Sj — (ax <7) EFS ma iy LEIA CESS yy Ws ) ee AS OEE mes ws Si SA . io Li 5 r ci SS oe = ~ \ Fy 5 a | M, A 3 RG Fes \ CH aC (on aE q fans Tc a ; (Wi G ey ee E( a eo vee) lp) ke —IO"™X gee Sa set Ae PSOE Si GN INCE WLZZ za IES CEES NN PUBLISHED WEEKLY © 75 SCC Guts Se TRADESMAN COMPANY, PUBLISHERS a0) poet : >> ADIN. tn Ce NP Ye SS Te EE as - Te : PAGS ee oO SSS MOO OOO FOS Wf Ah Vi NS CH, ma mn Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 7, 1921 Number 1981 | How dear to the heart of each gray-headed soldier Are the thoughts of the days when we still wore the blue, While mem’ry recalls every trial and danger And scenes of the past are brought back to his view. ‘hough long since discarding our arms and equipments There’s one thing a veteran most surely will note: The first thing he sees on the form of a comrade Is the little bronze button he wears on his coat. The little brown button, The sacred bronze button, The Grand Army button He wears on his coat. THE LITTLE BRONZE BUTTON ‘al ‘How much did it cost?” said a man to a soldier, fa “That little flat button you wear on your coat?” “Ten cents in good money,” he answered the stranger, “And four years of marching and fighting to boot.” The wealth of the world cannot purchase this emblem, Except that the buyer once wore the brave blue; el And it shows to mankind the full marks of a hero, A man who to honor and country was true. ' Then let us be proud of the little bronze button And wear it with spirit both loyal and bold. Fraternally welcome each one who supports it, With love in our hearts for the comrades of old. Each day musters out whole battalions of weasers, And soon will be missed the token so dear, But millions to come will remember with honor The men who'd the right that bronze button to wear. | John L. Parker. 7 RN Tei nN Survival of the Fittest” ‘‘The Brand That Brews the Best’’ To no field of endeavor is the old maxim more directly applicable than to that of mercantile striv- ing. For nearly three score years, through fair weather and foul, merchants have pinned their faith to SEAL BRAND COFFEE and have successfully weathered every storm. It is to-day what it was a half century or more ago—THE LEADING FINE COFFEE OF THE COUNTRY. CHASE & SANBORN’S Seal Brand Coffee CHIGAGO BOSTON CANDY Cooler weather means more candy will be eaten. Get your stock ready for the demand that is corning. Double A Gu) Candy is the popular kind. A postal card will bring our latest price list to you, or our salesman will call with samples. Western Michigan Sales Agents For JOwNEYS PUTNAM FACTORY Grand Rapids, Michigan It’s Convincing Yeast Talk Every day millions of Americans are reading Fleischmann’s Yeast-for-Health advertisements in their newspapers and magazines. These advertisements are putting over with snap and vigor the health-building quality in FLEISCHMANN’S YEAST They are a mighty force to send customers right up to your counter. Tie up with this big campaign and watch your profits increase. Ask the Fleischmann salesman. He knows. THE FLEISCHMANN COMPANY _ Fleischmann’s Yeast Fleischmann’s Service o Ask us about our new Tea Sugar Help Your Customers Succeed Your success depends on the success of your customers— the retail grocers. Their success depends on their profits; use your influence to induce them to concentrate on Franklin Package Sugars To save them. the cost’ of twine, bags, labor, overweight and breakage. The Franklin Sugar Refining Company PHILADELPHIA ‘‘A Franklin Cane Sugar for every use’’ { ->_____ Whale Sausage and Steak. Delicacies made from the flesh of whales are now being put on the mar- ket by Newfoundland whalers. Among them are sausages, meat extract, can- ned steaks and tongue. —_+2>>—___ Quite a number of Michigan houses are buying caned pumpkin from the Southern canneries in Louisiana, Mis- sissippi and Tennessee. They claim that the quality is excellent, the flavor sweet, and that they can get delivery or shipment earlier than from North- ern canneries, the price laid down be- ing about the same. Buyers usually want as early delivery of canned pumpkin as they can get, so as to dis- tribute it to the retailers by Nov. 1 or -sooner, in time for the Thanks- giving pie trade. i en : nah September 7, 1921 MICHIGAN TRADESMAN 5 e ae . : ‘ ’ ‘ 4 Features of the Grocery Staples. The intervention of labor day and Sunday, two holidays together, has caused a stoppage in the canned foods market, for many took advantage of the half day on Saturday by making it a whole day off, thus combining three days for a week-end trip to the country and relief from the heavy humidity and the oppressive heat. Essential There seems to be constant conten- tion on the Pacific coast between the fishermen and the canners of fish as to the price of the raw product. The Japanese fishermen of Southern Cal- ifornia seem to be hard to handle. An enormous catch of Albacore was made late in July and early August, and sold to a few canners at San Diego for $125 a ton or about 6c per pound for the raw fish. A large catch of blue fin tuna was made in the same period in the same locality, and sold to canners at $50 a ton, or 2%c per pound. It is said that the California can- ners of sardines are confronted by a serious problem because of the low cost of labor at European sardine canneries and the price of foreign ex- change. The California canneries find it difficult to compete with Norwegian, Portuguese and French sardine can- neries as to price, although the stocks of California canners of 1920 pack are about all disposed of. Some of the California sardine canners do not in- tend to pack, it is reported. The Canners League of California has issued a new sales contract based on 2 per cent. cash discount if invoice or 1 per cent. cash discount if paid in thirty days from date of invoice and shipment. The secretary of the Canners Lea- gue of California has issued a com- munication in which he states that the “carry-over” in canned fruits in canners’ hands Jan. 1, was on July 1 reduced to 10 to 15 per cent. unsold. The figure as to July 1, however, is an estimate and nota statistical com- pilation, as was that of Jan. 1. San Diego seems to have become a very important fish canning and fish catching point in the Pacific. The export business from the United States to foreign countries of canned foods is really a very trivial and unimportant business, and it would seem that canners will have to rely upon the home market to con- sume their production. There was a big accumulation of dried fruit shipments at Pacafic coast points awaiting the reduced freight rates which went into effect Aug. 22. The California Associated Raisin Company on Monday, Aug. 22, and Tuesday, Aug. 23, moved Eastward 200 carloads of raisins from Fresno, Calif., consisting of 12,000,000 pounds of raisins of various grades and styles. There were five trains composed of forty carloads each, the largest ship- ment of raisins ever made at one time in the world’s history. The cars will be diverted to buyers in many of the larger markets as the trains come Eastward. Within the week beginning Aug. 22 a total of five hundred cars of prunes were shipped East from San Jose, Calif. The California supply or sur- plus of 1920 cured prunes is new about cleaned up, and orders have been booked for a very large percentage of the 1921 output of California prunes, heavy orders having been booked for export to European countries. The Oregon Prune Growers’ As- sociation has named prices on 1921 prunes of a very attractive character. Prices on 1921 crop of California raisins have not yet been announced, but will probably be made known about Sept. 10; but may be postponed until more definite information as to the tonnage of the yield can be se- cured. Thompson seedless raisins are now entirely out of first hands, and Sultana raisins will have to be used in their stead. In addition to the big rail shipment of prunes heavy shipments by water and rail via Galveston, and by the all- water route through the Panama canal, have been coming forward and regular business deferred until after a reduction of freight rates is being extensively booked. It is thought that by the time the new 1921 crop of raisins and prunes arrives in the market the entire sur- plus of 1920 cure will have gone into consumption. The peach crops of Georgia and of Arkansas were heavy this year, and there has been an enormous shipment of fresh peaches from those states to the large markets; but very few dried peaches come from those states, which have never engaged heavily or scien- tifically in the production of dried fruits. Some dealers failed to note the date of the withdrawal of the Karo and Argo arrangement and still are re- questing payment of advertising al- lowance on shipments made after July 23, the closing date. The syrup and starch allowance was not to be made on invoices made after that date. The fact that the West Michigan State Fair will be on week after next calls to mind that this is a sure sign of fall and the approach of the Thanksgiving season. It is not too early to begin to think up what stocks will be needed to fill orders for Thanksgiving meal materials. Another chocolate and cocoa firm has followed the trend of the times and, as predicted would probably hap- pen after the ice had been broken, dropped down the scale a few points. Cover oysters have arrived in the market, of the 1921 pack, and prices are lower than last season. Shipments of Elberta peaches from Utah are expected to reach this mar- ket the latter part of the week. The quality is reported good. Prices will range from $3.50@4 per bu. Sugar—All of the New York re- finers are now ona 5.90c basis. Local jobbers hold cane granulated at 6.65c and Michigan at 6.44¢c. Tea—The local market presents the same general features that have char- acterized it for some time. A good business is being done in line lots, but speculative interest is dormant, or is perhaps kept from finding expression by the lack of offerings of teas of desirable character at prices much, if anything, under the current market. While there is nothing particularly new in advices from primary sources of supply, they all tend to add to the confidence of holders of stocks in this market. Coffee—Latterly all reports from the primary markets have been of a distinctly bullish character and have been supported by steadily rising cost and freight prices. The floating of the $50,000,000 loan last week, and the fact that it was oversubscribed to the extent of 100 per cent. according to some accounts, would seem to greatly strengthen the position of the Brazil- ian Government in its plans to stabil- ize exchange and support the market through purchases of coffee to be held until needed by consuming countries. Canned Fruits—In the spot market there is little choice fruit available and old pack choice pears are selling at $3.50, while clings command $2.60. The California Fruit Canners’ As- sociation listing shows depleted stocks in all items and further withdrawals in apples, apricots, cherries, peaches and plums, with no prices on rasp- berries or strawberries. The only quoted are loganberries at $2.50 for No. 2 fancies. Sliced pine- apple in cans is coming into the mar- ket to meet immediate sale. berries Canned Vegetables—Tomatoes have weakened somewhat and some Mary- land No. Is are now offered at 60@ 62%c, while most brokers held out for the opening price of 65c. Brokers seem to view this weakening as tem- porary, as tomatoes are statistically strong. Packers are paying $1 and $1.15 for raw stocks. The next two or three weeks will determine the course of the market in market opin- ion, as the bulk will be canned by that time. Corn remains strong. In the South the yield will be fair on the short acreage and the quality is said to be good. Raises have been made on some stocks, Western standards bringing $1.05. Peas have slumped a bit in demand for some unknown rea- son. They are seasonably scarce and prices are firm. Canned Fish—With the demand strong on all spot stocks, many items of which are scarce, and a keen in- terest being shown in all new packs, with the possible exception of pink salmon, where packers are holding for opening prices and selling small lots at shaded quotations, the canned fish market is firm. Syrup—A heavy selling season is: on on syrups. Prices are at the new basis, which is indication the grocer may buy safely. The prices are un- der last year’s figures. Corn syrups are about half the 1920 price and sorghum and molasses at 25 per cent. reduction. Bulk corn syrup in barrels is at 35c per gallon, the lowest figure since before the war, when it was 78@79%. Rice—The market continues with strong demand and price firmness. With a tendency toward higher levels. New crop receipts are still negligible. ge Eat More Eggs. Eggs, milk and vegetables contain certain substances known as leafy which are. essential to For that reason, eggs, milk vitamines growth. and the leafy vegetables are known as protective foods. They are pro- tective because they correct the faulty composition of seeds and the tubers. Young animals fed on wheat, oats, barley, or other seeds, fail to grow. The ration is inadequate even if the grains include beans, peas and po- tatoes and even if moderate amounts of leafy vegetables are also fed. Egg yolks contain about 35 per eent fat. It contains growth-pro- ducing properties, as does also but- ter fat, which are absolutely essential. growth-producing properties are not found in vegetable fats’or oils, nor are beef or porkfats substitutes. These Since these protective foods are found in eggs, eggs should become more and more one of the regular articles of diet. Some protective foods are necessary if the health of the people is to be maintained. The price of these foods should be of minor consideration. A good health insur- ance policy is to include eggs in the diet. They promote growth and in- crease one’s ability to withstand dis- If we expect to be at our best, we cannot afford not to include eggs in the diet. Eat an egg a day! —_—_>-~.