[RA eels WEEKLY 7) Seis ATR | ou ZABLE “est. 1883 3 , PES GE = —~ << y. t A a 2) ~ AAs wey =" ZI ACS ASUEAS SA | A) SO SS Thirty-Eighth Year ; , ‘ Number 1976 Likdiddithidblh The Gods When we were young, the gods, [| think, Were passing brave and tall; We only saw them through the chink In heaven's jewelled wall. And gladly did the poets sing, And hearts were bold, I ween, When every boy was like a king, Sper erry ry errr And every girl a queen. But now that we are old and wise, The world is older too; No more we seek to bridge the skies, As once we vowed to do. Unread, the songs of Arcady Encumber dusty shelves, For we have climbed the hills, you see, And we are gods ourselves. I Would Be | would be true, For there are those who trust me; I would be pure, For there are those who care; I would be strong, For there is much to suffer; I would be brave, For there is much to dare; | would be friend For all—the foe, the friendless; I would be giving, And forget the gift; I would be humble, For I know my weakness; I would look up And Jaugh and love and lift. ULM Ldlidlddlillldlllibldllllllddbldlll YEAST—A SURE SELLER If someone told you of an excellent product, easily handled, quick turnover, splendid profits, and for which there was a big demand— Wouldn’t you straightway decide to carry it regularly? FLEISCHMANN’S YEAST fills this bill exactly. The Fleischmann Company’s campaign to tell the world about the food-value and curative properties of Yeast has won millions of new customers. Push Yeast sales and link up your cash register with this demand. Yeast is perishable. Keep it cool—keep it dry. THE FLEISCHMANN COMPANY Fleischmann’s Yeast Fleischmann’s Service Now Is the Time to Increase Your Advertising \ N YHEN your car hits the up-grade, do you throttle down? Not if you want to make the grade! You step on the throttle and coax and jockey until you’re over the crest. To-day, selling is on the up-grade and in sandy going. The public is muffling its ears against persuasive argu- ment. If you cut down your sales effort, what chance have you to maintain your sales? Now is the time to increase your advertising, when the faint-hearted and the weak are leaving the field to the courageous and far-sighted. Wise and seasoned adver- tisers who know what advertising is and can do, are now spending more to take advantage of their opportunity. Experience has shown them that advertising is not only the most efficient method of sales promotion, but the greatest insurance against future competition. We should be glad to discuss with you your sales prob- lem, and how advertising can aid you. Michigan Tradesman Grand Rapids 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 tess-than-car lots. We are making special prices on canned fruits, candies, cigars, coffee and canned meats. PHONES Bell Main 5041 Citizens 65448 LR WELLYN ®'/COMPANY. WHOLESALE] “] GROCERS GRAND: -RAPNDS: - MICHIGAN. Mebane las iets Os) United Trucks Why you will be interested: 1. We aim for quality not quantity. 2. Each truck is given individual attention to insure unin- terrupted use. We build a size to fit your requirements. We build each body special to your specifications. ' 5. We have an outlet for second hand equipment which enables us to make you a maximum allowance. 6. We have a special time payment plan. 7. We would like to get acquainted and talk things over, even though you do not buy a UNITED. Write us a letter or call on the telephone. UNITED MOTORS COMPANY Grand Rapids, Michigan Bell Phone, M 770 Citz. Phone, 4472 inn ra 2 h epee tia: SLUT | Protect Your Profits To succeed against real com- petition you must make a real profit on everything you sell. If you confine your Sugar business to Franklin Package Sugars you earn the profit you lose on bulk sugar, through the saving in Overweight Bags and Twine Labor and Breakage The Franklin Sugar Refining Company PHILADELPHIA *‘A Franklin Cane Sugar for every use’’ Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup t 7 SS SS Pa Te a ONE SIE tsb ate RIOE. ACS Fe OEE IO 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 BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY. Grand Rapids. BH. A. STOWE, Editor. Subscription Price. Three dollars per year, if paid strictly in advance. Four dollars per year, if not paid in advance. Canadian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. BExtra copies of current issues, 10 cents; {ssues a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old, 50 cents. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. BASIC CONDITIONS BETTER. Basic conditions all over the coun- try are improving, although the prog- ress made appears at times provok- ingly slow. The farmers, despite the pleas for aid made in their behalf, are not in as bad a plight as certain of their spokesmen make them be. Their losses were on last year’s Those they are raising this year are being produced at lower cost and will net a profit at the prices which are In the worst fix are the tenant farmers who raise cot- ton, and the experiences they have been having may result in an abolition out to crops. forecast. of the system under which they have been accustomed to act. When ton growing is made a business prop- cot- osition in all its details from planting to marketing, there will be an end of the appeals for aid from public funds whenever prices take a drop. Even as it is, the indications all are that the cotton planters have passed through the worst of their experiences in de- lation and that they fair showing this year. of the showing will make a The larger industries are improvement and this is true, in the main, of the trans- portation While wages have been reduced in a number of ac- cupations, some of the manufacturing gradual interests. loss to the workers has been made up by declines in the There cost of various necessaries. still pur- chasing power which can be invoked by merchants who make the proper kind of appeals. Retailers are engaged in testing out their respective communities to ascertain what will commend itself and they will continue to do so until the fall season is under way. Their buying will be dependent in great measure on what is disclosed from time to time. To what extent and in modities deflation has run its course for the time being is one of the mat- ters of serious concern to business men. Every once in a while, after it seems as though certain prices had become stable, something happens to disturb them, usually in the form of a decline, In some lines of foodstuffs exists a margin of now what com- GRAND RAPIDS, WEDNESDAY, AUGUST 3, 1921 been toward ad- vances, although there appeared to be nothing in the the tendency has conditions shown to warrant these. In the textiles, there has been a decided lack of uniformity. A liking for has given it a price strength some particular fabric when other less desired cloths have shown weakness. Dress ginghams are an of this kind. In linens the great feature has been the lack of de- mand, which the nature of a revolt against the high prices it was sought to maintain. instance was in Such concessions as have been made have not been sut- ficient to change the public attitude. With silks the situation is rather cu- rious. The drastic slump in the prices of the raw material was checked somewhat by the operations of the Japanese syndicate, which is with- holding a large stock from the mar- ket. But even partially effective. this has been only The decline in the prices of silk fabrics has not yet been as pronounced as that im the raw material, and still less is that decline reflected in the retail prices. While much silk consumed in re- cent months, a large proportion of it has been went into the manutacture of hosiery, for which there has been a great de- There is yet doubt as fall: In woolens, the outlook is better than mand. some to how silk fabrics will go this in any of the other textiles, and there been less placing prices for next spring. CANNED FOODS CONDITIONS. Enough has been said in the Trades- short has hesitancy in man about crop. conditions, acreage and advancing prices, and no more will be said for the present. Every prediction herein made has troven reliable, and if readers have not taken advantage of them it is their The situation has never been in a legiti- misfortune. canned foods than now, Tt is 2 mately stronger position and buyers cannot go wrong. safe market to buy on, as the food 1s needed, and people must and will and the demand is going to the Attention will herein be given to matters of a diver- have it, exceed supply. sity of interest, letting conditions fol- low their course to a higher plane of It is to be hoped that unin- telligent speculation will not take the prices. place of legitimate buying, for it would be unfortunate for the canning industry if prices were to rise beyond the receding purchasing ability of the people in this time of pay reductions and unemy loyment. The that rains have been general from Nebras- ka on the West to Hast) lowa had 4 Ausust | and 2, all Illinois had extending south of weather bureau reports Buffalo on the rainfall State. a two-inch rainfall Springfield; tn- two-inch over the has diana has hag a fine rainfal] extending south pf Indianapolis; Wisconsin has had a heavy rain extending as far North as has had good general rains. Manitowoc, and Michigan These rains will be helpful to the late tomato crop and late corn crop, but have arrived too late to benefit the early planting. lt ts evident that the pack of Cali- canned fornia fruits is going to be much smaller than usual. There has been difficulty in financing large packs by firms of small capital on the Pa cific coast because they had no def- initely contracted outlet for the goods for that not advance the and reason the banks would with which to produce the goods, and the canned money foods have not been and will not be produced. This fact has become known among canners and they are advancing the prices on goods already produced or to be produced. Consequently ad- 10 and f5 on California advarces of cents a dozen fruits have recently made, and this has caused some uneasivess among belated buyers. JEFFERSONIAN SIMPLICITY. Satirists of Jefferson—and he had them a-plenty in his day—declared that in planning his house he forgot the stairs. In point of fact, the stair- ways were least of all an afterthought. They were deliberately hidden behind wall and door when Jefferson began building in 1769, a youth of 26, and so they remained in 1801, when Monti- cello was completed to house the New United States. thermore, the spacious lawns, spread- President of the F ur- ing on all sides, are uncluttered by bake house or workshop. All the in- dustries of the vast estate are housed at a slaves came to serve him they came distance, and when Jefferson’s through a subterranean passage. The work was done quietly, unobtrusively; the Sage of Monticello was served as if by the rubbing of Aladdin’s lamp. Great nobles and kings unnumbered have been more open to the human touch, more accessible to their famil- iars. In all this there was probably no intentional doubling of standards. Jefferson seems to have been as self- convicted in his democratic ‘“philos- ophy” as he was steadfast in the prac- tice of its opposite The from Monticello in homespun breeches ancient legend of his riding on the occasion of his first inaugura- tion has been disproved by Henry Adams in his incomparably document- ed history; in point of fact, he walked to the capitol from his lodgings in the But a public accustomed to Washington’s city. the effect on the minds of coach and four must have been much the same. The story of his receiving the British slippers is authentic. doubtless calculated for political ef- Ambassador in carpet 30th acts were fect. Yet it has never been seriously questioned that we owe much to the Number 1976 Jeffersonian tradition. Our democracy has a warmth, a richness and an in- tensity that would have been impos- Federalist tradition had But Monticello - ’ ane 1 us as a warning, all the sible if the prevailed. stands to more eloquent hoes omaatuete bean pecause so persuasively peautitul, i literal Only against accepting in a quite | stein : wa tiic sense the doctrine of equality. the Socialists have ever done that, and they have been more illogical in its practice than Jefferson, a thousand times. Adulterated Butter Ruling Again Put Off. Washington, Aug. 1l—Agai the Treasury Department June 28 on adulterated butter has been pended by secretary oj | reasur} Melon, with the ar ruling of nouncemeint } an order covering the question woul j ‘ 1 1 i be issued when conclusions are reached in the matter. ps ‘ [his ruling was a declaration that all butter made from neutralized cream is adulterated and should pay a tax of 10 cents per pound. Former \ttorney-General Palmer made this ruling before he went out of office, ard it has been held as a menace to the centralizing factories for some time. This last order indicates that the ruling will never be enforced If it were, it would destroy millions of lollars of property, and be a hardship t lustry of the countr: —_—_~+~+.___ Wholesale Grocery Costs. university bureau of Oo tne dairy in The Harvard business research has published i's in- vestigations of operating costs in the wholesale grocery business for the year 1920 based on returns from 320 wholesalers who have submitted rec- ords. These firms are located in forty- five states and Canada, and their ag- 1920, $643,949,- per cent gregate sales were in 000. The lowest cost is 5 highest, 17.4: common, 9. It is not true, as commonly supposed, that costs of doing business are less in larger cities by reason of the larger transactions.. The facts appear to be that costs are greater in the larger cities. ——_+.2.>—__—_ Fresh Milk In Cubes. In Holland milk is now put up and solid form, being made into le cubes which are sold in t readily dis- solved in tea, coffee or other fluids. ‘he milk, cream, is reduced by after removal of the heat to dryness, hen powdered and mixed with the ” t cream, the material being pressed in- to blocks. These milk tage of preserving their freshness for cubes have the advan- a long time. They are recommended for use in regions where milk is not had, convenient to easily to be and travelers find it of them. carry a supply oa ——_— The improvements you plan _ to make in your store some day will not help your business until they are made, 2 Condition of the Bean Crop in Mich- igan. Lansing, Aug. 2—The writer was in Washington from July 13 to July 21 in an effort to secure certain amend- ments to the tariff bill before the House, especially in the schedules covering beans, flour, millfeeds and the section regulating “milling in bond.” After a number of interviews with Mr. Fordney, the Ways and Means Committee submitted amendments in- creasing the duty on beans from $1.25 to $1.75 per hundred and increasing the duty on millfeeds from $1.50 per ton to 15 per cent. ad valorem; also substituted for the ‘milling in bond” clause, as printed, the same provisions as in the Payne-Aldrich bill, all of which amendments were passed by the House. While we did not secure all that was desired, we believe from conver- sations with a number of members that the duty on beans should be sat- isfactory and afford needed protec- tion against the importation of for- eign beans. In response to bulletins numbers 122 and 123, reports were received covering 180 elevators. Those mem- bers reporting will find enclosed here- with summary of reports. We are convinced that our former estimate of 450 to 500 cars shipped during the month of June was too low and that the number would ap- proximate 600 cars. Receipts from farmers are reported as being very light and there is ab- solutely no pressure on the part of country elevators to move stocks. There has been quite an advance since the first of the month, heing reported to jobbers within the past two or three days, at $3.90@4. Some of the jobbers are offering ele- vators $4 to-day and report purchases at this figure, indicating that the coun- try elevators were not willing to part with their stock at a lower frice. Reports as to crop conditions in various parts of the State vary con- siderably. Late beans in the district around Saginaw and the Thumb are reported looking fine. In the South- ern and Western part of the State, conditions are not so promising. Ear- ly beans which were apparently al- most ready to pull are found to be very poorly podded and in some cases } sales not worth pulling. A farmer living near Lansing hav- ing filteen acres of early beans, re- ports they are not worth harvesting Similar reports are coming from sec- tions further South. If this is gen- eally true with early beans, the stocks in Michigan will be entirely out of the hands of the elevators before the new crop. All over the State, we un- derstand, the crop is sadly in need of alin SOakKiINng ain ( onditions By Counties. \renac—Beans looking good ae : 2 i. cit g about /> per cent. of - 2 es last vear. normal Condi- Eaton—Fair acreage but not doing vell on account of dry weather. Genesee—Weather very hot and ary Nor for weeks. Crop looking Tur vellow Not very good stand. age very littl more than last season. (sen ese Acreage oO yeans ire€ more this vea conditions fairly sood. Genesee—Small acreag Good prospect. Gladwin—Acreagt J> per cent. normal, Growing crop good. Gratiot \creage about 75 per cent. ial. Crop looks good at present if hot weather continues very yu ‘ mg, look for poor yield. Huron—We judge about 75. per cent. of last years crop. Suffered t 1 oo. : : : considerable trom excessive moisture, : that is in our immediate vicinity last week. Huron—Acreage about same as year ago. Condition of crop about Huron—Acreage 7. ‘ io Se, ither has made small and dry beans look bad. MICHIGAN Isabella—Very large acreage out and growing crop looking good ex- cept an occasional thin stand where all out did not come up on account of dry weather. Isabella—Acreage looking fine. Ingham—Bigger 1920. Jackson—Acreage 20 per normal crop. large and crop acreage than in cent. of Condition good. Kent—Acreage 50 per cent. Condi- tion good. Kent—Acreage very small. Con- dition of crop very good. Kent—About half the normal acre- age in this vicinity this year. More kidneys planted here this year than ever before. Plants are up about four inches and have good healthy start. Lapeer—Acreage small. Condition fair. Livingston—Acreage a than last year. good. Mason- good. little less Condition of crop Bean crop iooks to be Macomb—Acreage here smallest in vears and condition only fair. TRADESMAN Shiawassee—Acreage normal. Con- dition good. Tuscola—Good stand. Tuscola—Acreage 80 per cent. of last year. Condition of crop fair. Since the date when these reports were mailed Michigan has experi- enced more than two weeks of ex- tremely hot dry weather with the excej tion of an occasional thunder storm in several locaalities. ° Frank B. Drees, Sec’y Mich. Bean Jobbers Ass'n. —_—+_»--—___- Gabby Gleanings From Grand Rarids. Grand Rapids, Aug. 2—Charles C. Perkins, who represents the pharma- ceutical department of Armour & Co. in the Minneapolis market, paid a flying visit to Grand Rapids one day last week. He was so hurried that he did not find time to call on some of his best and oldest friends. Frank E. Leonard (H. Leonard & Sons) is spending a week oraten days among the Northern resorts. He is accompanied by Mrs. Leonard. The Grand Rapids Dry Goods Com- acreage and _ fair . The man who does his Upon a higher plane, | The man who keeps the Cared for from every Because he loves for The man who finds in That onward, upward Hart, Mich. THE MAN THE WORLD WANTS. And does it without a thought of gain Is the man the world wants. The man who divides his surplus store, In a way that carves a name On the hearts of men, the hall of fame, Is the man the world wants. The man who squarely stands for right, Though gold makes its appeal, And who in conscience barter will not deal Is the man the world wants. view Is the man the world wants. The man who does not think to save his soul In the least resistance way, But by the grace that keeps him square each day Is the man the world wants. And for whose weal his energies he bends Is the man the world wants. The man,-in fine, that you know where to find In place the whole year round, Because he’s right down with you on the ground Is the man the world wants. best to place mankind garden of his soul its own sake things true friendships true the way trends, L. B. Mitchell. Mecosta—Acreage very small only seen few small fields growing and they are small plants in size. Mecosta—Acreage is about 60 fer cent. Drv hot weather has damaged the crop somewhat. We would esti- mate the crop at about 50 per cent. M ontcalm—An average acreage and they look good at present. A little dry in some sections. Acreage small. Condition time good : Acreage 90 per cent. of Ogeamaw at thi r. Condition good. Saginaw—Acreage about normal and condition of crop good at pres- Cnt Sanilac—__Acredge as large as last ear. Conditions good. Sanilac—Crop looks extra good. Not sO Many acres as last. Stand is better than last year at this time. Sanilac—Acreage normal. Condi- tion good. Sanilac—Acreage and conditicn of crop are about the same as last year unless it would be that the recent rains have advanced the crop further than other vears at this time. Amount in hands of farmers in this vicinity very light dnd do not think will run over 1,000 bags. Shiawassee—Acreage 115 per cent. Condition fair. pany will be closed all day Saturday, Aug. 6, to enable the officers and employes to enjoy their annual pic- nic, which will be held at Lake Mich- igan Park. The trip will be under- taken in automobiles, which will start from the store at 8 a.m. A fierce and furious ball game will be played by the house team and the traveling salesmen. There will be sports and contests for both men and wome. with rare and valuabte prizes for the victors. A picnic dinner will be served at noon, after which both land and water contests will be in order. LL. M. Wolf, the Hudsonville banker and agriculturist, who was so ill for many months that his life was de- spaired of, has entirely recovered his health. A medical expert detected the existence of pus sacks under his teeth and the removal of the molars given him by nature started him im- mediately on the road to recovery. There are twenty-seven drug stores in Kalamazoo and the Hazeltine & Perkins Drug Co. sells goods to all of them. Five of them are covered by W. O. Gladding and twenty-two by Cornelius Crawford. On the oc- casion of his last trip to Kalamazoo Mr. Crawford turned in only twenty- one orders. The twenty-second drug- gist was out of town. Guy W. Rouse, President of the August 3, 1921 Worden Grocer Company, left Sun- day for New York. He is expected home the latter part of the week. Out where it gets hot and stays hot until the corn has formed on the ear and humanity lives in tropical attire through June, July and August; and all over Nebraska and Kansas the heat shimmers and undulates under the intense rays of blistering suns; and people begin to hate the very name of summer, and seek a place cf refuge, they find Iowa, Illinois, Mis- souri, Indiana and Ohio just as hot, and wonder if the cave men did not, after all, have something on modern sufferers. Conversation may be a fi+-+.—___ The Hardness of Woods. A student of woods gives a table showing their comparative hardness that is of general interest. His list follows: Hardest—ebony. tough. Hard as bone—barbary shrub, lilac. Very hard—almond, hawthorn. Hard—maple, yolk-elm, wild cher- Very heavy and Hard as stone. ry, yew. Fairly hard Somewhat ash, plane, plum, elm. hard—beech, oak, wal- nut, pear, apple, chestnut. Soft—pine, fir, larch, alder, birch, horse-chestnut. Very soft—linden, poplar, willow. Lignum-vitae, a general name for very hard tropical woods, is popular- ly regarded as the hardest and heav- iest of woods, but evidently ebony ranks above it. The growth of the cities and level- ing of the forests have resulted in a great diminution of knowledge in both woodcraft and the identification of trees. With the sycamore, oak, ma- ple, elm, willow, beech and common fruit trees out of considera- tion, comparatively few locust, men can They name the trees in the woods. are just trees to the majority, plas August 3, 1921 Revival of Trade Demand and Stabil- ity of Prices. Just suppose you’d been on pins and needles of uncertainty and war- time nerves and super regulation for several years—long, lean years of trouble and strange environments— and then suppose there came along a fat year and you made a lot of money on the happy turn of events; and then suppose Uncle Sam came along and took away half your big profits in excess profits taxes and next along came a record-breaking slump that took away the other half (plus) and left you gasping for breath. And then suppose, after squeezing all the water out of inflated commod- ity values, things took a sharp turn for the better and slowly—ever so slowly perhaps, but plainly and surely on the way—things commenced to feel as though you had your feet on solid rock at last and things were get- ting cheerful—say, “ain’t it a great and glorious feelin’?” Well, that is just about the way a good many long headed grocers are feeling right now. At last it looks as though the grocery trade is on the way to prosperity and perhaps, if one happens to have a little courage left and don’t weaken, there is a_ bully good year at hand. It may not yet be very strong in trend, but at last it looks as though the stagnation is over. Buying is in progress with a snap that has been lacking for months and everyone seems to feel a lot safer about values. Plainly rock bottom has been touched; at least it has got- ten to a level where a consumer is ready to buy and the retailer’s liquida- tion has progressed to the point where he is ready to buy stock again; not speculatively but for genuine and even imperative needs. And those _ big surpluses, which had everyone scared blue a few weeks and month ago, are not to be easily found nowadays—in fact in some things there is a wish that they did exist. : And when one comes to canned foods, the bulls are in clover. Acreage is short, weather conditions have raised hobs with the prospective yield, canneries are not opening to even half capacity, Government surplus sales are largely matters of memory and every can of stuff to be had is in demand. Besides, the consumer has been get- ting friendly toward canned foods of late. And, let it be said cautiously, there are distinct speculative tenden- cies reappearing in the food lines ow- ing to low prices, short crop and gen- eral restoration of optimism. The grocer has ceased to mourn his departed sugar losses—gone but not forgotten is his motto—and the June quarter showed in a surprisingly large proportion of instances a small but sure enough balance on the right side of the ledger. All in all wise grocers are looking ahead instead of behind. They are not fooling them- selves with over-rosy prospects, but they have ceased to find the skies filled with murky gloom. It looks like a good time ahead. Of course it is the “dull season” just now, especially in the cities, while the va- cationizing public is in the country, but the character of buying quite as much as its volume is distanctly en- couraging of steady improvement. Wherefore cheer up. een os eealaareiata setae eet ee MICHIGAN TRADESMAN Pt aa a WB 8 NE EST EW Te aes oem High Up on the Mountain Slopes in the Coffee Growing Countries Comes the Finest Coffees Rich, thoroughly matured, sound, solid beans, which have slowly absorbed the best that Nature can give from soil, with sunlight and atmosphere, produces a green coffee, which, when roasted, gives off a most delightful, fragrant aroma, and when drank affords all that could possibly be asked of Nature in producing coffee. Quaker coffee is blended from the best mountain- grown coffees in all their richness and we are careful to not ship out any but fresh roasted Quaker, which means much to a grocer, who wishes to build a coffee business and please the consumers. If you have never handled Quaker coffee, drop us a postal card, telling us that you are interested in Quaker coffee and we will be pleased to send you, without charge, a large trial sample of this splendid coffee to use on your own table, so you can then be the judge whether or not Quaker will be the brand for you to use and sell your customers and take the place of the many slow sellers that you now have on your shelves. Coffee to-day is Nature’s natural stimulant, with a harmless kick, but it must be sound, well matured, mountain grown, such as is found in Quaker or in other brands of good coffee, put out by first-class, responsible coffee merchants. Write immediately for trial sample and stock a case of Quaker. Remember your coffee sales go backward in place of forward in selling other than the best coffee. W ORDEN ( syROCER ( OMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers. MICHIGAN TRADESMAN August 8, 1921 Movement of Merchants. Roval Oak—Jas. F. Graves has en- gaged in the retail lumber business. Jackson—Patrick J. Doyle, boots and shoes; reported petition in bank- ruptcy. Mercantile stock Amasa—The Hematite Co. has increased its capital from $25,000 to $50,000. . Detroit—Benjamin J. Hack, boots and shoes: reported offering to com- promise at 40 per cent. Detroit—The Bamlet-Alden Co., au- tos, accessories, etc., has changed its name to the Bamlet-Galvin Co. Greenville—Floyd Peacock has sold his interest in the clothing stock of W. 5. Owosso—The Feldt & Co. to his partners. Farmers’ Co-Opera- tive Elevator Co. has been incorpor- ated and opened its plant for business August 1. entered the store of W. B. Hooker, July 29 and carried away the contents Wayland—Burglars hardware of the cash register. Wayland—Fred gaged in business in the Reams build- Wallace has en- ing, carrving groceries, new and used furniture and second-hand goods. Cadillac—Bert L. Curtis has pur- chased the grocery stock of A. Lund- strom and will continue the business in connection with his meat market. Detroit—Holden Boot Shop (How- ara «J. Wines, Holden avenue ) reported proprietor, boots and shoes: offering to compromise at 35 yer cent. Columbus—Thieves entered the general store of aM. W. . ++] ° . nos } cently and carried away the contents Bourke re- of the cash register and a small safe. Che DelaHunt Oil Co. has incorporated with an authorized capital stock of $5,000, $2,500 ot which Jackson been has been subscribed and paid in in cash, Highland Park—The R. 1 cery has been & 5. Gro- incorporated with an authorized capital stock of $1,500. all of which has been subscribed and paid in in cash Thieves entered the cloth- Abbey & Walters, 321 South Washington avenue, July 28. ind carried away the contents of the Lansing Ine store Ot ash register, $60. Laingsburg—-The Farmers’ Eleva- tor Co. has been incorporated with tal stock of $40,000, +} ; authorized cayi $29,800 of which has been subscribed } ¢ “ } nd Paid im mn cash. 4 Marquette Jacob Isadore’ and have formed a coyart aged in the cigar man- ufacturing business at the corner of Front and Spring streets. New Butfalo— The New Buffalo Lumber & Coal Co. has been incor- porated with an authorized capital stock of $15,000, $1,910 of which has been subscribed and paid in in cash. Bax Axe urchased the interest of his partner, G. W. Littleton, in the department tore of Littleton & Graham and will mtinuc the James F. Graham has business under his own nami Owosso—The Plumbers incorporated with an authorized capital stock of $25,000, all o Central Supply Co. has been f which has been sub- aot } Pi 79C a : ‘ scribed, $1,725 paid in in cash and r7R le zy. Ii prope Tty, Coral—George Newall, 70 years of age, veteran merchant of this place, leaped beneath the wheels of a Pere Marquette passenger train at Ionia Aug. 2 and was crushed to death. He had been in ill health many years. Detroit—The Western Tire Mold Co. has been incorporated to deal in tires, rubber goods, auto accessories, etc.. with an authorized capital stock of $50,000, $25,000 of which has been subscribed and paid in in property. Ludington—John Magnusson, who has conducted a drug store here for the past twenty-four years, has sold his stock to Joseph Sahlmark and Maurice Bolin. The business will be continued under the style of the Bolin Drug Co. Detroit—The Community Drug Co. has merged its business into a stock company under the same style, with an authorized capital sock of $15,000, all of which has been subscribed and paid in, $1,000 in cash and $14,000 in property. Bellaire—Abraham E. clothing Frank, long- time dry goods and mer- chant of this place, died at a hospital in Rochester, Minn., where he went for treatment a few days ago. He for- merly was a partner of P. Medalie, of Mancelona. Detroit—The Wayne Dairy has been incorporated to deal in milk, cream and all dairy products at whole- sale and retail, with an authorized capital $30,000, $16,000. of which has been subscribed and paid stock of in in property. Grand Rapids—The Speelman-Boer Electric Co. has been incorporated to conduct a wholesale and retail busi- ness, with an authorized capital stock of $10,000, all of which has been sub- scribed, $2,500 paid in in cash and $5,000 in property. 