RHYL e D UTSS < p fa EZ wee Lap WEN ARs CIF i NTS >, OAC: Nie W, Oi Fer OC Y at IN: Te eae} tS ae at V7 B KS s i. G) % wN »y OT a : CGE WAH eS SS PES ESSN PUBLISHED WEEKLY ¥ 77/5 WCE STR SONG SSK ois LESS OSY Thirty-Eighth Year GRAND RAPIDS, WEDNESDAY, MAY 18, 1921 The Coffee in 1, 3, 5 ib. Cartons The Tea in 4 and 8 oz. Canisters ORANGE PEKOE INDIA-CEY ry fe Al Site ten nn nchieeiaee scene, RT ese Cc OMPANY BOSTON -CHICAGO * Our Two Well-advertised products, shown above, are “Making History”—Making Loyal Friends— Making Customers for Dealers Handling Them—Making Us Hustle to Keep Pace With Fast-Growing Demand ——DWINELL-WRIGHT CO. BOSTON -- CHICAGO—— ed ALWAYS HAVE THEM IN STOCK When You Need Sugar call or write us for prices. We are in direct connection with the largest refiners in the country and can quote the LOWEST MARKET PRICES On Fine Eastern Cane or Beet in car or less-than-car lots. We are making special prices on canned fruits, candies, cigars, coffee and canned meats, Bell Main 5041 WHOLESALE) — GRAND: - RA PHONES Citizens 65448 GROCERS PWDS - -MICHIGAN. EURUECHOGUOUUEEEECEOEOOOGHUSOEUOOUCUOUUEONNEEEUEUCEUUUUUANSEOOEEOOUOUOSUSHSEQUEEOODOQESUSEEOQOSSGQESERED? Don’t Be Without It = ECS ie Fi | Gora The progressive merchant keeps the best of everything for his particular trade. His stock isn’t complete without Franklin Golden Syrup Absolutely pure, clear, sparkling, delicious. Made by the manufacturers of Franklin Package Sugars The Franklin Sugar Refining Company PHILADELPHIA *‘A Franklin Cane Sugar for every use’’ ‘Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Sa€ns14 INSTANT SERVICE CANNED MEATS Noted for High-Grade QUALITY Prepared, cooked and packed in ideal kitch- ens where sunshine, pure air and -cleanli- ness are dominant. “‘The Taste is the Tes?’ Sold by Wholesale Grocers Acme Packing Company GREEN BAY, WIS. (Formerly Chicago) Why They Buy Them THIS MEANS YOU Fleischmann’s newspaper and magazine advertising is telling Americans everywhere how they can build health and correct ailments by eating Fleischmann’s Yeast Be ready to serve your customers when they order Yeast and ask about its use. Then you will not only roll up profits on Yeast, but you'll win and keep their other trade as well. Have your customers place a standing order. Women like Home Comfort Bread and Cake Cabinets because; 1. They’re good looking; 2. They’re vermin-proof; 3. They keep baked goods fresh and moist for days and thus save money; 4, They can be cleaned easily and quickly; 6. They come in enough varieties of shapes and sizes so that there is a size suitable for every home. They make excellent gifts. Many are bought for wedding and anniversary presents, Made by The Home Comfort Company Saint Paul, Minnesota‘ 1+ “When ordering direct, mention your jobber”| Thirty-Eighth Year MICHIGAN TRADESMAN (Unlike any other paper.) Frank, Free and Fearless for the Good ee That We Can Do. ac Issue Complete in Itself. DEVOTED TO THE BEST INTERESTS F BUSINESS MEN. Published Weekly by TRADESMAN COMPANY. Grand Rapids. E. A. STOWE, Editor. Subscription Price. Three dollars per year, if paid strictly in advance. Four dollars per year, if not paid in advance. Canadian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. Extra copies of current issues, 10 cents: {ssues 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. HARRISON PARKER IN TOWN. He Arrogantly Assumes He Is a Sec- ond Moses. The bombastic letter from the pen of Harrison Parker, published else- where in this week’s paper, affords an accurate index of the mental attitude of the man. It is very evident that he obsessed with his has become. so conception of his own importance that he seriously considers himself as a second Moses, raised up by the Al- mighty to lead his fellows—or dupes the merchants, sell them goods at close —out of clutches of legitimate margins and make them rich from the dividends of their stockholdings in the Co-operative Society of America. Of course, none of these conditions What sibly result in view of the fact that the chief promotor of the undertaking bankrupt, owing debts to the amount of $1,300,000, with no assets of any particular value to offset the are like to ensue. can pos- iss indebtedness? Is a man who $1,300,000 which he cannot pay the with the Owes proper person to entrust savings of poor people who are in- veigled into buying sheets of paper at $72.50 per sheet, with the under- standing that their possession entitles the holders to buy groceries at 5 per cent. discount from the regular price? This, of course, is on the supposition that the stores are ever launched and, if launched, remain in the field long enough to render the dupes who fur- nish the capital any permanent assist- ance. Harrison Parker was in Grand Rapids Tuesday to attend a hearing of his case in the bankruptcy court. Like most celebrites, either genuine or bogus, be called at the Tradesman office, accompanied by his personal A little later in the day masqueraded in the as the attorney for creditors, showing that he is quite as his distinguished and elusive client. Par- ker elucidated on his “common law attorney. the attorney bankruptcy court some of Parker's as versatile GRAND RAPIDS, WEDNESDAY, MAY 18, 1921 trust” at great length, insisting that it was patterned after such successful undertakings as the A. & P. Co., the Bell Telephone Co., the American Express Co. and numerous successful concerns. He Railway other sees more profit in the undertaking for himself Colonel Sellers could see in making eye water at 25 cents per barrel and selling it at 50 cents per small bottle. He insisted that his meeting with open Grand Rapids, sattle Creek, Flint, Sagi- naw and Bay City and will soon be presented to the people of Detroit. He paints a glowing picture of the Elysium he create by hooking up the fruit farms of Mich- igan with a chain which than propaganda is arms in Muskegon, Kalamazoo, proposes to system in comprises 186 stores and is being added to at the store Chicago, now per day. Parker insists that his scheme is so rate of three new stores broad in its application and so gen- that it with it independently rich in a short time— erous in its provisions will make everybody connected fruit (on sandy soil), the stockholder who buys the farmer who grows the his head off to secure the 5 per cent. discount and dividends on his stock and, incidentally, Parker himself, who and bluff bankruptcy court experience. furnishes the brains and A local office has been opened at 112 Pearl street, presided over by a man named Lane, who says he pro- poses to invade Detroit as soon as he has ‘cleaned up’ Grand Rapids. It that he twenty-five solicitors in the field, who is reported has more than receive handsome commissions on the One of the Her- Aronson, the avenue sales. solicitors is man Monroe dentist, who says he is “crazy over the scheme,” because his commissions are giving him a larger income than expected this Both State county of- ficers hold that the sale of stock with- he ever to enjoy in world. and out first obtaining the consent of the Michigan Securities Commission is in violation of the law and that the men who are flouting the law and holding themselves above the law should be brought to the tribunal of justice, in which opinion the Tradesman heartily joins, —_—_—_2- > ____ COTTON AND COTTON GOODS. Spot cotton showed advances during the past week. They were warranted in view of the really practical steps under way for shipments to Europe and of the efforts for the relief of banks hold cotton paper. Growers and others interested have finally become convinced that mere dogged holding and pooling de- vices are unavailing, and that what is needed are more outlets and greater consumption. The size of the .new financing which factor in mining prices, although it is conceded now that the minimums set year crop will also be a deter- none of last It may be discovered, also, th: preposterous real- t 1 i can be ized. i cotton at 13 cents or thereabouts wil prove more profitable in the long run than 30 because of the that wil be found for it. No hopes of betterment are based on cent cotton, greater use the provision in the emergency tariff bill for a duty of seven cents a pound on staple of 13g inch and above. This is looked upon merely as a trick to appeal to the South. Mills are still curtailing production because they are unwilling to make up for stock, al- though in certain lines the orders are increasing. Fabrics used in the auto- mobile industry, for example, are get- ting in much greater demand, and yarn spinners are calling for more cotton for their uses. In flannels and napped goods there. are sufficient orders on hand to keep the mills busy for some months to come. A slightly better demand for printcloths and sheetings was cbservable during the last week, givin more firmness to prices. Un derwear for Fall is moving slowly, but there continue calls for Spring mer chandise. Hosiery, also, is in more request. WOOLS AND WOOLEN GOODS. Somewhat better prices at the auc- tion sales of wool in London and Australia were features of the past week. It is noticeable that Germany was doing much buying in London. In this takine a country the mills have been litle article, although the imports still con- more of the domestic tinue heavy to forestall the pending f The latest tariff month Statistics are available is legislation. for which March, when the imports were 98,103.- 098 pounds. The origins of these were respectively Argentina, \ustralia, Uruguay, Great Britain, British South Atvica and New Zealand, them in the order of their importance placing A special feature, in was the quantity of tops imported. In March these aggregated 4,122,208 pounds, or about four times the quantity im- ported in the nine months ended \ March, 1920. A last of the few days ago British consignments wool to this country was sold at 10 per cent. below the former prices. The United States ment will, on May 25, sell at auction 6,000,000 mostly reserve Govern- low-grade about pounds of wool, serviceable for carpet making. Production of woolens by the mills is in steady progress. There have already, also, been inquiries for fabrics for the next light-weight sea- that are expected about the middle of next month. Clothing this and. other salesmen now on the Some son. The offerings for season manufacturers in their Fall have re- centers have road for busines. say they Number 1965 favorable reports, but it will some time before actual results are accomplished. Demand for dress goods from belated buye rs is still in evidence. +. Worden Advertising Commended by Advertising Journal. advertising remarkable most ¢ -onducted DY a wholesale house is embodied in the wee nouncements of the Worden Company of Grand Rapids a full The sub- Michigan Tradesman. As a rule, page is occupied each week. jects discussed run the gamut of hu- man experience—from coffee to world i a ee ; regeneration. Whether the advertise- ‘ or discuss the ; ; Droadest statesmanship, features of ao couched in tmmaculate Fesort is ever made to Plain tising publicity and maintaining | 4 th Meda high a plane, the Worden Company has invaded the field s Mar- Chicago. No held in undisputed pe Field & Co. holesale house in the East yssession by approach- either of these houses in the Ith, scope at ( id effectiveness os A pte ce 7.8. lise rtising utterances, whicn nave standard \ significant fea orden advertising is that i 150,- it emanates from a city 00 people, showing that the metropol- ; have no monopoly on ; 1 = 4 tising and the rich re- which necessarily follow in Journal, <> >. ce—Officials of the \dvertisers’ Interna tional Milk Products Co. are planning extensive rrovements and the ex- f between $15,000 and $20.- penditure ¢ I 000 on the Bad Axe plant, which it is ‘oposed to make the company’s main 1 1, a+ h products trom the plants at Palms and Standish, shipped lant wit litford, there to be made into powdered milk. It is that a process for powdering milk will be in- also understood new stalled together with a new ice cream butter and cheese equipment. Gossiping and joking with custom- ers may make them feel good, but it gets their minds away from the goods want to sell them. nn Will the time ever come braries will be as popular as even the you when li- poorest moy ies? 2 Gabby Gleanings From Grand Rapids. Grand Rapids, May 17—Leo Kyser succeeds C. H. Phillips as local repre- sentative for the General Discount Corporation, of Detroit. H. C. Dunn & Co. have engaged in the drug business at 210 Jackson street, Muskegon. The Hazeltine & Perkins Drug Co. furnished the stock. It is not the time a man gives his employer, but the service he renders, which should control his wages. The country saw that fact when organized labor, in the midst of war, shorter hours and excessive wages deliberate- ly slowed down production to a point where a thing called a man produced only 25 ner cent. of its normal ability, due to the criminal propaganda car- ried on by union thugs and agitators of the Gompers stripe. No system or organization on earth will ever be able permanently to exalt loitering on the job above honest service. That big fly buzzing around the house is a_mischief-maker. Setter land on him now before he multiplies and replenishes the earth. Germany fixes up the figgers while France oils up the triggers. There is always, and perhaps always will be, a certain proportion of man- kind that will never work unless driv- en to it by necessity. The desire for achievement is far from universal. Love of industry has to be acquired by many. There are still many little nest eggs laid by war wages not yet eaten. Mr. ford may become able to con- trol the production of everything used in the manufacture of his cars, as con- templated, but he will never be able to control the price of the juice that makes them go. Somebody else will get a little profit from his product. Saturday is often a better day than any other in the week to get the un- divided attention of the buyer or pros- pect. Many men who are all un- strung throughout the week begin to relax on Saturday. They are less con- cerned about Monday’s duties. They have in mind the day of rest they are to enjoy on the morrow. Best of all, they are not pestered by the large per- centage of salesmen who figure no interest on the last day of the week. It is on Saturday that the average buy- er is more vividly reminded of his needs, and by showing a spirit of ag- gressiveness and hustle to be on the job, when others are calling it “quits,” impresses the prospect with the fact that you are a “live one.” Stewing over daylight saving by monkeying with the clock reminds old men of the last century of the days when every self-respecting grand- father had a line drawn from the cor- “er of the back porch that recorded noon twice a year on the day the sun went “over the line.” The only true meridian time was used then, and clocks were right twice a year. Senator Knox of Pennsylvania when 17, got $2 a week as devil in a news- paper office. Now the devil usually wants to divide what’s left with the ublisher, even before he knows the difference between an italic quad and a left-handed bodkin. The President’s determination that Government bureaus’ shall cease spending money not appropriated for their use will please business men. The wild game of creating deficiencies cannot stop too soon. In order to eliminate time-losing letter writing for the company and its salesmen, the Joseph Burnett Com- nany adopted a very simple but very thorough system of records. All cor- respondence with salesmen about their rders has been stopped. It is un- _°cessary as orders taken according to instructions need no explanation. All that is needed is a record for the com- pany and one for the salesman, to show an order is received. The en- tire system is based on a daily re- port sheet—showing the name, ad- dress, regular or new customer, items sold, good or medium store, jobber’s nome if indirect customer. For the MICHIGAN TRADESMAN orders the American Specialties Man- ufacturers’ order book is used—tripli- cate with one tissue. From the daily report sheets, cards are made, giving all the information; a map and tack system is used. A salesman’s route sheet is made up for the salesman giv- ing the names of all customers not re- ported on during previous visits. This is checked by the salesman so that all changes may be made. It keeps the files clear of “dead ones” and insures the salesman actually calling on all reported stores to get the needed data. tuerbert T. Chase (Chase & San- born) closed a contract with one cus- tomer in Detroit one day last week for 150,000 pounds of Seal brand coffee. Mel. Trotter is “home again” for a few weeks, pending urgent calls for his services from all parts of the country. Asa result, the Rescue Mis- sion is filled to capacity every time it is announced he will speak. The love of his people for their devoted pastor is in keeping with his career as a religious leader and evangelist. His followers never tire of him, because the charm of the man, the purity and sincerity of his character, the force- fulness of his messages and the sure- ness of his results are in evidence every time he raises his voice in the pulpit. Mr. Trotter has reared a structure in this community which will continue to be a vital force long after he has passed from earthly scenes, because his thousands of fol- lowers and supporters. will regard the continuance of his work as a prec- ious heritage which they are in duty bound to support to the limit of their resources. Like all succesful men, Mr. Trotter has many imitators, but none approach him in forcefulness and strength. He also has his full share of false friends and calumnia- tiors, who hold clandestine meetings to cultivate evil thoughts and hatch malevolent conspiracies, but their machinations are given no credence with honest minded people because back stabbers and assassins of char- acter never achieve any permanent re- sults where the man attacked is so well known that his life is an open book in every community he elevates by the power of his personality, the persuasivness of his eloquence and the wholesomeness of his daily life. Speaking of Trotter recalls the fact that Monday was his 51st birthday, which his friends helped him celebrate in a manner befitting the occasion. Mr. Trotter has made much of his life since he espoused the cause of Christ twenty odd years ago in the old Pa- cific Garden Mission at Chicago. He has labored as no man ever labored before to make amends for the mis- takes he made and the offenses he committed during the dissipation of his early days. Mr. Trotter has led thousands of persons to repentance through the recital of his own life, the events which led up to his conversion and the satisfaction and happiness which have come to him since he took vp the work of following the Cross. For twenty years his life has been a benediction to every one who has suf- ficient mentality to understand and appreciate the things he is doing and the great work of regeneration he is accomplishing. -——-__?>?—--2>_______ An Interesting Pastime. “Me and my wife have a little game or contest that we’ve played for a good while,” said an Allegan county farmer. “It is one that anybody hav- ing a farm, a comfortable home, plenty of fresh eggs, milk, butter, an oc- casional ham, and so forth, can play. When the mail carrier brings us a letter with the city postmark on it we lay it on the table for a spell without opening it and guess who’s coming down on us now to eat us out of house and home, as it were.” Manager of Statler Hotel Apologizes For Shortcomings. The following letters are self-ex- planatory in view of the personal statements made by the editor of the Tradesman in the issue of May 11: Detroit, May 13—We regret that you misjudged our temperment. We are not so self-centered that a letter would do us no good. Our representative, the assistant manager, did not convey the spirit or attitude of the Statler organization or the management of Hotel Statler, De- troit, when you were permitted to gain the impression you hold. We, being only human, readily admit er- ror, and are anxious to learn our shortcomings in order to correct them so that all guests may benefit. Your complaint has been thoroughly investigated by ourselves. The room clerk, Mr. Ellis, advises me that your request for a corner room was not fully met, in that the room assigned was not one in which the windows were in adjoining walls. The room 726 was assigned to you almost im- mediately after it had been vacated, although the guests had actually paid their bill before and the room clerk had naturally assumed the room had been in order. There is no excuse to be made for the failure to keep the promise made you over the telephone. We apologize and state that ample warning has been given to the front office that any other failure to keep a promise coming to our attention will result in dismissal of the offender. We would appreciate a word from you telling us who the employes were, what position they held, that acted in a manner indicating “sullen tempers and nasty dispositions.” It is our de- sire to retain only cheerful, interested employes. There come among us at times those whom we cannot mould into the kind of employes we want. They can only pass on after we find them out. We would like to hear more also of the word of “other guests who noted the let down in the morale of the hotel force.” In order to convince you of the sincerity of our regret that you were not accorded the service we expected you to receive, and knowing that apologies may be only accepted as words, we enclose our check for the amount paid us on May 8. We do this because we feel you did not get your full measure of Statler service you paid for, and which we are here to give. H. Wm. Klare, Manager. Grand Rapids, May 14—I am de- lighted to receive your letter of May 13, because it confirms the belief I wanted to cherish that the unpleasant experiences I happened to meet at the Statler last week were not in keeping with the spirit of the institution; that they were exceptional and not usual; that, so far as you are concerned, any lapses of the kind brought to your attention will be immediately and cheerfully rectified. I cannot under any circumstances accept the check you so generously tender me, because by so doing I would reverse the fundamental policy of a lifetime, which has given me a free hand to discuss such subjects as this with absolute fairness and im- partiality. I therefore return check, properly endorsed. Because you have met the issue so frankly and sincerely I will take the liberty of calling on you personally May 18, 1921 the next time I am a guest at the Statler and discuss the employe situa- tion with you. I prefer to discuss this matter with you personally, in the presence of the persons com- plained of, in order that you may de- cide for yourself as to the justice of my conclusions. I have made it the Deflation EFLATION of labor cannot of itself be our economic cure-all. For la- bor is not the only cost in | production. Disproportionate ex- penses, absence of ade- quate control, unorgan- ized management, and the consequent leaks and losses are just as truly “‘costs’’ in production as is the weekly factory payroll. Modern management seeks deflation not only through economic labor but also through eco- nomic overhead and effi- cient administration. These can best be effect- - ed when based on clearly- presented accounting data. SEIDMAN & SEIDMAN Accountants & Tax Consultants ee Grand Rapids Savings Bank Bldg. GRAND RAPIDS New York Washington Rockford Chicago Newark Jamestown Graham & orton = - as ~ CHICAGO mers. Sundays, Tuesdays, Thursdays Michigan Railway Lines i vo. Mm. G, e BOAT TRAIN. ; «: ¥° FREIGHT TO AND FROM CHICAGO and All Points West Leave Chicago: | Mon., Wed., Fri., | 7 p. m. Chicago | Time | 6 p. m. Central Time Leave Holland: Sun., Tues., Thu. 8 p. m. Grand Rapids Time DAMON & COMPANY Western Michigan Representatives 319 POWERS BUILDING GRAND RAPIDS, MICHIGAN e ana e Brae e May 18, 1921 rule of a lifetime never to register a complaint against any man unless the person complained of is present in person, if such a condition is possible. Where this is the case I claim the right to remain and listen to the ex- planation offered by the person ac- cused. E. A. Stowe. ——_-.__ Condition of Retail Trade in March. New York, May 17—Reports from 270 leading department stores showed an average decrease of 3 per cent. in sales for March, 1921, as compared with March, 1920. Certain sections of the country showed conflicting trends on increases giving as high as 9.9 per cent. in Los Angeles, with decreases as low as 22 per cent. in Atlanta. Sales during the first three weeks of April were also behind sales in April of last year. However, when price changes are taken into consideration it is evident that the volume of mer- chandise distributed each month con- tinues to be greater than that in the corresponding period last year. In the New York Reserve District March reports showed an increase of 12 per cent. in the number of transactions and the amount of .each trasaction was $3.07. as compared with $3.25 in March, 1920, a decline of 13 per cent. In the Pacific Coast Federal Reserve District the average sale reported by ten firms fell from $3.14 in March, 1920 to $3.01 during March of this year. The average sale in March of this year, however, was 7.5 per cent. larger than that in February, 1921, when it was $2.80. March figures for both mail order and chain store concerns -point to- wards a resumption of general trade activity. It should be remembered that the two kinds of sales respond to general trade conditions in exactly op- posite ways. The continued prosper- ity of chain stores this winter is at- tributed in part to the extensive un- employment in the large cities. Five- and-ten-cent experts figure that men out of work buy necessities from these stores, although in more prosperous times their patronage turns to retail- ers of greater eclat. Therefore, it is encouraging to note: that mail order sales have been recovering slightly from the poor showing made in the first two months of this year. It is also hopeful to find gross sales of the chain-store systems showing less in- crease in March than in February, al- though the difference is slight. Con- ditions now existing in the rural dis- tricts are not helpful to the mail or- der business, yet figures show that sales in March and April compared with February have recovered about 50 per cent. towards normal. Sears-Roebuck’s sales in April were 28 per cent. below the previous year, as against decreases of 27 per cent. in March, 50 per cent. in February and 47 per cent. in January. Montgomery Ward’s gross sales in April were 21 per cent. under the same month of last year, against 38 per cent. in March 51 per cent. in February and 34 per cent. in January. Turning to the low priced chain stores, we note that sales of Wool- worth, Kresge and the United Cigar stores have displayed continuous growth in the first three months of this year, as compared with 1920, with the single exception of Woolworth’s January sales, which decreased 1.65 per cent, Dun’s index number of average commodity prices, computed on the average per capita consumption basis of the separate articles, shows as of May 1 a decline of 4.4 per cent. from April 1 as compared with a decline of 4.1 per cent. in March, 2.1 per cent. in February and 6. 4 per cent. in Janu- ary. The May index number marks the lowest point touched in the Dun computations since November 1, 1916: the decline from the high level of May 1, 1920, being 36.7 per cent. But the present index number is still near- ly 40 per cent. above the pre-war basis. MICHIGAN TRADESMAN 87) of your customers are attracted by the sense of sight. This is the opinion of an authority after a thorough study covering a long period. People may be attracted by sound, smell. touch or taste, but by far the greatest number of purchasers are attracted by sight. This is why the keen aggressive stores are paying so much attention to window displays. This is why live merchants are paying so much attention to the arrangement of the stock on their shelves. This is why live merchants buy packages with attractive labels. Quality Repeats The contents of these packages must be care- fully selected goods of the highest value. Buy good goods at fair prices. Avoid poor goods at cut prices. Have your store attract customers and the quality of your goods bring them back for repeat orders. WoRDEN GROCER COMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers. MICHIGAN TRADESMAN May 18, 1921 Movement of Merchants. Alpena— Mrs. Mary McGolderick Armstrong succeeds T. J. Shalla in the grocery business. Allendale—The new store of J. J. Wolbrink & Sons, is under construc- tion and will be modern in every de- tail. Kalamazoo — Fire destroyed the store building and grocery stock of James Hughes, on Lincoln avenue, May 16. Lansing—The Fletcher Hat Shop wil remove its stock to the Strand- Arcade building, 211 South Washing- ton avenue. Jackson—Floyd A. Mayett, recently of Chelsea, has engaged in the gro- cery business at Jackson, on Van Buren street. Elevator Freeport—The Freeport Co. has been reorganized as a co- operative company, with O. R. Smel- ker as president. Hudson—B. F. chased the Comstock Hotel property Greene has pur- and will convert it into a garage and automobile supply store. Ramona—Andrew Foss has sold his merchandise and Scott, stock of general store fixtures to Gregory E. who has taken possession. Mrs. A. W. Nisbet has sold her stock of millinery to Mrs, Eaton Rapids Eloise Beeder-McAllister, who will take possession about June 1. White Pigeon men’s furnishings goods store of John Thieves entered the Fogarty, May 12 and carried away stock valued more than $1,000. Saginaw—Carl E. gaged in business at 2805 North Michi- Sperling has en- gan avenue under the style of the Economy Tire & Battery Co. Oliver is South Main street, which he will occupy with Eaton Rapids—Charles erecting a store building on a stock of groceries about June 1. Lansing—Zilz & 235 Lahoma Baier, grocers at street, have sold their stock to R. J. Wagner, who has taken possession and opened a sanitary meat market in connection. W oodland— fe. the Exchange bank, has admitted to M. and J. V. Hilbert and the business will partnership, his two sons, L. be continued under the same style. Jones—A_ receivership has been asked for the Farmers & Merchants’ Bank, which closed its doors last week. The assets are given as $60.- 000 with liabilities in excess of that amount. lint approached a juror in an arson case ‘Because he admitted that he while his trial was on last week, Harry Goldberg, proprietor of a clothing store was fined $25 by Circuit Judge Fred W. Brennan. Detroit—The National Home Ap- pliance Corporation has been incor- porated with an authorized capital stock of $100,000, of which amount $50,000 has been subscribed, $7,366.25 paid in in cash and $12,636.75 in prop- erty. Jackson—E. W. Swick, who has conducted a grocery store for the past thirty-one years, has sold his stock and leased his store building at the corner of South Blackstone and Wil- kins streets to A. who has B. Dexter, taken possession. Grand Rapids—Hascher Bros., gro- ce-s at 223 Straight avenue, have sold Hilbert, owner of their store building and stock to Stan- ley Dinglowski, who has taken pos- The business was established forty years ago by the father of the present members of the firm. Kalamazoo—The C. W. Sipley Co. has been organized by C. W. to do a jobbing business exclusively session. Sipley in high grade candies, at 111 DeVisser place. Mr. Sipley has been traveling salesman for the Hanselman Candy Co. for the past twenty-three years. lowell—John F. Cook, who has conducted a meat market here for the past fourteen years, hos sold it to Van Foland, who has taken posses- sion. Mr. Foland has been buyer of groceries and meats at the State In- dustrial School at Lansing for several years. Byron Center—M. Daining is erect- ing an addition to his store building, 20x22 feet in dimensions, which he ex- He will ocupy the new space thus created with an augmented dry pects to complete by June 1. stock, in addition to his stock of shoes and gro- goods ceries. Saginaw—William H. who has conducted a clothing store here Ryan, for more than thirty years, has sold his stock and store building to Harry A. Abrams, of the New York Lamp & Fixture Co., who will close out the stock at special sale and occupy the building with his other business. Page & Harryman Co., shoe dealer at 118 South Wash- ington Lansing—The build extensive additions to its store building, com- A. base- ment and two extra floors will be built at the rear of their present structure and extending fifty feet back to the alley. avenue, will mencing the work June 1. The cost will be about $15,000. Byron Center—The C. B. Towner Co., Ltd., which was organized in 1903, was dissolved Monday, when C. B. Towner acquired the interests of stockholders—David M. Hoogerhyde, Fred W. Oesterle and E. A. Stowe. the other The mercantile stock was recently disposed of to E. Vander Zaag. Mr. Towner will continue the lumber and building supplies business it: 1s a matter of congratulation among the stockhold- ers that in his own name. during the eighteen years they were associated together in busi- ness, no dissention has ever occurred and no difference of opinion has ever developed. Mr. Towner is consider- ing the idea of making his home in Grand Rapids, spending his summers here and his winters in California. Manufacturing Matters. Eaton Rapids—A. C. modeling and enlarging his bakery. Battle Creek—The Food Co. has changed its name to the Bat- tle Creek Food Co. Monroe—The Marple is re- Kellogg Consolidated Co. has increased its capital from $1,000 to $7,500,000. Lawrence—The Lawrence Canning Co. will increase its capital to $25,000 and will enlarge the plant. Paper stock Monroe—The Monroe Binder Board Co. has increased its capital stock from $2,500,000 to $3,500,000. Monroe—The Boehme & Rauch Co., manufacturer of box board, folding boxes, etc., has increased its capital stock from $1,000,000 to $4,500,000. Monroe—The Consolidated Paper Co. has increased its capital stock from $1,000,000 to $7,500,000. Chesaning—The Chesaning Manu- facturing Co. has changed its name to the J. B. Brumm Furniture Co. Chassel—-The Worcester Lumber Co., Ltd., has increased its capital stock from $500,000 to $800,000. Perry—C. A. Mitchell has sold his bakery to W. Clifford, Mason, who has taken possession. Gaylord—The plant of the Gaylord Milling Co. was destroyed by fire May 10, causing an estimated loss of about $20,000, with insurance of $10,- 000. Albion—F. M. Peters, recently of Jackson has purchased the White flour mill, which has been idle for months and will open it for business as soon as it can be put in good condition. Detroit—The National Automotive Products Corporation has been incor- porated with an authorized capital stock of $100,000, $50,000 of which has been subscribed and paid in in prop- erty. Detroit — The Bumper Co. has Convertible Tow been incorporated with an authorized capital stock of $10,000, all of which has been sub- scribed and paid in, $5,000 in cash and $5,000 in property. Grand Haven—The Rupright En- gineering Co. has beén incorporated to manufacture and sell the Rupright motor engine, with an authorized capital stock of $20,000, $11,000 of which has been subscribed and $1,100 paid in in cash. Detroit—The S & O. Sheet Metal Works has merged its busines into a stock company under the same style, with an authorized capital stock of $12,000, all of which has been sub- scribed, $3,500 paid in in cash and $4,500 in property. Clare—The United Breeders Can- nery has been incorporated to can and sell rabbit and chicken meats, al- so fruits and vegetables, with an au- thorized capital stock of $100,000, $50,- 500 of which has been subscribed and $10,000 paid in in cash. Coldwater—The Homer Furnace Co. has merged its business into a stock company under the same style, with an authorized capital stock of $1,000,000, of which amount $750,000 has been subscribed and paid in, $20,- 000 in cash and $730,000 in property. Berrien Springs—The Carlbert Co., of Chicago, is locating a plant here for the manufacture of phonograph parts, a labor-saving washing machine, ete. The company will commence at once on building its plant, the first unit of which will be 25x70 feet, construction to be of brick. Cassopolis—The Diamond . Lakes Bottling Works has merged its busi- ness into a stock company under the style of the Diamond Lake Bottling Co. with an authorized capital stock of $30,000, $15,000 of which has been subscribed and paid in, $2,256.11 in cash and $12,743.89 in property. Cheboygan—The Cheboygan Brick and Tile Co. has a crew of men at work on its plant near the tannery. Work on the foundations is now going on and as soon as they are finished a larger force of men will be employed. Sand that will answer the purpose of mixing with clay for the proposed recently of, products has been discovered on the property and will not have to be brought from Mullet Lake as planned. General Conditions in Wheat and Flour. Written for the Tradesman, Three factors have been the cause of the recent advances in wheat: first, the continued buying of our wheat by foreigners; second, the oversold con- dition of the May option and, third, light receipts during the past few weeks at primary markets. Without the foreign demand, wheat probably would be selling for not more than 75c per bushel, but there is no doubt the foreign demand will continue to a greater or less extent. We shall very likely be called upon to supply Europe with a large amount of wheat on the new crop, as Russia is still an unimportant factor as a pro- ducer. Her normal prewar produc- tion was around 600,000,000 bushels per year; she is hardly producing a third of that at the present time; as a matter of fact, an insufficient quan- tity to feed herself. It is predicted wheat will sell strong up until the first of June or until after the May deal is closed out. Then some reaction is looked for; in fact, there is a difference at the pres- ent time of 3lc between May and July options, July being that much lower. This is equivalent to nearly $1.50 per barrel on flour; although there is nothing in the market that is proving particularly attractive to the flour buyer from the standpoint of accumulating stocks. Guessing markets is precarious business. We do not pretend to be able to correctly predict