am. pnt) \W7 ATS ry FESD Bess HERG ROK S Ire ' ae 2 ©) THEW sian Ae ooo CE CNONG LoL (ao EONS ag BS Bes OY Eee eatin 7} ine ee Nee ae 3 a) iy Cs \ eu , ON ES WS G SOM Lg NY AE TAS UARTSEEREAS YE: | As Be Ze Ss ats ah cr. OPTS 14 = ic iw ¥ CQGBZEENR SR YX /e HOMME, Py TIARA me oo = a ween ee aur she <@ PUBLISHED WEEKLY 4 CNG: oS TRADESMAN COMPANY, PUBLISHERS SON TOWER eS SIO Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, AUGUST 17, 1921 Number 1978 LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LL LALLA LLL LLL LLL LLL LLL Lh hhh OEE dll ddddLLLldLLLihLL LLL bb db dbd bbb Like ELLEEEEEEExZZZZQRDQZLEEEEEEEELLEE__- ELE: LLL LLL DEEP CALLETH UNTO DEEP Let me live just East of the wide, wide West With the Western breadth of mind; Let me tackle the tasks of life with zest : And work high pressure; yet learn to rest When resting-time | find! Let me live just West of the deep, deep East With the Eastern depth of Soul Let me ruffle less to the fuming yeast Of the latest fad or the newest priest; Yet fail not of the Goal! Let me live in the West with the soul of the East In the East with the mind of the West. Let the past and present and future be As wisdom and strength and hope to me Let me learn from each its best! For the West alone and the East alone In their half-truths grope and _fall But we wait the day when with hearts as one We shall brothers be through the Holy Son Of the Father of us all! W. M. Vories. N \ N N N N N N N N N N N N N N N N N N N N N N N Ny N N N N N N N N Ny N N WLLL LLL LLL dLLlddlldddlldldlldddldllddl cada: UdidishhdddddddddllddddilldlliddldilidididddildadddddddadadluiuiidiaZ, LEE ddddldddddddddddddddddadldLLLLLLL ddd LLLLLLLLLL LLL LLL dbddbbddddddddddbldbdsddhbdbbbbld. Liiiitddddsddsddtisiddddhddshdlde o YEAST—A MIGHTY SELLER! For a going article, don’t overlook the big possibilities of FLEISCHMANN’S YEAST You can no more check the demand for the familiar little tinfoil cake than you can stem the mighty power of Niagara’s onrushing waters. A gigantic sales-plan has been set in motion. Yeast-for-Health advertise- ments appearing in the magazines this year, if placed end to end, would reach almost around the world. Talk with the Fleischmann salesman and learn how you can cash in on your share of the profits. THE FLEISCHMANN COMPANY Fleischmann’s Yeast Fleischmann’s Service Quansses Cousurns ane Lemewt ~ Prat of tet Pevosxey Porriann Cement Co. PETDSKET, Rite. % 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 5c and 10c bars. SODA FOUNTAIN SUPPLIES Putna m F acfory, National Candy Co., Inc., Grand Rapids Petoskey Portland Cement ‘A Light Color Cement Manufactured on wet process from Petoskey limestone and shale in the most modern cement plant in the world. The best of raw materials and extreme fine grinding insure highest quality cement. The process insures absolute uniformity. ASK YOUR DEALER FOR IT. “Petoskey Portland Cement Co. General Office, Petoskey, Michigan 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 WENO 1) 2600. The. Salt thats alkbsalt. KS DIAMOND CRYSTAL SALT CO., | CHROMIC em IGetcee we cumnenaesioanrvsivamataecnianiovn penny _— ee = wn We e i ) i ~) — a) ) Sa ie A em % Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, AUGUST 17, 1921 Number 1978 MICHIGAN TRADESMAN (Unlike any other paper.) Frank, Free and Fearless for the Good That We Can Do. Each Issue Complete in Itself. DEVOTHD 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. Extra copies of current issues, 10 cents; {ssues a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old, 50 cents. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. THE EMPLOYER’S FUNCTION. It is frequently stated now that the rehabilitation of purchasing power is the thing most essential for the full recovery of business, and that this can be brought about only by the speeding up of production the world over. This seems to be almost axiomatic. Yet the solution is not so simple as it may at first appear. A question has been taised, for example, as to the feasibil- ity of more intensive production when there are already great stocks of goods that can find no market for the simple reason that people are not able to buy them. With a crop of more than 3,000,000,000 bushels of corn last year and another crop nearly as large now maturing, with enough wool stored in warehouses throughout the world to clothe the population for the next two years without shearing an- other sheep, with a carry-over of cot- ton amounting to more than 9,000,000 bales, with hides almost a drug on the market, a large portion of the population of Europe is going hungry, poorly clad, and unshod. It seems that more is needed than a mere speeding up of the processes of pro- duction. Something that looks sus- Piciously like another of those “vicious circles” that have plagued the world so sorely in recent times appears to ‘have developed. There is overproduc- tion in some lines because there is underconsumption; there is undercon- sumption because of lack of purchas- ing power; there is lack of purchasing power because of unemployment; and there is unemployment because there is overproduction. Thus the vicious circle is complete. In the language of the man of the street, what is the answer? It seems that better distribution of goods is needed as well as more in- tensive production. It may be ar- gued, however, that if Europe were to settle down to work in earnest the distribution of surplus materials would quickly take care of itself. The buy- ing power of labor would then in- crease, there would be more demand for goods, unemployment would be diminished, and the vicious. circle would gradually be transformed into one that was beneficient. What is needed is something to start the move- ment. It is evident that the initiative does not lie with labor. It shows more willingness to increase its output now than it has for many a day, and on the whole it has cheerfully accepted its share of the losses incident to read- justment. The initiative lies with the capitalist employer. The modern in- dustrial system imposes upon him the function of making constant advances of funds to labor. In a shoe factory, for example, the workmen are paid for making a pair of shoes a long time before the shoes are in a salable form; in fact, they get their remuneration whether the shoes are sold or not. Ob- viously, the employer can make such advances to his employes only if he has a previously accumulated capital fund at his disposal. It is at this point that we find the great obstacle to the world’s industrial recuperation to-day. Four years of war have fear- fully depleted this fund of liquid cap- ital, and the employer class in Europe are no longer in a position to make these advances in normal volume to labor. The result is stagnation and diminished buying power abroad, with the familiar condition of surplus ma- terials and frozen credits here at home. Definition of a Gentleman. A man who is clean both outside and inside, who neither looks up to the rich nor down to the poor; who can lose without squealing and win without boasting, who is considerate to women, children and old people, who is too brave to lie, too generous to cheat, and who takes his share of the world and lets others have theirs. —_+~-+___ One of the essential elements of a successful business is a small expense account. In this respect the smal] town store has a big advantage over the big town and the city store. Dur- ing the war when gross profits were large and easily obtained, merchants grew careless about their expense ac- counts, but now that conditions have changed, the expense account must be adjusted if a reasonable net profit is to be obtained. The merchant who, by reason of his low expense, is able to offer his merchandise to the public at the lowest prices is in a position to gain public favor. Every merchant should examine each item of his ac- count carefully to see that his whole account does not exceed the proper average. In towns having less than 2,500 inhabitants the cost of doing business averages 18 per cent. of sales; in towns of 2,500 to 10,000 it averages 21 per cent.; in cities of 10,000 to 50,- 000 it averages 23 per cent.; in cities of more than 50,000 it averages 25 per cent, Conditions in Wheat and Flour. Written for the Tradesman. Lack of export buying within the past week or ten days, coupled with continued heavy receipts of wheat, has prevented any advance in wheat and flour. Good demand from domestic buyers, on the other hand, has pre- vented a decline. Markets have held very even. It seems to be the gen- eral impression of the trade that some dip in prices may be looked for as soon as the new spring wheat crop comes on to the market in good vol- ume, but all are practically agreed that both wheat and flour will be sell- ing for more money the first of the year than they are bringing at pres- ent. As has been heretofore stated, the Government crop reports on wheat are bullish. Reports on threshing returns from various sections are also bullish. Wheat is not turning out as heavily as it was expected to yield. With conditions normal, undoubted- ly the price on both wheat and flour would advance materially, but the business man has not forgotten last year’s experience, and is buying for immediate requirements in the major- ity of cases. This is a healthy condi- tion, and should mean good business on both wheat and flour through most of the crop year. In pursuing a policy of conservatism with reference to purchasing, the pur- chase price is not being forced up by an excessive demand. Neither is the purchaser placing himself in a pre- carious condition through the possibil- ity of some unusual development in the market resulting in lower values. On the whole, however, it is be- lieved that both wheat and flour are in the soundest position they have been for a year and a half. The price asked at the present time is certainly warranted, not only on wheat and flour but on mill feed, oats, live stock, etc., in fact, on everything the farmer produces. As a matter of fact, farm products are too low in price, if anything. Of course, this condition is not an absolute insurance against still lower values. Business panics, lack of buy- ing power on the part of the public, tight money, ultra-conservatism, etc., are all factors that tend to keep values down. On the other hand, more op- timism in business, return to some- thing like normal conditions, improve- ment in foreign exchange rates, all tend toward higher prices. In other words, the law of supply and demand is still operative. The size of the crop is not so important as the demand for the crop. If we had only one hundred General corn, million bushels of wheat and nobody wanted it, the price would be low. On the other hand, if we had a billion bushels and everybody:wanted it, the price would probably be high. Fundamentally, however, both wheat and flour are in a strong position, and the general tendency of prices, after the heavy movement is over, should be upward. There certainly does not appear to be any particular risk in- volved in buying either wheat or flour at present values. Although there may be some dip in the price between now and the first of October, the decline is not likely to be big, if any develops at all. On the other hand, prices should firm up in the near future, within sixty or ninety days, as Europe must have wheat and flour, and our short crop and light stocks of flour are bound to make themselves felt sooner or later. Lloyd E. Smith. ——__>2—_____ Parker “In Around. Harrison Parker has had his full share of back-sets during the past week. Aug. 11 Judge Landis issued a per- emptory injunction against Harrison Parker, W. A. Hawkinson and John Coe, heads of the Co-Operative Stores of America, ordering them to stop the sale of stock in the organization, on the ground that entire propaganda is fraudulent. The same day numerous sharehold- ers in Parker’s chimerical scheme ap- peared in court by petition and asked that a receiver be appointed for the remaining assets of the organization. The petitioners asserted that Parker was drawing a salary of $500 per week; that the stores were running behind $40 per day apiece; and that dividends were being paid out of the proceeds of sales of stock to fresh victims, instead of out of the profits. Parker now stands accused of near- ly every offense in the calendar of offenses and actually appears to de- rive much satisfaction from the no- toriety he enjoys as the result of his erratic and gigantic maneuvers. He gives court edicts and judicial injunc- tions little concern, because he claims to be “above the law,” as he expresses it, owing to his being organized as a common law trust, which gives him and his two crafty associates sole au- thority to juggle in any way they see fit’ the millions which are poured into their coffers. So long as the “deer peepul” fall for such swindlers, just so long will there be men who will be willing to pose as philanthropists under the guise of “co-operation.” Harrison Bad” All ——_2-2___ The man alone on a desert isle can have independence, he can have his way, equal rights, fair play, justice, but the chances are he will quarrel with himself before a week has passed. It is said that new 1921 evaporated apples have opened in New York State at 15c per pound. All 1920 evaporated apples have been sold. 2 Grocery Business Investigator Finds Too Many Small Stores. The retail grocery business has at last been investigated, both from the standpoint of efficiency and profiteer- ing. The investigator was the Uni- versity of Madison, which has em- bodied its report in a bulletin on What the Retailer Does With the Consum- er’s Dollar. The university finds that there are too grocery stores, which makes expense high and service largely inefficient. It recommends the elimination of some and the combina- tion of others. A copy of the university bulletin is before us. It is too long to reproduce in full, but the following extracts will be interesting. “Four-fifths of these 79 stores(63) each sold less than $50,000 worth of fcod in 1919. Most of them are too small and inefficient to render the pub- lic the service which is desired at mar- gins that would both please the pub- lic and give a profit to these store- many keepers. “Improvement in retailing requires that either be consolidated or eliminated. This illustration empha- sizes what free competition does in the middleman business. The weak- ness of competition apparently is not being overcome either by the initiative of the middlemen or by the so-called solutions of legislative action. The probability is that these wasteful con- ditions will not cease until the public is better informed and buys with econ- omic judgment. they “The number of stores and their sales volume is even more striking. While the eight pigmy stores had to have wide margins to meet their ex- cessive expenses, and even then did not make profits, the giant stores re- ceiving the same prices or lower ones made profits. It is futile to expect im- provement in retailing so long as con- ditions remain which keep these in- efficient stores in business. “The cost of labor is the largest single item of expense in retail food stores. During the period covered by the study it reresented from one-quar- ter to two-fifths of the total margin received by storekeeper, and took from 4.1 cents to 6.8 cents out of each dollar paid by consumers. The larger stores have higher labor expense. This, however, is due to the fact that large stores pay for all their help, while most of the small stores exploit mem- bers of the storekeeper’s family by utilizing their time without paying for at. : “The second most important retail food store expense is that of a delivery system. It required from one-eighth to almost one-fifth of the margins ob- tained by retailers and represented from 2.2 cents to 2.5 cents out of each dollar paid by consumers to stores operating delivery systems. The facts, however, indicate that it costs no more for large stores to deliver their prod- ucts than it does for small stores. Delivery costs were about constant per dollar of sales for all sizes of stores. A large proportion of the small stores, however, do not maintain delivery sys- tems because the expense cannot be met.” _ “Approximately one-eighth to one- fifth of the margin received by the re~ MICHIGAN TRADESMAN tailers was spent for the rent of the building and any additional warehouse facilities utilized by the retail enter- prise. Rent took from 12 cents to 3.5 cents out of each dollar paid by con- sumers. Small stores had _ relatively much higher rent expense per dollar of sales than large stores. “The three principle expenses—la- delivery and rent — consumed from one-half to three-fourths of the } : yor, retailer’s margin. The remaining large number of small expenses amounted to from 1.7 cents to 6.7 cents out of each dollar paid by con- sumers. These costs cover such items as paper bags, wrapping paper, string, order books, stationery, depreciation, advertising, interest paid on borrowed money, losses through bad accounts and various other expenses. In the larger stores these expenses were kept lower than in small stores. “The food retailers of Madison dur- ing 1919 received total margins which varied from 12.2 cents to 18.2 cents out of each dollar paid by consumers. Their operating expenses took from 88 cents to 14.5 cents, while balance ranged from 2.2 cents to 6.2 cents per dollar of sales. Since these balances averaged only $2,234 for the year and this was the only source of earnings with which to pay the storekeeper or manager, his wages or salary and to provide profits, it cannot be said that Madison food retailers are profiteers.” —_——_2~-»—_—__ Suppressing Facts In Government Publications. Speaking of the efforts of the dairy interests to food products that afford them annoying competi- tion, but which are perfectly whole- suppress some, a recent reference in the “Pro- duce Review” raises the question of just how far Governmental docu- ments are twisted, molded and sup- pressed in the interests of the dairy crowd and whether such a policy is fair to the public at large. It appears that in a recent Wash- ington letter an article was quoted from the Bureau of Markets “Market Reporter” commenting on the deci- sion of the Canadian authorities to admit oleomargarine into Canada as a result of the success of wartime ex- and containing the quota- “during the time it (oleo- periments tion that margarine) had been sold in Canada it had proved to be a boon to a large number of people.” This phrase raised the ire of Seere- tary Loomis of the National Dairy Union, who complained to the newly appointed chief of the Bureau of Markets, and who is quoted as Te- jlying to him in-an apologetic vein that the article was based on a report from the American consul at King- ston, Ontario, “and was printed as a matter of interest in connection with food products. How this paragraph happened to be reproduced in the “Market Reporter” is a question for which I have not been able to find an answer. The sentence is argu- mentative in tone, ana certain should not have found a place i the ae porter.” Fair-minded people in the grocery’ trade will only comment on it to the effect of asking “why not?” Overbuying and Sales Policies. The Americati Specialty Association to promote more intelligent methods of storing cereals in the warehouses to prevent deterioration and spoilage is distinctly a step in the interest of pub- movement of the Manufacturers’ lic economy. Numerous instances are coming out where jobbers have under- taken to carry too large stocks of perishable goods in order to get low prices, only to be faced later with spoilage and the necessity for return- with ing them to the manufacturer claims for refund. This policy suggests another re- course which many manufacturers have never adopted, but which in one or two notable instances proved what the sales policy can do by way of One of the best known manufacturers of cereals in the country has always maintained a one-price policy in any and all quan- tities, not only to help maintain prices preventing spoiled goods, by keeping all buyers on the same cost basis, but also to destroy the in- centive for buying large quantities which might deteriorate before the goods pass to the retailer and con- sumer, It might not be a bad idea for other manufacturers to adopt a_ similar policy. The naming of a quantity price is on its very face an incentive to a large purchase, but in a perishable large purchases inevitably conduce to overloading, which in turn begets two things, either spoiled goods or a sacrifice price to get rid of them. But not many manu- facturers seem to have discovered this product One or August 17, 1921 highly important relation between the sales policy and maintaining the qual- ity of foodstuffs. The high freight rates are beginning to be borne in seriously upon food products, and the burden upon them is far more than railroad men or any~ body else had originally anticipated. Not has it brought about transortation from the Pacific Coast to Eastern points but it has actually interfered with the sale only already water of products, according to advives from: the packing industry. For instance, a wooden case 0# No.- 21% California peaches worth $4 in San Francisco has 75c added to it for carrying to Chicago, or, as one observ- er puts it, one out of every five and one-half cases has to go for freight. A case of Maine corn worth $2.50 in Portland has 77c added to its price in San Francisco, or one case in every three and one-half for freight. Vhen these burdens are interpreted down to the individual can the con- sumer finds that many roducts the high cost of living has been en- hanced in a way which was invisible and which is likely to end in a ma- consumption. In with terial decrease in the case of some fruits sold upon a spot market it has become a very seri- ous question, even though one may not deny that railroad revenue ought to be fact, the situation is decreasing their increased. In likely to result in revenues. —_——_2+>—__—_ Some merchants clean a show case once in so eften. Others clean when the show case needs it, even if twice as often. creating a demand for demand _ for friendly co-operation. The Nation Depends Upon the Grocers to distribute food supplies to the people. They met the supreme test during the war and they will be equal to the demands of peace. Shredded Wheat Biscuit is wasted unless we have the prompt and efficient co- operation of all distributors. It is the nation’s greatest health food, is 100 per cent. economical substitute for meat and eggs. for 1921 call for extensive, far-reaching advertising. The new factory will enable us to meet the full Shredded Wheat. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. Money spent in whole wheat and an Our plans We solicit your 2 A he August 17, 1921 MICHIGAN TRADESMAN 3 Gabby Gleanings From Grand Rapids. Grand Rapids, Aug. 16—Paul Mur- ray, who conducted the Murray Hotel, at Otsego, for five years, has arranged to open a restaurant at Plainwell. It will be located on Bridge street, ad- joining the hotel. The so-called din- ing room in the hotel will be discon- tinued. This is the best news which has come out of Plainwell for some time, because the service rendered by the hotel was about the worst to be found anywhere in Michigan. No one with discriminating taste was likely to venture into the fly chamber a second time. H. W. Spindler, President of the Michigan Hardware Co., left Tuesday fora fortnight’s vacation, which will be divided between the Upper and Lower Peninsulas. He will travel by auto and be accompanied by his wife and his two sons. Clarence J. Farley and Cady S. Simpkins, of the Grand Rapids Dry Goods Co., are in New York City this week, purchasing goods for the fall and winter trade. Arthur Douglas writes as follows: “Tt has been recently announced in the metropolitan papers that the ho- tels are unable to cut room prices on account of prohibtion. To one who is continually traveling this a ridicu- lous statement. The hotels never be- fore have had such patronage. More- over, traveling men and business con- cerns are now bringing pressure for a reduction in the hotel fare. This is done because it is known that these public hostelries are in the same class of profiteers with the ice cream soda venders. The hotels cannot make prohibition the scapegoat of their profiteering.” Presidents come and Presidents go, but Washington and Lincoln alone have enduring fame at home and abroad. As time passes they loom higher and higher on the horizon, while all the-others sink to the com- mon level of distinction. A shoe traveler sends in the follow- ing: “I'll not take orders from any- body,” shouted Hed Stronger, as he left his country home and_ sallied forth to make his fortune in the Big City. To be an independent man, not to take orders from anyone, and to be a success in the business field was his ambition. When he arrived in the city he obtained a position as travel- ing salesman for a big firm and after three months on the road he was fired for just that reason—he had not taken orders from anyone. Hartford, Conn., with insurance premium income of one million dol- lars a day, feels no shortage in funds, of which there is an abundance for all the business needs of what must be a happy city. ae A Boston salesman, whose line is shoe trees, has never met a competitor on the road in fifty-two years of travel. Anybody can tie a knot, but perhaps the great majority of men know but three kinds, the hard knot, the slip knot, and the bow knot—the kinds used in securing a package, fastening a neck scarf, and tying shoe laces. It comes as a surprise to learn that there are seventy-five different kinds of knots. About a dozen different kinds are commonly made by sailors, but we imagine fully two-thirds of the entire list are of little value even to those whose trade requires the greatest va- riety. Men who win wealth by long years of close attention to business do not become slaves to their money, as so many think. They become slaves of habit, either with or without money. It is better to be a slave to industry and thrift than to indolence and poverty. It is reassuring to learn that the National Hairdressers’ Association has decreed that the ears of women shall once again come into the open, and no longer be hidden under wads of hair. A woman’s ears, like a man’s, may be unsightly. Hidden, they are not considered. In full view, like the nose or the chin, they may make or mar a picture. If the hairdressers have their way, Miss and Madame must face the world with ears visible and subject to criticism. Those whose ears are comely will be quickest to discard the hair camouflage. We reserve comment on those who con- tinue to veil them. Herewith is reproduced the copy of a letter distributed among sales- men by a manufacturer of food prod- ucts: “Irrespective of correspond- ence schools and the volumes and vol- umes and volumes that have been written on salesmanship, after every- thing is said and done and it is all boiled down to hard facts, salesman- ship consists of not to exceed three qualifications—honesty, industry and imagination. It is never necessary for anyone to be honest with his employer, his associates or anyone with whom he may be doing business. There is only one person in the world with whom it is necessary for any man to be absolutely honest and that person is himself. If you are honest with yourself it is impossible to be other- wise with anyone else. Honesty does not merely consist in the handling of money or articles of value; it means rendering unto each person that which in your inmost consciousness you be- lieve is his due. Honesty of effort, honesty of purpose, honesty of appli- cation means a whole lot more than merely the same quality in the hand- ling of a medium of exchange. In your particular case it means a full day’s work every working day and a full amount of effort with each customer that you call on to see that your lines are truly represented rather than truly nusrepresented as is true in so many cases. It furthermore means spending the expense money you mav have in your possession so that it will bring back the greatest return possible for its expenditure. This is one case where honesty is its own reward, be- cause every salesman’s expense ac- count, no matter by whom employed, is a part of his salary and has to be justified in return just as his salary does. The larger his expense ac- count the smaller his salary and the smaller his expense account the larger his salary.” F. M. Koons, representing F. A. Wurzburg & Son, manufacturers of Wurzburg needlecraft novelties in this city, recently displayed his pew Fall line at the Palmer House for the bene- fit of Chicago buyers, as well as those in the surrounding country who were in the market. The line is rightfully named ‘Needlecraft Novelties,” for it abcunds in new and_ orignal ideas which are particularly interesting. Charley Kinsey, the Caledonia mer- chant states that a farmer customer of his named Dodge, living West of Caledonia, will have 2,000 bushels of Northern Spy apples this year and that he has received a cash offer of $4,000 for the fruit alone, the pro- posed purchaser assuming all the ex- pense of packing and shipping the crop. The Blake general store, at Middle- ville, will be in the market for an all- round clerk Sept. 15, when the pres- ent clerk leaves to resume his studies at Ann Arbor. Business has been very quiet at Middleville for some weeks, owing to the suspension of operations at the knitting mill. —_——_.-~ Try to curb your optimism in buy- ing and overcome your pessimism. Buy according to judgment and com- mon sense instead of by emotion. —_>-+—___ Too many of us go about tinkering with the times instead of mending the men. Barney Langeler has worked in this Institution continu- ously for over forty-elght years. Barney says— ‘‘Business is better and | think most of the wide-awake merchants have sold their surplus stocks and are ready to buy. Anyway, By Golly! our business last week was the best business we have had for a good. many months.”’ ORDEN GRAND RAPIDS—KALAMAZOO—LANSING THE PROMPT SHIPPERS ({ROCER COMPANY MICHIGAN TRADESMAN wey fi qf YS a Aww lee ca ue CS STM AEN ——— | BY st Movement of Merchants. Imlay City—Kempf Bros, succeed Charles Kempf in the shoe business. Muskegon—The Daniels Book Shop has changed its name to the Daniels Co. Iron Mountain—Butler & Holmes have engaged in the wholesale lumber business. St. Johns—Henry H. Colby suc- ceeds George W. Marriott in the gro- cery business. Detroit—The Wholesale Co. has engaged in the lumber business. Holland—The Weller Nurseries Co. has increased its capital stock from $20,000 to $30,000. Birmingham—The Flexotile Prod- ucts Co. has increased its capital stock from $20,000 to $50,000. Sault Ste. Marie-—Leon Winkelman has engaged in the women’s ready-to- wear and furnishings business. Ottawa Beach—The 1921 convention of the Michigan Electric Light As- sociation opened here Aug. 15. Cheboygan—Peter Bilitzke, pioneer merchant tailor, is dead, aged 54. He came here from Germany in 1888. Alma—E. D. Hughes has sold his grocery stock and store fixtures to C. T. Witter, who has taken possession. Monroe—Merchants and farmers of this county have organized a com- munity market and capitalized at $25,- 000. Sand Lake—The Exchange State Bank of Sand Lake has been organ- ized with an authorized capital of $25,000. Sault Ste. Marie—The Soo Co- Operative Mercantile Association has increased its capital stock from $20,- 000 to $50,000. Lansing—Harry Applegate is man- ager of the Shoe Market, which re- cently opened for business at 109 East Michigan avenue. Detroit—The R. H. Fyfe Co. store is now offering a 20 per cent. reduc- tion on all shoes. This is a genuine cut and is made semi-annually. Detroit—DeJulius Bros. have re- moved their stock of boots, shoes and shoe furnishings to Royal Oak where they will continue the business. Owosso— The Central Plumbers Supply Co., incorporated at $25,000, has opened its doors in the Stafford building on South Washington street. Detroit—Snell & Co. have merged their business into a stock company under the style of the Snell Shoe Co. with an authorized capital stock of $32,000. Middleton—Ross Miller has sold a half interest in his grocery stock to Louis A. Nolan and the business will be continued under the style of Miller & Nolan, Lumber wholesale Detroit—The Automotive Trans- portation Co. has been incorporated with an authorized capital stock of $2,000, all of which has been sub- scribed and paid in in cash. Port Austin—Charles Herbst of Port Huron has purchased the Yaroch store building next to the postoffice and will open a pool room as soon as the place has been remodeled. Alma—A. W. Cross has moved to this place from Saginaw and opened a shop in the Republic garage building in which he will manufacture auto- mobile tops, curtains and cushions. Hawkins—H. A. Smith has sold his stock of general merchandise to Albert Mabosny and Steve Michalski, who have formed a copartnership and will continue the business at the same loca- tion. Cheboygan—The stockholders of the Cheboygan Co-operative Market As- sociation have voted to continue the organization another year in spite of a decrease in business this year over last. Detroit—Frank & Seder, Detroit’s newest department store, which has had a number of sales in its shoe de- partment, will enlarge this department as soon as the adjoining new build- ings are completed. Negaunee—The second floor of the Fair store building is being remodeled and enlarged to accommodate the millinery department to be conducted by Mrs. Rose Villeneuve and the wo- men’s ready-to-wear department. Marquette—Mayers Art Shop, Third street, will be remodeled to include the adjoining store and a complete stock of paints, oils, wall paper, etc., added. The store will be finished and the stock installed by Sept. 1, it is estimated. Charlotte—Waddell & Boyer have secured the old Williams house prop- erty for a location for their meat mar- ket and that building has been com- pletely remodeled for their use, the former offices and parlors torn out and put in first class condition. Detroit—Thos. J. Jackson, President of the Michigan shoe retailers, who recently opened his men’s shop on Washington boulevard, is enthusiastic over his large summer business at his women’s shop on Adams East, where he has featured the Cantilever shoe. Eaton Rapids—Contract has been let for remodeling the Vaughan block into a modern banking building for the Michigan State Bank. The front will be of Bedford stone, the interior finished in marble and mahogany; and a burglar proof vault will be con- structed. © Cheboygan—Moses DeGowin, vet- eran grocer, will retire. He has sold his business block to Adelor Lafren- iere, who will conduct a used furni- ture store. Lafreniere retires as man- ager of the Delmont Hotel on Main street, having sold the hotel to Wil- liam Beauchamp. Detroit—The McBryde Boot Shop (V. V. McBryde) in the David Whit- ney building, has completed alterations in the women’s department and now has one of the most pleasing and con- venient parlors in the Middle Weét. Mr. McBryde is featuring Garside shoes for women and Nettleton shoes for men. Marquette—Orill and Harry Morris under the firm name of Morris Brothers, opened a grocery store at 119 Champion street Saturday. Both men will devote their entire time to the enterprise, and will handle a com- plete line ‘of staple and fancy gro- ceries. A truck delivery service will be installed, with trips at regular in- tervals covering every part of the city. Keely—Officers have been unable to obtain any trace of the robbers who looted the Breedsville postoffice Sun- day night, and rifled the till in the gro- cery of Nathan Simpson, former war- den of Jackson State prison, at this place. The burglars escaped with a little over $100 worth of stamps and currency at the postoffice. The exact value of the loot at the Simpson store is unknown. Iron Mountain—Godfrey von Platen of Grand Rapids and M. J. Fox of Iron Mountain, President of the Upper Peninsula Development Bureau, have donated two 40 acre tracts in the name of the von Platen-Fox Lumber Co. to be used exclusively for State park purposes. The land is along the Cloverland trail, and the parks will be known as the von Platen park and the Fox park. Port Huron—The Chamber of Com- merce has outlined plans for better- ment of fire fighting conditions in the city which include fire pumps on ferry boats, booster fire pumps for North Port Huron, and a license law to pro- tect buildings from defective wiring. A survey of the city is now being made by fire wnderwriters and it has been announced that city will have its rate reduced as a result of added fire fighting equipment. Manufacturing Matters. Saginaw—Germain Brothers Co. have increased their capital from $425,- 000 to $565,000. Detroit—The Aitken-Tremain Elec- tric & Machine Co., 1936 East Larned street, has increased its capital stock from $5,000 to $16,000. Menominee—The D. G. Bothwell Lumber & Cedar Co. is succeeded by the Menominee Lumber & Cedar Co., incorporated; capital, $50,000. Petoskey—The Petoskey Portland Cement Co. produced 62,500 barrels of cement during July, exceeding the normal output by 2,500 barrels. Detroit—The Seros Chili Co. has been incorporated to manufacture, sell, import and export Chili-Con-Carne and other food products, with an au- thorized capital stock of $50,000, $25,- 500 of which has been subscribed and $13,000 paid in in cash. Cheboygan—Michelin & Nau, pro- prietors of the Cheboygan Brass Works, are making extensive improve- ments to the old Cheboygam Metal August 17, 1921 Products plant, which they recently purchased. The metal products plant recently went into the hands of a re- ceiver. Detroit—The Sand Lime Products has been incorporated to manufacture and sell bricks and all sand lime prod- ucts and by-products, with an author- ized capital stock of $50,000, of which amount $37,820 has been subscribed, $1,782 paid in in cash and $11,000 in property. Cheboygan—Millard D. Olds, who operated a sawmill at this place for many years, has purchased a large tract of timber in Jackson county, Oregon, and will start logging in 1923. His purchase, which includes the Pacific & Eastern railway, running from Medford to Butte Falls, com- prises one of the most valuable and available tracts in the state. The tract consists of sixty million feet of Western pine, and fourteen million feet of Douglas fir, the purchase price was $265,000 and logging operations are to be completed iti 1930. ———_2.. a Packer Hides Hold Steady at 12 Cents The packer market continues active. After the sales last week of about 75,- 000 packer hides, this week opened with the sale of about 6,000 light pack- er cows at the steady price of 12 cents. There has been hardly a change in packer hide prices for several weeks and it is somewhat of a mystery to old traders that packers do: not even try to get higher prices, although they are sold away ahead on the best hides of the year at prices that are lower than the younger hide men can re- member. It is even hinted that if the packers have not sufficient confidence to ask more money, the buyers may make a determined effort to buy them for less money, although it is con- ceded that they are plenty low enough now. There is a fair amount of activity in light country hides, but practically. no demand for the heavy stock. Nearly all the brokers seem to have orders or good enquiry for extremes, and prices would possibly go up if the packers would only hold a stiff upper lip and ask more for their goods. There are several export enquiries for light hides and one large export order for heavy country hides at a very low price. The price of extremes holds at 10 to 12 cents, according to the lots. Calfskins last sold at 20 cents for best skins. Some outside city resalted skins continue to sell at 18 to 19 cents, and some of the sales are reported as first salt goods, which is very mis- leading. Several brokers and small dealers are looking for extra good lots of horse hides and are offering $4 for ex- tra good averages. One offer was made of $4.10 and sales have been made at $4, but dealers hesitate to sell the top grades at such low prices and keep the poor hides. Sheepskins and shearlings remain unchanged. —_++>—____ Dried peaches have advanced half a cent a pound for 1921 production, but spot or 1920 output of dried peaches has not advanced. ———_>-2>____ Sometimes a woman’s hair is gold-. en—and occasionally it is plaited., August 17, 1921 Essential Features of the Grocery Staples. There is a strong buying pressure for rompt or immediate shipment of canned tomatoes from Indiana fac- tories but no shipments of importance can be made before August 25 to Sept. 1, for though canning. of toma- toes began Monday or Tuesday of this week, canners will not stop can- ning operations to label, case and ship the goods at height of the run. Then, tomatoes after they go into the cans, must remain a few days until they become thoroughly cooled. ‘The new rates of freight which will go into effect from Pacific Coast points August 22, will release consid- erable shipments which are being held until those rates become effective. Assortments of all kinds of Califor- nia, Washington and Oregon packed canned foods and dried fruits will start forward at that time. This will increase the Michigan assortment of canned and dried fruit about Sept. 10 to a very important extent. Peas in No. 10 cans are very scarce, as buyers would not contract for them and canners would only pack that size in a limited way. About all which were packed in Wisconsin were either sold or have been sold since prices opened. Scarcely any are to be had now. The output of canned cherries in California has been not over 30 per cent. as great as for 1920, and there was no carry-over. The output of canned apricots was decreased by early frosts which kill- ed the buds and made the crop ex- ceedingly short. Then a large quan- tity of this fruit crop was sunburned by the very hot weather, making it unfit for canners’ use. Some California canners have tem- porarily withdrawn their quotations on canned peaches. The price of peaches paid growers by canners opened at $35 per ton, but has now advanced to $50 per ton, and sellers or growers are accepting even that price reluctantly. California canned fears are yielding poorly as to quantity, although the quality is good and the output of the canners.in this article will soon all be “sold up.” Some choice and water pears are still to be had, but the of- ferings are small. There are many opinions as to the quantity of canned tomatoes that will be packed in the United States in 1921, and it is hard to average opin- ion. The output of canned tomatoes in this country has been as follows, based on cases of 24 No. 3 cans: 1920) 0 eee 11,368.000 1919 ee 10,809,660 HONS eS 15,882,372 es 15,076,074 ee 13,142,000 This shows the average output to have been for a five year average 13,255,621. The carry-over is not large—in fact there is none in the West, a greatly reduced carry-over in the East, and California is unable to market her carry-over to advan- tage in competition with Eastern pack because of almost prohibitive freight rates. The. consumption of canned MICHIGAN TRADESMAN tomatoes in the United States nor- mally is one million cases a month. The estimate of the output of 1921 is about 50 per cent. of the average output, based on acreage, and that is to be reduced by 10 per cent. damage to the early planting. This, if well estimated, would give us an output for 1921 of about six million cases, or half the normal consumption of the United States. It looks as if all the output and all the carry-over will be more than needed and less than enough. The dried fruit market continues active and buying is said to be heav- ier in both spots and futures than it has been for several months. The California Apricot and Prune Growers’ Association has withdrawn offerings of apricots, as supplies are exhausted. The Association has not yet announced the price on 1921 prunes. Several weeks ago Thompson’s seedless raisins of 1920 cure in stor- age were reduced from 21%c per pound to 13%c. This heavy reduc- tion has had a quick effort in moving the stock held in storage. It is un- derstood that the reduction is to last only until Sept. 1, when prices will probably be advanced. It is reported that a large quan- tity of muscatel raisins held on the Pacific coast is not in a condition to ship, being heavily sugared. The California Almond Growers’ Association and the California Walnut Growers’ Association have booked large quantities of nuts on a “subject to approval. of price’ basis, but no prices have yet been named and are not expected to be named soon. If the new tariff on walnuts and almonds passes Congress the price on imported almonds and walnuts will be higher. The French walnut crop is small and imported walnut meats are likely to be much higher than expected. Sugar—The market is generally quiet with only a fair demand. Most refiners are on the basis of 6.15c per pound for granulated and while the market is not strong, it looks good for some time and think safe to carry a fair supply. Local jobbers hold cane at 6.80 and beet at 6.60. Tea—There has been a fairly ac- tive demand for tea during the week. The market is in a satisfactory condi- tion from the holder’s standpoint, everything being held with a fair de- gree of steadiness. No change in price has occurred during the week, but practically everything is well maintained. Coffee—The coffee situation is weak, with a small demand. Rio 7s have dropped below 7c again, with other grades corresponding. No change has occurred in Santos coffees nor in milds. Canned Fruits—Advanced about 15c on most items and many grades are sold out. Seconds and water packed apricots are withdrawn, as are the number ten sizes of all grades. Some of the syrup packed apricots will be withdrawn shortly, owing to recent heavy sales. Eastern coast cities have been buying more heavily than New York and canal route ship- ments to Baltimore and Philadelphia have been supplying markets gener- ally fed from New York. Number ten size cherries were to be found only through resales yesterday and $16 was paid without shading. Few tens were packed and the usual de- maand for this popular size of cher- ries has cleaned them up in both this and last year’s packs. The California Packing Corporation has withdrawn all offerings of 2! extra sliced pine- apple and most operators require that pineapple orders include certain pro- portions of grated and crushed. Canned Vegetables—New pack to- matoes were in good demand Satur- day, following the week’s clean-up of spot stocks. Jersey’s were scarce and holdings were controlled mainly by one interest in New York. Num- ber ten Jerseys were worth $4.75 and Marylands of the same size were firm at $4.50. Wisconsin peas of the small sizes were practically out of the mar- ket and were to be had only through resales. Offerings of No. 4 and No. 5 sieve were comparatively plenty and the fancy brands sold actively. Maine corn at $1.40 and Maine style Southern at 95c showed a strong un- dertone. Buyers are waiting to see the results of the late pack before buying heavily and Indiana packers are endeavoring to take advantage of the early pack shortage to get into the New York market, as they have been able to do in other years of short packs. Canned Fish—Salmon on the Coast last week reflected the firm ideas of the packers backed up by the banks, who are partly responsible for the present pool. Little business was done, the packers preferring to whet the buyer’s appetite by withholding confirmations on a basis of current prices. Opinion in New York is that pink salmon will settle down some- where near $1.20, which is a normal price. Prices sent in from Seattle do not mean much at present for the operators are merely making the mar- ket to suit themselves and buying will not begin until the East and Middle West are confident that prices are definite. New sockeyes are quoted at $2.75 for %s and $4.15 for 1 Ib. flats. Sardines are firm on the spot market. Stocks are sufficiently clean- ed up to warrant a slight tightening and one important factor reports as being oversold by several thousand cases. The new pack will be ex- tremely small unless an unprecedent- ed run of fish arrives this month to make up for the shortage hitherto. Tuna prices remain unchanged at $7.50 and $5.75 for white meat and bluefin but the present demand is nominal. Coast reports state that the strikes are settled and that the run of fish is at present encouraging, but turia packers are not planning record packs as long as a 1920 carryover into 1922 is possible. Dried Fruits—The market is slight- ly firmer on Santa Clara Valley and Sonoma apricots, the advance being Y%c in some lists. Blenheims are worth 18c on a bulk basis for choice, 19c extra choice, 2lc fancy and 23c 5 extra fancy, all Santa Clara_ stock. Spot apricots were nearly gone from the market and the few cars received during the week were snapped up at once. Exports of Oregon prunes continue regularly and the volume of business is beginning already to af- fect the spot market here. There are few prunes in New York. Inde- pendents are offering future Santa Clara prunes at 8%c, bulk basis, for 30-40s; 7¥%4c for 40-50s; 5%c for 50- 60s, and smaller sizes at 5c, all for October shipment. Northern Cali- fornia prunes are quoted %4c lower. Independents are still offering 1921 raisins at their August 1 price, but little business has been done. Almost no 1919 raisins are available from packers outside the Association. Syrup and Molasses—Glucose is dull, and so is compound syrup. Prices unchanged. Sugar syrup is not sharing in the firmness of sugar and the situation is dull and feature- less. Prices unchanged. Molasses is wanted to some extent at unchang- ed values. Cheese—The consumptive demand is only fair. Better weather condi- tions in the producing sections have caused an increase in production. The market is barely steady at prices ranging about 2c per pound lower than a week ago. Storage stocks are reported to be ample and the market is likely to have a further decline. Nuts—Brazil nuts continued to sell actively last week and some good sales were reported of the large wash- ed variety at 11%c. Reports from Para state that the stocks brought down the river from Manaos are thin- ned out and that shippers there look for only scanty remnants to come in from the Chile walnuts were quoted at from 19@2lc and fancy Validivias at 25c, a brisk trade being done in all varieties. California almonds were in good demand, but the Growers’ Exchange are about sold out of the new crop. Rice—Quieter conditions prevail in the rice market, but a_ satisfactory volume of business is done. There is a slightly easier tendency in the primary markets and buyers show some tendency to buy at shaded fig- ures. Supplies are limited in the do- mestic market and enquiries more numerous. interior. Provisions—There is a seasonable demand for everything in the smoked meat line and the market is firm at Ic decline on all cuts. Pure lard is steady at prices ranging about the same as last week with a light de- mand. Lard substitutes are in very slow sale with a very light consump- tive demand at prices ranging about the same as last week. Barreled pork, dried beef and canned meats are all unchanged with a light de- mand. Salt Fish—The salt fish market moved steadily this week. Sales were not great, but orders were well dis- tributed. The chief interest of the trade was in the proposed tariff and the general opinion is that more im- port buying will be done as soon as the date is definitely set for the tariff increase. Prices did not change. 6 THE DANCE OF DESTRUCTION Many Indications That Civilization Is Sliding Back. A writer has written an article head “Is Commercialism Smothering And the answer Commercialism Journalistic Ideals?” seems to be “It is.” is smothering pretty much everything there is, and journalism is only one of its victims. Commercialism smoth- ered Congress a long time ago. Fear of commercialism has kept the churches from preaching Christianity. Commercialism controls the courts. And the meanest thing commercial- ism ever did was to encourage the kaiser’s war and fill its cash drawer with the profits. The love of money is the root of all evil, and commer- cialism is the love of money reduced to an exact science. It would be in- teresting to follow the subject up to where advertising enters, but adver- tising is so busy being truthful that it hasn’t time to notice what part it is taking in this smothering thing called “commercialism.” Money has always been one of the dominating snfluences of civilization. To-day it Money is the only it is the curse is the only one. measure. of success. of the human kind. The writing man, mentioned in the first line of these remarks says: The world is looking to America for guidance, and America is looking to its press, which hitherto in every crisis has shed its light. And the press is presenting most painstaking- ly and prominently, not the vital facts of world conditions and of American industrial derangement, but column upon column of keyhole disclosures of illicit ‘love nests,’ tales of ladder- peeping sneaks in the backwoods camps, coming and goings, uprisings and down-sittings of race track pimps and touts, with unlimited other noth- ings about nonentities, under daily head-lines that shriek from margin to margin of the first page and supply the sensation of to-day, to be forgot- ten to-morrow. The best to be said of most of the lurid news purveyed of late is that it is of so little real consequences as to be soon forgot- ten. The reason I reproduce the fore- going is that the fellow who wrote it says it better than I could do it, and because he tells the truth, going a little further in that direction than I ever ventured to do. Any one who questions the statement can get all the evidence he wants by simply read- ing the head-lines on the front page of practically any paper in the coun- try. Nastiness has come to be the essence of news. Who is to blame for this decay of noble ideals—the people or the pa- pers? I say both. The papers have never openly indorsed immorality or cupidity. They have simply winked at it. The craze for circulation has made it necessary to resort to sensa- tion and sensualism to find readers, and many a newspaper man to-day will tell you privately that he is not printing the kind of paper he wants to print, but the kind he has to print or quit the game. MICHIGAN TRADESMAN It is sad to admit, but still the God’s truth, that civilization is sliding back. society when its respect for its wom- There isn’t much ahead of a en has declined almost to the van- ishing point. What kind of papers do you think have to be printed in an era when women have lost all sense of common decency in dress, who smoke cigarettes in public and whose chief amusement at pink teas is a deck of cards? How far are we away from final disintegration when jazz music is the measure of our finer emotions, and when indecent dancing has become the curse of every hamlet in the land? Perhaps the most recent force to shove civilization down the hill has been prohibition. The gin mill was an awful menace, but the bootlegger and the home distiller are infinitely worse. The commonest knowledge to-day is how to produce alcohol. Now and then the officials pinch somebody for selling booze, but there are a thousand who go unmolested for every one who is punished. Near- ly every one you mect is on a still hunt for a drink, and it is the fondest hope of each searcher that he be successful. I have been living over a year in a city where liquor could be obtained easily if you have the price. It has been a matter of com- mon knowledge that this was the case, and everybody laughed and laughed again at the universal de- fiance of the law. When law is in contempt, what sort of respect can you expect for the courts? When derision and hypocrisy become the common attributes of the citizens, where does the nation get off? Of all the farces that ever were, isn’t prohibition the greatest? Chesterton said it all right when he declared, “The American Republic began with the Declaration of Independence and ended with Prohibition.” When a free country undertakes to stop its people from taking a mug of ale or a Scotch highball, its freedom is no more.~ It is just as tyrannical to make people drink as it is to stop them. Nero scraped the catguis while Rome burned and the press is pan- dering to a depraved public white the dance of destruction goes on. Com- mercialism having sucked the public orange dry, we are now engaged in the patriotic pastime of taxing folks to death to supply juice for the next war. No attempt is made to stop the wicked waste that goes on in Government. The politicians continue to find ways to dissipate more and more money that belongs to others. Nobody gives a damn what comes to-morrow if more money can be piled up to-day. With no regard for the inexorable laws of history, we go on flocking to the cities, leaving the farms, raising taxes and losing respect for our women. Those four things have wrecked every people who indulged in them, and will do precisely the same thing for every nation that tries them over. A reas- onable degree of decency and hon- esty is necessary for survival. Ab- solutely you cannot go on if the basic morals of the human race _ are scorned. With perhaps the single exception of one newspaper, no publisher has succeeded in recent times in printing a paper which represented the best thoughts and ideas and accomplish- ments of the people. Schermerhorn, of Detroit, has been giving the best years of his life to publishing a de- cent paper, but his struggle has been more’ heroic than successful. I have heard his eloquent speeches at ad- vertisement clubs applauded in a way that must have given him great joy, and then saw the applauders very artistically omit his paper from the list they were using. They gave him the glad hand, but no real money. The only success in conscientious publishing I know of is the Chris- tian Science Monitor. It represents a modern church that has had to fight its way against a hundred legal handicaps. It has been hounded by the medical profession in a way that is shameful in a republic. Its mem- bers are not noted for favoring: jazz music, for dance hall degeneracy, for cigarettes, for indecent dress or for any of the common failings of hu- manity at large, which presumably represents the other religions. Per- secution, it seems, keeps a religion pure. Fnal success for any religion is the first step toward disintegra- tion. To survive success is the most difficult thing in the world. The editorials that used to sway public opinion are no more and the sermons that used to send sinners to the mourners’ bench are but mem- ories. The habits of the people have become so depraved and it has be- come so fashionable to ridicule the old-time virtues that pulpit and press have been caught in the swirl and move with it. The drift away from common stan- dards of morality has been so grad- ual that it was scarcely noticed. On occasion some one yells “Whoa!” but you might as well yell “Look out!” to a man who has started to fall off the building. He is going so fast he cannot hear you, and it would not do him any good if he could. The movie people give plays that show sex up so brazenly that you wonder why they spend any money for costumes at all. They, like pub- lishers, don’t do it because they want to, but because they think they have to. The appeal used to be to the heart, but the point of appeal has now been lowered to the loins. What is the remedy? Probably the same as has always been—going down and starting all over again, just Commercialism is a great force in human affairs, but decency is a greater. No decent peo- as history tells us. August 17, 1921 ple ever went back, but every nation that headed the way America is going Maybe education would help, provided there are enough peo- perished. ple interested in saving humanity to back a widespread educational move- 3ut to me it looks as though the cost of saving what is left of ment. us would be greater than the thing is worth. Am I telling the truth? Read this fifty years from now—say about May, 1971—and get the answer. Frank Stowell. —_—_++ > Peanuts an Important Crop. Washington, Aug. 15—Those ac- customed to look down upon the economic importance of the humble peanut, or “goober,” as it is known in the South, should consider the follow- ing facts: The capital invested ex- ceeds $100,000,000, and over 121,000 farmers devote j ractically all of tneir time to peanut cultivation. Of this capital $88,000,000 represents the Jand value and the difference is the total invested in implements, crushing ma- chinery and other mill machinery. The peanut yields peanut butter, oil, peanut flour, quinine, forage and a meal used in the process of manufacturing tin- plate. Experiments are being made with a view to the use of the peanut in the production of dyes and a peanut milk for flavoring purposes. aa eee Most people overestimate their sor- rows and undervalue their joys. Honest Differences of Opinion AX returns filed for previous years are j daily being reviewed by the Revenue Department. In many cases the opin- ion is held that addition- al assessments be levied —and frequently it is so ordered. But an honest difference of opinion may be held by the taxpayer. And that opinion, based on sound facts, is ofttimes accept- ed by the department, if properly presented. ‘ Certified Public Account- ants with specialized tax departments are perhaps best. equipped for such service. SEIDMAN & SEIDMAN Accountants & Tax Consultants Grand Rapids Savings Bank Bldg. GRAND RAPIDS Rockford Jamestown NewYork Washington Chicago Newark 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 recommendations. HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Bank Bidg., Grand Rapids, Mich. Cerra aa spam mH Er wai er’s men met the Southern at a Northern summer resort and had August 17, 1921 Some Personal Recoilections of Civil] War Days. Grandville, Aug. 16—Fifty-eight years ago this month the 10th Mich- igan Cavalry rendezvoued at Grand Kapids, under the command, I be- lieve, of Colonel Foote. John H. Standish, of Newaygo, captained Company A, which was composed principally of Muskegon river boys. 1 speak advisedly when I refer to them as “boys,” since the larger part of the company—and of the regiment for that matter—was composed of youths under 20. The great army of the North which crushed the most ‘gigantic rebellion the world had ever known, was composed largely of boys. I was personally cognizant of many lads around 15 to 17 who en- sted in the Tenth Cavalry, the regi- ment being wholly composed -of volunteers. The regiment, if my memory serves me right, aiter training from August to December, embarked for the front in the ‘latter month, leaving a cold and cheerless winter behind, to set up their standards against treason and rebellion in the Sunny South. Of the four young boys who en- listed from our small river town, two left their bones in Southern soil. One of the two who returned in the au- tumn of 1865 is still living, the other I have no knowledge of at the present writing. There is no gainsaying the fact that those backwoods boys made excellent soldiers, as the record of many hotly contested fields in Ten- nessee and Georgia testify. A corporal with eight Tenth Caval- ty boys guarded a stream on one occasion and prevented the crossing of General Wheeler’s rebel brigade of 3,000 men for several hours, emp- tying many a saddle before a crossing was finally effected. The bluejackets were armed with Spencer carbines, and being secreted in the bushes lin- ing the bank of the stream, easily misled the enemy as to their num- ber. By fording the river some dis- tance below, the enemy managed to gain the rear of the Michigan boys, effecting the capture of all but one. One may readily imagine the sur- prise of the rebel general when in- formed of the facts. After stripping the prisoners of coats and footwear they permitted the corporal’s guard of Yankee boys to‘return to their camp on parole until exchanged. Years after the close of the Civil War one of those captured by Wheel- general a very pleasant visit with the re- doubtable Confederate raider. To show the pep and determination of the lads who composed the armies of the Union 1 will mention one boy, the son of a Baptist minister, who was at work in a shingle mill when the call for troops came. He at once asked his parents for leave to enlist. This was given and the boy, scarce- ly 15, made his way to the town where the regiment was being recruited and signed his name to the enlistment roll. The regiment, the 8th Michigan Infantry, was one of the first of the State’s quota to answer the call of the President. Letters from the sol- dier boys were anxiously looked for in those days. The 8th Infantry sail- ed with one of the expeditions for the Southern coast and brought up at Port Royal, North Carolina, Here, in an assault on a rebel fort, our boy recruit received a bullet from the rifle of a sharpshooter. After walking half a mile he fell and his name was later listed among the mor- tally wounded. The residents of the backwoods village never expected to look on the lad’s face again. Some- time later, however, his parents re- ceived letters informing them that their son was convalescing in a Southern hospital, The boy lived to come home and re-entered the mill he had quitted many months before to enter the MICHIGAN TRADESMAN service of his country. Later the 10th Cavalry was called into being and the boy who had passed through so many adventures, whose body had been perforated by an enemy bullet while serving in the 8th Infantry, re- enlisted in this cavalry regiment and went South with three boy friends to serve until the end of the war. He came home again and was for a long time a respected citizen of Newaygo county. Such patriotism and grit is worthy of commendation, yet nobody thought the lad had any unusual aptitude for performing stunts that go to make the hero. Our army of the North was nade up of just such boys as this who cheerfully laid down their lives that the