ek ED WEEKLY Thirty-Eighth Year ee, LISHERSS (OLS (pa SR OO ——— MSV) PL PERV) We IEE PELE KLEEN ERRMSG CHAD GRAND RAPIDS, WEDNESDAY, JULY 6, 192] LEZ LEEEEEEEEEZEZE ULL LLL LLL, Number 1972 ee LL LLL, LLiddddd VLLLLLL eo, ZILLI ZTE N K \ N N N N N N NN N iB N iN { N N ZILLI LiL N hd bhdddd LLL TTT 7, QO N N NN | N N IR N | AMERICA FOR ME ‘Tis fine to see the Old World, and travel up and down Among the famous palaces and cities of renown, To admire the crumbly castles and the statues of the kings— But now | think I’ve had enough of antiquated things. So it’s home again, and home again, America for me. My heart is turning home again, and there | long to be, In the land of youth and freedom beyond the ocean bars, Where the air is full of sunlight and the flag is full of stars. Oh, London is a man’s town, there's power in the air; And Paris is a woman's town, with flowers in her hair; And it’s sweet to dream of Venice, and it’s great to study Rome; But when it comes to living, there is no place like home. I like the German fir-woods; in green battalions drilled: I like the gardens of Versailles, with flashing fountains filled; But, oh, to take your hand, my dear, and ramble for a day In the friendly Western woodland where Nature has her way. I know that Europe's wonderful, yet something seems to lack; The past is too much with her, and the people looking back; But the glory of the present is to make the future free— We love our land for what she is and what she is to be. Oh, it’s home again, and home again, America for me. I want a ship that’s Westward bound to plough the rolling sea, To the blessed land of Room Enough beyond the ocean bars, Where the air is full of sunshine and the flag is full of stars. Henry van Dyke. PIII III IT IIT IY IIT PW ITT YY POT ITLO TT TTI T Ah hecaahcthalhhhhhhddhdhh hh hh hhdld hhh hhh hh hhh hhh hed hehe IIT ry wer reer QOD ODDO DODO OLIIS PIIITIIIOD LOPLI III. ODDO SLO I LOS LILI hk LOOT 7 SSAA LOO PPI VTL WLLL Lhhhddbda PP2E Sell Appetite— If all your customers were invalids, it would not be much fun running the grocery business. The better their appetites, the keener their demand for the good things you sell That's why FLEISCHMANN’S YEAST is both a direct and an indirect profit-maker. Grocers everywhere are discovering that appetites stimulated by it are demanding more and more other goods over your counter. Push Yeast—and watch all your sags EE sales shoot upward . PUCTCUDERGEEOOEOEOURUEREEOUOEOCGEEDEUEROCUEGROEEDEESEUOORTEOETOOEDD, =I When You Need Sugar call or weite as for prices. We are in direct connection with the largest refiners in the country and can quote the , » . -LOWEST MARKET PRICES - =. es. 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. PHONES Citizens 65448 Bell Main 6047 . LE “WHO = GRAN D.:.:-RAPWOS -- MICHIGAN, PUQDEGROEUQEQUEEECLEREEELOEGEUEEEEE ESE EEE EEE A Profit on Sugar Sugar represents 14% of the grocer’s business. It is just as important that he make a profit onthis 14% as on the other 86% and he can make it if he concentrates on the sale of Franklin Package Sugars because: He saves the cost of labor necessary in putting up loose sugar. He saves the cost of bags and twine; He saves the cost of overweight and the loss by breakage, and He and his customers have c/ean sugar. The Franklin Sugar Refining Company {PHILADELPHIA ‘A Franklin Cane Sugar for every use ‘Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup Customers Are “Bought” When You In- vest in Display Fixtures that Bring them into Your Place of Business properly display them is like the fellow who winked at the pretty girl in the dark, no one knew it but himself. Equip Your Store with Weber’s Special Banana, Fruit and Vegetable Display Stands and x : The Merchant who handles Fruits and Vegetables and does not a Fixtures | OUR SPECIALTIES Banana, Fruit and Vegetable Display Stands { Banana Knives and Hangers Cheese and Butter Knives Fruit and Vegetable Scales Crate and Box Openers Bag and Twine Racks. Floor Trucks Long Arm Reachers | Waste Paper Balers + ASK FOR CIRCULAR NO. 5 FULLY DESCRIBING OUR GENERAL LINE 4 Weber Supply & Specia'ty Co Key 2210 S. Union Ave. Chicago, Ill. | IAMOND 20. The. Salt thats albsatt ar ara DIAMOND CRYSTAL SALT CO, ST. CLAIR, MICHIGAN. ADESMAN Thirty-Eighth Year GRAND RAPIDS, WEDNESDAY, JULY 6, 1921 Number 1972 MICHIGAN TRADESMAN (Unlike any other paper.) Frank, Free and Fearless for the Good That We Can Do. Each Issue Complete in itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY. Grand Rapids. BH. 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. Bxtra copies of'current issues, 10 cents; issues a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old, 50 cents. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. SOLDIERS’ GRAVES. Relatives of American _ soldiers buried in France can leave the bodies there, in the military cemeteries set apart for America’s war dead, even if they have given instructions to have the bodies brought back to this coun- try. The War Department at Wash- ington has ruled that, before any sol- dier’s body is disinterred in France for return to America, the office of the Quartermaster General, Ceme- terial Division, shall mail to the rela- tives of the soldiers a document called “Shipping Inquiries,’ upon which the relatives are to confirm previous in- structions as to shipment of bodies home, or else—if they have changed their minds—countermand such _ in- structions and state that they wish the bodies of their kin who fell in battle to remain in France, where they fell. Since the statement of Colanel Theodore Roosevelt that it was the wish of himself and his family that the remains of his son, Quentin, killed while flying over the German lines in France, should not be disinterred but remain permanently in the land where the young soldier met his death, there has been some change in sentiment in the United States regarding the bodies of the American soldiers who fell in the war. At first sentiment was strongly for return of the bodies to this country. Subsequently, especial- ly since the action of the Roosevelt family, there has been an increase in the numbers of those who that the remains of America’s war heroes should rest forever in the land where they gave up their lives. In France there are now four per- believe manent cemeteries where American soldiers are buried: Suresnes Ameri- can Cemetery, near Paris; Belleau Wood and Flanders Field American Cemeteries, in the Department of the Aisne, and the magne-sous-Montfau- con, in the Department of the Meuse, in the heart of the Argonne, where the Americans did their heaviest fight- ing. To these cemeteries bodies of Americans have been brought from numerous battlefields in Northern France, where they had been hurried- ly interred at the time they fell, and given suitable permanent burial. All four of these cemeteries are carefully tended in every way worthy of the men who lie buried in them. Iu connection with America’s dead in France an organization has been formed called “The Order of the Golden Lilies,” a branch of the Ameri- can Women’s Legion, the members of which are women bereaved during the war of relatives whose bodies are to remain buried in France. CHARACTER. Socrates, the great philosopher of ancient Greece, who taught the purest system of morals the world his ever known, said: “The proper study of mankind is man.” Character cannot be disguised; we are what we are, and can never hope to reach perfection, but by persistent- ly and conscientiously working out the problems of life we are able to do our duty. Character is a combina- tion of qualities which include both natural and acquired habits. Char- acter and reputation are widely dif- ferent things. Character is a man himself; reputation is what is thought of him by the people. Any one hav- ing a distorted conception of his fel- low man can create a reputation in- jurious to him, but not to his char- acter. Right and proper living develops character, and there is a time in every man’s life when he arrives at the conviction that there is a natural affinity between goodness and char- acter. Carlyle said: “Show me the kind of a man you honor, and I will know by that token, more than any other, what kind of a man you are Character is born with the develops as he grows to yourself.” man and manhood. A taste for reading is a powerful instrument for forming character, as it develops the mind and creates a desire for knowledge. We can never forget Washington, Lincoln, Garfield, McKinley and Roosevelt for their purity, simplicity of character and magnificent person- ality. Every man is born into the world with a personality distinctively his own, and Theodore Roosevelt had a personality peculiar to himself that attracted men of all classes. A friend said to him one day: “Colonel, it must have been an inspiration to you in leading your men in the assault on San Juan Hill.” He replied: “I did not lead them and had to run like hell to prevent being run over by my men.” That was characteristic of the man—to give credit where it be- longed. Mourn not his death, but rejoice in his life and example. Every young man, or any man, who desires to be successful in life should cultivate habits of deportment and develop character that will distinguish him as a gentleman. He must feel at home with all classes of men, re- gardless of their position in life, and stand ready, not only to do his whole duty, but to do more than is demanded of him and not measure his work by He should mingle with men for their good, al- the rate of pay received. ways willing to lend a helping hand to his fellow man. Power lies not in place or position by which the world measures success, but in character, and of all qualities of character the greatest of these is love for your fel- low man. TESTING WEAR OF FABRICS. Machines for testing the tensile strength of yarns and textile fabrics been in use and have proved Now the Bureau of Standards at Washington have long very serviceable. is making a machine for the testing of the wear, or abrasion, of fabrics This is not a matter of tensile strength as has been shown in the case of auto- A cloth of wool show great mobile tire fabrics. or silk or cotton may strength in resistance to pulling apart or tearing, and yet not show up so well when it comes to lasting under the conditions in which it is put to use. The distinction is recognized in the old expression of “wear and tear.” It is to be hoped that the new machine will be in order before Congress gets much further on with the so-called Truth in Fabric bill, so that some of the virgin wool fabrics may be tested for wearing quality as against others containing a proportion of reworked It may afford a revelation to been so wool. certain persons who have glib in asserting the superior qualities of the virgin wool cloths. Of course, there is a limit as to what any ma- chine can show. This is due to the fact that fabrics themselves are not worn, but, instead, garments made of them. very material element—the making of the garment. A well-made suit will last very much longer than a poorly- This brings in another and made one, and skimping anywhere in the process is bound to reduce the life or usefulness of it. So that when everything is said and done, consum- ers have to falf back for protection on the reputation of the manufacturers of clothing. This is about how things stand now, and it is hard to can be imagine that any machine substituted for it. HAND TO MOUTH BUYING. Nobody expected much business to be done in the week before the Na- tional holiday and, consequently, the listlessness of the last few “ays in the primary markets was taken as a mat- ter of course. Buyers who came to market were fairly large as to number, considering the season. Those from nearby points were mostly ones who have been making periodic visits. They ; 44 : <4 are generally on the lookout tor jobs or for goods needed for filling in poses. Merchants are not carrying au tacoer etocte than are ahaaiul any larger stocks than are absolute needed because of the uncertainty of trade and the suspicion tha 1 + they } aint ee “hy ‘ 44 tet el be able to buy cneaper Dy noling back and buying in a piece-meal wey. The spell of continued forced a i seasonal parel of one kind or another, and, in addition, of travel accessories for the vacation period, which starts in with a rush at the closing of schools. This week and next should see more of an influx of buyers intent on their fall requirements, although e tet ency is to postpone purchasing to as SELF-CONTROL. It is the very ¢ haracter essence oO Manliness and c It stavs the criminal impulse. It succeeds with one talent Vv hile self-indulgence fails with te . GHdence 1 + nl it It gives confidence, not o1 © its ‘ cele ane possessor, but to others as well. ‘ i ae 4 . outh to hold his job and It helps a jy win promotion It enables a young man to march to the front through opposition and misfortune No man can hope to attain any de gree of advancement in life, in char- acter-building or success, without sel Without it, however | | is always at the + . 1 control. ones abilities, ne circumstanc mercy of his moods and es Ancient Cemetery Found. Peneath the streets of London, York and many other cities and towns in England are buried the re- mains of ancient Romans, some of whom were alive not long after Christ was born. Occasionally they are dug up, each one being found incased in a massive leaden coffin. + ld to have The Romans of old used lead for a surprising variety of purposes, and tracts of their mining seem operations in Britain show that they dug for it on an extensive scale, e-- pecially in Wales, much ore ready at hand on the sur- face of the ground. They smelted the where they found ‘tal on the spot in small furnaces shipped the “pigs” on the backs Pigs of lead produced by them are found occasionally where they were dropped, or perhaps lost in the snow, while enroute. The metal as mined in Wales a good deal of silver—a fact well known to the Ro- mans, who were accustomed to ex- In fact, many pigs bear an stating that their silver contains tract it. inscription content has been removed, Will Get What Is Due Him. Danville, Virginia, July 1—Nearly all lines of business are slowing up. Manufacturers, jobbers and retailers are complaining. The demand is light and precarious. Buyers are buying from hand to mouth and there is any element of uncertainty in the air. What is the matter? In the humble judgment of the writer business men are themselves chiefly to blame for this situation. They have wished it on themselves, and the thing is being perpetuated be- cause of their obstinacy. Manufac- turers, jobbers and retailers have had their heads completely turned by the tremendous, unparalleled and un- earned war time profits; and now that the conditions which made such ex- cessive profits possible no longer ex- ist, they are trying to make themselves and others believe that they can go on asking prohibitive prices for every- thing under the speckled canopy—and get away with it. It can’t be done. The buyers’ strike is still on; and it is going to be on with increasing vengence un- til something happens. The thing that is going to happen is as plain as a pike staff; prices are going to come down. There is no power on earth to sustain them. Plain Extortion. The farmer gets from 2% to 5 cents a quart net for his milk, the city- dweller pays anywhere from 10 to 14 cents per quart for this milk bottled and delivered to his door. It is the war time price, which we were told was absolutely necessary because of the high prices paid to the producer. And it was explained that the pro- ducer had to charge more because feed, labor and all other production charges had advanced. But farm la- bor is more plentiful and cheaper and feed is cheaper; the farmer is taking his medicine; why doesn’t the dairy- man take his? Does he think he can go on indefinitely charging war time prices for milk and mild products? If so, he has another think coming; prices must drop. The farmer is glad to sell a choice young steer for 6 cents per pound gross; the householder pays forty and forty-five cents per pound for a choice cut,-and maybe twenty cents per pound for the toughest and least desirable soup meat; the butcher gets five or six cents per pound for shank bones. In other words, the consumer is paying (substantially) war time prices for meats of all kinds, whereas the price to the producer for calves, lambs, hogs and steers are lower than they have been for years. Do butchers think the American public doesn’t know somebody is profiteering? How long do they suppose they can get away with this sort of thin»? The price of domestic wool is lower than it has been for years. There is an enormous accumulation of it. There have been heavy imports of fine Australian wools. The stock of raw material is piled mountain high. But look at the price of suitings and ready-to-wear garments for men. The mills are running part time, or work- ing only a fraction of their force, and deliberately curtailing production. They are frequently advancing prices and (so the tailors claim) asking ex- cessive prices for their products. Are such prices justified by the cost of their raw materials? Assuredly not. Can they be justified on the ground that labor is costing more? Every- body knows that the labor market has broken. Workingmen of all kinds are accepting less money for their time than hitherto. Look at the cost of shoes, or a re- pair job, traveling bags or anything made of leather; and yet they tell us raw skins are cheaper than they have been for years. Why aren’t these prices reflected in the retail price of shoes and all commodities in the leather goods line? How many years will the consumer have to go on pay- ing excessive, wartime prices before MICHIGAN TRADESMAN he begins to get the benefits of the new price quotations? On an upward market the manufac- turer, jobber and retailer mark up prices and take two or three profits; why don’t the same rule work“on a downward market? People Are Getting Wise. The writer overheard two men talk- ing to-day in front of a leathergoods concern. They were well dressed, in- telligent looking men, somewhere in the forties. Their attention had been attracted to a bag marked at $30. “IT want a bag about like that,” said one of the men, “but I’m not going to pay $30 for it. It isn’t worth . 1 am going to wait until they come down. I may have to wait a year or three years; but I have an old dilap- idated suit case that will do.” ““Smy fix exactly,” stated the other man. “Think of it! cowhides cheaper than they have been for years, they tell me—almost no market for them —and look at that price, $30. Why $16 to $20 would be plenty for a com- modity like that.” : The writer is on the outside and mingles every day with people of all classes—but particularly people of the great middle class; folks who have to work hard for their dollars and folks who want to invest «ach dollar judiciously; and he knows whereof he speaks. The people are getting wise and they deeply resent this rank in- justice. They know that there is profiteering all down the line from manufacturer to retailer. I heard a man say the other day: “ian stil on a strike 1. haven't bought but one pair of shoes in twelve months, and I don’t intend to buy another pair until there is a big reduction in prices. I have three old pairs of lowcuts, two pairs of shoes, a good pair of heavy outing boots and a pair of cozy house slippers; and I’m prepared for a siege. I can have these shoes repaired from time to time and go two or even three years without buying, and I’m going to do it if necessary.” Why should one pay 20 cents for a slice of watermelon. What sense or justice is there in charging 15 cents for three or four little slices of to- matoes? Why charge from 50 to 90 cents for a meat order and 10 cents for a glass of milk? Just an ordinary little luncheon in a self-service joint, where you eat off of a porcelain table top and use a paper napkin, costs anywhere from 75 cents to $1.25. Practically every item on the menu is just what it was quoted in the darkest and most desperate days of the war when the world was threaten- ed with starvation and it looked as if civilization itself was doomed. Don’t the hotel and restaurant peo- ple know the war is over? Is it pos- sible that the idea has never occurred to them to reduce their outrageous and extortionate prices? How long do they suppose a long-suffering pub- lic will tolerate this species of thiev- ing? Business is Going to be Worse. Men are complaining about business being bad. Well they may. It is bad. But it is going to be worse—and a whole lot worse. The buyers’ strike is going to take a new lease on life. It is going to settle down to a siege. And the wails that are going up from profiteering establishments of all sorts the country over are going to make the very gods titter. Greedy, grasping, contemptible profiteering is going to bring upon those who practice it a just recom- pense of reward. The laws of econ- omics are as inexorable as the laws of gravitation. You can’t outwit econ- omic law any more than you can hold back the incoming tide. Merchants that insist on maintaining wartime prices will find their stores desolate and the cash register empty. Personally, I don’t care to deal with a rogue. And I regard every man as rogue who endeavors to col- lect two ar three profits from me on a piece of merchandise. He knows the price of commodities have come down since the war. I know it, too. Why does he ask me $3.50 for a madras shirt which he can buy now and sell for $2.25 or $2.50, and still make a good profit? Suppose he did pay from $24 to $27 per dozen for that shirt originally? Isn’t he a good loser? Hasn’t he any fair play, any sense of sportsmanship in his nature? I will keep on hunting until I find the dealer who has gotten in a fresh assortment of madras shirts at the new price. I may have to look a long, long time to find this dealer; maybe I will have to look him up in a score of cities in half a dozen states; but I am on the road a good deal any way; and I rather fancy looking for an honest man; and I hope some day to find; and he will get my business in the shirt line. And so with other items. it will be with other people. Plenty of Potential Business. I said business was going to be worse. I mean that the man who persists in profiteering is going to find the sledding harder and harder all the while. And he ought to. People And so are going to get his number. And then they will get his goat. And yet, paradoxical as it may sound, business is all right. The fel- low who takes his loss like a man; who marks down his merchandise at replacement levels; and gives the cus- tomer the benefit of the latest price reductions—that man is going to have plenty of customers. He won’t have any complaints. A man who is big and fine enough to do a thing like that doesn’t kick as a rule; he just goes ahead. The simple truth of the matter is this: The great world war was a July 6, 1921 sort of sifting, testing time; it weigh- ed men in the balances; and lo it ap- pears that some of them—great mul- titudes of them—were of mighty light, mean and contemptible timber. Excessive profits went to their heads. They revealed a yellow streak—a disposition to stick and gouge and pilfer and rob the public. The real merchandiseer came through un- scathed, but the pinhead was so puffed up with conceit and pride he will have to be chastised by the things that shall shortly come to pass. And believe me, brother, he is going to get what is coming to him in due time. Charles L. Garrison. —_—_>->—__ Sounded the Death Knell of Unionism. The Curtis Publishing Company is now printing a portion of the edition of the Saturday Evening Post in Chi- cago. A new building is to be con- structed at 2242 to 2254 Grove street for that purpose. No union man will be employed in any capacity by the Curtis Company hereafter. The re- cent strike of union pfessmen sounded the death knell of unionism in the Curtis establishment. —_+->___ Thirty Per Cent. Shrinkage for Sears- Roebuck. Sears, Roebuck & Co. sales for June were $11,093,854 compared with $15,- 767,675 in June, 1920. This is a de- crease of $4,673,821 or 29.64 per cent. For the first six months of 1921 sales were $89,415,291 compared with $140,- 467,928 for the corresponding period of 1920. This is a decrease of $51,- 052,637 or 36.34 per cent. share. ered exceptional. ment. right from the start. Write for full information. F. A. SAWALL COMPANY 313-314-315 Murray Building Grand Rapids, Mich. Citz. 62209 Bell M. 3596 To Investors Take notice that the common stock of the Petoskey Transportation Company advanced to $1.50 per share on July 1st. purchase an interest in the Petoskey Transportation Company, when you can purchase five shares of the common stock at the low figure of $1.50 per share with every ten shares of preferred stock at $10.00 per Another advance will follow in the very near future. An 8% investment in itself is a very good investment, but when together with an 8% investment can be purchased a common stock which is constantly increasing in value, and which as well should pay substantial dividends, such an investment opportunity must be consid- We highly recommend the preferred and common stock of the Petoskey Transportation Company to investors, as a first class invest- The earnings of the Transportation Company have been very good Now is the time to Gentlemen: | am interested in an investment In the Petoskey Transportation Com- pany. Without any obligation on my part, send me all particulars regarding the Company. Yours truly, Address Oe ee eee ee cn a a oe ve “Gu cee we ew ee © Poe ee eT NT TS aE" : é “~ ij ae July 6, 1921 Personal Tribute To the Memory of Frank N. Barrett. Some abler pen must write the epitaph of one so dearly beloved by all who knew him, and with loving care round up all the virtues of his exemplary character—his gentleness and courage, his high sense of honor his integrity, faithfulness’, justice and truth. The strong, sturdy friendship of this most estimable man, whose heart overflowed with kindness for his fellows, will never be forgotten, for it was the outstanding characteristic of his long and useful life. The flight of years seem but as many days since the gentle voice, the thoughtful acts and kindly deeds of him who was held in almost parental affection, began to make their impress on a heart now heavy with an in- describable grief. Recounting these retrospective years the record re- mains clear and untarnished. Never was there occasion where he who is now sincerely mourned, failed to be temperate in criticism, undisguised in praise; charitable in censure. His tastes were simple. He shunned the haughty and arrogant, seeking companionship with the meek and lowly. He abhorred the gaudy and garish display which wealth so often assumes, but saw the witchery in a field of golden grain, caught the per- fume from the wayside flower and heard the music of the purling stream. He daily thanked Him that his days had been so long lengthened that he could search out and revel in the beauties of His handiwork. Ardent and with mind aflame, his pen gave to the world the pleasures of his travel and observations, while his generous heart swelled with pride in rendering a service so simple to gen- eral mankind. The staff slips from his hand and from his fingers the pen has dropped. Mother earth closes over all that is mortal of a courteous, high-minded, Christian gentleman. Pure in thought; kind in heart; warm in affection; gentle in spirit; patient in trouble; rare in intellect; noble in reason. >> Creasey Crooks Will Never Start Suits. Jackson, July 2—I have a client who is threatened with a suit by the Creasy Corporation. He states that in one of your recent numbers there is an article explaining the operations and methods of that concern. Will you kindly send me that number. John A. Dahlem. Grand Rapids, July 5—You can as- sure your client that the Creasey gang will never sue him. They may threaten to start suit, but they never make good on their threats, because all their contracts are obtained by fraud and misrepresentation. I have published hundreds of col- umns about the Creasey crooks and no merchant with any sense should be caught in such a trap. Those who permit themselves to be hooked after the warnings I have given them de- serve to be penalized for their fool- ishness. E. A. Stowe. —_—__----____. A Similar Sensation. “Did I step on your foot?” asked the big, fat man as he squeezed into a seat beside the gaudily dressed young woman at the movie theater. “It was either you or an elephant,” replied his: victim. MICHIGAN TRADESMAN The 4th of July The celebration of this National holiday brings to our mind in a forceful way the question of our American- ism and our loyalty to the flag and the country which we profess to love. Are we putting into our business, and into our attitude towards our Government, the kind of life that is going to make for better conditions? Are we helping to stimulate honest ideas and to live up to them in our relations with our competitors and our relations with our fellow citizens? Are we doing all we ought in these trying times of readjustment to stimulate the spirit of fair play and the spirit of real honesty among our competitors and our fellow citizens? Are we helping to convict ourselves as Americans as guilty of being dollar chasers or are we as citizens striving earnestly and honestly to promote the spirit of fair dealing, integrity, and the attitude of “‘live and let live’’ towards our competitors and in our daily life? WoRDEN GROCER COMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers. MICHIGAN TRADESMAN July 6, 1921 Movement of Merchants. Detroit—Louisiana Red Cypress Co. recently began. Mt. Clemens—Henry Stevens will open a lumber business. Bay Mills—Clark R. Ladd recently began saw and planing mill. Tron Mountain—Edward Ulseth re- cently opened a lumber business. Jackson—Hattie Osborn has opened the Blue Bird tea room at 215 South Mechanic street. Royal Oak—The First State Bank has increased its capital stock from $50,000 to $100,000. -The Cass City Bank has been incorporated with an authorized capital stock of $40,000. St. Clair—The Commercial & Sav- ings Bank has increased its capital Cass Caty stock from $50,000 to $75,000. Holland—Weener & Westrate is succeeded by Holland Co-operative Association in the lumber business. Detroit — The Sales Corporation has increased its Harry Svengaard capital stock from $50,000 to $75,000. City—S. I. Briggs has sold Kent 1 his hardware stock to Carlson & Tro- fast, who will continue the business. Ishpeming—Cousineau & Groome have installed an additional soda fountain in their large confectionery store. Wayland—Fred engaged in the Lagasen, formerly i: Ani oan } ; ~ * baking business at } Pentwater, has engaged in a similar business here. Reading—F. C. Cahow has closed out his drug stock and will remove to Ann Arbor, August 1 in educate his son, order to Freeman Cahow. Lansing—-The Robinson Drug Co 1 j i itaS opened ITS New Pharmacy and soda fountain at 208 South Washington avenue. This is the third store owned by