers of women in the
cities check their corsets at dances.
This movement need not influence us
at all, except that the dancing craze
has brought a demand for lower cor-
The demand
for such models is being taken care
sets with less boning.
of by the manufacturers.
We learn from a high authority
that 100,000 typically American wom-
en were examined and 90 per cent.
were found corsets which
were not right for them. This is
serious because it affects the health
of American womanhood. Women
need to be taught how to select their
corsets and how to wear them. This
educational work should be carried
on by the merchant and his corsetiere.
Buy corsets only from well estab-
lished concerns of good reputation.
Money spent by the manufacturers of
corsets in women’s magazines, makes
the selling of the advertised brand
much easier. It costs less to sell
them, for there is less buying resist-
ance and sales people like to sell
They have confidence in them
and feel that they know them better.
The big factor is rapid turn-over. The
merchant should make it his business
to find out how much of the National
advertising campaign is carried on in
the interest of the brands that he has
in stock.
In order to determine whether mon-
ey is made or lost on a line of corsets,
certain records should be kept. It is
easy to do this by having a card for
every model, putting down on this
card the sizes in stock and adding
thereto all corsets bought and re-
ceived and all corsets sold of every
This gives the buyer a reliable
buying guide, showing the quantity
of each model sold and the slow sell-
ers can be closed out. When a corset
stock is looked over carefully you
will usually find that the good selling
sizes, that is from 23 to 28, are miss-
ing and there are too many small
sizes and too many large sizes. There
are a lot of corsets on hand that
should not be in stock, and fast sell-
ing sizes and good models are miss-
ing. Carefully kept records and more
frequent buying will remedy this con-
dition.
wearing
them.
size.
MICHIGAN TRADESMAN
All women should be urged to be
fitted to their corset. If 90 per cent.
of women are wearing the wrong size
or wrong model, this only can be
corrected by careful fitting of cor-
sets by a corsetiere who has been
Some of the manufacturers
which scientific
fitting is taught, and not only that
but salesmanship and other
things which a corsetiere ought to
trained.
conduct schools in
many
know.
It takes the right kind of a talk to
induce some women to be fitted and
then when they are fitted to the right
model and the right size, it often re-
quires salesmanship to convince them
that they ought to buy the right cor-
set.
If you will study the methods of
merchants who have a_ successful,
profitable corset department, you will
find that in nearly every case they
have a fitter who has been trained in
a good school of corsetry.
While fitting, the corsetiere very
frequently meets what we call patho-
logical conditions. For instance, the
customer may have had an operation
for appendicitis, or something else,
which makes her what is called a
post-operative case, or even though
not operated on a woman may have
a hernia or rupture. These are but
two of many conditions with which
every experienced corsetiere is famil-
iar. So it is advisable that the cor-
setiere study medical corsetry, that
she may understand these conditions
and know what to do.
There are many good ways of ad-
vertising the corset department. Per-
haps the most effective is newspaper
advertising. Some of the manufactur-
ers furnish effective copy and excel-
lent cuts, which if used judiciously
will bring satisfactory returns. There
is a certain percentage which the mer-
chant can afford for advertising and
which should not be exceeded. It
does not pay to publish an advertise-
ment once in a while. He must make
a plan covering a year’s effort and
adhere to it.
Window displays, signs, circulars,
posters, letters and booklets to physi-
cians, letters to a selected list of the
best dressed women, to farmers’
wives, to dressmakers, if well pre-
pared will bring good returns.
It is possible to do a corset busi-
ness of $1 per capita or even more.
It is possible to make 100 per cent.
on the amount invested in corset
stock. This is true regardless of the
size of the city or town in which the
merchant operates.
Take for instance, a town with a
population of 5,000. This town has
a trading population of 10,000, be-
cause there are as many customers
from outside the town limits as in-
side. Among the 10,000 inhabitants
there are 2,000 corset wearing women.
How much they spend for corsets
depends upon the kind of service
given them.
Of course in a town the size of this
the merchant cannot afford to employ
a high salaried corsetiere, but he can
have one of his girls trained and she
can sell goods all over the store or
in other departments, so that her sal-
ary is in proper proportion to her
sales. Let her have charge of the
corset department, make her respon-
sible for it, send her to a corset school
and show her what you want her to
accomplish.
With well known, reliable brands,
if you are not too far from the mar-
ket, you should turn over your corset
stock at least five times every year.
By advertising in the newspapers and
using all the dealers’ helps which the
manufacturer supplies you ought to
more than reach your quota of $1 per
capita. With well known brands, a
trained corsetiere and good manage-
ment the corset department can be
made the most profitable deparment
in the store. H. P. Junkins.
———_»- >
Wasteful Products of Competition.
Competition may be the life of trade
and certainly is the father of a great
deal of efficiency, but it does not al-
ways result in actual economies. In
fact, competition and the struggle for
preferment in the competitive field
very frequently results in saddling
upon the trade unnecessary practices
and very expensive habits, which in
the course of time become adopted
as fundamental and exercised by all
competitors uniformly.
One of these evolutions is referred
to in a recent circular of the National
Wholesale Grocers’ Association in the
form of a letter to one of the mem-
bers reading in part as follows:
“Do you think that the practice of
jobbers making railroad claims for
retail grocers is a burden that the
jobber should be called upon to bear?
“Tt seems to the writer that this is
the outgrowth of an antiquated idea,
used originally by some salesman to
secure new business. But since it
has become the general practice, we
do not believe that it brings any more
business to any individual jobber. Yet
the burden and the responsibility of
this work continue upon the jobber.
Is this really a part of the service
which the jobber should be expected
to perform for the retailer?”
Secretary Toulme has put the mat-
ter flatly up to his members in the
form of a semi-questionnaire. Inci-
dently he says in it:
“This office would be pleased to re-
ceive the ideas of the trade. ‘We are
asking for suggestions, without in
any way committing the organization
to one view or the other. In fairness
to the practice, it might perhaps be
636 Front Lace.
athletic style.
Corsets
We feature the W. T. line in such prominent numbers
as 621, 107, 585 and 102 in the back lace.
317 Flesh color with rubber top, or so-called
A model for every figure.
March 30, 1921
argued that the filing of claims is
merely an accommodation that does
not actually cost the wholesale gro-
cer, who already maintains a traffic
organization, a large sum, extra; that
the convenience to the retail cus-
tomer outweighs this cost. We would
be pleased to hear from the trade
generally pro and con, on this sub-
> 99
ject.
—__22->—___
Sure Indication of the Weakness of
Wilson.
A simple test of good writing is the
ratio of verbs to adjectives.
The verb is the word of action and
life, and the strong, forceful writer
uses twice as many verbs as adjectives.
On the other, hand, the theorist
idealist and blue sky chaser uses many
more adjectives than verbs. This is
found to be a never-failing rule by
which the aims and accomplishments
of a man can be accurately estimated.
In an attempt to get an interesting
sidelight on President Wilson, Bayard
Hale opened one of Mr. Wilson’s
books at haphazard and analyzed it.
He found that out of a hundred
words there is one verb and thirty
adjectives.
In other words, the descriptive or
qualifying faculty in the man is much
greater than the sense of action and
life.
Here is the way some of the masters
divide the use of their words:
Verbs Adjectives
Riuskan 20 16 7
Carivie 22250050 12 4+
Shakespeare -__-_- 15 9
Macainey) 000 oo 11 iz
Stevenson 2.2022 14 3
Poe 2) 12 S
Shaw 22 14 4
ee
You will find it easier to sell the
next customer if you keep in mind
the way you handled that difficult
one.
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 8t.
Grand Rapids, Mich.
| Quality Merchandise—Right Prices—Prompt Service |
WHOLESALE DRY GOODS
ML ddddiiiidiliiiidididlidddbdidsbtiddddddbdddbbdddd,
%
Paul Steketee & Sons
WILL aaiilllillidllllldlidddibididdihilsdhlididddddlddddbdddbddddddddbbddidddddbdddde
GRAND RAPIDS, MICH.
WH dddddadiiiidilldildddiddidisslle
LZ,
March 30, 1921
Types of Tightwads You May Have
Met.
Regular patrons of a Central Michi-
gan store are the members of a fam-
ily of long residence in the county.
Over 700 acres of land in that county
are owned by these people. Yet they
spend like misers. Each member, from
the youngest daughter at home who
sterilizes her chicken eggs to prevent
a consumer’s setting them, to the old-
est daughter, has a way to secure
heaping measure for their money. An
experience with the mother is typical:
There are two daughters married to
well-to-do men. One day the mother
entered the store and bought a vest
for the baby of one of the daughters.
It was priced at
three for a dollar.
cents,
In three months
she entered again and displayed an
unusually retentive memory.
“Clara,” she told the salesgirl, the
same one who had waited on her be-
fore, “in April I was in here to buy a
vest for little Robert.”
“Yes, I remember.
right in front of you.”
“That’s the kind. They were three
for a dollar and I took one. Now I’d
like to have the other two and there is
the sixty-five cents.
thirty-five
One of those
You see, I’ve got
to buy them now for Martha’s new
baby.”
And the wealthy woman spent a
half hour interviewing the boss in re-
gard to the deal, insisting that as they
were marked at three for a dollar
when she bought, so it was unfair to
her to deny the other two at the sav-
ing of five cents!
There is one soda customer in that
town whose sales mean no profit to
the druggist. An old gentleman whose
penurious ways have built up a com-
fortable income for him has a liking
for strawberry “sody.” On his way
from the little office he occupies in an
antique building he stops in for his
drink. Just as soon as he has con-
sumed one-third of the glass of soda
he thrusts the glass over the slab.
““Gene, spose ye put jist a mite
more fizz on this.”
“Lose money?
the druggist. “
Sure we do,” said
But there are always a
few men who come in just to watch
that event.
vertising.”’
Then there is the local vamp, a
widow whose ways are too shrewd
for the grocers. She has learned that
it is hard for the grocery salesman to
say no when she asks for the extra
measure, for she is pleasant to look
upon, and has eyes that are mischiev-
ous. When her boy comes for a quart
of bulk oysters, a quart of sirup or
other commodities that she prefers to
buy in the bulk to the hard and fast
package or can, he brings a half-gal-
lon can or pail.
“Mamma sent this pail over to get
them,” the lad will say, faithfully re-
membering his coaching, “so’s you
could give a good measure.” And, as
the widow is pleasant to talk to, the
man usually does his darndest.
Bucking the dice game is not the
only method of getting cigars for
nothing. One of the clothing stores
has no rule against smoking and one
of the salesmen who lives in the far
East of town always has a reserve
fund in his right vest pocket. He
never has to walk home, for the old
It’s a loss spent for ad-
MICHIGAN TRADESMAN
director of a bank a few doors away
stops as regular as 11:30 arrives, toots
his horn, opens the door and says,
“Jump in, John; no use o’ walking’,”
and the two rattle up the street in a
car that ought to have been pensioned
This old fel-
lives beyond the home of the
salesman, out at the edge of town
where he eye on the
farm he has built up by saving pennies
and gathering mortgages.
“Here you are, John; beats walkin’,
dont 12° The
vary one syllable a year.
the final remark: ‘Well, I be dog-
goned: li | fergot to stop at
Wes’ place and get me a smoke. I’m
plumb lost. Reckon ye ain’t got one
one ye, John?” The required smoke
sight, is promptly handed
over—and John has paid for his ride.
That was but one of the free smokes
In the Antler Cigar Store there is a
plaster of paris deer head. It has
been handy for one of the local truck
drivers. He smokes a_ two-for-a-
quarter and as he does not wish to
smash the extra one he lays it on one
of the prongs of the deerhead. The
old gentleman referred to learned of
this some time ago. One day he was
the act otf trading a
seven-cent cigar for the extra fifteen-
center. Word passed to the
trucker.
two or three years ago.
low
can keep an
conversation doesn’t
Nor does
ain’t
being in
discovered in
was
Not long after that, when the old
gentleman made the shift a number
of pairs of eyes were watching him,
and as he left the store a number of
men forgot their work and followed
in a way that would interest Sherlock
Holmes. When he pulled out the
county paper and started to enjoy it,
lighting the cigar for which he had
traded, the eyes of the shadows were
upon him.
There was a flash, a bang and a yell.
Man, chair and crumpled paper went
over. A nip of flashlight powder in
the cigar had cured him of his trick.
This was somewhat like the meth-
ods used until a recent discovery by
a grocer, who never had figured out
why one customer never bought more
than two gallons of oil in his five gal-
lon can. Then he happened to watch
the man as he turned on more to se-
cure the heaping measure. A most
absent-minded, leisurely fellow he
was; but now it is recognized that he
was a fast worker. He buys oil five
gallons at a time nowadays.
Late last fall, when the cry of lower
prices was popular, a store in the town
put On a Sale of canned corn at
thirteen cents. It was a leader aimed
to secure the patronage of those who
felt that bringing down prices was a
mere trifle. But it was “not much for
The canner was ashamed to
put his brand on it.
”
cOFH.
In spite of the inroads of this man’s
spectacular advertising the other gro-
cers sat tight and did not deviate
from their policy of standard goods
of grades that could be recommended
by them. One day a woman came to
one of them. When she steps into a
store the fielders scatter to the fence.
The men almost have to draw lots to
decide who is to wait upon her.
“What's your lowest price corn?”
“Eighteen, two for thirty-five.”
“Eighteen! Eigteen! Why it’s only
thirteen cents over on the corner.
That’s the way you overcharge.”
“Madam, we couldn’t overcharge
and hold our trade. But if you feel
that way you owe it to yourself to go
down to the corner and buy that. sort
of corn.”
we earn t,”
let me have a couple.”
Charles Abbott Goddard.
It is all gone. Oh, well,
a
The Small Town Investor.
A wholesome sequence of the great
drives for the sale of Liberty bonds
during the war, in which hundreds of
thousands became security holders for
the first time in their lives, is now
noticeable. Men who
pinched themselves to loan the Gov-
ernment money, and tasted for the
first time the sweetness of a surplus,
want more securities, and have be-
come small investors in other bonds
and industrial stocks.
There is nothing more certain in
human nature than that saving to pay
becoming
for one stock investment creates a yet
stronger disposition to save for an
additional one. Its possession gives
a man a stake in the prosperity of the
country and makes him a better citi-
zen-—more and
thrifty.
Perhaps this change in the trend of
surplus cash is more marked in the
industrious more
small cities, towns and villages of the
country than elsewhere—those for-
merly fertile fields for promoters of
hazardous played
so often upon the local pride of their
enterprises, who
victims by initiating ultra speculative
industrial ventures “for the good of
the town,” sold the stock, and then
left their creations to go from bad to
worse under mediocre or grossly in-
We
been
management. know
communities that have frisked
by adventurers of this sort at intervals
for thirty years.
The small
something
efficient
town man has learned
from his Government
bonds and his industrial investments
that have followed the war. He knows
now the difference between being a
soft mark for the prosperous pro-
moters town with
schemes for new factories that never
and small partner
through the purchase of their stocks,
successful established
management has
been conservative and sound. It is an
open secret that he enjoys having the
ablest business men in the country
work for him, which is exactly what
happens when he becomes a stock-
holder in a big and strong corpora-
tion. He gets from his investments
in such institutions not only the divi-
dends they pay, but also reaps the
enhanced values they build up year
by year.
The small investor who buys good
seasoned stocks and pays for them,
puts them away and pays no atten-
tion to market fluctuations, is almost
without exception sure of his finan-
cial future.
who invade his
prosper, being a
in great and
concerns whose
—_——_.->—__—_
Another Dollar Day Event in Pros-
pect.
Petoskey, March 29—The Trade
Extension Bureau of the Petoskey
Chamber of Commerce is to meet for
luncheon at Braun’s Hotel on Wed-
nesday, March 30, to conclude ar-
rangements for establishing a credit
rating bureau. Activities of this bu-
reau. when established will clear
27
through the Chamber of Commerce
office. :
Dollar day will also be a subject for
discussion at this meeting. Dollar
day events in the past have been
wholly successful here, each succeed-
ing attempt bring increased results,
and it is contended that with prices
back to low level a spring sale should
bring great trade to this city.