what wheat is going to do; however, we do have our opinions and we believe that both wheat and flour will sell for con- siderably less money during August and September than they are bring- ing at the present time, unless per- chance something serious happens to the growing crop. On the other hand, should flour work down around $5.50@7 per barrel in August, it would appear to be a good purchase, but that is quite a ways off and the mer- chant need not give the subject par- ticularly serious consideration at this time. Active flour buying, however, is looked for on the new crop, as stocks are exceedingly low everywhere; the wholesaler, the jobber, the retailer and the consumer have all been buying flour, as well as many other things, in a hand to mouth fashion and there is bound to be a revival of the demand along many lines, flour particularly, as people are eating as much as they ever did and flour is the most reliable staple. Active buying at home and a good foreign trade this fall will probably result in a slight advance, but until the wash-out in prices has been com- pleted, which will have been accomp- lished by the first of August, we be- lieve the best policy is to buy as re- quired, not over two or three weeks’ supply in advance. Lloyd E. Smith. —_>--_____ If you don’t like the store, if you don’t like the boss, if you don’t like your job, move, don’t stay there and be a crabber. Beige 4 . € i é Seana Big ac cosa & ee ee aniepatiesd cn ie ae a May 18, 1921 MICHIGAN TRADESMAN 5 Review of the Produce Market. Apples—Sales are confined mostly to Coast fruit. Roman Beauties bring $5@6 per box. Asparagus—Home_ grown, $2. per doz. bunches; Illinois, $3.50 per crate of 2 doz. bunches. Bananas—8c per Ib. Beets—New from Illinois, $2 per hamper. Butter—The receipts of fresh butter are increasing. The quality is show- ing grass flavor. The market is steady at prices ranging about lc lower than a week ago. The stocks remaining in storage are reported to be of poor quality and very hard to sell. We are likely to have an increased make and an increased consumption. If we do have any change in price during the coming week it is likely to be a slight decline. Local jobbers hold exttfa creamery at 29c and firsts at 27c. Prints 32c per lb. Jobbers pay lle for packing stock, but the market is weak. Cabbage—New from $6 per crate. Carrots—$1 per bu.; new, $2.25 per hamper. Mississippi, Cauliflower — Forida, $325 per crate, Celery—Florida, $8.50@9 per crate of 4, 5 and 6 stalks; Jumbo bunches, $1.50 Large Jumbo, $1.75. Cocoanuts—$1.10 per doz. or $9 per sack of 100. Cucumbers—$2@2.50 per doz. for Indiana or Illinois hot house. Eggs—The market is steady at a decline of about lc per dozen over a week ago. Stocks in storage are con- siderably lower. Weather conditions very favorable for fine quality eggs and with the large stocks of fancy eggs in storage we will have a good supply of eggs for winter use. The consumptive demand is good. We do not look for much change in price in the immediate future. Dealers pay 20c f. o. b. shipping point, including cases. This week a preliminary re- port was issued from the Bureau of Markets showing the storage holdings of eggs throughout the United States. The figures for stock in all coolers, on May 1, were, 4,802,000 cases, compar- ed with 2,135,000 cases at the same time last year, giving a surplus of 2,047,000 cases. Report from interior points show that nearly every cooler is filled with eggs and the production continues liberal. It was predicted at the beginning of the month that the May production would run far behind the May production of last year. Thus far it has kept up well, with a prospect that it will exceed that of last year. Grape Fruit—Fancy Florida stock is now sold on the following basis: OO $5.00 have been ee 6.25 Ee ee 6.50 ee 7.00 2 Ee a ae 7.00 OO 7.00 Oe 7.00 Green Onions—Evergreen, 20c per doz. for Illinois and Michigan. Green Peas—$4.50 per hamper for Florida. Lemons—Extra sell as follows: Fancy California 300 size, per Dox 2s HO.2 ae Sie, oer Hee 5\25 Z2e0 size, per box 200 4.75 Fancy California sell as follows: UU size, per bak $4.75 Ae See. oer how 4.75 oa ize, per bow 4s Lettuce—26c per Ib. for leaf: Ice- berg $5.50 per crate. Onions—Home grown in 100 Ih. sacks, 75c for either yellow or red: Texas Bermudas, $2.50 per crate for Crystal Wax and $2.25 per crate for yellow. Oranges—Fancy California Navels now sell as follows: CeO $5.85 a0 5.85 L760 5.85 Ze 5.85 Oe 5.85 CON 5.75 ee S25 Parsley—60c per doz. bunches. Parsnips—75c per bu. Peppers—Green from Florida, 85c per small basket. Pieplant—$1.50 per 40 Ib. box. Pineapples—Cuban are now in mar- ket, selling as follows: Ca $5.75 SO 5150 008 5 50 Fe 4.75 Plants—Best quality command the following: Canpages MOmaeo Loe 135 ReQpeG 2 1.50 STON 1.50 Cenaniim 2/5 Potatoes—Home_ grown, 30@40c per bu. The market is weak. New stock from Florida is selling at 7%c per ib. Radishes—20c per doz. for home grown. Spinach—$2.25 per bu. for Southern grown. Strawberries—$7@8 per 24 quart crate of Tenessee and Missouri. Sweet Potatoes—Illinois kiln dried commands $3 per 50 Ib. hamper. Tomatoes—California, $1.40 per 6 Ib. basket. Wax Beans—$4.50 per hamper for Florida. ——_» o -—__ Essential Features of the Grocery Staples. Indications that will please the re- tail grocer forecast the removal of the meat packers from the grocery business. It is said that Armour and Company once the largest merchants in rice in the world, are now out of it. They have sold their bean interests in Mich- igan to the gleaners, and are making no new purchases of dry beans. They have disposed of the Ohio sauerkraut factory and when stock on hand is sold will no longer be sauerkraut mer- chants. Also this big firm is practically out of its Indiana company which packs catsup and condiments, and it no longer deals in cereals, which was a large percentage of its business—so the story runs. The company estimates that in about three months it will have sold its remaining stock of canned foods, amounting to about $1,500,000. In California canned fruits it is said to have left only 400,000 cases to dispose of. As to the grape juice business the company is negotiating sale of its two factories. On the other hand a $1,000,600 cor- poration has been formed to expand 11) the berry and fruit growing and cz ning industries of Oregon and Wash ington. It is known as the Oregon- Washington Canning and Preserving Co. Sixteen directors will be in charge. Sugar-—New York refiners are hold ing granulated at 6.60c. Grand Rap ids jobhe tS are 7.40c. tured sugar anywhere in the country. selling granulated at There is very little manufac- Re 11 er. jobber al d retaile r have small stocks on hand, so that a strong buying movement would be likely to send the price up a few points and possibly result in a temporary scarci- ty. As we near June 1 and the early fruit season approaches, an increased 1 demand 1s quite likely to occur. Tea—The situation shows some lit- tle improvement over the week before but not very much improvement in the demand. The undertone appears to be somewhat firmer. Coffee uncertainty and The market shows the same dullness that has marked it for several months. Th entire line is still in buyer’s favor. \ll grades of Rio and Santos are just a shade under what they were a week ago although not a very large shade. Mild grades on the other hand have declined a fraction. The whole situa- tion is very soft. Canned Fish mackerel. There is no change in The demand is still light; prices unchanged. Canned Fruits—Canned fruits take the lead in the canned goods field this week. Practically the whole fruit line is affected by the general forward movement. Price changes are record- ed in apricots and cherries, the former being 20c a dozen higher while the lat- ter are quoted at 35c a dozen more. That recent frost reports were truer } than were at first believed brought considerable buying to the market. The signing of the reparations plan by the Germans was also an encouraging factor in the market and considerable export business is expected. Pine- apples continue their recent activity, a considerable demand being reported Canned Vegetables—Tomatoes con- tinue their Brisk recent activity. 1 I trading in fairly large amounts for the canned goods markets is reported. Tomatoes are expected to benefit by the signing of the reparations plan. Export enquiries are reported as in- creasing. Spinach is fairly active. Southern Maine style corn is also strong. Corn is being quoted at 80c factory. Fancy peas are reported as being difficult to locate. Fish — The market in canned fish has been quieter during the past week. Trading in Alaska salmon fell off as compared to the Canned week before. Red Alaska, while quiet, continues firm; pinks and chums are easier. Little action is reported in sardines. Well advertised brands are practically the only things moving. Dried Fruits—The chief feature of the dried fruit is the scarcity of cer- tain sizes of prunes and apricots. It 1 re speculators future prof No. 20s, 30s and 40s in prunes are re- 1 1 as particularly dithicult to Io- with a very ligh Cant ed ed pork are all in very slow sale at prices ranging about the W¢ ek ago. Paper Stocks—The mills seem to be seesawing vile iwnotne Some of ther protess that sts s and shut downs have made it necessary to hold prices up on goods, and other mills show a desire to keep on selling goods. This includes such store goods as W rapping paper and bags. Just whether there IS % be a si rtage of stocks because of the pessimistic 1eV 9 whether there is to be a sale main- Prices OF lower F¢C- be Seen. — Three Stores Closed Out. Ihe Grand Rapids Trust Co. as receiver of the Universal Stores Co., has disposed of three of the ten stocks advertised in the Tradesman last week, as follows: The Blanchard stock has been sold to |. L. Smith. The Six Lakes store has been pur- chased by Glenn E. Wood, dealer in hardware, implements and drugs. The Otsego store has been closed } because it was doing no business to speak of and the stock has been trans- ferred to the \llegan store. Creditors are their sending in ta ; seh aus val claims in such amount that the re- ceiver sees very plainly that the assets will fall far short of satisfying the claims. Hide Market Due For Boom. When does a molehill look like a mountain? For an answer, let us turn to the present hide situation. A few weeks ago, in the absence of any con- certed buying, a pile containing a few hides looked like a mountain, while now the buyer’s and seller’s confidence in values and future market prospects is rapidly becoming restored, a big pile of hides, with buyers around coaxing to get them, would look like a molehill. The only thing wrong with that similie is, now that hides are wanted, both buyers and sellers sud- denly awaken to the fact that the big pile that has been casting its cold, bleak shadow over the market for so long, does not exist, which makes it a little perplexing to know just which way to turn to obtain the good hides needed to satisfy the demand. The big packer slaughter for the first four months of this year shows a decrease of about 21 per cent. below last year, and 1920 in turn showed a falling off of about 10 per cent. from 1919. During the period when hide values, even in the face of falling off in the production, were unduly de- pressed because of a total absence of demand, enormous quantities were wasted or diverted from tanning chan- nels. A great number of hides are annually produced on the ranches and at remote country points, that under normal conditions ultimately reach the tanner through more or less compli- cated round-about channels. At the low prices that prevailed, many of these hides at remote points, when sent in to the nearst market, would not bring the farmer, or rancher, or small country butcher enough money to pay the transportation charges, let alone enough to reimburse the pro- ducer for the charges incidental to saving the hides. Many of these hides were buried and wasted, while even at the big packing centers the depressed leather values, especially for offal such as heads and bellies, which were sell- ing at less than the cost of tanning them, made it advisable to trim the undesirable portions of the hide at the packing house prior to shipment to the tannery, disposing of these trimmings for glue stock at the best price that the market affords. The last possible drag on the mar- ket was removed when one of the largest tanners recently cleaned up all of the January, February, March big packer heavy native cow hides that they could get, at a price that is easily 2c, 3c or perhaps even 4c a pound higher than those same hides would have brought if forced on the market a few weeks ago. They were the last accumulation of old hides unsold; so now, with a growing demand, tanners are dependent on current production, which we have already seen is sub- stantially below previous years. This year we are entering the sum- mer season with all packers sold up to or beyond cure. Most of the pack- ers are completely sold, with the ex- ception of odds and ends. The big packer market is sold up to the point where the bulk of the hides to be sold from now on would not be cured and available for shipment for from four to six weeks. Usually tanners run at, or near, full capacity throughout the winter. This MICHIGAN TRADESMAN year most of them have been strongly curtailed, if not entirely shut down. It may be that in order to keep the nu- cleus of the organization together they have been finishing old stock, but few of them have been working in, which leaves them with empty vats. Now that they feel and see concrete evi- dence of the turn, the inclination is to get started, which means the purchase of hides for current requirements, plus enough more to replenish the usual floating reserve. I feel very confident that we are going to continue to have a strong, healthy market on hides, and any tanner who ignores that fact in the sale of his leather is in for a bad time. My own opinion is that leather buy- ers will shortly recognize that most grades of leather are selling below current replacement values; and, hav- ing accepted the signs so clearly pre- sented by the hide market as evidence of what is due to happen in the leather markets, they will make up their minds that they have been around the turn and will therefore be inclined to resume operating with their usual confidence. Their inactivity, or hand to mouth policy of buying, has perhaps been in fluenced by their bankers. Confidence is contagious, and the bankers will be quick to catch on to the changed or- der of things, and with values stabil- ized, can be depended upon, within reasonable limits, to furnish the funds that this fundamental industry needs to function properly. However, the same conditions that will restore the confidence of leather buyers and their bankers in prospective leather values will have likewise put a little “pep” back into the tanner, so when they come to buy they will meet a set of salesmen who are rather more deter- mined to get full fair values out of the comparatively high priced leather that they still have on hand. Looking ahead I can see prospects of a broad, wide demand for hides. Realizing that man, beast or market must be fed to maintain activity, I wish I could just as clearly see where the hides are to come from. We all know from past experience what usually happens when three buyers are fighting to secure the only hide that exists. The fact that the leather mar- kets have not up to the moment re- flected the strength that has developed in the hide market doesn’t worry me very much. Hides are a little further away from the ultimate consumer than leather, and long before these present hides reach the market in the form of finished leather, the tanners, in self defense, will have to find some way to get a value out of their finished prod- uct in keeping with the supply and demand value of the foundation of their business—the fundamental raw material—hides. We can temporarily support struc- ture while repairing its foundation, but eventually and in the long run, the foundation must support the structure. I maintain that hides are the founda- tion of the leather business, and I hate to think what must eventually happen to a tanner who persistently and con- tinually sells his leather at below its “replacement plus a reasonable profit” value, basing this value on the hide prices established by supply and de- mand, on a wide open, worldwide mar- ket. Geo. H. Rasch. ——_»<- Items From the Cloverland of Michi- gan. Sault Ste. Marie, May 17—The Soo was one of the most beautiful cities in the States on Saturday morning last. All outdoors was covered with a heavy coat of snow which was dazzl- ing white and was really one foot in depth. The weight of the snow broke down many trees throughout the city and traffic was impossible for a time. Amateur and _ professional photographers were working overtime Saturday and Sunday in an effort to obtain pictures of the remarkable scenery. It was the worst May snow storm in the history of the Soo, but it will be remembered also as being one of the most beautiful. Robert A. Morrison founder and general manager of the Soo Machine & Auto Co., surprised his many friends by announcing his resignation from the company. He has been the leading spirit in the affairs of the company since its organization, about ten years ago. Mr. Morrison has not as yet announced his plans for the future. He will be succeeded by Thomas Chandler who is well and favorably known in the Soo. Mr. Wilson, the popular stage man, who operates an auto line between Pickford and the Soo, and a repre- sentative of the White Motor Truck Co. were in the city last week, look- ing over the ground and sounding out the possibility of organizing a com- pany to operate a passenger and freight line between St. Ignace and the Soo. V. R. Conway, of the firm of Con- way & Hall, our enterprising drug house, left last week for Everett for a short visit with relatives. May 18, 1921 “Ted” Stetins, the traveling salesman for the National Grocer, Co. had an. extra box of Havanas last week which he passed around to his friends, on account of the arrival of a new salesman, named Charles Innes. Milton Larson, one of our popular young men, left last Monday for De- Tour, at which point he will begin a trip in an open boat, his only shelter being a tent. New Orleans or Yel- lowstone Park is his destination. From Mackinac Larson will enter Lake Michigan and will follow the Eastern shore ot Chicago. From that point he will enter either the Missouri river or the Missippi. The many friends of Mr. Larson will be pleased to hear of his experiences en route. M. Jj. Andary, proprietor of the Sterling clothing house has added a new department to his store, for ladies’ ready-to-wear garments. The Soo is now properly equipped as to street signs bearing the names of the different streets and with the new semaphores on the main streets, we are ready to handle the traffic which is expected this season. William G. Tapert. os Equal Responsibility. It should be remembered that drug- gists are as responsible as are physi- cians for the filling of incorrect or illegal narcotic prescriptions for an addict, or for the filling of a forged prescription; or for the accepting and filling of a narcotic order form which his permit does not entitle him to fill. The idea that all the responsibility can be thrown upon the physician is Doctor and pharmacist are equally responsible. well-known wrong. Budweiser “The Quality Leader”’ = oom eee Buy it by the case for your home NATIONAL GROCER COMPANY Wholesale Distributors, Grand Rapids, Mich RRR oncoperee nie Reseece <— Ene I ST PE i ei SIRES NOIRE NaI om ots en Bean - sa tp SaaS TESS SSS May 18, 1921 MICHIGAN TRADESMAN Quality Must Be Maintained The one factor which is guarded most carefully and never allowed to vary is the quality of products manufactured by the Standard Oil Company (Indiana ) The many warm friends gained and held for years, stand as evidence of quality established and rigidly maintained. Take for example, Red Crown Gasoline, made especially for use in the internal combustion engine. Last year the people of the Middle West used 725,000,000 gallons of Red Crown, which we contend is an indication of its un- failing quality. Likewise with Polarine, if we have been able to make it a perfect lubricant—and thousands of our customers will tell you we have, it is due not only to our unexcelled manu- facturing facilities, but to the determination that quality must always prevail. Middle West motorists last year used 23,979,050 gallons. Inevitable evidence of uniformity and high quality. Standard Oil Company (Indiana) Chicago, U.S. A. Pageant of Progress Exposition at Chicago’s $5,000,000 Municipal Pier, July 30 to August 14 8 MICHIGAN TRADESMAN May 18, 1921 GERMANY KNOWS THE TRUTH The humiliating surrender of Ger- many marks the complete crashing to the earth of the edifice of German arrogance and mad ambitions which had been building for forty vears, and which its very architects insanely im- periled in 1914. There has been much repining over the alleged fact that Germany has not realized what has happened to her. Her troops were welcomed back to Berlin in 1918 as “unbeaten.” Her territory had never been invaded, except temporarily in East Prussia. Her fields had not been ravaged and her factories had been left intact. set to work in the old fashion to seek Her government busily to undo as much of the Versailles Treaty as possible. All this gave ground and some reason for the com- plaint that the armistice was a mistake, and that, in order to break German pride entirely, the war should have been continued until Berlin was oc- cupied and a Peace of Potsdam dic- tated. These regrets, whether well found- ed or not, have all along been vain, and now, at any rate, there is no oc- casion for renewing them. For there can be no doubt that Germany at last knows the truth. The most ignorant German farm laborer, as well as the most overbearing Junker, cannot fail to have come to the full realization of defeat. If the iron had not entered Germany's soul before, it has done so now She has to make compete and humble submission to the victors. Her vaunted “shining armor’ of other days has to be cast into the junk heap. She must disarm. She must try her miitary criminals. And she must pay the huge bill for damages. What boots it that her agriculture and industry were left untouched by the war, so long as their products must be for years subject to foreign claims? Her farms may be flourish- ing, but France and England will have a large part of their usufruct. Her manufactures may be ready for great expansion, but the wealth which they produce is heavily mortgaged to other nations. Every German artisan will go to his daiy task aware that a good part of his labor is to be for the benefit of Belgians and Englishmen and the French. Germany knows to- day if she did not before that she is a nation of brutes—and that she has finally acknowledged the indictment and agreed to pay the penalty. other things, however, be able There are that Germany ought now to to understand. She has a long and hard road to cover before she can struggle back to the confidence and respect of the world. But there is no desire on the part of the nations that shattered her military power either to maintain an attitude of vengeance to- ward her or to hold her in a humiliat- ng political and economic subjection, She will be free slowly to work out her own destiny. But there must be no mistake about the necessary steps. The German government must not lose a day in balancing its budget and stabilizing its finances Overdue measures of taxation must be im- posed. Fares and rates on the rail- ways must be leveled up to the aver- To her heavy industrial tasks Germany must Her people must feel the pinch both of taxes and se- vere economies and hard labor. All dreams of restoration of the old re- age in France and England. bend every energy. gime must resolutely be put aside. But if Germany does all this, sincere- ly renounces the obsession of world domination and also every thought and plan of revenge, and presently gives convincing proof of a deter- mination to meet her obligations and to devote herself to the arts of peace, she may count upon winning the in- ternational place which will then be due to her, although no one will ever be so foolish as to take the word of a German as long as time lasts. THE LINEN MARKET. The linen market is in a period of expectancy and a better tone is to be found in some quarters, although there has been little real expansion in business. There is growing confidence in the foreign market among the im- porters, and if it were not for tariff uncertainties, which make the future landed cost of linens an unknown factor, there might well be a_ broad- ening in the demand for future de- liveries. The domestic retail trade is buying only on the hand-to-mouth | basis which has characterized its operations for some time, but the continuance of this sort of buying is. bringing about the time when the stock houses which cater to these retailers must replace the goods they are _ selling with orders sent over to Belfast and other centers of production. The tax situation is again being given great emphasis by manufactur- ers and importers. Forecasts of ac- tual famine next year are frequent, and it is agreed that the planting in Ireland has been disappointingly scant this season. Of course, no reliance is being placed upon Russia, formerly the chief source of flax, and the crops of Ireland, Belgium, Holland and France seem to be the only substan- tial supply upon which the linen trade High price has curtailed the distribution of lin- of the world can depend. ens and in some degree balanced the production of the fabric with raw ma- terial supply, and this relation will probably continue in the future. The suggestion that the name of Fulton street park (Grand Rapids) be changed to Dexter park appears to meet with hearty approval in every quarter. The park was presented to Kent county by Samuel Dexter for use as a “court house square.” When it ceased to be used for that purpose it naturally reverted to the city, which has enjoyed the use of it now for about seventy-five years. It would certainly be very appropriate to be- stow the name of the donor on the It would be in keeping with the traditions of Grand Rapids to do park. so, besides perpetuating the name of one of the most worthy men who contributed to the making of Grand Rapids in the early days It isn’t the big problems that undo us; it is the little ones. BUYING CONDITIONS. What is considered as the first step toward restoring normal conditions in foreign trade is the settlement of the reparations matter on the part of Ger- many. If the agreement signed dur- ing the last week is carried out, or if there is shown an honest determina- tion in this direction, the result cannot be otherwise than beneficial to the trade of the whole world. Already the effect has been to raise the value of the monetary units of France and Great Britain, and the German mark must soon feel the same influence. The beginning of payments on the in- demnity will stimulate work in France but it will also mean much for Ger- many. Pending the settlement, and for the purpose of securing more lenient terms, the latter has been al- lowing things to drift. No attempt was made to reduce the expenses of Government, to raise sufficient money by taxation or to fund the enormous debt of the country, which is mostly evidenced by the vast volume of paper currency. There being no longer any pretext for delaying the needed re- forms, it is likely that they will soon be undertaken to the manifest ad- vantage of the German people no less than to that of the people of other countries. Under the stimulus of necessity, the Germans will be com- pelled to work with a purpose, and this is bound to help both them and others. The world needs the pro- duction of these millions of industri- ous people, and no country needs it more than this, which is in a position to supply Germany with so much or raw material. Unless that country _ produces and sells its wares, it will not be able to buy much from here. Conditions here have shown no ma- terial change during the last week. 3uying continues in about the same cautious way as it has for several months. Stores are after goods that can be disposed of quickly so as to provide for frequent turnovers of capital. The need of providing mer- chandise at reasonable figures is fully recognized, and, in most instances, there is less holding out for higher profits. More of an effort is apparent to reckon on the quantity of sales. Changes in weather have had rather a deterrent effect on retail purchases, but this is regarded as merely tem- porary. Merchants, especially the more progressive ones, are inclined to resent the criticism that they have not done their share in passing along to consumers the reductions made in the primary markets, and this feeling was voiced at the conference with Sec- retary of Commerce Hoover at Wash- ington. It is to be noted, however, that it is the dry goods merchants mainly who complain of unjust criti- cism. The purveyors of food have had nothing to say, and yet the aver- age expenses for food are several times as large as those for apparel. 3usiness is dependent on buying power in great measure. If a larger proportion is demanded for food and shelter there is less left for things to wear, and skimping can be done most easily on the latter. This accounts for much of the poor business in cer- tain lines. Nor is it likely to be cor- rected until the values of articles in common use get nearer their normal ratio. But, with certain things down to pre-war levels and others any- where from 50 to 150 per cent. above them, buying must continue rather fitful and uncertain. DUMPING GERMAN GOODS. It comes with a shock to hear from Secretary Hoover that Germany is now engaged in slaying certain Amer- ican industries, here at home and in the world market. He finds that Ger- man steel is selling in neutral markets at $12 less per ton than American We know that German chemicals, dyes, optical glass and potash are all coming back aoaii. steel of the same grades. Secretary Hoover wants a large Apart from ordinary tariff considerations, there are certain industries in this country that are children of the war, that we ought to protect and cherish. It is not so long since the United States Bureau of Engraving was facing a shutdown for lack of colored inks; since a certain terrible social disease could not be treated for lack of a drug; since dyestuffs soared 5000 per cent. Or since we had to create an optical glass industry to give eyes to our guns, fleets and planes. Germany has made the world dependent on her for these things. measure of protection. She expects to do so again. Secre- tary Hoover says Germany is sub- sidizing industry after the plan of the Kaiser-bund. This means that Ger- many will be able to sell any article it cares to sell, under its actual cost price, in any foreign market where the German wants to dominate. The only thing left us to do is to fight the flames with fire, to meet subsi- duties with tariffs, embargoes and licensing; any or all of these may be needed. ° In the world markets we must take our chances, but at home we can save our key industries and block the Ger- man menace by tariffs, by anti-dump- ing laws and licensing systems that will supplement the tariffs. A_ tariff aone hardly will serve if the German makes up his mind to ruin our dye and chemical industries. The Ger- man simply would stand the _ loss, backed by the subsidy, until plants on this side closed and then recoup as he willed. The job would be com- pleted by the old-time German meth- ods of bribery and full-line forcing. Protection against this probable de- struction should be welcomed by the whole country. The emergency tariff now under consideration may be a tinker’s patched-up makeshift, held together with the farmer’s baling wire, but if it carries with it the need- ed protection against this German trade drive, it will justify itself. It is making yourself profitable to the business that will in the end make you profitable to yourself Your salary is going to be fitted to your ability to make the business you do profitable. An employe should be willing to ac- cept responsibility and go ahead with his work, but the boss should be will- ing to let him go ahead without nag- ging him constantly. : May 18, 1921 MICHIGAN TRADESMAN 9 i sera? 7 { ¢ of the NP ME 1D. < ‘ei en i a _ Y STATE TRUNK LINE SYSTEM aot Gennes | ; SHOWING CONDITION ON APRIL 15, 1921, OF STATE TRUNK Y LINE ROUTES—MICHIGAN STATE HIGHWAY DEPT, LANSING b yf ee Frank F. Rocers, Commissioner ‘eee © (A) M IC Hi¢ sAN St Al E EMME a s eae F TRUNK LINE HIGH i LEGEND an a pe t. WAYS of the Lower Peninsula, Fy oo pm te cae aman Leste Al wr = Forty Mite Ps built or reconstructed under the : muro ROADS POOR BUT PASSABLE . - a oe direction of the State High = ROADS IMPASSABLE | 2 gz Iswe way department, are shown : as a | PRESQU . 4 ees | Many other improved roads CH Co | 4 ‘4 | built under township or county y pay me Ox acer come pie © — PC 5 jumsdiction are not shown 4 - ae | Chinn Each state highway as num " Lag eae aa op? bered on the map 1s so num “teens etme av | norm ps bered throughout its entire scuras Pp decano © Bey NTR | pay length with the official markers tyroma! i Lease he | are : shown above. The numbers are ¥ 1 A rm Laren 7s | OT EGO Se a — on poles, oe and on Sweeping Boa 7 | pe ae special posts erected at intersec eo fe f : a Gee ie Pi, tions. Each turn is marked with € _¥ a 9 J the highway number and above ~) TRAVERS ae | aa | CRAWFORD | it an “*“R” or “L” indicating ae : a wanes | osSchDA | soe an right or left turn. Markers giv Ss , r | ' JQRAYLING Mo A LCONA Sueling the mileage are erected at (ae ae ‘ | ” | the joining of each mile. Select ' 9; Wee ' Wo! a from the map the route you ( 4 FEC | | Ses wish to travel, and follow the a ae a i : — mom 4 eae markers showing the selected “ © | | he numbers i sc 2 Fe «? rv / Petage S c ie wv | - ag oo EM Aw | Maia a = WEXFOR { jE = sie ys iN | IgSAUKEB | i MANISTEE | Clam c 1 | hs Wrens 4 ce — eee oT SEE : Co ey a a —-—— - ——- aS ? b | | cc Corp tee é ‘ A BN Z __fe: r™ = O din teen fi [2 OBCHOLA [GLA BWIN| Coe ed SS co . \MAISON — oo Owe 4 | LAR 8 L@ loLa fT a ee \ © A +a) r LUDINGT . i ‘ ea A J L Cy n° » a“ U RJ O De ? a or Baach , - “ wt ' 3 ewes © narecemy 08 f eo y | i Rey oy - 4 : , wee. ss _ J. dt |B ATY ne / bie 2 | - (8) | > fran AAO sony vlay w ‘0 BANA. Beef i ae fj 4+ — Hart { 2 paren | a Littie Coble Pr. Ss N E Oo | I — B scale | @+ ' é Bay @). waalty 9 ay 6 x c ees a mo : 3 cee ae | MIDLIAN ig 4 | | j Dacnersye C Z Aus OsT <~ BH i ba, > i : oe i ’ % ors r : i ea aa cA | ‘tant | ! a AY 1 e 2 e< ie AN fib A 3Ae 1 ‘Aer Ac z ~ i S oNACAL™! GRATIOT - fi. c 7 4 rawron | Mreaca | S AIG tN A J ¢ ~ port ee : Pe coe | aes ¢ & oes | | os 7 — ; 7 OMAP E | { E vow peta one —_——- — “ 5 2 es | i i ae - SBE. ‘on 7 IR an . . o SR) \oG EN , Grown Haven KIT EZ N T : a - Pros, Ya FLINT I aay te Or beep, ~ 1p RAPIOS on re fe) r J @ | ft | ~ ml “0 4 1 i | = 69) kenne 4 & > — leu TON | we nae : T. a ‘ < we I oO { ; > | a y Oxford ~ 51 ¢ = t | i ‘ o uy | vie oe | Ore f' 7 Orewa, ate Ovesse ce eee _—— oe a) en een ee she | | oO A K ,& D | * — Z. @ a8 | at @ me e] | 7 1 : o ‘ Panaporte ee | fe rs roe Gong ALLEGAN le. \ Ic ‘erered te | B A T N | SON sl 1 oe megan aX BAR Cuama4rre New G a J : aco" | | -. im he NGS ro — \ SAP RQ Qribwe! ; Brier oe : he — pL. - : c Si ST CLAIR Cowrntireen ec oe ee _ 5 | DETRO | Pome | aN WAYNE Bie ce | JAC ON ere ) N BURBN| oS ef AACKSON nage f Xx special sales in which prices were set crowd by purchasing a brogan or = co = = = x, = x well below cost, and which would have. semi-staple last with little change é = = . = . 