a (Cy 7 a IS > ae > MF may 0 7 2 Ss pa WZ AS WO eu \ WY, oN (ex SN rN 2 Re 2 ON i oS £)\ LISHED WEEKLY % PUBLISHED WEEKLY 477 UE ime (2 ‘ \( GS re FTN GES PLY PS eS AS i 4 ae mines) A a Oe VE EZ (i Ae cer Sp 4 ay rs Po od j A} Mb A} TRADESMAN COMPANY, PUBLISHERSA 0) Pa Ve AS Pose Ze Ce hts FS Rae oN | > Jom . AS Sree SES Thirty-Eighth Year GRAND RAPIDS, WEDNESDAY, APRIL 6, 1921 Number 1959 ZA MAKE WAY FOR THE HUSTLER BEHIND! OO EEEEEEEEZZZZEXZXZEXXZXXZXEEEXEEZEEEZEZXZEXEEE_Z_ LLL dlddddlddddddddddL Ladd LLLdL LALLA LLL LLL LLL LLL LLL LLL LLL LLL hhh bcb ibd WLLL dddddbdddbbbtde When you're sick and disgusted—your energy’s rusted For want of so, _ ....n-io-it oil; And you quit earnest working to pass the time shirking And nursing a what’s-the-use boil. Don’t start in a growling, incessantly howling Your woes in the ears of mankind— Go off in some corner and be the chief mourner— ~Make way for the hustler behind! When you have decided ‘tis scantly divided— The thing that we mortals call “Luck!” And you're through with the chasing, half-heartedly racing, Because you are lacking the pluck! Don’t start in debating and blatantly stating, “The favored ones win—that I find!” For the crowd's in a hurry. Begone with your worry— Make way for the hustler behind! When, in truth, you're a quitter, a useless misfitter, Not worthy of being called “Man!” A leech, and a faker, a discontent maker, Fit tool for the bolshevist clan. : Why—there’d be something to it—if only you'd do it The world would be thankful, you'd find. Pion’ mckely quit taying. - Quik living for.dying— Make way for the hustler behind! Clarence Elmer. WL EEEEEEEEEEEEEZEZEZZZEEEZXZZEEXZZEEEEXEXZEZZL_E__EXEZEXEEEEEEZXLEELELEL_ELELll dd DLL LLL LLL LL LLL LLL LLL LLL LLL LLL LLL hhh h bbb Ny WL LLznnnzzncczznzrrrrzxcvrsrzczzzzdddaiiiidlddlliddbdddhdddshhhbbshhhlbd WT tziz5:2xtccwqnatjjzc.,,ddddidlllldldldlddldddddlbiblsshhdbihddlbbe ’ WLLL PTTL A ALAA AAA hdd hb hdd lebbd TEE dll dddddddllllldllllllillillllllilillllbllldddldidddaliddldldddllddddldddldiiddiddiddsdddiidiia LL Your(||Citizens Phone Places you in touch with 250,000 Telephones in Michigan. 117,000 telephones in Detroit. TELEPHONE V Direct Copper Metalic Long Distance Lines. CITIZENS TELEPHONE COMPANY UP TO YOU! The most wonderful results of Fleischmann’s Yeast are enjoyed by those who eat it daily. Urge your customers to place a.standing order. It will then be up to you to see that they never miss a day. The Fleischmann Company Keeping Abreast The Times is part of your duty to the business you conduct. In these days—the conserving of every ounce of energy—every atom of time—every penny—the plugging of every leak—is the duty of every mer- chant. The system of ten years ago is not good enough. You can’t overlook with a shrug the judgment of the best men in the merchandising field. Thousanda of them have placed their unanimous stamp of ap- proval on the Canton Credit Register. It’s not simply steel and paper—it's brains— thought—research and experience. The one device in America that can and will automatically_eliminate your accounting difficulties. To prove this costs you nothing. THE THOMAS-PETER CO. (Dept. C) CANTON, OHIO Patented-Fireproof The Machine you will eventually LJICTOR ADDING MACHINE Universally conceded to be the most useful and valuable machine ever invented for the purpose intended. M. V. Cheesman, State Distributer, 317 Houseman Bldg. 135 0 ALL Machines : ioe e —— FULLY GUARANTEED Grand Rapids, Michigan ed Crawn Pure Food Products A Fine Line For Grocers Red Crown Food Products are packed in vacuum sealed tins and prepared in ae STE no WITH CEREAL ADDED be “OE Pious company, cwicast. =, a uGuT_oF NTENTS 2S Z All Popular Varieties Sold through Wholesale Grocers VEAL LOAF \ Haw MEAT-PRODUCTS 4 ——— Acme Packing Company Independent Packers Green Bay, Wis. sanitary kitchens. Attractively labeled. Correctly priced. Please consumers. In large demand. Constant repeaters. Franklin Golden Syrup Made from cane su- gar. The delicious cane flavor and at- ns am tractive color of this eels syrup is knownto the housewife through its use on the table and in cooking. The demand for Franklin Golden Syrup must follow the knowledge of its quality and flavor. The Franklin Sugar Refining Company PHILADELPHIA ‘Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Sanaa ee Thirty-Eighth Year MICHIGAN TRADESMAN (Unlike any other paper.) Frank, Free and Fearless for the Good That We Can i Each !tssue Complete in Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY. Grand Rapids. E. A. STOWE, Bditor. Subscription Price. Three dollars per year, if paid strictly in advance. Four dollars per year, advance. Canadian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. Extra copies of current issues, 10 cents; issues a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old, 50 cents. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. if not paid in THE RISING TIDE. Production is under better control than consumption. Wants never are satisfied entirely, and there are al- ways more consumers. While the mar- kets are stagnant stocks are being de- pleted and production is below nor- mal. Demand is accumulating even while buying is repressed for psycho- logical rather than intrinsic reasons, and agricultural production awaits an- other harvest. Respecting farm prod- ucts the situation now somewhat re- calls the “buy a bale” movement. It started in sympathy for the farmers, but handsome profits resulted for the buyers. Of cotton, wool and even breadstuffs there is more than the domestic market can digest. Yet the world is neither suitably clothed nor fed, and the obstacles to supplying the demand are technical interrup- tions to trade which many are study- ing to remove. It is well worth while to watch the looms as the _ stocks. Twice as much machinery is produc- ing now as ten weeks ago, only car- pet and rug looms being at the peak of Silk machinery is operating at better than 40 per cent., wool 50 per cent., and all are gaining in time as well as proportion of work. idleness. Among other necessities meat by- products are below 1913 prices. Coffee has fallen to the lowest for thirteen years, lead is “slow” at 1907, that is at panic prices. The production of copper has been stopped, prices hav- ing fallen below pre-war levels. To produce copper under such condi- tions is like burning money. Leaving copper in the ground is an easy and cheap way of waiting for the revived demand, which is as sure as that cop- per is not going out of fashion with the electrical industry in such vigor. There is a difference between com- modity prices and wages. All dislike to see wages fall, but all buyers like to see prices fall, with scant regard to costs. Under such conditions it is inter- esting to note the reasons: why the American who is the largest ship- owner is buying ships, which are in GRAND RAPIDS, WEDNESDAY, APRIL 6, 1921 the most discouraging condition of supply and demand among all. Said Catain Robert Dollar: ‘When any- thing is selling so cheap that it can- not go any lower, then is the time to buy. Ship tonnage is now at that It cannot be worth any less, and some day it must be worth more. That is why I am buying.” That is speculation of a commend- able sort, and there are other oppor- tunities more promising in so far as they need less resources and courage. It is not reasonable that commodities in permanent demand should sell be- low cost of production. It is hardly more reasonable to think that prices generally can fall to pre-war prices and stay there. The necessity of pay- ing taxes is one reason, high taxes tending to produce high prices; the doubt of wages falling to old levels is another. stage. The President of the United States has labors and duties the proper dis- charge of which is getting to be hard- er and harder for the toughest con- stitution. It is a little difficult to understand the curious pleasure that so many people derive from shaking hands with a celebrity. in particular seem to find some magic satisfaction in it. But the President of the United States is not elected Tf that is a sacred practice, necessary to the “free de- velopment of institutions” and the satisfaction of the American tem- perament, there should be highly paid officials to go through with the Edward Everett Hale’s “My method of Americans to shake hands. our routine. Double” shaking by substitution; only a Col- suggests the lege of Doubles would be necessary to keep up with the work. Seriously, this wanton waste of the President’s time and strength up. If Washington was thought to go too far in the direction of reserve, we must remember that everything that atti- tude of seclusion or even dignity on the part of a great official was then nicknamed aristo- Jefferson wrote a lot of in- should be given could be tortured into an “monarchical and etatic. fernal nonsense and slanderous gossip about this sort of thing. Retail merchants did so well during the war that many are thinking of expansion and improvement. They will have better fixtures, better sal- aries, better displays, better business, better brains and better profits. They are seeking display for they have learned that their windows are real and vital selling agents only when made so. They have raised the old standard of salaries for window dis- play work and appreciate attractive, that sell mer- chandise and advertise the shop at the same time, men, convincing displays DISABLED SOLDIER. Governor Miller of New York has proclaimed the week beginning May 29 as National disabled soldiers’ week, and calls upon citizens to look into the needs of disabled former service men. The governor urges business men to give employment so far as possible to disabled veterans. He makes appeal also to the pulpit that on the Sunday beginning and_ the Sunday following the appointed per- iod it present to congregations the claims of those who helped save the world, and he lawmakers to spiritual life of the also appeals to con- template suitable legislation in behalf of the disabled, and requests women to direct their organized effort once needs of the more to the men. The American Legion Weekly has reported that on March 1 there were 400,090 service men, a 100,000 from the number on Jan. 1. It ap- pears that nearly a year is required for the recover his old stride in industry, and he is unemployed former reduction of about returned veteran to also handicapped by restlessness and nomadic tendencies developed by the conditions of war. LINEN MARKET QUIET. The linen market is extremely quiet this ports the moderate activity which was week and according to all re- observable in the recent past has dis- appeared almost entirely. About ten ago the market took a spurt and one important trade factor reported that it had disposed of about 50,000 yards to handkerchief retailers. This business was done at about 5 per cent. days manufacturers and under market levels. About the same time, other houses reported that they had done a little business by offering goods at price concessions to buyers. General Conditions in Wheat and Flour. Written for the Tradesman. July wheat hit a new low mark of $1.1034 April 5. free that this option will go to a dollar, and it wouldn’t be at all surprising to see this happen; in fact, I feel con- fident flour will be sold on the crop from $6.50@8 per barrel, depend- Predictions are new ing upon the grade; although, with the market manutac- tured product—and it will be—lively likely and reaction take barren of the trading will result somewhat of a very will place. So far as the immediate future is concerned, the market will probably be an up-and-down affair, prices grad- ually working lower as the result; in other words, the declines will average than the greater advances. The condition of the growing crop of winter wheat is excellent; estimates Number 1995 way from 650,000,000 Of course, the running all the next sixty days will » a big bearing on the actual out-turn of the crop. There is not any too much moisture; in fact, hardly enough, and a pro- is ti would cut tracted drought at this time down the prospective yield very ma- terially. If we could see just what conditions are going to prevail, it would be an easy matter, comparatively, to make accurate something like an guess as to prices, etc., but because of the un- certainties, it is out of the question to } ado so. One thing is certain: flour stocks are the lightest in the history of the country. The consumer is buying sack lots, the retail merchant ly as required and the only in is purchasing on carload lots in wholesaler in single the majority of cases. This condition will continue as long as the market is in a weak position, or until it becomes stabilized. Che pect to buy in a normal way trade, as a general thing, ex- again in the fall, which will mean a lively flour trade, and probably prices will react from the low point of the crop, which should come along in August or Sep- tember. In the meantime, the usual policy of buying for immediate requirements we believe. Lloyd E. Smith oe France is not the only nation that, taking stock of its flesh-and-blood as- is the best one to pursue, sets since the kaiser’s war, finds heavy undermined The war passed into the insatiable fires of liabilities in the way of morale and inferior stamina. the Moloch of militarism, the very flower of the youth of the western world No reckoning of the losses nor of the ability of any nation to colossal bill of costs is able young race. foot the worth of the life taken to the future of the The rule of the the fittest was reversed, and the best were claim- to evaluate the survival of the rejected in- ed for cannon-fodder; capables, in many instances, were left to assure the perpetuation of the species. It is gravely realized, abroad and at home, that no nation can hold its own without a right and equably proportioned regard for health-giving exercise. Late hours, excesses of diet, intemperance in every form, depend- ance on mechanical means of trans- portation and insistence on enervat- ing, luxurious modes of life will sap the vitality of a nation by robbing the individual of sturdy self-reliance ade- quate to the strain that life imposes. France is not the sole country whose youth need regulated training. The sort of discipline that is a feature of the Boy Scout movement is good for boyhood and girlhood all over the globe. 2 MICHIGAN TRADESMAN April 6, 1921 Encouraging the Clerks To Improve Themselves. Lansing, April 4—As per our con- versation in Kalamazoo we are having some very successful get-together meetings in our Association, which, by the way, is one of the livest organiza- tions in the State. In keeping with our hustling policy, we are starting right by advancing the clerks and edu- cating them to be better business men. Wednesday evening, March 23, we fed about 150 grocers and wholesalers of our city, at which time we listened to the advice of John G. Clark, of Bad Axe, along lines which concern the grocery trade. Two very successful young clerks gave us papers on their viewpoints as seen from their side and I herewith forward copies of their papers to you for publication in the Tradesman, along with photographs of the young men, as they both did exceptionally well and a little boost will do them a whole lot of good. Charles Fowler is a very promising young man of 19 years. He has been with me since last October and has taken an exceptional interest in the business. He is a very straightfor- ward young man and, without doubt, has a very promising future. William Grabow is a very enterpris- ing young meat cutter who has been in the employ of Affeldt & Sons for several years and you can judge by his paper as to his qualities and ideas as to his future possibilities. Frank McConnell, Pres. Retail Grocers’ Ass’n. Mr. Fowler’s Paper. A few days ago our President asked me to make a few remarks this even- ing on the duties of a clerk towards his employer. This taken as a whole might take in one’s clerkmanship and salesmanship combined and a subject for lengthy debate, but as I consider my time limited I will simply touch on what I consider to be some of the high spots on this subject. In pre- senting this subject I am doing so from the viewpoint of a clerk, as my experience has been principally along these lines. A clerk should consider him or her- self under a contract with their em- ployer as placing their time wholly at their employer’s disposal between cer- tain hours of the day, usually begin- ning at a given hour in the morning and extending to some specified time in the evening. The first duty of a clerk should be to see that this con- tract is not violated by coming on duty at a time later or by leaving earlier than specified in the contract. Above all things, fellows, don’t be a clock-worker. One of the most essential duties and obligations to an employer is neatness ind cleanliness of one’s person. There is nothing that will lose trade for an employer quicker than a dirty store or an unclean clerk. It is not only the city health department that re- quires one’s store and premises to be kept in a clean and sanitary condition, but the general public demands st as well. There are times when situations will confront a clerk that he can not mas- ter, as the manager might do, but this 's often overlooked, due to the will- '-gness with which the clerk tried to do his or her part. A_ successful clerk should be willing to do whatever his employer asks of him, even though on first thought it seems impossible to do so. If one’s employer places trust in him, he should not betray this, trust by laying down on the job. Last but not least a clerk should be courteous and obliging to the public, using every effort to please and bear- ing in mind that he should do what he can to build up and hold trade for as much as though he In fact, a clerk should consider his employer’s his employer, were in business for himself. interest as his own, and in so doing will fit himself to step out in an un- dertaking of his own whenever the Charles Fowler. opportunity presents itself, which al- ways does at some time in every young mans life. If a clerk has proven himself a real success in his line he will always find men higher up ready to give him a boost when it is needed. Mr. Grabow’s Paper. When your President, Mr. McCon- nell, asked me to prepare and read a paper on the duties of the employer to the employe I must confess that for a time I was undecided as to whether OF NOt TO accent. [ have attended a number of ban- quets given by the grocers and meat dealers of Lansing and have listened to many splendid addresses on such subjects as how to hold trade, make more profits, grocers’ standing in his community and your store trim, but I have never attended how to keep a function and listened to any one on the duties of the employer to the em- ploye. Therefore, I must admit I was a bit backward in accepting his offer. What I have prepared and will read to you to-night is not what I have heard from others, but facts as they exist and as I see them. When a clerk works for an employer and works hard trying to show him that he has the making of a good clerk. I think the employer should show the clerk some consideration in matters which come up from time to time. He should not take advantage of the clerk. For instance, I know of a case in this city clerk worked for a man,-and he was what where a I call very efficient. But at this time he sold a can of corn, I believe it was for 3c or 5 c under cost. This was truly an error on his part, but his employer saw this and instead of tell- ing him in a kindly way, he only waited until Saturday night and hand- ed him his pay check and also a slip of paper deducting the amount of his error from his wages. What was the result? The clerk quit his job, just as I think most anyone of us would have done. Would it not have been wiser for this employer to have called the clerk into his office and asked him in a friendly way to make sure of the prices in the future? In Mr. Fowler’s paper he mentioned keeping yourself and your store as neat and clean as possible. Too much cannot be said regarding this. Your sl-gan should be Keep Clean. Did you ever go into your neigh- bor’s store and look around just for Did you notice the signs hanging in his store?) You wonder if the walls are painted or papered? curiosity? William Grabow. You are ashamed and disgusted, so much so in fact that when the clerk asks you what you want you have forgotten and walk oue, resolving never to enter the store again. How can we as clerks keep the neat ap- pearance needed if our employer al- lows every one who comes in to decorate his store with signs? If Keep Clean is to be the slogan, the clerk must pay some attention to his -personal appearance. It is true that when a customer enters the store they like to see the clerk spick and span, with clean clothes, clean aprons and shoes shined. I don’t know whether it is customary for all pro- prietors to furnish aprons and coats for their employes or not, but if not I would suggest they do so. Then if the clerks apron is dirty the pro- prietor may conscientiously ask him to change. If he pays the bills he has the right to aSk the clerk to be more careful with his laundry. Further now I would suggest that the employer furnish a frock or more commonly called a lugger to slip into when do- ing heavy, dirty work. Gentlemen, the fact which I think should be more fully impressed upon the minds of the employer is regard- ing criticism. When criticism is nec- essary let the employer take his clerk into the privacy of the office and not criticise him before a store full of people, for you know we are all hu- man and these little things make clerks lose regard for their employer. The employer should at all times be open to suggestions, not only from clerks but from customers as well. The successful merchant is regarded by his employe as his idol, therefore he will try to pattern after him. If he conducts his business in a half hearted manner, what will be the re- sult? Think it over. One of the most essential things is honesty; honesty on the part of the employer and honesty on the port of the clerk. Did you ever trade at a store where the clerks are in the habit of giving a customer 17 or 18 ounces for a pound or, on the other hand, giving them 14 or 15 ounces for a pound? If so, did you ever give it thought as to why he does it? If the proprietor would check his clerk more often, do you think such a practice would continue? Then let me ask, is the proprietor doing justice to his clerk? Think it over. I believe in the old saying that the man who never makes mistakes is yet to be born and I also believe in this slogan. Be honest with your clerks and they will be honest with you. Do justice to your clerks and they will do justice tO you. —_—___ 2 Will Make Strawberry Wine In Louisiana. New Orleans, April 4—The first winery for the manufacture of straw- berry wine in the United States and the first winery of any kind in the South will be established at Hammond in Tangipahoa Parish. The purpose of the winery is to take care of the surplus crop of strawberry farmers in the Florida parishes and prevent their going to waste. This surplus, it has been estimated, will be around $5,000,000. The Strawberry Growers’ Selling Co. was organized four years ago to promote the strawberry industry - of this section. It handles the John and Janet brands of the berries, its prod- ucts being widely known through- out the United States. ——_+- 22 Misunderstood. Enterprising Saleslady—Would you like to look at some of our bandeaux on special sale? Deaf Customer—No, my little girl doesn’t play anything but a ukulele. Boat Service will be resumed for the season about APRIL 15 in connection with the superb train service of the Michigan Railway Company Passenger rates reduced from last season’s basis. Enquire at office for both passen- ger and freight rates to Chicago and the West. ete aS See —f— Preah ae | j | | i norton = noe April 6, 1921 MICHIGAN TRADESMAN “Mother Recommends It” beat) Seed Ma aaa We ee Ted pea Toe inet ere ba MOTHER RECOMMENDS (T WHY? First.”; Because mother knows good Coffee. Second. Because the price must be within her means. Third. Because mother knows that QUAKER COFFEE is the best Coffee for the price. Quaker Coffee is Roasted, Packed and Sold Only by the era ae WORDEN (GROCER COMPANY GRAND RAPIDS—KALAMAZOO—LANSING MICHIGAN TRADESMAN April 6, 1921 Movement of Merchants. Flint—The Durant Hotel Co. has increased its capital stock from $750,- 000 to $1,500,000. Marion—F. D. Snapp and Will Kib- by have purchased the Rexford build- ing and will open a produce station. Howell—H. D. Desormier, recently of Detroit, has opened a restaurant and cigar stand in the Peavy building. Owosso—Stranahan Bros., formerly of Flushing, succeed Shaw & Davids in the battery and vulcanizing busi- ness. Hillsdale—Robert Seitz has pur- chased the coal and wood yards of C. W. Chapple & Co., taking immediate possession. Otsego—The Universal Stores cor- poration opened its first grocery store in this city. Lewis Knauf, of Leslie, has been appointed manager. Litchfield—-E. L. Ford has sold his stock of men’s furnishing goods, clothing, etc., to C. H. Dahlhhouser, recently of Nashville, who has taken possession. Grand Ledge—The Holiday Lumber Co. has sold its interests to the Mar- shall-Wright Lumber Co. of Ionia, who will continue the business in con- nection with its own. Concord—Carl Snow has purchased the interest of the Pratt estate in the clothing and shoe stock of Pratt & Snow and will continue the business under his own name. Reading—Warren Mitchell has pur- chased the flour and feed mill of Hawk & Gleason and will continue the busi- ness under the management of Her- man Wolfe, of Camden. Bay City—The Conney Randall Lumber Co. has been incorporated with an authorized capital stock of $24,000, all of which has been sub- scribed and paid in in cash. Dimondale—Nelson Green, of Pot- terville, has purchased the store build- ing of Mr. Von Richter, at West Windsor and will occupy it with a stock of general merchandise, early in May. Clawson—The Clawson Auto Ser- vice Co. has been incorporated to deal in automobiles, supplies, etc., and to conduct a general store, with an authorized capital stock of $4,800, of which amount $1,200 has been sub- scribed and paid in in cash. Petoskey—Homer Sly has merged his automobiles, supplies, accessories, trucks, etc., busines into a stock com- pany under the style of the Homer ~ly Auto Co., with an authorized cap- ital stock of $50,000, all of which has been subscribed and paid in, $662.88 in cash and $49,337.12 in property. Detroit—Max have merged their bazaar business into a stock company under the same style, with an authorized capital stock of $5,000, all of which has been subscribed and paid in, $500 in cash and $4,500 in prop- erty. The company will add lines of hardware and crockery to the stock. Greenville—Henry Jacobson, man- “ger of Jacobson Bros. department .core, has sold their store building to Kellman Bros., who conduct depart- ment stores in Highland Park, De- troit and Lakeview. It is their in- tention to put in an entirely new stock and concentrate all of their efforts to this one store. Mr. Jacobson is clos- ing out his stock at special sale and Bros. will give possession of the building, May 1, removing to Detroit at that time. Manufacturing Matters. Owosso—The Detroit Creamery Co. has re-opened its plant here. Detroit—The Detroit Casket Co. has increased its capital stock from $30,000 to $175,000. Jackson—The Consumers Dairy Co. has increased its capital stock from $20,000 to $30,000. Allegan—The Lanz Furniture Co. has increased its capital stock from $150,000 to $200,000. Detroit—The Michigan Foundry & Machine Co. has changed its name to the Willis Piston Co. Muskegon — The Entiate Lumber Co. has increased its capital stock from $1,000 to $416,000. Rockwood—The Rockwood Silica Co. has increased its capital stock from $250,000 to $375,000. Three Rivers—The Armstrong Ma- chine Co. has increased its capital stock from $15,000 to $60,000. Menominee — The MHaskin-Moran- ville Paper Co. has increased its cap- ital stock from $750,000 to $1,000,000. Fremont—The Fremont Creamery Co. will be re-organized under ‘the Hutchins act for co-operative com- panies. Sturgis—The kirsch Manufacturing Co., metal specialties, has increased its capital stock from $250,000 to $1,- 000,000. Jackson—The Knickerbocker Co., manufacturer of milling machinery, etc., has increased its capital .stock from $60,000 to $150,000. Detroit—The Webster Cigar Co. has been organized with an authorized capital stock of $150,000, all of which has been subscribed and paid in in cash. Detroit—The Standard Paper Box Co. has been organized with an au- thorized capital stock of $1,000, $500 of which has been subscribed and paid in in cash, Detroit—The Warren Brick & Tile Co. has been incorporated with an au- thorized capital stock of $100,000, of which amount $70,000 has been sub- scribed and paid in in cash, Lansing—T. C. Hodson & Co. has been organized to manufacture and sell at wholesale and retail, novelties, toys, art goods, etc., with an author- ized capital stock of $50,000. Hamtramck— The Detroit Porus Inner Tube Co. has been incorporated with an authorized capital stock of $100,000, of which amount $50,000 has been subscribed and $25,000 paid in in cash. 3randel and Charles Dingman have organized the Owosso Boiler & Welding Co. The company has commenced the erection of its plant and expects to have it in running order early in May. Manistique—Capt. E. C. Coerper, Judson Hollenbeck and Ernest Knuth, well-known men of Manistique, have formed a co-partnership, known as the Manistique Manufacturing Co. and will operate a wood turning factory. Holland—The Safety Release Clevis Co. has been organized to manufac- ture and sell steel hitches, automatic coupling, etc., with an authorized cap- ital stock of $75,000, $63,000 of which Owosso—J. L. has been subscribed and $48,000 paid in in property. Cheboygan—The Cheboygan Tile & Brick Co. has been incorporated with an authorized capital stock of $75,000, of which amount $39,800 has been sub- scribed and $7,825 paid in in cash. Detroit—The Sutherland Leather & Felt Co. has been organized to manu- facture and sell articles from leather, felt, etc., for automobiles, with an au- thorized capital stock of $20,000, $10,- 000 of which has been subscribed and $7,500 paid in in cash. Detroit—The Carolene Products Co. has been incorporated to deal at wholesale and retail in condensed milk and all kinds of dairy products, with an authorized capital stock of $10,- 000, $5,000 of which has been sub- scribed and paid in in property. Monroe—The Monroe Paper Prod- ucts Co. has completed its mills on West Elm avenue and most of the machinery has been installed. It ex- pects to begin operation by July 1. The company has a fine plant and will employ about 100 people at the start. Paw Paw—The Paw Paw Canning Co. is pushing construction on its new cannery, which it hopes to have ready so as to begin operation by June 1. The main building will be 64x250, part one story and part two stories. Adjoining will be an engine room, 24x34. The 36 horse power steam engine will be installed. A pickling station will be conducted in connection with the cannery. 