the company in this city. Muskegon—The Kimball Co. has been incorporated to deal in fuel, ice, oils, ete.. with an authorized capital tock of $50,000, $30,000 of which has been subscribed and paid in in prop- erty Elsie—C. S. Goodrich, senior part- ner of Goodrich Bros., groceries and 1 Neat 1 Meats, } has purchased the interest of his brother, H. D. Goodrich and will continue the business under his own name AS a ccbirs . ‘ Manistique—John Hallen, proprie- [ Park He i 1 tor of the k Hotel, is remodeling and enlarging it and adding many new desirable features, such as a women’s aiting room, baggage room and lobby. sandusky—-The Sanilac Oil Co. has been incorporated to deal in general merchandise, oils, ete., with an au- thorized capital stock of $10,000. all of which has been subscribed and paid in in cash. Detroit—Robert K. Floyd, Inc., has been organized to deal in automobile and other vehicle parts and accessor- ies, with an authorized capital stock of $1,000, all of which has been sub- scribed and paid in in cash. Saginaw—H. H. and G. H. Ray- craft have formed a _ co-partnership and purchased the drug stock former- ly owned by William H. Friers and will continue the business at the same location, 2617 South Washington avenue. Detroit—The F. D. Gleason Coal Co. has merged its business into a stock company under the same style, with an authorized capital stock of $50,000, all of which has been sub- scribed and paid in, $25,000 in cash and $25,000 in property. Medalie, his brother, Mendel, and sister, Mildred, Mancelona — Sidney have purchased an interest in the dry carpet stock of N. Medalie, their mother, and goods, clothing, shoes and the business will be continued under the style of N. Medalie & Co. Cass City—The Cass City Oil & been incorporated to deal Gas Co. has in petroleum products and automo- bile accessories at wholesale and re- tail, with an authorized capital stock of $50,000, $35,000 of which has been subscribed and paid in in cash. Muskegon—A Milton store has been opened to the public, being one of forty-cight associated stores being ~ an oan lan ; oe ak at conducted in the leading cities of the United States. The Miltons’ took stock of G. & LL. Co., closed it out and installed a com- Clothing plete new stock. Che Detroit Wholesale Detroit i has merged its business +1 furniture Co into a stock company under the same style, with an authorized capital stock of $100,000, $75,000 common and $25,- 000 preferred, of which amount $46,- 700 has been subscribed and paid in, $4,500 in cash and $42,200 in property. Kalamazoo—That Kalamazoo’s in- dustrial growth and progress is being crippled through extortionate rentals charged by Kalamazoo landlords was charged by the retailers’ division of the Chamber of Commerce, at a meet- ing called to discuss the housing situa- tion. “There is a tremendous need of moderate-priced rental homes, aver- ag $25 to $30 a month, according to the resolution adopted by the body, £ investors of h called upon the Kalamazoo to unite as a matter of civic pride and industrial need. in erecting or securing such properties.” The retailers were moved to set afoot a campaign for lower rents because “it has been found on investigation that a large number of persons who do business in Kalamazoo have been compelled to move to other cities and to villages, and even to Battle Creek.” Port Huron—L. E. Thorn has sold his grocery stock at 1725 Tenth street to Mr. Khur, who took possession Jaly 1. Manufacturing Matters. ““Detroit—The Presto Chemical Co. has increased its capital stock from $25,000 to $150,000. Grand Rapids—The Huron Bay Lumber Co. has decreased its capital stock from $114,200 to $12,400. Ann Arbor—The Ann Arbor Wire Fabric Co. has increased its capital stock from $150,000 to $300,000. Detroit—The Ross Valve & Manu- facturing Co. has been incorporated with an authorized capital stock of $20,000, of which amount $10,000 has been subscribed and $2,000 paid in in cash. Menominee—The Menominee Lum- ber & Cedar Co. has been incorpor- ated with an authorized capital stock of $50,000, of which amount $25,000 has been subscribed and $10,000 paid im im cash. Rapids—The Thomas Can- ning Co. has decreased its capital stock from $1,000,000 to $500,000. Detroit—The George C. Clark Me- tal Products Co. has changed tts Clark Metal Grand name to the George C. iuast Co. Lansing—Out of the financial ruins of the Kemical which bought the Borden condensary Killeen Kompany, property a year ago, comes the new corporation, the Jewel Manufactur- ing Co., to be incorporated by H. C. Nielson, chemist, and Louis A. Simon, manager of the Standard Casting Co. and interested in a number of other Lansing industries. The Jewel Manu- facturing Co., which was really found- ed in Illinois in 1891, was merged with the Kileen organization by Mr. Niel- son, who came with the new concern as manufacturing chemist. Mr. Niel- son had developed the carpet reno- vator, surgical soaps, factory soaps, polish for furniture and metals, a num- ber of household necessities and wall paper cleaner as well as sweeping compounds. ++. The Salesman and the Actor. The salesman’s love of the theater is not an incident—it is a recognition of his kinship with the actor. The salesman is an actor—good or bad— and the actor is a salesman—good or bad. In the first place, the good sales- man and the good actor dress their parts. The good actor does not dress like a tpical actor and the good sales- man does not dress like a_ typical salesman. The good salesman never seems to be selling, nor the good actor to be acting. Next, they both require presence— atmosphere. They interest the magnetize a must instantly audience and Watch the good actors with magnetic personal- ities, register, message. The actor plays to the first man he wins over. Even while he is try- ing to reach the rest of the house, the salesman talks to the hostile part- ner through the favorable partner. The “flag finish” with a quick cur- tain saves a failure. The salesman who does not succeed in selling can at least lose with a smile. 30th actor and salesman must plan the plot. Specifically, the plot might be increased profit on a quality line that has a definite record of success. The toy salesman might be able to offer a special woodland display or circus cage displays—or circus pos- ters. He might be able to have his line exhibited in a school or museum, thus proving the accuracy cf the ani- mal representation he is offering. Sidney J. Rockwell. a Good “Traffic Man” a Store Asset. Truck drivers and others on a com- pany’s receiving force should be giv- en a general insight into the laws pertaining to the receipt of goods transportation companies, so that these workers can protect their employer’s interests. They should be cautioned against giving ‘“‘clear’” re- ceipts for property if the container is crushed or broken; if the contents rattle as if damaged; if the external appearance indicates leakage, etc. In such cases the employe should insist on having the case opened while still in the transportation company’s pos- session. In instances where the dam- they should at once telephone the proper official in the store’s “Traffic Department” for the employe gives a modified receipt (accepting goods “in bad order’) he should specify why he does not give a clear receipt, as for instance, “boards ap- pear loose,’ : from age is considerable, instructions. In case , boxes were wet,” “re ceived in the rain,” etc. If upon open- ing the package it is found that goods are missing or damaged, the trans- portation company should at once be requested to send an inspector; and after formal inspection, the inspec- tor’s name should be carefully noted and the conversation with him con- firmed by letter to the conmipany. Many firms suffer losses each year which could be avoided if an efficient and conscientious employe handled the receiving of the goods. a Where Did the Grocers’ Wealth Go? A very interesting commentary on the general accusation against the grocer of being a profiteer in the re- port of R. G. Dun & Co., of failures for the month of May, would tend to indicate that Croesuses are not rap- idly developing in the food trade, which naturally raises the question where did all the fruits of “profiteer- ing’ go to? It has long been customary to find grocery stores—also general stores, which in the majority of instances are modified grocery stores—in the lead of failures, but the May figures indi- cate that even the “exorbitant profits” of the grocer did not prevent him not only keeping up the usual pace, but rolling up more failures than for several years past. Out of 988 failures in fifteen classi- fications, the grocers led with 230, while the general stores had 187, which accounts for almost half of the total, = Ke e : ~ . - July 6, 1921 MICHIGAN TRADESMAN es) ROCERY > PRODUCE MARKET cM, NG) Review of the Produce Market. Bananas—8c per Ib. Beets—Home grown, 50c per doz. bunches. Blackberries—$3.75 Butter—The market is firm at an advance of about 2c per pound over a week ago with an increased con- sumptive demand, considerable butter going into cold storage. The dry spell has curtailed the make to a con- siderable extent. The receipts are lighter than they were a week or two ago. If the dry weather con- tinues we are likely to have a further advance in the near future. Some of the creameries arriving are showing effects of the heat and have to be sold at slight concessions. Local jobbers hold extra creamery at 36c in 63 ib. tubs and 37c in 40 Ib. tubs. Prints 38c per lb. Jobbers pay 15c for packing stock, but the market is weak. Cabbage—Louisville (80 Ib.), $3.5 per crate; PFennesse (50 Ib.); $2, per crate; home grown, $2.25 per bu. Cantaloupes—Imperial Valley stock commands $4 for ponies, $4.50 for $2.45 for flats. Cipeie oe grown, 35c per doz. bunches, Cauliflower — Illinois, crate. Celery—Florida, $9@$9.25 per crate of 4, 5 and 6 stalks; home grown, 40@50c per doz. stalks; large size, 60c. Cherries—Sweet, $3.50 per 16 qt. erate: Sour, $3'25 per erate, Phe crop is small. Cocoanuts—$1.10 per doz. or $9 per sack of 100. Cucumbers—$1.85 per doz. for In- diana or Illinois hot house; $2 per doz. for home grown hot house. Currants—$3.25 per 16 qt. crate for red. No white or black currants have been seen in this market. per 16 qt. crate. standards and $ $2.50 per Eggs—The consumptive demand is good and the supply is falling off to a considerable extent. The market is firm at the same price established a week ago. .We do not look for much change in present conditions during the coming week. Local deal- ers now pay 25c f. o. b. shipping point. Gooseberries—$3 per 16 qt. crate. Green Onions—Evergreen or Sil- verskin, 20c per doz. Green Peas—$3.50 per bu. for home grown. Honey Dew crate of 8 to 9. Melons—$3.50 per Lemons—The market has advanced 50c per box on choice and a still high- er range of values is looked for. Sun- kissed are now quoted as follows: S00 size, per box _... 1 $12.00 i E00 SO), 2/0 size, per box _- 240 size. pen DOx 200 Choice are held as follows: oe sSTES0 270 Size, per bos |. 0) to 240 size, per box -._ 2 11.00 Lettuce— SOU Size, per box 0. | Leaf, $1.25 per bu; head, $1.65 per bu.; Iceberg, $7 per crate. Ynions—Texas Bermudas. $3 per erate tor Crystal Wax crate for yellow. and $2.50 per Oranges—Fancy California Valen- cias now sell as follows: CO ae $6.50 Le 6.50 ee eee Sa 6.50 OO 6.50 CO 6.25 Abe Go en 6.25 60 ea 6.25 Parsley—60c per doz. benches. Peaches—Georgia Bells fetch $3@ 3.50 per bu. Elbertas are expected to arrive from Georgia next week. Peppers—Green from Illinois, 65c per small basket. Pieplant—$1.50 per 40 Ib. box. Potatoes—New begin to come in next week. Cobblers per bbl. home grown. will White from Virginia fetch $4.75 Radishes—20c per doz. for grown. Raspberries—Red, crate; black, $4. Spinach—$1.30 per bu. for grown. String Beans—$1.50 per bu. Sweet Potatoes—Illinois kiln dried commands $3.25 per 50 Ib. hamper. Tomatoes—Florida, $1 per 6. Ib. basket; $1.60 per § Ib. home $4.50 per 16 qt. home home grown hot house, basket. Wax Beans—Home per bu. Water Melons—65@75c for Geor- gia grown. —_——__*<~<_____ Features of the Grocery Staples. Pending a complete revision of its Grocery Price Current, the Trades- man omits its grocery quotations this week. Sugar—The market shows no change to speak of during the week. Raws are still very dull and easy. Apparently the raw sugar situation is in a hopeless slump. The demand for refined sugar is showing some im- provement, owing to grown, $1.50 Essential the fruit season. The present price of granulated sugar is the lowest reached in five years. Local jobbers hold cane granulated at 6c and beet at 5.80c. Tea at of the past week, which has slowed up all kinds of business, has also had its effect on the tea market. The situation has been very tame and very dull. In addition to that business has marked time o1 account oft the Prices show no change for the week. Coffee ) tion «im =6Kio «and Early in the week the situa Santos coffees strengthened considerably and prices advanced a fair fraction. lOW“ ever, the usual reaction an prices slumped again, although px haps not quite as far as they were betore. fhe situation in Brazil somewhat firmer than it has been, and this accounts for the advance on this side. The demand at present dull, with nothing of interest to re port. Milds are about unchang i quiet. Canned Vegetables—The drought of the past few lays may have a important effect upon pack, but it is too early to state definitely as yet. This prospect has had no effect upon the demand whi has continued very dull during the Buyers seem not to want any thing. Certain grades of peas are rea Sonably stre to be short and in or . . 1 1 1 dinary times would be | é but | oe aca ' inflt anced FUYErS a2re HOU ImBuenced. Ss almost no demand at all. Tomatoes 1 e r 1 11 are selling fait ell at u nee pri ices. Che tht 1 ( It . s = 1 1 diana and Illinois is good for the pro- duction of corn and tomatoes. Cali fornia reports a much smaller output Of asparagus than hrst estimated prices on large and on ti ay vanced about ten cents pe Z . 11 a lL, ; Cannec Eis ( rornik it i 1 pound ovals sell at $5, although $5.5( is aske dr) some operat Ss SO s { + 1 ) ilso Live Ove nye p 1 ) Pywak 1 1 pact OF One Wnpo i DAC Ja 1] mon aoes not seit V ¢ i! ¢ 1 4 sti... 3. 1 niet Saies tO io0DpDers are to fill actual ders from retailers Gers ITOM) Fertaters. Market 1S ste Cheese—The idy with a light consumptive demand at about “4c per pound { weel azo. Stocks in stoi are in excess of last year, t at p prevail- ing we are likely to have an increased consumption in the near futur possibly a slight advance. Provisions Everything é smoked meat line is firm at prices rangin about 4@'%c per pound higher than last week, 1 an creased consumptive demand ure lard is about ec highe vith a moderate demand. are also in slow sale about the same as reled pork, meats ar¢ steady A No Recession in Hides—Calfskin De- mand Grows. It is reported that the ers have sold some more hides, but quantities and prices are not yet announced. Most of the trad- ing has been done in the sma market, and it is notable that after a month of dull business and no trad- ing, prices have not receded. True enough, it was expected that prices would have advanced on account of better quality, but as hides have sold, and prices have re- mained steady. The bi fuse to talk about lower prices. Tanners are not carrying any great amount of hid indeed there are is) many tanners who have no hides at all. Shoe manufacturers have very littl | thet ind e 1 buying 1 t¢ Ady ices con from n that the shoe business is good, and that man- urers are receiving good orders it Il business Chere are definite igns of a return of activity, and it is } yn As was d it St. | S ‘ t l¢ 5 § mall osit ya fe g the : ,\ Li. c ntine nm VW. J i resenting t n I 1 a brother who was ship- gs eggs frot the country Upon riv ] l egg ere isposed to 1 1 17 ha let ine i mt OF Hunt withdraw ) re t checks had —_ aoe Iry it Get up right in the morning. Go ) git t 1 Stat th joy I I IDE 1 { Tuture ad ec VO t rnNoce i it 1€ 18 a ark « ¢ I you vill lighten it up. If it is a bright vill add to t brightness. Cy ( { 4 i ki greet- varm handshake to your li all of us ild ly think how much of human happiness is made by surselves. there be less of hu- 1 mis lf all of us Id bear in mind that ess 18 1 n t und not Tt t, ther uld be a well- ring of joy in eve heart and the S W shine yrever La Walter S. Lawton has returned from Columbus where he attended th stl innual session of the Su- reme Council of the U. C. T.. Me Lawton favors the Tradesman with a summarized report of the meeting ich will appear in next week’s - t >> ‘His marrow Escape. Ty : urd f r rests from toil And nh i his slumbers, -ecause t . stead of he, Dined on his green cucumbers. MICHIGAN TRADESMAN July 6, 1921 ESSENTIALS OF SERVICE. Fundamental Principles Which Must Be Observed. Danville, Va., July 2—For a good many years the writer and his wite have enjoyed the privilege of shop- ping in a certain department store of the Middle West, and now that they have removed to the “old Dominion,” and get back to their previous haunts rather infrequently, they muss the service of this splendid store to which they have been so long accus- tomed. While the store has offered to send merchandise on approval, and proffers the services of a trained shopper who is employed to wait on absentee customers, this sort of thing is not looking over the lines and mak- ing one’s own selections. Now that he is removed by some six hundred miles from this house with which he has had such pleasant relations during the last. eighteen years, the writer is the better able to visualize its merchandising scheme and see what it is about this store that appeals to him = so strongly. Eighteen years is a good long stretch of time. It has been a time of transi- tion and change. Prices of merchan- dise have fluctuated, and there has been competition and world-upheaval. But always, it has appeared to the writer, this store has endeavored to do the right thing. It has stood for correct merchandising principles. What is it about this establishment that makes it stand out as an un- usual store? One word tells the whole story—Service. What is service What are the es- sentials of it? The subject is one that has been gone over time and again, to be sure, but it is well upon this matter to stir up “our pure minds by way of re- membrance.” : i Merchandise of Quality. The most elementary thing 1n ser- vice is merchandise. The store 1s run to supply the commodity-require- ments of its constituency. The men back of the business choose their location and bring to- gether from various sources an as- semblage of merchandise. They have their own ideas of the class of goods they want to sell. The stocks they select represent their merchandising ideas and ideals. It has been the avowed, and con- sistently maintained, aim of this store of which the writer is now thinking, to supply dependable merchandise. Not always the highest priced, but always, in whatever class of goods it happened to be, dependable mer- chandise. It was a household saying with us, that if anything came from Blank’s, it was all right. You could depend on it’s being right in style, workmanship and serviceability. And that is rather a severe test when you come to think about it. This store has always carried a good deal of so-called medium-grade merchandise; also a good deal of the distinctly high-grade merchandise. But always the price seemed reason- able enough, quality considered; and they never told you anything was the best of its kind unless it actually was. Truth in Advertising and Salesman- ship. And that brings me to consider another excellent thing about this store: It tells the truth about mer- chandise. They sold velvet shoes for ladies’ wear when velvet was all the vogue, but they told the truth about velvet. Later on they sold cordovans in their men’s shoe department, but they told the bad points as well as the good concerning cordovan. Their buyers knew merchandise, and either these buyers, or somebody else about the establishment, relayed this information to the salespeople. They have the most intelligent sales people of the city in which they are located. And these people are taught not to be afraid to tell the truth. And the same candor appears in their advertising. They do a great deal of advertising, both newspaper advertising and di- rect mailing; but they stick to the truth with notable fidelity. Statements are tempered, but the appeal is strong, for there is a sug- gestion of reserve. As the writer thinks back over eighteen years’ experience in shop- ping in his store he does not recall a single misrepresentation made to him by any salesperson in this es- tablishment. Rather remarkable, isn’t it He can recall at least one occa- sion when he took issue with a sales- man in the rug department on the subject of a certain set of Axmin- ster runners. Somewhat against his own judgment, he finally bought the runners, thinking at the time that they would probably last five years. It has been twelve years and those runners are apparently good for ten years more. The writer was wrong and the salesman was right. He said they would wear, and they have. Courtesy Always. I have mentioned the veracity of the salespeople in this store. There is Our boy snagged his coat and took the'extra pair of knickerbockers back to the store with the coat and asked the clerk if he would have their tailor put in a new sleeve. “Leave it to us,” said the clerk. And in a few days the coat and the knickerbockers ~ came back. The repair had been made by an expert at that sort of thing—and there was no charge. The house had gone beyond the law in courtesy. Care and Promptness in Deliveries. And. they were always prompt in deliveries. One got the merchandise on the morning or the afternoon promised. Sometimes alterations had to be made on short order and the goods sent out special for occasions that could not wait. They invariably showed up on time. And the merchandise was delivered in good condition. Assuredly this store takes pains to please. They are constantly striving to bring all departments of their es- tablishment up to the highest effi- ciency. And all the while their busi- ness grows and their good will in- creases. Other stores spring up, all kinds of competition develops, but they go right on growing. Hart, June, 1921. WHEN THE HEART COMES INTO FLOWER. When the heart comes into flower it will be by nature made, And from every human creed and delusion unafraid; It will be her very own and in her sweet way refined To the things so beautiful trusted to it and the mind. When the heart comes into flower it will be because the flow Of some deep refreshing stream caused its buds of hope to grow; It will be because it lived true to nature’s very best And thereby found that which gives full fruition, peace and rest. When the heart comes into flower it will be because it shares In the realm of human need in a way that answers prayers; It will “say itself in flowers,” kindly deeds and words of cheer As the fruitage of the life shall more beautiful appear. When the heart comes into flower it will be forever free From the world’s entangled webs touching life and destiny, For the things that make for heart only can the brighter glow As it finds the right of way to the things that make it so. When the heart comes into flower That puts everything it holds safe Naught can trace a line of care to That is all its very own when the will be answered by the test away to peace and rest; the soul within the bower heart comes into flower. L. B. Mitchell. another quality deserving of special notice, and that is their courtesy. I wish I knew how these people impress it on their salesforce to main- tain the high standard of courtesy that you will always find in that es- tablishment. The next time I am out in that section I will drop in and see one of their department heads and interview him on this subject. I think I could get something for a Trades- man article. As a large store with hundreds of salespeople constantly employed, they must have a string of salespeople com- ing and going all the while, but some- how they keep the standard of uniform courtesy up all the while. With them the “customer-is-always- right” policy is maintained. I suppose it costs something to maintain it, but I judge it pays. A pair of fine kid gloves my wife bought went bad the first time she wore them. She took them back and there was no question asked. They gave her a new pair. It has occurred to the writer that these features of the store to which continual reference has been in this article, are what may be called, es- sentials of service. Do you agree with the writer? Frank Fenwick. —_.---~>__ If Motherhood is Not There Is None! I know a lot of women who, in the quiet of the home and under the tre- mendous handicap of poverty and ill- health, are bringing up their children in a superb way. These women are true heroines, yet they seem to think that because their lives have been to them so humble and uneventful, they are inferior to those women who have done public service and received the world’s applause. Mothers who have brought into life immortal souls, who have coined their lives, their health, Heroism, their strength, their energies, their ambition, everything into the rearing of their children and the making of a happy home, why allow yourselves to think that you are inferior to other women whom you envy? Is there a greater service to man- kind than that which the mothers are rendering to the world—rearing their children often under tremendous diffi- culties, to be good citizens? For this they are sacrificing their own ambi- tions, as well as their comforts. If this is not heroism, there is none. If there is any greatness in the world, such women are achieving it. Where are the men who could stand what the average mother stands, the monotony, the lack of change, the long hours, the anxious nights spent in caring for their offspring; the years of toil and anxiety as to how the chil- dren will turn out, anxiety for their health, for their safety? Who else could put forth the constant effort to protect them from danger, from vicious influences? Ah, mothers of men, there is no greater work than yours! You are the foundation stone of society. Civlization would go to pieces without the priceless service you are rendering! There she sits, the good, old, Christ- ian mother, ripe for Heaven. Her eyesight is almost gone, but the splendors of the Celestial City en- kindle her vision. The gray light of Heaven’s morn his struck through the gray locks which are folded back over the wrinkled temples. She stoops very much now under the bur- den of care she used to carry for her children. She sits at home, too old to find her way to the house of God; but while she sits there all the past comes back and the children who forty years ago tripped around her arm chair with their griefs and joys and sorrows are gone now—some caught up into a better realm where they shall never die and others out in the world, testing the excellency of a Christian mother’s discipline. Her last days are full of peace; and calmer and sweeter will her spirit become until the gates of life shall lift and let the worn out pilgrim into eternal springtide and youth, where the limbs never ache and the eyes never grow dim and the staff of the exhausted and decrepit pilgrim shall become the palm of the immortal athlete. Frank Stowell. tp From the State game farm, seven- teen miles Southeast of Lansing, about 40,000 pheasants’ eggs have been dis- tributed through Michigan this year for hatching, in line with the program of the Department of Conservation to stock the woods and hunting grounds generally with this fine game bird. On the farm there will, in ad- dition, be hatched upwards of 8,000 pheasants which will be turned loose in various counties when half grown or better, which will be in September. The program of stock- ing hunting grounds with pheasants has been under way for several years, and thousands of the birds are re- ported to be thriyng in many counties. About 1924 or 1925 the department expects that an open season can be declared for shooting pheasants. Z 5 & k : 3 July 6, 1921 FOOD TRADES UNDISTURBED. Grocery trade opinions are by no means well defined as yet on the prob- able effects of the Fordney tariff up- on American foodstuffs. In fact, the Fordney bill is less likely to cause disturbance than the emergency tariff bill did, and that has already been pretty well absorbed and discounted by the trade. Tariff changes in their direct effect are less important than commonly supposed when translated into the price the consumer pays, and the trade chiefly regards them for their influence on competition and sources of supply. Even if there are effects in the Ford- ney tariff likely to visit themselves on the food trades, the grocers have not yet mastered the intricacy of the measure sufficiently to make any in- telligent judgment or even to pick general points of criticism out of the long bill save in a few instances. As for canned foods affected, compara- tively few foreign canned foods are seriously competitive and they are in demand with classes of trade not overly motivated by a few cents of price. The trade is “happily disap- pointed” anyway after being scared to death by unpleasant anticipation of prohibitive rates. Perhaps the most interesting feature is in the case of sugar, and there the trade is less agitated by the tariff it- self than by some of the possible sec- ondary consequences anticipated. For instance, raw sugars are not admitted free, as some had hoped; nor did Con- gress shift the tax from a tariff on raws to a general excise tax on all sugars as the seaboard refiners had hoped. Instead, further possible con- trol is placed in the hands of the cane growers of New Orleans and the beet men of the West by permitting re- finers to import two pounds of for- eign raws at only 75 per cent. of the normal duty for every pound of do- mestic produced. As the trade sees it, that would mean that the American refiners, especially those in Louisiana and the West, could import enough foreign raws at a preferential price to add to their already strong hold on the market by influencing prices in their own favor and against competi- tors. There is more potential influ- ence from factional differences in the sugar trade than from the tariff di- rectly. In the fruit trades the new tariff al- so adds more strength to the strangle hold which California already has on the fruit outlet, but that is what the trade has been expecting. California fruit and other trusts, backed by the farmer vote, have always had control of Congress, and this is observed with special force in the case of lemons. Steadily for the past fifteen years the foreign lemon has been pushed East- ward until it was forced overboard long since, and, with railroad control safely adjusted to the same ends, it is virtually hopeless to expect to land Sicily fruit here at all. Lemons could be rushed to seaboard fast enough to glut a market in the face of an arrival of imported fruit. The salt fish men find a’ dangerous increase in the rate on herrings, the “poor man’s food,” the duty on a bar- rel of herrings being about 65 per cent. of the value and raising the duty MICHiGAN TRADESMAN from $1.25@5.25 per barrel. The desiccated cocoanut people are not wholly pleased. The shredders are de- lighted because the cost of raw nuts is only $5 on 1,000, while the desiccated product is protected to the extent of more than double what it formerly was, or about $3.25 per case of 130 pounds. On the whole, the trade is less agitated than had been expected. And, above all, the grocery trade has had jolts enough of late not to be forced into conniptions by a little thing like a few cents more or less due to a tariff. WHITE FOOTWEAR SALE. Why not put on a white footwear sale some time in July? If the de- tails of such a sale are properly worked out, and you back your news- paper advertising up with a novel window trim, the event may be made worth while. And the whole proposition is rela- tively simple. The average small town store cater- ing to a general shoe trade will likely have stocks of sufficient variety and comprehensiveness to make a fairly good showing. It is quite possible that you have more white goods on hand than you imagine. Look over your lines and see how much you have. From the first of July to the mid- dle of August is the busy season in these lines. And the time to sell sea- sonable goods is in season. The less you have of this stuff at the close of the season, the better it will be for you; and there is no doubt about a white sale being a good thing. In the big centers it has long been the cus- tom of enterprising dealers to make an annual affair of it. “They play it up strong. The smaller dealer cannot, of course go into such a sale as elaborately as the big metropolitan store, but he can cut a splurge in proportion to the size of his community and the ex- tensiveness of his lines. And it is a good idea, on general principles, to have something doing every once in a while. If you don’t, people are overlooking shopping they ought to do. You doubtless have some _ white canvas low cuts for men’s, women’s, misses’ and children’s wear; and may- be some sport short of which white is the preponderating color. And then of course you have white can- vas rubber-soled shoes in both high and low models. Incidentally, I may say it is wonderful how popular this type of shoe is with the kids. They afford youngsters’ feet adequate pro- tection from broken glass, rusty nails and other perils, and yet they are cool and comfortable, and so easy to put on and take off. And another thing about them that accounts in no small measure for their popularity is that they are inexpensive. And then you have perhaps hosiery for the whole family; and if so, white socks and white stockings should be featured in this white goods sale; and white paste and dressings of all kinds. Cover the floor of your window with white muslin or white crepe paper, and use a border design of green. The objection, of course, to a white back ground or a white window floor is that there is no contrast between this color scheme and your merchandise. A background of black would bring out the merchandise in a striking way. I once saw a floor covered with jet black velvet for a white sale; but one could get a very good effect with black crepe paper. At least one window should be de- voted exclusively to white footwear, and it would be better to devote both of them (if you have two) to this purpose. Put on a white sale and see if it isn’t worth while. OUR NEGRO POPULATION. There are almost exactly one-ninth whites in the country, but that ratio will not hold long in view of the extraordinary de- aS Many negroes as cline in the ratio of negro increase. In the last decade of the nineteenth century the rate of increase was 18 percent.