3 = >i proved irresistable to women, did not’ either in colors or leather from one | 7 REVIEW GF THE SHO MARKET 3 | draw the men in numbers too great for year to the other. JZ. s = = aT 3 the clerks to serve them comfortably. Not until men have been impressed = = = : a Nt This condition caused him to study with the need of paying as much at- AVERY ~e oh Oat we the situation from the psychological tention to the correctness of their KAGE “SASF viewpoint, with the result that he has footwear as the women, will volume Ed Zr Z reached the following conclusion: Michigan Retail Shoe Dealers’ Associa- President—J. E. Wilson, Detroit. Vice-Presidents — Harry Woodworth, Lansing; Jaines H. Fox, Grand Rapids; Charles Webber, Kalamazoo; A. E. Kel- logg, Traverse City. Secretary-Treasurer—C. J. Paige, Sag- inaw. Eliminate Late Deliveries — Order Now For August. A prominent manufacturing concern recently sent the following circular-letter to its retail customers, shoe as a word of warning in connection with the timely placing of fall orders: “Due to the unfortunate delay in placing orders on the part of many retail merchants, deliveries of shoes for the current spring trade have not been satisfactory to either manu- facturers or merchants. In _ other words, the predicted has happened, and everyone must suffer in conse- quence, “This delay in placing orders by the retailers occurred in face of re- peated warnings given by manufac- turers as early as last November that if spring orders were delayed until January, sufficient footwear could not possibly be made and shipped in time to satisfy the early spring and Easter demands. “Within the last few facturers have been deluged with urg- weeks manu- ent telegraphic requests from retail- that they might have their goods on their time for the expected demand, and there have where manufacturers ers to rush their shipments, so shelves in Easter-tide been instances have been obliged to ship thousands of pairs of shoes long distances by truck at a more per pair in order to help out customers. All quite unnecessary and certainly does auto cost of 10 cents or cneir this has been not reflect the boasted efficiency of our American merchandising methods. “The with the best of intentions, has been absolute- shoe manufacturer, ly helpless in this matter, for it has been impossible for him to produce ae much wanted newer styles without lasts, patterns or leather, and last fac- tories and pattern makers alike have been fairly jammed with business; and on top of this there has been no sur- plus of the best grades of leathers on which the manufacturer could draw at short notice. has thrown This general congestion every related branch of into chaos and has brought disappointment to hun- dreds of retail merchants. “All theories to the contrary, the oe manufacturing industry is one in shoe manufacturing which advance planning is absolutely necessary if there is to be a uniform volume of production at the minimum of overhead expense. “In view of the foregoing situation (and it has not been in the Jeast over- drawn), we think that at this time every shoe retailer in the country should be alive to the necessity of not being caught in a similar position with reference to deliveries of fall or- ders. “At this moment everything points to a continuation of the gradually in- creasing consumers’ demand for foot- wear, and it certainly would seem to be up to everyone in our trade not only to do his part to encourage in- creased production and get more money into circulation, but in the case of the merchant similar position with reference to deliveries of Fall orders. “This letter, therefore, is written at this time, when everyone realizes how much inconvenience and loss this un- due delay in order-placing has caused, in connection with spring trade, in the hope that the shoe retailer may be made to see that future good busi- ness depends largely upon his willing- ness to keep industry going at a uni- form pace. “It is easy to foresee a most dis- agreeable condition in retail shoe stores next autumn if orders for the coming season are not placed for ‘at once’ and August delivery not later than April. In no other way can the shoe manufacturer satisfy the retail- needs. The manufacturer has reached the stage where he cannot and will not absorb the loss resulting from unfair cancellation due to late ordering and impossibility of making on time. “This is a final notice that fall or- ders received in June and July will be made in their proper rotation, and that ‘at once’ orders will not be ac- cepted at the expense of the merchant who ordered earlier. “The time-honored principle of ‘live and let live’ is one that manufacturer, retailer and consumer, alike, must abide by, if we are to emerge from a condition of spasmodic and wasteful production and return to a normal and efficient manufacturing basis. ers’ “Buy moderately, buy well within your financial resources, and buy early enough to give the manufacturer a chance to hold your good-will through prompt delivery. “Place at least a part of your fall order now!” Increasing Sales of Men’s Shoes. Milton G. Harper, of Philadelphia, recognized as one of the keenest mer- chants in the country, has given a great deal of thought to the creating of more business in his men’s depart- efforts satisfying results. Mr. Harper says men are not buy- ing normally yet, and that it will take the concentrated efforts of all retail- ers to bring this business up to what it should be. Like many others, at first he thought price was the reason ment, and_ his have brought “The only way to get men to buy shoes normally is to cure them of the idea they had during the war—that it was unpatriotic for a man to be well dressed. It is time for men to dress up again.” Men should be taught to show greater interest in the _ so-called “fancy” footwear, the stylish num- bers, and dress shoes, he says, and ef- sales on men’s shoes equal the hopes and expectations of wide-awake mer- chants who are intensifying their ef- forts to build up successful business to much greater proportions. —_—_>—e~—___—__ It is the extra effort that brings success. In times like these it be- hooves you to keep up on your energy and put on a little more steam in order to make business go. Many Out Door Men who wear roomy, comfortable shoes to work in every day like the same kind of a shoe for their leisure hours. Our number 990 splendidly meets the requirements. Roomy just where needed, it always pleases when others fail — Gun Metal, Goodyear Welt, Half Double sole, solid leather throughout $4.10 Nearly every one of our long list of customers handles this shoe and they find it one of their most consistent sellers. Herold-Bertsch Shoe Co. Manufacturers cf Serviceable Footwear GRAND RAPIDS, MICH. St. No. 68—Woman’s Glazed Colt Plain Toe 23—Woman’s Glazed Colt Comfort BRANDAU SHOE CO. Manufacturers WOMEN’S SANDALS JULIETS and OXFORDS Description 475—Woman’s Glazed Colt Bal. Stitched Im. Tip __- 425—Woman’s Glazed Colt Oxf. Stitched 450—Woman’s Glazed Colt 1 Strap Sandal ______ 452—Woman’s Glazed Colt 2 Strap Sandal 700—Woman’s Glazed Colt Stock Tip Princess __ 300—Woman’s Giazed Colt Gore Front Oxford ___ 150—Woman’s Glazed Colt Plain Toe Oxford ____________________Comfort 500—Woman’s Glazed Colt 1 Strap Sandal £'01—Woman’s Glazed Colt 1 Strap Sandal COMFORT SHOES NEW PRICES—IN STOCK FOR IMMEDIATE DELIVERY Last Price Opera $3.35 im, Pip 2 aera 2.60 ee eee Opera 2.35 SM a La ae even Opera 2.45 Sa et eomiort «62.90 wut. Comore 2.40 eee Comfort 2.30 2.50 ie at a Jo Gomtort . 1.95 2.05 Rubber Heel | ee Comfort ee Cemfort ~§61.80 DETROIT, MICH. Wholesalers MEN’S DRESS & SER- VICE SHOES ager Newey nsspiees s x ROCA 4 4 ul f i ACHE ei Pe taRR AT May 18, 1921 Classifies Shoe Purchasers in Eleven Groups. In the first of a series of articles on shoe salesmanship’ which William Pidgeon, Jr., is writing for Shoe Talk, the new house organ of the Arm- strong Cork, Lancaster, Pa., Mr. Pid- geon classifies the various types of customers encountered by the retail shoe salesman in eleven groups, as follows: l. The “know it all,” talkative, loud noisy customer. 2. The fussy, complaining, cranky customer, 3. The undecided and “don’t know” customer. 4. The bargain-hunting customer. 5. The “mum” or customer. non-talkative 6. The unreasonable, abusive and insulting customer, 7. The pleasant, courteous and good natured customer, 8. The ignorant, the unfortunate and poor customer. 9. The positive and strong-minded customer, 10. The young and the old cus- tomer. 11. The customer with the advising friend. The subsequent articles in Mr. Pid- geon’s series will take up in order the methods which the writer has found to be successful in dealing with these various types of customers. In the same article Mr. Pidgeon classifies the instincts or motives which demands shoes for ease and to avoid pain, “The instinct of beauty, which de- mands shoes for style, to satisfy the artistic. “The instinct of pleasure, which de- mands shoes for play or recreation, “The instinct of fear, which de- mands shoes to prevent or correct foot defects. “The instinct of saving or economy, which demands shoes that wear long. “The instinct of imitation, which de- mands shoes that you admire on some other person. “The instinct of self protection, which demands shoes that keep your feet from the elements, such as snow, water and heat.” ——_——_.->___ Easy Credit Causes Retail Failures. Among the various causes given by commercial agencies for business fail- ures little attention is given to what this writer considers the fundamental causes, namely: dishonesty, expand- ed credit, and too much capital. A National trait is for people to do the things about which they know least. A farmer comes to TOW, Starts a store and fails; a city man buys a farm and finds it a permanent source of loss. In Europe there is a wide- spread opinion that a person should know something of the business he undertakes; trades are handed down from father to son. With us it is just the reverse. Too much capital causes more fail- ures than lack of capital. What is often called lack of capital is really expanded credit. The dealer expands his business more than his credit will allow, and the result is failure. The fault is mistaken generosity of the banks and not lack of capital. Study the history of a hundred retail busi- MICHIGAN TRADESMAN 11 nesses that have lasted 40 years, and you will find that nearly all were es- tablished by men who lacked capital. They were so limited in regard to credit and capital that they had to watch every penny and devote all their attention to They could not afford bad habits, personal extravagance or outside speculation. business. The man with plenty of capital, or who can command a great deal of credit, usually does several things that prove fatal to business. He starts out with too great an overhead: he rents a larger store than his business re- quires; he buys goods in such quan- tities that he cannot make the num- ber of turnovers needed to show a substantial profit. The rate of. fail- ures in England and France is not so great because the people in the re- tail business are better prepared to succeed. Here, however, it is easy to go into business, easy to borrow money, easy to get credit—and the easier it is to get credit, the easier it is to fail in business. Lack of capital does not cause busi- Instead, it often leads to business success. Woolworth never made a success until he had failed in ness failures. The less credit and capital a man has the more care- business three times. fully he must watch his business. The man who is so short of capital and credit that he must buy new goods every day is bound to make money provided he has even an average de- gree of intelligence. —_——_» ¢~-____ The Psychology of a Shoe String. A little story that might be en- titled “The String” could be written around the Psychology of a Shoe return to the nickel shoe laces. Ina Western city a number of shoe mer- chants have reverted to the five cent price for a pair of strings. The re- sults are interesting. They have re- ceived more compliments and com- ments of appreciation over the five cent reduction than they ever expect to obtain from two dollar reductions in the price of shoes. Most every- body just naturally hated to pay ten cents for a pair of shoe strings. Now that the price is back to a nickel they are much more liberal in their attitude towards shoes. 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND PRICES. THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO alesmooke 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 SELL OXFORDS THE IDEAL FOOTWEAR FOR SUMMER. REAL ECONOMY PLUS STYLE AND COMFORT. WE HAVE REVISED OUR PRICES DOWNWARD AND CAN NOW OFFER YOU THE FINEST ASSORTMENT ON THE MARKET. IN STOCK UNBRANDED 8762—-Mahogany Calf Bal. Oxford, City Last, A te OD $4.85 8763—-Mahogany Full Grain Side Bal. Oxford, City Last, B to E 4.35 8749—Gun Metal Calf Bal. Oxford, Tremont Last, C te E . 4.75 8233—Chocolate Vici Blu. Oxford, Freak Last, 0 & E - aoe 8234—Black Kangaroo Blu. Oxford, Freak Last, D& E 3.50 Prevent that lost sale. Mail your order to-day. RINDGE, KALMBACH, LOGIE CO. 10 to 22 Ionia Avenue, N. W. CRAMP RAPIDS, MICHIGAN Your Chance High shoe prices have made the workingman mighty careful how he invested his shoe dollars. That’s why ROUGE REX MORE MILEAGE SHOES have sold in greater volume. They ARE priced right. They DO give the mileage. They ARE comfortable. Working- men have found it out. Don’t Keep your stock up. ever lose a sale for lack of the size. HIRTH-KRAUSE Tanners—Manufacturers of the MORE MILEAGE SHOE GRAND RAPIDS MICHIGAN Shoe Store and Shoe Repair SCHWARTZBERG & GLASER 57-59 Division Ave. S. 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 F m ney saving price. Sidney Elevatur Mnfg. Co., Supplies LEATHER CO. Grand Rapids Sidney, Ohio facture all styles and sizes in Loose Leaf Devices. direct to you. Flat Opening Loose Leaf Devices e omy apie aise i BY ot lhe erie ae ae a aaa WOR OGE > 7 SE OME Ta I We carry in stock and manu- We sell GRAND RAPIDS, MICHIGAN 12 MICHIGAN TRADESMAN May 18, 1921 Kell pee aor ~ pe. FINANCIAL :{ Rash Ventures and Thoughtless OM Ene Rees RS Expenditures EX. TT] - wn AA Unfortunate Decision on the Bogus Check Law. Judge Dunham, of the Court, has handed down a decision in the Von Albert, which—if sustained by the Supreme Court—practically nullifies the bogus Superior case of Boyle vs. check statute under certain conditions. The full text of the decision is as fol- lows: Complaint in was made against defendant by Fred E. Fagerstrom on the 14th day of De- cember, 1920, charging that defend- ant feloniously, wilfully and unlaw- fully, with intent to defraud, did then and draw a check writing said and there make and draft and order for the payment of money on the City Trust and Say- ings Bank, a corporation, bank and depository, doing business in the city of Grand Rapids, county aforesaid, said check and draft and order for the figures money being in payment of and words as follows: No. 134. Grand Rapids, Mich., Oct. 15, 1920. Pay to the order of Racine Tire & Rubber Co. $228.44, Two Hundred Twenty Eight and 44-100 Dollars. Von Albert Company. Per A. P. Von Albert, Treas. For inv. 2722. The Von Albert Company, a cor- poration, being then and there the maker and drawer of said check, draft and order for the payment of money the Von Albert Company, maker drawer thereof, there and said and not then and having sufficient funds in and credit with said bank and deposi- full of order for the tory for the payment in said draft ‘ent of money upon its presentation bank for payment and the P. Von Albert then and there that Von Albert Company did not have sufficient funds le- check, and pay- to said said A. knowing the said in and credit with said bank and « pository for the payment of money “pon presentation thereof to said bank ud depository for payment, contrary to the case made and provided and against form of the statute in such the peace and dignity of the People of the State of Michigan. December EAM Beginning on 1920, an examination of respondent was held in the Police Court of this city, two witnesses being sworn upon said examination on the part of the People, none sworn on the part of the defend- ant. On the 30th day of December, 1920, ‘ne testimony so taken, together with complaint, and nizance of the said defendant to ap- pear in this Court, together with the return of said Police Judge, was filed in this Court. the warrant recog- Later, and on January 8th, 1921, a motion was made on the part of de- fendant to dismiss said cause for ten assigned reasons stated therein. In this case respondent is charged with the violation of Act No. 271 of the Public Acts of this State for the year 1919, The check in question, as already stated, was dated October 15th, 1920. This check was Mr. Fagerstrom, the complaining witness, about October 13th or 15th. It was dated ahead one or more days. This delivered to chack was given to Mr. Fagerstrom for goods delivered to the Von Albert Company in July. Mr. Fagerstrom testified that the check was dated at least one day ahead. At the time the check was given, the respondent stated that he had funds coming in from his business, so that he thought he could take care of the check on the 15th. Mr. Fagerstrom testified that this check was written out and given him before the 15th of October and that it was given for a past due account, over 60 days past due. The testimony does not show that by reason of the giving of this check that any credit was extended, and no property changed hands by reason of It was given dept. it given to delay any proceedings against the Von Albert Company. The check the giving of the check. to pay an antecedent was was not protested. The bank upon which it was drawn was called up several times by Mr. told that there was not enough money to pay it. Fagerstrom and he was At the time this check was given there was no consideration passed from the payee to the maker. The circumstances of giving the check are substantially as follows: Fred E. 1920, and for sometime Fagerstrom in October, prior thereto had been the manager here in the city of Grand Rapids of the Racine Tire 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 Mali The Home for Savings SS Many a widow left with an inheritance, has spent the In the largest number of these cases rash ventures and thoughtless ex- principal within a short space of time. penditures have caused the waste of the family fortune. Ill-advised as to investments, many women have lost all of the money inherited from their husbands’ estates through purchasing “securities” that one with experience and judgment would have known to be insecure. Thoughtless expenditures are more easily made from inheritances than from money earned. The list contains many items, from automobiles to yachts. If you want to protect your wife and children from these calamities, secure from us a copy of “Safeguarding Your Family’s Future” and then discuss the subject matter with our Trust Officer. [FRAND RAPIDS [RUST [OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 2S, xe °o N WLLL ddllllllllidibiddiddlddddlde In Days of Industrial Readjustment Conservative Bonds Are Anchors To Windward Established 1853 Many a man has been kept off the shoals of financial ruin by the bonds he owned. crises when safety is paramount. Bonds are safeguards in Write or ask for our offerings. Open Thursday evenings, 6 to 8 o’clock. IONAL BANK Grand Rapids Regularly Examined by United States Government Examiners WLLL ddlddiilddldiddildbildlldbshbbla UE x WI iaaaaaaaaiiiiidilisidlliididssdddsstssdsbidsdddidde A W\ LLL daaadddidiidisa Le GRAND RAPIDS SAFE CoO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. e TRADESMAN BUILDING GRAND RAPIDS, MIOHIGAN SSS May 18, 1921 MICHIGAN TRADESMAN 13 and Rubber Company and up _ to some time in July Von Albert Com- pany had become indebted to the Ra- cine Tire and Rubber Company in the sum of $500 or more, and some time about October 10th Fagerstrom had a talk with the respondent here about the amount of the claim his company had against the Von Albert Company. Mr. Fagerstrom made some conces- sions in the account which brought the Tire Company’s bill against the Von Albert Company down to ap- proximately $288, which was to be taken care of by check, and in pur- suance of that talk the check in ques- tion was given. This, I think, is substantially the in- criminating testimony in the against the respondent. I have read the entire testimony taken in this case against the respond- ent. I have read the entire testimony taken in Police Court and the statute in question. I do not see how, under this testimony, it can be said that the respondent gave the check in question for the purpose of defrauding anyone. As I read the testimony, no was defrauded. The Racine Tire and Rubber Company may have been dis- appointed that it was not paid, but further than this, | do not see Case one any culpability in the matter whatever. For these reasons respondent’s mo- tion to dismiss must be granted and will be ganted and the complaint and information in this case quashed and the respondent discharged. Major L. Dunham, Judge of the Superior Court of Grand Rapids. NR The Soldier and the Bonus. May 17—I am a soldier of the World War. I served nineteen months in France. I was gassed and slightly wounded, although I have fully re- cavered from both. I was honorably discharged and am a member of the American Legion and the V. F. W. I am deeply interested in both organ- izations, for what good they may ac- complish for the soldiers and sailors and marines who had the misfortune to be seriously wounded or incapaci- tated in other ways, but I am not in sympathy with their effort to bleed the Government for a bonus. Now, why am I opposed to this? In the first place the bonus would natur- ally be so small that it would not do any one very much good, excepting for a little spending money. And yet there were so many men in the army —close to four millions—that were the bonus to be paid to every one it would mean a tremendous drain upon the Treasury of the United States and the people would have to pay this sum in taxes. Now, I never did believe very much it pensions of any kind, nor bonuses either, except for those who are incapacitated and unable to work. They should not be paid a bonus, but they should be paid a pension accord- ing to the amount of their injury, and this, I understand, our Government is doing, and most liberally. For the healthy, hearty young American to ask for a bonus, to go parading about the street as an impressive demonstration, or to butonhole everybody: regarding this I feel is a disgrace and I believe that the Legion and the Veterans should not insist on this bonus, but they should see to it that all of their brothers in arms who have been seri- ously wounded, who lost a part of their body and who cannot work, are the ones who should get it all. The bonus-grabbers will say to us dissenters, “Well, if you don’t want the bonus you are not forced to take uw. That is a poor arsument. I have a wide acquaintance in both organiza- tions of service men, and, while I must admit that we who are opposed to the bonus are in the minority, yet I don’t want the public to believe that the idea of a bonus is practically unanimous. I pride myself in my war record, and am glad to speak of it to any one who cares to hear the story of one who has passed through and came out alive: but I don’t want to hold my patriotism at a price. If I accepted a bonus I would never care to talk about the soldier’s life, but would feel that I had sold my patriotism for a mess of pottage. You would imagine from the great cry that is going up from many of the soldiers that they were going to get a bonus that would make them independent for life instead of sufficient only to purchase a first class suit of cloths. Fellow Legioners, let’s forget about the bonus and, with a bold front, go forward saying: “I of- fered my life for my country; God spared it. I am proud of my pa- triotism and loyalty to my nation, and my home. I thank God that I am here and am in good. health to go forward to carry out the work that has been designed for me. Edear 1. Ets. ——__+- > Jail For Reckless Drivers. Grand Rapids, May 17—The daily newspapers continue to call attention to the yearly growing list of maimed and killed, due to the operation of au- tomobiles by reckless, untrained and often drunken men. Nothing, it seems, but a thoroughly aroused public sen- timent will serve to check this danger of modern life in a great city. No one, particularly no father of a family, would consider for a moment an ordinance giving steam locomotives the right of way on a public street; yet Judge Hess some years ago properly described the automobile, whether it be pleasure car or truck, as a locomotive, often equaling, if not excelling, in speed the steam locomo- tive, which is confined to an unvary- ing, known track, guarded within the city limits at street crossings by watchmen and_ safety gates, while the automobile has the power to pur- sue, often at express-train speed, any course on the city thoroughfares at the direction of a driver, who may have had little more than a few hours’ instructions in the guidance of this dangerous machine. The automobile is a necessarv and highly useful development of modern life from which millions derive re- creation and benefit, but let us recog- nize also that in the hands of unskilled and reckless men it can be made a great danger, not alone in the city, but on country roads. For this reason it is necessary to enforce the law stern- ly against those who violate the rules laid down for the protection of citi- zens on the public streets. A few jail terms will go far to in- sure the public against reckless driv- ers. ma. 4. 2 Protect Your Loved Ones— For instance, you may wish that your wife enjoy ALL your estate, or at least more than the share which the Law would provide. You may know that she would need it all in order to live. The only way of seeing that she gets it, is by a gift in a Will. Your WILL becomes Law and receives the support of the Probate Court. Giving by WILL is every man’s right. You may also know that unless your property is left in care of a Trustee for her benefit, she would not have it very long. It should be controlled FOR her and not BY her. Let us advise with you as to what is best to “authorize” in writing. Call at our office for the new booklet, “‘What you should know about Wiills.”’ “Oldest Trust Company in Michigan.”’ THE MICHIGAN [RUST COMPANY GRAND RAPIDS, MICHIGAN 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 Bidg., Grand Rapids, Mich. GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED *€ ies saath. — = mites 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 Total Deposits —---------------------- 10,168,700.00 Combined Total Resources ee ee GRAND RAPIDS NATIONAL CITY BANK erty TRUST & SAVINGS BARS ASSOCIATED 14 KEEP YOUR EYE ON SMOOT. He May Be Able To Pull Off Sales Tax. The advocates of a general sales tax, either with or without the “turnover” trimmings, received a severe jolt when Secretary of the Treasury Mellon ad- dressed a letter to Chairman Fordney, of the Ways and Means Committee, and Penrose, of the Senate Finance Committee, in which he stated that “the Treasury is not prepared to recommend at this time any general sales tax, particularly if the sales tax were designed to supersede the highly productive special sales taxes now in effect on many relatively non-essen- tial articles.” Of course, the Treas- ury Department is not the court of last resort when Congress is engaged in revising the internal revenue taxes, but it would be foolish for the most enthusiastic champion of a_ general sales tax to say that Secretary Mel- lon had not dealt it a blow in the region close to the solar plexus. The tax reforms advocated by Mr. Mellon are literally in the nature of readjustments, for they do not pro- taxation. Wherever a reduction in rates on cer- pose any new. system of tain brackets of a tax is suggested, a compensatory increase in the rate on other brackets is recommended. Every business man in the country is vitally interested in the principal suggestions for internal revenue re- adjustment, which the Secretary sets forth as follows: 1 6 MSs ae . . « l. Repeal the excess-prohts tax, and make good the loss of revenue by means of a modified tax on corporate profits or a flat additional income tax upon corporations, and the repeal of $2,000 plicable to corporations, to yield an the existing exemption ap- aggregate revenue of between $400,- 000,000 and $500,000,000. The excess- profits tax is complex and difficult of administration, and is losing its productivity. It is estimated that for the taxable year 1921 it will yield about $450,000,000, as against $2,500,- 000,000 in profits taxes for the taxable year 1918, $1,320,000,000 for the tax able year 1919, and $750,000,000 for the taxable year 1920. In fairness to other taxpayers, and in order to pro- tect the revenues, however, the excess profits tax must be replaced, not mere- ly repealed, and should be replaced by some other tax upon corporate profits. A flat additional tax on corporate in- come would avoid determination ot invested capital, would be simple of administration, and would be roughly adjusted to ability to pay. It is es timated that the combined yield to ac- crue during the taxable year 1921 from a tax of this character at the rate of 5 per cent. and the repeal of the $2,000 exemption would be about $400,000,- 000. ? Readjust the income-tax rates MICHIGAN TRADESMAN to a maximum combined tax and sur- tax of 40 per cent. for the taxable year 1921, and of about 33 per cent. thereafter, with a view to producing aggregate revenues substantially equivalent to the estimated receipts from the income tax under existing law. This readjustment is recom- mended not because it will relieve the rich, but because the higher surtax rates have already passed the collec- tion point. The higher rates con- stitute a bar to transactions involving turnovers of securities and property, which with lower surtax rates would be accomplished and thus yield sub- stantial new revenue to the Govern- ment. The total net income subject to the higher rate is rapidly dwindling and funds which would otherwise be invested in productive enterprise are being driven into fields which do not yield taxable income. The total es- timated revenue from the surtaxes under existing law 1s about $500,000,- 000 for the taxable year 1921. The estimated vield for the year from the surtax rates above 32 per cent. would be about $100,000,000. loss in revenue that would result from the repeal of the higher brackets would be relatively small, and The immediate surtax the ultimate effect should be an in- crease in the revenues. 5. Retain the miscellaneous speci- sales taxes and excise taxes, including the transportation tax, the tobacco taxes, the tax on admissions, and the capital-stock tax, but repeal the minor “nuisance” taxes, such as the taxes on fountain drinks, and the miscellaneous taxes levied under section 904 of the Revenue Act, which are difficult to enforce, relatively unproductive, and unnecessarily vexatious. The repeal of these miscellaneous special taxes would, it is estimated, result in a loss of about $50,000,000 in revenue. The transportation tax is objectionable and i wish it were possible to recommend its repeal, but this ,tax produces revenue in the amount of about $330,- 000,000 a year, and could fot safely be repealed or reduced unless Con- gress is prepared to provide an ac- ceptable substitute. The Treasury is not prepared to recommend at. this time any general sales tax, particularly if a general sales tax were designed to supersede the highly productive MR. MERCHANT COLLECT YOUR OWN BAD DEBTS with one of our $5.00 “SELF-COLLEC- TION SYSTEMS.” No fees or commis- sions. Purchase’ price refunded if “SYSTEM” fails to collect its cost. Isn’t that fair enough? You spend hundreds of dollars annual- ly in advertising, which naturally in- creases your Accounts Receivable—why not spend $5.00 to collect the bad ones? Our “SYSTEM” gets the money. Post card brings full particulars. Don’t hesi- tate. UNION SALES COMPANY 1208 Grand Rapids Savings Bldg. Grand Rapids, Mich. STOCKS AND BONDS—PRIVATE WIRES TO THE LEADING MARKETS May 18, 1921 RA TES As low as is consistent with good business and safe underwriting. Live Age nts Wanted. MICHIGAN AUTOMOBILE INSURANCE CO. Grand Rapids, Mich. A Stock Company. Fourth National Bank WM. H. ANDERSON, President J. CLINTON HARRY C. LUNDBERG, Ass’t Cashier Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually 3% Per Cent Intérest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $600,000 LAVANT Z. CAULKIN, Vice President BISHOP, Cashier ALVA T. EDISON, Ass’t Cashier with Safety Our Preferred Stock $95 Per Share and Dividend 37% May Be Purchased at Consumers P Ask any of our employees for information. ower Company,. WILLIAM A. WATTS President | Offices: INSURANCE IN FORCE $85,000,000.00 © RANSOM E. OLDS Chairman of Board cHanrs Live INSURANCE COMPANY 4th floor Michigan Trust Bldg —Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents Fenton Davis & Boyle MICHIGAN TRUST BUILDING Chicago First National Bank Bldg. telephones GRAND RAPIDS Detroit § Main 656 ( Citizens 4212 Congress Building Se eee tl e one ee he oe = spain a May 18, 1921 special sales taxes now in effect on many relatively non-essential articles. 4. Impose sufficient new or addi- tional taxes of wide application, such as stamp taxes or a license on the use of automobiles, to bring the total revenues from internal taxes after making the changes above suggested, to about $4,000,000,000 in the fiscal years 1922 and 1923. The only way to escape these additional internal taxes to an aggregate amount of be- tween $250,000,000 and $350,000,000, will be to make immediate cuts in that amount in current expenditures. In the event that this should prove im- possible, it might be feasible to pro- vide, perhaps, as much as $100,000,000 or $150,000,000 of the necessary revenue from new duties on staple articles of import, and the balance by taking more effective steps to realize on back taxes, surplus war supplies, and other salvageable assets of the Government. 5. Adopt necessary administrative amendments to the Revenue Act in order to simplify its administration and make it posible among other things for the Commissioner of In- ternal Revenue, with the approval of the Secretary of the Treasury and the consent of the taxpayer, to make a final determination and settlement of taxes. In this connection, it would be well, in the interest of fairness and in order to simplify the administrative problem, to provide under proper safe- guards for carrying forward net loss- es of one year as a deduction from the income of succeeding years. It will be disappointing to the retail trade to know that the Secretary pro- poses to retain the “miscellaneous specific sales taxes and excise taxes,”’ and would repeal only the minor “nuisance” taxes, such as the impost on fountain drinks and the ‘“miscel- laneous taxes” levied under section 904 of the Revenue Act. In other words, the Secretary would leave in force the taxes on automobiles and parts thereof, musical instruments, sporting goods, cameras, firearms and ammunition, hunting knives, portable electric fans, thermos botles, etc. These sales taxes and excise taxes are about as difficult to collect as those which Mr. Mellon includes in his category of nuisance taxes, but they undoubtedly produce more money, and that is the controlling consideration of the guardian of the Treasury in times like these. Senator Smoot, champion of the sales tax, appears no whit dicouraged by Secretary Mellon’s attitude towards his net project. It is pretty hard to discourage Smoot about anything, which appears to be the reason why he so frequently wins out when it comes to Congressional support for his projects. Keep your eye on Smoot, all you who favor a sales tax of any kind as a substitute for the unfair excise and consumption taxes levied by the War Revenue Act. —_—____>. One of the Best Meetings Ever Held. Lowell, May 17—-The Merchants Mutual Benefit Association meeting at Alto, May 12, was one of the best the Association has ever held. The smallest town taking active part in the Association lived up to her motto, “The Largest Little Town in West- ern Michigan.” At 6:30 over 200 sat MICHIGAN TRADESMAN 15 down to a banquet served by the Alto Rebeccas which was a credit to that organization. An _ orchestra led by Mrs. Skidmore rendered several se- lections and received hearty applause. The following program was rendered: Invocation—Rev. Maltman, of Alto. Address of welcome—William H. Watts, of Alto. Response—President of the Associa- tion, M. N. Henry, of Lowell. Solo, “When the Boys Come Home” and “When You and I Were Young Maggie”’—Hazel Riley, of Grand Rap- ids. Address on Credits—Richard Pren- dergast, of Worden Grocer Company, Grand Rapids. Address on Expense of Conducting Business—-Hon. CC. £. Glasgow, of Nashville. Address on Business Education— Howard F. Johnson, General Manag- er Rindge Kalmbach, Losie o., Grand Rapids. Solo—‘Irish Rose” and “When the Heart is Young”——Hazel Riley, Grand Rapids. Brief remarks were made by the Rev. Shepherd, of Clarksville, Rev. Maltman, of Alto, Rev. Lash, of Lake Odessa, L. C. Hodgson, Des Moines, Iowa, and Dr. Swift, President of Middleville. The minutes of Wayland meeting were read by Secretary Charles Brown. A round table discussion on Pay Up Week was led by W. H. Watts. D. G. Look read a paper on Federal Taxation. «. F. Blake discussed Combination Buying. Bert Long invited the Association to Freeport for the June meeting, which invitation was unanimously ac- cepted. Hastings, Lake Odessa, Middleville, Caledonia, Clarksville, Ada, Cascade, Freeport, Nashville and Lowell were all well represented. M. N. Henry, Pres. Success. Its doing your job the best you can, And being just to your fellow man; Its figuring how and learning why. And looking forward and thinking high, And dreaming a little and doing much; Its keeping always in closest touch With what is finest in word and deed; Its being thorough. yet making speed; Its daring blithely the field of chance While making labor a brave romance; Its going onward despite defeat And fighting staunchly, but keeping sweet; Its being clean and its playing fair; Its laughling lightly at Dame Despair; Its looking up at the stars above, And drinking deeply of life and love; Its struggling on with a will to win, But taking loss with a cheerful grin; Its sharing sorrow, and work, and mirth, And making better this good old earth; Its serving, striving through strain and stress, Its ‘doing your damnedest”’ —that's Success. A Although advice looks like about the cheapest thing you can hand out, it often proves to be the most expen- sive. Bristol Insurance Agency “The Agency of Personal Service”’ Inspectors and State Agents for Mutual Companies We Represent the Following Companies, Allowing Dividends as Indicated: Minnesota Hardware Mutual__. 65% Michigan Shoe Dealers Mutual. 30% Wisconsin Hardware Mutual__. 50% Ilinols Hardware Underwriters 60% Minnesota Implement Mutual___ 50% Druggists Indemnity Exchange 36% The Finnish Mutual Fire Ins. Co. 50% REMEMBER WE HANDLE THE BEST COMPANIES IN THE MUTUAL FIELD. These Companies are known for their financial strength, fair settlements, and prompt payment of losses. They always give you a square deal. WE CAN NOW SAVE ANY MERCHANT 50% ON HIS INSURANCE COST. Cc. N. BRISTOL, Manager A. T. MONSON, Secretary J. D. SUTHERLAND, Fieldman FREMONT, MICHIGAN Pride in Company Reputation Our Company has never sought to stand in a false light. it has stood on its own foundation. It has never misrepresented its position. The Company abhors deception or sharp tactics. It desires to do right and to be square. 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. The Finnish Mutual Fire Insurance Co. ORGANIZED 1889 The Only Company in Michigan allowing 50% dividends on all Mercantile Risks. BRISTOL INSURANCE AGENCY General Agents for Lower Peninsula FREMONT, MICH. CADILLAC STATE BANK CADILLAC, MICH. Cae ...-..-- $ 100,000.00 Seta... --.-- 100,000.60 Deposits (over).. 2,000,000.00 We pay 4% on savings The directors who control the affairs of this bank represent much of the strong and suc- cessful business of Northern Michigan. RESERVE FOR STATE BANKS 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 16 Creditors of Perkins Bros. Will Get Little. Bay City, May 17—Perkins Bros., Inc., manufacturer of candy and pea- nut products, who recently went into bankruptcy, make a sorry showing, so far as ability to meet their obligations is concerned. The First National Bank, which has served as trustee in bankruptcy, has been able to realize only $5,046 32 from the estate, as fol- lows: Cash on hand _.._..._._.§ 44.10 Life insurance policy ---. 