3elleville—Ives & Stone, dealers in have autos, accessories and_ parts, merged -their business into a_ stock company under the style of Albert Ives, Inc., with an authorized capital stock of $20,000, all of which has been subscribed and paid in in property. Elsie—The Western Oil & Gas Dis- tributing Corporation has been or- ganized to deal in petroleum prod- ucts, auto accessories, etc., with an authorized cay ital stock of $25,000, of which amount $19,950 has been sub- scribed and paid in, 19,450 in cash and $500 in property. Detroit—The W. H. Bartlett Co. has been incorporated to deal at wholesale and retail in women’s chil- dren and misses ready-to-wear cloth- ing with an authorized capital stock of $50,000, all of which has been sub- scribed and paid in, $7,250 in cash and $42,750 in property. Kalamazoo—F. W. his drug stock at 1717 East avenue Beatie has sold to Johnson & Trichman, who. will continue the business under the style of City Drug Store No. 2. Mr. Trich- man owns City Drug Store No. 1 and Mr. Johnson has been chief clerk in No. 1 for several years. Detroit—A. I. merged his auto accessories and parts busi- Blane has ness into a stock company under the style of Blanc’s Auto Service Cor- poration, with an authorized capital stock of $4,000, $2,000 of which. has been subscribed and paid in, $1,000 in cash and $1,000 in prorerty. Detroit—The Chisholm Bilt-Well Boot Shors have opened a brand new store in the heart of Detroit’s best shopping center, at 1424 Woodward avenue. This gives the Bilt-Well three Detroit stores—37 State street, 315 Gratiot avenue and 1424 Wood- ward avenue. The newest store calls for a rental of over $30,000 per an- num for a long period of years. Detroit—Thomas J. conducts a high-grade East leased a store in the new building at Grand River and Washington boule- vard and will open a high-grade store It will be a branch store and will cater to men exclusive- ly. His main store will continue to handle both women’s and men’s shoes. When the new Jackson Boot Shop opens on Washington boulevard, it will give that new shopping thorough- fare four high-grade shoe stores— Alfred J. Ruby, Ben Berke, Thomas J. Jackson and Thayer McNeil Co. Jackson, who retail shoe store on Adams avenue, has for men shortly. Manufacturing Matters. Detroit—The Willis Piston Co. has increased its capital stock from $40,- 000 to $75,000. Fraser—The White Eagle ture Co. has increased its stock from $25,000 to $100,000. Grand Wolverine Casket Works has increased its cap- ital stock from $2,000 to $7,500. Battle Creek—The United States Register Co. has increased its capital stock from $100,000 to $1,000,000. Kalamazoo—The Western Maker’s Chemical Co. has increased its capital stock from $200,000 to $1,- 000,000. Mancelona—Fire Furni- capital Rapids—The -aper destroyed the bakery of George Ring, entailing a loss of about $5,000, partially covered by insurance. St. Johns—The A. H. Stokes Man- ufacturing Co. will remove its sheet metal plant to Owosso, where it will erect a modern plant which it will occupy. Flint—The Famous Sausage Works has been incorporated with an author- ized capital stock of $15,000, all of which has been subscribed and $9,000 paid in in cash. Midland—The H. P. Co., manufac- turer of toy guns, pistols, etc., has gone into the hands of a receiver. The company has been in business about two years. Coopersville—The Charles R. Par- ish Co. has overhauled the plant of Coopersville Mills, winter and which it installed machinery throughout. Roller purchased last modern Muskegon—The Amazon Knitting Co. has orders on hand that will keep the ;lant busy until next April. The company has opened a plant at Mus- kegon Heights and is operating its Grand Haven plant with an increased force. Owosso — Samuel Voight and Fulmer have purchased the metal business of Walter G. Hadsall, 126 West Comstock street, and will continue the business under the style of the Fulmer-Voight Sheet Metal Co. George sheet Howell—The Howell Washing Ma- chine Co. has merged its business in- to a stock company under the same style, with an authorized capital stock of $60,000, $30,500 of which has been subscribed and paid in, $500 in cash and $30,000 in property. Wayland—The Business Men’s Pa- per Press Co. has been incorporated to manufacture and sell baling ma- chines, flower boxes, porch furniture, etc., with an authorized capital stock of $50,000, all of which has been sub- scribed and $5,000 paid in in cash. Detroit—Ralph J. Handy, Inc., has been incorporated to manufacture, sell and deal in auto trucks, accessories and parts, with an authorized capital stock of $100,000, of which amount $91,070 has subscribed, $5,000 paid in in cash and $81,070 in prop- erty. Lansing—The Rickenbacker Motor Co., of Detroit, has been authorized by the Michigan Securities Commis- sion to sell $4,000,000 of stock. The total capitalization of this new man- been ufacturing company will be $5,000,000, the remaining $1,000,000 to be held in escrow. Detroit — The Forth-Resilience Manufacturing Co. has been incorp- orated to assemble and deal in autos, auto parts and accessories, with an authorized capital stock of $100,000, $55,000 of which has been subscribed $5,000 in cash and $50.- 000 in property. Muskegon Heights—The Manufacturing Co., and paid in, Morton tools, farm machinery, etc., has merged its machine business into a stock comypany under the same with an authorized capital stock of $100,000 common and $50,000 preferred, $130,000 of which has been subscribed and paid in in cash. style —_>-+____ Sears-Roebuck Sales in July 36.24 Per Cent. Under 1920. Sales of Sears, Roebuck & Co. for July were the smallest of any month this year, amounting to $10,676,283, against $16,743,264 for July, 1920. This is a decrease of $6,066,981, or 36.24 per cent., between corresponding months, the largest percentage decrease since February. The decrease for that month amounted to $14,198,768, or 50 per cent. of February sales of 1920. Figures for the seven months of 1921 totaled $100,091,574, which com- pares with $157,211,192 for the cor- responding period of 1920, and shows a decline of $57,119,618, or 36.33 per cent., for the average percentage loss. —_e-<-~. __ Did Some Traveling. On Monday of this week Paul Find- lay, merchandising lecturer California Fruit Growers’ Exchange for two and one-half years, quit the service. Dur- ing that period he visited forty-seven states, covering a mileage of 108,00( miles and made 400 talks to trade conventions, retail grocers’ tions and jobbers’ salesmen in the leading cities of this country and Canada. associa- His educational trips were to better marketing conditions, and teach the trade the real value of margin com- putation and the application of cor- rect margins to the sale of oranges and lemons. Peele ea August 3, 1921 MICHIGAN TRADESMAN Essential Features of the Grocery Staples. During the war the Tradesman helped its friends of the grocery trade add many thousands of dollars to their profits by predicting market changes which had to take place on account of economical conditions. When we saw that brooms had to advance, we advised our readers to buy brooms. The same was true of soap, rice and many other staple ar- Later on the Tradesman advised its readers to buy sugar up to a certain point, which hundreds of them did to their great profit and satisfaction. The Trades- man has hundreds of letters on file, stating that the writers made from $100 to $5,000 extra profit by reason of their availing themselves of these Now the Tradesman makes another prediction, largely in ticles in the grocery line. suggestions, consumer—buy canned fruits and vegetables and sell them at a reasonable profit. Do not take advantage of advances, to the end that the consumer may not be weaned from the habit of using canned foods generously. Unless grocers in the interest of the general avail themselves of this advice, many of them will find their shelves bare of goods which they will be un- able to replenish before another can- ning season comes around. The market in canned foods in hun- grier and has more speculative ten- dency than before for two years, and canned food brokers are all as busy as a one-armed man trying to button his glove. The wholesale grocers are begin- the alleged canned corn, peas and disappeared, not for ning to realize that all big surplus in tomatoes has speculative storage, but into the mak- ing of blood, brain and muscle for consumers who have eaten it. The market was searched for can- ned standard corn for a country job- ber and not a case could be bought, there not being a house that would sell. An order was given for 3,000 cases ot No. 2 standard tomatoes, which could not be found in Indiana or Ohio. Another order was given for sev- eral hundred cases of standard corn to be placed in Illinois or Indiana and a seller could not be found among the canners. sold out clean on canned fruits and will not Michigan canners have accept any orders: for canned apples The only localities heard from which have a good apple crop is Oregon and Maine. for late packing. which have been Prices of canned tomatoes for fu- ture delivery are sharply advanced and will be higher. Canned corn is for standard up to a dollar for future delivery at cannery and will go higher. California canned fruits have ad- vanced from the opening about 10 per cent. with indications of further ad- vances. Generally the whole situation in foods is excited and advancing. It is to be hoped that speculation will not begin because the consumers. des- perately need a continued era of at least reasonable prices on canned foods and no very heavy advances. 3elated buyers of canned foods are trying hard to buy at former prices but find that their formily declined and_ that offers are uni- canners came back in reply with further ad- vances. Edward D. Smith, President of the Great Western Canning Co. at Delphi, Indiana, former President of the In- diana Canners’ Association, made the statement ‘Buyers and dealers do not realize following yesterday: the disastrous conditions of the can- “The vines in my section are all shriveled ming crop, he said, tomato up and there are only a few small green tomatoes on them. The corn for canning purposes is only about half normal height and is tasseling out, which means that it has stopy ed only small growing and will yield nubbin ears of corn. Rain night help the corn some but it is too late for it to help the tomatoes. “Some other canners talking to me fields of sweet corn that would not yield more Said that they had many than fifteen bushels of corn to the acre. “The farmers and people in the country towns know these conditions and they are buying canned foods by the case to lay them up for winter. My retail grocer told me a few days ago that he had sold more canned foods in the past two weeks than he had sold before for six months. “There was a similar condition to 1903. future delivery at 65 cents the dozen this in Canned corn sold for and advanced before January to $1.25 the dozen. I figure that it will cost to-day $1.10 to pack standard canned What to I cannot predict. I have no can- corn. the price will advance ned tomatoes or canned corn to sell at present at any price.” Sugar—The market has put in a firm There is no price for granulated now below 5.95 and most week. Raws are strong and show a fractional advance. The consumptive demand for refined sugar has been pretty good, but slowed up a little during the week. Local asking 6.70c for cane and 6%c for beet granulated. refiners are asking 6c. jobbers are News has become confirmed during the week, that this year’s sup- ply of Japans is going to be quite short. Tea As a matter of fact some au- thorities say that there will not be more than ten million pounds of second crop Japans shipped, against an average normal shipment of about forty million pounds This has strengthened the market in these grades of tea during the week, but there is no big demand. The balance of the list is unchanged and moderate- ly active. Coffee—The market has shown some additional strength during the week owing to firm news from Brazil. Possibly all grades of Rio and Santos are just a shade firmer, but this has had practically no effect on the offer- ings of spot coffees. Mild grades are slightly firmer without particular change. Dried Fruits—Several packers on the coast wire that they will accept no more business in future prunes at the present prices and ask 4c more. Some orders have been confirmed on the later basis. The undertone of the mar- ket on the coast is stronger and pack- firmer. ers’ ideas are Independent packers are reported as buying old crop prunes in the open market for their own needs, confirming the latest wires from California stating that 1, 000,000 pounds of sold last week for export to England. Apricots remain firm at the latest ad bulk Santa 1920 prunes were vance on basis prices and in several Clara packing houses the cot’s are completely sold out for future delivery. Raisins are stronger and are higher, due to the auction sales Friday. It is stated that some of the which accounts for the lower prices raisins are slightly sugary, received. Canned Vegetables—Tomatoes are scarce and firm and No. 3s sold, in a large way, during the week at $1.30. The corn crop is reported as being badly affected by the adverse weath er and packers are unable to estimate the exact percentage of deliveries they will be able to make later on in the season, hence the stiffening of Alaska and retaining their present lofty position prices. SWCCE peas are in the new sack market, but buyers do not evidence much’ enthusiasm. Prices remain firm owing to the short pack and the canners are determined to make the most of the small stocks on. hand. Canned Fish—Ffollowing the clean up of pink and red New York market last came in for an unusual share of atten- salmon in the week, chums tion and prices on the coast were quoted Tuesday as being firm at 70c as against offers of 55c not two weeks ago. Stocks of salmon in New York are very light and the first arrivals in Seattle of red salmon were shipped most of the new immediately East, stock, however, being bought for packs are still uncertain, but seem to agree Chicago. Reports of the new that a small pack is expected. Many canners are using only enough fish to fill the surplus of cans and shooks left over from last year and eighty- six canneries are closed. California sardines are in a firm position owing to the fancy fish. usual summer demand _ for Canners expect to operate at a fairly normal rate this season as sales have been regular and the mar ket firm. No received further reports have been about the prospective tuna pack. Stocks on hand are ade- quate to supply a basis for business next year and the canners of tuna are not willing to resume operations unless they can secure a_ reduction of prices for raw fish from the fisher- men. Syrups and Molasses — Glucose shows a fair every day demand with- out change in price. Compound syr- quiet and unchanged. Sugar light demand at un- Molasses dull. market is prices ranging about the same as a up is syrup in very changed prices. Cheese—The firm at The make is reported to lighter been, owing to the weather conditions; week ago. be considerably than it has but we do not look for much change from the present basis of prices with- in the coming week. ES entrain Frenette oe = ) ' Rice—Light sto if e eve! ; ‘ ; : where ifi tne South it é a tie season are Keeping up asSKINg prices for all grades in the face of a sluggish ote a oll 1 + ' } market and small sales Most of the rice sold went to exporters bu tor German brewers manu ng for the South America irkets. The 1 +} os : IUTK O ce ship if ! ¢ I oO screenings and ow grade etie : rdav’ V1 ro New 6) ' Saturda ‘ ni std { ld sh J p ices é kept up to the ir} Provisions Everyt y t ] 1 + 1 + SMOKE i €a i} € I consumptive dema ri Fe ing about le per und 1 > ; a week ago. Pure lat é ‘ at unchanged prices ha i s sumptive demand Lar 1 tute are also unchanged, with a tats 1 ‘ sumptive demane Barreled Yr canned meat and ried peet a i better req st i silg a ( prices Nuts—Brazils are t 4 Icipate no red t10 Bearish reports are s ( 1 + + One l¢€ } wes Ope i ) Sc) far these ave had et! es Cn le Wa its ( t t {y() to seesneut |] 1 consumptio ( irly anc ‘ } - + } 1 ugh grade nuts received a de of attentior aE OY ces i 1 0c to 25 | . Sal Fish \ ¢ sume \ 1 1 1 ‘ ] + mackerel ive ca‘ ead be ( I 1 7 4 j 14 and quotations are $13 for 4s S15 : ' tor dS Wet and TY i¢ r¢ > iif sirens lila aaa Returning To Normal. Ann Arbor, Aug. 2—The pendulun is swinging back. We are on the re turn journey. When we reached the place toward which for fifty years we : ‘ 4 ' ; have been rushing, we re very aixious to retin. 1 I turn journey we are now seeing the other side of things and are balancing our opinions hat which passe wisdom may now pe se eT : ; : Foll then 1s oO t t ! I prudence. Pessimists were not all 1 1 j p 1. ; oe eerie ta meliancnoly roois; some were propinets ' ; : ‘ cas. : who should have been heeded, instead of treated with contempt. Optimists were men of keen insight a1 tu ) faith, or they were short-sighte sumptious fools. The shortest day s not coldest r +e +1 - - e Wintry weather increases 1 . ] ++ , + crease Of sunsnite Che retur ve . } } } ‘ oe ; ment of tne penduium 18 a promise DUE AOtT an tmmed t rSar g undesirable conditions On our re ; turn journey we e seeking ym things which we t awa \ part may be recovered A the must 4 \f be built anew. M ee ee Advice To Bachelors. est .. WW vans ene Grand Rapids, Aug. 2—Pert me to give my views on sO al €1 are 5 generati f men n are too d f 1. : ‘ ‘4 ‘ a OF pieasure ali spo oO i 4 I settle dow ind t who would like oO 2 afraid. There is not 1 | of. You are not j . dese! of man if you desire to get marrie¢ and are too much of a cov 1 to be lieve sufficiently well of 4 self to believe that you can support a wife Don’t hesitate. Take the stef You will never regret it. You will be able to support f assurance that having married her gives you, helps you materially in getting an advancement in your posi tion. Only cowards and slackers stay single. No matter how hard the times are, get married. way. H. W. Longworthy. A your wife, your ret a 2 pm sina ie [There 1s always a In the onion raisers’ union thers should be strength. MICHIGAN TRADESMAN August 3, 1921 THE YOUTH OF TO-DAY. Better Than Those of Forty Years Ago. Boyne City, Aug. 2—“The Fathers have eaten sour grapes and the chil- dren’s teeth are set on edge.” Ezk. 18:2. Ancient Palestine was a land of grapes and vineyards. You recall the story of how the spies who were sent ahead to see what the character of the country was brought back a most glowing report of the fertility of the land and as proof of their story brought back a sample of the grapes which they found. All the varieties were not so luscious as these, for there were the wild grapes—the kind probably that the proverb refers to in this verse. That kind which “set the teeth on edge.” The kind that you and I used to gather in our boy- hood days which grew so luxuriantly in the woods and that verily did set our teeth on edge when we ate them. We can almost feel the shivers run- ning up our backs now as we recall how they tasted. Certainly folks who ate that sort of grapes can expect to “have their teeth set on edge.” The other day my little boy was sick and I sent for the doctor. He had the littie fellow stick out his tongue, looked at his eyes, felt of his pulse, thumped about his stomach and asked, “Have you been eating green apples?” A most natural question, for all the symptoms of a green apple diet were there. We would hardly have expected the doctor, however, after examining the boy, to turn to me and ask me as his father, “What have you been eating? Have you been eating green apples?” But that is just what the doctor of morals and ethics and religion did in the time oi which we write. After putting his hand upon the pulse beat of the life of the Nation and diagnosing its moral and religious life, he sought for its cause in the preceding generations, in the thought and deeds of the fathers. For what the present generation 1s is very largely a product of those that have gone before. Two great forces are at work shap- ing and moulding the life of the in- .dividual—heredity and environment. Heredity is that which one receives as his heritage from his ancestors. En- vironment is that particular set of forces and influences which surround the child after he is born into this world. This thought which we are considering stresses the law of hered- ity. “The fathers have eaten sour grapes and the children’s teeth are set on edge.” The same truth is stated in various forms again and again in the Bible. Sometimes it seems to assume rather harsh terms. “Visiting the in- iquities of the fathers unto the chil- dren of the third and fourth genera- tion of them that hate me” has often seemed a very harsh statement to a great many. Why, we ask, do the innocent have to suffer for the guilty? Yet that is only putting into religious terms the great modern law of hered- ity. The innocent do suffer for the guilty. There is absolutely no escape from it. Each child born into the world is not a new and_ separate creation, but is the product of forces that have gone before him and over which he has absolutely no control. What the child will be when he reach- es maturity can be stated in mathe- matical terms of A plus B equals C-. Let A equal heredity and B environ- ment. Then heredity, plus environ- ment, will give the full developed character. Until the child comes to the age of maturity, where he can choose for himself, he has no con- trol over either of these forces. A great hue and cry is being raised recently about our young people, par- ticularly of the high school age. Last winter the Parent-Teachers Associa- tion in a neighboring city created a heated discussion of the question, What is the matter with our young high school boys and girls? Sermons were preached, lectures given and editorials were written. The habits of the teen age boys and girls were thoroughly discussed and criticized, but I am wondering if after finding, as they, no doubt, did, many things in the life of the boys and girls that were not up to the highest moral and ethical standards, if these same teach- ers and parents would not have come nearer the root of the evils if they had asked the question, What is the mat- ter with the teachers and parents? For the youth of the land only exhibit in their moral and ethical life the ten- dencies and characteristics which they have either inherited from their an- cestors or find in the environment in which they live. Let me repeat again, the young people are responsible for neither one. They did not choose their parents, nor are they to blame for be- ing born in the age or place where they are born. The operation of the principle is much easier to understand in the phv- sical realm than in the moral and ethical, but it holds equally true in each. I have two blue eyed, white haired, fair skinned and rather slender boys at my home. They are not to blame for their fair skin and blue eyes and white hair. It was only a few years ago that their dady was the same sort of a boy. They get their physical traits from their father and their fiery temper, of course, they get from their mother. A few years ago, when I was quite a small boy, there was a strong man who came to our village and gave a street exhibition of his powers. He was a remarkably strong man, handl- ing with the greatest ease huge iron dumb bells that an ordinary man could hardly lift. We boys gathered about his wagon and with wide open eyes and ears drank in all that he said or did. He gave a short lecture on physical training and one thing that he said I remember to this day, “If you want to make a strong man, be- gin with his grandfather.” Some of us will, perhaps, never be strong men because of the limitations that we have inherited from grandfathers or great grandfathers. We have had be- queathed to us certain physical and mental possibilities beyond whose limitations we cannot go. All we can do is to accept what we have and de- velop their fullest capacities. That is where most of us break down. For even the most meagerly equipped has possibilities far beyond what he usual- ly attains. The full grown oak, with its deeply anchored roots, its great trunk, its outreaching branches is all wrapped up in the germ in the tiny acorn. It awaits only the action of the forces of environment, of soil and sunshine and rain to bring them to tull maturity. 