—a rate decidedly below that of the native white population (23.1 per cent.) but not unexpectedly so. In the first decade of the twentieth century the rate of increase was 11.3 per cent. This was so notably below the increase in the native white popu- lation that it was hazarded by some that there had been an overcount in 1890. But yesterday the Census Bu- reau reported the rate of increase for the last decade as 6.5 per cent., or about one-third that of the decade 1890-1900. ing. We cannot keep on easily saying This is a startling show- there must have been an overcount.: in previous censuses or an undercount ULLAL LLL lllllldllllldddillidiidlididbdisibsssibstsbebg High Marketability The Producers & Refiners Corporation 8% / should be highly marketable. a 10-year period. for 10 years. believe WW xzZZZZZEZXQEZQQRRanujnqjznz A ddauuuuuuuiiidididllllillllisilssiss CZ First Mortgage Which we offer and accord our highest recommendation At 9614 and interest to net 9.17 to 36%, will be listed on the New York Stock Exchange and in view of their wide distribution by Blair & Co. and a national syndicate, These bonds are all to be retired at 110 and interest by lot over Each $1,000 bond gives a valuable option on $1,000 of stock Net earnings of 1920 ten times interest requirements. They are secured nearly 7 for 1. Send for Circular. Howe, Snow, Corrigan & Bertles The above statements while not guaranteed are taken from sources Wwe to be reliable. \ WW dddddldldddldlddddilidddldlddddddlldidddldddlddldbibdidddidde 7 in the last. A few mistakes may have occurred; but we have every reason to believe that the census enumera- tion of colored people in 1910 and Some of the migrant negroes in the North may 1920 was fairly accurate. have escaped count, but not many. The real explanation will lie in a study of birth rates and death rates. For blacks and whites alike the birth rate has been steadily decreasing. How unnecessarily high is the death rate among blacks every visitor to the South knows. The negro and white populations of Mississippi, for ex- ample, are being 52.2 per cent. of tl in 1919 in Mississippi 1 people died, almost equal—the negro e whole. Yet 525 colored 8,142 white 1 th l, against only people. The census showing is an- other sharp reminder that we need to look more carefully to the welfare of our negro population. SPORTS HATS HOLD SWAY. In the millinery divsion, sports hats hold the center of the stage. They are being featured in a variety of styles. Prices range from $2.95 to $9.75. There has been no decrease in the ying of “shapes.” In other words, iere women shoppers want service- able head-gear and refuse to pay the prices for ready-made hats, they buy the “shapes” and other materials and make the hats at home. The same thing applies to the ready-to-wear field. Shoppers desirous of economiz- ing are making their own frocks from piece goods bought over the counters. ie \ barking dog may never bite, but ( death by fright lasts just as long. Bonds IO EEEZZxZZZ2zZcL CL tttcccccccccicciciiiiivaisaawedacdatiiccccaciddiiaiddaccdciaiaiaciidaiiiiiiddiiiiiissisas Sw MICHIGAN TRADESMAN July 6, 1921 SPIRITUAL LEADERSHIP. Te a certain young man: is it your duty, you ask to carry out the wish of your grandfather and your father that you should follow them in- to the Christian ministry? You say you feel no “call,” and you point to the statistics that might be interpreted as showing “the failure of the Church” and a falling off in the number of young men who choose the pulpit as a “career.” You infer that there is not the old need of men to give their lives to moral and spirtual leadership in the community. Chiefly, perhaps, you have in mind the low salaries, the dimnished social prestige and author- ity in the ministry of all denomina- tions—as if you said in so many words: ‘What is there in it for me?” The wishes of your father and your grandfather have little to do with the case. The minstry is not a hereditary status. The “call” must come irre- sistably to a man’s own soul. He must feel it beyond the possibility of disobedience. If all you see in it is an occupation; if you can think of it cooly as a “career” in which the chief considerations are reputation and dis- tinction and thus-and-so-much income for yourself; if you are merely choos- ing between respectable professions by a standard of camparable rewards in money or glory, certainly there is “nothing in it” for you. Time was, to be sure, when the minister occupied, more or less as a matter of course, a place not only of perhaps the leading learned man in the community, but of special authority as one peculiarly in- distinction as formed about and in touch with spirit- ual mysteries. Men no longer have the old awe toward “the cloth,” es- pecially if the “cloth” covers nothing more than the person of a titled off- cial. The time is past when live and thinking people can be drawn and held by any kind of compulsion to sit through disquisitions upon. the minutiae of theological theory and speculation or very much or very long absorbed by appeals to mere self- interest in minatory allusions to the saving of their indivdual souls from imputed sin. No longer can the pul- pit as such speak with substantial au- thority apart from the character and moral conviction of its occupant, to a humanity beset by a chaos of personal, National and world problems. It is the fashion now to bemoan the world as “hopelessly materialistic,” “morally exhausted,” “spirtually dead” and all the rest of that cant of self- excusing callousness. It is not true. Thousands of the men and the women are still alive who responded to the appeal of a world in agony, with an utter self-abandon essentially religious as splendid as any that gilds the pages of the Book of Martyrs. still among your neighbors in the There are cities and on the farms in inexhaust- ible supply men exactly like those who in the unity of suffering and sacrifice, without counting cost or hope of re- ward, died in the hell-fire beyond the trenches to save the world from the ruin of its highest things. There never was a time when folk of every class and kind searched more hungrily for spiritual Reality, for Pur- pose in their lives, for the real signifi- cance in personal and social life of the teachings of Jesus; for ways to in- vest personality in activties that really count. In every corner of the world men and women are thinking urgently of these things, seeking to find The Way. They will not be satisfied with formaliites, however ancient, nor put off with phrases, however eloquent or entertaining. If anything is happen- ing te the Church, it is due to its failure to know “the day of its visita- tion.” If anything is discrediting the ministry, it is because it has lost the missionary spirit and no longer feels in its soul the “Woe is me if I preach not the Gospel,” no longer cries “Here am I, send me!” This is no time for perfunctory job-holding in the places of inspiration and leadership. If there were any way to get at the facts, you would find, actually, that the men who have turned their backs upon the ministry are those who have weighed it by financial return, by social prestige, by the standards of mere professionalism and have failed to find it “profitable” as compared with other “gainful occupations.” Re- main, doubtless, that under-stratum of those narrow, inadequate persons seeking a “nice, clean, easy job”—al- though they will not find it so—and those who know they could not suc- ceed in any work calling for any- thing more difficult or more exacting than talk. Remain also, and always will re- main, those who without measuring cost or reward must render service; who, although they starve, can count no price too great to pay for the op- portunity, the privilege, of spiritual leadership. To which of these classes do you belong? A KING RULES IN VIENNA. While the League of Nations is at work upon its plans for putting Aus- tria upon her feet again, that part of Austria included within the boundaries of Vienna has been demonstrating its will to live on its own account. On Sunday a monument was unveiled to monarch without the slightest opposition from the Allies. The king’s name is Johann Strauss, a Viennese and while Vienna is his capital, his realm extends to every corner of the earth which has felt the sway of the “Blue Danube.” This is by no means frivolity, al- though the spirit of the Viennese, has undoubtedly survived the agonies of a world war. In her days of joyous humiliation rallying all the claims she can produce to the atten- tion of the world. Austria now is a third-rate nation, and like so many other small nations she is making legitimate use of the propaganda of art. Norway owes her place in the world more to Ibsen and Hamsun than to her merchant fleet. Denmark is not so much the country of co- operative dairies as of Georg Brandes. Sweden is distress and Vienna is simply largely Strindberg and Selma Lagerlof. Spain has reason to be grateful to Ibanez. tions have The small na- reason to regard their artists and their writers as an excel- lent practical investment. CHIEF JUSTICE TAFT. No other appointment to the place of Chief Justice could have aroused the personal interest which is called out by the selection of ex-President Taft. The country has long been aware that Mr. Taft’s real ambition was not for the Presidency, which was forced upon him, but for the position which he reluctantly passed by and which he is at last to hold. It also recognizes that his abilities are like his tastes in being judicial rather than executive. On the human side, therefore, his appointment has a pe- culiar appeal. Nor will the good na- ture which his countrymen regarded with mixed feelings while he was in the White House be looked upon as in any way a handicap in his new post. On the contrary, it will be taken as an assurance that the man will not be lost in the judge and by so much will enhance the confidence of the man in the street in the Supreme Court. The crowning which has come to Mr. Taft confers upon him a unique distinction. He is the only man in our history to hold the two offices of President and Chief Justice. Moreover, there have been very few Presidents who would even have been mentioned for the post of Chief Jus- tice, and vice versa. Salmon P. Chase, resigning as Secretary of the Treas- ury under Lincoln to become Chief Justice, was apparently a _ receptive candidate for the Presidency during most if not all of his nine years on the bench. But it was an unrealized ambition. Any qualification upon Mr. Taft’s fitness for the Chief Justiceship con- cerns the administrative duties of the position. The Chief Justice is or- dinarily thought of as simply the head of our highest judicial body. But as head he has the responsibility of keep- ing the court as nearly abreast of its business as possible. This demands the exercise of executive abilities. He must remind his fellow justices that time flies. He must organize the work of the court and infuse into it the efficiency which is more. con- spicuously recognized in commercial affairs. For this part of his task Mr. Taft admittedly has small predilection. But he cannot complain if an occu- pation which in general he finds high- ly congenial imposes upon him one uncongenial duty. honor WOOL AND WOOLENS. Auction sales of British Colonial wools occurred at Antwerp and in Australia during the last week. The bidding was quite brisk and about 90 per cent. of the offerings was sold at prices regarded as good. In Aus- tralia sales will be held on July 22 and August 1, with offerings of 12- 500 and 15,000 bales, respectively, The one outstanding fact about all the sales is that so little wool is being put on the market, considering the vast stocks available. It is going to be more difficult to dispose of them at satisfactory prices with the handi- cap of the new tariff duties on Ameri- can buyers. In the country there are as yet no signs of improvement in prices following the emergency tariff. Another batch of War Department wool, totaling about 5,000,000 pounds, will be auctioned off in Boston in the third week of this month. Opposition to such sales has ceased to manifest itself since it became apparent that the kind of wool held is fit only for carpet-making, Apropos of carpet wools, a curious question has been raised as to the effect of the proposed tariff on them. If duties are to be levied on the basis of the “American valuation,” it is difficult to see how that valuation can be determined, see- ing that no carpet wools are grown in this country. It will probably be de- termined by the flip of a coin. Of all the branches of the textile in- dustry the woolen one is most active at present. It looks as though the mills would be fully heavyweight goods until the time comes for them to start making fab- rics for next Spring. Orders have been taken for tropicals for next year, but the openings for the next light- weight season will not be had for sey- eral weeks yet. Staples like serges are likely to have the call. The dress goods outlook is considered good. Clothing manufacturers profess to be satisfied with the prospects, although they are intending to work on a smaller margin of profit than usual. THE COTTON SITUATION. It cannot be said that the cotton es- timate given out by the Agricultural Department on Friday was a surprise to anybody concerned. Unofficial es- timates previously published put the condition of the growing crop be- tween 68 and 71. The Department’s estimate made it 69.2 for June 25. This is an improvement of 3 1-5 per cent. over the estimate of the month before, but 1% per cent. below that of June 25, 1920. The area under cultivation this year is figured at 26,619,000 acres, as against 37,043,000 acres last year, and the production estimate is put at 8,433,000 bales, against the 13,365,000 bales of 1920. But there is a large margin as to all these figures. The general estimate is of a yield of about one-third of a bale of cotton to the acre. An increase in this yield of only ten pounds per acre would add over half a million bales to the total. So it will be seen that it is unsafe to place much reliance on statistics at this time of year. With a carry-over of eight or nine million bales, moreover, the great question will be that of the consump- tion. Unless this picks up consider- ably above what it has been, there will be no dearth of raw material available. But on this point the de- velopments are favorable. The most important of them recently was the settlement of the coal and cotton workers’ strikes in Great Britain. The goods situation, as is usual at this time of year, presents few fea- tures of note. There is talk of more strikes in the Southern cotton mills, while a number of the Eastern ones have slowed down on_ production. Gray goods have held up well, every- thing considered, although dealings have been few. For certain finished fabrics a fair demand continues. The knit goods position is still somewhat uncertain as regards both underwear and hosiery. LANA ETERNAL CE SLRS Girls nowadays must be ashamed of their ears; they never show them. occupied on ~~ July 6, 1921 THE BRITISH WAY. In Great Britain, producers and merchants have had troubles similar to those in this country, following the great check in buying by the general public which occurred at about the same time in each country. But the 3ritish met their problem in a some- what different way. Perhaps it was because of a greater insistence on the sanctity of contracts. In the case of woolen merchants, for example, they were placed in a rather perilous posi- tion last year with enormous stocks on hand with customers refusing to buy and, in addition, they were heavily committed in purchases of material at peak prices to be delivered this Spring. The manufacturers, realizing the hardship, agreed to spread season deliveries over the first six months of this year, but even this was not enough. Now they have agreed that, where the merchant has taken up 50 per cent. of his orders by June 30, delivery of the remainder will be made in equal monthly instalments up to the end of the year. This means a corresponding delay in the date of payment. There was no flood of can- cellations permitted or suggested. But the woolen manufacturers went a step further. When they found distribu- tors unwilling to carry more than a minimum of stock or to pass on to consumers the benefit of substantial price reductions, they started to sell direct to the public, even to the extent of supplying suit lengths. They threw convention to the winds in order to provide an outlet for their products and to keep their plants going. Charging that filled condensed milk compound, said to be made of skim- From theTreasury Department “An examination of your income and profits tax re- turn for the taxable year ending December 31, indicates that you are subject to an additional tan of go ERHAPS you, too, have received such a com- munication from the Rev- enue Department. This assessment need not b> final, since it may have been based on in- complete information. If so, a restatement is per- mitted. You are also per- mitted representation by men a3 well versed in tax matters as are the Gov- 1 ernm2nt’s agents. Certifi21 PublicAccount- ant; especially trained in 4| tax matters may be of 4l material assistance. SEIDMAN & SEIDMAN Accountants & Tax Consultants Crand Rapids Savings Bank Bldg. GRAND RAPIDS Rockford Jamestown Washington Newark New York Chicago L al Ce med milk and vegetable oils, was a menace to the dairy industry and that when the compound is sold to the public as milk a fraud has been perpetrated, directors of the Michigan Dairy Association, meeting at Lan- sing, adopted a legislation designed to prevent its manufacture and sale. Charges were aired that 86,000,000 pounds of com- resolution favoring MICHIGAN TRADESMAN pound were made last year and that South Sea Island cocoanut oil re- placed 7,000,000 pounds of American butter fat on the American market. The association appointed a commit- tee to seek lower transportation rates for the dairy industry in Michigan and accepted Saginaw’s invitation for the second annual convention and winter dairy show next February. if Oe {ilk j OR years a constant stream of Carnation Milk advertising in The Saturday Evening Post and other national maga- zines has been pouring into the homes of your regular cus- tomers—keeping up a steady demand for Carnation Milk in your store. And remember this, Carnation advertising sends new cus- tomers to your store. other lines of merchandise. peater and it turns over quickly. That means more business for you in Carnation Milk is a steady re- Help keep Carnation sales registering top-notch by making use of our sales and adver- tising helps. advertising material today. Ask our representative, or write for free store CARNATION MiLk Propucts CompANY 733 Consumers Building, Chicago 833 Stuart Building, Seattle Citizens Telephone Company First Mortgage Bonds Area SAFE INVESTMENT for Your Savings Denominations $100—$500—$1000 They can be bought to yield 7.20% Price 98 and interest Telephone or write to the Company for particulars CITIZENS TELEPHONE COMPANY 5 4 oh ss AER, Se a: Sa ES 3 SSR ais = Sete GSS Sates to Sg a 3. Pe oat [RS BESS 7 % Mi PEA EA Size Name ————_____.__— bs SESE nie Pitter Wie tiadees- XXX Yes Siree-Sir-- The month of July -« IS a good time -- For a $al6 and <-- This year of all years <« EVERY sale should count. The merchants -- Who used KELLY SERVICE «- Last year <« Are taking NO chances -- On JULY BUSINESS and -- Are keeping us busy -- Reserving men -- For their BIG DRIVE. These men -- Are the "other fellows" << I've told you about -- Frequently -- The men who know <« KELLY SERVICE. They were all -.« . New customers oncé <= Old customers now -- . For Kelly Service satisfies. *, Want you -- For a NEW customer -- In July. K. Kelly Sales System 2548 Nicollet Ave sineapolie. Mina of my stock — Ny I PANES SE ees TRE SOS IRF Sys ae Me Non > SAS ke ease & = a Sant Sonerss Ee mat, x PISA Ra TS STORE SS = OE RES, eS He ke a PEF coe 4 es = > Seay ton baad Soy" Tt pt ee. oo SSN SSS & Bis rnin AE oh suena 10 MICHIGAN TRADESMAN July 6, 1921 ‘be pes e SS ne FEAR \ € ww cS a — LG y) e =~. = — — —s er = E me's = ¢ = . | - - : : aes | REVIEW oF ™ SHOE MARKET | HZ 4 = : - _ = = = 3 ls & = = Ss - o wena — a 4 .— ea } Zz OR es ZA é \/ PLE Co ao noes A a RS ° G mae SA S22 Py ON > uv jc? aw ~) , i. sa Jy SSeS Z| Michigan Retail Shoe Dealers’ Assocla- tion. President—J. E. Wilson, Detroit. Vice-Presidents — Harry Woodworth, Lansing; James H. Fox, Grand Rapids; Charles Webber, Kalamazoo, A. E. Kel- , Traverse City. Oe. sears Tremmares—C. J. Paige, Sag- Sell Your Summer Shoe Stock Now. Written for the Tradesman. Now is the time to sell low cuts, white shoes and all outing, vacation and hot weather footwear of what- ever description. Your stocks of seasonable footwear should be now melting. If it isn’t something is rad- ically wrong, and something ought to be done, and the quicker you find out what to do—and do it—the better you will fare in the end. The only logical demand just now is the demand for hot weather foot- Ride the crest of the wave of the present demand. Sell your seas- onable stocks in season. Don't hold back and hesitate and let the summer slip by and find you with a whole raft of summer goods on hand. Tf wear. you do you will regret it. "Sell the Summer Goods Now. Sell your summer goods now. If it’s necessary to cut prices apprecia- bly (and it probably will be), don’t hesitate to cut prices. The point is: Get rid of that seasonable merchan- dise. There is a potential demand for hot weather footwear, but many people feel present prices are too high. You and your conscience know whether that is true in your case or not. May- he the manufacturer held you up. Of that I know not. But the point is inany people—and among them many of your own customers—are firmly convinced that they are being held up. They are holding off their hot weather purchases as long as possible. You can’t blame them. The people have been buncoed so: much they are getting sore. Start something in your town. Take the public into your confidence. Tell them a simple, unvarnished, straight- from the shoulder story: tell them you are with them; that you are going to show that your heart is in the much right place by accepting a smaller profit; that you realize that the war is over, and that we have all got to stop kidding ourselves along by thinking that we can go on mak- ing wartime profits; tell them this is plain profiteering, and that the man who indulges in it is blind and cannot see afar; that he is going to get what is coming to him, and that no power in the heavens above or on the earth can keep him from disaster, for right is right, and profiteering is wrong. Describe samples of good, staple, dependable hot weather footwear that Picture the same to the eye of the reader with good outline illustrations. Make up Make up your own you are marking down. a nifty trim. mind that you are going to deal fair- ly with the public, and back it up with convincing evidence of your sincerity. If you do this, things will begin to happen in your store. It’s strictly up to the retail shoe dealer to break this consumers’ strike. And the only way on earth he can break it is to reduce his prices. It will be far better to cut your prices to the bone and come clean even by breaking even, than to carry this hot weather footwear over until next season. Why so? must be cheaper. Simply because shoes I know the manu- facturers are trying to bolster up I know they discour- But I also know they are attempting the impossible. They are trying not to see the handwriting on the wall. But it is there just the same. Prices The present out- present prices. age drastic price-reductions. must come down. rageous, preposterous and unjustifia- ble scale of prices cannot be main- tained. Manufacturers, jobbers and retail dealers the country over are thing that If they are not doing just the sort of brings on a panic. cured of this folly in time the panic will come. And it will be some whale of a panic. People Cannot Buy Without Money. It seems elementary to observe that folks cannot buy without money. In war times they had money. Plen- ty of it. Folks had so much money they didn’t know what to do with it. Consequently they squandered it. It didn't require salesmanship to sell All you had to do was to show them some- merchandise in those days. thing nifty and extravagant, and they "Mes, I wel take this They afterwards they would sdy: pair; how much are they?” bought first, and asked the price Conditions have changed, neighbor, Folks have not the easy money they once had. Lots do you realize that? of them have lost those good, soft, lucrative jobs; others have had their wages cut once—maybe twice—and they are not so sure they will hold Other folks are coming around asking for work. the job they now have. How will it be next summer? Some say conditions will be better. Others say conditions will be worse. Prob- ably the best plan is to play it safe and admit that we don’t know any- thing about it. But one thing is evi- dent: The merchant who sells his seasonable footwear in season and comes to the end of the season with his shelves swept and garnished, that man is a wise dealer in his day. The probability is that he can buy new stuff at lower prices for next season’s selling. He, therefore, can show a line of goods that will interest the people, and he can quote prices that will encourage buying. In other words, the fellow who does that is a real merchandiser. Cid McKay. —_—_> >< Leave growling to dogs; they do it better, no matter how hard you try. Strap Sandal “Ome é Ub y in Stock Glazed Colt, Flex- ible McKay, Stock No. 500, $1.95, Terms 3-10. Net 30 days. Write for pamphlet a= BRANDAU SHOE CoO., Detroit, Mich. Shoe Store and Shoe Repair Supplies SCHWARTZBERG & GLASER LEATHER CO. 57-59 Division Ave. S. Grand Rapids Detective Service We furnish efficient operatives and are equipped at any time to undertake any kind of criminal or industrial investigations. All work intrusted to us is personally super- vised by Mr. Halloran. HALLORAN’S NATIONAL DETECTIVE AGENCY 506-7 Grand Rapids Savings Bank Bldg. Grand Rapids, Mich. comfort and style. reasonable prices. GRAND RAPIDS What sells shoes? Reputation for materials, wear, Our shoes are well known for quality leather, good workmanship, style, comfort and The dealer who carries MORE MILEAGE SHOES has everything to make and hold his shoe trade. Quick delivery. Keep your sizes up. ~ HIRTH-KRAUSE Tanners—Manufacturers of the MORE MILEAGE SHOE MICHIGAN 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. 