245.40 Machinery and stock —-~ 3,401.88 Accounts receivable 1,354.84 The disbursements thus far have been $1.644.30, leaving a balance in the hands of the trustee of $3,401.92. As the liabilities amount to $43,442.76, the creditors will probably not re- ceive to exceed 5 cents on the dollar. The list of the creditors is as follows: Mrs. Wwenzie $ 18.34 W. F. Meisel 37.94 Michigan Mutual Liability Co. 11151 Migas & Co. _ 90.00 Miller Candy Co. . 42.00 Mills Candy Co. . 98.64 Milwaukee Printing Co. 698.51 Milwaukee Paper Box Co. 1,780.92 Milligan & Higgins Gel. Co. —— (Boel Mossner Green Candy Co. 37.90 Muller-Houseman Co, 308.21 Muller Fox Bros. 124.99 National Starch Co. 343.57 National Binding Machine Co. 47.08 Nestle Candy Co. : 26.00 News League 2.04 Nitschky Grant Electric Co. 45.00 Opler Bros. 310.00 Henry Ottens Manufacturing Co. Po.ae F. M. Paist Co. 34.55 Palmolive Co, 177.15 Package Confectionery Co. 165.61 Paragon Refining Co. 42.50 Pennsylvania Chocolate Co. 605.3¢ A. B. Perkins Co. 1,505.83 Mrs. A. B. Perkins 3,761.95 Harry Perkins 321.85 7. H. Pheips 18.00 Plain Dealers Publishing Co. 4.84 Planters Nut & Chocolate Co. 4,081.17 Plum Agency 38.09 Poole-Haberkorn Co. es | Rainbow Chocolate Co, 197.88 Real Battery Service 33.00 Redel Chocolate Co. 957.50 J. W. Richards, Jr. . 136.65 Regnev & Co. 230.31 H,. J. Righby Co. 104.00 Riverside Truck & Storage Co. 27.50 Savage Bros, Co. 183 52 Schuster Co. . 146.12 Shelby Candy Co. 193.06 Shutter-Johbnson Candy Co. 210.92 Sidney Candy Co. 81.00 Smith Bros. 75.00 So Good Candy Co. 225.00 Spice Mill Publishing Co. 3.00 St. Laurent Bros. 89.79 Standard Oil Co. TO.05 Standard Carmel Co. 32.12 Standard Glue Co. 247.90 Sterling Candy Co, 38.40 Straub Bros. & Amiotte 131,52 Tanner & Daily 1.50 Thomas Publishing Co. 10.00 Thorne Electric Co. 55.25 Tourani Co. 60.00 Triangle Co. 65.00 The Trombley Electric (So, 31.65 United Chemical & Organie Co. 178.79 United Flag & Date Co. 604.45 Advance Candy Mfg. Co. 201.25 Ad Lee Novelty Co. 102.00 Alert Pipe & Supply Co, 8.41 N. Alexander Co. 108.00 Altman Bros. 66.30 American Chicle Co. 254.10 Cc, E. Annen 2.69 Ararat Ice Cream Cone Co. 24.00 John G. Arnold 11.30 farkdoll Candy Co 77.50 jay City Democrat 15.00 Bay City Hardware Co. 70.09 Bay City Tire & Supply Co. 14.75 Bay City Auto Equipment (A. Kowalski) 31.45 Bay City Spring & Mattress Co. 4.32 Beacon Chocolate Co. 74.00 S, R. Birchard Co. 166.60 Walter O. Birk Co. 60,48 Bitrose Company 117.75 Bromfield & Colvin 119.10 W. D. Buchanan Co. 50.43 Burroughs Adding Machine Co, 1.55 W. J. Busch & Co. 150.05 Db. J. Carroil 2.65 Charms Co, 50.00 Chevrolet Motor Co. 59.61 City Treasurer 485.69 Harold Clayton i §.92 Cleburne Peanut Products 66.09 Confectioners Journal 3.00 Consolidated Wafer Co, . 287.50 N, G. Conybear Co. 73.00 Cook Candy Co. 36.00 Cornwell Co. 209.51 Crescent Manufacturing Co 27.00 John H,. Davis 2.00 Dixie Peanut Co. 1,900.00 Dunn's Review 6.00 Dudley Paper Co. 79.64 Eagle Paper Box Co. 10.00 impire Marshmallow Co, 455.08 a. ow, Pauline 78.00 Fisher Bros. Paper Co. 38.95 Flaherty Candy Co. 44.64 Fletcher Auto Sales Co. 24.80 Frontier Chocolate Co. 96.00 Gordon Chocolate Co. 15.00 Habicht & Co. ius iia ealooetan ous 75.00 MICHIGAN TRADESMAN John Hinderman Co. ____._.._-. 112.40 J. W. Hoodwin Co. _- J eee Heoton Chocolate Co. BBS. 85 Hubbell Auto Sales Co. ee .60 A, A. Eumipkrey 888 fuinoisf GiARe (6. 222 24.00 sennison Hardware Co. .... =. -- 8.00 H. W. Jennison Se eee Kadelsburg, Tsivoglon & Co. ___-. 214.71 Reney (6) 0 M. Lamont & Son - ee ee wonn FP. tambert Co, 00 a faperty Candy Co. _... 3 BOR0 Lepentinn. Eros, 9.50 Prank ©. iiiteke oe 6.00 Zenith Candy Co. Underwood Talmadge Co. ee, 100.50 Umited States Candy Tax __._... 494-77 Unite@ States Candy Co. ___. 8.40 Washington Garage G _. 16.40 Wayne Paper Co. Co Watson & Richardson ~ : 3 3186 Weber-Schlitz Candy Co. 29.00 Whittle (Co... 1.35 Winona Republic Herald -------- 1.02 Wed. Wiscuman 2 40.80 Peter Witty 93 28.80 SVorkers Voie —....__._ es 20.00 eg Ackerman 0 5.oT Constimers Power ©0, 24. 2 2 29.44 opps Co. 2 69.00 Michican Lient Co. 2. 2 15.69 Michigan State Telephone Co. --- 1.55 Sravelers tnsurance Co. —___---_-— W. i Perking: (ooo D. Auerhach & Sons 22.050 B88 [emoy Kowalski 80000 Bis Chatice & Cp ee So Nen Candy Co. - ea ee ideal Piimbine Co. _-. -- oe 4.59 Columbian @iear Co, =. 020) 8286 Russell: Weichn 2812 J iia Union Motor Truck Co. ..__._-___ 70:00 Tradesman (0, 2.0 5 45.00 Hilda M. Mertens —__.___-_ ATS 250 Ww A Tee ULL. 600.00 May 18, 1921 Ck) CVrerory 75.00 me. Mertens (2 32.00 oo Teacher Was the Goat. A Milwaukee boy told the teacher that his sister had the measles. “You go right home, Johnny,” she said, “and don’t come back until your sister is well.” Johnny left in a hurry. After he was gone another little boy held up his hand and said: “Teacher, Johnny Dolan’s _ sister what has the measles lives in Phila- delphia.” How THE Has to solicit no business. able to transport. stock is assured. long life. share. Needs no long period to get ready for business. ONLY ONCE IN A GREAT WHILE IS AN AND POSSIBILITY OFFERED. It Differs From the Rest PETOSKEY TRANSPORTATION COMPANY Petoskey, Michigan CAPITAL STOCK 100,000 Shares Preferred Stock 100,000 Shares No Par Value Common Stock All Stock Fully-Paid and Non-Assessable. Has no competition because it will deliver only the products of the Petoskey Portland Cement Company and haul coal for that Company. Has all the tonnage guaranteed that the maximum carrying capacity of its boats will be Knows that the net earning on transporting this tonnage will be more than twice what is required to pay its 8% preferred stock dividend. Does not have to put on an expensive advertising campaign as other new companies do that are up against strong competition. Has able, experienced and successful business men at the head of the Company. Is not dependent upon every little flurry that affects general business. Positively knows and can prove to anyone that it should make a substantial earning beyond what is required to pay 8% on its preferred stock, and thus a good earning on the common "By greatly extending the market of the Petoskey Portland Cement Company, it gives the latter concern a large and growing market in Wisconsin, The Petoskey Transportation Company as an enterprise is as safe and as certain of suc- cess as any company could be. It possesses every possible element or factor necessary for success. We highly recommend the purchase of an interest in this Company on the basis of five shares of common stock at $1.00 per share with every ten shares of preferred stock at $10.00 per F. A. SAWALL GRAND RAPIDS, 313-314-315 Murray Building Gentlemen: oo | portation Company. MICHIGAN Has full grown business from -the start. Its first boat of 1,000 tons carrying capacity is already at work. and thus guarantees for INVESTMENT OF SUCH STRENGTH | am interested in an investment in the Petoskey Trans- Without any obligation on my part, please send me all particulars regarding the Company. itself a Yours truly, apsererneUR abe US pimcngay Re ; May 18, 1921 MICHIGAN TRADESMAN 17 New Issue $2,500,000 Meridian Petroleum Corporation KANSAS CITY, MO. First Mortgage Serial 8% Convertible Gold Bonds Dated April 1, 1921 Pennsylvania Four-Mill Tax Refunded Due Serially Redeemable at 105 until April 1, 1925, and at 1031 thereafter E MATURITIES (Accrued interest to be added to prices) b Price Price Price ; BrGg one Oct. 1, 1071. 99.64 Sie Oe 1, io... 98.35 BG Cth FE ie 97.26 k | 100,000 fan. 1, 2922 02000 99.47 160,000 Jan, t, 1924. 98.20 10000 Tan. 1, 1926... 97.14 : | 100;000 Apr: 1, 192200 99.30 100.000 Apr. I, 1924. 98.06 110000 Ave. 1 1976. 97.01 i | 100,000 July 1, 19220. 99.13 100,006 July 1, 1924: = 97.92 TIO GGe Tulw 1, i946... 96.90 | 100,000 Oct. 1, 1922.00 98.97 100,008 Oct 1 1974 97.78 110 000 Get. ft: 1976... 96.78 100,000 Jan: 1, 192g 98.81 TOO. 000 Yan. 1, (925. 97.65 110000 fan. 1, 1927. ._._..._......... 96.67 100,000 Apr. 1, 1923.00 98.65 110000 Ape. 1, 1925... 97.51 110.000 Ape. I, 1927-2. 96.56 100,000 July 1, 192300 98.50 110,000 Tuly 1, 1925... 97,39 TiC cde fie 1, 1977... 96.45 At the above prices these bonds yield 834% ee The details of this issue are summarized as follows, from a letter of Mr. W. R. Douglas, Sec- retary of the Corporation: | SECURITY: A direct closed First Mortgage on properties appraised by the Keystone Ap- | praisal Company of Philadelphia, specialists in the valuation of petroleum properties, at a net sound depreciated value of $25,506,285.18, or more than ten times the total amount of the bond issue. MANAGEMENT: Under the direct supervision of Mr. W. D. Richardson, President, one of the : | most competent refinery operators in the Mid-Continent field. Mr. Richardson is also Pres- . ident of the Western Petroleum Refiners’ Association and his experience covers a period of more than twenty years of successful activity in the petroleum imdustry. EARNINGS: Net earnings available for interest and Federal Taxes were $1,216,910.41 for the year ended December 31, 1920, or more than six times maximum bond interest require- ments. Based on successful drilling operations now in progress, net earnings for the next | twelve months period are conservatively estimated at $2,000,000. MONTHLY SINKING FUND: Payments to the trustee must be made each month of amounts equivalent to the monthly accruals of principal and interest of this bond issue. Provision has also been made for a contingent sinking fund, to consist of 10% of the net earnings of each year, which must be used to retire additional bonds other than those next maturing. The Meridian Petroleum Corporation is one of the most complete and efficiently co-ordinated units in the petroleum industry, and in addition to ample refinery capacity and adequate tank car transportation facilities, owns nearly 40,000 acres of valuable oil leases, principally located in Oklahoma, Kansas and Texas. With only a partial development of less than 25% of this acreage, there are over 600 producing wells having a settled production in excess of 2,000 bar- rels of crude oil per day, and included among these properties are some of the most valuable _ leases in the famous Osage District in Oklahoma. Definitive bonds will be ready for delivery about May | Oth. & a ae e) Descriptive circular on request. HYNEY, EMERSON & CO. Municipal and Corporation Bonds 39 South La Salle Street Chicago Telephone Randolph 2521 The statements and figures contained in this advertisement are not guaranteed but have been obtained from ‘ sources which we consider reliable and have been relied upon by us in our purchase of this issue of bonds. sean siesta eer oa ee . " ii 18 MICHIGAN TRADESMAN May 18, 1921 THE SMALL TOWN MERCHANT. Suggestions Which Apply To Any Class of Trade. Ralph Waldo Emerson has. said that “the man who retires to the for- est to make a better axe, or a better plow, or a better hat than man has yet made, will find a beaten path to his door, so that his products may be marketed to the world,” and a mer- chant doesn’t need to live in a crowd- ed metropolis to build a good mer- cantile business if he shows himself to be possessed of a little of the initiative in merchandising, of which the man who can make a better axe or a better plow is possessed. Cocoanuts fell for a thousand years, thumping the heads of men, but not until a few decades ago was the law of gravity discovered by Newton. Steam had rattled the lids of tea-ket- tles and boiling pots since the age when man began, but not until a short time ago did Watt discover the power of steam. And the only thing that concerns us to-day is simply this: What are we discovering in our business, what are we acquiring at this convention, that can be used to build something bigger, better, grander, a year from this time? We are not indebted to any book or to any particular individual for the fact that the world returns to us that which we give to the world; but it is a fact in nature that holds good in everything throughout every day, and in every relation that goes to make up our life, and if we, as hardware mer- chants, can’t prove to the community in which we live and maintain a busi- ness, that we are rendering a worth- while service to that community, we have no right to our place there and time will catch us in the wheels of the mills of the gods and grind us out, grading us into the bin where we be- long. We try to render a service in our small town in our small way, that our friends appreciate (by the way, we deal with our friends—our enemies won't trade with us). Now I want to tell you a homely, prosaic little story—not the “House 1f Seven Gables, but of a little store of “Seven Departments of Quality and Quick Service,” not located on “the trail that nobody knows how old,” but on the trail of the Jefferson Highway, twenty-five miles from the South boundary line of Iowa. The seven departments of the store are as follows: L tiardware that stands hard wear. 2. Furniture thirty’ minutes ahead of the clock. 3. Stoves for everybody. 4. Paint, for home from cellar to garret. 5. Wire fencing, hog tight, horse high and bull strong. 6. Queensware and cut glass. 7. Undertaking—no comment on the latter. Town—New Hampton. Firm—Denny & Jones. Now the name of the town makes no difference; nor the name of the firm; nor the speaker, but this prosaic little story of how we are putting it over in at least a modest way, has been a matter of a great deal of con- cern and thought to our firm, and we shall feel fully repaid if some thought dropped here may appeal to some Iowa dealer, that he may take it home and try it out for himself. First, we think we know our terri- tory, which we try to keep ever wid- ening and not within a permanently fixed boundary—roughly it is ten miles wide and thirty-six miles long, al- though we slop over some on any line. Within the limits of this territory there are forty-eight school districts. In each we have what we call our agent. We select these agents from the best man or woman friend we have in the district and send them the blanks to fill in with the name of every person in their district, begin- ning with the man of the house, then the wife if living, then the children, and the approximate age of each. We explain just what we want done, and why, telling them as soon as they mail this list to us we will mail them a check for $1, then explain to them if anyone moves into their district or moves out, if they will at once send us the names we will send them 5 cents for each name. Now as soon as these lists arrive, our office girl takes them, and type- writes the names of each family on a separate card, labels the leaders card with the name of the school district, and the name of our agent for that district. 3ehind this card goes the names of every one on the district. So there we have our trade territory card indexed, and absolutely as cor- rect as we can get it in any way, and so arranged that it automatically changes when new-comers arrive, or movers go, covering 100 families of 5,000 people. We consider this the very corner stone on which our business is build- ed and upon this firm foundation the whole superstructure, we feel, is sure to rest securely. We believe that it is necessary for people to know what we have to sell as to have the goods when they get to our store, and by this mailing list we keep them perfectly informed of what we are trying to do. We put out a monthly store paper which we mail to these 1,000 families every month. In this paper we use four pages of patent reading matter, three pages of advertisements with a cut for every- thing we mention, and a price for each, with at least one item priced unusually low each month (for in- stance, brooms 59c) and one page of local store and community news, mak- ing eight pages in all. l don’t think that this is better than local paper advertisements, but a local newspaper cannot reach every one, so we feel it necessary to put out the store paper to reach every family in our territory. Of course, we use our local paper every week also. Besides that we use three other methods of direct advertising. First, a monthly calendar service to each of our agents, which keeps them remind- ed of their connection with our store. Second, a wedding card of quite elaborate arrangement, and by watch- ing the paper for marriage licenses, we are able to send one of these cards to nearly every newly married couple in our territory, and very frequently Guarantee f Guarantee We guarantee Dayton Display Fixtures to increase sales; to economize floor space, lessen spoilage and waste; to display more fruits, vegetables and dry groceries more attractively: to save time, steps, labor when waiting on customers and filling orders. We guarantee our all-metal, strong, portable, long lived, sanitary fixtures to be free from defects in materi- als or workmanship. HIS is a sweeping guarantee and we didn’t write it until we knew we were right in doing it. We have the testimony of thousands of high class grocers to prove that our fixture, properly used, will do everything we say it will do. What it has done for others it can do for you. The Shepperd Company, Providence, R. I., one of the largest stores in the State write: “The A I display fixture looks so well we are pleased to ask you to ship us an- other one similar in every respect.” Display is one of the strongest merchandising forces. When you put in a Dayton Display Fixture you apply this powerful selling force to your business. That’s what doubles and triples fruit and vegetable sales. That’s what speeds turnover and earns greater profits. You can easily secure a Dayton Fixture on our special payment plan. Write for book that gives a complete description. The Dayton Display Fixture Co. DAYTON, OHIO Patented aR GS "y i € CLS IRE EA IESE ep) e ae a we RIS ag ieee ee May 18, 192i we land a full household bill to the newly-weds. Third, a birth card with record of first smile, first step, first word, etc., which, better than 50 per cent. of the times, brings in a customer for a baby carriage or a baby bed. When our customers die, we bury them, and make out pretty booklet of record for the family with our name modestly placed on the back page. Thus we advertise to our trade from the cradle to the grave. However, we don’t want any of our customers to die, if we can help it, as we would rather they would stay alive and trade with us. This is a dead subject so let’s pass on. Now it may be that some of you hardware men think that such a mot- tley assortment of merchandise can hardly be classified as a hardware store, and I think if I were in a city of from 25,000 up I should not so mix my lines, but it is my opinion, that for the hardware man of the small town to get by, he must have more than shelf hardware, because one’s territory has only about so many people in it and your volume will be too small for the one line; and I think that the success of the hardware deal- er of the small town lies in gathering together a number of kindred lines and from them getting a volume big enough to cover expense necessary for the running of a business. I know the more one sells, the more the ex- penses are, but there are certain fixed expenses that can only be met by ade- quate volume. We so plan it in our store that we push something as a specialty each month. For instance, in January, we have our Annual January Clearance Sale, and put a sale price on every- thing we want to move, and this is the only time of the year that we make a reduced price sale. Last month we sold $6,000 worth of goods, not large for a big town, but quite satisfactory for one of 500 people. February, we have a range demon- stration that we make much of and usually place a lot of ranges, card in- dexing prospects that we don’t sell, for our fall range sale which we have the latter part of August. We think Au- gust a little early, but we can sell sev- eral ranges at that time and get all the rest to think range for fall. We keep our follow up after them until sold or lost. March is our month for wire fence and steel post drive. April, paint. May for furniture. During June and July we diversify with any new special we may think suitable to the weather, but especially pushing oil cook stoves. In the fall of the year we fill up our cut glass and chinaware depart- ment with any attractive holiday goods we can find and begin to ad- vertise the new things. We set our aim for volume for each month, striving always to beat the corresponding month the year before, ending up the year with a bang at Christmas. Now there is one thing at least, of which we can perhaps be called cranks. That is selling kitchen cabinets. We were of the opinion ‘that men had most everything they MICHIGAN TRADESMAN need to work with, but that the wo- men folks many times failed to assert their rights, and we found that es- pecially true of kitchen cabinets, so we bought a full car load of them, 64 in all, two years ago, and started to advertising as soon as we_ bought them, telling our customers just what we had done, printing in our local paper each telegram we received re- garding the delivery and pictured the car being unloaded on the siding when it arrived. We organized an endless chain of advertising among the women which sold the cabinets. This is the way the chain works. We made every- body who bought a cabinet an agent for our cabinets, telling her that for every cabinet she helped us sell we would give her $1, only one dollar for the sale of any one cabinet. This made them all boosters for our cabinet and every cabinet sold made a new booster. In a few months all our cabinets were sold. Last year we sold three car loads of them. A few of these we sold to neighboring dealers because we owned them much cheaper than they, but most of them were sold to our customers. We liked this plan on the cabinets so well that we have a full car load of high grade ranges bought for de- livery the first of March, that we will have to sell for $125 each, and we hope to sell them by the same plan. | hope you will pardon me for speaking in such personal terms of what we have accomplished, but as I think concrete illustrations of things we know to have been done, will be more appreciated than speaking in the abstract. We know that a well planned ad- vertisement will bring people to our store as well as the city store. With stoves and furniture especially, we found that our would-be customer would say to us. “Well, we were just looking; we can’t take it out to-day; perhaps we will be back soon. So this is where delivery comes in—we just tell our prospect, “now listen, if this suits you just let us deliver it to your very door any time you want it if necessary we can beat you home with it.’ We find that the delivery has widened our territory remarkably, and it is one of the answers, we think, to the problems of this new era; it as al- so a service the mail order house can’t render. We don’t advocate de- livering every little thing, and just tell our trade that we can’t afford to do so, but if he will make his bill worth while we will deliver it. Don’t take anything off the price to get your customer to deliver it himself, for if you do you have the problem every day; just tell them you are delivering for the accomodation of your cus- tomers. Delivering has won for us.| The phonograph business has ap- pealed to us and we stock them regu- larly, with a good stock of records. We find it necessary to take most of them into the home for demonstra- tion to sell them, and also find that anybody who hasn’t a phonograph in their home is a prospect for one. We follow the theory of getting a ma- chine into their home in any way pos- sible, just so we don’t have to throw them through the window and make 19 % Does YOUR Money Earn Eight Percent? We are offering a limited amount of Preferred Stock on which the payment of 2‘: January first, April first, July first and October first, 1s GUARANTEED by Mr. Harry Harper, Pres. of the Motor Wheel Corporation; Mr. Ray Potter, Pres. of the Michigan Screw Company, and Mr. Wm. H. Newbrough, Pres. of the New Way Motor Company, with the Capital Na- tional Bank as Trustee. FREE. from State and City Taxes. Price $10.00 per share, with option to pur- chase an equal amount of Common Stock at par $10.00. Our PARTIAL PAYMENT PLAN offers a simple and convenient method of purchas- ing this high grade security, in a company ESTABLISHED SINCE 1913, managed by successful and responsible LANSING MEN. Communicate, if interested, with LYMAN COVELL, Director of Stock Sales, LANSING FOUNDRY CO., LANSING, MICH. Without obligation, please send me further information. Please reserve.______-_....__- shares of 8% preferred and------------ shares of common stock for Name Address .. ee Telephone ------------------------------------- 20 MICHIGAN TRADESMAN ‘ May 18, 1921 the customer mad, but we don’t aim to leave them in a home over two or If we do we feel that we had, in most instances, just as well three days. send the delivery boy after it without any further argument. Go into the phonograph business is our advice, if you have any way of getting them out to the homes, and if it. isn’t al- ready overdone in your town. We have been in the business right at two years and have sold over $5,000 worth so far. We have what we call a queens- ware department in our. store in which we carry quite a lot of cut glass and painted china as well as the plainer dinner sets and dishes. We have this attractively displayed in a twenty-foot built in buffet with mir- ror back ground which, with the elec- tric lights properly placed makes a very pretty department. This doesn’t make us a lot of money but here is the reason we have it. We have noticed that ladies do not naturally gravitate to the hardware store, and we think the main reason is because it is so Often unattractive, so with this attractive display we appeal to the lady trade with a line that most wo- men have a strong affinity for, and take it from us, we have many an ad- mirer come to this department to whom we sell goods from other de- partments before they get out of the store. I| think about $100 built this buffet, as we call it, and if this line is not already overdone in your town, just put it in your store if you have trouble getting the ladies to come your way. Then keep the rest of your store in order and clean to correspond with the pretty dishes. Believing there is store arrangement, we have changed something in the common order of show case and counter arrangement by putting an eight-foot case at a respectable dis- tance back from the front door, cross- wise, running a row of them down the room at right angles from this one at each end, thus leaving a broad aisle at each side of the room with an en- closure in the center. We have also placed samples of our hardware on home made doors covered with green felt, and fastened to our shelving. Our customers can walk right up to the shelving in this way and examine the samples of our goods. I know there is a fine system of shelving made that will furnish this arrange- ment better, but since small stores can’t always afford the better kind, these doors look good, show the goods and shut off from view un- sightly paper boxes of stock. We believe that our windows are the eves of our store and worth keep- ing a display of goods neatly placed in them and changed as often as possible, not over two weeks for any display and I think that is a week too long. If we didn’t believe that windows would sell goods we would take out our plate glass and sell them for $100 a piece and board up our windows. Therefore, if windows sell goods, and create a good impression of your store, what kind of an impression will a dirty glass, a topsy turvy display that has been in for three months maker Have you ever seen a win- dow that you thought would have looked better boarded up? Don’t neg- lect your windows; you can’t afford to do so. We feel fairly well satisfied with our 1919 volume of $60,000 (we don’t handle implements), although we have our stakes sef at $100,000 for this year, but without a pretty comprehen- sive set of books and records we feel that we could not do this; and if we could it wouldn’t be safe to do so. Therefore as to the bookkeeping prob- lem: We threw away our day book and got a supply of individual sales books, and make it a misdemeanor to find a clerk without one of these books in his pockets, for I know with the day book plan that one sells goods that the customer says charge and before you have finished another customer meets you and buys some- thing to be charged and if your mind is not unusual you will fail to get many an item on the day book that you should have there, hence by the sales book plan we begin to write the items down as soon as we begin to sell them, making a complete record of our sales. That is the first step. The next is to put the cost on the ticket if possible, or describe it as ac- curately as possible, so the office girl can get the price if we don’t have time when selling the article. After we had formed the habit of making a ticket of every item we sold we bought a good cash register. That gives us an accurate record from day to day of our sales both cash and charge, as well as our “Received on Account, and “Paid Out.” Then we religiously put every ticket into a drawer in the cash register during our day’s sales just the same as we do our money. Now we tell the bookkeeper what we want to list as in the hardware department, the stove department, the paint department and as many differ- ent departments as one may _ wish, which, in our case, is seven, and all that 1s necessary for her to do is to sort the tickets according to the de- partment, to tell how much the goods cost, how much profit we made and by adding the invoices to the respec- tive departments we can have a per- petual inventory of each department and of our whole store. We can therefore tell every day, how much we sell, what our profit is, how much goods we have in our store, what our customers owe us, and how much we owe wholesale houses. By keeping such a record as this I think our banker loans us more money than he would otherwise. Now I think your National office can furnish you all the blanks for keeping these rec- ords, part of which we are_ using. Most of them we evolved out of a crying necessity before the National office got very extensively into the office supply business. Now again, as to the bookkeeper. You can usually get a girl in the smaller towns for $10 to $15 per week that can do the work better than you yourself after she learns it and if your time isn’t worth more than that, meet- ing people at the front door and try- ing to talk sales you are no good as Our girl also keeps a card index of prospects, which as we get we drop into the register drawer on our regular sales tickets during the day, made up of prospects we may a salesman. hear of in any way and those we fail to close with. Then when business gets slow we get out our prospect list and write them a letter about it or better, get in our ford and go out and see them about it. The things men fight over are gen- erally the same as cats, dogs or mon- keys fight over—nothing. So we don’t propose fighting our competitor. We feel this way about the matter: If we can’t sell an article, we would rather our competitor would sell it than anybody we know of. Many a time some of our customers have told us things on which he made a price that we didn’t like, but most of the time it wasn’t true, and many has been the time when I felt like going down and landing on him, but we find it much better to even suffer some seeming injustices at the hand of our competitor than to get mad at him. Last month our competitor and my- self took a trip down across the state for a few days; we slept in the same bed, ate at the same table, hob-knob- bed together, and had a good time, and I think most of your competitors are good fellows if you only know them. Tom Witten of Trenton, Mo., says: ‘Get acquainted with your neighbor; you might like him.” Now I am down to the Farmers’ Co-Operative Store question which many a small town is confronted with. I will say that the farmers have just as much right to go into business as anybody, and if they adopt business methods may succeed, but they can’t sell goods any cheaper than a dealer that is onto his job, for they will have to pay clerk hire, rent, taxes, insur- ance, freight, light, heat, and for his goods the same as you do, and to fail to make a profit and to have to run an assessment would ruin it in a year’s time so they must make a profit as well as the regular dealer, and the small difference between the prices you can make and the co-opera- tive will make, may balance either way from time to time, therefore the co-operative has no excuse for ex- istence if it can’t show a saving, and will soon drift into the hands of a few stockholders if it does make a profit. If they can show more system and method and merchandising ability they have a right to stay and you to move on. If not, the old mill of the gods will grind them out. Information that can’t be applied to just like using a street sprinkler during a flood—it don’t do any good. So I hope if I have imparted any- thing of worth-while information that you may apply it to your business so it may do you some good. Now gentlemen, I want you to re- member, that in your quest for the golden fleece and your days of chas- ing dollars to stop and reflect, for money isn’t all there is in this world —that love of home, and friends, and a reverence for Him after whose like man was formed, is more to be pre- ferred than much fine gold. W. A. Denny. Se ee Eliminate Waste and Thereby In- crease Efficiency. America’s two great difficulties to- day are over industrialization and ex- cessive foreign credits. The one makes a large foreign outlet for the goods we produce above our needs essential to continue manufacturing activity, full employment and pros- perity here. The other decreases the ability of foreign markets, already heavily indebted to us, to buy Ameri- can goods. The several foreign finan- cing corporations being formed under the provisions of the Edge act, de- signed to create the machinery for long term financing of American ex- ports, may, if they are put across, aid temporarily in maintaining this coun- try’s foreign shipments, but even they cannot permanently effect a cure. That can come only through the gradual working off of the world’s in- debtedness to this country, a process which promises to be long drawn out at best. Meanwhile it is a conviction that American industry will have to con- tent itself with a smaller volume of business. Every cloud has its silver lining, however, and the comparative depression which faces our industries should accomplish more permanent good than harm. It is popular to howl at labor for the absurd policy it has pursued during and since the war, but capital and brains have just as much been slackers, although not so palpably, in this period. America’s genius for devising new and improving old labor saving machinery and short- cut manufacturing methods has not been conspicuously active in recent years. Capital has not spurred this genius on as it once did, nor has it increased the horsepower behind its manpower: as it once did. Great things were accomplished during the war, but they were accomplished in one direction only—that of increasing output. The whole effort in that per- iod was essentially uneconomic be- cause it gave only minor considera- tion, if any, to production costs. The factories in America no less than American labor have got to come back to earth. Some of them become drunk from the dizzy heights to which they climbed and were clamoring for the moon and the stars. If we are able to believe the assertions of men like Jewell, who is supposed to repre- sent an important railway union, the workers on the railroads would like the universe. It is not to be believed that he expresses the will of the aver- age American railroad man, but the fact remains that he and other labor leaders who are trying to justify themselves to their men are putting up a stiff fight for this universe. Under less depressing circumstances men like these might win their point. Similarly, under less depressing and not such highly competitive condi- tions as those now prevailing, capital, as we have to term factory manage- ment, might not be forced to mend its ways, to eliminate waste and to promote the maximum efficiency which must be the basis of true pros- perity. In a word, the depression con- fronting American business will force out the uneconomic conditions and practices which sprung up like weeds during the war, and will place our industries in a stronger position when the time comes for full speed ahead than they ever were before or could have been so soon without a clarify- ing bath. ¢ ‘z ‘z May 18, 1921 MICHIGAN TRADESMAN a 21 (OA = ce imei the h, eart Sow fonder MICHIGAN STATE When you're away from home! That’s the time your family thinks of you most and wants most to hear from you. It’s possible, too, to have your voice carry across the separating miles into that welcoming home. Long Distance Telephone Service does it for you. Imagine—the tingling surprise of your loved ones at suddenly re- ceiving your long distance greeting —the pleasure you will take in hearing their voices. It's worth much more to you than the little it costs. Your conversation over Long Dis- tance can readily be carried on in a low tone; connections are made quickly. Next time you are out of town re- member that you have this great convenience at your command and make use of it. Give the folks at home a surprise! Wherever you are, drop into your home for a few minutes each day via Long Distance Telephone. “Our Ambition—Ideal Telephone Service for Michigan’’ TELEPHONE CO. MICHIGAN TRADESMAN May 18, 1921 22 — = er iS Cn SEED Sa Y l r= : 3 + SES” 7 SID, _* WOMANS WORLD For Parents of Daughters Who Can- not Converse. Written for the Tradesman. She was a charming girl, about twenty years old; extraordinarily pret- ty and wholesome looking. She hap- pened to be at home from college for the week-end, and I sat next to her at dinner in her father’s house. There were other guests, some of them bril- liant people with worth-while ideas on many subjects. Her father talked with them most entertainly; but I noticed that his wife, his daughter, and two younger sons listened to what he said with interest and a certain air of accepting as final whatever husband and father said. More than that, they seemed to view with some- what of disapproval, anything in the way of dissent on the part of the guests. I tried to converse with the daugh- ter who sat next to me. She was en- tirely amiable and evidently wanted to be responsive, but her contributions were few and diffident. Plainly, she found it easier to listen than to talk. I had something of the same feeling myself, for I was in the presence of men who knew what they were talking about, and what the girl’s father said was well-informed and to the point. He was worth listening to, no question about that. It took no great wisdom to under- stand the situation. All her life she has been listening to the brilliant con- versation of her father and his friends. She has heard them talk, and it has been a delight to listen to them. I do not believe that ever in her life at home she has been under the cloud of that dreadful proverb, “Children should be seen, not heard.” 