Nation might live. Vhe 8th Infantry in which our fif- teen year old boy won his laurels, had for one of its officers the late Major Watson, banker and business man of the Valley City. While we honor the boys in khaki who crossed the wide ocean to lick the hun, we still have fond memories of those other lads who stemmed the tide of Southern aggression and sav- ed us as a Nation for future genera- tions of Americans to inhabit and enjoy. Old Timer. —__s2a_____—_ Ancther Cheap Grocery Scheme Goes Broke. The Servu Corporation whose pro- moters are under indictment for rob- bing the U. S. mails, has gone into a receiver’s hands. It is stated by law- yers that its assets cannot possibly meet its liabilities. It is believed $100,- 000 is lost by the “investors.” The Servu Stores Corporation was a stock promotion for the ostensible object of buying a fleet of motor trucks, equip- ped as retail grocery stores. The idea trucks would travel the streets of Indianapolis, selling foodstuffs direct to the housewives. Green groceries were to be bought from the nearby farmers, while pack- age goods: were to come direct from the mills. The concern claims it had acquired a site for a warehouse in Noblesville and had leased, with op- tion to buy, central headquarters in Indianapolis. Upon investigation, the facts turned out to be there were no trucks bought and no real estate ever conveyed, while the central headquar- ters proved to be nothing but a small store room with a ridiculous quantity of merchandise for so vast an enter- however, was realized by the jobbers before re- ceivership proceedings were launched. The President of the Servu Stores Corporation was G. Browster Brad- ford, said to be an ex-convict. Brad- ford was arrested in Chicago a few weeks ago for alleged mail thefts amounting to $350,000 stolen at a Chi- cago railway station. ——_---. No Doubt of It. “Ten poor families could life on the food one rich wastes.” “Yes, and the clothing one rich wo- man leaves off would keep twenty poor women warm.” +2» The Government has sent out warn- ing that a new counterfeit $20 Federal Reserve note is being circulated. The note bears the check letter A, face plate No. 176. It is said that the was that these This merchandise, prise. support family easiest way to detect it is by the fact that in the portrait of Grover Cleve- land the nose is pointed, instead of being rounded. Builds Future Business By Finding and Training Retailers. The proposition of persuading new people to enter business, and then training them so that they can make good, thus providing a future outlet for goods, is wholly in line with con- structive principles of merchandising in general. An interesting instance is afforded by Butler Brothers, who, ac- cording to a recent. sensational an- nouncement, have adopted a policy of starting men in business and backing them to a point where success would be practically assured, providing the men prove to be of the right type. In point of fact, the only new feat- ure about this policy, is that the gen- advertising to interest potential retailers, is run over the firm’s own name instead of eral newspaper appearing anonymously, as was once Butler Brothers’ efforts along this line are primarily for the starting of variety stores. Formerly the advertisements setting forth the the case. advantages of the variety business, and offering detailed instruction, were run under a blind address. The the- ory was that the firm could not af- ford to advertise openly for new stores, for fear of offending the cus- tomers it already had. But now the advertising is done right in the open. there is a location bureau, possessing first-hand In every Butler house information about favorable openings for new variety stores, available loca- make-up of the community, ete. When a mar responds to the advertising the bu- tions, rental exyense, reau ascertains his preferred location, available capital, experience, etc. Next, the whole proposition of his store is carefully gone over with an expert who usually selects the open- ing stock. Henceforth the new re- tailer can, if he will, become a pro- tege of the Merchants’ Service Bu- put out- 7 reau, from which he can buy his need- ful advertising matter, get complete window Service, and all general counsel that trimming may be neces- sary. If he will work along with the house, strictly according to its sys- There are plenty of cases where men start- $500 tem, he can usually win out. ing with have worked stores with $1,500 capital up to good sized stock. All this seems not only complicat- ed, but paternalistic. Yet it is really sensible business, and conducted with little effort. Like all things human, however, the plan has surprisingly its weak points. It is asking a good deal of a preacher, a school teacher, a farmer or a blacksmith to start a strange business and make good at it. “Keeping store” is a mystery to most folks, and remains a mystery even after they have enlisted in the ranks of storekeepers. But in the main, the idea works well and has a fair proportion of successes to back it up. Ghee. There is nothing new under the sun and yet we are constantly redis- covering new adaptations and new methods for using things that are al- ready well known. For centuries in India the Hindus have preserved milk fat by heating butter and skimming off the froth and straining out the sedi- ment and pouring the clear yellow oil into pots which they bury in the yellow milk fat has remained buried for hundreds The natives think its flavor with the native families is estimated by the amount of milk fat earth. Sometimes this of years. improves age. The wealth of stored in the It is offered to idols. Idols are washed in it. It is in common ground. throughout India at butter. The Hindu name for this preserved milk everyday use every meal as we use fat 1s Ghee. wheat prices. But— flour. Mark your orders GRAND RAPIDS “lf you must gamble, don’t gamble on quality”’ No man or group of men have found the secret of determining the precise movements 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. JUDSON GROCER CO. Wholesale Distributor MICHIGAN NETHERLANDS OF TO-DAY. The economic and industrial con- dition of Holland is closely related to the state of its trade, and it, in turn, is bound up with the commer- cial, financial and industrial position of Germany and Central Europe. Be- fore the war the Netherlands import- ed raw materials, exported valuable manufactured products and carried on a heavy through trade to and from the central European countries. Dur- ing the war her trans-shipment trade stopped entirely, while her exports and imports became greatly reduced. She was forced to develop her own industries to an unprecedented de- gree, especially in the metal and tex- tile trades. When the war ended and the ready markets of Germany and Austria were about to be opened up, goods of all sorts were imported into Holland with a view to sending them on as soon as possible. The German mark was at this time comparatively high, but when the moment of buy- ing came it fell in value, once to as low as one cent American gold, and a great congestion of goods in Rot- . terdam and Amsterdam resulted. While Germany has remained un- able to buy to any large extent, she has succeeded in greatly improving her economic position during the last twelve months. is now keenly felt in Holland, and it has affected the manufacture and sale of Dutch goods even in the country itself. An effort was made at one time to place a duty on manufactured goods of the sort exported by Ger- many, but the attempt failed. Hol- land has been unable to meet this competition because prices and wages are abnormally high in comparison with those in all the neighboring countries. And while wages have re- mained high output has decreased, partly owing to a new 45 hour week law effective last October. depression has been widespread and unemployment, especially in the tex- tile tradés, diamond cutting and fish- eries has grown alarmingly. In some cases 75 per cent. of the workers are unemployed. The effect of wages has been no- ticed in the export and shipping busi- ness, particularly in the high cost of trans-shipment and storage. Were it not that the port of Rotterdam, for example, is so well equipped for the handling of grain, coal and bulk cargo generally, so that the labor ele- ment in handling costs is compara- tively small, it could not hold its own in such lines. German competition 3usiness The Dutch mercantile marine is on the increase, and last year Holland ranked third among the countries of the world in ship building. In ship repairing and certain other lines Ger- many can do work for less, and much repair work which would ordinarily come to Rotterdam is now going to Hamburg. The great outstanding feature of the entire last year’s trade has been exchange, particularly the compara- tive depreciation of the guilder. It had been about normal early in 1920, but began to decline in June. With this depreciation came a decline in _ activity at MICHIGAN TRADESMAN imports, from the United States in particular, and a certain stimulation in exports. Butter, cheese and con- densed milk, for example, not usually sent to America, were then exported. In spite of the depreciation of the guilder 1920 was the greatest year Dutch trade has ever known. The total imports were valued at $1,116,- 154,298 and the exports at $599,166,- 623, these figures not including the transit trade. All in all, the present situation is hopeful. There is every reason to anticipate that the present embarrassments from German com- petition on the one side and German inability to pay on the other are tem- porary only. Holland is so much better off than most of its competi- tors that the future can be faced with equanimity, if not with entire satis- faction. WOOL AND WOOLENS. Perhaps the most notable circum- stance attending the foreign auction sales of wool during the past week was the speculative buying by Ameri- cans in Australia. Prices, everything considered, are about holding their own, but the menace of the large stocks available acts as a pall on transactions. There seems to be no doubt, taking into account the call from various European countries, that the next half year will witness an increased use of the com- modity. Consumption in this country continues large as appears from the the mills. These, from present indications, will hardly be re- leased from work on Fall goods be- fore they will be fully as active on those designed for next Spring. A pointer in this respect was afforded by the announcements from the Ameri- can Woolen Company. At the begin- ning of the week that concern opened up the remainder of its Spring lines. The prices showed no variation from previous ones, but the demand was sufficiently brisk to enable the com- pany to announce that some lines were sold up. Clothing manufacturers re- port quite fair orders and are pretty well satisfied with the outlook for Fall. They look for re-orders once goods begin moving over the re- tail counters. Openings for Summer clothing will probably be had about Sept. 15. In women’s wear there is also a fair amount of activity, although not yet as great as hoped for or as is expected a little later on. for wool The place to begin is with the gen- eral appearance of your store. Some merchants make their window dis- plays so attractive, timely and appeal- ing that they are the talk of all who pass along the street. This is person- ality. Nothing is more important than the attitude of the person behind the counter. The manager of one store that has taught its clerks to smile de- clares that these smiles have increased the business of the store by millions of dollars, Personality of goods is also important. Nothing makes up for a lack of honest, downright quality. “Honest Values” is a better slogan than “Slashed Prices.” The successful man is the one who does a little better than was expected of him. TEACHING TO KEEP WELL. An amazing record of worldwide activity in constructive health work is presented in the annual review of the Rockefeller Foundation published last week. An organization that aids half a dozen medical schools in Canada, gives money to a medical training center in London, appro- priates a million francs for a Belgian research institute, supports a medical school and thirty-one hospitals in China, contributes to the teaching of hygiene in Sao Paulo, Brazil, and finds a million dollars in its treasury to feed starving children in Europe is international to an extent attempt- ed by few other agencies. Nor does this by any means ex- haust the list of the Foundation’s achievements. During the year it prosecuted hookworm work in ten Southern states and in eighteen for- eign countries, aided Government agencies in the control of malaria in ten states in the South, carried on a successful campaign against yellow fever in South and Central America and in West Africa, and helped ma- terially to expand temporary health campaigns into more general health organizations in countries, states, and nations. Not the least of the activ- ities of the Foundation had to do with the training of future health workers in this country and abroad. The Foundation suprorted the School of Hygiene and Public Health at Johns Hopkins University, thereby aiding to build up the supply of train- ed health officers; provided fellow- ships in public health and medical education for ninety-three individuals representing thirteen different coun- tries, and brought to this country commissions of medical teachers and hygienists from England, Belgium, and Czechoslovakia. No better evidence of the shift of emphasis from cure to prevention in the treatment of disease can be found anywhere than in this report of the Rockefeller Foundation. The new attitude is shown to be affecting both the training of the physician and the education of the community. Presi- dent George E. Vincent points out that in the altered attitude towards medical service there is special need for realization of the responsibility of the individual in health control. He estimates that public health authori- ties can at best control wholly or in part 20 per cent. of the disease by which people are crippled or killed. The remaining 80 per cent. is largely beyond community control. Hence it is not enough that the ideal of pre- vention shall become, as Dr. Vincent puts it, an accepted Governmental policy; it must become a guiding prin- ciple in individual lives. Will the doctor disappear under the new regime of prevention and constructive health care? By no means. ‘He will be a different kind of doctor, however, with a “changed but no less indispensable task’—that of keeping the individual and the com- munity well and establishing the habits that make for healthful living. The Rockefeller Foundation has al- ready demonstrated its remarkable August 17, 1921 capacity for pioneering service in this field, and there is every evidence that the leaders of modern medicine are enthusiastically behind it in its work. COTTON AND COTTON GOODS. In the main, cotton has shown great strength lately, and last week rather emphasized this with some sharp ad- vances. In justification are urged the shortness of the crop and the larger exports as well as the increased tak- ings by spinners. Another aid is the help given and projected toward financing the holding and exports of cotton. The War Finance Corpora- tion alone has approved advances of $16,360,000 and has under negotiation $15,225,000 more. The better outlook for the disposal of fabrics is another element helping along the quotations on the raw material. Foreign trade in cotton has taken quite a spurt in the last month or so, and demand con- tinues from the Far East as well as the Levant and South America. Old accumulations in the countries men- tioned have been, or are gradually being, disposed of, making way for new goods. It is noteworthy, also, that sales of American cottons are making their way as against British and Japanese competition. There is also a distinctly better tone to the sales of cottons in the domestic market. This is reflected in the steady demand for fabrics in the gray, which have been advancing in value and also in that for a number of lines of finished goods. Noteworthy during the week, in connection with this matter, was the increase of half a cent a yard in Fruit of the Loom muslins. Fine yarn goods are also receiving more attention. In knit goods, the balbriggan and bathing suit openings during the week showed somewhat lower prices for Spring offerings. More orders, although re- stricted in quantity, are reported for Fall underwear. An Atlanta merchant recently start- ed an “Idea Club” in his store. Every employe is expected to submit a num- ber of ideas to the monthly contest, and these are turned over to the head of the firm in written form. The most practical ‘are selected and submitted to the employes for final judgment. Prizes are awarded the five winners, and in addition, the merchant uses any others that seem good and pays their authors. The employes are enthus- iastic over the plan. Out of 38 ideas submitted in one month 18 were good enough to be put before the employes. To provide some incentive to his customers to walk to the rear of the store, a jeweler has placed his repair department to the rear. Customers bringing watches for repair—the store is the authorized watch inspector for the railroads—cannot help but notice some of the articles on display. Cus- tomers stop at the counters and make purchases they had not intended to make. Sales have grown since the change was made. Although there was a heavy yield of logan berries on the Pacific coast, prices have advanced from 29 to 33c per pound. It is said that the de- mand has been unexpectedly heavy and has exceeded the probable out- put. August 17, 1921 MICHIGAN TRADESMAN © tt Has Never Failed Tests without number have proved that RED CROWN The High Grade Gasoline Gives greater mileage than its rivals. Red Crown has a full measure of power in every drop; it is a true effi- ciency motor fuel; starts easily— picks up quickly. To insure oper- ating economy, adopt Red Crown as your standard fuel, stick to it and you will get the utmost of service from your engine. Red Crown is uniform in quality and it may be bought everywhere. STANDARD OIL COMPANY (INDIANA) CHICAGO U.S. A. UUTTUOOEE EAL HEREROELEHTEE : =I] 4% svOUAUAUUNUAAUAUNAUAAUDUAUUAULAUCGLUUALGHUU ULIOASULGUUGUNCGOUAUAUGGRAUVNGOTEUAUEAUEDAEARE UCU iz ir 10 MICHIGAN TRADESMAN Bes ay ‘ KS A) K RA (A ALLE AIIM I) —— io) CHS i Oe Michigan Retall Shoe Dealers’ Associa- tio n. President—J. E. Wilson, Detroit. Vice-Presidents —- Harry Woodworth, Lansing; James H. Fox, Grand Rapids: Charles Webber, Kalamazoo; A. E. Kel- ‘ogg. Traverse City. GSecretary-Treasurer—C. J. Paige, Sag- inaw. Pushing White Shoes During August. Merchants should not let up in their white shoe publicity as the seas- on advances. Although a goodly sale was made in the spring, the white shoe is more perishable than its dark- er brother, and many a man and woman taking a vacation in August or September is confronted with the necessity of having to furchase new summer shoes for the prospective visit. One of the best examples of sport shoe publicity seen recently was that of Elder-Johnson Co., Dayton, Ohio. The large window was floored with a green grass rug and draped with ten- nis nets, caught up with racquets to which tennis balls were fastened. At one side was a feminine model in sport suit of black and white, with fancy sport shoes of black and white holding a tennis racquet. The walls were of gray and two French win- dows hung with white lace had over- drapes of black velvet. Displayed on stands were sport shoes of white, or black, green and_ white Over several of the stands draped silken hose of black or white. The newsparer ad- vertisement used to cail attention to this sale of white shoes was as catchy as the window itself. It showed a girl all in white standing on the pier several canoes racing through the waters. The advertise- ment was captioned: in brown, combination. were waving at White For Summer. What makes the girl so much more attractive in her summer costume? It’s the dazzling white shoes and They are in perfect accord with the summer season, for white partakes of the very spirit of sum- mertime—beautiful, cooling, restful to the eye. White shoes for all occasions, bou- doir, sport or dress. Inspect our line before starting on your summer va- cation. gowns. A delightful summery effect was gained by Petot, Columbus, Ohio, through the use of a canvas drop in the rear. The window was fitted up as the room of a bungalow, through whose small latticed windows glimp- ses were caught of the river and for- est—the impression being given of a summer cottage in the wilderness— just the place for the wearing of sport shoes. The woodwork was white, with border of black, and in the cen- ter of each panel an artistic “P” in black. A black and white striyed rug covered the floor, and in the fore- ground was a small table on which in striking contrast to the uniform color scheme of black and white was a boudoir lamp with shade of cherry silk. Here, too, reposed a pair of suede pumps. On little pedestals, covered with white were displayed a number of shoes and oxfords, if white or two tone effect, mostly of the sport variety. was called to the laces for these shoes, a special advertisement relating their strenuous demands summer time. fitness for the made upon them in There was pictured a bunch of laces, and a young woman in golf costume, beneath the figure being: Fore! Swish—and the little white globe sails away over the bunker! The golf enthusiast uses her shoes —gives them hard work and plenty of it. Every energetic twist and turn is a strain. But were the shoe with- out a lace, how much _ resistance would there be So after all it’s the lact that must bear the brunt—take the constant, straining usage. Our laces. stay tied, never look shabby, and for golf shoes we ree- ommend a flat lace, % inch in width. Three windows, similar in construc- tion, brilliantly illuminated and sim- ple in detail set forth the merits of the Queen Quality shoes in Toledo, Ohio. The background was com- posed of ; anels of gray bristol board, with a large oval of deep yellow in the center. Against this was set a green lattice with little brackets, on which were placed a number of white pumps and oxfords. Stands at either side held white silk hose and white shoes, while on billows of green vel- vet spread over the floor were sport oxfords both in the white and twe tone effects. All of these shoes were included in the month end specials, and sold for a uniform price of $5.50. ———__.».—>——————_ Men Continue To Shop Around. New York, Aug 15—-The man who covers the retail shoe markets { retty thoroughly before he buys will event- ually make a choice that does not ex- ceed $7 or $8, it is stated in several quarters where enquiry has been made. meet this back-fire it is asserted ard it} many stores where the men on the floor have not been posted on contemporary activity sales have been lost. It is not unusual for people to ex- aggerate in offerings made in the re- tail market in order to barter with the merchavt. Men with the instinct of their kind, say that they can get August 17, 1921 the same shoe for $6 that a competi- tive merchant asks $8 for. —_—_22-—>—__—_ The hillside cemeteriés are full of old ladies who died hunting for bar- gains and trying to get something for nothing. Did you receive our latest price fist for polishes, laces, and leather? If not, we will mail you one upon re- aquest: SCHWARTZBERG & GLASER LEATHER CO. 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 Seas BRANDAU SHOE CO., Detroit, Mich. GRAND RAPIDS All sizes and styles constantly on hand. Thete’s real satisfaction in being able to replenish your shoe stock quickly. The immensely popular MORE MILEAGE SHOES are manvufactured in Michigan, so your orders can be filled promptly. Dealers appreciate our excellent service. HIRTH-KRAUSE Tanners—Manufacturers of the MORE MILEAGE SHOE MICHIGAN to trade some more. 11-13-15 Commerce Ave. customer —wants real value. Your Average Customer— A Thrifty, Sensible Citizen HERE are some who always want the faddiest extremes, and some who always want the cheapest, but the average man—your bread and butter For 25 years we have been making shoes for Mr. Average American—we cater to no other class. Our shoes are not extremes — they are good looking, long wearing, full value shoes. They are profitable for the dealer, and satisfactory to the wearer. When your customer goes out with a pair of Herold-Bertsch shoes under his arm, you know he’ll speak well of your store, and come back Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. ih ees “ay 1 q August 17, 1921 MICHIGAN TRADESMAN A New Deal and a New Season. Bad habits are easy to acquire whether they be personal or business habits, and they are cumulative. Just one little trait of slothfulness grad- ually leads to others until the whole moral structure falls. So it is with good habits. Just as bad habits are directly traceable to lack of will power, and giving way to them lessens the power of will, just so does the forming of a good business habit strengthen the will and make it easier to go on accumulating other good business habits until the result is an individual who possesses poise, courage, quick decision, action and an executive spirit. One does not go far in mingling with men before he recognizes that there are two kinds of business to- day, and that two kinds of business men are responsible for this condi- tion. There is the business that is limping along or going behind, but it is remarkable how often one hears of businesses that are showing increases of 10 per cent., 25 per cent. and even 35 per cent. Just now we are aprroaching the end of the summer season, and Sep- tember Ist, only two weeks away, will mark the beginning of a new deal and a new season. It is well to take stock of one’s self, and reviewing the efforts of the past six months, gird ourselves for a fresh start with the new season. The best authorities agree that dur- ing the depression general business has been about 85 per cent. normal, but some businesses are fully normal, some exceeded past records, while others have been way under the 85 per cent. average. The available sta- tistical data shows the retail shoe trade has held its own with the 85 per cent. total business, the children’s being fully normal, both retail and manufacturing, the women’s just about 75 per cent. to 80 per cent. with the men’s much below the aver- age, but gaining slowly the last few months. The retail selling of pairs has ex- ceeded the making in pairs, indicating a healthy condition for the rest of the year in the producing end, as many millions of dollars in shoes have been liquidated at retail in ex- cess of goods manufactured. Business has undoubtedly turned the corner from the lowest point of defression, and a slow but steady improvement will be noted from now on. There is an apparent willingness on the part of the public to respond more freely in buying goods at re- tail, and this very factor has started the circle which means more indus: trial employment soon, and then the wages received will, in turn, roll into the retail stores. Shoes have not dropped as low in price as many consumers would like to have had them, but they are priced on a keen competitive basis and can- not go lower to any appreciable ex- tent, further declines being certain to be gradual. The average merchant should take advantage of better industrial condi- tions and plan to get his share of increased business. Authorities agree, and most shoemen by this time know that better business does not mean anything like the sales of 1917 to 1920, but normal does mean some- thing better than the trading of 1910 to 1914. Courage, decision and aggressive- ness are the order of the day. Shoe merchants must realize that it is cheaper in the long run to do busi- ness through aggressive means than to lose more money through lack of sales to cover expense. The first good habit to form is to determine that from day to day right thinking must be applied to the prob- lem of selling more shoes. We believe that during the depres- sion too many merchants, and even manufacturers, have shown a disposi- tion to accept the inevitable, and to lie back and wait for something to happen. It is a good axiom that the time to advertise the most is when business is slack; but shoemen have been human enough to yield to the pressure to cut ex, enses to meet de- creased sales, and as most of their expenses are fixed, advertising being one of the few flexible items, it has been cut to the detriment of individ- ual dealers and the trade at large. It must be apparent that free ad- vertising in the daily press lends an air of “hustle” to any trade, that it must stimulate desire to buy, and that buying is the only solution to better business. So we urge readers to form the habit of thinking that spending 5 cents in the newspapers to get a dollar’s worth of trade is good busi- ness and a profitable investment. These are times when the aggres- sive merchant is the one who wins. His chances are two-fold. There will be plenty of the slothful, who lack the “intelligence to see the truth, who lack the initiative to even start any- thing;” and the aggressive man will shine by comparison. Again, effort begets effort, and more effort will be easier once the start is made. The public is quick to note the live merchants in the town. Clean up the store, refurnish the windows, advertise freely, and cash in on improved conditions, getting your 100 per cent. of normal trade—Shoe Retailer. ——_~+~-<-___ What He Wanted. The public expects and gets ser- vice. Once in a _ while, however, somebody comes along who wants a little too much. This was the case recently when a Valdosta, Ga., shoe firm received the following letter in the correspondence addressed to its mail order department: Dear Sir: I want a pair of two pound, number eight shoes of some kind of good soft leather, neat soft vamp work shoe and scft leather soles and toe; medium round toe, not too broad a toe nor too narrow, a single sole, not too thick nor too thin. I don’t want them any heavier than two pounds and pay any more than $2 or $2.75 a pair. Let me know if you have got them or if you can get them for me. Find enclosed postage for reply. A postscript added that the writer would pay all postage if he could get the shoes, 11 Important Announcement OU, perhaps, are facing the same perplexing difficulties that are at the present time confronting every merchant in the country—the problem of obtaining quality merchandise at 1914 prices. Here is your opportunity to more than satisfy the appetite of the ever-hungry buying public at prices which will astonish even the most conservative. Just glance at the announcement contained herein and be convinced. We Are Closing Out Our Jobbing Department Four hundred thousand dollars worth of Men's, Women’s and Children’s Shoes to be disposed of within the next sixty days. A collosal task? Yes, but when you see the prices and note the quality of merchandise, you will feel as we do— Money not only talks, but it positively shouts. In justice to our legion of customers, and countless good friends, some of whom have been on our books since 1864, we believe we owe an explanation as to our reason for closing out our Jobbing Department. The general public is well aware of the fact that our Mr. Howard F. Johnson has developed a chrome sole, known as “Longwear,’’ which will practically revolutionize the shoe industry. This sole is being used exclusively on the “‘Long- wear’ shoe for boys, and so great has been the demand for this shoe that we must have every inch of space in our factory to take care of the orders which we have received. In the future, therefore, our entire efforts will be confined to the manufacture and sale of the “‘Longwear™” shoes with ‘‘Long- wear’ chrome water-proof soles, and we must dispose of our immense jobbing stock without delay. On Monday Morning, August 15, at 8 A. M. we started the machinery in motion, and will stop only when every pair of jobbing shoes on hand is disposed of. This includes everything. Our own make, Men's, Women’s, Grow- ing Girls’, Child’s and Infants’ footwear; in fact everything pertaining to the jobbing line. We Have Withdrawn Our Salesmen From the Road and will have them on the floor every day in order to expedite the task of handling the immense throng which is bound to tax our salesrooms to capacity. All lots and prices quoted herein are subject to prior sale. First come, first served. If you cannot be here, wire us or mail your order immediately. RINDGE, KALMBACH, LOGIE CO. 10 to 22 Ionia Ave., N. W. GRAND RAPIDS, MICHIGAN 12 MICHIGAN TRADESMAN August 17, 1921 = = 2 a 7 = 3 ae ee 2 fs |:.F IN ANCIAL : What We Can Do As Your Agent RE, Seem aii =a mn Z 7 a Collect income from all sources and deposit, remit SJ . a] . 