er Om CLV y Ve A N COMPANY, PUBLISH LL oie o J A s ERS? PI )\\ bi tef hb EST. 18 WSS; : ey SSG CSS ? Why, nothing at all— She had dreamed she'd been in the Mason's hall. mt When You Need Sugar call or write us for prices. We are in direct connection with the largest refiners in the country and can quote the LOWEST MARKET PRICES On Fine Eastern Cane or Beet in car or less-than-car lots. We are making special prices on canned fruits, candies, cigars, cottee and canned meats. PHONES Beli Main 50641 Citizens 65448 WHOLESALE) “{ GROCERS GRAND: -RAPWDS: - MICHIGAN. Get Your Share— You can’t squeeze profits out of the best product ever made, if customers don’t know of its existence. But you can reap profits from a good product like FLEISCHMANN’S YEAST because its manufacturers know it is good and are telling the world so at an expense of $1,000,000. Link up with the big Yeast-for-Health movement. Ask the Fleischmann salesman for his sales-helps. Domino Granulated Sugar Our sixth “Save The Fruit Crop” campaign is away to a flying start. Just at the time the dif- ferent fruits ripen in different sections of the country, our strong advertisements appear, urging women to put up jams, jellies and preserves for next winter’s use. These adver. tisements are so scheduled that, at the time peaches ripen, a peach advertisement appears— and so on through the season. Such a well planned campaign is certain to greatly increase the sales of Domino Gran- ulated Sugar in packages. It will also bring you additional business on all preserving material and ripe fruits. Make this campaign pay you most by working with it. Suggest to your customers that they ‘‘Save The Fruit Crop.” SE AE ET Le US Se eS e ° °° American Sugar Refining Company *‘Sweeten it with Domino”’ Granulated, Tablet, Powdered, Confectioners, Brown, Golden Syrup “The Brands That Brew the Best” Some merchants achieve a maximum of result with a minimum of effort. a Little! EFJFORT;,.is required to sell Chase & Sanborn’s teasf and coffees, but the RESULT is something more than increased sales of Chase & Sanborn’s merchandise. Shrewd merchants! profit by augmented sales of general groceries stimulated [by the trade-building qualities of CHASE & SANBORN’S High$Grade‘Teas and Coffees CHICAGO BOSTON Shes on a Bi i Le raven Ce : Fis sod dae : aa i gE. «Bay Se. nei acl eg ck Rie Quarmits Cousutas son Lemenr ~~ er. Prat of tae Pevoseey Pocicano Cement Co. E sg rhea Perosxey, Meow Ree oe Ree gs ¥ SSS . tony, P 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. The best of raw materials and extreme fine grinding insure highest quality cement. The process insures absolute uniformity. ASK YOUR DEALER FOR IT. Petoskey Portland Cement Co: General Office, Petoskey, Michigan on L Ah aN Aaa 5S UTS Ay Se rt Thirty-Eighth Year 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 BBHST 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. xtra 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. THE IRISH QUESTION. “The desire you express on the part of the British government,” wrote Mr. deValera, “to end the centuries of conflict between the people of these two islands and to establish relations of neighborly harmony is the genuine desire of the people of Ireland.” It must have been a relief to the Sinn Fein leader to speak out the sentiments of the great body of the {rish people, who have deplored the shedding of blood by a desperate minority in a cause that could never be borne to triumph by such tactics. England was too strong to be beat- en down by the sword, and the law- abiding and industrious have long been weary of the unequal and bar- barous struggle. Reason will now de- cide in the council chamber the fu- ture of Ireland. Eamon de Valera was not an irreconcilable, after all. His influence must have been used to bring the extremists to their senses. As an advocate of compromise he is greater than ever he was as the pseudo president of a republic that no re- spectable government cared to recog- nize. There will be obstructions, no doubt, in the path to peace and a national government for Ireland, but they will be removed by discussion and fair speech. It is now seen to have been an inspiration to summon Gen- eral Smuts to act as intermediary. The truce will be extended indefinitely. A new day has dawned for Ireland, and the reconstruction of the is nearer. world In the last analysis any settlement of the Irish question depends upon the attitude of Ulster, for the key to the whole unhappy struggle for home rule has always been in the hands of the Ulster minority. As their op- position has played a vital part in every previous attempt at settlement since the time of Gladstone, so in the present negotiations the attitude of Sir James Craig is, in a sense, vastly more important than that of De Val- era. In his letter to the Irish vention under the chairmanship of Sir Horace Plunkett in 1918 Lloyd George pledged himself to the prin- ciple that “the securing of an agree- con- GRAND RAPIDS, WEDNESDAY, JULY 13, 1921 ment to establish a single legislature for an united Ireland” was to be re- garded as “an essential element of a settlement.” The Southern Unionists and Nationalists were prepared to compromise for the sake of that prin- cipal, but the blank negative of the Ulster delegates rendered their efforts useless. In this country as well as in Eng- land there is a widespread feeling that Ulster’s obstinacy is, if not en- tirely justified, at least humanly com- prehensible. Why should this Protes- tant, industrial community be govern- ed by an Irish legislature which would be predominantly Catholic and agri- cultural by reason of the mere racial and geographical facts of the case? Apart altogether from the general principle of democratic government involved, there are two factors com- monly ignored in this argument. The first is that, since the Ulster union- ists by definition are supposed to have the best interests of the British com- monwealth at heart, they might rea- sonably be expected to make some concessions for the sake of peace and the general good will of the English- speaking peoples. The second, how- and more co- gent, perhaps, in the world of prac- tical politics, and it is simply this; that nobody desires to coerce Ulster. An ever, is less idealistic examination of every plan ever de- vised for the settlement of the Irish problem takes special cognizance of the peculiar conditions and the ap- prehensions, whether real or imagin- ary, of Northeast Ulster. The North- erners have been guaranteed special powers of representation in excess of their numbers and a permanent veto on all legislation affecting the econ- omic and religious Ulster minority. interests of the Gladstone, Asquith and Lloyd George in their home rule bills, the Irish its proposals for dominion self-gov- ernment, and De Valera on behalf of the red handed Fein have all gone out of their way to safeguard the rights and susceptibilities of Ulster. The fears of Ulster have been used for more century to defeat measures, such as Catholic emancipa- tion and the Land acts, which are now admitted to be more than justified by the results. They were purchased, consequently, as a result of much suf- fering and disorder. Must it always be so? Surely it ought to be possible to make a definite official offer of Dominion home rule, with guarantees to Ulster and subject to the strategic unity of the British Isles. If in re- turn a reiterated pledge by the repre- sentatives of South Ireland of specific guarantees for Ulster is wanted, it should be forthcoming. It is ceivable that Sinn doctrinaires of murder and fapine could induce the Irish people to reject such a splendid opportunity for peace and unity. Dominion League in Sinn than a incon- Fein THE COTTON SITUATION. Favoring weather conditions past garding the cotton crop, but the were reported during the week re- ten- dency of prices is rather upward than downward despite this indication of a larger yield. From now on it begins to look as though the dominating fac- tor for this year’s crop will be the rather than its size. just serious attention, as appears from the financing of it This feature is now receiving action of the War Finance Corpora- tion in advancing $5,000,000 to finance 100,000 bales of long staple to be held and in the Secretary conferences having with the purpose of aiding the mar- for export which Hoover is keting of the crop. No one concerned in the manufacture of articles from cotton is desirous of lowering the price of the raw material, and the present prices for fabrics allow an ample margin of profit even if it ad- vances trom present levels. This same spirit was shown by the British when their attention was called to the mat- ter at the conference FecCenE COTTON held in England, although they are more anxious over there in getting better cotton than cheaper. A little higher price will, furthermore, help along to encourage the movement for growing more cotton in the British Just now, West low colonies and possessions. the growers in the British Indies are complaining of the prices and are threatening to stop planting cotton if they continue. On all sides there is every disposition to + give the planter a fair show while at the same time requiring of him that he use improved methods and turn out a better product. No material change has occurred in the goods’ situation. Some. orders have been received from the Far East and there has been a firming up ol prices on certain lines of gray goods. Hurry orders have come from retail- ers for wash goods, because of the prevalence of very hot weather, and this served to show the lightness ot the stocks carried. Prices on prints for spring are awaited, but will not be The mil forthcoming for a while yet. s ii could do a great deal more than they are doing. But there is a lack of or- ders on a satisfactory price basis, and pile up manu- managers do not want to stocks. In underwear, some facturers are threatening to close down unless more orders for fall are forthcoming. A fair business is pass- ing in hosiery. WOOLS AND WOOLEN GOODS. Only the gradual marketing of wool in the world’s centers is keeping up the prices of the material, which have been fairly constant recently. Buyers from the Continent have been doing most of the purchasing at the auction sales. In this country various de- Number 1973 vices are resorted to in order to pre- vent sacrificing the clip at ruinous prices. In Montana a group of bank- ers has arranged to provide funds, up to 10 case it cents per pound advance, in should become necessary to consign the clip for sale East instead of selling it at home. This is to pre- vent buyers from resorting to various tricks to compel small growers to take what they can get. Asa result a fair portion of the board cars in clip has been bought Montana at 20 cents per pound or better. on This kind of co- operative selling is likely to become quite general. mills are Meanwhile, the keeping up their activity. In May they con- sumed over 75,000,000 pounds of wool, The total January to May, inclusive, 330,000,000 grease equivalent. from was about indica- pounds, and the tions are good for the remainder of the year. There is a disposition to 1 i 1 1 ; rs 1 . hurry along the opening of woolens for the next lightweight season, be 1g will pre . “rT ar ing shown to some extent. Lhe gar ment outlook and that for clothing 1 ‘ c KY ire considered quite favorabl Why Fred Mann Favored Michigan Merchants. Devils Lake, No. Dak., July 6—In reply to your letter of enquiry, wish to say that [I was in Michigan and Illinois with five daily newspapers, all ibers of the Inland Daily Press 101 Kalamazoo, Ludington, d Owosso of Michigan and Ill. I am enclosing you a write-up from Owosso, and possibly \ u ¢ ruld get COp1es of the other ) ers from t he differe t towns and [ think these would be very int2rest 1 to you [ went through Grand Rapids twice, but did not have time to go in to see you I could have talked at Grand Raq on Monday night, as I talked at Kalamazoo at 1 went noon, and through your city at 5 o'clock in the fternoon to Ludington, where I alked the next evening. In every town we had a large and enthusiastic gathering of merchants ard my talk on Modern Merchandis- ing and Advertising was well received. The newspapers paid my expenses of $100 per day for the benefit of the retail merchants organizations of the difierent The next time | go through Mich- igan | will let you know, or it might be that you could arrange a five day ki amme for me at $100 suuld arrange to go OF Carly cities ci speaxing progti ! @ lay and | ec possibly in the fall per { there winter. [ go to Spokane, Wash., next week for a four day meeting with the Spo- Chamber of Commerce. They a big business build- with the f kane ace putting on merchants of Washington. F. P. Mann, Ret. Merchants’ g Congress Sin the State of Pres. No. Dak. Ass'n CANNED FOOD WEEK. Poor Time To Push Sales. While the grocery trade generally will heartily co-operate with the Na- tional Canners’ Association in its en- terprise of Canned Food Week, some time next November, doubt is ex- pressed in trade circles as to just how much a specialized week can produce in the boosting of canned foods. Will any amount of enthusiastic pushing of canned foods by concen- trated use of black ink on white paper during a given week prevail upon the average mortal to eat more canned goods than he would normally, or add two or three more meals to his daily quota of three? If not, would a canned foods week or any other con- centrated period result in the ex- pected increase in consumption? Prob- ably not. Very much of the success of the en- terprise will rest upon co-operation of the trade and the influence that it will have upon the trade and consumer buying motives. Stock moved out of the packer’s hands on to the distribu- tor’s shelves is one thing, moving it to the consumer and making the con- sumer really consume is quite another, and whether any concentrated “week” will accomplish the final process of real absorption of surplus remains to be seen. This Year Even suppose a price campaign or something based on the “buy a dozen instead of a can” or “a case instead of a dozen” plan would only result in transferring the invisible surplus down the line into the housewife’s pantry and would inevitably react upon the current movement of a can at a time from the grocer’s shelves. The gro- cery trade already knows too well how this thing operates because of its experience with sugar and how the housewife got scared and hoarded sugar and then left the buying move- ment stagnant while she used up her accumulated stock. So far as the psychology of the can- ned foods week is concerned, every- body will gladly co-operate and doubt- ‘ess do his best to get his share of the benefits, but if it costs any consider- able amount of money it is very much to be doubted if funds spent in that way would be as effective as the same amount expended through intelligent channels of promotion or more wide- spread appreciation of the wholesome- ness, attractiveness and economy of However, the entire trade will doubtless take hold of the matter and make the most they can of it. canned foods. observers of conditions, however, Current canned food both as to the prevailing stocks, surpluses and pros- pective crop and pack, are disposed to think that there will be in no material need of boosting can- November ned foods; that they will be boosting themselves as fast as anybody can de- ire. If any considerable portion of the reports about damage to crops is true or if it be a fact that acreage has been tremendously curtailed throughout the growing country, both East and West, and that canners have not placed their orders for cans, labels, boxes, etc., and tnat a very large portion of the can- MICHIGAN TRADESMAN ners are not to operate their plants this season, there will doubtless be a marked disparity between supply and demand, and what looks like a com- mercial corpse to the canner with warehouse packed with unsalable goods may turn out to be considerable of a gold mine. Many observers of the situation are beginning to feel that way about it already. Add to this the reports that come from various parts of the country that farmers have curtailed their general acreage and that much of the season- al surplus for fresh goods is not being taken on the market and therefore will be lost, it would look as though not only a normal but a considerable ab- normal demand will be thrown upon the canned food supply. ———_»+<.___ The Life of the Grocer. Bees are busy making honey, mints are busy coining money, yet prosper- ity is stayed. Washington is madly stewing, over bills that keep on brew- ing, and us ginks are still afraid. The banker takes his pen in hand and roasts us all to beat the band and The effort made brings naught but tears, we're still all shattered by our fears and choked clear up with bile. orders us to smile. July the first comes rolling around, we know exactly what we’ve found, no dividends in sight. But we see the prairies blooming and the crops come in a-booming so we ought to shed our fright. And when the wheat is in the shock and the coin begins to talk, it is time to cease to scold. The birds are singing in the shrub it’s no time now to take a club and play the war- rior bold. The sugar market raised a stink, the Lever act is on the blink, but that is behind us now; better times the future will bring us and the fates no longer sting us, so what is the use to row? Men who donned the feathers seek- ing othrs’ scalps with blood a-reking, cursed by candle, book and bell, may be deep in purgatory with their shorn heads bowed and gory, but they haven’t gone to hell. The bow of promise glistens bright, better times are right in sight, you Take the slack up in your belt, never mind the blows been dealt, all is ready, now, let’s go. Harry E. Sloan. —_——_- -__ The Marshall Field Store in Chi- cago has on its ninth floor a “honey- moon aisle,” which attracts brides, and brides-to-be, seasoned housekeepers, and even husbands. It contains every worth-while labor-saving device con- nected with housekeeping, and “Miss Cap-and-Apron” is always on hand for explanation and demonstration. walled with immaculate porcelain refrigerators, and leads in- to a tiny kitchen. times a week, at advertised hours, the girl in cap and apron gives talks and demon- strations of the preparation of sup- pers, of the proper refreshments for afternoon tea, and the making of can help make it so. The aisle is Several fritters. In the talk and demonstra- tion, which lasts about forty-five minutes, everything from a fireless cooker to the smallest or most com- plicated utensil receives attention. Panacea For Puzzling Problems Which Perplex Statesmen. Grandville, July 12—The passage of Senator Norris’ bill creating a $100,- 000,000 corporation to act as a go- between in the exportation of farm products seems to be inexpedient at the present time. At any rate it 1s contrary to the best interests of all the people, and would be class legis- lation against which so many, a large majority of farmers included, have expostulated in the past. It is hardly necessary to call to mind the many hard words said by the agricultural press against the middleman, and right here is asked for the establishment of a millionaire middleman corporation whose cha.ice for exorbitant profits is more than normal. The government will be asked to furnish the money—and by Govern- ment we mean all the people—for the purpose of getting better prices for what the American farmer produces. No one will deny that the farmer is up against it just at present, as are hundreds and thousands of other good, honest American citizens, all because of the unexampled conditions brought about by the world cataclysm of a few years ago. We, the people, are to furnish the money to buy the farmer’s product for cash while we wait on the for- eigner for our pay. The farmer can- not do a credit business with the overseas customer, but we, the peo- nlc, can. At any sate. such is the reasoniing of the introducers of the bill and there seems some likelihood of the measure going through, al- though haste in so important a mat- ter of legislation should not be ex- pected. Secretary Hoover believes the Gov- ernment should stay out of private business activity, hence does not ap- prove the Norris bill. As a further inducement the farm- ers are asking, through their repre- sentatives backing this bill, a reduc- tion of freight rates on all commodi- ties handled by this corporation, which, of course, would be a dis- crimination in favor. of one class against another, a most undesirable and truly unrighteous proposition. We have had middlemen and mid- dlemen in the past, but this corpora- tion, financed to the tune of $100,000,- 000 of the peoples’ money, would be the biggest thing of the kind ever yet undertaken, and it is to be done on the plea that the farmers of the country are on the verge of bank- ruptcy and that unless Uncle Sam comes to the rescue a general smash- up is due. Is it not barely possible that the advocates of this scheme are over zealous, and that given time the agri- cultural conditions will gradually set- tle themselves without drastic meas- ures of doubtful honesty and _ relia- bility? The time for broad-minded states- manship is. here. Politicians who seek to manipulate the farmer vote are not such statemen, and it will be well if Congress hesitates before plunging into an unusual course of action which may in the long run lead to more complications and hard- er conditions than at present exist. Whenever any considerable portion of the people think themselves ag- grieved it 1s customary to call on old Uncle Sam to life them out of the mire. No more deserving class of citizenry live than the farmers. They are entitled to every right and covsideration corsistent with a square deal to all. More than this they should not ask. At the present time there seems to be an over production of foodstuffs in the United States. Because for- eigners are poor, not able to raise the cash for paying our farmers for this surplus, it is proposed that the people here pay cash for the products of our farms needed by the poor in July 13, 1921 Europe; and wait for their pay until better times come to those who are to be benefitted in other lands. This is truly a cheerful and appar- ently benevolent scheme and may possibly work out to a happy con- clusion, yet it seems somewhat in the line of robbing Peter to pay Paul. That $100,000,000 must come from somewhere; it cannot be raised from the air. Somebody must go down deep in his pocket to finance the scheme. Who is it? Why, the Gov- er‘mert. Very good. What is the government if not the whole people of the country? This being true, then we elect to form a) corpore ion, tax the people an extra $100,090 000 with which to buy from one class of our citizens that ths other class may realize better prices for their prod- ucts. Now if this scheme, so beautifully formed, is of benefit to the farming portion of our country, why not go farther and form still another cor- poration, capitalized at another $100,- 000,000, for the purpose of buying up the surplus productions of our factories? Then, of course, nothing is to hinder going on and on, form- ing corporation after corporation, amply financed by Uncle Sam, until all the industries of the great Amer ican Nation are placed on a firm and paying foundation. Congressman Norris’ thought is a happy one. Let other senators who represent other important industria! factors in this country get into action and we shall soon have solved all th: puzzling problems which have per plexed statesmen in the past. Old Timer. a Model of Business Efficiency. John Wanamaker has been in busi- ness—a constantly expanding and al- ways clean business—for sixty years. He has been a big advertiser and con- sistently truthful merchant all those years. Forty-five years ago, when the Centennial Exposition attracted the world to Philadelphia, his store was a show place in that city. What Wanamaker has done in Philadelphia and New York other merchants in smaller fields may do, if they conduct their business on the same principles he has stood by. En- terprise, work, fair prices, trust- worthy goods and constant publicity will ‘bring proportionate success everywhere. Untruthful publicity will cripple any business, but any business that is run right will make money, and no busi- ness that crowds its field, which is unnecessary or superfluous, can be “run right,” because it is out of place. There must always be a real need for it to make any business profitable. a California Claims Big Fish Catch. California’s fisheries rank higher in both value and volume than those ot! any other state, according to a re port compiled for the San Francisco Chamber of Commerce by N. B. Scofield, in charge of the commercial fisheries department of the California Fish and Game Commission. The wholesale value of fish prod- ucts in California is set at $25,000,000 by Mr. Scofield. The money invested in fish canneries and fish preserving plants amounts to $8,000,000. Tuna and sardine fisheries lead the California industry, pushing salmon back to third place. More than 150,- 000,000 pounds of sardines and more than 30,000,000 pounds of tuna are caught annually. "= cee . mE! ——a ——— ihe es eee J okeeneeneemee —— Ceceecescemngenennerns July 13, 1921 Items From the Cloverland of Michi- gan. Sault Ste. Marie, July 12—From present indications the pikers will have a hot time on their tour this week. Even Lake Superior is warm- ing up as never before. It is now nec- essary to ice the water in order to get a cold drink. However, this is not discouraging the pikers, as the re- ception committee here is making ample provision for cool soft drinks before they embark for the Canadian side. J. A. Gibbon, one of our well- ‘known grocers, is moving his stock from the building he has occupied for ‘several years at the corner of Spruce ‘and Kimball streets, to the store re- ‘cently vacated by Miller Bros., which is on South Ashmun street and is considered a good location. Charles Schilling expects to occupy ‘the old Gibbon stand, having pur- ‘chased the building a short time ago. Mr. Schilling has been in business ‘before and this venture will, no doubt, ‘prove as successful. Fort Brady received orders to re- lease 150 men during July. This news is not encouraging to the merchants who have been profiting by the extra trade received from the soldiers. The Kaine Boiler Works has added much new equipment to its factory, which now compares favorably with any boiler works in this vicinity. The firemen’s convention is being held at the Soo this week and the Con. T. Kennedy shows, under the auspices of the former, are doing a thriving business. The Odd Fellows’ convention held here last week was a grand success. The visitors all agreed that the Soo was one of the prettiest places on the map. The hotels are doing a good busi- mess durine the hot spell. Many tour- ists are arriving from the Southern part of the State and other hot places to seek relief in the Soo. Although it is somewhat hot here, there is still ‘some cool spots around our city. Muscular inactivity is the parent of much ill health. Russell A. Norton, a former resi- ‘dent of Sault Ste. Marie, but for the past few years one of the successful insurance agents in Des Moines, is visiting friends here. He is still a subscriber to the Tradesman in order to keep in touch with the happenings in Michigan. He thinks the Soo is the best place he has visited en route. Mr. Norton is accompanied bv _ his wife and son and, after spending a few days with Mr. Norton’s mother at Manistique, they will motor back to Des Moines. Too often when a man’s good deeds speak for themselves, he spoils the effect by going around with his mouth open. William G. Tapert. —_——_--.