3ay City—The Bilt-Well Products Co., recently started at the old Boutell limekiln, will start production within the next few days. The company was organized by Michael A. Schmidt, Glen A. Freeman and T. R. Peterson, all of Bay City and has been incor- porated for $10,000. The principal products will be automobile floor boards and lock cornered battery box- es, also mouldings and roof slats. Traverse City—Capitalization of the Johnson-Randall Co., manufacturer of fiber goods, was increased from $50,- 000 to $100,000 at a meeting of the stockholders last week, the entire amount being immediately subscribed and paid in by members of the firm. The slogan, “From the Cradle to the Grave” has been adopted for the firm’s products. The latest article being manufactured is a patented casket, de- signed at the Traverse City Casket Co. by Ralph Ruebekam. ——_><->____ Review of the Produce Market. Apples—Sales are only fair on the following basis: MOmMucrm copys 28s ae $6.00 aaiman Sweets 22 4.50 Palwiis: 22 5.00 mussets Ge 4.50 Jonathans oes 5.00 Asparagus—75c per bunch for Calif. Bagas—Canadian $1.50 per 100 Ib. sack. 3ananas—9c per Ib. 3eets—$1 per bu. : 3utter—The butter market is con- siderably firmer, following the recent decline. Receipts of strictly fancy creamery butter have been somewhat light, causing the advance of 3c per pound. We look for a continued firm market on fancy creamery butter until the receipts show a somewhat heavier increase. The market on under-grade creamery also shows a somewhat firm- er tone, following an increase in the demand. Local jobbers hold extra creamery at 46c and firsts at 43c. Prints 49c per lb. Jobbers pay 18c for packing stock, but the market is weak. Cabbage—75c per bu. and $2 per bbl.; new from Calif., $4 per crate. Carrots—$1 per bu.; new, $2.25 per hamper. Cauliflower—Florida, $3.25 per 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—$2.75 per doz. for In- diana or Illinois hot house. Eggs—The receipts are somewhat larger this week, but in all probability the market will maintain a firm tone during the next few days. The qual- ity of eggs now arriving is very fine. Local jobbers pay 21%c this week for fresh, including cases, f. o. b. shipping point. There are no indications of higher prices. Grape Fruit—Fancy Florida stock is now sold on the following basis: ee $4.00 oo. 4.75 On 5.00 ea a ae es 5.75 io 5.75 a L.LhLU.LLrr 5.75 Ce eee 5.25 Green Onions—Shalotts, $1.25 per doz.; Evergreen, 20c per doz. for IIli- nois and Michigan. Lemons—Extra sell as follows: Fancy California OO sige, Per box 200 $5.25 27) Size per box 23) 5.25 ZA) Size, per box 2220208 4.75 Fancy California sell as follows: S00 ee $4.75 Lo. OA 4.75 0 4.25 Lettuce—l4c per lb. for leaf; Ice- berg $5.50 per crate. Onions—Spanish, $2.50 per crate of 72s or 50s; home grown in 100 Ib. sacks, $1 for either yellow or red. Onion Sets—$1.40 per bu. for white; $1.10 per bu. for red or yellow. Oranges—Fancy California Navels now sell as follows: 1 $6.00 i 320 See Ee 4.75 OP ee 4.75 Oe a 4.50 eee ee 4.25 Ce ee 4.25 ee ee S15 Parsley—60c per doz. bunches. Parsnips—$1 per bu. Peppers—Green from Florida, $1 per small basket. Pieplant—$3.50 per 40 Ib. box. Potatoes—Home_ grown, 40@50c per bu. The market is weak. Radishes—Hot house, large bunch- es $1.10 per doz. Spinach—$1.85 per bu. for Southern grown. Strawberries—$4.50@5 per 24 qt. crate of Louisiana. Sweet Potatoes—Illinois kiln dried, commands $3 per 50 lb. hamper. Tomatoes—California, $1.50 per 6 ib. basket. Turnips--$1.25 per bu, ew ¥ porate rete uit April 6, 1921 Essential Features of the Grocery Staples. Suspicion is beginning to enter the minds of the retail grocer that with stocks that have been carried over by the producer and the drop off in export milks, cheese, etc., are to be cheaper. In fact, cheese hit the to- boggan this week. The record low mark in all milk products is expected by some market prophets. As yet staples in groceries are the main thing that is moving. Dried fruits, cereals, syrups, seem to have sale. Canned vegetables have picked up some and soaps have sale. In fact, everybody seems to be buying staples, but there is not much pickup in fancy lines. At the reduced prices announced for berries there should be increased sale of these lines of tinned foods. For instance, where for two or three years raspberries and strawberries have sold at retail at from 50 to 70 cents, the consumer may now get the same goods at 35 to 50 cents and leave the retailer a good profit. With the demoralized condition of canned fruits the retailer has his choice of absorbing some of the loss, along with the producer and whole- saler or of holding his few cases thirty or sixty days and take a bigger loss, perforce or lose business to competi- tors who have taken the loss at once, and are using the money thus obtained in frequent turn-overs at the new mar- ket, with profit. A cleanup will enable the retailer to go ahead and buy and sell at a profit at the new wholesale figures. Otherwise he may defeat his own sales. A similar condition is found in dried fruits. Paper stocks continue lower, both for wrapping and in paper specialties that the grocer handles. And the ap- proach of the paris green season must be taken into account. Sugar—New York refiners and Michigan beet refiners are accepting orders on the basis of 8c, New York basis. Local jobbers have reduced their price on granulated from 9%4c to 9c. Prospects for the enactment of the Emergency Tariff bill, with provision for an increase of the duty on sugar, are held to be highly prob- lematical by some of the trade, but are considered to be a certainty by others, particularly those who have been in Washington recently sounding Senators and Congressmen on the subject. These report that sentiment is strong in favor of the immediate enactment of the bill, not only on the Republican side, but that a num- ber of Western Democrats, under the strong pressure being brought by do- mestic producers in their districts, have decided to vote for the measure and desire that it shall be passed quickly. On the other hand, there is thought to be a possibility that the strong protest coming from Cuban merchants, sugar mill owners and colonos may have weight in favor of the elimination of sugar from the bill. Tea—The feeling during the week has been rather easy, at least on some lines, particularly Japans. Japans are relatively scarcer than many other lines, but in spite of that the trade have felt that prices were too high MICHIGAN TRADESMAN and declined to buy until they were reduced. This applies to the finer grades particularly. India teas are al- so somewhat easier, but the balance of the line remains about unchanged. Coffee—The market for all grades of Brazil coffee is a little stronger for the week, although without any radical advance in price. Most grades of both Rio and Santos, however, are a slight fraction higher. Mild coffees are still weak and irregular. The whole line of milds is on a very low basis, so low that they can hardly go lower. Canned Fruits—The California sit- uation has improved in so far as the cheaper lines, taking in standards, are concerned, Those grades, because of their favorable price, have been taken by the domestic and the export trade and distressed lots at the recent low figures are not so frequently offered. Above standards the market remains depressed in all packs with the sur- plus not materially reduced of late. England is buying here and on the Coast, and because of the reduced freight rate is taking blocks regularly for direct water shipment from the West. On spot the movement is still in minimum lots, mostly in less than carlots. In the where the interior markets, have cut prices to the bone, there is a chance retailers their to sell an occasional car, but where prices are still at the old levels the outlet is not what it should be. Canned Vegetables—Another week has passed without any real develop- ment in the sale of futures. Aspara- gus has been selling and some in- dependent packers have sold their expected pack, which brings resalés to the fore, but there is no specula- tive demand to make the asparagus market much different from the bal- ance of the line, despite the fact that the opening prices already named are much below last year’s levels. A close clean up of the 1920 pack is another favorable aspect of the mar- ket. Contracts with growers in the Tri-States indicate that the 90c basis for No. 2 futures are in line with the tomato market on new goods. At present old packs can be had at 70c factory, with $1.05 for No. $s and $3.25 for No, 10s, Phere i no ad- vance buying but an indifferent call for jobbing stocks for immediate use. This makes a weak and depressed market. Corn futures resemble toma- toes, as they are offered at 90c@$1l for standards, according to the sec- tion, with the Southern old packs held at 80@85c factory and Middle Western at 85@90c. With a consid- erable surplus of unsold standards there is little desire to consider future contracts. Fancy and extra fancy futures are in a better position, how- ever, and some canners say they will pack no more than enough to cover the orders they are now booking. In corn and tomatoes the can situa- tion looms large, as producers are insistent upon a cut in prices which, however, does not seem likely at pres- ent. This is about the only possibil- ity which would lead to lower prices. Peas are offered for future delivery but the buyer is not in the mood to contract except for the fancy grade. The canner in most cases refuses to sell that line except in assortments along with standards. to date have been light. Sookings up Old packs on spot remain firm with the chief call for standards and cheaper lines. Extra standards are not wanted at prevailing quotations and fancy are almost out. Other vegetables are quiet and in more or less hand-to- mouth demand. Canned Milk—Reports from manu- facturers of condensed and evaporated milk indicated business somewhat conditions improved March. The tone of the market was steadier during and a much better feeling existed. Do- mestic trade increased in activity and to this rather than to a foreign de- mand is attributed the more satisfac- tory situation. Some foreign orders are being taken care of right along, but so far as figures are available this year’s exports are running way short of last year’s heavy shipments, es- pecially on sweetened condensed milk. Exports of this class of goods during January and February, 1921, amounted to but 19,700,000 pounds as compared with over 56,000,000 pounds in 1920. In the case of unsweetened evapor- ated milk exports were practically the same as last year. Germany continues to receive a large portion of the ex- ports from the United States, getting over 8,000,000 pounds out of a total of 14,000,000 milk which were shipped out of the pounds of evaporated This was in addition to over 2,000,000 pounds of condensed. To Cuba was shipped a larger quantity of condensed milk in February than any other single coun- try, and for the two months the total exceeded over 6,500,000 pounds. country in February. Fish—Red Alaska salmon is dull at $3.15 and up. Medium red Maine, California and imported sardines have Canned is still stagnant, as is chums. not widened their demand and all offerings are easy both in the local and in the interior trade. Tuna fish is shaded below the prices quoted where holders are anxious to find a quick outlet. Spring and summer buying are both insignificant. Dried the prune sky is visible at present, al- Fruits—No_ siiver lining to though the larger factors in the West are less inclined to sell as they expect outlet abroad, particularly through Germany for the smaller sizes in the California lines. a_ better Oregon prunes on spot are moving more freely than the Southern they are While advices indicate that the Coast mar- kets have improved, due to foreign goods, as sacrificed at greater discounts. buying and a fair movement to the interior markets, New York remains out of line with the balance of the country and is weak at the lowest levels which have prevailed so far this There is grave doubt in the minds of many operators whether the season. market will come back, since warm weather is at hand, when cold stor- age will be necessary. means That always consumption also. Outside of a scarcity of fine Blenheim apricots the market is quiet. Cheap lines will sell, but at low prices. While the demand is larger, it is not normal Dy any Peaches remain neglected for package and for box reduced means. 5 packed. The jobber is still using his own stocks mainly to take care of his own trade. Package raisins are steady to firm, but there is some price cutting Currants are ina stronger position on spot, as the price among the packers. differential below raisins causes them Dates and figs are in routine demand by the distributing trade. to be taken as a substitute. Molasses — Demand for jobbing quantities of the grocery grades is fair and the steady tone of the market is maintained. Blackstrap is dull and nominal. remain narrow as jobbers are buying from hand to mouth and at close figures. The movement from the South is light as conditions here do not favor in- Rice—Domestic channels creased supplies. All lines are more or less easy but showed a better tone at the closing than at the opening of the week. Tapioca—-The market remains dull and featureless with prices nominally unchanged. somewhat new-made goods, receipts of which have been light. The market on old cheese, however, remains steady to Cheese—The market is easier, particularly on rather firm, with a fairly active demand. -The market on pure lard is steady, the quotations ranging Pr ’Visions— about the same as a week ago. The supply at present is equal to the de- mand. The market on lard substi- tutes 1s weak, due to a moderate de- The mar- ket on smoked meats is about steady, there being an ample supply to meet the present light demand. The mar- mand and an ample supply. ket on barreled pork is steady and unchanged. The market on dried beef remains firm and in very light supply. The market on canned meats is steady and unchanged. Nuts—Walnuts have been on the advance and are held at stiff prices by the holders, who are carrying but little in the way of California stocks and not much in foreign nuts. The situation favors the seller, with every indication of a continued firm market 3razil nuts are being bought cautiously as they are until new nuts arrive. needed as fresh supplies are received. Filberts are quiet. Almonds are going into distributing channels in a mod- erate way. Again the retailer is reminded by the Paris Green wholesale houses to prepare against the farmers’ and potato growers’ need for this ar- being ticle. It is well known that early prices are accustomed to advance from 5(@@15e per pound and that three out of every five years there is a shortage of the stock at the height of the sea- son. Salt Fish—The mackerel market is easier. The demand has fallen since Lent is over and sellers are rather in- clined to press for sale. The decline is not great, but is nevertheless un- mistakable. siento one rn Bancroft—W. T. Robertson has sold his bakery to Edward Hodge and son, S. A. Hodge, who will continue the business at the same location. Mr. Robertson will remove to Galesburg and assume the management of his large bakery there. MICHIGAN TRADESMAN April 6, 1921 THE POSTAL SERVICE. The postal employes of the coun- try have at last come into their own. The cloud which has hung over them during the past eight years at the instance of Mr. Burleson has been removed, and the new Postmaster General, Mr. a policy of co-operation between the department and the 300,000 employes which promises to be mutually profit- Hays, has announced able and pleasant. Through two administrations the clerks, carriers, railway mail clerks and other employes have contended against most discouraging conditions. The Postmaster General declined to recognize their National organizations or to acknowledge their right to asso- ciate together. He refused their Na- tional officers leave of absence, as has been done for many years prev- iously; submitting their grievances and sug- gestions as a body, and turned his back upon their requests. During the war, when the cost of living mounted rapidly to unheard-of heights, the postal employes faced a difficult problem. Their services were needed by the Government, and many of them remained at their posts as a matter of duty when high wages in private employment were tempting them. The Government showed scant sympathy with plight, and, while Congress at different times vot- ed slight increases in pay, such action was almost invariably taken over the objection of the Postmaster General. Thousands of clerks and _ carriers yielded to the lure of higher pay and left the service, as a result of which the postal system declined to a state of inefficiency which made it a byword and a National reproach. Those who remained did so at great sacrifice, as a rule. Now the new day has dawned, a day of conference and co-operation, when the National officers of the em- denied them the privilege of their welcome at the Postoffice Department, and when a Postmaster General sits at the head of the table anxious to do everything within his power for the employes compatible with the public interest. It is one of the marked reforms coin- cident with the advent of the Harding ployes’ association are administration. In the postal servicé, more than in any other department of the Gov- ernment, the value of courtesy and senuine sympathy with the workers is evident. No other department touches the people so closely in their Postmaster General Hays has inaugurated a wonderful re- form, the benefits of which are al- ready apparent, and which will com- pletely revolutionize the handling of everyday life. the mails when the employes through- out the country realize that they are appreciated and that the Government intends to treat them with courtesy and fairness. THE BEST LURE TO BUYING. So far as retail trade is concerned, the early coming of Easter this year proved quite a boon. More than two months will elapse befo-e the Sum- mer season begins, although there may be warm spells in between, and this period will help to produce sales. This is especially the case as regards ar- ticles of wear for women which per- mit quick style changes. The Easter buying in the stores was quite fair, although, of course, not up to the high point of last year’s. Then, too, the average prices have been decided- ly lower. It is noteworthy, in con- nection with this, that as the season advanced, little if any stress was laid on the slogan “buy now,” which was put forward as a kind of panacea for all the trade shortcomings, and -the iteration of which was supposed to have some magical power in inducing reluctant consumers to rush in and take whatever was offered at any old price. Instead of it, the appeals made by the stores all emphasized the bar- gains that were offered, and the best business—in point of volume—seems to have been done where the price concessions were most marked and recognizable. Bargain sales were fea- tured daily during the whole of this month and usually with good results. The indications are that the lesson thereby conveyed has been taken to heart and will have a bearing on the offerings for late Spring and Summer. When persons are not eager to buy they must be tempted, and the best lure, as this season has shown, is that of low prices. A reflection of what this indicates has been apparent in the primary mar- kets. Jobbers been shopping around, even in the cases where very have drastic price cuts have been made, so as to get goods on the most favorable terms. Nor have their orders run much beyond the immediate require- ments. The uncertainty of values in this period of deflation has made them unwilling to take the risks which used to be the custom. A further incen- tive to this course has been the firm position taken by producers against attempts at cancellation of orders af- 30th wholesale and retail have refused to be stampeded by declarations that there would not be goods enough available when called for unless they put in their orders in sufficient quantity and far enough ahead. They have ex- pressed their willingness to take a chance on such a contingency rath- er than load up with material that will ter acceptance. buyers be unsalable on the basis of what it cost them. And this halting is likely to continue, despite the experiences recently in certain textile lines in which goods have been doled out un- der allotment. A continued stabiliz- ing of values and sustained buying at retail are needed before much change in this respect may be expected There are too many uncertain factors as yet in the situation both here and abroad, both political and economic, to permit a return to the methods of normal times. Happily, this period of uncertainty shows signs of coming to an end before many months. WOOL AND WOOLENS. Wool markets has slacked up greatly of late, due in great measure to the cessation of de- mand from this country. As a result prices have softened and the with- buying in foreign drawals at auction sales have been dealings have taken place in domestic wool, but they have larger. Some not been of enough extent to affect prices. The prospect of an emerg- ency tariff on wool has inspired more confidence in the holders of the ar- ticle, although those best informed can see no way how any tariff can be of service so far as the present domestic supply is concerned. They want the emergency tariff, however, because, with it, it will be easier to get wool on the dutiable list in the As has been repeatedly shown, however, there is permanent tariff bill. now sufficient wool in this country to supply its needs for a long time to come and this stock will soon be added to by the new clip, which is expected to amount to between 275,- 000,009 and 300,000,000 pounds. Notable in the goods market was the announcement of the sold up con- dition of much of the output of the American Woolen Company, which is allotting a number of its fabrics. The cutting-up trades have made arrange- ments for much of their production, but they are still in the dark as to the labor situation in the near future, on which their prices will so much de- pend. They are showing, howevver, more of a disposition to fight labor demands, instead of .givivng away to them, as they did for so long. Re- tail clothiers are still engaged in get- ting rid of stocks on hand and are net prepared to make commitments for fall. THE TRUTH-IN-FABRIC BILL. That Michigan’s “Truth-in-Fabric” bill has aroused wide interest was evi- denced by the large representation of Y | Drea 1a 8 ideas Manaus ; = We Want YOU To Say So TOO “Yes, Madam,” Says the Grocer, “White House Coffee is Different —Very Different— —and that’s just the real reason you will prefer it to any other brand. The ‘promise of a good cup of coffee’ you make to yourself when you put White House in your coffee pot is just as certain to be realized as that the daytime will follow the night. Users of White House invariably anticipate meal time for the keen enjoyment afforded by this splendid coffee, which always has the same delicious flavor that has made it the most talked-about and popular brand in the United States. Try it and see!’” farmers, manufacturers, and dry goods dealers who appeared to present their views at the public hearing on this proposition recently held by the State Affairs Committee of the House, who had the bill under consideration. The well-known arguments in fav- or of such a measure were ably pre- sented by Representative Henze, of Dickinson, and Representative Hol- land, of Gogebie. The representatives of the merchants and dry goods deal- ers pointed out that the enactment of this measure would work great hardships to the business interest of Michigan. They stated that in order for them to correctly label goods which they might secure from other states, and which, of course, would not be labeled when they received them, it would be necessary for them to employ trained industrial chemists, since only such specialists would be able to prepare an analysis of the goods as required by the proposed They felt that if any legis- lation along this line were desirable it should be National in its scope. measure. The bill as introduced by Reprpe- Henze would require that all cloth or clothing offered for sale in this State should bear a label stat- ing the amount of wool, cotton, silk, shoddy, or other materials contained therein, and that fur garments should carry a label showing the kind of fur while leather or rubber goods would have to be labeled to show whether or not they contained substitutes. The enforcement of this act would be left to the Food and Drug Commissioner. sentative LEE & CADY, Wholesale Distributors DETROIT—KALAMAZOO—SAGINAW-—BAY CITY = ae pusan: | 4 j dian Soratartmenaibcciat see anertterniaemeenasinaes “aa comtell > : PR cesme cieoees April 6, 1921 MICHIGAN TRADESMAN MORE BEET SUGAR. Beet sugar production in the Unit- ed States in 1920 exceeded the former crop record of 1915 by 27 per cent. and reached the high figureof 2,219,- 200,000 pounds, according to a pre- liminary estimate made by the Bureau of Crop Estimates of the United States Department of Agriculture. The Department states that the in- creased yield was the result of a com- bination of large acreage and favor- able weather conditions. Production of cane sugar is estimated to have been 385,974,000 pounds, so that the total estimated sugar crop for the United States was 2,605,174,000 pounds. This was 15 per cent. above the record sugar production for the United States in 1916 and 53 per cent. above that of 1919. Beet sugar has been gaining on cane sugar in pro- duction for many years, taking the lead as early as 1906. Sugar produced in the United States is said to be approximately one-fourth of the quantity consumed, and both the total and per capita consumption have steadily increased. The per capita was seventy-one pounds a year during 1901-05 and _ seventy-eight pounds during 1906-10. In 1913 and 1914, the two pre-war years, the per capita consumption rose to 86 and 90.5 pounds, respective- ly. In the first year of the war, 1915, it dropped to 87.5 pounds, and in 1916, to 79.6 pounds. A rise to 83.5 pounds was noted in 1917, America’s first year in the war. Despite the popular impression of a sugar scarcity in 1918, the rate that year was 78.7 pounds, followed in 1919 by 84.2 pounds. Then came a period of extraordi- nary sugar consumption with 92 pounds in 1920, and the total rose to the enormous quantity of 9,750,000,000 pounds, or 1,000,000,000 pounds more than in the preceding year. LOSS ONLY TEMPORARY. Those bright predictions with which the half-centenary of the purchase of Alaska was celebrated in 1917 are robbed of their luster by the Census 3ureau. We have known for some months that Alaska’s population fell during the decade to 54,899, a lower level than in 1900. A bulletin issued by the Bureau now shows that only one of the four judicial districts gain- ed in population. This was the First, the long, narrow strip that shuts _British Columbia from the Pacific and contains Sitka, Juneau, and Wrangel. Even the Third, where the new Gov- ernment railway is building, lost. In all, the Territory has about 10,000 fewer people than in 1910. We need not lose faith in the land’s sturdy future. The drop in popula- tion occurred during the war. In the two years 1917-18, Gov. Riggs recent- ly stated, Alaska’s net loss through emigration was nearly 15,000 people. Alaska’s history always shows mark- ed growth during a period of depres- sion in the States, and it is expected that the records for 1920-21 will dis- close unusual progress. The Gov- ernment railway had reached its 265th mile on the direct line from Seward inland by the end of 1920. It is be- lieved that the steady fall in mining costs will make possible an immed- late revival of Activity in the placer gold mining. fisheries is waiting only on the disposal of the present unsold cannery stocks. A number of new industries, moreover, are in sight. The Bureau believes that Southeastern Alaska can export 1,- 500,000 tons of paper a year, and a Forestry pulp mill has already been construct- ed on the Speel Rivver. An officer of the Biological Survey believes that ex- ports of reindeer meat will be worth $40,000,000 annually in a short time. Extensive lode mining is hoped for. Alaskans will not be daunted by a single unfortunate census showing. LOSE THE FOURTH OF JULY? Do you realize that we Americans have in large measure discarded our greatest National holiday, Independ- ence Day? The Fourth of July that in the days of our fathers sent at least a passing patriotic thrill through the people, is in danger of extinction in so far as it commemorates to the masses the winning of our National independence. Many worthy organ- izations are striving to keep alive the “spirit of °76 in this holiday but to numbers among the people of the country the day has lost its National significance. Do you think this is right? not the melting pot mid-summer increasing Does require all the under it? Do not thousands upon thousands of our na- fire we can put tive born need at least once a year a renewal of their store of patriotism? No one make Independence day an occasion of empty patriotic pomp. No one would deprive the people of a day of rest and recrea- tion—free from all restraint. But must be a way—in "the Pourth’ an popular patriotic would there which to make occasion of celebration, espec- tally in the great cities, a day in the proper observance of which the peo- Love of country cannot spring from coercion, ple will join spontaneously. The weeds that otherwise would choke it can be cut but it can be encouraged. of selfishness and_ indifference down and love of country made to flower. A BAD BET. The man who bets against the U. SA With big crops, abundant gold supply, is going to lose his money. stocks and securities down to less than intrinsic values, he is a poor forecaster who can see only disaster ahead. There may be temporary checks to prosperity, there may be a knockout for insolent soviet influences, there may be a hard rub here and there occasionally, but the general trend and definite purpose of the country is to go forward, not backward. Vicious and_ traitorous tions like the unions are going to have the fear of God planted in their hearts this year, in the organiza- form of a hearty respect for the public they now flout and The man who bets against this country is going to lose. threaten. It looks suspicious to go into a Chop Suey restaurant and see a Chink waiter eating a ham sandwich. PRICES FOR FARMERS. Secretary Wallace in his long state- ment on the farm situation declares that the causes of the farmer’s dis tress are two; they are the of production and the fact that “prices of farm products have dropped o of all proportion to the prices of Other things” Cattle and hogs sell in Chicago at 20 to 25 per cent. above pre-war prices; but pig iron, cok oil, and building materials range from 100 to 200 per cent. above pre-war The agricultural “oOntinue, as Secretary fevels. [his 1s true. depression will Wallace says, until there is a levelling of prices so that the farmer will have to sell a bushel of corn to buy a pound of breattast food or a half dozen calf hides to get pall OF shoes. Yet the farmer enjoyed a longer period of high price ; than almost Other producer. The Government indexes of wholesale prices show that his products went up earlier than most commodities. Taking prices as [00, tarm products sold in the years 1916-18 incusive for prices represented by 122, 189, and 220, whereas building materials | 101, 124, and 161, and house furnish- tes sold at £15, 144. and 196. Fuel and lighting rose to 119 and 175 fell acain to 163: “miscellat Vaneed to §20. 155. and 196 in th three V@ars \ll these increa cS were less than the firmer’s Wh 1 } 1 turn to metal and metal products, on which the farmer greatly depends, the initial increase was faster—to 148 and 208 as index 1917. did not continue rising when we en- tered the war. The index number fell ta [Si in 1918 and 16] The farmer’s lot to-day is a ha numbers for 1916 and But this group of comm but when the balance is struck last four years he is not the worst sufferer in the community. FEWER BLASTED LIVES. Only those who have proved them selves worthy of trust, those who have been “weighed in the balance’ and not found wanting, sh | be allow ed to hold positions of trust Che many recent disastrous events in the lives of young people holding re sponsible positions indi ite some thit radically wrong No one knows the mind of the young man, not even the young man 7 self. It is an unknown quantity. one can tell what will happen n it is put through a severe test, thing which never should be while it is in a pliable state. The 1 should be withheld until it be- s thoroughly adjusted by years cttla! serv r young man can learn the banking ness without carrying the keys of institution, having access to the or weighing the cash. The hlyv re sponsible positions should be ° ripened and men naturally matured, men whom the tempter long ceased to tempt, men who gone through the school of ex- ind have kept their records ten who are thinking more tbout steady employment than steady ‘tion. When 17 Vill be this is done, the more satisfactory to ne, with less heartaches and abe LS 2 ie ee oe ! Send Us Your Statement OW conference frequently does a with your bank in the ‘Send us your statement?” result request To the bank, your statement pleads your case far more than eloquently any oral appeal. And the story it tells has added weight when prepar- ed by Certified Public Ac- countants whose standing in banking circles is recognized. Such standing can only be the result of a reputation deservedly achieved. Seidman & Seidman Accountants and Tax Consultants GRAND RAPIDS SAVINGS BANK BLDG. New York Newark Washington Jamestown Chicago Rockford Broadway Radiant Lamp Best Light for and Factories. Stores, Offices We have exclusive agency for Grand Rapids. We furnish these lamps at $7.50, Fung on your present fixture. Jingle our phone and we will hang one lamp for your inspec- tion and comparison. W. M. Ackerman Electric Co. 5 49 Fifth Ave., Grand Rapids Citizens 4294 Bell 288 8 MICHIGAN TRADESMAN April 6, 1921 DISTURBING ELEMENT GONE. The complete collapse of the United Stores Corporation removes from the Michigan a sinister organization which has cast mercantile horizon of a dark shadow over the career of many a merchant. From the inception of the under- taking the propaganda disseminated by the organization was based on Merchants were wheedled into joining hands with wind, pretense and fraud. the company by false pretenses which should have landed the promoters in the penitentiary. produce the desired result, tiey were threatened with elimination by pre- tended superior managerial ability and ample capital of the corporation, If wheedling did not which was all bosh. Twelve hundred farmers and small town soreheads were inveigled into investing $200,000 in this bogus or- ganization by appeals to class preju- dice to which none but crafty dema- In order to ac- complish this result, legitimate mer- chants were held up to scorn and ridicule as practicers of extortion and gogues would resort. profiteers of high degree. This sort of claptrap attracted a certain class of investors—-men who never bore re- putable merchants anything but ill will; men who have long been loud mouthed in their denunciation of regu- larity in trade and decency in mercan- tilism; men whose names have long held prominent places on the dead- beat lists of all classes of business or- ganizations. Of course, there are noteworthy exceptions to this sweep- ing classification, but the exceptions are by no means numerous. It would require more brains than were to be found in this gang of com- mercial pirates to harmonize such dis- cordant elements and create a work- ae al appearances they made no effort to ing organization therefrom. satisfy their stockholders or give them anything that bore any resemblance to Their watchwords were evidently Addition, Division and Silence. So well did they follow this plan that it is very doubtful whether any stockholder will ever realize so a square deal. much as one cent on the dollar on his “investment.” For years the Tradesman has con- demned this organization and predict- ed its downfall. The only wonder is that it managed to stay on earth as long as it did. Now that it is out of the way, the field is open for some other cheat and fraud to create some- thing a little different and present the proposition to the same men who stood up to be sheared by the Vedder- Bramble gang of sharks and shysters. AN ONION CAMPAIGN. It is rather unique to find economic reformers so uniformly attacking the food cost problem purely from the basis of dollars, without the slightest reference to the public taste or the public vagaries. The latest instance of this comes from the Department of Agriculture at Washington starting an “Eat Onions” campaign, just be- cause onions happen to be cheap and because some medical authority de- creed that valuable spring food. The circular on the sub- ject argues as follows: “Just now the American housewife is paying 2c per pound for old onions onions are a at the grocery store, yet onions are selling for less than %c per pound in producing districts and at seven- tenths of 1 cent per pound wholesale, say marketing experts of the Bureau of Markets, United States Department of Agriculture. “To help remedy the situation the 3ureau of Markets suggests that re- tailers, the chain stores and public markets throughout the country buy up some of the present surplus stocks and make onions a leader at a rea- sonable profit, so that farmers will be encouraged to grow onions another year and consumers to eat onions without suffering any financial set- back. “According to reliable estimates onion holdings on March 25 totaled 2,500 cars. Shipments after April 1 in recent seasons have averaged 200 to 300 cars. A production of early onions of about 7,000 cars is forecast for Louisiana, California and Texas.” It might be a good idea to add a few merchants to the economic forces of the Department of Agriculture. If the shipments in recent seasons have been 200 or 300 cars it ought to be evident to the normal mind that that is about as many onions as the public cares to eat, and that it would be absurd to expect it to dispose of 2,500 cars or 7,000 cars of onions in place of the normal demand of 300. The old Biblical reference to “asking for bread and giving a stone” would cer- tainly be outdone if some one asked for apples and was obliged to eat onions just because they are cheap, or when one feels disposed to have ice cream for dessert to be encouraged to substitute onion soup just because onions are cheap. It is all very well to start a cam- paign for increased consumption of certain things, but in the long run the American consumer usually refuses to take what he does not want. He may complain — and undoubtedly will — about the high cost of living as long as he has breath, but down under- neath he “wants what he wants when he wants it,” whether it is high priced or not. BETTER MANNERS. It always comes down to the same thing. This time it is a Detroit man, a member of the Board of Education, who deplores our growing unmanner- liness. He begins in the usual way by lamenting the failure of men to re- move their hats in an elevator in But his real grievance emerges in his outcry over the strange rudeness of children. “The children of to-day,” he complains, “do not respect their pdrents. Ample proof of this’—as if any proof were neces- sary—-“‘lies in the fact that many par- ents come each week to our schools to ask how they can establish control over their children.” The world would be much happier if it recogniz- ed that some things are impossible. When you at last understand that per- petual motion, for instance, is unat- tainable, you have freed yourself of one source of worry and disappoint- ment. And so with what the Detroit educator finely terms “establishing control over children.” When we have established control over cyclones we shall perhaps be justified in at- tempting more ambitious tasks. which there are women. MEASURES UP TO HIS TASK. These are some of the Americans sent by the United States Government to represent it at the Court of St. James’s: James Madison, John Q. Adams, Martin Van Buren, James Bu- chanan (all future Presidents of the United States), Edward Everett, Washington Irving, James Lothrop Moiley, George Bancroft, Charles Francis Adams, James Russell Lowell, John Hay, Joseph Hodges Choate and Whitelaw Reid—truly a notable array of statesmen, publicists, and men of letters. To England we have sent our best. Col. Harvey now takes his place in the notable succession. There will be no lack of good wishes to follow him to London. The country will be al- most prayerful in its attitude of wish- ing him well, of ardently hoping that he will measure up to his great task. The qualities that'an American en- voy to Great Britain must possess are always rare. To-day—of all times— our representative should possess these qualities in superlative degree. He must be temperate in utterance as well as deportment. He must be tolerant, informed, sympathetic, cour- ageous, truly representative of the most intelligent opinion of his own country to which he is accredited. In the hands of the American and of the English peoples lie the security and well being of the human race: If Great Britain and America, whose ideals we firmly believe to be funda- mentally in accord, can, in the next few years, be brought into closer ap- preciation, each as to the other’s dif- ficulties and problems; if they can be persuaded to forget minor differences of view and of prejudice; if they can grow to a common understanding of their mutual obligations and respon- sibilities to the world, they can be- come the leaders along the path of world progress. All those points of opinion and of utterance in which many of us have radically differed with Col. Harvey are now forgotten in the hope which all Americans must feel that, from this time forward, Col. Harvey, with his keen intelligence, will measure up to the standards set by that great, that heroic group of men whom we have, for generations past, sent as Ameri- ca’s envoys to our kinsmen of Great 3ritain. GERMAN FILM PROPAGANDA. The Isis Theater (Grand Rapids) is advertising to present next week the film play, Passion, which is only an- other name of Mme. du Barry. A motion picture broker in New York lately received for sale in Ameri- ca some forty motion pictures, all made in Germany, but none of them dealing with German life. His state- ment that the American public could hardly be expected to welcome scenes showing the late enemy at home is reasonable enough, but the character of some German productions of the recent past or the near future sug- gests that the wily foe may have a truly German motive in locating all his pictured stories in foreign lands. There was lately shown here, with great success, a German picture based on the life of Mme. du Barry and the frivolities of the Court of Louis XV. ‘tidal wave of reform rolls on. Announced for early appearance is another spectacular production deal- ing with Anne Boleyn and the habitu- al matrimony of Henry VIII. = In process of preparation is a history of Catherine the Great. England, France and Russia having thus been exposed in all their infamy, one waits for a pictorial biography of Cesare Borgia, unless the Germans still hope to drive a wedge between Italy and the rest of the Allies. The Germans have heard that America is a great moral nation. To their single-track minds it must seem only natural that, after going to his neighborhood movie and learning the infamies of British, French and Rus- sian history, the solid American citi- zen would come to the conclusion that only one nation in Europe was moral enough to deserve his approbation. And so it may be, unless the present If that happens, the American picture fan— assuming that he is still allowed to see the pictures—may think that back in the days of Henry VIII. England was merry indeed, and that something is to be said for such a liberal coun- try. THE SURPLUS OF COTTON. Of the cotton produced in 1920 in the cotton-growing district east of the Mississippi, the Federal Reserve Bank of Atlanta reports in its month- ly bulletin “approximately 60 per cent. is still held and a large pro- portion of it is pledged as collateral for loans on a_ basis considerably above the present low market price of the staple.” Regarding the pros- pect of smaller acreage for the 1921 cotton crop, the bank merely states that “the campaign for reduction in acreage is being actively prosecuted.” Amount of fertilizer purchased by farmers thus far in the season is believed to be not more than one- fourth of the amount usually bought by this time of the year. But on the other hand, “all indications are that crops raised this season are to be the cheapest crops raised in a number of years; farm labor is report- ed ample, and increasingly efficient.” CANNED GOODS SITUATION. “Let the future take care of itself” is the slogan of the canned food dis- tributor, as his motto is “Sufficient unto the day is the evil thereof.” That expresses the situation in a nutshell. The buying is for immediate consump- tive requirements and warehouses are no longer chiefly utilized to carry a surplus for subsequent distribution. The prevailing desire is to keep stocks moving so as to have little money in- vested and have it possible to make frequent turnovers of capital and stocks. A day-to-day demand, such as exists, is responsible for the inactive state of the market. No boom is in sight and no indication of a material change for the better. On the Down Grade. Sears-Roebuck’s sales for March were $20,105,904, compared with $27,- 477,946 in 1920, a decrease of $7,372,- 042, or 26.83 per cent. Sales for the three months ended March 31 were $49,706,969, compared with $85,170,- 989 in 1920, a decrease of $35,464,020, or 41.64 per cent. poomvastlismancemant ein ceintanceeceasestissninasnOennah dan ssn sansa aii caliaremantmeeees Osan = £ et & MICHIGAN TRADESMAN re a o re o = = 3 & < Bo RSPR RSH e ee a 12 Ree es BRR RSS De 8 eRe eee tS 10 MICHIGAN TRADESMAN April 6, 1921 Michigan Retail Shoe Dealers’ Assocla- tion. 