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 of Serviceable Footwear 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 GRAND RAPIDS, MICH. ae : = © : meena RRR July 6, 1921 Monster of Intemperance Nearly Up- rooted. Grandville, July 5—Is prohibiton a failure? This question is being asked by people seriously inclined, who see so much of bootlegging going on all over the country. Asa matter of fact, however, the law forbidding the mak- ing and selling or givng away of in- toxicants is measurably a success. There is little wonder that efforts to evade the law are seen in so many quarters. The evil of liquor intemper- ance dies hard, but it is nevertheless, surely in a moribund condition. Every other law against criminality has its ups and downs. We see holdups, bank looting, murder and general rascality cavorting up and down the land, yet nobody is ready to say that all law for the protection of society is a fail- ure. No law could be enforced without public sentiment behind it. Prohibi- tion, more especially in Michigan, has this sentiment behind it in large de- gree, so that while there were a dozen drunken boozers, now we see only one. Isn’t that an improvement over the old days of open saloon rule? The political pot boils all the same, but whisky doesn’t rule or ruin in politics as it once did, and we may well con- gratulate ourselves on this dominant fact. Other laws than that of prohibition of liquor selling are now and then dis- regarded, more especially the one against speeding. Right here in Grandville not a day passes that the village ordinance against fast driving is not disregarded. Very few arrests have been made and it seems wholly safe to dash through our town at any rate of speed, so far as arrests and fines are concerned. There is another side to this bald dis- regard of law and the rights of others which may come into prominence some day when one of these idiotic speeders kills a pedestrian or two. A term in the penitentiary is yawning for some one or more of these smart Alicks who think it cute to dash down our streets like a “scared cat.” Public sentiment seems at. rest where the speeding automobilist is concerned and it may require a trag- edy to awake this sentiment from its slumbers. The State having raised the legal speed limt to 35 miles per hour it does seem as though even the maddest might be content to slack up for the space of a single mile while going through the small town. It is, indeed, too lamentable that: a terrible tragedy must take place and stern punishment be administered before these fellows are brought to. their sense. The sober sense of the people is ‘against all law-breakers. Prohibition does prohibt to a re- markable extent, as thousands of hap- py homes attest. Michigan was sev- eral laps ahead of the Nation in pass- ing a law ousting the liquor traffic from within its boundaries. Such a law is not now sneered at as “the Maine liquor law,” but is recognized as the strongest, best and most desir- able of public enactment in the his- tory of the State. The people of Michigan have a right to be proud of its temperance record, which, regardless of party affiliations, has been made in the face of the strongest opposition from the liquor power. Even before equal suffrage this beneficent law became a part of our Michigan creed, and now we are assured by the good women of the State that their ballots will be cast ever and always in maintenance of prohibition. Rigid enforcement of the law is a matter for public sentiment to carry out and that sentiment is still strong for the cause of righteousness, despite the fact that there are a few men, and some women, so lost to all the finer feelings of humanity as to seek gain by selling their souls for the profit ac- MICHIGAN TRADESMAN cruing from the illicit distilling of the forbidden fruit. There are no words in our language sufficiently emphatic for characterizing the deep and damnable wickedness of the one who, for the sake of gain, will engage in a traffic, outlawed now by every state in the Union, and which has caused more woe and disaster to human kind than all the wars of Christendom. Happy homes entirely freed from the once ensnaring serpent Intemper- ance, again subjected to the galling chains of a worse slavery than that of the sixties, that a few soulless creatures may live and wax fat in pocket is enough to arouse the ire of a saint. Add together all the other crimes in the calendar, from highway robbery to murder, then pile on every- thing imaginable in the way of des- picable meanness and you have not even approached to the villany of the one who again draws the poor victim of intemperance once more into the toils that he may coin dollars for his own selfish desires. The illicit distiller is lower down in the scale of morality than the bank robber. While one seeks the dollars that belong to others, the former ruins the souls of men. Bootlegging, rumrunning and pri- vate stills, all working unlawfully, are sure in time to be suppressed as near- ly as are other lesser crimes of the day. The writer never thought to live to see the day when the traffic in intoxicated liquors would be outlawed in the United States. Naturally a busi- ness bulwarked in the habits of a nation is hard to eradicate. Time, which works wonders, will make good the boast of one of our best citizens that America was destined to become a rumless nation. While our neighbor across the De- troit river was under the bonds of the saloon it was less easy for Michigan to enforce its liquor law. Happily, Ontario has “gone dry,” and smuggl- ing whisky from over there is no longer in evidence, hence we are bet- ter prepared to squelch the demon than in other days. It has become unpopular to advo- cate the personal liberty of the whisky apologists. Although they make a great handle of the personal liberty cry, not a word is said about the per- sonal libetry of the wife and children of the man who drinks. That is a horse of another color. While it is to be deplored that liquor can be procured in certain sinks of iniquity in various parts of the State, the good people of Michigan are to il be congratulated that the monster of intemperance has been so nearly up- rooted it has to hide in out-of-the-way places, which in time will be wiped out. Old Timer. —_——_~» 2. The present style period in shoes makes a demand for instant design- ing, simultaneous ordering, and “quicker than that” delivery. Low shoes have come to be an all-the- year-round demand, yet most shoe men have not given a thought to what a continuous low-shoe season means. The wise plan is to play the present styles hard. In June feature whites, and combination of whites and colors, and sport footwear. Be ready for something new in the fall; there are hundreds of new ideas in footwear yet to appear. a ee There’s truth in the old saying that two can live as cheap as one. 3ut try to find the woman who will live cheap. ——_~2-—____ Beware of excesses of any kind. Learn, like the horse, to say “neigh.” THESE PRICES ARE BELOW THE PRES- ENT DAY MARKET FOR SHOES OF THIS CHARACTER 8762 8763 8749 quickly and grain leather inner sole. MEN’S OXFORDS IN-STOCK Smart, Serviceable Styles that sell insure satisfaction. All leather, at prices that mean real profits for the retailer. Fine Dark Mahogany Calfskin, 9 iron oak outer sole, City East. A to D. 5 to «$4.85 Full Grain Mahogany Side, 9 iron oak outer clei 4 35 grain leather inner sole. City Last. B to E, 5 to 11 ’ Fine Gun Metal Veal, 9 iron oak outer sole, grain $4 75 leather inner sole. Tremont Last. C to E, 5 to 11 . TERMS: 8%, 10 days; 1%, 20 days; net 30 days. ALL ORDERS SHIPPED THE SAME DAY THEY ARE RECEIVED. . RINDGE, KALMBACH, LOGIE CO. 10 to 22 IONIA AVE., N. W. GRAND RAPIDS, MICHIGAN UNBRANDED 12 MICHIGAN TRADESMAN eugaNn | CCUha yee eeny eat rs 2 > =f fo. - ; = FINANCIA a. - ee » “= ; Ge YH © U = N =< My, Nd - [Se Present Situation Due To Violation of Economic Law. Twice in my life I have seen the standard of value nearly overthrown by the people of this country under the pressure of low prices and hard times. When [ first began to take an interest in political questions the uppermost issue was the resumption of specie payments, the question of whether our paper money put into circulation during the Civil War, and which had become sadly depreciated, should be redeemed and brought to par with gold. The currency had been inflated, prices had been in- flated, debts had heen created, and finally the boom had collapsed, and the situation looked black enough. I remember those years of stag- nation and depression very well. I saw corn sold for 12% cents a bushel and burned for fuel. People said that Wall Street and Lombard Street had done it all, in a conspiracy to oppress the people. It was said that prices never would come back and that the country never would know prosperity again, unless the resump- tion act was repealed. All sorts of persuasive and confusing arguments were made for its repeal and in favor of marking down the value of the Greenbacks or repudiating them. For- tunately, the people stood by their faith and by the lessons of monetary science; the country met every war- time obligation to the letter, with the result that it came out of depression into prosperity About twenty vears later we were put to the test again. \ passed through a period of reaction and hard times. Again it was said that Wall Street and the power had plotted for the ruin of the country. Nothing could restore prosperity, the people never would be able to pay their debts, never see fair prices again, without the free comage of silver do \ll the arguments of the Greenbac campaigns were revived, and made to do duty over again. But fortun- ately, the people once more. stood by the faith, and before another Pres- idential election came around. the silver issue had disappeared com- pletely, and the country had en- tered upon the greatest period of prosperity it ever had known. Each time, after the menace was past, subsequent events proved that it was right to stand by the estab lished monetary policy of the coun- try, and not to overturn the stand ard of value in order to mitigate temporary conditions. Now, again, we have many of the conditions which brought on. the Greenback and Free Silver Cam- paigns. We had a great inflation of credit during the war and for nearly two years following the war, and then came a collapse and fall of prices which always comes. And people have been saying what they have always said under the same conditions, that Wall Street or some- The sit- uation that exists to-day is a part It is just what should have been expected. We had no body is responsible for it. of the war. right to suppose that we could spend $30,000,000,000 upon a war and never miiss it. If a family living in a somewhat independent position, as on a farm, should suffer from a disaster that would sweep away a large part of its ready capital, that family, if it was of the thrifty American type, would know precisely what it would have to do to get back into a pros- perous state again. It would have to get up early in the morning and work late and hard, and produce, economize, and save until it restored and made good of what was lost. And it is just the same with a nation, but unfortunately it is not so easy for the people to understand that the same principles govern so- ciety as a whole as govern individ- I was in Iowa just two years ago when the land boom was on there. I made some comments upon it at the time that were not cordially re- didn’t know real values when I saw them. le ceived. They intimated I nat a speech out there in the month of June, 1919, just two years ago, to the Iowa Bankers’ Associa- tion, and I quote just one paragraph | believe that the banker can ren- der no better service to the farmer than by advising him to use the pro- JOIN THE GRAND RAPIDS Pe SAVINGS BANK NES FAMILY! e a? s ? a i | 44,000 iii Satisfied Customers i = know that we specialize in accomodation and service. BRANCH OFFICES Madison Square and Hall Street West Leonard and Alpine Avenue Monroe Avenue, near Michigan East Fulton Street and Diamond Avenue Wealthy Street and Lake Drive Grandville Avenue and B Street Grandville Avenue and Cordella Street Bridge, Lexington and Stocking July: 6, 1921 What We Can Do As Your Agent Collect income from all sources and deposit, remit or invest as directed. Keep safely stocks and bonds and sell, if directed— the proceeds to be deposited, remitted or re-invested. Manage real estate, collect rents, pay taxes, make repairs. Pay from funds as designated, life, fire, or burglary insurance premiums; dues, taxes or other debts. Prepare and file Income Tax returns and pay tax. Carry out existing contracts until fully discharged. Use power of Attorney, when given, for protection of business or personal interests. Act as Executor and Trustee under Will in case of death. One or more of the above services are available, if all are not required. Complete detailed record kept and statement rendered regularly. The charge is small— based upon the extent of service desired. Full information given upon request. fFRAND RAPIOS [RUST | OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS President f RANSOM E. OLDS Chairman of Board © w, Vercuanrs Lire Insurance ComPary Offices: 4th floor Michigan Trust Bldg —Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - $500,000 Surplus and Profit - $850,000 Resources 13 Million Dollars 3% Per Cent. Paid on Certificates of Deposit Do Your Banking by Mall The Home for Savings CADILLAC STATE BANK CADILLAC, MICH. Capital ........ $ 100,000.00 os ........ 100,000.00 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 wy en a “eo July 6, 1921 ceeds of these high prices to pay off his debts. It is a singular fact that people commonly go into debt in good times and pay their debts under pressure in bad times. That was advice from Wall Street two years ago. In June, 1919, when that speech was made, the loans of the Federal Reserve Bank in Iowa were $12,000,- 000. The war was over and the last war loan had been raised. A good crop was raised in Iowa in 1919, and prices continued generally good until the fall of 1920. There was more than a year of good times in which to pay off that $12,000,000, but when the break came the State of Iowa owed the Federal Reserve Bank of Chicago, not $12,000,000, but $91,000,- 000. I suppose there are people who think that Wall Street was responsi- ble for that, but I do not accuse the people of Iowa of thinking so. I give them credit for too much sense for that. The people of Iowa did just what every other people have done under the stimulus of booming times. They saw people about them apparently making money by going into debt. They thought they were entitled to credit and proceeded to use it. If anybody could have known at the beginning of 1915 the amount of money the farmers of Iowa would receive for their crops in the next five years, and did not know history or human nature, he probably would have said that by 1920 all would be out of debt. But that is not what happened or ever happens. The same thing might have been said of Cuba in 1915. They had a riot of prosperity in Cuba for five years, and then they had to declare a moratorium, suspending the collec- tion of debts, in order to save the credit structure from total collapse. There is an illusion about rising prices that is very deceptive. People lose sight of all the signs and stand- ards by which their judgment is or- dinarily guided. It is true that peo- ple seldom use the earnings of good times to pay their debts; they use them as the basis for further bor- rowing. The average man in good times does not like to use money for any such inconsequential purpose as paying debts, when so many oppor- tunities for making money are in sight. They do not know where to stop. The situation reminds me of a story that Mr. Bryan used to tell about a man who was addicted to drink, A friend was expostulating with him, and said: “Now, John, you know your weakness; you know you are likely to take too much. Why don’t you, when you know you have had enough and are asked to drink more, ask for something that is not intoxicating—ask for sarsaparilla.” “Well,” said John, “That sounds well enough, but when I get that far along ft can't say sarsaparilla.”’ The trouble is that people do not understand the danger of increasing indebtedness on a_ high level of prices. Most of us are like Mark Twain, who, in taking out a life in- MICHIGAN TRADESMAN 13 surance policy, solemnly remarked that he wanted all his debts paid after he was dead. I have not quoted my prediction of two years because I made it, but only to show that such predictions were made. They were made by many people. Nobody knew when the col- lapse was coming, but nearly every- body believed that it was coming sooner or later. Everybody of sober judgment, everybody who stands the fundamental principles that underlie all things, the law of under- cause and effect, and of action and reaction, knows that that period of inflation, or war-waste and _ extrav- agance, could not give sound and en- during prosperity. A lot of hard-headed people know it instinctively. I read an editorial in Wallace's Farmer, a short time ago, 1n which the writer said: In spite of this temporarily bad situation, so far as the average Iowa farmer 1s concerned, there are thou- sands of farmers who own their own farms and who saved their money during the war, who are better off than they have ever been. These men are of the sort who move in the opposite direction from the crowd. That is absolutely true, and it is well to have it said. The present situation is a result of wholesale vio- lation of economic law, beginning with the war. Nobody planned it or could have prevented it, but thou- sands of careful people have passed through it practically unharmed by simply going on in their regular course, living as usual, paying for what they bought, and practicing economy as all the world ought to do after the frightful wastes of war. This situation will right itself just as every other like situation has done. When it has cleared up it will be found that the fundamental con- ditions which for years before the LLLMLMMLLLLLLLL LLL LLL LLL LLL LLL LLL IMPORTERS AND EXPORTERS NS 1E/Ue = wh ESTABLISHED 1853 DEPARTMENT is well equipped and always glad to assist any customer in the financing and develop- ment of Foreign Trade. STEAMSHIP TICKETS to and from all foreign lands may be secured of the agent at our Foreign Department. N \ N N N N N N NY N N CLAY H. HOLLISTER PRESIDENT CARROLL F. SWEET VICE-PRESIDENT N GEORGE F. MACKENZIE N V.-PRES. AND CASHIER N N N N N N N N Ni N Ny N N OUR FOREIGN N N N N N NY N N ZEEE, It Is Important, In lining up the data for your year’s Federal Income Tax report, that the work through the year of the Accounting Department should be planned to coincide with the tax requirements. It avails you nothing to plan contrary to the permissible Accounting practice, and then try to convince the U. S. Revenue Department that you are correct. Our experienced Federal Tax Accountants can aid you in arranging a correct system of ac- counting. We will aid in ascertaining the true financial condition. It will be found useful to have such unbiased ascertainments of condition and earnings for credit purposes, adjustments of claims, ete. Call our Public Accounting Department. “Oldest Trust Company in Michigan’’ THE MICHIGAN TRUST COMPANY Grand Rapids, Michigan GRAND RAPIDS NATIONAL CITY BANK CllryY FRUST & SAVINGS BANE ASSOCIATED CAMPAU SQUARE The convenient banks for out of town people. Located at the very center of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our Institutions must be the ultimate choice of out of town bankers and individuals. Combined Capital and Surplus —._..__.__.___._.__ $ 1,724,300.00 Cembined Votal Oendsite .................__.__._......... 10,168,700.00 Combined Foetal Hesources —............_._ 13,157,100.00 GRAND RAPIDS NATIONAL CITY BANK *WersY TRUST & GAVINGS BARGE ASSOCIATED 14 MICHIGAN TRADESMAN July 6, 1921 war had been affecting agriculture, and steadily improving the position of the American farmer, are unchang- ed. In the long run, and in the in- terest of society, I am more afraid of high prices for farm products than of low prices. The population of the world is steadily increasing, and the best and most available lands of this continent and of all continents are occupied. When my father was a young man there were about 17,000,- 000 people in the United States, and my children, if they live the normal term, will see 200,000,000 people here. There were about 175,000,000 people in all Europe at the end of the wars with Napoleon, and there are about 450,000,000 people there now. Times were very hard in Europe at the end of the wars with Napol- eon, and Europe was thought to be overpopulated then. It is a little over 100 years ago that Malthus wrote his noted essay upon popula- tion, in which he laid down the the- ory that population tended to in- crease faster than the means of sub- sistence. The outlook for the masses of mankind was thought to be very gloomy. It looked as though the command of man over the resources of nature was scarcely equal to pro- viding even a miserable living for the population, and clergymen, states- men, the leaders of society seriously discussed starvation, plague, and war as perhaps necessary means of limit- ing the numbers. But the development of the steam engine and the locomotive, and open- ing of the Missisippi Valley and oth- er fertile regions changed all of that and gave relief to the world. But relief for how long? The prices of foodstuffs before the war, rising and the tendency of our food exports to decline, indicated that the prob- lem was only pushed back. It is a problem that never can be finally disposed of so long as the population of the world continues to increase. There has never been another such chapter of development in the his- tory of the world as that which in- cluded the occupation of the Mis- sissippi Valley, and there never will be another like it, for there is no other area of land like the Mississippi Valley to be settled. There is a good deal of land yet to be had in Canada, but the best of it is gone. There is land in South America and Siberia, perhaps in Africa, but population is not going to those regions rapidly. Of course, we have come nowhere near the limits of food production in this country, but we have come to the end of the cheap and easy in- crease. The free lands are gone, the cheap lands are gone, and the in- crease of the future must come from lands that require considerable in- vestment of capital, for irtigation, for drainage, or for clearing, and by more scientific methods of culture. It is in competition with lands of that character that the lands of the Middle West have gone to $200 and $300 per acre. In the ten years from 1900 to 1910 the average value per acre of all the farming lands in one Middle Western state, exclusive of buildings, more than doubled, accord- ing to the census, and then from 1910 to 1920 they more than doubled They more than quadrupled from 1900 to 1920—an average en- hancement of more than 10 per cent. per annum for twenty years. That is an extraordinary record. It is not strange that with such a rapid ad- vance there should be some specula- tion, and that some persons should operate upon narrow margins, or that there should be some reactions and again. individual losses. Those develop- ments happen in the stock market, in the grain market, and wherever there is speculation. They are in- cidental to a rapid movement of prices. All of that is a passing phase of the situation. The great fundamental fact is the commanding position that agriculture is bound to occupy. That position was evident before the war. We seemed to turn a sharp corner about 1900 into a relative scarcity of farm products. From that time on there was a steady rise in prices of foodstuffs and raw materials which put the whole industrial situation un- der strain. That was before the war. Every advance in the cost of living to wage-earners has to be compen- sated for in the pay envelope. The wage-makers felt that their pay was not going as far as formerly, and they wanted more. The business man realized that his costs were rising, and he pushed up the price of what he had for sale. Everybody was reaching out to recoup himself, and everybody was wondering what was the matter and who was to blame. The truth was that_we were not get- ting so much for nothing as in the days when we were pasturing our cattle on the public domain. I think that as we get away from the war and normal conditions are restored, as the people of the world find themselves able to eat and wear clothes as they were accustomed to do before the war, the forces that were making themselves felt then will dominate the situation again. | repeat that [| am more afraid that farm products will be too high than that they will be too low. It is inevitable that all foodstuffs and natural products will cost more as the population increases and the natural resources are impaired, except as im- provements are made in the methods of production. Society is always in the position of a man rowing up stream. It requires a constant effort to enable him to hold his own against the current. And so the problem of society in the future is going to be to hold its own against the natural tendency to dearer foodstuffs and raw materials. The hope is that methods and- prac- tice in agriculture will be so improved that production will be constantly enlarged without the rising costs that would be necessary without such im- provements. That is a task upon which the progress of society is absolutely dependent. George E. Roberts. —_+-.___ Bald-headed men are apt to sneer at the chap who parts his hair in the middle. ere | STRAIGHT LINE METHODS Courage in Business All modern industrial and mercantile expansion de- pends upon courage. It explains progress. It deter- mines the limits of individual success. It is the physical expression of confidence and belief. : | Courage is inspired by knowledge. Knowledge dispels fear. Knowledge of your business—timely and de- pendable Facts and Figures from every department —points out weakness and waste; while knowledge of better methods, with courage, eliminates them. ERNST & ERNST com AUDITS = SYSTEMS 304 Nat’l City TA X < = RVI Cc - oe Detroit Bank Bldg. OFFICES IN 23 OTHER CITIES STRAIGHT LINE METHODS Fourth National Bank Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Pald on Savings Deposits Compounded Semt!-Annually 34 Per Cent intéréest Pald on Certificates of Deposit Left One Year Capital Stock and Surplus $600,000 ILAVANT Z. CAUKIN, Vice President WM. H. ANDERSON, President J. CLINTON BISHOP, Cashier HARRY C. LUNDBERG, Ass’t Cashier ALVA T. EDISON, Ass’t Cashier WE ARE SPECIALISTS Writing only Automobile Insurance. Live Agents Wanted. MICHIGAN AUTOMOBILE INSURANCE CO. Grand Rapids, Mich. A Stock Company. Fenton Davis & Bovle MICHIGAN TRUST BUILDING Chicago GRAND RAPIDS First National Bank Bldg. telephones ee Detroit Congress Building GRAND RAPIDS SAFE CoO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. TRADESMAN BUILDING GRAND RAPIDS, MICHIGAN Lg SS ae SAR OSE i an NR ERE ROMER to i i : : £ July 6, 1921 Higher Fire Rates For ford Cars. Fire insurance rates for ford auto- mobiles have been materially advanc- ed, notably the 1921 models, because the Underwriters’ Laboratories has declared that serious mechanical and structural defects exist, mainly in the wiring system. This rate increase was established by the National Automo- bile Underwriters’ Conference and be- comes effective to-day. The advance in rate in the standard schedule for ford cars is over 50 per cent. in all 1921 models except the Sedan and that is increased nearly 100 per cent. The National Conference yesterday issued its first supplement to the 1921 classification manual and the changes made in grading some of the various makes of cars were based upon inspec- tion made by the Underwriters’ Lab- oratories. It becomes effective on July 1. In the case of the ford cars the inspection of the structural and mechanical condition was very care- ful. The report showed several seri- ous defects, particularly in the wirng system and the 1921 self-starter. These defects, the report held, would be conducive to fires from short cir- cuits. Based upon this report the Na- tional Conference raised the rate in the standard rate schedule for ford cars from 65 cents to 1 per cent. for the fire hazard for all 1921 models except the Sedan and advanced the fire rate for the Sedan model from 65 cents to 1% per cent. The conference, on the other hand, has made some reductions in the fire rates on othr makes of cars based upon their inspection by the Under- writers’ Laboratories. The most not- able decrease was in the case of the Dodge cars, where ihe rate was re- duced from 65 cents to 45 cents for the fire hazard of the 1921 models. This brings the Dodge car down to the next to the lowest rate in the standard schedules and places it in the class with such makes as the Cadillac, Mercer, Peerless, Owen-Magnetic and Stutz. There are other minor changes in the classification rates of less popu- lar makes of cars including moderate reductions for the Templar and Moon cars, The increase in the fire rate for ford cars, it is expected, will meet with some criticism as being based entirely on a mechanical inspection and not justified by experience. This, however, is not entirely the case, since as early as April this year a prominent man- aging underwriter wrote the National Conference stating that adjusters were complaining frequently of fires in 1921 ford cars, due to serious wiring de- fects which caused short-circuit fires. ———_—_~-e___ When Our Fire Waste Will Decrease. At the annual meeting of the Na- tional Board of Fire Underwriters, there was presented an authoritative estimate of America’s fire losses dur- MICHIGAN TRADESMAN ing 1920 which should cause the most heedless to pause. The destruction of over $500,000,000 worth of prop- erty in a single year, or approximate- ly $1,370,000 a day, is a tax that cannot be continued without serious eco- nomic results. In addition: to this there was loss of life which, while not accurately known, must have been heavy. The staggering total of waste has not yet been classified, so it is im- possible at present to give the losses by division into the separate hazards. There is no doubt, however, that in- tentional and unintentional incendiar- ism were large factors in causing an aggregate of damage never before ap- proached except in 1906 when the San Francisco catastrophe occurred. This was so, despite the fact that there was no conflagration of any magni- tude during the entire year. Besides the incendiarism of those individuals with asbestos consciences who “burned for profit,’ and the de- predations of pyromaniacs, there was the unconscious incediarism of the business man who, in the face of trade depression and disappearing profits, relaxed his former vigilance in regard to fire. He neglected safe- guards, allowed rubbish to accumu- late, postponed repairs of heating and lighting apparatus, forgot have in- spections made, and became generally careless. His employes naturally re- flected his mental attitude, and like- wise grew careless. The wage earner out of work became more negligent at home and also helped to swell the total fire damage that day by day added to our National bonfire. Carelessness and ignorance normal- ly figure as the chief causes of our fires, but there is also the mistaken belief of many that when property is insured against fire the insurance companies are the only ones to wor- my if it burns. As a matter of fact, insurance costs are so closely inter- woven with our social and economic fabric that we are all affected by the fire waste. The careless or ignorant citizen re- sponsible for a fire, taxes himself as well as his fellows. When this truth becomes recognized by a majority of the American public, then will our fire waste begin to decrease. —_—_--<__ Always Tell the Last Story. Rastus from Boston was trying to impress his Southern cousin with the superior speed of Northern trains. “When dat ole Montreal express gets to hummin’, Mose,” he asserva- ted solemnly, “de telegraph posts looks loke slats on a chicken fence.” “Hmpf!” sniffd Mose. “When de Southern expres steps ut fo’ Noo Or- leans, it nacherally makes de mileposts look closer’n strings on a banjo.” OFFICE 320 HOUSEMAN BLDG. Grand Rapids Merchants Mutual Fire Insurance Company Economical Management Careful Underwriting, Selected Risks Affiliated with the Michigan Retail Dry Goods Association, GRAND RAPIDS, MICH. 15 Bristol Insurance Agency ‘“‘The Agency of Personal Service”’ Inspectors and State Agents for Mutual Companies When you want insurance you want the best, then place your insurance with The Michigan Shoe Dealers Mutual Fire Insurance Co. and The Central Manufacturers’ Mutual Insurance Co. The only companies which have allowed 30% DIVIDENDS for many years. Cc. N. BRISTOL, A. T. MONSON, D. J. SUTHERLAND, A. M. NUTTING. FREMONT, MICHIGAN H. G. BUNDY, 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 This Company has returned 50” Dividends For 26 Years Good Mercantile, Dwelling, Hotel and Garage Risks Written BRISTOL INSURANCE AGENCY General Agents for Lower Peninsula FREMONT, MICH. Preferred Risks! Small Losses! 