7 or invest as directed. pi © 7 ss f WD < Keep safely stocks and bonds and sell, if directed— 28; — j the proceeds to be deposited, remitted or re-invested. Turning Point of Business Depression Anticipated in November. [Last January, Mr. Arthur S. Dew- ing, now in the Department of Econ- omics of Harvard University, and the author of the ensuing article, wrote a forecast of the trend of business dur- ing the year. In the course of the last six months many events have transpired which bear directly upon this forecast, so that it is possible to look forward to the remaining six months of the year with greater un- derstanding and certainty than was possible at the beginning of the year.] There is one outstanding fact. The depression has not ceased. And there are many indications that it has not reached the bottom. The exact bot- tom point of the so-called business cycle—the alternation from boom to depression—is difficult to determine, and if determined by any elaborate system of statistics would not be ac- cepted unreservedly by everyone. This is because the business cycle is a re- sultant of several movements, closely connected but not synchronous. Dur- ing the down swing of the pendulum, prices—particularly wholesale prices —fall first. This reduces and often eliminates altogether the expected profits to the manufacturer and dis- tributor of goods. Consequettly a reduction of profits is the first and immediate effect of the reversion from the up swing to the down swing; and if this reversion occurs suddenly—as was the case a year ago—the drop in profits may prove to be pernicious and overwhelming. And, in general, the transition from rising to falling prices is more sudden and rapid than the transition from falling to rising prices. Empirical records of every business cycle since that initiated by the panic of 1837 show this to be true. Follow- ing immediately in the wake of fall- ing prices and lessened profits there will be a cessation of business activ- ities resulting immediately in unem- ployment and falling wages. Then fol- lows a decline in interest rates owing to the accumulation of savings and the reluctance of business men to assume the risks of definite commitments: dur- ing a period of falling prices. Lastly —and often months behind—comes a fall in the rents on land, reflecting it- self to some extent in the rents on ordinary business and_ residential properties. The important thing to note is that the downward swing of prices, profits, wages, interest, and rent is not syn- chronous. The prices on all com- modities may have fallen to the bottom and already begun to move upward in the next swing before the last of the factors, rents, show any appreci- able decline. This being the case, the real problem of the determination of the bottom of the general swing of the Manage real estate, collect rents, pay taxes, make pendulum is the relative weight one repairs, gives to one or another of the subor- Pay from funds as designated, life, fire, or burglary dinate swings——prices, profits, wages, insurance premiums; dues, taxes or other debts. interest, or rent. A manufacturer of : : : ' oO rm : a basic commodity, for illustration, Prepare and file Income Tax returns and pay tax may have taken his losses, passed Carry out existing contracts until fully discharged. through a period of idleness, and have Use power of Attorney, when given, for protection of begun to note signs of awakening de- business or personal interests. mand for his product while general Act as Executor and Trustee under Will in case of wages are still falling, before interest preone rates have reached the bottom, and before much of any decline in rents is One or more of the above services ate available, if noticeable. Such a manufacturer, see- all are not required. Complete detailed record kept and ing only his own narrow world, would statement rendered regularly. The charge is small— conclude that the upward swing of the based upon the extent of service desired. pendulum had already begun. The Full information given upon request. problem is, therefore, a problem of perspective. Interest rates do not ordinarily fall 1 ' as rapidly as prices or profits, nor as [RAND Rapios [RUST [‘OMPANY slowly as rent, and owing to the m mobility of free capital, there is a GRAND RAPIDS MICH clearer and more exact objective i criterion of interest rates in general OTTAWA AT FOUNTAIN BOTH PHONES 4391 than there is of profits in general or wages or rents in general. For these reasons we could ordinarly observe the course of the whole business cycle more accurately by a study of interest rates than by a study of any other single index. But under the present INSURANCE IN FORCE $85,000,000.00 situation the enormous accumulation of gold in the banking reserves of this country and the unlimitable and ap- parently ceaseless demand for credit from abroad introduces conflicting elements which disturb that normal WILLIAM A. WATTS adjustment of interest rate which President should accord with the phases of the business cycle. We are prevented, therefore, in feeling the same confi- dence in our observations of the course of interest rates that we would MERCHANTS lirn INSURANCE GomPAaAry RANSOM E. OLDS Chairman of Board feel wer? European economic condi- ticns 1.0! as riotous as they are. And we are forced back upon a kind of : coe : Be balinve aimone all Uhe other iactore a Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Michigan we are to decide upon the point of GREEN & MORRISON —Michigan Sta‘e Agents time at which the cycle turns. i Kent State Bank| | CADILLAC GRAND RAPIDS Malin Office Ottawa Ave. or | hee | | STATE BANK Capital - - - $600,000] | CADILLAC, MICH. 44,000 Surplus and Profit - $850,000 : ae Satisfied Customers eee Capital Ste slie Gases $ 100,000.00 know that we jae Surplus arama eiseie (© 100,000.00 specialize in 13 Million Dollars Deposits (over). . 2,000,000.00 accomodation | and service. ar Per Cent. We pay 4% on savings BRANCH OFFICES Madison Square and Hall Street West Leonard and Alpine Avenue Do Your Banking by Mall Monroe Avenue, near Michigan cot ee ene ealthy Street an ake Drive Grandville Avenue and B Street The Home for Savings RESERVE FOR STATE BANKS Paid on Certificates of Deposit The directors who control the affairs of this bank represent much of the strong and suc- cessful business of Northern Michigan. Grandville Avenue and Cordelia Street Bridge, Lexington and Stocking oe a re ——'! Rane ae Be August 17, 1921 If we should, somewhat arbitrarily perhaps, define the bottom of the business cycle as the point at which prices of wholesale commodities begin to show signs of improvement, we would approximate what the ordinary business man would mean by the turn- ing point of a depression. And such a definition is thoroughly reasonable and fully in accord with theoretical considerations. After such a point, wages may be expected to fall further, interest rates on commercial paper would probably reach somewhat low- er levels and remain stagnant for some time, and stock market values would remain in the doldrums for a consider- able period. In general, the outlook, judged from popular signs of unem- ployment, business inertia, and prevail- ing pessimism would be black indeed -—the utter blackness that precedes the morn. In the forecast prepared for the Corn Exchange last January, the gen- eral and continued fall in the prices of commodities was stressed, and special emphasis was laid on the prob- able continued decline in retail prices throughout the year and even longer. It was suggested that call money rates would continue to fall, reaching six per cent. before July and four per cent. by the beginning of winter. From these and other indications it was intimated that the turning point of the cycle could be expected about next November. Not that the coming winter would afford much of any hope to deadened business, but merely that a statistician, months, perhaps years afterwards, might find that the re- sultant of his various curves reached the lowest point about this time. It seemed best, therefore, before dis- cussing the probable course of the business cycle during the next six months, to define with some care, as I have attempted to do in the open- ing paragraphs of this study, exactly what is meant by the turning or low- est point of the cycle. From a fairly close observation of the course of things since this fore- cast was written last January, there would seem to be little that would tend to modify the rough outlines. From observation of both wholesale and retail prices and the inter-relation between the two, from the movement of interest rates on call money and commercial paper, from the slow but nevertheless certain readjustment of wages to lower levels and all the con- comitant signs, it would seem to the present writer that little has actually occurred which might modify the guess, made last January, that the bottom or turning point of the depres- sion would be reached and passed some time about November. On the contrary, the general course of events economic would seem to strengthen our confidence in the approximate ac- curacy of this prediction. And if this forecast is approximately correct, it will be seen that the out- look for “general business” during the next six months is anything but bright. There is a considerable often protracted period of business inertia, either side of the bottom of the cycle. Although perhaps manufacturers may, by the autumn, see a noticeable in- crease in orders, these will be based MICHIGAN TRADESMAN 13 on low, highly competitive prices. Re- tail prices, in the rough averages, are bound to fall. And particularly is this true of the prices of commodities here- tofore held up by manufacturers and distributors possessing large financial resources. This last point illustrates the kind of impediments and brakes business men. are themselves imposing on a quick recovery of business. White lead and iron pipe, fabricated steel, textile machinery, and many other products could be used as examples. White lead is characteristic of the group and the conditions in this mar- ket may be used to illustrate one of the important causes now prolonging the business depression. The current price to the consumer of white lead is approximately 13 cents, and earlier in the spring the National Lead Com- pany guaranteed its prices to distribu- tors on the basis of 12 cents to the consumer. During this time metallic lead is quoted at 434 cents—the low price being due to large importations from Europe. There is a differential cost for corrosion of not more than 2 cents, consequently a normal price for white lead on the basis of the current market for metallic would be 7 cents. In justification for their price, the manufacturers contend that it requires a long time to corrode lead, and that the metallic raw material cost them “war prices,” on the basis of which they must realize 12 cents. _ But the point of view of their cost account- ants has suffered a radical change. During the period of rising prices of metallic lead it was the replacement cost of the raw material that deter- mined the corroders price; now in a falling market for metallic lead it is the original cost. Nothing in this ac- count is intended to insinuate that the corroders are getting the most from the public by whatever argument suits LILLE LLL LLL LLL LLL LLL LLL IMPORTERS AND EXPORTERS 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 N N N N N N N N N N KZZALLLLMLMAMLLLLLALLMLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLahLLLaaaAaaAAAAAAAaAaaaA22QQQQQQQQQQQQQ_ KLAN Fenton Davis & Bovle MICHIGAN TRUST BUILDING Chicago GRAND RAPIDS First National Bank Bldg. Telephones 1 use Detroit Congress Building Grand Rapids Merchants Mutual Fire Insurance Company Economical Management Careful Underwriting, Selected Risks Affiliated with the Michigan Retail Dry Goods Association, OFFICE 320 HOUSEMAN BLDG. GRAND RAPIDS, MICH. That Tax Money! Many firms have encountered extreme diffi- culty in getting enough cash together for the payment of Federal Taxes when due. It will be the part of wisdom for them now to arrange their work through the year so as to take care of tax needs in advance. Our experienced Tax Accountants are able to advise confidentially on these and other im- portant measures relating to earnings, your true financial condition, etc. Call our Public Accounting Department in con- nection with your accounting and Federal Tax problems. “Oldest Trust Company in Michigan’”’ THE MICHIGAN TRUST COMPANY Grand Rapids, Michigan Grand Rapids National City Bank CITY TRUST & SAVINGS BANK ASSOCIATED The convenient banks for out of town people. Located at the very centers of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of bank- ing, our institutions must be the ultimate choice of out of town bankers and individuals. Combined Capital and Surplus __________ $ 1,724,300.00 Combined Total Deposits ________________ 10,168,700.00 Combined Total Resources ______________ 13,157,100.00 GRAND RAPIDS NATIONAL CITY BANK CriIFyY FTRUST &€ SAVINGS BANE ASSOCIATED 14 MICHIGAN TRADESMAN August 17, 1921 their purposes; but it is implied that the consumers will postpone painting Meanwhile the corrod- ers lament the business depression. Sooner or later unless the gentlemen’s their houses. agreement among the manufacturers is extended to the smaller producers who are buying raw material at the present quotation, the price will fall precipitously under competition. But meanwhile the corroders, by reason of their financial strength and close or- ganization, will have done their ut- most to prolong the depression and postpone the time of business recov- ery. A great variety of other commodi- ties, the prices of which have been “pegged” could have been used as illustrations, and they would all in- dicate the great difficulty in re-estab- lishing business activity. But, in the opinion of the writer of this forecast, there will have been enough readjust- ing of prices on basal commodities, enough competitive reduction in prices of semi-fabricated commodities, and finally enough liquidation on the part of retail merchants to stimulate a con- siderable amount of fall buying at greatly reduced prices. 3ut this slight increase of activity among certain producers will have only a slight effect on the labor mar- ket, compared with the general slow- ing down and relative stagnation of business in general. Labor now living on its accumulated savings from war wages will be forced back into indus- try at competitive and reduced wages. Labor unions may initiate strikes, but they will only create waste, in- dolence and suffering. The fact is, that the simple economic law of the competition of wage earner will force wages to lower levels, just as the competition of manufacturer with manufacturer during the Great War, forced wages to higher levels. Un- fortunately during the process of re- adjustment there will be unrest and discontent, and a tendency to place the blame of a shortened pay envelope on individuals rather than on imper- sonal forces. But whatever the emo- tional concomitants the winter is destined to be one of hardship and self-denial for the wage earners every- where. In certain sections of the country—particularly when the read- justment has, perhaps, gone farthest, the winter may not be as trying as last year, but nowhere will there be any signs of rising wages and increased employment. simple A general rise in the bond market usually precedes the bottom point of the cycle owing to the continued fall in interest rates. This up-swing of the bond market always precedes the up- swing of the stock market, since the latter will not turn until signs are evident of increasing profit. The fore- cast of last January did imply that bonds would rise in price. This has not occurred to the extent anticipated, nor to the extent implied by the fall in call money and commercial paper rates that has taken place. We may look, therefore, for a distinct upward trend in the values of high grade— particularly municipal, underlying rail- road and public service corporation— bonds in the near future. Dividends on corporate—particularly industrial— shares will be cut even more. And there is ample evidence to lead us to believe that corporate shares will re- main at their present or even lower level until the spring. learned by sad experience how little reliance can be placed on preferred dividends and accumulated reserves, so that investment buying will turn more and more toward bonds. This, aside from the operation of the usual economic forces, will act to hasten the Investors have recovery of stocks. —_—_2+->___ What May Happen If Fire Damages Your Property. The fire insurance policies in use in most states protect the holder “against all direct loss or damage by fire, except as hereinafter provided.” These words seem clear and simple. This is a business agreement, to be interpreted not in any technical legal fashion but according to the inten- tions and understanding of business men. They might be expected to agree on what constitutes a fire and what is loss by fire. Ordinarily they do. But there are certain border-line problems which they have been un- able to settle themselves and have had to refer to the courts. These furnish interesting examples of the legal questions arising in commerce. The answer to every problem in fire insurance and, indeed, all other kinds of insurance, rests on the fun- damental princijle that it is intended to furnish indemnity against a par- ticular kind of accidéntal disaster. Even in life insurance, although death is certain, its occurrence earlier than the normal duration of life is uncer- tain, and it is against that misfortune that a man wants to secure his fam- ily. Insurance prevents the burden of an accident like fire from crippling one person by distributing the loss among a very large number of per- sons. The insurance company pays the insurance money in the first in- stance, but it is only a sort of clear- ing house which passes on the loss to all its policy-holders in the form of premiums. In order to distribute the burden fairly and accurately it is necessary in issuing each policy to estimate carefully the probability that the par- ticular disaster insured against will occur. Thus in fixing a fire premium the insurance company will naturally consider the risk of the kinds of fire damage which are anticipated, but will not take into account peculiar and unforeseeable dangers. And sub- sequently the court in determining whether a disaster is a fire loss will ask whether it is the kind of loss which the parties had expected to spread over all the policy-holders of the company. When Is a Fire Not a Fire? Each kind of insurance covers a particular class of accident, and not accidents in general. There are cer- tain phenomena of nature which are accompanied by heat. or light and cause expensive damage, so that men may wisely insure against them, and yet these phenomena are not fires. A bolt of lightning which shatters a house is not a fire, although it may start one, and the insurance company Loss The elimination of joss to the SI STRAIGHT LINE METHODS minimum is as necessary to ii successful business as profit itself; for the saving made thru the prevention of mistakes, inefficiency and waste, is profit : just as the difference between cost and selling price is profit. There is only one sure safeguard against loss—sound methods of Cost Accounting and System. do not go far enough. But even these There must be organization, personnel, system—regulated by adequate inside auditing safeguards, so that organization and system will har- monize into a well balanced and effective force for better business. ERNST & ERNST Raus «=©60 AUDITS = SYSTEMS trot 304 Nat'l City Dime Bank Bank Bldg. TAK SERVICE Bidg. OFFICES IN 23 OTHER CITIES STRAIGHT LINE METHODS & Fourth National Bank Grand Rapids, Mich. United States Depositary WM. H. ANDERSON, President J. CLINTON BISHOP, Cashier HARRY C. LUNDBERG, Ass’t Cashier Savings Deposits Commercial Deposits 3 Per Cent Interest Pala on Savings Deposits Compounded Semli-Annually l 3% Per Cent Interest Pald on Certificates of Deposit Left One Year Capital Stock and Surplus $600,000 LAVANT Z. CAUKIN, Vice President ALVA T. EDISON. Ass’t Cashier A Glance Into the Future Would undoubtedly reveal materially lower interest rates— in fact today the tendency is already in that direction. Economic indications are that the period of liquidation is near its close. In the readjustment period to follow the increased volume of funds pressing for investment will necessarily bring lower interest rates and a less return to investors. CITIZENS TELEPHONE COMPANY BONDS paying 7% run for 15! years. They can now be purchased to yield 7.20%. Denominations $100, $500 and $1,000. Price 98 and interest. The purchaser of these BONDS secures a safe investment— one with an attractive interest show a future increase in value. yield, and one which should Citizens Telephone Company Ask the secretary of the company for particulars. ease pa aee OAT aM ene Ee aaah ener Ene RES Saedhe par Beea conan eer SE dian nennenrvne EE arena or Ask am patnheneratbonarmee covet August I7, I92t need pay only for what is actually burned. However, fire policies often include a special clause covering loss- es by lightning. Fire is a kind of oxidation which must be rapid enough to cause a flame or glow. A fire policy does not cover what Robert Frost in “The Woodpile” calls “the slow smokeless burning of decay.” When wool in a warehouse was sub- merged by a flood and afterwards underwent a kind of spontaneous combustion with smoke and_ great heat, but no light, this was not a fire. Not all destruction by fire can be covered by insurance . Of course it would be very pleasant if each spring we could make the insurance com- panies pay us for the coal burned in our furnaces during the winter. But insurance distributes the accidents of life, not the ordinary expenses and wear and tear. A fire in a furnace, stove, or fireplace is considered as a firiendly fire. So long as it remains within its proper bounds the insur- ance comyany is not liable for what it consumes. Moreover, the friendly fire may do unexpected damage without costing the insurance company any- thing. A Sheraton table may be scorched by a roaring pile of logs on the hearth, the lamp may smoke and ruin the new wall paper, a radiator may break and the fire in the furnace send steam all over a room to ruin the furniture and hangings. The boiler of a steam automobile may be ruined because the owner neglected to put in water before he started his car. All these injuries are in a pop- ular sense directly caused by fire, but are not legally a fire loss, because the fire remains exactly where it ought to be. Incendiary Fires Covered. The accidental element is also ab- sent when the policy-holder starts the fire himself, even if it burns more than he expected. On the other hand, if it is deliberately set by an incen- diary, it remains an accident from the point of view of the policyholder, and he can recover. It is immaterial if the incendiary is his own wife, and one case has gone so far as to con- sider a fire’ accidental which was set by the insured while insane. As for carelessness, so many fires are caused by that and yet are regarded as acci- dental, that it is no defence at all for an insurance company. Once there is a hostile fire, the in- surance company must fay not mere- ly for the property which is actually burned, but also for any other dam- age directly caused by the fire unless some special clause of the policy ex- cepts it. This includes losses from smoke, from water used in putting out the fire, and. the expense and breakage during removal of goods. Even thefts during the fire and the much MICHIGAN TRADESMAN process of removal have been held fire losses. Here it was felt the courts went too far in a border-line situation, and thefts are expressly excluded. from the New York Standard Policy. The policy-holder can sometimes recover when the fire was not on his premises at all—for example, when an adjoining building burns and a falling wall carries down part of the policy-holder’s house. However, when a fire engine on its way to a distant fire went too fast in turning a corner and crashed into a shop the shop- keeper could not make the fire in- surance company pay. The damage was too indirect an effort of the fire. It was not the sort of thing which the insurance companies would con- sider in fixing their rates on his shop, but they would consider the danger of injury from falling walls, etc., upon neighboring property. Problems of Secondary Damage. The limit to which fire insurance companies will have to pay for prop- erty that is not actually burned is neatly brought out by two peculiar cases. In the first, the insurance covered an electric light plant (build- ing and machinery) in Lynn, Mass. A slight fire in the wire tower was soon extinguished, but caused a short circuit, with a consequent increase of the electric current, which ran over the wires to a remote part of the building, where it brought about a stronger strain on the machinery. Pulleys broke, the flywheel burst, and much machinery was smashed by the flying fragments of metal. The pol- icyholder recovered for all the dam- age. ' This seems fair because the insur- ance experts before fixing rates ex- amined the whole premises and, in view of the nature of the business, ought to have considered the possi- bility of electrical effects from a fire on the premises. In the second case, a fire broke out in the Lehigh Valley Railroad freight yards on Black Tom Island in New York harbor, beneath some freight cars loaded with munitions of war. These exploded, causing another fire in the yard and a second terrific ex- plosition of a large quantity of dyn- amite and other explosives. The air- blast broke thousands of windows in lower New York office buildings and seriously damaged vessels in the har- bor. Logically, this injury was as much caused by fire as the machinery breakage at Lynn. No outside force had intervened in the chain of events succeeding the original flames. Nevertheless, it is clear that the insurance companies in fixing their rates for a building on Wall street could not calculate on the possibility of serious damage from a fire thou- sands of feet away. Grand Rapids, Mich. CLAIM DEPARTMENT Second to none for prompt and fair settlements. Live Agents Wanted. MICHIGAN AUTOMOBILE INSURANCE CO. A Stock Company. 15 Pride in Company Reputation Our Company has never sought to stand in a false light. own foundation. It has never misrepresented its position. it has stood on Its The Company abhors deception or sharp tactics. to be square. It desires to do right and Good faith Is needed in business. It is the very foundation of credit and under- lying credit is Insurance. We write insurance on all kinds of Mercantile Stocks and Buildings, on a 30% Dividend basis. One of the Oldest and Strongest Companies in Michigan. Michigan Shoe Dealers Mutual Fire Insurance Company Main Office: FREMONT, MICHIGAN ALBERT MURRAY Pres. GEORGE BODE, Sec’y-Treas. The Finnish Mutual Fire Insurance Co. ORGANIZED 1889 This Company has returned 50” Dividends For 26 Years Good Mercantile, Dwelling, Hotel and Garage Risks Written BRISTOL INSURANCE AGENCY General Agents for Lower Peninsula FREMONT, MICH. Preferred Risks! Small Losses! — Efficient Management! enables us to declare a 0% Dividend For Year 1921 100% Protection and 30% Dividend, both for same money you are paying to a stock company for a policy that may be haggled over in case of loss. Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Sec’y Bristol Insurance Agency ‘**The Agency of Personal Service” Inspectors and State Agents for Mutual Companies When you want insurance you want the best, then place your Insurance with The Michigan Shoe Dealers Mutual Fire Insurance Co. and The Central Manufacturers’ Mutual Insurance Co. The only companies which have allowed 30% DIVIDENDS for many years. A. T. MONSON, D. J. SUTHERLAND, A. M. NUTTING. FREMONT, MICHIGAN c. N. BRISTOL, H. G. BUNDY, 16 Explosions and Common Sense. Judge Cardozo, in holding the in- surance companies not to be liable, said: “The problem before us is not one of philosophy. Our guide is the reasonable expectation and purpose of the ordinary business man when making an ordinary business con- tract. It is his intention, expressed or fairly to be inferred, that counts. There are times when the law permits us to go far back in tracing events to causes. The enquiry for us is how far the parties to this contract in- tended us to go. The same cause producing the same effect may be proximate or remote, as the contract of the parties seems to place it in light or shadow. That cause is to be held predominant which they would think of as predominant. The law solves these problems pragmatically. There is no use in arguing that dis- tance ought not to count, if life and experience tell us that it does. The question is not what men ought to think of as a cause. The question is what they do think of as a cause.” A man, when the glassware in his pantry was broken by an explosion a mile away, would never say that he had suffered loss by fire. A philos- opher or a lawyer might persuade him that he had, but he would not believe it unless they told him. He would expect indemnity if fire reached the thing insured, or if it came near at hand so that his property was within the danger zone of ordinary exper- ience. In the Black Tom explosion the plate glass insurance companies, which cover breakage generally, paid the damage, and got it back from the railroad. Explosions raise other interesting questions. Some kinds of explosion are fires in themselves. For instance, gunpowder burns while exploding, but dynamite does not. The injury from explosion is so hard to calculate that policies now have a clause ex- empting the insurance companies from liability by explosion unless fire en- sues, and then they need pay only for the damage caused by the fire. What is the effect of this clause if a fire accidentally starts in a ware- house containing dynamite, which explodes when hit by a falling beam and wrecks the building absolutely? No effect at all; the preceding fire was the main thing and the explosion only an incident. However, if an explosion is started by a match there is no liability, for there was no hostile fire apart from the explosion. Consider the sad ex- nerience of a Missouri housekeeper who poured gasoline on her kitchen floor to drive away cockroaches. Vap- or formed under the floor, a falling match set fire to the liquid gasoline, which burned for some time, and then the vapor exploded. She did recover, because an accidental fire preceded the explosion. The cases hold, however, that the policyholder gets nothing unless the hostise fire which causes the explosion is en his own premises. This seems somewhat arbitrary, to make a dis- tinction between an explosion caused by a fire fifty feet away on his own land and a fire fifty feet away on an- other’s land, but the same principle MICHIGAN TRADESMAN ’ applies as in the concussion case. The insurance experts can look over the policyholder’s premises and estimate the probability of explosion from a fire there much better than they can take into consideration possible ex- plosions on surrounding premises. Damage Done in Fighting Fire. Some interesting questions arse when property is damaged in an et- fort to prevent its burning. The courts have had much difficult, with this. Thus, some coal on a vessel which was covered by a marine policy against fire and like perils got heat- ed, and the vessel had to be unloaded to avoid spontaneous combustion No ‘fire took place, but the insurance com- pany was held liable fer the resulting failure to earn freight. On the other hand, when a fire was built in a stove and soot escaped from a disconnect- ed stove pipe into the room above and did a large amount of damage, no insurance was paid for the injuries caused by water used to prevent ig- nition. The same question might arise when a building has to be dyn- amited to stop the spread of a con- flagration. Losses caused by official action are, however, expressly excepted in the New York standard policy. Thus, fire insurance companies have been held not liable when the fire resulted from fumigation ordered hy the Board of Health or when it was started by the State to destroy a plague of grasshoppers. On the other hand, when a Kentucky marshal burned down a hotel in order to cap- ture some murderers who had taken refuge inside, the company had to pay, because he had only a legal right to smash the door. Invasion is another excepted cause in New York, and earthquakes in Cal- ifornia. These clauses have not been free from difficulty. For instance, an earthquake breaks water mains, so that a burning house cannot be ex- tinguished; is this damage by earth- quake and not recoverable or a fire loss which must be paid? Thus, despite the efforts of the in- surance companies to settle problems by new clauses in the pclicies, fresh sets of facts continually present them- selves to cause more litigation. Zechariah Chafee, Jr., Harvard Law School Faculty. ——_»~-+—____ An Ominous Outlook. Farmers are such an ungrateful lot that at any time we may expect the town men to get angry and refuse to give them any more advice. Signs of the Times Are Electric Signs