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- naw. Marked Progress in Shoes for Little Folks. Each branch of shoe fitting has its own problems. The men’s is most difficult as to sales getting, the wo- men’s the most active and carries with it an element of style that simplifies price argument, the boys’ is a wear and price battle, and the misses’ and children’s the steadiest of all. Knowing this, too often the misses’ and children’s branch receives the least attention on the part of the mer- chant, stocks being indifferently kept up. Where stores are so organized that the children’s department is un- der the direction of one man, special- izing, you will find an active and a growing business. Men may strike against price and can undoubtedly stretch the wear of their shoes 25 to 50 per cent. if they Women are so con- stituted that they can be made to buy the new, and with them the style fea- ture is so important that price is sec- ondary. But whether business is good or bad, the children have to wear just about so many pairs of shoes a year. During the past year reports agree almost wholly that the misses’ and children’s business held its own when see fit to do so. other branches were wobbling. But too often the cautious buying of the past year has affected the possible sales in the children’s group. Manufacturers of juvenile shoes have been busy, but it is well known that there is no over supply in factories making this class of footwear and there exists right shortage of small shoes. misses’ and now a real We cannot over emphasize the fact that merchants can safely plan for a steady business on the small shoes ‘egardless of other conditions, and while in circum- stances it may be wise to be conser- vative on the big lines, the children must and will be shod as fast as they certain times and wear out or outgrow their shoes. When the slump came in the indus- try juvenile factories for a brief per- iod were run on short time but they were the first to recover and have been and are now busy. During the war children’s shoes ‘vere high in price, the big factories had the call on the best help, and styles were necessarily held down to a minimum to increase pair produc- tion. When the necessity no longer existed, however, novelties in small shoes were made and have been sold freely. The smaller the child the & ester the household pet, and fathers and mothers in every walk of life take pride in dressing up che little tots. To-day novelties in children’s foot- wear are selling faster than ever, and there is a splendid opportunity for a shoe merchant to increase sales in this end of his business. Retailers must hold up their sales by increasing pairs on the downward slant, as unit prices are now 35 per cent. lower than two or three seasons back. For fall the indication is that for misses and big girls the lace or Blu- cher style will bulk large sales, and button styles will be in greatest de- mand for the smaller sizes. Tans will shade somewhat lighter in color as in men’s and women’s lines. Perfor- ations will be used, but not to the ex- clusion of plainer patterns. Fancy patterns with colored tops will be used in the smaller shoes. White buck and patent with white tops have become the staple “dress-up” shoes for larger children, with white buck increasing in favor all the time. Marked progress has been made in catering to the wants of the girl of 12 to 14 years, and smart, neat toes, with low heels, have superseded the ugly and unnecessarily wide heavy toes in big girls’ sizes. A great many merchants now fea- ture lasts carrying heels of 8/8, 10/8 and 12/8 in height, graded progres- sively as to toe and arch, as a fea- ture in their juvenile department. This idea could well be adopted by more merchants. The important things are to have a well planned stock, keep up the sizes and render an honest fitting service, capitalizing the idea of completeness and a determination to do a good job. The public will respond.—Shoe Retail- er. ——2.+»___—__ Sporting Stores Handling Footwear. Specialty shops that have hereto- fore shown little interest in footwear for men or women are now flirting with sport wear in the more extreme styles. These shops are of the type selling golf outfits, tennis parapher- nalia, skating outfits, etce., that pre- viously showed no disposition to in- clude any sort of shoes in their lines. Recently these merchants have chang- ed front and are taking in stocks of hose and shoes to fit their prospective demands. Big prices are asked and paid without protest in these shops as a rule. In a_ store that until recently handled only sport equipment it was said a few days ago that very heavy golf shoes had been added, imported from England and priced to sell around $15 to $25. These shoes are more boot than shoe, profuse in decor- ative effect and have half-inch soles. Scotch hcse has also been added to the stock, The owner of the store explains the new drift in something of this fashion: “The more exclusive country clubs are requiring their members to dress,” he said. “This results in something of a dress competition, and men who come in to buy golf sticks or rackets are impressed with the fact that to be up to the minute they must buy every- thing new they see. A great many golfers play on the public links in or- der to avoid the dress requirements of the clubs, but there are an equal num- ber who like the snappiest effects and rather enjoy being the last word in everything. Price is seldom dis- cussed if the article fills the wearer’s conception of his needs.” ———_+~+- Value of Rest in Bed. A patient lying in bed, knowing how to relax, lives with the least expendi- ture of energy. It takes 20 per cent. more energy to sit in a chair quietly than it does to lie in bed. It takes about 50 per cent. more energy to sit in a chair and engage in active con- versation than it does to lie in bed quietly. And it takes 100 per cent. more energy to walk around than it does to lie in bed. And if the patient is working it will sometimes require 300 per cent. more energy than is re- quired by rest in bed. Shoe Store and Shoe Repair Supplies SCHWARTZBERG & GLASER LEATHER CO. 57-59 Division Ave. S. Grend Rapids GRAND RAPIDS It is the light shoe with the durability of the iron horse shoe that \s needed and asked for by the working man to-day. Fit him with a pair of Rouge Rex More Mileage Shoes and he will be able to work with a smile. They are priced right. HIRTH-KRAUSE Tanners and Manufacturers of the Rouge Rex More Mileage Shoes MICHIGAN 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. snap The merchant who cannot adapt himself to the new conditions in the business world is not long for a profit- able business. + People like to buy from a man who knows all about his goods. Are you making yourself a specialist in your line? 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 100 to 200% more wear. actually giving 22 consecutive weeks of service under all kinds of More Wear, More Style, Greater Economy the three essential fac- tors in boys shoes are embodied in The HOWARD Line. REVISED PRICES. Boys Black or Tan Eng. or Nature Bal. B-E 214-6 ___-----_-----$3.85 Youths Black or Tan Eng. or Nature Bal. B-E 12%%-2 ____----_--- 3.60 L. M. Black or Tan Eng. or Nature Bal. C-E 9-12 __........------ 3.35 Mail your order to-day for April 10th Delivery. RINDGE, KALMBACH, LOGIE CO. GRAND RAPIDS, MICHIGAN Makers of Good Shoes Since 1864 One pair cS Glazed Colt Plain Toe Oxford Rubber Heel St. No. 150 at $2.65 ONE GRADE ONLY—THE BEST BRANDAU SHOE CO. Manufacturers WOMEN’S SANDALS JULIETS and OXFORDS .— e Glazed Colt Comfort St. No. 25 at $1.90 SAMPLES ON REQUEST DETROIT $357 Sherman St. Wholesalers MEN’S DRESS & SER- VICE SHOES 12 COCR _ ~~ — — — — O MICHIGAN TRADESMAN . Cire ges Gradually Working Down To Normal Conditions. material interests are governed by so many conflicting cir- America’s cumstances that it is not possible at the moment to determine just how far progress is being made in the direction in which we believe normal lies. Every new day presents a new aspect to one or another of the com- mercial and economic problems with which men are wrestling, and every new day finds business sentiment swung backward or forward accord- ing to the - construction that is placed upon the significance of passing events. On one day lately the newspapers printed an interview with a very well known Western bank immediate president, in which industrial condi- © tions were pictured as being as critical as at any period since the reconstruc- tion days following the Civil War; the same newspapers the following printed an interview with the president of one of the country’s lead- ing industrial corporations in which day the situation was presented in distinct- ly favorable colors, with a very defi- ite predictign of active trade in the near future. Generally speaking, business senti- ment shows an improvement over the earlier months of the year, and in a number of directions tangible im- provement in operations is shown, in spite of difficulties. Difficulties con- front the United States at this time, but serious as they are, they shrink in importance when compared with dif- ficulties of other world. countries of the Relatively, we are an exceed- ingly favored people, who have gone through a period of such severity that, had we not been granted inherent financial strength, capable business leadership, and a banking and credit mechanism that functioned with re- markable precision, we would have suffered severe consequences. Deflation has of course been painful: but it has been orderly, and up to the present has carried us a very long way from the exaggerated and fic- titious prosperity of last year toward real stability. How much further in is to proceed in the immediate future is still to be determined. The curren: movement of prices is not a criterion on which we can safely count; having suffered an extreme decline in certain commodities, prices are being arbi- trarily maintained in certain other commodities—notably steel—and the ‘road indication of price movements is, therefore, partly concealed. Outlook in Money Market. Easier money conditions have been talked of lately, but indications of a declining tendency of rates have not been pronounced. The position of the Federal Reserve Banks has shown progressive improvement, and the fact that the Treasury has been enabled to borrow on its treasury certificates in the open market at less than 6 per cent. is hailed as an indication of re- turning ease. Money conditions are improved, the shrinkage in the volume of the country’s business has _ les- sened the urgency of the demands for funds. However, the banks are still heavy borrowers from the Federal Reserve System, and loans for some time to come will be beyond the point at which the banks can comfortably meet the situation without themselves borrowing from the Federal Reserve. Corporations and firms whose paper heretofore found ready sale through commercial paper brokers now find that market practically closed as a source of supply for their needs. In- deed, in many cases recourse is had to their bankers for increased lines to meet maturities from the open mar- ket. Continued heavy re-discounts by the commercial banks in nearly every part of the country is the only explanation that is to be offered for the extreme caution which the Federal Reserve “Board still exercises in guarding care- fully the gold that is held in its re- serves. It will be interesting to watch the movement of reserve ratios of the Federal Reserve Banks during the coming weeks; there is developing a theory that rather than permit the per- centages to rise to a figure which might impel a lowering of re-discount rates, the Board will prefer to release gold for general circulation through- out the country, thus keeping reserve ratios down and avoiding the pressure that a high reserve would bring from every part of the country for reduced re-discount rates. Needs of the Situation. It is properly said that the world cannot sit helpless because the ma- chinery of its own civilization has ceased properly to function. If the world’s commerce is to go on and expand, distribution must be restored. People anxious to work must be freed from obstructions imposed by their temporary liability to pay for raw ma- terials, and nations surfeited with raw materials likewise be freed from the obstructions that prevent them from selling those materials to countries which need them. Thus it comes to be suggested that the delicate system of international exchange that required more than a century to put together to facilitate trade be discarded and that barter take its place. It would seem, after all, that the human family, in spite of the complicated appliances that civilization has built up for its prog- ress, has not go so very far away from its primitive habits. It is in- April 6, 1921 )R¢ VILLE LLlLllldelLLLlLiLllllllledldddddle > o SECURITY UU Cas of principal always should have first place in the thoughts of the true investor. Esiablished 1853 Bonds are an ideal form of investment. Follow the example of banks, estates and insurance com- Invest in Bonds. panies. Safeguard your princi- pal That should be your main consideration. Bond Department Le 9 NATIO; \ l Ease CIN \ THE OLD NATIONAL BANK Grand Rapids Regularly Examined by United States Government Examiners Monroe at Pearl LLL. Ld dddddadddaadliliiililibididddlidddiddhbhdhhdiddidbddbddddbddddddddlddddddddddda Doo ax o )3¢ ULL MIU M MMMM hhh WHAT will become of the money and property you will some day leave behind you? Do you care? Do you intend your wife and children to be the ones 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? long would your estate last in inexperienced hands? How 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- ents. It will be a pleasure to talk the matter over—no obligation. [;RAND RAPIDS [RUST [,OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 When Money Takes Wings a ee ee a ren AS Stem ———_ een cs era swereniee sian ected! TS San | i | seine aera —————§ "ite acto April 6, 1921 stinctive to barter; a boy will “swap” a top for a knife, a knife for an apple, an apple for a kite. It is precisely this example that is now suggested for the promotion of international trade. But turning back the clock of time and conducting twentieth century af- fairs in the manner of the tenth cen- tury hardly would maintain America’s export and import trade in a volume sufficient to promate the welfare and prosperity of the millions of our pro- ducers. The Standard of Value. Pure barter in our existing econ- omic scheme of things, without any standard to gauge values, is out of the question; were it to be attempted business would rapidly fall into chaos. Every modern business man must of necesity measure the value not only of what he produces but of what he takes in exchange for his product, and in order to have anything like stability he must measure every trans- action upon which he enters in terms of gold value rather than in terms of exchangeable value of goods. The value of gold being stable, goods fluc- tuate in terms of gold, and thus, while it is possible by barter to exchange one article for another, gold supplies the single definite measure of all rela- tive values. Gold is a convenience, but it is a convenience definitely fixed in men’s minds by the custom of cen- turies, and our whole economic sys- tem is based upon that custom. True enough, a certain amount of barter has gone on for some time in our foreign trade. American export- ers have shipped goods into foreign * countries, and instead of cash have taken goods produced in those coun- tries, bringing them back to the United States for sale. For example, a manufacturer of typewriters is re- ported to have taken in return for his products a quantity of eggs and bristles. A manufacturer of Ameri- can locomotives is said to have taken oil. A manufacturer of electrical equipment is said to have taken silks and pottery. All this shows that outright barter in a limited degree is possible, but the very instances in question in- dicate the hazards involved—hazards, indeed, that American business men in general would refuse for a moment to consider. Practically, barter between the United States and other countries could be carried on in a small way if the raw materials or manufactures of this country were exchanged for the manutactures of raw materials of an- other country. It might be successful if our raw materials were shipped to another country, there to be worked into manufactured goods of which part would be retained by the manu- facturing country in payment for its labor, and the remainder sent hither as our share of the profit on the trans- action. To be successful, however, MICHIGAN TRADESMAN 13 barter would require either that it be undertaken at first by people of suf- ficient resources to enable the initial expenditure while waiting for a re- turn on their capital, or by a liberal extension of credit. Thus it is seen that the system of long-term credit made possible by the terms of the Edge act might be sup- plemented to a limited degree, as time goes on. by a system of supplying raw materials to countries like France, Italy, Germany and Austria, whenece they might be returned in manufac- tured form, to the mutual advantage of all concerned. The World’s Chief Problem. Still, when we consider the world’s trade difficulties as a whole, we can- not avoid the conclusion that they are the result not of inadequate exchange facilities, but of faulty distribution. One part of the world has too little for its welfare; another part has too much. No system of barter can remedy this. Broadly speaking, what is needed is a scientific system of mer- chandising and credit. The American people have built up a tremendous ca- pacity for production and must find a means of distributing their surplus products in order not only that their own welfare may be promoted, but in order that their own prosperity may continue. A carefully formulated system of credit which will distribute the sur- plus products of America to markets elsewhere is a far more practical solu- tion of the problem of distribution than any other single thing. If this credit is granted for a sufficiently long time the prosperity of needy people abroad can and will be re-established, and repayment will be made. On the other hand, if this credit is withheld the whole standard of civilization among needy people will be lowered to a point dictated by their economic circumstances. As for ourselves, if, through circumstances like these, the civilization of the four hundred mil- lion people of Europe is dragged downward, we could not escape the result without much suffering. at tt What Does It Matter. It matters little where I was born, Or if my parents were rich or poor, Whether they shrank from the cold world’s scorn Or walked in the pride of wealth secure; But whether I live an honest man, 4nd hold my imtegrity frm im my eluten, I tell you, my brother, as plain as } can, It matters much! It matters little how long I stay In a world of sorrow, sin and care; Whether in youth I am ecalled away, Or live till my bones of flesh are bare; But whether I do the best I can To soften the weight of adversity’s touch On the faded cheek of my fellow man, It matters much! It matters little where be my grave, If on the land or in the sea; By purling brook ‘neath stormy wave, It matters little or nought to me; But whether the angel of death comes down And marks my brow with a loving touch, As one that shall wear the victor’s crown, It matters much! recommendations. WE OFFER FOR SALE United States and Foreign Government Bonds Present market conditions make possible exceptionally high yields in all Government Bonds, Write us] for HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Bank Bldg., Grand Rapids, Mich. We Suggest That in appointing your Trustee to act during your absence, you name this Company. You want dependability and efficiency. You want permanence and financial responsibility. If you choose an individual and he dies you have to repeat the operation. This may happen several times. Our relation to the investment market is such that we can benefit estates that should be kept safe and free from speculation. Our Trust Officers will be glad to confer with you. Oldest Trust Company in Michigan. THE MICHIGAN [RUST COMPANY GRAND RAPIDS, MICHIGAN GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED CAMPAU SQUARE The convenient banks for out of town people. Located at the very center of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our institutions must be the ultimate choice of out of town bankers and individuals. Combined Capital and Surplus —. $ 1,724,300.00 Combined Tatal Denosits ....................__.. 10,168,700.00 Combined Vocal Resources _....... 13,157,100.00 GRAND RAPIDS NATIONAL CITY. BANK C©rsty €~RGSBT & SAVINGS BARE ASSOCIATED 14 Things Every Insurance Agent Should Know. The ideal adjuster has been fre- quently described, both facetiously and half seriously, as a paragon of versatility; and the old time adjuster, who is rapidly passing, was supposed to know a little of everything, even a smattering of insurance. The pres- ent, however, is an age of specialists, and the adjuster is to be congratulated if he knows even a few things well. Sut one of the things he must know, and know well—and this applies as well to the local agent as to the ad- juster—is the insurance contract. Volumes have been written on the subject of the law of agency. In prob- ably no business does the agency ques- tion play so important a part as in insurance. Speaking generally an agent may not serve adverse interests, certainly not in matters that neces- sitate exercises of discretion, for ful- fillment of duty toward one is hardly compatible with loyalty to the other. This, however, does not prevent an agent from acting for one party in connection with one phase of a trans- action and for the other in connection with another phase. A broker may act as agent for the insured in placing the insurance, and as agent for the insurer in delivering the policy and collecting the premium. On the other hand, although he may have authority to place the insurance, he will not have authority to accept notice of cancellation, unless he has general agency powers, and these he does not ordinarily possess. Then, again, the agent of two or more companies with authority to bind the insurance may be invested by the insured with authority to select the company in which to write the policy, but this power does not of itself ex- tend to accepting notice of cancella- tion. The situation is anomalous and to what extent an agent in insurance matters will be permitted to carry water on both shoulders has not yet been thoroughly defined by the courts. The general rule is that one can- not serve two masters and the at- tempt on the part of an agent to do so frequently results in his exceeding anetneuaaiomtananateeceaeneanecietiontsemtaeteeeieeetettest ere ee ee MICHIGAN TRADESMAN the limit of his authority, with the sequel that litigation ensues. If, how- ever, either principal has previous knowledge of the dual relationship of the agent, he would no doubt be stop- ped from objecting to a contract which he has tacitly permitted to be made. An agent cannot issue a valid con- tract to himself. If he desires to pro- tect himself by insurance in a com- pany for which he is agent, he should secure the approval of the company. This rule is also applicable to con- tracts of reinsurance between com- panies in the same agency, in the ab- sence of some agreement or under- standing on the subject. To what extent is knowledge on the part of an agent binding on the company? On this question the courts appear to be hopelessly divided. a few of them (and among the num- ber is a no less distinguished tribun- al than the Supreme Court of the United States) hold that under the conditions of the standard policy, a fact known to an agent at the time a policy is issued is not binding on the company, unless it is endorsed in writing on the policy. The leading case in support of this view is that of Grand View Building Association vs. Northern Assurance Company, 183 U. S. 308. The Grand View Building Associa- tion decision, which is most elaborate, was delivered by Mr. Justice Shiras in 1902. It is interesting to note that three Justices, among them the Chief Justice, dissented. The decision, al- though seemingly harsh, is sound in principal and is binding on all the United States Courts. Other courts hold that a fact known to an agent at the time a policy is is- sued may not be taken advantage of by the company as a defense, but that a fact coming to his knowledge after the issue of the policy must be en- dorsed thereon in order to be bind- ing on the company. And still other courts hold that the company is stop- ped from setting up as a defense a fact known to an agent either at the inception of the policy or at any time thereafter, hence it will be seen that WM. H. ANDERSON, President J CLINTON BISHOP, Cashier HARRY C. LUNDBERG, Ass’t Cashier Fourth National Bank United States Depositary Grand Rapids, Mich. Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annualiy 34% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $600,000 LAVANT Z. CAULKIN, Vice President ALVA T. EDISON, Ass’t Cashier April 6, 1921 INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS © RANSOM E. OLDS President Chairman of Board MercHANTs Lire INSURANCE COMPANY Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents STOCKS AND BONDS—PRIVATE WIRES TO THE LEADING MARKETS OUR POLICY is free from “jokers” and technical phrases. Live Agents Wanted. i MICHIGAN AUTOMOBILE INSURANCE Co. Grand Rapids, Mich. A Stock Company. Cadillac State Bank Cadillac, Mich. ee $ 100,000.00 ee... 100,000.00 Resources June 30th)..................... 3,649,021.82 4", Savings|| sss" |3 Months Reserve for State Banks The directors who control the affairs of this bank represent much of the strong and successful business of Northern Michigan F. L. REED, President HENRY KNOWLTON, Vice Pres. FRANK WELTON, Cashier JAY J. VELDMAN, Asst. Cashier i i j : hori ea INANE 2 east April 6, 1921 the decisions are in hopeless conflict, and that each court is joined to its own idols. The agent of an insurance com- pany is liable to his principal for loss occasioned by his negligence in fail- ing to promptly give notice of can- cellation to the insured. (Franklin Insurance Company vs. Sears, 21 Fed. 290.) Failure on the part of an agent properly to attend to all details nec- essary to effect a legal cancellation, when unqualified order to cancel has been received from the company, causes more trouble to more people than any other one thing connected with the agency business in fire in- surance. It embarrasses the insured, the agent, the broker, the adjuster, the company ordering cancellation and not infrequently one or more other companies. When an agent receives from a company a request for cancellation, instead of promptly notifying the in- sured and securing his authority to place the risk elsewhere, he frequent- ly, and in the large cities almost al- ways proceeds to re-write it in some other company in his agency, or to place it with some other agent. Some- times the second company orders con- cellation and the risk is then offered to a third company. In the meantime a loss occurs and the insured, who is in total ignorance of all these proceedings, holds the or- iginal policy. If he continues to hold it he is safe, but if, after the loss he is persuaded by the agent to surrender the old policy and accept the one last issued, the trouble begins and gener- ally ends only at the court of last resort. Quite a number of cases of this nature have been before the courts in the past, and several are pending at the present time. It is the custom to serve notice of cancellation upon the broker who places the insurance, thus giving him the opportunity to replace the risk elsewhere. In doing this the agent is actuated by a desire to show the broker due courtesy and thereby re- tain his good will, but unless the lat- ter’s authority with respect to the insured’s insurance be general, notice to the broker is not sufficient to ef- fect cancellation of the policy. If, however, the agent or company sends notice of cancellation direct to the insured (except perhaps when it is sent on account of non-payment of premium), even though a duplicate copy be sent to the broker, the lat- ter is greatly offended and the action is resented. If, on the other hand, notice be sent to the broker only, and he fails to serve notice on the in- sured, and a fire occurs, all that can be secured from the broker, aside from a notice of loss, is regrets, and perhaps not even these. It must be confessed, however, that considering the tens of thousands of cancellations that are effected each year, the sacrifices which the com- panies are called upon to make as burnt offerings on the altar of cour- tesy are comparatively few. William N. Bament. a Poor goods, poor service, poor ad- vertising are the three primary causes for failure as far as getting the busi- ness is concerned. MICHIGAN TRADESMAN Idle Men and Union Labor. In the economic jam which grips this country like a vise the labor union leaders are showing no realiza- tion of the gravity- of the industrial crisis. They did everything in their power, when the wild work of infla- tion was afoot, to make it worse by driving costs of production on up with higher and higher labor’ charges. Now, when the government, when manufacturers, merchants and. dis- tributors, when all managers and em- ployers are struggling to lower those costs of production as the absolute essential to lower cost of living and the re-employment of the millions of idle wage earners, the labor union leaders fight every inch of the way down. If production costs are not brought back to a peace basis, however, we must be a fenced-in nation unable to trade in the outside world because our costs of production are higher than the costs of production in other coun- tries. With no markets for our ex- ports, which recently have run billions of dollars a year, American industries which have been supplying those for- eign customers must shut down, and our hundreds of thousands of work- ers in those industries remain out of employment. And all this unemployment must so weaken the purchasing power of the American market that still other in- dustries will have to put up shutters and still other workers go off the pay- rolls—New York Herald. = ——__-~2 There are two kinds of good retail advertising: one kind merely tells what the store has for sale; the other tells the customer how to shop satis- factorily, how to study her own needs, and when and how to shop. Cus- tomers need shopping habits and will respond to sensible suggestions. Sway the customer’s interest to the department that on a certain day can give special service. Train customers to shop in the morning, by giving some incentive to come early. Start using a little editorial influence in your advertisements, pointing out the ad- vantages of morning shopping, of sea- sonable buying, etc. Above all, keep in mind that you are cultivating a habit and that it may take weeks and months to get results. And be sure that you make it plain that you are working primarily for the customer’s benefit. 