3ut I doubt whether ever in that family there has been a conscious ef- fort to encourage the children to have ideas and express them. The young- sters have been in the presence of a great store of information and intel- ligence. They acquired an unusual fund of both; but they never acquired either the opportunity or the inclina- tion to put it forth on their own ac- count. Such attempts as they made from time to time produced ideas often immature and mistaken, and the prompt correction of them—always with entire good nature and a de- sire to instruct—tended to minimize the voluntary product. It was easier, and usually more comfortable, to sit and listen. Later I asked this father why his duaghter, who had all the appear- ance of a most intelligent young woman, was so uncommunicative. “T have talked to her about that,” he said. “Only the other day I told her she ought to be more responsive. I said she had no right to be always drinking in the conversation of other people and never contributing any- thing herself. “She acknowledged that I was right, and said she often wished she had the gift of conversation. She said: ““T’'d rather listen, Father. I don’t seem to have anything that I want to say. “She didn’t inherit that from you,” I laughed. “No, indeed!” he answered. “I have always been a talker. Even when I was a little boy, if I had anything to say I said it, no matter how wise the folks were, or how foolish what I said might sound. My father . “Yes, your father—how did he take itr “Oh, I think he liked it. He used to let one get away with all sorts of non- sense; although I must say that after- ward he would take me aside and show me where I was wrong.” “Possibly he had some idea of let- ting you get some self-confidence in general conversation, relying on time and experience to give you wisdom in the use of it?” “I shouldn’t wonder if you were right. He was a very wise and intel- ligent man.” Exactly. It seems to me that this faculty, like any other, buried away in all normal children, requires defi- nite, intelligent, purposeful encour- agement and training. It is a great thing for a child to have brilliant, well-informed, important parents, and to see them and hear them holding forth brilliantly. It constitutes a most important part of the “home back- ground” that is talked about by schoolteachers and is such a help to them in bringing out what the chil- dren have within them. Some children are more exuberant than others; to some the conversa- tional gift comes naturally and needs little encouragement. But given a naturally reticent child and a brilliant, talkative father—the result is very likely to be at twenty a girl who would like to talk, but who never has learned how. Prudence Bradish. [Copyrighted 1921.] —_+-- 2 Two Kinds of Success. There are two kinds of success. One is the very rare kind that comes to the man who has the power to do. That is genius. Only a very limited amount of the success of life comes to persons possessing genius. The average man who is successful—the average statesman, the average public servant, the average soldier, who wins what we call great success—is not a genius. He is a man who has merely the ordinary qualities. Theodore Roosevelt. _men’s underwear began. Changes Made In Lingerie Styles. An important feature in the manu- facturing trade in women’s wear to- day is in the various articles which come under the head of lingerie. As the actual number of undergarments that women wear grow fewer and few- er, and less and less material goes into them, they increase in impor- tance. A woman of a few years ago wore the same styles year after year, varying only the trimming, and she always wore white. There are dis- tinct styles in lingerie to-day, not changing with the frequency of the outer garments, but requiring con- stant consideration to follow the styles of the gowns under which they are worn. A ‘woman in the _ business world is authority for the statement that a woman who made a pretense of dressing really well would spend about a quarter of an income of $10,- 000 on clothes, and that nearly half of the amount would go into her un- derwear and silk stockings. Wearing less and less lingerie, the woman of to-day never had so much of it. There is a good reason for this. To have simply a Saturday night change of clothes is as bad form as to have only a Saturday bath. The simple things that are worn are easy to tub. The office and shop girl who likes pretty things to wear thinks she is economizing when she buys silk be- cause she can wash it herself, and she does. It took a strong-armed Ama- zon to handle in the washtub the heavy cotton underwear of some years ago. It was through the heated house and the apartment that the change in wo- There was actually a time when women wore high necked, long-sleeved undervests and union suits possibly of wool. From these they went to the no-sleeve, knee length union suit and the things they wore above them began to grow light- er in weight. That was when heat began to be general in houses and peo- ple began to live in well-warmed apartments where there was a bet- ter average of summer warmth in win- ter than during the actual hot season. But what the heat did not do the slip on gown did. They began with this in France some seven years ago. America began to use it about two years later. It wouldn’t sell at that, at first, but afterward it acquired a great vogue. With it came the slip- on blouse and all the garments under it slipped on in the same way. Behold now the woman with the slip-on wardrobe. There isn’t much of it, it has grown less and less in bulk and shorter and shorter, but it hasn’t a button or a band except the elastic band which holds anything that needs holding around the waist. The finest of soft silks and crepes are the ma- terials, they are marvels of simplicity and of color. Black is the color for outer wear, and it is a relief in removing it for the woman to catch a glimpse of her- self in the mirror in soft pink, blue or orchid. The woman who wears gray outer garments often likes to wear the same color underneath, and there is a quaint bright shade of red that comes from England which is not as usual, but has its devotees. There has been much discussion of the frivolous young thing who re- moves her corset in the dressing room before she goes in to the dance. This makes the frivolous young thing smile. She couldn’t remove her corset, for she has none. It is a long time since she has worn one, and it is ten chances to one that her mother and even her grandmother have followed the ex- ample of the frivolous young thing and do not wear them either. Gone, too, is that one-time emblem of modernity, the envelope chemise, for those who would be smart in their under dressing, and gone is the knicker. The latter is now a thing of the yester-yester year. What is offered for the well-dressed woman now is, first, a little vest chemise of the silk with straps over the shoulder. It is very short, reach- ing hardly half way to the knee, and the little pantalon which slips on with an elastic band is so short that it cannot be said to have a leg to stand on. It, too, is of the greatest simplicity. There is a smart and use- ful little garment, a brassier chemise, tight across the bust and fuller below, which is practical and useful. With the slip-on gown there may be a very soft scant slip of satin with straps over the shoulders. It can go into the tub every day if desired. The little vest chemise and the pantalon may be of white linen, each with a trimming of narrow lace. In her night wear, the girl of to- day has actually gone back to a style of her great-great-grandmother, who wore what she called a bed chemise. That was probably a very heavy linen or cotton which the girl or woman of to-day would not consider, but it was low in the neck with no sleeves or short ones, and it reached a little below the knee. The smartest gown for the night now is short of dress- skirt length. It may have a short sleeve or more likely it has none. It is very simple of silk hanging straight, but there is, perhaps, a little band of the silk, held at the waist line under the arms by straps, which ties. A pretty French model has a band of thin white at the top and lower edge. Handkerchief linen gowns come in colors and have the little touches of embroidery in color such as is found on the smart little colored French handkerchiefs of to-day. One of the things that has been eliminated for night wear, and which was used to some extent for a time, is the woman’s pajamas. Only a very young girl will wear these now, and she wears them short. —_——_2 2 >—___ New Kind of Silk. Discovery has been made of a process by which the muscular tissue of horses and cattle can be converted into silk—a use being thus found for condemned cows and horses killed be- cause of accident or old age. The flesh is softened by saturating it in liquid, which separates the muscle fibers by dissolving the substance that holds them together. Then it is soaked in another liquid, which strengthens the fiber and gives them a silky character. Silk thus obtained can be rubberized and made waterproof by soaking it for some hours in a bath of rubber. &,. May 18, 1921 MICHIGAN TRADESMAN 23 &,. os Cd Work Gloves with a National Reputation Considered from all angles, Boss Work Gloves are ideal mer- chandise for dealers to sell. First of all, their quality is ace-high—the only kind most dealers care to handle. Then, the profit per sale is good, and the turnover fast. Now consider that Boss Work Gloves need no missionary work to sell them—the advertising has done that. Practically everybody in America knows Boss Work Gloves. And every day, thousands of new customers buy them. These are mighty good reasons for carry- ing Boss Work Gloves. But add this to the list of Boss qualifications—every man, woman, and child with two usable hands needs Boss Work Gloves. Have you as large a list of prospects for any other article? The complete line of Boss Work Gloves will meet every work-glove request. Stock the line in sizes for men and women, boys and girls, and in ribbed, band and gauntlet wrists. Trade Mark This Trade-Mark identifies genuine Boss Work Gloves. Be sure it is on every pair you buy. THE BOSS MEEDY —best quality, medium THE BOSS XTRA HEVY-—finest grade of weight canton flannel. THE BOSS HEVY—very best quality, heavy weight canton flannel. THE BOSS LETHERPOM—heavy canton flan- nel with tough leather on paims, fingers and thumbs. THE BOSS JERZY—highest quality cotton jersey cloth in many colors. extra heavy canton flannel. THE BOSS WALLOPER —highest quality, heaviest weight canton flannel. THE BOSS TIKMIT—Roomy mittens made of ticking that wears like iron. THE BOSS ELASTO—strong canton flannel. Made by a patented process in one weight only. The Boss Line includes highest quality leather palm, jersey, ticking, and canton flannel gloves and mittens. THE BOSS MANUFACTURING COMPANY Sales Offices: Kewanee, Ill.—Brooklyn, N. Y. BoSs G WORK LOVES 24 Merchants Warned Against Female Bogus Check Artist. Lansing, May 17—In the summer of 1918 a bad check artist, who used a different name in each place, operated in Michigan. The seat of her opera- tions that year were Ypsilanti, Ann Arbor, Port Huron and Bay City. She cashed worthless checks during that year to the amount of several hundred dollars that we know of and went from Michigan to Wisconsin and Minnesota, where she conducted a similar profitable business. On August 11, 1919, I issued a bulletin to all of the members of the Michigan Retail Dry Goods Associa- tion with this heading “Watch Out For This Woman” describing her personal appearance. During this season she worked in Saginaw and vicinity and from there to Grand Rapids and Muskegon. Again in June, 1920, she operated in Kalamazoo and Battle Creek, and im- mediately, early in June, a bulletin was issued to our members, warning them concerning her activities in Kal- amazoo and Battle Creek. Immediate- ly afterwards she transferred her seat of operations to Petoskey and vicinity and went away from there with about $1,700 which she secured by passing worthless checks. On July 9, 1920, I issued a bulletin with a circular from a detective agen- cy offering $100 reward, giving her picture; also a list of names which she had used in her forgery operations. The name used, however, is of no ac- count, because she changes it in every place she goes. It would seem that the credit de- partment in every dry goods store in Michigan would be on the lookout for her, but to add to the mystery she ap- peared in Lansing and Owosso dur- ing the first week of May and walked away with several hundred dollars more. I do not like to give the names of the prominent merchants in Lan- sing and Owosso who are victims this time. The list, if given, would con- tain several familiar names. It would seem that, after all of the warning that has been given, this woman at least could not work the same scheme over and over again for the fourth season. Our merchants either do not read their bulletins or if they read them, lay them aside carelessly and forget what they contain. There should be in the bulletin files of many of our members the picture of this expert check artist that was mailed to you last July. One More Warning. Swindled Lansing and Owosso mer- chants on checks amounting to about one thousand dollars. Age, 32 to 35 years, height, nearly 6 feet; weight, about 135 pounds. Very slender, dark eyes and brown hair. Very convinc- ing talker. Makes it a business at first to “get acquainted,” especially with office help and cashiers. She is accompanied this year by a man, two small boys and a small woman of slender build as a nurse maid. She opened an account at a local bank at Lansing in the name of Virginia Wainwright. She then proceeded to purchase merchandise and give checks. After a few days getting acquainted, she rented a cottage at Pine Lake re- sort, a few miles East of Lansing and between Lansing and Owosso, and transferred her account to the Has- lett Bank. This account she withdrew the day she worked her swindle game, passing checks amounting to about one thousand dollars. She patronized men’s furnishings in her purchases for her boys and passed one check at the American State Sav- ings Bank here. She wore very short skirts and dressed conspicuously—a sailor hat, rough braid with blue and green band, brown suede pumps and brown silk hose. She assumes a free and easy, confidential and intimate at- titude toward everyone—very voluble, bold and forward. She is wanted in many cities and rewards have been MICHIGAN TRADESMAN offered for her arrest. A warrant has been issued for her by the Haslett Bank. The Michigan Retail Dry Goods Association also offers a reward of $100 for her arrest. Last year she worked exactly the same scheme by renting a cottage at Gull Lake, withdrew her accounts from the Kalamazoo and Battle Creek banks and deposited them in the Au- gusta bank. We would advise our members to notify their local busi- ness men’s organization and also use your telephone and notify all of the dry goods and clothing merchants in your community. If she continues to operate in this State, it should not be so difficult to have her arrested. At any rate our members should begin to learn how to deal with unidentified persons who wish to get their checks cashed. Jason E. Hammond, Mer. Michigan Retail Dry Goods Association. —_++2> Adrian Merchants Experimenting With Co-Operative Mailing List. Adrian, May 17—Use-of co-opera- tive mailing lists and equipment is the experiment in trade extension being tried by eight retail merchants of Adrian, attempting to widen their trade territory. : The eight business firms—a bank, a hardware store, a drug store, two dry- goods stores catering to different classes of trade, a furniture store, a shoe store and a feed merchant—are establishing a mailing list of 5,000 or more names. As soon as the list is prepared, an office will be opened, mailing and addressing machinery in- stalled and through this office the direct-by-mail advertising of these merchants will be handled. The plan of issuing a combined trade bulletin or house organ was dis- carded, as it was believed this medium would not justify its expense as com- pared with newspaper advertising. Un- der present plans, each piece of direct mail matter will be handled separately, and there will be no indication to the recipient that the letter did not come direct from the advertiser. Installation of modern mailing equipment and employment of a man- ager to maintain the list of names, keep it up to date and arrange it with proper indexing, so that any given piece of advertising may be sent to the more likely prospects on the list, with an accurate check of results from each part of the list, are essential, these merchants believe, but too ex- pensive for one store to maintain. An interesting feature of this de- velopment is that direct advertising schemes of this character usually re- sult from failure of local newspapers to obtain sufficient circulation, but in this case one of the best local dailies in the country, with a circulation of more than 10,000 in a city of 11,800 and a county of 50,000 may be said to cover the field completely. All mer- chants entering this plan are already using newspaper space liberally, and say they do not expect to reduce this form of advertising, but feel that for certain purposes the more personal touch of direct publicity is required. The service to be given by this co- operative plan is similar to that of the letter shop in larger cities, except that more personal attention to individual wants is expected in this case. Adrian is not large enough to support an in- dependent letter shop, but the co- operating merchants believe that the slightly increased expense will be amply repaid by results. a ee The Best Firm. A pretty good firm is Watch & Waite, And another is Attit, Early & Layte; And still another is Doo & Dairet; But the best is probably Grin & Barrett. ——— << Some men will eat thirty different kinds of food at one meal and then hold the olives responsible for their indigestion. Golf Playing Consists of Rules and Profanity. In undertaking to master the game of golf my first discovery was that golf isn’t a game, but a language. Ninety-nine percent. of the thing is profanity and rules. Being of Scotch origin, to which the Jewish followers of the game have added a liberal sup- ply of Yiddish idioms, you have to learn the language before you can learn the game, and when you mix the Scotch dialect with the Yiddish you get a result that is hard to negotiate in English literature. The rules that govern the game are as exhaustless as the Mosaic laws. It seems that the guys who made the rules forbade everything they could think of, so the only thing a golf- player is permitted to do freely is to swear. He must first memorize the rules, and then if he can think of something that isn’t forbidden, he may do that. The sole idea seems to be to hit a little white ball with a stick, and then go and see if you can find it. Be- tween hunting for the ball and cuss- ing the caddy, the golf devotees say they get a fine thrill out of the thing. For three or four miles I followed the players, trying to see what it was all about, and failed utterly. I didn’t play, but only rubber-necked. Not knowing the rules, and not giving a dam about them—for I despise rules as much as I hate grammar—I was always standing or going or looking where the rules said I had no business to stand or go or look. It was all just about as interesting and inspiring as a cold fried egg three weeks old. A golfer’s equipment, outside of his vocabulary and rules, consists of tem- perament, idiotic clothes, some sticks with crooks on the end, a few inno- cent little rubber balls and a caddy. The caddy’s job is to supply an ex- cuse for profanity. Many women get married so as to have some one to lay the blame on, and a golfer is ac- companied by a caddy for the same reason. To have something at your elbow to swear at is the only redeem- ing feature of the whole proceeding that I could see. I often want to swear, but not having a caddy to ab- sorb the shock I am never quite out of ammunition; but a golfer’s supply of profanity is entirely exhausted by the time he gets around the grounds. Just why it is necessary to have so many kinds of crooks on the ends of sticks to hit one measly little ball I do not know. With a single cue a billiard player performs miracles with three balls, but it takes something like twenty sticks for a golfer to beat one poor little ball around the lot. The ball is constantly being knock- ed where the player doesn’t want it to go, and it gets into bushes, briars, weeds, grass, ditches, compost piles and pig pens, and you have to have a different kind of stick for each kind of place where the ball goes. Every once in a while somebody thinks of a new kind of crook to put on the end of a stick, and then another style of stick is added to the golfer’s equip- ment. In this connection, a brilliant idea occurs to me. Why not take the Chinese alphabet and fasten each let- ter on the end of a stick, and then you will have an equipment that will coined gold May 18, 1921 ’ drive the ball from the bottom of a hog wallow? It is quite interesting to watch a player select a stick to hit the ball with when it goes into a dump or an ash pile. He generally picks the wrong stick, makes a muss of the play and then raises hell with the caddy. This was my first game of golf and my last. Where the lure of the thing comes in I failed to see. Anything that is more rules than it is skill will never get my support. I much pre- fer to chop wood, where I get the same muscular exercise—and I get a pile of wood as a result of the work. In golf you get the exercise, but no visible result. It is a sad waste of time, temper, effort and money. The picture of Abraham Lincoln splitting rails is a million times more uplifting and inspiring than a picture of Harding hitting a little white ball with a big crooked stick. “Progress,” so called, has made work so unpopu- lar that the chief ambition of the men of to-day is to avoid it. The idea that it isn’t nice to sweat unless you do it on a golf course is what is under- mining civilization. If the energy wasted on golf courses were put into cornfields and potato patches, the cost of living would be visibly re- duced. Frank Stowell. —_—__+- + Atmosphere. “Clarence,” said the old farmer to his son, “remove those trousers and put on an old pair of overalls. Re- place that cap with some old straw hat with the brim torn off. Leave your wrist watch in the house. In- stead of using the tractor to-day, you may cultivate corn with that old single-shovel, one-horse cultivator that the museum has been trying to buy from me. And take a few straws to the field to chew.” “Aw, I say, pater, protested the young man, pausing in his job of re- pairing the farm dynamo, “where do you get that antique stuff? You aren’t thinking of going in for cartooning are you?” “Not at all. A moving-picture con- cern has paid me a thousand dollars to shoot a few scenes of what they call typical farmers. We mustn’t dis- appoint them.” —_—_~»> 2-2 -— A Billion Dollars. Nowadays we are accustomed to think in billions. Anything less than a billion dollars does not seem a very great sum. Nevertheless the human mind is not able to grasp the idea of a billion, speaking numerically. One gets the idea better if it be realized that one billion dollars’ worth of coin silver would make a’ cube nearly fifty feet on an edge. If this quantity of white metal were minted into dollar pieces and the latter were placed in a single line as close to- gether as possible, they would stretch all the way from New York to Key West. If you are worth your weight in silver that would not make you rich. The weight of a 180-pound man would be balanced on the scales with $2,500 worth of coin silver. His weight in would be worth only $40,000. =: May 18, 1921 MICHIGAN TRADESMAN 25 The Young Man’s Problem. mans, with their usual foresight, had Thousands of young men are _ for forty years back been buying up wrestling with a serious problem this the supply of black walnut from the SUCCESS AND ENTERPRISE z spring, as other thousands did in head of the Ohio river to New Or- ak oa a a : sually go together. > Soe former years. They are old enough leans. About 1900 it was announced The enterprising man is always >? —ae— illi ; = —$e— to marry, they want to marry, they that the wood was to be used for gun —_— to | cue ai es pee Pg a eons i. : ends to improve his business ant | have girls ready to marry them, but stocks—but there was to be no war! save him time, money and energy, and == = =: —they cannot figure the income to The Forestry Bureau computes that ao ag yas ; 1 a = $ : i i: 4 le man who succeeds, aoes So ee A fro os provide and furnish a home, even we are using up our forests four times because he knows something that the a rented quarters. This is by no means’ faster than nature can renew them other teliow Coes hor. i . sual conditi Ae : ‘ 7 . Do you want to know all about our 4 = an unusual condition, nor a pleasant and that certain regions in the East system and method of handling charge a ad ae. es : oe : a, accounts through our new. fire-proof == 3 ne to contemy late. are almost denuded; and fires, care Plat Boater an aed by te led a Forty years ago one dollar would less lumbering and failure to protect ing merchants throughout the United ee ad } States? Alright; ther nd for our 5 ee pS ae thite chir * : . : states : d iit; 1en send Or oO buy a neat white shirt with a linen the new growth have added to the literature. It describes and illustrates bosom and cuffs. Now many men pay _ scarcity caused by the war. ae system and wa tear . you the ‘ : ce a - : eS way to get the most done wl one dollar to have their initials The black walnut, like the locust the least effort. It is free. el stitched on the sleeve of a shirt. Un- and cottonwood, is adapted to a sandy es A ~~ der normal and wholesome condi- tions the young man of marriageable age is learning to make his own liv- ing under some sort of employment. Love for some fine girl dawns on his life, and there he is. Maybe he has saved a thousand or five thousand dollars, well invested. The income from: it may be $80 or $400 a year, but it is fine insurance, and he shrinks —very properly—from using this principal to finance a wedding. What shall he do? His girl, let us imagine, is used to a comfortable liv- ing, good clothes and leisure. She shrinks from cooking and _ house- keeping, or even flat-keeping. What he does, usually, is to wait with a gnawing heart. It is too bad. Every- where are bright, capable youngsters caught unprepared for their finest ex- perience. Is it not time to teach them to insure their happiness by fore- thought? to train them to buy a sub- urban lot, or a house, as an invest- ment, and pay for it with their sav- ings before love strikes them? There is enough spent for candy, for auto- mobile drives, for theater tickets, for fine raiment, for club accounts and for other unnecessary things, by young men between twenty and twenty-five, to put them in a position where marriage will mean no strain on their resources—where their hearts’ desires may be fulfilled without fond hopes long deferred. In cases where this thought comes too late, there is one last resort, one supreme test. It is to put the matter up to the girl, cut out all unnecessary expense, marry poor, work, save, and forego pleasures that cost money un- til later years. If the girl cannot see it this way, if she is unwilling to marry except on a well financed scheme, it will be better to call it off. The divine emotion is not in her heart, and where this is wanting, mar- riage is always a mistake, regardless of other considerations. —_——_.-- + Plant Walnut Trees. Make Arbor Day a day for general planting of black walnut trees. The United States Department of Agricul- ture suggests that these trees are fitting memorials to our soldiers from the prominent part that they played in the world war. The wood was used for gun stocks, airplane propellers, the nut shells contributed carbon for gas masks and the nuts themselves were used in sweets and delicacies for the boys at the front. An additional reason for this plant- ing is that, of course, our stock of black walnut has been seriously de- pleted. It is said, too, that the Ger- soil; it grows quickly and is a valuable factor in reclaiming sandy areas. The tree is a close relative of the butternut; the wood is light in weight, fine grained and beautifully shaded. The trees in every way would be fitting memorials to our brave lads. So many of our chestnuts and lo- custs are dying off that we should plant and plant. And Arbor Day would make the planting Nation-wide. Frances Irvin. —__2-+-<____ Bloody Bleeders of Union Labor. No wonder Governor Allen of Kan- sas and his industrial relations court unpopular with labor leaders. “hard-faced’ soft-handed cals,” as Governor Allen calls them, are taking $50,000,000 a year from the organized workmen of the country— are Those ras- the secretaries of labor unions alone that great from the wages of laboring men, to say nothing of the horde of busybodies, meddlers, strike fomenters, ‘business’ agents, walking delegates, black-mailers, slug- gers and plain murderers of the unions who get their fat pickings from union treasuries. pinching sum If the Kansas plan were adopted all over the country all that mischief and waste would be stopped. The state would arbitrate labor troubles. But —a great army of never-work union officials would have to go to work and earn an honest living. No won- der they shout against the Kansas plan and the Kansas Governor until they turn purple—from the infamous Gompers down. —_. 2 Our Memorial Day. Kalamazoo, May 17—Would it not be possible to do something to keep more sacred our National Memorial Day than as a holiday for all sorts of sports, picnics, outings, etc.2 Not two out of a hundred persons ever spend the day in the proper spirit as a day to honor the men who saved and made us the great Nation we are. The day dawns and the people are astir early. They are off on all kinds of pleasure, and rarely even give a thought as to the meaning of the time or attempt in any way to honor those for whom it has been set aside as a holiday. I think it would be a good thing if the American Legion would take up the subject and impress upon all its members the importance of a proper observance of the day, and through its influence it might induce the prop- er respect for the day in the way of observances. George T. Grier. ee Before doing that little mean thing to irritate your competitor, don’t overlook the possibility that it may make him feel like working his head off to beat you at your own game. THE THOMAS-PETER CO. / (Dept. C) : CANTON, OHIO Patented-Fireproof Your Citizens Phone Places you ee ee INDEPENDENT a a a a ee a WY in touch with 250,000 Telephones in Michigan. 117,000 telephones in Detroit. Direct Copper Metalic Long Distance Lines. CITIZENS TELEPHONE COMPANY PETOSKEY PORTLAND CEMENT COMPANY Quaraies Causueas ano Concer Pras of tee Perosney Poatianc Cement Co. PurOsKer MICH. f renin rank ig) Phe t hm & ie — Le Now producing a high grade. uniform, depenaable 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. General Office, Petoskey, Michigan N/ > © 26 MICHIGAN TRADESMAN May 18, 1921 = But how quickly he responds to a - SS friendly greeting. . = = : Te = \ It isn’t difficult to get to know peo- . = = _ : = = . are g I [2 = = DRY GOODS = ee y ple. Nor is it difficult to take a really _- 2 - ’ ‘ 2. friendly interest in their affairs. a ~ = It is a simple secret, and yet it isn’t ; = FANCY GOODS AND NOTIONS: A used overmuch. To an ambitious clerk m =4 = = — = = S in any line we say this: “Get to know antl t/ sv ( Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansire. First Vice-President—J. C. ‘Toeller. Battle Creek. Second Vice-President—J. B. Sperry, Port Huron. Secretary - Treasurer — W. O. Jones, Kalamazoo. Can Clothing Be Sold Like Life In- surance? , Were the word “clothing” substi- tuted for “insurance” in a booklet is- sued by a certain life insurance com- pany to its embryonic solicitors, the instructions could apply to any cloth- ing salesman who might decide to go after retail business outside the store. The instructions would read: “It is not the long-winded argument on clothing that sells it, but the sales- man’s knowledge of human nature and his ability to say the right thing to the right man. Clothing is largely bought on the confidence the buyer has in should understate The salesman who keeps a systematic list of pros- the salesman—he rather than overstate. pects always has some prospects to go and see. Always canvass the new men you meet whether on your list It is better to see new men than to continue going after prospects or not. who have become used to turning you Let everyone know that you are a clothing salesman. Many a sale lost because the salesman talked too long. If your prospect is signing letters or looking out of the window, concentrate your mind on getting his attention. Even when you have the man’s attention, it is a good idea to go over the same point three or four times. Often an interview is best handled by letting the customer do most of the talking. Talk slowly, Give your pros- pect time to analyze what you Say. Listen carefully to his objections. Read the newspapers; it will help you When not want any clothing, don’t give up. Change the subject; talk about something that will interest him and you may get a chance to come back to the main topic. At any rate, you can leave the matter so that you can come back to him later. Do not run down other companies, talk about the good points in your proposition. When you can- not close a prospect, try to get his promise to see you later, and enter this in a notebook. Every man, great and small, has at times felt discour- aged about the possibilities of mak- ing a success of business. The reme- dy is to work a little harder and as- sociate with successful men in your line of work.” down. has been clearly and quietly. to talk in an interesting way. a man says he does Mr. Grenville Howard, of the New York Life Insurance Co., says: “The average man knows little about cloth- ing and would rather buy from a friend whom he can trust than place himself at the mercy of a total strang- er. If the clothing canvasser has a good house back of him and a good personality he cannot lose dignity by seeking business. Such a method would save many a business man from going to the store. A clothing salesman could carry samples with him and create business. Whether the prospect wants to buy clothes or not, he always needs them, and there is ever the possibility of swinging cus- tomers to the store.” The insurance agent watches the records of births, deaths, promotions, weddings, and many incidents that af- fect the social and business life of his prospects. The clothier might take a cue from him. ——_~2+2+____ Value of a Wide Acquaintance. The big chain stores formulate cer- tain selling rules for their clerks. A clerk is told to say “Thank you.” Also to learn to call as many customers as possible by name. Human nature, as the philosopher says, is very human. The other day we saw a lady, re- splendent in furs and feathers, steer an equally fashionable friend up to a certain counter in a very large depart- ment store. The girl attendant said: “What can I do for you to-day, Mrs. Blank?” And Mrs. Blank’s friend, visibly im- pressed, exclaimed: ‘Why, she actual- ly knows you.” Mrs. Blank was pleased. “Yes, she knows me,” was her rejoinder, “and Miss Wombat is a nice girl, too. Un- derstands her line. Always ask for her when you want anything at this counter.” “ll do that,” declared the other lady. “I’ve been coming to this de- partment store for years, and nobody knows me.” So three people were happy, the girl clerk and the two lady customers. You know how it is, yourself. You go into a busy store. You are waited on by a polite clerk. The goods are right, the prices are right, the service is beyond criticism. Yet you are only one of a thousand cus- tomers. Nobody knows you. You go into a store further down the street. The clerk hails you by name. He knows you. Doesn’t this give you a pleasant feeling around the heart? Of course it does. It pays to know people. You may offer a customer every courtesy. But if you can call him by name you will make a hit with him that can be made in no other way. Whom do we like in life? The people who like us. This is only natural, and human, and to be expected. A man can hardly have a warm feeling for one who takes no apparent interest in his welfare. 