With the clearing of country roads,
“set acquainted” trips by retail mer-
chants will be resumed and continued
throughout the year.
The strong promise of an early and
warm season has already started cor-
respondence from distant points look-
ing to reservations of summer quar-
ters.
Petoskey looks forward to the most
successful tourist and resort season
ever experienced. On Monday, April
4, Petoskey either adopts or rejects
the issue of bonds to furnish an en-
tirely new and better water supply.
The women of the community are
heart and soul behind this issue and,
without doubt, it will carry, even
though a two-thirds majority of votes
is required. J. Frank Quinn.
toe -
Private Collection Agency.
A retail grocer doing a large credit
business conducts his own collection
agency with a large measure of suc-
cess and saves the collection charges.
This grocer has letter heads printed,
at the top of which appears the name
of “The Grocers’ Collection Agency,”
with offices in some large city. As
this grocer’s father lives in St. Paul,
his letter heads bear the office address
of St. Paul, Minn. He handles the
letters himself at his own office and,
when ready for mailing he sends them
Paul
and they are mailed out of St. Paul
to the debtors.
that of
all together to his father in St.
The return address is
his father’s so if any should
not reach their destination they will
come back to his father who, in turn,
notifies him. This grocer has found
this
saved him considerable money in col-
method very effective and has
lection charges. Walter Engard.
Keeping Pace
With Modern
Business
ROWING with the present
instead of clinging to the
past is the spirit behind the tax
and accounting service this or-
ganization is rendering financial
interests.
Constantly keeping pace with
modern business tendencies has
required the development of a
highly specialized, progressive
organization.
In serving many of the lead-
ing financial houses, we are
privileged to present a type of
personal yet organizational ser-
vice that -brings to bear on
every tax and accounting prob-
lem an aggressive, practical
modern point of view.
Seidman & Seidman
Accountants and Tax Consultants
GRAND RAPIDS
SAVINGS BANK BLDG.
New York Washington Chicago
Newark Jamestown Rockford
MICHIGAN
TRADESMAN
March 30, 1921
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Michigan Poultry, Butter and Egg Asso-
ciation.
President—J. W. Lyons, Jackson.
— Hurley, De-
troit.
Secretary and Treasurer—Dr. A. Bent-
ley, Saginaw.
Executive Committee—F. A. Johnson
Detroit; H. L. Williams, Howell; C. J.
Chandler, Detroit.
How the Watermelon Came Into Its
Own.
At one time in this country water-
melon was believed to be the carrier
of cholera morbus. It was claimed
that many cases of this dread dis-
ease could be traced to the eating of
watermelon, and as long as this su-
perstition was abroad and accepted, a
lot of people ate watermelon expect-
ing to be on their backs with cholera
morbus in less than a week.
Finally, a Dr. Tanner made an an-
alysis of watermelon and found it to
consist almost entirely of water,
sweetened with a little sugar. He de-
clared it to be about the lightest food
that could be taken into the human
system, and chose it as a means of
breaking a 40-day fast. He literally
gorged himself with watermelon, and
the newspapers carried columns about
his feat.
This proved such a good advertise-
ment for the watermelon that it has
ever since had a place on the tables of
even the strictest dieticians.
It has often occurred to the writer
of this that it would be a good idea
to change the greeting “How are
your” to “You're looking well to-
day!”
We must all admit that the less we
think about our bodily ailments the
better we feel, and that our physical
condition is largely dependent on our
mental attitude.
——_+~--+___
Coconut Oil for Animal Fats.
For many years past the world’s
production of animal fats has been
steadily diminishing. Lack of such
fats spelled famine in Europe during
the war, when great quantities of
them were withdrawn from human
use to make glycerine for high ex-
plosives.
Even now, and in this country,
there is an insufficiency of animal fats
(as indicated by the price of butter),
and to make good the shortage coco-
nut oil is being imported in enormous
quantities. During the last year 345,-
737,913 pounds of this oil were brought
into the United States.
The oil is largely used as a cook-
ing fat, but also in the manufacture
of nut butter, candles, soap and cos-
metics. It is said to be an excellent
substitute for cod liver oil, being high-
ly digestible and with the advantage
of an agreeable flavor. At ordinary
temperatures coconut oil is a white,
butter-like solid.
The raw “meats” are dried in the
sun before shipment from the tropical
countries where coconuts are grown.
In this shape the material is called
copra. The oil is extracted by power-
ful hydraulic presses, the yield being
65 to 70 per cent. of the weight of
the copra.
———__.-.___
Catch Phrases To Use in Advertising
Coffee.
Coffee, coffee, steaming hot,
Out of the good old coffee pot,
Finer to me than any beer,
Finer by far than this new ‘‘Near,’’
Equal to soft drinks the world o’er,
Every cup calls for just one more.
If you wish to make home brew,
good coffee and water will do.
If you don’t drink coffee try it.
Never too late to reform.
Coffee, the drink of yesterday, to-day
and to-morrow.
Everywhere I go I see coffee, and
everywhere I see coffee I go.
There is no coffee curfew.
Start the day the coffee way.
When you buy coffee never fret,
for the full value you always get.
Let’s all get together on something
so why not coffee?
Coffee has been weighed in the bal-
ances and found worthy.
Coffee, the drink of the U. S. A.
It is here, and here to stay.
Every member of the family from
A to Z wants coffee, same as you
and me.
It is not what you pay for coffee,
but what it pays you, that counts
after all.
Good coffee will help a poor meal,
and bad coffee will ruin a good one.
—_——__~>
New Kind of Food Made by Woman.
A woman, Marie Bloch, of New
York city, is the inventor of a new
kind of food, for which she claims the
advantages of palatability, appetizing-
ness and nutritiousness.
It is meant to take the place of, or
at least to supplement, macaroni,
noodles or other similar foods which
can be sold in packages or bulk and
then cooked by the consumer. The in-
ventor claims for it the advantage of
having a maximum food value in a
small volume of material.
She mixes six ounces of tomatoes
(preferably concentrated) with four-
teen ounces of flour and one ounce of
fresh eggs. This composition she
rolls out into thin sheets or strips,
which are allowed to dry a short time,
and then are cut into small pieces or
blocks of suitable size. The product
is subjected to further drying until
the pieces are crisp and entirely free
from moisture. This novelty in foods,
which has a reddish tint attractive to
the eye, provides a dish with appetiz-
ing odor and agreeable flavor. For
marketing purposes, it is to be put up
in cans or paper cartons.
Wholesale Potatoes, Onions
Correspondence Solicited
Frank T. Miller, Sec’y and Treas.
MILLER MICHIGAN POTATO CO.
Wm. Alden Smith Building
Grand Rapids, Michigan
sEND us orDERS FJ KR I,D SE
WILL HAVE QUICK ATTENTION
Pleasant St. and Railroads
Both Phones 1217
Moseley 1&3: others, GRAND RAPIDs, MICH.
EDS
The Best Known
and
Known as the Best
GRAND RAPIDS 2
The Vinkemulder Company
WHOLESALE FRUITS AND VEGETABLES
MICHIGAN
Recommend
x
:
8
&
¥
o
The Purest Spread for Bread
Packed 10 and 30 lb. cases 1 lb. cartons
M. J. DARK & SONS
Sole Distributors in Western Michigan
Stock Purity Nut
It To Your Customers
Every pound of Purity Nut is
Guaranteed to Satisfy
PURITY NUT MARGARINE
Grand Rapids, Mich.
With a full line of all Seasonatle Fruits and Vegetables
We Buy
GGS
We Store
GGS
WHOLESALE
One Dairy and Packing Stock Butter, Etc.
WE SELL Egg Cases and Ege Case Material.
count and guarantee proper temperatures,
Grand Rapids,
Butter, Eggs »» Cheese
We are always in the market to buy fresh Eggs, Number
Our Warchouse is a public institution soliciting the
patronage of all. We store your products for your ac-
Write us for Rate Schedules or other information.
Kent Storage Company
Michigan
We Sell
GGS
March 30, 1921
VITAL MESSAGE TO GROCER.
Macaroni Furnishes Basic Food for
Family Dinner.
The macaroni industry has grown
to be quite a factor in American busi-
ness. We manufacturers feel, how-
ever, that a better understanding of
the value of macaroni as a food; its
place in the diet of the average family;
the opportunities it offers as a busi-
ness builder and business getter for
you will not only stimulate this in-
dustry but be of great advantage to
the retail grocer as a profit producer
of great value.
Let me here remark that I believe
that I have a real message which I
think will be interesting and profitable
to the :retail grocers of the entire
country.
Having myself served as a retail
grocer for several years I had an op-
portunity to learn that the retail gro-
cers, like all other business men, are
seeking information and striving for
ideas which will enable them to de-
velop and increase their business.
So I am going to tell you some-
thing about the food macaroni in
terms of profit to you.
Let me remind you that macaroni
is now generally recognized as one
of the best balanced foods in our
diet. It is made from the most nu-
tritious part of the wheat, which is
in turn, in terms of bread, called the
Pstatt of lite,’ [tis a healthful and
wholesome food. It is rightfully
served as the principal basic part of
the dinner. This means that the meat
dish of course may be. eliminated
when macaroni is served.
Now this is the point of the message
I have for you, that the grocer should
more frequently be considered when
the principal or basic dish of the meal
is selected.
What do I mean? Did you ever
stop to consider the fact that while
the retail grocer is generally con-
sidered the principal purveyor of food-
stuffs to the public he is seldom called
upon to furnish the foundation or
basic food for the dinner in the Ameri-
can home? When the _ housewife
ponders over the preparation of the
meal and thinks “What shall we have
for dinner,” she invariably considers
first the principal dish around which
the dinner is to be arranged.
When she does this, does she or-
dinarily think of the grocer as supply-
ing the materials for this dish? I
speak of the dinner because in the
American home the dinner is the
principal meal, whether it be served
at 12 o’clock or 6 o’clock and it is the
meal at which the greater portion of
the foods purchased for the daily use
of the family is consumed. The din-
ner is built around the principal dish.
Do you supply it? This principal
dish usually is meat, fish, beans or
macaroni. Meat or fish are invariably
procured from the butcher next door
or around the corner.
selected the
If beans are
ingredients for their
MICHIGAN TRADESMAN 29
preparation largely come from the
same source.
On the other hand if macaroni is
determined upon as the principal food
for the meal the housewife, after buy-
ing it from the grocer, purchases with
it also from the grocer tomatoes,
cheese crackers, or other articles of
food for its preparation. So it is not
at all difficult to see that the sale of
a 10c or 12c package of macaroni
brings with it the sale of other com-
modities many times its value. The
grocer furnishes not only the in-
cidentals for the dinner but the en-
tire meal. His sales are thus increased
by the amount which would other-
wise have gone to the butcher for
roast or steaks or chops, and as we
will see the aggregate of this amount
is very considerable.
Let us see what this means in dol-
lars and cents to the grocer. We are
told that the annual consumption of
macaroni in the United States per
capita is from four to five pounds. In
many foreign countries where its use
is better understood the per capita
consumption is far greater; for in-
stance in France and Italy it is from
35 to 40 pounds. There they have
learned fully its true food value. On
the basis of an 8 ounce package sold
for 10 cents we find that the annual
retail sales of macaroni in this coun-
try amount to $80,000,000.
It is quite possible to assume that
for every dollar’s worth of macaroni
sold by the retail grocer other foods,
tomatoes, cheese, crackers, etc., of the
value of at least $2.50 are sold for its
preparation. Therefore we can now
credit the macaroni product with re-
tail sales amounting to some $280,-
000,000 annually, a large portion of
which. is due to its ability as a selling
agent of other commodities. A sales
agent such as this should not be ig-
nored. Keep a supply of macaroni in
the homes of your customers. It sug-
gests to them its frequent use, which
in turn suggests the purchases of vari-
ous other commodities for its prep-
aration as we have seen. It is the
most profitable trade producer a gro-
cer has.
Again let me impress on you the
advantage to be derived by you from
giving the public to understand that
macaroni is not essentially a side dish,
but due to its wholesome sustaining
character may readily, be made the
principal article of food served at the
dinner. As we have seen, a double
advantage is then gained. You serve
the whole meal not merely part of it.
This may be done by the individual
grocer from day to day.
You all know how frequently the
housewife comes into your place of
business with the query—‘“‘What shall
I serve for dinner to-day?” Generally
her first thought is of the principal
food around which the dinner is to
be arranged. Is it to be meat or mac-
aroni—butcher or grocer? Should a
tastily prepared dish of macaroni be
suggested, you will have the advan-
EGGS AND PRODUCE
Citz.
1361
Bell
M. 1361
The PTOWATY HOUSES
Are Acknowledged Leaders
All-Ways
Michigan’s Leading Fruit and Vegetable Distributors.
The Nearest Piowaty House Will Serve You Satisfactorily.
Jackson, Mich.
ove Rapids, Mich.
| Saginaw, Mich.
‘South Bend, Ind.
M. Piowaty & Sons
Piowaty-Downs Co., Lansing, Mich. Piowaty-Muskegon Co., Muskegon, Mich.
jn
Dou: Syrup
On the table, Domino Syrup combines
a clear, inviting amber color with a taste
of distinctive goodness—the rare, winning
flavor of sweet cane. In the kitchen, it
adds the final savor to delectable desserts
and good things to serve.
In the retailer’s store, Domino Syrup
combines the quality of a popular all-
year seller with a good name that enjoys
the confidence of the continent. Sold in
clean, convenient cans for quick, econom-
ical sales.
a
American Sugar Refining Company
‘ Sweeten it with Domino”’
Granulated, Tablet, Powdered, Confectioners, Brown,
Golden Syrup.
You Make
Satisfied Customers
when you sell
“SUNSHINE”
Watson-HigginsMlg.Co.
GRAND RAPIDS. MICH.
Merchant
Millers
2
Orn iy rats | 3 FLOUR
aca & Lis BLENDED FOR FAMILY USE
%
erchants as THE QUALITY IS STANDARD AND THE
7 3 ; PRICE REASONABLE
Brand Recommended
by Merchants Genuine Buckwheat Flour
Graham and Corn Meal
J F. Eesley Milling Co
The Sunshine Mills
PLAINWELL, MICHIGAN
NewPerfection Fiour
Packed In SAXOLIN Paper-lined
Cotton, Sanitary Sacks
30
MICHIGAN TRADESMAN
March 30, 1921
tage of providing the entire dinner.
She on the other hand will have
gained the advantage of providing a
tasty substantial meal for the family at
a cost less than if steak, roast or chops
had been served.
I hope I have brought home to you
the value to your business of your
macaroni sales not only for the direct
results which they themselves pro-
duce but the incidental business which
they develop. Also that I have shown
you the great advantage to be gained
by impressing upon the public that
macaroni is essentially a basic food
around which the entire meal may be
arranged. That you will gain the ad-
vantage of supplying the substance as
well as the incidentals of the dinner
which in the aggregate is no small
item in the way of increased sales.
Naturally our interests as manufac-
turers and yours as retail grocers are
mutual. We have for years been
striving to impress on the American
public the value of our product as a
basic food. With your assistance this
can readily be accomplished. When
this is done the benefit will come to
us in increase sales of our commodity;
to you it will come in the sale of this
really basic food in increased quanti-
ties. You will furnish the meal not
merely the “trimmings” for it,—also
you will realize on the sale of the
other commodities needed for the
preparation of the macaroni.
So let us join hands and reap the
benefits from the distribution of this
knowledge and the increased use of
the macaroni product—as a principal
food served as the primary dish of
the American dinner.
James T. Williams.
—_—___- 2
Inaugurate a Pay Your Bills Cam-
paign.
London, Ohio, March 29—In an en-
deavor to stimulate the prompt pay-
ment of bills the business and profes-
sional men of London and West Jef-
ferson, two central Ohio towns locat-
ed within ten miles of each other, have
banded together and inaugurated a
“Pay Your Bills” advertising cam-
paign. A full page display copy is
used once a month, coming out upon
the last of the month and urging the
prompt payment of monthly bills.
Each copy sets forth some argument
to impress upon the readers the im-
portance of paying their bills promptly
on or before the tenth of the coming
month. In their copy they say:
“Credit reflects character.”