__ The Finest Store in the South. Thirteen years ago, A. L. Neiman and Herbert Marcus went to Dallas, Tex., and launched a women’s - wear organization that the residents of the city declared was “too high-toned for this part of the world.” But the suc- cess has proved the value of the firm’s attempt to make the store the finest in the South. Utmost care was taken with the fittings and settings—salons were finished in Circassian walnut; elevator entrances and doors were of solid bronze and mahogany. The French room is stocked with rare paintings and art treasures and is one of the show places of Dallas. No price tags are in the window and the advertising appeals only to the best class of trade, stressing quality, not price. Two staff artists are kept con- tinually at work, and the copy which appears over the Neiman-Marcus nameplate sets a pace for the other stores in the South, MICHIGAN TRADESMAN Why the Salesmanr Do you ever stop to con- sider the value of the sales- man’s services and whether or not he is a useful member of society ? Does the salesman who calls on you render you any service or is he simply an order- taker for the house he repre- sents? Does our salesman when he comes give you the benefit of market information which our experts have gathered through their contact with the outside world markets, and does this assist you in your buying? Does he bring you the con- ditions in other markets in your locality in order that you may know what items are selling and what items are losing ground, thereby helping you to avoid making purchases of slow-moving merchandise? Has our salesman from time to time talked to you about your fire insurance with the idea that from the experi- ences of some of our other friends, he can tell you truths that may help you to avoid similar disastrous results if you should have a fire? Does our salesman bring to you from time to time ex- periences that he has learned from the lips of other cus- tomers which may help you to make your merchandise move faster? Has our salesman on some occasions talked to you about the matter of prompt collec- tions and told you that many of our friends have found that prompt collections help their business, contrary to the ideas of the wise old sages who say that “energetic collections hurt business?” Has our salesman at differ- ent times been able to talk to you intelligently about the matter of turnover and _ ar- rangement of stock so as to conduct your business with the fewest possible steps, and thereby give your customers better service? Has the special training that we have been giving our salesmen during these twenty years developed men who have been able to assist you when- ever you wanted to call upon them; and is it worth while for the jobbers to continue to de- velop highly trained men with a scientific knowledge of mer- chandising who may on your request help you to solve some of your perplexing problems— or has business become so me- chanical that the salesman shall be relegated to the shelf as an unnecessary evil? WORDEN (GROCER COMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers. Movement of Merchants. Boon—William Ward succeeds A. C. Fessenden in general trade. Pellston—E. G. Stevenson succeeds C. A. Eaton in the drug business. Elsie—Wooley & Frye _ succeed Peters Bros. in the drug business. Sears—Nelson Livermore succeeds E. L. Dake in the grocery business. Plainwell—Shaw & Oliver succeed Charles W. grocery business. Lasher in the Saginaw—The J. H. Nickedemus Oil Co. has changed its name to the Fordney Oil Co. Mancelona—W. A. succeeds Rodenbaugh the drug business. Grand Rapids—H. J. Smith at 609 Lyon street. Carson City—The Carson City Pro- duce Co. has increased its capital stock from $8,500 to $35,000. Owosso—Lewis & Son have engag- ed in the grocery business, the Wor- Gardner & Co. & Stevens in Taft succeeds Bros. in the grocery business den Grocer Co. furnishing the stock. Charles F. Haight has en- grocery lonia gaged in the business, the Judson Grocer Co. furnishing the stock. Detroit—The General Adding Ma- has decreased $100,000 to chine Exchange Co. its capital stock from $10,000. TIronwood—The Alvin E. Dunham Co., wholesale fruit dealer, has in- creased its capital stock from $25,000 to $55,000. The White Kitchen restaurant is being remodeled and en- Kalamazoo larged, considerable new equipment being installed. Greenville—W. E. Zank has _in- stalled a Guarantee iceless' soda fountain, furnished by the Hazeltine & Perkins Drug Co. Lansing—The Shoe Market opened for business at 109 East Mich- has under the igan avenue, management of Harry Applegate Eureka—Frank W. Somerville has sold his store fixtures and stock of Otis Miller merchandise to € who will continue the business at the general : ame location. Grand Ledge—Philip Biebomersiem stock cf continue the has purchased the Fred Sattler business at the same location on West grocery and will Jefferson street. St. Joseph — The \musement Co. Silvan Beach has added a second suarantee iceless soda fountain to its The Hazeltine & Drug Co. furnished it. Detroit—The Detroit Cigar Co. has been incorporated with an authorized capital stock of $10,000, equipment. Perkins Co-Operative of which amount $5,150 has been sub- scribed and $510 paid in in cash. Kolias has sold stock of gro- to George H Saginaw—Andrew his store fixtures and ceries, cold meats, ere... Smith, who will continue the business at_ the same location, 2411 East renesee avenue. Detroit—Snell & Co. have merged their shoe business into a stock com- pany under the style of the Snell Shoe Co., with an authorized capital stock of $32,000, all of which has been sub- scribed and paid in in property, Port Huron—T. B. Seller has erect- ed a fine cement store building at MICHIGAN TRADESMAN 1115 Lyon street, which he occupies with a complete stock of staple and fancy groceries. The stock was fur- nished by Lee & Cady, Detroit. Pienta, formerly manager of Hotel Downey cigar stand is manager of the cigar store opened in the Strand-Arcade building by Harry Watson & Co., who conduct a and smokers’ sup- Lansing—Louis chain of tobacco plies stores. Coldwater—The Coldwater Nation- aal Bank has purchased the building it now occupies. Consideration, $20,- 000. improvements been made on the building and it is now one of the finest equipped banks in the State. Sault Ste. Winkel- man has sold his interest in the gen- eral merchandise stock of Mose Win- kelman at Manistique and will open Extensive have Marie—Leon a women’s ready-to-wear store here under the style of the Style Shop, about Sept. 1. Escanaba—The Store Co. of Escanaba incorporated to conduct a general wholesale and retail mercantile with an authorized capital stock of $150,000, $81,000 of which has been subscribed Boston has been business, and paid in in cash. Grand Rapids—-The Standard Auto Co has into a stock company under the same style, merged its business with an authorized capital stock of $75,000, $50,000 of has been $28,500 in cash and $21,500 in property. Flint—The Boyle Devices Corpora- tion has been organized to purchase, which subscribed and paid in, own and control patents and franchis- es cOvering automotive parts and ac- cessories, with an authorized capital stock of $50,000, $2,000 of which has been subscribed and $1,000 paid in in cash. Saginaw—Edward H. Beecher, for- merly with the district manager's of- fice at Detroit, has removed to this city to take charge of the Saginaw branch of the National Biscuit Co., succeeding A. C. Behm, who has been transferred to Flint. Mr. Beecher assumed charge of the local branch July 1. planning farmers’-merchants’ Manistee-—-Manistee is that its picnic August 11 will be the greatest this attempted The general for, first of all. the serving of a hot lunch, with coffee to all the visitors from the countryside; then band mus- annual altair of kind ever in Northern Michigan. outline of the frolic calls steaming ic throughout the day, a baseball game between two of the best teams in the section, a programme of sports, and as a wind up, a pavement dance in the evening. The ber of Commerce is negotiating with Frank H. Alfred, of the Marquette Railroad, to make Western terminus of Muskegon Muskegon Cham- President Pere Muskegon the passenger service from Detroit in- stead of Grand Rapids, an arrange- ment involving an agreement with the Pennsylvania road. Co-operation with other roads in establishment of a new union station here and in the use of the Belt line entering Mus- f road’s_ city kegon, moving of the yards, and improved service freight to Chicago are other matters taken up with Mr. Alfred on a recent visit to this city. Grand Rapids—Retail goods buying in this city during the past week was characterized by midsum- mer dullness. This was accentuated somewhat by the reaction following the spirited business over the coun- The stores are now preparing to feature clear- dry ters before the holidays. ance sales and consumers will be af- forded many opportunities to secure merchandise at attractive prices. There is no doubt that the depart- ment stores and specialty shops, eag- er to stimulate business, will vie with each other in marking down prices. Indeed, bargain hunting has become second nature to local shoppers, and merchandising men admit that buyers are extremely discriminating in their attitude, as they have gotten into the habit of stores in order to make comparison of quota- tions before buying. The piece goods counters were fairly well patronized. visiting several In the ready-to-wear departments business was in the doldrums. The millinery sections were fairly busy, many sales being held on sports hats. White footwear predominates in the shoe division. The call for silk stock- ings has slackened; many stores are featuring full fashioned silk hosiery at prices that are below the levels Preparations are being made by department stores and specialty stores to hold August fur sales, which should play an important part in August retail trade: It is in- teresting to note that prices on prac- tically all merchandise are contin- uing to marked downward Men’s clothing is moving ot a few weeks ago. show a tendency. slowly, consumers showing a disposi- tion to wait for the time when stores will announce their regular summer markdown sales. Manufacturing Matters. Battle Creek—The Rich Steel Prod- ucts Co. has decreased its capital stock from $250,000 to $100,000. Detroit—The Motor Prod- ucts Co. has changed its name to the Western Motor Products Co., Inc. Marquette—The Curran Knit- ting Mills will open for business the Marquette last week in July, C. W. Hayes, man- ager. Muskegon—The Muskegon Piston Ring Co. has been incorporated with capital stock of $20.- 000, all of which has been subscribed and $2,000 paid in in cash. Detroit—The Cross Candy Co. has been incorporated with an authorized capital stock of $135,000, of amount $75,000 has and $15,000 paid in in cash. an authorized which been subscribed Algonac—The Algonac Machine & Boat Works, Inc., has been organized with an authorized capital stock of $25,000, all of which has sub- scribed and paid in in cash. been Grand Rapids — The Producers’ Fuel Co. has been incorporated with an authorized capital stock of $150,- 000, $75,000 of which has been sub- scribed and paid in in cash. Detroit—The Detroit Celery Tonic Co. has been incorporated with an authorized capital stock of $60,000, of July 13, 1921 which amount $5,000 has been su! scribed and $1,000 paid in in cash. Sault Ste. Marie—The Pinn Paint Co. has been incorporated with an authorized capital stock of $15, 000, all of which has been subscribed. $3,000 paid in in cash and $8,250 property. St. Johns—The Stokes Manufac turing Co., manufacturer of manifolds for motors as well as other automo bile parts, will A modern plant will be erected an: opened for business as socn as it remove to Owosso completed. Detroit—Hargreaves, Inc., has be organized to manufacture and deal vehicle tires, rubber products an automobile accessories, with an au thorized capital stock of $45,000, o: which amount $36,600 has been sub scribed and $3,660 paid in in cash. Lansing—George E. Lawrence & Son, wholesale bakery, have merged their business into a stock company under the style of the Lawrence Bak ing Co. with an authorized capital stock of $600,000, $75,000 of has been subscribed and paid in i which property. Detroit—The Acme Etched Prod ucts Co. has been incorporated t manufacture and sell name, automo bile and similar plates, with an au thorized capital stock of $25,000, $15, 000 of which has been subscribed a: paid in, $8,000 in cash and $7,000 property. 3attle Creek—The Standard Co: struction Co. has been incorporated to manufacture standarid fabricated homes and buildings with an author ized capital stock of $100,000, ot which amount $38,170 has been sub scribed, $250 paid in in cash and $30, 520 in property. Detroit—The incorporated to National Alloys C has been manufa ture and sell brass, bronze and alum inum castings and to conduct a gen eral foundry business, with an au- thorized capital stock of $200,000, of which amount $103,000 has been sub scribed and $18,000 paid in in cash. Saginaw—George H. Boyd, Pres: 300th & Boyd Lumbe: Co. and general manager of the Ger main-Boyd Lumber Co., Saginaw, has been elected President of the Saginaw Board of Commerce. During the wat Mr. Boyd was an enthusiastic worker in the Red Cross and also on th war savings committee. dent of the ——_-~ Simplifying Things. The Department of Agriculture ha: defined bread and in future the smal boy, who wanders into the corne: grocery, need only say: “Maw wants some clean, sound, sweet product obtained by baking in loaf form and at a temperature of 400 degrees to 500 degrees F. a dough consisting of leavened and kneaded mixture of flour, potable water, edible fat or oil, sugar or other fermentable carbohydrate substance, salt and yeast, with or without the addition of milk or a milk product. It contains, one hour or more after baking, not more than 38 per cent. of moisturé nor more than 1 per cent. of salt, and its acidity does not exceed the equiva- lent of 3 cubic centimters of normal alkali for 100 grams of bread.” And he’ll get a loaf of bread. ™ pores auly 18, 1921 MICHIGAN TRADESMAN Essential Features of Staples. A local broker says: the Grocery “hor a long number of years I always have at this season made a tour of the canneries in Southwestern Michigan, from Grand Rapids to St. Joe. In years gone by, the warehouses of the canneries in this section filled to but not this year. were overflowing— Never in my ex- perience have: I seen warehouses so light, and never have I seen unsold stocks so small. The canners packed few strawberries and they are all gone, they packed few cherries and they are all gone. The black raspberry pack was only 50 per cent. of last year’s and they are practically gone. Few red raspberries are being packed and equally as few blackberries. When the berry season is over there will be few other fruits canned because peach, apple and pear crops are a failure. Practically no tomato acreage has been planted.” Some brokers are beginning to won- der where they will find canned fruits to sell this fall and next spring and some of them are also wondering where the big “private label” whole- sale grocery houses are going to find the kinds of canned fruits needed to keep their labels on the market. It is a big beverage season. The wholesale houses are having an enor- mous trade in all kinds of soft drinks and fountain goods. There is a fair profit in this business and an oppor- tunity to stimulate goods. Constant writings upon the danger of flies seems to have had a good effect and better than for a long time is the wholesale trade in fly destroyers of many sorts. It is a good time to get busy in this line, for the flies are due for nearly four journ. There is a very embarrassing scar- city of evaporated apples, and the situation is puzzling as it has not been long since the supply seemed large and prices were weak. In fact there are no offerings of spot stock at all. This is accounted for, however, by all the stock of 1920 pack being in cold storage and holders, influenced by the defined short crop of apples everywhere, have withdrawn their spot holdings from the market wait- ing for higher prices. This theory may or may not be correct. There is no way to ascertain. In the East there are some offerings, but the mar- ket is very strong and above buyers’ views. trade in these months longer so- well The opening price for California and Oregon prunes was announced some time ago by independent packers, but at prices which buyers consider high- er than they should be. Small prunes are rather scarce in the Chicago local market and more activity is noted in all sizes than there has been for some- time. A heavy sale of small prunes for exportation was recently made by Pacific coast holders at a low price has relieved the market of a heavy burden of small prunes and has re- stored the confidence of buyers. The raisin situation is in firm con- dition, and but little news interest can be aroused in an article that is regu- lated by one concern. A rather remarkable change in the demand for seeded raisins has taken place in the last two years as con- sumers seem to have transferred their preference to seedless raisins, preferring them to the seeded, which last were formerly all the style. The sticky and syrupy, and the advertising of Thomp- Thompson's seeded raisins are son’s seedless which has been done seems to have educated consumers to prefer them. Some buyers go so far as to predict that seeded raisins will be entirely superseded by the seedless kinds. The transit from the coast will come upon new dried apricots now in a bare market, as there are no spot 1920 apricots to be had in a whole sale way. Dried peaches are almost unsalable. Prices during the big war were ad vanced so high that they were beyond the purchasing ability of the class of people that pedches. ordinarily uses dried The general situation in dried fruit can be described as strong trom a spot stock scarcity and poor crop out- look point of view. If buying should begin and become fairly active, prices would go higher; for both spot and future dried fruits. of the year of least demand for dried This is the period fruits and on that account there are no changes in the market of im- portance. New York exception—have Sugar—The refiners with one increased their price on refined from 5.30@5.60c. Local jobbers hold cane granulated at The appearance of stability in the market for raws, together with hot weather, 6.20c and beet granulated at 6c. has encouraged buying on a broader scale, and during the past week the market was quite active. However, it admitted that a much greater improvement must occur be- fore the volume of business attains normal proportions for the season. is generally Tea—The wholesale dealers in tea report a rather better demand in June than for several months before that. A great deal of the cheap poor tea which has been going about the mar- ket has been absorbed and this has strengthened the whole _ situation. There is no boom yet by any means There is a mod- day demand at fairly but prices are fair. elate every steady prices. Coffee—The week has brought lit- tle or no change in the coffee market. There are still rumors from Brazil Govern- ment taking over the coffee business, much as it did several years ago, but about the likelihood of the these rumors have not had any mark- ed effect in this Futures fluctuated a little upward. Spot coffee country. has remained unchanged for the en- tire week. The demand is light and practically unchanged on all Mild cof- with prices grades of Rio and Santos. fees are about steady a very light demand. Canned Vegetables—-Tomatoes were strong on the spot market last week and prices showed a slight advance. New pack sweet Wisconsin peas have suffered badly from dry weather and are badly burned. firm. Future prices will Southern pack, Maine style, is an active seller and sells readily at 88@ 90c. Other can- remain corn ued vegetables are in slight demand and do not meet green vegetable competition Canned Fruits—Canned peaches the spot and supplies of these com modities on the Coast are reported scarce. Coast prices have advanced i some instances, but New Yorl buyers refuse offers at the higher prices. California Bartlett pears are firm at $3.5 ] ana UO tor tis. Continued confirmed reports of California packing fruits burned by heat have been received all the weck and prices are firmer in consequence. Hawatian ' pineapple share in th sales of sum mer delicacies and orders are well distributed although small Canned Fish—Alaska red salmon is the only noticeably active feature of an otherwise dull market 111 spot canned fish. Chinook salmon are still escaping the fishermens’ nets in high water on the Columbia, according to reports received from thoroughly re hable 1 the packers of tuna and the sources. Agreements between fishermen have not yet been reached and open ing prices as given hitherto are onl indications of possibilities Sardines are uniformly dull. Although keyles brands are cleaning up well large stocks of key brands remain on hand and are being disposed of by filling orders for keyless qualities. Dried Fruits—Prunes and apricot continue to find regular although mod erate sales and rumors of price shad ing on apricots are not confirmed Spot currants sell well on the spot market. News from several sources indicates that new crop currants will oa ; be higher, according to present offers iii Greece. Speculative buying in dried fruits is quite out of fashion and the market conforms rigidly to t of supply and demand. Molasses moderate demand for Sugar and Glucose is in manutacturing purposes and so is compound syrup. Prices are fairly steady. Sugar syr- Mo- lasses is not wanted, but prices show ups dull and continued weak. no particular weakness. Cheese—The market is firm on the basis of last week’s quotations, with demand. an increased consumptive The quality of cheese arriving is very good, considerable of it going into cold storage. If we do have any change in price it ts likely to be a slight advance. Provisions Everything in the prices per pound higher The holidays was smoked meat line is firm at ranging about ‘4c than last week. consumptive over the The condition and if we do demand very healthy have at good. market is in a y change in price it is likely to be a slight advance. Pure lard is in bet ter demand at an advance of “ec over last week. Lard substitutes are also in good request at about Yc per pound advance over last week. Can- ned meats, dried beef and barreled pork are steady at unchanged prices. a ee Retail Stores Planning August Fur Sales. According to reports in retail mer- chandising circles there will be some nteresting tur ile 1 \Nugust Che fur situati 1 primary market | pee ) ettled ft t t iilers i ti Hye 1) | th rove of king tl yt eT 1 to the cor mer It wre lI lized that be higher t strike home t ) f not ta- 1 ili it i t t tie pr I t ( that rice ‘ { y | eason and 4 ' that th, il be pl ty of 1! | i le tl fal id Ay te" The August f les t ear, it e« be rthy for OP tide ae oa | cy operate ( I rrow mar ' rt mont rdet 4 atte % ¢ id | | ) iz t vill ha to i Z ‘ d irrect cut iA the t to the ZG 1 to tail n | hy t ¢ l. 1 '; »¢ ‘ + 4 , ! ' Ig tors } { that ‘ rkke pot t t t t ile >> > Decided Activity Marks Hide Trade. rhe hid rket howinge mucl { ()1 f { ince { t ‘ } y : er out YOOO i | t ( rj f ‘ grit al 13 ents i | rani it 11 cents, for export to Europe. It . f ‘ ; paid merica d It ad tio ‘ ‘ ily OU) ) t uli ) a ) { ( ort t Europe, at a ( the trade ire being negotiat b ible It is known that American | are selling i ch bel the orld ot Price and "4 encouraging t k1 vA that difficult trade obstacles are b vy Overcome. (One ot the big pat ke rs s id t t about 4.500 extreme light cows at 11 cents, which is considered a low pric 1 V A tr tne sak br rweignt k ) it 13 cents at d also in ew oO re cent ale of 2s % 50 pound mall packer hides at 11% cents Another big packer sold about 13,000 May na tive steers at 12% cents, ile othe pat kers continue to ask 14 to 15 ces for similar goods Chere nore enquiry for count re es, but tanners are looking fo1 raATLallls wl le I spons i le d ilers isk 10 ¢ { x fairly good lots a 1 ) ire sa t be the cheapes ides e world and S ‘ tid t ' p HNabie il ( eT Ky i De exported acssieicaceeelia salle allantois \ “Party and Favor Bureau las bee 1 es iblis 1¢ | in tl t depart nent of Chicago. In charge is an entertain- ment pert who, under the name of Dame Courtesy, makes consultatio1 appointments, and advises customers about parties and appropriate favors; the suggestions are, of course, based largely upon articles to be found in the department It is an idea well worth considering by the toy man who has considered the carrying of favors a necessary evil. 5 Recent Proceedings in Local Bank- ruptcy Court. Grand Rapids, July 1—On this day was held a preliminary examination of the bankrupt in the matter of Fred Gunther, alleged bankrupt. The tes- timony of Fred Gunther, Jr., was taken, a stenographer taking the tes- timony. Several other parties were examined with reference to the mat- ter and many exhibits brought out. July 7. On this day was held the special meeting in the matter of El- mer C, Johnson, bankrupt No. 1905. The bankrupt was not present. The trustee was present in person. No creditors appeared. The meeting was called pursuant to an offer from the Grand Rapids Store Fixture Co. of $50 for certain of the remaining assets of the bankrupt estate. Few bidders were present and the property was finally struck off to Baxter & Reide for $62. On this day was also held the spec- ial meeting on the order to show cause in the matter of William T. Moore, bankrupt No. 1953. The bank- rupt was present by Raymond Starr, attorney. The trustee was present in person. This meeting was held upon the offer of Louis Levinsohn, of Sag- inaw, in the sum of $2,250. Many bidders were present and the bidding was spirited. The property was fin- aliy struck off to Benjamin Vrieling for $4,800. An order has been made confirming the sale to that party. On this day was received the order of reference and adjudication in bank- ruptcy in the matter of Fred Gunther, Sr.. of Carson City. This being an involuntary case, no list of creditors or date of first meeting can be given until the bankrupt has filed schedules. An order has been made by the ref- eree to file schedules on or before July 19. On this day an order to show cause in the matter of Verne E. Reyburn was issued to Eddie E. Reyburn to show cause why a certain automobile which it appears was transferred to him prior to bankruptcy should not be deemed a preference and returned to the court of assets of the estate. This order is made returnable on July 20. July 8. On this day an order was made calling a special meeting of creditors in the matter of Vernne E. Reyburn, bankrupt No. 1915. The purpose of the meeting is to consider and pass upon the offer of C. N. Heskett of $75 for a certain comput- ing scale in the estate, which said scale is inventoried at $175. All in- terested in the bidding on this item should be present July 20. At this meeting the creditors will also con- sider and pass upon the petition of the trustee for permission to sue or take such action as shall be deemed necessary for the recovery of the automobile which the trustee believes was transferred to one Eddie E. Rey- burn, by the bankrupt prior to his adjudication as a bankrupt. July 9. On this day was held the first meeting of creditors in the mat- ter of Chris Van Hattem, bankrupt No. 1961. The bankrupt was present in person and by attorney, Jacob Ste- ketee. Boltwood & Boltwood, Wicks, Fuller & Starr and R. J. Cleland were present for creditors. Several claims were proved. No trustee was elected. The bankrupt was then sworn and examined by the attorneys for the creditors. The meeting was then ad- journed to July 23. July 9. A special meeting and ex- amination of the bankrupt was held this day in the matter of Simplicity Wheel Co., bankrupt No. 1926. The bankrupt was present by Fred W. French. Trustee present by Wicks, Fuller & Starr. Clapper & Owen and J. R. Gillard were present for various claimants. Fred W. French was sworn and examined and twenty-five exhibits were produced and offered. The testimony was taken before a reporter. The meeting was held open MICHIGAN TRADESMAN for further proofs to be taken at the convenience of the parties. On this day was also held a special examination of the bankrupt in the matter of Fred W. French, Bankrupt No. 1919. The bankrupt was present in person. Wicks, Fuller & Starr were present representing the trus- tee of the estate. John Dunham ap- peared for creditors. The bankrupt was sworn and examined by Mr. Dunham relative to the petition to reclaim stock in a certain company. Probate papers relative to the peti- tion offered as exhibit 1. The bank- rupt was then sworn and examined by Mr. Wicks. Hearing was then adjourned without date. July 11. On this day was held a special meeting in the matter of Patrick J. McCormac, bankrupt No. 1912. The trustee was present in per- son. Several labor claimants were present in person. Claims were al- lowed against the estate. The trus- tee’s report and account was approv- ed and allowed and an order made for the payment of administration expenses and a dividend on labor claims. The meeting was then ad- journed without date. On this day was also held the final meeting in the matter of the Amer- ican Conservation Products Co., bank- rupt No. 1935. The trustee was pres- ent in person. The trustee's report was approved and allowed. Final dividend sheets were filed. The bill for the attorney for the bankrupt was approved and allowed. An order was made for the payment of ad- ministration expenses. There being no objections to the discharge of the bankrupt the trustee was not author- ized to object to the discharge. The meeting was then adjourned without date. A New angles to what is ordinarily understood by the word service have been developed by William McCrory, of 32 West Forty-sixth street, N. Y., who conducts a furnishing shop oper- ated along original lines. In the mat- ter of collars for instance, a customer is invited to try on some of the new styles in order to decide which is most becoming. Many furnishers do not take the time to show a customer how to tie a scarf. At McCrory’s it is held that if the customer can be made appreciative of the niceties of dress he will become a better cus- tomer. Dress shirts to harmonize with the waistcoat and evening attire in general, and the latest styles in shirts for day wear are specialties which receive attention at McCrory’s. 3y frequent trips abroad Mr. Mc- Crory keeps informed of the latest styles and of the trend in dress where fashion is supposed to reign. > How far should a firm go in im- parting business secrets and informa- tion to its employes? It is a question to which a large up-state department store is giving serious consideration after having been forced to discharge an old and valued employe because she talked over the firm’s affairs with friends on the outside. Every store has its secrets; its special ways of buying; of selling; of operating. They do not wish this information to be- come public property. A certain num- ber of persons connected with the business must know the inside facts. [t is a rare occurrence when persons in a responsible position violate con- fidences. More frequently the “leaks” come from salespeople who stumble on a piece of information not meant for them, although this is not often Suly 13, 1921 small town stuff that is often over- looked by the humorists. As a mother, the small town fills all necessary re- quirements. Value of Color In Window Display Lighting. Improved screens and dyes for col- ored window lighting now on the market give the retail shoe merchant = te 9 a valuable display tool. The publicity ae value of colored lighting in the win- Andrew Carnegie Ss dow can hardly be overestimated. Red Lesson To Executives light will make all tones of red, orange, brown and violet appear rich- Blue inten- eo ae , SAID ANDREW CARNEGIE: sifies violet, blue, green and often aes se : ¢ a ‘‘As I became acquainted with 1e > av 2 eq, lp a decp ved. Uf lay Geures are need the manufacture of iron Iwas greatly surprised to find that the cost of each of the various green or blue lights: should not be used, for these colors give the human processes was unknown. Un- til stock was taken and the face a ghastly appearance. In con- structing a display with this new tool, books balanced at the end of close attention must be paid to the the year the manufacturers laws of harmony. A little experimen- were in total ignorance of re- tation with the different lights on sults. “I felt as if we were moles objects of different colors will show ae : ee oa. burrowing in the dark. I in- what com MRE TONS are most eftective, sisted upon such a system of and will bring results that open the weighing and accounting be pocketbooks of the public. ing introduced througnout Se our works as would enable us O11 Mame Town. to know our cost for each pro- : cess, No matter how lonesome the old Through accurate ac- counting records, Mr. Carnegie accomplished his purpose. And with the aid of Certified Pub- lic Accountants every ex- ecutive can do the same. SEIDMAN & SEIDMAN Accountants & Tax Consultants er and warmer in tone. home town may be—how quiet, dull, shabby or decayed—there is one thing always to its credit. It is pleased when its sons who have left it for larger fields “do well.” It is proud interested in their careers. If they do unusually well it brags about them, and has much Or them, and lore about their youth in the way of many stories more or less apocryphal. And when they are ground up in the Grand Rapids Savings Bank Bldg. GRAND RAPIDS NewYork Washington Rockford Chicago Newark Jamestown city and wrecked, as often happens, it has sympathy for them and wishes they were back in the old town and comfortable. That’s a bit of genuine ILL LLL LLL LLL LLL LLL dldlddidilbihhddsd Banking Connections THE Producers & Refiners Corporation whose 8% First Mortgage Bonds we are offering and giving our best recommendation at 963 and interest to net 9.17% to 36% have, as ‘‘Bankers,’’ Blair & Company of New York, Bankers for the Sinclair Company and several of the Standard Oil Companies. These bonds are all to be retired at 