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. Efficient Management! Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Sec’y MICHIGAN TRADESMAN July 6, 1921 = SRE FT SER Le a ( A, 2 CO A ' WOMANS WORLD Molly Plays the Game Like a Good Sport. Written for the Tradesman. Molly came rushing around the house, searching in every corner for her cousin, who was hidden, crouch- ing under the porch. “We're playing hide and seek,” she explained to me, breathlessly. “I’m it—I have to be most of the time, because Helen knows good places to hide, and I never think of ’em until it ts too late.’ One of the maids, coming around the corner of the house, saw Helen in the dark under the steps, and signalled to Molly, and pointed. The act was kindly meant, but most unappreciatively received. Instead of being pleased by the unexpected as- sistance, Molly flew into a rage, bor- dering upon tears: “That ts just a shame, Sarah!” she cried. “It isn’t fair. Now we've got to begin all over again. Come out, Helen, Sarah showed me where you were. Now we've got to go back and play it all again.” So off the children marched, Molly red-faced and indignant, and Helen found some other place to hide. “You have to play fair,” Molly ex- plained to me afterward. “If I’m not smart enough to guess where Helen hides, that 1s my look out. I ought not to have some grown-ups sneaking around to tell me where she is. If I can’t find her myself, she ought to beat. It is no fun playing anything if you are not a good sport.” “Don’t you like to beat?” I asked. “es, but I like to beat fair.” “Do all the girls you play with feel that way about it?” “Not all of them. Now, there is Julia—that little girl you saw this morning; she lives over on the other hill. She gets mad and cries when she doesn’t beat. It is not much fun to play with her. You don’t feel like doing your best, because if you do you mostly beat her, and then she bawls about it.” I know Julia. I have been watch- ing Julia grow up ever since she was a baby. I know her mother; we were in school together. I didn’t tell Molly what I knew. I didn’t tell her that when Julia’s mother and I were girls I found it just as unpleasant to play with Julia’s mother as Molly is find- ing it to play with Julia. Julia’s mother used to cheat out- right, sometimes, or in a kind of coax- ing way ask for unfair advantage for herself; pretending that she had counted up to 100 when she couldn’t possibly have done so in the time since we started to hide—all that sort of thing. And she, too, used to cry when she didn’t win. I have seen Julia’s mother playing games with her. It was the rule for her to allow Julia to win. And one of Julia’s many nurses told me once that she had instructions to allow the child always to win. Julia wasn’t satisfied with that. Sure as she was to win, she cheated. I have seen her push her croquet ball with her foot, just enough to give her the necessary advantage. I have seen her mother and her nurse observe this cheating and say nothing about it. Molly was refreshing—a good lit- tle sport, who could lose without a murmur; who wouldn’t accept the ad- vantage that was offered; wasn’t will- ing to win unless she could win fair- ly. She plays for the game’s sake, and does her best against whatever odds, accepting the result cheerfully. I am sure there is no finer thing that parents can do for their children than to teach them to be “good sports;” to take no joy out of winning unless they earn the victory by clean play; to accept defeat when it is won by the playmate who really plays bet- tet. This is one of the good results that comes from group play by children. Their public opinion will not tolerate unfair practices, and it is the best sort of discipline of character for them to learn to win on their merits or not at all, and to take defeat in good spirit. I always pity the child who is not allowed, or for any reason is unable to play with mixed companies of other children. Too often those who are kept exclusively to themselves or with carefully selected companions— especially if they are mistakenly in- dulgent nurses—learn to expect to win otherwise than by good and careful work at the game. In the long run they don’t get much fun, either. Whether in childhood games, or in the large game of life, as Molly said: “It is no fun playing anything if you are not a good sport.” Prudence Bradish. [Copyrighted 1921.] ——__+~- >. ____ The firm of Brewster, Gordon & Co., N. Y., has instituted a routine which is decreasing the return of goods. A customer wishing to return anything must fill out a blank giving information which includes the reas- on for the return of the article. If the return is satisfactory to the com- pany, the slip is given to the truck driver who gets the goods on his next trip. >. Anything you can do to bring a new customer into the store helps to make your position more secure and increases your chance of advance- ment. A 7% INVESTMENT For the cautious conservative investor, we offer our $10 Shares of Preferred Stock. Pays 7% dividends payable April 1 and October 1. Tax exempt in Michigan. Redeemable at par and earnings anytime after one year. HISTORY The Chattel Loan Co. was incorporated in 1911. It is a bonded loan company operating under a special State Law and is licensed to make loans at a special rate of interest. It also buys contracts and other commercial paper. A SAFE INVESTMENT Because |. The company has over $120 net assets for every $100 of liabilities making it one of the very strongest financial institutions in the city. Because 2. The assets (loans) are secured by the notes and investigated personal character and earning capacity of 1,800 borrowers, co-makers and endorsers. Because 3. Back of these notes is the world’s oldest and safest security—First mortgages on personal property and real estate conservatively appraised at over $500,000. Because 4. The monthly plan of payment on notes insures an ever increasing ratio of security. Because 5. It is a financial stock with exactly the same source of income as banks; viz: interest, discount and fees. Because 6. The company had $24 net assets for every $10 share of Preferred Stock outstanding March 31, 1921. Because 7. During war, peace, strikes and financial depression the company has earned and paid 20 consecutive semi-annual dividends aggregating $65,000 and in addition accumulated a surplus of over $28,000. Because 8. The established record and financial credit of the company places these $10 shares entirely out of speculative stocks and satisfies the most conservative investor. Ask for full particulars. CHATTLE LOAN CO. F. E. Stroup, Mer. 507 Commercial Savings Bank Bldg. FURNACE SALES We have a very attractive proposition for the men who do or can sell warm air furnaces. Pipe, Onepipe, and Triplex Heaters Strong co-operation in selling, ease in handling accounts, and a furnace so good that a prospective user readily sees its superiority—are all avail- able to you. Dealers and agents now handling furnaces are urged to communicate with us. TAPLIN FURNACE COMPANY GRAND RAPIDS MICHIGAN July 6, 1921 Recollections of Pioneer Days on Muskegon River. Grandville, July 6—Early days in the pine woods were fraught with many interesting incidents that per- haps might bear repeating since the pine industry which brought the swamp lands of Michigan into the limelight has gone the way of all the earth never more to return. There were pine lands and pine lands. There are sandy soils and sandy soils. That of the openings within a few miles of the lake shore is hardly worth the husbandman’s effort to fer- tilize and farm. Per contra, the lands farther up the streams—those that bore forests of white pine of enormous size—are well worthy the attention of the home seeker. Some of the finest farms in Michi- gan to-day once bore forests of white pine. Some of this land is heavy clay, the most of it, however being listed as. cutover pine lands.’ This, in many instances, has a clay subsoil which renders the land impervious to drought and if properly managed can be made to do better service than the heavier lands of the State. The first corn I ever saw grew up- on this sort of soil. Where Indian corn will grow to perfection one may depend upon the land for producing almost any crop. These clay subsoil lands are ideal fruit soils and will some day become the garden places of Michigan. It is not of soils, however, that I set out to write, but of one or two incidents recalled from memory of the early pioneer days when Northern Michigan was the refuge for many of the outcasts of the older states and of foreign countries as well. In the days before the civil war politics were red hot. The question of squatter sovereignty had been thrust into the arena by no less a per- son than Stephen A. Douglas, the Little Giant of the West, who battled for the slave power on the stump in debate with that gaunt backwoods man, flatboatman and _ rail-splitter, who afterward became President of the United States, and whose hand was instrumental in wiping the stain of African slavery from off the map of the Nation. One day in the fifties there came to a small lumber village a pure blood specimen of the African race in the person of a runaway slave, who ex- hibited welts and scars across his back which had been inflicted by a white overseer down in Georgia. As a boy I listened to the stories this black man had to tell of those cruel slavery days when the black man had less right to himself, his wife and children than had the veriest beast of the field to its progeny. This colored man was possessed of a fund of humorous expression that made the boys laugh and once he frightened some squaws and pap- ooses into flight by the contortions of his features. With all his eccen- tricities he seemed possessed of re- markable intelligence for one held all his life in subjection to the will of a white master. This was not long after the enact- ment by Congress of the fugitive slave law, which for years was destined to blacken the pages of our history and, indirectly, brought the anti-slavery agitation to a crisis, resulting in war and the final freedom of the slave. More than one prominent statesman of the North fell down on his record when this law came up for adjudica- tion, and one of these, at least, by supporting at the’ last moment this infamous enactment alienated his many friends and forever destroyed all his hopes of ever becoming President of the United States. The list of those high up in the councils of the Nation who bowed to the slave power in order to win votes for the presi- dency could not be enumerated on the fingers of the two hands. That power at one time ruled the MICHIGAN TRADESMAN 17 Nation with a rod of iron. Congress, business, the pulpit and the school bowed to the will of the tyrant, until a man’s life was not worth a rush in some parts of our country who dared to be seen with a copy of the New York Tribune on his person. The Nemesis which was to banish the hideous smirch on the escutcheon of the Republic from the land was then an unknown country boy work- ing among the lowly on the prairies of Illinois. News was whispered about that our little community was to feel the hand of the oppressor in the person of a Southern slave owner who, it was said, was looking about the lumber camps in search of a runaway slave. This, of course, meant our black visi- tor who was working for one of the mill owners. Considerable excitement ensued since the Federal law which had made of the Northern people slave hunters for the South was to be enforced against the protest of a free community. “Tt shall not be,’ declared one prominent lumberman. “If they take Jake back to slavery it will be after a fight.” The law made it the duty of local officers to arrest and jail the runaway and inform his master that he might come for his property. In the in- stance in question it was rumored that the slave owner was at Muskegon and purported coming directly to our burg to obtain his property. You can hardly imagine the indignation and spirit of defiance that prevailed among the loggers. The negro Jake had many friends, who swore by all that was good and great that no “nigger hunter” should take him back into slavery. A committee was appointed, com- posed of the most desperate men on the river, to visit Muskegon, call on the slave owner and inform him in a way he could not misunderstand that if he was still in Muskegon when the next boat sailed for Chicago, he would be hanging to the limb of a tree within an hour thereafter. He took the hint, departed as directed and was never seen on the river again. Undoubtedly there might have been bloodshed had an attempt been made to forcibly remove the slave from his backwoods asylum. However, the at- tempt was not made, although the slave boy had his eyes turned more than once toward the hospitable land of Canada, as beneath the British flag no slave existed. On more than one occasion the passions of the slave owners were aroused against England because of her defiance of the code so devoutly worshipped by a large minority beneath the starry flag. Old Timer. +++ An eight and one-half inch folder, stamped with the name of the re- cipient, has been sent by Lord & Taylor’s to a list of 10,000 sportsmen who actually play golf, personally inviting them to inspect the sports clothes in the “Man’s Shop.” The names were secured from country clubs. The folder also announces a personal delivery service. Upon re- quest, any golfer will be met at the railroad station with what he needs for the course or the articles will be left at the clubhouse. —_—__~+ -.__— The employes of the E. T. Slattery Co., Boston, have been given a book- let entitled “Store Rules and Instruc- tions” and containing in alphabetical order information on such subjects as absentees, accidents, department, discounts, dress, entrances and exits, luncheon hours, medical attention, mutual benefit association, packages, pay day, telephone calls, time cards, vacations and so forth. We Didn’t Go Up so we don’t have to come down. Notwithstanding the high cost of wheat and labor during the war we made only a very slight advance in the price of our product —so little your customers did not feel it. Shredded Wheat Biscuit is without doubt the cheapest food in the world to-day if you consider its high nutritive value. It is 100 per cent. whole wheat, more nutritious than meat or eggs. In these times of reconstruction it solves the food problem in thousands of American homes. We ask you to keep ample stocks of this product on hand to supply the demand which we create through ad- vertising. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. pamMnranoe rene 1 ae acu laa a aD Bier: i pene —_” Gtitm nited Trucks Why you will be interested: 1. We aim for quality not quantity. 2. Each truck is given individual attention to insure unin- terrupted use. 3. We build a size to fit your requirements. We build each body special to your specifications. We have an outlet for second hand equipment which enables us to make you a maximum allowance. 6. We have a special time payment plan. 7. We would like to get acquainted and talk things over, even though you do not buy a UNITED. Write us a letter or call on the telephone. UNITED MOTORS COMPANY Grand Rapids, Michigan Bell Phone, M 770 Citz. Phone, 4472 MICHIGAN TRADESMAN July 6, 1921 Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansing. First Vic President-—J. ii. i oeller. Battle Creek. Second Vice-President—J. B. Sperry, Port Huron. Secretary - Treasurer— W. O. Jones, Kalamazoo. Capital Expenditures vs. Current Ex- penses. Lowell, July 5—No business con- Ce co Succ¢ VC ny consider- iod unless it carefully dis- d capital expenditures from Ol I ning expe»nses. The sane listinction dle be carried ; he AwOVETNMEe! t solut | ic ip | poration ar i nal \\V } ibl ] ( Veal ST¢ \ } \ > 4 pe 1 t I { vt 1 t the war indebtedness | s interes hat po et which has, in St 1 general well be é duce 1 value that accrues er decades to com L hie ur? penses ¢ Gov- ernment art viously t which \" nclue ) t, under the yOPpOos b Recog iction, follows at used bh bi ‘4 a eg ts 4 re made to D - expense GI tne wat th people s ar only the running expenses ot the Government. Such loctrine is sound as well politi- i vy expedcic t It sugges it the capital ex- penaditures ] ebtedness—of the United States be ref ed immeduiate- | 5 t \ iif call E ti 2 a 50 ’ Pp we nvolve ai 1 ig est nVINeNE OVer the | ( ) imately 10,000,000 annua annual retirement of $480,000, OO 1 tota $980,000,000 During } + 9 ‘1.5 + +1 , | Tile nex ié€Ww VeaTs til tOtai WoUuiGd ipp $1.400.000.000 plus 1 Pen a nt aS ma Dt the Nrese { aoe ] en S2 +/ UU : cit eq M r( S S as n Ost nea e | s on capital Ch state tax and, in the mai the tz on indivduals 1 rpor TKy70. 28 } a. Whole a the income tax : r } - ¢+e is Of cours the results of hia ; ae 4 laced ADOT, YEC I 1 1t 18 produced : : by taxes (normal d surtax) upon mcon especially divide = iS Ci r that Dusiness NVErL a large p tion o per- t 1 r manent capital I irs to con id that ¢ | tax 1 ie i 1 ss =“ . e fe take reirom reduces tnis increase . n” pe em 1. ne So « Piece : of capital and is therefore a form of tax upon capital. The estate tax may be relied upon to yield $100,000,000 without change of rates. Che present income tax on individu- als, with surtaxes reduced to a maxi- mum of, say 30 per cent., would yield probably in $1,300,000 in normal years. lhe present income tax on corpora- tions it is estimated will produce $500,000,000 in the calendar year 1921. The above figures are taken from the exhaustive investigation and re- port of the National Industrial Con- ter Board. oe eummary: for cap- account te. tax > CACeSS Of $1,400,000,000 100,000,000 Income tax, ividuals 1,300,000,000 tax, Corporation 500,000,000 1,900,000,000 Balan avai lable | to reduce floating debt : ____$ 500,000,000 he current expenses of the Gov- ernment tor the are estimated at $3,500,000 next two or three fiscal years These should be borne bv the people as a part of their direct cost of livng, while capital is paying off the capital- ized cost of the war. The taxes applicable thereto are (1) customs duties; (2) business taxes, and (3) the proposed sales tax. Customs duties will under the pres- law produce $375,000,000, it is es- timated, and this amount may, by re- ent vision of the tariff, be increased to perhaps $600,000,000. Minor business taxes are now pro- $200,000,000, and by revision could be made to produce $400,000,000 without injury to business. The remainder, $2,500,000 can be realized by some form of sales tax, either upon all turnovers of merchan- dise and services, or upon retail sales, as may be deemed more advisable. The estimates of the yield of such a general turnover tax at 1 per cent. Jeers GQUucing vary from $1,700,000,000 (Mr. McCoy, Treasury Department) and _ $2,000,- 000 or ever (Dr. T. 5S. Adams) to $5,000,000 (Bache Review and Roger S. Babson) and $6,720,000,000 (Na- tional Association of Manufacturers.) Such a tax should be administered under a licensing system, thus provid- ing for prompt and effective penalties, through revocation and suspension, for failure to comply with its terms. Various details, such as the exclu- sion of public utilities and possibly stock and produce exchanges, and of intercompany sales of consolidated exclusion of sales of capita! etc., require, of course, careful consideration and study. Such a tax would be simple, easily administered, productive of large revenue, and not an appreciable bur- on the cost to the consumer. -verl in the non-integrated industry, so-called, where the taxes would be cumulative, it would never exceed a total tax of 3 or 3.25 per cent. of the final sales price.) The above taxes will be sufficient for the current expenses of the Gov- rnment, and would permit of the re- peal of the capital stock tax, the so- called luxury taxes, and various minor corporations, assets, taxes that are troublesome to busi- ness without yielding adequate rev- enue to justify their continued exist- ence. It is not suggested that the income tax on corporation and indivduals be only retained during the period re- quired to liquidate our indebtedness, but rather that during that period, these taxes upon capital be used pri- marily for this capital expenditure, and that thereafter, or earlier, if it may be found possible, they be ap- plied in whole or in part to the cur- rent expenses. There should always be an income tax, and capital should always bear its share cf the total bur- We are manufacturers of Trimmed & Untrimmed HATS for Ladies, Misess and Children, especially adapted to the general store trade. Trial order solicited. den. But for the present let “capital CORL -KNOTT COMPANY, pay for war’ as its share of that burden. Corner Commerce Ave. and Island St. Grand Rapids, Mich. It is almost as important that the present burden arising from the ad- ministration of the excess profits tax Good News Athletic Union Suits Topkis Fancy Crepe Patterns ON THE FLOOR $8.50 America’s greatest underwear value. HURRY. They go fast. Daniel T, Patton G Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan Kd. \“LL shh hhdddissdddddlldididilddidldiddilddddddddddddddddhdsitsdddddbdbhddde BURSON URSO BERSON Fashioned Hose FASHIONED HOSE The shape that won’t come out in the wash. Not stretched and pressed like ordinary seamless stockings, but actually built to a lasting water- proof shape by adding stitches to widen and subtracting them to narrow. Buy a well advertised hose. PAUL STEKETEE & SONS WHOLESALE DRY GOODS GRAND RAPIDS, MICH. CHICAGO $ 4.35 Plus 4 War Tax | DAILY _ Michigan Railway Lines BOAT TRAIN 8 p.m. Central | AN N N S N A > > N N s AN XS AN S S N N SN N N N N N N N S SN N N N ~ N N N N N N N N N N N N 8 N N S Graham z Morton Time > R. ; Z 2 2 5. mM. oiy Ticket ¢ Office PANTLIND HOTEL r Tim Tel. Citz. 61111; Bell, M 1429 Tel. Citz., 4322; Bell, M 4470 Lv. Chicago Daily 10:45 p. m. and | FREIGHT TO AND FROM oe r _ E et ae time. CHICAGO and All Points West Vv. ollan aily Pp. m. and |= Daylight Tri e Saturday’s 1:45 p. m. G. R. time. | Boat ‘Train 4 p. mn & ne LLLLMMMALLLL LALLA LALLA. VT iitit5003030142laiididishidtibhbhthe 7% ak Safety Our Preferred Stock May Be Purchased at $95 Per Share and Dividend Ask any of our employees for information. Consumers Power Company,, July 6, 1921 be relieved, as that a new and better revenue system be devised. Business is staggering under the load of work entailed by the slow and over-exacting audit of its returns for 1917 and 1918, many of the former not yet having been examined. Practically none of the 1919 returns have been examined. The audit as conducted calls by correspondence for vast amounts of additional data from tax- payers who have already filed detailed reports complete in every respect. MICHIGAN TRADESMAN the prices of their commodities, and there has developed in Washington an outbreak of antagonism to the open price plan which contemplates nothing more than an exchange of price in- formation without the slightest at- tempt on the part of those co-operat- ing in the plan to fix the prices which the consumer must pay. If price fix- ing by the employer is wrong in prin- ciple, why is it not wrong when en- Hot Weather Selling In the dry goods business there used to be but two selling seasons—Summer and Winter. Merchants developed their merchandising around these two seasons. Today, however progressive merchants everywhere make each month in the year a different season with new ideas for each month to stim- po wandees is eee gaged in by the employe?” TH ulate sales. Ere coe ae pare sane Tee. D) Are you going to allow July and August—vacation months (@3 years e w 3 s ive : . AH : : : : —to sli without large sales? machinery of the Internal Revenue Sateens In New Tariff Specially Men oo ore by & i Bureau has become a terrible example tioned. In January and February you may have a dull month be- of Government inefficiency, over- centralization, and lack of responsible, effective adjustment of the taxpayers’ problems. What can be done to remedy this? 1. Most of those intimately as- sociated with the Bureau now or in the past, agree in recommending de- centralization of the entire adminis- trative machinery as absolutely essen- tial to its effective operation. 2. A board should be organized by the incoming Commissioner of In- ternal Revenue, composed principally of men who know the administrative problem intimately from actual con- tact with it, to investigate and recom- mend to him the changes in adminis- tration that will produce more effec- tive, speedy and accurate results. 3. There should be authorized by act of Congress the appointment of a board of tax adjustment, who should be given broad powers for the prompt and final settlement of taxes—the powers of a court of equity, with equal responsiblity. No one in the Bureau to-day has such a_ responsibility; everyone feels the obligation to pur- sue the Government’s last penny, even though it results in long, exasperating, expensive and finally unproductive litigation. If business is to be called upon to pay one or two or three billions of dollars in additional taxes for 1917 to 1919 in the next year or two, then the sooner it knows it the better. To- day the uncertainty of this stifles business, causes the withholding of bank credit in many instances, the reservation of large sums that should be released in dividends to be rein- Cotton sateens are specifically men- tioned in the new tariff bill and this has come about as a result of importa- tions made in the past two or three years. The goods have been brought in in the gray and finished here and sold cheaper than English cloths of simlar construction and finish. And they have also been sold here cheaper than converters have sold many of the domestic goods. The new duty carries the rate of the basic cloth, computed in the usual way of average yarn content, plus 7% per cent. ad valorem in the plain weaves and 10 per cent. in the case of eight or more harnesses in the weave. The new duty will protect many of the very fine sateens made of 60s and finer. Vire fabric or fabric for use in pneumatic tires, including cord fabric, carry a duty of 25 per cent. ad valorem in the new bill. This is a new classi- fication to meet the growing effort to ship foreign goods here. Tracing cloths, window hollands, and other coated goods are also heavily protect- ed with a combination of specific and ad valorem duties. Outside of importing circles there was no complaint made of the cotton goods tariff schedules, as it is be- lieved the rates will be amply high enough to protect home manufactur- Td 1 TY 71 Sd 21 ry 271] | IY pr UY 21) r negwe Ai cause extreme cold, deep snows and piercing winds will keep your customers at home, but not so in July and August. Then you can reach out many miles in all directions for trade and new customers. Today trade is on the move. Business conditions are changing and the trade knows where it can get the best values for the least money. The tourist trade alone, especially in Michigan, is well worth going after. There are many items on which you can increase your sales such as, NOTIONS Just think of the additional business you can get if you have a complete stock of Notions. We know we can supplv your wants, because we have one of the best Notion Depart- ments anywhere. HOSIERY, UNDERWEAR AND KNIT GOODS Sweaters, Bathing Suits and Bathing Caps, etc. will swell your sales if you have the merchandise. MEN’S FURNISHINGS Every man either on a vacation or working always needs these items. LADIES’ READY-TO-WEAR Many have thought that this department would not do well this year, but new low priced merchandise has been a big win- ner, especially such items as House Dresses, Bungalow Aprons, etc. We have the best line of low priced merchandise there is PIECE GOODS This department will do a tremendous business if you have the merchandise as women everywhere are sewing more than ever. They are making all kinds of clothes and a well assorted Piece Goods Department will do more than anything else to build your business. You should watch your stock and Want Book and keep | | 1 TITTITTTITTT TK Vii LULU Py \Ulé rrrey gt G vested in productive enterprise, and ers. As in all other things, the -, sending us mail orders every day. Summer sales are usually = F, Causes a general feeling of indecision yatuation clauses were so diastic that 7; small but numerous. Try one day or one week selling events. ES, that is a very serious detriment to the a nie cult dl Id a hows For example a sale of Hosiery, Corsets, Bathing Suits, House | advance of prosperity. We simply porters said they could not see ow PY} =sdDresses, Gingham, Percale, Voile, etc A must get these taxes behind us, what- they could take chances of buying = Your town will have many visitors this summer and the = ever it costs, so that the corporations ahead. impression your store gives with its store windows and stock = { of the country can know definitely — . ? oe — arrangement and interior decorations will be the standard by = where they stand, what their indebted- Worth All the Rest. = which people will judge whether they want to give you business coed ness is, their surplus, their earnings have lived and I have loved; a or not. By changing your window trims many times oftener available for distribution. have waked and I have slept; AY) in summer than in winter, you can take advantage of the pro- Conclusion. 1. Capital shall pay: for the war, over a fifty-year period. 2. The people shall pay the run- ning expenses of the Government. 