“Do you know that your character
is judged by the way you pay your
bills?
“Well, it is.
“Prompt payment of bills tells the
merchant that you are a man or wo-
man of your word
character.”
“Lax payments indicate poor busi-
ness methods and disregard for the
all-important business of character
building.”
“Promptness in meeting your obli-
gations reflects honesty, good char-
acter and determination to maintain a
sound standing in your community.”
“The more prompt you pay your
bills the better your credit grows.”
“Who is a credit dilinquent? \
question everyone who runs_ bills
should ask himself.”
This copy handles the subject with-
out gloves and there can be no ques-
tion as to the results such a campaign
will bring. Walter Engard.
—_—_~+<-. —___
Penalty of Success.
No man desires defeat; and yet
When all the balloting is o’er,
The loser need no longer fret;
The winner has to work still more,
a person of sood
WHAT ADVERTISING DOES.
Takes From One and Gives To An-
other.
Ever since I read the Little Rollo
Books and McGuffey’s First Reader
I have been taught that it is a fine
idea to travel and see things. Travel
is said to broaden a man’s mind and
liberalize his viewpoints. If you stick
to one place like an oyster, your in-
tellect will atrophy and you won’t
know what is going on. The dullest
people in the world are those who are
born, live and die in the same town,
even though they may be the happiest.
Advertising has done much to in-
crease intelligence by encouraging
travel. Some of the finest business
literature that we ever fished out of
the ink bottle has been that devoted
to advertising the wonderful sights
to be seen somewhere else. No mat-
ter where you were, advertising point-
ed out a more charming place to go.
Cities and States vied with each other
in setting forth their manifold advan-
tages. You were shown why the place
where you lived was not so nice a
place to be as some other place. In
Magazine, newspaper and_ printed
folder, the glory of God and His
handiwork were set down in all the
alluring array of words and sentenc-
es. The men who make pictures and
the men who liberate language were
turned loose and did a mighty fine
job.
Hill, mountain, valley and vale were
painted in words so enticing that a
fellow felt like chucking up his job
forthwith and beating it for the depot.
The warm breezes of the sunny
Southland lured the Northerner in
January, and the seaside beckoned in
July. The Grand Canyon of Arizona,
mightiest work of Nature, was de-
scribed in awesome words, and even
at that no one ever lied about it. It
is so magnificent that falsehood can-
not eo as far as fact. Old Pike’s
Peak, with its eternal snows and its
summit sticking up so high that you
can see heaven from there, was de-
scribed in a way that made you want
to pack up and hike for Colorado in-
stantly.
We were told of the wonders of
California, where you get your
Paradise without going through the
formality of croaking. Pictures were
shown of travelers luxuriously loaf-
ing on soft cushions at Pullman win-
dows and gazing with soulful eyes up-
on field, flora and fauna. As far as
vision reached were rows of trees
heavy with their burden of figs peach-
es, apricots, oranges, lemons and
plums. Along streams that tumbled
over rocks and ran laughing to the
sea were fishermen flicking the fatu-
ous fly and luring the speckled beau-
ties to their doom. Quail, pheasant,
ducks, geese, squirrels, rabbits and
meek-eyed does that flee in terror be-
fore the man with a gun were describ-
ed for the edification of men whose
instincts to kill still survive. The golf
links at home.
was the lure present in advertising
Always and forever
form to entice you away by rail, by
steamboat and by flivver.
Well, what of it? Just this: A wail
is going up because the United States
department of labor has issued some
statistics that showed what is called
You Owe Your Customers
They generally owe you—but you owe them some-
thing in these troublous times of readjustment. They
have stood by you loyally during the war-price period,
but you cannot afford to lie down in your progressive
merchandising policy that has built up your business.
That means you must carry a full supply of
Shredded Wheat Biscuit
to meet the demand which we have created and which
we hope to increase during the coming year. Shred-
ded Wheat is something more than a “breakfast cer-
eal.” It is an all-day food, more nutritious than meat
or eggs, and costs much less.
MADE ONLY BY
The Shredded Wheat Company, Niagara Falls, N. Y.
|) IAMOND
2
The. Sak
thats akbsalt-
DIAMOND CRYSTAL SALT CO,,
ST. CLAIR, MICHIGAN.
4 ut Wea pies ase onan Sse mA
x
ncainabieacd
March 30, 1921
‘labor mobility.” I had to look the
thing up, for I didn’t know what it
meant. “Labor mobility” means that
labor is on the move. It has caught
the idea that traveling is a good thing,
or anyhow advertising has said it was.
Labor wants to see brooks that bab-
ble, rabbits that run, birds that trill,
trees. that bear luscious fruit, moun-
tains where you can play snowball in
August. It wants to see the canyons,
the gorges, the precipices, the ravines
and of course the beetling crags. It
wants to see what isn’t to be seen at
home. It wants its intellect to broad-
en, its vision to enlarge, its faculties
to develop. It wants to go to other
cities to find out how things are done
there. Advertising has created the
wanderlust in its soul, and it is go-
ing to get some of the fun to be had
by motion rather than the eternal
monotony of staying where you are.
And now comes the remedy pro-
posed to stop this dreadful desire to
move. You couldn’t guess it in a
week. It is advertising! That is to
say, advertising is proposed to undo
what advertising has already done.
First, advertising creates an itch to
travel, and now advertising is to serve
as a salve to cure the itching. You
are “given” something and then it is
taken away from you. The _ high-
brows will now proceed to tell labor
how elevating it is to stay at home,
visit the burying grounds on Sunday,
go at least twice a week to the public
library and on holidays, walk around
the new court house and admire it. It
will be shown in paid space that your
own town is the best place that ever
was. Labor will be advised that travel
is an expensive and foolish proposition
invented by railroads and hotels to
reduce your visible supply of ready
money. It will be shown that no-
body but a lobscouse or a_ loblolly
would think of venturing anywhere
near the railroad station, and as for
steamboats, they are wicked contrap-
tions conceived for the purpose of
taking foolish folks out on the treach-
erous waters and drowning them.
“Domesticity” is to be the rallying
cry. Stay home if you would be hap-
py and jostle John D. from his pedes-
tal. All sorts of calamities await those
who venture outside the patrolman’s
beat or the captain’s precinct.
And what are the railroads, the
steamship companies, the resort peo-
ple, the trunk manufacturers, the real
estate sharks, the hotels and the cities
where labor is short going to do
about it? You said it. They are go-
ing to keep on advertising the beau-
ties of Nature, the charms of climate,
the glories of going where you see
something you don’t see where you
are living now, or at least think you
don’t. The poor public will then be
up in the air, not knowing whether to
stay or go—whether to be a dead one
or a live one—whether it is better to
have more intellect, more knowledge
and more experience, or get along
with what few brains you now have.
It will be like the fellow who doesn’t
know whether to stick to birth con-
trol, or join the monkey gland move-
ment.
Oh, this thing of advertising has as
many features as old P. T. used to
have in his great circus! You can
twist and turn it to any end like a
MICHIGAN TRADESMAN
political platform. And the funny
thing about advertising is its ever-
lasting contradictions—its adaptation
to all the warped and incoherent va-
garies of a disordered mind.
For instance, when you get labor
to stay where it is, you keep money
away from railroads and other trans-
portation companies, and yet we are
told that no country can be prosper-
ous when its railroads are not. You
keep other cities from getting labor
they may badly need, and thus make
the cost of labor high there because
it is scarce. When you advertise a
new style of baked beans, you take
sales away from other bean bakers,
or if you create new bean eaters you
rob some other food producer of
money he would otherwise get. Then
he turns around and advertises his
old trade back to himself, and leaves
you where you started. Every adver-
tisement that sells one kind of goods
takes profits away from makers of
other kinds of goods. If a man gets
$40 a week, and advertising induces
him to spend it for this, that or the
other, all the advertising in the world
cannot induce him to buy anything
more unless he goes into debt, and
that is just what often happens.
Whether debt is a good thing I am
not quite sure. Mother used to tell
me to keep out of it, and I imagine
she knew what she was talking about,
for she was generally right.
The moral I want to point out in
these highly literary remarks is that
advertising does nothing more than
take money away from one man and
give it to another. This is business
and is most respectable. There is
just so much money floating around,
and the fellow whose advertising gets
the most of it is the successful man
of to-day. If your advertising suc-
ceeds in getting people to travel
around, or if it succeeds in getting
them to stay at home, you are a busi-
ness genius both ways, the public
constituting the despised middle. If
your advertising gets people to brush
their teeth with So-as-you-done’t, it 1s
the same thing as getting them to do
the work with So-as-you-do. The
main idea is to keep the teeth clean,
and the advertising of forty kinds of
tooth paste is a sad waste of dollars.
I should say the advertising of any-
thing to encourage extravagance is
not a good thing for the country. We
have inherited enough extravagance
without artificially adding to the pres-
ent supply. I think it would be a good
notion to put forth the proposition
that people ought to be told through
advertising to first buy what they
need, and then if they have any money
left they can buy what they want.
How does it strike you, anyhow?
Krank Stowell.
+--+
White Light.
Electric light is sometimes spoken
of as ‘artificial daylight.’ But day-
light is white, and electric light at its
best is never quite that.
Gas light is very yellow, and so like-
wise is the light of an oil lamp. This
is because the temperature of the
flame in either case is low.
As the temperature of the source of
light increases the color becomes
paler and paler yellow; but the most
intense incandescent electric light is
decidedly yellow compared with sun-
light.
Recent experiments made at the
United States Bureau of Standards ap-
pear to prove that light produced at a
sufficiently high temperature would in
color match sunlight, and that about
10,000 degrees Fahrenheit would pre-
sumably do it.
Noon sunshine, says the bureau, ap-
proximates white. But nobody posi-
tively knows whether the sun itself is
white, yellow or blue.
The late Protessor S. P.
said: “If we could rise above the
earth’s atmosphere to view it, we
would see that the sun is blue—not
merely bluish, but positively and dis-
tinctly blue.”
——_—~> «2.
Hens Built For Service.
All hens are not alike.
and some do not.
Some lay
Man, fond of eggs,
spends no little time endeavoring to
“make” his hens lay. He feeds them
all sorts of prepared foods and shell
equipment to stimulate egg produc-
tion—usually in vain.
Students of hens of various breeds
have learned that
short backs, deep bodies and_ fairly
long space from the base of the tail
to the front of the keelbone are the
physical characteristics of rapid drop-
pers, no matter what their breed may
be. The Pennsylvania Farmer tells
us 44 daughters of six males of the
selected
those with fair
specifications averaged 186
eggs each in their first laying year.
Oe
In Memoriam.
Here lies the body of William Gates,
Tread softly, all who pass;
He thought his foot was on the brakes,
But it was on the gas.
Langley
31
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 - platform
wanted, as well as height. We will quote
"gmoney saving price.
Sidney Elevatur Mnofg. Co.,
BE SURE
OF
Merit and Safety
Sidney, Ohio
Regent
Theatre
hh
Ist Mortgage Gold
Bonds
Are Safe, Sane and
Sound
FISCAL AGENTS
Interstate Securities Corp.
431 KELSEY BUILDING
GRAND RAPIDS, MICH.
Steady and Assured Power
|
of Polarine to use in your car.
No matter how skillful a driver you may be, to obtain the best
results from your car, you must use a gasoline with a correct range
of boiling point fractions. A gasoline which will give all the power
your engine is capable of developing.
§ BED CROWN GASOLiyp 2
Red Crown Gasoline
Is Steady and Sure
(@olarine
THE PERFECT MOTOR Ot
SEALS PISTONS AGAINST LOSS OF POWER.
One of the four grades of Polarine Oil will enable you to con-
serve and use all the power your engine will develope.
seals pistons and minimizes carbon.
We recommend their use in every make and type of car.
Ask any Standard Oil agent or representative to show you the
chart on which is given our recommendations as to the correct grade
STANDARD OIL COMPANY
(INDIANA)
Polarine
MICHIGAN TRADESMAN
—_
—
a
)MIMERCIAL TRAVELE
_—
= =
— =
wot .
= ~
=
Ry\\ NVI
yO
e At
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.
one Page—George E. Kelly, Kala-
mazoo.
Grand Sentinel—C. C. Carlisle, Mar-
quette.
Heuman,
Concerted Effort To Reduce Travel-
ing Expenses.
The Hotel Committee of the Inter-
national Federation of Commercial
Travelers’ Organizations recently is-
sued a letter to 600,000 traveling men
in which they are requested not to
patronize hotels in which exorbitant
rates are demanded. The letter reads,
in part as follows:
“Traveling men all over the country
have reached the
rightly so, that the prices charged by
hotels for rooms and
conclusion, and
meals have
reached the peak and it is time to call
a “strike.” The traveling fraternity
has the same weapon with which to
wage warfare upon the hotel pro-
prietors and hotel corporations that
the general public used in refusing to
purchase wearing apparel and shoes
-at prices which they thought unrea-
sonable and out of proportion. There-
fore, in order to help you and your
fellow travelers, the Hotel Committee
of the International Federation of
Commercial Travelers’ Organizations
urges the recipient of this letter to
refuse to patronize such hotels as are
charging or asking exorbitant prices
for rooms and food.
“This letter is being sent to 600,000
traveling men and each and every man
must do his part, for only in unison
is there strength and only by the con-
centrated efforts of the army of six
hundred thousand of your craft can
it be expected to get results. There-
fore, it behooves every man to help
break the wall of high prices by pa-
tronizing cheaper hotels and restau-
rants. + 2.
Harbor—Hyman Benjamin
has merged his clothing business in-
to a stock company under the style of
the Benjamin Sons Clothing Co., with
an authorized capital stock of $25,000,
$17,000 of which has been subscribed
and paid in in property.
Benton
34
MICHIGAN TRADESMAN
March 30, 1921
“yy
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YY
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we a)
IIL,
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sn)
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—Grand Rap-
ids, March 15, 16 and 17; Detroit, June
21, 22 and 23.
The Country Druggist as a “Helpful
Factor.
How many thousands of country
druggists are performing some help-
ful service every day in the year for
which their fee is no more than the
modest profit on the merchandise
sold? If anyone could make an ac-
curate reply to this query, I am sure
that our druggists would soon be in
line for a medal as Local Philanthro-
pist.
Well, then, how does the country
druggist serve his patrons? Being con-
nected with a country store, located
in a small town, it is a common sight
to observe a farmer come into our
store with his hand all bandaged up.
In so many instances, an inquiry as to
the cause of his misfortune could be
answered before it is made—blood
poisoning—for this seems such an or-
dinary occurrence amongst our farmer
customers. I have often suggested
how very much better it would be to
use a little foresight and supply the
home with a few simple first aid ma-
terials, and I really believe that no
small number of sales have resulted
from this suggestion. For instance,
there is an aseptic and absorbent
gauze bandage, absorbent cotton and
an antiseptic solution of some kind.
These little things may prevent weeks
of pain and discomfort and save much
on doctor’s bill. Now, when Mr. Far-
mer gets his finger in the cross-cut
saw, or gets a glancing slash across
the foot from an axe, or slams down
the lid of a grain bin on his hand, a
hasty application of these “home
remedies” often works miracles, if the
farmer could only look in the future
and see what might well happen to
him if he had practiced neglect in-
stead of foresight in attending to his
injury. Isn’t our country druggist
somewhat of a regular fellow when he
thinks of these things and passes the
suggestion along to his customers?
Then there is the whole line of
liniments, sprain reducers and rubbing
oils. Why not suggest a bottle of one
of them for the family medicine chest
or cabinet? Perhaps a specific ex-
ample will bring out the point of their
value, as well as anything. A few
weeks ago, one of our customers
turned over his ankle one day and as
he did not notice any ill effects at
once, he paid no attention to it for
several hours until it began to set up
an acute swelling which was increas-
ingly painful to him. Being a person-
al friend, I advised him to go and have
one of our local physicians look it over
and suggest treatment for it, as I
thought there might be a slight frac-
ture or some torn ligaments. How-
ever, he did not wish to consult a
doctor, saying he was afraid the doc-
tor might lay him up for several days.