—_____ Mt. Pleasant To Get New Industry. Mt. Pleasant, Sept. 6—Isabella coun- ty is to have a new industry in the National Portland Cement Co., now being organized here. The promoters, H. C. Shields and John S. Langley were in the city the early part of the week conferring with local bankers and business men concerning the pro- posed plant which is to be built at Coldwater lake near here. €ase, The new company has been author- ized to issue $2,000,000 in stock which is now being offered for sale through- out the State. The promoters met with the local Chamber of Commerce and an effort is being made to run a branch line of the Ann Arbor Rail- road out to the plant. The prospects for the plant are good as the esti- mated amount of raw material at the lake is enough to supply 75,000,000 barrels of cement. The prospective production of the plant is 540,000 barrels per year with a possible production of 800,000 bar- rels. Work is to be begun on the plant early in November and_ the manufacture of cement will begin by April 1, 1922. The company has es- tablished offices here. RIGHT UNDER THE GUNS. Not Always Well To Have Things Too Easy. Tradition says that the Spanish Armada put up such an awe inspiring appearance that to see it was to admit that it was invincible. The towering galleons were like floating fortresses. They rode high out of the water, with walls apparently impossible to scale. They carried massive tiers of guns. Large numbers of men were on board. The equipment throughout was the last word. They had everything that made for offense or defense. Each vessel was a wonder in itself and there was a wonderful number of them. Such was the famous Armada. It took the high seas and _ started North to conquer. It seemed that no could stand against it. When the issue came the little ships ran under the guns and did pretty much as they pleased with the in- vincible Armada. They would cut out a big galleon and sink it. They would run right under the wooden walls of one of these floating forts and attack boldly. They were not afraid. Under the guns. That was the word. They didn’t fight a long-distance battle. The Armada was scattered and bad- ly beaten. The elements, no doubt, had a deal to do with this defeat, but the little ships had to fight the ele- ments, too. The men of the Armada were good fighters, but the chances of battle went. against them. It was no easy victory for the little ships. But the marvel is that it was a victory. The other day I saw a big, massive department store. With its flagstaffs on the roof it was not unlike a galleon in appearance. It occupied an entire block, with the exception of one nar- row bit of space. This bit of space was occupied by a shoe store. The building was four stories in height and not over eighteen feet wide. It looked even more like a ship than the massive department store. And I said to myself: under the guns.” So he was. I had a talk with the proprietor of this shoe store. He said: “Twenty years ago I was doing fairly well. My father left me some money and I put up this modest building. At that time the department store occupied only a portion of the block. Of course, it was picking up a bit of property here and a lot there, all the time, and before I realized it, had bought up the entire block, with the exception of my corner lot, and run up a big building that over- shadowed me on two sides. Then they came to me and wanted to buy my building. I could see their point of view. I kept them from occupying the entire block, and it was almost a shame not to sell—from their view- point. Still, I took pride in my little building, I didn’t know where I could get another location, and that was my viewpoint.” “Weren’t you afraid they’d try to run you out?” “Well, my friends were greatly alarmed. Told me I’d be out of busi- human power “He’s right -MICHIGAN TRADESMAN ness in six months. I didn’t feel any too easy in mind myself, but my store had an established trade. As I say, I didn’t know where to look for a location, so I thought I’d fight it out.” “Was there a fight?” “In all fairness I must say that I have never seen any signs of unfair competition. All business competi- tion is a sort of fight. They had a shoe department before and they have one now. I can’t see that it has grown much. My own business has more than quadrupled.” His fair statement speaks well for both sides. The shoe man has quadrupled his business, under the guns. Why? His shop is highly specialized and service is another telling feature. This little shop has the best shoe salesman in town. He is a fitter, and won’t sell you a pair of shoes unless they fit your feet and suit your feet. Peo- ple wait for an hour or so to get his services. The proprietor himself takes a back seat when this man is on the job. Specialists in foot troubles send people to this salesman from all parts of the city. The store has four or five other men almost as good. The stock low in price, but you get value for All customers attest to is extensive, not your money. this. I have heard an enthusiast say: “Why, that shoe store takes in more money on shoe polish than the de- partment store does on shoes. Pretty soon they will be taking in more on shoe laces alone.” The proprietor himself makes no such claims. But the shoe store does a good business. What happened is this. When the proprietor saw a formidable opponent range up alongside of him, he real- ized that he would have to put up a strong fight or go under. So he strengthened his line, got some good men, fixed up his windows, specialized on service, advertised consistently, and made a winning fight. Right under the guns, too. Plenty of drug stores are doing the same thing. A druggist further up the street said: “My friends told me that the department store would take all my customers. I was badly scared, too. As a matter of fact, the department store has brought me customers. Its heavy advertising brings thousands of people to this block every day of the year. There’s another way to look at it. The small store has all the best of it when it comes to service. The big galleon has its handicaps. Many a plucky small dealer is do- ing business right under the guns. It wakes him up. It arouses his fighting spirit. Not infrequently it doubles his business for him. It is not always well to have things too easy. Sometimes there is more excite- ment and even more profit under the guns. ——_2 ++ Clothes may not make thesman, but the man with clothes conspicuously unfit will lose confidence in himself and his clothes may be the cause of his failure. * Srearest Why September Is Eventful in Ameri- can History. Grandville, Sept. 6—The month of September is not without interest be- cause of its position in the historical life of the United States. While the month of April has been filled with deeds of American valor, notedly be- ing the month in which two of our wars had their beginning, the story of September is equally in- teresting as being not only a battle month but the month in which Abraham Lincoln’s immortal procla- mation freeing the slaves was_ first given to a waiting world. The American president waited for some sign that the Almighty favored Northern arms before giving to the public his great state paper which stands in our annals no less a great human document than the Declaration of Independence. The battle along Antietam creek decided the day. Even though the invading hosts of rebellion were not totally defeated, yet the sup- posedly invincible Lee was checked, his army of invasion turned back, thus giving new hope to the North, a breathing spell for recuperation of all Union forces. The battle of Antietam was one of the most hotly contested in the war for the Union. Here Northern steadi- ness and valor won over Southern impetuosity and nerve. President Lincoln decided the time had come for the launching of his ultimatum to the seceded states. Had the South accepted his offer at that time the _ war would have been shortened. This was not to be, however. The enemy retreated to his own soil and the Union took on a new lease of life. The next great event in the month but a year later, was the stubborn and sanguinary battle of Chickamauga, where the Union forces, under Gen- eral Rosekrans, met Bragg’s Confed- erates and fought them to a finish. This battle has been regarded by some military men as the most sanguinary and hotly contested of the whole war, not excepting Gettysburg. The Union troops were largely out- numbered, and at one time there was promise of complete disaster to the army of Rosekrans. It was at this time, when both wings of our army were in flight, that the star of George H. Thomas rose in unequalled splen- dor as the doughty, unconquerable hero of the war. After the larger part of the Union forces were in flight toward Chattan- ooga, Thomas, who commanded the center, held his ground, fighting like a lion at bay until the enemy gave ground. Many times during the day the enemy sought to turn the flanks of Thomas, but in vain, and when the sun went down on that September day the rebels had retired beyond reach of our guns, leaving the Rock of Chicamauga successful on his well fought field. It is our delight to honor men of courage, soldiers who fight until the last gasp in defense of the stripes and stars. Such a man was Thomas, a native Virginian, who, unlike Lee, saw his duty in allegiance to the Nation, rather than to his native state. An- other Virginian, General Winfield Scott, stood four square to the winds that blew, solidly in line with those who were patriots rather than state rights defenders. Lee, who wrestled all of one night in an effort to recon- cile secession and rebellion with dutv, at length yielded to the siren voice of his state and received as his reward the command of all the armies of the Confederacy. We do not read that sturdy Thomas was obsessed. He was a United States army officer, a graduate of West Point, and owed his allegiance to the Nation which educated him at her chief military school. Lee was also a U. S. army officer, but failed to see his duty as did the more robust Thomas. To-day the statue of Lee occupies a prominent place in the September 7, 1921 rotunda of the capitol at Washington, while Thomas lives alone in the hearts of his grateful countrymen. September, in which those autumnal days, “the saddest of the year,” have their beginning, witnessed some of the daring deeds af that other remark- able soldier of the Civil War, Philip Henry Sheridan, who rode from Win- chester twenty miles away on the horse presented to him by the ladies of Grand Rapids and_ succeeded, through sheer force of his personality, in changing a lost battle into victory and making for himself a name that will live in history as America’s great- est cavalry general. As _ General Grant was the pre-eminent military genius of the Civil War, Sheridan— cavalry Sheridan—was its brighest of- ficer of dragoons. Sherman in his march to the sea, cutting the Confederacy in twain, ex- posing its weakness to the world, made for himself a name which Americans delight to honor. America’s. great military quarette, Grant, Sherman, Sheridan and Thomas have gone down in history as the greatest of military heroes, even greater than subsequent wars have produced. September is far more a month for peaceful pursuits than for engaging in Sanguinary acts of war. It is the month for harvesting the grains and fruits of the fields, for making preparations for the chill months so soon to follow in this Northern clime of ours. It is the month which brings to a close the vacation of the busy man of business. Before its end he picks up the raveled threads of care once again and buckles down to hard work. Labor day marks the end of the vacation season, immediately followed by the re-opening of the schools, so that we may well regard the month as one of extreme importance in the calendar of time. It is the opening month of the labor year, and we trust may prove a harbinger of better days, this year as never before. The check to the tide of disunion in those fateful Septembers of 1862 and 1863 marks this month one of the most remarkable in our country’s his- tory. Standing out as it does in high relief on the page of military his- tory, we may well dedicate the month to better things, to a vigorous effort to bring better times in the immediate future by having faith that the worst of our business troubles are of the past. Old Timer. —_~+--—___ Stock Company Way of Repudiating Liability. Reed & Son, grocers at Coopers- ville, recently had the misfortune to suffer the loss of a 75 gallon kerosene oil tank and contents located on a platform back of the store. The flames also got inside the store and did some damage to fixtures and con- tents. Reed & Son carried insurance in two companies—the Michigan Bankers and Merchants Mutual Fire Insurance Co., and the American Eagle Fire Insurance Co., a stock company with headquarters at New York. The former paid its portion of the loss within a week. The stock company denied any liability on that portion of the loss which occurred outside of the building. Which kind of insurance is best for the merchant, mutual or stock? The Coopersville settlement, and hundreds of other adjustments of a similar character, furnish an answer to this question. A Your character, your honesty and your ability are going to count for more with Dun and Bradstreet than the actual amount of money you have in the bank, le a TT anscneanaeteenc sa gnome - NB rns nce HE September 7, 1921 FROM BEHIND THE COUNTER. How Our Mercantile Friends Regard the Tradesman. Smith Creek, Sept. 2—We want to congratulate you on your thirty-eight years of faithful service to the trade. The Michigan Tradesman has come to us quite a number of years and we think it one of the best. May you continue the good work for many years to come! P. Wilson & Sons Co. Oxford, Sept. 3—Your letter re- ceived and read with pleasure and wish to say that I read the Tradesman with much interest and get lots of good out of your trade paper and wish to say I prize your honesty and uprightness in your paper and the many valuable service you have rendered the retail merchants of the grand old State of Michigan. As to offering any suggestions for making your paper more interesting, I do not think I could offer anything that would be worth while except one thing might help. It is only a small idea. From time to time we are interested in trying to pick up a bankrupt stock. You publish many accounts of these failures, but you do not always state just the kind of business involved in the failure. I am of the opinion that it would be, in