110 and interest by lot over a ten year period. Each $1,000 bond gives valuable option on $1,000 of stock for ten years. They are secured nearly 7 to 1. Send For Circular. Howe, Snow, Corrigan & Bertles The above statements while not guaranteed are taken from sources we believe to be reliable. OC UGOLER ERRNTAEREBORP TROT NUR AE ta i & s i k & 4 i i f mernenneneees PE NRERC ET SHADE nee ¢ — July 18, 1921 TO PRICE OR NOT TO PRICE. Among the various topics of impor- tance that are being discussed these days in retail circles is that concern- ing the extent to which prices should be played up in an effort to overcome the present depression in business. Many points have been made both for and against this method of attempt- ing to increase sales but, while in- teresting, none of them has seemed conclusive. The primary point raised in the dis- cussions in question is whether or not there should be a general marking of prices on merchandise in display win- dows. The impression gained from the arguments heard against such marking is that, for many stores, it is not the best thing that could hap- pen, particularly if the store is of the kind that lays great stress on “tone” and that caters to a wealthy class of patrons. The larger of the so-called popular price stores also seem to be against the pricing of window goods, excepting under certain conditions. One of the most novel positions taken in the matter is that of an out- of-town retailer of millinery, who looks at the matter this way: That hats priced up to a certain limit, say $10, should be displayed in the show windows with a price mark on every one, but that those costing a minimum of $12.50 and ranging upward should not be priced when displayed. Another out-of-town retailer never marks any of his display merchandise with the prices unless the goods are “mark-downs,” or otherwise are special offerings. The theory is the same as that advanced by other mer- chants—that the marking of the mer- chandise tends to keep many pros- pective customers out of a store by giving him the idea that everything in it is high priced. Reversing the idea, merchants operating high-class spec- ialty shops leave their merchandise unmarked for just that purpose. They feel that the women to whom they cater will come into the store any- how, and they frankly don’t want to bother with those who can’t afford to pay their prices. Opposed to the arguments against marking display merchandise is one advanced by another retailer, who as- serts that the lack of a price mark on a hat or a garment in a show window often loses business for the store, in that many women who really could afford to buy the merchandise do not attempt to do so because they feel they cannot. Few women can judge values where the style element is the chief value of the goods, and a great many women dislike asking the price of an article and then indicating to the salesperson, through their further lack of interest in it, that they can’t afford to buy it. The merchant in question has always personally fol- lowed the rule of looking out when the price of a thing is not advertised, on the general theory that it is not mentioned because it is high. Many others, he asserts, have been taught by experience to follow the same rule. Hence the attitude he takes in favor of marking the goods. Taking a gentle “crack” at stores which strive too hard to play up “tone,” the same man says that it is at least inconsistent to put prices in * MICHiGAN TRADESMAN newspaper advertisements and omit them from goods displayed in show windows. He contends that the pub- lic gets a much better idea of the caliber of the store from its adver- tisements than it does from the win- dows, and that, for this reason, the retailers in question are at best only deceiving themselves when they leave prices out of their show windows in order to show their “class.” Carrying this thought still further, he pertinent- ly asks why, if it is wrong to mark goods in a show window, it is right to mark them on the counters. In asking this question the retailer in question touched on another phase of the price-marking question which is being discussed to no little extent these days. This has to do with the question of marking every article to be sold, not even excepting those that can be sold under a general or single large price card. In some stores this is said to be done, but in others it is not. The failure to do it is said fre- quently to result in confusion and in arguments between clerks and cus- tomers that do a store no good. While it takes time to do it, the contention is advanced that every ar- ticle, unless it is small enough to be sold from baskets or trays—thus elim- inating the possibility of argument— should be plainly marked. Often when a store is crowded, it is argued, a woman will not wait her turn to ask the price of an article, feeling that, if it turns out to be too expensive for her, she has only wasted her time. The result is that she loses interest and a possible sale is lost. Prices are so carelessly marked in some stores that even the tray or basket goods are left a mystery to the customer. Recently a local business man had an annoying experience due to this. He went into the housefur- nishings department of a certain store to buy some articles for his wife, and while there, in passing a counter de- voted to hardware, he spied some coat hooks. He told the clerk that he would like to have six of them and asked the price. The clerk, who was a contingent, could not tell him. She enquired of several other celrks, who could give no more than opinions. The day was hot, and the customer “stewed,” both physically and mental- ly, while the poor contingent clerk, herself on the verge of heat prostra- tion, went rushing around the depart- ment trying to find some one who could tell her the price of the hooks. She finally got in touch with the as- sistant buyer who, after apparently demurring, came over to the counter where the customer was standing. He gazed at the tray of hooks for a mo- ment and then announced that they were 10 cents each. The customer, who had seen some fairly similar hooks in a nearby tray priced 40 cents per dozen, snorted audibly at this. The matter was finally decided by charg- ing the customer 20 cents for the six hooks he had bought, but not until another clerk had been called into consultation in the matter and had made the suggestion this be done. The customer, who had happened to look at his watch by chance on enter- ing the department, looked at it delib- erately on leaving. He found that he had been in the department for forty minutes, fully twenty-five of which had been consumed by the purchase of the six hooks. If any example is needed of the ex- pediency of business by plainly mark- ing every article to be sold, there is none better than that afforded by the 7 arguments concerning overcharges by 1 ‘ : is ve . . the clerks, unless they arise trom 1n- advertent errors in multiplication is bought. when more than one article The Usual Result. “I heard ye were on a said . ” tr » SUTTIKC, OF INTEREST TO INVESTORS Both the Petoskey Portland Cement Company and the Petoskey Transportation Company on July Ist paid dividends. The Petoskey Portland Cement Company is making a remark- able record in the sale and shipment of cement. This Company, because of its location, has access to all the Great Lakes mar- kets by boat. In these Lake Cities, there will always be a large and growing market for the products of the Petoskey Portland Cement Company, and with guaranteed water transportation, these cities will easily take from 500,000 to 600,000 barrels of cement annually. the very start, is in a remarkably strong position, being guaranteed right from the beginning sufficient tonnage to keep its boats always operating at full capacity. Thus the Petoskey Transportation Company, from Under even ordinary conditions of business, boat companies make substantial earnings. The Petoskey Transportation Company will operate under very unusual and most favorable conditions, because it has to solicit no business and has no competition, and is saving the large item of expense attached to the maintenance of warehouses with a large force of clerks making out bills of lading for hundreds of separate shipments. The Petoskey Transportation Company is hauling only for the Petoskey Portland Cement Company, and instead of operat- ing boats at from 40% to 75%cof their capacity, is always operat- ing at full capacity. Under those circumstances, it must be very evident that this Company is in a position to make very sub- stantial net earnings which will not only take care of the 8% preferred stock dividend, but will also show a remarkable earn- ing on the common stock. Until July 15, five shares of common stock can be pur- chased at $1.50 per share with every ten shares of preferred stock at $10.00 per share. The earning on the common stock up to July Ist, gives the common stock a value considerably above the present price of $1.50 per share, and therefore on July 15, the common stock advances to $5.00 per share, which advance is more than justified by the showing up to July Ist. Write for full particulars at once. ‘ Gentlemen: F A SAWALL 1 am interested in an investment In ° ° ‘ the Petoskey Transportation Com- i pany. COMPANY Without any obligation on my part, send me all particulars regarding the 313-314-315 Murray Building er ae Grand Rapids, Mich. ac. Citz. 62209 Bell M. 3596 DOO ore five and ten cent stores. There, of Mike to his friend Pat. course, the problem is simplified by “IT was that,” answered Pat. having only two figures with which to “A strike for what, Pat?” deal, but it must be admitted that “For shorter hours, Mike.” there is no time lost by the clerks in “An did ye get them?” answering the questions of customers “Sure we did, Mike. It’s not work- concerning prices. Nor are there any in’ at all I am now.” COMMERCIAL PIRATES. Commercial crime is on the increase in this country. Commercial swind- lers and pirates have increased in number during the general business depression. Crooked “bankrupts” and successful fires are flourishing. “Sucker lists” are growing longer. In order to track down this particu- lar tyne of criminal C. D. West, man- ager of the Investigation and Prosecu- tion Department of the National As- sociation of Credit Men, is kept busy these days. The ramifications of the system of commercial swindlers is so complicated and involved that detec- tives working on these cases must operate somewhat along the same line as police detectives tracking down of- fenders in social crimes. Mr. West’s Association now has over one hundred men awaiting trial for commercial swindles of one sort or another. Since bankruptcy laws must be fair to the innocent failure who has made mistakes in judgment and business policy, the dishonest will use them to their own advantage, and the spotting of these cases is part of the credit men’s work. One of the most interesting cases which he has worked on, according to Mr. West, is one he terms that of “The Seven Cats.” He was called on to trace a man whom we will call ‘Barrett,” the owner of two stores in a Michigan town, who had gone on a permanent, vacation,” taking with him thousands of dollars’ worth of unpaid-for goods. His creditors had finally awakened to the fact that he did not intend to return. Barrett was put through the bankruptcy mill, and Mr. West was called from New York to take up the cold trail. After following up many clues, the commercial detective discovered that Barrett was known to retail merchants from one end of the United States to the other under a score of different names. MBarrett did business at one time in Erie, Pa., under a company name. He opened in a small way, bought with skill and moderation, sold with skill and profit, and either met his obligations promptly or discounted them. In such fashion he built up his Erie business on a sound foundation, gradually increasing his orders until he was able to carry from $20,000 to $30,000 worth of goods on credit. Then one day he walked out, taking about $25,000 with him and left the creditors to root among the remains for what they could salvage. He started business in similar fash- ion, under different names, in towns all over the country, going on “va- cations” and being adjudged bankrupt. He always decamped with profit. Then romance entered his life. He married, in a New York town, a girl whose seven pet cats were eventually to lead to his detection. His wife became greatly interested in his “business.” In fact, she became his accomplice. s3etween them they developed the system of trunks with human names. They seldom took a chance of dis- posing of their salvaged goods until some time after the failure in which they acquired them. They would pack them in trunks they had in stor- age in various parts of the country. It fell to the wife’s lot to keep an eye on the trunks and take them with her MICHIGAN TRADESMAN from one city to another. Each trunk always contained a certain amount of personal wearing apparel, if only a couple of pairs of shoes and some lingerie, for it might become neces- sary at any time to make good the claim that they contained wearing ap- parel. It might also be necessary to identify them. Each trunk had a name, agreed on between the pair, such as Florence, Lillian, Jennie, and so on, and Flor- ence, for instance, would be devoted to fine silks, while Lillian was used for jewelry and Jennie for expensive furs. If Barrett at any time needed a stock of furs for a special sale, he would telegraph his wife: “Where is Jennie?” To this the wife would reply, probably trom St. Jennie is in Chicago.” band would wire: Louis: Then the hus- “Bring Jennie for At one time they had twenty-one of these trunks in stor- age in Denver. a visit,’ etc. Mr. West trailed them by the cats, which the wife insisted on carrying with her on the road. The commercial cetective made an investigation among railroad employes, boards of trade, city officials and various other sources. Many conductors and brakemen re- membered the woman with the cats. The trail ended in Leavenworth, where Barrett was then conducting a general merchandising store. He was trailed to an apartment house, where the milk man and ice man vouched for the fact that one of the tenants had a whole mess of cats. Barrett was arrested. He got six years; his She was allowed to take two of her cats to prison with her. wife, one. The individual expert in successful failures is a great menace to credit men, but when he joins his wits with those of. his fellows in syndicates which conduct a regular business in the manipulation of bankruptcies for profit, he increases his efficiency in dishonesty. The principal violations of the law in commercial fraud are: Using the mails to defraud by sending through them a false financial statement as a basis for obtaining credit, which is a Federal crime, or violation of false statement laws, which is a state crime; sales of stocks of goods in bulk, con- trary to the bulk sales laws; issuing checks in excess of bank balances with intent to defraud in violation of bad check Iaws, obtaining goods under false pretenses, conspiracy to defraud, and, after bankruptcy, concealment of goods from a trustee in bankruptcy, and perjury. WIFE’S CREDIT ACCOUNT. The recent decision of Supreme Court of New York to the effect that a husband cannot be held liable for extravagant purchases made by his wife unknown to him was received with mingled feelings by local retail credit men. To some of them, who had knowledge of a similar case that was decided in the same way by the Michigan Supreme Court several years ago, the decision did not come aS a surprise, but to others not so well posted. It did, it again caused comment as to whether a store could really afford to open an account for any married woman financially de- pendent on her husband without in- forming him of the fact. One of the most experienced retail credit men in the city was of the opinion that it could be done safely, and went on to say that it was al- most a daily occurrence in the store with which he is associated. He said that the financial status of the hus- band is investigated, of course, before the account is opened, but he is not informed of the fact that his wife is opening the account for several rea- sons. One of the principal of these is that no man likes the implication that his wife is not to be trusted, as is at least intimated if the husband’s sanction is required for the opening of the account. The credit manager in question went on to say that, while there are some losses incurred through opening ac- counts of that kind, they were respon- sible for only a very small percentage of the annual bad debt losses of the store, which in turn were only a frac- tion of one per cent. of the gross busi- ness done in the course of a year. Fur- ther than this, he asserted that the annual losses on accounts which hus- bands knew about were larger than was the case with others, these losses being due to financial reverses suf- fered by the husbands and other ‘legi- timate’ causes. Not to-open an ac- count for a woman without notifying her husband, he asserted, would mean the losing of a large volume of sales annually. Payment of such accounts could be forced, if necessary, unless the purchases came under the head of extravagances, the husband being liable otherwise under the law. In other quarters the feeling was that, while it was all right to open an account for a woman without the knowledge of her husband, the ‘latter should be apprised of it sooner or later unless she herself has funds sufficient to pay her bills. How best to do this has been a problem that has long been grappled with. One of the best solutions of it that has yet been worked out is the writing of a tactful letter to the husband telling him that his wife has opened an ac- count and inviting him to make pur- chases on it for himself. In this way, it is figured, any resentment that might otherwise be aroused will be allayed. THE PRESIDENT INTERVENES. President Harding’s request that the unwise bonus bill be laid aside until taxation and _ tariff revision is out of the way is rendered impressive by the way in which he made it. He could have seen Senators individually at the White House with no publicity whatever. Moreover, this is the method he instinctively prefers. Last Friday he chose to go to the Capitol and to allow his purpose in going to That is, he gave to his request the very greatest possible im- pressiveness short of the message he yesterday presented in person. it anybody thought that Secretary Mel- lon was speaking for himself alone in pointing out the serious financial situation that would be created by passing the bonus bill, he must now be disabused. It is plain that the be known. President and his advisers are deeply July 18, 1921 concerned over the delay in the enactment of the legislation for which Congress was called in special session and that the Administration proposes to exert its full influence to speed things up. The country will applaud this course. The significance of this move by President Harding extends much further than the specific issues in- It shows conclusively that he has made up his mind to assume the leadership in legislation when he deems it necessary. He may still call it “co-operation,” but it is a kind of co-operation which neither his old volved. associates in the Senate nor, in all probability, he himself expected. If he resorts to it the reason is obvious- ly that he is driven to do so by cir- cumstances. No matter what a Pres- ident’s theories may be of the proper relationship between Congress. and the Executive, he cannot see his Ad- ministration drift helplessly. Almost before he realizes what he is doing, President Harding is on record as opposed to anything resembling domination of Congress by the President. All the more to his credit is his assertion of the authority as head of the Gov- ernment and head of his party which a President must exercise if he is to make his Administration successful. he will seize the tiller. This is the time when every man feels tired—tells other people he is tired, tells himself, and is told by others, that he looks tired and needs rest until his conscience surrenders. For many years this old game of self-deception has been played with- out serious damage to the individual player or to the community of which he is a component and constructive part. But these are not ordinary times. More history is being made in a day than, in ordinary times, is made in a year. The body politic, as well as the body commercial, is not function- ing along normal lines. The poison of old world pessimism has lowered the vital element in our robust new world blood. We have come into the bad habit of looking backward with regret rather than forward with hope. We grow easily tired—not tired through constructive work, but of destructive worry. Let us cultivate a love for that “tired feeling” by working so hard that the tired feeling is real, not imagined. Let us keep on the job and jump with both feet on the man who in this hour of crisis quits work for play. What if we do get tired? Isn’t it better to be tired playing the game instead of re-tired from the game because we haven’t played strong as well as straight—and straight as well as strong? Big opportunities open before the American of to-morrow, but they will go to some other nation if the America of to-day grows tired at play rather than tired by work. Tell me how much time you spend reading trade papers and the litera- ture of your business, and I will tell you how much of a success you will become. ay a July 13, 1921 MICHIGAN TRADESMAN The grocer who works from the neck up—never labors from the neck down. As Andrew Carnegie did more thinking, the less physical labor he indulged in. The time for the grocer to do his best thinking is when he dzys. That it takes ten times the labor and effort to move certain unknown or poorly advertised goods is a fact well known to every grocer. The veason tor the national popularity of Postum, Grape-Nuts and Post Toasties is not accidental. Advertising with the Postum Cereal Company is not a fad. It’s a clean business policy. == That's why the sale of Postum, Grape-Nuts and Post Toasties is guaranteed—insuring to the grocer positive and _ profit- able turnover on a line of leading, wholesome foods unequalled in quality. Postum Cereal Company, Inc. Battle Creek, Mich. 10 MICHIGAN TRADESMAN July 138, 1921 a = rr = S 5 2 WHE z f\ aN \ Rn i vs cs f\ HA a ry I UBS UG YL DIN Sy wall USsyvut ) Ze ™~ >, iv Michigan Retall Shoe tion. President—J. E. Wilson, Detroit. Vice-Fresidents — Harry Woodworth, Lansing; James H. Fox, Grand Rapids; Charles Webber, Kalamazoo; A. E. Kel- logg. Traverse City. Secretary-Treasurer—c. J. Paige, Sag- inaw. Dealers’ Associa- Legitimate Profit vs. Profiteering in Shoe Selling. Written for the Tradesman. What is a legitimate protit for the Where the legitimate profit cease and the illegiti- retail shoe dealer? does mate, or excessive profit, appear? In other words, when is a shoe dealer guilty of profiteering? Opinions dif- fer; and there is room for such dif- ference. We have been hearing a great deal about profiteering of recent years; and I suspect I have used the phrase quite as much as anybody else. In fact, we have all used it more or less. Somehow if the price of this, that or something else appears to us a trifle higher than we fancy it should be, on the spur of the moment, the thought pops into our mind: “He is profiteer- ing!” And ways the other fellow who is profiteer- have you noticed that it is al- ing, never ourselves? Our hands are clean, however much the other fel- low’s may be incarnadined. Some juries have decided in a few cases, I believe, that they have tound the charge of profiteering, and a few deal- evidence sufficient to warrant there, have been fined. ers, here and Maybe the parties thus charged and convicted were guilty, I don’t know. But at any rate they are the excep- tional cases. For every shoe dealer convicted of profiteering there are hundreds who have not been so much as charged. Snap-Shot Judgments While it do, the isn’t the proper thing to truth is that folks are prone Human na ture is such that it is easier for us to to jump at conclusions. see the mote in the other fellow’s eve than to discover the stick of wood in our own eye. It is the exceptional the charity of who extends to the that he person, indeed, other fellow same judgment would for himself. No; there profiteering. Many folks are thinking— few are saying— appreciate may be and not a that such is the case. But we are not guilty. Far from it. Why, it is ridiculous! think better of it! People should And the joke in the whole situation that the other fellow thinks about himself just as we are thinking about ourselves. These charges of profitering either prove too much or they prove too little. If we are really sincere in our protests against the occasional fellow who gets indicted for taking excessive profits, then we ought to be willing to have a wholesale investigation of all profits—including How many folks who are hollering about profiteering are willing to do this? Profits Not Always What They Seem. Fifty per cent. gross profit sounds large. Does it constitute profiteer- ing? There have been coal brokers who made fifty per cent. on coal they our own. never handled, coal they never saw; and this fifty per cent. profit was prac- tically net, the being nil. I don’t know what the retail dealer’s gross profit on coal is at the present time, but I happen to know that his prices per ton make one suspect there is a handsome net profit to him—per- overhead haps several times that of the average retail shoe dealer. Maybe his prices are justified. I am not saying they are or are not. But J am maintain- ing that the shoe dealer’s net profits are not anything like as large as the citizen imagines. Take a pair of shoes that cost the 210. He them for $15. His gross profit is $5, or 50 per cent. It may cost him anywhere from 27 to 35 per dealer sells Excessive? Not necessarily. In that case his from 15 to 23 per cent.; and that would be large on staples that sell clean. But the retail make that much This pair yielding 50 per cent. gross is apt to be a shoe cent. to do business. net profit would run shoe dealer doesn’t profit on staples. with current style features, a season- able commodity; and the dealer must unsold pairs which very materially cuts down the total net profit on lot. To clean up he must appreciably reduce expect a certain loss due to the the price on certain pairs; and, maybe in the end, sell a few pairs at cost. When $10 the he buys for $10 and sells at pair, he has lost anywhere from 27 to 35 ner cent. on the pairs thus sacrificed. How much gross profit does the milliner, the confectioner and the jeweler figure? Would he consider 50 per cent. gross excessive? Ap- parently he wouldn’t, for anyhow he doesn’t. How about shirts, skirts and all sorts of apparel for women—es- the clusive kinds? pecially seasonable, ex- Do you think 50 per would be stylish, considered profiteering by dealers in such lines? Not for a moment. Cent. Rross Now, doubtless, in all these cases the apparently large gross is greatly reduced by factors that the average lay mind doesn’t take into considera- tion. Style is a factor in much of the merchandise handled by these and other dealers whose lines might be cited; and where style is an import- ant element, there is a fruitful source of much leakage. Lines are not sold clean, There is much goods left over. Seasonable goods must either be sold in season or carried over at a loss. A clothier to-day was telling me about overcoats that cost him last fall $50 a piece. He says he will be lucky to sell them next winter at $50 a piece. Garments at $50 a piece runs into money fast. He has lost $3 interest on money invested. And there is his overhead to be added to that, not to mention the risk he has of fire. He is insured, of course, but you seldom get dollar for dollar in case of a loss. Case in Point. - I studied a window this afternoon that shows how all is not profit that seems to be absolutely to the good. I saw some tip top summer shoes for men’s wear offered at prices which leave little room for any profit at all, to say nothing of an excessive profit. They were strictly high grade ox- fords in tan, canvas, white buck and a sprinkling of gunmetals; also a few sport shoes mixed in. They were marked at $6.45 the pair. Many of them the dealer far more than that. Of course the size range was limited on this assortment of odds and ends. They ran from 6 to 8%, and mostly in A’s and AA’s, although there were some D’s. If a customer was lucky enough to get a fit, he was cost able to walk away with a real bar- gain. Now the point is this: it is just such sales that cut down the appar- ently large and excessive gross profit to a fairly reasonable net level. Of all dealers in these piping times of reconstruction and incriminations, I think we may safely say that the retail shoe dealer is as free from the charge of profiteering as the next man; and personally, I am persuaded that ‘he is a lot freer than some. Cid McKay. ——_>-+—__— She Told Him. “You are not economical,” said the infuriated husband. “Well,” flashed his wife, “if you don’t call a woman economical who saves her wedding dress for a possi- ble second marriage, I’d love to know just what you do call economy.” Shoe Store and Shoe Repair Su »plies SCHWARTZBERG & GLASER LEATHER CO. 57-59 Division Ave. S Grand Rapids Home Case Glazed Colt, Flex- ible McKay, Stock No. 500, $1.95, Terms 3-10. Net 30 days. Write for pamphlet BRANDAU SHOE CO., Detroit, Mich. Strap Sandal in Stock 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 Bidg. Grand Rapids, Mich. Many Out Door Men who wear roomy, comfortable shoes to work in every day like the same kind of a shoe for their leisure hours. Our number 990 splendidly meets the requirements. Roomy just where needed, it always pleases when others fail — Gun Metal, Goodyear Welt, Half Double sole, solid leather throughout $4.10 o. 6 e686 @ 6 6 se 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 GRAND RAPIDS, MICH. July 13, 1921 Right of Merchant to Reject Merchan- dise Ordered. The law books contain a great num- ber of cases involving disputes be- tween retail merchants and wholesal- ers and manufacturers, growing out of delivery of goods ordered. And one of the most important divisions of this class of cases is; that wherein goods ordered have not been delivered in the time specified or agreed upon in the contract; or, at any rate, the retailer has claimed this and declined to accept or pay for the goods when they did arrive. Quite frequently in situations of this kind the question of whether or not the goods were delivered within the time according to the contract is one of fact. As for example, where the order fails to specify any particular time, and the testimony of the sales- man who took the order and the re- tailer giving it does not agree. In such a case it is usually a question for the jury to decide after hearing all of the