I gave him a bottle of a well-known
rubbing oil, which we have long sold
with warked success, and suggested
that he should put hot applications on
the ankle to open the pores, and then
give the swollen parts a prolonged
rubbing with the oil. Although walk-
ing was so painful to him when he left
the store that he had to summon a car
to drive him to his home, I was surely
surprised to see him walk into our
store on the second day following, as
well as ever. He told me he had
worked on his ankle for an hour and
a half after arriving home that after-
noon and had then gone easy on
walking the next day, and it had done
the trick to perfection. I needn’t tell
you that he was grateful to me for
my humble advice, and he doesn’t for-
get us when he can turn trade our
way. That is human nature, of course
and we are only too glad to help out
in our little way whenever we can, but
isn’t it just these little personal atten-
tions and real interest which bring big
profits into little stores? This per-
sonal attention and real interest in a
customer begets confidence, for folks
are the same the world over when it
comes to appreciation of a personal
interest in them.
This same thing worked out in an-
other way not long ago. A friend of
mine, who has a summer camp in the
mountains near our town, came to me
one day last summer and suggested
that he ought to have a little first aid
kit for use in camp. I gave him one,
and included a bottle of a very good
antiseptic solution which, from per-
sonal experience, we knew to be very
reliable. I forgot about the sale short-
ly after he left the store, until several
weeks later, when one day he dropped
in at the store again and told me how
one of the fellows working on an ad-
joining cottage had stepped onto a
rusty nail, driving it well into his foot.
He carelessly thought nothing of it at
the time, until it became so painful
that he could scarcely step on it. My
friend saw him limping about and en-
quired what was the trouble. Upon
examination, he found a bad puncture
wound, which in the absence of a doc-
tor (the nearest being four miles dis-
tant), he offered to cauterize and
bandage. It was just a case of “home
remedy” or none at all, at the moment.
My friend is a painstaking sort of
chap and he must have done a neat bit
of work, for he told me that the swell-
ing went down, and with a few subse-
quent dressings, the wound was thor-
oughly cleansed and healed up nicely.
Perhaps he saved the young fellow
from a bad case of blood-poisoning,
which too often follows in the wake of
carelessness and neglect.
The same thought of suggestive
salesmanship applies to so many ar-
ticles in the drug store. I do not
mean to imply that the druggist
should attempt to assume the respon-
sibilities of the physician, but let’s
rather look at it in the light of sup-
plementing his professional services.
If the physician were to be called to
our homes in every single instance of
bodily discomfort, pain or injury, our
professional cohort would surely have
to invent a new day with twice the
present number of hours—a day in
which there would be at least a few
snatches of rest between cases.
Here is another instance of helpful
suggestion on the part of the druggist.
Mrs. Brown, over on Grand street,
feels that she is catching another of
her annual spring colds, due to an un-
wise change of clothing during one of
our warm spring thaws. She can call
in the doctor or she can turn to her
medicine cabinet and look about for
some quinine or rhinitis pills and a
laxative tablet. Chances are that this
forehand prevention will ward off the
cold—if not, then let’s summon the
doctor. We might mention some of
these simple preventatives to our pa-
trons when they come to our store for
a box of toilet soap or a jar of cold
cream.
Then there is the whole line of
vaselines in tubes—how very handy to
turn to the home medicine cabinet for
camphorated, mentholated, carbolated
(or what not) kind of vaseline in this
line. Perhaps many a spring “cold”
in the early stages has been broken
up or alleviated on account of our
suggestive salesmanship at this time of
the year. Customers remember these
things, too—let us continue this per-
sonal thought for their welfare, for it
meons our own financial welfare, too.
Let’s take a jump now to another
department of the store — rubber
goods. Every household should have
a hot water bottle. There are ever so
many uses for one which may be sug-
gested in local advertising. You are
as familiar with these uses as the
writer. During the winter months, for
one period of two weeks, we put on a
special sale, using an advertising fea-
ture for which we can claim no orig-
inality, but one which brought very
fair results. We made our offer, both
in newspaper space and in window
display, to make an allowance of a cer-
tain percentage of the selling price of
any hot water bottle, to be applied to-
ward the purchase of a new one, upon
bringing us the old bag (no matter
how old or worn out). Possibly this
brought forth some from the attic
discard barrel, but we did not lose out
on the proposition by any means. We
take off our hat to the druggist who
first thought of the idea, too. In this
department of rubber merchandise,
there are fountain syringes, douche
bags, rubber gloves, invalid cushions,
atomizers, bath sponges and sprays,
and so on—the whole list being a
young catalog in itself.
Just a few words about sales pro-
motion, which we find essential to the
country druggist. Newspaper space
and window displays go hand in hand,
and, of course, are a much worth
while detail for the progressive phar-
macy. They are so much a matter of
fact that it seems unnecessary to dwell
on them. However matter of fact
they may be, it is my observation that
clean windows and fresh displays do
not always greet the eye of the passer-
by, in some of our small town drug
stores. A dozen fly-specked cartons
of Knocks-’Em-Cold Bitters is not a
particularly inspiring sight on the
Business.
May We Suggest:
Glassware - -
Warm Weather
is almost a reality
You appreciate what this will do for your Fountain
The Guarantee Iceless Soda Fountain
Vortex Sundae & Soda Service
J. Hungerford Smith’s Fruits & Syrups
H. & P. Dutch Process Cocoa
Spoons - -
White Rock Ginger Ale
Coca Cola, Etc.
Table Service
Hazeltine & Perkins Drug Co.
Grand Rapids, Michigan
Mafch 30, 1921
MICHIGAN TRADESMAN 35
tenth week after they have been put In Hartford, Conn., there is a drug- ;
é a] oe , a Shee me Wholesale Drug Price Current
in the window, and sometimes you gist who takes advantage of every fail- ov —--—— —
are lucky if you can even see them ure of some other druggist to increase Prices quoted are nominal, based on market the day of issue.
ge sono sg smoky aig his prescription business. He buys Acids Almonds, Sweet, en Tinctures
‘rom the country drug store aspect hei ripti : cS < Boric (Powd. 8%@ 25 , imitation ----- et Aces
y drug e aspect, their prescription record books and Bene Coes). 18%@ 25 Amber, crude -. 3 00@3 25 Aconite -----..-- @1 35
I want to emphasize the value of then mails a card to every name in (Garbolic 27. "31@ 37 Amber, rectified 3 60@3 75 pcr pal teenies gt =
catering to the farmer. He always the books, stating that he is prepared Citric ----------- a: 2 ll UL ha | | 6lCU
oo. oe ie Muriatic ........ -— § 2 eee -— Tela Belladonna @1 35
looks forward to a drug almanac and to handle their formulas. The drug- Nitric __________. “— 6 Se : 0003 — fa. 6hU CUCM
3 : 4 . : : i alice ona 2 aoe 2 3 25 ots > =
calendar every year and is disappoint- gist has built up a splendid prescrip- or ly cee “4@ 7 we 1 30@1 50 a Comp’d e: i
. . . a a mM Sic Ucar remmneeeeee gtna ee et oer Mae A sale 9 @ 95 > , ch ch emnanenenemenn ania \
ed if you fail to have one for him. tion business and has iricreased his Tartaric ~._.__- 58@ 65 Cedar Leaf ce rie 20 Cantharadies -- @3 00
These two are always ae AL sales i BRA AG ofeo ‘aaac cS o5q@9 60 Capsicum @2 30
These wo are Iways good-will pro sales in other goods also. Ammonia bt kia a a, Caldas @1 50
ducers with the farmer. He comes to A window trimming wizard, Brown- Water, 26 deg -- 10%@ £0 Goad Liver " 4 50@1 75, Cardamon, Comp. =. 25
' ee a. . : / : ' oe ; Water, 18 deg. —. 16 Gr _ § 25@% Go Catechu ...._.... @1 50
town every day with his milk, and less by name, manages a store in a Water, 14 deg. __ 3 13 oe Soca | 4 2301 45| Cinchona —...... @2 10
chances are all in favor of his taking a__ city of 8000. He divides the-whole of Carbonate ------ 22@ 26 Cubebs -------- 11 00@11 25; Colchicum --.... @2 00
; i g ) 2 Chloride (Gran) _15@ 25 Wigeron @ O0@6 25; Cubebs —.__.__ @3 00
look-in at the drug store. Perhaps he one of his large windows into seven is Eucalyptus ---- 1 25@1 i Digitalis -------- gi a
2 > healthi i : . alsams Hemlock, 2 2 00@2 25— Gentian _—______ @
should be the healthiest man in the stalls, each of which hasa sign for the Qopaipa 80@1 00 Taines Horas & aes 00) Ginger, D. S. -- @2 00
world from -his active, outdoor life, qay of the week. Curtains are con- Fir (Canada) ...360@% 75 Juniper Wood 2 50@3 76 ace. ete +4 =
4 : a : Jue Bir, (Oregon) ... G0@ 80 Lard, extra __. 1 2o@i 405 “uae, Am sy
but too often he, with his household tinually drawn over six of them. The je a — 25 5003 oS Tard, No.) .... 1 10@1 20 a ---------- @1 50
are most negligent of their health. display always harmonizes with the Telu ----------- 1 00@1 20 ee, oy eee hon di spent $1 30
. : : oe one savendar Gar’ 5@2 ; Ee enemas
Moreover, during the long winter ceason or date. Sundays the seventh Barks Lames eda 1 75@2 00 oo, ------------ e 2
ce 4 , Se : sia : ‘ Linseed Boiled bbl. @ 79 yh ______._._., 2
months when short days make long stall merely contains a beautifully a et “ ” Pra a Gis tae Seek Nux Vomica -.-. @1 90
indoor hours, they have more time printed card: “Why not go to church Sassafras (pw. 55¢) @ 50 oe aso Gohan Come. .. $i 30
i i e p 7 i ") ~ : . ‘ anseet vv ess (i Je ah , ie ‘ == P
for thinking about themselves. Being to-day 2” Even this card brings in a nue ee) 30@ 36 Mustard, true oz. @2 75f Opium, Deodorz'd @3 50
far removed from the nearest doctor, ee rrr eer Sree oT ete 50 REonerh .......... @2 00
: : aor : Neatstoot ...... @1 30
in many instances, the farmer must be ste ce ee ei . nese Olive, pure... 4 7666 66
: ee subeb ---------- Olive, Malaga, Paints
his own first aid dispenser of home Laugh It Off. Ce oe Ge. 4 00@4 25
remedies and preventatives. All of boo che cena 4 & Benet piiebie oe 7 Be Olive, Malaga, oe —— ns or Po agit
this means sales for the up and do- Are you ee of your right? on Gnas deat 1005 251 Lead, white oil__ 139 13%
ing country druggist, and I want to Dank aoke tragedy of trifles, Licorice oe 60@ 65 oe oon 1 2501 aa jy view i 2%9 6
say there’s bound to be lots of action ee ee ne Licorice powd. -- @100 Pennyroyal ---. 3 00@3 25 hee eu @ :
: 4Qaufs FE annermi >; 50@7 te snet’n Am. 3¢
in the cash register for those chaps ; Flowers cee yee wa oo@ne 00 Red Venet'n Eng. 1@ 8
od ae : Joes your work get into kinks? . : Peauiaee Wine 9 Whiting, bbl. @ 4%
who believe in combinin rofit with ana ae cake af Wade Arnica, 75@ 80 Rosemary Flows 2 50@2 75 ‘hiting, bbl. --_ ¢
: g Are Fedo ar all sorts of brinks? Chamomile (Ger.) 50@ 60 Sandalwood, E. Whittie _. 5%@ 10
suggestive helpfulness to his patrons. a soe bas Hee Chamomile Rom 40@ 46 I. .......--- 13 00@13 25) L. H. P. Prep. 3 00@3 25
: s sanity you are after ‘ 3 ¢ Rogers Prep... 3 00@3 25
A. H. Van Voris. There’s no receipt like laughter. Gums earn pele 3 : Oi a , iy hii
Laugh it off. Aden : 5 apt . 00@10 25 M TT
op Acacia, Ist __.__ 50@ 55 Spearmint --.. 10 00@10 2 isceilaneous
Speed Up Collections and Move Shelf 2 Se Ue a 1 1 cogil OOF Acetanalid —_.- 50@ 55
Sleepers. Acacia, powdered 40@ 45 Tar. Hee 48@ 609 Alum -------__.. 10@ 18
aL mate : : oes (Barb Pow) 30@ 40 ‘Turpentine, bbl. @ oT] Alum, powd. and
Frank Craig owns a drug store in a Aloes (Cape Pow) 30@ 35 ‘Turpentine. less 62@ 738 ground ___--_._ 11@ 20
certain city and it worried him be- years ae Pow) 1 25@1 30 Wintergreen, 12 00@12 2 Bismuth, Subni-
: Asafoetida _.... 2 25@2 50 Y J. 2 00@12 25 trate _......... 3 G6G@s TE
cause the little red stamps on his Pow 2 275@3 00 W intergreen, sweet Borax xtal or
<<. : : Campmor ang 30 bireh .. --- 6 00@6 25 powdered —_ 40
monthly bills’ were doing only single Giake I 25 Wintergreen art S5s@1 20 Cantharades, po 1 75@5 50
duty. Also his customers did not pay REFRIGERAT Guaiac, powd’d 1 2501 50 Wormseed. a 5 50@5 a Calome) 4 oF ae
‘ ie 5 ormwoot 22 50@22 Capsicum ...... 5
promptly and Mr. Craig was up Kino, powdered_ @1 00 4 Carmine —_..._ 6 50@7 00
against it when his own bills came in. for ALL PURPOSES ea. sawdeved a. za Potassium ooo Buds ---- 7 =
. : WLYTT i erec « Krag > VT aceite stern
Now up on his shelves were generous Opium ____.. 10 00@10 40 Le ncaa a re s Chalk Prepared igo 18
: Opi rd. 50@12 3 PERRO) | cree oe YE Chioroform . __ q
supplies of goods known as shelf Send for Catalogue Opium, gran. 11 50@12 09 Bromide 65@ TA Chioral Hydrate 1 70@2 10
. = ae r be e 45@ 50) “es . ~ 5 a
sleepers, and Mr. Crai i r Shale eae ag Ss es ae G ce 6Coéaine __..... 5 85@16 90
epers, and Craig discovered a ti 68 Gee Bache Shellac Bleached 85@ 95 Chlorate, gran’r- 38@ 45) Cocoa Buiter --. 50@ 80
way to make the little red stamp do oO. c. Tragacanth _--. 4 50@5 50 bn xtal or 28@ as) Corks, list, less 40%
triple duty. On the reverse side of gr hale a gag Clubs, eee pw. 3 bogs 00 Cyanide ___..... 4O 6 Gots aomeg 3 7
: oe » Etc. mele .. 3 75@3 80) Goelsive Sublm 2 01¢
each monthly Beeconent his oer No. 72 for Grocery Stores Insecticides Permanganate_.. 85@1 00 Cs cates 00" 5S
found printed offerings of certain at- Aisenie 5) 15@ 25 Prussate, yellow 60@_ 65) Guttlebone _____- 70@ 80
: : ee + No. 64 for Meat Markets Blue Vitriol, bbl @ 08 Prussiate, red_. 1 00@1 10 Dextrine 07 10
tractive bargains provisional with pay- i aoe Lees . os Shinhate ___... 60@ 65 extrine --..---._ 07@
No. 75 for Florist Shops Blue Vitriol, less 9@ 15 ‘ " Dover's Powder 5 75@6 00
ment of the account on or before the Bordeaux Mix Dry 17@ 30 uu Emery, All Nos. 10@ 16
10th of the month. The variety was a laa . 6@ sh ety: Fowdered. S@ %
J . powdered _____ S8q@ 46 Alkanct ......... 75@ 85) Epsom Salts, bbls. 04
sufficient to make a wide appeal. On McCRAY REFRIGERATOR CO. Insect Powder -. 60@ 80 Blood, powdered. 40@ 50% Epsom Salts, less 1% 10
: ille, Ind. Lead Arsenate Po. 22@ 42 lamus __- so@ 75) Ergot, powdered —- 1 50
the 11th of the first month of the new at tethe St er Lime and Sulphur 5 lecampane, pwd 4 a Flake White 20
: on Ory 2 11@ 23 Gentian, powd. Formaldehyde, lb. 23@ _ 30
scheme the druggist found that over Paris Green -... 40@ 50 Ginger, African, / GColatine ....... 2 00@2 25
92 per cent. of the acounts had been ee eS Glassware, laes 50%.