a way, some advantage to a great many of us who are more or less interested in that kind of pur- chases. Here’s hoping you many more long years with your paper and good health and increased usefulness! C. K. Heidelberg. Whitehall, Sept. 2—I have no sug- gestions to offer with regard to the Tradesman. I think it very valuable and interesting as it is now. Anna Gloeckner. Harrietta, Sept. 3—I congratulate you on the record you have made with the Tradesman. I get several trade journals. One of them soaks me $5 per year. I have got to take it or lose my insurance, and it is not worth a whoop. What makes my hair pull is to think that, in order to sell their Magazine, they have to get a pull from the insurance company to do so. The Tradesman has always’ been square, giving us a lot of good advice and exposing any crooked game in the State without fear or favor. C. E. Moody. Sebewaing, Sept. 2—Accept our congratulations, Mr. Stowe, on your thirty-eighth anniversary with the Tradesman. We hope you will be able to continue the good work for years to come. We do not know where we could offer any suggestions how you could make the Tradesman more interesting or valuable to us. Your “Essential Features of the Gro- cery Staples” alone is worth the price of a dozen subscriptions, and the way you go after the fakes and crooks working the retail trade shows plainly that you are not afraid to battle for the right. Your articles, as a whole, are strong, forceful and inspiring. We congratulate you and wish you every success. John Rummel & Co. North Muskegon, Sept. 2—I would like to tell you I like the Michigan Tradesman very much. It is a great benefit to any one in business and we look forward to every copy. Charles Miller. Cumberland, Wis., Sept. 5—We are unable to suggest any improvements you might make at this time in your paper, and believe you get out a verv nice publication as it is. We thank you just the same, however, for grant- ing us opportunity of giving our ex- pression. Cumberland Fruit Package Co. Mattawan, Sept. 2—I know of nothing that you can do that would MICHIGAN TRADESMAN make the Tradesman any more inter- esting than what you are doing. It is the best paper for me that I can find. Success to you. I hope you may run the Tradesman thirty- eg more years. C. F. Hosmer. 3ridgman, Sept. 2—We certainly ap- preciate the compliment implied in asking us to help make the Tradesman a better paper. We are small people in the business world and do not feel able to suggest anything much in the way of improvement. We consider the Tradesman an ideal trade paper. The only thing we might suggest would be a page devoted to short spicy items from merchants telling. what they have done and are doing to make better business and helping to im- prove the home town, making it a bet- ter place in which to live and trade a sort of an old fashioned methodist experience meeting in the columns of the Tradesman. You have our best wishes for your continued success. Chauncey & Baldwin. Manitou Beach, Sept. 2—I am pleased to express my opinion as to what I think of your paper. I can honestly say that I think it is the best trade paper printad to-day. It is worth double what it costs. I would be lost to be without it. I thank you for this opportunity of expressing my- self on the subject. E. L. Selleck. Vassar, Sept. 5—The writer is not in a very good position to comment upon your good publication, as we have been acquainted with it only a short time. However, we would say that it covers a good range of sub- jects and should be read fully. Vassar Farms Elevator Co. Saginaw, Sept. 2—We wish to ex- tend to you our hearty congratulations over your thirty-eighth year with the journal of which you have been the mainstay. As one of your subscrib- ers who always looks forward to the weekly appearance of the Tradesman, and being located in the Eastern part of the State, we feel that if you could arrange to have a correspondent that would give this part of the State a little more publicity and news. that you publish so freely of the Western part of the State, it would benefit us somewhat more directly. We admire your stand that you have taken from time to time on both State and Fed- eral matters and hope that it will be our good fortune to have you keep pounding hard and vigorous as in the past, more particularly on such con- cerns as are in business only for what they can get from the other fellow. Saginaw Woodenware Co. Dublin, Sept. 5—We call the Tradesman the Retailer’s Friend in this neck of the woods. We read it carefully, especially on market condi- tions. I think it is one of the best in- formers we can get out here, for you see we are not in touch with the mar- ket like some others closer by. There- fore don’t see how I can offer you any suggestions, only that you may expect to retain me as a regular cus- tomer so long as I am in business. Every merchant, no matter what line he is in, ought to have the Tradesman. If you happen to have a little spare space somewhere in the back of the Tradesman, don’t you think it would pay to publish the weights and meas- ures of the main produce raised, so one could at a glance see just what an article weighs per bushel. - Robert J. Fuchs. Mentha, Sept. 5—You ask for frank comment on the Tradesman. We en- joy the paper as it is newsy and breezy for a trade paper, but there is one enquiry that the writer would like to make and that is, why Mr. Henry ford’s name is always spelled with a small “f.” So far as the writer is while we may all not agree with his aware, Mr. ford is a gentleman and ideas and policies, still should he not be treated in print as well as the next man? Perhaps you personally dislike the man and as I have only taken the paper a year or so, I do not know of any controversy that may have ap- peared before that. But at any rate, 1 am sure the small f does not hurt him any, except to give him some free advertising, but it surely does detract from the dignity of any paper. I am sure I am not the only person who notices the attempted slur and believe your paper would be better to forget it. The rest of the paper is too good to spoil. E. L. Woodhams. Rushville, Ind., Sept. 2—Personally I cannot see where you could consist- ently improve on your paper. I have taken it for the past twenty years. | enjoy your poetry very much on the first page. R. G. Wellmen. Eben Junction, Sept. 2—Your letter enclosing clipping from Chicago Com- merce, bearing upon the subject of the Great Lakes Route to Tidewater is duly received and very much ap- preciated. It is the most comprehensive and logical of all the articles on this sub- ject that has come within my scope, and I thank you for it. I am glad to note that yourself, like the Michigan Tradesman, is still on the job. The Tradesman is not thirty-eight years old, but thirty-eight years young and we trust that in spirit and flesh its editor may remain as youthful and buoyant as when he was_ hopping counters in Don. McClellan’s general store in the lumber jack days of old Reed City nearly fifty years ago. W. J. Kehoe. ——_+->—____ Needed More Sand. A young man sat on the shore at Ottawa Beach by the side of a beau- tiful young woman. They were sitting very close to- gether. . He leaned toward her and she let her parasol drop over the shoulder next to him and waited expectantly. Nothing happened. 7 After some minutes, she looked up coyly. “L thought, maybe, you were go- ing to try to kiss me,” she observed. “IT was thinking about it,” he re- plied, “but I’ve got sand in my mouth.” “Swallow it,” was the quick retort. “You need it in your system.” Labor and Prices O MEET competition manufacturers today areinterested in lowering prices. But inattempting to low- er prices one should con- sider that the cheapest. products are not always the result of cheap labor. The highest paid labor may in the long run pro- duce the lowest priced product. Costs may more often be low- ered by increasing efficiency, eliminating waste, and con- centrating upon profitable departments than by cutting labor. Request an analysis of your Costs by Certified Publie Ac- countants to reveal those ele- ments of your business which might best contribute to a reduction of prices. SEIDMAN & SEIDMAN Accountants & Tax Consultants Grand Rapids Savings Bank Bldg. GRAND RAPIDS Rockford Jamestown NewYork Washington Chicago Newark GRAND RAPIDS “A company is known by the flour it keeps’’ Take out your Eversharp and make a list of the firms whose reputations are of the best whether they sell organs, jewelry, autos or. glue. the list you realize that the one feature or factor they all have is “reputation for quality.” Not one of these firms sells on a price basis. give an even dollar value for every dollar received and maintain the standards of their products. Likewise and also as to flour. JUDSON GROCER CO. Wholesale Distributor Scanning They MICHIGAN MICHIGAN TRADESMAN September 7, 1921 PROGRESS OF LIQUIDATION. In the main, last week showed a lull in many kinds of business activ- ity, as is usual before Labor Day. The spell of hot and muggy weather also helped to curtail especially the trading at retail, which is about due for a seasonal expansion in certain directions because of the approaching end of the opening of the vacation period and the Notable, however, among the last week’s oc- schools. currences was the call by a Des Moines big department store for $100,000 worth of ready-to-wear, knit goods and other merchandise wanted for staging a large sale. It was un- derstood that only goods below the market rates were desired, and there was some curiosity as to the kind of response there would be. All doubt on this score vanished when the of- fices of the buying firm were opened in New York. men was so large and they were so insistent that it looked like a riot. The crowd of sales- There was no difficulty in securing the goods desired at prices, and more could have been had Manu- facturers are not dis] osed to hold out satisfactory if they had been called for. for large profits if cash offers are made for adequate quantities. What the Des doing is what is being done on a small Moines house. is or large scale by many concerns all over the country. These are trying to stimulate buying by special offer- ings at reduced prices in order to get Such sales have been quite successful where the public into the habit again. the goods have been right and the reductions in price have been bona fide. They have also resulted in mov- ing other goods than those advertised because they have succeeded in bringing into the shops persons who would not otherwise have come and who, in looking over the stocks, be- came suddenly aware of many things which they could find use for. Mer- chandising has become an art again, instead of what it was during the period of reckless and extravagant expenditure which ceased last year. To what extent and for what pur- poses buying can be stimulated is now the problem. It is recognized that, under existing conditions, the reduc- ed purchasing power of large num- bers of the poy ulation must be taken into account. This means that price is to be one of the controlling fac- tors, and, in view of this situation, costs all along the line have to be closely watched and cut possible whenever The labor expense is one of the items which has been receiving especial attention. In textile lines this expense has not been increased so much because of the rate of wages as by the reduction in output per capita, or, in other words, by shirk- ing. But with the menace of unem- ployment this evil is correcting itself rapidly to the advantage of all con- cerned, including especially the wage earner. There is nothing astonishing in the way that economic conditions are working out after the hectic experi- ences of the last few years. Insta- bility was then the rule, and extraor- dinary demands had to be met at any cost. There was a pyramiding of expenses which was met by a similar one of profits, with a constantly de- creasing purchasing power of the dol- lar. It was manifestly a process that could not be continued indefinitely. As soon as the demands came to be restricted, the inflated structure that had been reared began to totter. With a less efficient banking system a panic inevitable. The have been worst of the trouble was passed some would months ago, losses being taken by the concerns which had made _ provision for the emergency, while the purely speculative ones were mostly pushed Liquidation has been forced in many cases, but con- into insolvency. sideration has been shown in others where temporary help was needed in tiding over the period of stringency. That all are not yet out of the woods is apparent from the records of busi- ness embarrassments, which are still During the last month, for examyle, the failures much above the normal. numbered 1,562, with an indebtedness of $42,904,409, as against 1,444 in July, with an indebtedness of $42,774,153. The second half of the year is not showing up as well as was hoped. In the first half there was a gradual re- failures, June making the most favorable rec- duction in the number of ord. In the two months since, ad- vances have been shown. But these relapses are what might have been expected, just as it is quite likely that the remainder of the year will show improvement in this respect. Matters of this kind do not go by rule, and, as conditions are growing more favor- able, gradual progress is bound to become more apparent. WHY UNIONS ARE CONDEMNED Why is it that business in all its branches looks with suspicion on every trade union and dislikes and distrusts all the representatives of organized labor? Is it because busi- ness is opposed to good wages for workmen. Obviously not, for all busi- ness, retail, wholesale, manufacturing, building and construction, is depend- ent on generous earnings by labor, for a large part of its profits. There can be no sustained, continuous pros- perity for business when the trades are not well paid for their work. From the strongest of motives, self-interest, business is a natural friend of labor in every community. For these reasons, and others, busi- ness approved of any ,roper effort made by labor for the protection of laboring men and to secure fair wages for them. Why, then, the almost universal condemnation by business of the agents of the unions