1 have a plot of corn in my _ garden which I have watched daily with interest and won- der. From the time the first sprout breaks through the ground until the coming of tassel and shoot and silk, it is an ever increasing source of marvel and admiration. But the kind of corn, whether yellow or red or white or black, whether sweet or pop corn or common field corn, has all been pre- determined by the kind of seed I planted. It was all there in germ in the grain that I placed in the ground last spring. No amount of cultivation will change its essential shape or color or size or taste. The law of heredity works in producing the corn that I will harvest. In criticising our young people let us bear in mind and begin when we ought to begin to remedy faults if such we find. Every single charge that has been brought against the youth of the land can be brought with equal truthfulness against their elders. I challenge any one to show me a single evil in the life of our youth that cannot be found in the fathers or mothers and grown ups of the com- munity. Childhood and youth does not create new customs and habits but copy, often in an exaggerated form, it is true, those which they find exist- ing, Not long ago I heard a speaker speak at some length upon the ir- reverence of the age in which we live, bringing his illustrations largely from the younger generation. Perhaps there is an element of truth in what he said. There may be a spirit of ir- reverence in the air. At least we are breaking with many customs and forms that we have held as marks of a reverent spirit. The most com- mon form of irreverence that we meet with is profanity. It is far too prevalent among all classes and es- pecially are we shocked to find it among little children who use the most profane language, often not knowing its meaning. Yet the child learns the language of his elders and associates. I have a boy at my house that is just beginning to talk. He speaks a few of the common words, the words that he has heard from the lips of father and mother and brother and sister thousands of times. It is very doubtful if he would have any language at all if he did not hear it from the lips of others. He is a pure bred American for generations back, yet if he were brought up in a home where he heard only the German language, he would speak the German language as well as any native of Germany. If we want to improve the language of the children, let us begin with the fathers. In religious gatherings we often ask the question, How can we get the young folks into the church? The young people come to their society and to the Sunday school and leave at the side door. Well, I know a lot of grown up folks who do the same thing. I have in my church dozens of young people who are the most faith- ful church attendants and_ helpers whose parents are seldom and some of them never found inside the church. During the hot, trying davs of sum- mer if I took the young people out of my church services it would be a lot more discouraging than it is. Young folks do go to church, in spite of the example often set by parents and Sunday school teachers. The other day a man was quoting to me the number of high school and college girls who go wrong. Too many of them slip up on the pathway of life and go wrong. But the won- der is that more of them don’t go the crooked way than do, when you con- sider the environment many of \hem have to live in and the example set by ciders, One such pirl did co wrong not long ago in our town and les to-day in a grave, when she might have been living a happy, jov- ful life had it not been for her folly. The guilty man is not a young boy, but a man well past middle age, with a wife and family of his own. We all admit that the sexual problem is the problem of the teen age, but remem- bering. the natures that the boy and girl inherit and the environment that they live in, let us have only sympathy counsel and helpful instruction for the youth who falls. Then there is the dress question— bare legs and knees, the short skirt, the clinging garment which reveals the form and the thin dress which you can’t look at without seeing through and the low cut dress that often reveals the whole show down to the waist line. Well some folks think there is a direct relation between this sort of thing and some of the grosser things I have mentioned above. But don’t blame the young folks. They aren't the fashion makers. They are not the only ones guilty of improprie- ty in dress. Chicago passed a curfew law providing that all children under seventeen must be off the street by a certain time at night. The police, in enforcing the law, arrested some old grandmothers. They could not tell the difference and were fooled by their dress. If we need dress reform, let it begin where style and custom originate—with the mothers and aunts and grown up folks. “My children are no help to me in the home any more,” says the parent. “1 cant get any wotk out ot them.’ They are selfish and lazy. They lie abed in the morning, while father and mother get up and hustle for the necessities of life which they enjoy but don’t do much to help to get. But I am wondering if parents are not doing a lot to encourage idleness on the part of their children. There was a time when the teaching of a child to work with his hands was a neces- sary part of his education. Perhaps to-day we are not paying as much at- tention to finding some useful oc- cupation for the boy as we are to pro- vide some pleasure for him. Some one has said that-man isa lazy animal I presume the most grown ups work about as hard as necessity compels them. If youth is pleasure mad, so is old age. If youth engage in question- able amusements, so do grown ups. If youth is spendthrift, so are we as a Nation. So we go through the list of counts commonly made against the young people and find that there is a back- ground for every one of them in the adult life of the Nation and community and home. Let us change the focus ) Keeping Pace With Business Growth N a “‘History of Ac- counting and Account- ants’’ published in Scot- land, where ‘‘chartered’’ accountancy was born, one reads: ‘‘Withal a good deal may be learned from- our Ameri- can cousins in matters of Accounting, more espe- cially in the working of costing systems and in the devising of methods of book- keeping by which the re- sults of the trading of huge concerns are shown with a frequency and a rapidity which would astonish ac- countants or bookkeepers of old-fashioned schools.’’ Truly the science of ac- counting has kept pace with and has assisted in the growth of American ybusiness. SEIDMAN & SEIDMAN Accountants & Tax Consultants Grand Rapids Savings Bank Bldg. GRAND RAPIDS NewYork Washington Rockford Chicago Newark Jamestown recommendations. WE OFFER FOR SALE United States and Foreign Government Bonds Present market conditions make possible exceptionally high yields in all Government Bonds. Write us for HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Bank Bidg., Grand Rayhds, Mich. ee ans oaee SReeRRaHHR REE August 3, 1921 of our thought to the elders and ask W hat is the matter with the old folks? Young people do as they do because they are the legitimate sons and daughters of their parents, because they find grown up people doing that way and they want to be grown up, because they haven’t anythins better to do. Parents and communities fail to put into their hands the opportun- ity for doing better things and the child turns to the easiest thing to do. Then, too, let us never forget that the world changes. Of course, young people to-day don’t do as we did when Ne were young. Neither did we do as our grandparents. All change oi habit and custom is not necessarily evil. Who knows but that the young man or woman to-day is not the best that the world has ever produced, ta!-- ing them as a whole? It would be hard to prove the contrary. I heard an authority once contend that the young man of to-day is physically the superior of the best man produced in the palmy days of Greece or Rome. He is a little taller, his chest a. bit deeper and his muscles measure a trifle larger in every respect. Change may mean improvement. There can be no improvement without departing from the customs of the past. Let us not go into hysteria over some things that, after all, may be only superficial _change. Let us speak sympathetically and understandingly of our young people. Let us stand for them and not against them, remembering that so long as parents and the fathers eat sour grapes that some children’s teeth will be set on edge. George W. White. ————2 2 <- ______ Henry ford’s Frofits Now $190 Per Car. Henry ford has now manipulated things so that where he formerly em- ployed 60,000 men to produce an aver- age of 4,000 cars a day, he now ob- tains an output of 4,500 cars daily with 45,000 men. has been retained, but foremen have been put to work and tasks doubled up. Wnder the which ford’s profits for a single year were nearly if not quite $100,000 000, there were 60,000 men make 4,000 cars a day. The $6 minimum wage former system, in working to That mean fifteen men working a day to make each car. At the wage of $6 would a day it would cost $90 for the labor On a car. Under the new “speed up system,” it requires 45,000 to make 4,500 cars, or ten men a day for each car At the same wage of $6 a day it would make $60 for the labor on each car. That means that ten men are now work formerly doing the done by fifteen men. That increased produc- tion must not all be charged to the extra efforts of labor, tor ford is a great genius on shop system and, no doubt, has put in some mechanical de- have helped some in the production, but the men are to work harder than ever. Through the “new speed up system” ford is saving $30 on the labor on each car, and with a production running around 4,500 cars a day, it makes a net saving and profit to him on labor alone of $135,000 a day. The same publicity statement places ford’s actual profit at $190 to the car or around $20,000,000 a month. If his profit is $190 to the car, and that is probably correct for he made a profit of $189.11 per car for May, then ford is making more than three times as much on each car as is paid to the ten men who do the work of making the car. vices that having MICHiGAN TRADESMAN New Officials of American Sugar Re- fining Co. Niagara Falls, Aug. 1—This is to acknowledge receipt of and thank you for your thoughtful kindness in writing and congratulating me on my election as Vice-President of the American Sugar Refining Company of New York City. I have resigned my _ position as President of the Shredded Wheat Company, effective Sept. 1, and by re- Fred Mason, Vice-President. quest have agreed to remain as a mem- ber of the Board of Directors and keep my stock in that company. Of course, my duties as Vice-Presi- dent of the American Sugar Refining Company will demand all of my time atter Sept. |, but Mr. Earl! D. Babst, President of that company, has con- sented to my remaining on the board ot the Shredded Wheat Company. and to attend directors’ meetings. There Walter H. Lipe, Vice-President. are many ties that are hard to break. For eleven years I have given the best I had to give to that company, and there are many friendships I shall miss, but Mr. Babst really made the offer so attractive that I just could not refuse to accept and I know I will enjoy this larger field. Fred Mason. ——_—_-- Eggs Must Be Packed Right. New York, Aug. 2—Several carlot shit ments of eggs from the Pacific Coast were recently rejected at New York because of the use of inferior fillers, which had absorbed moisture and become soft and weak. In some of the shipments the inferior fillers were scattered throughout the car. Of the fifteen cases of eggs inspected in one Car, one case contained one inferior filler, another two, a_ third five, and in a fifth all the fillers wer inferior. The remaining ten contained high-grade fillers whic were firm and sound. The use of new No. 1 fillers and flats is a prime requisite in p i! eges for shipment even the sl distance, say marketing the Bureau of Markets, U. S. ment of Agriculture. In the instance in point, the quality of the eggs was 10t questioned because of any decline in the market while the { were in transit. The eggs were re fused solely because the inferior fill ers made it possible under a technical ruling to reject the eggs at the grade specified in the transaction. shipments yc € G€Xpress Compa 11eS aré as jar- Ch I mpani 1 ticular about packing as are the rail bh en el clase ot } noawae haa - roads. Ohif pers who never had any trouble before are now unless they comply absolutely with the rules concerni their press companies keep inspectors con finding that fillers and flats, ~Inim a“ Clainis are Fe Stantly in the New York markets If there 1s any trouble with eggs re ceived these inspectors are called and Sign Of a certain amount of brea! age. Without such a natu { express companies not | claims. It will pay shippers to use the best flats and fillers and pack their eggs according to the rules €tiing the failroads and expres transportation. Spa e sene tat ctiot Thus th \ g nis requirements, pt iriate th cost Add by per ¢ 1 ad, { anc 7 t Ww ¢ t uSé a | etc the tot WA: "4 1 22 Vise s g IZ3 1 110 +} st \ $1.18 ial ‘ bee sh iwo w Xo! ull 125 bushel p 4 { ) ( Me., é ; 1O1' +7 S iyiv qd idv ee & { growers was “ et tual st | 1 t ; + neludins ens 7 1 tat S re or cel ' Latino ¢ S315 + 7 ) + 1 $2/6.82. It was S t Ss) Cf ~ I ew - os , 4 ‘ ~ a? Sicilia cl is S | - ympulsor Potato Growing Cost. 4 4 - £ ue ngton, Aug. 1—-Figures from 1 \ potato grower! Cafth Tairly t f produc tio! have ' ‘ : Chey Li ¢ based al — bs ae 1iturail I 1 TLINE potato } \ listricts of Wisconsin, Min Michi Ne York ind 1 1 i ‘ I ITS lapot TCFULIzZer and n ai} ent ( } tot il Carnation: OU are time you Carnation store as headquarters for hi goods. in The Saturday Evening Post and other national publications. They know that the high quality of Carnation Milk can always be depended on. Link your store with more closely than you have in the past. you to any expense and is certain to increase both your sales and your prestige. Carnation advertising helps and store displays today. CARNATION MiLk Propucts COMPANY 833 Consumers Building, Chicago 933 Stuart Building, Seattle Remember, Your Jobber Can Supply You grade, nat ionally advertised Carnation doing something more than making a sale every Milk ; vou Aare Your customers see Carnation advertising every month national Ask our representative or send for the identifying vour | advertising even Doing so will not put MICHIGAN TRADESMAN August 3, 1921 TURNING THE CORNER. Confident freely in high places to the effect that “turned the expressions are heard corner” of Certainly business has this particular depression. the sharpest pains are past and, at the least, the future holds out prospects for a moderate amount of business, to be conducted, for the most part, with prospects of modest profits. The dis- location suffered by business during the past two years has been tremen- dous, but the vitality of the country is too great and its resources are too vast to permit of more than a tem- porary paralysis of its industries. The extreme severity of the present depression results principally from the fact that it represents not merely the liquidation of the declining period but the the collapse in the business cycle, also intenser from of an unprecedented, world-wide war post- pressure inflation. Following a_ brief armistice slump, speculation ran wild all over the world. Prices of material and labor were bid up until costs of production became oj pressive and ex- tinguished profits, while goods were hoarded for still higher prices. The result was an insatiable demand for credit, quite out of proportion to our banking resources; high money rates and, finally, the natural result—stag- nation and liquidation. This is, of course, but a repetition of the old story of the business cycle, the present instance, to extremes. Looked at substantial carried, in unusual from this suredly has been made towards the angle, progress as- Speculative market basis for a recovery. the stock been thoroughly _ liquidated, being the first to suffer in the general Stocks of positions in have these decline. commodities in the hands of middlemen and retailers have also been pretty well moved, and the fall should see a great deal of selling of the grain held by farmers. Huge stocks of raw materials, such as cotton and copper, it is true, still overhang the market, but the price reductions in these cases have been so severe as to render further declines unlikely Money is gradually grow- ing cheajer, commodity prices are falling less abruptly and wages are slowly giving way. Costs of produc- tion, in other words, are falling, the new crops are coming on, and each the the point where demand will revive and day brings country nearer profits, which are the life of business, will grow. During the decade before the war the period of liquidation in the busi- ness cycle—that is, the time elapsing the strain and the beginning of a revival between culmination of credit in business activity—amounted to about ten months. If the present readjustment were to follow this pre- eedent, a recovery in business activity The un- attending the world deflation, however, make for a would be just about due. usual circumstances prolongation of this interval. For- eign markets are still prostrate and show slight signs of reviving pur- chasing power. the furthermore, tends to delav recovery and to shut Extraordinary de- Treciation in foreign exchanges, us off from intercourse with impoverished neighbors. Reparation requirements are another unsettling factor, the immediate effect of which our is to stimulate activity in Germany at the expense of other countries. In addition, political un- settlements, although responding to Under such circumstances it is only reason- than the ordinary time for the restoration rational influences, still exist. able to allow something more of a condition of active prosperity. Practical persons wil Ibe inclined to enquire what can be done to hasten a revival. Ready acceptance by all of their share in the readjustment doubt- help hortations to this end savor of coun- less would materially, but ex- sels of perfection. Two points are clear, however. One is that wrong- tariffs, as that embodied in the bill just pass- headed and unscientific such ed by the House, will further injure our foreign trade prosjtects and so delay our progress. The other is that our interest lies in the rehabilitation of the distressed nations of the world. We responsibility and so aid in restoring must assume our share of this the fabric of international trade and prosperity. Meanwhile, with regard to our domestic situation, good grounds exist for assuming that the worst 1s past. APPLE WASTE VINEGAR. The grocery trade is considerably interested in the hearing to be held by the August 17 on the general subject of Secretary of Agriculture on how to correctly label vinegar made from dried apple chops, skins and cores. Under Food Inspection Decision 140, covering the labeling of vinegar, the terms “apple vinegar” and “cider vinegar” are regarded as synonymous. Said decision requires that a vinegar made from dried apple products be labeled to the which produced. The object of the show material from hearing is to determine the proper designation to be applied to vinegar made wholly or partly from dried apple products, and also whether the terms “apple vinegar’ and “cider 1 be distinguished. the ment will not object to the labeling vinegar’ may Pending the hearing, dey art- as “apple vinegar” of vinegar made from such waste materials. This is a tentative decision, however, and is without prejudice to any decision that may be reached as a result of the hearing. Dried apple products used in the manufacture of this type of vinegar are ordinarily sulphured. Chemists have relied to a considerable extent upon the determination of sulphur compounds in the finished product to detect vinegars made from dried ap- ple materials. This has led manufac- turers, who try to conceal the nature of their product, to remove the sul- } hur compounds by the use of barium carbonate. salts known Barium are to be toxic, and vinegar which has been treated with barium carbonate does contain a certain amount. of barium salts in solution. le ineetac lteter aces The store where either clerks or boss are habitually grouchy becomes a store where all are grouchy. SEVEN YEARS AFTER. Germany and astrous war recounted in the pages of Seven years ago Monday started the most expensive dis- history. As the result of her perfidy, she suffered the loss of 1,792,368 killed and more’ than 4,000,000 wounded, many of the latter are crippled for life. In many ways the Germans are forced to realize their frightful losses Their splendid merchant 1914 almost en- tirely taken from them. trade and banking connections were in the war. marine of has been Their foreign cut through, and must be painfully and little by little reknitted. The Germany of seven years ago, unsur- passed in many forms of science ap- plied to industry, getting a larger and larger share in the world’s commerce, pursuing in country after country a successful policy of economic pene- tration—that Germany has now sunk to a point where she must struggle for bare existence. Clear-sighted Germans are not de- luding themselves with the idea that they have the markets of the world at their mercy. This notion is held by alarmed but unreflecting people in England and the United States. The arguments for it are that the badly depreciated currency of Germany gives her an immense advantage in international trade and that the low wages and long hours of German workingmen will enable German ex- A little analysis, with a slight study of the porters to undersell all others. facts, would show that there is almost no force in any part of this reason- ing except it be the willingness of German laborers to work harder and longer. That would mean a certain lowering of the cost of production. But leave the economic features of this one side and look at the moral. Germans are to be compelled to work with redoubled energy for years. Why? Because Germany lost the war into which her mad rulers took her lightheartedly, and she must now toil and slave for a generation to pay for the damage she wrought, knowing all the time that, if the reparations are not forthcoming, her helpless land will be subject to invasion and Yet some wonder if Germany really knows that she is defeated! all her wealth to seizure. One of the heaviest costs of the war to Germany cannot be reckoned in human life. She has had a dreadful fall in prestige, in with the world. This will necessary for her to strive mightily and for a long time to come money or even in standing make it to regain, not her industrial position, not ships and commerce, but her char- acter. She has got to convince other that put away the dream of universal empire and of militarism triumphant. of her sons, like Professor Walter Rathenau, are take the right course—to admit that her government was wickedly and brutally wrong in 1914; that German leadership had long nations she has sincerely A few wiser Foerster and exhorting her to been of a sort to offend and alarm a peaceful world; and now to forth meet for bring repentance. Such thoughts are not congenial to the German mind. Yet as Aug. 1 calls up again the sorrowful evidence of WOrksS disaster which has be- fallen Germany it may be that she will feel more contrition than before, and better resolves for the future. In any case, if she takes anything like a full survey of the calamities that the needless war brought upon her, she cannot fail to be moved, merely out of self-interest if nothing else, to devote herself hereafter to the arts of peace. THIRTY-EIGHT YEARS OLD. The Tradesman is thirty-eight years It is fitting that we re- view to-day the purposes of this pub- lication. the colossal make old to-day. ‘ Our first aim is to be trustworthy. We try to fresent the news without f regardless even favor or prejudice, of its effect upon our editorial pol- icies. To give the news thus is the instruction to every member of the Tradesman staff. Our second aim is to select and present news in a way that will ap- peal to thinking people; those who value of public import above news of passing crime or scandal. Our third aim is to lead public thought in channels that make for To this end we maintain a position of independence in politics, news progress. where we are unhampered in cham- pioning public interest by questions of political expediency. To this end, also, we liberal attitude in all public matters, defending what is good in the things that are, but recognizing that progress comes only through change. We take just pride in the traditions of the Tradesman, but we look for- ward to a Tradesman more depend- Maintain a able, more constructive, more human and with a wider field of influence. If you want a trade journal with these purposes and ambitions you will find it in the Tradesman. See Correspondents travelling — with General Leonard Wood in the Philip- pines are airing the question of a “Colonial Department” for the United States, with a secretary of cabinet rank at the head, and suggest General Wood as the ideal first incumbent of such a portfolio. The Philippines, Guam, Porto Rico, the Virgin Islands, Hawaii and the Canal Zone are named as appropriate charges for such a wardenship. One of the unwritten political laws of the Harding admin- istration is that General Wood is not in line for exalted honors under the present regime. The tactics of his 1920 pre-convention managers in in- vading the preserves of Ohio’s favorite son, delegate hunting, never have been forgiven. ree eee It will be at least August 7, and possibly two days later, before the President returns to Washington from his New England holiday. The Pil- grim tercentenary speech he delivered at Plymouth on “President’s Day.” August 1, was brief and was compiled during the cruise from the Potomac to the Rock. The house party at Mount Prospect, atop the White Mountains of New Hampshire, may become historic, for it is strongly in- timated that the President may issue the proclamation declaring peace with the Central Powers from Secretary Weeks’ country home. August 3, 1921 A aon Sees fam 10,500 206 PACKING 20 SUB- CENTRAL 88SALES 2,500 400,000 110,000,000 GROWERS ASSOCIATIONS EXCHANGES EXCHANGE OFFICES JOBBERS RETAILERS CONSUMERS UNITED STATES & CANADA Pry What “Sunkist” Means Its a REAL Service to Growers and Sellers of California Oranges and Lemons / é ‘HE c FF €. FE. keeps no profits and for helping merchants handle these fruits at a / Te safe profit. —-declares no dividends. Does iy Wise business co-operation—nothing else. business at actual cost. We're ready to help the trade in many ways. Twenty-seven years ago it was formed by a For instance, we send men from town to town every sturdy group of California growers. In the face of month to help retailers make profit-winning fruit early disaster, these pioneers saw the light of relief displays in their windows. Such displays are the which uniform grading, co-operative packing and life of a fruit business. marketing could bring them. And their dreams Write for our free sets of Sunkist cards, “‘strings”’ came true! and banners for your counters and windows. They have been made, after careful study, to meet your Here's the C. F. G. E. needs. : / Or maybe you are thinking of advertisi mf ODAY the Exchange is comprised of 206 oer local ae aia asta movies. We'll sind arate associations or shippers handling the fruit send you free ‘‘cuts’’—for use on price lists and of over 10,500 members and has its own represen- letterheads—or free Sunkist lantern-slides with your tatives in 88 markets. name in striking colors. Shipments in a normal year are ten times as Witte us large as when the organization was formed and when growers believed a period of over-production was being faced. Its function in distributing the growers crops is a national benefit. ‘our problems’ Perhaps we can help solve them We've an experienced retail man whose jcb is to give _ ou the benefit of his thirty-six years bchind the counter. His name is Paul Findlay Hundreds of grocers welcome his brass-tacks talks. The trade finds it much more satisfactory to deal with Exchange representatives on the ground than to negotiate personally with many individual ship- pers who are possibly 3,000 miles away. The jobber and retail merchant find that the An body who sells California organges and lemons is entitled to our help. Last year more than 10,000 retailers asked for our services; and they profited. Were you one of them? fruit keeps better, is more uniformly graded and California Fruit Growers Exchange more attractively packed—hence easier to sell A Co-operative, Non-profit Organization of 10,500 Growers and that supplies are available with greater reg- Dealer Service Department ularity. Los Angeles, California ss Aa ‘é ‘“ $ geies, a < Sunkist’”’ is a household word in America. Thirteen years of faithful advertising to increase the consumption of California oranges and lemons, ee eree-ond va aden — | California Fruit Giowers Exchange better business; and we both have benefited. Dealer Service Department, Los Angeles, Cal. —And What It Does HE C. F. G. E. is a co-operative agency. It has placed the orange and lemon business on Send me your booklet on the C. F. G. E.; also your Dealer’s List of Selling Helps, and your booklet on “Displays That Sell Fruit,’’ absolutely free to me. a sound merchandising basis. And now a fraction Name ------------------ ww anne nnn nnn nn gen en nnn enn enrenersewen of a penny per dozen is given by our growers to establish a fund for advertising the many uses of | AGELESS «nee nen nnn en enenenuneneane nme eee ETE tet oranges and lemons to the millions of housewives Cle ee SOO ne er 10 MICHIGAN TRADESMAN August 3, 1921 — = Se eae Se call our jack-pot. We sell those shoes _s c AES at a price. If they do not sell at one € a a Lega oy S price they sell for another, but they . .. = = = — xO = yy must sell, and we clean up; we