: . Ginger, Jamaica a of Glassware, CE
paid and his shelf sleepers so depleted aon 7 io C Ginece. Jamaica, Gisuiae eae BBL "@0s
oe rcetic ice ream 0. ; . 25@ 4 +
o oo powdered ---._ 35@_ 40] Glauber Salts less 04@
that further orders for similar stock Bulk, Vanilla —........ 125 Goldenseal, pow. 7 50@8 00} Giue, Brown -_ 21@ 30
was necessary. The scheme is still EN V EK] OP E S Balk, Chocolate a 1 35 Ipecac, powd. _. 4 bt S Glue, Brown Grd. 19@ 25
aa So a ulk, Caramel --.... Licorice ________ Giue, White ._...._ && 40
working and Mr. Craig says that his Bulk, Grape-Nut oo 1 33 Licorice, powd. 25@ 30 Gine White Gna 300 35
cash sales jump for the first ten davs oi 4s 3ulk, Strawberry —--~ 5 Orris, powdere ws Glycerme .......
New FOr
Michigan Full Cream 7%
CHEWING GUM
Adams Black Jack —___ 70
Adams Bloodberry —__.- 70
Agams Calif. Fruit —... 70
Agams Chiciets ___._ 70
Adams Sen Sen ...... 70
Adams Yucatan —..__ 70
Beeman’s. Pepsin —.... 70
RORCOMIIE 8 75h
Doupiemint 2. 70
suicy Ereit o 70
Spearmint, Wrigleys —_ 70
PONG] oo 65
CHOCOLATE
Walter Baker & Co.
OrnCes oo 48
Premium, is os —
Premium, %s —_.___ es
Premium, — ae i“
Starlight Bros.
La Rose De Paris Line
Caballeros, 50s ~_____ 70
Rouse, oa... 110 00
Peninsular Club, 258 150 00
Palmas, 25s 175 00
Rosenthas Bros.
R. B. Londres, 60s,
Tissue Wrapped __ 60 00
R. B. invinctbie, 60s,
Foil Wrapped ____ 75 00
Frank P. Lewis Brands
Lewis Single Binder,
50s, (5 in foil) ~__ 58 00
Union Made Brands
El Overture, 50s, foil 75 00
Manila 10c
La Yebana, 25s --_. 70 00
Our Nickel Brands
Mistoe, 100s —_ - 35 00
Lioba, 100s —___ - 35 00
El Dependo, 100s __.. 35 00
Samo, 60s 35 00
Other Brands
Throw Outs, 100s __ 50 00
Boston Straights, 50s 55 00
Trans Michigan, 50s 67 00
Court Royals (tin) 25s 57 00
es Royal (wood)
Knickerbocker, 50s_. 58 00
Iroquois, 50s .-_.____ 58 00
S. is. O08 58 00
Hemmeter Cham-
pions, 50s 60 00
Templar Perfecto,
Oe 110 00
CLOTHES LINE
siemp, 60 f% 3 25
Twisted Cotton, 50 ft. 3 25
Twisted Cotton, 60 ft. 3 90
Braided, 50 ft. ...._. 4 00
Sash Cord ~----=— 2 60@3 75
COCOA
Bakera 46 62
Bakers “4s —....... -- 48
Bunte, 15¢ size _.. 55
Bunte, % 16. 50
Bunte, 1 ib, 48
Cleveland ..220 0) 41
Colonial, 4s .... 35
Colonial, 48 2... 33
Droste’s Dutch, 1 lb._. 9 00
Droste’s Dutch, % Ib. 4 75
Droste’s Dutch, %& Ib. 2 00
pS 42
Hersheys, 4a 2... 42
Herseys, 78+... 40
FACIer 36
Lowney, “8 0. 48
Lowney, 48 ........ —- a7
Lowney, “4s ~- 46
Lowney, 5 Ib. cans -_.. 31
Van Houten, 48 ....._ 12
Van Houten, 4s ----.- 18
Van Houten, %s ----- 36
Van Houten, is _._._ 65
Wan Tita fo 36
We 2 eee 33
Wilbur, 448 —.. 33
Walbur; 46 2220 33
COCOANUT
ys, 5 Ib. case Dunham 50
448, D ib. case 2 48
4s & %Y%s, 15 lb. case 49
6 and 12c pkg. in pails 4 75
Buk, barrels 24
48 2 oz. pkgs., per case 4 15
48 4 oz. pkgs., per case 7 00
COFFEE ROASTED
Bulk
IG
Santos 2220 17@23
MiarTaAcaID® (0.00 22
Mexican 2200 25
Guatemain 26
ON 46
BORO 28
PeADEITy 2250s 22
Package Coffee
New York Basis
Arbuckle 2.0 2
McLaughlin’s XXXX
McLaughlin’s XXXX pack-
age coffee is sold to an:
ers only. Mail all orders
direct to W. F. McLaugh-
lin & Co., Chicago.
Coffee Extracts
N. Wi, per 100 2. 10%
Frank’s 250 — 14 50
Hummel’s 50 1 -- 10%
CONDENSED MILK
Hagie, 4 doz. —.... 11 20
Leader, 4 doz. .__._. 8 00
EVAPORATED MILK
Carnation, Tall, 4 doz. 6 65
Carnation, Baby, 8 dz. 6 00
Pet, Tall
Pet, Bany ooo 4 50
Van 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, Tali --.. 6 60
MILK COMPOUND
Hebe, Tall, 4 doz. ... 4 50
Hebe, Baby, 8 doz. -. 4 40
Carolene, Tall, 4 doz. 4 26
CONFECTIONERY
Stick Candy Pails
Horehound 2 21
Piandara oo 21
Cases
Boston Sugar Stick. 30
Mixed Candy
Pails
Broken 2 22
Cut Loat 2 22
Grocers ot —. a6
Kindergarten: —....._ 25
1epecr oe 22
Century Creams _____ 23
AO 2 17
French Creams _____. 23
Specialties -_ Pails
Auto Kisses (baskets) 26
Bonnie Butter Bites_. 28
Butter Crean Corn -. 30
Caramel Bon Bons -_ 36
Caramel Croquettes __ 28
Cocoanut Waffles -_. 28
Cony Toty — 35
Fudge, Walnut —_____ 28
Fudge, Walnut Choc. 28
Iced Orange Jellies __ 26
Italian Bon Bons -___ 24
AA Licorice Drops
5 1) box : ag
Monchus 20000
Nut Butter Puffs —___ 3
Snow Flake Fudge _. 26
Chocolate Pails
Assorted Choc. ~..... m4
Champion 2.00
Honeysuckle Chips 33
Klondike Chocolates... 36
NADOYS 22 35
Nibble Sticks, box 2 25
Nut Waters 35
Ocoro Choc. Caramels 32
Peanut Clusters -.. =
aig er
Victoria Caramels ... a
Gum Drops
Champion 2200 20
Raspberry ~--.--...... 22
Mavorite: 20 ——— 26
Superior, 22200 24
Orange Jellies ----.... 24
Lozenges
A A Pep. Lozenges -... 20
A A Pink Lozenges... 20
A A Choc. Lozenges. m4
Motto Lozenges —~__._.
Motto Hearts —_.___ oe
Hard Goods
ae Drops 2.
F. Pancnoena Drps 2
Kota Squares -..... 24
Rock Candy .... 32
Peanut Squares ...... 22
Pop Corn Goods
Cracker-Jack Prize __ . >
Checkers Prize
eee
Cough Drops
Boxes
Putnam Menthol —__- . 26
smith Bros, 2.00
Putnam Menthol
Horehound = 1 80
CRISCO
368, 24s and 12s —..... 18%
6 1b. oo 17%
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
© ib. boxes 20 <- OD
® tb. boxes ..0 go
DRIED FRUITS
Apples
Evap’d, Choice, blk... 12%
Apricots
Evaporated, Choice ____ 25
Evaporated, Fancy ___. 30
Citron
1) 0D. bow 52
Currants
Packages, 14 oz. .... 20
Boxes, Bulk, per lb. 21
Peaches
Evap. Choice, Unpeeled 18
Evap. Fancy, Unpeeled 23
Evap. Fancy, Peeled —. 25
Peel
Lemon, American —..... 32
Orange, American -.... 33
Raisins
Fancy S’ded, 1 lb. pkg. 27
Thompson Seedless,
2 bs DRS, oo. 27
Thompson Seedless,
Dae 26
California Prunes
80-90 25 lb. boxes 95%
70-80 25 lb. boxes —.
60-70 25 lb. boxes -.@12
50-60 25 lb. boxes _.@14
40-50 25 lb. boxes —.
30-40 25 lb. boxes —_
FARINACEOUS GOODS
Beans .
Med. Hand Picked -. 05
California Limas .... 10
Brown, Holland
Farina
25 1 lb. packages .... 2 80
Bulk, per 100 Ibs. -.__
Hominy
Pearl, 100 Ib. sack —~. 3 00
Macaroni
Domestic, 10 lb. box 1 00
Domestic, brkn bbls. 8%
Skinner’s 24s, case 1 90
Golden Age, 2 doz. 1 90
Fould’s, 2 doz., 8 oz. 2 00
Pearl Barley
Chester oo 5 75
Peas
Scotch, 1b. 200 4%
NOME Ib. 2220 7
Sago
Mast India o.oo 7
Tapioca
Pearl, 100 lb. sacks = 7
Minute, 8 e. 3 doz. 4 05
Dromedary Instant, 3
doz., per cae ae 2 70
FISHING TACKLE
Cotton Lines
No, 2, 16 feet 2 1 45
INO, 3, 15 feet 2 1 70
No, 4, 15 feet 1 85
No. 9, 1b feet 2: 2 15
No. 6, 16 feet 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 60
INO: 2, per gross...) 4 75
No. 2%, per gross .. 2 26
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 a= 1 32
Size 4-0, per 1,000 __ 1 65
Size 5-0, per 1,000 __ 1 95
Sinkers
No. 1, per gross
No. 2, per gross
No. 3, per gross
No. 4, per gross
No. 5, per gross
No. 6, per gross
No. 7, per gross
No. 8, per gross _.
No. 9, per gross _____
FLAVORING EXTRACTS
Jennings
Pure Vanilla
Turpeneless
Pure Lemon
Per Doz.
1 Dram 20 Gent 21 1 65
6
1% Ounce, 25 Cent __ 2 00
2 Ounce, 37 Cent ___| 3.00
2% Ounce, 40 Cent _. 3 20
2% Ounce, 45 Cent -- 3 40
4 Ounce, 65 Cent ____ 5 60
8 Ounce, $1.00
7 Dram, 20 Assorted__
1% Ounce, 25 Assorted 2 Oo
Van Duzer
yenile. Lemon,
rawberry, Raspbe
Pineapple, Peach, Coffee’
Peppermint & Wintergreen
Almond,
1 ounce in cartons __ 2 00
2 ounce in cartons __ 3 50
4 ounce in cartons _. 6 75
S ounce 2 26
Pte eee 26 4¢
Quarts 51 00
Gallons, each ________ 16 00
FLOUR AND FEED
Valley City Milling Co.
ge White, % Paper
ACK 10 75
ek Queen 24%s 10 23
Graham 25 lb. per cwt 4 20
Golden Granulated Meal,
25 lbs., per cwt. N. 3 40
Rowena ‘Pancake Com-
pound, 5 lb. sack __ 5 60
Buckwheat Compound,
» 1D: Sack
Watson Higgins Milling
Co.
New Perfection, %s 10 20
Meal
Gr. Grain M. Co.
Bolted 2 40
Golden Granulated _. 2 60
Wheat
No. 1 Med 2 0) a ae
No.1 White 1 A3
Oats
Michigan Carlots —____. 50
Less than Carlots ___. 52
Corn
Cariots (2 68
ess than Carlots _._. 70
Hay
Carlots 2 0
Less than Carlots —. 35 00
Feed
Street Car Feed _.. 30 00
No. 1 Corn & Oat Fd 30 00
Cracked Corn 0
Coarse Corn Meal —_ 30 00
FRUIT JARS
Mason, pts., per gro. 8 30
Mason, qts., per gro. 9 60
Mason, % gal., gross 13 80
Ideal Glass Top, pts. 9 50
Ideal Glass Top, qts. 11 40
Ideal Glass Top, %
Sation 2 AB 66
GELATINE
Cox’s 1 doz. large .._ 1 45
Cox’s 1 doz. small —._ .
Jello-O, 3 doz. -.._.. 8 4
Knox’s Sparkling, doz. 2 2
Knox's Acidu’d, doz. 2 25
Minute, 3 doz. ...... 4 95
Nelson’s -.W. as & 60
Oxford 22 76
Plymouth Rock, Phos. 1 65
Plymouth Rock, Plain 1 35
Waukesha 1 60
a = Li Na aoe RRL
<
Riss ORAS an A ce
March 30, 1921
MICHIGAN TRADESMAN 37
HIDES A> PELTS PICKLES Mince Meat SEEDS Seasoning WOODENWARE
ices Be ce Medium Condensed No. 1 car. 2 00 ine 30 Chili Powder, l5c -.-- 1 35 Baskets
areen, Noo tf 04 Barrel, 1,200 count -. 18 00 Condensed Bakers brick 31 Canary, Smyrna _- Celery Salt, 3 oz. ---- 95 Bushels, narrow band,
Gn N ; a a OS 9 >a
Breen, Wo. 2 2... 03 Half bbls., 600 count 10 90 Moist in glass _..-.._ 800 Cardomon, Malabar 1 20 Sage, 2 0Z. ---------- 90 wire handles —~--.- 90
ee og I 2 05 & valion kegs _ 42 Celery ee Onion Sart... 1 35 SBushels, narrow band,
eae Pig's Feet oe eee 1m roid Nenaee $08
Cue tee he 3 oe ~ 4 Oe 215 Mixed —. 13% onelty, 3% 0z. ----.. 2 25 Market, drop handle
S in, en No. 2 06% 50 1% bbls. 35 lbs. _..... § 76 Mustard, yellow __. Kitchen Bouquet -... 3 25 Market, single handle : 10
a as 2g O81 5 gallon kegs ....._._ : 25 le De 10 00 Poppy ae a ee —- a 20 Market, extra -------- 1 60
> we . No. . bb 1750 Bana oe se Marjoram, | oz. ._....... $6 Splint, large .1...... 9 50
Horse, No. 1 22. 2 00 Gherkins ea mae ore mne: Savery, 1 of, ....._. 90 Splint, medium -- 8 75
iorse, (No. 2005 1 00 ne ee 8 00 Tripe SNUFF fhyume, 1 oa. 90 Splint, small _._----. 8 00
- a arrelg —---~--- 1506 yetee 15 Whe 90 Swedish Rapee 10c 8 for 64 Tumeric, 2% oz. --.. 90
5 gallon k 5 00
ou gallon kegs -~------- 1% bbis., 4¢ Ibe. 160 Swedish Rapee, 1 lb gis 85
sal ie mee . Sweet Small % Dbls., &0 lbs. 3 00 ae ba 8 a — o orien Butter Plates
: -— Barceia 2... |. 30 00 orkoping , Blass -- Ese k M facturi
ae 20 50 3 C E Tene om as iscanaba Manufacturing
alt barrela) 2200003 16 00 Casings eee eee vet ae ms Corn c
Tallow 5 gallon kegs __-_-_-- 6 50 Ho Copenhagen, 1 lb. glass 85 Kingsford, 40 Ibs. --.. 11% oO.