2 people. Get to know people. It works two ways. Plenty of people will know you. Some of them will be prominent. Build up an acquaintance. This is a valuable business asset. “The Economy Garment” Michigan Motor Ga Greenville, Mich. 6 Factories—9 Branches nt Co. line. iLisithhddddhiddshbssssssdsssdsdsdsssd, LLhdbbbbbdbsbsssssdsssbbshhddsdsdidhdsddddddldllldddldldlldldlcldecTAuAcauuiAanJjQAnnnnnnnsocCEEADAEL,: STRAW HATS Create a demand for Straw Hats in your locality by showing a new We have them in various styles and prices. Boys’ Chip and Palm Straw from $1.75 to $2.75 doz. Men’s Peanut and Palm Straw @ 2.50 to $4.25 doz. Children’s and Misses’ Peanut and Fine Straw Hats: White @ $3.12% to 9.00 dozen. Black and Navy @ $6.00 to $21.00 dozen. Write us for a Sample Dozen. AWNINGS made to order of white or khaki duck, plain and fancy stripes. Auto Tents, Cots, Chairs, Etc. Send for booklet. CHAS A. COYE, Inc. GRAND RAPIDS, MICHIGAN jy ye ltd Pu Ve “The Quality School” A. E. HOWELL, Manager 110-118 Peari St. School the year round. Catalog free. Grand Rapids, Mich. ir Ask about our way. BARLOW BROS. Grand Raplds, Mich. 139-141 Monroy St Le ee GRAND RAPIDS, MICH. Wir Quality Merchandise — Right Prices— Prompt Service | WHOLESALE DRY GOODS i LLAMA Mh hd hhh hdhhhddhdddsddhidddbddd PAUL STEKETEE & SONS LLAMA MAMhAAshdddhhdbsdhsidisihhJhLhihiLidssdhhdldshihididisiddddddddddidddddddddddldddidddddildldlc GRAND RAPIDS, MICH. Viste hitidisddididddidddddididdlddddddddisdiddddddddbdidtdshidhidddes y Daniel TF, Another “‘hit’’ by ‘‘The Men’s Wear House of Michigan’’ Tom Wye Knitted Garments, Coats and Vests for Men The “last word” in high class Knitted Wear. Now on the floor in 12 distinct patterns. Exclusively distributed from Grand Rapids by atton & Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan oo rapaneepememmercsnee- May 18, 1921 In Honored ~—y of Our Soldier ead. Grandville, May 17—As we ap- proach another Memorial Day our thoughts wander back to that time when war’s alarms rang throughout the land. “Sumpter has fallen!” Men gathered in groups questioning in awed tones as to what the new Presi- dent would do. Many were outspoken in their dec- laration that he would never dare call for troops to coerce a Southern state. The situation was perilous, new con- ditions confronted the country and there were no precedents to fall back upon. The gaunt backwoods country lawyer had, indeed, a serious problem confronting him which he met with the calm dignity befitting the high of- fice to which he had been but recently elected. Lincoln’s answer to the guns on Sumpter was his clarion call for men to subdue the insurrection rearing its head in South Carolina. Once before this same commonwealth had threat- ened to withdraw from the Union be- cause of Federal tariff taxes. General Andrew Jackson, then President, nip- ped the rebellion in the bud so that it remained for one who came after to grasp the nettle danger in his hand and crush it. The guns of Sumpter ushered in the greatest rebellion the world had ever known. Four years of blood and treasure were emptied into the pool before peace again dawned and the triumph of a republican form of gov- ernment was assured. From this great struggle arose what is known as the organization of the Grand Army of the Republic. No such body of men, on such a grand scale, had ever been known. The G. A. R. was an institution which stood alone as the one big, patriotic society that included every man who wore the blue in that struggle to keep Old Glory in the sky. Memorial day sprang from the de- sire to recognize, on the part of the American people, the patriotic serv- ices of those men who bore the brunt of battle in defense of home and country. Since then the organization of returned soldiers has become a mere remnant, the passing of time thinning the ranks more rapidly each year until soon the time will come when the last man who followed the banners of the Union will walk alone in faded blue, his steps, mayhap, steadied by the arm of a boy in khaki, to lay a last tribute on the grave of a dead comrade. All honor to those boys who donned the army blue in 1861-4 to save and make forever free the country found- ed by Washington and preserved by Lincoln. When the last lone soldier of the Union passes over, when the last reveille is sounded, there'll be tears for the dead, yet a hope ever growing brighter that beyond this life, somewhere on the golden shores of eternity, these men of the G. A. R. still live to enjoy the fruits of their patriotic ardor in defense of our American Republic. When the cruelties of the old Span- ish Inquisition again operated its damning work on inoffensive citizens of a neighbor people, the United States once again entered the lists in defense of our common humanity, and the war with Spain resulted. “Remember the Maine” was the war cry which ani- mated our soldiers of the line. The outrage of blowing up the Maine no doubt served to precipitate the war against Spain. The “Yankee Pigs” were not long in demonstrating their ability to fight as well as talk. A war lasting hardly three months served to humble the haughty Don, marking a new era in the fighting abilities of the American soldier. From this short, sharp con- flict a reunited America sprang. North and South alike now decorate the graves of their dead in unison, the old rancor of sectionalism having, let us hope, been buried forever. MICHIGAN TRADESMAN 27 When the last survivor of the armies of Grant and Sherman passes on, the Grand Army of the Republic will be fitly represented by the Spanish war veterans, and by the men of that other, larger war, which served to change the face of the civilized world, exiled the greatest military monarch of the age and humbled the mighty German nation as no other nation in history has ever been humbled before. The men in khaki who were in at the death of the mighty Hohenzollern are with us now; that is, those who did not leave their bones in foreign soil as a mark of what America has done for the salvation of human liber- ty. For a generation yet to come and longer these later soldiers for liberty will march each Memorial Day and lay wreaths of flowers on the mounds in our various cemeteries which cover our noble soldier dead. Memorial Day is the most solemnly sacred date in all our history. To ob- serve this in a fitting manner has be- come a sacred duty which every schoolboy and girl looks forward to with that kindly feeling that animates one when standing by the open grave of a dear friend. It is with solemnly thankful hearts that we as a people lay our offerings on the graves of America’s soldier dead. While here in the United States these ceremonies are being performed, across the ocean there are many graves of America’s fallen heroes which will come in for loving adorn- ment. The French owe much to this country, and the time will never come when it will be safe to sneer at Ameri- ca’s dead soldier boys in the presence of a son of France. From the days of the Revolution down to now America and France have been the best of friends. The hiatus in this feeling during the Civil War was not because of a French change of heart toward the Western Republic, but rather be- cause of the overweening ambition of the Emperor Napoleon who ruled the Freneh of that day. May 30, 1921, should be the most widely observed Memorial Day in our history. Old Timer. a a Atmosphere in Men’s Clothing Adver- tisements. A determination to sell a good grade of merchandise at a fair price, but to emphasize at all times the mer- chandise and not the price is the se- cret of the success of the men’s de- partment in the store of Joseph Horne & Co., Pittsburgh. This idea of em- phasizing the merchandise is at the bottom of the advertising campaign Each advertisement, and each series of advertisements, is directed toward some one class of men with the idea of bringing this thought home. There are advertisements for young men, for old men, for business men, for fat men, for slim men, and for all types, styles and conditions of the male sex but no advertisement is run just for and advertisement. The cuts show real, live, breathing men, show them in action, show them as they live, not merely a suit of clothes hung on a dummy. The pose of the figure is natural. The word “sale” does not enter into the campaign. The term “markdown time” is used instead. In building up this atmosphere much care is taken about the full truth and it is presented in a natural unaffected way. Its effectiveness is made not only by what is said but by its atmos- phere. a Approves of Mr. Judson’s Talk at Cincinnati. Shelby, May 17—-I have just been reading the address of Mr. Judson, printed in the Tradesman last week. It is so sane and sensible that I think you have done well to reproduce it for the benefit—I might well say in- formation—of your readers. It is based upon a comprehensive under- standing of economic laws and is a clear and understandable statement. Not that Tradesman readers need this sort of sound reasoning more than others, but they are lucky to get it. There are so many foolish remedies being suggested as a panacea for pres- ent conditions that to read an ad- dress marked by such sound sense is surely most heartening as well and enlightening. Harry M. Royal. NGLEFOO PRODUCTS , Sricky Fy PAPER, Sricky ILY RIBBON, TREE IANGLEFOOT, ROACH “ANT POWDER. THEO=W. THUM Co., MANUFACTURERS. GRANDRAPIDS, Mich. WALKERVILLE,CANADA. 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. $52 >> Oi pws Zee Pa ane rae == w 5 = E B Come See Our Display of Refrigerators at Popular Prices If you plan to own a re- frigerator this season, now is the time to get posted on values. A good refrigerator will re- pay you its cost in saving foods, in keeping the milk and butter fresh and cold. We recommend and sell the famous Leonard Cleanable Refrigerator, made in styles and sizes to fit every purse. The glistening one-piece porcelain food chambers of the Leonard Cleanable Re- frigerators, the Leonard pat- ent trap, the ten walls of ice-saving insulation, and many other Leonard patents not found on any other re- frigerator, are worth seeing before you buy. See them today in our re- frigerator display. 4 See our Grocers Refrigerators Send for Catalogue and Prices H. Leonard & Sons GRAND RAPIDS, MICHIGAN MICHIGAN TRADESMAN May 18, 1921 L— =— — -~ oy Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, troit. Secretary and Treasurer—Dr. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. De- Handling Beans Through Wholesale Brokers. Lansing, May 17—During the past month a number of bulletins have been issued dealing with the subject of consignments and we hope that nothing has been said which would in any way reflect against brokers who are following legitimate recognized brokerage business. The question of the elimination of the wholesale merchandise broker has been receiving a great deal of atten- tion in the Southern Wholesale Gro- cers’ Association. The following is quoted from a bulletin issued by the President of the Southern Association on March 24: “Accordingly, it is of highest im- portance to a proper understanding of the attitude of the wholesale gro- cer toward the wholesale broker that it should be made clear that in almost every communication passing over our desk from a wholesale grocer on this subject, distinction has been made be- tween the wholesale broker who func- tions as such in fact as well as in name, and the “so-called” merchan- dise broker who is half broker and half jobber—the class who during the operations of the Food Administra- tion found it necessary to operate under two licenses, one as a whole- sale broker, the other as a wholesale grocer. The interest of this organiza- tion with its constant regard for ec- onomic food distribution in the inter- est of the public is centered both on that class of broker referred to for convenience sake as the “legitimate wholesale broker,” as well as the cam- ouflage broker, and it is our purpose, of course, to give attention in this and following bulletins to both classes of the brokerage profession.” In reply to bulletins regarding the importance and necessity of the brok- er hundreds of letters were received. The sentiment expressed was prac- tically unanimous that the broker was very essential to the wholesale grocery trade so long as he functioned in a legitimate brokerage way, but many letters expressed disapproval of the broker who became a_ semi-jobber. From one of the letters we quote the following: “We acutely disfavor the pseudo merchandising broker, who abuses the ethics of the game by becoming a semi-jobber. However, we should not judge the profession by those who fail to live up to its ideals, and we feel that the Southern Wholesale Grocers’ Association would be cham- pioning a worthy cause if they would cast their lots on the side of the legi- timate broker, but they would fall short of their responsibility if they did not equally resist the abuses of this worthy profession.” This very fairly expresses the con- census of opinion on the subject. In eliminating the practice of consigning beans, we are therefore removing the temptation for the legitimate broker to become a semi-jobber and compete with the wholesale grocer in the sale of small bag lots to the retail trade. Inspections in April, as shown by certificates filed in this office, totaled one hundred and fifty-one cars. We have reports from fifteen job- bers of the number of cars shipped by them from the State which were not sold to other jobbers. These reports show a total of five hundred and sixty 40,000 pound cars. Frank B. Drees, Sec’y. —_>~___ Recipe for Making Souse. Souse is made from pigs’ feet, hocks, snouts, skins, hog cheeks, etc., thoroughly cooked, spiced and later placed in pans and covered with a mixture of gelatine, lemon juice and vinegar. Take 50 pounds of hog cheeks or knuckles, 50 pounds of hog snouts, 85 pounds of a gelatine solu- _ tion made with 10 pounds of dry gela- tine, 34 pound of such spices as pep- per, whole cloves, allspice, etc., and 8 ounces of lemon juice. The meat should then be cooked for three hours at a simmer (190 to 200 deg. Fahr.) until it falls from the bones. After this remove the bones and cut the smeat by hand and mix in the spices. Place the meat in pans, usually about 6 pounds to the pan, and pour over it the mixture of gelatine, lemon juice and vinegar. Next allow this to cool and harden, after which it is ready for the trade and can be eaten without further preparation or cooking. Some- times the jelly is made by thoroughly cooking cleaned hogskins, but there the difficulty lies in getting a clear product. ——__>+~<+____. Reason For Oiled Wrappers. Wrapping apples in oiled paper has been found to cut down or prevent apple scald. As a result of govern- ment experiments a great many fancy packed apples are likely to go to mar- ket this year in oiled instead of plain wrappers. This will prevent heavy loss in storage and during transporta- tion. The scald is caused by gases given off by the apples, and contribute to the flavor. Manufacturers are pre- paring to market an oiled paper lighter than that which was used in 1920, and which was prepared for other purposes. This paper will take the place of ventilation, where ventil- ation is hard to arrange for in ship- ments. ——_+ + Varying Brands. “Mister Grocer, I want some of the strongest and jazziest coffee you have.” “Here’s some of the brand that Dempsey drank before he knocked out Willard.” “Yes, but I’m going to a whist party.” “Ah, then! Here’s the kind Ma- caulay drank before he wrote ‘Hora- tio at the Bridge.’” E We Buy EK, We Store We Sell 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 Warchouse 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 sENnD Us orDERS FT RI, D SEEDS WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Both Phones 1217 Moseley 2: others, GRAND RAPIDS, MICH. MILLER MICHIGAN POTATO CO. ~ Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan For Dependable Quality DEPEND ON Piowaty Pineapples Pineapples Red Spanish Variety The Best Pines For Canning We strongly urge you to anticipate your requirements as the season is in full swing. Mail, Phone or Wire us your Order. We are Direct Receivers and our Price is Right. M. J. DARK & SONS Wholesale Fruits and Vegetables Grand Rapids, Mich. May 18, 1921 Michigan Outstandings Decrease in March. The average of outstandings in March as reported to D. J. Buck, sec- retary of the Michigan Wholesale Grocers’ Asociation, show an average percentage of 75.34 as compared with 85.42 for February and 87.49 for Janu- ary. The statistics for March follow: Pe 37.00 Oe 73.00 7 41.00 AO ee 73.60 oe 45.00 78 | 74.84 Ae 45.80 7 75.62 Se 46.00 2300 77.00 OL 48.00 24 ee 79.00 A 53.00 Bos 79.15 Se 57.15 26s 89.00 oe 60.00 27a 93.00 LO 61.00 7 93.00 i 61.00 20 97.00 Poe es 63.21 200 97.00 130 65.00 51 97.00 Oe 66.00 620 102.17 pe 70.00 So 111.00 1620 71.00 OA 112.00 ee 72.00 Soo 125.00 162 72.00 B60 129.00 OMA) G04 ee ot Previously monthly averages fol- low: 1919 1920 Nan a ee 726 77.4 Heb ope 86.0 87.5 MarC o 79.2 = 799 SH oo 722) 707 Mane ee 68.5 74.5 Tope oo 69.9 65.9 Sey oe 71.1 677 oe 70.8 7338 te #235 7V8 Qep (eee Vo2 fo7 Nov ce 793. 80.0 Dec 83.9 | 85.5 oe “Short Cut” in Cheese Curing. A Wisconsin cheese dealer while in New York recently commented upon a method of rapidly maturing cheese curd before pressing which he says does away with “green” cheese and gives the freshly made cheese turned out under this process the character of one made in the usual way and cured for three weeks. Our informant stated that the new short-cut process is coming into wider use in Wisconsin and he was quite enthusiastic as to the possibilities of the plan and the beneficial influence it should have in improving the edible qualities of fresh made American cheese. We have not learned the details of the process al- though we understand that its main feature consists of subjecting the curd at some time after whey is drawn to curd being placed on cloth covered racks in the vat, the vat being covered while the steam is being introduced. An hour’s steaming is said to effect a marked change in. the curd. a steaming process, the We report the process for what it is worth, without first hand know- ledge as to its technique or as to its effect upon the curd, but with the suggestion that an investigation of its MICHIGAN TRADESMAN possible benefits if used by our State factories might be undertaken by our State experiment stations. Enon Live Grocer Fighting For 1921 Re- wards. In 1920, W. B. Langridge, pro- prietor of the Westreicher Incorpor- ated grocery at 907 Chicago avenue, Evanston, Ill., did a business of $173,- 000. The store, one of the cleanest in Cook county, has as its slogan: “Reasonable Prices, Quality and Cleanliness Will Prevail.” Early in 1921 Mr. Langridge added a meat mar- ket and now employs three butchers regularly. He expects business to climb to $250,000 during the year. In 1920 the stock was turned over twelve times and the record is expected to reach twenty-four times in 1921. No basement stock is carried and the store keeps to well-advertised goods. The store has done a large credit business, but recently has been going after more cash trade. Three delivery routes are maintained by two wagons and a Reo truck, with five deliveries a day. All goods are guaranteed. Every salesman is warned not to sell any- thing he wouldn’t buy or eat himself. Mr. Langridge says: ‘We have just as much interest in the customer with the thin dime as the one with the $10 bill’ Operation expenses last year were approximately 20 per cent. and the salary expense was 1 per cent. of sales. ——__+<++—____ The Only Home Product of California The Californian gets up at the alarm of a Connecticut clock; buttons his Chicago suspenders to Detroit over- alls; washes his face with Cincinnati soap in a Pennsylvania basin; wipes on a Rhode Island towel; sits up to a Grand Rapids table; eats Kansas City meat and Minneapolis flour with Idaho potatoes cooked with Indiana lard on a St, Wyoming Louis stove, burning puts a New York bridle on a Colorado broncho fed with Iowa corn; plows five acres of land coal: (covered with Ohio mortgages) with a Chattanooga plow. When bedtime comes he reads a chapter from the Bible printed in Boston; says a prayer written in Jerusalem; crawls under a blanket made in New Jersey, only to be kept awake by fleas—the only home product of his own state-——San Fran- cisco Chronicle. The older you get, the trouble scems to hang on. longer a You Make # Satisfied Customers when you sell “SUNSHINE” FLOUR BLENDED FOR FAMILY USE THE QUALITY IS STANDARD AND THE PRICE REASONABLE Chocolates Package Goods of Paramount Quality Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN and Artistic Designo It’s Common Sense To Sell Sun-Maid Take the word of thousands of grocers who sell Sun-Maid constantly. They know it pays— they re-order Sun-Maid constantly because they want its constant profit. Order Sun-Maid from your jobber today. Sup- ply is limited. THREE VARIETIES: Sun-Maid Seeded (seeds removed) Sun-Maid Seedless (grown without seeds) Sun-Maid Clusters (on the stem) California Associated Raisin Co. Membership 10,000 Growers Fresno, California Leaders for 70 Years For more than two generations Van Duzer’s Certified Flavoring Extracts have stood first with people who demand the best in quality, purity and strength. These Extracts are reas- onable in price and offer a fair profit with quick turn- over. Van Duzer Extract Co. Sstngccti Mess, Grand Rapids EGGS AND PRODUCE Citz. Tropically Ripened BANANAS contain all the goodness that makes them so DELICIOUS NUTRITIOUS WHOLESOME We devote expert attention to tropically ripening those we sell The Vinkemulder Company GRAND RAPIDS, MICHIGAN 30 MICHIGAN TRADESMAN May 18, 1921 (a S A255 ert a ee yy ad a ( -< =. _ Ss = f ¢ = = = = -_ 2 Se = <= - = = = = > ce = ¢ ¢ = ~ = = | = STO ES ann HARD ARE 2 || £ a qe = f ~~ — = y = = ee a > 5 = 2h) vr a — mie = oe = “a 6S oe Rh ee ee = Zz = 2 man Is Ee N= tL — Sa MN eel Sy a ZF: 3 =e ea fae Be Z “il 'f ers =) Ve. Dy e 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. The Hardware Dealer and the Kitchen Shower. Written for the Tradesman. The first thing for the hardware dealer to remember in connection with the June wedding gift trade is that it isn’t by any means confined to June. Weddings are a matter of all-the-year- round occurrence; and wedding gifts are always saleable. June, however, is the month of brides; the recognized month for wed- dings. Here comes the second cir- cumstance for the hardware dealer to remember; that the purchase of wed- ding gifts is by no means limited to invited guests, at the wedding itself, but that a great many friends more or less remote are nowadays anxious to remember the June bride, or the bride at any other season of the year. Here is where the small gift lines come in—the “shower” gifts, as they sometimes called. The “shower” seems to have been invented for the purpose of giving the more distant friends of the bride an opportunity to their good-will in tangible Some maid or matron invites her immediate circle of friends to a small party in honor of the prospec- tive bride. Each person invited to such an event brings some small gift of a specified sort. Thus three are linen showers, where all the gifts are of linen; hand- kerchief showers; china showers. But the hardware dealer is particularly in- terested in kitchen showers, where the gifts are some of the smaller kitchen utensils. are express form. These usually string along for several weeks before the wedding itself. So that, if June is the month of weddings, May is quite likely to be the month of showers for June brides. At least, these usually the latter part of the month; so that the hardware dealer who caters to them to make his initial ap- peal to the shower trade toward the middle of May, or a little later. There are three or four good meth- ods One of these is the window display. Another is newspaper advertising. A third is the letter. The fourth and in many ways the most ef- is personal events events crowd it will pay of reaching this class of trade. circular fective avenue of appeal, solicitation. or in the next week or two, it will be worth while to put on Here is your chance to extend this line of business, and to suggest some new ideas. The average young lady or matron who is a hostess at one of these events Right now, a good window display. is usually anxious to think of some- thing new or different. Perhaps some- one else has already staged a “kitchen shower” for the bride-elect whom she is also delighted to honor. Here is where a little suggestion on the hard- ware dealer’s part may score a repeat. Why not, for instance, an aluminum shower? Why not an enamelware shower? Why not an electrical show- er, devoted to electric irons, toasters, and other handy devices of the less expensive sort? So, you can make your window suggest showers of various kinds, dependent on what lines you have to offer. : If you can get something striking to draw attention to your display, so much the better. One hardware deal- er contrived a big “wedding ring” with a couple of hoops and some wire and cheese-cloth, the whole bound around with gilt paper. Inside this he stood a minature bridal couple, with orange blossoms, wedding veil, etc., complete. If you can’t get an arrangement of this sort, try to get hold of magazine pictures, covers, etc., showing June brides, bridal parties, etc., and use these on your show cards. Anything of this sort helps to make your win- dow more effective. Here are some accompanying show- cards: “Showers for the June bride,” “Why not an electric shower?” “An aluminum shower will please her,” “A kitchen shower—of course,” etc. The shower is, primarily, intended to assemble a large number of small useful gifts, rather than a lot of ex- pensive and pretentious ones. Never- theless, with aluminum and electrical lines you can often suggest that two or three guests combine to purchase one of the larger and more expensive articles. By suggesting such variations you have a chance of catering to three or four showers for one bride, instead of merely the one old-fashioned kitch- en shower. Another dealer aims to appeal to customers by practical helpfulness. So he offers his services, free, visory Capacity. in an ad- He keeps a scrap Sand Lime Brick Nothing as Durabie 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 .ansing Brick Co., Rives Junction Broadway Radiant Lamp Best Light for Stores, Offices and Factories. We have exclusive Grand Rapids. We furnish these lamps at $7.50, hung on your present fixture. Jingle our phone and we will hang one lamp for ycur inspection and comparison. W. M. Ackerman Electric Co. 549 Pine Ave., Grand Rapids Citizens 4294 Bell 288 agency for Brown & Sehler Co. ‘‘Home of Sunbeam Goods’’ Manufacturers of HARNESS, HORSE COLLARS Jobbers in Sadderly 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 Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware ue 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. May 18, 1921 book of ideas for showers clipped from women’s magazines and Sunday supplements. He has been accumu- lating this material for years, for just this purpose; but any competitor is quite free to start accumulating now. The material includes menus, games decorations, and, last and most im- portant, gift suggestions. One salesman is especially detailed to master this subject. Whoever wants information is referred to this salesman and his comprehensive scrap book. You don’t have to buy,” this merchant advertises. “Our advice and assistance cost you nothing.” At the same time, a large percentage of the hostesses who avail themselves of this free information bureau can easily be led to devote their showers to hard- ware lines. The hostess can, with the information that hardware store places at her disposal, work up her entire program in a few minutes. So she reciprocates by deciding on a kitchen shower, instead of a linen or china shower. The same idea of providing expert assistance is often used in December, with the Christmas trade. It is a good practical stunt, and really requires very little extra effort. All that is necessary is the systematic accumula- tion and arrangement of ideas and suggestions. One hardware dealer used as the center feature of an effective display a dummy bride, holding a huge par- asol. Over this there dangled threat- eningly a deluge of small kitchen utensils. Orange blossoms a_ bridal bouquet and real rice provided real- istic accessories. The accompanying slogan demanded: “Why not a kitch- en shower?” Newspaper advertising at the same time can ask the same pertinent ques- tion and make the same offer of prac- tical service and free advice to intend- It is a good stunt, too, to get out a circular letter with a lot ing hostesses. regarding showers, and gifts for that purpose. of practical suggestions The problem is to get the right sort of mailing list far circular. Here it is that personal effort often comes in handy. such 2 For instance, one hardware store a number of years ago had a young belonged to the She was always gadding bookkeeper who tribe of Gad. and—seemingly—neg- lecting her business. She went to all the parties, and brought more head- and gossiping aches down to work with her at 10 a. m. than any bookkeeper had a right to display. But she brought also an immense amount of practical information. She brought in longer and more accurate prospect lists than the men clerks ever gather. She knew everybody; and seemed able to everything about among other things she had advanced information of every shower, wedding and every party in the com- munity. She turned it all over to the boss, and he used this information as a basis for his circularizing. every Here is some of the information this flighty girl managed to pick up: “Who are the prospective brides? Who are their most intimate girl friends? Which of these are likely to give showers? When ig the wedding? Who will be invited?’ To one set MICHIGAN TRADESMAN of girl friends the hardware dealer mailed a list of “Suggestions for Showers.” To another list he mailed a list of gift suggestions. So, the younger people on your staff can, if they will, and if you en- courage them, pick up a lot of infor- mation of this sort that will help you in your business-getting campaigns. Train them to be on the look-out con- stantly for information that will point the way to more business and better business for the store. The nose for business opportunities can be develop- ed in the salesman, just as the nose for news in. the reporter. The campaign of paves the way for the June wedding gift campaign a little later. Victor Lauriston. a New Panama Canal Next. shower course Undoubtedly there will have to be a second canal across the narrow neck which joins North to South America. Growing traffic will demand it. But the route is a puzzle. To parallel the present Panama Canal with a second one seems the most obvious thing to do; but there are serious engineering difficulties, es- pecially in relation to the cut through the mountain divide. Landslides would make trouble. And there are even obstacles in the way of duplicating the locks. endless The Nicaragua route has the advan- tage of cheapness. Half of its length would traverse the great sheet of fresh water called Lake Nicaragua, 100 miles long and forty-five miles wide, which is separated from the Pacific ocean by a land strip only twelve miles broad. Lake Nicaragua is connected with the Carribean sea by the San Juan river, three-fourths of which is ready made canal. For the balance the ditch would be dug through lowlands. And at the Pacific end there is no im- portant obstacle, the Cordilleran back- bone of the continent offering there a gap only 155 feet above sea level. The digging across Nicaragua is so easy and the lake and river so help- ful to the project that, although the route is 168 miles long, a canal would cost less than half as much as the $375,000,000 spent for the Panama ditch. The only serious objection to it is danger from earthquakes. But, on the other hand, it is urged that the canal would be far to the South of the earthquake zone. The third possible route is by way of Darien, where the continental back- bone is too high to be cut. —— A Song For To-day. Whene’er we say, “How fair the day- The sky, how blue its tint!’’ The heavens frown, The rain pours down, Before we get in print. If now we sing A song of spring To fill our morning stint, The weather will Turn bitter chill Before it gets in print. But if we cry “How bleak the sky!"’ Or even dare to hint At frosty days, The sun will glaze Before it gets in print. So, if our lay Contains each day A pessimistic squint We hope the song Will all be wrong Before it gets in print. 31 BE SURE Merit and Safety Regent Theatre rf Ist Mortgage Gold Bonds Are Safe, Sane and Sound FISCAL AGENTS Interstate Securities Corp. 431 KELSEY BUILDING GRAND RAPIDS, MICH. We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan QUICK TURN-OVERS are assured the Retailer on Rub-No-More products. Rub-No-More Dealer Helps get the business—Rub-No-More quality retains it. Ask your Jobber for Rub-No-More deal Ypmvumnm NAACKONV MAOZOZ ACA eaae? Ss eo? . ase? Sr eantennteee™: aor? a>mumm wnaincvonv mxoOZz O22 wCH THE RUB-NO-MORE COMPANY, FORT WAYNE, IND. Manufacturers of Rub-No-More White Naptha Soap, Rub-No-More Yellow Naptha Soap, Rub-No-More Washing Powder, Rub-No-More Soap Flakes and Spotless Cleanser, 32 MICHIGAN TRADESMAN Grand Council of Michigan U. C. T. Grand Counsellor—H. D. Ranney, Sag- naw. Grand Junior Counselor—A. W. Stev- enson, Muskegon. Grand Secretary — Morris Heuman, Jackson. Grand Treasurer—Harry Hurley, Trav- erse City. Grand Conductor—H. D. Bullen, Lan- ng. Grand Page—George E. Kelly, Kala- mazoo. Grand Sentinel—C. C. Carlisle, Mar- quette. si The Qualities That Make Real Sales- men. Very few people are born with the natural qualifications for success; with most people these are acquired by hard, persistent effort. In fact, if you look over the successes that you know of you will find that many started with some kind of a handicap— phy- They suc- ceeded because the handicap made it sical, mental or financial. necessary for them to do a harder day’s work at the beginning than the man who was endowed with the so- called natural qualifications for suc- cess, and the habits thus formed be- came a fixed and regular part of their lives. If there is any virtue in our be- lief that by our own efforts and hard work and hard study we can acquire a greater margin of success, surely we can apply the same doctrine to the men whom we employ. There is one thing about all men that, of course, is a primary requisite —they must be absolutely honest and reliable. Without this qualification there is no use in figuring on any im- provement. You cannot build except on a solid foundation. Assuming that we and the men have this Very nec- esasry qualification, we can make some study of the things that are going to help us succeed. No man can be a success if he feels that when he starts to work he has ac- quired sufficient knowledge to carry him through life, nor can any man when he secures a job, feel that hav- ing accomplished this he can drift along easily to bigger and better jobs Not only must he work hard, but he must at all times and to final success. study his business. He must study the ways and means of improving him- self and he must be constantly re- viewing what he has already learned. Now, particularly, is the time for Now, because it is the hardest time to sell and because it is this study. the poorest time it is the best time. If for no other reason than because When things were going good we did not we must, we will learn now. feel the same urge that we do now We were too busy enjoying the bene- fits of a mediocre success to study the fundamentals of real success. This same thing is true, both of employers and employes. For the very same reason, if we now undertake our tasks and find that by hard work and real study we can begin to climb, we will be in better position to reap the benefits of business when the so-called depression is over with. The sales force is, of course, the life blood of any business, and it is essential that the men be well trained in all qualifications for success. In a recent study made by the Salescraft Club of Detroit letters were sent to 125 Detroit business men in all walks of life, asking them to state the characteristics which they looked for in salesmen. There were forty- four different businesses represented in the replies. When tabulated, the replies were divided into seven pri- mary qualifications, and in the order of the number of replies they were as follows: 1. Knowledge of the Business. 2. Appearance. 3. Personality. 4. Sincerity. 5 Courtesy. 6. Conciseness. 7. Enthusiasm. If there is any one thing that in- fluences adversely the sale of any product it is the salesman who is not well informed, and the most serious mistake that any of us make is trying to sell an article that we are not 100 How can we sell an article unless we know all per cent. sold on ourselves. about it? I have personally called in a good many stores and found salesmen try- ing to tell me of certain products that I have been acquainted with for fifteen I know they were making up their talk as they went along. or twenty years. I would rank “Knowledge of the Business” as the most important qualification for success in a salesman. In fact, it is so self-evident that it is hardly worth taking time to prove it, but it is interesting to know that it ranks first among the replies received from 125 business men of Detroit. Appearance means cleanliness of person and attire. It means that any dress that particularly attracts atten- Dress so that the customer never notices the clothes tion is poor dress. you have on. This means that you must not me overdressed or slovenly. A clean collar, shined shoes, clean shaven face, and well kept hair are in- valuable assets to appearance. No real salesman in a store, or soliciting outside, smokes or has the odor of stale tobacco about him when trying to sell. Appearance means, also, health—the kind of health that we can control— the kind of health that is brought about by clean living, regular habits and a certain amount of daily exer- cise. Personality means more your par- ticular manner—the way you have of meeting people and looking them in the eye. You can educate yourself to shake a man’s hand firmly and momentarily and look him squarely in the eye, without staring, and people will like you better. Don’t make this too conscious or you will not act natural—but, practice makes perfect. Talk and act in such a way that the customer will be impressed with the fact that you are telling the truth and representing each and every ar- ticle just as it is. Lack of sincerity has probably caused the loss of more sales than any other reason. You cannot afford to raise in the cus- tomer’s mind the slightest doubt of the truthfulness of the statements made by you. You cannot cultivate this qualification without sticking liter- ally to the truth all the time. Courtesy is a qualification that is too seldom found in salesmen. Treat every customer as if he were the most important banker in your city and you will make no mistake, because you will then try to use all the courtesy in your makeup. Conciseness is an attribute found only in real salesmen. Tell what you have to say in as few sentences as possible. Practice selling each ar- ticle a number of times until you can in the shortest space of time tell all there is about it and yet without using superfluous words. Don’t start a con- versation on a subject that has nothing to do with the purpose of your cus- tomer’s visit to you, but do not over- do this qualification by being unable to talk on any business subject that is really connected with your line of business. After all, conciseness is closely related to “Knowledge of the Business.” The customer wants you to know all about the product you offer, not just the one you have in hand. Generally speaking, ‘“Concise- ness” has more to do with what you do not say. I would rather have a sales force built now than a sales | force built up at any time in the last four or five years. In fact, we have right now an opportunity that we will prob- ably not have again for years to come. We can train ourselves and our men to become students of salesmanship. We cannot obtain any success this year without hard work and_ study, and the same thing is true of every man, no matter what his capacity is in any institution. Therefore, let us look May 18, 1921 PARK PLACE HOTEL Traverse City - Michigan The Leading All the Year Around Hotel of Northern Michigan Hot and Cold Running Water in all Rooms Local and Long Distance Phones in the Rooms Suites with Private Bath W. O. HOLDEN, Manager CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES { $2.50 up with bath CAFETERIA IN CONNECTION Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mer. Muskegon 3 Michigan 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 Rew Hotel Mertens Rooms without bath, $1.50-$2.00; with shower or tub, $2.50; Meals, 75 cents or a la carte. Wire for Reservation. A Hotel to which a man may send his family. HOTEL WHITCOMB St. Joseph, Mich. European Plan Headquarters for Commercial Men.