15 Pride in Company Reputation Our Company has never sought to stand in a false light. own foundation. It has never misrepresented its position. it has stood on its The Company abhors deception or sharp tactics. to be square. It desires to do right and Good faith is needed in business. It is the very foundation of credit and under- lying credit is Insurance. We write insurance on all kinds of Mercantile Stocks and Buildings, on a 30% Dividend basis. One of the Oldest and Strongest Companies in Michigan. Michigan Shoe Dealers Mutual Fire Insurance Company Main Office: FREMONT, MICHIGAN ALBERT MURRAY Pres. GEORGE BODE, Sec’y-Treas. Preferred Risks! Small Losses! _ Efficient Management! enables us to declare a 0% Dividend For Year 1921 100% Protection and 30% Dividend, both for same money you are paying to a stock company for a policy that may be haggled over in case of loss. Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Sec’y The Grand Rapids Merchants Mutual Fire Insurance Co. STRICTLY MUTUAL Operated for benefit of members only. Endorsed by The Michigan Retail Dry Goods Association. Issues policies in amounts up to $15,000. Associated with several million dollar companies. Offices: 319-320 Houseman Bldg. Grand Rapids, Michigan Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - $500,000 Surplus and Profit - $850,000 Resources 13 Million Dollars 345 Per Cent. Paid on Certificates of Deposit Do Your Banking by Mall The Home for Savings Bristol Insurance Agency ‘“‘The Agency of Personal Service”’ Inspectors and State Agents for Mutual Companies We oer fon Following Companies, Allowing Dividends as Indicated: Minnesota Hardware Mutual_.._ 65% Michigan Shoe Dealers Mutual. 30% Wisconsin Hardware Mutual__. 50% illinois Hardware Underwriters 60% Minnesota Impiement Mutual__. 60% Druggists Indemnity Exchange 36% The Finnish Mutual Fire Ins. Co. 60% REMEMBER WE HANDLE THE ryt COMPANIES IN THE MUTUAL FIEL These Companies are known for their palo ‘strength, fair settlements, and prompt payment of losses. They always give you a square deal. WE CAN NOW SAVE ANY MERCHANT 50% ON HIS INSURANCE COST. Cc. N. BRISTOL, Manager A. T. MONSON, Secretary J. D. SUTHERLAND, Fieldman FREMONT, MICHIGAN Se re See 16 MICHIGAN TRADESMAN April 6, 1921 SALES VS. TURN-OVER TAX. Conflict Between Business Men and Financiers. Washington, March 4—The fact that a retail sales tax as a method of rais- ing revenue is now looming up more impressively than at any time since it was first broached should not be over- looked by the merchants of the coun- try. There is much to be said on both sides of the subject and the advocates and opponents of this taxing device are apparently camped in Washington for the summer. The general program adopted by Congress and the President may be briefly outlined as follows: The so-called farmers’ relief tariff bill, vetoed by P resident Wilson in the closing hours of the last Con- gress, is to be repassed without the dotting of an “i” or the crossing of Ao 2. A good, stiff anti-dumping bill, modeled on the Canadian statute, will be enacted as sneedily as possible to prevent the leading industrial nations from dumping on the American mar- ket their surplus products to be sold for what they will bring. 3. The present customs administra- tive law, under which imported mer- chandise is invoiced for the assessment of duty in acordance with the foreign market value of the goods in usual wholesale quantities on date of ship- ment, is to be amended by the substi- tution of the domestic market value of the goods on date of importation. This will prevent undervaluation through the use of arbitrary foreign prices, and will largely offset the deprecia- tion of foreign exchange. 4. A comprehensive bill revising all the schedules of the Underwood-Sim- mons tariff law will constitute the backbone of the revision program and will probably keep Congress in Wash- ington until the frost kills the flowers in the parks. 5. Last, but not least. there will be a gereral overhauling of the internal revenue laws including the repeal of the excess profits tax and the possible substitution of some form of sales tax to make up for the loss of revenue This is so ambitious a program and will involve so much contemporaneous work in both houses and by all the well equipped leaders that it may well ocupy our National legislators. until snow flies. Nobody has any thought of going away from Washington be- fore November, and it is quite pos- sible that the special session may merge into the regular session which, under the Constitution, will assemble December 5, next. The first item in the revision pro- gram bvromises to prove no great task. The Fordney farmers’ relief tariff bill will be taken up just where President Wilson threw it down, and, as it has been exhaustively debated in both houses, gag rule is likely to be invoked to hasten its passage. It contains a number of objection- able features and will undoubtedly in- crease the cost of living, but any at- tempt at change in any part must re- sult in burying it under a deluge of amendments; hence. the leaders are determined to iam it through without modification. It is now proposed that it will expedite the final enactment of a permanent revision of the Under- wood-Simmons low. \ carefully guarded anti-dumping bill the second item on the program, is greatly needed for the protection of American industry. A well-established domestic indus- trv can stand up under normal for- eign competition with a moderate pro- tective tariff. but no industry can com- nete with foreign rivals who have lorge quantities of surplus products which they are willing to sell for a song. Canada found this out a long time aso and the Canadian manufac- turers have been adequately protected for a good many years bv a law which will serve as a model fer the bill upon which Chairman Fordney and_ his colleagues are now workine, One of the hardest nuts to crack in devising reasonable protective meas- ures is the condition of foreign ex- change which the third measure on the revision program is designed to take care of. It doesn’t make much difference how high the ad valorem duty may be on a product made in Germany if the German importer is permitted to invoice it in marks worth only a cent and a half apiece, as com- pared with a normal value of 24 cents. Even a genuine Chinese wall would afford no protection against such com- petition. But the plan of the Con- gressional leaders will put an end to such undervaluations, and will com- mand the support of all domestic in- dustries the products of which have the benefit of ad valorem or compound duties. The substitution of domestic mar- ket value for foreign value as the basis of the importers’ invoices will do the trick am most cases. Uhis can be shown by a simple illustration in in- volving the importation of German cutlery. Pocket knives valued at more than $1 per dozen pay a duty of 55 per- centum ad valorem, which is much above the average rate of the Under- wood-Simmons law. This duty, how- ever ‘becomes insignificant if the goods are invoiced in the depreciated mark, hence the necessity of the amendment proposed by the means leaders. Under the new law, the amount of duty to be paid on an importation of pocket knives will not be predicated upon their cost in Germany, but upon the market value in the United States of goods of the same kind and quality. Of course, the importer will still en- joy the advantage of the low price at which he purchases the goods, but he will not have the additional advantage of being able to predicate his duty up- on that low price. There will be no further hearings on the general bill providing a compre. hensive revision of the Underwood Simmons tariff law. The Ways and Means Committee has before it sev- eral thick volumes embracing the nrinted stenographic report of the hearings held at the last session of Congress, and there would seem to be no necessity for taking further testi mony. In view of the demoralized condition of the leading industries of Europe, the committee will continue to gather information as to foreign costs of production, labor conditions, etc., but this work will be largely delegated to the United States Tariff Commission and will not interfere with the rapid preparation of the new tariff bill. Already a number of subcommittees have been appointed to handle the de- tails of the several schedules. Sched- ule C, which covers metals, has been assigned to a subcommittee composed t Representative Tilson of Connecti- cut, chairman. and Representatives Mott. of New York and Timberlake of Colorado, These men are thoroughly familiar with the metal industries, in- cluding the mining of iron ore, lead, Zinc. etc. While the revision of the internal revenue taxes has been put at the end “ft the program, its importance is not intended to be minimized and, from the standpoint of the average retail merchant. this subtect is the most in- teresting feature of the entire revision project. Here is where the sales tax comes in—1if it does come in—so keep your eyes peeled for developments in this connection. There have been no _ hearings in either house of business men directly interested in the internal revenue laws. Certain treasury officials and a num- ber of economists and bankers have siven their views to the Ways and Means Committee. but the taxpayers themselves have had no opportunity to go before the House or Senate. With a view to hastening the entire program, the Senate Finance Com- mittee is planning to take up the sub- ject of internal revenue revision at an early date. and will give limited hear- ings to all parties who have a sub- stantial interest in any phase of the existing tax laws. Already a number Vays and: of bills of a more or less tentative character have been prepared by prominent members of the Senate Committee, and while no attempt will be mace to pass any internal revenue revision through the Senate until after the House has considered the subject —the Constitution making it obliga- tory upon the House to initiate all revenue legislation—a great deal. of time may be saved by having the de- tails of the various internal revenue projects discussed before Senator Pen- rcse and his colleagues before they have been acted upon by the Ways and Means Committee. Senator Smoot, of Utah, a member of the Old Guard, and one of the best informed men in Congress concerning the condition of the country at large and the real needs of the various sec- tions, is framing a bill for a sales tax at the coming session, and will be the champion of this method of raising revenue. Mr. Smoot has not yet made public the text of his measure, hence no authoritative statement can be made as to the exact form his pro- ject will take. There are as many different systems of sales tax under discussion in the House and Senate as there are members of the Ways and Means and Finance Committees which is going some. The form of tax which appears to have the largest number of champions at this time involves a levy of one per cent. of the retail sales of all establish- ments doing a monthly business in ex- cess of a very moderate sum. This sould be an exceedingly simple meth- a of raising revenue, and would cost less to operate than any other plan thus far suggested. Under this system, a retail mer- chant would send a monthly check to his local collector of internal revenue for 1 ner cent. of his gross sales dur- ing the preceding thirty days. He would recoup himself, not by raising the price of all his merchandise 1 per cent., which would be impracticable in the case of articles of trifling value, but by the adoption of certain com- modities that could stand it. Thus staple articles sold in sharp competi- tion and in small quantity would bear no part of the tax, but increases rang- ing up to 5 per cent. or even higher, would be made in the prices of ex- pensive articles of a more or less lux- urious character, Emphasis is put upon the fact that each merchant would be able to ar- range his own schedule of increased prices, so as to get his money back with the least interference with the operation of business. This plan, it is urged, would be much more flexible than a hard-and-fast tax of one per’ cent. on everything sold, which would discriminate against articles of small value, in addition to completely wrecking any system of round prices. Next in popularity to the sales tax which I have described, is the turn- over tax which is being urged here by economists and financiers rather than business men. This tax would in- volve the levying of a small impost of about one-third of 1 per cent. on the sale of every class of goods, from raw material to finished product, whenever same changed hands. Thus, the producers of coal, lime- stone and iron ore would impose this tax when selling these materials to the iron founder who in turn would collect it on the pig iron sent to the steel works. Steel rails and other finished products would pay another tax when sold to the ultimate consumer. There are two strong objections to the turnover tax. One of them is the fact that it would be difficult to police so many producers. The other is that it would be pyramided—almost indefi- nitely in some cases—and would all have to come out of the consumer in the end. [f no form of sales tax is adopted it will probably be because the champ- ions of the two plans I have outlined will become involved in a Kilkenny cat fight, with the result that leaders will abandon the entire project. 90” O 00” now he Theatre INTERSTATE SECURITIES : CORP. Fiscal Agents Regent Theater 431 Kelsey Bldg. Grand Rapids Send me _ further’ information about their Bonds. Name Street RES e as City _.... Analyze any Stock or Bond issue— Have they a Market? The Theatre, Yes. GOLD 0 GOLD BONDS h BONDS First Mortgage (Tax exempt in Michigan) of the Regent ‘Theatre is an investment that abso- lutely is safe. Why take 344% when you can get 7%? Look this in the face. cateaaaiebeanig : ct Ware RR NERA SA eerie NETH anorticeonerepeceetemtetr des eee mm MR, pene wi aaaae The Very Essence of ~<-»__ Action of Michigan Senate Hard To Understand. Grandville, March 29—The reason why the State Senate sat down so heavily on the State Constabulary is hard to find. That Michigan needs a body of law enforcers outside of the police department of the cities is too plain for argument. That the booze- runners and law breakers in general will rejoice over the action of the senators goes with out saying. Why a legislative body chosen by the people should choose to play into the hands of the disorderly element in the State is passing understanding. For the enforcement of the prohibi- tion act alone there is need of a State constabulary, and when we call to mind the numerous bank robberies and cold blooded murders in Detroit, and in the outlying sections, it does seem as though the legislators in ques- tion must have taken counsel of the evil elements to vote against a State organization for enforcement of law. It begins to look as though the bill for re-establishing capital punishment in Michigan is destined for the scrap heap, along with this State Constabu- April 6, 1921 lary bill. It is said that the labor unions were opposed, which, if true, accounts in some measure for the sur- prising result. Crime in Michigan has flaunted it- self so publicly and outrageously, dur- ing the past year one cannot help thinking that there is a laxity in our criminal law somewhere which needs attending. No doubt some protest the constabulary for Statewide pro- tection because of the cost. Such an argument is wholly untenable if we regard the sacredness of human life as above the dollar. While we are interested in seeking a curtailment of public expenses, would it not be well enough to cut corners in other directions, rather than crippling law enforcement at the expense of human safety? The ex- penditures for good roads in Michigan have been something scandalous dur- ing the year last past. The reckless manner in which money has been ex- pended on the highways—too often foolishly expended—with no great re- sulting benefit, might better be ex- amined into and changes made in the manner of such expenditure rather than to cut down the law enforcing power of the State. The free and easy methods of handling the highway money has been commented on and condemned by wiser heads than mine, and I am of the opinion there should be a clearing out of the incompetents in that de- partment and leaving alone of the ex- cellent system of State protection against criminals which now exists. Governor Groesbeck seems to con- sider a body of State law-enforcers necessary, and is recommending the establishment of a public safety body of a similar nature to the present State Constabulary, although why the pres- ent body should be done away with and another established along simi- lar lines is not quite clear to the or- dinary citizen. Every effort is being made to weak- en instead of strengthen the lawful authorities of the State. Doubtless this has come about in recent days because of the desire on the part of certain persons to break down the prohibition wall and send a stream of intoxicants flowing through the ar- teries of the commonwealth. We have learned by past experience that revo- lutions never go backward. The pro- hibition revolution in Michigan has made its impress on the morals and expenditures of our people and all the combinations in restraint of law and order, all the lovers of beer-guzzling and bootlegging shall come to naught in the near future. Human lives have been sacrificed under the juggernaut of moonshine stills and traders in illicit goods. As in the kaiser’s war, resort to fright- fulness was had for the express pur- pose of frightening the foes of Ger- many into surrender. This fright- fulness imposed on the public as a punishment on the men and women who voted for the extirpation of the liquor traffic in our State cannot suc- ceed. When the moral element of our population put its shoulder to the wheel. solmenly resolving that the soul-destroying John Barleycorn should no longer flaunt his lawless- ness in the face of a free people, they enlisted for the war, a war of com- plete extermination of the traffic in liquor, from light wines to red hot whisky. The present legislative knifing of the constabulary of the State has but one meaning. It is but another one of the many methods adopted by the enemies of prohibition to re-establish the saloon in the State. Eternal vigilance is the price of liberty. This vigilance must be kept on tap continuously. The voters of this com- monwealth set out to abolish the liquor traffic even before the Nation took up the question and passed the Volstead act. Whatever is done in a National way cannot affect Michigan. Law and order and a rumless State has been decreed and will so remain. ae. Old Timer. naam erences Se amen aeonaseesenaat rt a spo bei eae wuts? April 6, 1921 MICHIGAN TRADESMaN 21 PAUL FINDLAY, a retired grocer of thirty-six years’ experience, has jour- neyed 50,000 miles, meeting grocers in all parts of the United States and Canada. As our Retail Merchandiser, his advice is nationally respected. That’s Why it is Worth Reading HEN Sol Westerfield heard Paul Aren’t you thinking of making your displays do more Findlay, our retail merchandiser, tell work for you? Write for our free sets of Sunkist cards, “strings” and banners for your counters and windows. You'll grocers how to retail fruits efficiently, he find it worth while. was enthusiastic in praise. ‘An unselfish talk,” he de- clared. And probably that’s why hundreds of grocers have written us for a copy of his brass-tacks talk. So we've printed it in the form of this booklet, giving his blackboard figures and his plain talk, without frills or boosts. This helpful book is free. Just ask the C. F. G. E.—today. This is just one of the ways we help Or perhaps you are planning to adver- tise in local papers or neighborhood What Findlay Tells movies. We'll gladly send you free “cuts” You ~—-you can use them also on price-lists and letterheads—and free Sunkist lantern- Such interesting questions answered: slide with your name in striking colors. What is the commonest mistake most retailers make? Why are seven of every ten retailers —Why We Do It insolvent without knowing it? What does the average retailer earn _. ; / ‘ 7 i per year? rpe C. ©. G. EL ia a co-operative VT ots cor agency. Years ago it was formed by Why do you lose by over-pricing thousands of California orange and ret. : eo . cn Coeenentien! lemon growers to sell their fruit at Valuable hints given of the way successful grocers run fruit business actual COST. And now a traction of a to pay well. Topics included: How 1. . . : to buy; how to display; what is mar- penny per dozen 1s given by these growers gin; what is profit; what is turn-over; : : re and other important subjects. to create a fund for helping merchants handle these fruits at a safe profit. Wise co-operation—nothing else. To bring you more profit—and to lessen your selling grocers who “‘ask tre C.F. GE And costs—our Dealer Service Department works always for your there are many other ways, as well. benefit. And we’re ready to help you as much as you'll allow —so it’s entirely up to you! Call on us any time. Write us today or mail the coupon. How We Help You— For instance, we send men from town to town every month to help retailers make profit-winning fruit displays in their windows. Such dis- California Fruit Growers Exchange plays are the life of a fruit business. Dealer Service Department Los Angeles, California Send me your book ‘‘How to Retail Fruit Efficiently,” and Dealer’s List of Selling Helps and your Booklet on ‘‘Sales- e es * . Je : California Fruit Growers Exchange manship in Fruit Displays’’ absolutely free to me. A Co-operative, Non-profit Organization of 10,500 Growers Name 4 Los Angeles, California Addcus stk MICHIGAN TRADESMAN The as i HALLMARK et Union Suits is at hand—Your Jobber has them for Delivery NOW. Are you prepared to take care of the demand for HALLMARK Athletie Underwear which our consumer advertising will create? If not, order from your jobber for immediate shipment, a run of sizes of No. 150 Union Suits—this is the popular priced Nainsook check. HALLMARK Underwear can also be had in a varie Madras, weaves. ty of fabrics, including Silk, Silk and Cotton mixtures and Zephyr-cool, Aero and Crepe Two hundred leading wholesalers operate distributing station service for HALLMARK Athletic Underwear. We shall gladly furnish the names of the wholesalers in your vicinity HALL, HARTWELL & CO., Troy, N. Y., Makers of HALLMARK SHIRTS and SLIDEWELL COLLARS April 6, 1921 & ei lt eect SOROS ne ~y spencer - eel April 6, 1921 MICHIGAN TRADESMAN 23 aes ec | | | hcp pa RR ak, Qe, For Early May Delivery , SIMPLEX- The Laundered Roll Front Collar SIMPLEX is the new Tropical Weight Laundered Model for Summer Wear i | It will be favored for every summer ” of z occasion because it combines Light ( = Weight, Comfort and Smartness. SIMPLEX—the TROPICAL WEIGHT in SLIDEWEL| COLLARS will be nationally acvertised in May newspapers and in our Spring anc Sum- mer magazine advertising including American Magazine and Literary Digest. Made by Troy’s Master Craftsmen Le NA eR eT “ Steen ose i ' i 5 } 7000 salesmen, representing 400 Leading Wholesalers, are showing SIMPLEX. We shall gladly furnish the names of the SLIDEWELL Wholesalers in your vicinity. HALL, HARTWELL & CO., Troy, N. Y- Makers of HALLMARK SHIRTS and HALLMARK ATHLETIC UNDERWEAR 24 MICHIGAN TRADESMAN April 6, 1921 MAKE A BAD THING WORSE. You Can Always Do So By Reform- ing It. The trouble with “reforms” is that when you put one evil out of the way, a worse one bobs up in its place. The ginmill, on the corner, now a memory, has been replaced by the bootlegger in the cellar, the wood- shed and the taxicab. The ginmill handled both good and bad bug juice, while the bootlegger specializes on the bad altogether. We used to get some taxes out of the ginmill, but now we have to tax ourselves heavily to support an army of secret service men to keep an army of boot- leggers from overwhelming us. The question is this: How much worse off are we to-day than we were be- fore? Another thing that rises up to con- found us is whether it is a good omen for a Republic to have perhaps half its population secretly looking for a drink of liquor, and holding the pro- hibition law in contempt, while count- less thousands of perfectly good citi- zens are operating one-hoss distil- leries and breweries in their cellars, attics and chicken coops, contrary to the law. The liquor question al- ways has supplied Congress and the Legislature with sources of great graft. To-day the opportunity for graft has been multiplied by ten or twenty. The prohibition enforcement squads are made up of political fav- orites with pulls, and being just or- dinary men like you and me, with moral qualifications not particularly developed, it keeps the courts as busy juggling recalcitrant enforcement folks as in putting the screws to the bootleggers. The temptations that parade in open array before the en- forcement officials are so inviting and so profitable that we do not unduly blame an officer when he yields to them. We marvel that he didn’t grab more. When a man has a chance to annex, say, ten thousand dollars in the booze fiasco and takes only five, something is due him on the credit side of the ledger. Another trouble with reforms is that they increase the already over- crowded profession of snooping. You have to sneak and snoop around to catch folks “with the goods on.” You would think there are enough bad things in the world that you can see with the naked eye, and without look- ing through key holes and working the transoms. These open evils should keep us busy at least 50 per cent. of the time if we are afflicted with the reform itch. But the fact is our re- formers work about 100 per cent. of the time secretly investigating and regulating us for a consideration. A reformer working on a commission or salary basis is worse than a Bol- shevist with hyperenterocystoscheo- cele. He is paid for finding things out, and he knows if he does'nt find something once in awhile he is likely to lose his job. And so he goes nos- ing around, butting in, interfering and making a nuisance of himself gen- erally. No man can retain his re- spectability and common senses after once going into the reform business on a wage scale. He becomes a fana- tic, an unfair and a prejudiced abom- ination. When his salary lies, there is his heart also. A reformer is so intent on reforming somebody that he loses all desire and capacity for useful work. He becomes a sangui- suga on the treasury, and his consum- ing thought is to get on a payroll where no muscular effort or perspira- tion goes with the duties. The .-re- form business is a good business to keep out of, there being so much competition. With booze reforms, food reforms, religious reforms, health reforms, apparel reforms, agricultural reforms, educational reforms, taxation reforms, tariff reforms, peace reforms, oil stock reforms, movie reforms, po- litical reforms and so on through all the nouns in Webster’s Dictionary, this old world is on the point of being reformed up to its capacity of ab- sorption. Of course, advertising has had its allotment of reforming, purifying and regulating. It couldn’t escape the craze of the century. It has been taken to the legislatures, and the in- tellectual genuises and high apostles of; morality who run_ those places have passed special laws to put bad advertisers in jail. Advertising has been so busy in this reform work that it hadn’t had time in recent years to do very much constructive work. Nobody can be a producer and a reformer simultaneously. Producers produce, while reforms only raise hell. The outstanding feature of the ad- vertising movement is its “vigilance” activities. So long as advertising men undertook to make advertising better by personal effort and without pay, the work was all right, but when it piled up a fund and turned it over to lawyers to stir up strife and advertise the bad side of advertising, then be- gan a time when the “reform” lost its sincerity. A lawyer lives, thrives and prospers on strife. It is his busi- ness to create trouble, for from trou- ble come fees. If there were no law- yers to encourage disputes and quar- rels, there would be almost no occa- sion for laws. When lawyers are put on payrolls to promote reforms, they dig, dive and delve for something to scrap about. When you look for any kind of trouble, you can always find it. A lawyer, by the way, does not be- lieve in advertising. His schooling is all to the effect that advertising is a common, plebeian thing for ordinary tradesman, with none of the sustaining dignity that goes with the noble pro- fession of the law. When you give a lawyer a wad of money and turn him loose among advertisers, what could you expect? What would hap- pen if you turned a lot of cigarettists loose in a firework garage? Whenl started this ennobling essay on “Reform,” my intention was to say something nice instead of something with burrs on. The thing that got me going was an address made by my co-worker on the Reform Vineyard, Mr. Richard Spillane, of the Philadel- phia Public Ledger, which he deliv- ered before the Poor Richard Club, of that city. He pointed out some “to its usefulness? reforms that newspapers might adopt to advantage. One reform would be to make papers smaller. He said: Newspapers are of such a size that no ordinary man can encompass everything and attend to his busi- ness.” What makes newspapers so big? Oh, just two things: Advertising and reading matter. How can they be made smaller? Oh, just two ways: By cutting down the advertising and by cutting down the reading matter. Can advertising reduced to half or less the present space without injury Surest thing you know. You can’t cut very much out of the want advertisements, but you can cut the big advertisements right in the middle and never harm them so much as the decimal part of a per- centage. Any advertisement that takes up a line more space than is really necessary is a waste of sub- stance, of material, of human effort and energy. It is an imposition upon the reader and an extravagance that adds to the burdens of an already overburdened public. It is inefficiency carried out to its extreme confines. All wastes lead to woe. Can reading matter be cut down without taking away from the public what it needs to promote its intelli- gence, its information and its well- being? Yes, indeed, sister; it can. The space and language and paper wasted over the wrangles and squab- bles and hatreds of Europe are shame- ful to consider when put into the dollars and cents we all have to pay out. The space and language and paper poured prodigally into prize fights and golf and baseball and fash- ions and scandals and sensations and bootlegging and moonshine liquor, if reduced to currency, would feed the starving children of Mesopotamia and its tributaries, including the Aleutian Islands and the Shantung Peninsula, thus putting Hoover out of the run- ning as a press agent; and it would buy a pair of pants for every bloom- in’ beggar in Bolshevistic Russia. You can cut out nine-tenths of the so-called comic strips, and the world would never miss a single breath. You could reduce the exudations of the specially endowed writers for syn- dicates by two-thirds or three-quar- ters, and the course of the Republic woud not depart so much as the frac- tion of an inch from its allotted orbit. You could ruthlessly cut down the contributions from the expert pastry cooks and the sobs sisters and the bedtime tales, and the course of hu- man events would course along and never know the difference. You could reduce the witty paragraphs down to one or two, for no man can say more than one or two clever things a day to order, and the plan of wading through a column to find a smile is a sad waste of tempus fugit. The cry goes up for brevity in read- ing matter and brevity in advertising. The next fad will go to the other extreme and from _ four-and-forty pages we will go to four. The test of a writer of both literature and ad- vertising will be his ability to say the thing and shut up right there. Writers will get more for what they leave out than for what they put in. Space for advertising will cost so much that an inch in the future will be as conspicious as a page now. The waste of space is well shown in these remarks of mine. I am one of the big offenders myself and should have put my message in a stickful. But so long as I have confessed my fault, | should be given a little credit for that. To say the things and then shut up is the coming idea in journalism. Frank Stowell. ———_>--> —___ Succeeded in Turning Liability Into Big Asset. Galena, Kan., March 28—A. J. Cavanaugh, a local grocer, laid in a stock of a new brand of flour not long ago. The flour was good—one of the best brands—but the housewives simply would not buy it. They had long used the other brands Cavanaugh handled, had become used to them and simply refused to purchase the new brand. What few sacks of it Cavan- augh induced them to try they de- clared were “no good’—that they could bake neither good bread nor pastry from it. Cavanaugh’s own family used it and knew it to be far above the average, but this failed to convince others. Thus Cavanaugh not only had some- thing on hand that he could not sell, but it began to lose trade for him; when the customer could not get the flour she wanted she went elsewhere and purchased not only flour, but other things as well. Then to cap the whole thing, just about the time Cavanaugh had made up his mind that he must get a stock of the old flour a second carload of the first brand arrived. This was a mis- take on the part of the jobbers and could, of course, have been sent back, but it only made Cavanaugh more de- termined to sell that flour. He had long desired to add an up- to-date pastry department to his gro- cery line and he decided that now was the time. But instead of buying from the bakeries, he at once proceeded to install a bakery of his own, employ- ing expert bread and pastry men. This took some little time, but meanwhile he sent out circulars and issued ads stressing the advantages of the new flour, and telling about the pastry and bread department. In each piece of copy was the offer to pur- chase at regular rates cakes, pies, bread, etc., from any customer who bought the flour handled only by Cav- anaugh. In addition, he offered vari- ous prizes, ranging from $1 worth of groceries to a forty-eight pound sack of flour to the best cake, pie, loaf of bread, etc., brought in each week. Three disinterested citizens were to be the judges. Each cake, pie, etc., was to be accompanied by a minature sample, to be tasted by the judges. The new flour began to sell right away. What’s more, it sold and kept on selling. The contests were continued until the bakery was in working order. But the finish of the contest saw no slack- ening in the call for the flour. Cus- tomers had developed a “taste” for it to such an extent that, Cavanaugh says, they would kick like an ostrich if he tried to change the brand. Not only has he an unprecedented demand for the flour, but it created in advance a call for his pastry and bread made from it, so that all his pies, cakes, etc., are sold as fast as they can be made. —_2-.___ The Old, Old Story. “I thought there was a movement in your town for all the churches to merge into one.” “There is.” “What’s the delay?’’ “They can’t decide which one.” April 6, 1921 MICHIGAN TRADESMAN Put Consumers Power Company on Your Investment Map na | Ce cee | “Nea em ’ v te ynavense { oo t | Spt } ° a t ij f Se ibe ' ‘ \ iy 5 Neve * Oscgota) ' An 1 wy My f ' a \ J | jes@enea ; Cc . UE TR sows Bey City | --- STEAM STATIONS ; oe ane Sees | a... OLVELOPED Cam SITES ~ anak jo c Crewe in o poem ago ¥ 4 9 2 = GAB SLAVICE : a * 1 weet e My + dg -” cvecraic seavice | ~e eee Sete] x. W CITY WATER BuPmLY monwtca \ ; ® eee &--- af -L-X-, i fe Ay iite + \ 4 tu ie 13 t eee A 1 ae ae acca EN omen dca glares banana Th + oe pak yy ‘ 7 ik ‘ s ee ; Snawasses ¢ 4 Sohne ge traT Slee ooN \ Chimton OWOSSO — «" set VOM TA ] as Sm . Plans ~ C0 Nor ; panna phoney =p a yb the 7 ‘ —____ There is quite a vacuum between a man’s reputation and his character. SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform wanted, as well as height. We will quote a™ -ney saving price. Sidney Eleyatur Mnfg. Co., me Sidney, Ohio Would You Like More (Jnderwear Businessr Then sell APEX. It is made in faultless fashion for every member of the family—a knitted underwear in many styles, tailored to fit, comfortable, serviceable, and low in price. Extra values are now provided and we will select sam- ples to suit your requirements or send a salesman with the entire line. The Adrian Knitting Company Adrian, Michigan Woe ee = agpantin = = gpm sists mica April 6, 1921 MICHIGAN Why Children Are Inclined To Dis- like History. Written for the Tradesman. “Lessons are lessons, Aunt Pru- dence, and we can’t get any fun out of them. If they were fun, they wouldn’t be lessons. I just hate my history.” This summary in a whining tone the other evening from one of my young nephews, a boy, bubbling over with fun and activity, interested in everything in the way of a good story or poem, but in poisoned against “history.” Nothing vital or real to him lurked in the four pages he had to “learn” some way for the next day’s history class. He scowled and grumbled when I asked him to bring the book to me. Rebellion in his Bacon’s mind classed with Yet he would have thrilled to an exhibit of that absorbing event Castor oil, if it had been in the movies. “Well, where are you?” I asked. “Here it is,” he growled, pointing to the page. We read it together, stopped, and talked it over. Fortunately I had read recently of this very Bacon and Gov. Berkeley of Virginia. “Wasn’t the Governor a coward?” exclaimed the lad, after we had read and talked over his running away and the other things in the story, It pays to keep a little ahead of the children’s lessons. Did you ever take the time to read to them some of the great poems about the events that make up their history lessons? Sidney Lanier’s “Story of the Vineland,” that has to do with the visit of the Norse- men; Whittier’s “The Norsemen” and “The Skeleton in Armor.” There are Columbus poems by Mrs. Sigourney, Philip Freneau, and J. T. Trowbridge. Perhaps you remember Friedrich von Schiller’s gripping “Steer, Bold Mar- iner, On.” Then there are Hezekiah Butterworth’s “Ponce de Leon,” and “Pocahontas” by no other than Wil- liam Makepeace Thackeray, and full of just the points in the early life of the Virginia colony to make that land real; yes, the courtship of Pocahontas and Capt. John Smith, the burning of Jamestown, and Bacon’s Rebellion, which was troubling my small nephew. Two other great figures in American history are made real by such poems as “Henry Hudson’s Quest,” by Bur- ton Egbert Stevenson, and Peter Stuyvesant’s “New Year’s Call, by Edmund Clarence Stedman. How many fathers have read to their boys that ironical poem, “The Liberty Pole,” by a Tory, February, 1770? Do you know the story of the first Liberty Pole raised in America, in the City Hall Park in New York City? How there sprang up the asso- ciations of the Sons of Liberty all over the country, defying the British troops who persistently raised the poles which were pulled down? The one in City Hall Park was set up three times, Oliver Wendell Holmes wrote a fine “Ballad of the Boston Tea Party, De- cember 16, 1773;” have you read it to the boys? The Mohawks on the Dartmouth deck Still live in song and story. The early days filled with the strug- gle for liberty can be made vivid to the young folks by such poems. Take Harriet Prescott Spofford’s “How We Became a Nation,” April 15, 1774. It begins: When George the King would punish folk Who dared resist his angry will. The girls will enjoy Oliver Wendell Holmes’s “The Grandmother’s Story” of the Battle of Bunker Hill, as she saw it from the belfry. And all of the children ought to know “Nathan Hale,” “The Battle of Trenton,” and the “Battle of Bennington.” All of these are easy to get. Then there is “The American Flag,’ by Frances Rodman Drake: When freedom from her mountain height Unturled her standard to the air, Perhaps you have forgotten the tragedy of “Arnold at Stillwater,” by Thomas Dunn English, which ends: Oh, that a soldier so glorious, ever vic- torious in fight, Passed from a daylight of honor into the terrible night. The same poet, English, wrote an- other on “The Battle of Monmouth.” And I could go on indefinitely. How can history be dull when our litera- ture is full of these things about liv- ing folks who made us what we are? Prudence Bradish. [Copyrighted 1921.] Meeting Mail Order Efficiency With Retail Efficiency. Macon, Mo., is in the heart of the mail order country, but the menace to local trade has not been so great since the merchants decided to give mail order At first they and the local papers lectured the farmers, and the [ countered by as good service as the houses. farmers showing that they got a better deal from the mail order houses. These would for in- stance, take back defective goods and apologize for the inconvenience to the consumer. The local merchants then began to do the same thing, taking pains to convince the customer that they meant to be absolutely square in their goods and transactions. Every time this happened they won not only the customer but all his neighbors. A music store keeps all the mail order catalog and makes it the store’s business to meet such competition by exhibiting comparative prices. Some- times it can even beat the mail order house and still make a profit. The local merchant has the advantage of personal acquaintance with the cus- tomer, TRADESMAN Another mercantile company com- petes by quality, price and systematic advertising. The manager says, “The mail order houses have taught the small town merchants many needed lessons in business, such as prompt- ness, courtesy, willingness to make good every representation, and gener- ous advertising. When a merchant begins to say contemptuous things against the mail order concern and hint that it is not on the square he hurts his own cause. Our rule is to devote our time to our own business rather than to worrying about what mail order houses are doing.” In Brookfield, Mo., the merchants met the issue by facing competition squarely. They formed a club that planned an advertising campaign for 27 the whole town. A day was fixed for a special sale and the club sent to the large advertisements from the individual merchants, setting out farmers goods and prices just as in mail order catalogs. The response was prompt and satisfactory and there are now from three to five special sales events a year, to which customers drive in from 20 to 50 miles. Jetween the sales a systematic advertising cam- paign is conducted, with the motto “Brookfield, the Trade ’ on every ad Center of Linn County.” Expert ad writers and window decorators are employed as regular service men. No reference is ever made to mail order houses or outside competition, and they say in Brookfield that if there is any mail order business it is so small you never hear of it. Can you tell why, with prices on merchandise averaging less than one-half the prices of one year ago, that Our Sales Are More Than Last Year? Not only are we shipping more than twice the quantity of goods—but the dollars and cents of our business is larger. There must be a reason. We think it is because we are giving the quality and the ser- vice—that it is because we are giving standardized furnishings at the very lowest market possibilities. atton @ Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan Daniel T, eerie eee ke ae ul Lure eee ae ee ee ee = centrate on one naturally result. Greenville, Mich. Carson City, Mich. Howard City, Mich. Tevet eta a eet tte o Oo Hebeuthechenendhondomde che de sh Ad hhh dh a dtd dh dd ad a ad ddd da ae aa tat Tere Tet ttt tT, e778 eee e e ¥ ? ‘ _¢ TS! ae Americas Play Yarment-* FB 6 Outerall factories con- piece garments. Greater values Buy Playsuits Now We have the largest and most complete line of playsuits made in America. 1914 levels. We will gladly send latest samples. MICHIGAN MOTOR GARMENT CO., GREENVILLE, MICH. Factories: Lowell, Mich. Lakeview, Mich. Cedar Springs, Mich. chsaiilietonlioateltesteaedaactastaataietoateeiaataalainatatoedlsainai ted dd dA ATA ATATATL TLE TTT TT TT o Prices are down to o eka ek ee dh 28 MICHIGAN TRADESMAN April 6, 1921 Importance of Tax Problem To Re- tail Merchants. New York, April 4— The revenue law of 1918 under which we are still paying taxes was a war measure and most of the inequities and burdens over which we have been complaining were not realized because we were still under the stimulus of patriotic devotion to the Nation’s war cause, and instead of effective protest while the bill was being framed, most busi- ness men kept their mouths shut un- til it was too late. Now there is to be a revision of the revenue law. It will be intelligent and equitable or it will be stupid and ineffective revision, according to the degree in which the busines men make themselves heard in advance of the enactment of a new law! Are you going to wait until Congress has leg- islated a law that will cause more trouble for you, or are you going to have your say now? Our Washington secretary, Mr. Young, has been keeping in_ close touch with the development of opin- ion regarding taxation. He reports that every indication favors a soldiers’ bonus bill in the next Congress. It has been estimated by persons close- ly connected with the Government that if a soldiers’ bonus bill is enacted it will cost the taxpayers of the United States, directly and indirectly, within the next twenty years, the stupendous sum of fifty billion dollars. To put it bluntly, the Congressmen are afraid to vote against the bonus bill! Why not try to give them some courage? When we consider how great is the present tax load on the people of the United States and how great it will be for years to come, the unwisdom of adding further to that burden for the purpose of a soldiers’ bonus is at once apparent. a You do not have to be unpatriotic or unappreciative of the service to the country or to the boys who wore the uniform in order to oppose a bonus law at this time. Except for the boys who have been leit physically disabled, the average ser- vice man came out better physical- ly and mentally, than when he went in. These men are young now, their greatest responsibilities are still in the future, and now while they can earn their living it would appear the height of unwisdom to appropriate any such huge sum for the sake of giving each of four million men a few hundred dollars which would be in the major- ity of cases, quickly thrown away. “The soldiers who are disabled should be taken care of now and the Government should do everything necessary for their recovery and for their future support, but a general bonus bill at this time is entirely un- warranted. You are justified in tell- ing your Congressman so and also your Senators. Do not miss the op- portunity. Tell them to take care of the disabled soldiers and let the others take care of themselves for the pres- ent. Our information is that if bonus legislation is enacted there will be a sales tax imposed on business for the specific purpose of raising the funds for the soldiers’ bonus. In that case the sales tax probably would not be used as a means of relieving the coun- try from the burden of certain other taxes. In other words, bonus legis- lation probably would defeat the culy tax revision proposal which promises relief for the people as a whole. Mr. Young informs me that there seems to be great danger of the Ex- cise Taxes, among them the so-called “Luxury Tax,” Section 904, being con- tinued in force. Other commodities are likely to be added to the list of taxable items and it may be that rates will be increased. There is a possibility that the tax on soda water and ice cream may be repealed. Congressman Long- worth, of Ohio, from the start, two years ago, has been bent on getting this tax removed, and the indications are that he may succeed. Suppose you merchants had gone after your ss We OE NCAR ANSE ARRON UES se Congressman strongly enough to make them as determined to get the luxury tax repealed, as representative Longworth has been that the soda water tax should be repealed? Don’t you think you would stand a good chance of relief from the luxury tax? Can’t you see where you are missing an opportunity? Take the hint and get busy! It is regarded as probable that the transportation tax may be repealed. The New York Times quotes Sena- tor Penrose, chairman of the Senate Finance Committee, as stating that his committee will take up the matter of taxation revision while the House Ways and Means Committee is con- sidering tariff matters. It should be remembered that under the Constitution all revenue measures must originate in the House of Repre- sentatives. Senator Penrose indicates that with the consent of the Ways and Means Committee, it will be proper for his Committee to consider taxation at once. He is quoted as saying, “We hope to give assurance that the excess profits taxes will be abolished and the income taxes re- duced in the higher brackets so they will be collectable and incomes not diverted to the tax-exempt securities.” Senator Penrose was also quoted as saying that the hearings before the Finance Committee would not be un- duly prolonged and that those who ap- pear will be asked to present their views in a concrete form. Lew Hahn, Dry Goods Sec’y National Retail Association. ——_32-__ Items From the Cloverland of Michi- gan. Sault Ste. Marie, April 5—Sherman T. Handy, of Lansing (but still a good Sooite), paid the city a visit last week with the members of the Public Utilities Commission, of which he is also a member. A dinner was given in his honor by the Civic and Com- mercial Association, which afforded his many friends an opportunity to extend him the warm hand of friend- ship.| The gathering was one of the most pleasant events of the season. The village of Brimley is sprouting out in the right direction this spring. It has a bunch of live business men who have organizedacommercial club. One of the first matters taken up is a move for a State park to be located at Brimley. Supervisor C. R. Ladd has offered fifty-three acres of land to the Brimley Commercial Club to be used as a State park. They are also asking John Baird, the State Game Commissioner, to have a large number of black bass planted in the river, it being the opinion that the fish will thrive there. W. R. Gilbert is the President of the new Commercial Club, Archie Thompson, is Vice- President and A. J. Passmore, Sec- retary-Treasurer. From all accounts there will be “doings” under the new organization. Hope is the key with which ambi- tion is wound up. J. A. Roberg, who for the past two years has conducted a meat market and grocery store at Manistique, dis- posed of the business to Clarke Smith and Mr. Casemore. Mr. Smith has had many years of experience and has a large acquaintance, so the new com- pany will, undoubtedly, be a success. Mr. Roberg has not as yet made any plans for the future. 3utchers say the average family is buying less meat. Depression may starve some of us into good health, but this is poor consolation. The new Bank of Commerce has opened for business in the Canadian Sault. A reception was held April 2 and a 6 o'clock dinner served to in- vited guests, among which were a few of the prominent people from the American side. The new bank is one of the finest in the Canadian Soo. The Soo Machine & Auto Company has been making extensive changes in remodeling the accessories depart- ment, which will enable it to handle its growing trade in a more efficient manner. Judging from the large TN CA NN ——— amount of sales already made, it is feeling very optimistic for the future. That American Hall of Fame might include the fellow who started the story that tobacco smoke is good for plants, so he could smoke in the house. William Kirkbride, the well-known wholesale meat merchant of Pickford, left last week for Rochester, where he will undergo an operation. His many friends wish him a speedy recovery. The Haase & Allison Motor Depart- ment has arranged for an opening trip on which they will call on the sum- mer resorts. They expect to be at Drummond in time for the big dance at the town hall which has been pend- ing their arrival. Charlie says, “You need a biscuit,” while Allison is still “on the hog.” According to reports coming in from Gladstone the price of moon- shine whisky has dropped from 50c to 35c in that vicinity, according to members of the Michigan State Police who conducted a series of raids there last week. Only fourteen arrests were made, which shows that the business is still prosperous. Manistique is to have a new de- pot erected by the Soo line. Opera- tions will start as soon as the material arrives. It is estimated that the new depot will cost $50,000. It will be constructed of brick and tile and will be 24x174 over all. This is good news for the traveling public who have looked.upon the old depot as an eye sore for many years. The work on the Government locks at the Soo is about finished for the season and is in readiness for the opening of navigation. Sportsmen in the vicinity of Rapid River have started a movement to in- duce the State Game and Fish Com- missioner to close little Bay-de- Nocque and the wide mouth of the White Fish River to commercial fishermen. The Northern end of the bay and the outlet of the river are among the most productive breeding places for whitefish on Lake Michigan. B. V. D. Setsnug Fitrite It pays to sell WELL ADVERTISED lines of UNDERWEAR. We can make deliveries on lines such as:— Cumfy Cut Write for prices and samples. N. K. LaDow, who is doing the Soo this week, states that this is one of the livliest places he has visited in the State, which makes us feel good, as there was a time when Flint, Pontiac and Detroit were getting the best of us. We naturally feel more contented since comparing notes. If you carve your name on the hearts of your friends, it will be more lasting than if carved on a marble slab. William G. Tapert. a The Smile in Business. A volume could be written on the psychology of the smile in business, another upon the frown in business. The smile is the friend to business; the frown the enemy. The smile opens the door; the fown closes it. The smile is welcome everywhere; the frown is not wanted anywhere. The smile gets past the office boy, past the buffer to the private office; the frown sits waiting for the admis- sion which he never gains. The smile opens all hearts as well as doors. It always makes a good im- pression, while discouragement and despondency repel. 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. MLL Navicloth Lawrence Quality Merchandise—Right Prices—Prompt Service | WHOLESALE DRY GOODS CL, KC Paul Steketee & Sons UMMM ddd Lddddillddddddddddddddddldllsisslhlhds GRAND RAPID6, MICH. iiddddhddddddididdddiddidddllidildldiddldddddldddddddd. PUTNAM’S Spain &) CNY “DOUBLE A” SUMMERTIME WILL SOON BE HERE AND PACKAGE CHOCOLATES WILL BE WANTED. LOWNEY’S Let our Salesmen show you Samples. We also carry a complete line of Soda Fountain Supplies includ- ing J. Hungerford Smith Co.’s Fruits and Syrups. PUTNAM FACTORY, Grand Rapids, Mich. PARIS’ yen A I i ee 9 u E oe aan is April 6, 1921 MICHIGAN’S METROPOLIS. Late News From the Fourth Largest City. Detroit, April 5—On ‘account of other arrangements being made by the business men of Battle Creek on the date set for the trade promotion trip of the Wholesale Merchants’ Bureau, the proposed trip to Battle Creek and Kalamazoo originally planned for April 5 and 6 has been postponed un- til ce in the month. The exact dates to be announced later. A dozen of the merchants have already signified their intention of going and others are urged to send in their reservations, The lease on the building at 1424- 1426 Woodward avenue, formerly oc- cupied by the English Woolen Mills, has been sold to the Detroit & Cleve- land Shoe Co., conducting the Walk- over and Biltwell shoe stores. The lease is for 10 years and involves rental of about $350,000. Beginning May 1, the first floor of the building will be occupied by a Biltwell store. John A. Brown and M. A. LaFond were recently appointed by President Hickey members of the Finance Com- mittee of the Retail Merchants’ Bu- reau for the coming year. This com- mittee will work with P. K. Loud, treasurer. The office of treasurer is a new position in the Retailers’ As- sociation. The Executive Committee deemed such an office necessary in order to properly take care of some of the proposed activities of the Bureau for the year 1921-22. The newly appointed Finance Com- mittee is at the present time working on a budget covering the activities of the Retail Merchants’ Bureau for the coming year. This budget will be sub- mitted in the near future to the Ex- ecutive Committee for their approval. The budget will not only take care of the general activities of the Sureau for the year 1921-22, but will also in- clude a recommendation for the finances of any special activity, which the Retailers’ Association will finance separately from the Board of Com- merce. The Finance Committee will also recommend to the Executive Committee what they believe is the best method of handling all finances of the Bureau for the coming year. Financial statements covering expen- ditures, approved purchases, etc., will be drawn up at the end of each month and will be submitted through the Finance Committee to the Executive Committee and to the membership at large. The members of the committee, as well as the treasurer, are particularly well fitted for the work of handling the finances of the Retailers’ Asoscia- tion. John A. Brown, the past presi- dent of the Bureau, is also a member of the Board of Directors of the De- troit Board of Commerce, and as a result of this connection the activities of the Bureau, which are financed through the Board of Commerce, can be handled in a most efficient manner. A. LaFond, the other member of the committee, has had considerable experience in financial work and has served as chairman of finance com- mittees of several well-known organ- izations and associations. P. K. Loud, the treasurer, has made*a thorough study of the systematic use of budgets and as a result is exceptionally well qualified to look after the financial end of the Retail Merchants’ Bureau’s activities for the coming year. President E. J. Hickey has request- ed the Stores Mutual Protective As- sociation Committee to continue in office until final action is taken on this proposed activity. The committee, a short time ago, submitted plans for a Stores Mutual Protective Association in Detroit. This recommendation was followed by a general meeting of the membership, at which W. de S. Tren- holm of New York City made a talk in which he explained the operation of the New York Stores Mutual Pro- tective Association. Mr. Trenholm is secretary and manager of that organ- ization, The plans submitted suggest a MICHIGAN TRADESMAN method of operation for the Detroit Stores Mutual Protective Association and also suggest a way in which the asociation can be financed. These plans were submitted to the Execu- tive Committee of last year and will be definitely acted upon by the new Executive Committee at one of their first meetings. The old executive Committee felt that, in as much as problems pertaining to such an as- sociation for Detroit would have to be worked out by the 1921-22 Execu- tive Committee, final action on the committee’s report should be deferred until the new members took office. As soon as these plans are resubmitted to the incoming committee they will be acted upon immediately. The com- mittee is composed of Z. Hemilhoch, charmany J. EH.) Wilson, C. E. Bird, WT. Wright, J. He Crow, EW. Williard and C. Wagner. ——_2<<.__ Charting the Personnel of the Store. A large chart hanging on the wall of a business man in New York City which he calls the “Progress Chart.” It shows each employe the line of advancement open to him. Such a progress chart starts at the top with the office boy and works down ta the president—the reverse of the usual or- ganization chart. It shows: Every distinct type of work or job; the num- ber of people engaged in each type; the logical or most natural line or lines of progress in each department; posible or logical transfer points; jobs which should be filled by people in the organization, by outsiders, by new help, and by both services; what is immediately ahead of each employe and what is the likely work of the future. All jobs paying the same sal- ary are placed on the same horizontal line. In preparing the chart the manager made a good many important discov- Some department heads had given no thought to the promotion of their employes, and these were the de- partments where the turnover was the worst. Wages were paid on different standards for the same work. Much consultation was necessary to deter- mine the possibility of transfers. eries. Every new employe is shown the map, his position pointed out, and the possibilities of the future explained. Each department has an enlarged sec- tion of the map hung in a prominent place and filled in with the names of the employes and their dates of en- trance. The simple device is extra- ordinarily helpful in arranging pro- motions and keeping employes quali- fying for positions ahead. The one longest in the employe of the concern gets the promotion unless someone else is better qualified. Each depart- ment has a complete set of job analy- sis cards to which employes can re- fer. William Marvin Jackson. 29 Initial Protection By Life Insurance. A young man with a wife and a new baby and a limited income ought to buy as much life and accident insur- ance as he can afford even though he is unable to put a cent in the bank. The life insurance will give him im- mediately what he needs most: sub- stantial protection for his dependents. It might take him three years to ac- quire a savings account equal to what the payment of a $50 insurance prem- ium will give him overnight. The Treasury Department has out- lined a ten-point Financial Creed, em- bodying these points, and we are glad to pass it on: Work and earn. Make a budget. Record expenditures. Have a bank account. Carry life insurance. 6. Own your own home. 7. Make a will. 8. Pay your bills promptly. in t WwW oe 9. Invest in reliable securities. 10. Share with others. > __ You may be holding your job to ap- parent satisfaction of all concerned, but are you sure the boss isn’t keep- ing an eye out for a better man for your place, due to your lack of en- ergy? CHICAGO Central 2507 TTT OULU Uses cee eee ih dkdihhbicbhhdedbabbaa nit LAaie iy Ty iy Tri La nees SULIT rye Rrncnrevnevigeeetiiectch market rate of First National Bank Bldg. Money may be made to make more money in two ways, through— 1. Speculation 2. Investment Our business is the business of distributing credit in the form of Investment Securities carrying the interest, with the element of speculation reduced to a minimum and safety of principal the paramount consideration. Our current offering sheet, listing securities yield- ing from 6%% to 8%%, will be mailed on request. Fenton Davis & Boyle GRAND RAPIDS Michigan Trust Bidg. Main 656 Citizens 7117 NT DETROIT Congress Building Main 6730 30 MICHIGAN April 6, 1921 TRADESMAN yyy S _: "ae = TER, EGGS 48» PROVISIO yyy UT pe mS Ai Sis. a Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, De- roit. : Secretary and Treasurer—Dr. A. Bent- ley, Saginaw. ‘Executive Committee—F. A. Johnson Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. Local Clergyman Sails Into J. Elmer Pratt. El Cajon, Calif., March 30—Inas- much as I am a land owner and citi- zen of El Cajon, California, and my neighbor, J. Elmer Pratt, was the au- thor of a page article in the Michigan Tradesman of March 2 in which he wrote discreditingly of land values, real estate brokers and general condi- tions in this section, a few words in defense are in order. Mr. Pratt would leave the impres- sion that Southern California is a worthless remote country, infested with crooks, land sharks and cheap lemons, a place in which the remain- der of the citizens of our fine old United States should have no possible interest and a territory which should be shunned by the credulous. Our National debts, however, are partially paid from the revenue of our indus- tries and the mighty commercial ac- tivity of our United States is surely made up of the activities of each and every part of the Nation and it seems vital to our National welfare that every liberty-loving progressive citi- zen should have enough interest in any and every community to endeavor to make them ones of prosperity and universal usefulness, instead of as- suming the role of the proverbial knocker. J. Elmer Pratt, in his recent article, would lead readers to believe that through “hook or crook, mostly crook” on the part of some real es- tate agent, he was led to acquire a lemon ranch at El Cajon, California, at a purchasing price of $2,000 per acre. This, however, he has not done and I have the authority to state that in this El Cajon Valley, the largest horticultural-agricultural district adja- cent to the city of San Diego, there never has been a ranch, lemon, orange or any other kind of a ranch, sold at $2,000 per acre. Let us have the facts. Upon thorough investigation we learn that some months ago Mr. Pratt pur- chased a 22 acre ranch which is chiefly planted to lemons and avocados and that he paid $16,000 for said property. The improvements which were in- cluded at that price consisted of a modern six room house, barn, garage, various outbuildings and an individual- ly owned water plant for irrigation, all of which could not be duplicated for less than $8,000. Subtracting this sum from the total purchase price we have a land price of less than $365 per acre. However, even at this low figure which I move you is something less than $2,000 per acre, neither J. Elmer Pratt nor any other lemon grower in America has made an appreciable profit on lemons dusing the last year. But neither has the Iowa corn grower, the Southern cotton grower, the Georgia peanut grower, the Dakota wheat grower or the live stock raisers of the Middle West, for it has been an exceptional year, yet I will be pleased to furnish Mr. Pratt or other interested parties names and address- es of lemon growers of this county who have made a net annual profit of more than $450 per acre over a term of five consecutive years; and, indeed, the citrus industry has been one of the many of which America might well be proud. Within a radius of five miles of my desk there are more than one hundred people, men and women of all walks of life and from almost every part of the United States and Europe who have acquired ranches within the past eighteen months with the intention of making this a permanent home and of deriving an income from their holdings. A friend of mine has taken the trouble—the pleasure rather—of talking with fifty-five of these new settlers and he has learned that there is but one of all this number who is dissatisfied with his investment in a ranch property, and his dissatisfaction arises from the fact that although he is himself making money, the new work does not appeal to him and he is about to dispose of his land to resume an old trade. My friend states that he will be pleased to furnish to any enquirer the names and addresses of the fifty-five new settlers with whom he has talked, each of whom has invested from two to thirty-five thousand dollars in Southern Califor- nia ranches. Of course, all these above mentioned did not buy lemon ranches; in fact, very few of them did. They investigated conditions like any sensible man before buying. Even if they bought lemons it was in part, for here, as elsewhere, people are buying ranches with varying crops or with varying industries. Many men, even if they have citrus lands, have also gone more or less into the chicken business, so that besides the eggs produced, which is considerable of an item, they have also the fertilizer and hence not paying $10 per ton, as our friend advocates as a necessity. It is a specious argument that J. Elmer Pratt presents, but it is a some- what fallacious one. He does tell us that lemon men have not made money this last year, nor the previous year, but he does not tell us that these have been exceptional years and that all other crops and industries have been affected. Only a few minutes ago [| picked up a New York paper which states that more than half the crop of potatoes in Steuben county have been put on the market at 50 cents per bushél and it is expected they will go down to one-half of that price. Mr. Pratt does not remind us of these You Make Satisfied Customers when you sell “SUNSHINE” FLOUR BLENDED FOR FAMILY USE THE QUALITY IS STANDARD AND THE PRICE REASONABLE Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN 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. Grand Rapids, Mich. Saginaw, Mich. (South Bend, Ind. M. Piowaty & Sons Piowaty-Downs Co., Lansing, Mich. Piowaty-Muskegon Co., Muskegon, Mich. Stock Purity Nut Recommend It To Your Customers Every pound of Purity Nut is Guaranteed to Satisfy PURITY NUT MARGARINE The Purest Spread for Bread Packed 10 and 30 lb. cases 1 Ib. cartons M. J. DARK & SONS Sole Distributors in Western Michigan Grand Rapids, Mich. With a full line of all Seasona le Fruits and Vegetables We Sell E We Buy We Store GGS GGS GGS WHOLESALE Butter, Eggs «» Cheese We are always in the market to buy fresh Eggs, Number One Dairy and Packing Stock Butter, Etc. WE SELL Egg Cases and Egg Case Material. Our Warehouse is a public institution soliciting the patronage of all. We store your products for your ac- count and guarantee proper temperatures. Write us for Rate Schedules or other information. Kent Storage Company Grand Rapids, Michigan SEND Us orDERS FJ KT, — SEEDS WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Both Phones 17 Moseley B: others, cranp rapis, micn. MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan ~~ a a ‘oe 4 x a 4 sw0.ad a DAR Ee Sah hemo le s25 a April 6, 1921 things. It is just as well to be fair if one wishes, as it is to be fallacious. The true Californian resents misrepre- sentations, and he believes a_half- truth is little better than a falsehood. We understood that J. Elmer Pratt was not encouraged over the 1920 out- look in the automobile business in the East and thought possibly to make good all potential losses in one year’s production in California lemons on a 22 acre ranch. To those who thus think, we would say, “Swallow your loss like a man. Be a true sport and learn that you cannot make it good in California lemons in one or two seasons such as these.” In normal times we can offer as many induce- ments in that industry and others as can any part of the country, and one can acquire at any time good lemon, and other land, at less than one-fifth of the price J. Elmer Pratt would have you believe it costs. The writer is not a lemon grower, a real estate agent, nor even a pro- fessional California booster, but just a loyal citizen of El Cajon, a lover of Southern California taking great pride in the fact that it is a part of our glorious United States of America. ©. F. Richardson, Pastor Valley Union Church. —_>-__ Uncle Sam as Umpire in Produce Business. A commission merchant receives a car of peaches in bad condition. He knows that the sale will be unprofit- able, but how can he convince the shipper that the price received was due to condition of fruit and not to neglect or unfairness on his part? These conditions daily invite mis- understandings, disputes, and bad feeling in the handling of our food products. The concentration of popu- lation in large cities, the development of production in remote regions and the dependence on railroad facilities for the marketing of the large bulk of all farm and food products have almost done away entirely with the old friendly relation which once at- tended the simple barter between the farmer and the housewife. Distance and intermediaries make for misunderstandings and, td those unscrupulous few looking for such chances, give opportunity for fraud. who are “He won't believe my report when I give him reasons for the low re- turns,” chant. says the commission mer- “I would really like to know just where the responsibility for that waste does rest,’ says the railroad official. “I’d like to get at the truth of that matter,’ says the shipper. It is right here that Uncle Sam steps in as umpire—if he is invited. For the Products Service acts only on the request of a financially spectors are Food Inspection interested party. In- stationed by the Fed- eral Bureau of Markets at twenty-five of the largest cities and about 155 more cities can be reached by them. One of these inspectors will examine any shipment in question, and fur- nish an accurate and disinterested re- port as to quality and condition in order to afford some basis on which the disputants can settle their differ- ences promptly and with fairness to both sides. If an amicable agreement cannot be reached the law has _ pro- vided that these certificates of in- spection be accepted as prima facie evidence in all United States Courts. The mere presence of an inspector MICHIGAN TRADESMAN will often ward off trouble. The probability of an inspection reduces the chance of sharp practice at either end of the shipment, which in turn will tend to promote a greater degree of mutual confidence among shippers, carriers, and commission merchants, a state of affairs greatly to be desired. The inspector has no authority to made of any car under discussion nor to say what disposition shall be mediator in settling contro- making adjustments, but act as versies or his presence prevents unfair practices, and his services are available in the case of an honest difference of opin- ion, Caroline 6. Sherman, Of the Bureau of Markets. ——__.