clean ie = : - = ae = > them absolutely, not partly; if it is | z REVIEW OF THE SHOE MARKET 3 necessary to have a junk man to come WZ S = aged Zs 2 along and clean the balance out at Se Ss = se - a x 50 cents a pair out they go, if they ~~ . . — —\ oe wd, : cost us $10 or $12, out they go, and ° 4 ZC G sy ines Michigan Retail Shoe Dealers’ Associa- ion. President—J. E. Wilson, Detroit. Vice-Presidents — Harry Woodworth, Lansing; James H. Fox, Grand Rapids; ee Webber, Kalamazoo; A. E. Kel- loge. Traverse City. ecretary-Treasurer—C. J. Paige, Sag- inaw. Golviee the Problems of Retail Sine Merchandising. ‘he most important thing in con- nection with retailing shoes is to have them bought. i do not mean by this the price you pay. Of item, but I mean standpoint. market time to properly course this is an well bought from You who frequently look every line the opportunity of should cultivate the loyalty of traveling shoes. He can do every cannot visit the should take the of shoes you have seeing. You friendship and every salesman who shows you you an untold amount of good if he is equipped for his business. There is nothing which will do you what the merchant so much good as to know other fellow is doing. The who goes into the market often must keep himself detail from finished shoes. see enough lines to properly posted in every the raw hides to the To-day’s business is a style game, and the merchant who will keep him- self well informed is the one who is going to win. thinks he can a year and get away with wake up and The successful Any merchant who buy twice any profit is going to find he is a “gonner.” merchant to-day is the one who buys and sells as quickly as possible. In other words one of the most important merchandising is to Some of you things to do in vet a frequent turnover. may think this is a hard thing to do, but it is not. I know of many shoe merchants getting a turnover of from eight to ten times. He should be ashamed of himself who gets less than turnovers a year. I do not be- be much money tour lheve there can made by a large mark-up. It is net profit we are interested in. The way to get net profits out of your business is to run your business better. What are net get through with your year’s business, profits? When you or if you close your books twice a year, it is to have money over in the bank, not on the shelves. I tell my men I am not interested in paper profits; I do not care to have them come and tell me that they made $20,000 last year unless I have $20,- 000 over in the bank. That is what other words I don’t tied up in too many iiterests me; in want my money shoes. I have a few suggestions to offer Keep records of angle and phase of your business. Know how in stock every day; every many shoes you have what kinds they are; are they fast selling lines or slow selling lines or are they not selling at all? Keep a daily running inventory both in pairs and dollars. Make a daily comparison of every item of your business with that of the previous year. Keep yourself posted in the leather market. Read your trade journals. Read the style journals of lines of merchandise. other Be sure you know how many kinds of shoes you have which are not mak- and how many lines of odds and ends you have; advice in these ing you money; and my odds and ends that you have is to sell them regardless of what they cost. We have a system which we call our jack-pot in our different departments, for instance in our men’s department the shoes come in and they are sold until we have decided that we are not going to size this particular line, we are going to change the perhaps, and that automatically towards the end of the store or to this section that we style goes the money we get out of those we call net profits. You must advertise, but be sure you do it inside the store as well outside. Above everything else be honest. It gets you nothing to over- state. The best advertising I think is the service you give in your store and your window displays. I am sure we spend as much money on our show windows and the interior of our stores as we do in any other way except newspapers. How often do you dress your windows? We dress our win- dows sometimes every day, never less than three times each week. Through careful merchandising we keep ourselves in shape so that we Did you receive our latest price Iist for polishes, laces, and leather? If not, we will mail you one upon re- quest. SCHWARTZBERG & GLASER LEATHER CoO. 57-59 S. Division Ave. Grand Rapids Strap Sandal in Stock Home Case Glazed Colt, Flex- ible McKay, Stock No. 500, $1.90, Terms 3-10. ‘Net 30 days. Write for pamphlet BRANDAU SHOE CoO., Detroit, Mich. loss. 11-13-15 Commerce Ave. The BERTSCH shoe is so honestly made and so sen- sible and practical in de- sign and character that it insures the dealer against . IT IS A SELLER, and when sold its qual- ities so impress the wearer that he will want no other. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. YOUR sale -- This year -- Must not only repay you - For an unfavorable season - But an unfavorable year. What's more -- It must be the means -- To a very necessary end -- And that end is -- Bringing back -- The old buying confidence -- Of your public. In other words -- Your sale must be -- The SALE of sales -- In your store. Can't send a boy -- To do a man's work, and so -- With our quarter century's Experience and record -- We're ready to lend -- A helping hand. IT want you -- By the return -- Of the coupon -- To know KELLY SERVICE -- As it is. T. K. Kelly Sales System 2548 Nicollet Ave. Minneapolis. Minn. Size of my stock — : Name City State — August 3, 1921 can always buy if anything new shows in the market. We try to keep ahead of the procession. We like to be the first to show new styles, finding that it helps a very great deal to hold our customers and gain new ones. We also try to sell our customers more than one pair of shocs each time. We try to have shoes for every occasion. I will agree with you that this re- quires time and a great deal of hard work, but we are living in an ag when it is difficult to get something for nothing. A very important thing is to have your employes interested and there is no way in which you can do this so well as to pay them well. We have our employes Almost entirely on a commission basis, but are careful to see that the commission is large enough so each will make good We like to have the feeling our employes can make more money in our store than anywhere else. Ser- vice rendered by well paid employes is usually efficient service. Mmoncy. I would like to tell you a little story on that commission basis of ex- perience we have had. We have tried many ways of doing it; we have given drawing accounts; we have tried al- most every way that has been thought of; we have gotten around to the point where a flat commission is the story, and it is not a set commission. For instance, we have one store in Cleveland where we sell men’s shoes and pay the clerks 3% per cent. com- mission. For selling those shoes on another street we are paying sales- people 5 per cent. The idea of it is that the store itself regulates that per- centage; so that we want the clerks to make good money, but not be un- fair to the clerks that are working in a store where they are not doing as much volume and cannot make as much, so we increase our percentage in those stores where we are not do- ing as big volume. On women’s shoes, I think in every case except one we Day 6 per cent. flat to sell women’s shoes; our clerks are now making about $50 to $60 per week, perhaps it might have gone down a little, but they are not very far from that, sell- ing women’s shoes, and it gives the clerk a feeling that he is in business for himself. friends and he positively is; he works for Chrisholms Boot Shop, or at least that is his headquarters, but he gets his customers to come in there to buy shoes from him, and of course He goes out among his eyery pair of shoes he sells he makes money on. The flat salary is em- ployed very, very little. I can add, we give them a drawing account each week, for instance | think they run from about $25 to $40 each week on drawing account, and we settle with them as often as they wish. We have no set time, we like to do it every three months, but any time they want it and the money is there we give it to them. With reference to the chain store. The chain stores are here, and I be- lieve they are here to stay, and I be- lieve they are a good thing. We find it greatly to our advantage to locate our stores conveniently for buyers rather than in one central point. There is no question of a doubt but what the chain store can sell shoes, get MICHIGAN TRADESMAN li them to the consuming public for less money, and do it on a narrower mar- gin than the ordinary merchant; and that is well within their province, be- cause the other merchants can do the In the smaller towns the merchants might say, “We have no chance at all with the chain store.” They have every chance in the world. You can take two, four, six, eight or ten towns with ten live merchants, and cannot they have ten- stores? Cannot they concentrate their buying? Cannot they get together in every way and economize and turn same as he is doing. their shoes over and sell them on a close margin, the same as the chain store can do? I know of several in- stances in the United States—I am particularly thinking of one out in lowa—where there are ten merchants in small towns of about 10,000 people, and they have associations of that kind, and believe me any chain stores that come out there do not have a “walkaway.’ We believe if merchants could get closer together they might sell shoes on a less mark-up and get more net profit, because you sell more pairs; there is no question about it. We have in Cleveland two distinct com- panies; one sells the better grades. It costs us in that store on Euclid avenue about pretty close to 40 per cent. to sell shoes, on account of the service that they exact from us, and that we have to render. We have three other stores there that are retailing shoes On a mark-up of 30 per cent. gross, and we make more money net where we have a 30 per cent. mark-up than where we have our 40 per cent mark- up. C.K. Chrisholm. ne Boomlets From Boyne City. Bayne City, Aug. 2—The employes of the Michigan Tanning and Extract Co. recently took possession of the W.S. Shaw residence and made things interesting for Mr. Shaw. The occa- sion was his fifty-second birthday. The object of the meeting was tor congratulations that he had survived the terrors of the tanning business in comparative good health, and the pre- sentation of a valuable time piece as a memento of the occasion. Everybody had a good time and they do say that the victim was considerably upset— mentally, at least. We should have liked to see it. We never saw Mr. Shaw when he was not in full posses- sion of his five senses, with the sixth standing guard. Mr. Shaw occupies a high place in the esteem of the towns- people and with his employes as well and it does no hurt to occasionally show the appreciation felt. Flowers for the funeral are appropriate, but bouquets to the living do more good. None of our plants are now in operation except the Michigan Tan- ning and Extract Co., although em- ployes are feeling more optimistic as to the probabilities for the coming fall and winter. Summer tourist business is good, al- though the hotels are not crowded as they were last season. Not so many transients, but more all summer risitors. We are told that many who have been coming here in past years are going to “Yarrup” this summer. Our guess is that the pocket book of a good many is not so plethoric as in former years and that the spend- thrift tourist has gone the way of the shoddy silk shirt. Maxy. ee eee The man of one predominant idea should make sure that it is a good one, and he should not hesitate to cali on others for any additional ideas he may need. All there is to shoes is materials and workmanship. There is no better leather than that used in building MORE MILEAGE SHOES. Their workmanship— which gives them style and comfort—is as good as the best. Made right here in Michigan. demand. All styles and sizes ready for quick ship- Always im ment. Send us your orders. HIRTH-KRAUSE Tanners—Manufacturers of the MORE MILEAGE SHOE GR ND RAPIDS MICHIGAN WOMEN’S Comfort Slippers IN STOCK Big sellers every day in the year. No shoe stock is com- plete without them. REMEMBER Lost Sales are Lost Profits. Size up with us To-day. No. 2643—Dong. Plain Toe, Juliet, McKay, 4 to S $2.20 No. 2644—Dong. Princess, Pat. Trim, McKay, 314, to 8 $2.20 RINDGE, KALMBACH, LOGIE CO. 10 to 22 Ionia Ave., N. W. CRANE BRAPIODOS., MICHIGAN ot 7 Invest Now While Buy Consumers You Are Power Company Producing 7% Preferred Stock | at $95 Per Share and Dividends L 131% GRAND RAPIDS SAFE CO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. TRADESMAN BUILDING GRAND RAPIDS, MICHIGAN Ask any of our employees for information. 28 12 MICHIGAN TRADESMAN August 3, 1921 , yas INSURANCE IN FORCE $85,000,000.00 [2 -. (CE =e WILLIAM A. WATTS RANSOM E. OLDS | yy, ' President Chairman of Board ») How People Generally Pick Their Banks. How many bank customers are in- fluenced largely by the manner of the man at the window? And just what does make a person select one bank rather than another? Nearly everybody even the humblest of us, sooner or later has dealings with a bank. Many probably go toa particular bank without knowing why. But even when one doesn’t know the reason, there nevertheless is a reason. It may be because a bank is so ac- cessible that it represents the line of least resistance. The bank building may look so substantial and impres- sive that the innocent bystander feels a sense of security in dealing there. Or, without recalling where or how, a man may have in the back of his head the vague memory of favorable comments about a bank from certain of its customers. This whole question of how a bank gets new customers was recently made the subject of an investigation by Mr. George M. Morris, attorney and direc- tor in one of the banks in Washing- ton, D. C. Morris had listened to dis- putes about the value of different kinds of curred to him that before a person bank advertising. It oc- could judge intelligently which kind of advertising is most effective it might be well to know something tangible about the seeming total effect of all kinds. He was curious to know, also, how advertising compares with other influences in attracting cus- tomers. tions. First he asked his friends ver- So he began to ask ques- bally: Why, of all the banks you know, did you select the particular bank where you now deposit your funds: Why do you continue to be a de- positor in that bank? Why did you sever your former banking connections? Later he prepared a_ typewritten questionnaire containing the most common reasons he had heard given in answer to the questions. He sent copies of this questionnaire to a long list of business men in various parts of the country. Each man was asked to indicate which reasons applied to his own case. The questions were put up to men of a great variety of occupations—doctors, lawyers, bank- ers, farmers, architects, Army and Navy officers, retailers, advertising nen, teachers and others. About the only limitation was that the occupa- tion should require enough intel- ligence to make the replies worth while. Among the replies were these from three different officers of the same bank: “Depositors come here because of the standing of our officers and di- rectors in the community.” “Our chief sources of new depositors are the satisfied customers we already have.” “We get our depositors because they know this is one of the oldest banks in the city and is capable of meeting any crisis.” Now, here were three experienced bank officers who by virtue of their years of training would be expected to know how to get customers, and what bank customers want. And yet, judged by the information gleaned from depositors themselves, two out of the three bankers’ replies were largely wrong. That is, the standing of officers and directors in the com- munity, and the security of the bank, is not, in most instances, the primary influence that brings in new de- positors. People seem to assume that a well- located, prosperous-looking National bank is reasonably well-conducted. While the personnel of the officers and history of the bank indubitably have an important indirect influence, these do not appear to be the im- mediate, proximate attraction. In a nutshell, the investigation proved that the biggest asset of a bank is its friendships. The banker who said that their chief source of new depositors was their list of satis- fied customers, came very close to hitting the nail on the head. A man likes to deal with friends, whether in banking or any other business. And when he has no friends in a_ bank, he is greatly influenced in his choice by his friends who deal there. Be- tween two banks, one of which is older and is conducted by financial pillars, none of whom we know per- sonally, and a newer institution, con- ducted by friends in whom we have confidence, we are quite likely to go where our friends are. And when a trusted friend says: “I have been dealing with the First Naticnal people for years and found them safe and ac- commodating,” the First National has a good chance then and there to gain a new depositor. Of all who answered the enquiries in this investigation, 23 per cent., or nearly one-fourth, said that they were directed to their bank by friends. An ’ Ohio bank in its circular goes much further and says that 60 per cent. of their new business last year originated directly or indirectly from its older depositors. New comers in a city are of course especially susceptible to the guidance of friends in making a bank selection. In contrast with this importance of a bank’s friendships, the investigation showed that an astonishingly small number of persons give much heed to the bank “statements” as printed in MERCHANTS Lire INSURANCE COMPANY Offices: 4th floor Michigan Trust Bldg—Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents CADILLAC STATE BANK CADILLAC, MICH. Capital ..... --» $ 100,000.00 Surplus ......-- 100,000.60 Deposits (over).. 2,000,000.00 We pay 4% on savings The directors who control the affairs of this bank represent much of the strong and suc- cessful business of Northern Michigan. RESERVE FOR STATE BANKS Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - $500,000 Surplus and Profit - $850,000 Resources 13 Million Dollars 345 Per Cent. Paid on Certificates of Deposit Do Your Banking by Mall The Home for Saviags What We Can Do As Your Agent Collect income from all sources and deposit, remit or invest as directed. Keep safely stocks and bonds and sell, if directed— the proceeds to be deposited, remitted or re-invested. Manage real estate, collect rents, pay taxes, make repairs. Pay from funds as designated, life, fire, or burglary insurance premiums; dues, taxes or other debts. Prepare and file Income Tax returns and pay tax. Carry out existing contracts until fully discharged. Use power of Attorney, when given, for protection of business or personal interests. Act as Executor and Trustee under Will in case of death. One or more of the above services are available, if all are not required. Complete detailed record kept and statement rendered regularly. The charge is small— based upon the extent of service desired. Full information given upon request. [RAND RAPIDS [RUST [| OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 August 3, 1921 newspapers. Only four out of one hundred picked their bank primarily because of what they had seen in a published financial statement; and only ten out of the same hundred mentioned the bank statement as even secondary influence. Similarly, only thirteen out of one hundred persons mentioned financial security as of first importance. People want to deal at a bank where their funds are safe, of course, but, as already suggested, they have a tendency to assume that they will have such security in almost any good bank, and their real choice de- pends on more human elements. Just as friends are of the greatest importance in getting business, they are of even more consequence in hold- ing business once it is obtained. This is just as true in a bank as in a gro- cery, or a hotel. A man likes to deal where he may feel that he is known— where people speak to him when he comes in, and seem glad to see him. Many a bank has an unfortunate se- lection of employes whose attitude to- ward new customers often seems to say: “Whatta you doin’ in our bank?” And I recall the case of a man about to open a_ savings account, who changed his mind and went to another bank, because he thought the teller smiled a trifle at the modest size of the deposit. Other banks make a point of hav- ing the officers’ desks so placed that it is easy for depositors to get ac- quainted with them. And they lay great stress on trying to know every depositor by name. Human beings are a vain lot, business men no less than society women, and it is an ex- ceptional person who doesn’t feel flattered when his banker appears gen- uninely pleased to see him. This is perhaps even more true in a bank than in some other kind of business institution—for most people stand rather in awe of a bank. To the ordinary layman, banking business is mysterious, a thing apart. I know that I always feel apologetic when I ask a banker to let me have some of my own money. And if when making a deposit I get a friendly nod from one of the men having access to the money bins, it helps to put me comparatively at ease. This pleasure that a depositor gets from having his name remembered by a bank’s officers and employes, and from being treated courteously, is a definite tangible asset to a bank. In- deed, 60 per cent. of the people asked gave these as their primary reasons for continuing to deal at their banks. As Mr. Morris remarks in his report on the findings from his investigation: “What a lesson this should be to bank officers! How it should be driven home to employes! If merely speak- ing to us by name and with a smile, appeals to our vanity, and natural desire for friendship, and is a major factor in holding valuable business, why do banking officers allow them- selves ever to forget a face or a name?” And it might be added: What a mistake it is for bank officers to have their desks off in little dog-trots, or walled cages where they have scant opportunity to come into daily con- tact with their customers. Think of ra nna Pee eee ater aerae Dee ea meee MICHIGAN TRADESMAN all the good will a bank may gain without one cent of cost! It is significant that while friendship is a, far more important item than the security of deposits in attracting new business—inasmuch as a person is inclined to assume that money in any well-regulated bank is reasonably secure—yet the slightest fear about the safety of one’s deposit is certain to make a man forget friendship and all other considerations and_ seek, forthwith, a new banking connection. Discourtesy is another important cause of severing relations with one bank and goimg to another. ‘The. tabulations of the answers received show that nearly everybody keenly resents being refused what he regards as a reasonable loan. It is a serious blow, not only at one’s purse, but what is often even more important, a blow at one’s pride. A surprising feature of the whole investigation was the small number of persons who had been attracted to a bank by its advertising. Only three out of one hundred gave “direct ad- vertising” as a chief cause for making a bank selection. And two of these three while declaring that they regard- ed advertising as a primary influence, nevertheless said that it was not the thing that had attracted them. One of these men was himself in the ad- vertising business, and the other was a salesman of investment securities. The third man, who was at the head of the new business department of a large bank in Chicago, gave the opinion that advertising and conveni- ence of location were equally com- pelling reasons. The explanation for this seemingly poor showing made by advertising is probably that many more persons are influenced by advertising than realize it. People gain information about a bank from advertisement, “Statement,” and remember this later IMPORTERS AND EXPORTERS an or ESTABLISHED 1853 OUR FOREIGN DEPARTMENT is well equipped and always glad to assist any customer in the financing and develop- ment of Foreign Trade. STEAMSHIP TICKETS to and from all foreign lands may be secured of the agent at our Foreign Department. CLAY H. HOLLISTER PRESIDENT CARROLL F. SWEET VICE-PRESIDENT GEORGE F. MACKENZIE V.-PRES. AND CASHIER N N N N N VL VU ttttatcdatdiididdbs 13 Then go ahead. want to be fair. Trust Company to you. problems. can be THE MICHIGAN COMPANY Grand Rapids, Michigan Be Sure You’re Right— It pays to be right in the com- putation of your Federal Tax returns. You want to be just, both to the Government and to your organization. This is where the advisory service of the Michigan of Confidentially and without cost or obligation, our experienced Accountants will consult busi- ness men on their Federal Tax and Accounting “Oldest Trust Company in Michigan’”’ TRUST You great assistance hotels—the shopping district. and individuals. Combined Total Resources Combined Capital and Surplus -_-_-- Combined Total Deposits _._..__________. J 16 1a eee GRAND RAPIDS NATIONAL CITY BANK CrrTy FRUSY & SAVINGS ASSOCIATED Grand Rapids National City Bank CITY TRUST & SAVINGS BANK ASSOCIATED The convenient banks for out of town people. centers of the city. Handy to the street cars—the interurbans—the On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of bank- ing, our institutions must be the ultimate choice of out of town bankers _----$ 1,724,300.00 Located at the very . 