Progressive merchants and manufac- tarers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 August 17, 1921 TORNADO BETTER INSURANCE LESS COST During the year 1920 the companies operating through The Mill Mutuals Agency paid more than $4,000,000 in dividends to their policy holders and $6,300.000 in losses. FIRE How do they do it? By INSPECTION and SELECTION Cash Assets Over $20,000,000.00 We Combine STRENGTH and ECONOMY THE MILL MUTUALS AGENCY 120 W. Ottawa St. Lansing, Michigan They Want Them. A Home Comfort Bread and Cake Cabinet in use in a home makes many sales. Other women see them, recognize their good points, and immediately want one for their own use. We've been selling them for years and we have seen this happen time and time again. Put in a stock of these cabinets, sell one, and that one will sell the rest. When ordering direct, mention your jobber. The Home Comfort Company. Saint Paul, Minnesota ‘Shipped knocked down, saving freight and warehouse space’’ August 17, 1921 MICHIGAN TRADESMAN 17 Why Pick On the Merchant All the Time? Dubuque, Iowa, Aug. 15— The woods are full of amateur economists who claim that prices of clothing, un- derwear, hosiery, shirts, sweaters, sleepingwear, etc., will shortly re- turn to pre-war levels. Will they? Yes, they will— When hard coal is back to $9 per ton. When railroad fares are back to 2c per mile. When house rent is back to $25 per month, When gasoline is back to 10c ver gallon, When telephones are back to $1 per month. When a square meal is back to a quarter. When farm labor is back to $25 per month. When shaves are back to 10c. When street car fares are back to a nickel. When money is back to 5 per cent. When cooks are back at $5 per weck. When hair cuts are back to a quar- ter. When movies are back to a nickel. When a car-wash is back to a dol- lar. When ice cream is back to a dime. When a newspaper is back to a penny. For the love of Mike, why expect the manufacturer, wholesaler and re- tailer of clothing and furnishings to go the route alone? Why expect us and no one else to go back to pre- war prices? Why pick on us? Aren’t we Americans all in on this proposition together? Haven’t we got to work it out together? Well, then, haven’t we, the manufacturers, whole- salers and retailers of clothing and furnishings gone much faster and much further than the average in re- ducing prices, and making readjust- ments? We'll say we have! We are ahead—way ahead of the procession. Now let the barbers and the movie houses, and the soft drink parlors, and the landlords, and the hotels and restaurants, and the dray- men, and the bankers cut their prices and catch up with us. It is time for us to pick on somebody! We have been the goat long enough! H. B. Glover. ——__»--<____ Large Plans For This Year’s State Fair. The Michigan State Fair in recent years has gone ahead in the exposi- tion world so rapidly that it now is ranked as the greatest in all Amer- ica. The people of the State, who are the owners of the big fair, have every reason to be proud of its accomplish- ments, for the State fair reflects the activities of the State so completely that it has been described aptly as “Michigan in miniature.” Prior to this year’s fair, which will be held in Detroit Sept. 2-11, another distinct step forward in the steady development of the institution was made in the building program decided upon for the immediate future. With the additions arranged for in this program the State fair will begin to make the impressive appearance that its rank as the leading fair of America entitles it to. There is now under construction on the fair grounds, situated at the northerly limits of Detroit and facing Woodward avenue, a new _ horse building which will be completed in time for the coming fair, at a cost of $80,000. Were it not for the pro- hibitive cost of building construction and the difficulty of obtaining labor that existed last year, a more con- siderable amount of building would have been arranged for to be com- pleted in time for the 1921 fair. “With the new horse building fully equipped to take care of all horses shown at the fair, in the most mod- ern manner throughout, the old horse building is being remodeled as an addition to the cattle building,’ ex- plained Secretary-Manager G. W. Dickinson, of the fair. “The cattle building, with this addition, also will be one that the fair can be proud of. “The old cattle sheds, which will be used this year for sheep and swine exhibits, will be torn down after this year’s fair. The new coliseum will be erected on the site now-occupied by these cattle sheds. The coliseum will be a most effective addition to the permanent features of the State fair. The building wiil cover a space about 220 by 180 feet. It will have a large central arena, with tiers of seats about the arena that will acom- odate seven to eight thousand people. “In this arena we can have blooded stock shows and sales during the year as well as having the use of it at State fair time. It can be made the central the mid-west for high-class stock sales, with profit to point in the State fair as well as increased reputation.” Sewers have been constructed through the fair grounds during this year, giving additional facilities to the grounds. A new building is being planned for the sheep and swine ex- hibits, which will be of much better grade than the present temporary quarters in the old cattle sheds. A new art building also is planned, along with improvements in several of the existing buildings on the grounds. All these improvements and new buildings are to be ready for the opening of the 1922 fair, it is planned, thus heavily increasing the facilities over those now had. —_—_»+~___ A Civilian Point of View. Detroit, Aug, 16—I have been won- dering whether the American Legion considers itself a patriotic organiza- tion. The news contained in the pa- pers recently leaves a doubt in my mind. During the war the soldiers certainly did their duty—no more, no less—as did millions left behind here in this country. The children and their elders worked unremittingly with thrift stamps, war community service, Liberty loans, etc. If they had not the soldiers would have stood small chance to make good, as he did. When the war was over the civilian settled back to his normal way of living, or as nearly so as possible, and nothing more has been heard of him. He is satisfied that he did what he could freely for the country we all love and believe the best on the face of the earth. To those soldiers who feil in France and elsewhere we owe more than we can ever pay—they are part of our country. To the crippled and suffer- ing we owe all we can do, and a great deal has been done and more will be done. To the others we owe our liv- ing gratitude. But is it right, is it just, at this time, when business and financial conditions of our country are in such bad shape, to pay out billions of money, in addition to what has al- ready been arranged for, in bonuses to returned soldiers, the majority of whom are able-bodied and strong and none the worse for their experience? A. L. Ewing. Cultivate Today’s Seeds tor Tomor- row’s Needs 30 at $95 Per Share and Dividends Ask any of our employees for information. Buy Consumers Power Company 7% Preferred Stock — Yielding 1.37% Puts extra money NTS 118. AVOIROUDONS eB ok =~ by COM “APORATED AND VE cons Tannen a ane HEBE cnicaco {La > orn [a — in the cash drawer OUR profit on Hese is all “velvet” because it is extra profit. Hese does not cut into the sale of any other article. There is nothing else exactly like it in your store. Hese is a different kind of product—not merely a different brand. Don’t confuse it with evaporated or condensed milk. HEBF —a different product for distinctive uses Sell Hesse for just what it is and as it is labeled—“A Compound of Evaporated Skimmed Milk and Vegetable Fat”—and you will create for yourself a new field of profit. Recommend it as an economical liquid ingredient for cooking and baking, serving to moisten, to shorten and to enrich. Trim your counters and windows with a Hrsg display and tie up to the Hese advertising now appearing in women’s magazines with over thirty million readers. your customers know you sell Hese. Let Send to us for attractive window hangers, wall posters, counter cards, leaflets, ete. Address 4038 Consumers Bldg., Chicago. CHIcaco THE HEBE COMPANY SEATTLE KEEPING ABREAST THE TIMES is part of your duty to the business you conduct. In these days—the conserving of every ounce of energy—every atom of time—the plugging of every leak—is the duty of every merchant. The system of ten years ago is not good enough. You can’t overlook with a shrug the Judgment of the best men in the merchandising field. Thousands of them have placed their unanimous stamp of approval on Holwick Mills and Chop- pers. Granulate or Pulverize your coffee on a ball bearing Holwick double or single mill, with steel cutting burrs and double automatic nail release. Send for Catalog, prices and easy terms. SALESMAN WANTED. B. C. Holwick, Canton, Ohio, Dept. F August 17, 1921 18 MICHIGAN TRADESMAN == | retailers when she asserted that, in ye i: re ey \ her opinion, the logical place for the We are manufacturers of [= = 7 = = e =. y sale of maternity corsets and mater- : ; Pee Ff DRY GOODS 2 = 2 nity gowns is the infants’ and chil- [rimmed & Untrimmed HATS 4 2 : , : = ’ dren’ wear department. Her argu- tor Ladies, Misess and Children, Michigan Retall Dry Goods Association. President—J. W. Ixnapp. Lansin«. First Vice-President—J. C. ‘Toeller. Battle Creek. second Vice-President—J. B. Sperry, Port Huron. secretary - Treasurer — W. O. Jones, Kalamazoo. Pushing the Sale of Infants’ Wear. How many retail dry goods mer- chants throughout the United States —more especially the medium-sized and smaller ones, commercially speak- ing—are losing hundreds and thou- sands of dollars’ worth of business an- nually because they have not estab- lished a real department for handling infants’ and children’s wear? That there are many of them is shown by the experience of Mrs. E. Gillman, who is manager of the infants’ and children’s wear and juvenile depart- ment of the Sales Building, of the Bush Terminal Company at 130 West Forty-second street. In a talk with a reporter yesterday Mrs. Gilman asserted that, in a little more than two years of her associa- tion with the Bush Company, her co- operative work with retailers had re- sulted in the establishment of about 220 departments of the kind of which she has charge in the sales building. These departments are spread all over the country. Their establishment, she explained, did not come half so much from the purchasing of new lines of merchandise by the retailers who put in the departments as it did from the concentration, in a single department, of merchandise that previously had been scattered all over the store. “Tf there is anything which appeals to the prospective mother when she goes to shop,’ Mrs. Gilman said, “it is being able to find nearly everything she wants and needs assembled in a single part of the store. She does not want to have to go to the fabric sec- tion to buy some baby muslins and then have to go to the drug sundries department in some other part of the store to get a bath thermometer. I am a mother, and I know from ex- perience. Therefore, the first and chief thing I preach to the retailer is concentration of merchandise. This means givng to prospective mothers the best kind of service that can ge given them, in that it helps them con- serve their strength at a time when they need it most. “By concentration of merchandise I mean putting together in a single de- partment all of the things a woman will need for an infant or a small child. To name these articles would not be practicable now for the simple reason that there are between 300 and 400 that could easily come under the classification of infants’ and children’s goods, not forgetting toys. Many of these articles are important in that they are what might be called ‘feed- ers.’ By these I mean articles which, by their sale, lead to the sale of other things. “Take, for example, a bed or a crib. The sale of either usually brings with it the sale of seven or eight other particularly if they are all grouped together. Every little child’s bed must have a mattress and pillows, as well as sheets, pillow cases, a blan- ket, comfortable, counterpane, quilted pad and rubber sheet. The sale of an infant’s bassinette also calls for the sale of several of these articles. items, “Now here is the thing that many retailers seem to have lost sight of: Why should a prospective mother, who may come to the store to buy some things for the new baby, have to go to the furniture department in a part of the store distant from that in which she buys tiny dresses, in order to purchase a little bed for it? The answer is that she should not, and further than that many of them won’t do it. They would rather buy it at some more convenient place. “Of less importance as a ‘feeder,’ perhaps, because of the smaller amount of money immediately in- volved than that required to purchase a crib and its furnishings, but still a good trade getter if the merchandise is properly concentrated, is the toilet basket. The sale of this basket not only leads to the sale of silks, laces, etc., to trim it with, but also the ‘filling,’ which includes absorbent cot- ten, aristol, eye dropper, boracic acid, orangewood sticks, safety pins, vase- line, cold cream, wash cloths and towels, not to speak of bath and clinical thermometers. It is obvious that the sale of all these’ items will suffer if they must be chased after from department to department. “For use by the mothers themselves there should also be carried in the in- fants’ department the so-called ma- ternity package. An average selling price of these packages is $10, and considerable money could be realized from their sale in the course of a year. The contents of these packages differ considerably, according to the ideas of various doctors as to what they should contain. Because of this, it is a good idea for the merchant to get the ideas of about three of the best physicians in his city or town to recommend the things that should go into these packages. Done properly, the merchant could, no doubt, connect with his publicity the fact that these physicians had recommended the packages, or that the contents had been based on their ideas. The same thing can be done with obstetrical packages, on which good profits can be made.” “Mrs. Gilman advanced another idea which may seem interesting to many ment in favor of this is the same as with the other merchandise mentioned —concentration of goods and _ the conservation of the prospective moth- er’s strength. Mrs. Gilman also advocates the sale of certain toys in the infants’ depart- ment, such as “slumber toys’ made of a washable fabric and stuffed with especially adapted to the general store trade. Trial order solicited. CORL-KNOTT COMPANY, Corner Commerce Ave. and Island St. Grand Rapids, Mich. Daniel T, MEN’S PANTS FOR FALL A good line, just the weight you want. Men’s and Boys’ Caps Snappy patterns. Great Values in Men’s and Boys’ Mittens and Gloves. atton & Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan fea VELLASTIC Elastic Ribbed—Fleece Lined Underwear For every member of the family. Have you these goods in stock? Buy now—while stocks are complete. | Quality Merchandise — Right Prices— Prompt Service | PAUL STEKETEE & SONS WHOLESALE DRY GOODS GRAND RAPIDS, MICH. uv By Special Concession of Henry W. Savage Ralph Dunbar Presents the Dunbar Opera Co. IN “The Prince of Pilsen” RAMONA Every Evening This Week Afternoons 3 p. m. Vaudeville, Pictures, 10c, 25c, 35c. August 17, 1921 kapok. She further advocates the sale of celluloid bath toys, as well as ducks, dolls, frogs, etc., fashioned from rubber sponges. “As for the profits of a department such as I have outlined,” Mrs. Gilman went on, “there is no reason why they should not amply repay whatever ef- fort might be required to bring to- gether the kinds of merchandise that should be sold in it. The stock can be turned from three to three and a half times a year without undue effort, and four turnovers a year could be done. For that matter, I know of one department in which the stock is turned five times a year. Even if there were only one turnover annually, the department would pay for itself in that it not only builds trade for the present but for the future as well. “Sales in a department of this kind could be boosted in a number of ways. For instance, there is a power- ful stimulus afforded the sale of spring merchandise by the annual Baby Week held under the auspices of the Government Department of Child Welfare. Then there can be baby shower sales, beach sales, school sales for the children of the 4 to 6 year range, Hallowe’en sales, holiday sales, etc. As for holiday sales, there is scarcely a month goes by without some kind of a holiday on which to hang one. “The personnel of the department is a thing of prime importance. Ob- viously there should be no one con- nected with it who is not in full sympathy with children and prospec- tive mothers. Just as obviously it is not the place for the inexperienced young girl or for the type of girl who does best in the beauty accessories department. It has been my experi- ence to find that the ideal employe for the infants’ and children’s depart- ment is a widow or other self-support- ’ ing woman who is herself a mother. “Another thing which I would like to lay stress on is the importance of employing a lady nurse for the depart- ment. Many of the stores employ nurses for duty during the Baby Week sales, but do not keep them all the year around. This, I think, is wrong, and my opinion is borne out to a considerable extent by the experience of stores in the Middle West which have a nurse on duty in the depart- ment all the time, even in the smaller cities. This nurse should be broadly experienced and of agreeable person- ality but not too old. Furthermore, she obviously must not be ‘set in her way.’ “A nurse of this kind would in no sense interfere with the work of the physicians: of the town or city in which the store is located, for the ad- vice she would give would be entire- ly of a non-medical nature. What she could legitimately tell the prospective mothers about the needs of themselves and their coming offspring, however, would result in sales which would pay her cost to the department many times over.’—New York Times. —__++.—__—_ You find people less inclined to buy than sometimes. Well, are you try- ing to cure that tendency by urging them harder with better and more ad- vertising, and with better displays and better salesmanship? MICHIGAN TRADESMAN Makes Mistake in Antagonizing the Farmer. A traveling salesman who is now in Eastern Michigan thus relates his ex- perience during three days of one week: Wednesday: Struck North Branch at 2 p. m. Found all the stores would be closed from 2 to 4:30 o’clock on account of a Chautauqua. Thursday: Went to Mayville. Found the stores all closed on ac- count of the Chautauqua, and will be that way for five days, each after- noon. Friday: Went to Caro and found the stores in the hands of clerks. There was a baseball game on the Old Pioneers picnic. This means that I have been trying to do business at a great disadvan- tage and it is so every week now- adays during the summer and early fall. Between the midweek half day closing, the fairs, the Chautauquas, the picnics and the baseball games it is just one d—— thing after an- other. Everywere I go I hear the farmers who have come in to trade grumbling over the selfishness and shortsight- edness of the merchants in closing their stores on the least provocation, no matter how much they may in- convenience the farmers who have come to town to buy needed goods— perhaps supplies for the threshers the next day. I listen to the talk with much interest, because it shows me very clearly that much of the prej- udice against regular merchants which is now finding lodgment in the minds of the farmers originates from this cause. I can trace the starting of several co-operative stores among the farmers to the arbitrary action of the merchants in closing their doors on the least provocation and thus forcing their farmer customers to go home empty handed or to fro- ceed to some other town where the merchants have not caught the pre- vailing craze to suspend business to attend a picnic, a ball game or a horse race. Many of the co-operative schemes which prove to be very an- noying to regular merchants are in- cubated and hatched at meetings of disappointed and disgusted farmers. I do not suppose my friends in trade will enjoy this criticism of their shortcomings, but I think it is a de- served criticism and that the sooner the merchant ceases to be a profes- sional pleasure chaser during regular businss hours and insists on leaving at least one clerk in the store when he joins in pursuits which should in- terest only the village loafer and the idle rich, the better it will be for all concerned. Of one thing I am as- sured: If the merchant does not quit this foolishness, he will soon find himself eating the bread of bitter- ness. ~~ The Reason. “The only thing I ever got out of that skinflint uncle of mine was ad- vice.” “Oh, well, I dare say it was good advice.” “It was not. If it had been, he wouldn’t have given it away.” 19 Automobile Insurance $813,645.25 Paid in Claims The Citizens Mutual Automobile Insurance Co. has paid over $813,- 645.25 for claims since organiza- tion, having adjusted over 6,000. The company carries a surplus of $125,069.24 in addition to an office building and equipment. Every automobile owner needs automobile insurance. The good roads and increased number of automobiles account for the in- creasing number of claims each year. It is important to insure in a company that has sufficient sur- plus to stand the shock of serious claims. The company is now pay- ing out about 200 claims per month. Why insure in a small company when you can insure in the largest company, able to give you service and pay all claims promptly. Write Citizens’ Mutual Automobile Insurance ¢ o. Howell, Mich. Safety of Principal and Interest Ease of Collection of each when due These are the essentials of a proper investment Regent Theatre FIRST MORTGAGE SERIAL 7% GOLD BONDS cover these requirements A Circular on request with some interesting in- formation as to the progress of this Theatre. INTERSTATE SECURITIES CORPORATION 431 KELSEY BUILDING GRAND RAPIDS, MICH. SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform wanted, as well as height. We will quote m nev saving price. Sidney Klevatcr Mnfg. Co., Sidney, Ohio GRAND RAPIDS SAFE CO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. Particulars mailed. TRADESMAN BUILDING What is your rate? Safe experts. GRAND RAPIDS, MICHIGAN Petoskey Transportation Company Petoskey, Michigan This Company is under contract to transport cement and crushed limestone for the Petoskey Portland Cement Company, and will haul coal from Toledo and other lower lake ports to the Petoskey Portland Cement Company. The 8% preferred stock and the common stock of no par value of the Petoskey Transportation Company offers an opportunity for safe investment, with the certainty of substantial earnings. Invest in an enterprise like the Petoskey Transportation Company and save regrets later on. Enterprises established on sound foundations are the kind that can be derended upon to bring returns to the investor. On account of knowing that its boats will be kept busy during the entire navigation season carrying out the above contract places this Company, right from the beginning, on the basis of a well established, going concern. In addition to paying the semi-annual dividend on July first on all of its outstanding preferred stock, a substantial earning was made by the common stock. This Company will bear the strictest investigation. F. A. SAWALL COMPANY 313-314-315 Murray Bldg. Grand Rapids, Michigan ACT NOW. Gentlemen: 1 am interested in an investment in the Petoskey Transportation Com- pany. Without any obligation on my part, send me all particulars regarding the Company. Yours truly, Name --- Address 20 MICHIGAN TRADESMAN August 17, 1921 =~ = — = . ~ ~~ ~~ _< rN a BUTTER, EGGS 4*» PROVIS = = = Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick 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. Marketing To Be Studied By Class in Columbia. New York, Aug. 15—The Columbia University is about to dignify the marketing of foods by the adoption of a course in economic marketing under direction of Prof. Hobson, who. will use the machinery of the Feceral Bu- reau of Markets where the students will be in daily touch with the receiv- ing and selling of food products. Graduates who have capabilities for this work will be given the preference and those who devote their entire time to the work will receive a salary of $100 a year from the Department of Agriculture. The average American family of five consumes 6,000 pounds of food a year according to Prof. Hobson who, in a statement on food products, says that co-operative marketing alone will not solve the marketing problem. Prof. Hobson, who is a member of the De- partment of Agriculture of Columbia University, says that middlemen are a necessity and that eliminating them is next to useless as a wide-spread means of lowering marketing price. “Never before has the demand for a readjustment in the prices of food | products been more persistent than now,” Prof. Hobson continued. ‘The demand for readjustment upward comes from the producer, and the de- mand for downward trend from the city consumer. The grower maintains that he is not receiving a price suffi- cient to pay the cost of production— a well-founded grievance no doubt. The great consuming public protests against present prices, because it is unable to maintain an acceptable standard of living at present high costs. “The grower in his attempt to sell at higher prices, and the consumer to purchase at lower, present two seem- ingly opposing forces. But the un- usual is that the consumer and the farmer express a sympathy for the welfare of each other. Openly the grower holds the city man should be able to purchase food for less, and the consumer admits the farmer musi receive adequate remuneration. “These arguments conclude that the farmer should receive more and the ultimate buyer pay less. Here is a miracle, the performance of which is based upon the assumption that a sav- ing may be effected in marketing costs, and divided between the ones who grow and the ones who consume. “The next question relates to the method by which this is to be brought about. Of the many recommendations, the most have to do with the more simple and direct marketing methods. This finds much favor, but, unfortun- ately, one which has so many limita- tions as to make it next to useless to lower market prices. The most im- portant of these limitations are: The great distance which separates the producing districts from the consum- ing centers; a large proportion of food products are harvested within a sea- pee PI TAI TES OES TIES IEE Sea re son of three months, but consumed during 12; by far the larger bulk of farm products undergo a manufactur- ing process after they leave the farm- er’s gate and before they reach the consumer’s door. “In order to illustrate the vast dis- tances, each member of a class in marketing at Columbia University was requested to report the principal foods which he ate and the place in which these foods were grown. This showed that the ordinary diet of 12 students for a single day came from .28 states and twelve foreign countries. Certainly the adult New Yorker may be classed among the unusual, who does not, during one of three daily meals, consume foods which are grown in one or more distant states and foreign countries. It is needless to explain that the greater the dis- tance, the greater the necessity for intervening agencies to handle this food. Here, then, is one reason for ‘market complications.’ “Since food production is seasonal, and food consumption a uniform, con- tinuous process, it is necessary that some agency carry this food from the time it is harvested until it is needed by the city dweller. It is estimated that a family of five, including father, mother and three children (boy, aged 12, girl, 6 and boy 2) consumes ap- proximately 6,000 pounds of various classes of products during 12 months. It is essential that this amount be consumed if a standard of health and decency is to be maintained. It is about 12 times the combined weights of the members of the family. This food is purchased in almost daily in- stallments. It leaves the farm in a relatively short period, involving few sales. The farmer sells in large lots, and the consumer buys in small all the year. This necessitates the re- sponsibility of carrying these products from the grower to the consumer. “One may contend that the grower and the consumer should furnish the required storage facilities and assume the carrying risk. This is not done because the farmer finds that finan- cial pressure, and the speculative ele- ment make it expedient for him to sell shortly after harvest. As for food storage, the apartment dweller is in somewhat the same class as would the proposal to grow vegetables on Manhattan Island. “Grant, for instance, that growers and consumers lie in the same dis- tricts, and the grower is willing to perform the storage function by sell- ing his harvest in small lots through- out the year. Even if the obstacles pointed out were overlonked, a very small proportion of our food products could be distributed by the simple di- rect method. Because most products go through a highly technical manu- facturing process, such as canning, preserving, pickling, dehydrating, milking, baking, slaughtering and packing which must be performed by highly-developed spec'alized men. “The farmer markets steers, hogs, sheep, wheat, milk and truck. The in- dividual consumer is interested in pur- chasing them, not in the form in which they left the farm, but, rather, take them in small portions. It should be generally recognized that the present complex system of marketing has grown because a more simple system 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 Both Phones 1217 Moseley 8: others, GRAND RAPIDS, MICH. For Dependable Quality DEPEND ON Piowaty 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 wae 2 > __—— A Fortune Awaits the Apple Grower. Grandville, Aug. 16—AlIl the oppor- tunities for money-making are not gone by a long shot. Even the farmer who is despairing of getting his usual profits this year has only to look about him and note how some men in the farming business will coin a snug -nest egg to put in the bank this fall. Some of these are less than a hundred miles from the Valley City. A farmer told the wfiter that one of his neighbors had contracted his apple crop for $10,000. Not to be sneezed at is it? And the orchard which pro- duces this crop was in part old and dilapidated when its present owner bought the same and entered into pos- session with the avowed intention of cutting down the old orchard. A neglect because of work in an- other quarter delayed the cutting down of the orchard until it fully demonstrated its ability to still pro- duce splendid fruit, worthy of the highest market. The old orchard was trimmed, sprayed, fertilized, in fact made over into a thrifty profit-produc- ing proposition. A new orchard was set. This was some years ago, and to-day the wise farmer is reaping his reward in the big crop of fine apples he is selling this year for good money. There is money in fruit. Never since the days when Michigan was first settled has the outlook for fruit growing been so inviting. Like every other business, the horticultural has its drawbacks, yet none that can- not be overcome providing the right man is at the helm. It takes the right man to do the right thing at the right time to make a success along any line of endeavor. For a young man just starting out in life the growing of fruit has its charms unlike almost any other busi- ness, and the prospect for making a complete success is as great as in any- thing the man can undertake. To the mechanical genius, to the man who has railroading down fine in his imagination, er to the man who sees great things in the mercantile world, fruit growing does not appeal nor should such think of breakine in- to that line of endeavor. To the one, however, who inclines to the soil, who has ideas about producing from the earth the best there is in nature, to that man he may assure him- self he makes no mistake when he enters the horticultural field and strikes out to make a name and a for- tune for himself. It might be well enough to remem- ber that the name comes first, the for- tune afterward. Make a name for your product, make a name that every fruit consumer in the city (and they are all users of fruit) will recognize at sight as the synonym of good stuff, and your fortune will soon come along to gratify and make glad your heart in your declining years. Successful horticulturists are as truly born, not made, as are artists, poets, editors, musicians