evidence. However, leaving aside particular cases, and speaking broadly, it may be stated as a general rule, although there are some exceptions, that where goods are purchased to be delivered upon a certain date it is incumbent up- on the seller to make delivery on that date, or at any rate within a reason- able time of such date. And if deliy- ery is not so made the buyer is not compelled to accept the goods, but is within his rights in rejecting them. The application of this rule of law is illustrated in a great number of cases of which the following is a good ex- ample: A retail merchant in a Western state ordered a bill of goods from an Eastern manufacturer. The order was given to a traveling salesman, and was for the retailers Fall trade; it given in March with the understand- ing that the goods were to be shipped by August 15. The until September 28, the goods arriving in Was order was not shipped the hands of the retailer on or about October 10 or 11. The merchant there- upon declined to accept them on the ground that delivery had not been made in accordance with the terms of the contract, and that they had ar- rived too late for his Fall trade. A dispute followed, which termin- ated in the seller bringing an action to collect the contract price of the The trial in the lower court resulted in a judgment in favor of the retailer. The seller prosecuted an ap- peal to the Supreme Court of that state, where in passing upon the ques- tion as to whether or not the ship- ment made on September 28 complied with the agreement for shipment by August 15 it was said: goods. “That as the retailer had ordered the goods in March for his Fall trade it was reasonable for him to expect a delivery in time for him to take advantage of the entire Fall season; and that as the shipment did not ar- rive until the middle of October he was not given this opportunity. That as the agrement was to ship by Au- gust 15 the shipping on September 28 was not a compliance with this un- derstanding, and that the retailer was clearly within his rights in declining to accept the goods. Holding that the MICHIGAN TRADESMAN seller was not on the facts and evi- dence entitled to recover.” As noted heretofore the books con- tain a great number of cases similar to the foregoing, cases in which the retailer has declined to accept goods on the grounds that delivery was not made within upon. And where this is the case as a gen- rule the within rights in so declining to accept, and the courts will uphold him. Howeer, in examining cases of this struck with the really based on an incomplete order. the time agreed eral retailer is his class one is the number in which misunderstanding was In other words, when the order was given neither party took the caution to have the time of delivery plainly forth. the they were compelled to submit their respective set It follows that afterwards when dispute arose sides to a court or jury, to determine whether or not there had been a com- pliance with the contract. Needless to say, this is an expensive for man to settle his controversies. For it costs money way any business and time to engage in long drawn-out lawsuits, and it is usually good policy to avoid them where at all possible. And in situations of this kind if when an order is given the time of delivery is plainly inserted, a frequent source of after dispute entailing a possible lawsuit with its attendant cost in time and money least be reduced Leslie Childs. may at to the minimum. —_——~e . <____— On Opening a New Shoe Store. On opening a small shoe store, it is important to win the confidence of the community. Your own name will this sounding phrase. be better for than any high- Discover what sort of stock would be likely to be wanted by the neighborhood and procure a good line of it. Have your stock in place and your windows and _ store neatly decorated when you open for business. It is a good idea to send out announcements by mail of your opening to the people you think might be interested, also circulars announc- ing the date. customers special for When give them courteous, efficient service. prices opening your come Make them permanent by having al- the You can do this by watch- ways on hand lines and sizes they need, ing your weekly sales sheet. Buy often in small lots, and so keep on hand a méw, fresh and clean stock. Be sure to keep plenty of middle sizes on hand. oe Comparative Prices Are Never Men- tioned. The Van Alstine & Carpenter gen- al store in Kan. took in /{ e Oswego, $1700 the first day of a big sale the week after The longer than usual and the that the expectation. The reasons behind that fact are: For more than five years this store sale firm above Christmas. ran re- business ports was has not quoted comparative prices. It has not used black-face type or ex- It just puts punch into its advertisements and they have Kone Over, “There are parative price Van Alstine. better not te make comparisons. clamation points. sides to the com- said S. i. two question,” “But we believe it pays Sup- pose a farmer would send us a cir- cular offering to sell us a load of wheat, former price $3 per bushel, now $1.59. Just imagine how we would feel. Yet many merchants are send- ing ging- ham, former price 50 cents, now 21] out circulars advertising cents. I think the best plan is to say what you can in praise of your mer- You will get as much business that way as chandise and name your price. you will by ringing in the past.” a a Why This Salesman Succeeded. He thoroughly believed in the things he was trying to sell. He was tactful and knew how to approach people. He did not waste a customer’s time but was quick and to the point. He selling. concentrated on what he was 11 He was reliable and gave one the that he merchandise. He approached a customer with the that he his and he impression stood for good would win did. conviction order, usually He worked hard He was always looking out for the man at the other end of the bargain. He realized that he could not afford | customer for to make a dissatisfied the house. + 2. Doomed To Disappointment. I know a man Who Who knows a Whose Has a knows a man man wife’s uncle business partner Who has something in his cellar. It is a furnace. WOMEN’S Comfort Oxfords IN STOCK Four Old Reliables that sell all the year around. Every woman in your territory is a prospective customer on these splendid numbers. Is your stock com- plete? REMEMBER Lost Sales are Lost Profits Size up with us To-day 2623—Wos. Dong., Pl. Toe, Seamless Oxf. Cushion Sole, Turn, 3/7 $2.90 2624—Wos. Dong., Pat. Lea., Blu. Oxf. Cushion Sole, Turn, 3144/7 2.90 2647—Wos. Dong., Plain Toe, Seamless Oxf., McKay, 3/8 ----. 2.35 2648—Wos. Dong., Pat. Lea. Tip, Bal. Oxf., McKay, 3/7 ---- 235 RINDGE, KALMBACH, LOGIE CO. 10 to 22 Ionia Ave., N. W. GRAND RAPIDS, MICHIGAN GRAND RAPIDS Thrifty people are counting their shoe dollars. They buy shoes only when they have to--and then they look for the best values they can get. For that very reason, MORE MILEAGE SHOES are in steady demand by sensible folks. They are honest shoes. They wear like iron. They are priced right. Do you sell them? If so, keep your stock complete. Orders promptly filled. HIRTH-KRAUSE Tanners—Manufacturers of the MORE MILEAGE SHOE MICHIGAN 12 © What Credit Conditions in a Country Town Involve. This article is the result of an in- nerchants and one terview with five ++ banker in a Michigan country town of about 1,000 population. These men were courteous, easy to approach, and they went to considerable trouble to oa tp lane +e heir cr 13 1.45 make Ciear tO Me their cCreait dit ties in the present crisis. During the past year the country merchant has been besieged for credit. Only the shrewd country merchant who was a student of economic con- ditions in past crises of price depres- sions following price inflations, and ! he } 1 for ; who had a keen 1rOresis Now find they : . ta bts ing comiortadly. merchants promissory notes to rene. book accounts and p delinquent accounts. In examining he records of these five merchants I i t found about 75 per cent. of the credit : they had extended was to ch were land owners. farmers, ; nearly all of The reason ircumstance ina , i wealthy ag analyze. gan is not In 1919 with thei rs were ecstatic prosperity Money was plentiful. Farm products sold at top a ee prices and the farmers and their fam- ‘3 ¢s bought treely. They improved | | their farms, bought new cars. farm and supplied the } me and } 114 all@ UpPpiicgd Lille HOMES alid pou ] 1 } 1 1 new clothes through the local store. This prosperous con } itt J nm Was cor tinued down through the spring of 1920. Faith in continued high prices encouraged the farmers to buv. merchants equally yptimistic wi prosperity bought and sold to. th farmers o1 credit and in Va Cases encouraged them to buy All these debts optimustically con tracted in the spring ummer of 1920 were to he paid 1 the tall whe tine crops were sold But what hap Je ned: \b It June 1 prices starte { down the toboggar slide When the Oats were re ady to thrash the price had declined to 66 cents per bushel The local mere hants and the bat kers were asked to renew the farmers’ notes. Wishing to accomodate their farmer Customers the notes were re- newed. By the time the wheat was ready to market the bottom had fallen out of the market and _ the price quoted farmers was . had \ aG price of corn sagged from dropped trom 15 and nogs trom he aise 4 f The merchants had borrows d from bought goods and sold ’ "T } , ners and they were forced to their accounts. Many MICHIGAN TRADESMAN (Utayregesbennd Others and in larger numbers renewed their farmers were forced to sell. discounted the notes with the local banks notes. The dealers farmers’ and the local banks rediscounted them wit Federal 1 a remarkable increase in 1 the rserve banks, and thus followec the volume of agricultural paper dis- counted in spite of the endeavors of the Federal the extension of credit. Reserve board to limit When the banker or merchant re- quested the farmer to pay his note the farmer was unable to pay, and if a new loan was asked for, and it was not granted by the banker or mer- chant, the farmer or tenant quite often got it by applying to his more wealthy neighbor who had some surplus sav- ings and understood the farmer’s posi- tion. But this tied the savings of the community up in “frozen credit” and the local banker bravely watched the deposits shrink and faced an increas- ng demand for loans and discounts. I he point was reached in this ~~ ~~ able, no matter how good the secur- ity was. Every dealer, except one, is overloaded with notes and open book accounts. They say they did not have the money to buy goods as before, and their spring a third of their fall and winter goods remain unsold, and the purchases for the coming fall are vastly curtailed. In looking over the individual cases one store in affords a it is a general dry goods and grocery store. i $28,000 particular “miserable” case of store credit. It carries about stock and does nearly an $85,000 business every 1921, it had $28.- year. On Apri 6, 000 on the books. An overdraft of $11,000 at one of the banks added to their troubles. Over $20.000 of the $28,000 is owed by farmers, mostly land owners. Practically $27.000 is as good as “gold,” but when will it be paid is the question. This merchant asks for a_ settlement every six months, but does not enforce it. He has another income besides the store. so can afford to carry a pretty large amount on the books, but not any i amount like $28,000. He lacks a business “head” and an understanding of the economic or- ganization of society and the interde- pendence of its various parts and ac- tivities that would show him what a “crime” he is doing to the credit world he does. It % I by letting accounts g is just such merchants as he that make it doubly hard for the rest. The lumber company made an an- nouncement in the local paper that he overloaded merchant the banks could not dis- notes, that they Cash only. Tf also said that would do hereafter all transactions would be for count the July 13, 1921 INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS © RANSOM E. OLDS President Chairman of Board Mercuanrs Lirn Insurance Company 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 35 Per Cent. Paid on Certificates of Deposit Do Your Banking by Mail CADILLAC STATE BANK CADILLAC, MICH. Capital ...-.... $ 100,000.00 ies. 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. The Home for Savings RESERVE FOR STATE BANKS 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 regularly. The charge is small— based upon the extent of service desired. ( rendered Full information given upon request. [RAND RAPIDS [RUST [‘OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 aE a a a EES 4 July 33, 1921 MICHIGAN TRADESMAN him no good and he would not take any more. Both clothing stores agreed between them that they would not sell on credit to any one until the customers’ old bills were paid. One demanded payment of all accounts past due, granting a 10 per cent. dis- count to all those who made a settle- ment by the 10th of April. The hardware store that does the largest farm implement business (they do not sell tractors) in town is in the best financial condition of any of the merchants. clothier They have less than $5,- 000 in open book acount, 53 per cent. being owed by farmers, and not quite $11,000 in farmers’ notes. It is the policy of this firm to hold such notes, and not discount them at the bank. The reason for this is that the farmer hates to be called to the bank to pay his note which he gave a merchant. The store has $7,500 outstanding against farmers covered by three notes. The partner told me_ these notes will be paid on Sept. 1 and July 1 or renewed at that time. This store has a very capable man (one of the partners) credit accounts. in charge of When a farmer asks for credit he gets it with the under- Standing, that it shall be paid at a certain time. Tf if runs over 7 per cent. is charged for the deferred pay- ment. count must be paid or a note bearing 7 per cent. given for the amount. If At the end of the year the ac- the farmer fails to come in the credit It 1S not a matter of forcing the farmer to it, but man goes out to see him. just as a matter of business, and it Is the way the partner goes at it that keeps them all in good humor, The work of the credit man is an example of what should be done in all stores, A store or @ bank so sinall that if Cah not attord a live credit trained to deal with its customers is in my judgment too small man a business unit, and can easily be a greater menace than benefit to society. A small thing may precipitate great difficulty to the whole social organ- ization, just as one fractured jewel in a watch may render it impossible for the other parts to perform their func- tion as usual, and thus lessen if not destroy the service of the timepiece. The farmer, the country merchant vital and the banker are a part of our society and the sooner they country are organized into units of service and enlightened in their relations to each other and the rest of society and the fundamental laws which our social organization is built the better it will be for all of us. This does not apply alone to country dis- tricts. Labor and industrial organ- izations are equally in need of en- lightenment upon their economic re- lations to the rest of society. Sup- pose the dairy farmer would demand a fortyfour hour week or run a double shift of labor in order to meet the requirements of his business, would not the laborer or capitalist or city resident send up a complaint that their babies were starving when milk became scarce or the price rose high enough to meet the cost of produc- tion? Clothes, house furniture, farm equipment, machinery, fertilizers and the like have had their prices to farm- doubled because of the shorter economic upon ers days and higher wages demanded by labor. If the farmer is going to buy the high-priced products of labor he has got to obtain a price for his prod- ucts that will afford him the means with which to buy. In general people wish to do their duty and be of service to the rest of society, and the rural classes are But the spirit of class into no exception. struggle needs to be converted an earnest effort for the performance of class duties in the interrelationship of classes and of each class to society as a whole. Every bankers’, farmers’, merchants’, laborers’ industrial and other organization has above all other duties that of teaching the fundament- al principles and laws of economics. The question might arise, would they agree upon those fundamentals? Per- haps not about many details and there would be many experts splitting hairs on the North side, but if these inter- dependent factors of society are go- ing to get along together, they have got to agree upon fundamentals. If half a dozen animals were tied together with a rope and each insisted on going in a different direction there would be some friction and the prog- But if all chose to go in the same general direction, friction would be eliminated ress of all would be retarded. and the progress of the group would be just as great as their individual ef- forts, supposing all were equally good travelers. But all animals can not travel with the same speed. This would make their progress just as rapid as the slowest traveler in their group. Some might grow impatient but the “tie that binds” would prevent them from hurrying ahead and taking advantage of the green pasture to the disadvantage of the members of the group which nature has endowed less favorably, apd also knotting the whole organized system. In like manner the factors of society BANKS, BANKERS AND PRIVATE INVESTORS ESTABLISHED 1853 Our Bond Department always has for sale SAFE BONDS yielding good returns. WE INVITE INQUIRIES CLAY H. HOLLISTER PRESIDENT CARROLL F. SWEET VICE-PRESIDENT GEORGE F. MACKENZIE V.-PRES. AND CASHIER Bewildered Heirs— A thunder-bolt out of a clear sky can create no greater havoc than that occasioned by the sudden removal of the bread-winner who has not left proper arrangements for his family. The family’s first gropings are a search for a possible WILL. Happy they, if they find one of recent date. telligent family head, as to cause wonder that It is so apparent to every in- so large a percentage of men neglect it. Let us consider with you what can be done to off-set poverty-inducing tendencies which may assail your dear ones. Ask for our new booklet, “What you should know about Wills.”’ “Oldest Trust Company in Michigan.”’ THE MICHIGAN [RUST COMPANY GRAND RAPIDS, MICHIGAN GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED CAMPAU SQUARE The convenient banks for out of town people. Located at the very center of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our Institutions must be the ultimate choice of out of town bankers and individuals. Combined Capital and Surplus -~---..--..------$ 1,724,300.00 Combined Total Deposits ... 10,168,700.00 Combined Total Resources ---~-~--- nan wue bp tad, tou.Ge GRAND RAPIDS NATIONAL CITY SARS ©Cryy TRUST & SAVINGS BARGE ASSOCIATED 14 have got to work together and quit going in their own strong-headed di- rection and taking advantage of each other if the social organization is go- ing to run smoothly and progress as made possible by its member. rapidly as is slowest Co-operation and service may quicken the speed of the slowest factcr and thereby further the progress of the whole of society. Ivan Wright. a Blind to Opportunity. In six months, or a year, or two years—whenever the inevitable return to normal conditions comes—it will be discovered that the foundations of many fortunes were laid in the sum- mer of 1921, when confidence in the future of the United States and its diversified industries and business en- terprises ran low and properties were cheap. The man of vision who buys when sound securities are cheap, and_ sells when they are high, finds his greatest opportunities when business is de- pressed and people are pessimistic. This country has been thought to be headed straight to the dogs many times when it was in fact just at the dawn of periods of great opportunity. And without exception the men of foresight and courage who retained their confidence in the resources of the U. S. A. and invested in property of established value when the short- sighted were selling out at great loss, were amply rewarded in later years. The land is full of money, but the men who only have it—excepting those who can see ahead—are not buying. They have lost for the time their confidence in the future. But it will come back, and they will buy later, but at eagerly much higher prices. The United States to-day is the best buy in the world. It will hum with prosperity in due time, It is not going to the bow-wows nor to dis- aster. It is steering a straight course in the right direction, and make no mistake, it will get there. What’s Your Rating? What's your rating in Bradstreet’s or Dun’s? You have no rating, you say? Well, worldly gear? what are you worth—in You're poor, you state—don’t own any real estate, nor much _ personal property? Too bad! And you complain that you have a wife and children—and that your in- come is rather meager? Well, maybe you're wealthy, after all. You have good health. At how much do you value it? You have the wife and babes. How much would it take to buy them? A New York firm once applied to Abraham Lincoln, before he became President, for information as to the financial standing of one of his neigh- bors. Honest Abe wrote in reply: I am well acquainted with Mr. Blank and know his circumstances. First of all, he has a wife and baby; together they ought to be worth $50,- 000 to any man. Secondly, he has an office in which there is a table worth $1.50 and three chairs worth, say $1. Last of all, there is in one corner a large rat hole, which will bear looking into. A. Lincoln. MICHIGAN TRADESMAN Late News From Saginaw Council. Saginaw, July 12—Due to ‘hot weather good business and_ other causes your correspondent has failed to keep up his regular line of news. Since the last report we have had two Council meetings, one on May 21 and one on June 18. Both meetings were well attended and at both meet- ings candidates were initiated, thus making a record of not having missed an initiation on a regular meeting night for thirty months. We should like to see this record maintained, and with that same old pep that Sag- inaw council is able to develop, we expect to make it thirty months more. Although rather ‘belated, a little convention news would be interesting. To begin with, the Saginaw delegates and visiting members want to thank Jackson Council forthe royal reception that was tendered them. We know that every councilor and lady enjoyed himself immensely. The Saginaw members present were as_ follows, Grand Counselor Ranney and Mrs. Ranney; The Czar of Michigan, Mark Brown and Mrs. Brown; District Deputy B. N. Mercer; H. L. Ruther- ford and wife; F. W. Bremer and wife; A. E. Munger and wife; W. E. Choate and wife: C. L. Smith and wife; H. T. Fox, wife and daughter; A. E: Dorman: E. L. Blank: W. C. Moeller; M. V. Foley; G. A. Pitts; O. D. Gilbert and wife; Frank Hyman; FE. Chisholm: Harry Zerwis: F. L. Simpson; J. Leonard; Fred Phillips and wife; O. M. Leidlein and wife. The Grand Council meeting was opened at 10 o’clock by H. D. Ranney, who was presented with the keys of the city and the delegates were wel- comed by Mayor Bennett, of Jackson. We want to compliment Mr. Ranney on the efficient manner in which he conducted the Grand Council session. Shortly after the opening of the meeting, Saginaw, No. 43, was pre- sented with a beautiful floral boquet by the ‘Goddess of Victory.” We are wondering if Cadillac Council didn’t whisper in the fair Goddess’ ear. In responding to the gift, the Senior Counselor said that he hoped our record for the ensuing year would be such a one that we would again be the recipient of such a floral offering. Let us get together and make them give us two boquets. The business session brought out many interesting talks and construc- tive criticisms. It also brought out that Mr. Hardy and Mr. Sam Rinds- koff are some seconders. The elec- tion of officers brought out some warm competition and very gratifying results for Saginaw and Bay Council, our own Ben Mercer being elected Grand Treasurer and Fred Fenske be- ing elected Grand Sentinel. Saginaw Council, No. 43, wish to thank Bay Council for their splendid support of Mr. Mercer and wish to congratulate No. 51 for having the Grand Sentinel chosen from their Council. We extend Mr. Fenske our hope that he may have splendid suc- cess during his progress to the high position that will in due time be his. After the business session the mem- bers took part in the Grand ball at the Masonic temple. A splendid luncheon was served at 12 o’clock. Fred Phillips distinguished himself as a vocalist, rendering some very pa- thetic solos. Mr. Bremer was caught in an awful jam on his way to the lunch room and nearly lost his nose. Saturday morning marked the grand parade and also the disappearance of the beautiful banner which Saginaw Council had shown in the lobby of the Otsego Hotel. Look it over, Cadillac, and see what you might have been and read the figure closly and see what you’ve got to do to make good on that thousand members by the next Grand Council meeting. Saginaw Council led the councils in line of march and looked very credit- able sporting their blue and gold um- brellas. July 16 is next meeting night and don’t .fail to bring a candidate. Leonard Owen received a very pain- ful and serious injury as the result of being hit by a pitched ball while watching a ball game in Chicago. We sincerely hope he will recover very soon. Joseph Wolf sustained a pain- ful injury, but, apparently, is getting along very nicely. Several traveling men have reported to the writer that business conditions July 18, 1921 are rapidly improving and look for a splendid fall business. Geo. Pitts is now President of the Secretary and Treasurer’s Association, having been unanimously elected at the Secretary’s meeting at Jackson, June 2. More power to you, George! ). M. Leidlein. — Do not measure your enjoyment by the amount of money spent in producing it. WM. H. ANDERSON, President J. CLINTON BISHOP, Cashier HARRY C. LUNDBERG, Ass’t Cashier Fourth National Bank United States Depositary Grand Rapids, Mich. Savings Deposits Commercial Deposits 3 Per Cent Interest Pald on Savings Deposits Compounded Sem!-Annually 3% Per Cent [ntérest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $600,000 ‘LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier Insurance OFFICE 320 HOUSEMAN BLDG. Grand Rapids Merchants Mutual Fire Economical Management Careful Underwriting, Selected Risks Affiliated with the Michigan Retail Dry Goods Association, Company GRAND RAPIDS, MICH. Fenton Davis & Bovle MICHIGAN TRUST BUILDING Chicago GRAND RAPIDS First National Bank Bldg. \ Main 656 dg. Telephones | Citizens 4212 Detroit Congress Building 37% with Safety Our Preferred Stock May Be Purchased at $95 Per Share and Dividend Ask any of our employees for information. Consumers Power Company - GRAND RAPIDS SAFE CoO. Agent for the Celebrated YORK. MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. Particulars mailed. TRADESMAN BUILDING What is your rate? Safe experts. GRAND RAPIDS, MICHIGAN KONTO: fly rare sien 2 — ~~ . anno eae RSC oP gay “rome: flag seer pane ety July 13, 1921 Merchant Sends Tradesman Eight In- valid Policies. The ‘iradesman recently received eight stock policies from an Eastern Michigan merchant and made report on same as follows: Grand Rapids, July 12—Your fire Phoenix policies are all invalid be- cause the riders all contain the word concurrent and restrict the total amount of insurance to the face of each policy. The Security policy is invalid be- cause it does not bare thse three words: “Other insurance permitted.” The Connecticut and Fidelity-Phenix policies are invalid because the riders bear the word concurrent. Four years ago the insurance com- panies agreed with me to eliminate the word “concurrent,” but some of the agents are still using old forms which have been superceded by the new forms, If you wish to collect 100 per cent. insurance in the event of a total loss, you should have the agents who wrote these policies correct them at once and send them on to me for inspec- tion and criticism. I am surprised to note that you pay $320 for stock insurance when you can effect a saving of from $96 to $176 by having your entire risk writ- ten by mutual companies, which will give you valid policies and accord you fair treatment in the event of a loss. All of your policies are written in strong companies. E. A. Stowe. —_+ 2. Why There Can Be No Sales Tax. Coopersville, July 12—I note in your edition of July 6 an article written by C. N. Addison, of Grand Haven, in reference to the possibility of a sales tax. I am herewith enclosing you a bulletin and the first paragraph will clear the mind of most any. business man that there will be no sales tax. This bulletin is very valuable. If you have the time to read it through it points to a great many decisions which have been rendered in reference to the Federal tax. And I am t.kirg the liberty of sending this to you and I hope you will have the time to read it. E. P. Daggett. The paragraph Mr. Daggett refers to is the opening announcement in the July Federal Tax Bulletin, published by the Commercial Clearing House. It is as follows: Early last fall we issued Special 3ulletin No. 18, entitled ‘What’s Ahead in U. S. Taxes?” In that bul- letin we predicted that, regardless of the merits or weaknesses of the turn- over tax (sales tax), such a_ general tax would never be enacted into law because of political objections. We said that Congress would not dare to enact any tax which was opposed by the farmer and the laborer. During the winter tremendous pressure was brought to bear on Congress in favor of the turnover tax and until six weeks ago it appeared that we were wrong in our prediction and that a turnover tax would be enacted. In fact, Senator Smoot, of the Senate Finance Committee, introduced such a bill. However, when it has come to the point of actually enacting the sales tax, Congress is balking and we are absolutely convinced that the bill will never become a law. Members of Congress say that such a law would spell utter defeat for the Republican party at the next Congressional elec- tion. The sales tax, therefore, is a dead issue. —__>--+—__ Our Home Life. I have been interested in the dis- cussions in your paper regarding home life, and would appreciate a lit- tle space for a few thoughts of my own. The strength and perfect hap- MICHIGAN TRADESMAN 15 piness of our people rest in their humble and comfortable homes, and it is only with feelings of sadness that one notes the spirit of domestic dis- integration that is so prevalent. The causes are many. Jealousy, dis- industrial depression— these are a few. But how commend- able that attitude in the home, neigh- borhood or church which lifts itself above, overlooks, buries all minor difficulties as far as possible, and ce- ments individuals in mutual respect and love. trust, disease, One loves to dwell upon the char- acteristics which are _ especially brought out in some of our most noted female characters. I like to think of these pictures of womanhood in sacred life—of Sarah, wife of Abraham; of Ruth and Rachael. Sarah particularly that kind of woman who believed that the best, the biggest and brightest man in the world was her own hus- band. Old-fashioned wives like Sarah are fast passing out of date. Aside from sacred love, humanity has no other so precious inheritance as Shakespeare’s gallery of woman- hood. Pleasantness and the best grace and sensibility of womanhood are brought out in Portia in ‘The Merchant of Venice.” Hero in ‘Much Ado About Nothing,” thoughtful, dis- creet, never voluble, and Rosalind in “As You Like It,” with her fresh and wholesome humor, her affectionate and cheerful disposition! These qualities make the enduring charm of home life and are essential in both sexes in giving perpetuity to domestic life. W: 1) Elis. A Speed Up Claim Settlements. Transportation companies doing an interstate business will be compelled to speed up their settlement of claims for loss, damage and overcharge on the transportation of express, freight and baggage, if a bill recently intro- duced in the Senate by Senator Park Trammell, of Florida, is enacted into law. The measure requires settle- ments to be made within sixty days after the filing of claims by shippers and provides a penalty in the form of 25 per cent. interest thereon and a reasonable lawyer’s fee, to be $15 on all claims allowed by the courts in amounts under $100 and on amounts greater than that, a fee of 15 per cent. is to be provided. These penalties, however, are to accrue only when the complainant secures an award in an amount greater than the offer made by the carrier to settle the case. Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 ‘C. N. BRISTOL, 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. 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. own foundation. It has never misrepresented its position. it has stood on its The Company abhors deception or sharp tactics. to be square. it desires to do right and Good faith Is needed in business. It is the very foundation of credit and under- lying credit is Insurance. We write insurance on all kinds of Mercantile Stocks and Buildings, on a 30% Dividend basis. One of the Oldest and Strongest Companies In Michigan. Michigan Shoe Dealers Mutual Fire Insurance Company Main Office: FREMONT, MICHIGAN ALBERT MURRAY Pres. GEORGE BODE, Sec’y-Treas. 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! Efficient Management! enables us to declare a O'f Dividend For Year 1921 100% Protection and 30% Dividend, both for same money you are paying to a stock company for a policy that may be haggled over in case of loss. Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Sec’y 16 MICHIGAN TRADESMAN Suly 13, 1921 ae : oo = ne ir < Ae eri" ) SET 7 TER om iY LW | i \ > WOMANS WORLD Anxiety Good Only For Families of Hens. Written for the Tradesman. “Smile, mother! Why smile?” The little boy stood looking plead- ingly up into the tired eyes of his mother, little dreaming of the aching Clucking don’t you heart whose pain was written in her I didn’t know who they were, railroad sta- tion where I waited for my train; but I can see them yet. My heart still warms with the smile that broke through the face, and better still with the happy little grin that dimpled his at sight of it. It brightened the hour for him; it has brightened many hours since for me. For there is something about a smile that radiates in all directions and goes out to other hearts like a wireless impulse across the spaces. Often I look up and down the aisle of a street car or railroad train for a pleasant face. those strangers in the cloud in the mother’s expression on somebody’s face, hoping to find somewhere hap- piness or contentment; or, better still, a real out-and-out smile. I find it all too seldom. t ought to be shining in the home, and I think the mother ought to set the pattern. The ideal mother carries about with her a sense, an outward- shining radiance of peace and happi- ness. I would rather have my chil- dren remerber my sternness of discipline. smiles than my I have in mind as I write two mothers of my acquaintance. The habit of one of them is to magnify to her family every discomfort, every ir- ritation, every disappointment of her day; to relate as if it were a tragedy each small misadventure. Against her in strongest contrast I think of another whose life has been full of real tragedy, but in whose eyes one might look in vain to see abiding sad- Never a sign from her spoils the children’s joy in life. ness. Some women remind me of an old, nervous, fussy hen, clucking constant- ly to her family, carrying on a mono- logue of worry to them, bringing them up in an atmosphere of anxiety. I dare say it is necessary for chickens to be warned and lectured every min- ute about the perils of the world; but I am sure that one who understood hen language could detect something happy in what some of the hens say to their broods, scooting about their feet. A nervous hen makes chickens; a nervous, fussing mother will surely have a family. Charlotte Bronte somewhere remark- ed that ‘a ruffled mind makes a rest- less pillow.” She might well have added, “a ruffed mother makes a rest- less family. Show me a jolly, smiling nervous nervous child, and ten to one [ can trace him back to a mother whose smile is a vital factor in his life. To be sure, there are times when mother is really suffering, either bodily pain or sorrow, when it is nec- essary and good for the family to realize that, and to surround her with sympathy and lighten her burden. But they will do that all the more if she has shown herself normally a radiat- ing center of happiness and cheer. One of the hardest things for us old fogies is to see the youngsters do- ing things that in our youth would have been regarded as utterly uncon- ventional. Well, I can remember that in my girlhood some of the innocent things we did seemed shocking to my parents. How tame these things seem now! They are the wise parents, I think, who, where no real principle is involved, adjust themselves tolerantly to new customs, and play their part in the game cheerily. The happiness that shines out of faces not only reflects the inner state of mind—it helps to make it. I often think that a smile radiates in as well as out, like the sound waves of a bell that not only go out and out in every direction, maybe to the corners of the universe, but also go in and in and in, until the whole heart of the bell is ringing. The maker of smiles gets as much out of them as those who are warmed by their radiance. Prudence Bradish. [Copyrighted 1921.] +> ~~ The Road Hog. I wonder what the road hog thinks, as he goes on his way, detested by all monied ginks, and cussed by night He surely hates the human race, as down the road he and day. swings, and in his heart there is,no place for kindly, friendly things. We have our little carts, and we would sing and smile, if road hogs didn’t pewter break our hearts each quarter of a mile. The road hog loafs along, alas, and when we seeching grins horn, be- enough to pass, he maudlin Around the risky curves he flies, and thinks he is in the swim; the honk our room with scorn. rules that govern decent guys have little weight with him. Some day the fool will break his neck, but ere that day ar- rives, a dozen autos he may wreck, or spoil a dozen Andi as | watch him drive his barge, and weave and spurt and turn, I wonder why he is at large, when there are jails to burn. I wonder why a man is fined ten dollars or ten days, for shooting road hogs and their kind, along the public ways. > It is easier for a father to keep his coin and his boy apart than it is to teach them to stick together. lives. AUTOMOBILE INSURANCE $144,519.31 Paid in Six Months During the first six months of {92, {121 claims, making a total of $787,798.73 have been paid. These claims have been paid to the farmers and business men of the small cities of Michigan. With the increased number of cars sold the hazard and dan- ger of loss increases each year. The Company has grown and developed in organization to take care of the various kinds of automobile claims which include fire, theft, personal injury, prop- erty damage and collision. The farmer or business man driving in any part of Michizan or even in an adjoining state, when he meets with a serious loss, by sending a telegram or telephoning the main office, will receive immediate aid as the Company will recommend experienced agents or attorneys in various cities of Michigan and in all the important cities of the adjoining states. At this season of the year many farm buildings burn and auto- mobiles are destroyed by fire. In fact no other kind of insurance is more important than that of automobile insurance and in no other lines are so many cemplicated claims presented that require the good judgment of experienced officers, agents and attorneys to give the member proper service. The fact that the leading judges, lawyers, bank- ers and farmers of the state are insured in the company are its best recommendation. See Local Agent Today or Write to Citizens’ Mutual Automobile Insurance Company HOWELL, MICHIGAN RATES As low as is consistent with good business and safe underwriting. Live Agents Wanted. MICHIGAN AUTOMOBILE INSURANCE Co. Grand Rapids, Mich. A Stock Company. Wilmarth show cases and store fixtures in West Michigan’s biggest store In Show Cases and Store Fixtures Wilmarth is the best buy—bar none Catalog—to merchants WILMARTH SHOW CASE COMPANY 1542 Jefferson Avenue Grand Rapids, Michigan (Made In Grand Rapids) Conservative [nvestors Patronize Tradesman Advertisers %) * a Co July 13, 1921 Failed To Locate a Copy of Ibid. Grandville, July 12—We awe of the wisdom of the early fathers and revere the memory of those past times, often forgetting that what was wise and very proper for early settler days is altogether out of tune in these late days of sin and reckless expendi- ture of the peoples’ money. I call to mind some of the stories told of the acumen of some of Michi- gan’s early legislators, one in particu- lar who was well up in the fads of the time and yet fell down on some of the simplest idioms of the law. This man aspired to public office. He had made good to a certain extent in his line of business, and, feeling the need of aiding the State at Lan- sing, began studying the law books that he might become posted in mat- ters which only lawyers were sup- posed to understand. In that early day the law was a thing apart from the common herd and the disciple of Blackstone at the county seat was the big man of the community. Only law- yers were supposed to be wise enough to make the laws to govern the peo- ple. Our Mr. Blank, although not a law- yer, felt himself competent to aid in legislating for the common good. Hav- ing acquired a certain fluency of ex- pression, learned at the debating so- cieties of the border schools, he fre- quently borrowed tomes from the lawyers at the county seat and studied diligently, meantime announcing him- self as a candidate of his party for nomination at the coming convention. One day as Attorney Bilson (not his name of course) was sitting in his seven-by-nine office he was surprised at a call from Mr. Blank, who came in with outstretched hand and smiling yet perplexed countenance. “l’m in trouble, Mr. Bilson,” said the caller as he accepted the chair proffered by the lawyer. porry to hear it, sir. do for your” Visions of a big case at law dawned in the brain of the county attorney. His caller was a man of considerable property and lawsuits were of fre- quent occurrence in the new counties. “TV'll tell you, Mr. Bilson,” explained the other. “I have been reading up a bit on common law. You know, a man must understand the ins and outs of the law business in order to help make the laws of the State, and I am, as you know, thinking of becoming a candidate for the Legislature, natural- ly I have looked up authorities here and there and flatter myself that I shall be able to make good. There is only one authority that I have not consulted.” “Ah, yes, I see.” "I was told that here.” oBRe torney. “Tbid,” quickly spoke Mr. Blank. “In some of the books on law I have come across this word. Many im- portant questions that come up the reader is referred to Ibid. Somehow it seems hard to find the book. Clerk Adams told me he thought you had one.” “Ah—ah—yes, yes, I see,” chuckled the lawyer, a twinkle of the eye at- testing his appreciation of the joke. “Well, now, I am sorry, Mr. Blank, but that Ibid you speak about is out just now.” “Do you know if I can find one in town?” ‘Yes, | think you. can. In fact, Mr. Holman, the probate judge, ought to have one. You might try him. If you can’t get it there, you might see if Treasurer Jones is through with mine. I let him have it some time ago. I quite agree with you, Mr. Blank, that Ibid is a very important work for one—quite necessary, in fact, if a man expects to learn the fine points of jurisprudence. I wish you every suc- cess in your aspirations, sir.” With a polite good day the lawyer showed his caller out. What can I I could find Ibid Er—what?” gasped the at- stand in. It was half a mile to the office of the probate judge. Mr. Blank hurried thither, as the date of the convention was near at hand and it behooved him to get in on the latest decisions in cases of law. “And Jack Bilson sent you to me for Ibid, eh?” chuckled the judge. “I see, I see. Now he knew better. I’ve never had Ibid in this office, but—.” “Well, sir?” as the judge hesitated. “Do you know Simpson of the Forks?” “Yes: be is a friend of mine.” “Go to him for his Ibid then. He’s got the only one in the county I be- lieve, aside from Bilson’s. Of course, you might try Jones—.” The caller was up and away. He hastened to Jones only to find him out of town. It was eight miles to the Forks. Mr. “The Quality School” A. E. HOWELL, Manager 110-118 Pearl St. School the year round. Sidney, Ohio € 20 2 2_-fusiness— 3A Aah ee LE S 17 Grand Rapids, Mich. Catalog free. It is airy, fairy, cooling, refreshing and pleasing at with Dunbar Light Opera All this week THE CANDY SHOP A Musical Play in Two Acts. as the songs of early spring. Evenings only. Matinees special singing and pictures. RAMONA trilling through the grove as tuneful and sweet cere rane sanenceonr canaries = 18 MICHIGAN TRADESMAN July 13, 1921 = a - = = - ‘ ert e VSR ry . UCN Michigan Retail Dry Goods Association. President—J. W. Ixnapp, Lansing. First Vice-President—J. C. Toeller. Battle Creek. Second Vice-President—J. B. Sperry, Port Huron. Secretary - Treasurer — W. 2: Kalamazoo. Jones, Tone in Cottons Getting Better. The tone of cotton goods markets has grown better during the past week. There has been more buying and its character has disclosed a clean condi- tion of stocks in many places. The outlook for large advance business is no worse than it was and many mer- chants think it is decidedly better. They are counting on the effect of the steel and railroad wage adjustments and the agreement arrived at to reim- burse railroads for war expenses to gradually renew the confidence of those who must invest in merchandise as in other things. In the meanwhile there are many positive evidences of growing determination on the part of the more important merchants to take up many of the complex problems of the moment for the purpose of settling them. The action in the matter of Cuban dry goods debts is but one of many showing that merchants have ceased to look for guidance only to those who are struggling with political social and other phases of the busi- ness situation. Print cloths and sheetings are not abundantly stocked, so that much of the current business consists of trans- actions looking to deliveries from six to ten weeks ahead. Spot goods are not to be had in volume at prices any- one cares to accept or probably needs to accept just now. The tendency to curtail mill production rather than sell at a loss is a positive influence affect- ing merchants who need goods for their own trade. The sheeting situa- tion has improved in consequence of moderate buying for export, which has been well sustained, and a larger amount of buying by converters and bag manufacturers. No one is looking yet for active buying on the part of jobbers. Percales in special designs in dots and checks continue active and there is a distinctly better movement throughout the country in cotton dresses, wash fabrics and in piece goods for home dressmaking. The improvement in the fine combed yarn industry is likely to be hampered until the automobile industry comes back. In the carded yarn division there are occasional soft spots where buyers can dip in and secure stock at figures under those generally current. All is not well in the clothing trade. Manufacturers find that retailers want lower prices than they can meet and maintain the current wage scales in cutting and tailoring industries. Al- though raw materials for their manu- facturing purposes are reasonably cheap and abundant, and although they are likely to suffer less compe- tition from abroad, they are as yet unconvinced that the trade as a whole can be kept occupied unless produc- ing costs are much modified so that prices for the consumer may be made lower at the beginning instead of the end of a season. It is not easy in these times to retail serge suits at $50 that used to cost but $27.50. Retailers throughout the country are in the middle of liquidation sales. The extreme heat has caused a rush for sheer and light weight attire and they are letting their stocks go at prices that will move them. They are also buying spot stocks where they can find them and in every case where they can make low prices they are do- ing a better business than they looked for. Necessarily the retailers, like other traders, are greatly hampered in profits because of the high costs of doing business and the difficulties of keeping stocks assorted when ware- house supplies are at a minimum. ——_+-- The Pioneer. Iam A fearless pioneer; Nothing daunts me. I am jeered at By men, And smiled at By women, And hooted By small boys, And looked askance at By the whole world, As all innovations have been Since Adam ate the apple And gave the rest of us Appendicitis. I came forth From seclusion About April Fool’s Day; (Some say Appropriately!) And the light that beats Upon a throne Has nothing on My gay reflection. Sometimes I am girdled By rainbow hues, And sometimes I am plain But in any case, I don’t need Any press agent To call Folks’ attention. I am the FIRST STRAW HAT! —_——_+.> Some men whine all the way from the crib to the grave with nothing at all worth whining over. Watch yourself to see whether you ever drop into a whining manner or a whining voice. We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan for Ladies, Misess and Children, 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 request with some interesting in- formation as to the progress of this Theatre. INTERSTATE SECURITIES CORPORATION 431 KELSEY BUILDING GRAND RAPIDS, MICH. We are manufacturers of Trimmed & Untrimmed HATS especially adapted to the general store trade. Trial order solicited. CORL-KNOTT ( OMPANY, Corner Commerce Ave. and Island &t. Grand Rapids, Mich. ee IT’S FAN TIME 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 A UA. N OL aaadddalLldldddddddldddldddddddddddbdbbbbddbbdbddibdd, Prices Radically Reduced FOR QUICK CLEARANCE We offer the following merchandise whereby we place you in a position to compete with any merchant in your town. DOMESTIC DEPARTMENT. 36 Inch Pacolet, Unblea. Muslin -_-------------------------- $ .0814 36 Inch Cabot, Blea. & H. B. Muslin -...-------------------- 141% 30 Inch Crepe Cloth, All Plain Colors __-------------------- 17% 30 Inch Kimonette, Fancy Printed __------------------------ 221% 16 Inch Cotton Crash, Plain or Twilled ____---------------- 0714 18 Inch Absorbent Crash, Heavy White ____---------------- 144% Liss ihh WHOLESALE DRY GOODS PAUL STEKETEE & SONS TT hdd kbd WITTE aaaadédddldlddidddddddddddshdssdidddds GRAND RAPIDS, MICH. WO ciiiuiiiddddidshbdkkskda Topkis Athletic Underwear The nation’s greatest suit to retail for $1.00 They cost you $8.50 per dozen Don’t miss your chance to keep up your Summer Sales. Daniel T, Patton SG Cc ompany GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan Fancy Crepe Be Bs. July 13, 1921 The Mechanics of the Replacement Sale. The timely and forehanded use of the replacement sale is one of the les- sons learned by the retail trade within the last few months. So long as it was vdossible to reduce prices and still make a profit, retailers did so to stimulate sales. But with the almost total disappearance of demand from the public and resultant cancellation by retailers, wholesale markets be- came demoralized. Then retail mer- chants in a desperate endeavor to stimulate the public into buying went into the wholesale market and bought at the lowest possible prices, requiring immediate delivery. These goods a merchant marked at whatever profit his local retail mar- ket permitted. High priced goods of the same character went from his shelves or stockrooms into the sale at similar prices, thus in some in- stances involving a direct loss on the original price, in others loss of no more than the overhead and, in still other cases, providing a slight net profit. On the whole bargain sale, as it was staged before the public, the retailer sometimes stood to clear a much needed profit and under other circumstances—as prices on new goods afforded less recompense for his loss on the old—he merely came out even on the deal. But, given sufficient volume in any sale, he ac- complished his main purpose—avoid- ance of actual loss while disposing of old stocks. While a replacement sale, by its nature, is based primarily on good buying, its distinctive characteristic is supremely good advertising. Pub- licity aims must govern buying as well as the subsequent. selling. It will be well for every small re- tailer to keep in mind the possibilities of the replacement sale during the period of falling prices. Carefully managed, it affords him always an avenue of escape from high priced stocks on the falling market, if not with a profit, at least without a loss. Large cash resources, definite local prestige and creative brains have been utilized in some of the big replace- ment sales, but every city and town has supplied excellent examples of merchandising skill in the replace- ment sale conducted by small pro- prietors. Camillus Phillips. —_—__>+ + Suspenders Coming Into Style Again. Once more the cycle of change de- crees the revival of a good, old stand- by of man’s throughout the ages. In- dications point to the speedy reap- pearance of that tried and true—and stretched — article, the suspender, which we also know as galluses and which our ancestors were familiar with as the gallows. But it is not generally known that this important article is as old as the history of mankind. It is first encountered at the very dawn of his- tory, which means the beginning of the dynastic kingdoms of Egypt, over 5,000 years ago. King Nar-Mer is conclusively proved to have been par- tial to the suspender by his delinea- tion on a slate palette, discovered in the ruins of Hierakonopolis in 1893. Perhaps because it was the fashion to wear the suspender on the outside, MICHIGAN TRADESMAN to be seen by all the world, that made the article rather unpopular with the Greek and Roman nifty dressers, for we do not find much evidence of it in their costumes. But as the centuries rolled on the use of the suspender steadily increased until the middle of the nineteenth century saw them snuggling on the shoulders of prac- tically all male humanity in the so- called civilized countries. The college boy and his belt are said to be the factors which threw galluses into a partial eclipse several years ago. But now there are unmis- takable signs this season that would indicate the 1921 man’s hankering to return to the good, old galluses in regulating the hang of his nether gar- ments. Haberdashers declare they are selling a constantly increasing num- ber, in many cases dozens, where they only sold a few at the same time last year. —_——_>-<. Colors In Millinery. Keeping track of the colors that will be popular from week to week is one of the hardest tasks the buyer of millinery has these days. Although there is a more or less steady call for black hats, the popular colored ones have never before varied so much in so short a time. This is what the forthcoming bulletin of the Retail Millinery Association of America will say about it: “So strong has the lure of black for chapeaux been during the Spring sea- son that its appeal still remains, al- though, of course, now passed in the race for favoritism by the typical mid- summer colors. “As for bright colors, they are more or less a mass of contradictions. One week preference will be given to green, the next week vivid red—the Pall Mall or paradise shade, as it is now called—stands forth. Word has recently come from Paris that there is a decided admiration for orchid manifested by the modistes, but here this shade has yet to ‘catch on’ in a large way. For several weeks hya- cinth has figured conspicuously in the color scheme of American millinery. “Some of the smarter concerns here are showing soft tones of lemon or citron, not so green as the old shade of chartreuse, but with a_ greater blending of the real old-fashioned yellow. Deeper and more glaring are the tones of orange that now and then are given a taste of favor. These shades have cast a shadow on the popularity of blue this season. AI- though Harding and periwinkle blues have been presented, there is little seen of either of them. “Of the dark street shades, black has few rivals this season. Brown, for some time a fad, has literally passed on its way. This leaves the field to navy and black, with the latter far in advance.” ee ee A twenty passenger auto truck transports customers of surrounding towns to and from the Goodnow Pearson Co. store, Fitchburg, Mass., free of charge. Each day the truck visits a different town. The service is advertised extensively in the news- papers of these towns and the resi- dents are informed of special sales at the store dedicated particularly to their own towns. 19 What Makes Your Citizens Telephone Bonds Absolutely Safe? A million and a quarter in First Mortgage bonds are backed by over six million dollars of prop- erty. Earnings directly applicable to payment of in- terest are nearly three and one-half times re- quirements. The Company Produces An Essential Service When you consider these facts you know these 7% bonds are absolutely safe. Price 98 and Interest To Yield 7.20% Maturing in 15% years. Citizens Telephone Company 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, located as follows: Cassopolis—Inventory about $12,000. hardware. Fine stock and great possibilities. 1919, to Dec. 1, 1920, about $119,000. Groceries and Sales Feb. 1, Adrian—Inventory about $12,000. and hardware. Exceptional opportunity. to Dec. 1, 1920, about $147,000. Groceries, meats Sales Feb. 1, 1919, These stocks will be sold at a big sacrifice immediately. Purchaser can step right into a going business. We have two sets of fine hardware fixtures for sale— one at Cassopolis and one at Adrian. These fixtures cost $1,600 apiece and can be purchased at one-half the cost of new. GRAND RAPIDS TRUST CO., Receiver, Grand Rapids, Mich. MICHIGAN TRADESMAN July 13, 1921 L— => — Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. ee Hurley, De- troit. Secretary and Treasurer—Dr. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. Advance in Lemons Failed To Help Grower. El Cajon, Calif., July 8—I note the good turn you gave your readers by predicting the advance in the lemon market several days before the mar- ket started upward. The advance came too late to help many growers. The rise was so unexpected that it caught growers unawares. Had any of us anticipated the conditions, there would have been no such shortage, as our big crop comes from the March picks. Wilson’s veto of the emergency tariff bill discouraged growers and few took chances on picking for a "red ink’ market. So lemons that would have been picked and ware- housed at the packing plants on a tariff gamble went to the dump, the growers losing. The shortage thus caused made another loss for the con- sumers. As usual, the producer and consumer get it in the neck, while the middlemen, railroad employes, pack- ing employes and commission men get their 100 per cent. The passing of that Fordney bill so promptly after March 4 was a sur- prise to all. The fruit importers scrambled to cover by cancelling ship- ments not on seas. The Italian sup- ply thus curtailed, the warehouse shortage, accompanied by the hot spell so early in the season, all contributed to a condition unlooked for and un- provided for. So up went prices, which helped but few growers and stung the consumer, while helping every one else. While a 2c duty on lemons would have been but little help, it would have encouraged the grower to have picked and warehou.ed his’ spring crop in the hopes that a tariff would lessen the importations and that water rates would reduce his freight, so that he would get a cent per pound clear return, and maybe more if exchange improved or hot. spells came on while his crop was still fresh in the warehouse, ready to ship if a recover- ing market was in sight. The spring crop, which is usually picked in March, has always been held in “cure” for hot weather. and goes East in June when in its best condition. Incident- ally, it catches the best demand. This year there was no incentive in sight to encourage a grower to take a chance, so he wasted his crop. Wil- son’s veto has cost lemon consumers millions, with what transportation has lost, to say nothing of the grower’s loss. With the rise in price the last of May, growers who had failed to pick the tree-ripe, over-sized fruit, which had tree-cured, were immediate- ly swamped with independent buyers and shippers, and as the Sunkist peo- ple will not pick tree-ripe lemons for Eastern shipment, this discard was bought up at a cent a pound for “run of orchard” and went East to sting the consumer with a price of $9 or $10 per box! However, it has been some help to the grower, with a big profit to the middlemen. It is doubtful if prices will descend before the fall crop, as there are so few American grown lemons available that can be put in the market in a fresh condition before the September pick, which is small. The October- November pick will be large, unfor- tunately that comes after hot weather and is usually sold at low prices. Wil- son’s veto caused me to sacrifice the crop on 300 of my trees, which I did not pick until after the Fordney bill was vetoed. The 2,500 field boxes I sent to dump would have produced from 1,200 to 1,500 commercial Sun- kist boxes, which are now returning growers of this brand $3.75 per box— over 5c per pound—pre-war prices with a vengeance! It is not generally known to East- ern consumers. that the Sunkist people are so very exacting with growers in handling our fruit. They cull closely and decline to pack imperfect fruit, so that fully 50 per cent. of the grow- er’s crop goes to “by-products” or to independent packers at by-product prices who re-sort it and sell without brand. I imagine the fruit not going into the market is pretty bum if it does not carry the “Sunkist” brand. Another thing that was new to me was the fact that Sunkist fruit is picked before it is ripe and warehous- ed from 30 to 60 days to cure and ripen before shipping. As it takes three weeks to get shipments East, the grower does not get his returns much inside of three months after the fruit is picked. In the meantime everv middleman, from the Mexican picker to the last salesman, has his full hun- dred per cent. for his services. So you see that lemons at any wholesale price under $5.50 per box are a profit to all except the grower. And any price above is a grower’s net return, less some commissions for the extra price. J, Elmer Pratt. 