3. Reorganize the Internal Revenue Bureau to secure reasonable efficiency. 4 Create a board of tax adjust- ment to (a) settle tax cases equitably and without litigation, and (b) help clear off the decks of all of the old tax problems. D. G. Look. ———— “oe Knit Goods Men Defend “Open Price” Plan. The National Association of Hogs- iery and Underwear Manufacturers has replied to the attacks of the De- partment of Justice on the “open price” plan in a long statement, part of which says: “There are those in authority who adhere to the view that it is the in- alienable right of labor to fix the wages which the employer must pay under penalty of the application of the boycott. There are others in au- thority who insist that manufacturers do not have the privlege of an un- derstanding among themselves as to have smiled and I have wept; have won and wasted treasure; have had my fill of pleasure; And all these things were weariness, And some of them were dreariness, And all these things—but two things Were emptiness and pain; And Love—it was the best of them; And Sleep—worth all the rest of them. I I I have sung and I have danced; I I 1 Wrapping Paper and Twines Prompt Service Supreme Quality Right Price For These Try The Dudley Paper Co. Lansing, Mich. ut Uo 1 pensity of people to window shop in summer. Many merchants are finding that they can increase their business by holding morning sales and that women prefer to shop then rather than in the hot afternoons. This will enable you to save on expenses and equalize the burden of your sales. Have You Reduced Your Prices to Market? WE ARE STILL HELPING MERCHANTS HOLD SPECIAL SELLING EVENTS ALL OVER THE TERRI- TORY. WE REFER YOU TO ANY OF THESE MER- CHANTS AND IF YOU WANT TO HOLD A BIG SUC- CESSFUL SALE, WITHOUT COST AND WITH CON- SIDERABLE PROFIT TO YOU, WRITE US. OUR REASON FOR DOING THIS WORK GRATIS IS TO INCREASE YOUR BUSINESS AND THEREBY IN- CREASE OUR OUTLET FOR MERCHANDISE. Grand Rapids Dry Goods Co. GRAND RAPIDS, MICH. Exclusively Wholesale No Retail Connections et Fal] ty! ct a Ut ayy ct PST] | \f Yi | ., ty ul Ll | i uJ U u 20 MICHIGAN TRADESMAN July 6, 1921 Suggestions For Slogans For Meat Dealers. In response to the recent request Meat Packers for suggestions for an appro- of the Institute of American priate slogan for use by meat dealers, a number of excellent suggestions have been sent in. The proposed slo- gans have been turned over to the Public which has been requested to. select Committee on Relations, an appropriate one from those sug- gested or from such suggestions as We note that the majority of the suggestions may hereafter be received. made bring out the value of meat as food, and we hope that one of these suggestions will be adopted. A slo- gan of this type will help to coun- teract anti-meat propaganda. Following are the suggestions which have been already submitted. 1. “Meat” the Necessities First. 2. Meat Makes ‘Stamina. 3. Meat Is a Sustainer of Life— Eat More of It. Eat More Meat—Live Longer. Eat Meat at Every Meal—See How Happy You Will Feel. Your cn de 6. Build Tissues Strongly with Meat. 7. Are You Weak?—Eat Meat. S. Eat More Meat Be Strong. Every Meal. 10. [he Treat of a Meal [Is the More 9. Serve Meat 11. With Meat the Meal’s Com- plete. 12. A Meal’s Incomplete without Meat. 13. Meat Makes Each Meal Com- plete. 144. Its Meat That Makes Each Meal Complete aS. Meat Makes the Meal Com- ple ac. lo. dhe Nations Progress De- mands Meat Once a Day. 17. Meat Is the 8 Meat at Least Once a Day Builds Body and Brain. 9. There Is a Meat to Suit Ev- Essence of Health. ery laste. 20 feat Makes Blood and Brain. 1. Have You Had Your 4 Ounces ol Meat To-day ze. Eat Me for Health. 23. No Meal Is Complete without 24 After All—No Meal Is Com- plete without Meat. 25. Wise Eating Begins with Meat. 26. Meat Offers You the Best Food Value for Your Money. 2/. Every Meat Dollar Is a Thritt Dollar. 28. Make Meat Your Food. 9. Meat Makes Miracle Men. d0 The Best Eats Are Meats, or Good Eats Are Meats. 31. Serve It with Meats. 32. Wise Men Eat Meat. 33. Tell Them to Eat Meat. 34. Good Food Is Meat. 35 Meet Nature’s with Meat. 36. Meat Is the Best Food. Favorite Requirements 37. Eat Meat—100 Per Cent. Food. 38. Eat More Meat. 39. There Is No Substitute for 4). Meat Is 100 Per Cent. Food. Ory 1b 41. Meat. The Food Unequaled. 42. Meat Makes Brawn. 43. Meat Makes Men. 44. Get the Facts About American Meat Packers. 45. The World’s Appetite Satis- fiers. 46. Appetite Satisfiers. 47. The Only Food That Bears the U. S. Government's Approval Stamp. 40. Hat Meat and Save Your Strength. 49. World Leaders Are Meat Eat- Crs. 50. Eat More Meat and Be Fit. 51. Meat-Eating People Rule the World. 22. Meat Is Strength. 53. Perpetuate the Supremacy of the World’s Meat-Eating Nation. 54. A Meal without Meat Is Not Complete. 55. If You Would Be Eat More Meat. Meat and Meal Complete. 57. Serve Meat and Satisfy All. 58. Serve Meat; Make Every Meal a (reat. 29. To Make a Meal Complete— You Must Have Meat. oo. it We Cant “Can the Squeal’ We Can Smile. 61. There Is No Meat. 62. Meat Makes Might. 63. Eat Good Meat; It Makes You Healthy and Happy. 64. Eat Meat. 65. Eat Meat Means Good Sleep. 66. The Best Eats Are Meats. 67. Nothing Beats Meats. 68. Nature’s Stamina Creator. 69. Meet Hunger with Meat. Meats Inspected Strong— 26. Serve Make the Substitute for 7/0. -Eating Wholesonte Conserves Health. U. S. Meats Are Wholesome. 71. Meat Makes Manly Men. 7/2. Treat Us with Meat. 73. Treat with Meat. yo. Treat with US. Meats. 75. Meat for Strength. 7*. Meat—Strength—Health. 7/7. For Health’s Sake—Eat More Meat. 78. The Natural Food—Meat. 79. Eat Meat and Grow Strong. Inspected 80. Eat Meat and Live Long. You Make Satisfied Customers when you sell “ SUNSHINE” FLOUR BLENDED FOR FAMILY USE THE QUALITY IS STANDARD AND THE PRICE REASONABLE Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables Kent Storage Company Wholesale Distributors PROCTER & GAMBLE PRODUCTS Grand Rapids, Mich. There is only One Ivory The Largest and Best Laundry Soap The Shortening Best Cooks Use P. & G. White Naptha—Luna—Ivory Flakes Chipso Soap Chips—Star Naptha Powder SEND US ORDERS FIELD SEEDS WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Both Phones 1217 Moseley 5: 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 July 6, 1921 81. Meat—Brains—Health. 82. Meat Makes Eating a Pleasure. 83. More Meat—More Health. 84. Nature’s Best Food—Meat. 85. Meat—the Living Element of Grains and Grasses. 86. Meat for Health. 87. Meat Eaters Are World Lead- ers. The following are to be preceded by the phrase ‘““Members of the Insti- tute of American Meat Packers:” 88. Two Hundred Firms in the Public Service. 89. The Meat Industry—A Good Public Servant. 90. Meat—Concentrated for Your Table. 91. The Meat Industry—First in Public Service. 02. Wanting to Serve; Able to Serve Well. 93. Willing to Serve; Prepared to Serve Well. 04. The Vital Farm and Table. 95. Serving All, Serving Cheaply, Serving Well. 96. First and Always—Public Ser- vice. 97. We Would Be Known as Good Public Servants. 98. More and Better Everybody. 99. First in Profits. 100. Serving Much for Little. Sunshine Link Connecting Food for Service: Last in Sel Proposed Federal Cold Storage Leg- islation. Hearings were held in Washington recently on a number of bills which have been introduced at this session of Congress on the subject of cold storage. The last bill introduced was on June 13, 1921) known as ‘ H. R. 7112.’ by (Mr Haugen, chairman of the House Committee on Agriculture. In this bill; and in some of the others, the term “cold storage ware- house” means any place, including a car, vessel, or other vehicle, in which the temperature is artificially cooled to or artificially maintained at or be- low 45 deg. above zero Fahr. Mr. Haugen insists upon the defi- nition of “cold storage warehouse” covering the ordinary cooler rooms, as weil as refrigerator cars, and ef- forts to persuade him that fresh meat nNroducts are not carried in such rooms or cars beyond thirty days have not, so far, been availing. During the hearings, some of the butter people thought the thirty-day marketing period was much too short and Mr. Haugen, and other members of the committee, seemed inclined to extend this period somewhat. How- ever, Mr. Haugen and others seem to be very firmly convinced that all goods entering into coolers or other places refrigerated below 45 degrees should be marked with the date of entry into such refrigeration, so that if they moved into interstate com- merce and were not disposed of with- in the period of thirty days, or what- ever time is agreed upon, the orig- inal entry into refrigeration could be readily calculated by taking the date on the product. This, of course, would work a se- vere hardship on the meat packers, be- MICHIGAN TRADESMAN 21 cause all fresh meats are carried under refrigeration from the time the ani- mal is slaughtered. Some of these bills, as drawn, include cooked, pre- pared and cured meat products. A dating provision would not only mean tagging the carcasses and parts of fresh beef, pork and mutton, but also the trimmings which are placed in coolers and held for sausage mak- ing, or the meats which are frozen and held for subsequent canning, or even hams and bacon which are car- ried under refrigeration during the process of curing or held under re- frigeration prior to curing. A vigorous protest should be made against any provision in a cold stor- age bill requiring the dating of the vast quantities of fresh meats and fresh-meat products which are held under refrigeration only during the ordinary course of marketing, and which are disposed of within a pe- riod of thirty days. The definition of a cold storage warehouse should be in accordance with the uniform law of the various states; namely, a place in which the temperature is ar- tificially cooled or in which goods are held for thirty days or more, and should not include the ordinary cool- ers or refrigerator cars or require products thus handled and disposed of within thirty days to be dated in any manner, Short Crop of Maple Sugar and Sirup. Fewer maple trees were tapped last spring than in any one of the last five years, and only about half as much sugar was made as during any of the preceding four years and about three-fifths as much sirup, owing to the unfavorable weather, says the Bureau of Crop Estimates, United States Department of Agriculture. The average producer's price of maple sugar in the middle of April was 25.7 cents per pound, compared with 37 cents in the same month in 1920, and 26.9 cents in 1919, although above the 22.5 cents of 1918 and 16.3 cents of 1917. average price of $2.21 per gallon in Maple sirup had the April, above which was the price of $2.92 in 1920, and below which were the prices of the preceding three years. A The Japanese Wife. Wallace Irwin, who knows a thing or two about Japan and the ways ot her people, tells us that in California the Japanese wife is wholly subservi ent to her husband, and that when she fails as a laborer in the field, a cook, and as a bearer of children, she is at the end of things. [t is considered unmanly in Japan, Mr. Irwin says, for a husband to praise his wife, and men who are openly kind to their wives are molly- coddles. No Japanese regards his wife as higher than a beast of burden. Which makes us wonder why it is we never saw a picture or heard of an Do they all die young, or are they kept out of sight old Japanese woman. when age comes upon them? ee When the boss tells you what to do, don’t say “All right” and go ahead until you are sure you know just what is expected of you. “Quality must be first.” When you buy flour the price seems important but—what you really buy and what you will insist upon getting, is flour of the QUALITY bought. This company maintains the high quality of its brands. When you buy Aristos, Fanchon, Ceresota, Red Star or any other of our brands, you can abso- lutely depend on getting the quality of flour you bought. Quality must be first. JUDSON GROCER CO. Wholesale Distributor GRAND RAPIDS MICHIGAN Blanks for Presenting LOSS AND DAMAGE or OVERCHARGE CLAIMS, and other Transportation Blanks. BARLOW BROS. Grand Rapids, Mich. 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND PRICES. THE MCCASKEY REGISTER Co. aleshook¢ ALLIANCE, OHIO Watson-Higgins Mlg.Co. GRAND RAPIDS. MICH, Merchant Millers Owned by Merchants REFRIGERATORS for ALL PURPOSES 2 ous HIGGINS i Ns ne i é \ % 2 Send for Catalogue Products sold by 4 1 ° a ¥ 4 " 4 8 % No. 95 for Residences Merchants Mins, U No. 53 for Hotels, Clubs, Hospitals, Etc. Brand Recommended by Merchants NewPerfection Fiour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks No. 72 for Grocery Stores No. 64 for Meat Markets No. 75 for Florist Shops McCRAY REFRIGERATOR CO. 2144 Lake St. Kendallville, Ind. You will meet the kid We will soon introduce a unique idea that will vividly distinguish our unusually good Bananas in an attractive manner. The Vinkemulder Company GRAND RAPIDS MICHIGAN a = = — — - — ~ < Michigan Retall Hardware Association. President—Norman G. Popp, Saginaw. Vice-President—Chas. J. Sturmer, Port Huron. Secretary—Arthur J. Scott, Marine City. _Treasurer—William Moore, Detroit. Sidelines That Hardware Dealers Can Handle Profitably. Written for the Tradesman. as to what can leases in a hardware There is no set rule ir can not be store The ardware dealer is in business to sell things; and in these days when the druggist handles safety razors and the hoot dealer sells whatever can a profit represents a legiti- harness ointment, mate hardware line. Whether to take on a new side > or not depends largely, therefore, whether it can be handled to ad- > line that one dealer has nd profitable and easy to handle -loser for another. may prove a money \ great many points have to be con- sidered. Questions of available help, fic space and window display pace, of local competition in that specific line, all these and many other t be weighed before taking ideline. The dealer should whether or not he has liking for the new line he onsidqder too, : handle. AIS 1a5:% 18 2 more important fac- iT some dealers suppose. The man understands and enjoys amateur sport makes, as a rule, the best sp goods salesman; and a s ‘ will help any dealer to edt earner 2 news lin. dealers quite frequently are cutting : other trades isiness by taking up lines exclusively Stores. Thus, starts to } + havi 1. em 1 icy eo at should, logically, be lled in hardware : goods dealer features drug store plays up and razors. yicycle store wtee ~» 1 ler Skates; the + 1 os or pen knives ‘e is, however, no known meth- oO stricting this sort of competi- The only way to meet it is to try the war into Africa, so to speak, and to study the possibilities in the vay of new and profit-making side- as bicycles are concerned, they represent a logical hardware line. The bicycle store is an off-shoot of the hardware store. Hardware dealers in many places have always iandled bicycles and accessories. They may not always have realized the full neaiil ies of this line; but a great many of them have handled it very successfully. A a 1 Aas a2 Tuie, handle or explained by the the neglect to bicycles is argument that the handling of bicycles i ves too much work. Other deal- that room makes it lack of difficult for them to handle bicycles. “We can always find room for a line that pays,” was the comment of a veteran hardware dealer when asked how he managed ot handle his largely assorted stock. So, if the bicycle trade pays, hardware dealers as a rule can readily find the necessary room for it. Conditions will probably become more favorable for the bicycle than in recent years. The motor car has fostered a desire for some means of quick locomotion; but the motor car, with its large gasoline and_ repair bills, will, in the next few years, be beyond the reach of a large share of the public. The bicycle is the logical alternative for the man who goes about alone and desires to cover con- siderable distances in a hurry. Par- ticularly is it a handy time-saver for the workingman, going to and coming from work. The bicycle sheds main- tained in many factories, and in schools and similar institutions, would indicate that some dealers must be selling a lot of bicycles right along, despite all that skeptics say to the contrary. When the “bike craze” was at its height, the average customer was hard to suit. As a rule, he had heard of half a dozen different makes of wheel, and could not fix his mind on any one as his final selection. Nowadays con- ditions are different. wants is a good, serviceable bicycle. “A dealer does not need to carry more than one make,” is the statement of a man with some practical experi- ence in the business. “If the wheel he carries is a good one, he can make sales without having a big stock in eer MY TO CHICAGO Sun., Mon., Wed. & Fri. Nights. 8:40 P. M. Grand Rapids Time. FROM CHICAGO Tues., Thurs. & Sat. Nights 7:45 P. M. Chicago Time. Day Boat Chicago to Muskegon every Monday. Leave Chicago 8 A. M. Fare—$4.35 plus 35c war tax. Boat car Leaves Muskegon Electric Station 156 Ottawa Ave. Tickets sold to all points west. Bag- gage checked thru. Vacation Tours on all Great Lakes Steamers arranged here. GOODRICH CITY OFFICE 127 Pearl Street With Consolidated Railroad ticket offices. Citizens Phone 64-509 Bell Main 554. W. S. NIXON, City Passenger Agent. MICHIGAN TRADESMAN hand.” This condition goes a long way to meet the lack of space argu- ment; and it brings the bicycle trade, or at least a share of it, within easy reach of any hardware dealer who wants to go after it. The presence of a bicycle depart- ment in the hardware store does not require to be unduly heralded. It is not necessary for the dealer to dis- place other stock, to give an overly large share of advertising and display space to bicycles, or to devote his energies to pushing this line to the detriment of the remainder of his business. A permanent sign outside the store calling attention to the fact that bicycles are sold there; a fair amount of floor space, perhaps in the rear of the store; a window display now and then, a little newspaper ad- July 6, 1921 vertising and some circularizing of prospects—this program would un- doubtedly be sufficient to secure a fair share of the trade. A repair department is a great help in securing business. The necessity of a repair shop is one of the obstacles which has deterred many dealers from taking up bicycles as a side line. In most hardware stores, however, the necessary space could probably be found in the tin shop; machines could be installed there to handle the re- pairs. This plan is followed by one We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan GRAND RAPIDS, 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. MICHIGAN All the buyer Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware ot 157-159 Monroe Ave. _ :: Grand Rapids, Mich. 151 to 161 Louis N. W. July 6, 1921 large city firm, which has made a considerable success of it. When a hardware dealer has made up his mind to handle bicycles, he should start on a right basis, after a thorough size up of the local pros- pects and conditions. If you have new ideas for going after business, so much the better. One dealer made it a point to get the names and addresses of boys in the local public schools, and to circularize them and otherwise interest them. Bicycles as birthday gifts, or as rewards for high standing at school, are quite the thing in most communities. The dealer who gets the youngsters thinking along these lines has adopted the easiest method of getting the attention of the parents. Then, too, special efforts should be made to interest various classes to whom the bicycle will be a time-saver and a convenience—such as working- men in the factories, parcel meter-readers, etc. The motorcycle has possibilities as a hardware side line; and can be ad- vantageously handled with the bicycle, or alone. boys, Here, also, repair business is a considerable factor. In some communities, hardware stores do a thriving trade in auto- mobile accessories. This, also, is largely a matter of local conditions, and local competition. Another line that is quite profitable in communities close to the lakes and rivers, is motor boat supplies. Marine supplies must be handled systematically and intelligently, how- ever, to give the best results. First, it is a good thing to have a prospect list, covering your local boat owners; and to get after them early in the season. Every boat, for instance, should be painted once a year; indeed, the particular skipper will repeat the process once or twice in the season. A preliminary to actual painting is the removal of the old paint or varnish; so that the hardware dealer can sell, not merely paint or varnish, but the remover as well. The dealer can, in fact, sell a line of removers, white, black and battleship gray paint for the topsides, non-fouling paint for the bottoms, a few assorted colored deck MICHIGAN TRADESMAN paints for wood and canvas decks, and marine varnish for spars and bright work. A line of brushes suitable for this work should also be featured. One of the trade promoting features in connection with the motor boat is the fact that the owner never dis- covers a limit to her possibilities of improvement. He is always making changes in her arrangement, power and equipment. Here is another out- let for the hardware dealer’s stock; for all this work requires tools — woodworker’s, special plumbers’ or machinists’. The motor boat owner is always adding tool kit. something to his In connection with these side lines, membership in the local association— motor car, bicycle or motor boat—is a desirable help to the dealer. If there isn’t any association now, lend a hand to help organize one. Belong- ing to such an association gives a dealer the first information as to many buying prospects, besides giving him an early line on repair work. Victor Lauriston. Nothing will buy you more real comfort these hot days than an electric fan. We have a complete stock at right prices. We have a complete stock of fix- tures on display. Estimates furnished free. Ackerman Electric Co. Citizens 4294 549 PINE AVENUE Swing. RAMONA The Land That Care Forgot Ralph Dunbar’s Productions of Famous Operas Make Ramona your playground. All the best of the old Amusements, Derby Racer, Frolic, Whip, Swings, Jap Roller Ball and String Games. Numerous New Amusements The new $40,000 Mystic Chute, and the Airplane Use the enlarged picnic groves for your outings. A. 110-118 Pearl St. 2_ Gy SINE sg Lib Linswlsily “The Quality School” E. HOWELL, Manager Grand Rapids, Mich. School the year round. Catalog free. Sidney Elevatcer Mnfg. Co., 23 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 , m ney saving price. » Sidney, Ohio 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 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. Safety of Principal and Interest Ease of Collection of each when due These are the essentials of a proper investment Regent Theatre FIRST MORTGAGE SERIAL 7% GOLD BONDS cover these requirements A Circular on with request some interesting in- formation as to the progress of this Theatre. INTERSTATE SECURITIES CORPORATION 431 KELSEY BUILDING Bell M 797 Citizens 4261 GRAND RAPIDS, MICH. ag yg meg? OS Quarries Cousueas ano Cement Piast of Tet Petoskey Porviano Cemeat Ca ay y" Sees BG Ms SS - Petoskey Portland Cement A Light Color Cement Manufactured on wet process from Petoskey limestone and shale in the most modern cement plant in the world. and extreme fine quality cement. uniformity. ASK YOUR DEALER FOR IT. Petoskey Portland Cement Co. General Office, The best of raw materials grinding The process insures absolute insure highest Petoskey, Michigan MICHIGAN TRADESMAN July 6, 1921 B Eg o4, 08 Me Cg 4. weed tt { WUC uy ficeeredeg HEC SS Linas — | TSN ANNAN ATTN eg (UCC (—J fp Sy , LJ De Saw rD Uf Can | iS Sky DS hi —_— a )MIMERCIAL TRAVELER. aed ———s = ES “ae ?, eee tl MWWnteg POVOSVVNYN |; ya) AAA ) Aw avy Sih) Co-operation of Shoe Traveler and Shoe Retailer. With one hundred and five million pairs of feet to fit in the United States, there is a distinct duty on the part of each shoe merchant, and each retail shoe salesman to see that they are properly fitted, and that a profit is made commensurate with the service rendered. That is co-operation. During the period when the demand far exceeded the supply, in every line, salesmanship was forgotten. Both commercial and retail salesmen re- mained, but with disuse their finesse If a manufacturer, or a retailer, had a manufactured article there was no need of a clever sales- was forgotten. man to present it attractively, the buy- ing public was hungry for it and snap- ped it up immediately. However, this time has passed and we are now livng in an era when clever salesmanship absolutely is an thing. Never has it been so necessary, not necessary alone to increase the sales, but to re- store the confidence of the buyer. This is particularly true of the retail shoe trade. Public confidence was shaken; the retailers’ faith in the manufactur- er, the manufacturer’s faith in the tanner, the tanner’s faith in the seller of hides. lowever, thanks to co- operation, and an absolute proving of ourselves, this confidence is being re- established. The phenomenal increase in the number of traveling men, many of whom were mere order takers, ex- clusive shoe stores, and shoe depart- ments, within the last four years is proof of one thing. It is easy to sell the public shoes. From now on, how- ever, shoe selling will be in the hands of the man who knows how, or at least makes it a feature of his business. Perhaps what we have gone through ‘rely been a sweating out pro- ‘ase of the survival of the at the present time ditions are unusual, and more or ‘ss unsettled: but there is no reason why any merchant should be at sea regarding them. Any up-and-coming merchandiser thoroughly understands i l the importance of printers’ ink as an advertising medium, yet niany of these totally disregard the importance of the trade journals, and from these he may keep closely in touch with condi- tions as they are all over the country, y in his immediate locality. Then, of course, there are the retail clubs that add much where an ex- change of ideas and viewpoints is con- cerned, to say nothing of the oppor- tunity to associate with one’s con- freres. There is no element in the shoe business so conducive to uncertainty as gambling on the salability or life of a style. There are dreamers and doers. A mixture of a little of each, is apt to be a very successful business combination. In other words, the commercial man who plans and thinks in advance, has high ideals, common sense, and the courage of his convic- tions, is bound to land right side up anywhere, at any time, ready to co- operate with you for your success and profit. As traveling salesmen our oppor- tunity to co-operate with the merchant is increased by the tidings we can bring of good or evil; perhaps it is greater than with any other class of men. We penetrate every nook and cranny of our beloved country, a fact our Government was not slow to recognize during the war, when call- ing upon us for secret service work and other aid. In our ranks, which number six hundred thousand, are to be found representatives of all na- tionalities, and creeds; not, however, all allied to the shoe industry; but all optimists, and supreme believers in a 3eing, and the _ perfec- Hence we preach the gospel of Good Will, Suc- cess, Justice, and the necessity of in- creased production. tion of co-operation. There should be no stampeding in regard to prices. Should a downward tendency develop each dealer should make only such orderly regulations downward as a broad, wide-awake view of the situation demands; again co-operation steps in. Read your journals and talk it over at your clubs, get the other fellow’s view, find what the trend actually is, then sit tight, don’t rock the boat. High prices have improved the public taste in shoe buy- ing. The advantage of buying a well made, well fitted shoe, at a fair price is seen. Don’t spoil this improvement by flooding the market with junk, poorly fitted, at a price. This will be disastrous to the shoe trade in general, and needs co-operation to overcome the bad practice. Eugene Murphy. ——_2-.—__- Daylight saving appears to be the only saving a good many folks can make. Livingston Hotel and Cafeteria GRAND RAPIDS Nearer than anything to everything. Opposite Monument Square. New progressive management. Rates $1.25 to $2.50 MORROW & BENNER, Proprs. 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. Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST 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. able. WILL F. JENKINS, Manager. Rates reason- 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—AIl With Private Bath, $2.50 and $3.00 A. E. HAGER, Managing-Director 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 PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager CODY HOTEL IN THE HEART OF THE CITY Division and Fulton { $1.50 up without bath RATES ) $9'59 up with bath CODY CAFETERIA IN CONNECTION OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mar. Muskegon 3 Michigan 139-141 Monrce St ere ene) GRAND KAPIDS. MICH New Hotel Mertens: GRAND RAPIDS Rooms without bath, $1.50-$2.00; with show- a er or tub, $2.50. Union Meals, 75 cents or Station wine ol? cart for Reservation. we” cae) ft ) ae 5 LB ef — rhe HRY Les ie i ra lief . a y. Ws y OLS FPF? Px / or ye > ; Aol? ey PTT A rn PIDTTe since ata FTN ern Gio i t } Seta ian MPO July 6, 1921 Four Group Meetings Planned For This Month. Lansing, July 5—We have previous- ly given some information regarding our plans for the July Group Meet- ings and are now ready to make def- inite announcements regarding the same. The first Group Meeting at Lansing, Friday, July 8, will be a meeting of the Board of Directors and convention and program com- mittees to arrange for the September State Convention. A cordial invita- tion is extended to each and every member to attend this group meeting, as the questions discussed will be of as much interest as though the meet- ing were called for discussions only. The schedule is as follows: Lansing—Friday, July 8, 12:30 o'clock, railroad time, Elk’s club rooms (fine, cool basement dining room). J. B. Sperry, chairman. Harbor Beach—Tuesday, July 19, 12:30 o’clock, Eastern standard (day- light saving) time. Community House. D. Mihlethaler, chairman. 