; igs, per Ip. @65 Muzzy, 48 1 lb. pk Standard E
Mine @i% oe a 20024 ; y, - pkgs. 9% Standard Emco Dishes
—aor , ro a AP Powde
0. 1 -------------- @4 FF evils Beef, middles, set—— 30060 oe Canute Argo, 48 f ca 3°75 No. 8-50 extra sm cart 1 55
i @3 Cob, 3 doz. in box -- 125 Sheep, a skein 1 75@2 00 5 box lots, assorted No. 8-50 small carton 1 67
Wool N Oras oe. ee Evor¥, 100 6 of. 7 _ Kingsford No. 8-50 md’m carton 1 83
Unwashed, medium @17 0. eamboat --—. Uncolored Oleomargarine Ivory Soap Fiks., 100s 9 00 Silver Gloss, 40 1 Ib. 11% No. 8-50 large carton 2 14
Unwashed, rejects. @10 Se em oStd Dairy _______ 23@29 Ivory Soap Fiks., 50s 4 60 No. 8-50 extra lg cart 2 64
eee @17_ ‘Pickett -------------- 350 Gountry Rolls __.--. 30@31 Lenox, 120 cakes --..470 4 Gloss i 4-50 jumbo carton 1 83
pavket dull and neglected. povaeu P. & G. White Naptha ae % 3 pee 375 No. 10, Mammo .. 1 &
RICE 100 cakes. 6 40 ae 23 Ib. pkgs. _. 3 04
HONEY Babbitts 2 dom .- €M panes Head wen fist: 100 No. it caken 640 0Greo. © 5 Ib. pha. gee aa : _ Churns
ie eae is Fancy Head ----—-- 70u1 Star Nap. Pwir- ie 30g Silver Gloss, 12 6 tbe. 11% Darra (Gani, sama
perro a = oe 5 50 FRESH MEATS. = oy re a 4 en olin 3 to 6 gal., per gal. -- 16
JE ; . zy
HORSE RADISH Beef. ROLLED OATS _. Aeme, 100 cakes _... 6 75 48 1 Ib. packages __.. 9%
Ber doz. Top Steers and Heifers 18 Monarch, bbls. —~_-_- 50 Big Master, 100 blocks 800 16 3 lb. packages -_.. 9% Clothes Pins
Good Steers and Heifers 16 Rolled_Avena, bbls. 700 Climax, 100s -----..-- 600 12 6 Ib. packages -.-.9% Escanaba Manufacturin
JELLY Med. Steers & i a - a oe ss Hp creas, ol 5 25 SG th, boxes 1% Co .
Com. Steers & Heifers Monarch, « - Sacks ueen White, 80 cakes 6 00 4 a
Pure, per pail, 30 Ib. 5 50 pli Quaker, 18 Regular _. 225 Oak Leaf, 100 cakes 6 75 No S04, Weeneed Su
ane Le Quaker, 20 Family __ 5 10 Queen Anne, 100 cakes 6 76 SYRUPS No. 4-46 Weateea 8
JELLY GLASSES einen Bee SALAD DRESSING ee Barrels a ce
8 oz., per doz. — 44 Medium Columbia, % pints 2 25 Tradesman Company ia a
; per dog. ... | Common 1 [ -- Man Barres 81
Pee eee a doe, te eee eee. ome ben 4 te Blue Karo, No. 1%. No. %, Stat Garten. 000
MINCE MEAT o s ‘8 large, 1 doz. 705 Black Hawk, fixe bxs 425 — 2 doz. 24 Was Ge Ge
7 Durkee’s med., 2 doz. 7 65 . No, 2, Star Carrier -.12 00
None Such, 3 doz. On Durkee’s Plenic, 2 da.3 60 lack Hawk, ten bxs 4 00 = Karo, No. 2%,2 No. 1; Star Egg Trays 8 00
cane for 60 Medium Snider’s large, 1 doz. 3 50 Box contains 72 cakes. It B 31 t . . - a 60 No. 2, Star Egg Tray 16 00
Quaker, 3 doz. case Common Snider's small, 2 doz. 2 35 is a most remarkable dirt pis arg Ne ae 2
eee Ts and grease remover, with- ue Karo, No. 10, |
a. UU SALERATUS out injury to the skin. ca dae. BS oat Faucets
MOLASSES Medium a . Ibs. in box Scouring Powders : doz. ie i 2 75 com L985 7 44 70
New Orleans Poor ___........... see rm an ammer —_. 3 76 Sapolio, gross lots —_ 12 60 Red Karo, No. he, g OF ined, $M. <2 nae 90
Ww lotte, 10 5 Cork lined
Fancy Open Kettle ____ 95 yandotte, 0 “48 .. 3 00 Sapolio, half gro. lots 6 30 doz. : ae. 4 15 Or mea, 16 ht U4, 90
Choice a ee 14 Sapolio, single boxes 315 [ed Karo, No. 5, 2 dz. 4 00
ot se Mediim (2 ig SAL SODA aaa hand 60 -<-— ia _s — No. 10, % ) Mop Sticks
toc Poor 11 ueen_ Anne, cans doz, ~-.--~-- 200 Pp .
Half barrels 5c extra o Pork. Granulated, _ 3 50 Snow Maid, 60 cans -_ 3 60 Boies "aaa ec
oe rc anulated, s cs 15 Pure Cane a e pate s ig 2
Heavy hoes = 11 aie : ai No. | common 2
NUTS—Whole Medium hogs —__-----_- 13 ' plospirtisartny 36 2% Ib. 3 00 Washing Powders a (igen Can eaeM No. 2, pat. t brush hold 2
i eee ie re Snow Boy, 100 Sc ---- 410 Gp0e, o------- === ———- Ideal, No. 7 2
monds, Terragona 25 Gite and staged 0 Snow Boy, 60 14 oz. 4 20 Be erect cetera ee 200z cotton mop heads 3
leipangy large washed 31 yor el wee eects ime 23@25 SALT Snow Boy, 24 pkgs. 6 00 120z cotton mop heads 2
eS a be Bee Ce 20 Snow Boy, 20 pkgs. 7 00 TABLE SAUCES
rail : : an Shoulders ------------ 1072 Solar Rock Lea & Perrin, large .. 5 16
oe vite raw 11 ee 22 56 1b, sacke (00 75 Soap Powders Lea & Perrin! amall 3% Pails
vanetaa , 13 Snares 20.. 05 13 Johnson's Fine, 48 2 6 7% Pepper _...... 1 ah «= «gt. Galvanized _.... 3 26
Peanuts, Spanish ___ 25 Neck bones --------- 5 Coinmon oe na Pa oe : a Roral Mint __...___ 250 12 qt. Galvanized ..-. 3 75
, a Granulate uautz Naphtha, 60s -- ToOnasco 4... 375 14 qt. Galvanized -.-. 4 25
woe oo oe = PROVISIONS ph tac me -—- - Wins O'Click _..._..- 410 England’s Pride _--__ 1 A 9 75
, p eo Barreled Pork a Teommecseten Oak Leaf, 100 pes. €650 A-i, large __.....__ 5 0U
cl Back 28 00@30 00 Old Dutch Cleanser £75 A-1, small _....._..__ 2 90
Shelled ear G cl car 24 00@26 00 Queen Anne, 60 pkgs. S60 Capers —____._._.____ 1 80 Toothpicks
ainonge oon aaa 55 ponees ae 34 00@36 00 Rub-No-More ....... 5 60 Sscanaba Manufacturing
, , Co.
ie. See 75 CLEANSERS. TEA No. 48, Emce 1 85
Peanuts, Spaniek. Dry Salt Meats ia ia 3 75
oh Sh 25 S P Bellies -- 26 00@28 00 ITCHEN : Japan a aie ae oo :
P . 2 Mediun 38@42 4NO- 50-25 mco -... 3 76
oe eee cacd , i Choice ~----------- 45@54 No. 100-2500 Emco -- 7 00
Bacane ot eae 5 rancy 60@7
woe 95-80 Ib. tubs ----advance | % Backed-Fired Med’m Traps
ane — 55 Pure in tierces 14 i Basket-Fired Choi
Compound Lard 11 11% iaaket ied lai Mouse, wood, 4 holes -. 60
OLIVES 69 lb. tubs ~---advance sa Nibbs sinus - @65 aroeee wood, : onan 9
Bulk, 3 gal. kegs, each 4 50 - 2 tubs __--advance 2 as Te @21 ; ouse, tin, 5 holes ---. 65
3 3 20 lb. pails _---advance % seaehiaa tat, wood --_-----.-- 1 00
Bulk, 5 gal. kegs, each 7 20 ‘ Siftings, 1 lb. pkgs.-_- @23 R: ae
Stuffed, °3 $55 10 Ib. pails ----advance % tat, spring ~------~-- 1 00
Stuffed, a a 59 «9 Ib. pails ----advance 1 G ‘ Mouse, spring ------- 30
Roa ear alg age 3 lb. pails _---advance 1 Sen eNear
Pitted not stuffed) Moyune, Medium _- 35@40
Mee tia 8 a 00 Smoked Meats _ Moyune, Choice ---- 40@45 Tubs
anzan * o%. 1..2145 Hams, 14-16 lb. 244 @ Per case, 24 2 lbs. -- No, 1 Wihve (2. 42 00
et ee eee eee te cnoice 22 MY guy No 2 Hie oo BB
eee Hams, 18- . ite No.7 Wile
— Mammoth, 19 Ham, dried beef SALT FISH Fancy ---..---------- 50@60 Large Galvanized 11 25
ciel aaa aa “ Ge. OM Cod [cc Medium Galvanized
Queen, Mammoth, 28 Lo California — 164%2@17 Middies .-._________ s0@ 88 Vee F oes 40@45 Small Galvanized 8 25
ee Picnic Boile Tahlets, 1 th. "ATRICK ormosa, Medium -- 4t
Olive Chow, 2 doz. cs. ae ee 34 @36 Tablets, % Ib. 2 00 Formosa, Choice ~~ 45@50
per doz. ----------_ 250 Boiled Hams -- 38 e° Wood boxes Formosa, Fancy -~ 55@75 ; — oa
Minced Hams -- 18 @ ee STS anennnne
PEANUT BUTTER Bacon (oo 24 @44 Hollane Herring English Breakfast Brass, Single -------- 7 60
Standards, bbls. 14 Congou, Medium __ 40@45 Glass, Single -------- 50
2 » Ss es i - s re
Bologna oo ee 18 se aa keen 80 can cases, $4.80 per case Gane wc Eu edas Single wooaees con 9 00
, " en ee < a S , 7¥ eS eT o 7 7 acehienadiaaiay
Gert eee may os & M. meme... 110 SODA Congou, Ex. Fancy 60@80 Teicoran, Queen --.- : =
a neh concen as on a J fersa cen enan e-an anamempat
a Ee 18920 Herring Hi Carb, Kegs ____. 4 o6u
CS — ey
Moneue. 220000 11 SPICES Pekoe, Medium ___. 40@45
Headcheese ~--------- 14 oe — " P| Whole Spices Dr. Pekoe, Choice_. 45@48 _Windew Cleaners
8 Ib. pails ete teen onlecoines pauae 4 i ; a ale FI ery O. P. F 55@60 12 im 1 65
Gut Gunch 110 Allspice, Jamaica ---- @15 Owery (). F« Wancy aa 1 85
ta eto. oo@26 00 Scaled: per box ——— 20 oo 2. on oe oo 2 30
e oe , Canton ----~-- 2a Sees
ose ae ee Rump, new -. 25 00@2® 00 Bonet. 10 1h. Hares -— " Cassia, ye pkg, doz. oH TWINE
- - Trout Ginger, rican _..... Cotton, 3 ply cone ---. 50 Wood Bowls
Paice - case .. Canned Meats No. 1, 100 Ibs 12 cimae®, oe es 7 eg 3 ply balls _._.. = 13 in. Butter : 00
§ | palla ae oe ace, enang ---.-- og), & ply ..-.-..... r oe ee
12,2 Ib. pails —--———— ce tee OO et gi a te eee 11 99
ee rote in ae 6s. 1. 3 ie. oy te vec. ca OG VINEGAR it in Beet ....... 12 90
of oe Veal Loaf, 48 4s 1 75 Nut 0-8 50
ee : ae eee Nutmegs, 70-8 - @d Cider, Benton Harbor. 30
. ). aie i, Style SGUSAEC, | ‘“ Mackerel Nutmegs, 105- 110 - @ . White Wine, 40 grain 20 WRAPPING PAPER
1k eee Virginies, 24 1s .---- 350 Mess, 100 Ibs. ------ 26 00 Pepper, Whi . - Zi White Wine, © gram 2
- : > pper, ite ------ @ White Wine, 100 grain 29 Fibre, Manila, white 11
Povfed Meat, 18 iga-- 1 63 Mose: 60 ths.'------- 12.89 pebper’ cayenne. Qe Sort ribs i
Potte eat, a ess, 10 Ibs. -------- tchers Manila ___.
PETROLEUM PRODUCTS Hamburger Staak and Mess, 5 te. _........ 2 85 Paprika, Hungarian Cakian@ Vinegar & Pickle Bute Seam s
Iron Barrels Onions, 48 144s _...175 No. 1, 100 Ibs. _----- 25 00 Pure Ground in Bulk Co.’s Brands. aE eterna —
Porfection oc 14.7 Corned Beef Hash, We. 3, 60 the. 13 00 Allspice, Jamaica -.. @17 Oakland Apple Cider -- 45
Bad Grown Gasoline 249 48 Hs am we LM ie 2. 285 Cloves, Zanaibar -. @40 Blue Ribbon Corn ___. 28 YEAST CAKE
Gas Machine Gasoline 40 Gauee Lunch Tongue, Cassia, Canton _____ @22 Oakland White Pickling 20 y;,0i6 3 doz 2 70
7 © P. Naphtha 7. 624.3% oe 50 Lake Herring Ginger, Afric ay @24 Packages no charge. Sunlight S44 #296
Capitol Cylinder, Iron Cooked Ox Tongues, 4% bbl, 100 Ibs. __..__ 760 Mustard ------------- @32 Sunlight, 1% doz. -._ 1 35
Poe ae 23 50 Mace, Penang ------ oY WICKING Yeast Foam, 3 doz. _. 2 70
Atlantic Red Engine, Chili Con Carne, 48 Is 1 40 SHOE BLACKING Nutmegs_ ------------ @34 79 Yeast Foam, 1% doz. 1 36
iron Bb. Sliced Bacon, medium 3 45 Handy Box, large 3 dz. 3 50 Pepper, Black ------- pho a bs al : :
wie Black, Iron Sliced Bacon, large..6 00 Handy Box, small 125 Pepper, White ------ Gie 0. % per GF oT YEAST—COMPRESSED
Polarine, Iron Bbls._. 59.5
Sliced Beef, 2% oz.-. 1 90
Sliced Beef, 5 oz. -.. 8 66
2 5
Bixby’s Royal Polish 1 35
Miller's Crown Polish 90
Pepper, Cayenne -.-- O32
Paprika, Hungarian... @60
No. 2, per gross ..... 1 36
No. 3, per gros® .... I 1
Fleischman, per doz. ..
38
MICHIGAN TRADESMAN
March 30, 1921
MICHIGAN’S METROPOLIS.
Late News From the Fourth Largest
City.
Detroit, March 29—In a sustained
effort to increase the scope of Detroit
wholesale market the Wholesale Mer-
chants’ Bureau are planning a series
of trade promotion trips to towns in
Michigan, Ohio and parts of Indiana.
The first trip of this new series was
made to Jackson, Michigan, about a
month ago and plans are now being
made to visit the retail merchants of
Battle Creek and Kalamazoo on April
5 and 6. Those making the trip will
leave Detroit on the morning of April
5 in a special car via Michigan Central
Railway, arriving at Battle Creek
about 11 a. m. and will spend the day
calling on the business men in that
city. At 6 p. m. they will entertain
the business men of Battle Creek at
a banquet at the Post Tavern. Re-
maining in Battle Creek all night the
Detroit party will leave for Kalamazoo
where a noon luncheon will be given
to the merchants of that city. T. F.
Ferguson, chairman ofthe Trade Pro-
motion Committee, says, “We believe
that the trade promotion trips made
by the Bureau during the past year
have been the most successful ever
undertaken and cannot urge too
strongly the necessity of getting ac-
quainted with tne man you are doing
business with. Firms making these
trips have not only added new cus-
tomers but have done a missionary
work for the entire wholesaling inter-
f Detroit. Nothing has been
left undone in the way of making this
the most pleasant and profitable ‘rip
yet undertaken.