and of nearly all of their organizations? There must be potent reasons why business, naturally and from self- interest desirous of helping workmen, is in fact hostile to labor leaders. What are the causes of this general dislike and distrust? The public can judge any society only by its conduct; the principles, avowed openly or supported secretly, of any organization, are revealed by its conduct. Acts tell the truth, and the acts of organized labor have re- vealed many things which account for the disapproval of its principles. Busi- ness has learned that loyalty to its union takes | recedence over loyalty to country and family; that in the supreme emergency of war organized labor will walk away from a Govern- ment job on the order of its leaders; that the union man will quit work even when the act deprives his wife and children of the necessities of life; that he will destroy the property of his employer and cause him irrepar- able loss when so ordered by his union. doubt that union men are taught discontent under all conditions, no matter how 3usiness knows beyond a favorable; that their minds are sys- tematically against their employers as oppressors, even when poisoned wages and work are so pleasant and liberal as to bring content. The spirit of the union, revealed on every job in the country, is to give less and less service and demand more and more pay; to maintain a_ truculent and sullen attitude toward the capital that gives it work. We have seen a wages to meet soaring trices of food and clothing, and fater when prices dropped, de- claring wages should not be reduced. Gompers boosting All through the field of unionized labor business has seen its leaders agitation against funda- mental economic laws and_ striving with supreme selfishness and_ utter disregard for the welfare of all other occupations, and even of the welfare of the Government itself, to make of union labor an arrogant despot over industrial enterprize and the government. In Russia this pol- icy of labor succeeded, and now in that unhappy land the factories, the farms, and all business except tax- collecting lies prostrate. Judged by its conduct alone, the unions operate un- der jrinciples that are unjust and op- pressive, and consequently hurtful to all enterprize and progress. And business, burnt and stung in a thou- sand places, knows it. fomenting business, FIRE PREVENTION DAY. Every man, woman and child in the United States suffers either direct or indirect financial loss because of the seemingly unbridled advance of our National fire loss. Considerably more than $300,000,000 goes up in smoke every year. This is but one item of the loss. There are on an average 18,000 hu- man lives lost, while some 60,000 per- son suffer bodily injury in varying de- gree. Because of our fire worshipping habits, extensive fire departments are Fortunately most of these are amazingly efficient, yet due to the fact that we have neither established fixed habits tending to materially reduce this fire loss nor persistently waged effective education to the same end, the cost of our National annual bonfire is many times greater than the figures usually published as rep- resenting this loss. necessary. For a number of years it has been the custom to, in some fitting way, observe October 9 as Fire Prevention Day. This date has been generally accey ted for such observance through- out the country because it is the date of the memorable Chicago fire of 1871. Frequently a week’s programme is arranged in the ‘larger cities and suitable exercises designated for each day of the week. Tens of thousands of people know that buildings can be built that will not burn. Architects, engineers and contractors know how to design and build such structures. Everyone real- izes when he has been the one to suffer most from fire that there were one hundred and one neglected pre- cautions which he might have taken to prevent or minimize his loss. Fire Prevention Day and Fire Pre- vention Week have become too pro- saic. Not only must we celebrate the day or week, but also observe the teachings the occasion presents. There should be 365 fire prevention days and fifty-two fire prevention weeks each year. It can be done. Any progress that we make is in answer to well-directed, persistent education. We must carry on our educational work for fire pre- vention every day, of every week, throughout évery year, until nine- tenths of our present fire waste has been eliminated. That this is possible is proven by the fire records of Eu- ro, e, where the annual per capita fire loss is only one-tenth that in this country. WOOLEN GOODS UNCHANGED. An outstanding fact in the wool situation is the firmness of prices for fine merinos. This was shown. dur- ing the past week at the auction sales at London and in Australia, where the offerings were eagerly taken even at advancing figures. Americans fig- ured in the bidding despite the Emergency Tariff act and the promise of a continuance of duties when that measure becomes inoperative. The fact is that, duty or no duty, domestic woolen manufacturers must secure certain foreign wools in order to Neither the finest nor the coarsest of wools is produced in this country. Japanese were also bidders at the foreign auc- tions. To-morrow the War Depart- ment will offer at auction in Boston 5,000,000 pounds of its holdings, most- ly low-grade stock. carry on their business. Not much of consequence happened during the week in the goods mar- ket. There are yet a few openings to be had of special woolen goods for use by merchant tailors, and wor- sted dress goods for spring are still to be priced. This last mentioned event will probably not occur before the middle of the month, and it may be deferred beyond then. There is some complaint about the reluctance of dealers to order clothing for fall, but it is generally understood that stocks are low and will need replen- ishing soon. The retailers are in- sistent on medium-priced goods and appear to be of the impression that the best sellers of suits and overcoats will be those in the $35 class. A little hint of colder weather, it is felt, is what is needed to stir up real buy- ing both in men’s and women’s wear. ns eipaan iat naz ad NS. ‘September 7, 1921 i £2 q 4 ¥ Ask your jobber for Sunsweet Prunes—the nationally adver- tised brand —the standard of quality by which prunes are judged the nation over. Also ‘write us for sales-help; and merchandising “‘pointers”’ that will show you why it pays to push Sunsweet Prunes the year ’round. = California Prune and Apricot Growers Inc. 299 Market Street, San Jose, Cal. 10,800 grower-members. MICHIGAN TRADESMAN -why it pays to ‘Push ‘Prunes Let us say you buy 5 boxes{ 125 pounds} at 12 cents. You will have $15 invested. So $15 is your capital. Now, suppose you consider 30% margin on sales —which is equivalent to 43% on cost—the right margin on prunes. Then your selling price, based on 12 cents cost, will bea little over 17 cents the pound. Therefore, to be perfectly safe, youcan sellat 18 cents the pound, 2 pounds for 35 cents. : Here’sa safe and sane way to figure out what hap- pens: allow 1 pound on the box [or 4% } for shrink, sampling, overweight. Figure 17% average expense. Together these will make a total burden of 21% on the sales and leave you 9% NET Profit In this case your earnings will be even greater. Because the 125 pounds of prunes on this basis will sell for, say, $22.20 or: Gross spread - - - . - $20 Deduct the 21% burden - - : 4.66 And you have as net earnings - - §2.94 This is actually over 11.44%. It happens because the selling price will average more than 174 cents. Now, suppose you turn your prune stock once each month on this plan, you will have 12 turns at $2.54 each, or $30.48. This shows net annual earnings of over 200% on your capital of $15. If you buy and sell out every two weeks, you will have $60.96, or more than 400% on your capital. These are the plain facts and figures showing what can be made on prunes in any store. It can be done by any merchant who watches his margins and keeps his prune stock active. Fair margins plus rapid turnover work real magic with your profits—remember that! SUNSWEET CALIFORNIA'S NATURE“FLAVORED PRUNES —sell them the year ’round vs pane ar nn MICHIGAN TRADESMAN Michigan Retall Shoe Dealers’ Associa- ti on. President—J. E. Wilson, Detroit. Vice-Presidents — Harry Woodworth, Lansing; James H. Fox, Grand Rapids; Charles Webber, Kalamazoo; A. E. Kel- logg, Traverse City. Secretary-Treasurer—C. J. Paige, Sag- inaw. Successful Shoe Merchandising on a Falling Market. What would be the answer if each of us ourselves the question “Have we been successful in handling our the trend of prices started in shoes?” changes asked downward The one the question entirely and I wish to deal with this topic in a broad sense. No doubt the location of the business, the the city, village, your competitors, and class of trade done would have its own peculiarities but how could we define successful merchandising to cover us all as retail shoe merchants. I am inclined to define it in this way: business since word “successful” size of town or “The buying and selling of shoes to show a legitimate balance of the profit side of profit and loss account at stock taking time, which should be at least once a year. To do successful buying, whether on a steady, rising, or falling market, it is necessary to watch the market. How can we do this? First. Read your trade journals. I might say study your trade journals because in them you get not only price conditions but the views of every side of your trade from the man who handles the raw material to the finished product. Study the trend of Dame Fashion as well as the views of the man who makes the staple prod- uct, and I am sure that you will all agree that the information from this source is much more authentic than the propaganda as seen in the daily papers written by men paid to do so from a mere money side of the ques- tion. Next, your stock—and_ to watch your stock properly, you should use some form of stock accounting system that will enable you to watch your sizes. watch This one thing is a big leak in most retail shoe stores for in a good many cases we get in the habit of saying when buying 4 line, “Oh, give me regular sizes’—and never tak- ing into consideration what we have in stock of a very similar shoe. As a personal experience, let me give this one example. Some fifteen years ago when I was on the road, I had been calling on a merchant for some time but only selling him an odd line, but on this particular occasion, I called and asked him if he could come over to the sample room that evening, and received the reply, “Yes, about 7:30 o’clock.” He came and brought his head saleslady; picked out some 20 or more lines and started to give me the sizes. Just recall a similar cir- cumstance yourselves and see if you haven’t often given this same answer; the words “regular sizes,’ was the answer. In a number of cases his saleslady would say, when for instance a women’s line was in question, “Mr. Blank, we have lots of 2%, 3 and 3% of similar lines in stock.” But she got the reply, “We will have to clear them out’—-and he bought regular sizes 2'%4 to 7, in most cases 18 pair lots. Why had he so many of these small sizes? Because he did not watch his stock. Better lose the sale of one pair than have five pair to sell at cost and. on a falling market, at a Joss, leaving no balance of profit at stock taking time, or if a profit shows, it would be unsalable sizes on tke shelves which would be a false profit, and might easily prove a loss. A few years later, Mr. Blank’s health failed and his stock was sold for 45 cents on the dollar; not successful merchandis- ing. A few don’ts in buying—Don’t buy from too many wholesale firms. Don’t buy too many lines because in buying from too many firms, you are liable to duplicate lines and 18 pairs from two houses makes 36 pairs, while if you bought say 30 pair from one house your sizes would run better and you would be less liable to lose sales from being out of the size. Very often a customer will ask for a certain size and if it does not fit and you have to explain that this is the same shoe or very similar shoe bought from an- other firm—well, the old story, “It just doesn’t seem the same or I like better if you had the size I require,” which ends ‘n a lost sale. The customer may go Ww ancther store and buy a shoe just like the last the other , one you were showing but because it is bought from another store it must be different. It is very hard for even the most experienced buyers to carry the description of a shoe exactly in their minds from one sample room to another. How then can we expect a retail customer to go from one store to another and buy a shoe exactly, and be sure they are exactly, the same? Many times we hear, “Oh, I can buy exactly that shoe from so and so and at such price,” when we know they cannot, for you may have the ex- clusive agency for that particular brand of shoe. But it would be of no use to argue with a customer who talks like that, for it would only re- sult in a lost sale. (A good salesman can explain to customers, but should never argue.) Therefore, confine your buying to as few houses as possible and confine your lines as much as possible, having due regard for required assortment. Don’t buy large quantities to get special prices. If in order to do so you have to carry goods over six months remember what money is worth at the bank. Your profit is soon swallowed up. Don’t buy “regular sizes” but size up lines according to your stock and trade. Slow moving sizes eat up the profit of the selling sizes. Don’t place orders too far ahead; the traveler and manufacturer may not altogether be in favor of this but remember you are a good fellow as long as you pay your bills promptly. This one thing gives most retail mer- chants over-stock. Buy according to your turn-over so you can offer your customers new shoes taken from clean cartons for remember the first impression lasts September 7, 1921 the longest. A shop worn shoe taken from a yellow faded carton gives a bad impression, at least to the cus- tomer; just as shots that have been in stock room for six months are in- clined to be looked.on as old stock SPECIAL FOR SEPTEMBER 8 to 10 lb. Clear Oak Bends __-~ 55c 11 to 15 lb. Clear Oak Bends -_.. 