10,168,700.00 BANK Fenton Davis & Bovle MICHIGAN TRUST BUILDING Chicago First National Bank Bldg. Telephones } GRAND RAPIDS Main 656 a Cit izens 4212 _ Detroit Congress Building Grand OFFICE 320 HOUSEMAN BLDG. Rapids Merchants Mutual Fire Insurance Company Economical Management Careful Underwriting, Selected Risks Affiliated with the Michigan Retail Dry Goods Association, GRAND RAPIDS, MICH. 14 on, but they do not recall just where they acquiréd such knowledge. Doubt- less much of the confidence in the safety of deposits in one particular bank is acquired through facts and figures one reads in advertisements. Likewise, it may be in formal adver- tisements that we learn of the con- servative history of a bank. But we could not say afterward whether we got this knowledge from an adver- tisement or from conversation with friends. All bank advertising is doubtless like advertising for pianos or any other article not of daily consumption. I never yet have bought a piano, but if I ever do, two or three names that have been flashed at me from electric signs, street car advertisements, news- papers, and magazines, will instantly occur to me. Likewise, I have never had occasion to become a depositor at any bank in New York City, but I can instantly think of the names of three or four, any of which would be satisfactory. These names have been brought to my attention in the public prints and elsewhere, from time to time, over a period of many years. Yet I could not definitely say that the advertisements of any one of these banks would be a primary influence in making me deal there. The chances are that I would ask friend about three or four banks I had seen advertised and then make my selec- tion. Thus the real influence would be a combination of advertising and friendship. One of the most important single phases of bank advertising is the building in which the institution is located. When a man is obliged to pass one of the busiest corners in town every day of the week, and sees the corner occupied by the Second Na- tional Bank, he cannot well ignore the fact that there is a Second National Bank. Moreover, if the building is a great structure of granite or marble, with a lavish display of costly decora- tions, the daily passerby is also im- pressed with the fact that only a bank of consequence could own or occupy such a site. The bank might well get along with a cheaper building, of brick rather than granite, but if enough people are properly impressed by the more expensive type of struc- ture, then the granite may well be charged to advertising and regarded as profitable. Then, too, one who passes a bank every day must be impressed not only with the fact that there is such a bank, but that it is in an accessible location convenient for some locatione—a him. Hence, a bank on the busiest cor- ner in town, passed by more people each day than any other bank in the city, has a big advantage on that score alone. All other influences being a stand-off, the well located bank should be able to gain more new business than any of its rivals. Fred C. Kelly. —_~+2> Would Be Destructive, Not Protective. Grandville, Aug. 2—“If a tariff on other products that we can produce in this country is good for the public, why put lumber on the free list?” asks “A Subscriber” in the Tradesman in an effort to demolish my conten- tion that lumber is in no need of tariff protection. MICHIGAN TRADESMAN August 3, 1921 The answer is simple. We cannot produce lumber in this country in in- creasing and never ending quantities, as we can wheat, oats, rye, live stock and hundreds of other articles, both manufactured and raised from the soil. If by shutting out foreign competi- tion we could build up the lumber business at home, re-establish our timber lands so that forestry and lum- ber would increase, instead of dimin- ish, a tariff would be the right thing to enact Per contra, a tani on a rapidly decreasing product of con- sumption would serve only to hasten the complete destruction of our for- ests, which would be contrary to pub- lic interest, no matter if a few mill owners benefitted for a brief period at the expense of the general public. Protective tariffs have rejuvenated the country after a period of hard times brought about by free trade laws. These tariffs have been levied with a view to benefiting the greatest number of our people, not for the purpose of enriching a few at the ex- pense of the many. It is plain as day that a tariff on lumber, with conditions as they are tojday, would prove destructive rather than protective. Old Timer. —_—__>+»—____ WM. H. ANDERSON, President HARRY C. LUNDBERG, Fourth National Bank Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits] 3 Per Cent Interest Pald on Savings Deposits Compounded Semi-Annually 344 Per Cent Interest Paid on Certificates of Deposit Left One Year $600,000 Capital Stock and Surplus J. CLINTON BISHOP, Cashier Ass’t Cashier '‘LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier, The Rural Rod of Ridicule. The farmer’s cash and lightning rods for his barns and residence have long had an afhnity for each other. With them have gone the ridicule of the world. Clever urban men travel over the expanses of our great ag- states, see lightning rods when ricultural galore, and smile. the town man had a few of them on his residence; but the ridicule of the times was too much. They have dis- appeared from the towns. Now comes the U. S. Weather Bu- reau, with statistics from fire insur- ance companies, and finds that the Time was . : ae mediate investigation. lightning rod protects 90 per cent. of the buildings on which it is erected. Companies carrying policies on 20,- 000 buildings, half of which have lightning rods, find actual proof of their efficiency, when they are proper- ly “grounded”—that is, set deep in wet earth. So the laugh seems to be on the jokers, after all. The lightning rod is worth while. It is a genuine demon- strated protection when the lightnings flash and the thunders crash. But Petoskey Transportation Company Petoskey, Michigan If you have not investigated the investment opportunity connected with the above Company, it will be to your interest to make an im- This Company is being rapidly financed and shows an expectionally strong earning right from the beginning. Unlike other Transportation Companies, it has to solicit no business and is guaranteed all the tonnage its boats will be able to carry. It must be apparent to anyone that any Transportation Company under such conditions is in a position to show a remarkable earning. It must also be very evident that the guarantee of tonnage in itself puts back of an investment in this Company all the security that an individual could desire, not only as to the safety of principal, but as to the cer- tainty of substantial earnings on the investment. With every ten shares of preferred stock at $10.00 per share can be purchased five shares of common stock at $5.00 per share. Write for full particulars. F. A. SAWALL COMPANY 313-314-315 Murray Building Grand Rapids, Michigan there is no protection against thunder. When you jump, it has done its worst! —————— There are plenty of people in the world who can do little things; but the world wants women who can do the little things superbly. men and JOIN THE GRAND RAPIDS | SAVINGS BANK | FAMILY! | 44,000 Satisfied Customers | 1 their know that we specialize in accomodation and service. ‘ Grand BRANCH OFFICES | a a AUDITS = SYSTEMS Detroit Madison Square and Hall Street Bank Bldg. TAX SER VICE ~~ West Leonard and Alpine Avenue Monroe Avenue, near Michigan East Fulton Street and Diamond Avenue Wealthy Street and Lake Drive Grandville Avenue and B Street Grandville Avenue and Cordelia Street dge, Lexington and Stocking m STRAIGHT LINE METHODS OFFICES IN 23 OTHER CITIES STRAIGHT LINE METHODS e e | Survival of the Fittest | This law is just as immutable in Business as it is in Nature, and just as desirable. _All progress is based upon it. In such | times as the present it is THE ONE GREAT LAW. That business enterprises may be fit, that waste may be 2 eliminated and competent organization built up, that the 2 executive may have at all times comprehensive and depend- . able facts and figures of his business—Ernst and Ernst offer Straight Line Methods of System, Organization and Business Control ERNST & ERNST August 3, 1921 Advantages Mutual Companies Have Over Stock Companies. Mutual fire insurance companies have two very decided advantages over stock companies, in going after competitive business, as follows: 1. The expense ratio of conducting a mutual business is from 15 to 20 per cent., while the stock company expense ratio is 40 per cent. 2. Selection. The stock companies, on account of the agency system, are obliged to take the business as it comes, with practically no selection. They can weed out those risks which are notoriously bad, but on the whole, must take things as they are. Mutual companies, on the other hand, have no agents to yslease and need take only the risks they want. This is the greatest advantage a mutual com- pany has over the stock companies. As a concrete illustration of what it will do to a company’s loss ratio if it has its hands free to select or reject its risks, note the following statistics which, while not complete, are yet clearly indicative: All the stock insurance companies reporting to the state of New York, combined, wrote in the year 1919, $550,824,926 of premiums and suffered lssses thereon of 38 per cent.—a re- markably fine year. All the mutual companies doing business on the “annual payment with dividend at the end” plan, reporting’ to the state of New York, during the same _ year wrote $50,764,284 of premiums and suffered losses of 15 per cent., and they returned dividends of better than $26,000,000.00 or 55 per cent. The significant figure, however, is the difference between the 15 per cent. loss ratio in the mutual com- panies and the 38 per cent. loss ratio in the stock companies, showing an advantage of 23 per cent. on the loss ratio in favor of the mutual com- panies. Oe The Basement Fire Hazard. Basement fires constitute a serious hazard which demands greater atten- tion on the part of property owners. Most of them are due to waste paper, packing boxes, excelsior and rubbish which should not be allowed to ac- cumulate. “Out of sight is out of mind,” and many business men would be astounded if they realized the dangerous conditions they are permit- ting to exist in the portion of their premises usually most unguarded. Fires starting in basements frequently get such a start that they are a serious menace to the lives of those on the floors above. The remedy recommend- ed by the fire prevention experts is better housekeeping in the. basements, enforced by regular and frequent in- spections by the owner or responsible employes. The danger is greatest in the base- MICHIGAN TRADESMAN 15 ments which are used only for stor- age. All sorts of rubbish accumulates, dries and becomes inflammable, and the hazard is increased by the fre- quent custom of keeping oils and other dangerous materials there. Many fires start from spontaneous combus- tion, from defective wiring or from the matches and stubs of careless smokers, and if excelsior, old boxes and waste paper are scattered about the blaze gets such a start that there is little chance of saving the property. The fire runs up elevator shafts and stairways, and in many cases serious loss of life has followed. Owners of property should see that waste paper and packing material is taken care of and removed regularly, and that rubbish is not allowed to ac- cumulate. They should make it their duty to see that this is done, and should also make certain that inflam- mables and explosives are properly safeguarded, that the wiring is stand- ard, that smoking is not allowed, and that the general rules of good house- keeping are observed. By doing this they will protect life and property, keep insurance rates down, safeguard their neighbors and the community, and do their share in reducing the preventable fire waste of the country. a Fire’s Weekly Toll, $10,000,000. Statistics say that the United States loses each week by fire: 1,600 dwellings. 3 theaters. 3 public buildings. 12 churches. 10 schools. 150 apartment buildings. 2 hospitals. 26 hotels. 2 colleges. 3 department stores. 2 asylums. 2 jails. The weekly total value of this de- struction averages almost $10,000,000, but worse than that is the toll in hu- man life. Each week more than 300 lives are sacrificed to the ravages of fire. This enormous waste of life and property is due to carelessness and improper fire prevention and protec- tion methods in a large majority of cases. ———~>--2 Accuracy As An Advertisement. Twice a year a return postal should be sent to persons on a mailing list, reading somewhat as follows: “Your name and address appear on _ our mailing list as they are reproduced on the reverse side of this card. We are eager that initials, name and address should be correct. If there is any error, will you please make note of it on the return portion of this postal?” When errors are reported, they should be corrected at once. Such prompt regard for accuracy is bound to win TeSpEeCct. Grand Rapids, Mich. WE ARE SPECIALISTS Writing only Automobile Insurance. Live Agents Wanted. MICHIGAN AUTOMOBILE INSURANCE co. A Stock Company. Preferred Risks! Small Losses! Efficient Management! enables us to declare a O% 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 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. c. N. BRISTOL, A. T. MONSON, D. J. SUTHERLAND, A. M. NUTTING. FREMONT, MICHIGAN H. G. BUNDY, Pride in Company Reputation Our Company has never sought to stand in a false light. It has stood on its own foundation. It has never misrepresented its position. The Company abhors deception or sharp tactics. It desires to do right and to be square. Good faith Is needed in business. It is the very foundation of credit and under- lying credit Is Insurance. We write insurance on all kinds of Mercantile Stocks and Buildings, on a 30% Dividend basis. One of the Oldest and Strongest Companies In Michigan. Michigan Shoe Dealers Mutual Fire Insurance Company Main Office: FREMONT, MICHIGAN ALBERT MURRAY Pres. GEORGE BODE, Sec’y-Treas. The Finnish Mutual Fire Insurance Co. ORGANIZED 1889 This Company has returned 50” Dividends For 26 Years Good Mercantile, Dwelling, Hotel and Garage Risks Written BRISTOL INSURANCE AGENCY General Agents for Lower Peninsula FREMONT, MICH. 16 MICHIGAN TRADESMAN August 3, 1921 THIRTY-EIGHT YEARS OLD. Some Personal Sidelights on Career of the Tradesman. With the issue of this Tradesman completes year of publication. of August 10 will, week the thirty- The issue therefore, mark the beginning of the thirty-niuth year. It hard] its eighth y seems possible that nearly two generations have elapsed since the first number of the Tradesman was sent out for the inspection and criticism of the merchants of Michi- gan. It need hardly be remarked that those early days back in 1883 were anxious ones. I had only $1,700 in cash—representing the savings of sev- eral years—with which to finance the 1, but I had ang a vision of the that propositio1 hope long- cherished dream would meet with the support which the capital [ accumulated to devote to the en- My original capital was soon months I de- generosity of future my recognition and were out of proportion to had terprise. absorbed and for some on the They but they pended my friends. were as poor in purse as I cheerfully—almost foolishly, was, it seems to me now—shared that I would eventually and contributed in the ag- gregate $3,100 to what their friends advised them would be a “lost cause.” When I had exhausted the resources in the belief win out of my numerous friends—those friends who would loan me money without security except my own disposition to pay—I found 1 have to $500 would have more to get the turning point.. In this extremity I approached William Widdicomb, who then (1884) Cashier of the Grand Rapids National Bank. As the correspondent furniture journals, I had said many pleasant words Furni- over was of various previously about him and the Widdicomb ture Co., of which he was the founder, and | that service would be considered by him in said to naturally assumed such my present predicament. | him: Tair. paper worked up to a point where I can see the top, but I cannot get my feet over without additional $500. Will you lend me that amount for “What collateral have quired Mr. Widdicomb, blandly. “I have collateral, Mr. Widdi- except disposition to pay determination to Widdicomb, I have gotten my over an se sixty days? you?” en- no comb, my and my succeed,” I replied. Mr. Widdi- “but banks do not loan money kind of collateral.” “T suppose I responded, “but | determined to find one who will furnish me the last loan IT will the Tradesman on a paying basis.’ “TI am sorry,” replied comb, on that that is so,” am some have to obtain to pu , I turned on my heel and headed for the door, when Mr. Widdicomb touched me on the shoulder with the remark, “I will let you have the money, Mr. Stowe.” The loan was liquidated the day the note fell due and from that day to this I have never found it neces- sary to ask any friend to endorse my “paper I still retain in the partment of my most innermost com- precious ar- chives that little $500 note with the name of “William Widdicomb” in- scribed the back. I would not part company with it for the face of the note, because it links the past with the present and brings up a chain of memories which I would not impair or blot out for all the success I have been permitted to achieve in this world. I had many dealings with Mr. Widdicomb in subsequent years and I always accorded him the bene- fit of the any controversy which came up between us, because | forget for one did me at a time when the success or failure of the Tradesman hung in the balance. on doubt in never could overlook or moment the favor he had to the even to friend, One of the have contend with statement things I all frequently day, by these years is made, this occasional "You you an struck it rich Tradesman.” certainly when started the remark used to me but now I pass it up lightly with the “Yes, | did strike it rich | acquired a license to work eighteen for This cause annoyance, rerorr, 365 days a year for twenty-seven years.” Any one who is looking for that kind of a can be accommodated by undertaking to put a new business on its feet. The success of the Tradesman represents the flesh and blood of a man gave everything he had to give hours a day career who to his measure. Has it been worth the effort? I believe it has and it 1 set back thirty- eight years and faced the same condi- creation in unstinted were tions which confronted me in the fall of 1883 I would the same thing again, I have discovered a short cut te success and do over because never yet candidly believe that hard work, close application and honest endeavor are the only passports to a useful life and a contented spirit. After twenty-seven tinuous with the Tradesman, I was confronted with a crises which forced me to admit that I was not made of iron after all. I was taken to a hospital with the which kept me confined to my bed and room for four months. While valescent, my life-long friend, Heman the number of was despaired of, re- had the city pretty One half of the peo- and years of con- service fever, I was con- referring to times life marked: “You stirred up. afraid you would half were afraid It required three months Barlow, my well ple were the other wouldn't.” more to gain strength enough to re- die you turn to my desk, since which time I have turned the management of the mechanical end of the business over to other hands and devoted my to the editorial This has enabled me to Cri- tire time and energy department. my schedule to ten hours per day, which I think is about the right arrangement for a healthy man who wants to do the fair thing and the world. The man who whines or clamors for an oppor- reduce working by himself tunity to work eight hours or less has no place in my esteem and I able limited vocabulary. am un- to do such a man justice with my The past year has been a trying one for the rapid and sometimes unexpected changes in prices. I have aimed to keep in close touch with the situation and have, merchants because of fortunately, been able to assist many of my readers to make or save many dollars by furnishing them advance information on the trend of the mar- kets. It is by no means unusual for a merchant to write me that I have him to make several additional in the thus enabled. hundred doll course of a ars year. when so abroad There time many cheats and frauds were in the land, ready to pounce on the unsuspecting merchant, as now. The the unnumbered schemes originated by fakers of the Harrison Parker ilk to injure or cestroy the retail merchant. The trade journal is about the only cham- defend his interest and prevent the invasion field by schemers who resort to clap trap, falsehood and prejudice to accomplish their ends. I devote fully two hours every day to. the en- quiries of merchants regarding the machinations of men seek to conditions and the retail trade would render a cantile ex- very burdensome. As to the future of the Tradesman I have no promises to make because I am content to permit the past to be taken as a criterion of the future. The longer I live the more I am convinced that the trade journal has a distinct place in the everyday life of the busi- ness man and that the merchant who undertakes to get along without such never was a Kame is true of pion the retailer now has to of his who overthrow existing place embargoes on which mer istence a valuable adjunct to his career makes a most serious mistake. As _ stated one year ago, I hope to have a force so educated and imbued with the dignity and integrity of trade journal- ism by 1933 that I can permanently retire from the Tradesman, twelve years hence. In the meantime— Providence permitting—I will give my mercantile friends the best thought I command and the: most faithful loyal rendering them. can and service I am Ernest A. Stowe. >.>. Good Report From Little Traverse Bay. Petoskey, Aug. 2—Correspondence coming to the Chamber of Commerce here directly from persons desiring reservations and emanating from many states promises Petoskey a wonderful August business. Visitors this summer are buying not only city residential property but as well many close lying orchard and garden properties are being purchased. A new free city market has been in- stituted here and, when the _ usual period of publicity has become effec- tive, both producers and consumers will appreciate the innovation. Industrially, Petoskey is expanding splendidly. The Rassmussen Cabinet Works, the Natural Fruit Juice Co. and the Feather Concrete Block Co. capable of are three of the new additions to the local manufacturing colony. A prospective textile plant will send representatives here to determine a location early in August. Retail merchants report business as far ahead of last year—and last year was “top hole.” The great volume of tourist auto- mible traffic has this season been handled with fine facility by Super- intendent of Police Hoover and an excellent police force. That no seri- ous accident has occurred may be credited not only to the excellent ser- vice but as well to the fact that drink- ing and reckless auto drivers are brought up with short ceremony and committed to jail. Every courtesy is extended to visitors and let it be known that they have been fully appreciative and none have offended. When visiting auto- mobilists call at police headquarters before leaving to compliment and thank the police force, service is sure- ly recognized. Marksmen from all points in North- ern Michigan visited Petoskey July 30 and 31 for trap shooting contests. The local shooting ground is con- sidered one of the finest in the Mid- dle West. If local men interested in the pro- ject are successful in their plans, there will be built here next spring a recreation pier which will add a won- derful attraction to the local enter- tainment list. J. Frank Quinn. a pe Liability For Debts of a Copartner- ship. debt contracted by a firm of two partners is the debt of the firm and of each partner. A creditor can recover from either partner, leaving him to adjust matters with the firm or other partner. This right can never be taken from the creditor without his consent. The partners may, between themselves, make any arrangement they wish as to which is liable for the debts of the firm. This arrangement is binding as between the partners, and the partner who is released from paying the debts may collect the whole amount of such debt as he may be compelled to pay from the other partner. This agreement is also bind- ing on such creditors as may consent to the agreement to release one part- ner and look solely to the other for collection. However, no creditor is bound to enter into such an agree- ment, and his status is not changed unless he does enter into it. If A owes money to B, C may agree to pay it and A may compel C to keep his agreement. Nothing in this agree- ment affects B, who may still compel A to pay his debt, and then A may sue ©. 2 - The Dandelion. The dandelion was a pest That is, some years ago; To see our lawns so bilious like Just filled our hearts with woe; But now the golden dandelion, We think extremely fine, We pluck its blossoms with delight And make them into wine! Graham & Morton a ae ! 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 Pius War Tax DAILY Michigan Railway Lines f Daily Except = ; ape 9 p.m f - - > gg & 10: :20 m. G. R. time. Tel. Citz., 4302; Bell, M 4470 FREIGHT TO AND FROM CHICAGO and All Points West Daylight Trip Ever —- Boat Train 1 p. m. G. R. Tim August 3, 1921 MICHIGAN TRADESMAN 17 FIRE TORNADO BETTER INSURANCE LESS COST For forty years the Michigan Millers Mutual Fire Insurance Company of Lansing has furnished to the flour mill and grain trade the highest grade of insurance at an average saving of 50 per cent. in cost. a ha are now broadening the scope of our business and are offering our facilities to the merchants and manufacturers of Michigan. We combine the low cost of mutual insurance with the financial strength of the old line stock companies. After saving our members approximately one-half the cost of their insurance, we have accumulated over $2,500,000 of Cash Assets, and $1,000,000 of Net Cash Surplus to Policy Holders. Our risks are carefully divided into different classes, the mills and elevators being kept in one class, the general man- ufacturing risks in another, the retail stores and stocks in another and the wholesale stores and stocks in still another. While all our financial strength is back of each and every policy of insurance we write, yet under this system of ‘‘Class Insurance, ’ the cost in each class is determined by the actual losses and expenses which properly belong to it, and the dividends paid at the end of the year are determined thereby. We will use as our basis the present stock company rate and declare at the end of each year such dividend as the experience of the class warrants. It is impossible to tell you in advance what our dividends will be, but in our forty years of buiness, we have never paid less than 25 per cent and at the present time our dividends to our mill and elevators policy hold- ers are 65 per cent. Adjustment of all losses will be made by our own officers or employes, who have had long experience in work of this char- acter and can be depended on to deal justly, fairly and promptly with our patrons. We feel no hesitation in referring any merchants unfamiliar with our methods and record to the Michigan Tradesman. We accept no business until after personal inspection. We have associated with us eleven of the leading mutual fire insurance companies of the United States, all doing business under the name of THE MILL MUTUALS AGENCY STRENGTH ECONOMY December 31, 1920 Surplus to Policy Organized Holders Assets Michigan Millers Mutual Fire Insurance Co, --_-__--_-- eee 1881 $1,167,004.57 $2,816,166.98 Millers National Insurance Co, of Chicago _.._......__ 1. _ 1865 2,119,238.49 4,395,718.11 Lumbermen’s Mutual Insurance Co. of Ohio EL . 1895 621,755.24 1,729,750.98 Mill Owners’ Mutual Fire Insurance Co. of Iowa —-.....---.-------- 1875 938,341.73 1,656,989.42 Millers Mutual Fire Insurance Co, of Texas... CdS 444,912.71 837,024.73 Ohio Millers Mutual Fire Insurance Co. ......... 1. 1886 1,050,880.52 2,301,440.36 Northwestern Mutual Fire Association of Washington_-_............ 1901 506,656.07 1,763,434.97 Merrimack Mutual Fire Insurance Co. of Massachusetts_.-_....-..-... 1828 151,453.04 582,258.47 Fitchburg Mutual Fire Insurance Co. of Massachusetts_......_-....-. 1847 154,048.77 532,669.87 Grain Dealers’ National Mutual Fire Insurance Co. of Indiana____... 1902 1,195,110.40 1,739,484.76 The Central Manufacturers Mutual Insurance Co. of Ohio___........_ 1876 915,766.82 2,083,269.08 Pennsylvania Millers Mutual Fire Insurance Co. ------------..---- 1887 863,478.94 1,317,099.30 ‘Total Binanowl Streneth 2 «S10 828.647.30 $21,755,307.03 We are offering you the service of these time tried and fire tested companies, all of whom have for many years made a substantial saving in cost to their members, and who have combined Cash Assets of more than $20,000,000, and Cash Surplus of over $10,000,000. If you need only $1,000.00 insurance on your store building or stock; If you need $500,000.00 or more insurance on your warehouse or factory, we can write your entire line of insurance if your property comes up to our standard of excellence. We deal direct with our patrons, not through local agents. The local agency commission thus saved goes back to the policy holder in increased dividends. If you wish to secure the benefits we can give you, write us, stating the earliest dates on which your present insurance expires. Our representative will then call on you with a view to making you the greatest immediate saving in your insur- ance cost, and may possibly be able to inform you how to improve your risk so as to secure still further rate reductions. jaa? tidak aoe jdt aA oe hd deo die es eed pheuisediih A. D. Baker, Sec’y. 120 W. Ottawa St., Lansing, Michigan i8 MICHIGAN TRADESMAN y : : _. F 2 i . = = \ (2? DRY GOODS, = = s r . = = \ - .FANCYGOODS“ ® NOTIONS | =———t/ | Ce os = oy) Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansins. First Vice-President—J. C. Toeller. Battle Creek. Second Vice-President—J. B. Sperry, Port Huron. Secretary - Treasurer— W. O. . Jones, Kalamazoo. Dotson Statistics and Die With the opening of the new cotton year to-morrow, the carry-over raw material looms up rather large, in fact, fully eat as was predicted several months ago. An estimate by the Bureau of Markets of the Depart- ment of Agriculture places the amount at 10,530,323 bales, of which 7,429,- 536 are in this country. Cotton con- sumption for the month just ending is put at 1,050,000 bales. This consump- tion may be put at an average of 50 of the as gr per cent. greater and be continuous for the entire year to come and yet there will be enough cotton to meet the demand even though the domestic crop should fall below the lowest esti- mate. To-morrow will be published the estimate of the cotton crop as of July 25. No very material change is expected to be shown by it over the report of a month ago. But the next five or six weeks are really the crucial period. An assuring circumstance is the well-founded belief that the com- ing year will show a large expansion in the use of cotton. In the goods’ market the most notable circumstance during the week just closed was the abrupt cut in price of standard denims from 15 to 12% cents. This was done to meet an unexpected competition re- sulting in the placing on the market Q The new price is one-quarter of what the selling for a year ago, hardly likely that the mark made is a permanent one. A better call for gray goods, including both printcloths and sheetings, made firmer the prices for such construc- Yarns, also, are showing up much better than they have recently. Some enquiries for fall underwear are but the is still of “distress” goods. little goods and it over were seems tions. coming in, business dragging. —_—_—_+-.