2» ___ An employment reference bureau has been established by the Buffalo Retail Merchants’ Association. It af- fords a complete card index record of more than 25,000 men and women who have been employed in the local retail establishments giving personal characteristics, reasons for discharge or relinquishment of jobs, and other personal data. It is open to examina- tion by the employment managers of the local stores. 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 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 Fiakes Chipso Soap Chips—Star Naptha Powder sEND us orPERS EH JT RJ,D SEEDS WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Piomsent St. nod OT Moseley B:others, Granp rapips, 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 M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables tte a pe cD beget ee diuily 13, i621 How Good a Sport Is the Grocer? The quality of sportsmanship in business has never been so strikingly tested a8 in the grocery trade during thé past yéar. The grocer has been on trial as to whether in a spirt of fairness he is a good loser, and there- fore sufficient to qualify as one en- titled in an open and fair game to win when the cards more happily run his way. The recent round of grocery trade association conventions furnishes an excellent opportunity to observe just what kind of gamblers in the game of e€ominerce the various factors are, and it is to bé generally said in commienda- tion of most of them that they have evidently come through with real fainenéss; sore perhaps, scratched up a bit, but still intact and hopeful and determined. They have suffered— some of them really ser’ ously—but they recognize it all as a part of the product of the times; to be swallowed to-day and laughed about when the sun shines a little brighter a few years or months hence. On the whole, the wholesale as- sociations have displayed a spirit of hopefulness, coupled with a very serious appreciation that the whole- sale grocer and his satellite, the in- dependent retailer, are on trial for their economic lives; that there is a jungle of “irregular” factors growing up in the East; not yet firmly rooted, but really forcing the wholesalers to weed out their inefficiencies and sur- vive only on merit of service eco- nomically performed. To that end the one keynote of the wholesale conventions appears to have been to arouse jobbers to the leakages in loose credits, careless cost knowl- edge, wasteful practices, unnecessary functional work, excessive help and unintelligent competitive practices. Happily, since the days of the Hoover schoolmastership they have had this keenly in mind, with the result that efficiency has already attained a marked and appreciable advance, es- pecially since the hard taskmaster of adversity put the screws on them, If there is virtue in beginning one’s correction at home this is distinctly constructive and hopeful. It will probably leave an indelible imprint on evolution and in some measure mould the future type of jobber, what- ever he may be. It is reassuring to find that jobbers are quite willing to admit the probability that the sur- vivors will be materially different from the jobbing type of to-day and bow to the inevitable. In the case of the retailer, not only National but state, the evidence is less pleasing. There has been in all their conventions a spirit of fault- finding over trivialities and recrimina- tion against other factors of trade, jobbers and chain stores and manu- facturers alike; of failure to observe the evolutionary trend of events and of a persistence to stick to the sordid and narrow consideration of cheapness in buying and sordid margins of profit. Instead of recognizing the chain stores as a development of economics and studying their functions and op- eration with a view to meeting a real competitor they have preferred to be- wail the fact that the manufacturer and jobber sell them on a preferential MICHIGAN TRADESMAN basis, or to cry out in protest, or to invite a sop of similar privilege as the price of quiescence and continued servility. In a matter so palpably due to in- dividual weakness and moral instabil- ity as the cancellation evil they re- fused in their National association to condemn “welching” as immoral and reprehensible in any one and took refuge in a complaisant refusal to condemn the practice by glossing it over aS no worse than the jobber would do if the shoe was on the other foot. All along the line there was the traditional sticking to trivial faults and grievances and the familiar flam- boyant substitute for genuine thoughtful consideration of stern facts and realities. Happily the National retailers did appear to realize the need for a higher type of association official and those chosen offer considerable occasion for optimism. The new president is a man who has shown progressiveness oratory as a and an ability in his own business to meet competition through mercantile ability and real. sportsmanlike spirit. The new secretary is a man of similar type. It is very much hoped that this year the policies of the National re- tailers will be of an order more suited to co-operation with thoughtful lead- ers in an honest effort to steer evolu- tion along intelligent and safe lines than in some past years. —__© 2 @___ Vegetable Immigrants. Celery originated in Germany. The chestnut came from Italy. The onion originated in Egypt. The nettle is a native of Europe. The citron is a native of Greece. Oats originated in North Africa. The poppy originated in the East. Rye came, originally, from Siberi . Parsley was first known in Sardinia. The pear and apple are from Eu- rope. Spinach came from Arabia. The sunflower was brought from Peru. The mulberry tree Persia. originated in The horsechestnut is a native of ‘Tibet. Cucumbers came from the East Indies. The quince came from Crete. The radish is a native of China and Japan. Peas are of Egyptian origin. Horseradish is from Southern Eu rope. >> When asked what printed matter sent by the manufacturer was worth the most, the grocer showed the en- quirer a little, three-leaf folder, print- ed in attractive colors, inexpensively made up. On the outside folds a little girl held her plate beneath a giant spoon from which molasses dripped. Turning back the _ other folds disclosed two funny rabbits holding the spoon. The inside pages reproduced five interesting recipes in full color. This, said the grocer, was the most popular folder of the year because it supplied information with- out talking to death in type. ee If there was ever a time when you needed to advertise well and liberally it is now when business is getting a start toward better conditions. eae eer Blanks for Presenting LOSS AND DAMAGE or OVERCHARGE CLAIMS, BARLOW BROS. Grand Rapids, Mich. and other Transportation Blanks. 21 — THAT Give 100 Per Cent PLUS SERVICE ALL KINDS, SIZES. COLORS, AND GRADES. ASK FOR SAMPLES AND Prices. THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO alesbook' MECRAY REFRIGERATORS for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No. 72 for Grocery Stores No. 63 for Meat Markets No. 75 for Florist Shops McCRAY REFRIGERATOR CO. 2144 Lake St. Kendallville, Ind. Watson-Higgins Mlg.Co. GRAND RAPIDS. MICH, Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended _ by Merchants NewPerfection Fiour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks SOLOS 2USES GN 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 brands. bought. GRAND RAPIDS “Quality must be first.” 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 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 JUDSON GROCER CO. Wholesale Distributor MICHIGAN 22 MICHIGAN TRADESMAN July 13, 1921 es ~~ x = — — — pa — — — = _ STOVES «*> HARDWARE | 7 AS Michigan Retall Hardware Association. President—Norman G. Popp, Saginaw. Vice-President—Chas. J. Sturmer, Port Huron. a air J. Scott, Marine ty. Treasurer—William Moore, Detroit. How To Increase Your Aggregate Sales. Written for the Tradesman. Business conditions the last few years have probably militated to some extent against good salesmanship. We had a seller’s market during the war time afterward; and the hardware dealer, far from hav- years, and for some ing to put forth much effort to sell things, was hardest put to explain why it was impossible to get just what his customer wanted. Far from having to push quality goods, the quality article was in keen demand, and the cheaper article was passed contemptuously over. In fact, the normal, pre-war condi- tions of doing business were com- pletely reversed. The hardware salesman who real- ized that these war conditions were merely temporary, and who refused to let his salesmanship grow rusty from disuse, was wise in his day and gen- eration. For we are coming to the salesmanship of a high keep our ag- gregate turnover up to the mark, and when the “Push the qual- time when order is necessary to old axiom, ity goods,” is again heard in the land. IT was talking the other day with a merchant regarding changed condi- trade. He “ioast various grades of hammocks, We had a tions in mentioned ham- mocks. stocked up to $12 each. year, he said, “we cheaper line up to, say, $6. Buyers when we ) showed them the $6 line said con- temptuously, “Haven’t you something expensive?’ The result was, we high left with the more priced ham- cleaned out our mocks and were cheaper lines. This year we find that the $6 hammock, or less, is quite expensive enough to satisfy buyers. There is but methods we are no demand for something better; with good selling getting rid of even the $6 article, al- though something around $4.50 is in more demand.” We are getting standards of salesmanship. back to normal The sales- from now on, have to earn . s man will, his salt. To any salesman worth his inspiring in make demand on his selling capacity. salt there is something the return to conditions which some factor Suggestion is an important in salesmanship. I remember an in- cident that occurred in my experience years before the what I good salesmanship. some war. it is typical of always considered A young married couple were out shopping, and among other articles they wanted was a double chopping knife. It retailed in those days at about 25 cents; and the single chop- ping knife at 15 cents. They went to first one, then another hardware store, and found nothing but single chopping knives and ordinary order- takers behind the counter. At a third hardware store an enterprising junior varied the program. “What you need,” he said, “is a food chopper. I'll show you one.” The customers protested that it was more than they wanted to pay. There were three at $125 S175 and $2.50, as I recollect. “Well, it won’t hurt to look at it,” said the salesman, smiling. “I’ll show you how it works.” He fastened the medium sized chopper to the edge of the counter, and showed how it worked, and explained the uses of the various blades. The upshot was that, where clerks hardware stores had of double chopping knives through not having them in stock, the third clerk—using intelligent sugges- tion—made the inability to fill the or- iginal request a stepping stone to a $1.75 sale sizes, in two. other lost sales That was a good instance of the in- telligent use of suggestion to help in- crease the aggregate sales of the hard- ware store. Just now, price seems to be the great consideration with most shop- pers. This condition is, perhaps, more accentuated now than it was in The buying public is looking for bargains—having regard to price. It has been “fed up” to a certain extent on quality goods; pre-war years. solely and there has been a pronounced re- action from the buying of high priced. direction of seek- ing the lowest-priced goods that are to be This reaction articles and in the had. according to the but the salesman was, psychologists, inevitable; will not allow extreme reaction in this di- wide-awake hardware rection to run rampant without some effort to counteract it. The salesman needs to preach, in season and out of the sound doctrine that qual- ity goods are the cheapest; that a low priced article is not necessarily a bar- gain; and that best bargain is the article which gives the largest pro- portionate value for the money. That line of selling argument may not re- season, the ceive much attention from buyers right now; it should not be used to such an extent as to antagonize cus- tomers; but, used tactfully, it will help in the long run to educate the public back to an intelligent attitude toward prices and values. advan- can be used to in two ways. Suggestion The first is to sell a higher priced article in place of a cheap article of a different kind; or to sell a quality article in place of a tage low grade article of the same kind. The: second is to suggest the sale of something which the customer has not asked for, but which the salesman has reason to suspect he needs. Suppose, for instance, you have sold an order for exterior paint. The customer in this instance is going to do his own painting. A good many salesman, having sold the paint, will be tickled at having booked a big order and added that much to the week’s aggregate sales. The wide- awake salesman will follow up the paint sale proper by enquiring if the purchaser needs brushes or other ac- cessories. The sale of brushes may be, relatively, a minor matter; yet it will add a little more to the selling aggregate. Here, too, is a chance to talk qual- ity in tactful contrast to price talk. It used to be an accepted rule of good salesmanship to show the high Sand Lime Brick Nothing as Durabie Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof : Warm :n Winter Cool In Summer Brick is Everlasting Grande Brick Co., Grand_,Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-J.ansing Brick Co., Rives Junction 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. Sadderly Hardware, Blankets, GRAND RAPIDS, Brown & Sehler Co. ‘‘Home of Sunbeam Goods’’ Manufacturers of HARNESS, HORSE COLLARS Jobbers in Robes, 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. Summer Goods, Mackinaws, MICHIGAN July 13, 1921 priced article first. Follow that prac- tice. If a customer insists on a low priced article, let him have it; for he is the boss. But let him see what you have, and do what you can tactfully to educate him to the salient fact that quality is quite as important as price, and that. the higher priced article is often the best bargain in the long run. There is a difference between tact- ful suggestion, however, and bald in- sistence. A shopper was_ pricing brushes. The salesman showed a first class article. “Can you show me_ something cheaper?” asked the customer. “With pleasure,” returned’ the clerk. “But if you’ve a few. minutes to spare I’d like you to examine these brushes, while I’m finding you the cheaper kind.” The customer examined the first brush; then the clerk produced the cheaper article. “This is a good brush,” he said, frankly, “but you can readily see that there’s a difference. You will get longer service and bet- ter satisfaction with the higher priced brush.” In that case, the customer bought the better article. But even the cus- tomer who might insist on the cheap- er brush would not be antagonized by the salesman’s tactful presentation of the quality argument; and quite likely the little quality demonstration given then would have its influence on future buying. There are many opportunities to the wide-awake salesman to use sug- gestions to good advantage. One sale can be made to lead on to another— in fact, to many others. A good stunt is for salesmen to call attention to novelties or new lines just stocked. Quite often all these lines need to start them moving is a little suggestion of this sort. Or- slow-moving lines can often be stimu- lated by bringing them to the front and suggesting them to customers. Tact should always be observed in making such suggestions; and with this proviso the use of suggestion should materially help in developing new business. Victor Lauriston. +. Hot Weather Rules for Work Horses. 1. Load lightly, and drive slowly. 2. Stop in the shade if possible. 3. A sponge on top of the head, or even a cloth, is good if kept wet. If dry it is worse than nothing. 4. Water your horse as often as possible. So long as a horse is work- ing, water in small quantities will not hurt him. But let him drink only a few swallows if he is going to stand still. 5. When he comes in after work, sponge off the harness marks and sweat, his eyes, his nose and mouth, and the dock. Wash his feet but not his legs. 6. If the thermometer is 75 degrees or higher, wipe him all over with a damp sponge, using vinegar water if possible. Do not wash the horse at night. 7. Saturday night, give a. bran mash, lukewarm; and add a table- spoonful of saltpetre. 8. Watch your horse. If he stops sweating suddenly, or if he breathes short and quick, or if his ears droop, MICHIGAN TRADESMAN or if he stands with his legs braced sideways, he is in danger of a heat or sun stroke and needs attention at once. 9. If the horse is overcome by heat get him into the shade, remove harness and bridle, wash out his mouth, sponge him all over, shower his legs, and give him two ounces of aromatic spirits of ammonia, or two ounces of sweet spirits of nitre, in a pint of water; or give him a pint of coffee warm. Cool his head at once, using cold water, or, if necessary, chopped ice, wrapped in a cloth. 10. If the horse is off his feed, try him with two quarts of oats mixed with bran, and a little water; and add a little salt or sugar. Or give him oatmeal gruel or barley water to drink. 11. Clean your horse at night, so that he can rest well, and clean him thoroughly. The salt dandruff dry- ing on his skin makes him uncomfort- able, and often produces sores under the harness. 12. Do not fail to water him at night after he has eaten his hay. If you don’t he will be thirsty all night. 13. If it is so hot that the horse sweats in the stable at night, tie him out side, with bedding under him. Unless he cools off during the night, he cannot well stand the next day’s heat. ee ae Stainless Spoons. The housewife may now, for the first time, buy stainless and rust-proof spoons and forks. They are made of chrome steel and are rather expensive, but have the advantage of needing no polishing. Not long ago it was discovered that ordinary carbon steel could be render- ed proof against oxidation and also against acids by introducing into it 13 per cent. of chromium. The idea of utilizing it for cutlery was obvious enough, but the first efforts made in that direction met with serious ob- stacles. Eventually, however, they were solved, and so-called “stainless” table knives have already become familiar. The chrome steel is extremely hard and cannot be forged by hand in the time-honored fashion known to cut- lers. It must be hammered out with a power hammer. Its rustproof quality makes it avail- able for many uses, and it is now cast into stair rods, fireirons, stove grates and other articles for the household. Automobile parts are being made of the same material. The problem of producing satisfac- tory spoons and forks of chrome steel did not find a solution until very re- cently. It is claimed for them that they ar far better than electro-plate, being machine-polished and retaining their gloss indefinitely without clean- ing with anything more than soap and water. —__> 2 ____ In the hardware section of Simon’s Departmnt Store, in Portland, Ore., the yearly paint turnover was increas- ed from three to twelve times by the simple expedient of placing the nail bins beneath the paint counter. When- ever nails are sold, paint is offered, and in one case out of every five, sales of paint are made in this way. 23 a ~ Do You Runa Warehouse or a Store? [IF it’s a real store your goods ar The floor is clear and not clut saving the time of your clerks motions. The Dayton Display Fixture is e attractively displayed. tered up. And you are and eliminating useless a silent salesman that often doubles the sales of fruit and vegetables shown on it. It quickens turn-over and prevents spoilage. clerks’ time. And it makes your boxes or baskets can be inserted It is the best investment yo It saves store look neat! Either at bottom of rack. u can make! Write today for literature and payment plan. Patented The Dayton Display Fixture Company DAYTON, OHIO Tear Off This Coupon and Send it In Now! Gentlemen: Without obligation to me please sene Dayton Display Fixture, and letters from 1 me literature describing the grocers who have doubled their volume on vegetables and fruits by using it. Name Street City 24 MICHIGAN TRADESMAN July 18, 1922 Annual Meeting of Supreme Organ- wation of U. C. Tf. Grand Rapids, July 6—Delegates to the thirty-fourth annual session of the Supreme Council, United Commercial Travelers of America, began to arrive in Columbus, Ohio, as earlv as Sun- day, June 26, although the meeting did not formally open until 10 o’clock Tuesday morning. On Monday, how- ever, the Secretary-Treasurers’ As- sociation held its annual meeting and several matters of importance were under consideration. Six minute talks Walter M. Winn, were made by New York; Albert Triplett. W ashington, D. Ce A Killip, Rochester, N. Y.; Charles H. Spencer, Pittsburg, Penn.; 7. Price, Beatrice, Neb.; P. G. Newkirk, Okla- homa: |. Hugh Foster, Illinois; L. G. Everson, Wisconsin. Walter D. Murphy, Supreme Sec- retary, John A. Millener, Supreme At- torney, C. V. Holderman, Supreme Sullivan, were present and dressed the gathering. and W. |. Supreme Conductor, J unior Counselor, ~1, « eacn ad In the afternoon, officers were elected for the ensuing year as fol- lows: President—L. G. Everson, Milwau- kee Vice-Presddent- A. }. Killip, Ro- C Secretary-Treasurer—H. T. McCrea Page—M. J. Roberson, Birming- Executive Committee — Samuel Rindskoff, Detroit; W. J. Sullivan Chicago; G. Pritchard, Indianapolis; C. J. Johnson, Lakewood, Ohio. The annual report of the Supreme Secretary disclosed a total member- ship of 104,900, distributed among the j ] ] various jurisdictions, as follows: Minnesota, North Dakota ._.-__ 7,619 Koeos LLL i600 C8 Zi mouth lawota _... C8 Wisco sin ee a es ass ae ae ee oe 4923 Ohi... (oe ees N« “bri aska si 5s i sais eee dee cs aoe ara oes aon sla nari 2.350 Michieae 2 CU ae In Ve SC New Pagtgpd Ree Man., Sask., Alta oe 289 Miccont . Montana (tah. Idaho __.__.__ Ilinois RIOT oe ee mm ID Ue Coho DP 9 a SeMnecERe oo LS Ky. Va, W. Va. Md. D. CC... 6412 Colorado ce ey ts New Vorr CO (re = Wasn, Bt. 1,884 Oklahoma ae Arkansas Poe Pennsylvania ‘ 5,298 Texas : _ 2.340 The ¢ arolinas ba as 2. 178 Georgia, Florida eo LeU \labama 870 Mississippi, Louisiana —- Ze New Jersey, Delaware 741 lohn T. Reese, Past Grand Counse yr, ¢ lowa eside at the memo Yla service MO ot Supreme (ov elo } 1ersol w hx died here Ma cn 30 The question of securing railroad mileage books at a reduction in rail- road fares was brought up vesterday hi o, secretary and ’ the International Federa- tion of Commercial Travelers’ organ- izations. He spent Monday in Wash- ington in conference Senate Commerce bills in which, authorize railroads to issue 3000 to 5000-mile mileage t with the committee on Interstate 1 ’ } and reported that there are 1 houses ot Congress now, if passed, will book POOKS pas- bee at co Der CEN. undGer tae prescn senger fares. The Federation, senting 652,000 traveling men, has in- dorsed the bills. \ strong resolution urging the im- mediate enactment of bills now be- fore Congress authorizing railroads to issue 3000.to 5000 mile mileage books at 25 per cent. under the regu- lat Passenger tares was adopted by the convention Friday morning. Tele- grams containing the resolution were immediately sent to the chairmen of the interstate and foreign commerce committees of the house and senate at Washington. The supreme council al- so endorsed the campaign for the Near East relief fund, and the delegates pledged themselves to have herr re- spective councils work for the fund in their communities. The erection of a new headquarters building for the United Commercial Travelers of America on the lot owned by the organization at Park and Russell streets was postponed for another year. When the tentative plans for a new two-story and base- ment building were reported to the Council by the Supreme Executive Committee, approval of them was denied and the committee was _ in- structed to prepare new plans and specifications for a much larger build- ing. The new plans will be submitted to the Council next year at its annual Many delegates objected to the proposed location of the building, desiring that it be located elsewhere in the city. The Council authorized Fred A. C. Cox, Winnipeg, Canada, the chief agent there of the United Commercial Travelers, to conduct an extensive membership and organizing campaign in that country. There are between 30,000 and 40,000 members of the or- der in Canada. session. Election of officers resulted as fol- lows: Supreme man, Tenn. Supreme Junior J. Roesser, Mo. Counselor—C. V. Holder- Counselor—Frank Supreme Past Counselor—George E. Hunt, Mass. ce Secretary — Walter D. Murphy, Ind. Supreme Treasurer—James C. bitt, Ohio. Supreme Conductor-—-W. J. Ill. Supreme Page—Wm. Supreme Sentinel- is. Executive Carthy, Ohio; Chas. Nes- Sullivan D. Mowry, Kan. -Fred L. Wright, Pagar Pr Mice A. Hebbard, N. Y. Supreme Surgeon—E. W. Euans, Columbus, Ohio. ip oon Attorney—John A. Millen- Roche StCT, N. Y "ie cre elected by the Imperial Or- } der of Bagmen, the social auxiliary to the order, include: Channing E., Jones, Columbus, president; R. F. Dayton, generalissimo; T. B. Lewis, Atlanta, Ga., viceroy; W. S. Lawton. Grand Rapids, Mich, prime minister; E. A. Savage, Mil- waukee, master of ceremonies; A. H. Sommerville, Parker, Worcester, Mass.., chief of guides: W. J]. Sullivan, Chicago, cap- tain of guards; W. W. Harding, Tex- arkana, Ark., caliph; Jr., Philadelphia, Bremer, inside gate keeper; LL. J. Price, Sioux City, 1a., outside gate keeper, and Louis Wirth, Cin- cinnati, clerk of records and revenues. Walter D. Lawton. 2. Lewis Children’s toys survive from. the most remote periods of man’s life on Egypt, yielded numbers of curi- them enough to have jointed arms. recently it earth. Ancient Greece and Rome have modern More | 6 i: has been the province of France and Germany to ous dolls, some of introduce novel toy products. A certain Paris- ian prefect of police, named Levine, all the street letermined to who controlled hawkers in Paris, encourage Parisian toy makers and organized a highly successful competition for toys to cost from a penny to 25 cents. A competition might not be within the province of a New York commissioner of police, but it would forth simular certainly call terial. interesting ma- HOTEL WHITCOMB St. Joseph, Mich. European Plan Headquarters for Commercial 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. Men Western Hotel} BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. Rates reason- able. ‘WILL F. JENKINS, Manager. PARK PLACE HOTEL Traverse City - Michigan The Leading All the Year Around Hotel of Northern Michigan Hot and Cold Running Water In ali Rooms Local and Long Distance Phones in the Rooms Suites with Private Bath W. O. HOLDEN, Manager OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mer. Muskegon i=3 Michigan 139 141 Monroe St Both Phones GRAND RAPIDS, MICH. The Newest Well Known for in Grand Rapids Comfort and Courtesy HOTEL BROWNING Three Short Blocks From Union Depot Grand Rapids, Mich. 150 FIRE PROOF ROOMS—AIll With Private Bath, $2.50 and $3.00 A. E. HAGER, Managing-Director PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo | European Plan $1.50 and Up ERNEST McLEAN, Manager CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES } $7) up with bath CAFETERIA IN CONNECTION Rew Hotel Mertens Rooms without bath, $1.50-$2.00; with shower or tub, $2.50; Meals, 75 cents or a la carte. Wire for Reservation. A Hotel to which a man may send his family. 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. RIN aT 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. . 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 Consolidated Railroad ticket offices. Citizens Phone 64-509 Bell Main 554. W. S. NIXON, City Passenger Agent. With Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST Graham & Morton SS) bq ‘ SEIS — ] a ee os TSE a woes pe. xr (eae casa a Se — o a ee ae &, L City Ticket Office PANTLIND HOTEL Tel. Citz. 61111; Bell, M 1429 Lv. Chicago Daily 10:45 p. m. & Sat.’s 1:30 p. m. Chicago time. Lv. Holland Daily Except Sat.’s 9:30 p. m., Sat.’s only 1:45 and 11:30 p. m. G. R. time. CHICAGO $ 4-35 Plus 4 War Tax DAILY Michigan Railway Lines Daily Except Sat- — Ss 9 p. m. ~ a & 10:20 R. time. Tel. Citz., 4322; ecu, . 