3enton Harbor—Friday, July 22, 12:30 o'clock, Eastern standard (day- light saving) time. House of David. J. . Grant, chairman; Edwin A. Ka- gel, local committee. Traverse City—Friday, July 29, 12:30 o'clock, railroad time, Indian Trail Camp, three miles East of Traverse City. J. T. Milliken, chair- man, { am enclosing with this bulletin a folder giving information regarding the House of David. Members who attend this meeting will report at the Benton Harbor Chamber of (Com- merce and will receive instructions as to how to reach the House of David. At Traverse City report at the J. T. Milliken store for directions to the Indian Trail Camp. It is located on the paved road three miles from the city at a beautiful location on East Bay. These three group meetings are ar- ranged with reference to the comfort of our members. The Community House, “The House of Darius,” is a new building arranged for conven- tions such as ours. The House of David is a religious sect, the location of which is generally well known by all of our members, it being not far from the place where they hold their boxing matches. No more beautiful place could be selected than the spot for our Traverse City meeting. Mr. Mihlethaler desires me to call the attention of our members, es- pecially those as far away as Bay City, Saginaw and Port Huron, that the State highways are in first class condition all through the thumb coun- try and that a trip by auto to Harbor Beach can be very easily made. Mr. Milliken is anxious that merchants in the heated area of Southern Mich- igan shall take a trip to the beautiful Traverse country at the time of the Traverse City group meeting. Our members as far away as Battle Creek, Kalamazoo and Lansing should take advantage of these opportunities. No long winded speeches nor pre- pared addresses and no insurance at these meetings. Fish stories will be in order. I have been favored with an invita- tion, trom) UL) CG. Stiefel,’ of Angola, Indiana, to attend a meeting and pic- nic of the Indiana merchants, to be held at James Lake near Angola on Tuesday, July 12. The location of this lake is only a few miles from the Michigan border and I have accepted the invitation and expect to have a good time with the Indiana merchants. W. E. Balch, Manager of the Indiana Retail Dry Goods Association, will be there. I would suggest to our members in Hillsdale, Branch and St. Joseph counties to take an automo- bile ride over to James Lake on that date. You will find some congenial spirits there who will give you a good time. We are informed that Messrs. Knapp, Toeller and Christian will start on the return journey from Eng- MICHIGAN TRADESMAN land, July 6. After spending a few days in the New York market they will be home the last part of July. Be on the lookout for some good things for the September convention that these men will bring to us. The plans for the September convention will be announced and by-laws pro- vide that the convention shall be held on the second Tuesday and Wednes- day of September. Make your plans to attend the convention. Jason E. Hammond, Mer. Mich. Retail Dry Goods Assn. —__. --. Him Eight Daughters Too Many. Lowell, July 2—The biography you published of me in this weeks’ Trades- man was all right except the nine daughters. I have only one, a young lady of twenty summers. The only times I was ever impressed that I had nine was when I have paid some dry goods or millinery bills, and saw it in print in this week’s Tradesman in bold type. A. D. Gundry, the Grand Blanc druggist, my deskmate at the Ohio Northern University, called on me last week and informed me he had ten children—two pairs of twins. His children range in age from 16 years to the pair of twins six months old. I told him he evidently held the record of all Michigan druggists as being the father of ten fine young Americans and he seemed very proud. 3ut I am afraid his fondest hopes will be blasted when he sees by the Michigan Tradesman that [ have eleven—two sons and nine daughters. I have several boxes of cigars charg- ed up to the editor of the Tradesman I have had to pass out to the boys since my return from the commence- ment exercises at Ann Arbor Thurs- day night. Mrs. Henry’s youngest brother Charles McCarty, Jr, re- ceived his M. D. degree with the 1921 class. He has received an appoint- ment in the Department of Derma- tology at Mayo’s Hospital, Roches- ter, Minnesota, and has already as- sumed his duty there. I am sure you will be glad to hear of this boy’s success, as his father was one of your best friends. Charlie came to live with us after his father’s death in 1914, finishing high school and going through the University of Michigan with fine standings, without parents to encourage him. We feel very proud of him. We will expect and sincerely hope you can attend our Merchants picnic in Lowell this month. I will notify you as soon as date 1s set. M. N. +--+. Local Bankruptcy News. Grand Rapids, July, 1—On this day was held the special reference and meeting for the purpose of examina- tion of witnesses in the matter of Fred Gunther, Sr., alleged bankrupt. Fred Gunther, Jr., was sworn and examined and several exhibits intro- duced and filed in the matter. Frank Gunther, Albert E. Hurd, Jas. M. Johnson, A. BE. Gunther, and Alta Gunther were also sworn. The meet- ing was then adjourned without date. July 2—In the matter of the Charles I. Bartlett Company, bankrupt No. 1939, the trustee has filed in the court his report of an offer from the Wat- son-Higgins Milling Co. of $1250 for all the personal assets of the bank- rupt located at Russell avenue and P. M. Railway, Grand Rapids. An or- der to show cause on the offer has been issued and notice sent to all creditors and attorneys interested. The inventory of the property offered for sale amounts to $3,166.95. The date set for the sale of the above mentioned property is July 15. All interested in the purchase of such a stock are requested to be present at that time. > One can always tell by the way a man enters a pawnshop whether he has had experience or not. Gave Henry. Celebrated Their Golden Wedding Anniversary. A July 4, 1871, Richard Warner, Sr., and his sweetheart, Miss Bonney, ran away to Kalamazoo and were married by the late Rev. H. M. Joy. Monday their relatives and friends aided them in celebrating the fiftieth anniversary of that event. AIl of the children were present, as follows: Richard Warner, Jr., and wife. Miss Lynn Warner. Ferdinand D. Warner and Wife. Mrs. Eugene Telfer and husband, Detroit. Glenn Warner and wife, Detroit. M. Harry Warner and wife, Youngs- town, Ohio. Mrs. Judith Bonney, who is the* mother of Mrs. Warner, was also present. The day was her 90th birth- day anniversary. Mr. Warner will be 72 years old on August 20. Mrs. Warner was 69 years old April 10. Numerous presents were made the happy couple. Mr. Warner retired from the sales force of the Worden Grocer Com- pany last October, after having de- voted fifty-two years to the service of that house. —__—_-~-<-___ Sales Tax Versus Income Tax. Grand Haven, July 5—I have read with much care your recent article on Proposed Sales Tax. Will you kindly inform your readers why you, as the editor of a retailers’ trade journal, are in- favor of a sales tax? Also why some of the members of the Michigan Retail Dry Goods As- sociation are in favor of it? As I understand it, the retailers in all lines should use their efforts in not having such a law passed. The retailers will be charged the tax and added to every invoice, whether from the jobber or manufacturer The large packers and manufactur- ers are paying a very small tax in proportion to what they are now pay- ing and very much smaller than the retailer. No wonder the _ packers, manufacturers and ous, are in favor of it. C. N. Addison. Various types of the re tax are being advocated to-day. Not all of them go so far as to threaten the in- come tax. But the type of sales tax which is attracting the most attention and receiving the most vigorous sup- port is the gross sales or turnover tax. It is on this form of sales tax that the real issue is centered. A study of the literature of its principal advocates will show that they propose to do away with not only excess profits tax (upon which practically everybody is 25 agreed), but also the corporation in- come tax, part or all of the excise taxes, and part or all of the surtaxes individual income tax; further, that they would relieve individual in- comes up to $2,500 or $5,000 entirely cc and woul ol from the t: = 1 impose upon the higher income taxes varying from a moderate reduction of the present tax down to a merely “nominal” nor- mal tax. That some of the prominent glad to go even further than this and abolish tax advocates would be Sales ¢ or | he } tax Cnureiy Has oceéen perfectly evident that a from three to five is not needed to the loss of revenue re- 1e repeal of the excess » more objectionable ex- ten ee diets ed 1€ unproductive nign surtax rates of the individual income tax. Yet the sales tax is being pushed just the same. The real issue is: the 41 taw Ke ha ines + - Sales tax versus the income tax. —_——_©-—-—>——_ a of Avoiding Rent Extortioners. Kalamazoo, July 5—Your item in the June 29 issue of the Tradesman entitled, “Rents must come down” at- tracted my attention and recalls an incident that came very vividly to my mind about the year 1885. \t that time I was selling goods to A. L. Vandercos Mason, who had ‘ery trade in the city being located of the court house opposite, on the square, were several buildings not being + } lat time because the near Vander cumstances changed so that he had to vacate his 1 1 7 c location and he took one of the va- t res across thé square direct V al it was not very long h a splendid business at n and also the other stores ( i ] vith other oe ICCUP1IeEd tn yiner met Kalamazoo, less than two ars ago, S. O. Bennett had a loca- tion on North aie Pia street and decided that he w go to a cheaper rent district, whi ch he did, to one of several vacant stores on East Main street, and he tells me that because of his attracting the people there, other vacant stores were soon occu- pied and that they are now going to raise his rent about $35 per month, and I would not be surprised if an- ther location was available that he would again move to avoid the rent extortioners I hinking some aying high rent x they might lose the trade iother locality fearing should they to avoid paying Frank H. Chay. —_—_~+->—__—_ Watch Out For Raised Bills. \ large amount of counterfeit money, consisting of raised one and two dollar bills to denominations of tens and twenties, have been put into circulation in Michigan within the past week. The frequency with which these bills have been turned loose on merchants and the similarity of the counterfeiting, lead police to the that the work is done by a band of counterfeiters who recently located somewhere in the State. The bills are “raised” by the sim- ple process of scratching a zero im- mediately following the “one” or “two” on $1 and $2 bills. The job is so neatly done that it would re- quire close examination, police say, to note the difference between the coun- terfeit and the genuine bill. opinion 26 MICHIGAN TRADESMAN er sof wi) WL, x wot pin RIES: ga APS" nc (AAAs Ww. his, Annual Report of President Board of Pharmacy. Making a report on_ prosecutions is rather a prosy occupation, and no doubt of little interest to the average listener, and for fear that such a report might be tiresome, will endeavor to incorporate into same, a little history of drug store legislation that has been enacted since the last meeting of this Association and how the same will help in perpetuating the Board of Pharmacy, which you re- quested to be created in 1885 for the purpose of protecting public health by raising the standard of pharmacy; and how said legislation will further raise said standard as well as provide for a very practical method of enforcing the laws of the state with the least possible expense to the drug store proprietors, on whom the state legislature seems to see fit to place the responsibility of main- taining the Board of Pharmacy by re- quiring you to furnish adequate means to enforce the laws which have been enacted for the protection of public satety. Most of the efforts spent in endeavor- ing to enforce the laws in the past year has been directed towards those who were conducting drug. stores without registered men, and those other than druggists who were selling drugs and poisons without taking the precaution of employing registered pharmacists. In my opinion, it will take a strenuous campaign to correst these evils, a class of registered pharmacists who have en- tered in business without first consider- ing the overhead expenses that is neces- sary to be expended to properly conduct a drug store, not taking into considera- tion the expense of properly equipping said stores with registered men. To com- ply with the law it is not only necessary to have a registered pharmacist’s papers in the store, but it is also necessary to have a registered person, registered phar- macist or registered assistant pharmacist in personal attendance. + Some girls can suggest oysters after the show in 17 different ways without mentioning them. July 6, 1921 Gabby Gleanings from Grand Rapids. Grand Rapids, July 5—G. K. Coffee, who sold baking powder for twenty- five years before embarking in the mutual fire insurance business, is this week celebrating his first anniversary as an insurance salesman. Mr. Cof- fee has made his mark as a writer of mutual insurance and has_ received many flattering offers from other companies, but prefers to stay at his first love—the Shoe Dealers of Fre- mont. Midsummer travelers to Chicago on the Indiana, of the Goodrich line, should be careful not to accept as- signments to Parlors E or F, because they are adjacent to an air | shaft which furnishes an outlet for the hot air from the boilers to the top deck of the boat. Sleep in such quarters is out of the question during warm weather, because the heat from the source named keeps the room up to a temperature of 100 degrees. Pas- sengers who purchase parlors on this boat could be made much more com- fortable if the management would in- stall electric fans in the rooms and screens on the doors and windows. Under existing conditions the flies are so troublesome as to preclude restful slumber. So good a boat as the Indiana in many ways ought to have a few refinements added. Con- sidering the prices charged for par- lors and staterooms customers of this line are entitled to a little more than they are given and, now that a new management has taken hold of the line, it seems quite likely that the tallow candle era so long maintained by the old management will be super- ceded by additions and conveniences more in keeping with the spirit of the times and the requirements of dis- criminating travelers. Speaking of sleeping on a lake ves- sel—on attempting to do so during warm weather—suggests an idea which might be put into effect with bene- Chocolates Package Goods of Paramount Quality and Artistic Design “DOUBLE A” ALTED MILK LOZENGES CHOCOLATE FLAVOR A DELICIOUS CANDY FOOD ALSO PUT UP IN WAFER FORM IN FIVE CENT ROLLS ASK OUR SALESMAN OR ANY CANDY JOBBER MADE ONLY BY Putna m F actory, National Candy Co., Inc , Grand Rapids July 6, 1921 MICHIGAN TRADESMAN 27 ficial results to all concerned. Many It is his earned reward for thrift. The Wh ru ; gy oe of late zents formed the time is not likely to come in this olesale D & Price Current labit of using a sleeping porch in country when economy and _ saving s ; . their own homes. To such persons and self-denial will be penalized by Prices quoted are nominal, based on market the day of issue. sleep in a close cabin is out of the confiscation. Acids Almonds, Sweet, 60@1 00 Tinctures : “Fe > 7 imitation _...... ( . ee W >. not sell them a cabin _ James B. McInnes, former travel- a San Wee = Amber, crude _. 3 00@3 25 Aconite -_.-.--.. 1 85 © use as a dressing room and then jng salesman and a resident of Gran tates a @ 36 Amber, rectified 3 60@3 75 Aloes ----------- 1 65 ant tt f 1 g CoaehgnG 31@ 36 eames on Arnica 1 50 rent them a cot for $1 per night, tobe Rapids for a half century, died Fri- Citric _..-------- a5 fll ULL lah CU installed on one of the upper decks? day night following a long illness. Muriatic -------- 4 6 1 50@1 7, Belladonna ___-- @i 35 All that need be furnished with the 7. ; ee ‘ a igs 4 Nitric manne we nee= 10 15 $60@%9 76 wentoin —....... @2 40 He had many fraternal connection : 2714, @ ; : ; “I J 1 C c Ss, Crate 22. 8 e@ 35 , 0m 3enzoin Comp’d @3 16 hi is a eerie and a light blanket. belonging to a dozen or more lodges, Sulphuric —__-__- 4@ 6 oa a Hy $ a Buchu : @3 16 ° ; . ‘ T ; & eda 4e nena 3 if Ce cre o cot need be furnished to any one commercial and social organizations. T@ftaric -------- oe © Sess 65@1 00 Cantharadies __. @3 00 who does not first purchase a state- Mr. McInnes was 60 years old, hav- CONON cos 2 2602 66 SSpelcom =? room. Disciples of the Great Out- ing been born Oct. 23, 1861, in Fer- Ammonia ae py A a none usec ¢2 0 doors would be delighted to sleep in gus Ont. He was of Scotch parent- Water, 26 deg —- 10%@ 20 Groton a 8 oo: 50 Colchicum ~...--- gi 00 the open and the purser would be 3... fl the eras tok G Water, 18 deg. -§@ 15 Gotton Sead _.. 1 00@1 10 Cubebs ...___ 3 00 age and the sterling qualities of that W 14d 1 otton set - Digitali G able to turn several additional dol- race predominated in his character aa = ae 28 ot aeraaenty in ong 6 Gentian ane gi 40 s : Sip ' blest = : loan u = Bigeron ... ae eeeaceninaie iG ee pa a of ee rey When he was 10 years old the family Chloride (Gran)) 11@ 17 fiucalyptus —... 1 Cen oe «Se Ht cach Te - ° " ° i CG mUaIAC, 4 i J "E ‘SM Cannes: resided here ever since. In his early Baleame , sone : By = lodine nee @1 20 i onroe (Sherwood Hall Co.) youth he learned the raining trade Gopaiba _.___. 10@1 00 Lard, extra .-- 1 25@1 45 lodine, Colorless @2 00 Says he never patronizes a hotel or at the factory of the Powers & Wal- Fir (Canada) --_2 50@2 75 Lard, No. 1 ---. 1 10@1 20 ene clo. --—..--~ @1 60 restaurant where they do not talk— ker Casket Co eraining the first Fir (Oregon) --- 60@ 80 Lavender Flow 9 00@9 25 yiinO, ------------ @1 40 and cook—in the American language. casket made by that company and °tU ----------- core pare Ges t seea e Nus Vantaa gi 50 If i Rg man would pur- ao the first manufactured by the a, het Eitiseed ail 1 @ ou ein gi - r > . —~ “ seer Nd 6@1 04 sium, amp. .... sue this policy, the number of cheap Milwaukee Casket Co. For twenty- Bark pave ~~ 37 Opium, Deotenta @3 50 ee conducted by swarthy sons of one years he was a traveling sales- oe eos 8 ai ag Linseed raw, (oo. aan $3 = outhern Kurope who have little idea = man, representing successively James Gussia pl mana 50@ go Mustard, true oz. @2 75 of sanitation or cleanliness would not S Kirk & Co. Chicago; F. F. Adams Sassafras (pw. 55c) @ 50 Mustard, artifil, oz. @ 60 be likely to increase. Tobacco Co., Milwaukee, and the Soav Cut (powd.) Suet cues Le 4 18@6 50 — W. BE. Thompson, Manager of the Durfee Manufacturing Co.. Grand 40¢ ----------.- %@ 25 Olive, Malega, Lead, red dry a. 13@13% Hood Rubber Products Company, Rapids, gaining a large circle of sooner “© eae “ite on” uae went to Evanston, Illinois, last Sat- friends. In 1902 he purchased the Berries ve. ane. 2 75@3 00 Cemie, valine Sak “a4 urday to spend four or five days with interest of A. D. Leavenworth in the CI inne 1 50@1 75 ones, Sweet 5 00@5 26 Ochre, yellow less 2%@ 6 friends dating back to the days when = frm of Durfee & Leavenworth. sell- FS! ------------ 40@ 60 Origanum, pure 250 Putty -.__ —- 4 he was a student of the North a aa 2 a ie oul ae See 8@ 15 Origanum, com’l 1 25@1 60 Hed Venet’n Am. 34@ 7 oO e Northwest ing his interest in 1911 and entering Prickly Ash _-. @ 30 Pennyroyal ____ 2 50@2 75 Red Venet’n Eng. 4@ 8 —— pease! ape eee business for himself. Last year he Peppermint ---- 6 00@6 25 Whiting rs "54g ‘A 1aS made many triends among the . Gc tne ; tose, pure -_ 15 00@20 00 nlting § -------- 94@ 10 tide aes comune to God Hace took te M. Sparks into partnership Extracts Rosemary Flows 2 50@3 75 L. H. P. Prep. 3 00@3 26 es g to an apiaqS with him, retaining active manage- Licorice 60@ 65 Sandalwood, EB. Rogers Prep... 3 00@3 25 to reside, two years ago, and he is ment of the business until his death Licorice powd. —- 1 00 . __.___ 12 (0@12 25 : icorice powd. —_ @ : gaining in their appreciation and es- 2 a Sassafras, true 2 50@2 75 teem as his friends come to realize The Success Family eee Sassafras, arti’l 1 25@1 60 Miscellaneous his many sterling qualities r Spearmint ..---. § QU@S ao ree . > : r oF re FE Sper 75@3 00 nee natal [ce «COE Summed up, much of the sentiment The father of Success is Work. The Arnica ___.-----. 15@ 80 cease a soati 76 ‘Scetanalid --- 48@ 55 ' : ep = Chamomile (Ger.) 50@ 60 tansy -- ee kt 10@ 18 against property, that is to say, mother of Success is Ambition. The Ghamomile Rom 40@ 46 Ed US -_ = = ae wealth, is born of a dishonest desire oldest son is Common Sense. Some ere eatae les 69@ 72 ———— 11@ 20 ptt a ee Sap oe Saves OF of the other boys are Perseverance Gums Wintergreen, _ Bismuth, Subni- other men. € hear much of “un- a) : : ney tr. —« 2 OO@9 2 trate .._......... 2 76@a Ge earned income,” which is the fruit of Honesty, Thoroughness, Foresight, reorers , 2 ea 430 60 Wintergreen, sweet @6 25 ed sii iy, 13 men’s work acquired by thrift, and Enthusiasm and Co-operation. Acacia, Sorts _-__ 20@ 25 Wintergreen art 75@100 Canthara “po 1 50@5 50 there 2 -essive co . i : ey , Acacia, powdered 30@ 35 Wormseed ---- 5 50@5 75 Calomel - --- 1 36@1 45 i ee demands for ore? ten The oldest daughter is Character. Aloes (Barb Pow) 30@ 40 Wormwood 22 Cane Gal 10g 45 ation of such capital, Thrift and Some of her sisters are Cheerful- Aloes (Cape Pow) 30@ 35 Carmine -_---. 6 60@7 00 economy and _ self-denia', which are cs : : Aloes (Soc Pow) 90@1 00 Potassium Cassia Buds - 40@ 5g represented in the homes, the stores, "€SS; Loyalty, Courtesy, Care, Econ- Assfoctida CE 1 oe = ue « OS 25@ 45 the farms and the investments of the omy, Sincerity and Harmony. c nas "i eet & . 46 8 nloroform 16 13 people, do not bring “unearned” in- The baby is Opportunity. ane oer ae “ae = a ti pao cn ‘° Chloral Hydrate 1 65@1 85 : : Ad . : = Juaiac ow @16 “arbonate ____ 45@ 5 : a a on lwus ae come. The man who has _accumu- Get acquainted with the “old man” Kin ee. @ 85 Chlorate, gran’r. 35@ 40 ,; Zeca a BCD 3 lated surplus money, which yields him d an th bl Be long Kino, powdered. @100 Chlorate, xtal or = on Corks, list lesa S50) 46 an ieomie, bas earned that income 77" FOR Wi OC ante ec S008 $= Beh ______. p 90 «= powd. -----.---. 25@ 30 Copperas nn ao oe as truly as the man whose wages’ Pretty well with all the rest of the Harn, Powderdd ome © Can” -— 3 eae Conners. Towed, 40 te come from the work of his muscles. family. Opium, powd. 10 00@10 40 Perm anganate-.. 85@1 00 nfartar _ 60 oo. 6 Opium, gran. 10 00@10 40 Prussate yellow 60@ _ 65 e bon nae Oo 60 Snenae 22 85@ 95 Prussiate, red__ 1 00@1 10 ok nen 06@ 15 Shellac Bleached 90@100 Sulphate ------- 60@ 65 Dover's Powder 6 75@6 00 ee — 3 04 a eats Emery, All Nos. ng is ragaca: ‘ . ) Em er Powdered_ We Are Pleased to Recommend— Turpentine _-____ 25@ 30 Alkanet _____ 75@ 85 ‘Epsom Salts, bbls. @ 3% Blood, powdered. 40@ 50 Salts, less 4%4@_ 09 Calamus ........ 35@ 75 powdered 1 75@2 00 insecticides Elecampane, ued 308 = White oo 15@ 20 ue. P . Gentian, powd. hyde, Ib. 1% @25 Monogram FI r sie oar QS BA pacnrin 1, GPE slue Vitriol, is @ 08 powdered ____.. 23@ 30 sware, less 60%. a oe os Fe 6 6UGinger. Jamaica 0@ & ai ass ware, full case 50.10% Bordeaux Mix Dry 17@ 30 Ginger, Jamaica, Ginuhen Salts, bbi. 03 bs ets roe. ane 9 powdered 4244 50 Glauber Salts less 04@ i ~wurdare, or rn QO eee riaubde 2 > onogram Disinfectant mest Powder <= 40 1) Goldenseal, pow. 78698 00 Giue,“'Brown —— 21g 40 Lead Arsenate Po. 22@ 42 Ipecac, powd. -- 3 75@4 00 Glue, Brown Grd. 17@ 25 Lime and Sulphur IO ane 40 3, Glue, White ---. 35@ 40 Dy 11@ 23 Licorice, o—. Oo 7 Glue, wenste Grd. 80@ as io Gea. ne a2 ES Ce 0 9 Glyceri 23@ These are two of our own products and should a ee 1 00g . . Boon ‘ 854 Of : nT find a general sale at this season of the year in ice Cream uveie cone. 6 a ooforn -.. os = every retail drug store and general store. Piper Ice Cream Co. “a ——— 25@1 40 eee odium .... 6 = 6 p Bulk, Vanilla 110 Sarsa ceaia ‘Weaxiaan ace, powdered 95@1 00 ° . ‘ ° Bulk, Vanilla Special 1 2 mt oo | 80 oan as 5 “yy 00 1 d & Menines! ou, o 50@6 Monogram Fly Spray is a liquid preparation Bulk, Chocolate ---120 squills __—_ . 4¢ Morphine ——-— 7 5 tags bs : ulk, Caramel ------ Squills, wdere 1 ns designed to keep flys off of cattle and horses ee Gane dt 1 dane pow 4G 4 Nuk Vania cite & and to repel other vermin fee wae ea i TM. Dows. @ 6 Pepper binck bow: 820 36 a ------ 140 Seeds Pick. Hrgoney too 15 ss : rick, Fancy -——— Aniie 33 % GQuassis — i 15 Monogram Disinfectant sa phenolated coal tar Ices ------------- == 1 10 Anise, powdered a 40 Guinise eo io. 72 di infecta f in f h Iti Sherbets ------~------ oe fr is... — 262 MW EH elle Salts -_. 35@ 40 isinfectant for use 1n farm or home. 1S poWer- Catary ide 6s Saccharine ee @ 38 ; . Caraway, Fo. 26 i6@ 2 Salt Peter 144%@ 5 ful, yet non-caustic and non-poisonous. Leaves oa. CO $335 Scidiits Mixture S0@ 4 Bien @175 Celery, powd. .45 35 40 Soap, green —__ xe 30 s Buchu, powdered @2 00 Coriander pow. .25 12 15 Soap mott castile 22% 26 Order today for immediate delivery Sage, bulk — 7@ 79 Dil —____ 15@ 25 Soap, white caatile ' Sage, % loose — 72@ 78 Fennell _------ “ee cme ou. @12 50 Sage, os . 1 [ _— oe o 32g 8 Soap, _ white castile “i Senna, Mee co x. ground .. ise, per har _... @ Senna, Tinn. _. 80@ 85 Foenugreek pow. 8@ 15 Soda Ash ----_- 056@ 10 Senna, Tinn. pow 35 | Benn 8@ 15 é arbonate 4@ 10 . 4 Uva Urai _..._.. 7 Lobelia @2 00 Soe ia, wee OG 6 k D C¢ Mustard, yellow ue 30 Spirits Camphor @1 25 azeltine erkins Drug Co. a reed Jaw MES Ske Ce | ate Poppy nero a 1 “oS ous ur, a ee ‘23 ° — Bitter, Gunes 5 5 Tamarin . 25 G n d R a i d 8 M i Cc h 1 an | _ ,te— i COMM Bane... -—- 15@ 20 Tartar Emetic 1 03@1 10 r a p 9 £ Praag Bitter, Sabaqgie 2... 30@ 40 Turpentine, Ven. 50@6 00 artificial _.. 2 60@2 75 Sunflower _..... 74@ 15 Vanilla Ex. pure 1 50@2 00 Almonds, Sweet, Worm American 380@ 40 Witch Hazel —-. 1 60@2 16 106 _........... 1 00@1 25 Worm Levant 2 00@2 25 Zinc Sulphate . 10@ 18 MICHIGAN TRADESMAN Suly 6, 1921 Look, Mr. Dealer! Five Cent Seller Millions Like Them Millions Want Them No New Taste to Educate People To —Just put them up AND SELL THEM —scores of packages a day, and take in the money. That’s all you do. Men like ’em because they’re little nuggets of energizing food value—just the thing for “three- o’clock-fatigue.” Mothers like ’em because they’re Nature’s candy for the children— practically pre-digested. Children like ’em because they’re so “nifty-good.” “Rare,’ the kids say, and they are. Try ’em yourself, tight now—send that coupon- order blank for a trial case—right now. You Make $2.70 —you PAY only _ _ $4.50 —YOU SELL FOR 7.20 on Little Sun-Maids That’s 3744% on your selling price (or 60% on the cost). Gee whiz !—if it costs you 20% to do business, you net 1744% every time you sell a case— GREAT SCOTT! 1714% net profit per case is $1.26. If you sell only one case of Little Sun-Maids every week (easy money—it’s only 24 packages a day for six days) you multiply by 52 weeks, and your net profit (all expenses out) for the year is— say, BOY !—$65.52. You only tie up $4.50—(W-a-i-t a minute—$4.50)—Yes, FOUR FIFTY, to make that $65.52, and that is—yes, IT IS— and now listen good—it’s— One thousand four hundred and fifty-six per cent. on that $4.50 —1,456% on the capital invested. All we’ve got to say is, can you beat it? One small dealer in Los Angeles sells three cases or 432 packages a week, making $8.10 gross! Think of it! If you could make your whole business pay like that you wouldn’t know whether to come down tomorrow in the Pierce, the Locomobile or the Rolls-Royce, By Jove! You’d take a chance on a bet like this if there was a chance that you'd lose your money—but there isn’t a chance of such a chance. Little Sun-Maids are such a sure winner that you simply invest the $4.50 and it’s a year-in-year-out cinch all the time—so use the Waterman on the dotted line below. LITTLE SUN-MAIDS—5c “The Between-Meal Raisins” ee irene ee pn OS aH a Na July 6, 1921 MICHIGAN TRADESMAN second lot of them is now being of- Some Testimonial Mr. E. M. de Pencier, Division Sales Manager, California Associated Raisin Co., 308 Van Nuys Building, Los Angeles, California. and “Youll Dear Sir: / » Replying to your inquiry as to the success which we have enjoyed upon the sale of your 5 cent package: BINGO!—5c BINGO!—5e BINGO!—5ce BINGO!—5c —that’s the way it goes all day long! We are very pleased to inform you that the little Sun-Maid found instant favor with our customers. It was placed upon the counter of all our stores simultaneously, and the reports which we received from our. store managers were extremely flattering as regards both the quality and the sell- ing quality of your package. It is one of the best 5 cent packages that we have ever handled, and our fered to the public in all of our stores. Wishing you the very heartiest success in placing this package on the market, and thanking you for bring- ing it to our attention, we are, California Associated Raisin Co. Very truly yours Membership 13,000 Growers Dept. G-1207 The House of Quality Cigar Stores Fresno, Calif, | NATURE'S: | | SWEETMEAT ore HUNGRY? | EAT RAISINS | EAT AAORE RAISINS Six Like This in Every Case—What ? Here’s Another California Associated Raisin Company, 308 Van Nuys Building, Los Angeles, California Gentlemen: We take pleasure in advising you that your 5 cent package of Seedless Raisins is the best nickel seller that we have ever placed upon our coun- ter. Our sales are larger on this package than on all other packages combined and you will appreciate the rapidity with which it is moving when we say that we make more sales on the 5 cent package of raisins than we do upon all of the various brands of chewing gum combined. You are at liberty to use this letter for publication if you so desire. Very truly yours, Hauser Cigar Company. Per (Signed) J. H. Hauser “Fully protected in processing and packing against summer pests and deterioration of every kind.” Dealer’s Emergency Order Coupon (Send to your jobber) (Write in jobber’s name) (Jobber’s address) Please ship 10 Hic 20 Olice _asa0a CSOs (1 eross of 114-ounce packages to the ease) Little Sun-Maids, and charge my account. (Your name) (Your address) Dept. G-1207 30 MICHIGAN TRADESMAN July 6, 1921 Twenty-Five Suggestions For In- creasing Sales Volume. 1. Market basket filled with can- ned foods and sold at a definite price for the assortment. 2. Canned foods stacked up in cen- ter of floor, with appropriate price tags and buying suggestions. 3. Special table for special offer- ings in foods. 4. Two or three shelves built up a pillar. Show assortment of should or against filled average in store with housewife shelves foods the have. 5. Attractively display. trimmed window 6. Sales letter for mailing to cus- tomers and prospective customers. 7. Have boy distribute dodgers or price lists. 8. Newspaper advertising. 