Detroiters are justly proud of the
latest addition to the list of Detroit’s
modern hotels—the hotel Wolverine.
The new hostelry, which was built at
a cost of $3,000,000, is seventeen
stories high and contains 500 rooms.
each with private bath and everything
in equipment that will tend to enhance
the comfort and convenience of the
guests. According to the promoters
and owners, Marcus and Jerome
Freud, of this city, the new hotel will
cater to all who desire a metropolitan
hotel, yet withal losing none of the
old-time hospitality of a country inn.
Special efforts to make it a Michigan
headquarters for both pleasure and
business visitors will be made. The
location at Elizabeth street, near
Woodward, is ideal, being only a
short walking distance from the re-
tail and amusement centers and the
wholesale section of the citv. De-
troiters are proud because the city
now has one of the finest hotels in the
country. The congestion of the past
will also be greatly relieved.
Julius Rieck, dry goods merchant.
has again assumed his duties in direct-
ing his business at Gratiot and Mel-
drum avenues, after an absence of sev-
eral weeks caused by sleeping sick-
ness.
Caleb Loub, prominent in the De-
troit lumber industry for some years
past, has been appointed manager of
the Washtenaw Lumber Co.. at Ann
Arbor.
The Michigan State Dental Society
will hold its sixty-fiifth annual conven-
tion at the Hotel Statler. April 11 to
15. Dr. George Wood Clapp, of New
York, and Forrest H. Orton. of the
University of Minnesota faculty. are
to be among the speakers.
The following paragraph taken from
a page devoted to the new glove de-
partment in the Merchandise News a
magazine published by the Elv-Walk-
er Dry Goods Co., will be read with
pleasure by hosts of Detroiters and
many merchants throughout Michi-
gan and Ohio: This new glove room
is a manifestation of our determina-
tion to have the finest glove depart-
ment in the land. And to head this
section we searched the country for
the best man we could find—we found
him, and then gave him just one or-
der, Get busv! The best man is ti.
H. (Ernie) Warner, formerly a de-
partment manager for Burnham, Stoe-
pel & Co., of this city.
ests ot
A. Sklare, employed by A. Krolik
& Co., for the past three years in the
capacity of stock-keeper in one of the
departments, later being promoted to
floor salesman, has been assigned to
the Indiana territory, which he will
cover as special representative for the
manufacturing goods department. He
makes his initial trip this week.
P. C. Palmer, department manager
for Burnham, Stoepel & Co., returned
from a trip to the Eeastern manufac-
turing markets this week.
At a meeting of the Executive Com-
mittee of the Retail Merchants Bu-
reau of the Detroit Board of Com-
merce, last Tuesday, E. J, Hickey,
President of the E. J. Hickey Com-
pany, was elected President of the
organization. The other officers
elected were: D. J. Healy, President
of the D. J. Healy Shops, First Vice-
President; S. M. Cole, of the Weil
Furniture Co., Second Vice-Presi-
dent, and P. K. Loud, of Wright, Kay
& Co., Treasurer.
The election of these officers was
unanimous, and the Bureau feels that
it was indeed fortunate to have busi-
ness men of this type accept these of-
fices for the coming year. President
Hickey is one of the leaders in the re-
tailing field in Detroit, representing
both the progressive and conservative
elements in the retail stores of the
city.
The Bureau has endeavored to or-
ganize each type of business or line
of trade among the retail stores into
a separate group. Each group elects
two representatives and these repre-
sentatives make up the Executive
Committee. The Executive Committee
for 1921-22, as recently elected by the
various groups of retailers, is com-
posed of the following: Hardware, J.
H. Gregg and James Waterston: shoes
Clyde K. Taylor and Thomas Jeffries;
cloak and suit, Z. Himelhoch and Geo.
P. Yost: music, Jay Grinnel and Max
Strasburg; florists, Harry Breitmeyer
and William B. Brown; Furniture, S.
M. Cole and Henry Wineman; jewelry
P. K. Loud and M. A. Enggass:; men’s
clothing, E. J. Hickey and James Neu-
bauer; electrical appliances, Chas. E.
Hayes; department stores, D. J. Healy
and W. PF. Emery; drugs G. FH:
Grommet; office appliances, C. J.
Nachtigal and Jos. L. Keenan; cigars
and tobacco, M. A. LaFond;: caterers,
Jos. V. Walker; confectioners, W. J.
Brown; automobile tires, F. W. Smith.
Under the by-laws of the Bureau
John A. Brown, retiring President,
will also be a member of the new Ex-
ecutive Committee.
After the election of the new Presi-
dent the committee gave a rising vote
of thanks to the retiring President,
John A. Brown. Mr. Brown has
worked unceasingly for the better-
ment of the Bureau and his efforts
have met with remarkable success. He
was able to secure from his Executive
Committee of the past year the maxi-
mum amount of work. He had the
full co-operation not only of the mem-
bers of the Executive Committee but
also the entire membership of the Bu-
reau itself. The result of his work
was strikingly set forth in the annual
report of the activities of the Bureau
which was submitted at the first meet-
ing of the 1921-22 Executive Com-
mittee.
This report, which was also read
at the annual dinner of the Retail Mer-
chants Bureau held at the Board of
Commerce on Thursday, March 24,
shows that during the year the Bu-
reau’s membership expanded from
eighty retail stores located principally
in the downtown section of Detroit to
550 retailers located in all sections of
the city. In order to take care of the
activities of the Bureau, a large sum of
money was raised among the reailers
themselves.
During the year the Bureau worked
out a detailed plans for a Credit Re-
porting and a Stores Mutual Protec-
tive Association. These reports are
now before the Executive Committee
and will be acted upon at an early
date. The Credit Bureau, if plans sub-
mitted are adopted, will be owned and
operated by the merchants themselves
and will be located in the Board of
Commerce building. The Bureau will
report on credit customers and
handle the customary work of an or-
ganization of this kind. The Stores
Mutual Protective Association will
protect members of the Bureau from
the operations of shoplifters, petty
thieves and dishonest employes.
Perhaps the most important of the
general activities of the Bureau dur-
ing the last year was what was done
in regard to legislative matters, both
State and National. Delegations went
to Lansing on a number of important
measures and in addition to this the
Bureau kept in close touch with the
situation in Washington, particularly
in regard to those legislative matters
affecting retailing interests.
The Bureau did some effective work
with the local Fair Price Committee at
the time when they were most active,
and as a result the merchants of the
city were found to be operating in a
fair manner and consequently were
not molested under the provisions of
the Lever act.
The members of the Bureau also
entered into an advertising solicitors’
agreement, actively aided the fight to
put through the municipal courts bill,
took a leading part in co-operating
with local authorities during the
switchmen’s strike, did very efficient
work at the time of the local street
car strike, furthered plans for the De-
troit to Windsor bridge, closely co-
operated with and aided the Board of
Commerce Inland Waterways and
Port of Detroit Committees, assisted
materially in the Community Fund
Drive, worked with the police depart-
ment in their safety first campaign,
and conducted a fight against the re-
moval of the Michigan State Fair from
Detroit.
Some of the more specific activities
undertaken by the Bureau were the
entertainment of a party of British
merchants who visited Detroit during
the summer and the underwriting of
a week’s performance of the Detroit
Symphony Orchestra during which 7,-
000 tickets were distributed by various
retail stores. An early Christmas
shopping campaign; which brought
good results, was started just before
the Christmas holidays. Posters were
furnished for eighty billboards
through the city in the “Buy Now”
campaign.
In addition to this meetings were
held with the Executive Committee of
the Wholesale Merchants’ Bureau,
general agent of the American Rail-
way Express Company, officials of the
Michigan State Telephone Company,
and various city and state officials.
Bulletins were gotten out to the gen-
eral membership calling their atten-
tion to the activities of the Bureau.
The Bureau- agreed to raise $1,000
which will guarantee the Michigan
State Teachers’ Association in De-
troit in October, 1921. The Bureau
acted as the Detroit Board of Com-
merce Taxation Committee.
Rapid Growth of Prune Industry.
The growth of the California prune
industry is described in a recent re-
port of the San Francisco Chamber
of Commerce. Sixty-four years ago
Louis Pellier brought with him to
California from France two prune
cuttings, which he planted on_ his
brother’s ranch near San Jose, thus
beginning the prune industry in Cali-
fornia.
To-day California produces an an-
nual prune crop of 225,000,000 pounds,
grows 85 per cent. of all the prunes
eaten in the United States and ex-
ports hundreds of thousands’ of
pounds, some of which go back to the
very fruit growing districts of France
from where the original plantings
were brought.
For years the Santa Clara Valley,
fifty miles due South of San Fran-
cisco, produced 80 per cent. of the
prunes grown in California. Now this
valley grows less than half. There
is an immense yield in the Sonoma
and Napa valleys, thirty or forty miles
north of San Francisco, and millions
of pounds of prunes are grown in the
northern Sacramento Valley and in
certain districts throughout the San
Joaquin Valley.
The bearing acreage of the prune
land in California is valued at more
than $200,000,000, and it is estimated
that 15,000 acres of new prune orchard
are planted every year.
GRAND RAPIDS
B. B. B.
“Coffee”
A Delightful Drink
Popular in Price
Roasted Daily
bh
JUDSON GROCER CO.
MICHIGAN
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March 30, 1921
The High Cost of Duplicate Buying.
The two elements of retail over-
stocking for which the manufacturer
is largely to blame and which he can
do much to remedy are, first, the car-
rying of too large quantities of one
brand or kind, and, second, the carry-
ing of too many parallel brands of
goods. When a dealer says he is
overstocked, it is a common _ sup-
position that he means he has too
many boxes of Reis’s underwear, Lux-
ite hosiery, Manhattan shirts and
Paris garters. Very often the dealer
thinks so too, and a casual inspection
leads to such assumption, even though
he may be carrying the very minimum
stock of each brand, to meet the de-
mand for various sizes and weights of,
for example, underwear. He may ap-
pear to be at once overstocked and re-
duced to the lowest possible quantity
in a given line. The answer is that he
is carrying too many brands.
It is the consensus of opinion of
men in touch with retail conditions
that the overloaded condition in the
retail field is largely due to dealers
carrying too many parallel lines. For
clearness’ sake, we need first a more
exact definition of this parallelism of
goods. Obviously, a hardware mer-
chant in a small town, with trade dis-
tributed among many classes, must
carry stock to suit many purses, and
also a variety of some articles regard-
less of price. The kind of parallelism
that is condemned by the far-seeing
manufacturer is that in which differ-
ent brands of nearly the same price,
quality and style are stocked by the
same store. Gloves, for instance, cer-
tain lines of which might swap trade-
marks without damage to reputations,
are an instance of the kind of duplica-
tion which is inadvisable. This dupli-
cation, of course, varies widely in dif-
ferent industries. In shoes there may
be as high a duplication as 75 per cent.
in two standard brands; while in elec-
trical appliances one brand may not
parallel another within 25 per cent. in
price or quality. And conversely in
different makes of such an article as
a saw, there seems to be almost en-
tire duplication since, to the average
buyer, there is no choice between a
Simonds, Atkins or Disston.
While this question of parallelism
may seem to be the retailer’s private
concern, it nevertheless directly con-
cerns the manufacturer, who has only
too often shown the short-sighted
policy of taking advantage of the deal-
er’s lack of perception.
A leading cause of the recent un-
usual condition of duplication was the
shortage of goods during the war. A
dealer who found difficulty in getting
deliveries from this or that manufac-
turer, ended in desperation by placing
orders with all of them; and eventual-
ly he received more goods than he
could handle. Another potent cause
of duplication which prevails even
under normal conditions is the policy
of certain retailers to have in stock
at all times some styles of footwear
or underclothing or hats, from all the
leading popular lines. The reason
for such a policy is three fold. First,
the dealer figures that by supplying
whatever brand is asked for he gives
the impression of being a big oper-
ator. Secondly, it gives his store the
combined drawing power of all these
MICHIGAN TRADESMAN
branded lines; and last, that by carry-
ing these lines he prevents them from
falling into the hands of competitors.
A third cause of duplication is the
practice of marketing goods under the
jobbers’ private brand names. This
is the most absolute kind of duplica-
tion, since the dealer stocks both the
Nationally advertised brand, because
of consumer demand, and the jobber’s
brand, because of lower prices. As
has been frequently proved such dupli-
cation, instead of increasing sales,
slows up retail turn-over.
Turning to the constructive fea-
tures of the question it has been fairly
well demonstrated that concentration
means more rapid turn-over of stock.
If a dealer carries four different lines
of underwear, for example, he must
carry four times as many slow-moving
sizes. By sticking to one line he can
increase his stock of quick-movers and
keep down the “stickers” to a mini-
mum.
Another factor in favor of concen-
tration is the rate of growth of the
total sales in any industry. In a
rapidly growing market a dealer can
afford to ‘spread himself” more than
where public demand is comparatively
standardized. Still another point af-
fecting the advisability of dealer con-
centration, is the relative consumer-
standing of brand marks. Does the
customer buy by brand, or not? Some
dealers believe that the “brand-choice”
is almost negligible, since all leading
brands are well established in the pub-
lic mind. So far as this is true, con-
centration on one line has no disad-
vantages, but we must not be too sure
of the fact that the line we carry is
accepted above others.
Lastly comes the question, what can
we do, and how to get dealers to re-
duce their number of lines when it
proves desirable to do so. Here isa
brief summary of methods:
1. Be sure concentration is advis-
able in this field.
2. See that salesmen are acquainted
with the facts.
3. ‘Hold down. their
merely to land new accounts.
4. Keep dealers constantly alive to
the dangers of diversification and the
advantages of sticking with you.
—_——_.-.
Sell the Idea First.
Sell the idea first and the merchan-
dise will sell itself. Don’t let the mer-
chandise do all the talking. Stress
fashion, durability, comfort, fit, in-
creased service ideas. Make an ap-
peal to your customer through one or
more of these ideas and the cause is
won. Every salesman should know
how to describe any garment in the
shop as accurately as a mail-order
catalogue. It is equally important to
know human nature. The impatient
customer, the deliberative customer,
the decisive customer, the hesitant
customer, the talkative customer and
the numerous others all require dif-
ferent treatment. Remember always
that the customer does not see all the
selling points in a pair of gloves, for
instance, but only those pointed out
to him.
enthusiasm
—__+- >
Don’t get the idea at middle age
that an old dog can’t be taught new
tricks. He can be taught if he will
try to learn.
39
if set in capital letters, double price.
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. Smali
display advertisements In this department, $3 per Inch. Payment with order
is required, as amounts are too smali to open accounts.
King Hotel at Reed City for sale
or rent. This property will be sold
at a very low price and on terms,
or can use Grand Rapids real
estate. Write Will Curtis, Reed
City, Michigan.
For Sale—A _ bargain. 3rick = store
building, fine condition, good as new.
22x85. Best location in town. Located
in best manufacturing town in Southern
Michigan. New factory 60x 750 feet now
being built. $250,000 capital. Claimed to
be the largest chair factory in America.
Good opening for several lines of busi-
ness. For particulars, address owner.
R. H. Hill, Fayetteville, Arkansas. 265
Wanted—Shoe clerk in department
store in best town in Northern Michigan.
Good opportunity to learn shoe business.
Want bright, ambitious young man of
neat appearance who has had at least
one year’s experience selling shoes. In
replying give full particulars as to age,
height, experience and references. Ad-
dress No. 266, c-o Michigan Tradesman.
266
Successful retail sales for merchants
who want quicfk action. Reducing,
money-raising, and closing-out sales our
specialty. Write or wire. Columbia
Sales System, 1632-36 North Halsted St.,
Chicago, Hl. 267
For Sale—Fine grocery store, Michigan;
general store, Michigan, $5,200; general
store, Wisconsin; variety store, Wiscon-
sin, $6,500. Chicago Business Exchange,
327 South LaSalle St., Chicago. 268
BEST MERCANTILE LOCATION IN
CENTRAL MICHIGAN FOR RENT—
Double store front and basement, corner
of Broadway and Normal Ave. Heated.