- Rigid Rules Young Men Should Fol- low. In answer to a query as to a rule of success in life for a young man, Cardinal Gibbons once wrote me from Spring Lake: : A young man should first consider to what avocation he is called by tem- perament and inclination or rather by divine guidance and after deciding on the business or profession he is to embrace he should devote all his en- ergies to reach the goal of success. He should avoid every pleasure and distraction that would divide or weak- en his attention to the pursuit of life’ which he has chosen. But he should avoid the common error of imagining that success de- pends on the acquisition of wealth or fame. No, success is attained by doing well what we do and remaining faithfully at the post of duty. In short, his aim of life should be to place principle before popularity, duty befcre pleasure and Christian right- cousness before’ expediency. He should endeavor, in a word, to be a man of upright character, which is more precious than riches and more enduring than fame. Cardinal lived in the whole life was light of Gibbons’ steady white such principles as he enunciates here in a sense of personal accountabil- ity to the Hle was his own severest censor and Waldo. Master whom he served. taskmaster. BL ——_—__» + ~<_____ When you land a difficult customer, consider what methods you followed, brought that customer around to your way of think- ing. and what it was that Watson-Higgins Mlg.Co. GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended : by Merchants NewPerfection Fiour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks ROLOLLUAE ze 31 The Best Known and Known as the Best The Vinkemulder Company: WHOLESALE FRUITS AND VEGETABLES GRAND RAPIDS i=! MICHIGAN Special Bulletin—New Low Prices on BAKER’S COCONUT. Your jobber has the good news. Be sure to com- pare BAKER’S PREMIUM COCONUT Quarters at 42c per pound list ($1.26 per dozen) with other offeriugs. Other size packages at usual differentials. You can now supply your customers with milk fresh coconut ready for use—that’s Baker’s Fresh Grated Coconut in the Blue Label Can—S6.60 per case 48 cans. Prices named apply Kast of the Rockies—slightly higher West. After rendering the verdict in your own way, supply your customers with the brands affording the best merchandising value. Write for samples and other particulars if not acquainted, giving jobber’s name. THE PRANKLIN BAKER COMPANY Philadelphia, Penna. Bee as Mas Baker’s Premium Grade Sugar Cured Coconut Baker’s New Idea Fresh Grated Co- conut (In Cans) Just fresh ripe Co- Package Cocoanut conut in pure Co- of unsurpassed conut Milk. It is quality that will absolutely guaran- meet every require- teed against spoil- ment for those pre- age and id the ferring the old- practical and sen- fashioned dry shred sible brand to push kind. the year round. Grand Rapids 49 Market st, S&. W.,, , WE. £4 cite UF Bell . i M. 1361 EGGS AND PRODUCE Use Tradesman Coupons 32 MICHIGAN TRADESMAN April 6, 1921 Michigan Retail Hardware Association. President—Norman G. Popp, Saginaw. Vice-President—Chas. J. Sturmer, Port Huron. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Some Hints For the Hardware Dealer In April. Written for the Tradesman. With an early spring, houseclean- ing lines should now be a big. factor in the hardware business. The de- mand in most stores is now well un- der way. These lines will count for a great deal in April, and will con- tinue active until the really hot weather sets in. Hence, a good way to start the month is by an appealing display of housecleaning lines. In the early part of April it is still timely to sound the note of prepared- ness, and to emphasize the desirability of being fully equipped for the big job of housecleaning. Of course a great many housewives already have their spring housecleaning under way. Some are probably through with it by now, or with the greater part of it. But the majority are inclined to put it off until just a little later. For these, your “Preparedness” dis- play will have a direct appeal. The lesson for such a display to drive home to the customer is that it pays to have proper equipment. This fact cannot be too strongly emphasized. Efficient household help is hard to get, particularly at housecleaning times, or in homes where the work is extra heavy. The greater the need for help, the greater the difficulty in securing it. So that the hardware dealer has an opportunity to push the sale of household helps of one sort and another. But it pays also to make your ap- peal to the housewife before she gets into the thick of the fray, rather than to wait until the housecleaning is in progress. Then—unless an emergen- cy demand for something crops up— she usually feels herself too busy to bother with buying, and is apt to put off the purchase of necessary equip- ment until another year. An idea that many hardware deal- ers have found profitable is to spec- ialize in their households in April. Thus, you can launch your campaign with a general display of houseclean- ing lines. Such a display might in- clude brushes, vacuum cleaners, wall dusters, mops, pails, stepladders, sweeping compounds, polishes—in fact, pretty nearly everything that will tend to make housecleaning less like drudgery or more efficient. This, however, is just a starter. You can follow it up a week later with an “Easy Monday” window, devoted to featuring laundry equipment. For this you can show washing machines. If you handle electrics, feature your electric machine, and, if possible, give a demonstration of the washer and wringer. Around the machine on dis- play you can arrange the lesser ac- cessories, such as_ tubs, ironing boards, clothes racks, sleeve boards, irons, curtain stretchers, lines, pul- leys, reels and clothes pins. A good variation of the more for- mal display is the showing of a mod- ern, well equipped household laun- dry, with the electric machine sta- tionary tubs, etc. Drive home in all these displays the idea of the house- wife making her equipment thorough- ly complete and up to date. The idea you want the housewife to nurse in her mind, even if she cannot realize it at once, is the idea of having every- thing necessary for this work. Another step in the series is a paint display. The paint department links up logically with housecleaning. The spring housecleaning will reveal a great deal of wear and tear. To meet this condition, there are many lines of varnishes, stains, enamels, paints, and interior specialties. A display of interior specialties will logically lead on to the spring drive in exterior paints, which will be a big factor in business a little later on. A good line to push is flat tone wall paints, or other interior wall fin- ishes. There are a great many homes that have never been decorated; or that have reached a stage where they need re-decorating. The folks per- haps are considering the matter of tackling the entire job; and shrink from the prospective outlay. Now, if you can sell the complete order, well and good. But that isn’t always possible. To redecorate an en- tire home runs into a lot of money; the price is apt to scarce the intending purchaser away for another year. If there is any tendency in that direc- tion, it will pay the hardware dealer to take a different tack. Thus: “Why not try one room? Take the room that needs it most, and decor- ate that. Then when you feel ready to go on with the next, you can do so. That way, the cost is spread over a longer time, and you don’t feel if so much. , As a business-getting device, this “Why not try one room?” has them all beat. For one room redecorated shows up the others which, under ordinary conditions, might have pass- ed muster for another year. The re- sult is that, usually, several more rooms, perhaps an entire floor, per- haps the whole house, will be re- decorated. Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. " The Dudley BARLOW BROS. Grand Raplds, Mich. Ask about our way. Paper Co. We are making a special offer on Agricultural HydratedLime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan Hammermill Bond Congoleum Rugs Certainteed Roofings 149-141 Monroe St ee rd GRAND RAPIDS, MICH. Lansing, Mich. Foster, Stevens & Co. Wholesale Hardware ff 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. Brown & Sehler Co. ‘‘Home of Sunbeam Goods’’ Manufacturers of HARNESS, HORSE COLLARS Jobbers in Saddlery Hardware, Blankets, Robes, Summer Goods, Mackinaws, Sheep-Lined and Blanket-Lined Coats, Sweaters, Shirts, Socks, Farm Machinery and Garden Tools, Automobile Tires and Tubes, and a Full Line of Automobile Accessories. GRAND RAPIDS, MICHIGAN siincueciteti 4 2 a * i ) sci April 6, 1921 This a season when the tool de- partment will stand some pushing. Carpenter tools and garden tools alike make very appealing and at- tractive displays. In putting together a display of small tools, the window should be arranged in terrace form, one step rising behind another. Another pop- ular method is to provide a good background and arrange the tools in fan shape, fastened to the background, with some of the larger items shown in the front of the window. White cheesecloth makes a pretty fair back- ground; or colored material can often be used to good advantage. The background and the color scheme are big factors in making such a display attractive. Garden tools lend themselves read- ily to “realistic” displays. Thus, ar- tificial leaves and flowers can be work- ed into the display. Or, green turf can be provided; or flowers or vege- tables can be started in boxes and shown just when they come up. Often the seeds planted in long boxes can be made to spell a word or a slogan. “Our seeds grow” is a good slogan, shown in little green plants against the black background of the soil in the boxes. In putting together such displays, the hangers supplied by the seed merchants can be used to add color. Show cards can also be improvised. Display a full tine of tools. Here, again, it pays to emphasize the idea of having complete equipment, even for the small backyard garden. Quote. prices on complete outfits as well as on individual tools, as a furtner means of emphasizing this idea. April is also a good month to push sporting goods. In most communi- ties the various athletic assuciations are beginning to get busy. The mer- chant who is ready to meet the de- mand for these lines wil! get the big- gest share of the spring trade. Hav- ing the goods in stock just when the call comes for them is an important factor in handling this business suc- cessfully. Toward the end of the month, many families will be moving. Here is a good chance to push your stove trade; for in many instances these migratory families represent good stove pros- pects. The new house suggests a new stove; but once the old stove is moved and set up, the chances of clinching a sale are far less than if you get in touch with these prospects at the psychological moment. In communities where natural or artificial gas is available, gas ranges should also be a considerable factor in spring business. In most places this trade is most active in the spring and early summer; and it is trade where, as a rule. some premilinary work is necessarv in order to secure business. A good stunt is, early in the season, to put on a window display; and link this up with a demonstration. One hardware dealer at the first touch of warm weather put a pair of gas ranges, different models, in his win- dow. He had them connected, and in the evenings kept a kettle boiling on top. Simultaneously a list of pros- MICHIGAN TRADESMAN pects was circularized, and newspaper space was used to emphasize the con- venience of cooking by gas instead of using coal or wood. In conjunction with such a display or demonstration it is often a good stunt to show a “complete kitchen”— equipped with all the necessary uten- sils for efficient cooking. Here, again, you emphasize the idea prev- iously referred to, that the house- wife should be completely equipped for her work. This is an idea that you should drive home at every chance. It will make for bigger and better business. Victor Lauriston. Thinking and Getting. There is a theory of human achieve- ment in the accumulation of wealth that is well established by experience. It is that a man’s getting is usually bounded by what he wills to get. We all incline to limit our exertions to the purpose for which we make them. If we work for a mere living, that is all we get. If we have a larger am- bition and aim, we naturally do the things necessary to make our desires become realities. Failures usually come from a mis- conception of the right method of ac- complishing a definite purpose. The wish to make money and become rich is almost universal, but millions fail while awaiting opportunity because they do not realize that the oppor- tunity is in their reach every day. They die disappointed because they never take the first step necessary for the accumulation of property. Every normal fortune began with small savings, which become large savings in time. The man who waits for a chance to get rich quick never reaches his goal. The honest posses- sion of a hundred dollars is a trans- mutation of some man’s time, econ- omy and effort into that much capital, which has all the power of his muscle, brain and self-denial exerted in ac- quiring it. This money properly in- vested works for the man who owns it, and when he has increased it to a thousand dollars, that sum works for him. Thus the man has both his money and himself working to bring him wealth, and in time it surely does it, if he makes a good fight. What is worth having is worth working and saving for. A home, a business, an income, should be the aim of every forward-looking young man. They cannot be won in a day or a year, because they are worth more than that much time and effort; they are the work of years, as every man who possesses them well knows. And they all start with small savings—by somebody. The sooner the young man begins saving the sooner he will have what everybody wants, the re- ward of industry and economy. But he must think it or he will not get it. ——_~+ Sales Plan For Fond Husbands. June Devries had a little confection- ery and cigar business in the heart of New York’s financial district. Her cigar and tobacco sales used to dom- inate until a man who took a box of chocolates to his wife every week gave her an idea. He forgot the box oc- casionally and said one day: “I wish I had some way of reminding myself of this thing.” “Why not let me leave GRAND RAPIDS, a box for you in your office every Wednesday?” said June Devries. The man’s pleased assent stirred her to have some neat little announcements printed which read: ll Help You Remember Friend Wife With a Box of Candy Each week On the inside she showed the impor- tance of bringing back sweetheart-day smiles to the wife’s face and explained her plan of taking a standing order for candy to be delivered at the office any day of the week. Then she visited each office of the adjoining skyscraper and laid her message on the desk of every executive. . A few days later she made a return call and received sufficient encouragement in the way of orders to send her to visit other buildings. She met with such success that she hired a girl for the deliveries and put her in uniform, with a bell More an- and the boy’s cap and braided coat. nouncements were printed business grew until it was necessary to rent more space, and June Devries now reminds one hundred and twenty- five husbands of their weekly box of candy for their wives. a A man never shows how big a fool Libert he can be until he trades bonds for bum stock. { 4 BAA AAA A , Store and Window AWNINGS made to order of white or khaki duck, plain and fancy stripes. Auto Tents, Cots, Chalrs, Etc. Send for booklet. CHAS A. COYE, Inc. MICHIGAN 33 Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-J.ansing Brick Co., Rives Junction Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 REFRIGERATORS for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hoszitals, Etc. No. 72 for Crocery Stores No. 64 for Meat Markets No. 75 for Florist Shops McCRAY REFRIGERATOR CO. 2144 Lake St. Kendallville, Ind. We carry in stock and manu- facture all styles and sizes in Loose Leaf Devices. We sell direct to you. Flat Opening Loose Leaf Devices GRAND RAPIDS, MICHIGAN NGLEFOQ PRODUCTS Vie Fc 2 Sricky Fiy PAPER, ST1ckY FLY RIBBON, TREE IANGLEFOOT, ROACH ANT POWDER. THEO&W. THUM Co., MANUFACTURERS. GRANDRAPIDS, Mich. WALKERVILLE,CANADA. | 34 MICHIGAN TRADESMAN April 6, 1921 i — = — OMMERCIAL SVN (cunt aN Grand Council of Michigan U. C. T. Grand Counsellor—H. D. Ranney, Sag- inaw. Grand Junior Counselor—A. W. Stev- enson, Muskegon. Grand Secretary — Morris Jackson. Grand Treasurer—Harry Hurley, Trav- erse City. Grand Conductor—H. D. Bullen, Lan- sing. Grand Page-—-George E. Kelly, Kala- mazoo. Grand Sentinel-—C. C. Carlisle, Mar- quette. Heuman, Danger in Trying To Be Too Smart. Business was very slack in his line and, toward the end of a trip that pro- duced no orders, the young salesman was puzzled to know how even his expenses were to be made. The night before he reached the last city on his calling list, word came from his con- cern reducing the price on one of the important numbers of their line 30 cents per yard to meet the quotation of a competitor on a similar fabric. Much to the astonishment of the sales- man, the first customer he called upon the next day was interested in buying goods, and his choice centered on the cloth in question. A quick question framed itself in the salesman’s mind: “Could he put over the old price of $150-” The price cut had not been made known to the trade, since the information had come to him only the night before. The difference of 30 cents between the old and the new selling price would more than pay the expenses of his fruitless trip on even a small order. He was young, took the chance, and the old price was not questioned by the customer. But now, in his older experience, that incident rankles as the one regrettable trans- action of his entire business life. “On my next visit to the same man,” he said, “he sent word out from his office that he was not interested, but even in those days when I was fresh to the selling game, and all around fresh, I guess, I always made it a point to tind out why I was refused the op- portunity of showing or selling my I strongly suspected why this customer was not interested, but at the same time, I wanted to be sure. When I finally gained a hearing. I heard plenty. The first two or three minutes would have been described by a cartoonist by means of asterisks. Two samples were laid out for me to gaze upon one made by my own house and the other from our competitor. They were identical in all but the price. I had sold him our cloth at 30 cents over the market. In his hot but brief interview I learned all I wanted to know about my character, habits and general worthlessness. Needless to say, there was no further business i could transact, and 1 lett with a sneaking suspicion that some of his remarks were deserved. From that time on, as I recall it, I grew more careful and tried to curb my smart- ness. goods. “In some cases, however, the buyers I visited laid themselves open to dubious strategy on my part. I would not accept such challenges now be- causé my experience tells me sharp practice should not invite sharp prac- tice. The best business is open and above board, with your cards on the table. It is true, however, that many salesmen are willing to follow this method until they come across a case where it looks as if the customer was trying to put something over. Then they forsake their policy of fair deal- ing and try to match trickery with trickery. Often they are scarcely to blame for taking part in this game of wits. The customer may be taught to respect their talent and in the future mend his ways. “IT remember a case of the sort in my own experience. After results showed that my judgment was cor- rect, but | would work the game dif- ferentlly now. In this instance I was hungry for business again, and con- ceived the idea of visiting a customer off the beaten path, who rarely re- ceived calls from traveling men. My idea was rewarded, and an order offer- ed on a low-priced fabric if I could match the value of the sample shown tc me. The price was 85 cents, and I told the manufacturer I could match or beat i. So [ went back for my sample case at the hotel and looked over the line to find the desired value. I found that I had spoken out of my turn. The nearest thing to it I carried was a cloth for which my price was $1.50. The variance was so great that I immediately suspected the customer of sharpshooting or trying to beat down my price with a false quotation from another firm. So back I went with my $1.50 cloth, put this and the other sample side by side, and took out my order book. The manufactur- er examined the two cloths critically and then specified the amount. In taking down the order I simply sub- stituted the number of an 85-cent fab- ric in my line for the $1.50 cloth he thought he was buying and sent it through to my house. There was no kick after the goods were delivered, and it proved to my mind that the manufacturer was after an 85-cent cloth and was perfectly satisfied, even though he did not suceed in putting across his scheme of getting a better value through showing me a higher- priced piece of goods. As I said, I would not stoop to such tactics now, and I would simply tell a customer where he got off if he tried to work such a game on me. “The young salesman who is bub- bling over with enthusiasm is always willing to try some new scheme to get business. This smartness may pay or not, depending upon circumstances, but usually it is like trying to fill a middle straight in a poker hand. There has been an awful lot of money lost at poker in the hove of catching the elusive card that is needed, because percentages are against it. In the same way, there has been a lot of busi- ness lost through playing the ‘smart aleck. Sometimes it pays to take your nerve in your hands, but as a rule this style of playing the game must depend a good deal upon just how the customer is acting. If he is straightforward and asks only a square deal, then beware of trifling with him. On the other hand, if he places himself open to attack, an ad- vantage may be gained through in- troducing some novel defensive tac- tics. “Tl will make my meaning clear by relating an experience which was a nervy stunt for me. Before I even got a chance to show my Hine to the customer in question, he insisted up- on discount terms of 9 per cent. off. Our discount was 6 per cent. We argued the point, and I explained that I was in the business of selling mer- chandise and not terms. But there seemed no way of budging him from his stand for the extra 3 per cent Finally, when he had turned to go, I persuaded him to look over my line at any rate. i had capitulated, for he placed a large order. Upon concluding his purchases he brought up the question of terms again, and probably imagined that, with the order in my pocket, he would have his way about the matter. I took out this order, along with my price list, I ran through the different items and explained that I had added 10 or 15 cents a yard to every article he had bought to carry the difference in terms and that if he consented to a 6 instead of 9 ner cent. the lower price was his. He sputtered for a few moments,.and about the time I thought he was ready to tear un the order, he saw the light and accepted our terms. his was a typical bit of smart would result disastrously in three out of four cases, but it worked here. He seemed to think } usual discount salesmanship and probably “The point I have tried to make, however, is that smartness does not pay alongside of straightforward busi- ness dealing. on the wrong side of the fence, it is sometimes j there, but it is questionable whether even a temporary lapse in an honest, square dealing policy is to be recom- mended. In my own case, | know that [| have outgrown such methods, and the customer has to join me or else play by himself.” Where the customer is necessary to join him —__>—>___ Instinct. “Il am just tired all around!’ said the wife. “Cord or fabric?” absentmindedly asked her husband, who dealt in that zne of gocds. Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST NeW Hotel Mertens GRAND RAPIDS RATES Rooms, $1.86 up; w'th shower, $2 up. Meals, 76 cents er a fa carte. Wire for Reservation. Union Station i“ The Newest Well Known for in Grand Rapids Comfort and Courtesy HOTEL BROWNING Three Short Blocks From Union Depot Grand Rapids, Mich. 150 FIRE PROOF ROOMS—AIll With Private Bath, $2.50 and $3.00 A. E. HAGER, Managing-Director Livingston Hotel and Cafeteria GRAND RAPIDS Nearer than anything to everything. Opposite Monument Square. New progressive management. Rates $1.25 to $2.50 BERT A. HAYES, Propr. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mgr. Muskegon 3 Michigan i Jee ae Md wieisly “The Quality School’ “A. E. HOWELL, Manager 110-118 Pearl St. Grand Rapids, Mich. School the year round. Catalog free alespook 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND. PRICES. THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO ' i \ Wa Nib t . st ( wd IN THE HEART Division and Fulton ‘ $1.50 } $2.50 CODY CAFETERIA RATES OF THE CITY up without bath up with bath IN CONNECTION 1 SARS ad RTE ET EMELINE NS TD RRC Re bas z ~ win Pes ie a Ra RAUB dese Fe pie i, April 6, 1921 MICHIGAN TRADESMAN 35 Gabby Gleanings From Grand Rapids. ours said it was better in the long ST SIT — , TT ; moe Tp Grand Rapids, April 5—Guy W. run for a boy to work the whole year El ie lor Re Salil he SALTS SAR STS Rouse, President of the Worden Gro- through for that money than to get A cer Company, left Saturday evening thrice as much for six months and be ae for French Lick Springs, Ind., where unemployed the other six. He was ae e he expects to remain a fortnight. Mrs. right about it. : = a n te erc a nl IS e = Rouse accompanied him. _Follow the commercial traveler in — John A. Lake, the ubiquitous Petos- his choice of a hotel if you would have Py} Ae key grocer, was in town Monday, after good entertainment. He knows where ee C a week’s absence in St. Johns, Lan- to find a good bed, clean, wholesome — = : = sing and Detroit. food and reasonable prices. — On Which We Can Give You The next convention of the National From January to May, every year, e ° Sample Men’s Association will be held Ot every other year, most states have Imm d t D [ = at the Morrison Hotel, Chicago, May legislatures making new laws. In 4 e la e e Ivery 4 19, 20 and 21. many cases such bodies might devote 2 cS _Herman Hansen, President of the themselves wholly to repealing old AY] PIECE GOODS Grand Rapids Retail Grocers Associa- laws without injury to the people. 27 and 32 Inch Dress Ginghams. tion, has secured the Grand Rapids Main traveled roads are always 28 Inch Shirtings and Cheviots. : = agency tor the Merchants and Bank- crowded. The man who finds a short- — 36 To Wie tua oe 4 ers Mutual Fire Insurance Co., of cut, or blazes the way for a new and India Linon, Flaxon, Ripplette. Fremont, and entered upon the duties better path in business or profession, FF, 36 and 40 Inch Fancy Sheer White Waisting. of his new position Monday of this is not bothered much with competi- A, Qld Glory Long Cloth, ali qualities. x pean tion y Fancy Serpentine Crepes. . : : : ' : ' F< Amoskeag Apron Ginghams qi Attention United Commercial Tray- A well-known traveling salesman 4-4 Bleached and Brown Sheeting elers! Do not overlook the fact that who has always been noted for his a oe eee Eveins. ate A : fairness “onservati as o 50 Inc ain Dress Serges. there will be an extra dance for the Ps — and CORSET VATtSI writes the 45 Inch Dwight Anchor and Wamsutta Pillow Casing Shorts Assorted F= season, which will be the final party, Tradesman as follows: “In your. re- Bundles. This is to be held in the ball room cent criticism of hotels, you certainly i 436 Inch Plain White Dress Gaberdines. Ee at the Pantlind Hotel S : - missed a shining o rtunit hen Linen, Union and Cotton Crashes. pales sp ee eC baled to iakide 1 Poles SDJ Table’ Damask, 5-4 Oil Cloth, Challies, Towels, Infant Crib Blankets. ing, April 9. Dancing will begin you faile to include the Hotel Elaine, F—4 32 Inch Pacific Art Drapery Cretonnes. A promptly at 8:30. Now, brothers, let of Lapeer. This hotel is conducted by 32 Inch Pacific Tapestry Cretonnes. = us all pull together for the wind up, J. F. Miles, who is, in my opinion, oe inch Printed Terry Over Drapery. and be present with our friends, as a one of the slickest men who ever Pestana cea ae good time is insured. There will be came down the pike. I give him Tudor Drapery — special entertainment during the even- credit for one thing and that is his PA] 36 Inch Painted Silkolines. 7 ing. Remember if you miss this good hotel is very clean and wholesome. y 40 Inch Curtain Marqusette. oa au Gaal dace 1 se His beds 1 fair. b hi py 640 Inch Nudrape for Curtains time and the final dance there is no Is beds and rooms are fair, Dut his FE 40 Inch Fine Figured Nets. one to blame but yourself. Come and prices are one-half too high. When Fine Percales in New Polly Prim and Dolly Varden Apron Styles. show the committee that you are with it comes to meals the price is not out 40 Inch Empire Dress Voiles, New Neat Designs. : them in this final party. of the way, because he charges only — - on hice oe pee Ge Willow and Georgette Designs. All decent people should be in bed /9c per plate, but the portions he 1 40 Inch Victoria Dress Voiles all new Foulard and Georgette Designs. by one o'clock, says an Eastern moral- serves reminds one very distinctly of PAL 40 Inch Imported Colored Organdies, '4 Checks. ist. He is right, so far as those whose the most strenuous days of the war. Ey 4640 and 45c White and Colored Organdies. fork j 1 Rs dayligh Everythi is “choi £7 £ = Bath Towels and Face Cloths. : work is done in daylight are con- -verytiing 15 choice Of, trom soup Barber Towels and Barber Toweling. cerned. Social life after midnight may to nuts, but no healthy traveling man F—4 Shorts of White Lawns, Batiste, Voiles, Gaberdines, Organdies, Satin- fairly be characterized as the later can satisfy a reasonable appetite with Fy nettes, Satines, Poplins, Ottcrnans and Skirtings. the looser. When the clock in the one item under each heading. In 7} or . foo. — steeple strikes one the man who serving bacon he expressly restricts Lonsdale Bleached Cotton. | would prosper must be in bed. his patron to one egg—with eggs sell- NOTIONS Market reports of leather listless ing at 20c per dozen! I don’t propose F and furs sagging do not mean that to call Mr. Miles a grafter, because 1 Jiffy Pants Hair Nets) Stickerei sweet Marie will not be quite so keen that is a pretty harsh name to apply ppakibggt sco ee” ea — Pa : ‘ mr Arm Bands Fancy Ribbon Ladies’ Belts for stunning summer furs and smart to a hotel keeper, but he certainly | Texto Rope Rick Rack Men’s Belts boots as ever. Barefoot days and has the art of serving diminutive por- yy Texto Crochet Colored Pearl Buttons Silk Gloves nubia and fascinator nights are gone _ tions down fine. To all complaints oe oe rage A cptays cgay ada : “4° Embroidery Sockletts Bias Tape forever, we fear. whatsoever, he smilingly and obse- Lace Veiling Down in Georgia efforts are being duiously replies, ‘Thank you kindly.’ ” ring to utilize sweet potato culls for —_»-2___ HOSIERY AND UNDERWEAR the extraction of syrup. Both inter- r : : , , i i i i: I : ate News From th r , 5} Men's Combed Yarn Spring Needle Union Suits, Long or Short Sleeves. esting items for any boy who ever Kou ened Electric City a, Men's Semi Combed Yarn Union Suits, Long or Short Sleeves. scraped down the sides of a New Or- Muskegon, April 5—The Piston AY Men’s Carded Ribbed or Balbriggan Union Suits, Long or Short Sleeves. leans sugar hogshead Ring Co. is putting a large number Men’s Balbriggan Shirts and Drawers, All Styles. mio ; a of men to work these days. havin Men’s B. V. D. Athletic Union Suits. Owing to present conditions and sea es & F=j Men’s Wolverine Athletic Union Suits, 72x 80 Nainsook to Sell for $1.00 the much lower prices all items such He rs ahead for — bebe A = at a Good Profit. as mea »etter tone seems to be prevailing in | Boy’s Athletic Union Suits Ce eu a ae oe a. all of our leading factories, such as E—) Boys’ Ribbed or Bal. Suits to Sell for 50c. supplied, Gran _ Aapids Council, at ani el Lo B iol 5 Ladies’ Carded, Combed or Mercerized Union Suits, All Styles. their regular meeting Saturday, April - inental Motors, the Brunswick, Ladies’ Vests to Sell for 25c up to $1.00. 2, adopted a resolution that all |! ete, = Men’s Fine Full Mercerized Hose. 4 De ag a oo Personally we think Ernie Welton a F={ Ladies Fine Full Mercerized Hose, Raqalar or Qutsine. i sin gently renuested to remuiaie their poor advertisement for the hotels up — Ladies’ Pure Thread Silk Hose in Wanted Colors to sell for $1 to $1.50. . " e ; . the da rate ~ , : cat prices in keeping with the lower the Pentwater branch. Ernie says a MEN’S FURNISHINGS AND READY-TO-WEAR prices now prevailing. With con- ‘double barrel gun makes him a fine XI i ie eae certed action of the twenty councils Par of pants, even affording plenty PO} ~Newest Numbers in Wash Ties. of the U. C. T. in Michigan, in hearty Of knee room. If Ernie was any [F¥ Men’s Muslin Night Shirt and Pajamas co-operation with the hotels and thinner you could not see him at all. F—} Hallmark French Cuff Dress Shirts. restaurants in Michigan, it is hoped A petition is being circulated to cece ur Nay Stretch Dress Suspenders A ; r ph EE All Styles in Work and Dress Suspenders. good results will be brought about. have trains on the Ann Arbor Rail- Fj All Weights and Patterns in Stifels Drill Overalls and Jackets, Also Lord knows there is ample oppor- way reach and leave Frankfort at TH Plain Blue Overalls in Six Varieties and lowest Prices Obtainable. tunity for reform in this direction, more reasonable hours. Under the ey ee cod ec . | he i : Fee i ieceak achedcie 1. ; 7} ottonade an aki Wor ants, jut the biggest pirates after all are present schedule the only train gets F< Serge and Flannel Effect Dress Pants the Pullman and railway companies in late in the evening and leaves early Black Beauty, Big Yank and Old Faithful Work Shirts. which operate dinin r in the morning, thereby compellin Fj Boys’ ‘‘Honor Bright” Black Sateen Blouses. 