—____ As To Wool Supplies and Woolens. What public sales of wool have oc- curred in various foreign markets dur- ing the week just ended have been rather inconclusive as an index of conditions or prospects. The quanti- ties disposed of have been too small to indicate anything except that there is a fairly constant demand from Eu- ropean countries. Prices have shown no material variance. More light on the situation is expected when the sales for this month, totaling about 300,000 bales, are had in Australia. In this country there will be offered at auction in Boston on Thursday about 5,000,000 pounds of low grade stock which forms part of the War Depart- ment’s surplus. This brings to mind anew the difference between the Brit- ish and American methods in acquir- ing wool supplies while the war was in progress and their ways of dispos- ing of the surplus obtained. In Great Britain the government bought the Australian clips up to June, 1920. The surplus over needs was large, but it was so handled that, at the beginning ot this year, the profits on the sales had amounted to about $120,000,000, and_ there remaining 1,800,000 bales as an extra profit. This is now being disposed of, the profits to be divided between the British govern- ment and the Australian growers. In this country, the sales of surplus wool have shown a loss. were The American Woolen Company’s sport cloths and dress goods was the event of the past week in the goods mar- ket. To the jobbers who still have stocks on hand it was gratifying that no reductions were made. The cut- ters-up hoped for some decline which might enable them to offer clothing and women’s garments cheaper. But all were agreed on one thing, and that was that the opening so early was a good move and one calculated to help stabilize values. Buying in certain of the lines was so good that they are re- ported sold up and withdrawn. Open- ings of other goods are scheduled by the company for Aug. 8. Orders for fall clothing have been quite satis- factory, but more are expected be- fore the season opens. In women’s wear there is shown a disposition to hold off in the expectation of cheaper prices, but it is declared that this at- titude cannot be long maintained and that a good volume of business will be forthcoming. —_—_+--— All They Can See Is the Price. For the past several years the American consumer has been buying exclusively on the basis of the most superficial standard, the price on the ticket. During the war no article was expensive enough for a great many people. People who had never worn high-priced clothing before wanted the sensation of going about in some- thing for which they had paid what was to them a fabulous sum; and that was sufficient. The actual worth of the article purchased didn’t count. To- day the situation is reversed. If there had been a concerted and well-organ- ized movement to enlist the shopping public in the cause of refusing to buy anything but goods marked at the lowest price possible, it could not have succeeded better. Some mer- chants have goods which they bought from wholesalers for less than what the wholesalers paid for them. These merchants are now offering the goods opening of woolens, worsteds, to the public for less than what they paid the wholesalers for them. But without effect. The common word s that the shopper will not buy until prices come down. He does not seem to be able to judge a bargain, or to estimate the worth of an article at all. For this reason, one merchant is working harder than ever to develop real salesmanship among his and it is clear that, more and more, real salesmanship is going to mean the ability to sell the customer on the basis of what the merchant’s offering force; is actually worth. 2. Millinery For Fall. Blocked shapes with soft fabric treatments will lead for early fall selling in women’s hats, the forth- coming issue of the bulletin of the Re- tain Millinery Association of America will say. Concerning them the bulle- tin will go on: “Where the trimming note is luxur- and expensive as well, many blocked shapes of unique and original design will be employed, with just the edges, a side, front or puff facing of velours fabric appearing. This, with little labor in the retail workroom, gives as equally smart an appeal as obtained in the days of hand sewing and facing fittings. ious, “Such an effect supplies the happy medium which must be attained after the deluge of soft, crushable shapes that have prevailed so strongly the last few seasons and the avalanche of angles that France has forwarded us. The time is not propitious just yet for the acceptance, in a broad sense, of these well-defined lines, but we August *, 1921 must have a respite from the face- framing individual molds that are los- ing caste through job-lot manufac- ture.” ———__-<-2-————— A leading dry goods store of New York gives a weekly courtesy prize of $10. The prize also automatically makes the winner a member of the Courtesy Club, mem- bers come under observation for other executive qualities. Courtesy is thus stepping advance- store’s whose made a stone to ment. We are manufacturers of Trimmed & Untrimmed HATS for Ladies, Misess and Children, especially adapted to the general store trade. Trial order solicited. CORL-KNOTT COMPANY, Corner Commerce Ave. and Ialand &t. Grand Rapids, Mich. Detective Service We furnish efficient operatives and are equipped at any time to undertake any kind of criminal or industrial investigations. All work intrusted to us is personally super- vised by Mr. Halloran. HALLORAN’S NATIONAL DETECTIVE AGENCY 506-7 Grand Rapids Savings Bank Bldg. Grand Rapids, Mich. dozen Daniel T. SPECIALS THIS WEEK Men’s 176 needle seamless toe, ribbed top, half hose @ per doz._--- $1.20 Beauttul Four-in-hand ties, @ per doz, _.. Narrow Knit silk ties, fancy and plain, @ per doz. ___------------ Fine Cotton Pongee, collar attached shirts. tan. @ per doz. 60 8 Fine mercerized white oxford cloth, collar attached shirts, @ per Je 19.50 Men’s semi-dress 68-72 percale shirts, with collar, @ per doz.___-- atton & Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan 3.50 8.50 Latest style, white or 8.75 oe Ladies’, UWMddddddddldidddlldldlldlllllldlllldlldlllddlidlididhhhbhddbdddddd, Slipova Middy Blouses Misses, Sizes 6 to 12 ______.____ Sizes 14 40 20 2000 Ladies’, Sizes 38 to 44 _____-_____ Shown in assorted colors and styles. Slipova Middy Dresses, Sizes 6 to 14 @ ________________ $15.00 Dozen Se $ 9.00 Dozen ae 12.00 Dozen IE ee 13.50 Dozen In plain blue and white only. Quality Merchandise — Right Prices— Prompt Service WHOLESALE DRY GOODS eh ddlddsddddddddsdddddddsdsddddssddddddidddkddd PAUL STEKETEE & SONS Witsdididddddsdsssssssdssshssisididhsdidsistssisdsdddsddisiddddidldddddeildidiliddaiék GRAND RAPIDS, MICH. VU LLL a ldiddldssisidhil August 3, 1921 MICHIGAN TRADESMAN 19 Some Pioneer Experiences in the Lumber Regions. Grandville, Aug. 2—The pioneer lumbermen of Michigan were inured to hardships before they came West to grow up with the country. Many of them were from the pine woods of Maine and New Brunswick. Those from the latter province were desig- nated “Bluenoses” to distinguish them from the Yankees. These were hardy sons of the settlements along the St. Croix and farther inland, those from Maine having cut their eye teeth along the Penobscot and Kennebec rivers, some less. sophisticated hailing from the smaller yet more riotous Andros- coggin. These hardy pioneers, some of them young and ambitious, were the original stock that founded homes on the Muskegon, Manistee and Grand rivers. One of the Maine lumbermen set his stakes in the heart of the pine district some twenty miles from the mouth of the Muskegon, cut the first tree in that part of the State and erected a sawmill. Most of the logging was done with ox teams driven by men who still clung to the ox-goad of the East. No man who understood driving oxen would show his greenness by using a whip. In later years this came into use, and as the old settlers from Maine and farther East passed on the ancient “goadstick” went with them. One winter a certain lumberman used nearly a score of ox teams in the woods. That proved an unprofitable winter from the fact that many of the valuable oxen fell sick and died. After seven of these passed out from some mysterious disease, it was discovered that every one of the oxen was a vic- tim of indigestion caused by over feed- ing on the part of the teamsters. These latter were imported from Canada, green in lumbering ways, and they overfed their cattle. The food was corn meal and some of the oxen had half a bushel of new meal to a feed. Another lumberman lost two oxen from a mysterious trouble, nor was the real cause of their demise ascer- tained until after the second one died, when in removing the hide the animal was found to be covered with a mass of sores all having been caused from severe beating on the part of the driver. Cruelty to animals, yet all the punishment meted out to the cruel driver was dismissal, with loss of his last month’s pay. There were bears and wolves in plenty in the Michigan woods in those early days. As soon as possible after starting a clearing, building shanties and making ready for lumbering op- erations, these pioneers laid out a garden patch and raised vegetables, hogs and chickens. Sometimes bears invaded the pigpens, carrying off the inmates. A bear was bold enough to come in the day time and steal a squealing porker from Mr. Blank, who had lost the oxen. Wolves made night hideous at times with their howls. The writer can well remember sitting by the kitchen fire listening to the bay of the wolves in the nearby woods. Many stories are told of adventures with wolves, of people being chased by them, some, perhaps, falling vic- tims to their savagery. It is a mat- ter of much doubt, however, if many of these stories are true. A _ long residence in the woods, right in the heart of the great Michigan wilder- ness seventy years ago, did not bring any such adventures to the writer. Bears are looked upon as the natural enemies of man, and yet I do not call to mind a single instance where a human being fell a prey to these animals. Wolves did run down and destroy deer, and bears were fond of the set- tler’s pigs, but they usually fought shy of making a meal off the human species. The early settlers often trapped wolves, sometimes destroying them with poisons, all of which was done to obtain the bounty, something like $12 per head, two-thirds from the State and the remainder from the county in which the animal was slaughtered. Jears, too, were sometimes trapped and killed. The Indians were hunters of bear as well as deer. I well re- member seeing the carcass of a huge black bear stretched on a sled drawn by a pair of Indian ponies. The bear had been killed with a hatchet in the hand of a burly redman. There were two cubs which had been captured alive, and they were quite like kittens in their ways of expression. Mr. Blank built a log railroad into a mass of standing pine from which he procured logs for his mill. This was some three miles in length. The logs were cut and skidded out to the rail- way track and were loaded onto the cars from these skidways. The motive power for hauling was real horse power. The cars were drawn after being loaded, down to the brow of a high bluff overlooking a pond made by damming a consider- able stream. From the cars the logs were rolled into a slip down which they shot for more than a hundred feet into the water, after which the logs were floated to the dam next to which the sawmill was built. A stout little span of ponies drew one of the logging cars. Shortly be- fore reaching the place of landing at the head of the slip was a small hill at the top of which the team was un- hooked and turned aside leaving the loaded car to run down grade to place of unloading. The descent was sufficient to give the car great momen- tum. On one occasion the driver waited too long before releasing the ponies and they dashed down the hill with the heavy load of logs at their heels. It was a sprint for life, the driver standing open-mouthed expecting to see both animals killed. They were not, however, since on arriving at the dumping ground the ponies shied the track, the chain unhooked mechanical- ly, and the car swept on clipping the hair from the tails of the frightened animals. Old Timer. ——_.->___— Give a Thought To Stout Wear. Statistics show that 40 per cent. of the women to-day are sized, Manufacturers have developed three general styles for stout people—the straight line stout, the full stout and the odd sizes. The saleswoman must know which style best suits her cus- tomer. In some department stores there are separate departments for stout women in which the saleswomen are also stout and understand the customers’ problems. Other stores argue that women are sensitive about going to such a department, whereas if the stout garments are in the regular de- partment, designated by special tags, the customer will be better suited and better fitted, not realizing that she is wearing a stout. Handling stouts is a paying propo- sition. The stout woman is so glad to find something that really fits that she buys without shopping around. —_—_->————— Walk and Be Happy. Mankind has long been divided in- to two classes—those who ride and those who walk—and those who walk live the longest. The contrast in health and longevity was not so marked when much of man’s riding was done on horseback, which kept his abdominal and back muscles busy; but with the automobile waiting for him at home, office and railroad sta- tion, he fades into eternity too soon. The medical sharps all tell us that every mile one walks after he is fifty extra appreciably lengthens his life. We do not doubt the statement. Walking is good for a man, and for one yet in vigor should not be less than ten miles a day, habitually. But who is going to hours of daylight reclining on a with Magazines or books, to add a few years to his three might be comfortable waste which spent lounge newspapers, life? Absurd! It isn’t the time one exists. It is the living he does. But yet, one might alight from his car three or four miles from home. —_+~- > American Railway Express Makes Much Needed Reform. New York, Aug. 2—The American Railway Express Co., has just made a new rule, long desired by changing the time limit for filing claims from four and one-half to six months. An order was also issued re- moving some of the irksome restric- tions on tracing shipments. One is that the company will no longer require the shipper to present the consignee’s letter of complaint but will accept the oe snippers, shipper’s word that a package was lost or damaged. In return, the company will insist that sufficient time be allowed for trac- ing shipments and investigating claims and that shippers must stop using the Loss and Damage Dept. of the com- pany as a collection agency. The change in time for filing claims makes the express classifications unt form with the freight bill of lading It is of advantage to the shipper as it gives him ample time to attempt col- lection of his account before filing a claim. The express company claims to have given greatly improved service the past few months, eliminating much worry and trouble to shippers, and promises still further improvement. Safety of Principal and Interest Ease of Collection of each when due These are the essentials of a proper investment Regent [heatre 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. SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform wanted, as wellas height. We will quote m ‘ney saving price. Sidney Elevatcr Mnfg. Co., Sidney, Ohio elephone Talk sear tenant mt The quick personal service of the telephone in the transaction of business affairs has given it first place in modern commercial practice. It is impossible for any one to conceive of the elimination of the telephone from daily use. Investment, therefore, in the First Mortgage Bonds of the Citizens Telephone Company can only be considered as the use of the best business judgment in obtaining a safe underlying security of an established institution with a long and unin- terrupted earnings record. Citizens Telephone Company’s First Mortgage 7% Bonds Can Be Purchased at 98 and Interest To Yield 7.20% Telephone or write to the Secretary of the Company for particulars I et ITT MICHIGAN TRADESMAN August 3, 1921 »»))) = - — BUTIER, EGGS 4xp PROVES — = AS WLR jy #3 ee ww; er4 ae sy) ye Ea siete Af, , 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. . Opinions On Egg Packing. There has been more or less pub- licity recently with reference to the saving of breakage in eggs in transit, and particularly concerning the char- acter of filler which should be used for packing eggs for shipment. Peo- ple especially interested in this mat- ter recently sent out 300 question- naires to representative carload ship- pers of eggs. They received 201 re- plies thereto, which are summarized in the report given below. Commenting on this matter, a filler man says: “Please note the large number of shippers using excelsior pads this year. Those using six pads to a case in connection with 3% pound Government standard fillers report practically no damage fact, we find the shippers very enthusiastic about the use of excelsior pads in con- nection with the 3% pound fillers. “Records show a very material re- duction in damage claims this year, compared with previcus years, and the Government standard 3% pound filler with six excelsior pads seems to make an ideal package. “We feel that both the shippers and receivers are looking for information of this kind.” Summarized, the result of the ques- itonnaire is as follows: One hundred seventy-five skippers use excelsior pads and 25 shippers use no pads. Of those using pads, 126 use six pads to the case, 38 use four pads to the case, eight use eight pads to the case, while 26 did not reply as to the number used. ‘ In reply to the question as to the amount of claims for damages this year per car of eggs, 66 reported no damage, 50 reported slight damage, 69 did not report at all and six reported damage heavier than 10 cases. This loss, compared with the same time last year, 102 reported as less than last year’s loss, three reported as being heavier and 66 did not answer the question. Twenty-four reported using two nails to attach the top to the center of the case, 158 replied that they did not use nails and 19 did not answer. One hundred forty-nine shippers reported using the standard weight 3% pound filler with excelsior pads and expressed it as their belief that this makes a better style package than the packing formerly used. Six did not think so, and 46 did not answer the question. One hundred sixty-three shippers had no recommendation to make for improving the preseut package, eight thought there should be a heavier filler, and nine, that the railroads should handle eggs more carefully. + ~~ Did You Get One? “Handling Eggs for Profit” is the title of a little mimeographed circular issued by the Food Research Labor- atory of the Bureau of Chemistry, United States Department of Agricul- ture, which gives directions and draw- ings for the construction of egg cases, and outlines methods for packing the eggs so as to reduce loss from break- age while in transit from the pro- ducers to consuming centers. The specialists of the Food Re- search Laboratory have made a study of methods for packing and shipping eggs in order to reduce the great loss- es from breakage that have occurred in the past. This work has been done in all parts of the country in co-opera- tion with railroads and with egg ship- pers. Experimental shipments in dif- ferent kinds of shipping cases and with the different methods of packing the eggs in the cases have been made and the results compared. An instru- ment has been devised for measuring and recording the shocks to which cars containing eggs were subjected while in transit. As a result of these experiments the specialists have recommended methods of packing eggs which re- duce breakage to a minimum. These methods have been tried practically under a great variety of conditions, and have been incorporated as re- quirements in the railroad and express elassifications for the transportation of eggs. Copies of the mimeographed cir- cular may be obtained upon applica- tion to the department’s Food Re- search Laboratory, 22 Jackson Place, Indianapolis, Ind. os Producers Form Bi-State Pool. Milwaukee, Wis., Aug. 2—A com- bination for the purpose of handling cheese has been effected between the Wisconsin and the Minneapolis Cheese Producers’ Associations. The federation will handle more than 20,000,000 pounds annually, and it is hoped to make it a nucleus for a National enterprise. Wisconsin federation directors voted to admit the Minnesotans on the same terms as factories in Wisconsin. Thirty-two factories were added to the Wisconsin federation. It was revealed that thre counties in Northern Wisconsin, pro- ducing about 40,000,000 pounds an- nually, are considering joining the federation also. Cheese 2 It is none of the boss’s business what you do outside of business hours as long as your actions do not inter- fere with your effectiveness inside business hours. Note that exception. M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables Grand Rapids Distributor Blue Grass Butter Good Luck Oleomargarine Procter & Gamble Full Line of Soaps, Chips, Etc. Flake White and Crisco Southern Cotton Oil Trading Co.’s Scoco and Snowdrift Oxford Brand Oranges KENT STORAGE CO. GRAND RAPIDS MICHIGAN MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan SEND US ORDERS FIELD SEEDS - WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Bock Phones 1217 Moseley Brothers, GRAND RAPIDS, MICH. For Dependable Quality DEPEND ON Piowaty August 3, 1921 MICHIGAN TRADESMAN Merchants Should Learn Law Before Selling Seeds. Springfield, Ill, Aug. 2— Many dealers in all parts of the country handle more or less extensively gar- den and field seeds. Their supply is generally purchased from the whole- saler, whom they have considered re- liable as to the quality of seeds they handle, therefore they depend upon these whosalers to supply good seed. In some localities dealers buy from the producer and either in a recleaned State or as ‘country run” seed. I[f in the latter condition it is, perhaps, re- cleaned for local demands or perhaps shipped to the wholesaler, who has better facilities for recleaning. The dealer who is handling seed should endeavor to handle onlv the best, because his customers cannot make any profit from the production of weeds; in fact, weedy seed is a detriment to him, because it reduces his yields per acre and causes him extra labor and sometimes loss of crop to get rid of these weeds. The dealers in the rural districts are very closely in touch with the farmers and as much interested in his welfare as he is himself, therefore they will be very anxious to supply a quality of seed which will give him the greatest re- turn for his investment of money and labor. To assist the purchaser of seed in getting a good quality, seed laws are now in force in thirty-six states and all require a label or tag on each lot sold. This label or tag gives in- formation as to purity and germina- tion, also states whether noxious weed seeds are present by giving the names of such on the label or tag. Violations of these laws are punish- able by a fine varying from $5 to $100. As ignorance of a law is no excuse for the violation of same, each dealer in seeds should be familiar with the seed laws of the state in which he is doing business. The enforcement of the law in most of the states is under the direction of the States Department of Agriculture, but in a few the work is being done through the experiment station. Each state maintains a laboratory for the analyzing of seeds, and through its inspection service collects samples from dealers, from time to time, to check up on the quality of seed being sold. By this checking is determined who are violating the law. All dealers may be at the present time fully posted on the requirements of the seed laws of their state, but in case any have overlooked it, this will serve as their cue to get the necessary information in conformity with the ‘law and thus avoid any violations with subsequent prosecutions. Knowledge is power. Use it! Albert C. Wilson, Chief Seed Analyst. —_—__22-- As To Color of Yolks. Eggs in the winter time are likely to have pale yolks. A popular impres- sion prevails that this indicates poor feeding of the hens. This is denied by the Government bureau of animal husbandry, which declares that lack of green feed is the cause. Most people think that eggs with pale yolks have less flavor than eggs with richly yolks. This is probably true; but the housewife’s no- tion that they impart less richness to colored cakes and custards is contradicted by the experts—although, of course, such eggs do contribute less color. Egg whites are often slightly yel- lowish or greenish. 3ut high-class and hotels demand eggs whose albumen shall be when cooked as pure white as possible. Further- more, it is particularly important that two or more eggs served with an or- der shall match in color. Inasmuch as such eggs command an extra high restaurants price, it is good business for the poultry raiser who caters to the fancy market to meet these requirements. Soiled eggs should match in color of shell. No first-class restaurant or fashionable club would think of serv- ing a brown egg and a white one to- gether. Even in shade they should match. In New, York only pure white eggs bring the highest price. In Boston, on the other hand, brown eggs bring more than white ones do. Many people are firmly convinced that brown eggs have a richer flavor than white ones, and nobody can per- suade them that they are mistaken; but the experts say that the notion has no basis whatever in fact. —_—_—_> +. Moonshine Egg. The moonshine egg has made its appearance in Madison, Wis., so the newspapers say. It has baffled both the police and the prohibition enforce- ment agents. The bootlegger con- cocting the deception told his secret only after going out of business. He blew out the contents of hens’ eggs, he said, and then filled the shells with liquor. Sealing wax was applied to repair the broken portion of the shells make them liquor tight. The shells were placed in a large market basket and kept in plain view. Evidence came to the that the Madison man liqour by the drink at his home and and authorities was. selling a series of raids was ordered. Eight times within six weeks officers visited the ough search. time making a thor- Liquor was never found home, each even though spotters had reported to the officials that they had purchased moonshine there. An egg shell holds about three fingers of liquor, the bootlegger said. The eggs were never broken in view of the customers and no one but the seller and his family knew that the large basket of eggs contained liquor. e+ Grubs in Hides. Grubs or the species States. insect the the the cattle by means of a sticky substance. warbles in hides are result of the operations of a of fly the United This attaches its eggs to hair of flanks heels of common in and The cattle lick the eggs off and many of them are swallowed, being hatched heat of the The grub which results works the slowly, usually breaking through the by the natural animal’s body. animal tissues its way through weasand. By early winter the grub is underneath the hide in the middle of the back and ready to emerge in the spring. These flies infest the pastures in dry, warm weather, and damp, cool weather is fatal to them. Long-headed clergymen preach short sermons. COLEMAN rand) Terpeneless LEMON and Pure High Grade VANILLA EXTRACTS Made only by FOOTE & JENKS Jackson, Mich. B. C. Holwick, 21 Obtainable Sold only by Vinkemulder Company Grand Rapids, Mich. HOLWICK ELECTRI! COFFEE MILLS have put new life in the coffee department of retail stores in 47 states No finer, better, or more handsomely finished mills were ever built at any price and if this i true you ought to know it It’s not simply steel and copper, it’s brains- thought-research and experience. The one Electric Mill in America that you can buy Worth The Money. Send for my literature and learn the reason why SALESMAN WANTED. Canton, Ohio, Dept. F Electric Coffee Mills and Meat Choppers. Blanks for Presenting LOSS AND DAMAGE or OVERCHARGE CLAIMS,* and other Transportation Blanks. BARLOW BROS. Grand Rapids, Mich. 