Will be vacant middle of March. ONLY
LIVE WIRE NEED APPLY. COMMER-
CIAL BANK BLOCK CoO., MT. PLEAS-
ANT, MICH. 269
If you are thinking of going in_ busi-
ness, selling out or making an exchange,
place an advertisement in our business
chances columns, as it will bring you in
touch with the man for whom you are
looking—THE BUSINESS MAN.
EXCEPTIONAL BUSINESS OPPOR-
TUNITY—$3,000 stock general merchan-
dise, seven miles from Knoxville, Ten-
nessee, in marble district. Sales $3,600
per year. House, store building, and ten
acres of land. $9,000. Stock, etc. extra.
Finest climate. Business will stand any
investigation. No business depression
here. And no old stock to buy. Owner,
gd. © ULaPaint, BR. F. D. il, Knoxville,
Tenn. 270
For Sale—A very profitable little auto-
mobile accessories jobbing business.
Strictly cash basis. Real money maker.
$700 will handle it. Ill health reason for
selling. Central Michigan Tire and Tube
Co., St. Johns, Mich. 271
For Sale—At once. Small general stock
dry goods, shoes and groceries. At a
bargain. J. D. Locke, Bath, Mich. 273
For Sale—General stock merchandise.
Thriving business. Fine farming coun-
try, good resort trade. Will sell right.
W. G. Simpson, Delta, Mich. 274
INVESTMENT $10,000 to $15,000—If
you can fill the position as Treasurer and
act on the Board of Directors with a food
manufacturing concern, get in touch with
us immediately. Do not answer unless
you can make this investment and fill the
position. Address No. 252, c-o Michigan
Tradesman. 252
HERE is a chance to make big money
on a capital of $150. Our egg preserver
will keep fresh eggs fresh fourteen
months. No cold storage required. Keep
in a cool room in an ordinary egg case
in a well ventilated room. Will give re-
sponsible party exclusive sale in the state
of Michigan for two years with the right
to sub-let counties. These goods are pat-
ented in the United States and Canada.
Write for particulars to the Fleming Egg
Preserver Co., Fifty cent can by parcel
post, which will put away fifty dozen
eggs. Fleming Egg Preserver Co., 4339
Prairie Ave., Chicago, IIl. 253
Will pay cash for whole steres or rt
stocks of merchandise. Louis Levinsohn,
Saginaw, Mich. 998
Wanted—Stock of general merchandise
in good farming town on railroad. Write
full particulars in first letter. Address
No. 254, c-o Michigan Tradesman. 254
WANTED—To trade our clear, unin-
cumbered farm and income properties for
merchandise anywhere. PHILLIPS MER-
CANTILE CO., Manchester, Tenn. 258
IMPLEMENT BUSINESS of the late
Charles Howland, located at Pontiac,
Mich., for sale on inventory. Would
consider good security as part payment.
Address Mrs. Charles Howland, Pontiac,
Mich. 259
INVESTIGATE—Good Iowa farms trade
for merchandise stocks. Pay difference
in cash. William Adams, 339 Reed St.,
Waterloo, Iowa. 260
FOR SALE or Exchange—By owner,
best located thirty-acre fruit, berry, and
poultry farm in Berrien county. On stone
road and interurban railway. Grade
school, churches, stores, bank, and mar-
ket right at door. Zest American neigh-
bors. House modern, with _ telephone.
Can subdivide farm into small tracts or
village lots. Will exchange for well lo-
eated general store in railroad town in
eood farming section, if good, live news-
paper in town. F. M. Witbeck, Benton
Harbor, Mich. 264
Bell Phone 596 Citz. Phone 61366
JOHN L. LYNCH SALES CO.,
SPECIAL SALE EXPERTS
Expert Advertising
Expert Merchandising
209-210-211 Murray Bldg.
GRAND RAPIDS, MICHIGAN
For Sale—Cash registers, store fixtures.
Dick’s Fixture Co., Muskegon. 76
Pay spot cash for clothing and fur-
nishing goods stocks. L. Silberman, 106
E. Hancock, Detroit. 566
2,000 letter heads $5.90. Samples. Ccp-
per Journal, Hancock, Michigan.
CASH REGISTERS
REBUILT CASH REGISTER CO.
(Inc.)
122 North Washington Ave.,
Saginaw, Mich.
We buy sell and exchange repair and
rebuild all makes.
Parts and supplies for all makes.
MR. MERCHANT—Our new. useful
household premiums stimulate business.
Dandy premium or souvenir for all occa-
sions. Particulars free. Write to-day.
Valley Manufacturing Co., Grafton, West
Va. 272
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.
9
Chocolates
Package Goods of
Paramount Quality
and
Artistic Design
Economic Coupon
Books
They save time and expense.
They prevent disputes.
They put credit transactions on
cash basis.
Free samples on application.
Tradesman Company
Grand Rapids, Mich.
40
MICHIGAN TRADESMAN
March 30, 1921
THE LATE CARDINAL GIBBONS
In 1884 Archbishop Gibbons pre-
sided over the Third Plenary Council
of the Roman Catholic church in
America, the chief landmark in the
church’s recent history. From it
Catholic University at
Washington, formally founded five
years later. It initiated on a wide
scale the work of the Church among
Indians and negroes. It made im-
portant changes in church govern-
ment. When the next assembly of
the whole hierarchy occurred, in 1919,
Cardinal Gibbons was the only sur-
vivor of the first gathering. In the
thirty-five intervening years he was
always popularly regarded the fore-
most representative of Catholicism
on the continent. He grew with his
church, a church in 1884 of some sixty
bishops and seven thousand priests
and in 1919 of nearly a hundred bish-
ops, more than twenty thousand
priests, and a following of nearly
eighteen millions. The affection which
his simplicity, kindliness and devoted
labor excited among his intimates was
equalled by the respect which the
general public held for him as a great
citizen. On his fiftieth anniversary as
a priest President Roosevelt journey-
ed to Baltimore to praise him for his
grew the
public service.
It was fitting that the man so many
years primate of the Roman Cath-
olic church in America should have
been born in the one state that grew
from a Catholic colony. His long
life is a link with the beginnings of
a sturdy Catholic organization.
Charles Carroll died in Baltimore two
years before Gibbon’s birth there, and
it was John Carroll, a near relative
of the signer, who in 1790 was made
first Bishop of the first American See.
It was fitting also that the Cardinal
should be of the blood which gave
American Catholicism its greatest
strength. While he was in Ireland
for his education the great Irish im-
migration began, with the result that
the million Catholics of 1840 were
three millions by the Civil War.
After he rose to be Cardinal another
great Catholic reinforcement came in
the Italian immigration, and before
he died he saw churches of Polish
Catholics, Bohemian Catholics, and
Croatian Catholics scattered over
America.
Two qualities marked in the Car-
dinal were of peculiar value to his
church: his unadulterated American-
ism and his interest in intellectual
and political affairs. From the days of
Know Nothingism there has been a
tendency to regard the Roman Cath-
olic church as a little alien. An ec-
clesiastical organization obedient to
the decrees of a foreign head and
composed largely of foreign-born ele-
ments has special difficulties and re-
sponsibilities. The Archbishop who
delivered the centennial address upon
the founding of Carroll’s See declared
that the Roman Catholic church must
be emphatically and thoroughly
American. It can be more than pas-
sively American—it can be a militant
force in imbuing alien communicants
with patriotism. Cardinal Gibbons
labored to make his church a true
factor in Americanism. Early this
year he sent from his sick bed an
article on the Constitution declaring
that “we would be recreant to the
trust committed to us if we failed to
teach and uphold the principles on
which our Government rests.”
In Cardinal Gibbons’s death the
country loses a great churchman and
a distinguished citizen.
General Conditions in Wheat and
Flour.
Written for the Tradesman.
Conditions in the flour and wheat
market have not changed materially
from a week ago. The March option
is a trifle stronger; in fact, is up about
6c; the May, however, is only 3c
higher. The advance in the March
has been due, of course, to the closing
out of this option, those short being
forced to buy in to cover.
The volume of flour business done
has been slightly better than last week
and the strength in the stock market
evidently anticipates somewhat of a
revival in other lines.
The Easter trade as a general thing
was reasonably heavy. Collections are
improving. Quite an improvement in
building is noted which indicates bet-
ter demand for building materials. The
gold inflow has been unchecked and
money is easy; as a matter of fact, the
Federal Reserve ratio calculated on a
comparable basis is the highest since
June, 1919.
Future wheats are selling below
cash considerably; in fact, the July op-
tion opened $1.25@1.23, selling up to-
day to $1.26 and a fraction. Numer-
ous crop scares have been set in mo-
tion, but it is believed no material
damage has been done to the growing
crop thus far. Indications point to
a winter wheat crop of between 650,-
000,000 to 685,000,000 bushels, an in-
crease of from $115,000,000 to 135,000,-
000 over last year.
Spring seeding will be well under
way very shortly, and inasmuch as
wheat is bringing a better price than
any coarser grains, it is anticipated a
reasonably large acreage will be
sown.
As stated in other market letters,
however, there is no surplus of wheat
and stocks of flour are exceedingly
light, so even with a good crop pros-
pect, if a materially increased volume
foreign buying
should develop, prices will hold rea-
sonably firm; at least, until the new
crop is offered, which will not be un-
til about the first of July when the
Western wheat begins to come into
the market. Our own wheat, of course
will not be available until after the
middle of July, or about the first of
August.
There is nothing in the situation
that should cause the trade to depart
from the policy of buying two or
three weeks ahead or about as re-
quired until the new wheat flour is
offered, which, undoubtedly, will be
sold on a considerably lower basis
than at present for immediate or
thirty day shipment.
Lloyd E. Smith.
of domestic and
William Judson, President of the
Judson Grocer Company, has return-
ed from a three weeks’ trip to Flori-
da, during which time he spent about
a week at Jacksonville and two weeks
at Miami. Business conditions at
Jacksonville were somewhat depress-
ed, due to the decline in rosin and
turpentine, which found further ex-
pression in the reduction in bank bal-
A year ago the largest bank
in Jacksonville had $20,000,000 on de-
posit. Its deposits at the present
time are about $16,000,000. Jackson-
ville is the most solid, substantial dis-
tributing town of Florida and the
people depend less on speculative real
estate values than most any other
city in the State. At Miami Mr. Jud-
son found B. D. Cody, now 82 years
of age, enjoying himself, as usual,
under the shade of a tree, with a com-
prehensive outlook on the bay and
river. There are 201 real estate deal-
ers in Miami and values are sagging
in spite of all that can be done to
maintain them on an inflated basis.
Hundreds of houses erected during
war times at the highest prices for
material and labor the world has
ever known are mortgaged for all
they are worth. The weather was
very warm all the time Mr. Judson
was in Florida and people were ‘be-
ginning to leave for the North, after
having experienced one of the most
enjoyable seasons of recent years.
The Wise Child.
“Mamma, this magazine says that
when cattle eat with other cattle they
eat more and fatten more.”
ances.
' Yes, my dear, I guess that is right.”
“Well, mamma, then we must be
like cattle.”
“Why, what do you mean?”
“We always have more to eat when
we have company.”
Monroe—At special meetings Mon-
day stockholders of the Monroe Bind-
er Board and the Boehme & Rauch
companies, it was decided by unani-
mous vote to consolidate. The merg-
er is to take effect May 4, when a new
organization will be perfected, with
the common stock fixed at about $5,-
000,000 and the preferred $2,500,000.
Both companies manufacture paper
board boxes, containers, etc., and. em-
pley several thousand men.
The next meeting of the Merchants
Mutual Benefit Association will be
held at Wayland some time during
April. The preliminary arrangements
are in the hands of Beall Bros., who
There are now
thirteen towns represented in the
membership of the Association. It
do all things well.
is expected that fully 250 merchants,
including the ladies, will be present
at the Wayland meeting,
Byron Center—The C. B. Towner
Co. has sold its general stock to E.
VanderZaag, whose general stock and
store building were recently destroyed
by fire in the conflagration at this
place. The Towner Co. retains the
lumber yard, which Mr. Towner will
conduct personally hereafter. The
sale does not include the store build-
ing, which is owned by Mr. Towner
personally.
St. Johns—Hubert M. Eddy suc-
ceeds Clark & Hotchkiss in the gro-
cery business.
—_—_+~-.
3yron Center—The Geukes Co. suc-
ceeds Geukes & O’Meara in general
trade.
Gabby Gleanings From Grand Rapids.
Grand Kapids; March 29-_E. G.
Hamel, who has been a member of the
executive force of the Jiffy Jell Co.,
at Waukesha, Wis., for several years,
is devoting a couple of weeks to call-
ing on his old customers among the
retail grocery trade of Michigan. Mrs.
Hamel is improving the opportunity to
visit her sister, Mrs. Harvey Gish.
The name of the new hotel at Elk
Rapids will be the New Redstone, in-
stead of the Race Hotel, as stated last
week,
The Western Co. has arranged for
four meetings of Michigan druggists
to be addressed by Frank Stockdale,
of Chicago, as follows: Grand Rap-
ids, Pantlind Hotel, April 7; Kalama-
zoo, Park-American, April 14; Lan-
sing, Hotel Downey, April 21; Flint,
Hotel Dresden, April 25. The meet-
ings will be held under the personal
supervision of D. G. Chatard, Michi-
gan traveling representative of the
house.
The Fountain Hotel, at Mt. Clem-
ens, for a number of years conducted
by Sam Marinoff, has been sold to
two Detroit men, Sam Siegel and
William Puhls, who have taken pos-
session,
The Colonial Sanitarium, at Mt.
Clemens, formerly known as_ the
Colonial Hotel, opened Tuesday, with
Dr. G. A. Person in charge. Admiral
William C. Vraistead, former surgeon-
general of the navy, is chairman of the
hospital advisory board, and Major
Robert G. Owen, of Detroit, is to have
charge of the laboratory. The hotel
portion of the building is to be man-
aged by Webster W. Will.
Sidney Arnold in American Artisan:
There are hotels and hotels. Some of
them are still suffering from the no-
tion that a traveling salesman has
nothing to do but to spend money and
does not care how much they charge,
nor how little service they render for
the money they demand. I have been
in hotels during the past three months,
and have had to run gauntlets of bell
boys who were not looking for op-
portunities to render service, and who
were allowed by the management to
show their impertinence if you did not
let them carry your grip the few feet
from the door to the desk. The soon-
er such hotel managers wake up and
realize that we have entered upon a
new era—one of thrift, as against the
period of reckless wasting of money
of 1918 to 1920—the better it will be
for goodwill among the knights of the
grip.
Speaking of charges for hotel ser-
vice, the writer is inclined to believe
that the dining car department of the
New York Central Lines might be
able to serve a cut of apple pie for
less than 35 cents, said cut being about
one-eighth of a pie; also that 50 cents
for a dish of oyster soup with one
stray oyster roaming around in skim-
med milk, without a particle of butter
and without the concoction ever be-
ing heated beyond lukewarm, is about
as big a swindle as was ever con-
cocted to filch money from the travel-
ing public.
The Valley City Milling Co. an-
nounces the purchase of a mill site on
the line of the Pere Marquette and
Pennsylvania railroads North of the
city, near the Gunn Furniture and the
Haskelite Manufacturing Co’s. plants.
The site contains approximately
twenty acres, will have sidings from
both roads and will be close to the
Grand Trunk. Negotiations have been
under way for several months. The
milling company’s new plant will in-
clude modern fireproof flouring mill,
ample storage capacity for grain and
a large warehouse, the total cost to
be a million dollars or more. It is
expected the site for the mill will be
put in shape this season but whether
a start on the new plant proper will
be made has not yet been determined.
The plant will give Grand Rapids stor-
age capacity that long has been needed
besides the increased manufacturing
capacity, and will be helpful to the
farmers in this territory as well as a
good thing for the city.
‘ie
It Pays to Stop Occasionally and
Look Things Over
HE fisherman who is too lazy to pull up his line occasionally to see if his bait is
all right, will eat pork for his supper.
I'he business man who does not keep a keen eye upon every part of the commercial
Seat is more than liable to run up against a snag some day that will wreck his craft.
Better, far better, to be overly careful than to be thoughtlessly negligent and full
of regrets. :
If when you leave your store at night you do not place your books of account and
valuable papers in a dependable safe, you are, to say the least, thoughtlessly negligent.
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