70c 12 to 14 lb. 1 Brand Oak Bends-_- 60c SCHWARTZBERG & GLASER LEATHER CO. 57-59 S. Division Ave. Grand Rapids Strap Sandal in Stock dicotiun Glazed Colt, Flex- ible McKay, Stock No. 500, $1.90, Terms 3-10. Net 30 days. Write for pamphlet BRANDAU SHOE CO., Detroit, Mich. come and go. shoes for over 29 years. ber of dealers. 11-13-15 Commerce Ave. Herold-Bertsch Shoes Are Building Satisfied Customers for Over 3000 Dealers HINK over in your mind the firms you once did business with, who are no longer in existence. number of them. The average business is short lived. They Then remember this, that Herold-Bertsch has been making Here is a business which has grown steadily, weathering all the ups and downs of business through a quarter century, adding year by year to its num- We have dealers who sold Herold-Bertsch shoes the first year they were made—and are still selling them. In homes beyond estimate ‘“H-B” has become a household word for shoe quality —father, son and grandson all wear Herold-Bertsch shoes. Over 25 years of successful manufacture and growth is your assurance that you are dealing with a sound, substantial house, which MUST be giving unusual values to show a quarter century of steady growth. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear. There are any GRAND RAPIDS, MICHIGAN you promptly. GRAND RAPIDS O tramp too long, no work too hard; no occasion, work or play, when MORE MILEAGE SHOES fail to feel good and look good. They ARE good. - Good enough reason why so many dealers carry them. Keep a full range of sizes on hand. sale because you are “just out” of a size. HIRTH-KRAUSE Tanners—Manufacturers of the MORE MILEAGE SHOE Don’t lose a single We supply MICHIGAN September 7, 1921 MICHIGAN TRADESMAN ll by your sales force even if it is a staple line. It costs 6% per cent. per annum according to bank interest to carry goods, and on a falling market these points would be doubly true be- cause the over-stock would not only be costing money to carry but would depreciate in value, at the same time making a double loss. So much for watching the market and our stocks which reflects in our buying. Second. Selling our merchandise after buying it properly. Will it sell itself? I say “No.” Only a portion of it. To sell your merchandise, ad- vertise. Tell the buying public what you have to offer them through your local newspapers using good cuts, which represent articles advertised. Describe the article you have in plain English telling the whole truth and stating sizes, widths, and price; and I think in many cases it is well after giving a full and clear description of article to use a phrase, or similar phrase, “Reasonably priced at $8, $9 or $10” or whatever the price is. The people interested or reading the ad- vertisement, in many cases follow your suggestions and think, as you do, es- pecially if they have confidence in the store. Back up your advertising by showing the goods in your show win- dows and display cases and I believe good price tickets on shoes help to sell them. Do not crowd your ad- vertisement. Three or four lines using plenty of white space around advertisement so it will stand out, will attract more attention and sell more goods than a dozen lines crowded in- to a small advertisement and poorly set up. I mentioned before to give sizes and widths in lines advertised as well as prices. I believe this should be done so prospective customers will know that you have his or her requirements. Third. When customer calls at store, do not have to say, “I am sorry madam, but we are out of that size,” without giving a reasonable excuse for being so, such as, “We have had a big sale of that line or that size.” Do not let the customer leave your store hav- ing the impression that you didn’t have what you advertised at the’ time of advertising. Hold their confidence if at all possible and they will return later. Fourth. Have store service. What makes store service? Bright, clean, and attractive store; proper account- ing system to avoid mistakes; bright and intelligent clerks that are not mere selling machines but know their busi- ness. Your clerks represent you when you are not there; be sure your representatives have the proper train- ing and reflect good service. Cus- tomers treated properly are sure to return. Sell not only shoes but sell service. Shoes may sell themselves at cost but service is the margin of profit which makes successful merchandis- ing. If the proper service is given, in 99 cases out of 100 the customer will return when needing something in your line and the return sales make the turn-over, and the turn-over, even at a small profit, swells the bank ac- count. The bank account and balance on the profit and loss account make successful merchandising and I feel sure, if we could only put these sug- gestions in operation in our business, that we would have success even in buying on a declining market. In conclusion—I outline the sum total of successful merchandising. Study the market conditions. Buy in- telligently and sell not only shoes, but sell service. C. BE Smith: —_—__2-.—___—_ Biggest Complete Exposition Ever Seen Here. Comstock Park at Grand Rapids is now the scene of much activity where skilled mechanics, expert electricians and master artisans are busy com- pleting the many display booths, grand stand and other decorations for the great West Michigan State Fair that begins Monday Sept. 19, and closes Friday, the 23rd, with the an- nual exposition proper, to which has been added, this year, an extra special Saturday of thrilling automobile races in the afternoon. So many famous drivers have been entered for these auto racing events the management assures a genuine program of merit. As this Fair is now classed as the last word in industrial exposition ef- forts and the greatest agricultural Fair in the State, or this part of the West for that matter, every induce- ment is being made to attract, enter- tain and satisfy all the thousands of out of town visitors who always re- ceive a hearty Grand Rapids welcome. The high class amusement features this year, the most expensive and thrilling that money could secure, in- volves such an extended night and day series of programs as will be ever re- membered by all and fully repay fre- quent daily attendance. Miss Ruth Law and her daring crew of flying, racing acrobatic aviators will offer an netirely new list of high air stunts and this new style “flying circus” will alone cover a full day’s enjoyment while the night programs in bright pyrotecnics is a scene never to be forgotten. The many meritor- ious numbers on the long. praise- worthy vaudeville program could not be given, the enormous expense con- sidered, unless the attendance proved satisfactory. But every year shows an increased attendance, which assures this big Exposition-Fairs’ manage- ment that it is money well spent. The Leach-La-Quinlan Trio, top notch gymnastic act; Lil Kerslake’s educated pigs; Jazz Rags, the crazy comedy mule; the white Arabian horses in artistic posing; Harry Davis and company, famous rifle shots; Den- ver, the high jumping equine; Nathan Daniels the Michigan giant; Ver- melto’s Wild West and many other attractions. The massive and wonder- ful spectacular fire works exhibitions such as “The Siege of the Darden- nelles.” “Lhe Great Chicago Fire” and “Pioneer Days” are all new scenic displays. —_—_2--_—_- Cause of the Change. “You were carrying an advertise- ment for a ‘four-piece parlor set.’ I notice you have changed it to read ‘five-piece set.’ How is that?” “Why, my little boy broke a leg off from one of the chairs.” —_——_»<-<.____ If a clerk has a voice or manner that is dismal or disagreeable over the telephone, that clerk should never answer telephone calls, 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? and note the quality of merchandise, you will feel as we do— Money not only talks, but it positively shouts. Yes, but when you see the prices 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 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. SALE NOW ON We have started the machinery in motion, and will stop to take care of the orders which we have received. only when every pair of jobbing shoes on hand is disposed of. This includes everything. Our own make, Men's, Women’s, Growing 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 September 7, 1921 12 MICHIGAN TRADESMAN ep sa 2 > = 3 z = N ; r? al p=: & G mE? FINANCIAL: :} Pe. eo cee ae What We Can Do As Your Agent SEEDER ur AT | a, : MII [ a Collect income from all sources and deposit, remit : oO oH : 4 : or invest as directed. . = ANS ; a hf 5 - Se> r SD Keep safely stocks and bonds and sell, if directed— ees the proceeds to be deposited, remitted or re-invested. Dream That Came To Harriman Too Soon. It was after the War that Mr. Harriman, dreaming of SYVS- Russo-Japanese a globe-girdling transportation land and sea, visited the Far tem by East. He realized that his greatest difficulties lay in that quarter. He required for his scheme an ice-free port on the Eastern fringe of Asia, but to get this he must deal with The Asian coast had is now, partitioned their other nations. been then, and among. various pheres; and Manchuria, upon which Mr. Harriman had _ fixed his eyes, was a Japanese economic province. With the help of Lloyd Griscom, then American minister to Japan, Mr. with Powers as Harriman made an agreement two high officials in Tokio that Amer- ican and Japanese cat ital should co- operate in financing the Chinese East- ern (or South Manchuria) Railway to Port Arthur and Dalny (Dairen). Under the Portsmouth Treaty, which contained an emphatic affirmation of the open door principle, Japan had acquired this concession from defeat- ed Russia, and it would have been 1n accord with the open door policy to admit another nationality into the enterprise. Now, Count Komura, one of the most powerful and adroit of the Japanese diplomatists, looked * with distrust and fear upon the attempted American invasion of Manchuria. His fear was military as well as economic. And he checkmated Mr. Harriman by negotiating with China an agreement by which the Chinese declared that if Jajan required outside assistance in financing the Manchurian project, should The came to nothing. But though Mr. was blocked just as it Chine provide it, and none other. Tokio agreement thus Harriman’s plan seemed near success, he was not yet at an end of his resources. If the Japanese could not be enlisted in the project, per- haps the British might. The State Department at Washing- ton had been watching the Harriman maneuvers with interest and, one may with The late Willard Straight was then our con- suppose, sympathy. Mukden, and him a plan was set afoot for the for- sul-general at mation of a Manchurian bank, backed by American and British capital, to mance another railroad, this one to run from Chinchow to Aigun. The panic of 1907 delayed the plan temy orarily, but in the following year negotiations were resumed, and Mr, Straight came to Washington with a memorandum bearing on it. In No- vember of that year Kuhn, Loeb & through Harriman’s bankers, signified to the State Department their willingness to finance the proj- Company, Mr. ect, and Tang Shao-yi, who repre- sented the Chinese Government in the conferences, set out for Washington, ostensibly to extend his Government's Roosevelt return of admiunistra- part of the thanks to the tion for the Boxer indemnity. You may sec to the old diplomacy drove Mr. Harri- man’s associates, although Mr. Harri- what subterfuges man had nothing to conceal, no am- bition which he would not willingly have confided to the world so far as he was The game was being played in the only way possible to play it then. But this is a digres- sion. Let us return to Tang Shao-yi and his supposed mission of diploma- concerned. tic courtesy. The Japanese were not for a mo- ment deceived as to the real purpose of the Chinese emissary’s visit, and they were extremely disquieted. But they were not to be outdone in di lo- matic amenities. On the very day that Mr. Tang arrived in Washington notes were exchanged between the Japanese ambassador and our Depart- ment of State, in which both govern- ments affirmed their cordial deter- mination “to support, by all pacific means at their disposal, the independ- ence and integrity of China and the principle of equal opportunity.” So far as words went, this gave the as- opportunity for Britain in Man- of equal Great surance America and churia. Mr. Tang, it should be said, had an- other scheme in mind, a plan for an finance international consortium to China, with the United States as a particij ant. But we may disregard that, since the Manchurian railroad the foremost in his project was thought. Senator Philander C. Knox, then Roosevelt’s Secretary of State, issued his famous “neutralization” plan for Manchurian transportation, a plan to make the open door effective in that part of the world. Thus the negotiations, involved and labored as such activities always are under the furtive restrictions of the old diplo- macy, went ahead smoothly. And then fate, so it seemed, step- ped into the November 14 the Emperor of China died, and on the following day the Empress died. Yuan Shi Kai, afterward to™become President of the Republic, but then Manchu scene. On a high official under the regime, was deposed, and Mr. Tang, who had come to the United States at direction, abruptly re- Yuan’s was called. Defeated at Tokio and in Wash- Manage real estate, collect rents, pay taxes, make repairs, Pay from funds as designated, life, fire, or burglary insurance premiums; dues, taxes or other debts. Prepare and file Income Tax returns and pay tax. Carry out existing contracts until fully discharged. Use power of Attorney, when given, for protection of business or personal interests. Act as Executor and Trustee under Will in case of death. One or more of the above services are available, if all are not required. Complete detailed record kept and statement rendered regularly. The charge is small— based upon the extent of service desired. Full information given upon request. FFRAND RAPIDS [RUST OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS President RANSOM E. OLDS Chairman of Board © Offices: 4th floor Michigan Trust Bldg—Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents CADILLAC STATE BANK CADILLAC, MICH. Capital .......