- making the Twin Cities of ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor- rated throughout. Cafe and Cafeteria in connection where the best of food is ob- tained at moderate prices. Rooms with running water $1.50, with private toilet $1.75 and $2.00, with private bath $2.50 and $3.00. J. T. TOWNSEND, Manager. 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. PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. Rates reason- able. WILL F. JENKINS, Manager. ssa ERE nee peices Rohn ia qa i t een nennam peat $e eR ’ May 18, 1921 at the present situation as an oppor- tunity—a chance to build up an or- ganization which can only be built up in times of stress, at a time when it requires the best that we have to make anything out of the situation. Above all, let us apply to ourselves the same rules that we expect the lawyer, the banker or the doctor to follow. We expect him to be the best informed and we expect him to keep reviewing what he _ has _ already learned; we expect him to be on the alert all the time as to what is going on so when the time comes that we need his services he can put every ounce of energy into the particular tasks assigned to him. After all, isn’t that the whole problem as far as our daily lives are concerned? We are training ourselves from the time we get up in the morning to do some- thing in a few moments’ time. Most sales are the result of a few moments’ negotiation. (We have to concen- trate into these few moments all of our arguments and all of our per- suasiveness to meet what perhaps has been in the prospect’s mind days and weeks.) This being the thing that occupies our geatest effort and energy brings us, in an abstract way, the greatest amount of satisfaction and happiness, we can afford to take these opportunities we have presented to us to study all phases of salesmanship, and we should train the men we have working for us to do likewise. If you can succeed in training yourself and your men to like and to long for opportunities for improving them- selves, then you have surely succeed- ed. Joseph P. Glaser. + -< —__ Calfskin Market Gets Hard Setback. A market that cannot stand a tem- and porary setback is not in a sound posi- tion, The caltskin market has had a surprising setback. The largest Chi- cago city dealer has sold a car of frst Salt city calfiskins at 21 cents, although the market has been fairly well established at 23 cents and oper- ators were asking 25 cents for the small stocks that were on hand. One packer had refused 25 cents for the bulk of his skins, but the buyer want- ed to reject a few undesirables. It is generally supposed that politics had something to do with the sale at 21 cents. If the market does not recov- er from this setback it will then be clear that prices were on too high a level. But following this trade, an outside dealer has sold two cars of resalted skins at 20 cents, although such skins have been selling frequent- ly at 14 to 18 cents. We are inclined to think that this bear is in for an- other routing. The packer hide market is in ex- The kill this year is short about 18 per cent. from the period last year. Generally speaking, packers are sold out of all hides up to May 1, only a few heavy native cows and heavy native steers remaining. Then reports come from South that many of the packing plants there are closed down on account of labor troubles, and it is therefore possible that no South American hides will be available for some months. One packer here sold cellent condition. same America MICHIGAN TRADESMAN about 7,000 bull hides at 7c for Aprils and Mays of 1920 and 8c for Junes Another packer sold 2,000 branded bulls at 6% cents. Country to Decembers. much more freely, and buffs have sold at 9c, while the best quality extremes hides are moving are wanted at lots. 11@12c, according to Horsehides are in short supply on on account of American hides being so low in price that they cannot be Chicago tanner has bought a lot of South American hides at a price which is not revealed. Shearlings continue to sell freely at 50c for coat stock and 22%4@25c for short wooled. produced, and one Spring lambs are com- ing to market slowly, but no sales are reported as yet. —_»++___ Observations of the Muskegon Phil- osopher. Muskegon, May 17—Dunn & Co. are starting a new drug store on Jack- son street. Hazeltine & Perkins Co. furnished the stock. J. Klont, of Piowaty Co., was held up by a band of gypsies near White- hall and relieved of some cash a few days ago. Universal Garage Co., of Hastings, has purchased the Wenger garage, at Caledonia, and will inventory stock and take possession at once. Concrete is being laid on the Mon- tague and New Era road and detours are very sandy. There is also a very bad detour at North Muskegon. The road between the Pennsylvania and the Grand Trunk has the cement laid on one side and will soon be finished. Frost again killed all the fruit in Michigan Sunday night; also the Grand Rapids and Muskegon teams in the Central League; at least they show no sien of lite, so far as base ball is concerned. There is quite a movement on foot to compel hotels and restaurants to decrease their rates and the writer feels that in many cases very high prices are asked for both meals and lodgings. However, there are always two sides to a question. For instance, I saw a fellow (not a real man) shin- ing his shoes with a hotel towel re- cently. Some go quite so far as to use the woolen bed blanket. Cigarette stubs are laid upon newly finished wood work and upholstery. Towels and other property are carried away, etc. What I would like to see would be rates placed at a reasonable price and a heavy penalty placed upon any guest who wilfully removes or dam- ages hotel property. Please remember that while the commercial traveler is the goat, he seldom does much of the deviltry. E. P. Monroe. ——_.-.___ Boomlets From Busy Boyne City. SJoyne City, May 17—Industrially, Boyne City is slowly improving. With the advent of the outdoor working season, a good many of our people are finding employment. The work on the State park is going along and we are assured that it will be in readiness for the traveling public by July 1. The State highway board is planning on considerable work in this district in the way of closing up short gaps in the Mackinaw Trail in Charlevoix county and also on the West Michigan Pike. We have advices that the Michigan Transit Co. will make Boyne City a port of call this season for the steam- er Missouri. Because of the excessive cost of operation, this port was left out last summer, much to our dis- appointment and disgust. We are very much pleased to have the service restored, for we think that Pine Lake, especially the Eastern end of it, is an ideal summer resort district. Farmers around this town are very busy getting ready for summer work. In spite of the low prices for farm produce last winter there seems to be no curtailment of farm work. One encouraging feature is the abundance of good help that is available. The boys and girls who have been drawn to our great industrial centers are with us and most of them seem glad to get back. They don’t get so much money, but have more real living. We have now had our regular mid- dle-of-May freeze-up and now we will expect that Summer will be with us for good soon. We will be glad of it. We have had about enough of the lingering-in-the-lap business. Seems as though old winter should know by this time that he is a has-been and get off the earth; but then he is not the only old bird who does not real- ize or relish the idea that his time is past. The salvation army drive in Boyne City, thanks to the energy of the coun- ty chairman, went way over the top and both the solicitors and the public are to be congratulated that so worthy a cause should receive such hearty support. Maxy. ——->- > Fall Season at Rochester. The opening of the Rochester cloth- ing market for the fall 1921 season last week and the offering of men’s clothing in other centers at the same time are reported to have been gen- erally successful. The Rochester offering attracted a 33 attendance of retailers from.all that large over the and their breadth of interest. country to city, numbers alone indicated a Their operations are reported to have been larger than many of the more conservative minds in the trade had been expecting. They have been covering a fairly large per- their fall point of view centage of needs. Their seems to be that prices and that he best assurance that they will not be lower a commit- ment 1S can get of having goods with which to meet the good current of trade which is expected next fall. Prices on fall clothing are about > 30 to 35 per cent. under the prices of a year ago. They are about on a par with the spring prices, but the slightly heavier fabrics used in the fall season are said to make the lines just placed on the market better value From $25 to $40 will be the popular price range, than the spring offering. although some of the houses which make a strong style appeal will not meet the lower end of this range. a a Many a man got his blood by a boy. printers’ ink in folding circulars when Grand Rapids OFFICE 320 HOUSEMAN BLDG. Merchants Mutual Fire Insurance Company Economical Management Careful Underwriting, Selected Risks Affiliated with the Michigan Retail Dry Goods Association, GRAND RAPIDS, MICH. located as follows: groceries only. New store. men’s furnishings and shoes. 1920, $75,000. hardware. 1919, to Dec. 1, and hardware. good trade. a going business. Seven Stores For Sale At Bargain Prices In our capacity as receiver, acting under the United States Court, we herewith offer for sale seven stores of the chain formerly conducted by the Universal Stores Corporation, Burr Oak—Inventory about $6,000. of groceries, dry goods and shoes. Dec. 1, 1920, about $88,000. Allegan—Inventory about $4,500. Nice business. Leslie—Inventory about $13,000. Sales Feb. 1, 1919, to Dec. 1, Cassopolis—Inventory about $12,000. Fine stock and great possibilities. 1920, about $119,000. Adrian—Inventory about $12,000. Exceptional opportunity. Sales Feb. 1, 1919, to Dec. 1, 1920, about $147,000. Also stores at Bremen and La Paz, Indiana. ceries, dry goods, men’s furnishings and shoes and enjoying These stores must be sold and you can step right into GRAND RAPIDS TRUST CO., Receiver, Grand Rapids, Mich. Stock consisting Sales Feb. 1, 1919, to Nice clean stock Groceries, dry goods, Groceries and Sales Feb. 1, Groceries, meats Selling gro- 34 MICHIGAN TRADESMAN May 18, 1921 How To Secure the Memorial Day Business. With the constantly thinning ranks of the veterans of the Civil War, and the sad recollections of the thousands of brave boys who fell in the recent great struggle, Memorial Day takes on a reverent aspect, and the druggist must proceed warily, so as not to sur- pass the bounds of good taste in at- tempting to make the occasion serve him commercially. There are a few articles, however, which can be advertised with the greatest propriety, and among them are phonographs and records. Music forms a large part of every memorial program, and there is no higher trib- ute we can pay the loved ones who have gone before than to sing the old songs, the marches, ballads and camp- fire choruses beloved by the boys of ‘61 and “18. A aumber of handling these records last year an- nounced regular concerts, for the lat- ter part of the afternoon on Memorial Day. The Woodard-Clark Co., Port- land, Ore., sent out cards, bordered stores with red and blue, on which was printed the program, with a cordial invitation to all music lovers to at- tend. The selections ranged from “Yankee Doodle’ and “The Girl I Left Behind Me,” to “The Battle Republic” and “The There were included many of the songs of ’61, such as Hymn of the Rock of Ages.” “Marching Through Georgia,” “Tent- ing on the Old Camp Ground,” and “Rally Round the Flag;” those of the Spanish War, “Down in the Harbor of Hayana,' and “Just as the Sun Went Down;” and, of course, a num- ber of the late popular favorites, “Keep the Home Fires Burning,” “It’s a Long, Long Way to Tipperary,” “Over There,” and the beautiful “Flanders Fields.” As each record was played on the machine the young woman in charge of the concert gave a short talk on the origin of the song, and something of the composer. At the conclusion the entire audience was invited to join in the singing of Ameri- ca. Copies of all the pieces played were kept in a small cabinet near the machine and at the conclusion of the concert salesmen were on hand to attend to the sales of any records the audience wished to purchase, and to demonstrate many other patriotic rec- ords which had not formed a part of the regular concert program. To call special attention to their Memorial Day records, they arranged a beauti- It was backed with a big flag which occupied practically all of the rear wall. At either side were placed Victrolas and in the center was a pedestal draped with a flag and top- ped with a gilded eagle. Strewn over the floor were a number of patriotic - “America,” “Star-Spangled Banner,” “We'll Do Our Share,” “God Be With Our Boys To-night,” Tall cards of green, let- tered in gold, leaning against the Vic- “Let’s keep the old “These songs gave the boys their fighting spirit that won the war,” and “You should have these rec- ords in your collection.” rug f rice Current This is the progr . Ua i Pri s is program so far as it has trices quoted are nominal, bas been complet ee ee < nal, based on market the d £ iss completed nia E ies Sample FE ay Of issue. : iain to : ate. The writer In compliat nple. Lagrilt Ae — Acids Almonds. Sweet, the tact tow several telegrams within and byl: pager with the constitution Boric (Powd.)-- 17%@ 25 imitation 60@1 0 Tinctures i days in an effort to get Pp »y-laws of the Michigan State monic Cantal) ie 25 Amber. crude _. 3 vega 25 Geamte -------- 1 everything c ; 5 Pharmaceutical Associati : Carbolic ‘iq 36 Amber, rectified 3 50@3 75 3 . @1 8 i ) g completed, but there may os aceutical Association, this bal- Citric : 6 - pr r, rectified 3 50@3 75 Aloes .. @i 65 Raia as ro re mé S ce ‘i 2 Sitric -----...--. 91 ANISe 2 50@1 80 Arnica - “Ss oe Mga. trae changes at time. hsb aia out - ic" members. Nom- ao. ok 4@ 6 Bergamont .... § 50@8 76 ‘Aaadoatites Tes g3 z A > wl ye on a1 ae at s may also be mad 4 ; Mitre 1.) 6 Calepiut 50@1 75 sellado aoe he promised and any chan bigey : that 1S floor at the time of the . from the Oxitie 2. ae 30 Cassia ace a ; Hr yi ae B ce ee g1 35 be announced in due ti ge of time will June 16 and names mi e convention, Sulphuric ------- 4@ 6 Castor -- 1 30@1 40 ©4Benzoin Comp’d oe is ean ae in due time, so that you the hint (my ee be written in fartaria 58@ 65 Cedar Leaf ---. 2 00@2 25 a, a= @3 15 we pr a. anything. Not only can done aie a Balloting cannot be oo a --, 1% 129 [anther adies ___ @3 00 Ca: cerning in the pro- pre ; - mail. Members must be ie a am 2 25@02 60 ( tes un... @2 20 gram will be fulfilled, but there ar sent to vote, . ey ol mn i techu -.------ @I1 60 , oe : ’ €) are . Water, 26 deg 10 ag Sod Liver ---.. 150@1 75 Cinchona @ s ic Die : , — ie i Lae eS deck that you will iia GS resident Water, 18 deg. -- GO 33 Croton -----.... 2 25@2 50) chicum ----~- $2 00 lave to 1s on Hand io know about ohn G. Steketee, Grand Rapids Water, 14 deg. _ S@ ie ‘otton Seed 100@1 10 ! sbebe @3 00 There is only one tt : , : R: aymond Roussin, Cadillac bel Carbonate <...000 22 26 Cubebs a eed ee 11 00@11 25 Digitalis sieiacnbunen @1 80 oe 5 i ung that we | N Pag adillac, Chloride (Gran) 3@ 23 Kigeron paad eee 6 00@6 25 Gentian ..... @1 40 wish to say in conclusion: If you miss J. N. Taggart, Ludington. “e Eucalyptus - + 00@1 25 Ginger, D. 3. -- @2 00 it, it will be “i owe fault 5 Ss . First Vice-President my ecg pure 2 00@2 25 Guaiac ie @2 80 os r . arbher tre ' ‘ er erries 3 75@ Guaiac : Louis V. Middleton, Sec’y erbert Baker, Allegan. ae Balsams ate: Berries 3 15 @4 co usin, Ammon. @2 50 : A. S. Putnam, Manistique. Copaiba ~.--—---- 70@1 00 Lard, extra - 1 501 S fo aa @1 20 The (siloai | A. |, Hidsenga, Holland Fir (Canada) ---2 50@2 75 Lard, No. i 7777 1 10@1 20 Iron, clo ylorless @2 00 owing circular letter has oo. oe and. Fir (Oregon) _.. 60@ 80 Lavender Flow 10 50@10 fe oo @i & been sent during the past week i > ee ice-President. Pee arson 2 50@3 00 Lavendar Gar’n 1 76@2 00 Myrrh ------. CT @1 40 1 past week to all F. R. Price, Sault Ste. Marie Tolu —-----.-.—- 1 00@1 20 Lemon 75@2 00 Wee Wait “<< M2 50 . members of the Association: ee Battle Creek. finaeed | | 2 tue Ga g3 8 . rand Rapids, May 12—The biggest . C. Brooks, Houghton. Barks Linseed = Ww, bbl. “@ 23 Gaba Deodo 74 gl 30 time in your life is waiting for you at : r Secretary. Cassia (ordinary) 25@ 30 Linseed raw, eq 94 Rhubarb re 3: 60 Detroit on Tune 14.15 and 16. T- é Louis V. Middleton, Grand Rapids Cassia (Saigon) 50@ 60 ants gro yaa aaa aaa 2 00 a, bas dak Gaus » te d 16. Take bee M Kui fe , Grand Rapids. Sassafras (pw. 55¢c) @ 50 Mustard, artifil, oz. @ 60 ti me, boys, the coming conven- O. F Sue a Huron. Soap Cut (powd.) Neatsfoot .----- 1 10@1 30 blin ol the MS. PP. A. will be a . Lewis, Bay City. Ae 30@ 36 ones pure ___. 4 75@5 50 Paints : naeiey There are some red hot pa- k EF Treasurer. ie een cain La ad, red dry ... 13@13% oo Stag agloidage iga is promised Re ee Middleville. Berries Olive, Malaga, — shee Lead. white a 139 13% ) i a i : : Je a a — ie i , ste ’ e eee soy f and the good wife, and AW pda Tecumseh. Cubeb — teh ofc. fea” 4 0005 95 Ochre, yellow bbl. 2 % P aro has brought his whole herd \. . sleason, Newaygo. Kish -------~---- 40@ 65v Gua Sweet 5 00@5 5 25 Ochre, y yellow less 2%@ _ 6 of hyenas. Members Executive C tia Junioer —..-._- 9@ 15 ¢ iganum, pure Sea Futty 2... 5@ 8 All the ol j (To fill vacz : ommittee, Prickly Ash @ 30 Origanum, com’! 1 26@1 50 Red Ve a Am ad A eee liners of the M. S. P to fill vacancy, vote tor one.) ae Pennyroyal : 75 Red Venet’n Eng io é A. will be there, as this is their an- G. H. Grommet, Detroit = SS -- 6 00@6 25 Whiting, bbl. —_ 2. ¢ ne ¢ . aity : 4 : Suis 2 5 ) Whiting oc st aise of youth, but we want _ : oo ahha I a tose ore niows 2 S0@2 78 i i? “tress aa 3 ore than the Ne wz . AL, ins Muskego uicorice .~- (ggg . Prep. 3 00@3 2 pir aaa t nel We want the once in Mocha. ae Muskegon. : ve eat powd. —- “<. 00 oo eee Prep... 3 00@3 3 c ng ho coer ae the man who (Three pp eon Committee.) : . Sa by sapien 13 a 25 as velonged to the M. S. P. A >e-year term, vote for two.) Sacantean Soe oe L : hte i, os ae Pos We . C . rE as, arti'l 1 25@1 ( M at all previously. 2 you are not a J. H. Webster, Detroit. Tre Spearmint —___ 10 00@i0 2 —— eT of the M. YA ar # your a ro Austin, Midland. Arnica 2 15@ 80 Sperm i ae dues are i . J ALS a ee Chamomile (Ger.) 50@ ANSY 2. in 0 qe Acetanalid | 456 g eek ele uind Pa this year, send ye Voie man, Lapeer. Chamomile hy i100 fg Tar, USP i ' ogi} o Alum 1 a : ae or two dollars to yours truly c GC. chcgy be eas Turpentine, bbl. ® 72 Alu powd. and oT s ~ ¢ oe : % ® Turpentine Sica a Alum, owd. f sei and get the certificate which re C paid Adrian. Gums Winte vaceen 7 (ag gre acae _ - 11@ 20 A you among the real fellows. A. G. Lyons, Coldwater. Acacia, Ist ; ee it, et G1 as Seer if oes enclosed for your convenience. o-oo aoe yn ean oe 50 W interg rpreen, sweet oe eon al -—- 2 76@2 93 . 78 are paid up, get your brother It Often Happens. Acacia, Sorts __- 200 25 bireh i 6 00@6 25 pe iaeua or 8su@ 15 druggist down the street and he “With all her faults : : Acacia, powdered 40@ 45 Weoed o on ey! 80@1 U0 Cantharace rh 1 50@5 a0 1, Sha ve na then ‘ aults I love her still,”’ Aloes (Barb P ane Vormseed 60605 76 Cal : I VS 5 pring 1im along. There are two rea- 4 ede oe Dey asad tae ' — se a fs 40 Wormwood -. 22 50@22 a. __ 1 36@1 45 aons why you should do this. The Cae 2 love her still; Aloes ae Pow) 3001 a ( art ind _ "¢ aes Ot = en is that he should carry the bur- a. ea eae ee a oe ia Buds --. ia 50 den you are carrying — BOW. — ann 1 25@1 50 Bicarbonate so@ 60 Cleves ---------- 354 45 neuen Ge ee ne Sy oe the [The merchant who is trying to get Sener a 1 06@1 14 Seon aia | aa 65. ‘ a ialk Prepared 6g is ’ wee are sellisn 1k you ‘ , ¢ ; Se > suaic ---~--—--- @1 25 sromiide : 65@ 75 iloroform —-_-- : 7 don't let him in Gn tae wood ie ab along with old-fashioned fixtures and ao powd’d 1 sql 50 Carbonat a 50) hloral hvdr; ute 1 see be are going to hav equipment is s : . Sino ~--~---~-----~ y Bi Chiora gran’! 354 \ focaine 12 $5 2 65 Bo are ve. jury t is trying to run his store Kino, powdered_ gl bs oh igrata. Bg (6 2 a o & take i" oh ee the missus and 2S much as possible as his grand ey aaa . ” eS 25@ 30 Corks, list, less 35@ 45 ake 1e whole conv i f > : i : Myrrh, powdered ( Cyanide oo Copperas _ ae ( onvention. If you father did. Opium 4 eons 40 oe "9 TE@3 BU opperas, Powd. = 7 Opium, powd. 10 00@10 40 Permanganate a 1 00 ‘orrosive Sub hn 1 ot or Opium, gran. 10 00@10 40 Prussate, yellow 60@_ 60 ‘ream Tartar --~ 500 55 SNeleae 15@ 85 Prussiate, red_. 1 00@1 10 ittle bone -.... 50@ 60 Shellac Bleached 85@ 95 Ulphate ------- 60@ 65 ex trine --~ 0%6@ ee Tragacanth _... 4 60@5 50 lover's Powder 5 75@6 0 ® Tenement pw. 3 50@4 00 Roots imery, All Nos. 16g : urpentine —___.._ 25@ 30 Alkanet -------~- 15 85 ee Powdered_ 8@ 10 at powdered_ 10@ 50 lie Halts, sina @ 3% Ins i Calamus 75 ean palts, iess ¢ Ve @ 09 ecticides Elecampane, pwd 35@ a ok powdered -. @1 50 é Arsenic -----~.- I@ 25 Gentian, powd. 20@ 30 ts ike White ---. 15@ 20 hairs and Blue Vitriol, bbl. @ 08 Ginger, African, nor aldehyde, Ib. 20@ 28 a es a Vitric’, less 9@ 15 powdered _..... 23@ 30 Gla oe “ies 2 oo@2 25 Jordeaux Mix Dry 17 39.~— ls Gainger, Jamaics F rassware ess %o Fruit Hellebore, White — Ginger, ie, 10@ 45 Glassware, full case 50.10%. i S an yrups powdered —---. 38@ 45 powdered _... 42%@ 9 Glauber Salts, bbl. @03% pie Powder .. 40@ 70 Goldenseal, pow. 7 “s0@8 00 a wee less 04@ 10 ( ‘arbonat Lead peecoaie Ye. 22@ 42 Ipecas powd. -_ 4 75@5 00 i a nn 1@ 30 sime and Sulphur MCONICG ..... 40 46 eet See i@ 25 ors rt ~---------- 11@ 23 Licorice, powd. 230 30 a er ---- 35@ 40 aris Green .. 31@ 41 OSs, powdered 30@ 40 ee hite Grd. 30@ 35 -oke, @ 40 Glycerine ____._. M@@ i We ar d aac tal “Ss . a Hops ---.-.---. 1 0o1 HH e teady at all times to fill rush orders for ice Cream Rhubarb, powd. 85@1 00 ae ranean 5 26@5 7: the above mentioned Piper Ice Cream Co Resiawood, powe, 10@ 9 Lead. ‘ii. oe ee ioned seasonable items. ik : a Hond. Cue ee ee 30 i, Vanilla... round —--.___ waa ah CU 50 Bulk, Vanilla’ Special 3 oo iia wn, eek ae ’ : sulk, Choco round ~~----~-- ' = It is not too late to install that new fountai Bulk, ee lacus ; pe Soule ee 35@ . era hol —nimee 6 Oe On to brighten up your st - Bue, Gropertud —— bgp Raulley watered 8 Fo NeE ee! ae our store wi ‘ 3ulk, Strawberry ---- Tur neric, powd. 20@ 25 Nux V yoni y with new chairs and tables Hukk, Turi Braid. 125 Valerian, powd. 76 ho Vomica, pow. 26@ 36 of the latest design. A : Brick, Vanilla ----- 1 40 ceeeee See ee ee new carbonator will lighten Brick, Fancy ------- 1 60 Seeds coeeet, Sees > Tae ae ag oe ‘i en, rzgundy fa) 5 the summer burden by a good deal. we i 10 soe uaa ae cnn a ae ne Bird, 1s ae G& tanh mi Oe 7 of ee Rochelle S$ 5 7 Writ ee eee ee 10@ 15 ee — 40 ATE ¥; oe. « 2 Ss "peg pala i lala rite our A. W. OLDS for facts and figures. Buchu ----- @iu Sues se 0. 25 68,25 Seldits Mixture 40@ 40 Buchu, powdered @2 25 elery, powd. 45. 35@ 40 Soap, green a a ol a Gate ow OE Se ae” 28 Sage, % loose -- 72@ 78 ‘Fennell _-------- 25 Soap, white castile Sage, powdered. 55@ 60 Flax _....... 300 IN vines @13 50 Senna, Alex. -.. 1 40@1 ee a 06%@ 12 Soap, white . 50 Flax, castile . Senna, Tinn. -_. 30@ 35 F ground -. 06%4@ 12 less, per bar @1 50 azeltine & P ki Senna, Tinn. pow 35 _ foe ereek pow. 8@ 15 Soda Ash -___. _- 0@ 10 er Ins Drug Co oe 25 cnet Sagem ee 2 ois = Pre Bicarbonate g 10 . Mustard, yellow Soda, Sal... 2 5 G ° Tita y 16 20 Spirits Camphor 3 25 ran d R api d S M ° Olls Foe ; black -. 30@ 35 Sulphur, roll --_ 04@ 10 . ichigan Almonds, Bitter, oe 30@ 40 Sulphur, Subl. — 4%@ 10 a _ 00@16 25 Rape —.--_------ 1 2591 50 Tamarinds ——._ 20 Almonds, Bitter a rreomum, Ge... 44 Premium, 45 44 Harvester Line Trotters, 1008 _..._. 57 00 Record Breakers, 50s 75 00 Delmonico, 50s ~_--__ 75 00 Pacemaker, 508 _..._ 75 00 Panateila, 50s _...... 75 00 Favorita Club, 50s —_ 95 00 After Dinner, 50s —-. 95 00 Favorita Extra, 50s_ 95 00 Minicure, 608 2. 95 00 (sovernor, 26s __.__ 110 00 Waldorfs, 50s . 115 00 The La Azora Line. Opera (wood), 50s__ 57 00 Opera (tin), 25s —__ 57 00 Washington, 50s ___ 76 00 Panatella, 50s _._..__ 75 00 Cabinet; 608 2. 5 00 Perfecto Grande, 50s 97 50 Peis, o08 2 97 50 Imperials, 25s _____ 115 00 Agreements, 50s —___ 58 00 Royal Lancer Line Pavorita, S08 75 00 Imperiales, 50s _.___ 95 00 Magnificos, 50s _____ 112 50 Sanchez & Haya Line Clear Havana Cigars made in Tampa, Fla. Diplomaticos, 50s __112 60 Reina Fina (tin) 60s 115 00 088, O08 2 127 00 Victoria Tins 115 00 National, 50g .. 130 00 Original Queens, 508 153 00 Worden Special, (Exceptionals) 50s 185 00 ignacia Haya Extra Fancy Clear Havana Made in Tampa, Fla. Delicades, 50s ______ 120 00 erimoros, 608 __.. 140 00 ueeNs, 268 2 180 00 Perfecto, 255 -~-185 00 Garcia & Vega—Clear Havana New Panatella, 100s 60 00 Starlight Bros. La Rose De Paris Line Couquettes, 50s ____ 65 00 Caballeros, 50s ~_____ 70 00 mouse, OUR 20 115 00 Peninsular Club, 258 _ 00 ORICON, 258 150 00 Palmas, eos _-175 00 POTtectos, 258 195 00 Our Private Label ‘Qu: er, 268 75 00 Rosenthas Bros. R. B. Londres, 60s, gr Wrapped __ 58 00 B. Invincible, 50s, ah Wrapped _... ip 09 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, 258 ____ 70 00 Our Nickel Brands New Currency, 100s__ 37 50 Mistoe, 100s — 35 00 Agoba, 1008 .... 3b OD El Dependo, 100s ~ 35 00 ventual, 60s _ 36 00 Other Brands Boston Straights, 50s 55 00 Trans Michigan, 60s 57 00 Court Royals (tin) 25s 67 00 be Royal (wood) ee 58 00 iieeais 50s__ 58 00 irequois, 508 _.... 68 OD Oe —- 58 00 Hemmeter Cham- pions, 50. = 57 50 Templar Blunts, 50s 75 00 Templar Perfecto, OUR 105 00 CLOTHES LINE Hemp, oo tf 3 25 Twisted Cotton, 50 ft. 2 50 Twisted Cotton, 60 ft. 2 Braided, 50 ft. ... Sash Cord __.___ 2 6093 6 COCOA Bakers 46 ..... 52 Bokere se oo _ 48 Bunte, 16¢ size 55 Bunte, % ib... 5C Bunte, 1:1b. .. 48 Cieveiang : oho 41 Colonial Ys oe 35 Colonial, 468) 33 Droste’s Dutch, 1 Ib... 9 00 Droste’s Dutch, % Ib. 4 75 Droste’s Dutch, %& Ib. 2 00 MIDOS oe 42 Hersheys, “8 ...._.__.- 42 Herseya, 48 40 Puwier os 36 ROowney, 68 220 48 Lowney, “46 2... -~ 47 Lowney, %8 .2.. 46 Lowney, 5 lb. cans _... 31 Van Houten, %s _____. 12 Van Monten, “4s 18 Van Houten, ts ______ 36 Van Houten, ia 65 Wan-Hia oo 36 MVORD ooo 33 Wilour, 4s 23 33 avainpur, Ws 2 33 COCOANUT 14s, 5 Ib. case Dunham = AS, » 1b. Cane ooo “4s & Ys, 15 lb. case 3 6 and 12c pkg. in pails 4 75 ilk, barrels o.00 24 48 2 oz. pkgs., per case 4 15 48 4 oz. pkgs., per case 7 00 COFFEE ROASTED Bulk Me | Santos 200 ison M Breeaipo 220 Mexican) 00 25 PORDRITY 2b 22 Package Coffee New York Basis ArDucKIe 23 00 McLaughlin’s XXXX McLaughlin’ s XXXX pack- age coffee is sold to Farsi ers only. Mail all orders direct to W. F. McLaugh- lin & Co., Chicago. Coffee Extracts N. X., per 100 10% Frank’s 250 packages 14 50 Hummel’s 60 1 Ib. _. 10% CONDENSED me HKagle, 4 doz. Leader, a Goze, 2. EVAPORATED MILK Carnation, Tall, 4 doz. 6 65 Carnation, Baby, 8 dz. : 00 ret, Gall oo 6 00 Pet, Baby 2... 4) 30 Van Camp, Tall 6 50 Van Camp, Baby 4 Dundee, Tall, doz. __ 6 Dundee, Baby, 8 doz. 6 00 milver Cow, Baby _ 4 Silver Cow, Tall 6 MILK COMPOUND Hebe, Tall, 4 doz. __.. 4 60 Hebe, Baby, 8 a -- 4 40 Carolene, Tall, 4 doz. 4 25 CONFECTIONERY Stick Candy ails StendarG 222s 8 Double A Twist _____ 21 Mixed Candy GPOCers Kindergarten eager 19 Century Creams _.._ 22 oo OF ee 16 F rench Creams Es 23 Cameo Mixed 23 Specialties. Pails Muto. Kisses 26 Bonnie Butter Bites _ 28 Butter Cream Corn . 29 Caramel Bon Bons _. 32 Caramel Croquettes _ 26 Coffy Toffy 35 Cream Waters, Pep. ane Pink 26 Fudge, Walnut _.. 28 Italian Bon Bons ____ 24 Marshmallow Peanuts 30 Mancnus 2: 24 National Cream Mints, 130; Ons J 35 Nut Butter Puffs __. 26 Persian Caramels __. 32 Snow Flake Fudge __ = mwuear Cakes: | Toasted M. M. Drops 34 A A Jelly Beans ____ 20 Wintergreen Berries _ 24 Sugared Peanuts ____ 22 Cinnamon Imperials _ 24 Chocolates. Campion Honeysuckle Chips __ 40 RIONMIRes 5 ut Weters = Ocoro Caramels ..___ Peanuts, Choc. Cov’d 37 Quintette, Assorted _ 25 Mount Royals -__... 36 Fancy Chocolates. lb. Boxes Bittersweets, Ass’ted 2 00 Choc. Marshallow Dps 2 00 Milk Chocolates A A__ 74 40 Nibble Sticks Primrose Choc., Plain Dipped: 8 1 60 No. 12 Choe., Piain Dipped oo2. 2 00 Chocolate Nut Rolls — 2 00 Gum Drops. Pails PAAMIRG 22 Champion Asst. ..._.. 20 Raspberry 2200 22 Pavorite ooo 24 Orange Jellies 2... | 20 Butterscotch Jellies _ 22 Lozenges. Pails A. A. Pep. Lozenges 20 A. A. Pink Lozenges 20 A. A. Choc. Lozenges 20 Motto tiearts 00. 24 Malted Milk Lozenges 24 Hard Goods. Lemon Drops O. F. Horehound Dps 22 Anise Squares __..___ 22 Peanut Squares 20 Horehound Tablets —. 24 Pop Corn Goods. Cases 100s Cracker Jack, Prize 7 00 Checkers Prize —_._- 7 00 Cough Drops oxes Putnam Menthol Hore- hound oo 1 75 Simith Gros, 222 2 00 CRISCO aos, 248 and 12s _.. ni B16, ee 15% COUPON BOCKS 50 Economic grade __ 2 50 100 Economic grade 4 50 500 Economic grade 20 00 1,000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR 6 ib. boxes 2020 = BO 3 4D. Boxes: 2200 60 DRIED FRUITS Apples Evap’d, Choice, blk... 12% Apricots Evaporated, Choice -... 25 Evaporated, Fancy ---. 30 Citron 10: Ib. Dox 22 62 Currants Packages, 14 oz. --.. 20 Boxes, Bulk, per lb. 18 Peaches Evap. Choice, Unpeeled 18 Evap. Fancy, Unpeeled 23 Evap. Fancy, Peeled ~. 25 Peel Lemon, American —-.... 32 Orange, American ---. 33 Ralsins Fancy S’ded, 1 lb. pkg. 27 Thompson Seediess, 1 ib. pkg. 2 am Thompson Seedless, Du 26 California Prunes 80-90 25 lb. boxes —one 70-80 25 lb. boxes —_ 60-70 25 lb. boxes ~.@12 50-60 25 lb. boxes -.@14 40-50 25 Ib. boxes -.@16 30-40 25 lb. boxes -.@19 FARINACEOUS GOODS Beans Med. Hand Picked —. 05 California Limas .-.. 10 Brown, Holland --.... Farina 25 1 lb. packages -_._ 2 80 Bulk, per 100 lbs. ~.._ Hominy Pearl, 100 lb. sack —. 8 00 Macaronl Domestic, 10 lb. box 1 00 Domestic, brkn bbis. Golden Age, 2 doz. 1 90 Fould’s, 2 doz., 8 oz. 2 00 Pearl Barley Chester 2 4 75 Peas Scored, 1D, 220 — 4% Pout, 1be 2 6% Sago Mast Indian oo 7 Taploca Pearl, 100 lb. sacks —_ 7 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant, 8 doz., per case .... 3 70 FISHING TACKLE Cotton Lines No. 2, to fe0b 1 45 No. 8, 15 feet 22 1 70 No. 4, 35 feet 1 85 No. 5, 15 feet oo 215 INO. 6; 15 feeb oo 2 45 Linen Lines Small, per 100 yards 6 65 Medium, per 100 yards 7 25 Large, per 100 yards 9 00 Floats “ha 1%, per gross __ 1 50 No. 2, per gross __.. 1 76 No. 2%, per gross __ 2 26 Hooks—Kirby Size 1-12, per 1,000 _. 84 Size 1-0, per 1,000 _. 96 Size, 2-0, per 1,000 __ 1 15 Size, 3-0, per 1,000 __ 1 32 Size 4-0, per 1,000 __ 1 65 Size 5-0, per 1,000 __ 1 96 Sinkers No. 1, per gross 65 No. 2, per gross 12 No. 3, per gross 85 No. 4, per gross 1 10 No. 5, per gross 1 45 INO): 0, per grossa | 1 85 No. 1, per gross ..... 2 20 No. 8, per gross __.._ 3 35 No. 9, per gross _____ 4 65 FLAVORING EXTRACTS Jennings Pure Vanilla Turpeneless Pure Lemon Per Doz. 1. Dram 20 Cent 2 1 65 1% Ounce, 25 Cent __ 2 2 Ounce, 37 Cent ____ 3 00 214%, Ounce, 40 Cent 3 2% Ounce, 45 Cent __ 3 4 Ounce, 65 Cent ._._ 5 60 S Ounce, $1.60 9 00 7 Dram, 20 Assorted__ 1 65 1% Ounce, 25 Assorted 2 00 Van Duzer Vanilla, Lemon, Almond, Strawberry, Raspberry, Pineapple, Peach, Coffee. Peppermint & Wintergreen 1 ounce in cartons __ 2 00 2 ounce in cartons _. 3 50 4 ounce in cartons _. 6 75 © Onnce oo 13 26 Pane --26 4€ Quarts 2 51 00 Gallons, each ___.__._ 16 00 FLOUR AND FEED Valley City Milling Co. Lily White, % Paper BAC Harvest Queen 244%s 9 50 Graham 25 lb. percwt. 4 20 Golden Granulated Meal, Zo. 1bS., per cwt. N 2 20 Rowena Pancake Com- pound, 5 lb. sack __ 4 50 Buckwheat Compound, O10; Sack Light Loaf Spring Wheat, 2416s ___ 9 80 Watson Higgins Milling Co. New Perfection, %s 9 40 Meal Gr. Grain M. Co. Bolted 2 2 25 Golden Granulated __ 2 60 Wheat NO, 2 Rea 2 1 28 No. 1 White 2. 1 25 Oats NMichivan Carlots: .. 46 diess than Carlots —|_. 60 Corn AMiOts oe 69 Less than Carlots _____ 15 Hay Camlots 220 18 00 Less than Carlots _._22 00 Feed tg Car Feed -._ 30 00 No. 1 Corn & Oat Fd 30 00 Cracked Corn 30 Coarse Corn Meal __ 30 00 FRUIT JARS Mason, pts., per gro. 8 46 Mason, qts., per gro. 9 60 Mason, % gal., gross 13 90 Ideal Glass Top, pts. 9 G5 Ideal Glass Top, qts. 11 50 Ideal Glass Top, % gallon oo 15 65 GELATINE Coxs 1 doz, large 2. 1 45 Cox’s 1 doz. small’. 96 ven0-O, 3 dog. 45 Knox’s Sparkling, doz. 2 25 Knox’s Acidu’d, doz. 2 25 Mingte, 8 doz |. 4 95 IOISON A 1 50 ORIOCG 2: 15 Elymouth Rock, Phos. 1 55 Plymouth Rock, Plain 1 35 Waukesha oo 1 60 of 4 May 18, 1921 MICHIGAN TRADESMAN 37 HIDES oe PELTS PIC — aca yl oe sap, Seasoning WOODENWARE Green Not) 05 Gareel 1400 count. 18 60 Condensed No. 1 car. 200 anise _______-_______- 20 Chili Powder, 15c .___ 1 35 Baskets Groen, No. 8 04 ae ti. cs coum 10 a8 are eae oc — = Canary, Smyrna __-_ 08 Celery Salt, 3 oz. ---. 95 Bushels, narrow band, Cored. INO. 2 07 5 gallon kegs ________ 4 25 te a Cardomon, Malabar 1 20 Ore 90 wire handles ----~- 2 90 ioe oe 06 ans Colery (Ge 40 Onion Salt ~--._-_____ 1 35 Bushels, narrow band, Calfskin, green, No. 1 13 Barrel Small % bbl oe Feet 215 Hemp. Russian 07 Garlic ~-~------------- 1 35 wood handles ~-..—- 0 Calfskin, green, No. 2 11% Ball he So 2300 i 3 oo Mixed Bird 13% Ponelty, 3% oz. -._-..225 Market, drop handle 1 00 Calfskin, cured, No. 1 15 Beal ofl" ieee =e % bbis. 9 IDS. ------ 9 {9 Mustard, yellow —--. 12 Kitchen Bouquet _._. 3 25 Market, single handle : 10 Calfskin, cured, No. 2 13% ° &% lon Kegs —______ 4 25 i; er wan an na----- 7 00 Magis ge Laurel Leaves —____. 39 Market, extra —.______ 1 60 q forse, No. t 1 2 50 Gherkins toe at 1415 Rape 16 Marjoram, 1 oz. _.____ 90 Splint, large ----.-.-- 9 50 4 Pies Wn 8 en Bae 28 00 wus Savory, 1 oz. --._____ 90 Splint, medium -----. 8 75 Halt barrels 15 00 ripe : SNUFF Poyoe, 1 of $0 «Splint, small —...... 8 00 Peits & gallon kegs __... 5 00 Kits, 1s ibe. 2 90 Swedish Rapee l0dc 8 for 64 Tumeric, 2% oz. 90 ih Old) Wool) i 25@ 50 Ey bblis., 40 Ibs. ------ 160 Swedish Rapee, 1 Ib gls 85 2 “a Eambs 2 10@ 25 Sweet Small % bbis., 80 lbs. -_____ 300 Norkoping, lve 8 for __ 64 Butter Plates Shearlings _____ 05@ 10 Barrels 30 00 Norkoping, 1 lb, glass .. 85 STARCH oY aT Halt barrels oo 16 00 Casings Copenhagen, 10c, 8 for 64 Corn Escanaba Manufacturing a. 5 gallon kegs -------- ime oes ess Copenhagen, 1 Ib. glass 85 Kingsford, 40 Ibs. -_. 11% Co Nod 2 es ois PIPES a round set ___. 22@24 SOAP eee _ lb. pkgs. 9% Standard Emco Dishes Pastel nasa 3eef, isiiddles, set__ 50 ow Ceres igs . No. 2 -----------__. @3 Cob, $ dox. m box __1%6 Sheep, a skein ie asupe 00 Proctor & Gamble. Argo, 48 1 lb. pkgs. __ 3 te No. 8-50 extra sm cart 1 55 Wool No, PLAYING CARDS se an, atte _Semorted i Ne ee ee ore nwashed, medi r@1ig No. 90 Steamboat --.. 2 75 Vory, 100 6 oz, _... 7 00 C.. ngsford No. 8-50 md’m carton 1 83 pe. ep “eet Me 68 Beoeels e Uncotored Oleomargarine § {yory Soap Fiks., 100s 8 50 Silver Gloss, 40 1 Ib. 11% No. 8-50 large carton 2 14 Hine _ |: ee @18 Pickett = 2. 3 50 oSlia Dairy ag ae eos 28@29 Ivory Soap Fiks., 50s 4 35 No. 8-50 extra Ig cart 2 64 Market dull and neglected. Country Rolls __--~- 30@31 Lenox, 140 cakes ~- 5 50 Gloss No. 4-50 jumbo carton 1 83 A POTASH RICE P. & G. White Nz uptha 5 75 AES. 48 | 1 Ib. pkgs. ve 3 mn No. 100, Mammoth —. 1 65 HONEY sag? o 75 Star, 100 No. 11 cakes 5 75 ‘Argo, 12.3 Ib. pkgs. a Babbitt's, 2 doz. _... 2 76 Haney Head 7on Star Nap. Pwdr., 100s 390 Argo, 8.5 Ib. pkgs. 2 i Cie Airline. N : is 4 00 Bide Hes) Star Nap. Pwdr., 24s — 5 76 Silver Gloss, 16 3 lbs. 11% Barrel, 5 gal., each 2 40 Airline. No. a ae ; = FRESH MEATS Broken —--~_-_________ 3 00 Silver Gloss, 12 6 Ibs. 11% 3arrel, 10 gal., each __2 65 ’ 20) 5 : Lautz Bros. & Co. 3 to 6 gal., per ee a mace ROLLED OATS Acme, 100 cakes ~..-. 6 75 Muzzy —e Per doz. - 850 Top Steers and Heifers 16 opto ar Dols, ee 6 OO ae ae 100 blocks ; 85 48 «I i packages .... 9% aera Good Steers and Heifers 15 rolled Avena. bbls, 7060) seas, tele - - 85 16 3 Ib. packages -_.. 9% Clothes Pins JELLY Med. Steers & Heifers 13 Steel Cut, 100 Ib. sks. 4 00 Guar hie en 525 12 6 Ib. packages --.. 9% Escanaba Manufacturing : agua apes aot Monarch, 90 Ib. sacks 3 00 ueen nite, S06 cakes € 06 50 Ib. boxes __.... ‘ P Com. Steers & Heifers 11 1% ° ure, per pail, 30 Ib. 5 60 ea. : Quaker, 18 Regular _. 2 15 >be a ei oe : - No. 60-24, Wrapped _. 