9. Have clerks offer each customer a sample of some food with the sug- gestion that she buy. 10. Empty three or four cans of fruit, vegetables, etc., into glass dish- es and call customers’ attention to the high quality and deliciousness of these roods 11. Have salespeople push some particular item every day. That is, on one day have clerks tell every customer about canned fruits; the next day about baking powder; then about Star Ham, etc. 12. Have some store representa- tive call on every family moving into the neighborhood. S 13. On Saturday offer Sunday specials—foods that are easily t of - pre- pared, automobile picnic specials, etc. 14. Have selling prices on goods in shelves and bins 15. Phone certain goo dcustomers when you have a particularly nice lot njal a special sale, or ) of particular interest. l a small slip printed to be | yn the cover of telephone directories. This « read: Emerg- ency calls: Fire Department 36; Po- lice Department 71; Meats and Gro- gurate some _ particular section of the store or show window for displaying specials offered at bar- gain prices Make this something new every day so as to get people to want to come to the store to find out what specials are being offered. 18. Promote contest among your salesforce to see which salesman can sell the greatest volume of some cer- tain foods during the period of a week. 19. Have a clerk or the cashier suggest some special product every time she answers a telephone call from a customer 20. Induce customers to come ear- ly In the morning by oering special per cent. discount on all goods bought before 9:30 a. m. Zi. To promote cash sales and buying in larger quantities, offer a 9 per cent. cash discount on all purchases of $3 or more at one time, if goods are paid for in cash. 22. Make a display of foods that ’ } 14 ~~ - ‘> : . ~ can be sold in combinations, such as Syrup and pancake flour, frankfurters and sauerkraut, cheese and macaroni, bacon and eggs, lemons and sugar, etc. The unusualness of the display will attract attention and the combi- nations will help to increase sales volume. 23. Have clerks suggest related products. If customer buys flour, suggest shortening; if she buys. cof- fee, suggest milk; if she buys cake flour, suggest chocolate, etc. It is also a good idea to arrange goods on shelves according to their relation to each other, so that the buying of one item will immediately suggest an- other. 24. Make use of all advertising material furnished by manufacturers, such as window trims, show cards, display cases, newspaper cuts for ad- vertising purposes, package inserts, etc. 25. Sell perishable products, such as fresh pork sausage, by organizing a club among your customers who buy pork sausage every Saturday, for serving at Sunday’s breakfast. —__»~-~. ___ Bean Trust Wields Big Stick on Growers. Apparently the efforts of the Cali- trust to discipline its members and keep them in line is not wholly successful, reports coming from that State to the effect that nine suits involving a total of about $35,000 have been made in Santa Bar- bara by the California Bean Growers’ against a number of growers of small white beans in the northern end of the county to com- aeree to bean fornia Association pel them to deliver all their product to the Association. It appears, according to the plead- ings, that some of the growers did not observe their commitments, but found independents will- ing to pay higher prices than the As- sociation, promptly sold at an open market. The Association claims that this violates the contract, while the growers contend that the Association did not stand ready to take the beans and being in need of money they felt free to dispose of them where they could if this the growers proves sound it may have an interesting effect upon the integrity of other growers’ contracts. Canadian Canners Curtail Pack. Canadian vegetable canners ad- vanced their prices this week in prac- tically all lines and the Toronto Globe states that a further advance of The stocks of last pack are diminishing fairly this is the season of consumption, especially on The 1921 pack of vegetables will be relatively small. Independent canned goods men state they would be surprised if there is more than fifty per cent. pack of tomatoes, peas and corn. he pack of fruit is also being curtailed. The American situa- Canadian market to During the past been a great deal goods “dumped” in Canada, notwithstanding duty, exchange and high freights. when they contention of 5c is expected. year’s rapidly, since heaviest peas. affects the quite an tion extent. there year has canned Prices suffered in con- sequence, and losses were taken, es- pecially on fruits. Double Your Selling Power and Your Income. “Reason-why” type of copy and selling arguments was developed in Chicago about fifteen years ago. The object was to supply all the argu- ments needed for selling merchan- dise to the conservative or the skep- dcal customer—the man who has to be shown why a certain article is the best one for him to buy. Such cus- tomers want to be shown three or four times more merchandise than the average customer. ‘“Reason-why” sales can not be made in a hurry and they require the best information possible on the merchandise being sold. Four out of every ten men can be classified as “reason why” customers. They are type of men whose daily work has accustomed them to demand reasons backed up with facts for everything they do. Such men never make quick decisions, but they are the most valuable cus- tomers any store can have, because even though they do not buy ex- pensive or so-called high style mer- chandise they are almost always steady customers. Six out of ten men belong to thé emotional type of buyers. They are the opposite of the “reason why” customers and believe in quick decisions. Whether they are right or wrong, “reason why” argu- ments do not impress them. They become impatient with the salesman who is slow or who wants to argue the value of certain merchandise, which does not interest them. This type is usually active socially and is therefore one of the best walking and talking advertisements the store can have. Frank E. Fehlman. —__~.--2—__— Bucking Catalogue House Competi- tion. The retailers in smaller cities know that catalogue houses constitute their greatest problem. The present time is advantageous for fighting this men- ace because the mail order houses are only recovering slowly from the ef- fect of recent market conditions. There is a fascination for many farm- ers and their families in shopping from a catalogue. They can do it at convenient times, and they have a habit of believing that mail order prices are lower than other prices. The merchant can easily do more to- ward making the rural citizen com- fortable when he spends a day in town. This would stimulate the spirit of fellowship between urban and rural dwellers. Why shouldn’t a group of retailers get together and issue a catalogue? Each merchant could use an allotted number of pages for picturing his leaders for farm trade; he could point out the similarity of prices and val- ues offered with those of out of town competitors and could stress the ob- vious advantages to be gained by patronizing dealers in the home com- munity. —_—_+ ++ If along the business highway you keep as close a lookout for warning signs as you do on the motor highway you will avoid some unfortunate wrecks. located as follows: hardware. and hardware. the cost of new. Two Stores For Sale At Bargain Prices In our capacity as receiver, acting under the United States Court, we herewith offer for sale two stores of the chain formerly conducted by the Universal Stores Corporation, Cassopolis—Inventory about $12,000. Groceries and Fine stock and great possibilities. 1919, to Dec. 1, 1920, about $119,000. . Adrian—Inventory about $12,000. Exceptional opportunity. Sales Feb. 1, 1919, to Dec. 1, 1920, about $147,000. These stocks will be sold at a big sacrifice immediately. Purchaser can step right into a going business. We have three sets of fine hardware fixtures for sale— one at Cassopolis, one at Adrian and one at Leslie. fixtures cost $1,600 apiece and can be purchased at one-half GRAND RAPIDS TRUST CO., Receiver, Grand Rapids, Mich. Sales Feb. 1, Groceries, meats These = Ltiipaiarones PRON ea 4 SRNR Cae ee eae eran een gurenr Ea & « July 6, 1921 Special Sale Goes Over With a Bang. Every detail of the sixty-eighth anniversary sale, held by the Rike- Kumler Co., of Dayton, Ohio, was carefully planned in advance. Through preliminary meetings and entertain- ments and an explanation of the aims of the firm, the enthusiasm and co- operation of every member of the organization was rousé¢d; each was made to feel himself an essential part of the undertaking. The third detail of the plan, making for success, was that the merchandising programme provided for at least one new item from each department for each day of the sale. No merchandise was dis- played or sold until the day it was scheduled. The programme for arousing enthusiasm among employes included a morning meeting at which Frederick H. Rike, president of the company, addressed the entire force, and an employes’ banquet held the next evening. The main feature of the banquet programme was a pa- geant, “Big which was written and presented by members of the store’s force. 3usiness,” Big Business was seated upon the stage and about him was built a shrine; figures representing Honesty, Service, Satisfaction, Loyalty, Golden Rule, Faith, Education and Progress entering and putting in place sections of Ionic pillars bearing the name of the principle they represented. The joining of the pillars by an arch mark- ed “co-operation” caused much en- thusiasm. The advertising campaign was launched a week in advance. Sixty- three thousand four-page circulars were distributed in Dayton and thirty surrounding towns. The daily papers carried a full page story of the sale and also news stories giving the sale programme and the announcement of the anniversary essay contest. Be- ginning a week before the sale all correspondence was written on spec- ial letterheads designed especially for the anniversary sale. Stickers, carry- ing the anniversary sale design were placed on all packages sent out. In order to keep the sales organization in close touch with the progress of the sale, “Pep” sheets were printed and distributed each day. A feature of the window decoration which at- tracted crowds was a window repre- senting the period of 1853 News stories in the papers, telling who had lent the various articles in the dis- play, and bits of history concerning them, added much to the interest. rn oo Happy Family Idea Works Out Profitably. Kaufman’s Underselling Store at Harrisburg, Pa., is an interesting ex- ample of how business volume and profits may be increased through a plan of welfare and educational work designed to foster the “big, happy family” idea. A large third-floor rest room has been established for employes, with piano and talking ma- chine, abundant reading matter, and an electric cooking stove for those who wish to prepare their lunches. There are classes in singing every Tuesday morning and dancing classes MICHIGAN TRADESMAN every Tuesday evening. There is a mutual aid society which pays sick and death benefit. There are bowling teams, a baseball club and a dramatic club. The store has a “flying squad- ron” system designed by the econ- omy service, which is said to work wonderfully well. During a recent ten-day bargain sale in the base- ment, eighteen of the regular sales- women from various departments, who had been trained as members of the flying squadron, were sent to the basement and handled the event without having to spend a cent for extra help. Through the plan of wel- fare and educational work, there is a spirit of interest displayed by every employe which helps sell more mer- chandise and keep customers well served and well pleased. —_——_---2- Their Stores May Be Small But— While small merchants are apprehensive of the big department stores that stretch out into the coun- try as well as the outlying districts of the city, there are many small merchants who with no capital but with big brains and hard work are fighting the big stores successfully. Neither nearness nor distance make any difference; it is only sheer skill in merchandising that adapts the newest ideas to fit the local needs. The Loren Miller store in the North Shore district in Chicago employes girls of the section, whose breeding, intelligence and friendliness appeals This and the stores in stockyard district de- liver to the same sections as does the big Marshall Field store. Plain coun- try stores, in little rural towns, do a $1,000,000 business against odds even greater than the big city. many to the women who buy. small store in the St. Louis, for instance, is a trading center that has made a suc- cess of the refund plan. This brings purchasers all the way from Louisi- ana and Texas. Yet the Dye Bros. in Vandalia have the St. Louis mer- chants beaten. Among other things the Dye Store runs a full newspaper with a page of chatty gossip. It also has an insert with coining press and accessories. The aluminum money coined is used to buy the produce the farmers being in and can be exchang- ed for store merchandise. >. New Confection—The California Raisin Association has put out a new 5 cent seller which is meeting with a cordial reception. Select rasiins are put up in twenty-four 5 cent packages, tastily decorated with display cards, six cartons in a shipping case, at $5.10 per case or 85 cents per carton. Two cars were shipped to New York and two to St. Louis as a test. With the natural tendency of the people to eat raisins it is believed a fixed product is now going on to the market. Deals—The advertising allowance on Karo syrup, Argo starch and Ma- zola oil, excepting the five gallon cans, will be withdrawn July 2. Invoices showing later shipping date will not be redeemed. Invoices are to be sent to the Corn Products Sales Co. not later than July 15. Manufactureres of Jello guarantee against price de- cline this year. 31 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. If set in capital tetters, double price. display advertisements in this department, $3 per inch. Is required, as amounts are too small to open accounts. No charge less than 50 cents. Small Payment with order A eee ome Money setting, Good WILL HOLDING, COLLECTION LETTERS. That’s what you want. That’s what our’s do. Set of five, live pulsating, letters post paid for $5. A. C. SATHER 8th Floor 20 E. Jackson Blvd., Chicago, Ill. REBUILT CASH REGISTER Co., Ine. Dealers in Cash Registers, Computing Scales, Adding Machines, Typewriters And Other Store and Office Specialties. 122 N. Washington, SAGINAW, Mich. tepairs and Supplies for all makes. Wanted—To hear from owner of good general merchandise store for sale. State price, description. D. F. Bush, Minne- apolis, Minn. 390 WANTED — EXPERIENCED DRY GOODS salesman. Must have retail ex- perience. Man who knows how to buy, sell and manage. In applying by letter, give full particulars in own handwriting. Address Charles B. Sax Company, South Bend, Ind. 408 coffee roaster practically For Sale—Royal GAS twenty-five pound capacity, new; complete, $275. Costs $500 new. Evansville Tea & Coffee Co., 1220 East Oregon St., Evansville, Ind. 409 SASH AND DOOR FACTORY FOR SALE OR LEASE—Buildings and ma- chinery for manufacturing millwork. Cheap power, growing city; can be leased complete three to ten years. Address Box No. 1421, Tulsa, Okla. 410 MR. MERCHANT—Write at once for our new business BOOSTER PLANS. Will stimulate and increase your busi- ness wonderfully. Full particulars free, write today. Valley Manufacturing Co., Grafton, W. Va, 411 For Sale—Storestock and buildings. For description write Mrs. E. Peetz, Hawks, Mich. 412 FOR SALE OR EXCHANGE—HIGH GRADE Southern Minnesota farm for stock of dry goods or general merchan- dise. Address P. A. K., Box 103, Algona, Iowa, 413 FOR SALE—Fifty-five feet fronting on Bridge St., with two store buildings in good business section, apartments above. M. Nebel, Spring Lake, Mich. 402 For Sale—One brand new multigraph, run three times. teason for selling, de- mands of our business not heavy enough for this machine. Carries full equip- ment, with exception of typewriter type. Has motor drive, printing ink attach- ment, type setters, automatic feed, etc. Original list approximately $900. Ad- dress No. 406, c-o Michigan Tradesman. 406 For Sale—The lease on a good-sized, all-modern commercial room in new building, nicely located in a county seat, Western Iowa town. Suitable for any mercantile purpose and_ especially for shoe store, etc. Man Land Co., Denison, Iowa. 398 FOR SALE—One of the best drug stores in Muskegon. Steady, all-year- round business. Best of reasons for sell- ing. Address No. 387, c-o Tradesman. 2 0 Greene Sales Co., Special Sales Con- ductors, 212 E. Main St., Jackson, Mich. 3 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 sight. Address Scopo Manufacturing Co., 393 High St., Newark. N. J. 345 Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 274 East Hancock, Detroit. 566 For Sale—Cash registers, store fixtures. Dick’s Fixture Co., Muskegon. 6 Will pay cash for whole stores or part stocks of merchandise. Louis Levinsohn, Saginaw, Mich. 98 2,000 letter heads $5.90. Samples. Cop- per Journal, Hancock, Mich. 160 For Sale—Bakery equipment, including one Yankee Reel oven, Read mixer, steel proof box and wire rack, Dayton cash register, four-foot flour case, two eight- foot flour cases, wall cabinet, pans of all kinds, hot water heater, friedcake outfit pans of all kinds. The owner is going into other business. This can be moved, or can retain the building and start in business at once. All in first-class con- dition and must be sold. Address No. 4 407, care Michigan Tradesman. 40 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 COLEMAN @8rand) Terpeneless LEMON and Pure High Grade VANILLA EXTRACTS Made only by FOOTE & JENKS Jackson, Mich. FIRE AND BURGLAR PROOF SAFES Grand Rapids Safe Co. Tradesman Building 32 MICHIGAN TRADESMAN July 6, 1921 METEORIC SUGAR MARKET. Rocke tand Down Like Stick. In the space of thirteen months the price of raw sugar in New York has dropped from 23.57 cents to 4 cents per pound, a decline from the high- est price within the memory of the present generation to the lowest re- Up Like corded price since 1916. This has taken place, too, in the face of the highest rate of consumption which Be- hind these facts lies an interesting this country has ever known. story which even has its ramifications into the field of diplomacy and of domestic politics. The steps taken by the Government to regulate the price and distribution of sugar during the war are fairly familiar to some readers, but the chief proceedings must be briefly summar- ized here in order to facilitate an understanding of the more recent events in the sugar market. On August 15, 1917, five days after the Food Administration Act was signed by the President, the sugar division of the Food Administration was or- ganized. This division established a with the Allied governments through the creation of an Interna- tional Sugar Committee, which pur- chased the entire Cuban crop of 1917- 18 for 4.60 cents per pound f. o. b. Northern Cuban ports, and allocated it between the United States and the Allies. liaison In the meantime the Food Admin- istration, by regulating the distribu- tion of sugar and the margins to be added to its basic price by the various distributing agencies, main- tained prices at a fairly stable level. The Sugar Equalization Board, chartered July 11, 1918, fixed the wholesale price for granulated sugar at 9 cents, thus giving the consumer his sugar at chased the at a 11 cents. It also pur- 1918-1919 price of 5.50 cents, and super- vised the allocation of a portion of this to the The high margin over the price of Cuban raws was due to the 1 Cuban crop of Allied governments. 1ecessity of pur- than Cuban sugars, such as Western beet and Louisiana chasing other cane, at higher prices on account of the greater costs of production. In prices the board then sold its Cuban sugar at a slight order to equalize profit—38 cents per hundred pounds —which was used to offset its losses in handling the more expensive sug- ars. Soon after the armistice the de- mobilization of the various agencies for the war-time control of industry began. Although the Sugar Equal- ization Board continued as a cor- porate body, the machinery of the Food it had exercised most of its functions, July of government sig- nified its willingness to sell the 1919- 20 crop to the Administration, through which was rapidly dismantled. In that year the Cuban Equalization Board, the prevailing price then being 6.50 The offer stood open until September 22, when it was for- mally withdrawn. The matter was Sugar cents. laid before the President in August, but no action was taken. One member of the Sugar Board is reported to have influenced the Pres- ident in withholding his consent to the purchase of the Cuban crop at this time, although the other mem- favored the purchase. The President’s subsequent illness pre- vented the matter from being pressed more upon his attention. There was still a chance, however, to save the situation by having the re- finers themselves take over the Cu- ban crop under the direction of the Sugar Equalization Board. This would probably have been done if Congress had not intervened with an which indicated that the legislative body might reverse the decision of the Executive and order the resumption of Government con- trol. With matters in such an uncertain stage the refiners naturally held back. Congress took no action until De- cember 20, when it passed the Mc- Nary bill extending the life of the Equalization Board until De- cember 31, 1920. The bill limited the control over domestic sugar to June 30, made no provision for the control of exports and imports, and prohibit- ed the of distribution. signed the meas- bers urgently investigation, Sugar zone system Wilson President ure, but when the Sugar Equaliza- tion Board notified him that in its opinion the new law did not offer the means of securing a regular sup- ply at a reasonable price, he announc- ed the authority to purchase the Cu- ban crop would not be exercised. The blame for what followed as a result of the Government’s partly with partly with Congress. inaction the Executive and The President was responsible for the Board’s fail- lies ure to take over the crop at a reas- onable price and Congress was re- sponsible for creating the uncertainty that caused the refiners to refrain from making timely purchases. Mean- while the contracts between and the the re- Sugar Equalization Board kept the wholesale price on the 9 cent basis until sugar from the new crop began to finers arrive. During the period of uncertainty many manu- facturers required who sugar for their products entered the Cuban market on their own responsibility and purchased raw sugars. Their competitive bidding caused an _ ad- vance of more than 5 cents in the price of Cuban raws before the end of the year. A further stimulus was given to the advance in prices when At- torney-General Palmer, acting under the Lever law, undertook to deter- mine what he called “fair prices” for and announced that there would be no prosecutions where the prices exceed those named by his department. In 1919, he announced that 17 cents was a fair price for the clari- fied yellow cane sugar of Louisiana. While this was not wholly responsi- ble for the great advance in sugar prices during the next few weeks, it undoubtedly contributed to hasten the rise. sugar all necessities, charged did not November, There were other factors, however, that were more important. The beet sugar crop of Europe was only about half that of 1916, and barely a third of that of 1914. formerly obtained the bulk of its sugar from the Continent, as a result of the decontrol was now bidding in Cuba against American buyers. The Cuban crop itself. fell off half a mil- lion tons from the earlier estimates, and the Louisiana crop was also very short. Furthermore, with the remov- al of war-time restrictions there was an enormous increase in consumption. To these various elements tending to force up prices must be added another —speculation. The price of raw sugar in New York advanced from 7.28 cents in December 1, 1919, to 13.55 on De- cember 16. By May 16, 1920, when it reached the peak, it stood at 23.57 cents. In this month the market be- came a runaway affair, and the trade began to look for 30-cent raws. Re- tail prices also mounted. In Kansas City, for example, during April the retail price jumped from 21 to 32 cents in ten days. Early in June it became evident that the crest of the wave of speculation and price in- flation had passed. The market had begun to soften. By July prices were breaking sharply, and the rest of the period down to date is a story of steady By the end of 1920 the price of raw sugar stood vir- tually at the same level as in Jan- uary, 1916. The big slump in the price of raws that came early in July, 1920, was due to the large receipts of sugar from nearly every cane-producing region in the world. The prices prevailing in the United States for several pre- ceding months and the known efforts of speculative buyers to force them still higher had served to draw sugar from Porto Rico, the British West Indies, South America, Java, Japan, and the Philippines. This sugar came recessions. AMMONIA Arctic Brand i¢ oz., 2 doz. in carton, per G60, ooo a 75 Movre’s Household Brand England, which had - in a volume that simply overwhelm- ed the speculators. The definite signs of a breaking market caused a stam- pede of the holders to unload, and the days of soaring prices were at an end. Within the past fortnight raw sugar has been quoted in New York at 4 cents, duty paid, and granulated sugar has been as low as 5.20 cents. So far the market has shown no signs of recovery. For Cuba the effects of this un- precedented price inflation and subse- quent deflation have been disastrous. The experiences of the island since last fall with a moratorium requires no comment. In an effort to stabil- ize sugar prices, the Cuban govern- ment has sanctioned a Sugar Finance Committee. For a few weeks after the committee began operations the market was steadier and prices tend- ed to advance. This proved, however, to be only a transient condition, and the committee has failed to achieve its objects. Conditions in Cuba are stated on reliable authority to be much more serious than is generally believed in this country. Business and credit are virtually paralyzed, and large groups of the laboring popula- tion are not far removed from starva- tion. Business there, as elsewhere, must adjust itself to a new scale of low prices, but for the Island Republic, after its orgy of specula- tion and extravagance, will be long and painful. ———_+__- What She Hadn’t Learned. “There is one thing you haven't learned,” said the head book-keeper disgustedly as he sent the new as- sistant away from the machine and began looking over the figures himself. the process sheets of “What's that?” was the sullen query. “That these adding machines are just as with inaccurately given figures as with the accurately given ones. They can’t take the place of a mind.” accurate FLAVORING EXTRACTS Jennings Pure Vanilla Turpeneless Pure Lemon r ITCHEN LENZER 12 oz., 2 doz. to case 2 70 Per Doz. iPS, Pb cae— 88 % Ounce. ent .. AXLE GREASE 2 Ounce, 37 Cent __. 3 60 aaa 2% Ounce, 40 Cent __ 3 20 . 2% Ounce. 45 Cent __ 3 40 4 Ounce, 65 Cent _... 5 50 B Ounce, $1.00 .. 9 00 7 Dram, 20 Assorted__ 1 65 1% Ounce, 25 Assorted 2 00 Van Duzer Vanilla, Lemon, Almond, Strawberry, Raspberry, Pineapple. Peach. Coffee. Peppermint & Wintergreen 1 ounce in cartons — 2 00 2 ounce in cartons __ 2 50 4 ounce in cartons _. 6 75 R ounce —20 13 26 iis... 28 4¢ ae Ouarts 2.00 3 re 25 lb. pails, per doz. 22 69 lions. each -------- BLUING Jennings Condensed Pearl -P-B ‘Seal Cap”’ 3 doz. Case (16e) _.-.. 3 75 McLaughlin’s XXXX McLaughlin’s XXXX pack- age coffee is sold to retail- ers only. Mail all orders direct to W. F. McLaugh- lin & Co., Chicago. Oakland Vinegar & Pickle Co.’s Brands. Oakland Apple Cider —. 26 Blue Ribbon Corn ---. 22 Oakland White Pickling 20 Packages no charge. Per case, 24 2 lbs. __ ? 48 Five case lots 2 30 ee 100 Ib. drums -..--.-- 221 NNNUINEAEIOULEUUAUUAUUEUUUUEGLELARATN Red Crown Gasoline Everywhere Every few miles in the country—and every few blocks in the city—you can get Red Crown Gaso- line. That’s your assurance of uniform power when you use Red Crown—for it never varies. Its uniformity is guaranteed—its performance is assured. It’s the best motor gasoline you can buy regardless of price That steady steam-engine-like piston stroke im- parted by Red Crown means long life to your motor. No racked engine causing frequent over- hauling. No delay from lack of power. For the utmost in gasoline service, use— RED CROWN STANDARD OIL COMPANY (INDIANA) CHICAGO U.S, A. UTVAUULEUUUUUEUUUUGUGUEGEEOGUECUEOUOUOUOUOGORGUOOOUUNOOAOOOOEOGEONOE0G0000000000000 0000000 000000000 00000000 0NEOGOEOSEUGUOGEUOU EEUU SIM MUNNHUUUNULUNULUNUUIUUUUUARUU ULLAL ALLELE UNUUINUUOUUQQQ0000044000000000000040000000HOROGESUROOLGSEOUUOOOEEOUEAOER GLUES AAAS ail $300,000 First Mortgage Gold Bonds of the Citizens Telephone Company to net 7.20% Tax Exempt in Michigan Dated December 1, 1916 Due December 1, 1936 Interest payable June 1 and December 1 at THE MICHIGAN TRUST COMPANY GRAND RAPIDS TRUST COMPANY TRUSTEES Denominations—$100, $500, $1,000. Bonds are secured by absolute First Mortgage on property and rights of the Company now owned or hereafter acquired. Proceeds of this issue are to be used exclusively for new development. ‘Total bonds now outstanding and including present enetine $1,245,000.00 Capital stock outstanding, all sold at par... 3,851,735.00 oie neers an Of Dec, 81, PD $6,115,022.81 Grand Rapids exchange investment alone, exclusive of other Pen $2,067,403.12 emones im eyeiem Junge 2, WR 42,576 Gain in telephones since June 1, 1918—3 years _._______________ 3,716 Exchanges operated (not including toll stations) .~--____________ 58 For 24 years the Company has paid regular consecutive quarterly cash dividends on its out- standing capital stock. Net earnings of the Company are more than three times interest charges on funded debt including this issue. ‘The Company is under the control of the Michigan Public Utilities Commission as to rates, practices, ete. : Legal details have been handled by the firm of Travis, Merrick, Warner & Johnson, and the issue has the approval and authorization of the Michigan Public. Utilities Commission. The Citizens ‘Telephone Company was organized under the laws of Michigan in 1895 and h un da as always been recognized as one of the most substantial companies in the United States. Directors of the Citizens Telephone Company ROBERT D. GRAHAM THERON H. GOODSPEED VICTOR M. TUTHILL CHARLES E. TARTE JOHN B. MARTIN. . CLAUDE T. HAMILTON ROBERT W. IRWIN CLAY H. HOLLISTER HEBER W. CURTIS WILLARD K. SPENCER (lonia) WM. H. ANDERSON FRANK E. CHURCH (Lansing) PRICE 98 and Interest, to net 7.20% These bonds are offered subject to prior sale, and can be purchased from— CITIZENS TELEPHONE COMPANY or J. A. CARROLL & CO. HOWE, SNOW, CORRIGAN & BERTLES CORRIGAN COMPANY ; C. M. HURD & CoO. FENTON, DAVIS & BOYLE A. E. KUSTERER & CO. GRAND RAPIDS TRUST COMPANY OLD NATIONAL BANK HILLIKER, PERKINS, EVERETT & GEISTERT THE MICHIGAN TRUST COMPANY