-. $ 100,000.00 Surplus .....--- 100,000.00 Deposits (over).- 2,000,000.00 We pay 4% on savings The directors who control the affairs of this bank represent much of the strong and suc- cessful business of Northern Michigan. RESERVE FOR STATE BANKS Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. $500,000 $850,000 Coastal - <- = Surplus and Profit - Resources 13 Million Dollars 345 Per Cent. Paid on Certificates of Deposit Do Your Banking by Mail The Home for Savings September 7, 1921 ington, Mr. Harriman now turned to St. Petersburg (Petrograd). The Tsar was sufreme in Siberia, and there remained the possibility of obtaining a transportation right-of-way with his co-operation. Through a Paris banker, Mr. the Russian Minister of Finance, and Harriman approached obtained his promise of support. But here again his project was to be made the sport of international politics. Let us pause for a moment to glance at the shifting balance of pow- er maneuvered by shifty diplomatists in the Far East: Before the Russo- Japanese war, England and Germany watched with susjicion both France and Russia, and Japan was at dagger’s point with Russia in Korea. After Russia and Japan came to blows, England entered into her alliance with Japan, and France went into the Russian camp. Presently a treaty was arranged, however between France and Japan, leaving Russia rather out in the cold.. It was so that matters stood when the Paris banker was talking with the Russian Minister of Finance. International diplomacy no less than politics makes strange bedfel- lows; and the prospect of American and British transgression on the Manchurian “sphere of interest” was enough to bring Japan into amicable relations with her late enemy. While Mr. Harriman’s emissary was deal- ing with the Russian Minister of Fi- nance, a Japanese diplomat entered into a secret entente with the Russian Foreign Minister, whereby they agreed to make common ground of their former battlefields. In 1910, this agreement became an open al- liance, offensive and defensive, for the protection of Japanese and Rus- sian interests in Manchuria; but in the meantime, on September 9, 1909, Mr. Harriman had died, his greatest ambition thrice thwarted. Thus there passed the chief incen- tive for a transportation scheme which would have been of incalculable benefit to world commerce and a factor for the unification of nations. There was further talk of the “neu- tralization” scheme, to be sure, and some further moves toward British- American co-operation in Manchuria, but Japan’s truculent attitude toward them brought them to naught. Let us suppose that Mr. Harriman, instead of being forced, no doubt re- luctantly, to resort to the devious and underhand methods of the old di- plomacy, had been able to lay his case, through the American repre- sentatives, before the International Chamber of Commerce in Paris. Here unobjectionable enterprise certain to bring profit to the pockets of all countries, could it be success- fully negotiated. There need be no secret about it. The very fact that it was above-board would have al- layed international suspicion. The sunlight of publicity would have dis- pelled distrust. And the various gov- ernments might with good grace have got heartily behind it, instead of meeting it with double-dealing and the arrangement of secret alliances. You remember that at the conference Was al MICHIGAN TRADESMAN of the International Chamber of Commerce in London the British Chancellor of the Exchequer 1 ledged his Government to do anything with- in its power which the Chamber might ask. That will become increas- ingly the attitude of governments as the Chamber grows in authority and influence, Peace and progress must come through international use of export capital, as Will Irwin has expressed it in “The Next War.’ It must come through an open door principle. But at present the open door in China is a diplomatic fiction. All the Powers have given their robust vocal approv- al, and all of them ignore it. It is as much a polite lie as thé assurances of distinguished consideration with which passy orts are handed to the expelled envoy of an enemy nation. Germany subscribed to it, but continued to hold Shantung until the prize was lost in war. Russia signed, but con- tinued to hold Port Arthur until that was lost in war. Great Britain sign-’ ed, but continued to hold, and con- tinues to hold, Hongkong and Kow- France sub- scribed, but continues to hold Annam and Kwangchau. loon and Weti-hai-wet. Japan signed, but retains Port Arthur and = Shantung and Korea and the rest of her im- perialist acquisitions on the Asian mainland. So much for the terri- torial aspect of the open door. As to its commercial and financial aspects, they are as much a figment of the diplomatic imagination as the rest. But if these conflicting ambi- tions and privileges can be adjusted through some such agency as the In- ternational Chamber, the world may hope to find not only a solution of the whole Far Eastern problem with- out impairment of China’s sovereign- ty and to her vast advantage, but the BANKS, BANKERS AND PRIVATE INVESTORS ESTABLISHED 1853 Our Bond Department always has for sale SAFE BONDS yielding good returns. WE INVITE INQUIRIES CLAY H. HOLLISTER PRESIDENT CARROLL F. SWEET VICE-PRESIDENT GEORGE F. MACKENZIE V.-PRES. AND CASHIER Fenton Davis & Bovle MICHIGAN TRUST BUILDING Chicago First National Bank Bldg. telephones ; GRAND RAPIDS Detroit Ma Congress Building in 656 Citizens 4212 Grand Rapids OFFICE 320 HOUSEMAN BLDG. Merchants Mutual Fire Insurance Company Economical Management Careful Underwriting, Selected Risks Affiliated with the Michigan Retail Dry Goods Association, GRAND RAPIDS, MICH. Sooner or Later— Your Will must go into effect. have one. The trouble with putting off the making of a Will is, that you do not know how long it will be safe. Will is a simple matter once you get at it. We are in constant touch with the subject of Wills and Trust Funds and are glad to advise. Call at our office for our new booklet, ‘‘What you should know about WILLS.” “Oldest Trust Company in Michigan.” THE MICHIGAN [RUST That is, if you The making of a COMPANY GRAND RAPIDS, MICHIGAN hotels—the shopping district. and individuals. ciTy 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 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 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 TRUST & SAVINGS BANE ASSOCIATED 14 MICHIGAN TRADESMAN a res a eee sess aos dass gee a aha NL ARTA eli ete September 7, 1921 actual realization of the open door throughout the world, with equal op- portunity to all in commercial and develo; ment. John industrial Jurnam. —_»++>___- Exiled Emperor Still Hailed as Hero. Grandville, Sept. 6—‘With proud and warm gratitude I think to-day of my brave comrades never vanquished in the field.” Thus does the exiled monarch of the fatherland congratulate his friends who assembled at Berlin in honor of General the lost German cause. Ludendorff, Prince Eitel Irederich, Count von Waldersee and Gen. von der Goltz reviewed thousands of sol- diers who fought in the kaisers war. It was a time for reminiscencing and for congratulations over the fact that Prussianism still lived and still harbored thoughts of revenge in the future. “With true German loyalty they achieved against the world of cnemies deeds such as history never has known before.” Proudly the kaiser flaunts his personality once more in the faces of lis assembled — soldiers. Whatever meaning may be attached to this demonstration, the fact that the em- peror still lives to thrust his venom into the veins of unconquered Ger- many may signify much which fails to appear on the surface. Certain it is that the old spirit of junkerism still prevails to a large ex- tent throughout the German so-called republic. Again we quote from the kaiser’s message: “The heroism of the dead will live on to the honorable memory of the dead, and for the imitation of the liv- ing and for future generations. May the halo of the great days of the past be the beacon for the victorious 1il- lumination still in the dark future. God protect the fatherland and its people.” This is really the first authentic an- nouncement from the lips of the de- posed monarch which has come to the public. It serves to emphasize the fact that the republic, founded upon the ruins of the Hohenzollern, is but a rope of sand. It serves, also, to show that the German heart is. still leaning toward the empire which was supposed to have been shot to death on the bloody fiield of war. One of the most significant utier- ances fell from the lips of Count von Waldersee when he, as the principal speaker of the occasicn, declared in tones of fiery eloquence that “There will come a day when we still stand together for the kaiser and the father- Jand. Hatred will stand guard in Ger- many. We must train our children to use the rifle and the sword. So long as Germans suffer under a for- eign yoke, and the French stand guard on the Rhine, we must prepare tor revenge.” Venue 2 | . ; . ae : 3ravado and loud sounding words do not always count, but that the brutal hordes of the central empire still harbor thoughts of getting even with their late enemies has been demonstrated on many occasions. Knowing the perfidious character of the German people as we do, it 1s easily conceived that the war for peace in poor old Europe has not yet been fought. All signs point to a re- awakening of the old Prussian militar- ism. The kaiser, from his exile, has spoken without being rebuked. The old soldier element, the element di rectly inimical to the republic, has again reared its head, ‘ving cause for added alarm on the part of Irance. The breathing of fire and hatred at this latest assembly of militarists 1s enough to alarm friends of [French nationality. France has her hopes fixed on a buffer nation in united Poland which the entente league has not fully endorsed. Silesia is a bone of contention which may serve to again embroil the nations in war. The demonstration made a brilliant spectacle, gladdening the eyes Of the old regime. Hatred of France is be- ing taught the children of Germany, and it can be a question of only a few vears when the old feuds will break into flame and again deluge central Europe in the blood and fire of war Gen. Ludendorff in his address said the will to victory must again arise in the German people, and that now was the time for the Germans to turn their thoughts to Prussianism, in which their strength was em- bodied. Gen. von der Goltz denounced the traitors who declared the supreme war lord had been deposed. On the whole it was a gathering of ir-reconcilables calculated to make the heart of the exiled kaiser glad. The shadow of militarism will not down in the land of the brutal German. It is more rampant to-day than it was just be- fore the war crusade started in 1914. There are men of middle age to-day who, before their heads are thatched with the frost of age, will see another war in Europe, attended with even more horrors than was the one so re- cently closed. Prospects for peace were never brighter than in the days immediately preceding the outburst of war seven years ago. Protesting his dislike of war, kaiser Wilhelm deliberately placed his hand to the match which lighted the flames of war, and set out to conquer the world, invoking the aid of the Al- mighty against his enemies, who were enemies only because he chose to make them so. With this same man still living and plotting mischief, with military bands parading, big men of Germany hailing the exiled emperor as still their hero, what may not come to pass within the next decade? Peace between Germany and _ the United States is now a fact. The wat which ended so disastrously for the Hohenzollern three years ago will never again be invoked along the Grand Rapids, Mich. RATES As low as is consistent with good business and safe underwriting. Live Agents Wanted. MICHIGAN AUTOMOBILE INSURANCE CO. A Stock Company. recommendations. WE OFFER FOR SALE United States and Foreign Government Bonds Present market conditions make possible exceptionally high yields in all Government Bonds. Write us for HOWE, SNOW, CORRIGAN & BERTLES 1-6 Grand Rapids Savings Bank Bidg., Grand Rapids, Mich. same lines as was that contest. Bv dear experience the hun has learned not to awake the avenging arm cf the Yankee Nation. The mistake made when the Lusitania was sunk will not be repeated. America need have no fear of armed Prussianism during the next outburst. Trance and mayhap England will have need to fight for their lives, but the United States will remain unmolested, in fact will be hailed as the German’s best friend among the nations of the earth. However, it will be well enough to beware of Greeks bearing gilts. Old Timer. —_—_++—>—___ Took Tax Off Soap. The House of Representatives did one thing for which the people every- bless it. It Hereafter took the tax take a where will otf soap. you can bath every Saturday night, whether you need it or not, without paying Uncle Sam for the privilege. The ssap tax was an absurdity and an anachronism in these days when the Goverument is doing everything in its power to spread information re- earding the great importance of per- yal cleanliness. dhe that the suggested the soap tax did not pro- worder is men who pose a , rohibitory tariff on the tooth- brush. Some brilliant statesman did urge a stamp tax on toothpastes and But takes it off, powder and got it through, too. House bill and, incidentally, removes the impost the pending on the poor man’s medicines. a It is a satisfaction to come down in the morning with none of yesterday’s work left over to be done to-day. How about to-morrow morning? 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. 