36 oe 5 g cars, who charge Hon Siew: g; y peling Boys’ “Honor Bright” Work Shirts. vs or about five ounces of po- travelers to stay all day or go to the Boys’ Overalls, Coveralls, Rompers and Play Sui . : 2 ’ ’ a y uits. tatoes, with potatoes selling at 50@60c expense of a drive to get out. Caps for Men and Boys. per bushel; 35 cents for a piece of pie f these days keep warm it will s poy «Men's and Ladies’ Fancy and Plain Umbrellas. ' : ao ah Pp If these days keep warm it will soon 4, Slipova Cotton Middy Blouses for Ladies, Misses and Children. a poor excuse for pie at t 1at—about be time for a fish story from Nick 4 Voile and Georgette Shirt Waists. - pee as a apes s hand. ee . Lulofs. cad Bungalow Aprons, Light and Darks in Small, Med. Large and Extra Sizes ents for an oyster stew consisting o es a : u . : olly Prim Aprons in Percale, Gingham and Cretonne. skimmed milk and one oyster, with- Chris Folrath is reported as slowly Children’s Aprons, Tea Aprons, Clerks’ Fitted Aprons, all kinds of Aprons ba Bela oc th alae getting over his attack of rheumatism. Priscilla Sunbonnets. Ot or any other seasoning. J. D. Klont, Jefferson street grocer Silk, Satin, Jersey, Sateen and Muslin Petticoats. [he men who are responsible for such et ee ee ony meen’ Ladies’ Wash, Tub and Sport Skirts. acts of piracy—not to use a stronger Bee = his we We failed to P| Silk and Satin Chemise and Combinations. rora—— : earn wno purchased same. Corset Covers, Bandeaux and Brassieres. word—should be held up to the public The Ladies Auxiliary is reported as ||24 Muslin, Silk & Phillipine Gowns. scorn and ridicule. ee P 7 W. T. Corsets, All Sizes and Styles. Mr. Harding may be a great and Progressing fine. a served a — good man, but we shall never fee] ™enu at our annual meeting, a fact i i i i [ ee Gin cc witee aol ae one Now is the time to get this merchandise, while you can. hissed by a pro-soviet audience, ee = i It will be early enough to begin to shasta ash bey npevensoo hag & bid 2 s is hast : : narrow escape from being overcome y do business with Russia when she has EE ne 1 : : == ran a I S r 00 S 0 paid the back interest on her bonds with gas last Saturday, but is reported i Waatia'e : - to be all O. K. at this writing. GRAND RAPIDS MICH hi ouldn’t sigs os bed . Going to use the telephone next E , : ire. a crew of men that would wor week on E. C. Welton, Nick Lulofs ; ; : : : . : we ’ ’ as they do in one of those industrial 7. Anderson, A. W, Stevenson, Mat [= Excluslvely Wholesale No Retail Connections ms: Steiner and Jim Cead. Got to have an a F When we were a youngster on item from each of them. My ’phone RS /MIMMMIRAU ITT TA MM il Mean MAMA a “salary” of $300 a year, an uncle of | number is 6476. E. P. Monroe. ; 36 MICHIGAN TRADESMAN a — = 7 > = ¢ > ~ GS*°’ DRUGGISTS SUNDRIES Michigan Board of Pharmacy. President—H. H. Hoffman, Sandusky. Secretary and Treasurer—Charles §S8. Koon, Muskegon. Other Members—E. T. Boden, City; James E. Way, Jackson; F. Cahow, Reading. Next Examination Session—Grand Rap- ids, March 15, 16 and 17; Detroit, June 21, 22 and 23. Bay 2, Blowing Bubbles in the Drug Store. There are a whole lot of men who are in business who are forever blow- ing bubbles of fancy and fancied profit in the air. These are usually the peo- ple who can see a fortune a long way off, but can seldom perceive a dime near enough to get hold of it, or of discount the The bubbles which glit- its fellows, in time to month’s bills. ter so brightly with so much of rain- bow promise, are apt to go floating away and to break, leaving naught but These are the people who are constantly putting in one side line, and pushing out another, who find life a stretch of disappoint- have sufficient hope in their makeup to go on and on, empty dreams behind. ments, and yet who always expecting that fortune is hid- There is a pathetic tragedy in it—the pass- ing just a little bit further on. ing years—the thinning locks—the on- coming of wrinkles, and the faded wistfulness of eyes once full of life and hope. And the pity of it all is that the dis- appointments are so needless, and the opportunities so great! Let me tell you about three good mine, all of them such worthy people, and yet bubble blow- ers. The first one we will call Corning. He began life with much of advantage. His father had begun with nothing, but had made a fortune, and Corning was the youngest child. In conse- quence, when he chose the drug busi- ness, his dad was glad to give him a fine head-start. Corning had the feel- ing that as the family was so well fixed, friends of there was no need for him to have any anxiety as to his own ability to meet his obligations. But the old gentleman meant it when he had given his son a certain amount of money, and had said: “You must make this do, until I am through with what I have got left. Whether you get any more or not de- pends upon yourself.” Corning was a good fellow, but he stalled. He never thought that it was actually up to him to get down to brass tacks and to work like an Indian. He never went after the trade of the doctors because he said that he could not understand why a_ pharmacist ought to kow-tow to a medicine man. He would treat them all well, but he didn’t propose to fawn after anyone’s favor. He wouldn’t reach out for the pa- tronage of the nurses, for he thought this beneath his professional dignity. He rarely advertised for the reason that it cost so much, and he expressed doubts as to whether it would bring enough extra business to pay for the outlay. He didn’t take care of his bills promptly, for he seldom had the money. And because he didn’t have the money on hand, he never made the slightest effort to find out how to raise except by giving an oc- casional note at the bank for a small amount. He rarely paid this when it was due, and usually renewed it once or twice, and then paid half of it, and gave a new note for the balance. He was a very close buyer and fre- quently refused propositions which would have been well worth his earn- est consideration. He had an idea that the other fellow was always after his money, without taking into con- sideration that the other fellow could not hope to get his money unless he offered something with a fair promise of yield to the buyer. He so persist- ently turned down every new idea that he refused some mighty good deals. Occasionally though, he would take on something that looked good to him, and more often than not, this some- thing lemon which attracted him just because it was cheap. Corn- ing always had the idea that some day his old man would die, and leave him a lot of money, and then everything would automatically straighten out, and he would be able to increase his patrimony with great rapidity when he had sufficient capital to do business with. The old gentleman lived to be ninety-five, and when in his dotage made some investments which ate up his fortune. The result was that Corning didn’t get what he had ex- pected, and in the meantime, youth, opportunity and hope had been left behind—bubbles gone forever. The second case was that of Linder- man. any was a He was just the opposite in As soon as he went into business, he established many ways from Corning. a line of credit; he took care of his bills promptly; he bought nationally advertised supplies; he pushed his prescription department; he took pride in the manufacture of his own prepar- he was an organization man from the ground up. ations, and Just the same, he bubble blower. And he, has come to middle life, disillusioned, and disap- pointed. His mental attitude was al- ways this, “If I want to do a thing— that’s reason enough to do it!” And all too often he found that he hadn’t counted the cost, and the expense of pushing his hasty plans through was simply ruinous. The result was, that if he a thousand dollars this was a too, made month, he spent two to three in the near future on the strength of it. Linderman also began with a fair sized capital, but he wound up by be- ing thousands of dollars in debt. He is still persuaded that there is no money in the drug business. Sherman was a different kind of bubble blower. He began without money and he had to work hard for every cent he had. The result was, that he became a terrifically cautious individual. You couldn’t get him to put a side line in at the point of a gun, but on other counts he was con- vinced that the other fellow who made money must be a safe model to fol- low, and so he flip-flopped from one method of accounting to another; from cash to credit and from credit to cash; from special departments of service to no departments at all; un- til the public got to look upon him as a sort of business mountebank. Naturally he established mighty little confidence and good-will. He felt fate was against him, so he got to be a grouch. In the end, he sold out and went into automobile accessories, about which he knew nothing. He loaded up heavily just before the break came, and lost enough to trim him up smooth and clean. ( Now all these men were bubble blowers, but none of them would have acknowledged it, nor did they realize that they failed because they never got down to work in dead earnest. The case of Howard was different. He had a small capital and he had saved every dollar of it. He believed thoroughly that successful business is founded on definite, sound prin- ciples, just as is banking or insurance or engineering. He didn’t propose to run his drug store on any bubble blowing basis, and so he governed himself acordingly. Before establish- ing a precedent of any kind for him- self, he sought information thorough- ly as to costs, results and actual work- ing out of such plans. Howard went April 6, 1921 about his affairs in a straightforward manly fashion, and at the end of ten years in business, he has accumulated a substantial property. Asa result, he is self-respecting, and highly respected by his associates and friends. He en- joys life and good health, for in all his branches of business he has fol- lowed a definite policy about which there is no reasonable doubt. He takes time enough to get posted and yet he makes sufficiently rapid de- cisions to be safe. Howard would have made good in any business, for the same principles applied in the same way would have told in any situation. Howard is no bubble blower. He grasps the reality and never depends on guesswork. He is progressive, thorough, definite, and exacting both with himself and his employes. They also respect him and his methods, for they are sound. Howard bases his business on qual- ity of service and actual values. He caters to the best class of people. One of his mottoes is, “The last chapter must have a pleasant ending.” By this he means that he never in- tends to put himself in a position where he will be crowded or driven into a corner, or squeezed to the wall, because of hasty judgment to-day, or the exercise of poor judgment which he can avoid. In other words, How- ard doesn’t blow pretty bubbles with the expectation that they will turn into good round dollars. He is ten years younger looking than his actual age, and conceded to be one of the stable men of his community. All three of the others about whom I told you had a better chance than Howard. He made his chance and so he values it! Bruce F. Richards. ot Who patronizes nowadays a store that has old fashioned unattractive windows? Paris Green Tree Tanglefoot Insecticides We have a complete stock of and are glad to recommend SHERWIN-WILLIAMS CORONA ANSBACHER “QUICK DEATHS TO INSECT PESTS.” Dry Lime & Sulphur Pure Insect Powder Arsenate of Lead Rose Nicotine Write Today for Prices. Formaldehyde Tuber Tonic Hazeltine & Perkins Drug Co. Grand Rapids, Michigan ee eer a ‘Rea SEAR aa aot EME a enc aaa aa a April 6, 1921 MICHIGAN TRADESMAN 37 : : . eo ahh: : ’ > Druggists and the Spice Business. means selling goods to people who are Wholesale Drug Price Current Druggists formerly had control of not sick. . — the spice business and should get it This constant repeat business is Prices quoted are nominal, based on market the day of issue. back. The way to get it back is to very valuable because it gets people Acids Almonds, Sweet, Tinctures have a line of spices on sale, a com- into the habit of coming to your store. Boric (Powd.)__ 18%@ 25 SEER EEOTE, aennanm ete ps 1 85 : : i on 8 : r Borie (Xtal) 181%4@ 25 Amber, crude -. 3 00@3 25 Aloes 1 65 plete line. It goes without saying that [hat is just what you want. When Case ta —. He 2 Amber, rectified 3 50@3 % yo ae at 1 60 : . : . : ee . “ghee eta ay Anise | 1 Be Q / A ---------- this will be a line of superior goods. they form the habit of coming to your 2 — = Bergamont i 50@8 75 Asafoetian cc @3 = The druggist already has a reputation store, they buy oticr goods, and it Witte 10@ 15 soo ~------- Z b0g3 a aa CU Uw wrmlUlc(iwr for handling only reliable goods. No- is very difficult to take their custom a “40 | tone 1 20@1 40 ae ag Comp’d G: 7 body questions this. away from you. Taene “e686 See "ee Cantharadies --- @3 00 Get up a uniform and distinctive Man is a creature of habit. He goes Attmseie Cloves wnnn---- 2 e? e0 fonaaoe xn Ge = ocoanu siaiisiocciicaad oV@ . - — label and a neat package. Asa start- to the same restaurant every day. Water, ne Ses a 10%@ 20 Cod Liver _.... 1 50@1 75 Cardamon, Comp. gi * : c , fater, 1 oe. 5 ‘r 9 954ap5 MOOG Lo q 5 er, fix up a front showcase. In many Others may be better, He doesn’t Water, 14 dee. ce 4 13 Gore a. : 301 ae Cinchona aa @2 1s instances the goods will sell on sight. dispute this. He simply goes to the Ge as a 26 Cubebs a. 11 00@11 25 Colchicum | ------ g2 00 : e : uoride ara — -oe 25 heaton UDEDS ......... Many housewives visit the store to place he likes. It would be hard to Racabataa oy oat 46 ©Digitalia _...__ gl ee | : a ne De a . sa Balsams Hemlock, pure 2 00@2 25 Gentian --_._____ >.4 buy other goods. They cannot fail convince him that any other place is oc 80@1 00 Juniper Berries 3 75@4 00 Ginger, D. 8. —- @2 00 to notice a well-arranged line of better. Fir (Canada) -..2 60@2 75 Juniper Wood 2 560@2 75 Guaiac -_____.._. @2 80 A s pa odes 95 G 5 Guaiac, Ammon. @2 50 : : : : : E (Oregon) 60@ 80 Lard, extra 1 25@1 45 Y spices. Frequently they will order Should his restaurant close, for a oa Pee 60@3 00 Lard, No. 1 ~... 1 10@1 20 lodine @1 20 goods without urging. long time he feels lost. Finally he Tolu —-... | €0@1 40 Lavender Flow 10 segie 75 sodine, Colorless = ee , es : 4 : savendar G: 5 Pon, ClO. ~----=— You can easily get up an attractive forms other ties, and so the drama Barks taney... 1 75@2 00 ino, ee 2 “ be . 2 j e “¢ insee 2Hile @ ae REE EE sewiidiche mumanes folder. Descrite the line in brief, with goes on throughout his life. Cassia (ordinary) 45@ 60 oe a a ‘car sen 91 Nux Vomica _... 1 90 a few words about quality. Give a It is sensible to go to a place where Stes ae eyo 7 Linseed raw, bbl. 4@ q7 cease — q _o : c . 4: : , : : eee a) — Anseet raw less 84@ 92 ; . . list of the varieties carried and quote you are known. You are likely to get — Cut (powd.) ue = ieee e. ie oz. @2 75 Opium, Deodorz’d @3 50 prices. Detter treatment, They know you by =~ —"""" pro apd Fees - thubarb --..___. 2 00 When sending out a general letter, name, anyhow, and this is worth | Berries Olive, pure -.-. 4 75@6 50 e ok ou . Cubeb ---...-._- 175@2 00 Olive, Malaga, Paints one of these folders may be enclosed. something. Mine, 40@ 60 wi“ 4 00@4 25 You can enclose one with nearly So a good line of spices will give Pees a “7 = ae 4 00@4 25 roe veo dry soit 5 ; : a om 5 ort : 7 ase every package that goes out of the you something to advertise. iia Orange, Sweet 5 00@s 25 Lead, warts ott. Hen : ; ; : xtracts Origanum, pure 250 UVchre, yellow . store. cae It will pay a direct profit, and a oi, 60@ 65 Gueaaca 4 1 25@1 50 Ochre, yellow less 2%@ ¢ Of course, when a customer is in a continuous indirect profit by bringing Licorice powd. __ @1 00 Peres oe 7 at = fo vine co 7 ° ‘ ‘i eppe 1 ina GO Gees +e di i : . < hurry for an important prescription, people to the store. Flowers Rose, pure ... 15 a 00 Weities aa Eng. 19 “4 tac eo as a hills <- mee ‘ : . / ic Rosem: 7] 2 75 ‘Hiting, DB. ..... it is not wise to detain him Ww hile you The line is a clean one, and well Oeste ay £00 = nate ay —“— * Whiting ------- 54@ 10 wrap up a spice folder with his pack- worth boosting. Chamomile Rom 40@ 46 I. oe ae 18 tae s - "4 lag 3 oa: 25 iti : : , Sassafras, true 5 togers i. 3 00@3 25 age. Plenty of other opportunities Think it over. Gums Sassafras, arti'l 1 25@1 60 dae will present themselves. Keep a pile Every druggist should be able to Acacia, ist, nD soe 55 ereermercs i. 1000010 25 iscellaneous : Z - : = Acacia, 2nd _..._.. 5 sperm ~..--.--~ @ to cetanalic 55 of the folders on top of the Spic€ |uild up some spice business. Ao Sorts ___ 25@ ac «Fane 11 — c spo Tubing Co cae a : rcase any cus “rs wi ain Aeacia, powdered 46@ 45 Tar. USP ._..._. @ 60 tum -.~.---~-_.. showcase. Many customers will help Te er Aloes (Barb eas 30@ 40 Turpentine, bbl. @64% Alum, powd. and themselves. To others who appear to Naturally. Aloes (Cape i 30@ 35 Et ntine, less 69@ 80 ground “Soe 11@ 20 - COUNT . : : a ss (Soc P 5« d intergreen, sismuth, Subni- be interested, you can hand a folder. What is that young man in men’s perpen ia inte 3 as bs ott co 12 oo@i2 < tate \ ae 3 55@3 76 spice siness is wc avi Furnishings rooding < a Pow. — nouns @ (0@e 00 intergreen, swee sorax Xtal or Spice business is worth having, It saesituiae brooding about ok: eine [oo s hori lata 6 00@6 25 powdered . 81%@ 15 wont bring in a fortune of itself, but “His name is Hatch. Gusts _... @1 25 Wintergreen art caaea = Cantharades, po ; cocee . . ° ~ . . i" . ‘ ing rq’ 95 W ormsee i. 8 eS @5 5 Calomiel _....... it does mean constant repeat business, “Change him to the incubator de- oo vewdd 2 met 50 : commenced. tt saat 7. eae aaaae ig 30 day after day and year after year. It partment.” Kino, powdered. @1 00 Carmine —..... 6 50@7 00 : Myirn @ 90 Potassium Cassia Buds -... 50@ 60 Myrrh, powdered @1 00 oe i 50@ 60 Cloves ---------- 35@ 45 Opam ___ 10 00@10 40 Bicarbonate sae =O GY Chalk Prepared 16 18 Opium, powd. 11 50@12 00 ina spay ate > = Chistofosm 63@ 72 Opium, gran. 11 50@12 00 a oT ‘s@ 50 Chlioral acrata ne . Sileuae 20 The 6 §50CUMS ee — gon 2. Cocke 5 85@ Matin. Bina ob 5q@ 95 Chlorate, gran’r. 38@ 45 Cocoa Butter ... 66 80 Steady and Assured Power Sillac “Hieached, Sra, $e Chlorate, erane- 58 45 Cocoa" tier 50g Tragacanth, pw. 3 50@4 00 ,,Powd. --------- 300 3 Copperas ...._. 3@ 10 ; aurpentine _.... 25@ 30 Iodide ec 3 75@3 80 Copperas, Powd. 4¢ 10 Oalae : ° ae | Corrosive Sublm 2 01@2 10 Insecticides a — 2 CreamTartar ... 50@ 65 { { { : Km OF *russate, yellow a 5 . . No matter how skillful a driver you may be, to obtain the best hone oe 6 fie ee oe Celene... 70@ 80 ‘ ’ Blue Vitriol, bbl. @ v8 : : 60@ 63 Destine 07 10 results from your car, you must use a gasoline with a correct range Blue Vitriol, less 9@ 15 Sulphate -...__- @ 6 Dover's Powder 5 75@6 00 ois . ’ , s ‘ ‘ Bordeaux Mix Dry 17 30 Emery, All Nos. of boiling point sLirrape A ee which will give all the power Hellebore, White” ate nn Roots 15@ 5 bmety. Powdered. 8@ 10 { : { nowdered _... . f OE iter 2 6 Icpsom Salts, bbls. WM 3% vot ener @ capable of deve — Toseet Powder .. 800 80 Blood, powdered. 40@ 50 kpsom Salts, less ‘2g. 09 Lead Arsenate Po. 22@ 42 Calamus -------. 35@ 175 Ergot, powdered __ 50 Lime and Sulphur Elecampane, _— 300 . Flake White -... 15@ 20 Pay 11@ 23 Gentian, powd. Formaldehyde, lb. 23@ 30 pars Green _... 400 50 Ginger, African, : Gelatine es 2 0092 25 , powdered —-____. 23@ z Glassware, less 50%. . ae, Ginger, Jamaica 40@ ° Glassware, full case 60.10%. ee y oe Ginger, Jamaica, / Glauber Salts, bbl. @03% FED OWN Gasca Arctic Ice Cream Co. powdered -..-_ 35@ 40 Glauber Salts less no 10 Cala Bubs, Vanilla 125 Goldenseal, pow. 7 50@8 00 Giue, Brown 21 30 ee Bulk, Chocolate ____. 135 Ipecac, powd. -. 4 75@5 00 Glue, Brown Grd. 19@ 25 Holk, Carame _... 346 Licorice _._...... 40@ 45 Glue, White ___. 35@ 40 e Bulk, Grape-Nut -... 135 Licorice, powd. 25@ 30 Glue, White Grd. 30@ 35 R d ( : ¢; line 3ulk, Strawberry --.. 1 35 Orris, powdered 30@ 40 Glycerine 24@ 39 e rown aso Bulk, Tutti Fruiti . 1 $6 Boca ee! wa, - ao ef 7006 “ Brick, Vanilla _....... 1 40 MEDAL 2 90 COME... ae 5 7 Brick, Chocolate .... 140 Rhubarb, powd. 1 O0O@1 25 lodoform ...__.. 7 00@7 30 Is Steady and Sure Brick, Caramel —-___. 160 Rosinwood, powd. 30@ 35 Lead, Acetate -- 20@ 30 Brick, Strawberry ——- < a Hont..5@1 e as opodium .... 6 2g° es rick, Tutti Fruiti ground -__.___ Mace ..--..--..~ q@ | e Sarsaparilla _— 80 Mace, powdered 95 2 Piper Ice Cream Co. Sroune ............ Menthol ......... 5 0 ine ie ai Saunie 35@ 40 Morphine -... 11 48@12 73 O ar La Aco “Special ; z Squills, powdered 60@ 70 Nux Vomica ____ 30 fae Hale Chaselate Pp 129 Tumeric, powd. 25@ 30 Nux Vomica, pow. 26 35 Hulk Gavan) 120 Valerian, powd. @ 7 Pevper Cnet: pow. = S cS -epper, white __ 5 SEALS PISTONS AGAINST LOSS OF POWER. far was Le et — Piteh, “Burgundy i5@ 20 Site 1 i Fruiti __ 1 25 BS EN ae ee a a a ‘ ‘ ‘ Brick. van 1 40 Anise, powdered 38@ 40 Quinine -_-______ 99@1 72 One of the four grades of Polarine Oil will enable you to con- Brick, Fancy __--._. 16 on, i... 13@ 19 Kochelle Salts -- 37@ 40 serve and use all the power your engine will develope. Polarine CO nr 16 ou te Gee on eee { inimi a ee Cardanion @2 25 Seidlitz Mixture 40@ 45 seals pistons and minimizes carbon is satis Celery, powa.” ag ag 4) Soap, green ot - g i { ‘ MiEGhU oo @2 50 Coriander pow. . 7 5 Soap mott castile We recommend their use in every make and type of car. eae aaae @2 75 Mi. us 3 Soap, white castile oun > Sage, DONE oo 67 70 Fennell ea “i _ case nnn Ask any Standard Oil agent or representative to show you the 6 oe te Goat ee cet” chart on which is given our recommendations as to the correct grade Senna, Alex. --_ 1 101 se Focuugreck pow, Hg 7 Soca Ash —__—___- “8 3 ‘ ‘ 3 ' —.6hC((Cid«iaé8s CED srr encsrerenaian a . of Polarine to use in your car. oo oo a -_ a ta.) 2 50@2 75 Soda, Sal ______ 1% 5 Uva Ursi 20 25 Mustard, yellow 15 20 Spirits Camphor 1 26 ae Mustard, black -. 30@ 35 Sulphur, roll _... 04@ 10 Olls ranoe 2. 40 Ta a ‘” = I Mince 2... 1 25@1 50 Tamarinds —...__ S ANDA RD OIL COM PAN Y ce Tae 00@16 25 Seon es 16 20 a ae 1 bo : z Sanaa, 2... 30@ 40 Turpentine, Ven. | ae Sunflower sci 7 15 Vanilla Ex. pure 1 50@2 00 | artificial 2 50@2 75 4%@ Almonds, Sweet Worm American 30@ 40 Witch Hazel _. 1 60@2 15 a a 75@2 00 Worm Levant 2 00@2 25 Zinc Sulphate -. 10@ 15 38 MICHIGAN TRADESMAN April 6, 1921 ing, and are intended to be correct at time of going to press. GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mail- Prices, however, are liable to change at any time, and country merchants will have their orders filled at market isn at date of purchase. ADVANCED DECLINED Fruits Jars Cheese Peits Fiour AMMONIA Clam Boullion CIGARS Arctic Brand 12 oz., 2 doz. in carton, nox. ......_ $1 per Mozre’s Household Brand 12 oz., 2 doz. to case 2 70 AXLE GREASE 25 lb. pails, per doz. 27 10 BLUING Jennings’ Condensed Pearl Small, 3 doz. box ---- 2 55 Large, 2 doz. box ---- 2 70 BREAKFAST FOODS Cracked Wheat, 24-2 4 85 Cream of Wheat ---- ; “4 Hai e-Nuts —__-____—_ ilisbury’ s Best Cer’l 8 10 Doaker Puffed Rice. 5 60 Quaker Puffed Ww heat 4 30 Quaker Brfst Biscuit a 90 Quaker Corn Flakes 2 80 Ralston Purina ------ 4 00 Ralston Branzos ---- 3 00 Ralston Food, large -- 4 10 Ralston Food, small_- 3 20 Saxon Wheat Food -- 5 60 Shred. Wheat Biscuit 4 90 Kellogg’s Brands. Corn Flakes, 36s ---- 3 50 Corn Flakes, 24s ---- 3 50 Corn Flakes, 100s --- 2 00 Krumbles, 248 ------- 2 80 Krumbles, 36s ------- 4 20 Krumbled Bran, 12s-- 2 25 BROOMS Standard Parlor 23 Ib. 5 Fancy Parlor, 23 lb. —- 8 Ex Fancy Parlor 25 lb 9 Ex. Fcy, Parlor 26 Ib 10 Sc Solid Back, 8 in. Solid Back, 11 in. Pointed Ne; 2 No, 2 — No. i . No. 2 No, 3 — BRUSHES rub fee Y oo 8 Pans i Stove ES eee 1 Se 1 Shoe ak gee ncn nne 2 BUTTER COLOR 75 Dandelion, 25¢ size -- 2 80 Perfection, per doz. -- 1 75 CANDLES Paratine, 6s —......_ 15% Paranine, is ....... 16 wakes _____...___ 60 CANNED GOODS Appies . &. Standards -.-.@1 50 6 2 ~—-@5 26 Blackberries 3 lb. Standards -... i. @14 00 Beans—Baked Brown Beauty, No. 2 1 35 Campbell, — , 2: 22 BPremont, No. 2 ..- 1 30 Van Camp, No. % -- 70 Van Camp, small __.. 1 05 Van Camp, medium-_-_ 1 30 Beans—Canned - Red Kidney ---- Hf 50 oe 1 60@3 30 oe 1 60@2 70 Lae 1 15@2 35 Bee @1 10 Burnham’s 7 oz. Corn Standard 1 10@1 75 Country Gentmn : os 90 Maine 2 90@2 25 Hominy Yan Camp .... 3... 1 50 Lobster ‘ tb. Star 2 95 m ib, Siar ooo 5 40 iis. Star 10 50 Mackerel Mustard, 1 lb. Mustard, 2 lb. Soused, 1% lb. Soused, 2 lb. Mushrooms Choice, is, per can —. 60 Hotels, ls, per can ~ 42 ce 65 Sur txirce ..... 80 Plums California, No. 2 _... 2 50 Pears in Syrup Michiran ..0 4 00 California, No. 2 ... 4 2d Peas — 1 35@1 90 Marrowfat Early June —---. 1 35@1 90 Harly June sifd 2 25@2 40 Peaches California, No. 2% 3 50 California, No. 1 2 25@2 75 Michigan, No. 2 ._.__. 4 26 Pie, galions _.__.. 08 50 Pineapple Grated, No. 2 -_ 2 80@3 25 Sliced, No. 2%, Batra 3 50 Pumpkin Van Camp, No. 3 .__. 1 45 Van Camp, No. 10 ——- & 2D Lake Shore, No. _ -. Bp Vesper, No. 10 —.--- 3 90 Salmon Warren’s % Ib. Flat 2 90 Warren’s 1 lb. Flat ~ 4 70 Rea Alaska —...__..__ 3 90 Med. Red Alaska 3 ee 50 Pink Alaska --. 1 90@2 25 Sardines Domestic, %s -- 5 50@6 00 Domestic, ¥%s -- 6 50@7 50 Domestic, %s -. 5 50@7 00 California eal ig Be California Mustard -- 2 00 California Tomato ~-- 2 00 Sauerkraut Hackmuth, No. 3 ---. 1 50 Silver Fleece, No. 3 1 60 Shrimps Dunbar, is, Gon. —__ 2 45 Dunbar, 144s, doz. --- 5 00 Strawberries Standard, No. 2 —-___- 3 00 fancy, No. 2... 4 00 Tomatoes No. ee ie 95@1 40 No: 3 1 75@2 25 No. 1) 2. 6 00 CATSUP Snider’s 8 0zZ. Snider’s 16 oz. —— Royal Red, 10 oz. Royal Red, Tins ---- 8 00 CHEESE Bick 2. 25 Wisconsin Flats ---- 27 Longhorn _______-__.. 28 New Yor 30 Michigan Full Cream 26 CHEWING GUM Adams Black Jack --- 70 Adams Bloodberry ---- 70 Adams Calif. Fruit ~- 70 Adams Chiclets —_._____._ 70 Agams Sen Sen ——-... 70 Adams Yucatan —___.. 70 Beeman’s Pepsin ----- 70 Pepe 2 TA Doumenune 2.3 70 sucy trait 70 Spearmint, Wrigleys -- 70 ERO cue CHOCOLATE Walter Baker & Co. Caracas 48 Premium, 4% ......._... 47 Premium. 4A .........- 44 Premium, a 2. 44 testi a a acs sae Worden Grocer Co. Brands Harvester Line Trotters, 100s _..._. 57 00 Record Breakers (Tins) 508 —_...._. 75 00 Delmonico, 50s —..-—_ 75 00 Pacemaker, 50s —---- 75 00 Panatella, 50s 75 00 Favorita Club, 50s —- 95 00 After Dinner, 50s -_ 95 00 Favorita Extra, 50s_ 97 50 Moicure, S08 2 112 50 Presidents, 50s ----_- 115 00 Governor, 2os —_._.. 120 00 Soberanos, 50s —.--- 175 00 The La Azora Line. Opera (wood), 50s__ 57 00 Opera (tin), 25s --. 57 00 Washington, 50s -._ 75 00 Panntelia, o08 —.___ - 00 apimet, 508 .. 5 00 Perfecto Grande, 50s at 50 Pais, 508 7 50 Imperiais, 268 —._ 16 00 Royal Lancer Line Favorite, O08 2. 75 00 Imperiales, 50s -____ 95 00 Magnificos, 560s —..._ 112 50 Sanchez & Haya Line Clear Havana Cigars made in Tampa, Fla. Diplomaticos, 50s -.112 50 Reina Fina (tin) 50s 115 00 Rosa, S0s 127 00 National, 50s — -__. 130 00 Original Queens, 50s 153 00 Worden Special, (Exceptionals) 50s 185 00 Ignacia Haya Extra Fancy Clear Havana Made in Tampa, Fla. Delicades, 50s —--___ 120 00 Primeros, 60s _...___ 140 00 Queens, 258 180 00 Perfecto, 258 185 00 Garcia & Vega—Clear Havana New Panatella, 100s 60 00 Starlight Bros. La Rose De Paris Line Caballeros, 50s ..-.-- iC 00 Rouse, 50s ee ee 00 Peninsular ne 258 160 00 Palmas, 2o8 5 00 Rosenthas Bros. R. B. Londres, 50s, Tissue Wrapped —-_ 60 00 R. B. Invincible, 60s, Foil Wrapped ---. 765 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 Lioba, 100s El Dependo, 100s -.-. 35 00 Gamo, 508 35 00 Other Brands Throw Outs, 100s —. 50 00 Boston Straights, 50s 55 00 Trans Michigan, 50s 57 00 Court Royals (tin) 25s 57 00 Court Royal (wood) BOR 57 00 Knickerbocker, 50s_. 58 00 sroquois, 508 _.. 58 00 mB. 44, 508 2. 58 00 Hemmeter Cham- pinns, S08 60 00 Templar Perfecto, OO8 110 00 CLOTHES LINE Hemp, 50 6. 2. 3 25 Twisted Cotton, 50 ft. 3 25 Twisted Cotton, 60 ft. : 90 Braided, 60 {t. 0. 4 00 Sash Cord se seipreis 2 60@3 75 COCOA Bakers 4s -. 52 Bakers “Ms... 48 Bunte,;, 1c size ________ 55 Bunte, ¥% Ib. a - Bunte, 1 ib. — Cleveland Colonial, 4s Colonial, %s Droste’s Dutch, 1 Ib.__ 9 Droste’s Dutch, % Ib. 4 75 Droste’s Dutch, %& Ib. 2 4 Bipps 22. Hersheys; 4s —--_ 42 Hersey”; 48 . 40 Mayer 36 Lowney, %S8 48 Lowney, “4S -._..._ Oe Lowney, 43S —-...... 46 Lowney, 5 lb. cans --_. 31 Van Houten, %s ---—-. 12 Van Houten, 4s -__.— 18 Van Houten, %s ----- 36 Ven Houten, is .-...— : Wan-¥ta 2. Veo 33 Wiibur, t8 —.. ae Wibur, %s ae COCOANUT 8, 5 lb. case Dunham - “48, > 1b. cage o2) 2 4s & Ys, 15 lb. case re 6 and 12c pkg. in pails 4 75 Bulk, barrels 24 48 2 oz. pkgs., per case 4 15 48 4 oz. pkgs., per case 7 00 COFFEE ROASTED Bulk Hig a4 Santos 20020 17@23 Maracaino 2200 22 Mexican: 22.0000 25 Guatemala 26 SAV 46 Boro 2 28 Peaperry 2003 22 Package Coffee New York Basis Arbuckle 200 23 00 McLaughlin’s XXXX McLaughlin’s XXXX pack- age coffee is sold to retail- ers only. Mail all orders direct to W. F. McLaugh- lin & Co., Chicago. Coffee Extracts NN. L; per 190 o: 10% Frank’s 250 packages 14 50 Hummel’s 50 1 Ib. ~. 10% CONDENSED MILK Eagle, 4 doz. 11 Leader, 4 doz. EVAPORATED MILK Carnation, Tall, 4 doz. 6 65 Carnation, Baby, 8 dz. 6 00 Pet, Tall 6 60 Pet, Bay oe Van Camp, Tall — Van Camp, Baby —.. Dundee, Tall, doz. —~. 6 60 Dundee, Baby, 8 doz. 6 00 Silver Cow, Baby ---. 4 45 Silver Cow, Tall -..- 6 60 MILK COMPOUND Hebe, Tall, 4 doz. --.. 4 50 Hebe, Baby, 8 doz. -. 4 40 Carolene, Tall, 4 doz. 4 25 CONFECTIONERY Stick Candy Pails Hoerenouna 2 21 Btandara ooo 21 Cases Boston Sugar Stick. 30 Mixed Candy Pails Broken 22 Cut toat 2 22 erocers aw 14 Kindergarten -—----.-. 25 eager 2 22 Century Creams —--... 23 x 0 17 French Creams ----.. 23 Speciaities -. Pails Auto Kisses (baskets) 26 Bonnie Butter Bites. 28 Butter Crean Corn -. 30 Caramel Bon Bons -. 35 Caramel Croquettes —. 28 Cocoanut Waffles -.. 28 Cony Toey 22 35 Fudge, Walnut —_.__.: 28 Fudge, Walnut Choc. 28 Iced Orange Jellies _. 26 Italian Bon Bons --.. 24 AA Licorice Drops » ip box 2 2 00 Manchys oo 25 Nut Butter Puffs ... 28 Snow Flake Fudge —. 26 Chocolate Pails Assorted Choc. _..._. 29 Champion .... 24 Honeysuckle Chips —. 89 a Chocolates... 35 Naboy jc. pkgs. .. 7 Standar oy Pee ie FRESH ow wih Lenox, 120 Fiks., 508 4 to ster Gin pkgs. -- 375 No. 8 lard Emco Di ~------ H MEAT Fane tead . &G 20 cakes 50s 4 60 ver Gle ingsford fea 8-50 e shes as ig 8 3 S. Blue of ocoaiigiy a weu &s 100 ao hite Napth: 4 70 ms, 40 1 it No. 8-50 og: sm ca ~ sna onl oe a Ste 4Na No. 8 : sma Pure, ELLY ae — ae Toil outs ie io . _ Are G . 11% No. 8-50 ee ei per pa od Ste and Hei cE tar N | __ 6 46 zo, 48 loss 3-50 me i 67 il, 30 lb Mea — ps eifers 18 ROLL p06 star Nap. Pwd cakes 6 Argo. 12 1 Wb Na 9.5 large -arton 1 83 : eers ifer; olled A »bIs : +» 238 Silver 2 4D. ae NO. 4-5 jumbe cart 2 8 LY G & Hei s 15 S a Ave i Lat _ 6 65 Sily r Glo pkgs. 3 04 100, “Mz 0 Ca 64 WDELLY GLasses Gobi re & Heifers 38 Momaschy ie cog 3 Be itz Bros. & Co iver Gloss, ee tbe. 11} ymbo carton 1 #3 .- pod oe c . sk ) Big Mas a A ek Y%, — 5 oe 2 See a. 90 Ib. sks, 4 = C ~ Prewaggene aa 87 sim na ott Chu ' N MINCE 4 a ee bes Quaker, a Bee ks 3 00 ae 100s 0 blocks 8 a 4s 1 it Muz % fae, " 5 gal rns one S MEA tum <-2-=--------=- F rs Que ae 1908 16 2 Db. pacl zy St, el, 10 at each uch, ee amil 2 on 8 tom aaa vackage io fenl cae -- 3 Quaker, § lass Top ca io eae a 3 a Gue beat tan, wade ao Ib. packages ---- 9% oo = -f 55 r, 3 doz. case — 5 60 Good - oe Columbia’ 4 nESSING Queen Anne 09. cakes [° 6 lb. packages -__- % --- 16 -o-------- ME | wanna noennnena 15 urke a2 2 Napht cakes ie ‘.. Cc oo 4 75 Common Sees 14 Durkee's harge, I aus 3 00 Trade aig ap 8 00 ro Bscanaba Ma Pins F a o Good eo 1 eed Pienic, doz. 7 65 oc aE Compan SYRUPS No. 60-24, EamenC tenia Iv a ne . F a w BR: ? ) oe Ohoiee Ope Orleans a. : Snider's large, 2 dz. 3 o ie i one bo 7 ae Corn No. 30-24 Ww rappe¢ ho n lun OME s I 50 lac k x la . Ne 2 ’ d ice Kett P a nun mal doz k H , fixe 4 50 lf B >. Vra _¢ = ‘eis ae eo 2 95 ledium ---------------- = Ss all, 2 doz. 9 - Box awk, ten a 4 25 Bh Ppl ie ie or 25-60, Wrennas ae i 0d --------------- _ ottor mop neé 1 2 ao 00 a aT ag Dry Salt 34 00@36 00 8 Cake o'hock 60s 2. 3 60 ee Perrin, small ~ 3 7 eee ecans . : : Sr M Ol seat ec Royal M ie 35 8 2 20 W: oo re Belli eats . a bp , £66 ea 4 10 Tobasc int ul : ante ~-aa=--2-22- 2A ies -- 26 00@28 pte: —= coe 6 50 pate ee ; 50 10 qt. Gal Pails eae 965 aw band 00 iF a 60 ro 475 A-L, oo oc 3 75 i” at. E Seas - tel i tubs re co - 9 60 abe « a : 7 | t at. ‘ Ilvanizec oc a ee a 3 oo ete in ‘eo CLeANSERS. ‘a oe. o _ alvanized — ae poh Oe oC) eo each 4 69 oe por y ait Mt eT lake ERS. ee ao ‘ 90 —— ae 2 - . kegs, eg 50. ~—CRO : S$ 11 aa --- 1 80 — 5 cece 2s oe , each 7 50 Ib. tubs Se TC Pitted 9 oz oo 20 20 Ib. pails Spee nove 1% , TEA Escan: Toothpic ( --— -— i) ils _- ce j ab k M not stuffed) 4 50 iB oi pails a ia L ei diun Japan N . Manufacty anzanilla. 8 « . pai ean Vv ‘ a No. 48 % r Manzanita, ge 3 lb. a ae % ia LE ledigm —...------ : No. 48, oo ing onc, 10 oz C4. 7 ae S ose a. 1 ae se R E eT - 33@42 X 7 Eme — 18 cd ee 5 mo ce be ices saeansas _... 45@ No. 50-25 ee eas, 5 — aoe pee 00 ete pry Meats , Ree yy Basket-Fired Med’; 60@ 76 ee 100-2500 oe ay : 75 Quee --=----- roth, 19” 25 treat 16-18 lb. 24 @2 ee OMPAL-) basket-Fired Chelea wie 9 15 on. Mc ams, 18 Ib. 22 6 tae bad a mmoth, 23 so oo a 8-20 Ib. 2 @24 Per Siftings, a. Mous Tra Olive Ghow. 2 do: - _sets ried beef : = Rive cas 24 2 Ib Siftings, a oe eet ned 7 ica — California Hams 38 @39 a. ae s, 1 th. phase. a21 Mouse, --- rels u 2, 5 . 20 N = oC ~---=--- ol, 6 ay Ye eo ~----- Gas Machin Gasoline | 4 Guluae 4 Mi Bee 1 10 Mess, Pgs The, leben ae — @16 6 ply ee 50 a 30 x chine Ga ine | Corned s, 48 %s and Mess, 10 he 2600 P itmegs, 105 8 oe 23 14 in cod Bow Capitol oT ONE soline 40 48 % Beet Haak 1 75 Mess, 8 ie 13 50 Say Rie 15-110. . @50 VIN 1. Butter Is Pe ickee ee 27 Cooked Ti eee ash, ze :. sar i eS 3 00 oe Black @45 Cites Haas EGAR 15 in. Butter ------- 3 00 - pene #2 ese No. 1, 100 Ibs. ----- a ‘ ite \ > in. aa - tlantic “Red Hing shin c anch ‘Tongue, mia Is. ------ aa Paprika Cayenne ____- @40 we egg agp 7 in. Butter ------_” 7 00 ron B Engine, goked a e,. _. 2 o 5 00 ha Eunearian 2 1 ihite Wine 40 grain 30 ‘ae 11 00 hel 4 . io ne, ( x Tongues, 50 ns. = .. 26 60 Pure Gro garian @22 White Wine. 80 aoa 2 12 00 a ee r Se e, A é Pola: anti Iron 8.5 chili fon Carne, 48. 2 — Lake He 20 Gines peri in Bulk O: 100 grain a WRAPP 4 i a Sliced Recon ~~ is 1 & bl., 100 lbs rring oe Zi: eee s giae akli and Vin 4 Fibre ie ING PAPER Slic : i ei ae saSS1a., ar O17 i ega ’ : N » XN n Sx 8.6 Sliced Beef. 2 “large--6 {SHOE BLACKIN 750 Mustar Roa as Oakland AD a Butch a 2 ee | 90 Handy Box Cee 2 ee oe Blue Ribbon Corn. 4“ Butchers Manila ___- 13 - --- 3 65 hab he ee dz. 3 50 Nutm: icles i @32 land White Pickling 23 ane 2 i * ea -oppDe =" 5 __. @76 cages 7 sling 3 a = irs Cres Polish 2 Per nee. Black O34 no charge. 