and states- men. If you like the work, are industrious with an ambition to succeed, nothing short of illness or accident can pre- vent success. This holds good in any line of endeavor and is particularly true of the man who stems the tide of adversity by raising fancy fruit for the fancy market. Attending a farmers’ institute many years ago, the writer listened inter- estedly to the words of a man from Southern Michigan who preached the doctrine of honesty and fidelity to ideals in the raising of apples. The homely apple, old as the world, first mentioned as a fruit in the Garden of Eden, it is truly the king of fruit, and should never be subjected to the deg- redation of producing because of neglect and indifference on the part of the grower. The man in question had made a specialty of the apple. At the time of his address he was selling his whole crop of Spys, Greenings and Baldwins at $6 per barrel, while the going price for ordinary fruit was $2 per barrel. This was truly an object lesson. It had required years of persistent en- deavor along right lines to make this man’s apples worth more than the market price. To become a successful fruit grow- er one must aim high, be content with nothing short of the upper round of the ladder, where the rich pickings await the hand of every man who seeks to find them. Never in the world’s history were prospects so rosy for successful fruit growing as to-day. Thousands of or- chards have gone into the discard, dead through disease and neglect. The urban population is constantly gaining on the rural. There are more mouths to feed every day, with decreasing production, consequently there will be for years to come a con- stantly increasing demand for apples. The young man who has it in him, can coin good money by producing first class apples for the increasing demand, and such a young man can have an assurance of success com- mensurate with his ability to perform. This is not a matter of surmise or guess-work, but a sound business proposition, with the matter of success or failure resting wholly with the man himself. Grow apples, get next to nature, keep healthy as you grow wealthy, and all else shall be added unto you. The limousine and seashore, with win- ters in Florida or Southern California, mayhap a tour of Europe, will fol- low. The grandest opportunity ever of- fered to the man who is honest, not afraid of work, who aspires to be somebody in the world, lies in the one word Apples! You can’t go wrong in this. It is the chance of a lifetime and he who takes advantage of con- ditions, having aptitude for land ex- ploitation, will reap an abundant har- vest, Old Timer, COLEMAN (@®rand) Terpeneless LEMON and Pure High Grade VANILLA EXTRACTS Made only by FOOTE & JENKS Jackson, 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 Blidg. Grand Rapids, Mich. them. order. The Best Obtainable Sold only by Vinkemulder Company Grand Rapids, Mich. Slelslslele] Sales Made Without Argument (| that are nationally adver- tised by their manufacturers are easy tosell. The buyer already knows about them through the advertising. He knows what they are made of, how they are made, under what con- ditions produced, and the maker's name. These buyers are already favor- ably disposed toward advertised goods when a dealer offers them— sales are easy and quick. The grocers selling National Biscuit Company products know this to be true. It takes no argument to sell No time is lost in taking the N. B. C. products are sales- makers, time-savers. known because of year after year of advertising. They are liked because of perfect quality. NATIONAL BISCUIT COMPANY They are well 22 MICHIGAN TRADESMAN io ¢ = = ad = = LC 2- & e a cc Fs aw ' = STO AND > = oc = 2 7 =: = ses a me ' = Zz ( Nf (ite ( ‘yal Z 3 = rr (eave Michigan Retall Hardware Association. President—Norman G. Popp, Saginaw. Vice-President—Chas. J. Sturmer, Port Wuron. Secretary—Arthur J. Scott, Marine y. Treasurer—William Moore. Detroit. Some Pointers In Regard To Selling Stoves. Written for the Tradesman. With autumn only a few weeks ahead of us, it is time to give serious consideration to stove selling. Here, as in many other lines of business, an early start 1s half the battle. That is the axiom of at least one hardware firm of my acquaintance, doing business in a town of 10,000 population. While this hardware firm is looking for stove business at all seasons of the year, it makes spec- ial efforts to obtain fall business; and starts looking up prospects as early as July. The manager finds that many customers begin to “look around” long before they actually are ready to pur- chase. This firm keeps a stove display in the main part of their large store dur- ing all seasons of the year; and it is not uncommon for prospects to ask information regarding the stoves on display many months before they actually purchase. “Why do we keep the stoves al- ways on display?” asked the head of the firm. “Here’s the reason. The impression these prospects receive re- garding the stove is generally impart- ed by the salesman. If a customer hints that he will be in the market next fall for a stove, and the salesman has a stove right on display, he can make a far better impression on the customer than if he says, ‘Oh, we will have a nice line of stoves in the fall. Will you come and see them then?’ With the stoves always on dis] lay, we can start right in to talk stoves the minute the customer in- timates he is interested.” That, too; is the time to take the name of the prospect. The first in- terview is followed by personal let- ters and by literature regarding the style of stove in which the customer is particularly interested. Newspa- pers also play a prominent part in the stove campaign; and many prospects are secured by newspaper publicity. Advertising is started early in the season; and the store windows are also used to good advantage. “The salesmen have got to know the goods, too,” the head of the firm told me. “That’s essential—to know the goods, to know what to say, and to know what to leave out. Too much technical information often con- fuses a frospect, and causes him to lose interest in a line. It is a good idea to have all this information, for there are a few customers who make a close study of stoves and who de- sire technical information. The average purchaser, however, relies to a great extent on the dealer; and if the salesman can give a clear and concise talk on the line he is selling, the chances are he will make a good impression and gain the interest of the prospect. The salesman himself must firmly believe in his goods. “It’s important, too, to keep the sample stoves bright and clean. We do not allow ours to become piled up with boxes or merchandise. The stoves are always ready to show with- out delay. This is important; for it is annoying to a customer to wait while a pile of goods are being re- moved from the top of a stove. “Then we like to see that purchas- ers are thoroughly satisfied. A satis- fied customer is a mighty good ad- vertisement; we follow up each stove after it is installed to see that every- thing is working satisfactorily. So we are able to refer prospects to pur- chasers without fear of the latter knocking future sales.” This firm issues a catalogue of spring, summer and winter lines. One section is devoted to illustrating, de- scribing and pricing stoves, ranges and accessories. This catalogue is distributed throughout the town and surrounding country; and quite a few prospects are reached in this way. The back page gives a list of a couple of hundred satisfied stove users. Quite a few dealers adopt the policy of showing the stoves in a separate department. This is, of course, difficult with a small store; but where there is ample space, the separate department is well worth while. Where a stove department is locat- ed in proximity to other goods, pros- pects are disturbed by customers coming and going, and their atten- tion is distracted by other goods on display. To overcome this difficulty Sand Lime Brick Nothing as Durabie Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm on 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 some firms have arranged for special show rooms to display their stoves. The fact that a special show room for stoves is maintained impresses the public. Then, too, the salesman can do better work if he has his pros- pective customer away from fear of interruption. Then, too, stoves can be kept cleaner and arranged more attractively. One firm which formerly exhibited the stoves in the household goods department has established a_ sep- arate show room, adjoining the toy and household goods derartments on the second floor of the store and find it is much more satisfactory to handle stoves in a_ special room. There is more room to show the goods, the customer can sit down, August 17, 1921 We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND. PRICES. THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO alespooke 7 Blanks for Presenting LOSS AND DAMAGE or OVERCHARGE CLAIMS, and other Transportation Blanks. BARLOW BROS. Grand Raplds, Mich. Foster, Stevens & Co. Wholesale Hardware 4 157-159 Monroe Ave. —:: Grand Rapids, Mich. 151 to 161 Louis N. W. GRAND RAPIDS, Brown & Sehler Co. “Home of Sunbeam Goods’’ Manufacturers of HARNESS, HORSE COLLARS Jobbers in Sadderly Hardware, Blankets, Robes, Summer Goods, Mackinaws, Sheep-Lined and Blanket-Lined Coats, Sweaters, Shirts, Socks, Farm Machinery and Garden Tools, Automobile Tires and Tubes, and a Full Line of Automobile Accessories. MICHIGAN Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. oi Naina August 17, 1921 and the salesman is not interrupted. The special room also allows greater scope for attractive display, and there is ho necessity for crowding. The walls and ceiling are decorated in flat wall colors, three colors being used; and the floor is painted with a special floor paint. Five drop lights are sus- pended from the ceiling. Stoves, ranges, mantels and refrigerators are shown; and chairs are supplied for customers. This firm has a rest room upstairs; and among the features of the rest room is a heater which is kept going throughout the winter. A good many customers take notice of the heater, which proves, as intended, a good advertisement. Another firm with a second story stove dejartment keeps one or two sample stoves on the ground floor. The interested prospect is invited to look over the complete line upstairs. “When we get a customer up here,” states thé Stove salesman, “we gain her undivided attention; and so com- plete is our line of stoves, heaters and ranges, we generally have one that measuré§ up to the standard required by the individual eustomer.” With a second-floor stove depart- ment, advertising the department be- comes an important feature of the stove business, since the customer on entering the store is never confronted by a full line of stoves, as in other stores. To this end, the dealer in early fall, even before the need for a little fire is felt, arranges stove dis- plays simultaneously in two of the store windows. The one is a display of ranges, the other a display of heat- ers. News, aper space is used to ad- vertise the stove department, and salespeople are coached to “talk stove” at every opportunity and to suggest a visit to the stove depart- ment. Signs prominently piaced throughout the store call attention to the stove department on the sec- ond floor. As the season advances, new stove displays are put on. The store is famous as “‘the store with the 5-foot box stove.” During the win- ter, although there is a steam-heating system in the building, this stove is kept in operation on the ground floor, not to supply heat, but as a tlace where farmers can “Warm up” after a long drive. It helps materially to keep stoves before the minds of the customers, even though the stove stock is on the second floor. “In talking stoves,” says the stove salesman for this firm, “we keep close MICHIGAN TRADESMAN tab on the seeming likes and dislikes of the prospect. We know that any one of our stoves will give satisfac- tion, and we are ready to guarantee them. The main thing then is to find out what is expected of the stove, whether it is wanted to heat the whole house or simply to do the cooking or both. differences for these purpeses, it is pretty much a matter of the style or finish desired. Should a customer pick on one particular style, then other points, such as fire-box lining, lids, weight, apy earance, etc., may be used. But as we guarantee every stove, the main thing is to find out what the stove is wanted for, to show a suit- able stove meeting these require- ments, and then to bring out the par- ticular feature of the steve to which the customer appears most favorably disposed.” Victor Lauriston. —_++.—__ Contests Not Conducive To Happi- ness. Ann Arbor, Aug. 16—Games are indispensable for youth. Their value in maintaining and promoting health ard in mental and moral development can not be estimated. Like many other necessary or desirable things, games may be harmful if not wisely directed. Contest is the predominat- ing feature of most all games. There is a strife between opposing individ- uals or j arties for a prize, goal, stake or honor. The original or funda- mental purpose of a game may be healthful exercise or mental de- velopment, yet through the feat- ure of contest it eventually be- comes only a strife for victory over or mastery of an opponent. Victory or gain for one means always defeat or loss for the other—triumph at the expense of friend or brother. Does the result of such contests ever tend to greater friendship or more har- mony between brothers? Does it tend to make the victor more anxious to help others? It may develop what is termed ‘team work,” the beneficial results cf which may be far over- shadowed by the “gang” spirit— banded together to overcome, injure, defraud, destroy others—not for mu- tual good, but mutual plunder. From outdoing others in games and studies. as one merges from youth t>» manhood or womanhood, the hab- it of contest is carried into social, business and political life; to outdo others is the great endeavor—in dis- play, in gaining money, in winning prominence or control in public life. Not to produce or serve individually or indeyendently, but to obtain the patronage of a competitor—decoy his customers, undersell, outbid, bank- rupt him, if necessary. Not seek a virgin field, supply a necessity, build un a business, but to take from an- other what he had built or earned. Gould and Vanderbilt played the game regardless of gain or loss to the territories which they should have aimed to develop, enrich and serve. ry 0 pe 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. g W. M. Ackerman Electric Co. >” 549 Pine Ave., Grand Rapids Citizens 4294 Bell 288 } After we have pointed out the In church activities contests have become the most noticeable feature: from the infant class to grandmothers they are lured to regular attendance, perfect lessons, larger donations and so on by prizes, banners, badges, hon- or rolls, etc, and no one seems to discover any injurious tendencies in such training. Does not increased attendance mean lessened interest in religious study? Life is a battle; only a fighter gets ahead; but the fight is not against our fellow mortals; it is against evil in every form; it is against ignorance, harmful tendencies, in ourselves first, ard then in the world at large. De- 23 one— them feating others never helps any helping, guiding, encouraging helps us also. Contests in our schools and col- leges divert interest from their real work. But the subject is too great for discussion here. Let us hope the present weeding out of teachers leaves only those who have noblest ast ira- tions ard who strive to avoid every method or educative agency which is as likely to harm as to benefit E. E. Whitney. —_—_~+.+—__ The church you long for is in your own heart, to be released only by your own effort. ; — He will be. there Michigan State Fair Sept. 2-11 Detroit MICHIGAN TRADESMAN August 17, 1921 >= —_ — — = Sa = =r IE COMMERCIAL TRAVE — = — = 7 ANN YUVA PO aw Close Relationship Between Parables and Profits. Suppose I suggested that traveling salesmen set aside several hours each week to reading the best business book that was ever published. If I could persuade them to do it, it would be the best thing that I could possibly accomplish. This will be a new book to many traveling men. Some of the young men in business have heard of it, but they have never studied it thoughtfully and some of the old men have read this book, but it has been so long ago they have almost forgotten what it is all about. Now if the young men should read it, they will get a slant on human nature that they can- not get anywhere else and if the old men should re-read it after having practically lived their lives, they will find it intensely interesting to compare their experiences in this world with what happened to people in this book several thousand years ago. This new book—which by the way is still one of the best sellers after its long, long run—as you may have guessed, is the Bible. Suppose to-night, just for recreation you turn to the Book of Proverbs and read them through. As advice to young men they cannot be improved upon. If you are in love read the Book of Ecclesiastes. There is no poetry nor passionate writing to equal this book. If you have aspira- tions to be a writer, turn to the Par- able of the Good Samaritan and you will find a perfect jewel in literature. Study this Parable. How brief! How beautifully expressed! Not a word can be added to advantage. Not a single word can be taken away with- out a loss. Suppose you are a student of ad- vertising. Then turn to Christ’s Ser- mon on the Mount. This is one of the greatest sermons ever preached but do you observe that Christ simply makes affirmations? He does not give a single reason. For instance, “Bless- ed are the pure in heart for they shall see God. If you are a student of salesmanship note that all the teach- .ings of Christ are affirmative. If you desire to become a successful business man notice that all the great charac- ters throughout the Bible are affirma- tive characters. Out of their experi- ence they say positively that this one thing is good and that this other thing is bad. Notice throughout the entire Bible how the value of faith is emphasized. What we need in business every day is faith and no man can succeed un- less he has faith in himself and also faith in others. Where there is no faith between men no business can be done and you can put it down as an axiom that the larger the business the more faith we must have because large business is done by delegating the work to others and having faith that they will do it well. Solomon only prayed for one thing —wisdom. Somewhere he writes, “With all thy getting, get understand- ing.” How much this means. What a power they have who have under- standing! How we love to go to a man and talk to him when he has understanding! The great salesman is the man who above all things has understanding. His customers de- pend upon him, lean upon him, give him orders and love him because he has understanding. Suppose your wife takes her mar- ket basket and goes to the store to buy the family supplies. Suppose her pocketbook is slim and the order is small. Whom does your wife buy from? She picks out the clerk who has understanding—the fellow, wheth- er young or old, who understands her and her needs; the fellow who is sympathetic; who does not hurry her when she wishes to chat a bit and who does not delay her with chat when she is in a hurry. Some call this tact, but I think Solomon would have called it “understanding.” When we are heartsore and tired, when we grow weary of the battle of life, blessed are we when we have some friend to whom we can go and talk over our troubles. Thrice blessed are we if this friend has that com- plete understanding which comes from wisdom and unfortunate are we if this friend lacks understanding, lacks wisdom and is one of the “foolish ones.” Out in St. Louis where I hail from, years ago there was a celebrated law- yer. He was a great orator, but he had his faults. One evening under the influence of liquor he was stand- ing unsteadily in a bcbtail street car swinging on a strap. A smart young fellow with a comioriable seat decided to show off, so to the surprise of the crowded car he said, “Colonel, you are drunk.” The great lawyer swung around on his strap and looked at the smart young man. Then he spoke thusly, “Yes, young man, I am drunk, but I can get sober. You are a2 d— fool and they never recover.” It was thinking of young men like these that led Solomon to write the Book of Proverbs! Have you read Abraham Lincoln’s Gettysburg Address? If you have not, go and get it and learn it word for word. It is very short. You can read it in five minutes. In that address Lincoln summed up all the bitter experience and all the aspira- tions of his time. In that address Lincoln dedicated himself and _ his country to carry on and complete the work of the dead buried on that bat- CUSHMAN HOTEL PETOSKEY, MICHIGAN Commercial Men taken care of the entire year. Special Dinner Dances and other entertainment During the Resort Season. Wire for Reserva- tions. pte BU CTT ens rd GRAND RAPIDS, MICH. Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. Rates reason- able. WILL F. JENKINS, Manager. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mer. Muskegon ts Michigan Rew Hotel Mertens Rooms without bath, $1.50-$2.00; with shower or tub, $2.50; Meals, 75 cents or a la carte. Wire for Reservation. A Hotel to which a man may send his family. PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager “The Quality School’’ E. HOWELL, Manager A. 110-118 Pearl St. School the year round. Catalog free. g Grand Rapids, Mich. CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES } $2.50 up with bath CAFETERIA IN CONNECTION 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 Headauarters for Commercial Men making the Twin Cities o 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. 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 HElectric 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. eens Phone 64-509 Bell Main 554. S. NIXON, City Passenger Agent. The Newest Well Known for in Grand Rapids Comfort and Courtesy HOTEL BROWNING Three Short Blocks From Union Depot Grand Rapids, Mich. 150 FIRE PROOF ROOMS—AIll With Private Bath, $2.50 and $3.00 A. E. HAGER, Managing-Director Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST Graham & Morton 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 Daliy Except oot: | urday’s 9 p | aot 200 & 10: :20 m. G R. time. only 1:45 and 11:30 p. m. G. R. time. CHICAGO $ 4A* Plus War Tax DAILY Michigan Railway Lines Tel. Citz., 4322; Bell, M 4470 FREIGHT TO AND FROM CHICAGO and All Points West Daylight Trip Every Saturday. Boat Train 1 p. m. G. R. Time Ce cm August 17, 1921 MICHIGAN TRADESMAN 25 tlefield. No man without wisdom and without understanding could have conceived and delivered that address. Read Lincoln’s letters and speeches and it is easy to see that he was a close student of the Bible. If you think that the leaders of the Hebrews did not go into details, read their minute sanitary directions for the guidance of the people in the Old Testament. Moses knew that to do his best work and to get the greatest happiness out of life a man must have good health. Have we gathered wis- dom in this respect since the days of Solomon? I think not. If you dis- agree with me on this point read the recordstof the medical examinations of the youth of this country when they enlisted for the kaiser’s war. It is a terrible record. It is a record that carries its blight of suffering and in- efficiency from one generation to an- other. Do you know that one young man out of every ten according to these official army records was con- taminated? In the plainest language I can use I warn every clean young man to beware of this terrible danger. If you wish to make a success of life; if you wish to get all the pleasure you can out of life; if you wish to live to a good old age and to enjoy the good things of this world, then do not in an unguarded moment play the fool. Wisdom and understanding is to know the world as it is. Do you realize that you are risking your en- tire future—that you are taking one chance in ten? Is it worth it? Saunders Norvell in Hardware Age. ———_>- + ___ There used to be persons in this country who did not look upon a lowered yield of farm products as an unmixed evil. Their reasoning was that of an uninformed selfishness. A partial failure of crops, they asserted, meant that higher prices could be ob- tained for what was harvested, and that those who sold would really be better off than if they had gotten lower prices for a larger quantity. This idea, however, was pretty well exploded even before the world up- heaval caused by the war made a common reservoir of the food prod- ucts of all lands. Higher prices for food have the tendency to cause de- creased consumption, not only of different kinds of food, but also of manufactured products because con- sumers have less money to buy the latter after paying for their food. This in turn, makes manufactured goods cost more, because plants cannot be run at anything like capacity. Do- mestic, as well as foreign, trade is af- fected by conditions of this kind, and this it is that gives pertinence just now to the crop estimates issued during the past week by the Department of Agri- culture. These showed a loss during July of more than a quarter of a bil- lion dollars’ worth of grains, vege- tables and other farm products. The loss is too great a one to be recouped by any advance in prices which would not be followed by reduced buying. It means lessened returns for the large number of agriculturists and a de- creased buying power on their part which merchants will have to take in- to account. GONE TO HIS REWARD. Harry D. Hydorn, Well-Known Trav- eling Salesman. Harry D. Hydorn died of apoplexy in Butterworth Hospital Tuesday afternoon. Mr. Hydorn was born in Schagti- coke, N. Y., February 14, 1872. The family removed to Philadelphia in 1876. In 1878 they moved to Grand Rapids, where Harry was educated in the public schools, going as far as the eleventh grade. On his re- tirement from school he spent two years in the plating department of the Grand Rapids Bicycle Co. He then entered the employ of Perkins & Richmond, where he was promoted 1897 to Miss Pearl Parish. Their home is a beautiful twenty acre farm on West Leonard road, near the city limits. He was a mason up to the 32d degree. A Shriner, Elk and had long been a member of the U. C. T. He served Grand Rapids Council as Secretary for many years and many application blanks bear the name of Harry D. Hydorn. He was Past Senior Councillor. He was active in the Fountain Street Baptist Church, where he had served as an usher. His sunny disposition, ready sympathy, resourcefulness and inde- fatigable energy won him a warm place in the heart of all who knew him. He is survived by the widow, one son, John Douglas, age 10, and one The Late Harry D. Hydorn. from office boy to manager of the photo supply department. He was house salesman as well, remaining with this establishment eight years. He then went on the road for Howe & Hall, of Chicago, selling photo- graphic goods and covering the trade of twelve states. He continued in this capacity seven years, when the failure of the house compelled him to make a new connection. He there- upon engaged as salesman for the Quaker City Rubber Co., of Phila- delphia, whose goods he sold in Michigan for four years. He then went on the road for the Republic Oil Co., with whom he remained two years. On the absorption of this company by the Standard Oil Co., he was engaged by the latter corpora- tion, with which he remained until the end came. Mr. ‘Hydorn was married June 30, sister, Mrs. Fred Lee, of Schulerville, New York. The funeral will be held under the auspices of the Masonic fraternity. ed Repudiation Is a Badge of Dishonor. Some homely truths about the duty of carrying out a contract even when it involved a heavy loss were voiced by Judge Benjamin F. Bledsoe of the United States District Court in Cal- ifornia in a recent decision in which it was sought to invalidate a contract for the sale of sugar on the ground that the contract violated the Sher- man law. Judge Bledsoe, who modestly de- scribes himself as a “mere country judge,” found little in the point of the plaintiff that the contract was a-vio- lation of the “anti-trust” law and came quickly to what he considered the real issue that “these people seek to escape from an unwise move on their part.” What he says is worth reading by every man who has sought to escape a contract by cancellation or who has suffered by cancellation on the part cf others: The truth of the whole thing is easily apparent; this case is here be- cause sugar went down, and there was no thought of getting it here until sugar had gone down. The price of sugar having gone down, these peo- ple now seek to escape from the con- sequences of an unwise move on their part, the purchase of more sugar, really, than they needed in their busi- ness. Five or five and a half months after the contract was entered into for the first time they came to the conclusion that it was an unlawful contract, an invalid contract, one that shocks the public conscience and is opposed to public policy, one that would result in creating an unreason- able restraint upon trade; and after the sugar has been brought across the wide stretches of the sea, and landed ready for delivery, and the price has gone down, and no opportunity to recoup at all any of the tremendous loss which might have been overcome if an intimation had been conveyed to the defendant three or four months previously, it is now proposed that this loss shall be borne not by the buyer of the article who bought too much but by the seller of the article who svas merely trying to provide that which society was demanding of it, and in a way then deemed least in- imical to the welfare of society. Aside from the fundamental dispo- sition which I think should be in the breast of every man who expects to engage and continue in business in the United States of America—the dispo- sition to live up to his contracts once he has entered into them—lI_ think there ought to be the further but equally prevalent disposition to take one’s loss, when it comes, like a sport; and whether it be a loss of $300,000, as here, or a loss of 50 cents—having over-purchased, having over-bought, having failed to guess with becoming perspicacity as to the future, if one would contribute something to the well-being of our civilization, he will not seek to avoid such a contract as that, one entailing a loss because of his want of foresight, because, for- sooth, on the narrow ground that five months after he entered into it he got advice that it was unlawful. He should bear his loss—bear it like a man—even if the bearing of the loss mean bank- ruptcy. Unwelcome bankruptcy may be accepted with honor; unwarranted repudiation, however, is a continuing badge of dishonor. To do the hon- orable thing at all events, even in the face of loss, is a part of the game; it is a part-of the burden. And it seems to me that it is the burden that ought to be maintained by the plaintiff in this case. ——_+++____ A Psychic Problem. Two powerful colored stevedores, who had some sort of falling out, were engaged in unloading a vessel at a St. Louis dock. Uncomplimentary remarks and warnings of intended violence were exchanged whenever the two pased each other with their trucks. “You jest keep on pesticatin’ around wid me,” declared one of the men, “an’ you is gwine be able to settle a mighty big question for de sciumtific folks.” “What question dat?” other. “Kin the dead speak?” —_+-+_ asked the Makeshift window display fixtures may do until you can get better, but why postpone getting the better ones. They will pay for themselves as you go along. 