139-141 Monroe St Both Phonos GRAND RAPIDS. MICH. udent Investing is the Keystone of Character and Success Buy Consumers Power Company 7% Preferred Stock at $95 Per Share and Dividends — Yielding | , N Ask any of our employees for information. @ WM. H. ANDERSON, President HARRY C. LUNDBERG, Ass’t Cashier Fourth National Bank Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annuaily 3% Per Cent Interest Pald on Certificates of Deposit * Left One Year Capital Stock and Surplus $600,000 LAVANT Z. CAUKIN, Vice President ‘J. CLINTON BISHOP, Cashier SALVA T. EDISON, Ass’t Cashier SA recearenener re eae nae gene aoaeeaeeee me egene eas September 7, 1921 MICHIGAN TRADESMAN 15 Origin and Development of the Match Industry. The first really practical friction matches were made in England in 1827 by John Walker, a druggist of Stockton-on-Tees. The however, credited to Sir William after whom the Congreve match was named, and who was also the inventor of the greve rocket in 1808. invention, must be Congreve, Con- One of the early forms of this use- ful article was the Brimstone match made by cutting very thin strips of highly resinous or very dry pine wood about six inches long, with pointed ends dipped in sulphur; thus pre- pared, the sulphur points instantly ignited when applied to a spark ob- tained by striking fire into tinder from a flint and steel. This type of match was in almost universal use until about one hundred years ago, when several ingenious in- ventions followed each other in rapid succession and displaced it completely. The first of these inventions was the “instantaneous-light box” which con- sisted of a small tin box containing a bottle of sulphuric acid with sufficient fibrous asbestos to soak it up and pre- vent it spilling, and a supply of prop- erly prepared matches; consisting of splints of wood about two inches long, one end of which was coated with chemicals prepared by mixing six parts of chlorate of potash, two parts of powdered loaf sugar, one part of powdered gum Arabic, colored with a little vermillion, and made into a thin paste by adding water. The splints were dipped into melted sul- phur and afterwards into the _ pre- pared paste. small They were readily ignited by dip- ping the ends into the sulphuric acid. There were several disadvantages in this invention, especially those arising from the use of so destructive a ma- terial as sulphuric acid, which also had a further drawback owing to its great power of absorbing moisture, which soon rendered its properties inert. Lucifer, “the light-bringing morning star” gave his name to the succeed- ing variety of match. The bottle of sulphuric acid and all its inconven- iences were dispensed with. The match was made of either small strips of paste-board or wood, and the in- flammable mixture was a compound of chlorate of potash and sulphurete of antimony, with enough powdered gum to render it adhesive when mixed with water. The mixture was ap- plied over the end of-the little stick and dipped in melted brimstone. These matches were ignited by the friction caused by drawing them through a piece of bent sand-paper and gave off choking sulphurous fumes. They have left their name behind, which is popularly applied to other kinds since invented. Next to the Lucifer in importance was the Congreve, the match which has, in a general way, survived to the present day. The body of the match was usually of wood, but some, called Vestas, were made of very thin waxed taper. The composition used on these matches consisted of phosphor- us and nitre; or phosphorus, sulphur and chlorate ef potash, one of the potassium, (when a small piece of potassium is thrown upon water, reaction sets in, and the hydro- geh formed takes fire and burns with violet flame), mixed with melted gum or glue and colored with vermillion, red lead, umber, soot or other color- ing matter. The salts of used were almost as varied as the manu- facturers were numerous. The Con- greve match required only a slight friction to ignite it, for which purpose the bottom or some other part of the box was made rough by attaching a piece of sand-paper; or covering it with sand-paper after wetting it with glue. proportions -With every variety of Lucifer and Congreve match there were certain dangers attending their use, for in both, a slight friction would ignite them, and as, from thé nature of their application, they were apt to be care- lessly thrown about and consequently exposed to the risk of accidental fric- tion; in this way they have been the cause of numerous mysterious and serious conflagrations. fires The Congreves were exposed to fur- ther risks of accidental ignition arising from the employment of white phos- phorus, which from its very inflam- mable nature will ignite spontaneous- ly at low temperature. In the match factories it was necessary to keep the white phosphorus in water to prevent ignition when exposed to the atmos- phere. To “Bryant and May” is accorded the credit of patenting and introduc- ing the “safety match,” although it was invented by a Swede named Lundstrom in 1855, who made matches in Jonkoping. The only essential difference be- tween Congreves and the “safety match,” as originally manufactured, was in leaving out the phosphorus from the composition applied to the match, and instead mixing it with the sand on the friction surface, thus separating this highly inflammable material from its intimate and danger- ous connection with the sulphur and chlorate of potash. This simple in- vention of “light only on their own box” matches, removed to a large ex- tent the dangers and objections to the use of the Congreve match. Match heads containing white phos- phorus would “go off” when sub- jected to heat of 150 or 200 degrees Fahrenheit; the properly-made, pres- ent-day, strike-anywhere matches will not ignite until a temperature of 300 to 330 degrees is reached, and the safety or strike-on-the-box matches will not ignite until they are subjected to a temperature of 350 to 370 degrees Fahrenheit. Experiments have proved that the lack of sufficient oxygen and the gases of combustion quickly smother the flame in a closed case of the well-made sesqui-sulphide match, so that the risk in storage has been greatly reduced. A box of matches may be burned through impact or otherwise, in the center of a filled case without igniting a second box. Under too high temperature in stor- age the old style matches were also subject to spontaneous combustion, and ‘they ignited easily by shock in when stepped on, matches transportation or and parlor were quite apt to be explosive, throwing off incan- descent particles when struck. Added to their other usage the match-making industry was very unhealthful until the introduction of amorphous phosphorus, ‘“Amor- ’ or red phosphorus is a non- defects for common phous’ toxic form obtained by heating com- mon white phosphorus to about 450 degrees Fahrenheit in air-tight ves- Sels. lt does not take fire until heated to 500 degrees Fahrenheit; it conducts electricity while the white or poisonous phosphorus is a conductor. non- So wonderfully has match-making developed, that more thousands are now engaged in it than there were in- dividual persons who found employ- ment in making the brimstone or sulphur matches formerly. George F. Lewis. —_—_-- The Fanestile Bros. Grocery Co., of Hoisington, Kan., turns $3,000 stock of high class groceries twenty-five times a year for a gross business of $75,000. All business is either cash or fifteen-day credit. The store is fitted up to look like a drug store; all stock is shelves. Courtesy, service and high- quality goods are the watchwords of under glass or on the the store. Ot Perhaps the reason you have made good only in a small way is because you have never had any real opposi- tion to overcome, nothing to make you put in your best licks. 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 c. N. BRISTOL, FREMONT, 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. H. G. BUNDY, MICHIGAN own foundation. to be square. lying credit Is Insurance. Dividend basis. Main Office: ALBERT MURRAY Pres. Pride in Company Reputation Our Company has never sought to stand in a false light. It has never misrepresented Its position. The Company abhors deception or sharp tactics. Good falth Is needed in business. It is the very foundation of credit and under- We write insurance on all kinds of Mercantile Stocks and Buildings, on a 30% One of the Oldest and Strongest Companies in Michigan. Michigan Shoe Dealers Mutual Fire Insurance Company FREMONT, MICHIGAN It has stood on Its It desires to do right and GEORGE BODE, Sec’y-Treas. #6 MOTOR TRANSPORT OCTOPUS. It Must Pay Costly Bills of Highway Construction. No man with a mentality evenly balanced, is unappreciative of the amazing record of growth and de- velopment made by the motor-truck industry within the last few years. Our industrial history records no. such parallel in growth and development of any one industry for a similar period of time. Equally true is it that no other form of transportation has been so fortunate in escaping such state and Federal legislation as would establish the difference between the motor truck transportation business and the general use of motor trucks by business men in the delivery of goods in power vehicles of two tons capacity or less. ‘True, also, & it that the operatives of power trucks of tonnage ranging from two to ten tons capacity have so far been most fortunate in escaping state and Federal legislation which would establish the financial obligation of owners and operators of power trucks requiring costly high- way pavement. In considering the so-called improved highway proposi- tion, motor truck operation should be considered from two distinctly sep- arate viewpoints. First, an established should be worked out by experts with recognized highway construction e€xX- perience for application to such high- standard ways as may be considered thorough- ly adaptable to what we might term popular public use. This classified highway should be built so as to fully serve the requirements of owners of pleasure cars of all weights; of horse- drawn vehicles, and of power trucks generally termed delivery trucks. The dead weight carrying capacity of the general business vehicles might be fixed at say two tons. The actual cost of building an improved highway capable of taking care of all types of pleasure cars, horse-drawn vehicles and power trucks up to two tons capacity, should first be worked out as the primary fundamental in estab- - lishing the difference between the cost per mile of a highway suitable for the three divisions of traffic above specified, as against the construction cost of a highway over which power trucks between two and twelve tons could be safely operated. Second, a standard should be es- tablished showing the cost per mile of building a highway adaptable to the wear and tear produced by power trucks of from two to ten or more tons. By establishing the difference between the cost of a highway that would prove suitable for general pub- lic use, and a highway constructed to take care of heavy duty traffic, would mean possession of information upon which to make a start in solving the problem as to where the tax liability of the public should start and end, and then where the tax or license liability of the heavy truck owners or operators should be gin and end. Now, let us suppose that a highway, for example, could be construted for $20,000 per mile—such a highway as would serve adequately the require- ments of pleasure cars, horse-drawn vehicles and general business trucks of up to two tons carrying capacity. MICHIGAN TRADESMAN Now suppose the construciton cost of a highway suitable for heavy power truck traffic would be increased up to $35,000 or $40,000 per mile. Who should pay the difference in construc- tion cost? Should taxpayers having use for a highway built at a cost of $20,000 per mile be compelled to pay the additional cost of $15,000 or $20,- 000 per mile when the extra construc- tion cost is made solely in the inter- ests of what we might term motor transport? We believe that while there is considerable horse-sense in the argument that the big motor truck is an absolute necessity in the eternal fitness of things, it should be considered from the viewpoint of cold f truck tacts. motor transportation organizations are be- Hundreds of ing put into operation all over the country—and for - what specific pur- pose? Certainly not for the purpose of serving the public merely upon a charitable basis; certainly not upon the basis of charging cartage rates that pay costs without thought of profits or dividends to promoters and operators of motor transport lines. There is a big difference between any proposition that can be considered a public convenience—the building of operation a highway that will serve the demands of pleasure cars, horse-drawn vehicles and the smaller classes of power trucks used for general business pur- proposition that is upon the steam poses—and any operated basis as the established and same business railroad or the coastwise steamship company. The motor truck industry has become a marvelously efficient servant to the domestic and business demands of our country and we be- lieve that the future of this great in- dustry should be made safe for all time, but unless owners and operators of power trucks engaged in heavy duty service face the issue of costly highway construction frankly and co- operatively, the general public will see to it that state laws requiring very heavy license fees will soon become decidedly common. It is simply a question as to whether owners and operators of the giants of the public highway express a desire to do their full duty in paying a just percentage of highway construction adaptable to their own specific requirements. The taxpayers of this country are already burdened to the breaking point with all sorts of taxes, and millions of them have begun to distinguish the difference between paying assessments for highway construction that will serve popular demand and highways that must be built at double the cost for the mere purpose of providing a roadbed over which motor trucks of large tonnage capacity may operate safely and economically. The public has also begun to ap- preciate the unfair advantage which motor transport lines have over the so-called public carriers—the rail- roads. When a railroad company is organized, its first onsideration is ap- plied to the raising of finances with which to purchase, build and lay ties andu rails, purchase rolling stock, build yards, sidetracks, depots, etc. But how different it is when the motor truck transportation line goes into business. Practically all that is ‘September 7, 1921 BE THERE— GRAND RAPIDS WELCOMES YOU for the BIGGEST FAIR IN ITS HISTORY. See Ruth Law the world famous avia- trix and her own Fly- ing Circus in The Sen- sation of the Age. Gorgeous Fireworks Spectacle Every Night —Night Flying in Fire- works, Horse Races, Etc. Sensational Auto Races Saturday Sept. 24th. You cannot afford to miss it. WEST MICHIGAN nD SEPTEMBER Ee GRAND RAPIDS, MICHIGAN Michigan’s Greatest Agricultural Fair with 1001 Special Added Attractions 15—BIG FREE VAUDEVILLE ACTS—15 ADMISSION: Days, Adults 50c, Children 25c; Nights, General Adm, 25c Automobile Insurance $813,645.25 Paid in Claims HE CITIZENS’ MUTUAL Automobile Insurance Com- pany has paid over $813,645.25 for claims since organization, 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 ac- count for the increasing number of claims each year.