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND ASK FoR SAMPLES AND Prices. THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO Galesook¢ GRADES. But— flour. determining wheat prices. the precise movements of “lf you must gamble, don’t gamble on quality” No man or group of men have found the secret of future There is always then the element of chance in the price of every flour purchase. There need be no gamble as to the quality of the Buy your flour from the company that has the reputation for giving full value and maintain- ing standards, the company that puts quality first. Mark your orders JUDSON GROCER CO. Wholesale Distributor GRAND RAPIDS MICHIGAN Conservative [nvestors Patronize Tradesman Advertisers a sermeaenamene career tteeme eae et sean erates 22 MICHIGAN TRADESMAN August 3, 1921 71 “¥ a & Sehler C ee eee Brown ehler Co. . - 7 TATAL = : “ m Goods”’ _ | STOVES ss» HARDWARE __ aseaeeh saat ; = = ~ - = ae 2 Manufacturers of PC = = a Z z Men Z a Ff ¢ he xy sae my es ‘al me We ng eon On § OE i SNS PE Michigan Retali Hardware Association. President—Norman G. Popp, Saginaw. — J. Sturmer, Port uron. Secretary—Arthur J. Scott, City. _ Treasurer—William usin Detroit. bbeshan Out the isciiies of the Summer Stock. Written for the Tradesman. Many eminently ware dealers Marine successful hard- credit the growth of their business to their policy of keep- ing the goods that were not selling sufficiently fast to make the line worth handling at cer- tain seasons. stock clean of I take is the dictum hold discount, or do “Tf a line isn’t selling well, steps to hustle it along,” of one successful merchant. “I a special sale, offer a something calculated to sell those roods, even if I have to move them out at a smaller margin of profit than I usually It is better that than to allow the calculate. to do goods to be- come shopworn. If I am not able to ] get out ot as possible.” sell the goods that way, that line as soon Keeping the stock clean is especial ly essential right now; and this is particularly worth remembering in connection with the possible carrying over of seasonable hot weather goods for another year. To follow out the it is necessary to provide policy laid down against car- stock which all the for instance, rying is purely season- No dealer, carry a large able year around. cares to stock of ice skates through the sum- a lot of through goods out of sea- mer; or, vice versa, to Carry refrigerators and hammocks the winter. Timely son take up a lot of space that is needed for other lines; and, more than that, there is the chance that they will have lost their new look by the time the next season brings them once nore into demand To avoid this contingency, many dealers make it a practice to hold clearing out sales before the fall sea son opens, in order to get rid of sur- plus summer lines, and to reduce stock t the minimum before it is too late. oO It is a good rule to clear out sea goods before the demand for August consequently, be- sonable them dies out entirely. The clearing sale has, come a fairly regular event in many well-conducted stores. This present \ugust, it is a feature which should not be overlooked. Despite efforts to keep stock clean, most hardware stores right now have considerable left-overs in the way of hot weather lines such as refrigerators, ice timely goods- cream window freezers, and screen doors screens, hammocks, lawn mowers, garden hose, that by the calls for these etc. It is pretty certain lines On the end of August the will be few and far between. other hand, the goods take up a lot The season is, however, gone that it will not be out the larger part of this surplus stock. ot space, not so far possible to clear An additional reason for closing out strictly summer goods is to make room for the stove stock. “Stove time” is creeping closer, and an ad- junct to a successful stove campaign is a proper display of the stock. For this, adequate floor space is neces- sary. The best methods to adopt in push- ing the August clearing sale are news- paper advertising and a suitable dis- play of the methods, the dry goods goods. Live adapted from those of merchants who make price a feature, can be used to make such a sale ef- business-getter. ingenuity in thinking up advertising stunts will help ma- terially to make the sale a It is simply fective and a good A little new success. a question of appealing to the desire inherent in everyone, and to take In real- carry their things they because the particularly strong right now, advantage of a real bargain. ity, many bargain-hunters c passion so far, as to buy have no use for, simply has been cut. Of course, price in a bargain sale, as in effort to attract trade, it is to advertise in such a way Sound the all means to convince your prospective customer that you are offering, not sham bar- gains, any other necessary conviction. as to carry note of sincerity. Try by but real bargains. Some dealers seem to be rather ashamed about the bargain idea. They fancy that the community will sus- pect the store is losing trade and that thus more than done. So, decided to put on a bargain sale, such a puts a table price-marks and- harm good will be having dealer few lines on an in the inconspicuous back of the store, them at a few cents off; ally, nobody sale is a failure. Now, this sort of bargain sale is so much wasted effort. If you decide to hold an August clearance sale, make it an affair worthy of the name. natur- sees the goods, and the The sale should, to be successful, accomplish three things for you. First, it should turn into cash a lot of goods that otherwise will linger on the shelves and become — shopworn. it should advertise as an ag- wide-awake business institu- attract a lot of new cus- Third, it should help you to sell regular—as distinguished from bargain—lines at standard prices. Second, gressive, tion and tomers. So, do not figure your prices up in order that, when you are cutting them down again, they will come to about the figure as you are quoting now. That sort of bargain same HARNESS, HORSE COLLARS : Jobbers in Sadderly Hardware, Blankets, Robes, Summer Goods, Mackinaws, Sheep-Lined and Blanket-Lined Coats, Sweaters, Shirts, Socks, Farm Machinery and Garden Tools, Automobile Tires and Tubes, and a Full Line of Automobile Accessories. GRAND RAPIDS, MICHIGAN Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware oe 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan REFRIGERATORS for ALL PURPOSES Send for Catalogue “The Quality School” A. E. HOWELL, Manager 110-118 Peari St. Grand Rapids, Mich. School the year round. Catalog free. No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No. 72 for Grocery Stores No. 64 for Meat Markets No. 75 for Florist Shops McCRAY REFRIGERATOR CO. 2144 Lake St. Kendallville, Ind. 139-141 Monro. St Roth Phona e.g ne | August 3, 1921 sale has been exploded long ago. In- stead, take the lines you want to get rid of; and price them at a figure that will attract attention, even in the hot weather, and be pretty sure to move out the goods. If a bargain sale is decided upon, make a big thing of it. Run it pretty well through the month of August, if necessary; and by featuring differ- ent lines at different times, keep the public interested from day to day. Use your window displays to show that something unusual is going on inside. If possible, give practical demonstrations of different articles— not necessarily bargain articles— while the sale is going on. Your ad- vertising ought to bring a lot of new customers and prospects to your store; and you should make the most of the opportunity to interest them in your regular lines. A bargain sale to be a success means more than merely cutting down the prices of a few articles and plac- ing them upon the table and letting it go at that. It means a lot of care- ful thinking, of devising new adver- tising stunts, and of playing upon the popular imagination, so that the whole community will be stirred up, and people will not merely visit the store but will talk the sale up among their friends. In pricing goods for the sale, get away from the mistake of advertising “10 per cent. off” or “20 per cent. off”. That is all right enough as a starter, but go into details, and quote specific prices. Say, a big dishpan, (describe it) regular $1.25, special 89c—and so on, There is nothing like specific price quotations to carry conviction to the economical buyer. So keep away from glittering generalities, and get down to specific dollars and cents All sorts of stunts can be adopted during the sale to stimulate interest. It is good to plan for a two-weeks’ sale; and, if found desirable, to run for a third week. Features can be picked to advertise for each day; the lines featured in your newspaper ad- vertising and window display should, in any event, be changed frequent- ly. Thus you will interest a far greater number of customers. Some dry goods stores make a feature of hour advertising special bargain for each hour of the day. Then, articles can sometimes be sales; some one sold in combinations; as, say, lawn hose and hose reel, etc. While the sale is on you should get into touch with a lot of stove, paint, washing machine and other prospects. Make a note of their names and ad- dresses; also of newcomers who may become regular customers of your store. All this information will be helpful in your future selling cam- paigns, and represents one of the valu- able by-products of the August clear- ance sale. Victor Lauriston. a Try It. Get out and push, Get out and shove, Met out and work to beat the band, Get out and plug, Get out and dig, To get results requires sand. Forget to kick, Forget to growl, Forget that you're, not always right, Get out and hunt, And find success And, golly; you'll feel out of sight, MICHIGAN TRADESMAN Germany Up To Her Old Tricks. Grandville, Aug. 2—The Germans are at their old brutality again. They seem to think it befits the German nature to be everlastingly maltreating somebody. Now it is the harmless, home-loving people of Siles- ia they are attacking, burning homes, murdering the inhabitants, making that country another slaughterhouse for the gratification of Hun brutality. The allies have a problem in solving the Silesian riddle. Once a part of the German empire, although held there by force, the inhabitants have, seem- ingly, jumped from the frying pan into the fire because of the outcome of the kaiser’s war. German brutality has become known wherever civilized people reside, and the fires of another hell are seething in that part of Europe where once the nation of Poland held sway. It was hoped by all good people outside of the territory interested that the war in which Germany was supposed to have lost would release from her jaws the helpless people whom she _ had exploited during generations of des- potic rule. Once upon a time, as the writer re- members from early reading, there was a fine upstanding people, in fact a nation of Poland whose men were as brave as any on earth and whose women were said to be the most beautiful in the world. These prosperous people were the envy of greedy monarchies on either side. Polish territory bordered on three larger nations, and through the machinations of the Prussian, Austrian and Russian premiers a plot was hatched for the destruction of a small- er nation whose territory these moral lepers coveted for themselves. That is how it came about that Poland was made the victim of a crime the black- est in the history of the world. The partition of Poland between Austria, Russia and Prussia wasa piece of scoundrelism worthy the anathemas of mankind. The little nation fought bravely, but it was simply over- whelmed by force of numbers, and the crime of the ages consummated. Despite the passage of time the Poles never became reconciled to their masters, and when German greed forced the worldwide war upon hu- manity it was expected that with the downfall of kaiserism, there would come liberty and nationalism once more to Poland. How is that expectation being gratified? By simply permitting matters to drift the allies have encouraged Ger- man hostilities to continue. France and England are less in accord now than at any time since the close of the big war. Not of one mind in so many things that go to make up cordiality and unity in smiting wrong and carry- ing out the just decrees of a liberal- ized Europe. Silesian Poland is. suffering in property and lives because of this in- difference on the part of England, and there is coming a new clash of in- terests where there should be harmony and prompt decision. London and Paris are again in com- plete disagreement on many points. Among the disagreements are men- tioned the question of Upper Silesia, as well as the Greco-Turk war. Ger- many has ample knowledge of this drawing apart of the French and Eng- lish. She is in the field for plunder and rapine of the old order and many innocent people must necessarily suffer. German bands attacked a Silesian town, drove the inhabitants into the woods after shooting many of them. After this they plundered homes, putting the buildings to the torch. This is old style devilishness which smacks of the days when the iron brutes of the Hun ravaged the towns and fields of Belgium, murdering women and children to make for the overlords a holiday. Marquis Curzon has informed Pre- mier Briand that even if Germany a 8 TIS BT I a should consent to the passage of French reinforcements to Upper Siles- ia, England would not consent. This from a French paper, and we may well conceive with what delight the brave (?) German people accept these dis- agreements among their late atagon- ists in war. Polish liberty should be the aim of allied Europe. Without this no stable peace can come to Europe. These people are entitled to the nationality torn from them generations avo by the combined villainy of three of the great powers of Europe, and unless this is conceded and maintained the results of the *reat struggle will not have been garnered as they should be. The German monster still rears its head. The hiss of the old serpent is still there. Every liberty-loving American should give sympathy if nothing more to the cause of down trodden Poland. Germany has no right to one foot of the territory she tore from that gallant little nation in the long ago. Old Timer 23 WRITE THE Dudley Paper bo. Lansing, Mich. For Anything in the Paner or Stationery Line Sand Lime Brick Nothing as Durabie Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand_Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-J .ansing Brick Co., Rives Junction Signs of the Times Are Electric Signs Progressive merchants and manufae- turers now realize the value of Electrie Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 Singers Who Can Sing You will be delighted with the Musical farce Three ‘Twins which is being presented at RAMONA this week by The Dunbar Opera Co. All the old favorites appear to advantage in this presentation. Motor Rewinding and Repairing We carry a complete stock of Robbins-Myers Motors for which we are sole agents for Michigan. We have a fair stock of second hand motors. a, W. M. Ackerman Electric Co. : 549 Pine Ave., Grand Rapids Citizens 4294 Bell oT) 24 MICHIGAN TRADESMAN August 3, 1921 y Ci i ¥ me “ .. S : iy : ae : De A eS (aa < WN Z Big Difference Between Education and Training. Circuses are a constant source of attraction to me. I ought not to confess that such frivolity as a circus draws me from my desk, but the fact remains that I see all the circus parades and all the circus performances that take place in this town. And when I go to a circus I want to go clean through it—from “Hot Dogs” to the “Grand Concert.” I start in at the corner of the lot, with a long glass of red lemonade —passing quickly to the popcorn man, and the taffy man, and with my pockets well filled with peanuts to feed the elephants, I make my way to the side show. It is the last circus that I attended that furnishes me with the subject for my letter to you to-day: When -I arrived at the sideshow I made a careful examination of every banner because in no other way can one fully understand and ap- preciate the wonders inside the tent. This particular sideshow advertised an “Educated Horse” that could all but talk—an “Educated Pig” that was supposed to have a better education than some _ people an “Educated Monkey” that was guaranteed to be the missing link. Armed with the “trimmings” that go to make one’s trip to a circus suc- cessful, I paid for my ticket and entered the tent. The show man was just preparing to exhibit the “Educated Horse.” Tapping the leg of the horse, he asked the animal old he was. The horse stamped eight times with one of his right feet, which told us that he was eight years old. Next the was asked what date of the month it was, and he went over to some blocks and picked up one upon which was painted the date of the month. Next the educated pig was exhibited. He rolled a barrel about, on the plat- form. Now it was the monkey’s turn and the trainer handed him a plug of to- bacco. The monkey bit off a good generous chunk—rolled it about in his mouth and spit at a box of sawdust and hit it squarely the first pop—did it better than I have seen some men do it. Then how horse that show was over. Now, were those animals educated? No! They were only trained. Animals cannot be educated. They can be trained to do certain things when their surroundings are just as they were when they first learned to do the trick. Change the surroundings—change the location of that block and the Perhaps, at my age horse could not find it. Change the location of that box of sawdust and the monkey would not spit in it. So it is with some men. They can be trained to do and to say certain things, but they cannot be “edu- cated.” The difference between a trained salesman and an educated salesman is right here: A trained salesman can go out and get orders, provided he finds a buyer in a certain place, in a certain state of mind and in dire need of the goods. He can be-trained to say certain things in a certain way. He has no initiative. He does no planning of his own. If he does not sell goods, it is the house’s fault, or the merchant’s fault. It is some one’s fault other than his. If he has a bum day’s business, it is the rotten territory he is on and for a new pasture. His “training” does not admit of his dis- covering business. It must be on the surface or he can not get it. If the block that the educated horse is sup- posed to pick up, is covered with paper, he cannot find it. He was not “trained” to do that. Likewise, if the orders on a territory are under (and they usually are) the “trained” salesman cannot find them. He was not told to look under the cover. The “educated” salesman—the man who is self-developed, does not want a sales manager to put the words in his mouth that he is to use in solicit- ing He frames his own approach talk. If it doesn’t “get over” he has the ability to frame another and better one. He does not ask how much was sold on a territory last year, expecting that same volume of business to come to him as a heritage. He wants only to know the number of dealers and their credit standing and the amount of business they do a year, and with that information the educated sales- man is competent to enter a territory and produce results. The trained salesman, having been given the name or names of the old customers in a town, calls upon them and them only. The educated sales- calls on all the dealers whose he looks cover business. man PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager Livingston Hotel and Cafeteria GRAND RAPIDS Nearer than anything to everything. Opposite Monument Square. New progressive management. Rates $1.25 to $2.50 MORROW & BENNER, Proprs. HOTEL WHITCOMB St. Joseph, Mich. European Plan Headquarters for Commercial 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 CUSHMAN HOTEL PETOSKEY, MICHIGAN Commercial Men taken care of the entire year. Special Dinner Dances and other entertainment During the ria Season. Wire for Reserva- ions. ea TO CHICAGO DAILY 7:30 P. M. Railroad Time. 8:30 P. M. Grand Rapids Time. FROM CHICAGO DAILY 7:45 P. M. Chicago Time. Day Boat Chicago to Muskegon every Monday. Leave Chicago 8 A. M. Fare—$4.35 plus 35c war tax. Boat car Leaves Muskegon Electric Station 156 Ottawa Ave. Tickets sold to all points west. Bag- gage checked thru. Vacation Tours on all Great Lakes Steamers arranged here. GOODRICH CITY OFFICE 127 Pearl Street With Consolidated Railroad ticket offices. Citizens Phone 64-509 Bell Main 554. W. S. NIXON, City Passenger Agent. Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mgr. Muskegon t3 Michigan NeW Hotel Mertens GRAND RAPIDS Rooms without bath, $1.50-$2.00; with show- . er or tub, $2.50. Union Meals, 75 cents or : a la carte. Station Wire for Reservation. =H > A 5 : bd ; ee B iia - frown’ : LLB ill, fe — The Newest Well Known for in Grand Rapids Comfort and Courtesy HOTEL BROWNING Three Short Blocks From Union Depot Grand Rapids, Mich. 150 FIRE PROOF ROOMS-—AIl With Private Bath, $2.50 and $3.00 A. E. HAGER, Managing-Director 4 ~ IN THE HEART OF THE CITY Division and Fulton { $1.50 1 $2.50 CODY CAFETERIA RATES up without bath up with bath IN CONNECTION August 3, 1921 business shows that pects. The trained salesman sells the mer- chants that have been sold before. The educated salesman opens new accounts and takes on new towns. The trained salesman does not travel or work Friday afternoon or Saturday. The educated they are pros- salesman works six full days a week and never has an idle moment. No man needs to be a “trained salesman” if he is one, he prefers to have it that way. All salesmen can be educated sales- men and all salesmen who make good in 1921 must be “educated” salesmen. You can train animals to do certain things in a certain way, and once trained, they cannot do the trick in any other way. An educated salesman is a selfedu- cated man. He is flexible. He is yielding. His powers of perception are so delicate that he senses out a business, situation before a_ trained salesman knows that the situation is before him. If you have had the slightest ten- dency to be a “trained salesman” get aut of the habit at once. It is a dangerous place to be. Be, instead, an educated salesman. George M. Evenson. ——_+-.___ Creasey’s Latest Crooked Scheme. L. L. Creasey has a new scheme. He is organizing grocers into an as- sociation, to be known as the United Retail Merchants of America. He sends his agents into a town, gets the grocers to put up so much for a mem- bership, and. organizes a local branch of the “order.” The officers of the local branch are local men, but the idea is that all of these grocers will give their business to the Creasey wholesale houses, lo- cated in various places under various names. According to the Fort Wayne, Ind. Journal-Gazette, twenty-five local grocers in that town have form- ed a local chapter of the order, and expect to buy at a great saving and sell to the consumers at prices which will enable compete with any chain has been or may be started. A man named L. J. Heeger, who seems to have had some connection with Creasey in the past, as he is list- ed as formerly connected with the L. C. Mercantile Co., will be superin- tendent of the warehouse of the new “local” and will have charge of the buying operations. It is proposed that the stores in the United Retail Stores of America will pool their advertising, as well as their buying. They will try to imitate the chain store system. In speaking of the new organiza- tion, the Indiana Grocer, published by the Indianapolis Grocers Associa- tion, says: “As a word of explanation it can be said as a warning to other retailers that a proposition with the name Creasey in any way connected has many sides, and sides which appear not to be any too bright. L. L. Crea- sey and associates have been respon- sible for the establishing of many consumer’s stores throughout the about them to store which MICHIGAN TRADESMAN Middle West and Southwest portion of the country and is also responsible for organizing of co-operative buying associations among the retail grocers in the same community with the con- sumer’s stores. In Illinois and Indiana the Creasey consumer's stores were known as the B. M. Ways Stores Company. They were organized on Aug. 13, 1918, by selling stock to the innocent consum- er for $25 a share. The consumers are told by glib tongued stock salesman that the robber, with the result—the usual re- sult—they bit. in number—were recently sold in a bankruptcy which took June 1 in the courtroom of Federal Judge G. A. Carpenter in Two of these stores, one at Rochester and one at Amboy, Ind., were among those that went under the hammer. “The Ohio Herald reports that in Ohio, Ill., the stockholders, who are farmers, are up in arms at the closing of these stores. neighborhood grocer is a These stores—many sale place Chicago. mostly Records show further that the self- same organization, L. L. Creasey and associates, come into the same com- munity and enlist the retail grocers in their “national buying club,” the United Retail Merchants of America, for the sole purpose, they claim of getting the food products to the re- tail trade so much cheaper by elim- inating the middlemen and therefore effecting a means of competing with the chain stores.” ——_—_» 2 2 Proceedings of Local Bankruptcy Court. Grand Rapids, July 26—On this day was held the special meeting of cred- itors in the matter of Charles F. Bart- lett Co. The meeting was held for the purpose of selling the property of the estate located at Augusta. Several bid- ders were present and the personal prop- erty was finally struck off to the Hen- derson Milling Co., of Grand Rapids, for $1,000. An order approving the sale was entered by the court. Several claims were allowed against the estate and the meeting was then adjourned without date. ' On this day was also held the special examination of the bankrupt in the mat- ter of William T. Moore, bankrupt No. 1939. The bankrupt was present in per- son. Several creditors were represented by attorneys, Travis, Merrick, Warner & Johnson. __ Flour a Very Safe Purchase at This Time. Written for the Tradesman. Crop Expert Snow’s private re- port the past week proved to be the feature of market news. He estimates the Winter wheat crop at 564,000,000, Spring wheat crop at 198,000,000 or a total of 762,000,000. Feport The Government for July showed the Winter 235,000,000 or 37,000,000 more, total of 809,000,000 bushels of Winter and Spring wheat. This shows a loss of 47,000,000 bushels and the market is wheat Or a feeling the effects of it. Furthermore, if Snow is right and such a loss has really been sustained, we certainly will not have any cheaper prices but, of course, there is always more or less exaggeration and only threshing returns can actually give us WI accurate statement. Exports of flour last The total for the crop year ending July 30, 1921, was the largest on record, or 366,- 00,000 bushels, approximately 100,- 00,000 bushels more than were esti- wheat and year exceeded expectations. mated by experts at the beginning of the season. Large importations by Europe were made necessary because of the failure of Russia to supply any wheat and the light crop last year in Ar- gentine. Russia will be out of the market again this year, so far as selling is concerned. She is in a highly disor- ganized state and is going to have a 25 hard time to produce enough to keep her own people from. starving; in fact, may be obliged to purchase some wheat. Snow’s figures on the crop this year will 762,000,000, estimates run up | 790,000,000 which, return and these yy Others as high as with a carry over of 54,000,000 bushels, gives us a ply of 844,000,000 bushels. We requ . 