26 MICHIGAN TRADESMAN UK dy wD) ee > PRUGGISTS SUNDRIES 7 WIL, Mw vad) Fini = =~ = Medical Properties of Slippery Elm Bark. Ulimus fulva, the red or slippery elim, is a handsome tree, from forty to sixty feet high, found growing abund- antly in the rich soil of woods or along the sides of streams in the West- ern states, also parts of Canada, from whence the present supplies are ob- tained. The bark is collected in the spring- time, deprived of the liber and care- fully dried; this destroys the tree, and the wood being nearly valueless is burned or allowed to decay. The leaves of the elm tree are alternate from four to six inches long, two or three inches wide, doubly ser- rate, obovate, oblong in shape, taper pointed, scarbrous above and pubscent beneath; the flowers are numerous, small, almost sessile, in lateral clusters of a purplish or brownish color, the fruit 1s oblong, one celled and one seeded samara, half an inch in dia- meter, vellow winged. The slippery elm bark reaches us in bundles of flat pieces of various sizes, about one-sixth of an inch in thickness nearly smooth, rather tough and flex- ible, the inner portion delicately ridged color is brownish-white on both sides, fracture rather fibrous and mealy; its transverse section discloses a soft tis- sue with many radiating medullary rays and bast fibers, a tangentral ar- rangement; the odor is peculiar, slight, resembles fenugreek, the taste is very mucilaginous, insipid; it vields a light brown powder which microscopically shows it to contain starch grains, por- tions of mucilage cells, fibrous matter and prisms of calcium oxalate; it is sometimes adulterated with flour and various starches, also cornmeal, which are easily recognized with a micro- scope. Regarding its chemical composition, we find that alcohol and lead acetate constituent— mucilage—in large quantities, which according to Braconnot (1846) re- mucilage of flaxseed. Starch and tannic acid is also found precipitates its chief sembles the in small quantities. The European bark contains no starch, but does some tannin and bitter principle. Historically, the Indians of North America, were familiar with the red elm and they frequently removed the bark and made a decoction of it for application to arrow and other wounds they used it in chronic skin diseases, and also for internal purposes on ac- count of its mild, pleasant, demulcent and tonic action. They were indeed fortunate to possess such a valuable remedial, one which was non-irritant, non-cumulative and non-toxic, it could be taken “ad libitum” where properly indicated, with gratifying re- sults. No wonder the Indian adored the red elm of the forest, one of Na- ture’s healing drugs. The early settlers of our country no doubt obtained their knowledge of its valuable properties from the In- dian medicine man, and there can be no question but what it served them well in the pioneer days as a potent subduer of inflammatory conditions in both a mucilage and poultice form. employed its soothing, comforting and pain reliev- The physician also ing effect in various forms success- fully for a long period, as Bigelow, writing in 1824, remarked that the mucilaginous qualities of the inner bark are well known. Fim bark was in the first U. S, P. and is still an official drug, being ex- hibited principally in the form of a mucilaginous drink for inflammatory conditions of the urinary tract; its demulcent, tonic and slight astringent action renders it very serviceable in gastro-intestinal diseases, also in cases of poisoning by the irritant drugs; slippery elm bark tea is always recom- mended as a satisfactory demulcent to soothe and protect the lining of the stomach. It also serves as an efficient linitive for external use, mucilage of slippery elm being frequently applied in certain dermal lesions. The addi- tion of glycerine prevents it from be- coming dry and enhances the emol- lent and curative action. In the form of a lozenge, elm bark always proves an agreeable and valu- able demulcent in the treatment of bronchial coughs and inflamed throat. The powdered bark is frequently employed, rather advantageously so, in the form of a poultice for boils and other superficial inflammation, also to hasten the healing of painful ulcers. The fibrous bark in form of tents is sometimes exhibited by the physician to dilate strictures, fistulous openings, etc., and is superior to sponge tents, also in the form of suppositories as an efficient emollient for local troubles. So far as eligible pharmaceutical preparations of elm are concerned but few have come into existence. The mucilage was official for a long time and rendered good service and _ still does in the field of therapeutics; the troches of elm bark N. F. are a most elegant form of the drug popular among the laity for inflamed condi- tions of the mouth and throat. A syrup of elm bark has not yet been prepared, but could be, employing glycerine as a preservative. It would certainly prove to be a demulcent and mild expectorant, capable of combina- tion with other drugs in the treatment of broncho-pulmonary diseases. A preparation of elm bark with a wide range of use, not only therapeutically, but also as an ideal vehicle, is the fol- lowing: Slippery elm bark—ten parts; gly- cerine—twenty-five parts; water suffi- cient to make 100 parts. The method of preparation: Boil the bark with the water five minutes, macerate for two hours, strain and add sufficient water to make seventy-five parts, add the glycerine and filter, in order to insure perfect preservation of the product a half grain of benzoic acid is added to each fluid ounce. The above will be found an excellent vehicle for a number of valuable drugs, replacing successfully elixirs, syrups, malt, honey, etc. These drugs not nifrequently undergo active fer- mentation in the elementary tract, es- pecially so in the stomachs of those who are debilitated on account of the saccharine content. The alcohol contained in certain elixirs. and cordials employed as a vehicle is undesirable for many rea- sons. In Glyceritum Ulmi we find an agent which is agreeable to palate and stomach and non-fermentative, pro- moting the solubility and absorption of many drugs, as for example, cer- tain vegetable alteratives, astringents, antispasmodics, bitter tonics, diuretics, etc. It is also a splendid vehicle for some of the calcium, bismuth and magnesium salts. It is especially in- dicative as a vehicle for drugs ad- ministered to diabetic patients where sugar in any form is contra-indicated. P. E. Hommell, M. D. —__2 +> Chronometers are eyeless, but their hands are always on the watch. August 17, 1921 Liquid Shoe Dressing. These preparations are usually resinous solutions colored black, and intended for application to shoes by means of sponge. They dry quickly, and give a polish without friction with a brush. Whenever bone or ivory black is directed in a formula, the purified ar- ticle should be preferred, as it gives a deadblack color; whereas, the un- purified may give but brownish or grayish black. Borax 22622 ee 2 av. ounces Shellac, powder _-____ 6 av. ounces Water .. 33 a eee 40 fl. ounces Dissolve the shellac in the borax and water by heating on a water-bath, stirring frequently. This will require several hours. Then add_ nigrosin sufficient to color. Water must be added from time to time to make up for that lost by evaporation. Other colored dressings may be obtained by adding other dyes; for red, use eosin or fuchsin; for blue, methyl blue; green, malachite or methyl green; violet, methyl violet, etc, Bleached shellac 2.22.20 4 av. ounces ROtaR eee ee 2 av. ounces Sugar ei ee 4 av. ounces Glycemne 22525) 2 av. ounces Nie@rosin 2 1 av. ounce Water, sufficient. Mix the shellac, borax and 14 fluid ounces of water, and heat, with con- stant stirring, until the shellac is dis- solved; then add the sugar, glycerine and nigrosin; stir until the latter is dissolved and add enough water to make 36 fluid ounces. terrupted use. Ww Bell Phone, M 770 United Trucks Why you will be interested: 1. We aim for quality not quantity. 2. Each truck is given individual attention to insure unin- . We build a size to fit your requirements. 4. 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 Citz. Phone, 4472 sii ‘ j & 4 4 August 17, 1921 MICHIGAN TRADESMAN 27 Where the Dollar Goes. Everyone has heard the long-lived, perenially popular joke about the druggist who compounded a prescrip- tion, market it $1.10, and left it on the shelf to be called for. When it was discovered that a dollar of the money received for it by the assistant was counterfeit, the druggist said, “Well, mark it up to experience. We five cents on the transaction anyhow.” Every one thinks it is fun- ny, and believes that pharmacists de- mand unreasonable prices. It might be well to conduct a campaign of edu- cation, and make public the figures obtained by the Graduate School of Administration of Harvard through an investigation of several hundred retail drug stores in all parts of the country. The in- vestigation showed that the profit really 6.4 per cent. The ma- terial is not copyrighted, and may be used in the manner of the Amico Pharmacy of Brooklyn, N. Y., which prints on its letter head: ligures compiled last year by the Graduate School of Business Admin- istration of Harvard University show that 66 cents of every dollar taken in over the counter of the retail drug stores of the United States are re- quired to pay the wholesale cost of the merchandise sold. This leaves the retailer 34 cents gross profit, 27.6 of which—still quoting the Harvard figures—must be paid out for rent, salaries, insurance, heat, light and other operating expenses, leaving a net profit of only 6.4 cents. Clay Langston. 2-2 Substitute For Bone Char. — Discovery of a satisfactory substi- tute for bone char, the standard ma- terial used in decolorizing and refin- ing oils, is announced by the Atlas made Business University Was Powder Company. Scientists have searched for sixty years for such a substitute, it was said. — The powder company announced it was planning to manufacture the new product on a large scale in a 6,- 000 ton plant, and ihat in extensive commercial tests with sugar, maltose and oil the substitute has been proved from twenty-five to thirty times as efficient as bone char. It will even permit the making of white granu- lated sugar directly at the raw sugar mill, the announcement said. Success of American chemists in de- veloping the product is attributed to the impetus given chemical research during the kaiser’s war. The sub- stitute is manufactured from cheap carbonaceous raw material such as lignite, which is uniformly carbonized under conditions preventing the pores of the raw material being clogged by the deposit of secondary carbon. Wanted: The address of any young man who is getting ahead in business because of his use of cigarettes and home brew! Chocolates Package Goods of Paramount Quality and Artistic Design The 1921 Holiday Line Will Be on Display In Saginaw on August 10th For the convenience of our Eastern Michigan customers, we will display our Holiday Line, to- gether with the staple sundries, in Saginaw, starting August 10th, for about three weeks. The display room will be in the Saginaw Auditorium, two blocks South of the Bancroft Hotel, where Mr. Hoskins will make his headquarters. to see you in Saginaw at this time. We shall hope Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Wholesale Drug Price Current Prices quoted are nominal, based on market the day of issue. Acids Boric (Powd.).. 17%@ 25 Borie (Xtal) ae 25 €arboHe 222. 36 Citrie) 200 850 70 Miuiriatic! 0202s! 4@ 6 Nitrie (20.022 10@ 15 Oxalic.. 2220.8 27%@ 35 Sulphuric ...___ 4@ Tartare o22- 2 | 58@_ 65 Ammonia Water, 26 deg -- nae 20 Water, 18 deg. -- 15 Water, 14 deg. 30 13 Carbonate ------ 22@ 26 Chloride (Gran)) 11@ 17 Balsams Copaiba: 22. 70@1 00 Fir (Canada) ---2 50@2 75 Fir (Oregon) --- 60@ 80 Pera 2 2 50@3 00 Te «ae 1 00@1 20 Barks Cassia (ordinary) 25@ 30 Cassia (Saigon) 50@ 60 Sassafras (pw. 55c) @ 50 Soap Cut (powd.) AOC) oe ee 20@ 26 Berries Gubeb. fos 1 50@1 75 Bish 2 40@ 50 Juniper --------- 8@ 15 Prickly Ash ---- @ 30 Extracts Ejcopice 222 60@ 65 Licorice powd. -- @1 00 Flowers Arnica, 2__.----_ 75@ 80 Chamomile (Ger.) 50@ 60 Chamomile Rom 49@ 45 Gums Acacia, Ist 2-22 -~ 50@ 55 Acacia, 2nd... 45@ 50 Acacia, Sorts --_ 20@ 25 Acacia, powdered 30@ 35 Aloes (Barb Pow) 30@ 40 Aloes (Cape Pow) 30@_ 35 Aloes (Soc oT sv@1 00 Asafoetida 75@1 00 Pow. 25 coor us 9 2; Gusie Guaiac, powd’d 1 esol Kino oo Kino, powdered_ @1 00 Miypeh (22 @ 70 Myrrh, powdered @ 75 Op 22. = 9 00W9 40 Opium, powd. 10 00@10 40 Opium, gran. 10 00@10 40 Shellac 2.222550" 85@ . 95 Shellac micached | 90@1 00 Tragacanth —--- 50@5 50 Tragacanth, pw. 3 a0 00 Turpentine —----- 25@ 30 Insecticides Arsenic 222252-- 12@ && Blue. Vitriol, bbl. 07% Blue Vitriol, less 8@ 1d trordeaux Mix Dry 17@_ 30 Hellebore, White powdered ------ 25@ 35 Insect Powder -- 40@ 65 Lead Arsenate Po. 22@ 42 Lime and Sulphur Dey oo. 11@ 23 Paris Green ---. 31@ 43 Ice Cream Piper Ice Cream Co. Bulk, Vanilla —----. 1 10 Bulk, Vanilla Special 1 20 Bulk, Chocolate ----- 1 20 Bulk, Caramel ------ 1 20 Bulk, Grape-Nut ---- 1 20 Bulk, Strawberry ---- 1 25 Bulkk, Tutti Fruiti .. 1 25 Brick, Vanilla ------ 1 40 ao Fancy ----.-- 1 60 Bee EE ea 1 10 Sherbet BM 110 Leaves Buchu —---------— 1 40 Buchu, vers @1 50 Sage, bulk ------ Sage, a loose ~~ 72 13 Sage, powdered_- 0 Senna, Alex. —-- Senna, Tinn. --. 30 Senna, Tinn. pow Oo 40 20 Uva Ursi = 25 Olls Almonds, Bitter, true 2202 16 00@16 25 pe cede Bitter, artificial --.. 2 50@2 75 Almonds, Sweet, true... 1 00@1 25 Almonds, Sweet, imitation _.... 60@1 00 Amber, crude ~~ 2 00@2 25 Amber, rectified 2 25@2 50 Anise __ Zoo. Agere OO Bergamont_ _-.. 8 00@8 25 Caieput 232 1 50@1 75 Cassia 2 2 50@2 75 Gaston: oe 1 28@1 52 Cedar Leaf ~... 1 50@1 75 Citronelia, 65@1 00 Cleves 220s 2 25@2 60 Cocoanut _..... 30@ 40 Cod Liver ..... 85@1 00 Croton. 2.202 2 25@2 50 Cotton Seed --_ 1 00@1 10 @vuhehe 22 11 ong 25 Bigeron _...._- 6 00@6 25 Eucalyptus .... 1 00@1 25 Hemlock, pure 2 00@2 25 Juniper Berries 3 50@3 75 Juniper Wood 1 50@1 75 Lard, extra _... 1 2b@1 46 Bard, No. 1 ..... 1 10@) 20 Lavender Flow 9 00@9 25 Lavendar Gar’n 1 75@2 00 Bemon 22 1 50@1 75 Linseed Boiled bbl. @ 86 Linseed bld less 91@1 01 Linseed raw, bbl. @ 84 Linseed raw, less 91@_ 99 Mustard, true oz. @2 75 Mustard, artifil, oz. @ _ 50 Neatsfoot —--.. 1 10@1 30 Olive, pure --.. 4 75@5 50 Olive, 2 aac : VeHow 22.02 2 75@3 00 Olive, Malaga, ereen —_....-- 2 75@3 00 Orange, Sweet 5 00@5 25 Origanum, pure 2 50 Origanum, com’! 1 25@1 50 Pennyroyal —-.. 2 50@2 75 Peppermint -_-. 4 00@4 25 Rose, pure —. 15 00@20 00 Rosemary Flows 1 50@1 75 Sandalwood, E. Bec ee 10 50@10 75 Sassafras, true 2 50@2 75 Sassafras, arti’l 1 00@1 25 Spearmint —..._. 2 aoe 25 Sperm: 5@3 00 Ed ss 1 s0@t1 75 Ta OSP 22" 65 Ly a pe mime, Bb i. “a 69% Turpentine, less 76@ 85 Wintergreen, Oi 9 00@9 25 Wintergreen, sweet bike {202s 5 00@5 25 Wintergreen art 75@1 00 Wormseed ---. 5 00@5 25 Wormwood _. 22 50@22 76 Potassium Bicarbonate ---. 35@ 40 Bichromate —--.~ 20@ 30 Bromide ___ 40@ 45 Carbonate 2. 35@ 40 Chlorate, gre in’r_ 25@ 35 Chlorate, xtal or BOW. oe 18@ 25 Cyanide: 2000 35@ 60 fodide: —: _. & 46@3 60 Permanga _ Gea <6 Prussate, ye low 55@ 60 Prussiate, red... 80@ 90 Sulphate ....... 40@ 50 Roots Alkanet —_.._ = 75@ 85 Blood, powdered 40@ 50 Calamus _-- 8 35@ 75 Blecampane, pwd 30@ 35 Gentian, powd. 20@ 30 Ginger, African, powdered See 23@ 30 Ginger, Jamaica 40@ 45 Ginger, Jamaica, powdered ~---- 24@ 50 Goldenseal, pow. 6 00@6 60 Ipecac, powd. -- 3 wet 00 Eacorice =... 40@° 45 Licorice, powd. 25@ 30 Orris, powdered 30@ 40 Poke, powdered 40@ 45 Rhubarb ——-__.. @1 00 Rhubarb, powd. @ 7 Rosinwood, powd. 30@ 35 a Hond. ground ...__._ 1 25@1 40 Sarsaparilla Mexican, eround 2... 80 Sa@uiis 220 35@ 40 Squills, powdered 60@ 70 Tumeric, powd. 15@ 20 Valerian, powd. 50@ 60 . Seeds AMiRO: 22 33@ 35 Anise, powdered 38@ 40 pee, 2 Is@ 15 Canary 2.20000 8@ 15 Caraway, Po. .25 16@ zu Cardamon: ... 1 50@1 75 Celery, powd. .45 35 40 Coriander pow. .25 12 15 De | 10 20 Kennel 2. 30 40 Bigs 06% 12 Flax, ground -. 06% 12 Foenugreek pow. 8@ 15 PROM 2s 8@ 15 Laneke. Powd. ... @1 7% Mustard, yellow 10@ 15 Mustard, black _. 18@ 25 Poupy 2. 30@ 40 oa ape eee ape 1 26@1 560 ane oe 15@ 20 Sabadilla ee cee 30@ 40 Sunflower ---.--- 1%@ 15 Worm American Worm Levant 30@_ 40 2 00@2 25 Tinctures Aeonite —.. 8 @1 85 OO 8 @1 65 AOTC oe @1 50 Asafoetida -..-- @3 90 Belladonna —... @1 35 Henazgi @2 40 Benzoin Comp’d @3 15 Buehy ooo @3 15 Cantharadies ___ @3 00 Capsicum @2 30 Catechu ..._.___ @1 50 Cinchona @2 10 Colchicum _... D2 00 Cubehs 2 @3 00 Digitalis: 22000 | @1 80 Gentian 2: | @1 40 Ginger, BD. Ss. _. @2 00 GuAIaG 200 a @2 80 Guaiac, Ammon @2 50 FOGGING @1 20 Iodine, Colorless @2 00 Fron, Glo. 0 | @1 50 WO @1 40 NEVER @2 50 Nux Vomica __ @1 60 Ontum —__._ pe @3 50 Opium, Camp. _- @1 30 Opium, Deodorz’d @3 50 Hhoubarb 200 2 00 Paints Lead, red dry — 12%4@12% Lead, white dry 12%4,@12%4 Lead, white oil 1214@12% Ochre, yellow bbl. @ 2 Ochre, yellow less 2%@_ 6 Putty 2 5@ 8 Red Venet’n Am. 3%@ 7 Red Venet'n Eng. 4@ 8 Whiting, bbE ag 4% Whiting 54%@ 10 L. HH. P. Prep. 2 00@3 26 Rogers Prep... 3 00@3 25 Miscellaneous Acetanalid ....__ 55@ 75 ARON 10@ 18 Alum, powd. and eround ....... 11@ 20 Bismuth, Subni- CRAIG 2 T6@2 93 Borax xtal or powdered .-.. 7%@ 13 Cantharades, po 1 50@5 60 @atomel oe 36@1 45 Capsicum 2.0 40@ 45 Carmine: 22.2. 6 50@7 00 Cassia Buds .... 30@ 40 COVES once cae 35 45 Chalk Prepared 7 18 Chloroform —..... 72 Chloral Hydrate 1 53@1 85 Cocaine 12 85@13 65 Cocoa Butter --_ 50 80 Corks, list, less 385@ 45 €apperas -...-. 3@ 10 Copperas, Powd. 4@ 0 Corrosive Sublm 1 1@1 25 CreamTartar —. 55 Cuttle bone ..... 60 Dextrine =... 15 Dover's Powder 5 15 Bs 00 Emery, All Nos. 15 Emery, nea 10 Epsom Salts, bbls. “a 3% Epsom Salts, less 44%@_ 09 Ergot, powdered 1 ce 00 Flake White _--. 15@ 20 Formaldehyde, lb. 17344@25 Gelatine —__..... 1 70@2 00 Glassware, less 50%. Glassware, full case 50.10%. Glauber Salts, bbl. ag Glauber Salts less 04@ Glue, Brown - 21 30 Glue, Brown Grd. 17@ 25 Glue, White —-~ @ 40 Glue, White Grd. 30@ 35 Glycerine ~~~... 23@ 37 HIG 3202 1 00@1 25 jodine ....-. 5 26@5 72 lodoform. —...__ 6 69@7 09 Lead Acetate ~~ 18@_ 25 Lycopodium ---- 4 75@5 00 Wintec 6@ 80 Mace, powdered 95@1 00 Monthol —...___— 5 75@6 00 Morphine ...... 8 33@9 08 Nux Vomica —..- 30 Nux Vomica, pow. 30@ 40 Pepper black pow. 32 36 Pepper, white -. 40@ 465 Pitch, Burgundy 2 15 Quassia pee Sees 12 15 Quinifie —..____ 96@1 69 Rochelle Salts -. 35@ 4v Saccharime —-—_-. @ 30 Salt Peter we 14%@ 26 Seidlitz Mixture 30@ 40 Soap, green -.... 15 3U Soap mott castile 22% 26 Soap, white castile C486 22 50 Soap, white castile less, per bar ---- gl 40 Soda Ash 2.” 05@ 1 Soda Bicarbonate a%e 10 Soda. Sak 2... 2%@ 5 Spirits Camphor @1 25 Sulphur, roll _-.. 04@ 10 Sulphur, Subl. -- 12@ 10 Tamarimnds —___.. 25@ 30 Tartar Emetic 1 03@1 10 Turpentine, Ven. 50@2 25 Vanilla Ex. pure 1 50@2 0v Witch Hazel -_ 1 60@2 15 Zine Sulphate -. 06@ 15 28 MICHIGAN TRADESMAN 1921 August 17, 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 pore at date of purchase. "DECLINED “ADVANCED Scotch Peas Sago Split Peas Washboards Anise Seed Lamb Canary Seed Hemp Seed Poppy Seed Pork Some Flour AMMONIA Clam Boullion CIGARS Arctic Brand Burnham’s 7 0z. ---- 2 60 16 oz., 2 doz. in carton, orn Worden Grocer Co. Brands per doz. ______..._ 175 Standard —_—___- 1 10@1 75 : secrets Household Brand Country Gentmn i‘ ad Harvester Line WARURED (class ees 90 . es 12 oz., 2 doz. to case 2 70 maine ———- @ ts “ ome oF S Hominy Record © reakers, 5 s AXLE GREASE le 159 DVelmonico, 50s ------ 75 00 Van Camp ama aa Pacemaker, 50s —---- ‘75 00 : . eet » 95 Panatella, 50s _____ 75 00 ee i sy Favorita Club, 50s -- 95 00 Ye 1. Piet 19 69 Favorita Extra, 50s_ 35 00 1 lb. Star Mackerel Hpicure, 50s .—---— 5 00 cd 4 . 189 Waldorfs, 50s ------- ie 00 Mustard, 245. 4 =. SE 2 to ad EE 275 The La Azora Line. “~~” Mushrooms Opera (wood), 50s_- 57 00 Choice, 1s, per can -- 56 Opera (tin), 208) aoe 57 00 Hotels, 1s, per can -- 32 Washington, 50s --- 75 00 Rgrbe se 65 Panatella, 50s ------ 75 09 Cur thie oe 89 Cabinet, 50s —._-_—_ 95 06 Plums Perfecto Grande, Sts 97 50 salifornia, No. 2 2 50 Imperials, 298 ~-~--- 115 00 es is Byrn Agreements, 50s _--- 58 00 fe : Miciigan ——-------——- 00 25 Ib. pails, per doz. 2260 Cuiiturnia, No. 2 —---- 4 25 Sanchez & Haya Line BLUING Joe Clear Havana Cigars made Jennings Condensed Pearl Marrowfat —----- 1 35@1 90 C-P-B ‘Seal Cap” Iuarly June ---- 1 45@2 10 3 doz. Case (15c) ---- 3 75 tuarty June sild 2 25@2 40 in dps, le Peaches Diplomaticos, 50s _112 50 BREAKFAST FOODS Cracked Wheat, 24-2 Cream of Wheat : Pillsbury s Best Cer] Poe PONS a o Quaker Vuffed Rice-- Quaker Vuffed Wheat 30 Quaker Brfst Biscuit 90 quaker Corn Blakes 80 Ralston furina ——-—---- 00 Zalston Branzos ---- 2 70 Ralston Food, large -- 3 60 Ralston Food, small__ 2 90 Saxon Wheat Food -. 4 80 Shred. Wheat Biscuit 4 90 Kellogg’s Brands. Corn Flakes, 36s ---- 3 50 Corn Flakes, 24s ---- 3 50 Corn Flakes, 100-3 _.. 2 00 Kaeumbles, 24s ___-_. 2 35 Krunmbics, 365 —--——--- 4 20 Krumbled Bran, 12s_- 2 25 Post's Brands. Grape-Nuts, 248 ----- 3 80 Grape-Nuts, 100s ---~ 2 75 Postum Cereal, 12s ~~ 2 25 Post Toasties, 36s -- 3 50 Post Toasties, 24s -- 3 50 BROOMS Standard Parlor 23 lb. 5 75 Fancy larlor, 23 Ib. -- 8 00 Ex Fancy Parlor 25 Ib 9 50 Ex. Fey, Parlor 26 Ib 10 00 BRUSHES Scrub Solid Back, 8 in. ---- 1 50 Solid Back, 11 in. --- 1 75 Pointed Ends -------- 1 25 Stove No. 1 2 1 10 No: 2 1 35 Shoe No: 8 oe 90 Nae Bo 2 1 25 No, 3 2 00 BUTTER COLOR Dandelion, 25¢e size -. 2 80 Perfection, per doz. -. 1 75 CANDLES Paraffine, 68 —------- 144% Parattine, izs —_____.. 15 Wicking 60 CANNED GOODS Apples 3 lb. Standards ~----- @2 15 Noe: 40) 2 @6 50 Biackberries 3 aur Sees aes Ne, 140 2 @7 00 i ee : Brown Beauty, No. 2 1 15 Campbell, No. a. 486 Fremont, No. 2 ~----- 1 10 Van Camp, No. 1 -. 1 00 Van Camp, medium __ 1 30 Van Camp, large ---. 2 30 Beans—Canned Red Kidney ---- 90@1 50 Siting 2 60@3 30 Be 1 60@2 70 time 1 15@2 35 eo @1 10 No. 2% 3 50 Calitornia, wt Z 25@2 oa Caliornia, No. Miciigan, Nou. 2 ------ tic galions 2 o8 60 Pineapple Grated, No. 2 —- 2 80@3 25 oliced, No. 248, L Haig oo 3 50 Pumpkin van Camp, No. 3. 1 60 Sa Cus, du. 10 -- 2 ov i aAice Shore, No. 3 —- 109 Salmon Warren's % Ib. Flat 2 90 Vausrens L ib. Elat —. 47 hheu aAtaska 3 Meu. ied Alaska 3 VU@38 50 tina Alaska --. 1 y0@2 20 Sardines Domestic, 48 -- + 50@5 00 Mustard, 148, -- + vV@d VU Miuslard, %48, 48S 4 yvums vo Cuiilornia poused ---- Z WU Cailurnia Mustard -- 2 Uv Cailiornia ‘Tomato —-- 2 UW Sauerkraut tiuckmuth, No. 3 ---- 1 50 miiver Kieece, No. 3 1 60 Shrimps Dunbar, ls, doz. ---- 2 50 Vunbar, lis, doz. --- Bb UU Strawberries Standard, No. 2 ~----- 3 00 htancy, No: 2 ~------ 4 00 Tomatoes No: 2. 95@1 40 No: 3 1 75@2 25 No. 10 22 @5 00 CATSUP Snider’s 8 oz. ~------- 1 90 Snider's 16 0z. ------ 3 15 koyal Red, 10 oz, ---- 1 35 toyal Red, Tins —__- 11 75 CHEESE Brick 2) 25 Wisconsin Flats ----.- 26 Lenehorn 2s 28 New York: 26 Michigan Full Credm ~~ 24 CHEWING GUM Adams Black Jack --- 65 Adams Bloodberry -- 65 Adams Calif. Fruit --- 65 Adams Chiclets ----_- 65 Adams Sen Sen ------ 65 Adams Yucatan ______ 65 Beeman’s Pepsin ---. 65 Beechnwt oe 75 Doublemint _.......__ 65 Juicy Fruit 2 65 Spearmint, Wrigleys — 65 VeRO 22 65 Wrigieys P-K —..... 65 CHOCOLATE Walter Baker & Co. Caracas: 48 Premium, 48 —..._____ 47 Premium, 48 ~------ _._ a Premium, %s ----_--- ee [Riniereeatasiale Reina Fina (tin) 50s 115 00 Rosa, 50s 2 127 00 Wictorna Tins oS 115 00 National, 50s -----~- 130 00 Original paciane ior 50s 153 00 Worden Special, (ixceptionals) 50s 185 00 Ignacia Haya [xtra Faney Clear Havana K - Tainpa, 50s Made in leelicades, frimeros, Queens, ones Perfecto, 25s —_-__--- 185 00 Garcia & Vega—Clear Havana New Panatella, 100s 60 00 Starlight Bros. La Kose De laris Line Couquettes, 50s ---- 6d Cavatleros, 5US ~~ -- 7U UU Rouse, O08 2222 115 00 Veninsular Club, 25s 150 00 nicos; 258 ee 150 00 Paimas, 2as _..._-_ 175 00 Perftectos, 2Zoss —-__-_- 195 00 Rosenthas Bros. R. KB. Londres, 56s, Tissue Wrapped ~-- 58 00 R. 4s. invincible, 50s, Fuil Wrapped ---- 75 00 Union Made Brands El Overture, 50s, foil 75 00 Manila 10c La Yebana, 25s ---- 70 00 Our Nickel Brands New Currency, 100s. 37 50 Mistoe, 100s ~------- 35 00 Lioba, 1008... _-- 35 00 Eventual, 50s ~------ 36 00 Other Brands Boston Straights, 50s 55 00 Trans Michigan, 50s 57 00 Court Royals (tin) 25s 57 00 Court Royal (wood) 50s Stephan’s Broadleaf, 508) 22 58 00 Knickerbocker, 50s_- =. 00 Iroquois, 50s ~------- 8 00 2 2, SRS) 22 Be 00 Hemmeter Cham- pions, 50s 2.2 50 Templar Blunts, Templar Perfecto, S08) Soe ee 105 00 CLOTHES LINE Hemp, 60 ft. ...... 3 25 Twisted Cotton, 50 ft. 2 15 Twisted Cotton, 60 ft. ; 00 Braided, 50 ft. ------ 3 60 Sash Cord eae 2 60@3 75 COCOA Baker's 8 2. 52 Bakers “4s —-..__..._ 48 Bunte, 15c size —__.--__ 5b Bunte, % ib. = --2-==-- 50 Bunte, faible 48 Cleveland 22. 41 Colonial, 4s --. 35 Colonial, 48. 2... 33 Droste’s Dutch, 1 Ib._- . 00 Droste’s Dutch, % Ib. 4 75 Droste’s Dutch, ¥y Ib. 2 00 pos 2220 42 Hersheys, 4S ---------- 42 Herseys, #48 —--_------- 40 Riavder 22 36 Lowney, %8 48 Lowney, %8 Lowney, %s Lowney, 5 lb Van Houten, Van Houten, Van Houten, Van Houten, Wan-Hta 22023 Wend 2 d Wilbur, 4608 —......___-- 33 Wibur, 448 222) 33 COCOANUT ls, 5 lb. case Dunham 50 8, b ib. case —_-__ 48 4s & Ws, 15 lb. case 49 6 and 12c pkg. in pails 4 75 Bulk, barrels 48 2 oz. pkgs., per case 4 15 48 4 oz. pkgs., per case 7 00 COFFEE ROASTED Bulk Big 2 ee Santos 220 a 15@22 Maracaibo 220-0 22 Mexican) 220050 25 Guatemala 26 Dia es a 46 Boro, 222 eee 28 Peaperry 20080 22 Package Coffee New York Basis Arbuckle 225020502 23 00 McLaughlin’s XXXX McLaughlin’s XXXX pack- age coffee is sold to retail- ers only. Mail all orders direct to W. F. McLaugh- lin & Co., Chicago. coed Extracts N. Y., per 100 10% Frank’s F750 packages - 50 Hummel’s 50 1 Ib. —~ 10% CONDENSED MILK Eagle, 4 doz. 9 50 Leader, 4 doz. 8 00 EVAPORATED MILK Carnation, Tall, 4 doz. 5 60 Carnation, Baby, 8 dz 5 oo Pet, Dall gece oe 5 60 Pet, Baby 22205000. 4 v0 Van Camp, Tall ----- 6 50 Van Camp, Baby ---- 4 50 Dundee, Tall, doz. —. 6 60 Dundee, Baby, 8 doz. 6 00° Silver Cow, Baby ---- 4 00 Silver Cow, Tall ---- 5 60 MILK CoE e ene Hebe, Tall, re oboe 00 Hebe, Baby, 8 doz. 3 90 Carolene, Tall, 4 doz. 4 25 CONFECTIONERY Stick Candy Pails Standard 225020 17 Jumbo Wrapped ----- 19 Pure Sugar Stick, 600’s 4 20 Mixed Candy Pails Grocers, 2220252570 13 Kindergarten -------- 22 eager: 22200200 18 Century Creams ---- 22 Ke Tu. OQ, ee 15 French Creams ----.- 20 Caineo Mixed ~----- — 23 Specialties. ails Auto Kdsses 22. 2 Bonnie Butter Bites — 25 Butter Cream Corn — 27 Caramel Bon Bons -- 30 Cream Waters, Pep. and Pink 2.) 24 Fudge, Walnut —----- 26 Italian Bon Bons ---. 22 Marshmallow Peanuts 26 Manchus 22-2222 24 National Cream Mints, 7 ib) tins 32 Nut Butter Puffs --. 24 Persian Caramels --. 30 Snow Flake Fudge -- 24 Sugar Cakes Toasted M. M. Drops 34 A A Jelly Beans — 17 Wintergreen Berries — 22 Sugared Peanuts ---- 22 Cinnamon Imperials — 22 Cocoanut Chips ~----- 26 Chocolates. Pails Champion (22000003 22 Honeysuckle Chips -~ 40 Klondikes Nut. Wafers _. 30 Ocoro Caramels --... 30 Peanuts, Choc. Covw?d 35 Quintette, Assorted — 26 Mount Royals 35 Fancy Chocolates. 5 lb. Boxes Bittersweets, Ass’ted 2 00 Choc. Marshallow Dps 2 00 Milk Chocolate A A_. 2 25 Nibble Sticks 2 Primrose Choc., Plain Dipped: —.... 14 No. 12 Choc., Plain Dipped 22 2 00 Chooslste Nut Roils —~ 2 00 Gum Drops. Pails AMISG 222 20 Raspperry 20 20 MavOrite 22s 24 Orange Jellies ------ 20 Butterscotch Jellies ~ 21 Lozenges. Pails A. A. Pep. Lozenges 18 A, A. Pink Lozenges 18 A. A. Choc. Lozenges 18 Motto Hearts ~-------- 22 Malted Milk Lozenges 22 Hard Goods. Pails Lemon Drops —..---.— O. F. Horehound Dps 2 Anise Squares Peanut Squares Horehound Tablets ~~ 23 Pop Corn Goods. Cases 100s Cracker Jack, Prize 7 60 Checkers Prize ------ 7 00 Cough Drops Oxes Putnam Menthol Hore- hound 2c ue 1 30 Smith Bros: —-_--__-- == 1 45 CRISCO 265, 245 and i2s —_---— 18 Gps aes a ee 174 COUPON BOOKS 50 Economic grade 2 50 100 Economic grade’ 4 50 500 Economic grade 20 00 1,000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR G Ib: boxes 22222 --- = 55 3 Ib: boxes 2.222. -- 60 DRIED FRUITS Apples Evap’d. Choice, blk.---- 14 Apricots Evaporated, Choice ---- 25 Evaporated, Fancy ---- Citron 10 ib; box 222 = 52 Currants Packages, 14 02. -~-- 20 Boxes, Bulk, per Ib. 18 Peaches Evap. Choice, Unpeeled 15 Iivap. Fancy, Unpeeled as Evap. Fancy, Peeled ~~ Peel Lemon, American ------ 32 Orange, American ---- 33 Raisins Fancy S’ded, 1 Ib. pkg. 27 Be Seedless, qd ibe pke,. -22--- 27 hemane Seediess, bulk 220 26 California Prunes 80-90 25 lb. boxes --@08% 70-80 25 Ib. boxes ~-@10 60-70 25 lb. boxes ~--@12 50-60 25 lb. boxes --@14 40-50 25 Ib. boxes ~-@16 30-40 25 lb. boxes --@18 FARINACEOUS GOODS Beans Med. Hand Picked -- 05% Madagascar Limas =. 05% Brown, Holland ---- 06 Farina 25 1 lb. packages ---.'3 20 Bulk, per 100 lbs. ---- Hominy Pearl, 100 Ib. a. _ 8 00 Macar Domestic, 10 ib. — 1 00 Domestic, brkn bbls. 8% Golden Age, 2 doz. 1 90 Fould’s, 2 doz., 8 oz. 2 00 Pearl Barley Chester oo. 4 75 Peas Scoteh; Wb.) 222 eee Split, 1b. ee 7% Sago Hast India: £22020 6% Taploca Pearl, 100 Ib. sacks -- 7 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant, 3 doz., per case ---. 2 70 FISHING TACKLE Cotton Lines No. 2; 15 feet 1 45 No. 8, 15 feet 2. 1 70 INO. 45 Jb feet 2222 oe! 1 85 ING. (9, Yb feet — 2. 2 15 No. 6, 15 feet 2 -- 2 45 Linen Lines Small, per 100 yards 6 65 Medium, per 100 yards 7 25 Large, per 100 yards 9 0¢ Floats No. 1%, per gross —-. 1 50 No. 2; per eross 1 75 No. 2%, per gross —. 2 2¢ Hooks—Kirby Size 1-12, per 1,000 __ 84 Size 1-0, per 1,000 __ 9€ Size, 2-0, per 1,000 __ 1 15 Size, 3-0, per 1,000 oo 1 32 Size 4-0, per 1,000 __ 1 65 Size 5-0, per 1,000 -. 1 96 Sinkers No. 1, per gross ~.-.- No. 2, per gross —--..- No. 3, per gross —_ No. 4, per gross —- No. 5, per gross —-_ No. 6, per gross ~---_ No. 7, per 2£ress: 2: No. 8, per gross ~__-_ 3 35 No. 9, per gross —__-_ 4 65 FLAVORING EXTRACTS Jennings Pure Vanilla Turpeneless Pure Lemon 3 Per ee i Dram oe 1 35 io Ounce Su eines 1 90 2 (OUnCe | 2 sci ee 2 75 244 OUNCE: 2200 3 00 226) Ounce 2 Sia 3 25 4 Ounce 20 was 5 00 8 Ounce 2202). 8 50 7 Dram, Assorted 2 - 1°35 1% Ounce, Assorted__ 1 90 Van Duzer Vanilla, Lemon, Strawberry, Raspberry, Pineapple, Peach, Orange, Peppermint & Wintergreen Almond, 1 ounce in cartons __ 2 00 2 ounce in cartons _. 3 50 4 ounce in cartons —. 6 75 Sounce 280 ea 13 26 Pints: 2560 es oes 26 4¢ Quarts 202 cece ee 51 0c Gallons, each ~_______ 16 00 FLOUR AND FEED Valley City Milling Co. Lily White, 4% Paper sack Harvest Queen Light Loaf Spring Wheat, 24%s ______ 9 90 Snow Flake, 24%s ~. 8 10 Graham 25 lb. per cwt. 3 40 Golden Granulated Meal, 25 lbs., per cwt. N 2 40 Rowena Pancake Com- pound, 5 lb. sack —. 4 20 Buckwheat Compound, 5 lb. sack 24%s 9 20 Watson ieee Milling 0. New Perfection, %s_ 8 60 Meal Gr. Grain M. Co. Bolted 220500 ss 2 25 Golden Granulated -- 2 45 Wheat No: 2 Red) see ress 1 09 No. Lt: White 22-020) 1 04 Oats Michigan Carlots ~-.... 46 Less than Carlots ---. 50 Corn Carlots, {2 71 Less than Carlots ---. 74 Hay Garlots:.22 hoo 20 50 Less than Carlots ~_-22 00 Feed reer Car Feed ~--. 30 00 No. 1 Corn & Oat Fd - 90 Cracked Corn 00 Coarse Corn Meal -- 30 00 FRUIT JARS Mason, pts., per gross 8 70 Mason, ats., per gross 10 00 Mason, % gal., gross 14 20 Ideal Glass .Top, pts. 9 95 Ideal Glass Top, qts. 11 80 Ideal Glass Top, ealion {022 15 90 GELATINE Cox’s 1 doz. large --_ 1 45 Cox’s 1 doz. small --. 90 Jello-O, 3 doz. ~------ Knox’s Sparkling, . 2 25 Knox’s Acidu’d, doz. ri 25 Minute, 3 doz. ------ 4 95 Nelson's. 222220 000-22 1 2 Oxford (23220 oe sen Plymouth Rock, Phos. 1 be Plymouth Rock, Plain 1 85 Waukesha 1 6@ ~ ~~ olin August 17, 1921 MICHIGAN HIDES AND PELTS TRADESMAN Hides PICKLES Pig’s Feet 29 Green, No. 1 Medium % b Ss t io ft 05 B io EEDS Green, No. 2 3arrel, 1,200 cou ¥, ---- 216 fe Season! Cd No i 04 Half bbls. 600 aise oe 376 Anise --------------- 39 Chili. Powder, 7m. 4 25 WOODENWARE Gined No 2 fee 05 5 gallon kegs —-- 2 Ns a ceca ant 7 00 sanery> Smyrna __-. 07% Celery Salt, 3 oz. ao Baskets oa green, No. 1 li See ee en epee pee clan 14 15 ho keaag Malabar 1 7e cee: Soe Pe pene — band, ‘alfskin, green N 32 mien Galt rire handles ----_- 15 Calfskin, cured, ae 4 Pi Bacrels Smal Kits, 15 ao ook Russian ace 07% Garlic Went eee : = Bushels, narrow band, Calfskin, cured, No. 2 10 oe Lon ane 90M ird _--------- 13% Ponelty, 3% oz. 225 WM wood handles -———_ 1 85 Horse, No , . y% Half barrels -------- @ bbis. s. -- 1 60 ustard, yellow ---- 1H Kitchen Bouquet ____ 5 Market, drop handle 90 Worse No 8 4 a 5 gallon kegs ------- Is., 80 Ibs. ------ 3 00 slay SE ee Laurel Leaves ---- 3 _ a single handle 1 00 ores Qo a WMavioram 102... “ Market, ext TSC 7 Marjoram, LT oz, — 90 Spl Fra 2 ae Pelts Casings Savory, 1 oz. _------- mint large oo 9 50 Old Wool 2. 25@ 60 Barrels cape Hogs, per Ib. ---- @65 Swedish Hence {0c 8 tf Thyme, ia. 30 Sount pein i apa 8 75 eae eee 10@ 25 Half barrels io ee iil ae round set .... 33@24 Swedish Rapee, ; i na < Tumeric, 2% oz. _--_ 90 plint, small -------- 8 00 Shearlings .---/-- 0@ 10 ° gallon kegs ------- Eee — ee oe Joc 8 we = eet in 200 ; oping, 1 1b, glass co Prime nN. gs a Unco! Copenhagen, 10g 8 tr 4 aor oe eee Wold ne wee ne Sopenhage eae yes rn uscané Me. [oo @2% Barrels eee cee cons Oleomargarine gen, 1 Ib. glass 85 Pomaetord. 40a | Wg a ee S a Country Rolls --—--- 30031 Proct ire Hos te 9% Standard Emco Dishes ee, roctor & Gamble. Argo, 48 i lb. pkgs. —- N Mawaehed, pice i PIPES Fancy Head” 1@11 ivony, 104 a See 00 Ki - 3% No. a ee a S Ce i i eee ti“ ( i‘ ee Ivo Saan Wks. 100s ap ngsfo N i i a n ca ae @16 ¢ Z Blue Rose ---.---- ry Soap Fliks., 100s 8 5 Silver G No. 8-50 md’m Sots: da cs ee OO ee (. oe : in Ivory Soap Fins, 50s ce er Gee tb, 11% No. 8-50 large to e 4enox, cakes _ 5 BI No. 8-50 extra 1 H >. ? ‘ Ss ---- 5 50 Gloss No. 4-50 4 g cart 2 64 oe 7 su : o pEene CARDS a oe OATS a aa Naptha 9 75 Arg0, 48 1 Ib. pkgs... 3 75 NO tan cee meine Wo. ih. 00 No. 3808 a 8k Le bis; 2 700 Star Na Pw Clb Go fe wee pkgs. __ 2 74 » Me noth .. 