20° Magi YEAST Polish 35 Pe set " Whites 0. os Ww aes a4 CAKE 90 Pacis Cayen saath pe No. 0 ICKING Sualignt 7 ---~ 5° koa @32 No. 1, per gre Sunlight, Oe in 2 70 ingar M32 gros t uel garian.. ¢ 32 No per ere oa ag 70 Yeast Fos 1% doz --- 2 70 - @60 No. 3, per oo. oe — * oo « as Per Seas : 1 ie a oam, 1% aon : 70 1 90 avEAST—CO t. 1 35 7 leiscl MP iman, per nEssED 2 40 Detroit Wholesalers Leaders in War On Excess Baggage. Post-war economies and efficiencies are i depleting the ranks of that once large brigade of sample trunks. No longer will the traveling salesman occupy a suite of sample rooms in Bingtown’s hotel with his dray load -of trunks. Detroit wholesalers are among the leaders in the war against excess baggage and its attendant high cost of selling. During the last month one of the Detroit dry goods jobbing houses has had a corps of workers largest busy on the trunk problem. As a re- sult, where its salesmen formerly car- fifteen to sixteen large trunks they will start out with four It is expected the innovation will decrease traveling expenses 50 what it would be under the old system. As it is, owing to the increased express and transportation charges, the actual savings compared with the pre-war years will be but little. Where a full line of men’s suits or women’s garments were carried in the past, the salesmen will have excellent photographs of the various types of wearing apparel—pictures of the ac- tual goods posed on models—and will of the materials used. In this way merchants can see at a ried from or five. per cent. of carry samples glance just how the garment appears and can: tell the small pieces of when being worn, qualities from the goods as easily as if the entire gar- ment was before them. Photographs will be used to visual- ize all of the larger and bulky In the smaller goods equal economies veight are being ef- Heretofore each articles. of space and fected. salesman carried a pair of turkish towels as samples. Now these towels will be quartered, one serving for four sales- men. The discarded samples later on can be converted into wash cloths with no waste. Novel methods of packing smaller articles of notions have been devised. Loose-leaf booklets, each leaf con- taining several samples of wash goods replace bulky portfolios of the past. Where dozens of men’s shirts were used to show a line, but two or three garments will be carried, the other garments being shown as_ well by samples of the material. The new method carrying sam- ples is being actively promoted by the National Sample Men’s J. M. Golding, advertising manager of A. Krolik & Co., committeemen of this organization. Association. is one of the active Commenting on what the association Detroit concerns are responding to the movement, he said: is doing, and how “One of the big problems of every firm that sells merchandise to retail merchants revolves around the travel- ing salesman and his equipment. This applies particularly to jobbers of dry goods, notions, furnishings and ready- to-wear. “Everyone knows how rail trans- portation, drayage and like items increased the last few years. During the flush times of the past this has not been so noticeable, but to-day added expenses frequently mean the difference between profits and losses. express, MICHIGAN TRADESMAN “There is another feature, however, beside, that of saving in transporta- tion costs. Merchants to-day have no time to look over an extensive line, when, by ure of an hour or so, they can survey the amount of merchandise —— small ‘ samples and photographs attractiv the expendi presented. “Another item is the loss of sa at the end of the firms expec and this is figured expenses. | this loss eliminated od, selling costs are reduc tionately. It should be rem in this connection that the consumer in all cases must pay for the cost of business operation, so that each saving made by manufacturer, wholesaler and retailer is reflected in the price the consumer pays. “The National Sample Men’s As- sociation was the originator of the movement to reduce the number of salesmen’s trunks. It is working out cther economies which will be re- ported at the May convention in Chi- cago. It is possible that it will meet in Detroit the following year, and by that time we hone to have much ex- cess baggage eliminated from the wholesalers’ cost of selling.”—Detroit Free Press. —_——_+-.___ Trend of Legislation at State Capitol. Lansing, April 2—The attention of our members is called to the bulletin which was issued under date of March 26, mentioning a bill that was intro- duced by Senator Engel, of Lake City, being Senate bill No. 225 to provide for the licensing and regulating of the business of transient merchants. I ask that each and every member read this bulletin again. It was sent out so re- cently that I do not think it 1s neces- sary to reproduce it in this bulletin. In the hearing before the Senate Judiciary Committee we found that the constitutionality of Section 10 had already been passed upon by the Su- preme Court of Michigan, to the effect that it is not constitutional to require any person or persons to give a bond for the payment of taxes or assess- ments. After due consideration from the Committee, all of whom were fav- orable to the proposition in general, it was decided to strike out from the bill Section 10 and change the number of Section 11 to Section 10. Section 11, as will be seen by a reading of the: bulletin, defines who shall be regarded as a transient mer- chant and subject to the payment of taxes and licenses under the _ pro- visions of the general law, being sec- tions 7001-7009 of the Compiled Laws of 1915. In Section 7007 (the law al- ready in force), there is a provision that the license required of transient merchants by the town, city or village shall be a first lien upon all goods, wares and merchandise of such tran- sient merchant, etc. This provision, it was thought by the Committee, would take the place of Section 10. I ask you to carefully read the en- tire law and write immediately to your members of the Legislature, both Senator and Representative. This amendment to the general law rela- tive to transient merchants should be passed without fail. I feel it my duty to again call at- tention to House bill No. 246, intro- duced by Representative Byrum. This bill was also reported in my bulletin last week. I find that this bill is in- tended primarily to get after the per- sons who sell supplies to the builders of highways and particularly cement. The provisions of the bill as drafted are so broad that it covers all retail dealers. This bill should be defeated by all means and I ask you to read it again and write to your members of gerous the Legislature at once. Don’t ne- glect it! House bill No. 171, introduced by Mr. O’Brien, had to do with the regu- lation and supervision of reciprocal insurance companies. It was thought by some of our friends in the hard- ware asociation that this was a dan- bill and was not in the interests of mutual companies. The hearing a few days ago at which ntatives of mutual and recipro- panies were present. The bill for third reading yesterday overwhelmingly defeated, — rs voting favorably. >fore likely that the con- r bills to regulate mutual rocal insurance companies permanently postponed, so far as the Legislature of 1921 is con- cerned. Jason E. Hammond, Mer. Michigan Retail Dry Goods Association. > + + Live Notes From a Live Town. Owosso, April 4—One of the finest store fronts in Owosso has just been completed for Lyon & Son, on North Washington street. The front repre- sents one of the modern ideas in store architecture and is copied after one of the best shops in New York City. W. D. Joyce, of Ann Arbor, an old college chum of yours truly, also an old veteran traveling salesman, spent the week end in our city, calling on old friends while a guest of the Honest Groceryman. Ashley B. Horne, East Main street grocer, Owosso, who has been suffer- ing for several weeks from a nervous breakdown and who has been in a hos- pital at Ann Arbor for treatment, is reported much improved in health and will soon resume his duties behind the grocery counter, much to the sat- isfaction of his patrons and friends. I. B. Kinney, Sr., member of Kinney & Son, Perrinton, who has been in poor health for the past four years, underwent a serious and complicated operation at Harper hospital, Detroit, last week. He is reported this morn- ing as doing well and a permanent recovery is looked for very soon. Mrs. J. E. Hunkiss, of Owosso, has sold her stk of groceries on Young street to Charles Terry, who has taken possession. Mr. Terry is one of the oldest grocery clerks in the city and as the store is adjacent to his April 6, 1921 home he has, without doubt, made the right move this time. Here’s success, comrade! Go to it. Joseph D. Gilleo, one of the pioneer druggists of Gratiot county and pro- prietor of the only drug store in Pom- peii for twenty years, died at his home, 33 North avenue, Highland Fark, March 27, Mr. Gilleo was al- ways at his post. Liberal to a fault to the needy, he won a host of friends in his community. Owing to poor health, he disposed of his store in Pompeii about four years ago and settled in Highland Park, near De- troit, where he did a real estate busi- ness and also assisted his son, Leo, who conducted a drug store on Ham- ilton avenue. His many friends in the old home town will regret to learn that he is at the end of life’s journey. Honest Groceryman. +--+ ——__ To be satisfied with your business methods is to stand still, and while you are standing still the rest are go- ing ahead. >. If you are going to regard the cus- tomer as always being right, you must be sure that he understands just what right is. Chocolates Package Goods of Paramount Quality and Artistic Design GRAND RAPIDS B. B. B. “Coffee” A Delightful Drink Popular in Price Roasted Daily cb JUDSON GROCER CO. MICHIGAN oer a icinada i 2 ; | 2 |@ s > = 2 a e 13 Hh 1 ¥ April 6, 1921 Why Some Trade Associations Die. The following ante-mortem diagno- sis as to why so many grocery trade organizations die a natural death was recently made by William Smedley, a veteran grocery trade leader and at present secretary of the Pennsylvania Retail Merchants’ Association, at a convention of secretaries in Detroit. It is well worth considering: 1. By reason of lack of interest. The remedy for this is to plan the work so as to give as many men as possible something to do. 2. Poorly selected officers, men elected more for the position they hold in the town than by reason of their executive ability. The remedy is to get rid of these fellows and select good ones. 3. Lack of proper financial sup-. port. Organization is too cheap. Men want a good asociation at a cost of about $1 a month. The remedy is to charge enough to make it worth while. One association that I know charges dues from $1 up to $6 a month. This organization does things. 4. A poorly paid secretary is a liability, not an asset. Pay a mana good salary and then make him de- liver the goods or get some one else. We have some well paid men in our State. One man receives $10,000. An- other $9,000. Several $5,000. Need- less to say, the associations are thriv- ing and have the money to pay the salaries. Every association should have a paid secretary and he should be paidwell. A well-paid secretary is the first step toward an effective as- sociation. 5. Fear of failure to attempt. The reason most associations fail is be- cause they fear to attempt any radical move. 6 Lack otf discipline. Most as- sociations fail because they lack the power of discipline. The association agrees to do something and some fel- low with a yellow streak says “I will not.” He should be disciplined. 7. Failure to attend meetings stands for ineffectiveness. Poorly at- tended meetings are disheartening to officers and members. Some meet- ings are so uninteresting that I cannot blame men for absenting themselves. The remedy is bright, snappy meet- ings with a programme. No meeting of a merchants’ association should be dull. Surely there is lots to discuss. Have a programme of good talks by men who have something to say and know how to say it. 8. Failure to live up to resolutions passed. The easiest thing in the world is to pass a_resolution—the hardest thing is to live up to it. Pass only those resolutions that you can make effective. One lived up to beats a dozen buried in the cemetery of dead resolutions, the minute book. 9. Failure to meet regularly has sounded the death knell of many an association. The remedy is regular meetings. ——__~~- A large Western hardware company sells fireless cookers all the year round. In summer the appeal is on acount of the weather and in winter on account of labor saving. Three times a year a demonstrator comes to this store from the fireless cooker fac- MICHIGAN TRADESMAN 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. tory and demonstrates for a week. A square is blocked off and built of the fireless cookers. Near at hand are a gas plate, ice box and table, with dish- es and cooking utensils. The demon- strator plans a different menu for each day, which is advertised in the news- papers. Chairs are arranged for the customers to sit and observe. Sales- men are at hand to sell the cookers. Wee cups and saucers tiny plates and spoons make it possible to give tastes of the food cooked. Reducing the price is out of the question, so a piece of aluminium or white enamelware is thrown in if the purchase is made that week. This prevents customers from putting off buying. SWORN STATEMENT FURNISHED THE POSTOFFICE DEPARTMENT. Statement of the ownership, manage- ment, circulation, etc., of the Michigan Tradesman, published weekly at Grand Rapids, Michigan, required by the Act of Aug. 24, 1912. State of Michigan, } County of Kent, ff ** Before me, a notary public in and for the State and county aforesaid, person- ally appeared Ernest A. Stowe, who, having been duly sworn according to law, deposes and says that he is the business manager of the Michigan Tradesman and that the following is, to the best of his knowledge and belief, a true statement of the ownership, management (and if a daily paper, the circulation), etc., of the aforesaid publication for the date shown in the above caption, required by the Act of August 24, 1912, embodied in sec- tion 448, Postal Laws and Regulations, to wit: 1. That the names and addresses of the publisher, editor, managing editor, und business manager are: Editor—E. A. Stowe, Grand Rapids. Managing Editor—E. A. Stowe, Grand Rapids. Business Manager—E. A. Stowe, Grand Rapids. Publisher—Tradesman Company, Grand Rapids. 2. That the owners are: (Give names and addresses of individual owners, or, if a corporation, give its name and the names and addresses of the stockholders owning or holding 1 per cent. or more of the total amount of stock.) EK. A. Stowe, Grand Rapids. S. F. Stevens, Grand Rapids. F. E. Stowe, Grand Rapids. 3. That the known bondholders, mort- gagees, and other security holders owning or holding 1 per cene. or more of total amount of bonds, mortgages, or other securities, are: NONE. 4. That the two paragraphs next above, giving the names of owners, stock- holders, and security holders, if any, con- tain not only the list of stockholders and security holders as they appear upon the books of the company, but also, in cases where the stockholder or security holder appears upon the books of the company as trustee or in any other fiduciary rela- tion, the name of the person or corpora- tion for whom such trustee is acting, is given; also that the said two paragraphs contain statements embracing affiant’s full knowledge and belief as to the cir- cumstances and conditions under which stockholders and security holders who do not appear upon the books of the com- pany as trustees, hold stock and securi- ties in a capacity other than that of a bona fide owner; and this affiant hag no reason to believe that any other person, association, or corporation has any inter- est direct or indirect in the said stock, bonds, or other securities than as so stated by him. KE. A. Stowe, Business Manager. Sworn to and subscribed before me this 4th day of April, 1921. (SEAL) Florence E. Stowe. Notary Public in and for Kent Co., Mich. (My commission expires Jan. 26, 1923.) A product must be good to have kept itself at the head of it’s class for 70 years. Van Duzer Extract Company Springfield, Mass., and New York City 41 if set in capital letters, double price. display advertisements in this department, $3 per inch. No charge less than 50 cents. Sriall Payment with order Is required, as amounts are too small to open accounts. For Sale—One Toledo computing scale, weighs up to thirty pounds, for $40. One large coffee mill, stands on floor, for $12. One computing cheese knife with aluminum case, for $6. Above all in g« condition. J. A. Collins, Otsego, M 256 IMPLEMENT BUSINESS of the late Charles Howland, located at Vlontiac, Mich., for sale on inventory. Would consider good security as part payment. Address Mrs. Charles Howland, Pontiac, Mich. 25s For Sale—Stock of general merchandise in good farming town on Pere Marquette railroad. Worth $5,000 or $6,000. Wi sell or lease building. Address No. ; c-o Michigan Tradesman. 215 Wanted—To buy stock of general mer- chandise, clothing or Kenneth Damon, Newell, S. Dakota. 216 | Wanted Reliable. right wanted. Langford Saunemin, Illinois. add shoes. iExchanges prices exchanges Honorable Hxchange, A hardware, furniture and undertaking business to be sold to settle an estate. Doing approximately $60,000. Will more than pay for itself in three years over all operating expenses. Two good men can operate. Mighty good country town. Don't pass this. Address No. 278, co Michigan Tradesman. 278 For Sak Established general merchan- dise in livest town in Northern Wiscon- sin, 5,000 population. Exceptional, estab- lished, all cash busines Stock about $10,000. No trades considered. This is a big money-making business. For full particulars, address J. Kaufman, Lady - smith, Wisconsin. Zig ~ Forty acres on bank of Lak Huron, house, barn, two acres raspl ries. Pike road. Sell, or trade for drug store. Box PLO 69, Lexington, Mich. 2 FOR SALE general merchan- dise and country store, doing a business of between $30.000 and $40,000 per ye + Ly F Stock ot This is one of the best stands on the Dixie Highway between Detroit and To ledo Stock consists of dry goods, g ceries and shoes, hardware, farm ments, plumbing supplies, et gasoline and oil filling station. Present owner has run this store for over twenty vears and made lots of money, but on aceount of poor health will sell at a very ’ reasonable price and give immediate pos session. This is a splendid opportunity. For full particulars write or see W. LAMPHERE, Monroe State Bank Build ing, Monroe, Michigan. 2981 Vanted—To hear from owner of good general merchandise store for le. State price, description. D. F. Bush Minn . apolis, Minn. 282 “" Want to hear from party owning good general merchandise business 01 other business for sale. State cash price and particulars. John J. Blacl Chippewa Falls, Wisconsin. " For Sale—One Hobart 4 horse coffee mill and meat chopper combined, one Jowser 120 gallon gasoline tank one box 6% feet x 4% feet Brunswick m x & feet. William Brooks, 747 Maple t Battle Creek, Mich. 2o4% For Sale—A 41x96 fireproof building. built for wholesale groceries, located in town of 6,000 population; Soo Division point. roads on Great Northern, electri line and Soo line go out in seven dire tions; trackage on all tl e road ‘ splendid point for wholesal produce vroceries or fruits. Will stand closest investigation. If interested, write Anderson, Trustee Thief River Minnesota. “FOR SALE—S8x10 Butcher Boy refrig- erator, 10x11 partition to match, equippet with 214 ton Phoenix ice machine: 12-foot marble top meat counter; S-foot meat rack: 30x40 meat block; one Toledo elec- tric cylinder scales A 1 condition. $2,500. Address No. 286, c-o Michigan Trades - man. 286 For Sale a thriving town in Berrien igan. Railroad terminal. First-class grocery stock in county, Mich- Stock invoice have about $6,000, feason for selling, | other interest. If you are looking for a eood location, address No. 287, c-o Mich- igan Tradesman, 287 General country store located Stock and fix- about $5.000. For Sale at Ainger Olivet station. tures, including light truck, Ill health reason for selling. If you want a good location, here it is. Fred Lyons = ces > Olivet, Mich. 288 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, 1922. ONLY EIVE WIRE NEED APPLY. COMMERCIAL BANK BLOCK CoO., MT. PLEASANT, MICH. 269 | WANTED—To trade our clear, unin- cumbered farm and income properties for merchandise anywhere. PHILLIPS MER- CANTILE CO., Manchester, Tenn. 258 Good stock general merchan- dise in fruit country, also one of the Michigan. Nice, clean stock, cement-block buildings, two best resort towns in ots, splendid location. Close to depot and tw boat docks, situated on finest lake Inntire stock and buildings, $25,000 cash. \ bargain for the right man. Re: for selling, ill health. Address No c-0 Mie an Tradesman. 289 Mor Sale—Gen | in live town. Good reason for Will trade for small fa or in Grand Rapids. Easy ter Address No. 250, c-o Mis an. 250 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. 176 Pay spet cash for clothing and fur- nisning goods stocks. L. Silberman, 106 Ee. Hancock, Detroit. 566 2,000 letter heads $5.90. Samples. ‘‘cp- per Journal, Hancock, Michigan. 160 | 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 usehold premiums stimulate business. Dandy prem ivenir for all ocea- n I Valley M Va BANISt. THE RATS—Order a can of Rat and Mouse Embalmer and get rid of the pests in one ht. Price $3. Trades- man Company, Grand Rapids, Michigan. King Hotei 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 Salk A bargain. Brick store fine condition, good as new. 22x 85 Best location in town. Located in best manufacturing town in Southern Michigan. New factory 69x 750 feet now being built. $250,000 capital. Claimed to the largest chair factory in America. Good opening for several lines of busi- ness. For particulars, address owner. R. H. Hill, Fayetteville, Arkansas. 265 ccesstul retail sales for merchants wl it quick action. Reducing money-raising, and closing-ou*% sales our specialty. W rite or wire. Columbia Sales System, 1632-36 North Halsted St., Chicago, Il. 267 «Ot BEST MERCANTILE LOCATION IN % MICHIGAN FOR RENT— re front and basement, corner y and Normal Ave. Heated. ll be ant middle of March. ONLY AVE WIRE NEED APPLY. Af Ll COMMER- CIAL BANK BLOCK CO., MT. PLEAS- ANT, MICH. 269 If 1 ar iking of going into busi or making an exchange, i rtisement in our business chances columns, as it will bring you in touch wit the man for whom you are looking--THE BUSINESS MAN. EXCEPTIONAL BUSINESS OPPOR- rUNITY—$3,000 stock general merchan- (lise, 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, ete. extra. Finest climate. Business will stand any investigation No business depression here. And no old stock to buy. Owner, ae. CC. LaPaint, KR. F. DP. 1k, Buoweme. Tenn. 270 General stock merchandise. Thriving business. Fine farming coun- try, good resort trade. Will sell right. V. G. Simpson, Belton, 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 For Sal Will pay cash for whole stores or part stocks of merchandise, Louis Levinsohn, Saginaw, Mich, 998 42 MICHIGAN TRADESMAN April 6, 1921 CO-OP. BUBBLE BURSTED. Universal Stores Corporation in Hands of Receiver. Some years ago Walter F. Vedder and C. H. Bramble conceived the idea of starting a series of chain stores on capital furnished by farmers. The stores were to be co-operative in char- acter, notwithstanding large profits were promised the rural dupes who listened to the siren voice of the crafty promoters and contributed ap- proximately $200,000 to the coffers of the grafters. About 12,000 farmers were inveigled into this speculation and the money they contributed en- abled the promoters to establish twelve stores located as follows: Blanchard Cassopolis Adrian Leslie Six Lakes Burr Oak Pentwater Allegan Otsego Montpeliar, Ohio Bremen, Ind. Lapaz, Ind. During the past few months several thousand dollars have been raised among the farmers of Allegan county, with which stores at Allegan and Ot- sego have been established. Arrange- ments had been made to open a store at Plainwell. A building was rented, stock was shipped to Plainwell and a manager was sent on to open the store, but the day the store was opened the bubble bursted and the stock which was intended to be dis- played at the Plainwell store was or- dered to be sent on to Otsego. The methods pursued by the wily promoters was anything but business- like or honorable. Like most men of their ilk they made promises they could not carry out and uttered theories that made themselves ridicu- lous. They usually offered to buy out the best man in the town they selected to add to their list of victims, delib- erately stating that if the merchant did not sell to the Universal Stores Corporation, the Universal Stores Corporation would sponge him off the map. To the uninitiated and the timid this sort of talk produced more or less uneasiness, but whenever the mat- ter was brought to the attention of the Tradesman the merchants who were threatened by the promoters were very quickly and firmly told that the Universal Stores Corporation was insolvent; that it was losing money every day; that its management was wretched; that its methods were reprehensible and that success was not possible under such conditions. Matters reached a climax about a week ago when John F. Fisher, a farmer living near Cassopolis pre- sented a petition to the United States Court of Grand Rapids to have a re- ceiver appointed. In his petition for a receiver he presented the following schedule of assets and liabilities: Assets. Cass on hone $11,801.52 Accounts receivable —....__-_-__ 2,262.47 Notes receivable =... 26,416.12 moerrnantiee .................. 114,804.32 Furniture and fixtures —...._._._ 21,743.81 TRS 2 2,324.00 Sees 632.73 Real Estate and improvements 5,709.35 Unexpired insurance -—-........ 1,731.66 Ta% suspense 2... 1,295.74 Promotion expense _.___..____. 28,188.50 Employes’ compensation ~~ -~--~ 2,044.08 $218,954.30 Liabilities. Accounts payable for mer- CNemMOINe 9 ed $47,205.56 Accounts payable to W. F. Vetter ee 11,344.36 Motes payehie . oo 12,950.00 Coupons outstanding ____.__.__ 10,381.10 $81,881.02 In his petition for a receivership, Mr. Fisher alleged that on Jan. 31, 1921, the balance sheet of the corpora- tion showed a net loss to the stock- holders of $63,000; that the creditors of the corporation are 300 in number and that their accounts are practically all part due and should be paid at once; that certain creditors have in- stituted suit against the corporation and will shortly secure judgment thereon and have execution levied against the property of said corpora- tion; that other creditors have placed their accounts in the hands of attor- neys and that said attorneys have threatened to institute bankruptcy proceedings; that Morley Bros., of Saginaw, started suit against the com- pany to collect an account of $470 and garnished the bank account of the company at Leslie; that the present unfavorable situation of the corpora- tion has been brought about by mis- management of its affairs by the offi- cers; that despite the deflation in price the officers have continued a policy of expansion, having opened two stores (Allegan and Otsego) during the past two months and made arrangements to open a third store at Plainwell, all of which has been done despite the gradually failing credit of the corpora- tion; that unless means are taken at once to conserve the assets of the company, the creditors will not receive their just dues; that the only way to properly protect the rights of all con- cerned is to place the property of the corporation in the hands of a receiver. The Universal Stores Corporation, by Walter F. Vedder, President, ad- mitted that all the allegations made in the complaint were true and joined in the petition for a receiver. Therefore Judge Sessions appointed the Grand Rapids Trust Co. to take over the properties of the defendant and administer them for the benefit of the creditors and stockholders. Inventories are now being made of the stock in the twelve stores. As soon as this work is completed, a summarized statement will be sent to the creditors and stockholders. Judge Sessions has ordered the books and fixtures in the main office removed to Grand Rapids. This order has been complied with and an office opened in the Aldrich block, where the business of the corporation will be transacted. 2. Harvard Jobbing Studies. The new arrangeinent for gather- ing business statistics which has been worked out jointly by the National Wholesale Grocers’ Association and the Bureau of Business Research of Harvard University is rather broader than most people recognize and cer- tainly much more comprehensive than when the plan was in the hand of the bureau independently. Chairman Guy W. Rouse of the Association’s Research and Statistical Committee is making strenuous ef- forts to secure the widest possible co-operation among wholesalers for the work of compilation, study and deduction by the staff of Director Copeland at Harvard. Blank forms have been sent out to all wholesale grocers, not only for monthly statis- tics for the study of business figures tics, but for the preparation of statis- by years, and if enough replies in the various territories are received, they will be compiled and analyzed by zones so that any given firm may have a basis for comparing its own costs and percentage with the com-. mon figures of their locality as well as with every section; all this without disclosing the identity of the individ- ual return. Nothing in the system will disclose the secret affairs of any grocer par- ticipating, but accurate and valuable results can only be secured by a gen- eral plan of co-operation and willing- ness to give tangible facts on which to base conclusions. The net result of these studies show an unmistakable trend toward improving the grocer’s efficiency and his degree of economic value. Grocers who recognize the chal- lenge recently made by reformers, who would like to eliminate them from the chain of distribution, will realize the opportunity which this affords for proving their case to the satisfaction of all appreciating actual facts rather than blind theories. ee The way to kill competition is to create something too good for compe- tition to imitate. prices on both in either car or less-than-car lots. Bell Main 5041 Ps > J LAO ach PTT LS SUGAR IS OUR SPECIALTY We are in position at all times to quote you the lowest marker FINE EASTERN CANE OR BEET We have connections with the largest refiners in the country which assures us in receiving the lowest market prices and a constant supply at all times. Write or call us for our prices—we can save you money. PHONES and. hDS - -PAICHIGAN. Citizens 65448 A! GROCERS PETOSKEY PORTLAND CEMENT COMPANY Quanees Ceusuees ane Cement Puasy of tet Pevosney Portiano Cement Co. PETOSKTE pee General Office, Now producing a high grade, uniform, dependable Portland Cement from the famous Petoskey Limerock which has very successfully been used in cement manufacture for the past fifteen years. Shipments by rail or water. Dealers send in your orders and secure agency. Petoskey Portland Cement Co. Petoskey, Michigan store ga TN et To AC HII a 71 rm 7 ! Oo lull mes \K/ — Fixtures that have proved costly to use ODERN grocers have found it cheaper to buy a cash register, new scales, power coffee mill and modern meat slicer. Old methods were money leaks—they wasted money, goods and time, and destroyed good-will. Dayton Display Fixtures for fruit, vegetables and specialties earn more money than any one of these items of equipment that the modern grocer now considers essential. This fixture is guaranteed to increase busi- ness and quicken turnover. It reduces spoilage and shrinkage. It attracts new customers into the store and its perfect display sells more to all. It saves time and floor space and ‘‘peps up’’ the clerks. It will pay for itself in a few months and you positively need it. There’s a valuable illustrated book awaitin + you. Send for it and our easy payment terms. ee = ee The Dayton Display Fixture Company DAYTON, OHIO . Qayton Qishlay Jixture ei teagenncmnrnnn A REAL INVESTMENT OPPORTUNITY PETOSKEY TRANSPORTATION COMPANY, Petoskey, Michigan 100,000 Shares Preferred Stock 100,000 Shares No Par Value Common Stock Offering of 8% Preferred Stock and Common Stock of No Par Value of the PETOSKEY TRANSPORTATION COMPANY SUCCESS OF THE COMPANY ASSURED Sufficient business will be waiting for the Petoskey Transportation Company as soon as the boats are ready, to keep the Compay’s three boats busy during the entire navigation season. Knowing the tonnage of its boats and that these boats will be employed at maximum capacity, this Company knows how much it will trans- port. The Petoskey ‘Transportation Company is under a definite contract with the Petoskey Portland Cement Company to transport its products, at a definite rate. The Transportation Company, therefore, is in a posi- tion to know what its gross annual earnings will be. The operation cost for these boats has been figured on the basis of 1920, which is considerably higher than the 1921 cost of operation. Therefore, this Company knows that it has more than covered its cost of opera- tion. A net earning of over $175,000 remains available for returns to the stockholders, on both the preferred and common stock. This net earning of $175,000 will take care of the $80,000 preferred stock dividend (8% of $1,000,000) and leave $95,000 to be distributed on the 100,000 shares of common stock, which would mean a dividend on the common stock of nearly 10%, even if that common stock were sold at $10.00 per share. This common stock, however, is being offered for a short time at $1.00 per share, and therefore on that basis the earning on the common stock will be much greater than 10%. The management of the Petoskey Transportation Company will be in the hands of men who have always been successful. The chief officers of this Company are: President, A. B. Klise, First Vice-President, and General-Manager, J. B. John; Second Vice-President, J. C. Buckbee; Third Vice-President, A. R. Moore; Secretary and Treasurer, John L. A. Galster. These men are all closely identified with the Petoskey Port- land Cement Company. In addition to these men, other equally strong men of keen business judgment and ability will be on the Board of Directors. ‘This insures the closest kind of interest and co-operation between the Petoskey Portland Cement Company and the Petoskey Transportation Company. WHAT GREATER ASSURANCE AND SE- CURITY CAN THERE BE BACK OF ANY INVESTMENT THAN THAT IT HAS CAP- ABLE AND HONEST MANAGEMENT, HAS ALL THE BUSINESS IT CAN HANDLE WAIT- ING FOR IT, AND HAS ABSOLUTE CER- TAINTY THAT ITS NET ANNUAL EARN- INGS WILL BE MORE THAN TWICE WHAT IS REQUIRED TO PAY ITS 8% PREFERRED STOCK DIVIDEND. THE FUTURE OF THE PETOSKEY TRANSPORTATION COMPANY The Petoskey Portland Cement Company has suf- ficient raw material to turn out 5,000 barrels of cement per day for 100 years, and besides sell hundreds of thousands of tons of crushed limestone annually. That the Petoskey Portland Cement Company has a very bright future, owing to its very favorable location for shipment by boat and rail and its unlimited supply of raw material, is not questioned by anyone. The life of the Petoskey Transportation Company will naturally be as bright and as long as the life of the Petoskey Portland Cement Company. There always will be a large market for the products of the Petoskey Portland Cement Company in all Great Lakes cities and adjacent territory. The Petoskey Portland Cement Company made its large sales of ce- ment in the State of Wisconsin on the strength of the fact that it would have water transportation to these cities. Next year there will be an even greater demand for Petoskey Portland Cement in Wisconsin and Great Lakes markets as a result of the dependahle service of the Petoskey Transportation Company in getting the cement to the purchaser when they need it. This will mean even more business for the Transportation Com- pany in the future. Every possible element to make any investment secure, together with the certainty of substantial divi- dends, is found back of an investment in the stock of the Petoskey Transportation Company. With every two shares of preferred stock at $10.00 per share, can be purchased one share of the common stock at $1.00 per share. This offering will not last long, therefore investi- gate and act now. We highly recommend this stock as an investment. F. A. Sawall Company 313-314-315 Murray Building GRAND RAPIDS Citz. 62209 Bell M. 3596 MICHIGAN Gentlemen: 1 am interested in an investment In the Petoskey Transportation Company. Without any obligation on my part, send me all par- ticulars regarding the Company. Yours truly, Name pant Address ---_- Soe sro mae pessemeemere* ee