5 tween 62 sup- ire ronahtiv re, TOURATY speaking, be £000,000 and 640,000,000 bushels for food and seed, leaving ap- 200,000,000 bushels for proximately export or 166,000,000 less than we ex- ported last year. The world’s wheat acreage this year is placed at 155,000,000 151,000,000 acres, against acres last year, so the world’s all probability, will be short, particularly in view of the crop, in fact that severe droughts have visited practically every country on the globe. The estimated production of wl taken in connection with the stocks of flour throughout the States produces a very bullish picture and were times normal, considerably higher prices could be looked for. As fact, if the above figures ner prices On a matter of prove to be correct, hig and flour will re vheat sult anyway e ( 1 reature Or the Mill feed is re than 65c¢ per \nother situation is the mill feed market. turning less barrel on flour this year, against $2.10 last vear, a difference of } words, a $1.45 per barrel. In ; barrel of flour other be $1.45 per barrel cheaper to-day if 1 feed the mill market was as high as Flour buying is of a larger volume than it has been for a year and a half, | although the trade as a whole are buying rather conservatively, but everybody is buying some, is forced to do so on account of low stocks. We do not yet it appears at this time that advise purchased for thirty day shipment would prove to be a good investment market expressing an Opinion However, we are not a a Fes prophet; merely : which the flour buyer must not take as a fact, but merely consider it and the figures given in connection with other information he may obtain, in arriving at his own decision. Im a nutshell, flour to us appears to be a sl > - The Right Kind. Attorney: Explain to the jury what a lawful fe you understand to be nee Farmer: )RUGGISTS SUNDRIES ») wd) in = = sa => United Drug Head Assigns Personal- ] New York, July 30-—-The report that Louis Kk. Liggett, President of the United Drug Company, had made an assignment of his personal assets to three trustees in Boston, came as a shock to the financial community. The virtual collapse in the market for the shares of the company, which had resulted in a decline otf 60 points had prepared Wall street for some bad tidings. Few persons had a hint of the real situation and these few kept their secret well. At the offices of Kidder, Peabody & Co. it was said that the bond issue of $15,000,000 sold last month, had pro- vided the money needed by the United Drug Company and further than that they had no information to divulge: It is impossible to make an estimate of the value of the property. The three trustees named in Boston are Freder- ick C. Dumaine, vice-president and treasurer of the Amoskeag’ Manufac- turing Company; Frank W. Remick, connected with Kidder, Peabody & Co., bankers, and Neal Rantoul, a member of the firm of F. S. Moseley & Co., bankers. United Drug stock declined 10 points on the New York Stock Ex- change Tuesday under the pressure of forced sales, closing at 744%. With the opening of the market yesterdav morning offerings appeared in con- siderable volume. One firm wit’ a Boston wire started the violent de- cline with the sale of 2,000 shares. Other firms with connections to that city had large selling orders and be- fore these were executed the price had fallen to 54, with declines of two to six points between sales. When the announcement of the assignment was received a rally to 60 resulted, but the price later sagged to 56. Sales totaled 11,600 shares. The United Drug Company was in- corporated in Boston, March 29, 1916, as a consolidation of a company of the same name and the Riker-Hege- man Corporation of this city, long fa- miliar to New Yorkers of another gen- eration. In well informed circles it was generally understood that certain Standard Oil interests were active participants in the merger. There are few persons who realized then or realize now, the size of the corpora- tion. It controls through stock ownership such varied interests as the Absorbent Cotton Company of America; Ballard- vale Springs Company; Black & White Cigarette Company; Chocolate Reg- ners, Inc.; Guth Chocolate Company; Louis K. Liggett Company; Louis K. Liggett Company, Ltd., Marcus Ward, Inc.; National Cigar Stands Company; Schuhle’s Pure Grape Juice Company, Inc.; Seamless Rubber Company, Inc.; United Drug Building Company; United Drug Company, Inc.; United Drug Company, Ltd.; and the United Writing Paper Company, Inc. Other interests are the Eastern Tablet Com- pany and the American Papeterie Company, manufacturing writing tab- lets, etc., and the Ballardvale Pure Food Company, formed to manufac- ture and distribute food products of every description. The organization of Liggett’s Inter- national, Ltd., last year was the re- sult of the acquisition of all the or- dinary shares of Boot’s Purge Drug Company, Ltd., of London. This lat- ter company owns and operates 632 drug stores in England and Scotland, and total sales approximate $35,000,- 000 annually. The wide publicity which attended this transaction re- sulted in statisticians studying the figures of what now was growing into one of the world’s greatest distributive agencies. It was at this time, too, it is reported, that certain banking in- terests became alarmed. It is understood that while the war boom for drugs was at its height, the interests affiliated with the Standard Oil Company sold their holdings and retired from the corporation. During the period of this development, it is said that certain tobacco interests realized the possibilities of the chain drug store. Whether or not the in- terests connected with the Standard Oil Company also perceived the op- portunity for re-entering the business is not known definitely, but certain it is that a year ago aggressive competi- tion began to make itself felt. This competition has continued, new stores following new stores and the under- taking apparently has an unlimited supply of cash. It was reported in the drug trade just before the first of the year, that the United Drug Company, like many other manufacturers in other lines, found itself with an unwieldly inven- tory. The demand for drugs had turned downward and_ sales were steadily declining. Operators in the stock market, who had _ investigated the situation, began to sell the stock. It broke sharply from 106 to the lower 80s and then a premium for borrow- ing the shares was put in force and the price rallied back to 97 where it held. Many of these who had sold the stock short became tired of paying the premium and their committments were covered. When the bond issue was announced last month, traders again took the short side, but again the premium made it expensive. Again their com- mittments were covered and the vio- lent crash in the price this week dem- onstrated the utter lack of buying power when forced selling came into the market. Wall street is firm in its belief that the present dividend rate of 8 per cent. cannot be maintained. +2 2. ~~. Panama Hat Cleaner. The following is a two-liquid clean- er which ought to produce the result desired: 1, Sodium sulphite___._1 ounce, av. Giycerine _....__.___.4 drachms Atcono! | drachm Vater 7% drachms Mix and dissolve. 2 Catricacid 1% drachms Atcone: 1 ounce Water 2.2 9 ounces Mix and dissolve. First sponge the hat with No. 1; then lay it aside in a moist place, pre- ferably a cellar; then apply No. 2, and put away again for twenty-four hours. Finally, iron with a flatiron, which should not be too hot. Sodium hyposulphite may be used in place of sulphite. Stopping Drug Store Leaks. Drug store losses can be traced all along the line, and they follow each other somewhat in rotation; purchas- ing, shipping, receiving, storing, handling and selling. Intelligent buy- ing is impossible without thorough knowledge of the needs of the busi- ness. The lure of “quantitiy” has resulted disastrously for many a mer- chant. On the other hand, under- buying has its evil result. Little at- tention is given to the important mat- ter of shipping. Many a dollar is sacrificed by purchasing in distant markets when equal advantages are offered nearby. In the matter of re- ceiving, careless checking results in Condition of merchandise when received should be noted. The transportation company or _ supplier may be responsible, and redress ob- tainable. The storage of merchandise is an important matter, and should receive due attention. Practically all merchandise deteriorates, with age under normal conditions, and abnor- mal conditions hasten this deteriora- tion, and the right conditions for the various types of goods should be as- certained and furnished. Loss from handling is great, and much is pre- ventable. Failure to provide awnings may spoil a large stock of rubber goods or candy in a single afternoon. Waste must be watched and guarded, especially in the soda and _ prescrip- tion departments. In the matter of selling: Turning merchandise into money at a profit is a science, and not a hit or miss affair. Cost finding is important, and selling prices must be made to cover actual cost of mer- chandise, plus overhead, plus the profit the business is to yield. Prices must be investigated frequently and changed either upward or downward to meet new conditions. <>< —______ Sewing Machine Oil. 1. A mixture of olive oil, 3 parts; almond oil, 2 parts; rape oil, 1 part, is treated with alcohol. This mixed lubricant is fairly fluid, and is there- fore admirably suited for oiling very fine machine parts. > losses. Best—Pale oil of almonds, 9 oz.; rectified bonzoline, 3 oz.; foreign oil of lavender, 1 oz. Mix and filter. 3. Common—Petroleum, 3 oz.; pale nut oil, 9 oz.; essential oil of almonds, 40 to 50 drops. Mix and filter. 4. The writer was given a simple recipe of 2 parts of sperm oil and 1 part petroleum. He made a quart of this for domestic use, and it answered excellently. Through not having a great use for it, the quantity made was not finished for about twelve years, and at the expiration of this time the oil was as good as at first, although a little darker in color. 5. Sperm oil; to which a little kerosene oil has been added, makes a very satisfactory lubricant for sew- ing machines and other light ma- chinery. 6. Soft paraffine, 1 part; paraffine Melt the soft paraffine and add the oil. Allow to stand for some hours, and then pour off the oil, / parts. liquid. <_< ___—_ School Store Is Key To Real Job. Eighteen students in the advanced sales classes who have been buying and selling goods in the model store, Omaha’s High School of commerce laboratory, in with its took connection course in retail salesmanship, positions in downtown stores during April. the attention of other cities, according to Mrs. Rae Williams, in charge of this course. The model store has attracted Two boys are just com- pleting th.'r three months of service with local men’s furnishings shops. Henceforth t..+v will receive 25 cents an hour, The ple. ‘ed with the experiment that they proprietors are so pro ° to keep the boys throughout uer months. The work in the .. .es is supplementary to their Sool work, ———__+ 9 - Nine-tenths of the modern books of fiction can be read with the brain half asleep. Chocolates Package Goods of Paramount Quality and Artistic Design HOT WEATHER CANDY We have a large line made especially for the hot summer months. Also everything needed for the resort trade including LOWNEY’S CHOCOLATES oc and 10c bars. SODA FOUNTAIN SUPPLIES Putnam F actory, National Candy Co., Inc., ¢irand Rapids August 3, 1921 — Sweet, Worm Ameri a Witch Hazel MICHIGAN TRADESMAN 27 Editors and Citizens i f years is always a cub; ‘ < : point of years is always a cub and a Wholesale Dru Price Current Once in the newspaper game, you'll youngster in his energetic devotion to & Ver ay L- ta<+ c a ae = : . . . Pe ee L . - a never break vue from it. is the the public interest—Grand Rapids Prices quoted are nominal, based on market the day of issue. warning c se . ltime Wee g counse of the old timer to Press. Aatde Alnoede, Geect. Tinetures the prospective cub. There is a lure See Me ern Boric (Powd.)-. 17%@ 25 imitation —---- ae Ae 1 865 about the stalking of life’s comedies Honey Cargo Half a Bee’s Weight. oo mae > = aber veonaed 2 25 @2 50 SEE acncmmces 1 66 and tragedies that holds a man in the Recent experiments at the Ames Citric 85 70 0 Anise 1 251 50 7 ine sO gael ; . : i : : L : Muriatic 4 6 sergarmont .... § 00@8 25 Satoe bn game and keeps him with his fellow- (Iowa) Agricultural Experiment Sta- qyie 77777777 10@ 15 Cajeput -------- L S0@s 7s ore cus 2 40 : : : ; ‘ d i . os ~<< spe 4 te oo. knights of the pencil and typewriter, tion have yielded some interesting in- Fc ay ae " so spon un ey 7 are Hy: Benzoin Comp’d 3 15 in spirit at least, long after age and formation in respect to bees. fartaric 68 65 pe — ——— 5 oat 75 Ceateesataa a 3 08 the vicissitudes and changes of life It appears that about 5500 honey- Cloves. select 2 232 oe Suan —— $i £0 may have withdrawn him from active bees weigh one pound. A worker bee : Ammonia Gea tases cael $501 oo Cinchona eens 2 19 participation. ordinarily carries half its own weight oe 7 an os whe * Croton 2 25@2 50 oa ------ ; s rp : o , -- ) > @ RI ED oe ee cc mene te Thursday afternoon seventeen “old ot nectar gathered from flowers, and oe: 14 deg. .. § 13 Sete Eaek on et a Dae 1 80 See as a ET : : . ee se 1. i Carbonate ....... 26 Mearan Gentian .......... 1 40 time editors Met in reunion at the sometimes carries as much as 80 per Chloride (Gran)) 11@ 17 eae : a a Ginger, D. S. —. #3 00 home of Mr. and Mrs. E. A. Stowe on cent. of its own weight. Hemlock, pure 2 00@2 25 Guaiac ---______. 2 30 Célieee avenue as thev have : ; Juniper Berries 3 50@3 75 Gualac, Ammon. 2 60 ollege avenue as they have done for A worker bee, under ideal condi- Balsams Juniper Wood 1 60@1 7 oe “sarees 1 20 a number of years. Together they eg Weaicea | , v Comatha 0@1 00 Lard, extra -.._ 1 25@1 45 ;OGine, Colorless 2 00 a oa a ee g _ they tions, should require about one hour nr (Canadas 8 cogs m tea wai + at a Iron, a. g! 50 recounted the days when the Demo- for a round trip to and from the hive oo (Oregon) ~-. 60 80 gloss Flow : a 00 anil oo 33 HH crat and Eagle, Grand Rapids’ old while gathering honey. Thus it is port 77777777773 Ooi . fe Owe ee 75 Nux Vomica ___- 1 60 personal, hand-set dailies, were re- estimated that two pounds of bees Linseed Boiled bbl. @_ 92 cha Camp. _.. ie ee LY aa a he : Linseed bld less 99@1 07 cording the early progress of the city: may carry one pound of nectar per Barks Linseed raw, bbl. “ 90 a Deoters'é iH rave talec c soe ; : ¢ fl : : : m¢ Anseed raw. less 97@1 05 t WT ee hay a - the beginnings of the hour during a period of abundant coaue aoa 16 bs aad, wee os. 02 16 city’s present publications: and honey flow. This would mean about Sassafras (pw. 55c) g 50 woe + ne = “ : c I @ { laughed together over the reprint of — six pounds of honey per day under ae Cut (powd.) 25 Olive, ma... A 15@5 50 — an 1880 news report in the Eagle, favorable conditions for that many 222. © a pasinatn 2 15@3 00 . ah des 12% @12% ‘ ’ : eer Ne Lead, wh dr 21444012% telling how “the peerless young orator pees Olive, Malaga, Lead, white oil 12% @12% William Alden Smith,” speaki _— peeve 275@3 00 Ochre, yellow bbl. | @ 3 au an 4 1 omitn, speaking to a A strong colony would comprise at Cumeb eee en 75 Orange, Sweet 6 00@5 26 Pu hre, yellow less 24@ 6 iall crowded to suffocation in Edger- ae s of fle ses. wi ‘ish | ------------ 40@ 50 Origanum, pure g? 69 Putty | ------.-___. 6 8 oo g least four pounds of field bees, with ae sg 15 Origanum; com’l 1 26@1 50 Red Venet'n Am. 3% 1 so he d is audience spellbound a maximum. gathering power of Fricaiy Ash _... 30 Pennyroyal ___. 2 50@2 75 Whitin Sak Eng. 4 “4 by the magic of his eloquence that twelve pounds of honey per day. 9 eygaietioc ‘ soanne 00 Whiting .......... 6 ° : Rose, pure —. 15 ae or 0 : the few Democrats who dropped in ~ckoning ‘ sne-f . is Extracts Rosemary Flows 150@175 lL. H. P. Prep. 3 ome i PI Reckoning that one-fourth of this ; 25 to scoff went home to pray.” “ot . Peres 60@ 65 Sandalwood, B. Moaere Prep... = Oe = € to pray. weight would be lost by evaporation Licorice powd. @1 00 ro 2 10 50¢ ei 75 The 2wepnaner . . a ‘ a eae anand 4t Sassafras, true 2 50@2 15 he newspaper man gets used to and to meet the food requirements of Saasateas arti] 1 66a) 46 Sitecetiennens seeing the right and wrong of things. the colony, there would be a net gain nes oe : 3 1808 oo He learns instinctively ake ce 5 Aemied TE Oh BERNE een Acetanalid --.... 55@ 15 bie ene : o to take the of nine pounds. Chamomile (Ger.) 50 60 oon ce i ‘0@u a Anh 2 10@ 18 pu rlic Ss (‘par t. He 1S always after- It is found that 4 bee gathers honev Chamomile Rom 40 46 Panu ntine Shr ’ a 64 Alum powd and ward, no matter what his business, foue E ol: s adie Turpentine, less 72@ 80 OUT ccrccmies 11@ 20 i oF from only one kind of plant at a time. Pee Wintesavean, Rama “Sake - verter citizen because of the frater- Dandelions give their maximum honey : a . 2... 9 00@9 25 CEO ner renee 2 76@2 93 nity in which he was once a brother. flow the second week in May, bass- Benen. and ee 43 80 latexes, met “powdered . 7%@ 13 sa si oe rae —— vacla, sna -.-. v birch UM OW Gerec tenis As the veteran Charles S. Hathaway wood during the first half of July and Acacia, Sorts --. 20@ 25 wintergreen art 5@1 | 00 « ‘antharades, po 1 50@6 50 ek in the denis al paeed : ' ; . a ale Acacia, powdered 30@ 35 Wormseed __.. 5 00@5 25 ¢ Y isaace & Oe 48 co ee ee with regard to heartsease becomes a producer in the Aloes (Barb we = S Wormwood .. 22 50@22 76 Capsicum _.....- 40@ 45 ee old members of “the guild” who fatter half of August. This, however, — yo oe) soot 00 Bs Cabin ocean - = had later gone into other work, ex- should be understood to apply to the eg gia --r-- | et = ee 50@ 69 Cloves --~-----.. 36 45 lewspaper oe ee : ‘ ‘ : : : . PO eee 5@1 5 a se ee ‘halk Prep 1 Hew a men are always sure to be particular region in which the experi- Camoher 2... 97@1 00 SBichromate ----- ‘50 30 Gee < : pe Tue Fy sce cers em- i : i. ; . 1 26 Srouige ..... 654 1) Sih perpetua ly intere sted workers em ments were conducted. pow aes 2591 T Citas “ 45@ 50 Ch loral Hydrate . 1 S61 ss ployed in promoting the general wel 6 Chlorate, gran'r. 35@ 40 6g 3 ) ut g ne general wel- >>> Mee g 8 Gninesis wae — Cocoa Butter --. 60 80 fare to its best and highest station Opposition, adverse circumstances, ino, bowdered- os a 25@ 30 Corks, list, less 35@ 46 el » Sate ak @ 9 powd. ---------- ee fe COODNE cones 3@ 10 and efficiency. do not put brains into men, but they ae powdered ‘ eam . 7 oe oes : 7BG % ao Copperas, Powd. 4@ 19 rp : . : . ” : . ee ER RRREE | eeecerenanenesen } “ negmegnaeel sep :S 4 1 ‘0 \ The journalistic “old-timer in draw out what is in them. plums, powd. 10 vo@io 49 Permanganate__- ane 1 00 CreamPartar ss. i ; z Chiu: erase iv gugie 40 frowates solow, fi, 3 Clana “8 BOMMG fo 85@ 95 ’ WY De xtrine 06G 15 Shellac Bleached “et 00 Sulphate -~----- 60@ 85 Dover's Powder 6 75@6 00 Tragacanth .... 4 6 0 Emery, All Nos. 10 16 . Tragacanth, pw. ‘ 00 ia Roots 150 35 Lmery: Powdered. 8 : PUFpeERtIne .____ net... o » Epsom Salts, bbls. Ice Cold Bottled Drinks Blood, powdered 409 60 Lipson Salts, leas 4g, Ob CAIAINUS 4.4.2... 35@ 76 aa powdered 1 75@2 00 Insecticides Hlecampane, awe 200 a. Flake White .... 16 20 : = re Gentian, powd. Formaldehyde, lb. 174%@25 Are in Universal Demand To-day Be seen 12@ 25 Ginger, ' African, Gelatine --"-. 1 70@2 00 a Vea — 96 i: powdered _____- 23@ 30 Glassware, less 60%. B oa ibs rut Dre we 30 Ginger, Jamaica 40@ 45 Glassware, full case 60.10%. 3 : Hellebore White” '@ Ginger, Jamaica, @ 50 Glauber Salts, bbi. 0% Every Fountain, Large or Small, should carry a lim- powdered _.____ Ma 6 oko oo Paes a se a oF : : Insect Powder _. 40@ 65 ahaha 3 15@4 00 ooo cae Grd. 17 25 ited and well-assorted line of bottled goods. There is pose iad aees CO CLdcorice _..__. 0 & Gine, White... SO @ Licorice, powd. 26 30 Giue, White Grd. 20 85 : : — Li@ 23 ee eel a tremendous sale for ‘‘Near-Beers” such as Peter- Orris, powdered 30@ 40 Glycerine ~---... 23@ 37 Paris Green ---- 31@ 43 poke’ powdered 40@ 45 Hose 1 00@1 25 son’s “Nu Bru.” Your discriminating trade will call wet” Ue ‘7 a f ice Cream Rosinwood, powd. 30@ 86 [ead Acetate _. 18@_ 25 or Piper Ice Cream Co. Sarsaparilla, Hond. Lycopodium 00 oa OE sme 5 Ue OD RMS iiencsumn 80 a. oo a " * Sarsaparilla a - Mace, powdered “ig, 00 Tis ulK, anilla pecia. BOE occas | > 7506 00 White Rock Water Bulk Chocolate sea 1 30 Sania — 4 “ ot ne 8 33@9 08 : u arame. ........ lls, wdere N a C. & C. Ginger Ale Bulk, Grape-Nut _—- 1 20 Toe cae” ae 20 een Youn, coe a ulk, Strawberry Valerian, powd. @ 7 Pepper black pow. 82 36 White Rock Ginger Ale —— Eon gaat -- 1 = pis - Pepper, white Bg “ rick, SE oe Pitch, Burgundy 04 Clicquot Club Ginger Ale oo eee Ant 339 35 Quassia 186 16 ee wwe ee --------- 1 2 Anise, powdered 38 " Sues sents roy = sss e)h.lUlUlclc cS UO Bird, 18. 18@ 19 Kochelle Salts -- 3@ 40 : Caraway, Po. .26 16@ 20 Salt a... 14 25 Vernor’s Ginger Ale cae Cardamen —-. @335 Seldlits Mixture Fe 4 Beacon ......_.... @150 Celery, powd. .45 365 40 Soap, green -.. Apollinaris Water Buchu, powdered 2175 Coriander pow. .25 13 15 Soap mott castile 22% 26 ' Sage, buik _....._ 67 7@ = = Dill i . 10@ 20 Soap, white castile Sage, % loose .. 72 % fou’ ...... Be & ane 4. 58 Sage, powdered... 55 oo es ........... “ogg 12 Soap, white castile Senna, Alex. ... 1 40@1 50 Flax, “ground — 06%@ 12 less, per bar _... @1 40 Senna, Tinn. _. 80 36 Foenugreek som. S@ 36 Seda Aan ...+.. @ 10 Senna, Tinn. pow 35 oS Bee .... 8@ 15 Soda Bicarbonate 3%4%@ * ® e Dy SS 6Lebelia, Powd. ... Git Gods, Sal ...... 2%@ Mustard, yellow 156@ 30 Spirits Camphor @1 25 azeltine erkins Drug Co. . Mustard, yellow 15@ 38 Spiriie Camphor | 91 38 3 a. 30g 49 Sulphur, Subl. —- ‘Bg 10 PEROE ccuncan & See OO FT AmAFI 4... 5 G d R ¢ d M ; h _ oe. — 16 00@16 25 i oe 3 2@ Tartar Emetic 1 03@1 10 r a n a p 1 8, 1 c 1 g a n se Bitter Sabadilla iat ccndeogees 40 Turpentine, Ven. 50@2 25 artific ig i « 560@2 76 Sunflower -._. Vanilla Ex. pure : toga enemies 1 00@1 25 Worm Levant i/o i 0063 35 6 Zinc Sulphate .. 06 MICHIGAN TRADESMAN 1921 August 3, GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mail- ing, and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market priors at date of purchase. Some Flour ADVANCED DECLINED Some Breakfast Foods Wheat Nat. Cream Mints Pumpkin, Lake Shore Some Seeds Olives Galv. Pails Shrimps Galv. Tubs Wrapping Paper AMMONIA Clam Boullion CIGARS Arctic Brand Burnham a ¢ of. ..-. 16 oz., 2 doz. in carton, orn Worden Grocer Co. Brands ber dor. _........ 178 Standard ......_ 1 a i a : am ae Country Gentmn arvester ne srore’s, trouemnois Brees Maine voa2 23 Trotters, 100s —--.-- 7 00 ee c ee Lanmnin Record Breakers, 50s 75 00 AXLE GREASE ia 159 Delmonico, 50s ~.--.. 75 00 Van er Ca ° Pacemaker, 50s __--. 75 00 we 9; Panatella, 50s ——---_ 75 00 - Ib. rn ene punch amie ‘ gg _Favorita Club, 50s __ 95 00 aE RE eer eee 50 avorita Extra, 50s_ 95 00 a et Epicure, 50s _----—- 95 00 Mustard, 1 ib. .__-__ 1 80 Waldor fs, i 115 00 Mustard, 2 ib. ........ 2 . eT i ED. enn : 4 The La Azora Line. ~~ Mushrooms Opera (wood), 50s_. 57 00 Choice, ls, per can -. 66 Opera (tin), 25s --. 57 00 Hotels, 1s, per can ~ 82 Washington, 50s --. 75 00 ie 65 Panatelia, 50s __.... 75 00 She ete 80 Cabinet, 608 —._... 00 Plums Perfecto Grande, 50s 97 50 “alifornt N 9 2 50 Imperials, 25s —.... 115 00 a. Agreements, 50s ---. 58 00 25 Ib 1 a 22 60 Michigan se : “4 25 . pails, per doz. 22 ‘alifornia, No. 2 —--- 4 25 UING — oe Sanchez & Haya Line BL Clear Havana Cigars made Jennings Condensed Pear! Marrowfat ----- 1 35@1 90 C-P-B “Seal Cap” Karly June - 45@2 10 3 doz. Case (15c) --. 376 Barly June sifd 2 26@2 40 in Tampa, Fla. oops Peaches Diplomaticos, 50s --112 50 ee. . 9 California, No. 2% 350 Reina Fina (tin) 50s 115 . Cracked Wheat, 24-2 4 85 lit rnia, No. 1 2 25@2 46 Rosa, 506 _.. wun Lea 0 Cream of Wheat --.. 9 00 Mi nae n, No. 2 425 Victoria Tins ___ 115 00 Pillsbury’s Best Ceri 270 Michigal, No. ? -----8 £ National, 508 _~---- 130 00 Deemer tunes ie bee ee OE Original Queens, 50s 153 00 Quaker Puffed Wheat 4 30 Pineapple Worden Special. Quaker Brfst Biscuit 1 90 oie Aas 2 80@3 25 (Exceptionals) 50s 185 00 Quaker Corn Flakes 2 80 ek — Ralston Purina ------ 409 Steed, No. Sm 3 60 Ralston Branzos 2 70 iixtra -------~------ Ignacia Haya Ralston Food, large 5 60 Extra Fancy Clear Havana Ralston Food, small 2 90 Pumpkin : Made in Tampa, Fla. Saxon Wheat Food .. 4 80 Van Camp, No 20. 2 ee Delicades, boa 20 00 Shred. Wheat Biscuit $90 Van Camp, No. 10 --- 460 primeros, 50s ~~_-_-- 140 00 Lake Shore, No. 3 -- 160 Queens, 25s —_______ 180 00 Kellogg's Brands. Perfecto, 268 ......_ 185 00 Corn oo = ——— : ° Salmon Corn Flakes, 24s ---- x Garcia & Vega—Clear 2 Flakes, 100s .-. 2 00 Warren's % lb. Flat 2 90 te es |. 285 Warren's 1 ib. Flat —. 4 70 : Havana Krumbies, 368 ---.--- 420 Red Alaska _____.... 3 90 New Panatella, 100s 60 00 Krumbled Bran, 12s.. 2 25 Med. Ked Alaska 3 WU@s 00 Post’s Brands. Pink Alaska --. 1 90@2 2 Starlight Bros. Grape-Nuts, 24s ----- 3 80 La Rose De Paris Line Grape-Nuts, 100s ---. 2 75 a ieatic oer 50@5 00 Couquettes, 50s -_-. 65 00 Postum Cereal, 12s -- 2 25 ie” ic « 50@5 00 Caballeros, 50s -_____ 70 00 Post Toasties, 36s ~. 3 60 Sra ati Ss, 435 4 0u@4 00 Bouse, 0s 115 00 Post Toasties, 24s -- 350 “08 eo 00 Peninsular Club, 258 150 00 California Soused --.. 2 “hicos, 258 150 00 BROOMS California Mustard -- : = Palmae. — 175 00 Standard Parlor 23 Ib. § 75 ee. Perfectos, 258 _------ 195 00 Fancy Parlor, 23 Ib. : ‘ancy Parlor 25 ib 950 Hackmuth, No. 3 ---- 1 60 : Es. See vanor 26 Ib 10 00 Silver Fleece, No. 3 1 60 Rosenthas Bros. R. B. Londres, 50s, BRUSHES Shrimps : Tissue Wrapped —_ 58 00 Scrub Dunbar, is, doz, ._. 250 EK. B. Invincible, 50s, Solid Back, 8 in. .... 1 60 Dunbar, 1l4gs, doz. --. 6 00 Foil Wrapped —u. 75 00 Solid Back, 11 in. --. 1 15 ” ere -. Pointed Ends -—-----. ae -seconengg -___ Obligation To Sell Rejected Goods. Back of the main issues which un- derlie the recent victory of the Ameri- can Sugar Refining Company against a Baltimore ice cream manufacturer who “welched” on 300 barrels of 224%c sugar, is a rather interesting legal con- troyersy which is attracting a good deal of attention in trade circles. It had to do with the defendant's claim that the refining company, after the rejection by the buyer, deferred selling the sugar until on a falling market, the sugar had dropped to a figure which added materially to the loss, and in this connection the ruling of the court is being quoted with a good deal of part the judge said: interest. In “The one question in the case is whether the seller had the right, after the unqualified refusal of the buyer to take the sugar, which, under any as- HNect of the case, was no later than September 8, to wait two and one- half months before giving notice of resale. “Was there an obligation, under the facts in this case, which required the seller to sell irrespective of the condi- tions of the market, or else to measure his damages by the difference in mar- ket price of the goods at the time of the definite refusal? “If I sell a man a horse, although I may retain a lien for the price, if the title to the horse is passed, I may if I choose let the horse run at large and sue for the price. If a sale or resale is made for the account of a huyer and the seller uses reasonable judg- ment and the consideration that he would give his own property in wait- ing in the hope of a better market, he cannot be charged with unreasonable delay. If the bound to consider the best interests of the buy- er I am not prepared to say that the seller was bound to do any differently than he did.” seller was When Initiative Comes In. A retail merchant recently said: “I try to add to my business, at least one new specialty, each year, which will bring a net gain to my volume.” This member is one of the few retail dealers whose business this year shows an increased volume. There are two elements of success in this retail merchant. His initiative and his like for the business, each of ‘these is probably dependent on the other. You are skeptically going to ask, Yes! He against promptly meeting prices on staples and sells a lot of profitable “Quality,” which is not to be had in the chain or even the store. His final balance is make the retail business worthy of the ambitions of any per- does he make any money? holds and chain attracts volume store invasion by average one to son. Initiative is generally lacking in the retail business. What some men ac- cept as initiative is to all intent and purpose “chain store” endorsement. We usually differentiate competitors by service. between There can be no service without initiative. Initiative fights disparging attacks either by price or by inference. Initiative promptly to market changes. Initiative talks and proves quality. conforms Initiative explores for attractive goods. Initiative builds prestige, trade*and profits. A man once said that he did not like the retail business and he was glad that he did not like it, because if he liked it he probably would be in it and he hated it. A drifting business will never find the heading currents of clear gain. ———__> -.___— No Acorn. In Ohio they tell a story of a man who brought for entrance into a col- Sot. for lege there a_ student, his whom he wished a_ shorter than the “My boy can course regular one. take all never that in,’ said he. “He ‘wants to get through quicker. Can you arrange ies): “Oh, yes,” said the president. ‘He can take a short course; it all depends on what you want to make of him. When God wants to make an oak he takes a hundred years, but he takes only two months to make a squash.” MICHIGAN TRADESMAN BUSINESS WANTS DEPARTMENT Advertisements Inserted under this head for five cents a word the first Insertion and four cents a word for each subsequent continuous insertion. If set in capital tetters, double price. No charge less than 50 cents. display advertisements in this department, $3 per Inch. Small Payment with order is required, as amounts are too small to open accounts. Wanted—To hear from owner of good general merchandise store for sale. State price, description. D. F. Bush, Minne- apolis, Minn. 390 SALESBOOKS—Let us quote on your next order. Salesbook Service Company, Palmer, Negaunee, Michigan. 434 For Sale or Rent—A_ brick building three stories high and a basement, 50 feet wide and 116 feet long. Suitable for furniture or department store. Address J. M. Kavanaugh, Jackson, Mich. 435 FOR SALE—Modern homes, rooming houses having good incomes, suitable for party wishing to educate children at University. Have an excellent country store (general merchandise) to trade for @ first class farm. Wisner, 1517 Wells St., Ann Arbor. 436 For Sale—Store building and stock of general merchandise, clean good a money maker as in the country. A. A. Longnecker, Rothbury, Mich. 437 For S: or Rent—Two-story and base- ment brick building. Steam heat. Upper floor rented. Fine location for general store. Wonderful opportunity for the right party. $100,000 canning plant to be erected in village this fall. Population goods, as about 1000, with good farming country around. Owner retired. For full par- ticulars write Box 86, Manton, Mich. 438 For Sale—General stock and_ store. Doing good _ business. Near Pleasant Lake. Reason for selling, ill health. Clara L. Sullivan, Munith, KR. 1... Mich. Young man twenty-five years of age desires position in ladies’ or men’s ready- to-wear, northern part of state amongst pines, towns under 20,000 population. Now manager of large ladies’ and men’s ready-to-wear department. Capable of handling window trimming, advertising, help, etc. Can furnish Al references. Address No. 440, care Michigan Trades- aa lr aa 440 Wanted—-Location for drug store. Ad- dress No. 441, care Michigan Tradesman. 441 or Sale—Toledo computing butchers or grocers scale. ‘Weighs thirty pounds. New, used thirty days. Cost $175, quick sale, $125. 4 K. Storms, Centreville, Mich. $42 Grocery and Market For Sale—By own- er. Sales $300 daily, cheap rent. Up-to- date fixtures. Clean stock. Must sell on account of sickness. No agents.