4 G5 inline, NO. 19 —---—- 5 50 oO. , Bicycle ---. 4 Rolled Avena, E 2 Nap. Pwdr., 100s 3.90 Argo, 8 5 Ib. eee. : Airline, NO, 25) 21115 33, Pickett -------------- 3 S Steel Cut, 100 woke : a Star Nap. Pwdr., 24s _ 5% a Gloss, 16.3 Ibs. tiie ; i Churns onarch, 90 Ib. § ; Ritver Gloss, 12 € the. 10% Barrel, 5 gal., eac por @fORSE RADISH Qos it Recees ae ae ot ee oe ot aa ie 0%, -------------- 50 POTASH Ge to pants aa Ble oe ee ae a aay 3 to 6 gal., per gal. __ 16 JELLY Babbitt’s, 2 doz. ---- 2 76 SALAD DRESSING oe obs " blocks 5 85 ie 1 th vediaacn “a Pure, Silver Leaf, Cc i imax. 26g Pa Ct Ib. packages __-- 9% per olumbia, i u to b 126 ee 9% Clothes P pal, 39 1 4 00 FRESH MEATS. boos” fie : a Sr en tea ora j be 50 i hoe ges _...91%4 Escanaba uutan taste seLy ene pee large, 1 doz. 6 60 Queen Anne, 100 cakes 6 eS Th we ana ¢ SSES we Bee urkee’'s med., 2 doz 7 10 Lautz Naphtha, 100s 8 No. 60-24, Wrapped 6 10 oz., per doz. 2. a fee Steers ae Heifers 16 Durkee’s Picnic, 2 dz. 3 25 ' “ No. 30-24, Wrapped mace oa and Heifers ae eee ree. 1 doz. 3 50 Tradesman Company a na No. 25-60, Wrapped —_ 5 85 eers: eifers 13 s small, 2 doz. 235 Black H Barrels MINCE MEAT Com. Steers & Heifers 11 ° Bl awk, one box 4 50 sarrels ~-—-~----~- q y ; ack Hawk alt Bartela 0 70 Nore re 3 doz. oo Black Hawk, pei ti ; a Blue Pe Na ha ace (6 Ne 3 oun Cases pees e : fi a Zz oe , » 1, Sta Nee Quaker, 3 doz. case _ S80 ‘Gop Arm and ane oe be Box contains 72 cakes. It es aes ene ON cea 205 No. 2, Star Cae ae f “ WwW mer .. 375 i8 a most remark ue Karo, No. 2%, 2 N Yarrier__ 10 50 Or ~----+----------- 4 75 Good - yandotte, 100 %s -- 3 00 and grease ce able dirt 0g. 22 Ee 3 wa 1, Star Egg Trays 5 00 Medium - out injury to a Blue Karo, No. 5, 1 dz. 2 i Star Egg Tray 10 00 aye ee ommon SAL SODA Le ial ere. Noto ew Orleans uring Powders (2 DZ ee 27 Fancy Open Kettle ---- 95 Granulated, nnie .. oeo SORE oe lots _. 12 50 2ed Karo, No. 114, 2 ay. Faucets Choice 22s 85 Top ranulated, 100 lbs cs 2 75 Sapolio, half gro. lots 6 30 , doz. ae Se eee 2 35 (ork lined, 3 in. 70 ood erie eons ee ee 12 Crees 36 216 Ib. cou single boxes 3 15 a Karo, No. 24%, 2- 5 ou ned, 9 i, ___. eg cae be cae ee i4 packages ----------- 3 60 So a 07st oe oS re gag COTK lined. 10 in. = arrels 5c extra ane e cans 3 60 : », No. 5, 2 dz. 3 30 Maid, Red Ka i 4 Lamb. i, 97 cone © 9 doz. ieee ~ 2 Mop Stl NUTS—Whole Good - 99 err oS. .lrtmt i iti‘i—CO~S™SOSCOSOCOCOCSCS 3 10 Erojan aaa cks 2 25 Almonds, Ter ee Snow Bo G oo clipse patent’ apring Brazils, ices aa 25 “Oe ae a aN 20 56 Solar Rock Snow Boy a be = S10 Hair ___ be wane No. 1 common a a0 as EF . Bed ol ee ee 17 lb. sacks — = > 14 oz. 4 20 = No. 2 -- ancy Mixed —--- Se ee 915 Snow Boy, 24 pk 6 Gedd 220. , pat. brush hold : 23 Filberts, Barcelona _. 32 Mutton. Cc Snow Boy, 20 a ES. OG Ghaiee 2 Ide a Not Peanuts, Virgina raw 11 cool eee 13 Medium “RRL , nies FOC 8 a ees 2002 cotton mop heads : a ps2 cm oe ee oat en 2 70 ‘ Soap Powders TABLE SAUCES 2oz cotton mop heads 2 20 Peanuts, Spanish ““—~ ee : te Johnson's Fine, 48 2 575 [ea & Perrin, small —- 3 35 Talnuts, Ca ae NE VEY — a ; ae , ~ Perrin, small —- Pails vo eae 33 es ee BOE canes On nantes a ee Pepper = ——--— 3 $5 10 at. Galvanized -... 2 75 Roar eavy hogs ----------- 11 —_ Gok beat 100 pees. 410 toyal Mint - 2 50 at. Galvanized ___- 3 0 Medium hogs --- : ; ak Leaf, 100 pkgs. é 5 Tobasco -_-- - 497 14 qt. Galvanize se Shelled Light hogs oo Poe 15 0 5 Old Dutch Cleanser 4 a England's Pride .. 375 Wibre ao ---- 3 50 Almonds Sea 55 aoe ana stapes 2! 15 Queen Anne, 60 pkgs. 3 60 A-1l, large o sr 1402 ee Peanuts, Spanish, i Loins a ee eC Rub-No-More_ ------- 5 50 a oo 90 5 ~---5--- RECS ec ee ee pepe on Cocina, Q e oes Spanish, Shoulders @ 2 os. S T OE Ls PE Diese oa Pean i Simmer en. 25 Hams Beng eee ie lee ee Ne ©o i x” reer Sraiiat 5 See os ITCHEN TEA Ne 48, Emco 1 85 . . 4%, Neck bones --- a Ne eee Japan N 0-35 uMCO -~---- 3 75 Uvalerte) (ccm anon ‘ Modium 22205022. 38@42 Ne 50-2500 Imco ___ 3 75 Choi ae NG. 100-2 500 Eme ° PROVISIONS LENZER hanes oe pete mco _. 7 00 Bull ea Barreled Pork pace ¢ one Med’m ary Traps sulk, gal. Kegs, each 500 Clear Back -- 23 0 eccrine Fancy Monee Bulk, ¢ a < -- 0@24 00 Basket-Fire . se, wood, 4 holes -- oe I oy - each i 00 oe Cut Clear 22 00@23 00 Per case, 24 2 Ibs. -- 2 40 No. = Nibbs Fancy __ Mouse. wood, 6 holes a 70 Stuffed, 9 oz, -__-__- its eee of cea ce | ve Cone eh 2 30 Siftings, buik __-_---- ot Ta wea iiedus eee Pitted (not aaa Sittings, 1 lb. pkgs.__ Gal Nake WOCS Se 1 00 Ss, . pkgs.-. @2z3 Rat, spring -- mania @ 6a 1p pe a ee ea Gunpowder Mouise, sbring"=--——- | Lunch, 10 oz. _------- 2 00 S P Bellies __ 16 00@19 00 Middles fcues 2 Moyune, Mediuin _. 35@40 Puncn, 1 eg 3 25 Tablets, 1 lb. ------ 30@83 Moyune, Choice ---- 40@45 Tubs ee Mammoth, 19 Lard Tablets, % Ib. ne a ° No. 1 Fibre 2 ee 50 a lb. tubs __--advance % Wood boxes £605 0-0 _ Young Hyson No. 2 Kiee 38 3 ueen, Mammoth, 28 pure in tierces 13144@14 [sicis-sc scour See --------~---- an@ae No. Bitve 32 00 ee or 3 SURO ee a ENG orre i ea a Se Olive Chow, 2 doz. cs. 75 §9th. tubs ee Stade wie se of 50@60 Tham Galvaniz 9 00 per doz. ----------- 50 0 Ib. tubs ----advance 4% oe 14 : Oolong hen oe a PE oie ale oS Standard: keae = eae 40@45 So | pails _.s q ’ ---- "mosa, “hoice __ 5a 5 ANUT BUTTER oe Re eae Py Se 1 Pomoc anes — ssgts Washboards = 3 lb. pails ._-_--advance 1 sa ' oy ee Globe : Herring eo eo Cc English Breakfast Glass, singie as H ae ae K KK K,N SODA te aa 40@45 Double Peerless 9 25 ams, 14-16 Ib. orway -- 2 noice _-.. 45@50 Single Peer ce ) 25 Hams, 16-18 Ib. 30 oe 8 Ib. pails —---- a8 a Bi Carb, Kegs 4 coe fou, Bancy —_—- 50 60 ee ee a 8 ao Hams, 16-18 lb. 30 @35 Gut Bunch —-2-- oe ‘onzou, Ex. Fancy 60@80 Universal ducen —-_ 7 00 Ham, dried beef noe per box ~-_-- 20 SPICES sal ------------ ¢ 00 Core ane 38 @39 oned, 10 lb. boxes-- 24 ayignj Whole Spices oe a Geyion alifornia ams 1 spice, Jamai ad 5 ekoe, eqiuin .__.. @45 i Pignic Boiled 7 ee r Trout Cloves, ps oe ar i Pekoe, Chae” oa bhai Cleaners Le NS 34 28 No. 1. 100 Ibs. ——-- assia, Canton aa > “lowery O. P. Fanc 55@b0 6 oN. --------------- 1 65 Bel-Car-Mo Brand Boiled Hams —~ 49 - No 1 40 Iba: Coo 12 Gassia, 5c pkg., doz. ort ney 55@60 14 in, ~--------------- 1 85 8 oz., 2 doz. in c Minced Hams -- 14 @15 Nae ff 10 ibs) oa Ginger, African. @15 16 in, ~--------.------- 3 30 f 1" tb. pails noi == Bacon (ae ae 22 @44 No. 1, 3 Ibs enya oo ee 7 @20 TWINE Ib mals le liens ace, enane 2-2. 7 2 5 Ib. ou 6 in crate Mixed, No. 1 -------- 8h Cotton, 3 ply cone .-. 25 19 { Wood Bowls 10 lb. pails Sausages Mackerel Mixed, No. 2 ~---.--- @16 Cotton, 3 ply balls ---- 25 a a Butter -------- 5 00 15 Ib. pails Bologna Mixed, 5c pkgs., doz. @45 Wook G ply 2205.2 22 ® In. Butter 6 9 00 25 Ib. pails te 2 Mess, 100 Ibs. --—-—- 2g 09 Nutmeg. 70-8 —---- @5 q 7 ob ee eee ap b. ti moot 8S, S. utmegs, 105-110 _-_ @45 INEGAR 9 in. Butter -------- 25. 100 Ib pase ipa [eee ee Mess, 10 Ibs. z * - Pepper, Black age bey < 5.00 oe w@md Mess, 8 Ibs, <<" 2 88 Pepper. Cayem “a iS Winite Wine, 40 grain 13 PETROLEUM PRODUCTS Tong 20g usa a A 1. _ som ee 25 00 De Cayeane oe @22 White wei bp pk 18% Z WRAPPING PAPER ea ae % Miiwie se een eT ee Nee ae Red Crown Gasoline 19.9 Pure Ground in Bulk Oakland Vinegar & Pi Buichems Mania —. 06 : gar & P “raf ---- ee N cattore 38 B 1 Beef Lake Herring Fogg east ot [qt Co.’s ede ickle Israft ---------------- 08% aphtha 22 oneless ---- 24 00 , Zanzibar ---- ¢ Oakl — Cylinder, Iron Rump, new -- 25 en . % bbl., 100 Ibs. ~----- 7 50 oe rss eos fees a2 ee can an s YEAST CAKE Rg nes 42 Cea frican _-__-- Vakland White Picking 20 adic. 3 cos. -------- 2 70 Iron Bbls. ’ 03.5 Mince M SHOE BLACKING Mace, Penang _ Packages no charge. Sunlight, 3 doz. ------ 2 70 Winter Black, Iron ; ce Meat Nutmeg & Sunlight, 1% doz. ter Black, Iron C Handy B utmegs_ —- WICKING --- 1 36 Se Coe mio: 1 car. 200 Heads Bax large 3 dz. 3.56 Pepper, Black —-- @32, No. 0, per gross fe ee 3 dex. _. 370 Boine. iron Bbla..- 64.5 oa ge ea brick 31 SBixby’s eal ‘ a Pepper, White 21 q No. 1, per a os east Foam, 1% doz. 1 35 ------- 300 Miller's Crown P Pench Cayerme _. @aa io. 2. per ame "1 a5 | YEAST-—6O olish 90 Paprika. Hungarian-. @80 No. 3, per gross --- 1 25 MPRESSED ae ss _-.. 1 90 Fleischman, per doz. -- 28 MICHIGAN TRADESMAN Hard For Live Little Boys To Be Gentlemen. Written for the Tradesman. Many years ago, when I[ was a little girl, [ visited a country place, a very fine estate owned by some rich friends where three workingmen were build- ing a beautiful stone wall. It was fascinating to watch them. handling with strength of arms and skill of hands the great field stones of all sorts and colors and shapes; with ringing hammers and clinking chisels knocking off the corners and shaping the sides; fitting in the little stones in the cracks and crevices. Yard aiter yard in length the wall grew, level on top, straight un and down on the face. It was a great wonder to me. I wished that I was a man, with the privilege of building such things. But I was only a little girl, required to keep my hands and my frocks clean. There was a little boy there, too, age, interested in the about my own and he was as ceeply building of hours at a le though the little boy’s mother, whom the wall as I was. For watched the men at work, < time we I was visiting, could not understand what we found in the labor of grimy workingmen. Time and again she called up away and tried to get us to “play quietly around the house at something nice and clean.” “Why don’t you and Prudence play “Clarence, that croquet?” she would say. I want you to keep away from dirty wall.” "Nes, mother: but it is so int rust ing, he would say, with pleading voice. “T don’t see what you find so inter- esting in that dull, noisy business,” his mother said. “It is no place for a lit- tle gentleman—hanging around with laborers.” I did not understand then what she under- thought meant. and | confess I don’t stand it any better now. |! then that she was very stupid not to see how interesting it was. I think now that she was very stupid not to see how necessary it was for her little boy to be interested in just such things. At every opportunity, when no stu- vas watching us, we pid adult were back at the wall, chatting with the asking the innumerable that and even lugging heavy stones for the men, Gucs- tions children’s minds produce, men to build into the structure. Some- times the mother or nurse caught us at it, and we were hauled ignomini- ously away to some uninteresting oc- cupation devised to satisfy a higher taste. I expected that at any moment we would both be punished for our ob- This did not happen because she was an indul- and contented herself stinacy and disobedience. gent mother with a certain plaintive pleading, al- ways to the same text, namely, that Clarence ought to remember that he little not to care for occupations and asso- Was ai gentleman” who ought ciates below his status as such. The other day I passed that wall, still roads in standing, on one of the main Massachusetts. [ do not that that in elaborate that wall they do not look so big *s they seemed when IT lugged them for those workmen—that shall always who estate: but | know now owns know are stones labor them belong to me. I put my own putting 1 where they are and where, no doubt, into the business of they will be long years after I am gone, And | that remember De- Clar- was a another thing. appeal to that he little gentleman,” he continued to in- know spite mother’s ence 20 terest himself in all manner of useful and interesting work done with men’s hands and brains, and that when he erew up he refused to heed his mother’s wish that he devote himself to “some genteel occupation,” like the law, or medicine, or preaching, and has become one of the most widely known and successful construction engineers i1 this country. to be in- From the binlding of block houses and the mak- ing of It is normal for children terested in creative work. mud pies to the passion for watching people doing useful things in kitchen and workshop, and partici- pating in such work, they are about the natural business of their lives. Their interest can be stunted and sup- pressed; they can be turned into chan- nels of idleness and frivolous amuse- ment, but parents who do that or per- mit it are doing their children a harm beyond measure. More that, most broadly educative things that parents than one of the and teachers can do is to take pairs that children have op- portunity to watch the work of the world in process. In your neighborhood, within easy reach, are nulls and factories, shops and mines and farms, building houses and bridges—yes, and perhaps Father, take your boys and girls to see the work going on. They will many things about what their fellow men are doing for them. Perhaps you will learn some- thing to! Prudence Bradish. [Copyrighted 1921.] —__~--+___ President Harding’s plans for pri- vate life are said already to be made— they begin with a trip through South America. The date remains uncer- tain. It is variously fixed for 1925 or 1929, TO see their own operations on walls. 5 one learn Lack of Tact In the Use of Words. John R. Simpson, head of the hard- ware manufacturing concern of Jones & Co., has what is popularly known as a “camera eye.” When he picks up a sheet of paper with writing or printing on it, he grasps the contents almost instantly. The other day he got a letter from young Sam Brown, only a few years out of college and at the head of the sales division of 3rown & Sons, who sell a general line of mill and factory supplies. The salesman for Brown & Sons who had been calling on the Jones concern had never been able to sell any goods to them. When called on to explain why by young Sam Brown, he com- plained that he was discriminated against by the Jones’s buyer. There- fore Brown decided to write a sales letter to Mr. Simpson believing, in his best sales manager manner, that that would be all there was to it. However, when John R. Simpson got to Brown’s letter the first thing that attracted the attention of the “comera eye” were some little words stamped in red ink near the signature. They were: “Dictated but not read by Mr. Brown.” Without reading any more than those seven words, Mr. Simpson jotted on the letter in his large, clear handwriting, ‘Received but not read by Mr. Simpson,” and passed it to his stenographer to be mailed back to Brown as his reply. A plugged dime would be a high price to pay for the future chances of Brown & Sons to sell anything to the Jones Company as long as John R. Simpson keeps his health and his grasp on the business. Tactless little things like stamping “Dictated but not read by Mr. So and So” are among the many that keep awake nights business executives who realize the true value of a tactful, courteous business letter, whether it be written for the purpose of selling goods, making collections or for any other of the dozen and one things that come up in the daily course of com- merce. Good letter writing seems to be a lost art, if it ever has been ac- tually established as such, and experi- enced business men say that lack of tact is the point on which many of them are wrecked. As one shoe manu- facturer put it yesterday: “Think of asking a man a favor and then letting a stenographer sign your name to it while you are out playing golf. It is practically the same as telling him that, while you would like to have that favor granted to you from a business point of view, you don’t give a darn personally. How many men would say in a personal interview the kind of things they ‘put over’ in connection with a letter? - “Another version of the ‘Dictated but not read’ stunt came to my at- tention the other day. It virtually meant the same thing, but it was worded as follows: “Transcribed after Mr. Blank left the office.’ The letter which contained it was not even signed ‘per J. J.’ or any other initials you might want to give to Mr. Blank’s stenographer.” “A personal experience I had some time ago,” the shoe man went on, “has stuck in my crop ever since. I had asked for a quotation on a quan- tity of a certain kind of leather, with August 17, 1921 the idea of buying some of it for future delivery. I got the quotation, which seemed to me to be too high, and I let the matter drop, or thought I had. I say ‘thought’ because it later turned out that I had not, but through no choice of mine. To come to the point, about a week after get- ting the quoting letter, to which I had not thought it necessary to reply, I got another letter from the tanning concern. In its opening sentence was a demand that I give reason why they had not heard from me again. It was not an implication that I should have replied, but an outright, plain demand for me to tell them why I had not. Right then and there I forgot one of the best rules of business letter writ- ing, which is never to answer a letter while you ‘see red,’ and wrote a reply in my own handwriting that doubtless made the man who received it think he had got hold of the wrong end of a bee.” The shoe man quoted above also cited a case in which a friend of his was concerned. This man was a buy- er, and for several seasons he had been solicited by a certain salesman without the latter getting a single order. He kept at it, however, and his perserverance was just about to get him something when he “put his foot in it” with a letter. Feeling that he at last knew the buyer well enough to shift matters from a strictly business to at least a semi-friendship basis, the salesman wrote the buyer a letter and asked him to have lunch with him, specifying that the latter could choose his own day and place. The-buyer, who was beginning to admire the young fellow for his “stick-to-itiveness,” accepted the invitation and told the salesman when and where he could meet him. The salesman replied with an enthus- iastic letter, one sentence of which was: “I had been promising myself that treat for a long time.” When the buyer read that sentence, according to the shoe man, “all bets were off.” It was not that the buyer expected he would have to buy the lunch, for buyers are rarely permitted to buy anything when they go out ‘with salesmen, but the wording of the sentence aroused his ire. In telling the shoe man of it afterward, the buy- er said his admiration for the sales- man’s tenacity was more than swal- lowed up by his display of egotism in the expression that he had been You Make Satisfied Customers when you sell} “SUNSHINE” FLOUR BLEYDED FOR FAMILY USE THE QUALITY 1S STANDARD AND THE PRICE REASONABLE Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN 4 A August 17, 1921 MICHIGAN TRADESMAN 31 promising himself a treat, implying that he knew all along that sooner or later he would bring the buyer to his knees in a figurative sense. “Tf”? he concluded the buyer in his recital to the shoe man, “the young fellow had only been tactful enough to say that he had been looking for- ward for some time to lunching with me, he would have tickled my vanity more or less and would have ultimate- ly got some business from me. But his cocksureness about my acceptance of his invitation, as expressed in the sentence that ‘got my goat,’ spoiled everything for him.” It is not always manufacturers or wholesalers, or their representatives, who hurt themselves in a_ business way through a lack of tact. Recently a local man rented an article of furni- ture from a retail store for his sum- mer cottage. When the article was delivered the man in charge of the truck presented to the wife of the lessee a rental contract, handed her a pencil, and asked her to sign it. Subsequently the head of the depart- ment of the store in question wrote a letter to the man’s wife in which this sentence appeared: “Undoubtedly you are aware of the fact that a con- tract signed in pencil is not valid, and this matter of formality (signing it in ink) is to make your contract valid.” Without really meaning to do it, the writer of the letter had, in effect, accused the wife of the lessee of try- ing to “put something over” by sign- ing th econtract with a pencil. He implied this when he wrote that she was ‘undoubtedly * * aware of the fact that a contract signed in pencil is not valid.” Asa matter of fact, the woman who signed the contract did not realize that she was signing any- thing more serious than a delivery Furthermore, she did not know that signing a contract with a pencil made it invalid, and, still fur- ther, she signed it with a pencil be- cause a pencil was handed to her for that purpose by an employe of the store’s delivery department. The long and short of the matter is that the store in question has lost at least one customer. —__»<- 2 —— Favoring Denmark. Whether or not Denmark will con- tinue to send its butter to the United States after England again becomes a large consumer is a hard question to answer. But the fact that she is able to send her butter to our largest market at a half of what it costs our Middle Western creameries to trans- port it to the same place presents a serious problem. receipt. The outlook for the Western creameries in competition with Den- . mark is not the brightest. Even with a protective tariff of six cents per pound, California creameries paying more than four cents a pound for freight will be hard put to compete in the New York market against but- ter which can be laid down there for one cent per pound transportation, particularly when that butter is made with cheap labor and has the advan- tage of the exchange situation. At the present tariff of two and one-half cents per pound, not only they but creameries much nearer the Eastern seaboard may well wonder where they are going to get off. The railroads say that they are losing even with the present freight rates. If this is so, the only logical answer appears to be the ship by water. It means another argument in favor of the appropriation to make the Great-Lakes-to-the-ocean waterway a reality. Even though it be true that this outlet would be open only eight months each year, the creamery in- dustry would profit greatly for it would be open at the time when butter preduction is heaviest and its price lowest. The winter price of butter would enable native creameries to make a fair profit from their product even in the face of Danish competi- tion and high frieght rates. But a continuance of the necessity of meet- ing this situation twelve months in the year cannot be considered. Some- thing must be done. The present sit- uation is intolerable. ———__-— 2 —<— Grocers Favor Cheaper Foods. That retail grocers are the friends. of wholesome, cheap food products was emphasized at the Brooklyn con- vention of the New York Retailers’ last week in their action on “filled milk” legislation. Although the reso- lution as first presented was some- what confusing, as soon as the mem- bers realized that it was a protest against the “dairymen’s crowd’’—the same interests that have constantly opposed the sale of oleomargarine— who were trying to shut out “Hebe” and similar milk products, they were unanimous in their sympathy for cheap foods that are pure and were opposed to a dairy monopoly. The grocery trade at large feels the same way about it; that if anybody can produce out of cheap material wholesome and acceptable food, hon- estly labeled and sold, every facility should be placed in his way to do it, and already the scheme of the dairy trust is getting to be well understood in grocery trade circles. Much of the argument in the effect that these goods are serious ly lacking in nutrition is being dis- covered as worthy of no worse tears than those of crocodile variety. For instance, the dairy crowd have always contended that “filled milks” are dan- gerous, lacking in “vitamines” (what- ever those may be) for feeding chil- dren, but a report made last October to the International Association of Dairy and Milk inspectors on “remade milk” contains a commentary on an experiment in Boston on feeding 319 babies between August, 1919, and Oc- tober, 1920, with three kinds of milk— Grade “A,” whole milk and recon- structed milk made from unsalted but- ter and skim milk powder—that is illuminating. The observer found no material dif- ference in the number of deaths be- tween babies in the different groups and the report states in part: The babies have seemed to develop normally and the three groups have compared favorably, so that the con- clusions that have been drawn by the field workers are that as a substitute for natural milk, powdered milk seems adequate. It would be wiser to use it than an unknown market milk supply at least for a short period. 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 tess than 50 cents. Sriall display advertisements in this department, $3 per inch. Payment with order Is required, as amounts are too small to open accounts. For Sale—Large oak display refrigera- tor 3% ft. deep, 9 ft. high, 11 ft. long. In first-class condition. Used one year in store, was sold as part of bankrupt stock. Will sacrifice at $150. Photo on request. Voght’s Greenhouse, Sturgis, Mich. 451 For Sale—Hardware stock and building. Building $5,500, and stock at inventory, about $3,000. Will give terms. A. J. Hart ink, 1148 Grandville Ave., Grand Rapids, Mich. 452 For Sale—Ice cream parlor in Muske- gon. Located in heart of town, opposite depot and Goodrich ‘Transit Co. Will give terms. Steady all-year-round busi- ness. Reason for selling, sickness. Ad- dress No. 453, c-o Michigan cee too REBUILT CASH REGISTER CO.,, Inc. Dealers in Cash Registers, Computing Scales, Adding Machines, Typewriters And Other Store and Office Specialties. 122 N. Washington, SAGINAW, Mich. Repairs and Supplies for all makes. WANTED TO BUY—Second-hand bak- ery equipment. Must be in first-class condition. Address No. 454, c-o Michigan Tradesman. 454 Wanted—Position in a general or gro- eery store. Have had several years ex- perience as manager. Can give best of references. Am married and want a steady position. Address Paul Perego, Kiefer, Oklahoma. 455 If you want to sell any or all of your stock, write_the “Big 4 Auctioneers, Fort Pierre, S. Dakota.”’ 456 If you are thinking of going into busi- ness, selling out, or making an exchange, place an advertisement in our business chances columns, as it will bring you in touch with the man for whom you are looking—THE BUSINESS MAN. Wanted—Stock of dry goods. Have a brick and frame terrace on the best street in the best city in Michigan. Always rented. Income will show 10% gross. Will trade for stock of dry goods er stock of dry goods and shoes, and will assume a reasonable indebtedness. Herbert D. Lyon, Owosso, Mich. 457 For Sale—Grocery, soft drink and ice cream parlor. Cream buying station in connection. Doing a fine business. —-———_—_ Review of the Produce Market. Apples — Red Astrachan and Duchess command $2@2.25 per bu. Bananas—54c per Ib. Beets—Home grown, 40c per doz. bunches. Butter—The market is lower on all grades. Local jobbers hold extra creamery at 39c in 63 lb. tubs and 40c in 40 lb. tubs. Cabbage—Home grown, $2.25 per bu. Carrots—Home grown, 35c per doz. bunches. Celery—Home grown, 30@40c per doz. stalks; large size, 55c. Cocoanuts—$1.10 per doz. or $9 per sack of 100. Cucumbers—$1.25 per doz. for home grown hot house; garden grown, 75c per doz. Eggs—The market continues firm. Local dealers now pay 34c f. o. b. shipping point. Green Onions—Silverskin, 20c per doz. Honey Dew Melons—$3 per crate of § to 9, (amount Chicago, (amount not Lemons—Sunkissed are now quoted as follows: 300 sizé; per Dox =..2... 2. 4 $8.50 2V0 size, per box 222... 2.8 8.50 240 size; per box - 0222 0 80 8.00 Choice are held as follows: $00 size, per box —2-._.--_._.- $7.50 270 size, per Box 92/5022. 500 62 7.50 240 size, per box -------------- 7.00 Lettuce—Home grown leaf, $1.50 per bu.; head, $2 per bu.; Oregon head lettuce $6.50@7 per crate. Muskmelons—Michigan Osage, $2 for 10x10; $2 for 11x11; $2.25 for 12x 12; Hoodoos, $2.25 per crate and $1.40 per basket. Onions—California, $4.50 per 100 Ib. sack; Virginia, $2 per hamper; home grown, $2 per bu.; Spanish, $3 per crate. Oranges—Fancy California Valen- cias now sell as follows: ee $7.75 (ee a 7.75 MW 7.75 2 7.75 ee 7.50 2) 0 7.50 eo 7.25 Parsley—60c per doz. bunches. Peaches—A few St. Johns are com- ing in and finding an eager market on the basis of $4.75@5.25 per bu. Pears—Flemish Beauty, $3.50 per bu. Peppers—Home grown, $1.50 per bu. Plums—Guiis, $4.25 per bu.; Brad- shaw, $4.50 per bu. Potatoes— White Cobblers from New Jersey fetch $6.50 for 2% bu. sack; home grown, $2.25 per bu. Radishes—20c per doz. for home grown. Spinach—$1.50 per bu. for home grown. String Beans—$2.50 per bu. Sweet Corn—30c per doz. Sweet Potatoes—Illinois kiln dried commands $2.75 per 50 lb hamper. Tomatoes—Home grown hot house, 75c per 7 lb. basket; garden grown, 60c per 7 lb. basket. Wax Beans—Home grown, per bu. Water Melons—40@60c for Georgia grown. Whortleberries—$5@5.50 per 16 qt. crate. $2.50 —_»+-. Experts say that California evap- orated apples are undesirable, being flavorless, but that apples which are grown and evaporated in Idaho and some that are evaporated in Oregon are in every respect equal to New York grades, which are the highest standard. The varieties of fruit used in evaporating have much to do with quality and apples grown where there _is a dependable and normal rain fall are the best for evaporating, being supplied with more malic acid, which means flavor in the fruit. —__»2.2>————— If well bought is half sold, then well displayed is two-thirds merchandised. The Zahn Dry Goods Company of Racine, Wis., leaves hosiery in the open boxes, marks the price with prominent tickets and leaves the dis- play on the top of the glass show case. A customer is free to handle the goods and select her own purchase. The loss in orderly appearance and from petty thieving is overbalanced by the increased sales. ota are — eee eater ou McCray No. 411 | i ] ~ | l “, ‘N D | UY 7 | — il CO UT ! EEE } IATA rem a vii tl | re considering a refrigerator there is just one thought you~ _ business depend upon efficient refrigeration. The patented have in mind: ‘What will it do for me?’”’? A McCray McCray system assures this: giving positive cold, dry air Refrigerator will save you money—absolutely save you money. circulation throughout the storage chambers. McCray walls are constructed of materials that have the greatest heat repelling qualities. The McCray display features insure constant and effective showing of goods. The McCray is built to cut out the waste due to spoilage. You know that this waste accounts for one of the biggest losses in your business and, as thousands of McCray users will gladly tell you, McCray Refr igerators and Coolers You can make your refrigerator or cooler pay for itself. Our cut spoilage waste to the absolute minimum. special payment plan enables any grocer or butcher to Remember—the McCray principle of construction has secure any McCray Refrigerator or Cooler and pay for it been developed on the basis that the grocery and meat while it is in use. SEND FOR CATALOG—No. 72 for Grocery Stores, Delicatessen Stores No. 53 for Hotels, Restaurants No. 64 for Meat Markets j No. 95 for Residences -McCRAY REFRIGERATOR COMPANY 5144 Lake Street, KENDALLVILLE, INDIANA Detroit Salesroom, 36 East Elizabeth St. McCray No, 785 McCray No. 185 McCray No. 405 McCray No. 676 There is No Limit to Your Market EALERS who sell Boss Work Gloves are not restricted to any one class of customers. For Boss Work Gloves are needed by everyone. Handworkers need them at their daily tasks. Men, women, and children need them around the house and garden. Automobile owners have dozens of uses for Boss Work Gloves around their machines. The turnover on Boss Work Gloves is exceptionally fast. For the big Boss advertising campaign has created a nation- wide demand for them. This advertising appears every month in a long list of.national publications. It is the policy to continue this advertising year after year. So Boss dealers can expect a constantly increasing volume of sales. Carry the complete line of Boss Work Gloves, and you can fill every work-glove requirement. Stock all styles in ribbed, band and gauntlet wrists; and in sizes for men and women, boys and girls. The Boss Line includes highest quality leather palm, jersey, ticking, and canton flannel gloves and mittens. THE BOSS MANUFACTURING COMPANY Sales Offices: Kewanee, IIl.—Brooklyn, N. Y. 2B. WORK 6oS This Trade-Mark identifies genuine Boss Work Gloves. Be sure it is on every pair you buy. These are the Trade-marked gloves THE BOSS MEEDY—best quality, medium weight canton flannel. THE BOSS HEVY—very best qual- ity, heavy weight canton flannel, THE BOSS LETHERPOM — heavy canton flannel with tough leather on palms, fingers and thumbs. THE BOSS JERZY—highest qual- ity cotton jersey cloth in many colors. THE BOSS XTRA HEVY — finest grade of extra heavy canton flannel. THE BOSS WALLOPER—highest quality, heaviest weight can- ton flannel. THE BOSS TIKMIT—Roomy mit- tens made of ticking that wears like iron. THE BOSS ELASTO-strong can- ton flannel. Made by a pat- ented process in one weight only, Geoves ot tO RRB aa. - me siesta RP ere it aaaammnet icon cans >