6 10 ; ao . uaker, 20 Family —__ sen Anne, cakes 5 i>, 20-94 Wes -” Top ------------------- 14 7 510 Yautz Naphtha, 100s 8 00 avetine ay or an Wrneeed -- : 10 JELLY GLASSES oe be SALAD DRESSING es ar ee aes WERveee «= © 4 Om. ber dom. —___. “ Connie OS GO, Pe Fe cnck fm «aehansae 2. olum bia, Hint 00 ac é , > 2 a merece 2 Bh Veal. Durkee’s large, 1 . Black Hawk, fixe bxs 4 25 Blue Karo, N \% : Egg Cases MINCE MEAT Top .--------.---~------ 13 Durkie's a. 9 ra . . Black Hawk, ten bxs 4 00 2 a ? ~~ 2 40 iy 1, dene caresee --_6 00 None Such, 3 doz. Good ~------~----------- 12 WDurkee’s Picnic, 2 dz. 3 25 Box contains 72 cakes. It ULlue Karo, No. 2%, 2 Ne is Sigil eho --12 00 case for 5 6 Medium iL Snider’ s - ; . a i ‘Oo. l, Star Egg Trays 8 00 San oS a Snider's large, 1 doz. 350 is a most remarkable dirt aoZz. —~~. _— -. 360 No. 2, Star Ege Tray 16 00 — 3 doz. case Common = ----~----~---- 08 §Snider’s small, 2 doz. 2 35 and grease remover, with- Blue Karo, No. 5, f dz. 3 50 ' 465 ay SO ee 475 + anh out injury to the skin. Blue Karo, No. 10, s ae : 94 SALERATUS . ach 0% se--azz—g- 3 30 iui OLASSES we re 1 oS Pack : scouring Powders ted Karo, No. 1%, 2 . / ucets New Orleans | an Sauarau enue 20 ia ee peat Ag Oa Sapolio, gross lots __ 12 50 doz. canes 216 Soe Bene, 2 Oe -..... 70 Fancy Open Kettle ____ 95 ae tt oo Wyandotte, 100 %s __ 3 00 py ae a oe iis va Karo, No. 2%, 2 Sark weed 10 ae Hi Choice oa | Sk utton. : Sapolio, single boxes 3 15 doz. soe 4 15 ed, . ee Good ee oo Ee Sapolio, hand _.... 3 15 Red Karo, No. 5, 2 daz. 4 00 Good ae 85 oo a SAL SODA Queen Anne, 60 cans 3 60 tied Karo, No. 10, & M Stick Selec -———--—-- > ; 1S S r Mai “ g aoz. s cee! as ° c Half barrels 5c extra Poor _.. ee Granulated, bbls. ____ 2 60 now Maid, 60 cans -. 3 60 loz : 8” Trojan siete — 2 25 H } iam 09 Ge i. ou Ib. 1 Washing Powders Pure Cane N a en NUTS—Whole er 108 ae ae ah epee oon . b. Snow Boy, 100 5c ____ 4 10 Pair oe . oO. L common ... 2 25 Almonds, Terragona 25 Medium ‘hoe a ee ia ee eee 3 00 aoe ae = - oz. 4 20 ane a ce ees else aaa al i", brush hold 2 25 Brazils, large washed 31 Gigs Bnd stags 9 Snow Boy, 24 pkgs. 600 Choice ------~----..-... Nia GoleGn 1 aS ae Fancy Mined ao Le ; padi and stags si SALT Snow Boy, 20 pkgs. 7 00 boon orton mae ‘heads 3 bs Silberts, Barcelona __ 32 Bote ee 16 TABLE SAUCES ee ee Peanuts, Virgina raw 11 Seavideee ge Solar Rock Soap Powders . ees a |e aE Peanuts, Virginia, Mame (oo 22 oo 1b. sacks, oo 75 Johnson’s Fine, 48 2 575 Lea . : Beeten’ ee 4 35 Pails roasted —-________.- 13 Snareribs 2. 19 c Johnson’s XXX 100 -- 5 7 Pepper coo age | =6EO at. Galvanized 2 ae Peanuts, Spanish ___ 25 Nock hones 2.010 4 ommon Lautz Naphtha, 60s _. 3 60 Royal Mint. 960 12 at. Galvanized __.. 3 7% “ alnuts, California __ 29 Granulated, Fine ____ 460 Nine O'Clock 410 Pobsscno «si lt OC Ct. Galvanized ..... 4 Walnuts, Naples --_. 25 PROVISIONS Medium, Fine =. 836 Oak Leaf, 100 pkgs. 650 England's Pride _____ 140 Fibre ae er Old Dutch Cleanser 5 sy Shelled Barreled Pork Se Ann o anal 3 a A-l, large - oo 6 OU elle ' e, 0 28. Al gmall | 2S Se Almonags oo) 55 Oe es i veh es . Rub-No-More -__-—_- BSG Catere = 1 ge | Toothpicks Fa Crone. » ac Clear Family 27 00@28 00 CLEANSERS. Escanaba rn Peanuts, ‘aa : TEA No. 48, Emco_ 1 85 7 bee 2 Ory Sal Meats No. aa 3 Peanuts, Spanish : S P Bellies __ 16 00@19 00 ( vl Japan No ia heie deal “ia ; 5 200 in bbl , 24 : F Medium ss Sa@4Z a 100-25 ‘/ a 75 Pecans . Ly ae? Lard bhi tieaaaanel T ala oo . 454 — -2500 Emco -_ 7 00 Wane oT ls 80 Ib. tubs ----advance | % LEN ZER Api ge ae Pure in tierces 114%2@12 os sinh _ . _ dl Mes c* ' Traps OLIVES Compound Lard 09 @10 Sn oh os one Mouse, wood, 4 holes __ 60 Bulk, 3 gal. kegs, each 4 50 69 Ib. tubs ----advance s No . Nibbs ancy ess eo ise, wood, 6 holes _. 70 , 3 gal. s, each 4 5 5 advance No. I oo Mouse. t é Pe oe cae ce ee rs Sittings, bulk ——----. G21 Rat oh gal lamas 2 Stuffed, 3% oz.” poe 70 ie calls. aes 2 eitines. bulk -—— G3, Rat. wood -------—---. 1 00 Se Re Se ee oe 2 10 1b. pails ----advance : oes (eo tat, Spring -_....___. i Ps ot stuffed) - 5 10, Bans ---- Bias f Gunpowder a ee ie " i e 2 ce p e ee a oe es 3 00 3 lb. pails ----advance 1 Moyune, Medium —_ 35@40 i i Moyune, Choice --_. 40@45 Tubs : Cee ee orator 5 oe : or 98 Rive case lots ._.___ 2 30 ih ibre -------. 42 Ov } Lunch, 16 02. & 26 Hams, 14-16 lb. 26 @zs chal Young Hyson - No. 2 Five 38 U0 ig ?: Mammoth, 19 Hams, 16-18 lb. 24@ _ 26 shoice ------.------ 35@40 No. 3 Fibre -_-.____ 33 00 eg. oe 5 60 Hams, 16-18 Ib. 24 @26 — pancy ___. --_ 50@W60 Large Galvanized -. 11 25 Queen, Mammoth, 2 4 — dried beef 38 @39 Middies 0 25 Oeinne eee 9 25 Beene nnn | See stoeas ee oe gate Tablets, 1 Ib. ------ 30@32 Seeioae. Meeata Q45 all Galvanized -. 8% Olive Chow, 2 doz. cs. California Hams 15 @16 Formosa, Medium __ 40@45 mer dog, [oo 2 50 Pienic Boiled : Tablets, % Ib. ——-- 2 00 Formosa, Choice __ 45¢050 Hams —- 34 @36 GG NONSE - ++} 7 Formosa, Fancy -~ 55@75 Washboards i pie : ; Y 7) 42 . Banner Globe ............. 6 50 \ PEANUT BUTTER Boiled Hams -- 40 @42 Holland Herring : a : i Minced Hams -- i Os “itd i. ae. _ English Breakfast pba — eee [a Bacon ---- --- = Ute v. 2 “a 15 75 8 can cases, $4.80 per case Congou, Medium -. 40@45 oitie Becrtenn ae 9 50 ' Standards, kegs _-_- 50 Congou, Choice _... 45@50 cs 4 : eS ---- f ss Sausages : Y. — hone euaat TT 1 10 SODA Congou, Fancy - 50060 Single Encsiene i 9 00 4 Bologna -- oe LO Bi Carb, Kegs 4 Congou, Ex. Fancy 60@s80 +vOrtne ueen --.. 7 50 Liver ! oe one! 5 ------ ' versa) oo 8 00 brankiort .-2.8 _ 16 Herring Pork ------------- 18@20 K K K EK, Norway — 20 0u logge Pekoe, wa -- 40@45 Window Cleaners Veal ~---------------- S ih. pada 2 (oy 40) «6Bilapice, Jamaica _... @is Dr. Pekoe, Choice... 45@48 / . ; ii 2 ¢ Tongue PUM eanin semen 14 Cut funen 110 Cloves, Zanzibar ___. @30 Flowery O. P. Fancy 55@60 2m if. ..._...., +, 1 66 Headcheese ---------- Scaled, per box _ 40 Cassia, Canton ______ @22 14 in. ---------------- 1 85 a Boned, 10 lb. boxes _. 24 Cassia, 5c pkg., doz. @40 1¢ in, —__.__._ 2 30 Bel-Car-Mo Brand Boneless _.-. 24 00@26 00 vei a ee es Tie nanan minger, CAREN ( Sinknecncnaiy 3 Om : = case -- Rump, new -- 25 00@2? 00) 4. 4 100 Ibs 12 Mace,’ Penang _____- @78 Cotton, 3 ply cone -.-- 30 4 , Pn Bowls . pails —--_---_. a ee Mixed, No. @17 ‘otton, 3 ply balls 3 3 in. Butter -_.___. if 2 ©, pals Canned Meats red a ge Mixed, No. 2 272-77 @16 Wool, 6 ply ---------=- 22 18 In. Butter ———-—- 7 00 : Fa’ ern in crate Red Crown Brand Wat @ ibe 2 Mixed, 5c pkgs., doz. @45 : a in. nar ------- a 00 j + pals ..----~--- a te OF oe oe Nutmegs, 70-8 . @a0 VINEGAR 2m. Butter _._.... 12 00 q 15 ib goalie 2 Corned Beef, 24 1s -- 3 50 ' oe u | 3 25 1b pails Zoast Beef, 24% 1s. 3 50 Mackerel Nutmegs, 105- 110 45 Cider, Benton Harbor__ 25 4 50 Ib. His Veal Loaf, 48 %s .— 1 36 Pepper, Black --- @19 White Wine, 40 grain 21 100 Ib. drums _------- Vienna Style Sausage, Mess, 100 Ibs. _.___ 26 00 ponver. White @40 White wine, 80 grain 31 WRAFPING PAPER ce Me ee 195 Mess, 50 lbs... 13 50 P pper, Cayenne _____ @22 White Wine. 100 grain 30 Fibre, Manila, white 07 Virginies, 24 1s —---- 3 50 Mose 10 Ibe, 3 00 aprika, Hungarian ' No, 1 Bibre __...., Gaus PETROLEUM PRODUCTS potted Meat, 48 %4s-. 50 Mess, 8 lbs. ------_- 2 85 Oakland V waxi, Butchers Manila -_.. 08 Iron Barrels Potted Meat, 48 %s_ $5 No. 1, 100 lbs. ______ 25 00 Pure Ground in Bulk ' os eet & Pickle we ee > Hamburger Steak ‘and No. 1, 50 lbs. ------ 13 00 Allspice, J: @17 ak 0.8 ands. a Perfection --.--~-.~-- 8 - N 1/16 1 28 J umaica --._ @17 Oakland Apple Cider 45 % Red Crown Gasoline 31.9 Onions, 48 %s ..---. 1 35 Oe Fs 8S. ------ 5 Cloves, Zeeae ---- @40 Blue Hibbon Corn _. 98 YEAST CAKE : Gas Machine Gasoline 40 Corned Beef Hash, — Cassia, Canton ------ @22 Oakland White Pickling 20 “He. 4 - F V. M. & FP. Naphtha 27 48 tq 2) 1 35 Lake Herring Ginger, Anica @ 24 ' Ps ‘kages né aa isa a Magic, 3 doz. -------. 2 70 a Capitol Cylinder, Iron Cooked Pepicsccies Tongue, | % bbl, 100 lbs. ...... 750 Mustard i as ee Sunlight, 3 doz. ~----- 2 70 a We ea 47.5 BA 2ee 2 80 Mace Penang - oT @70 Sunlight, 1% oz. --- 1 35 4 Atlantic Red Engine, oes Ox Tongues, SHOE BLACKING Nutmegs ae @34 WICKING Yeast Foam, 3 doz. -. 2 70 a Tron Rbls. 2. 26.5 1 = So oo & ae ge mage é dz. : 60 Pepper, B lick @20 No. 0, per gross 70 Yeast Foam, 1% doz. 1 36 4 Chili n Carne, s an i ae -epper Thite @ 3s : co pene 2 Winter Black, Iron o é y Box, small 5 Pepper, White ------ @32 No. 1, per gross -.-- 385 yEAST—COMPRESSED Bbls, 16.5 Sliced Beef, 2% oz...180 Bixby’s Royal Polish 136 Pepper, Cayenne ____ @32 No. 2, per gross —_-. 1 25 j > Polarine, iron Bbls..- 54.5 Sliced Beef, 5 oz. --. 315 Miller's Crown Polish 90 Paprika, Hungarian-. @60 No. 3, per gross ---. 1 90 Fleischman, per doz. -. 28 MICHIGAN TRADESMAN May 18, 1921 Ss Kight to Choose His Cus TOIrr ers ‘ 4 “ “6 ‘ y c ¢ ‘ t ' S x 7 F ) ( f ( ‘ f t ‘ t ‘ ‘ egare j t ‘ i ‘ { ‘ ‘ e ye ‘ j t t ering 16 ; t ‘ ‘ ( ‘ t ‘ ; é a t ( { el] j t i j t iv ‘ t the ] ‘ it it 4 ! {fiat latientall true I ' edle his ‘ et ‘ an cu ‘ Ne 4 ! etifer iito ; ec tiie I 4 it if iii filed it] Ij 1) 1 heey FO 1 ‘ li i i i list btitad iid’ yf hit ‘ tliat fie diate Phie ifiti-trust ict loreover, it lor @ jury to say hether there have been such aeres el Ii lute it a little different] i eller can refuse to ell aris bod hic (shit ut ¢ ell to but lie Cah ft be the tied directly or indirectly. of i iit eithie people to refuse to sel] hihi | a littl tiiite the case il] ‘1 | | Caine the famony ( olpate Case the Court held in thi i that aince ( irate liad no Hionap l he was within his rights whe ti The uinouiced im advance the prices at lite hie itited | poaod old ariel then he refused to sell to dealers who i t sell at those price Phere was i chat pe that Colpate W 0 liad Hiade any apreement vith anv of at lttibutors that they should refuse to | i hh | hieetis ( oleate & 0 hould put a ban en. and the case therelore kimply decides that a selle: ii) reliise t ella dealer who doesn't fort to tas idea of price In other waited i elles pielit ti choose his “wi foes in nat affected by the act that he cut rcustomer off merely Liets that cust rthied ells too cheap AS RS RE ‘7 >) HU SST Ci} # verre Me were vite TITITNTTIT & 4 k PLE, Se TH 1d ). li ia) iy -_ % Mink if j Hy ]] ik D 4 Hin MAA peSeverretererecet? ie ty vr ei t advance in Cotton which is plentiful. The cut in price n the South will probably result in a larger crop than ‘ basis of demand, that is without reference to cost or profit ° price is higher proportionately than a line of merchan- ci ty ' & for Fail are cheap, likewise Satine, Cambrics, etc. s € cheap ve t hel tk weather. Ginghams are scarce and selling at a premium, with indications that net more than two-thirds of Fall orders will be filled by Mills. Percales are fJike Ging- nNBIMms except that they are not quite so scarce Wash Goods such as Voiles and Organdies are in demand, espec- ally in new small checks and foulard designs Prices on Towels, Pattern Cloths, etc. have been reduced below cost Delivery on Oamasks is unobt abl efore October 1st. Draperies and Curtain Materials have been priced very tow, which should bring back hi mand on this merchandise. Blankets have been priced for Fall et Orices approximately 40% less than fast year Comforts and other such items are on the same basis. Sheets and Pillow Cases are sold from two to four months in advance on ail numbers and on some numbers of Wide Gheetings there have been small advances. Most numbers are soid until Sept. 1st. Bleached and Brown Cot- tons and Pillow Tubings are very hard to get and sold far ahead. Some lines of branded merchandise are sold far ehead and prices much nigher proportionately than unbranded tines. Mills are refusing very much business aneac ang when they have attempted to work extra time have been confronted with strikes and labor troubles. Outings, both fancy and piain, Shaker Flannels, etc. have all been priced for Fall on a very low basis in compari- sor with other lines of Cotton Goods and with the short time to manufacture, it is thought that there will be a Cistinct shortage in such fines Ali lines of Notions are moving continually, with few price changes. This department should be one of your best departments. tne prices in many obtained fast enough to take care of prices of last year, Cotton Cases Hosiery are below cost. + which should make them a big selier this year. ° Cc es » = e a cannot be the demand. Bathing Suits h ar ined fa Cotton Underwear is in g a reat v t enough to take care of the demand and demand and sold to July and cannot be € been reduced approximately 40% from the Sweaters, and Knit Goods are priced very cut continually, iow for Fait With short production it would be well for you to cover at orger, Men’s Furnishings are very tow priced and have been by cutters and manufacturers. This includes ail fines of shirts, pajamas, dress pants, rain coats, dress shirts, suspenders goods like Mackinaws, Duck and Sheep Lined Coats, Winter Pants. Denims and Orilis have apparenti Standard merchandise, are of soid up until August. about 50% or more off, Shirts, Suspenders, etc. are One peculiar feature of our business during the slump has been that Ladies’ holding firm. a great deal of distressed merchandise. Flannel Shirts have been re-priced on immediate lines, such as Boys’ Biouses, practically stahilized on a least a part of your needs on Future due to the necessity for money Men’s Furnishings, such as collars, neckwear, night , etc. etc. at prices which are very low. We are showing fall lines of heavy y reacned a level and the prices on Overalls and Work Shirts, especially in of a a very One Manufacturer low tevel. well low Pants, Umb have exceeded last year, indicating that the prices on Ready-to-wear h buy made-up merchandise rather Aprons, tiouse Dresses tions, Camisoles, We are closing of infant's Wear and other numbers o selling much helow present cost. Th continues to improve a further The United States has on hand tion in 1913 of 550,000,000 pounds. all over the world are targe. what above the pre-war prices, All merchandise of wages and other comparatively hi Future Order and then tater buy as much larger recently than in 1919. Raw Silk continues on about the same basis but the outlook 1913 but were only about two-thirds as large as in demand. one-third of what they were some fundamental and seasonable strength The Japanese Syndicate Silk Piece Goods are in good demand, although any att Hosiery is temporarily scarce owing to the strike about equaled sufficient to wareée-houses meet the reduced are about length of time. Silk hosiery, of which we have a ers catering to buying Silk Merchandise in reasona A tendency toward easier money has helped to stimulate iT 1S JUST HARD TO GET” expresses the situation. make extra efforts are getting a fair volume of busines: Retailers who efforts are not getting much business. business. We want to help you Visit us during May and we are going We find that many smatler obtain targe good and you your windows, than making Petticoats, Wash and Tub Skirts, Bloomers, Corset Covers, Bandoes, Brassiers, Mustin Corsets has heen re-priced to the lowest market and is very cheap, again restored all Corset Manufacturers are making an e€ recovery it. We Gowns, f Ladies Ready-to-Wear € market on Gray Goods in Cotton WOOL is expected. approximately one year and a half’s supply of wool and our is less than betore the war, so that there is little indication of strength is close to 800,000,000 pounds and this year we will do well to consume 450,000,000 as against a The proposed tariff on wool Present price of wool is about 45% gh costs of manufacture. you need the merchandise. SILK The consumption a year ago. is still ahead. they are sold far bie GENERAL This means that you will be rew and make you the proposition of paying even further than this. interested, fill out and send us the attached coupon. GRAND RAPIDS DRY GOODS CO. GRAND RAPIDS, MICH. EXCLUSIVELY WHOLESALE Grand Rapids Dry Goods Co.,, U-EN Commerce Ave, 8, W,, Grand Rapids, Mich. We are interested in having your ur » 2821. bh industry. We find that M are making very low prices on Middy Blouses, Phill as out a line of Children’s Dresses at ridiculous prices. made of wool has been priced for Fall on a very low basis, The best policy Imports of Manufactured Products have been is not for much higher prices. 1919. is now the The silk is to be expected, although no large advance artificially holding up the price of raw silk. empt to raise prices meets with failure. which is continuing. large stock and are selling below present market. the Hosiery trade claim it looks as quantities for your immediate use. , stores who do not have an Advertising Manager, Increases in their business by putting on SPECIAL SALES. desire our heip, one of our experts will help you pick out the arrange your store and obtain extra business, which you would not ordinarily get. The slogan ‘“‘BUSINESS Many Manufacturers have gone broke, thereby relieving the market known branded line of Work Shirts is basis compared with last year, being Knickerbockers, Rompers, Wash Suits, rellas have apparently reached bottom. Ready-to-Wear and Notion sales ave gone so low that people prefer to Waists, Silk, satin and cotton Chemise and Combina- ipine Gowns, etc. Our line of W. T. owing to competition which has been xtreme effort to get business. We are also closing out certain lines which we have discontinued and which we are advanced last week and if the European situation consumption Available supply normal consump- in the wool market. may help the situation, but the stocks of wool under the high prices of 1920 but still some- even considering the high cost is to buy part of your needs on Imports in 1920 The present rate of Imports is not largest since September and stocks in industry is improving rapidly and can be looked for any Certain lines of Full Fashioned This has caused a shift to seamed Artificial Silk Yarn Manufactur- if you are reasonably safe in IS NOT BAD, ills, Manufacturers, Wholesalers and while those who are not making such arded for making special efforts to get your Railroad fare to induce you to Window Trimmer, etc. can 'f you find your business is not merchandise, write your ad, trim If you are NO RETAIL CONNECTIONS Date help for a SPECIAL SALE. Name Address We desire to have your expert call on & oe! ul UH mY Lif Uy Pt) UA PA ie a nc BA Po Wy] ic PS) Uc I] Ue ISTE TTS TTT TES eS ld Py] — = OR v v May 18, 1921 Next came the Schrader case, in which the Government sued Schrad- er’s Son, Inc., a manufacturer of pat- ented automobile accessories. It was charged and proven that Schrader made regular agreements both with jobbers and retailers to sell his goods at fixed prices. When anybody cut those prices Schrader would cut him off and compel his other distributors to cut him off. Schrader was found guilty and the U. S. Supreme Court upheld the conviction because it said “the parties combined through agree- ments designed to take away dealers’ control of their own affairs, and there- by destroy competition and restrain the free and natural among the States.” Now comes the Frey-Cudahy case, involving the same state of affairs as in the other two cases, viz., a situation where a manufacturer, attempting to hold his dealers to a certain resale flow of trade price, tries to keep goods away from cutters. What the Supreme Court says in the Frey-Cudahy case is that while a sell- er, as was ruled in the Colgate case, undoubtedly has a right to choose his customers, he must not be the means of forming agreements with his dis- tributors, of keeping goods away from a given distributor; that such agree- ments need not be expressed, either verbally or in writing, but can be by tacit understanding, or a course of dealing, and that whether such agree- ments or understandings have been had a jury must decide after hearing all the facts. The only reason the Frey-Cudahy verdict was not sustain- ed by the Supreme Court is that it was rendered after an erroneous instruc- tion by the trial court. In other words, while the Court affirms the fact that these cases must be decided by juries, it says that this particular jury had incorrect instructins and therefore the Circuit Court was right 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. in setting the verdict aside. If the verdict had been rendered after cor- rect instructions by the trial judge, the Supreme Court would have upheld it. The importance of the decision is in this: That when the manufacturer of a trade-marked article starts in to make the trade resell it at a certain fixed price, he is confronted by the fact that any cutter whom he has cut off, and had others cut off, can sue him for damages, that his case will be heard by a jury of laymen, that be- fore that jury his whole scheme to limit prices and the way he has car- ried it out will be told, and that the jury: will then have the legal power to render a verdict against him if they think he had an understanding with the trade that sold: a verdict, let it be said, that can- cutters shouldn’t be not be overturned if there was no er- rot at the trial. My judgment is that juries of lay- men would render verdicts in favor of plaintiffs in cases out of ten; that is the danger of the new situation. [Copyrighted 1921.] —_—_>-- + nine When some special occasion comes along on the calendar, if you mark your picture post cards to sell by the dozen, you will sell a lot of cards to the people who only needed seven or eight. A harp-shaped fixture, formed of three nieces of light wood, made an attractive St. Patrick’s post card display. Two of the pieces used were plain strips, the same width from end to end: the upright piece was several inches longer than the piece that went across the top. wider and 3rass curtain rods were used as strips for the harp and the woodwork was cov- ered with green paper and decorated with artificial flowers and foliage. Sev- eral bows of green ribbon and an American: flag hung as a background set off the entire fixture. Mr. Retail Grocer: GRAND RAPIDS Supreme DANISH PRIDE Quality Are you getting your share of business on DANISH PRIDE The PERFECT MILK The housewife is fast learning the superior quality of this brand of canned, unsweetened evaporated milk, and when she once tries it, insists on having no other. JUDSON GROCER CO. Wholesale Distributor Supreme DANISH PRIDE Quality MICHIGAN 39 If set in capital tetters, double price. No charge less than 50 cents. display advertisements in this department, $3 per Inch. Sriall Payment with order is required, as amounts are too small to open accounts. Want to hear from party owning a good general merchandise business or other business for sale. State cash price and particulars. John J. Black, 130st, Chippewa Falis, Wisconsin. 283 EXPERIENCED SALESMAN desires eonnection with large retail shoe where there is a chance for advancement, At present employed as salesman and assistant buyer. Best of references. Charles ©. Ballard, Monroe City, Mo. For Sale--Implement store in a thriv- ing city of 15,000 in central part of Mich- igan. About $8,000 stock. ast year business $26,000. This has always been a money maker. Selling on account of other business. Address No. $44, c-o Michigan Tradesman. 344 SALESMEN WANTED To handle SCOPO, the sanitary sink shovel as side line. SCOPO typifies quality in sink scoops. Nothing else approaching it in the market. Widely advertised in the leading trade papers. Sells on. sig Address Scopo Manufacturing Co., 395 High St., Newark, N. J. 345 FOR SALE—Old established wholesal and retail bakery and ice cream plant. in city of 9,000. Doing approximately $100,000 annually. Inventory $40,000. Price $30,000 part time. For full par- ticulars, write Harner & Max, 10 South Washington St., Ypsilanti, Michigan. 346 For Sale—-Shoe stock, fixtures. accounts and lease of E. W. Herrick, Kalamazoo, Michigan. Sealed bids to be in hands of trustee not later than May 10, 1921, ac- companied by 10 per cent cash or certi- fied check to trustee for bid. Inventory furnished on request. A $40,000 business. Charlies D Kable, trustee, c-0 Herrick store Boot Shop, Kalamazoo, Michigan. 347 Kighty acres, good house, orchard, in good condition. Buy from owner. Ad- dress Joseph Lutz, Route 4, Hesperia, Mich., Oceana County. 348 FOR SALE—ESTABLISHED dry goods business. BEST loeation in Kenosha. Clean stock, invoicing $10,000. Can_ be reduced to $6,000, Reason for selling. F. J. Moore, Kenosha, Wisconsin. 349 Drug store for sale in small town in eentral Michigan, with good farming, on trunk line road, for $2,500. Reasonable Must terms. Will sell or rent building. sell on aceount of health. Addre SS, No. 350, e-o Michigan Tradesman. 350 Splendid Business Chance—General merchandise of groceries, drug sundries, dry goods. Living rooms and post office in connection. Ask any wholesaler, bank, or Dunn. Reason, sickness. J. W. Al- drich, Falmouth, Mich. 351 Ola established grocery doing $500 weekly. About $3.000 buys it. Best and cleanest stock in city. After twenty-four years continuous business owner wishes to retire. Will sell or lease building. Address A. J. Clark, Lansing, Mich. 352 FIXTURES OF METAL—For every modern display and merchandising need, in all desirable styles and finishes. Spec- ial fixtures will be built to order. VISEL- DARLING CO., INC., Bronson, Mich. REBUILT CASH REGISTER CO, Inc. Dealers in Cash Registers, Computing Scales, Adding Machines, Typewriters And Other Store and Office Specialties. 122 N. Washington, SAGINAW, Mich. Repairs and Supplies for all makes. CARD WRITING MACHINE—As easy to operate as a typewriter. Different sizes and styles of letters are available in these machines. Write us for catalog M and further details. PRINTASIGN CO., 701 E. 40th St., Chicago. 306 Bell Phone 596 Citz. Phone 61366 JOHN L. LYNCH SALES CO. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN For Sale—Cash registers, store fixtures. Dick’s Fixture Co., Muskegon. 76 Will pay cash for whole stores or part stocks of merchandise. Louis Levinsohn, Saginaw, Mich. 998 TRIAL—Our service GUARAN- Exposes leaks, thus eliminating defines plainly those _ principles which our most successful mer- chants built their business. It will cause your NET profits to INCREASE. Week- iy news letter substitutes certainty for guesswork. Sweetland Service Bureau, 452 T, St. Louis, Missouri. 335 FREE TEED. losses, upon AUCTION EER—Conducts ut stock reducing sales, any- best methods used. 5912 Chicago, Il. 310 FOR SALE--WHITE’S LADIES FUR- NISHINGS. Retiring from business. Of- fer for sale a big paying business. A complete stock of clean, high-class ready- to-wear, including everything for women, misses and childrer except hats and sl} s \ splendid opportunity for man i looking for well-established business D>. KEITH, closing o1 where. The Calumet Ave.. \ddress Webber M. White, Marshall, Mo. 336 DOORS, SASH, ETC. FOR SALE Slightly used sash with eight by ten rlass 1X | a Ss twelve lights htly used panel 1 each. New window frames $1 to a pair, $1 per pair. S ©. B. Hopewell. Virginia. doors eacl F h. F&F. ; HAR- RISON CONSTRUCTION CO., PETERS- BURG, Virginia. 338 500 acre farm in Lapeer county. Good soil and buildings. Will exehange for eneral merchandise tock Address No. 39, c-o Michigan Tradesman. 339 For Sale-—-Grocery stock and fixtures located in Olivet, Mich., ‘‘The Home of Olivet College."’ Good business, fine community. Object in selling, other busi- ness interests. Write to William Green, Olivet, Mich. 340 For Sale-—Or exchange for stock of merchandise Sigh acres, ten-room I ern, 36x 48 frame silo. All build- of fruit. Grow- ing corn, peas, soy heans, sudan grass, and potatoes. Good neighbors, school. Mail delivered daily. Address H. T. Reynolds, Decatur, Mich. 342 rouse cer barn with ings rodded y crops Some timber. FOR SALE—Two-story brick-veneered building 26x 70. Fine location in busi- ness part of town. Write Jay W. Ells- worth, Wheeler, Mich. 32 WANTED—Every merchant to write us quick for our new _ booster plans. Means many dollars to you. Particulars free. Write today, before your competi- tor does. Valley Manufacturing Co., Grafton, W. Va 328 Wanted Registered pharmacist. Schrouders, 47 Monroe, Grand Rapids. 299 332 Six wit track cash carrier stations complete In use three months. Cost $240, price $125. Loewenberg Bros., 6137 Mt. Elliott Ave., Detroit, Mich. 316 ~ 2.000 letter heads $5.90. Samples. Cop- per Journal, Hancock, Mich. 150 Economic Coupon Books They save time and expense. They prevent disputes. They put credit transactions on cash basis. Free samples on application. Tradesman Company Grand Rapids, Mich. 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 40 BLUFF AND BLUSTER. More Windy Statements By the Chi- cago Bubble Blower. Chicago, May 12—The trustees of THE CO-OPERATIVE SOCIETY OF AMER- ICA won before Judge McDonald, won before Judge Scanlon and won. before Judge Foell. They will always win in any Court of Justice. Fighting the negative thinking politic- ians with one hand, at night with the other, we have built one of the most substantial business enterprises in the city of Chicago. The interests have jump- ed on the Chicago market in two years from $25 to $70. It is predicted that they will sell at $100 before a year is over. We own the seventeen story building on the corner of Wells and Randolph streets. We own the Peoples Life Insur- ance Co. and the Rochdale Wholesale Company, operating 148 retail stores. We are opening five additional stores each week and can continue for three years with our present resources. We have over a quarter of a million dollars invest- ed in food manufacturing plants in Chi- cago and a half million in creameries in Wisconsin. We have other assets and are acquiring more. Little did the railroad men of twenty- five years ago realize, when they allowed the crooked politicians of that day to put an innocent looking bill through Con- gress, that within twenty-five years the railroads, a competitive business, would be controlled and managed by politicians, and that economic chaos would be the result. Not a banker in a hundred (most of them eat too much) realized when the first ‘‘blue sky"’ law was passed that the same negative thinking politicians are reaching out to regulate and, therefor eontrolL another competitive business—- the investment banking business of the U. S. If they get control, as they surely will unless somebody fights them, all business expansion in this country will cease. We will then have another Rus- sia. Recently a representative of one of the oldest and proudest banking houses in the United States accepted what he thought was immunity from one of these negative thinking politicians in order that his banking house might dispose of some notes of a “Pittsburgh Electrical Manu- facturing Company.” The banker was, and is, guilty of a criminal offense, like any cheap culprit languishing over in the Clark street jail and the statute of limi- tation has not run against him Think of a business man being in that position. If the late Henry Higginson could see the investment bankers of the United States walking up ‘hat in hand’ and “kotowing”™’ to these negative thinking politicians, he certainly would groan and turn over in his grave. The same politicians offered the same immunity to me. I told them we were still Americans—that we neither accepted nor gave immunity—that we preferred to meet in a court room, and if the court decisions were against us, we would move to some enlightened country, like China, where our little sons could have dreams and then work to make those dreams come true—or move to some other place where real men may make two blades of grass grow where one grew before. Having been trained in advertising and sales work; knowing, as I do, how to capitalize scurrilous attacks to the best advantage of the interest I represent, I have rather enjoyed the bankers’ attack on myself. The co-operative business, under their grilling of me, has certainly grown beyond any of our expectations. gut my associates are a little more thin skinned than I am and insist, now that the business is established, I stop telling the reporters for these so-called bankers’ reporting agencies ‘‘to jump in the lake.”’ The bankers, in their attempt to ruin the Co-operative Society of America, have had printed about me all the nega- tive ‘stuff’ that could be thought of. Here jis some. positive. When I was 25 years old, I was one of the highest paid executives in the Wanamaker organization in Philadelphia. I came to the Chicago Tribune from Philadelphia to re-organize its sales and advertising department. During the five years of my administration, its cash divi- dends were increased from $28,000 to $916,000 a year. The books of the Trib- une Company will confirm this state- ment. The Tribune Company offered me a contract for $100,000 to continue to work under Mr. Keeley. The transaction is written on the minutes of the Tribune Company. I preferred to retire from their service and did. J. L. Stack then offered me an equal interest in his business. | accepted and retained it until, for reasons we now all understand, I voluntarily left eight years ago and joined Mr. Hearst's staff as President and Publisher of the the Chi- cago Evening American. _ Mr. Hearst paid me »,000 a year and in three years I changed the Evening American from a loss of $167,000 in 1912 to a profit of $137,000 in 1915. Mr. Hearst then asked me to go to New stork. | was with him almost one year after that time. I told Mr. Hearst if he would pay me a million dollars in ten years I would remain in his employ. Mr. Hearst did not agree. I left. Mr. Hearst sent me MICHIGAN TRADESMAN a consulting fee of $1,000 a month for almost a year after. One of these “‘reporting agencies’ has said that I was discharged from the Chicago American for stealing money. If a man puts his finger on that report after this notice, under the law I can put him in jail, also the stenographer who rewrites it and the clerk who drops the document in the mail box. Let no man dare. I was one of the. organizers of the Fruitvale Grocery & Market Co.. an Illi- nois corporation with a cash paid-in cap- ital of $100,000. The interest which I represented sold out its entire holding in July, 1918, to one of the biggest finan- ciers, a director in five Chicago banks, and his friends. Neither I nor the National Society of Fruitvalers was an officer, director or stockholder in that Company after July, 1918. If I had been interested in any way, the concern would not have gone into bankruptcy. The financier permitted it to go into bankruptey in October of that year. If any banker or anybody else ever writes or says that I have ever been a stockholder, an officer or a di- rector in any company that ever went through bankruptcy, I will put him in jail for criminal libel. Eager as you are to destroy the Co-operative Society of America and me personally, don’t you dare try it. I was one of the founders of the Na- tional Society of Fruitvalers. I was sum- moned by blackmailing lawyers into a bankruptcy court. All my life I prefer- red to fight rather than to be black- mailed. I won in the proceedings before Judge Landis. The suit was dismissed, as the records in the United States Court will disclose. The National Society of Kruitvalers never was in bankruptcy. But after the sensational newspaper at- tacks it was a sorry plight of business. All of its assets and organization were wiped out—its liabilities remained. TY put my signature on the back of every note and obligation ever issued by the Fruitvale Society and my wife put her name on as much as she thought she could, in justice to her children. When the difficulties came TI could have gone through bankruptcy, as other men have done. who found themselves in a similar predicament. But all my life I have paid one hundred cents on the dol- lar and I shall always try to. I could have sat down on the curb and wept, as I have seen other fellows do. In- stead, I preferred to pick up the “broken pieces of china,”’ put the load of over a quarter of million dollars in debt on my back and walked down the middle of the street. “It was a tough job,’’ as every man who has been over the road will appreciate. Ninety per cent. of the creditors of- fered to tear up their notes. A few of the more cold blooded creditors wouldn't give me a chance. They tried to attach the beds my children slept in—one tried to attach the desk I wrote on. and won't turn-over! These are invariably unknown, unadvertised goods, selling several cents under the popular brands | —with big paper-profit and permanent residence on the stock list. | Instead of turning-over for profit they over-turn the business. _ _ Karo syrup has the National Record for a 100% turn-over in the syrup end of the grocery business. Karo syrup is practically sold the day it enters the warehouse. Several million dollars of ‘‘Karo Good -Will’’ — established popularity — insures the sale of every case to the consumer at minimum sales-effort and expense. Regardless of the extensive advertising carried on in the past, Karo will receive still greater and more extensive publicity during 1921. CORN PRODUCTS REFINING COMPANY 17 Battery Place, New York te SOR] HOTELS, rs yi Fa it i FOR MEAT MARKETS REFRIGERATORS FOR ALL PURPOSES N considering a refrigerator there is just one thought you have in mind: ‘ What will it do for me?” A McCray Refrigerator will save you money — absolutely save you money. The McCray is built to cut out the waste due to spoilage. You know that this waste accounts for one of the biggest losses in your business and, as thousands of McCray users will gladly tell you, McCray Refrigerators and Coolers cut spoilage waste to the absolute minimum. Remember—the McCray principle of construction has been developed on the basis that the grocery and meat business depends upon efficient refrigeration. The patented McCray system assures this: giving positive cold, dry air circulation throughout the storage chambers. McCray walls are con- structed of materials that have the greatest heat repelling qualities. The McCray display features insure constant and effective showing of goods. You can make your refrigerator or cooler pay for itself. Our special payment plan enables any grocer or butcher to secure any McCray Refrigerator or Cooler and pay for it while it is in use. SEND FOR CATALOG—No. 71 for Grocery Stores and Delicatessen Stores. No. 63 for eH Markets. No. 52 for Hotels and Restaurants. No. 95 for Residences. No. 74 for orists. McCRAY REFRIGERATOR CO. 3144 Lake Street, Kendallville, Indiana Salesrooms in Principal Cities Detroit Salesroom, 86 East Elizabeth St. FOR DELICATESSEN STORES Sanitary Grocery and Market—McCray Equipped, ~ aoe Ee Ea Ra