4470 FREIGHT TO AND FROM CHICAGO and All Points West Daylight Trip Every Saturday. Boat Train 1 p. m. G. R. Time July 13, 192i Critical Conditions Which Confront the Retailer. Cadillac, July 12—-Years ago, when the hanging out place for the entire neighborhood was in the store where they bought their tobacco, shoes and shirts, there was little need for a mer- chant to do more than wait on the trade that came to him because he had little or no competition, and his customers had no other place to buy, but to-day the live merchant is not waiting on trade. He is hustling out after it in every conceivable way through advertising, personal solici- tation, well dressed windows, prompt delivery service and any and every approved method to entice and induce people to come to the store; in ad- dition to all this the wise merchant is a member of the association repre- sentative of his line of business, in order that he may help to correct the many things that assail the retail busi- ness in the form of legislation, mail order, chain store, unfair advertising and many kinds of competition that hinders the progress of honest mer- chandising. Michigan’s contribution to one mail order house for the first six months of 1921, based on their sales for June, 1920, amounts to the enormous sum of $2,520,000. If the overhead expense of this mail order house is 30 per cent. the gross margin on this volume of business would be $756,000. With net profits of 5 per cent., the vast sum of $37,800 is leaving Michi- gan to build churches, Y..M. C. A.. Yo W. C.) AL schools and do. the other work that must be done from net profit of business established in the State. These figures illustrate only one mail order house and when rounded up with all others, as well as chain stores that have their main offices located in some other city, is it any wonder that the average retailer’s ex- pense is climbing to the point where his customers find his prices in some cases higher than they should be? You know these conditions exist. The question is, how are we to handle them? Can we do it as individuals? No, a thousand times no. Can we do it collectively? We most surely can, but it takes the united efforts of you, Mr. Reader, as well as other men who are engaged in mercantile business. If you are interested in the prosper- ity of your community, you will join hands with those who first feel this lack of trade and help overcome this condition just as quickly as possible. Our good friend, the editor of this paper, Mr. Stowe, has suggested that your membership in the Retail Gro- cers and General Merchants Associa- tion of Michigan will be the first step in the right direction, as the officers of the Association are developing plans for solving the problem, the expense to each is not much, but it means big returns in your business. The fee for joining ranges from $5 to $25, depending on the volume of business done, and the annual dues are only $2.50. The Secretary at Cadillac, will be glad to send you a copy, of the by-laws and will also put you in the way to successfully keep a lot of this business at home. At a recent meeting of the Cadillac Merchants Association, many im- portant matters were discussed rela- tive to the proper way of keeping business at home. One of the pleasing features of the evening was an exceedingly instruc- tive address on the business of the retailer by A. Wakefield, of New York, of the General Chemical Company. Mr. Wakefield gave in very plain language the way that every business was dependent on the success of the retailer and it was the purpose of both manufacturer and jobber to dis- tribute their goods through this channel. For this reason both lines were anxious that a retailer employ the best known methods of merchan- dising, in order that he might meet the excessive competition of chain MICHIGAN TRADESMAN store, and mail order houses in a positive and efficient manner. We wish to say to readers of the Tradesman that if you get an oppor- tunity to attend an address given by Mr. Wakefield, do not miss the chance as he will give you some pointers that mean dollars in your business. J. M. Bothwell, Sec’y. —_----__ Gabby Gleanings From Grand Rapids. Grand Rapids, July 12—Sidney F. Stevens (Foster, Stevens & Co.) ran up from St. Joseph Monday and de- voted the day to business matters. P. G. Larrabee, the coal salesman, leaves to-day via automobile for Syra- cuse, N. Y. He will proceed on to New York City and New England, returning home through Ontario. He is accompanied by his wife. Henry J. Vinkemulder recently dis- guised himself by shaving off his mus- tache. He has about completed the construction of a bungalow at White- fish Lake, 35 x 45 feet in dimensions, equipped with all modern conven- iences and sanitary appliances. German labor is opposing the com- pulsory 8 hour day. It wants to work longer—9 hours or 10 hours—and make more money, just like a man who owns his business. It does not figure on spending many daylight hours in idleness. For this matter, it has always wanted to work and al- ways has worked. Industry built Germany. War broke her. But in- dustry can build her again. Along with its other troubles, the new tariff bill is in bad odor with the perfume manufacturers. Profit and profits are what we are all seekine, whatever our occupations or daily lives may be. We seek it in business, profession, learning, art, travel, religion, social relations, pa- triotism. We are all for those things which conserve sound government, yield legitimate opportunity, promote industrial and social welfare, bring content and open the ways to the fruits of ambition. Why? Because we see in them not only those things which are right, but the profits of life in all its phases. We want those profits, and it is right that we should want them and be glad to work to get them. The old oaken bucket contains many a typhoid germ. In dry times drink- ing water often becomes highly dan- gerous if not boiled before taken. People who stop by small streams for picnic dinners and drink water of whose purity they know nothing, take great hazards. The general attitude toward sales- men is scarcely that of appreciation. Seldom indeed does a salesman re- ceive a vociferous or hearty welcome from a busy buyer or _ purchasing agent. Yet the salesman is the mis- sionary of the business world. He carries to rural nooks and out-of-the- way places a knowledge of its latest achievements. He is a constructive force to the betterment of civilization, progress, and improved business con- ditions. Few will dispute that the American salesman has exerted one of the most important influences on the upbuilding of American business. Gradually the wide-awake business man is taking cognizance of the ele- ment of good exerted by salesmen, and no longer does his visit mean the prospective wrestling match between seller and buyer. His calling now represents something more than the advent of a shrewd fellow trying to dispose of something, whether it is needed or not. The old type sales- man, who was a good fellow-well-met, and combined with it the shrewdness for keen bargaining, is rapidly pass- ing, being replaced by the man who not only has something to sell but service to render. A modern trained salesman enters the selling market more as one who has service to give than as one who has goods to sell. In fact, there is abundant reason for the assumption that his greatest value, both to his employer and his pros- ——_+ 2. pective customer, lies in his ability to render service. A meeting between a salesman who is eager to be of service and knows how best to render it, and a customer or prospect who is cordially receptive toward such an attitude, makes for the ideal com- mercial transaction—mutual pleasure, mutual satisfaction and mutual profit. —_>--~-___ Interesting Observations From Boyne City’s Philosopher. Boyne City, July .12—Boyne City was certainly entertained on inde- pendence day. The day was a busy one and one could find something interesting every minute, from the start of the parade until the last flicker of the fireworks at 11 o’clock. There was a fine display of floats by the business houses. They were all so good that it was difficult to award the prizes. All the usual stunts, in- cluding a close and exciting ball game, were staged and everybody went home apparently happy, al- though the heat and fatigue gave more or less of an edge to some of the voices we heard in the gloaming. No accident marred the enjoyment of the day and the weatherman was kind in that he withheld the usual 4th-of-July down-pour. We hope that when it comes our turn to en- tertain Charlevoix again that we will be equally fortunate. The Michigan Transit Co. has be- gun the building of a warehouse on the city dock at the foot of North street and we are encouraged to think that a steamer of that line will make this a port of call for the remainder of the season and also that the hun- dreds of tourists who see beautiful Pine Lake from the steamer’s deck will carry away with them a desire to see and enjoy more of its refresh- ing loveliness. Our abnormal spell of heat was broken last Thursday by a most wel- come rain. Not the deluge kind that floods and tears everything to pieces, but a gentle downpour, every drop of which went to refresh the thirsty soil. We had one of the former kind three weeks ago and the street com- missioner and the Electric Co. have not yet fully recovered. When the elements deposit 3% inches of rain in three-quarters of an hour, it gets things moving. We have been looking for some of the experts in economics, who have held forth so learnedly about the whys and wherefores, to hit upon one of the great causes of the out-of-a-job condition that now prevails. It does not seem to have occurred to any of them that the shortage of help, coupled with the wage demands and independableness of the worker, has resulted in putting a large percent- age of pre-war workers out of a job permanently. In every form of in- dustry, processes have been simpli- fied, machines perfected and combin- ed, to the permanent elimination of hand work or manual attention. In every walk of life, the substitution of machinery for man power, and even man brains, has gone on. Even the household, that ancient strong- hold for manual labor, has been ruth- lessly invaded until the man, who in former times was obliged to support trom two to half a dozen women, has been relieved from the financial bur- den, and his better half from the physical burden. The farmer can farm better with less than half the help and the manufacturer is almost, if not quite, as much benefited. Time and space will not permit going ex- haustively into this phase of our eco- nomic condition, but we would be mightly pleased to see some réal fig- ures on this subject. It is a condi- tion that is coms to work out for the betterment of everybody. Better wages for the worker, not, perhaps, in money, not in a constantly chang- ing commodity, but surely in the pur- chasing power of a day’s work, which is the only criterion of prosperity. Maxy. 25 Will Soon Be Packed To the Gates. Petoskey, July 12—Never before in the history of Petoskey has there been so many summer guests in Pe- toskey and Little Traverse Bay re- gion, and if correspondence emanatin from every point of the compass i a correct indication this city will be packed to the gates by August 1. Fortunately, the Flint Hotel and several other smaller hotels have been re-opened and these have greatly ex- panded our housing facilities. Mer- chants report I g i > unexcelled business. Work has begun on Petoskey’s new water supply and, barring mishaps, September will find the.new system in operation. The Chamber of Commerce will, in all probability establish within a fev days a free public market on proper- ty adjoining the Pennsylvania freight house. This is very centrally located and promises advantages not enjoyed before to both rural and city resi- dents. From Texas to Maine—from New York to California—every state in the union is represented by the license tags attached to automobiles every day, occupying the traffic lines on Petoskey streets. To accomodate the fast growing number of these parking lines have been extended into the residence districts. Fishing in the lakes and streams near Petoskey is reported the best in many years. Almost every day a prize catch—a twelve pound pike the latest—is displayed in McCabe & Bohem’s store window. J. Frank Quinn. aancsssncramneantiiiaiettiiipinaceiiresncnnmmemni Mercantile Picnic at Lowell July 21. Alto, July 12—The next meeting of the Merchants Mutual Benefit As- sociation will be held at Lowell, Thursday, July 21. At this time our annual picnic will be held. It will be an all day session and something doing every minute. Lowell has many natural advantages for a big enter- iy Island island lying 1ected by foot bridges tainment of this kind, Park, a beéautiiul hit in the river, co1 from either side and covered with large trees furnish intense shade all day long; also Recreation Park, the prettiest base ball diamond and drive in Western Michigan; and, last but not least, this is the home of our hustling President, Mr. M. N. Henry, who, it is said, has eleven children and a smile for every one. Do not forget the date—Thursday, July 21—-and make this the largest picnic ever. Charles E. Secy. M. M. BE. A. ooo Don’t Get Discouraged. The darkest hour in your career whicn Brown, may be just before you step into the brightest hour. Changes come quick ly. Moves are made rapidly on the checker-board of business. Be pa- tient. Your time will come if you have the stuff in you. Success con- sists in remembering to steer clear of a mistake you have once made. Success means the ability to over- come obstacles and reverses. Suc- cess comes to those who move for- ward, be it ever so slowly, so long as you advance some. Held your head up, aim high, clench your fist. Set your jaw firmly, and push for- ward with a determination. Let your watchword be I will. a The thing that makes a store a real success is having customers feel like coming back again and again. It is difficult to get and keep the best type of salespeople in a store where the proprietor tries to do busi- ness with old-fashioned equipment. Good employes gravitate to the mod- ern stores. The toilet goods and drug sundries departments is looked on in many stores as one of the main trade mag- nets. “American women are going wild over fine scents and refined’ cos- metics. Lines that were considered high priced and exclusive a few years back are now popular,” according to the experience of the manager of one of the largest toilet goods depart- ments in New York. The popular hour for this kind of shopping is around four o’clock. The demand for perfumes is not confined to New York nor the East, but is also general throughout the West. ——__>- + Men cannot live without eating nor eat without working. Source of Well-Known Words. Philology is one of the most in- teresting subdivisions of history. The history of words—their origin and journey down the ages until we make their acquaintance—is fascinating. In such a commonplace subject as the names of the different fabrics from which clothing is made, for instance, there is a whole volume of history, with now and then a bit of biography thrown in for good measure. Take that good old-fashioned stuff, calico, of which the aprons and dress- es in our mothers’ and grandmothers’ days were made, before it was widen- ed and starched and dubbed percale. Centuries ago there was on the West- ern side of the Indian peninsula a great city whose principal industry was the making of cotton goods printed in colors. Calicut was the name of the city, which had a splendid harbor, handsome palaces and magni- ficent pagodas. Its citizens were strong and soldierly enough to repel twice invaders who tried to capture the city and learn the valuable secret of its printed cottons, for the fabrics of Calicut were highly prized by other countries. The dropping of the final consonant left the word “calicu,”’ which in course of time be- came the “calico” of to-day. Muslin is another word of Eastern origin. This comes from Mosul, an old city of Mesopotamia, famous long ago for its delicate cottons, so thin that a whole breadth might be drawn through a lady’s fiinger ring. Accord- ing to the famous Venetian traveler, Marco Polo, the caravans of Mosul 9 Chocolates Package Goods vi Paramount Quality and Artistic Design “DOUBLE A” MALTED 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 13, 1921 brought the wonderful muslins to Bagdad and Aleppo, whence the Eu- rope of the Middle Ages was supplied. The flowing veils of the ladies of the period were of fine muslin, brought over sea and desert from Mosul. A second group of favorite cotton fabrics comes from France. We call one “cambric,” and again the name all but repeats that of the place where it was born—Cambrai. When Julius Caesar was carrying on his campaign in Gaul, it was one of the chief cities of that warlike tribe, the Nervii. Later Charlemagne fortified it strongly. It has had many kinds of prominence down the centuries right up to the World War, in which it was very much in evidence, but for nothing is it better known than for the perfec- tion of its cotton fabrics. In Brittany is the little city of Guingamp, whose cotton weavers hit upon the idea of dyeing the thread before it was woven, and then placing it in the loom so that it would form a pattern of stripes or checks. To these artists of long ago we are in- debted for the gay, dainty ginghams which are so popular now, and again the name of their native city has been attached to their handiwork. Tulle, the delicate, open-mesh lace which is such a favorite for and light draperies, takes its name without changing a letter from a city in the South of France. As India and France have named our cottons for us, so England has named the more substantial woolens. About the year 1330 the woolen ‘trade settled in and around Worsted, a town fifteen miles from Norwich, and it was at this place that the manufac- ture of the twisted, double-threaded woolen, afterward called worsted, first carried on, if not invented. Linsey-woolsey, for a long time a popular fabric of wool and cotton, was first made at Linsey and called scarfs was MICHIGAN TRADESMAN “linsey-wool.” Whether the syllable was added purposely or happened” is not known. Kerseymere, or cassimere, was made in the English village of Kersey. Tweed was the name given to the fabric worn by the fishermen on the River Tweed. Melton and cheviot al- so take their names from the districts where they were first made. In Southwest Palestine, on the border of the Egyptian desert and about three miles back from the sea, is an ancient city of the Philistines called Gaza. Its cotton was the finest and filmiest, hence our word ——_—_..<____ Quite Informal. final “just “gauze.” said his mother, are going to Freddy birthday party it is time you went upstairs and got dressed. And for goodness’ sake don’t forget to wash your neck and ears thoroughly.” UAW, ma, objected johnny, “1 don’t have to go to all that trouble, do I? Freddy said there wasn’t go- ing to be any girls at his party.’ SS Stamps do not take much time in “Johnny,” “af you Robinson’s the Salina, Kan., drug store, and sales- men are not bothered, either. A cus- tomer wishing stamps merely walks to the till provided for her accomoda- tions, picks out what she wants and drops in her money, making her own change, if necessary. If there should be a little discrepancy once in a while, it is charged to error in change-mak- ing—and is cheaper than a salesman’s time. 2-9 A Cleveland confectioner, finding that his soda fountain was barely pay- ing expenses, closed his soda fountain to rely on his candy trade. The candy sales immediately dropped more than 50 per cent., but on the reinstallation of his soda fountain grew to their former volume. Every Fountain, a tremendous sale “Nu Bru.” son’s for White Rock Water C. & C. Ginger Ale White Ice Cold Bottled Drinks Are in Universal Demand To-day Large or Small, should carry a lim- ited and well-assorted line of bottled goods. for “Ne Your discriminating trade will call Rock Ginger Clicquot Club Ginger Ale White Rock Root Beer Vernor’s Ginger Ale There is ear-Beers’” such as Peter- Ale Apollinaris Water Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Wholesale Drug Price Current 27 Prices quoted are nominal, based on market the day of issue. Acids Boric (Powd.)_. 17%@ Boric (Xtal) ae Carholie . 1@ Ciirie 850 Mrnrigtie 2 3 Pree 10 Cxehe 220 27%@ Suiphurte |. 4@ Wariayie 2... 58@ Ammonla Water, 26 deg -. 10%@ Water, 18 deg. _. 9@ Water, 14 deg. _. 33 Carbonate —..._ 22 Chloride (Gran)) 11@ Balsams Copaija —.._...._ 70@1 Fir (Canada) -..2 50@2 Fir (Oregon) -.. 60@ rau 2 2 50@3 OMe 2 1 00@1 Barks Cassia (ordinary) 25@ Cassia (Saigon) 50@ Sassafras (pw. 55c) @ Soap Cut (powd.) 40c eee 20@ Berries @ubep 2. 1 50@1 ese 40@ imper _..._._._ 8@ Prickly Agh .._. @ Extracts Ereorice ....... —_ 60@ Licorice powd. -- @1l Flowers Arnica .........-~ as Chamomile (Ger.) 50 Chamomile Rom 40@ Gums Acacia, Ist ~----- 50 Acacia, 2nd —---- 45q@ Acacia, Sorts --- 2 @ Acacia, powdered 30@ Aloes (Barb Pow) 30@ Aloes (Cape Pow) 30@ Aloes (Soc Pow) 90@1 Asetoetiaa —..._ I ar 2 row. 1 25a 1 Campnor ——..-__- 2101 | Guaic -~---—--- _« Guaiac, powd’d 1 25@1 Mine 2. @ Kino, powdered_ @1 Myrrh —..... Myrrh, powdered @1 Opium -------- 9 00@9 10 00@10 Opium, powd. . 10 00@10 Opium, gran. Shellac. _...._._.___. 85@ Shellac Bleached 90@1 Tragacanth ---- 4 60@5 Tragacanth, pw. 3 rh Turpentine —.-._. 25@ insecticides Arsenic .... 12@ Blue Vitriol, bbl. @ Blue Vitriol, less 9@ Bordeaux Mix Dry 17@ Hellebore, White powdered ---... Insect Powder -- Lead Arsenate Po. Lime and Sulphur ey 2 Paris Green 25 40@ 22@ 31@ ice Cream Piper Ice Cream Co. Bulk, Vanilla —.... 1 Bulk, Vanilla Special 1 Bulk, Chocolate 1 Bulk, Caramel Bulk, Grape-Nut --- 1 1 Bulk, Strawberry —— 1 Bulkk, Tutti Fruiti .. 1 Brick, Vanilla .... 1 Beick, Fancy —_... 1 lees 1 Sheree 1 Leaves Seo (2 @1 Buchu, powdered @1 Sage, bulk -.-... 867@ Sage, % loose _. 72 Sage, powdered... 65 Senna, Alex. —. 1 40@1 Senna, Tinn. _.. 300 Senna, Tinn. pow 08 Uva Ora 20 Olls Amat, Bitter, es 16 00@16 i Bitter, artificial _... 2 50@2 Almonds, Sweet, ie 1 00@1 00 a 00 20 30 26 15 25 Almonds, Sweet, imitation 60@1 00 Amber, crude _. 3 res 25 Amber, rectified 3 aoa 75 Anise i feet oo 1 INO: 5, ts feet 2 2 No. 15: feet 22. 2 Linen Lines Small, per 100 yards Medium, per 100 yards Large, per 100 yards Floats No. 1%, per gross — INO. 2; per Bross 2. — No. 2%, per gross Hooks—Kirby Size 1-12, per Size 1-0, per Size, 2-0, per Size, 3-0, per Size 4-0, per Size 5-0,: per Sinkers per gross per per per per per per per , per gross ..s- 4 65 No. No. No. No. No. No. No. No. No. BOOns oe WOOO eG hor FLAVORING EXTRACTS Jennings Pure Vanilla Turpeneless Pure Lemon Per Doz. 1 Dram 20 Cent _-__ 1 65 1% Ounce, 25 Cent __ 2 Ounce, 37 Cent . 2% Ounce, 40 Cent —_ 2% Ounce, 45 Cent __ 4 Ounce, 65 Cent .._ 8 Ounce, 1.00 oo 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 0 2 ounce in cartons —_ 4 ounce in cartons __ 8 ounce FLOUR AND FEED Valley City Milling Co. Lily White, % Paper sack 9 00 Harvest Queen Light Loaf Sp Wheat, 24%s Graham 25 lb. per cwt. 3 50 Golden Granulated Meal, 25 lbs., per cwt. N 2 40 Rowena Pancake Com- pound, 5 lb. sack __ 4 50 Buckwheat Compound, 5 Ib. sack 24%s 9 40 Watson Higgins Milling Co. Perfection, Meal Gr. Grain M. Co. Bolted Golden Granulated Wheat No. AG ie No: 4 White .. New ¥%s 8 00 Oats Michigan Carlots Less than Carlots Carlots Less than Carlots Carlots Less than Carlots a Feed Street Car Feed ~.. 30 No. 1 Corn & Oat Fd 30 Cracked Corn Coarse Corn Meal —. 30 FRUIT JARS Mason, pts., per gross 8 Mason, qts., per gross 10 Mason, % gal., gross 14 Ideal Glass Top, pts. 9 Ideal Glass Top, gts. 11 Ideal Glass Top, gallon GELATINE Cox’s 1 doz. large .-_ 1 Cox's 1 dog. amalil. Jello-O, 3 doz. 3 Knox’s Sparkling, doz. 2 Knox’s Acidu’d, doz. 2 Minute, 3 doz. 4 Nelson’s Oxford 7 Plymouth Rock, Phos. 1 Plymouth Rock, Plain 1 Waukesha 16 Cas eR anit cna SRST aR Eg Seca July 13, 1921 HIDES AN a aaa - ICHIGAN TRAD poh nH, No. 1 M re a reen, No. 2 0.0: 04 Bar 0. cou aN a , : i ce M cured. Nad 03 Hi alt pry count _- Gena mca Dike “ca si hele No. 2) (2a - 5 Sellen k eg count ae Bakers ta 2 sf Anise a " : -alfskin, gree = ooo See oist i . Cee See Ss m Calfskin oe INO. Ut Small Mm glass 2. re ap 4canary, Smyrna __—_ = Chili Powder, ning Ww ‘< as n No > ol B ; ¢ seu = = Calfskin, ce TS bee 9% Serer Piq’ ardomon, Malab , Je lery Salt, 3 o ue tb OO B NWARE Calfskin, cured No 2 Se agg bors naa aD \% bbls. ce Hemp, Rus ae calc Bait = sin ot Horse, a 210% ° Ballon kegs —----_- % Hbls 35 Ibe. (oo 2 15 Mixed’ a m7 cari epstioraenas : ae a eee -. | atk vA . 35 Ce ied Rica oh 35 Bi a ” canta Se len ‘ees foe 375 Mustard, ird —--------- 13% Ponelty, 3% oz. ——-_-_ 2 23 ot cei oe a ; . soe Bhi, i ha Vollow ... £% Kitchen Be a jas ret, drop. 1 90 - 2 ! “hase i aon be Poppy ~-------=------- 30 Laurel I lace 7 25 a irket 3 Wandle : 2 ; . - a case . seaves ( : ne yy g! ! ar D oa rot te rs0 to 7 es Kits, 15 wee SNUFF « pon ve set 2) Market, ngle handle 1 00 ~ eae) Ae we Wa Ns eines ~ ; ) . 5 a 05@ 10 Barrels meet Sen Cue a 1 29 Swedish Rapee 10c 8 for 64 as ia 90 solmt eee seni 2 50 Prime Tallow pee Facade eee ’ a oo eae Norton tac 1 lb gis 85 Tumeric, 2% oz. .... 90 Splint pet ga oe : a emMe 5 ga aa ee ae : ’ , a eae zt a ay on bees Casings Sete ; Ib lass ~~ ss : oe ging 23 a ‘openhag c ae 4 a oC ee on cane, Mata Unwas Wool , oz. in box = 1 3 Beef, ssid set _._. 23@24 gine Muay, oi oe ieee oo : =o S Sheep a pa set__ 50@60 SOAP Munya 40 Ibs. 11% Manufacturing coe oe , a skein 1 75 P 1 Ib. kgs. Co. be Fs ugh : AYING CARDS | @2 00 Proctor & G owdered, bag DKES Stande * uate, ik - ‘ i Ne, he amboat -... 2 15 ducdusas clea ed el ae hate. cure Argo, 48 1 ih, phan. 3 t N idard Emco Dishes = OR See SE © ct i FIné § Toarye So Ao ce : ae oe oe iin Wine “anes 3 0 7 $0 small" car 3 HONEY POTAS Country Rolls ee 28@29 Ivory oe Fiks., 100s 8 50 Silve om et No. £50 mam ae 7 : ao No. 10 Babbitt’s, 2 4 Se ee 30@31 Lenox 5 140 a 50s 4 35 oe * on No. 5-30 large ee 7 : irline, No. 16 4 00 , 407. ._.. 3 76 RICE P &a Y cakes ___ 5 5( < No: $50 extra tg ? ce DO. 1 v i. ae tN 5 50 Gi Me ae Ui ca Airline, No. 25 ae : 50 roe er oo 1@11 Pl 100 hu cue 5 75 arm 43 1 ‘Tb. Dk No 430 jamb ¢ = fo a i Blue co. —— otar Nap Py s cakes 5 75 ree, 12 2 gs... a 75 No. 1¢ a7 mbo carton 1 . em ce . . Nap. Pwdr., 16 > 3 Ib. S. _— 65 7 cc — es aaiel are aalomaaitrt a Star Nap. Pwdr. ae : a ae ~ = pkgs. : i a : ee et . < ae i ol ‘Yr Gloss 16 ae ee 850 Top oe ROLLED OATS Lautz B Stiver Gloss, 16 3 Ibs. 111% B = apa JELLY Good Steer and Heifers 16 Monarch, © bbls Acme, 100 roe. & Co. ss, 12 6 lbs. 141; oe > Bal., eac Pure, Silver Med. Stee i and Heifers 15 Rolled Aca Is. -_--_- 650 Big Maste cakes ____ 6 75 + Barrel, 10 real — ao pail. 3 er Leaf, per Cor Ste S & Heifers 13 Steel Cu ena, bbls. 750 Clima ares 100 blocks 5 85 ee a a liver Leat, a . oe a Pipl Basi ha Ib. sks. 4 00 Ginas a 2 4 Q5 Ss I Ib . per wal. i. 16 a . Cows. an 90 Ib. sack ; 30 White ans tR Y 3 | [eigen a oe : ao 18 Regular ea 2 Oe Oak. ‘Leat, i ; a F 50 1 : i ieee a cot wana aene nana 4 2 cer, 20 Family __ 4 80 Queen 1 MM00 re aa oe _ a . os - = a —--- 4 7 , cakes 6 75 on ee oan 13 ec ue z Naphtha. a 3 re mi ae non a ee 08 pie ang va ee Trad 100s 8 00 No. 60-24, Wrapped ¢ . ce eal. ‘ , al e Jo. 20-24. Wrapned _ 3 7 oe me top a ‘Veal. iL Duke tack 8 ; = Black roe Pireeag ay “cern | oe . . * , oS a cogtell og _— , one box 4 50 Barrels we “< uch, 3 don. Good 2a 13 Durkee's ¢ na. © 60 ine Have fue Barrel | mo ee to io purses Plonic, 1 : eo ten baa ‘ c Bi karo Sen : ae ure a | a Box , ae Saro, No. z ee : t M 475 Good ; Lamb. 4 Snider's anal. : Pay 350 is a a fee a = fh Ki ae ane oo | 3 > ue it setsee - cle ssieniiana zZ uU N , s st 1 oaha! = ne : a oe 24 Ze. 2 ao pe grease ee aa doz “ 1ro, “No. 2%, 2 40 Ne - _ irs «Carrier 16 an _ . sat ‘i aan i . eS injury to the skin. _ Blue Karo, No. 5, 1 dz. i sar Ei maya : Choice en Mette 08 Mutton. ne el oo in box s Scouring Powd = Karo, No.” oo : ee poe. oe oa ai . a | Sapolio ay Sear t, poe ee 2 bate Te Be Rube 8 ss Half barrels 5 ‘ ie 10 ac oa =e a aa 8 dc extra Pork a SAL SODA Sapolio, eeae tones 2 ted Karo, a at Soe in $0 Heavy | . ~ ueen Anne, 60 cans 3 15 oo eee sinaages ed, 10 tn. m0 = ae eee S nne, 60 cans Red Karo. No. & 4% k lined, 10 . 4 : nine ean 0s 09 Geacces fea aa aa 2 60 now Maid, 60 cans __ 3 60 Ked Kare, ee h, 2 da. 4 as Te ee 90 simond dee i Light ee 3 Granulated, 36 2% ib ety — ga ey Fancy Mixed washed 31 Loins ane Ree 09 packages -____ 3 60 Snow Boy 2 hihi on 8 SO Eee in 0 Sticks 2 ~~ : Soe 9» ee . : =e [ee _08 Snow Boy, 60 “aan om ee conan me dE ee De ar i oY i ea Snow Boy, 24 ps Bong ia Good ohne | se zea ih va BY : : , Sours S , -~ . a anion 7 ‘ | z one Gia et — 13 now Boy, 20 pkgs 2 oe deal. 1 NO Ta 7 z 5 ell : So erage a aa 56 Solar Rock er ee i ate Walnnte ao nes 25 Neck bones ae 04 ae m7 ns Fine, ct : : ee Walnuts, Na aay _) 29 na Johosona Fine, 48 2 TABLE SAUCES Ce ; pies =. 26 Ge Common peciernagy XXX 100 B48 Lea & Perrin, small 7 PROVISIONS iranulated, Fin zautz Naphtha, 60s __ fine roail <3 3 Shell B Medium, F a... sa0 Nime OC Ge — 8 aoe ot : Almonds elled arreled Pork , Hine 3 Oak Moen 4 R val. Sota - calegs ' oo = $90 Gal Neat too pkaa $58 Tol ma iat 4 A HY ae Galvanized “3 — : a Pork id Dutch gs. 6 50 fh a neeiemanet i+ i dt Galvanize : : : at : ste Be ag 3 99038 00 Queen An Cleanser 4 75 pasta ~=---~------- 3 75 14 qt. Galvar ized -... 3 75 ae a -* ot Eats I sit pocen, uae, 60 pkgs. 360 A-|, a bids i Fibre wi ized .... 4 rs SS ee a oo 5 50 A-1l. small - ae em ie Peanuts, Spanish, _ 25 Dry Salt Meats Cane small es 2 90 200 Ib: oo S P Bellies 16 00@ ITCH ak a. ees * cm : Escanaba aeante si i S , ) ITC , co. aie: a ! a Sayer , EN TEA No. 48, Er ee ). ee ene ae Medi Japan No. 100, ie 1 35 > , o ai. Kegs 90 i 2 : nee z | ; | } Bull, 3 gal kexs, cach 400 8 ee rane ----advance % : Rte ait oe 36 oz. sii 3 = 20 Ib. pails eee % Backed F ired Med’n _* Stufted, 9 2. 7_—-" 4 50.“ Ib: pauls “advance |% Sng op ERE 14 Sa gee stuffed) 3 1 pails ____advance 1 he. et-Fired Fancy ate bro 4 holes .. © Manzanilla, 8 oz. ____ 3 00 3 Ib. pails _-.-advance 1 Siftings, ae cele @65 Mouse, as 2 oe oe Lunch, ao : 45 s Siftings, 1 lb. pkgs.__ q@2l Rat. wood es oie age, 16 ok, 00 moked Meats Per case, 2 to 6 GA meee... 1 00 ah Mammoth, 19 ee a hee Ib. 29 @33 Five case lots coi i ae a oe : ams, 1-16 Ib. 29 eC 2 30 Moyune, Choice 104 ao oon, Mammoth, 23 6 60 Hams, 16-18 Ib. 380 33 ae a . Oliv Chow, 6 75 Hun, dried beet staal ky ea Se 3 cos 7 . No. 1 Fibre =" iti Hat 7 nella Be Choi _ rou Hyson No. 2 ain wcecuc aa oe how, Fda. 7 california, tame is @lt Tht 1h, 8 7 ca == BS aoe ti y : : ie j o | = * ve f . ei Dre i ‘ PEANU Hams -—____ 34 sane 1. ib. we -_ 50@60 Large Galvanized _- 41 25 a Fie Bol i lets, 4 Tb, —% 00 Oolong Medium G a . 25 NWante eee hrm CCCs F< Se ta v : Sr aetsy Hams —. ru @18 St Holland Herrin eee 5: br ig -- 40@45 ce i i ae ese Standards, bbis. 9 ln copiers 15/50 | Ss ¥. M., bbls. wows, 14:00 $0 cs . ae pM Ra Glove Bologna ausages oe ee kegs ____ 15 75 an cases, $4.80 per case E Brats Single —- ee oun Breakfast Brase. Sisgle ————— 7 60 ———_, aed ic 4!ass Nite ng id ane 2 H Bi C SODA Congou, Ghaica -- 40@45 Dout te “Fear i oi 9 60 2 ae = a arb, Kegs ee Congou, Fa oe nee eh ae a . : srieaa — ; 00 Vea. @20 K Kk 4 Congou fancy .-.- 50@60 N . ce : a: a : = ; : shin : penal , Ex. Fancy 60@80 fatceran Queen ---- ; 50 } : fee nal a a ae Ww wi : a pmgue aaa 11 Cut Lao 17 Allspice, "oo p Ceylon -------~ 8 00 Deca Ne Gran Beet pe "a Cuan, antes <. OM Dr. Pekoe, choice. 45948 ny 8 oz., 2 doz. in case Boneless ---- 24 00@26 00 "Hoip boxes. 4 Cassia, be. Dke — ae owers & bone 6@48 12 oe 12 2 bg or a — tump, new -~ 25 00@2? 00 Trout Ginger Ag pkg., doz. @40 y O. P. Fancy 55@60 14 - ounce 1 66 om a #1 : rican ' ; oo ri wate ad Ginger, Cochin _____- 7. ay ae : bale ee : Canned Meats No. J, iO sg oC ” Mixed penang eae a si abe S O fee i ed Crown Brand be. 1 0s ee gee fea git ik a ee _, ed Crown No. 1, 10 Ibs. -------- Mised No 2 0 or Cotten, 8 pe tl putter ee toast. Beef, 24% 1a. 3 50 aerial Mixed, 5¢ pkgs., doz. O45 Cotton, 3 ply balls --.- 29 15 in. Butt i ae fae ee faite -- i ee Sa ii 70-8 . OZ. ee Wool, 6 ply ele a is in, ane : § oo ae ‘nna Style Sausage Nutmegs 105-110 dU —-onn SA 17 in. Button me oe PE a2 36s BG, Mess, 100 Pepper, Ble oie hi 7 2a vais TROLEUM PRODUCTS Virginies, a ig 3 0 ro 50 Bogs ania 3 50 Pepper, white a4 White a ony : , : I -otted Me: s ---- Mess, 10 ee epper, Cayenne _____ @40 der, Benton Harbor 25 perecton tron Barrels oe ak z 2. 50 Mess, 8 — EOE Paprika, Hanean! a @22 meer Wine, 40 Se 191 Ww Ite Crows corte 3 7 Hamburger Sean a 85 ag + 100 lbs a Pr . arian Weiiie be ine, 50 grain 4 a Fil RAPPING PAPER ee i i mburger ‘ - 3 Se acces P White Wine, 100 grai 97 “ibre, Manil whit : a ne & asoline 8 oo oe 425 No. 1 0 Ibe oo % 00 sce a han in Bulk Oakl 1 100 grain 27 No. l wn a, white 07 itol Cylinder, ine eo oe ee | ae ane 85 C a ce, Jamaica @17 Oe nae Kratt a > eee loves, Zanzib: aun GI ‘+. ar & Pickle Craft ini Atiaadc “Red Bi 42.5 ¢ ‘ooked Lainich Tongue - % bbl Lake Herring Caesia, oa ee 40 Shiar ia ane tiareai: 7 : 2 ite, | ue Teer 46 Ginger, A i ae 4 e si) Corn.» 22 si, iin: s el cena tl se a 7 50 Mustard (idan a 24 ee Comm ‘= a6 YEAST CAKE = i vsked” OX Fas 7 fae 2 iio ~~-=====-— @ 32 :. om site Pick ng Zu ene a er cnili C ‘on © coe a eS ie Box, Coote s Nutmegs enang .- @75 Packages no arose Zu wantin s one. ~-~----- 2 70 | eto Sliced Beef 2g 4 oe ate Box, small i 1 38 Pepper, Misch @32 WICKING Sunlight, 4 % de seoueenecnin 2 70 , Of, 21. 3 16 Miller's an Polish 1 26 pour White O32 No. 0, per gross Yeast Foam, : doa =n rown Polish 90 Paprika Cayenne ___- @32 So 1, per gross ___- 70 Yeast Foam, 1% doz. : ° aprika, Hungarian__ @30 No. . ao eeaae === 25 — : : ‘ No. 3 per gre oo 2 a eo gross __..1 99 Fleisch i man, per doz. ._ 28 30 MICHIGAN TRADESMAN pean ctin cise aap esr nme 3: July 13, 1921 Turnover the Key To Success. Turnover is the key to success in Did it ever occur to you that it would be pos- sible to make a small fortune in a year or two from just one barrel of sugar if you turn it often enough? Let’s figure a minute. Suppose your average stock of sugar is five sacks, representing an investment of around $50. Suppose your average profit on sugar is 50c per cwt., which would be a gross profit of 5 per cent. on the investment. That would look like a mighty small profit i thing except sugar, but because it is on sugar you say, “Oh well, we can not expect to make anything on sugar anyway.” But suppose you turn your five sacks of sugar twice a week. You will make a gross profit of $5 per week then, or $260 per year. Your gross profit on your $50 investment in any mercantile business. could f it was on any- sugar is 520 per cent. per year on the money invested. What is the answer? Turnover. Suppose you invest $50 in an off brand of coffee, baking powder, bluing or some other because of a supposed ef 60 or 75 You carry this in stock a article ‘Suicy” profit per cent. year and finally dispose of it, granting that in the meantime you did not cut the price or decide to dump the last of it, and you realize your 75 per cent. Which has 1e best investment, sugar at 5 } profit on the investment. been tl per cent. profit turned times a ) year or a slow seller at 75 per cent. ( em of the up-to-date mer- ] as often as possible. How shall he do this? By stocking well known and By dis- playing it attractively so it will sell. By good advertising and good service well advertised merchandise. attrar ~ 4 ro <—+ aati ; to attract customers. By keeping his stock well assorted; complete, yet well in hand. The rate of turnover in your busi- ness is just as important for you to consider as your gross profit, your rent, your account or your business. But the fact is that probably too few mer- : 1 turnover expense any other problem in very seri- ously when buying an article of mer- chandise. They are more apt to con- sider price or profit, but price and profit can be misleading, as we have case of tees bod 66 demonstrated in tne sugar. Fifty years ago, when railroad ser- vice was in its infancy, wholesale houses were located in far distant “Service” had not been coined, there was some ex- markets and the word cuse for a merchant buying enough goods to last six months or a year, but these days of reasonably efficient railroad service and the newer and more efficient truck service, when, in fact, “service” is the watchword of every wholesaler and business organ- i } seldom that it will pay a merchant to buy far beyond his present needs. ization in the country, it 1s By system- atic buying of merchandise in rea- sonable quantities the merchant of to- day can increase his turnover and keep his stock fresh and up-to-date. When an article of merchandise your store it generally goes through from two to four stages of cycles before it is finally turned. It goes into your warehouse (1), onto comes into St your shelves (2), onto your books (3), into the bank (4). As it goes through each one it is halted for a time. The problem then in striving for turnover is to hasten it through each succes- sive stage or cycle or eliminate some of them. If you place the goods di- rectly on the shelves you elimnate the warehouse period and one halt. If you keep it off the books as well you eliminate two of these periods and two halts. Most merchants by careful and systematic buying can very largely eliminate the warehouse stage. Display and good advertising will hasten it through the shelf stage. If they do a cash business they can eliminate the “book” stage, or if they do a credit business they can, by prompt collections, very materially hasten it through that stage. Turnover is one of your most im- portant problems. Study it from every angle. The circulation of goods through your store is as important to your business as the circulation of blood through your body, in fact, the merchant with a poor circulation of blood is usually afflicted with a poor circulation of goods. Wartime profits are over. It takes “pep” and red blood these days to sell goods. Your rate of turnover will help the situation if closely watched. ee Supplies of Oil Nuts. In view of the increased use of palm kernel and other vegetable oils, in- terest attaches to a report recently sent to the Department of Commerce Consul Arthur C. fFrest at Guatemala City, Guatemala, showing the quantity of oil-bearing nuts avail- able in that country. He says: “The royal palm tree, especially the varieties bearing orozo and cohune nuts, grows extensively in the coastal regions of Guatemala, and although little industrial use has been made of these oil-bearing nuts, they might become the source of an im- portant vegetable oil industry not only because of the great quantity of the nuts in the country, but. also because of the fact that the oil con- tent of the Guatemalan kernels is understood to be 65 per cent. in with 42 per cent. for The yield of kernels per ton of nuts in Guatemala is about 18 per cent. “On the North coast of Guatemala 60,000 tons of cohune nuts are said to be available for exportation annually, and with an expenditure of $10,000 for highway improvement this quan- tity could probably be increased to 100,000 tons per annum. On the Pa- or South coast the yield of nuts, it is estimated, could easily be increased to 300,000 tons per annum. There is a supply of cheap labor in this Southern region. “These nuts are found almost entire- private lands. The right to them is obtained from the owners by a contract, usually cover- ing a number of years. The lack of a suitable machine for cracking the nuts or extracting the oil has been the cause of the slow development of the industry. A machine recently invent- ed which cracks ten nuts simul- taneously has an output of about one ton of kernels per day. There is no plant in Guatemala for the extraction of the oil from the kernels.” from as yet comparison African nuts. cific corozo ly on gather New Trimmings For Hats. Although there seems to have been a pause in the millinery trade so far as the introduction of new shapes is concerned, there is no slowing up of the production of novel garnitures for hats. Some of the latest of these are described this way by the forthcom- ing bulletin of the Retail Millinery Association of America: “A new variety of ostrich, that most popular of plumage, is now shown and is extremely attractive. This is the metalized ostrich, steel gray in coloring and treated with a metalized finish which is very effective. Novelty feathers, pheasant tails and hackle pads suggested themselves some time since for sports hats and have met with unqualified success. “Another novelty feather effect which is more or less a newcomer in the arena but which is equally smart for the hat of sports conception is the lacquered quill, sometimes with one side marked out with a kaleisdoscope of colors and the other merely shel- lacked, or again with the whole quill finished with the shiny covering. Small feathers outlined with a streak of con- trasting color are other members of the novelty feather family and have a certain jauntiness which suggests them for the tailored hat. “With the vogue of ornaments gain- ing strength there are many attractive variations which are beginning to make their appearance. Not the least of these is the ring of mosaic enamel, rather large in size, from which hangs a pendant drop of shimmering glass. Huge rings of amber, one dangling from the other, and the whole as large as curtain rings, are fascinating adorn- ments for a plain hat of fabric. The small steel rings from which dangle tiny balls of steel are another novelty just introduced. “Round buttons of jet surrounded! by a design of steel beads carry out the vogue for steel and jet which Paris; is launching. Huge ornaments of jet somewhat like bowknots or buckles: also show touches of steel and are very smart. Jet ornaments com- bined with brightly colored beads are made up in a variety of ways.” Van Duzer’s Vanilla | Is Absolutely Pure | Nothing but the best quality of Imported Vanilla Beans are used in Van Duzer’s Ex- tracts. Full strength, varies. | Full 4 Make Sat- Customers, which never Bottles are Measure. isfied Find Best Homes. most Favor in Leaders for over A Steady, Year Round 70 Seller that Shows you years a Good Profit. Van Duzer Extract Co. Springfield, Mass. New Yoak City racfe] New Diamond Match Co. Products CTP Veta [oJ TOOTHPICKS Both of Selected White Birch—unusual quality and appearance at the price of ordinary goods. AT YOUR JOBBERS NOW July 18, 1921 Development of Youthful Pirates. Probably, or rather certainly, every- body should have been shocked and saddened on reading the story of the four boys who discovered that a penny, when run over by a street car, would be enlarged to the size of a quarter, and that then, when dropped in a slot machine for the vending of postage stamps, would cause the dis- gorging from its mysterious interior of twelve stamps of the two-cent de- nomination. This discovery these too enterprising infants had proceeded to exploit with all the coolness and suc- cess that could have been shown, if a like opportunity had offered, by a Brindell or a dealer in building ma- terials, and it was only after the stamp-vending company had suffered grievous loss through the large-scale use of the flattened pennies that a watch was set on the machines and the budding criminals were captured What emotion all good folk should have felt on reading this tale is ob- vious; what their reaction really was may have been quite different, and one observer noticed that in several in- stances—all those he had a chance to study—the response was a smile, not a frown, and the spoken comment was indicative of amusement and some- thing very much like admiration rather than of the reprehension and apprehension that such _ precocious criminality theoretically should pro- voke. This is a phenomenon deserving of investigation. Pessimists will say that it shows a general lowering of nora! standards—that the whole world is running downhill fast. Others, how- im FT aia ALosTEAso IN Uy, ; SANSA ie 0 DIA- CEYLON ATs Sedat tif areal oe aoe ct] 5 Pcbetadh on cua Nie) ANY MICHIGAN TRADESMAN BUSINESS WANTS DEPARTMENT ever, can take a more cheerful view —can say that there is nothing new in theft by either children or adults, and nothing new, either, in the ability or the tendency to judge cleverness abstractly, as it were, and without re- gard to the purpose of its exercise. To laugh at the thievish boys mere- ly because they were “smart” in their thievery proves nothing more or worse about this generation than did the fact that a previous generation, not very remote, had a sort of respect for pirates and buccaneers. This it did because, in addition to being robbers and murderers, they, or some of them, were bold and efficient fighters in a world and time when fighting ability and courage outweighed all other virtues. The pirate was hanged promptly, when caught, but he was a sort of hero, nevertheless, just as was the highwayman on his black horse, and to this day he is a poor boy who cannot see anything attractive in the careers of both those kinds of maraud- ers. Robbing slot machines is not more picturesque in itself than stealing doormats, but the device of the en- larged pennies gave it the interest of novelty and raised it to the level of adventure. Nobody really approves of theft or thieves, but when a thing is well and interestingly done, no mat- ter what it is, that feature gets ap- preciation and deserves it. oo If you allow a customer to see that you are peevish because he has patro- nized a competitor, he will probably keep on going to the other fellow. at i ae if Ly Distributed at Wholesale by JUDSON GROCER CO. GRAND RAPIDS, MICH. 31 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. No charge less than 50 cents. Smail display advertisements in this department, $3 per inch. Payment with order is required, as amounts are too smal! to open accounts. 1000 letterheads or envelopes $3.75. Copper Journal, Hancock, Mich. 150 FOR SALE—Shoe stock in town of 13,000; 40 years ‘established business. Manufacturing town. Good farming com- munity around. Clean stock. 3est loca- tion in town. Long lease. Reason for selling, want to retire. This will bear inspection. Attention W. B. Cain, Cain & Son, Canton, Il. 414 Akron Williams shop vulcanizer, value $475. Used only three weeks. Price $325, F. O. B. Detroit. E. A. Bowman, In- corporated, 4815 John R. Street, Detroit, Mich. 415 For Sale—Grocery business, highest type, built on proper business principles, producing satisfactory return on $6,000 investment. Located in one of the best small cities in Michigan. Will stand strict investigation. 3est of reasons for selling. Address No. 416, care Michigan ‘Tradesman. 416 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 Forced to Sell—To close estate. Dry goods and gents furnishing store, situat- ed in brick, steam-heated store on Divi- sion Ave., So. Now doing a good busi- ness. Will give term lease to store. Address Geo. B. Powell, Exec., 741 Divi- sion Ave., So., Grand Rapids. 417 Exchange—For farm, $12,000 grocery stock in city of 15,000, well located for splendid trade. Must retire owing to poor health. Loder Real Estate Exchange, Homer, Mich. 418 Money Getting, 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 EB. Jackson Bilvd., Chicago, Ill. 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 nev BOOSTER PLANS. Will stimulate and increase your busi- susiness ness wonderfully. Full particulars free write today. Valley Manufacturing Co., Grafton, W. Va. 411 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. $13 FOR SALE—Fifty-five feet fronting on Bridge St., with two store buildings in good business section, apartments above. M. Nebel, Spring Lake, Mich. $02 FOR SALE—One of the best drug stores in Muskegon. Steady, all-year- round business. sest of reasons for sell- ing. Address No. 387, c-o Tradesman. 387 Greene Sal Co., Special Sales Con- ductors, 212 E. Main St., Jackson, Mich. 377 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. 176 Will pay cash for whole stores or part stocks of merchandise. Louis Levinsohn, Saginaw, Mich. 9 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. Want to hear from’a party owning a good general merchandise business or other business for sale. State cash price and particulars. John J. Black, 130 St., Chippewa Falls, Wisconsin. 386 For Sale—Royal GAS coffee roaster twenty-five pound capacity lly new; complete, $275. Costs ew Evansville Tea & Coffee Co., ast Oregon St., Evansville, Ind. 9 Economic Coupon Books They save time and expense. They prevent disputes. They put credit transactions on cash basis. | Free samples on application. TRADESMAN COMPANY, Grand Rapids, Mich. Michigan People should use WH y Michigan Flour made from Michigan Wheat 1—It excels all other flours in flavor. 2—It excels all o.her flours in color (whiteness.) 3—It excels all other flours for bread making. 4—It excels all other flours for pastry making. 5—It requires less shortening and sweetening than any other flour. 6—It fills every household require ment. 7—Michigan merchants should sell, and Michigan people should buy Michigan flour made from Michigan wheat for every reason that can be advanced from a reciprocity standpoint. 32 MICHIGAN TRADESMAN July 13, 1921 GROSS MISMANAGEMENT. Harrison Parker Faces Petition For Receiver. 12—The climax of litigations against the Co-Operative Society of America in Chicago has been reached, a bill of equity having been filed against its trustee, Harri- son Parker, N. A. Hawkenson and John Coe, in the Circuit Court of Cook county, seeking to oust Parker and throw the concern into the hands of a receiver. Gross mismanagement is charged against Parker, and the bill intimates fraud on the part of the defendants. Since the filing of the bill, H. M. Ashton, the Chicago lawyer, who pre- pared the petition in behalf of Ed- ward Gentle and others, asserts that he learned that the 190 stores oper- ated by the Co-Operative Society of America lost $60,000 in May and yet during that month the concern de- ” Chicago, July clared a dividend. “Of course,’ re- marks Attorney Ashton, “any com- pany that will declare a_ dividend when it is losing money, is being op- erated in a fraudulent manner.” Among some of the startling alle- gations in the bill is that 66,000 in- vestors, mostly people of moderate means, have sunk approximately $8,- 000,000 in the venture, and that Har- rison Parker is now endeavoring to sell certificates amounting to $9,000,- 000 more. It is alleged that the stores have been losing more than $20,000 a month, in spite of the fact that they have been charging from 2 to 16 per cent. more for groceries than similar products might be bought for at reg- ular stores conducted by individual merchants. This allegation stands out in sharp contrast to the basic claim of the promoters that consum- ers would be able to buy cheaper at their own stores and at the same time earn handsome dividends doing it. The Co-Operative Society of Amer- ica ever since its formation about four vears ago in Chicago was re- garded as a business wonder by the unitiated, and not onlv has its “bene- ficial certificate” or stock been sold like hot cakes, but it became a pat- tern for similar ventures elsewhere. Its dazzling was cited by imitators as an argument for launch- ing consumer-controlled grocery stores throughout the country in a period of high prices and plentiful loose change. At first its stock was sold at $25 per share, and then, won- der of wonders, while all other stocks were being hammered right and left under merciless market conditions, this “co-op” stock actually soared to the point where it was being sold at $75 a share, or three times its orig- inal value. \mong the success par investors was Edward Gentle, a Chicago mechanical engi- neer, who invested to the extent of several shares. It dawned on his mind to make an investigation for some reason or other. When he did he got other investors to join in to retain the services of Attorneys Henry M. Ashton and Gilbert F. The final a decision to file a bill in Wagner, both of Chicago. result was equity in the Cook County Circuit Court. The bill goes into the history of the National Society of Fruitvalers, which was organized in 1917 by Par- ker and alleges that some _ 10,000 acres of land was acquired in Michi- gan, which was heavily incumbered. It charges Parker and his co-trustees with causing to place other large in- cumbrances against this real estate. After the National Society of Fruit- became involved in_ various litigations, according to the bill, these lands in Michigan were turned over to the Co Operative Society of Amer- ica, and other large incumbrances placed against the same. The bill charges that these lands are of little value and are incumbered for far more than their actual value, \ alers The complainants aver that Parker and his co-trustees have sold a large amount of “beneficial certificates,” secured by this same worthless waste land in Michigan, and also organized a corporation by the name of Roch- dale Wholesale Co., which opened up some 190 grocery stores in and about the city of Chicago. The bill alleges that certificates to the amount of about $8,000,000 have been sold al- ready, and Parker contemplates sell- ing more to the extent of $9,000,000. The document, according to Attor- ney Ashton’s summary of its twenty- five typewritten pages, then goes into the story of how the Co-Operative Society of America has conducted its stores. The direct charge is made that these retail grocery stores are locat- ed in inaccessable places, and are only taking in on the average of $475 a week each, while the expenses in operating them are about $80 a week. The bill declares that the loss in operation of all of the stores ex- ceed $20,000 a month. The plaintiffs charge that certificate holders in the Co-Operative Society of America were led to believe that they could purchase merchandise at these retail grocery stores at less prices than other stores of like char- acter, but that, in fact, “said retail grocery stores have been charging from 2 per cent. to 16 per cent. more than other stores of like character.” “Poor management has been used by Mr. Parker,’ says the bill, “and his co-trustees in the operation of said stores,” and it is further alleged that they have paid more for mer- chandise than it could be purchased for in the open market; that they have employed large numbers. of high-salaried men, who were incom- petent and inefficient, and that busi- has been run in a careless and reckless manner and large losses have resulted therefrom. Nevertheless, according to the sum- mary of the complaint, during all this time the certicate holders have been led to believe that the retail were being operated at sub- stantial profits and that the Co-Oper- ative Society of America is making large amounts of money. The selling price of certificates, it is stated, has been increased from $25 to $75 in the past year. Dividends have been paid to the certificate holders for the pur- pose of stimulating the purchase of certificates of a beneficial interest, it is charged. It is further charged that the divi- dends were not paid out of profits, but were paid out of moneys that were received from the sale of cer- tificates. The bill asks that Parker and his co-trustees be removed from office and that the court appoint suit- able and proper persons to act as trustees for the Co-Operative Society ot America The bill cecites, that Harrison Parker made a campaign for governor of Illinois last fall. It is charged that he used the office and employes of the Co-Operative Society of America in circulating campaign literature at the expense of the Society. It is denitely charged that Parker is financially ix: sponsible, and that he has recently been adjudged bank- rupt at Grand Rapids. The bill charges that Parker and his associates have withdrawn large sums of money through corporations known as the Great Western Secur- ities Company,. which, it is also charged, is controlled by Parker and his employees. In addition to the three trustees. other defendants’ names in the case are Edith S. Parker, Rochdale Whole- sale Company, Midwestern Adver- tising Company and the Great West- ern Securities Company. >< __. Misrepresenting the goods may make a sale, but it will not make a satisfied customer. ness stores Review of the Produce Market. Apples — Red Astrachan and Duchess command $2@2.50 per bu. Receipts thus far have been small in size. Bananas—7M%c per lb. Beets—Home grown, 50c per doz. bunches. Blackberries—$3.75 per 16 qt. crate. Butter—There has been a_ very good consumptive demand for all grades of butter the past week. The market is still very active for storage as well as consumptive purposes and rules about the same as a week ago. The recent hot weather has created a tremendous demand for cream. The make of butter is about normal for the season and the quality arriving is good. The market is in a healthy condition on the present basis of quo- tations and we do not look for much change from the present price. Lo- cal jobbers hold extra creamery at 40c in 63 Ib. tubs and 41c in 40 Ib. tubs. Prints 42c per lb. Jobbers pay 15c for packing stock, but the market is weak. Cabbage—Home grown, $2 per bu. Cantaloupes—Imperial Valley stock commands $4 for ponies, $4.50 for standards and $2.25 for flats. Carrots—Home grown, 35c per doz. bunches. Cauliflower—Home grown, $3 per doz. 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@4 per 16 qt. crate; Sour, $3.25@3.50 per crate. The 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. Eggs—The market is firm at an advance of about 2c per dozen over a week ago with an active consump- tive demand. The bulk of the arriv- als is showing the effects of the hot weather and good eggs are being sold on arrival. We are likely to have a good consumptive demand without much change from the present basis of quotations. Local dealers now pay 27c f. o. b. shipping point. Gooseberries—$3 per 16 qt. crate. Green Onions—Silverskin, 20c per doz. Green Peas—$3.50 per bu. for home grown. Honey Dew crate of 8 to. 9. Lemons—The market has advanced to the highest price ever known at this market with one exception, when the price went to $20. There is no prospect of lower prices for two or three months and every indication that the price may go to $20 before the upward tendency is checked. Sun- kissed are now quoted as follows: Melons—$3.50 per S00 size, Der box 20 $15.00 es size’ fer ox _......... "95.00 eau size, pet box 2.00) 14.50 S00 size, per box 2000 $14.00 P70 fice, per box ............. 5. 14.00 Bay) size per box! 13.50 Choice are held as follows: SOD size, per box = $15.00 270 size, per box f22 202 15.00 ZAQ size: per box (00 14.50 Lettuce—Leaf, $1.50 per bu.; head, $2 per bu.; Iceberg, $6 per crate. Onions—Texas Bermudas, $3 per crate for Crystal Wax and $2.50 per crate for yellow; California, $4.50 per 100 Ib. sack. Oranges—Fancy California Valen- cias now sell as follows: 126 $6.50 160) ee 6.50 re 6.50 20 ee a 6.50 Ce 6.25 COC ee 6.25 O24 a2) 6:25 Parsley—60c per doz. bunches. Peaches—Georgia Elbertas com- mand $3.50 for fancy and $3.25 for choice. Peppers—Green from Illinois, 65c per small basket. Pieplant—$1.50 per 40 Ib. box. Potatoes—White Cobblers Virginia fetch $5.25 per bbl. Radishes—20c per doz. for home grown. Raspberries—Red, $4 per 16 qth crate; black, $3.50. Spinach—$1.30 per bu. grown. String Beans—$1.50 per bu. Sweet Potatoes—Illinois kiln dried commands $3.25 per 50 Ib. hamper. from for home Tomatoes—Florida, $1 per 6. lb. basket; home grown hot house, $1.85 per 7 lb. basket. $1.50 Wax Beans—Home per bu. Water Melons—60@70c for Geor- gia grown. Whortleberries—$5 per 16 qt. crate. tt Sweet Grass Baskets. The price of sweet grass used in the manufacture of baskets and mats has increased from 25 cents to $1.25 a pound, but the Indians on the St. Regis Reservation at Hogansburg, N. Y., have been able to find a market for all the wares they can produce. Last year their trading company sold $750,000 worth of sweet grass prod- ucts in a variety of different designs, ranging from large wastepaper bas- kets to small trays. They have just arranged for the display and sale of their work at the Bush Terminal Sales Building. grown, Some 3,000 Indians are engaged in basketry at Hogansburg, the sweet grass being shipped over from Cana- da. It is dipped in water for weaving purposes and is dyed in the proper design with aniline colors. Vegeta- ble dyes were formerly used, but are not now so plentiful. The weaving is done at a leisurely pace by the natives who, in the present hot weath- er, work in the cool of the evening. ———-> Don’t forget to ask your wife’s ad- vice in business matters which con- cern the trade of women. It is a mis- take to think you know more than she because you are a merchant. To get the most effective lighting in your store with the least expense seek the advice of a lighting expert. You are an amateur in such matters. In A Profit on Sugar Sugar represents 149 of the grocer’s Every business. It is just as important Farm that he make a profit on this 149 | as on the other 86% and he can make it if he concentrates on tne saie of Home Franklin Package Sugars Every farm home in your trade. territory should because: have a Home Comfort Bread and Cake Cabinet. He saves the cost of labor necessary Our number 4 is a favorite on the farm, where big in putting up loose sugar. . eee Bone whe Ca aa Bat ee bakings are the rule and extra storage facilities He saves the cost of bags and twine; are needed. This style is 30 in. high, 25 in. wide, 1314 in. deep; it has three shelves and bottom space, and like the other sizes, can be finished He saves the cost of overweight and the loss by breakage, and He and his customers have c/ean sugar. in either white enamel or aluminum. Shipped The Franklin Sugar Refining Company (PHILADELPHIA knocked down, saving freight and warehouse space. ‘A Franklin Cane Sugar for every use’ The Home Comfort Company Saint Paul, Minnesota ‘Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup Kenroy | iste 421 ee |) ae y pleats) | 7 er | “‘When ordering direct, mention your Jobber’ UNITED TRUCKS Quality not Quantity And at a reasonable price Motor trucks from one to five ton capacities with bodies of every description, made to your order, to fit your particular requirements. We give each United truck the personal attention necessary to assure you of unin- terrupted use. We have an outlet for second hand equipment which enables us to offer an exceptional allowance for your old equipment. We have representatives in the territory who will be glad to call on you and talk things over. Write us or call on the telephone. We will consider it a privilege to get acquainted. ‘Talk to our repre- sentative about our time payment plan. UNITED MOTORS COMPANY Bell Phone M-770 Grand Rapids, Michigan Citz. Phone 4472 bie peace ” ‘2 tl | S"UULNAUANDEALAANALAALAAUAAUULI UUUNUARUAUUAUUAUUGUUULA UUANUANUUANUENUAAUENUUNII oo . Red Crown Gasoline Everywhere Every few miles in the country—and every few blocks in the city—you can get Red Crown Gaso- © line. ‘“Chat’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 ULS. 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