* It is important to insure in a company that has sufficient surplus to stand the shock of serious claims. The Com- pany is now paying 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 Company HOWELL, MICHIGAN eee ete rene ee etna ceed arene September 7, 1921 necessary is to form an organization and raise a comparatively modest amount of capital, engage drivers, purchase trucks and then arrange an inexpensive organization so that it will function—collect and _ deliver loads ranging from two or three tons to ten or more tons, here, there and everywhere. The public highways are handed over to these motor transport lines for practically no financial con- sideration, excepting perhaps an oper- ating license that is a joke when com- pared to the wear and tear put upon the highways by the great jugger- nauts that crack and smash an aver- age highway as a man might crush a Uneeda biscuit. The Tradesman wants to see the square deal” applied not only to the future of the motor truck building and operating industries, but to the millions of taxpayers who are bend- ing their backs under taxation levies that would bankrupt any foreign country. The Tradesman believes that the daily newspapers and all other publications should step between the taxpayers and the motor transport business with the single purpose of justice to both sides of the contro- versy. The Tradesman believes that every dollar that goes into the con- struction of a highway built specifical- ly to take care of large tonnage motor trucks should be collected from those who are now profiting through the laxity of city, town, county and state officials having to do with pub- lic thoroughfares. The taxpayers of the country were never called upon to present steam railroads, for ex- ample, with free rights of way and roadbeds. Where in the name of all that is equitable, do taxpayers of the United States come in to dig from their jeans the $15,000 or $20,000 that goes into the additional cost of every mile of highway constructed, or to be constructed, solely for the purpose of permitting private carriers to op- erate their transportation lines at will? This highway proposition is a mighty big subject, and the Trades- man is going to go into it from all phases, and with the earnest hope that newspapers and other publication editors will awaken to the absolute injustice that prevails because of state legislative and official inactivity. That the motor truck transport business is no plaything is pretty well proven by the fact that some very influential lobbyists camp at state capitols while legislatures are in session, and their devious ways are counting quite ma- terially, even in this early stage of the game. “6 —_+ ~~. How Well Do You Know Your Boy’s Secret? Written for the Tradesman. So Sammy is to be sent to school this fall? Perhaps he already is go- ing through those first, delicious, ex- citing, dismal, homesick experiences so keenly felt by children, so little re- membered and realized by parents and teachers. You have had Sammy under your eye since the day he was born. You have worried through his little illness- es—or perhaps serious ones; you have watched over his choice of play- mates and tried to correct what seemed his faults and failings. You ‘ ing room. MICHIGAN TRADESMAN have done the best you could for him. And now you have washed your hands of Sammy and turned him over to a school teacher to make or mar. Or haven’t you? Many parents do. A few wise ones do not. The few go much out of their way to find out what sort of person it is who is going to make indelible marks on Sammy’s character to get very well acquainted with her and to co-operate with her in every possible way. Father would do something like that if he were sending a valuable horse to a boarding stable! Do you know the young woman who is to stand in your place with Sammy all through the school year? She may be well trained in the technique of her position and grade of work; she may even be a better person to have charge of Sammy than you are. I have known of such in- stances. And then, again, she may not. Anyway, do you know? Is she cheerful and sunny, or is she gloomy and nagging? Will she bring out the best in Sammy, or turn his steps into a wrong road from which he may never come back? There is such a_ difference in teachers’ dispositions—you are fortu- nate if you do not remember some bad ones. There is as much difference in school teachers as there is in parents. Have you definitely planned to visit the school this term, and will you do it? My father was a country school teacher when he was eighteen years old. I remember his telling of “board- ing around,” as the families in the village shared the “keep” of the teacher. He used to say that it had its advantages, especially in getting acquainted with the parents and the family environment, as well as in get- ting, once in a while, comfortable bed and board! He couldn’t remember many parents who took particular pains to co-operate with him in his responsibility for their children, but it was a great help to know the sort of homes from which his pupils came. Three questions were asked, I re- member, by a veteran school teacher at a mothers’ assembly in the State of New York that I once attended. They touched vitally upon the rela- tions between parents and teachers. She did not answer the questions nor ask her audience to answer them. It was interesting to see the varied ex- pressions of countenance with which they were received and to hear the hum of comment which they caused. “What relation (does your living room bear to your child’s teacher? “What relation does your dining room bear to that teacher? “What relation does your guest- chamber bear to him or her? These were the questions which, the speaker felt, embodied an impor- tant aspect of the relation between teacher and parent. She saw a vision of the help and inspiration that would reward a teacher who became well ac- quainted with the child in his home relations. Suppose Sammy’s teacher should come to know him through your liv- Does Sammy have an im- portant part in the life of that room, so that he feels at home with the books on the shelves; so that the lamp and chairs and pictures are a part of his daily life? Will the teach- er see him, when she calls really ,par- ticipating in the life of the family? Or is he shut away in a place by him- self or compelled to have his real life with servants? Teacher would notice that. When she knows you well enough to break bread with you, will she get a delightful intimate glimpse of friendship between you and Sammy, and father too? Will she like to be invited to your table? When you give her a chance to see Sammy “round the clock” by asking IKE every other sales. grocer, 17 her to spend a week-end with you, what will be her impression then? Teacher may be able to tell you some things you do not know about yn may not be Both of you Sammy. The co-operati all for teacher’s benefit. will be better equipped for the task of making Sammy all that he ought bri sut of him all that he s benefit ind the benefit of the world in w' he will ive after you and t botn are Pru - Bradish. {Copyrighted 1921.] a Better the memory of the good man than the epitaph of the great. ‘ i 4 ED NOOO you are interested in bigger Carnation Milk, now in its twenty-first year of leadership, continues to turn over quickly month after month. This turnover will be steadily maintained by Carnation qual- ity and Carnation advertising. A large number of your customers are readers of The Saturday Evening Post and other national publications in which Carnation advertising is regularly appearing, month by month. They know you carry Carnation Milk in stock. Thus, in addition to new business which this advertising brings, there is being developed for your store the prestige so closely associated with national advertising. Get your full benefit of this advertising by using the Carnation advér- tising and store helps. Ask our representative or write to us. CARNATION Mitk Propucts COMPANY 933 Consumers Building, Chicago 1033 Stuart Building, Seattle Remember, Your Jobber Can Supply You Graham & Morton TA ee Beet ences Mem % ° ee PRS ee City Ticket Office PANTLIND HOTEL Tel. Citz. 61111; Bell, M 1429 Lv. Chicago Dally 10:45 p. m. & Sat.’s 1:30 p. m. Chicago time. Lv. Holland Daily Except Sat.’s 9:30 p. m., Sat.’s only 1:45 and 11:30 p. m. G. R. time. CHICAGO $ 4 .35 Plus 4 War Tax DAELY Michigan Railway Lines we ean Sat- urday’s 9 p, m. ROAT TRAIN — 33 “ 00 & 10:20 p. m. G. R. time. Tel. Citz., 4822; Bell, M 4470 FREIGHT TO AND FROM CHICAGO and All Points West Daylight Trip Ever Saturday. Boat Train 1 p. m. G. R. Time 18 MICHIGAN TRADESMAN 5 THe UTE Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansins. First Vice-President—J. C. Toeller. Battle Creek. Second Vice-President—J. B. Sperry, Port Huron. Secretary - Treasurer — W. O. Jones, Kalamazoo. Business of Sixty-Five Years Ago. Written for the Tradesman. “Things ain’t as they used to was.” Dry Goods The dry goods business of to-day is a very different proposition from what it was in February, 1856, when I first engaged in helping to conduct it with William E. Lawrence, one of the old- time merchants of New York City, at the munificent salary of $2.75 per week for my first year’s service. That was back in the days when there wasn’t anything known of the modern delivery wagon. Packages were all delivered on the backs of “bundle boys,” of which I was one. Salesmen were instructed not to offer to send bundles weighing less than the equivalent of sixteen yards of wide muslin. Even then we were told to wrap it up and place it on the counter in front of the customer and wait un- til her hands were upon it and then to say, “Would you like us to send your package home?” In that way we would get by on many bundles weighing more than sixteen yards of muslin. Each morning early I would load up with a system of straps over my shoulder, the bundles sold the afternoon before, and start out on my job of walking “day in and day out” my twenty-five to thirty miles per day, ending up after dark, all stores then remaining open until 9:30 to 11 o’clock.. Sometimes the bundles were as big as the boy who carried them. Those were days of needful small economies. Strings about packages coming in were carefully untied and wound upon a ball for future use. Care was taken not to tear the paper in unwrapping goods, and it then be- came one of my duties to cut this paper up into suitable sizes, string it and hang it up for use the next day. No advertising was done, A. T. Stewart only indulging in occasional four inch single column advertisements which were regarded as a needless ex- pense. Profits were extremely small. We paid as high as 10% cents for an ar- ticle sold at 12%4 cents; 17 cents for one sold at 20 cents and 21 cents for one sold at 25 cents. For a black silk to sell at a dollar we never paid less than 85 cents. Everything else in proportion. Our highest paid head salesman received $9 per week. Mer- chants were compelled to accumulate very slowly. My employer had been in business for thirty-five years, was considered a successful merchant and was at the time probably worth a for- tune of less than $30,000. He had a premium for the clerks in a success- ful year’s business. Whenever at our annual inventory it was found the store had cleared a thousand dollars he would take us all out and treat us to oyster stew—six oysters, a little sliced cabbage and four crackers, 15 That was sixty-five years ago, but I can taste the joy of those oysters yet. We lost out, however, on the oysters about half the years. Now, a dry goods merchant who can not clear up a thousand a month con- siders himself a piker. And how long would the dry goods dealer of to-day keep out of the hands of the sheriff on a 15 per cent. gross profit. on his sales? cents. We are experiencing at present a tremendous business depression. I am getting used to them. I went through that of 1856 and it was a hummer all right. My second year’s salary was kept down to $3.50 per week because my employer had lost money the year before. Again we had a real-for-sure one in 1873 and I got out from under it by selling my interest in the dry goods firm of Foster Brothers, which then had one of its stores at Grand Rapids, and starting the Grand Rapids Saturday Evening Post. It was clear- ly providential that I didn’t hit the rocks. Then 1893—why even your younger readers remember that. Prac- tically five years of unemployment and soup houses. The water had to be squeezed out of inflated values in mortgages, real estate, manufactured goods and wages, Debts had to be paid without the wherewithal to pay them. Reckless extravagances had to be put aside and pinching economy substituted. We are traveling and must travel the same road to-day. Thanks to our Federal Reserve Sys- tem our troubles are not complicated by a financial panic, as in ’56, ’73 and 03. We might reasonably expect quick recovery if union labor was more wisely led and exhibited a bet- ter spirit. Wages must come down before goods can be manufactured and sold at a profit, and if in the process of deflating them we are to have a continued series of strikes, with all the disorder and distress which will follow, we may expect to travel a very rocky road in business for at least a couple of years to come. David N. Fostex. —_22.->—— His Definition. “Father,” asked “what is a lawyer?” the young son, “A lawyer? Well, my son, a lawyer is a man who gets two men to strip for a fight and then runs off with their clothes.” One Way To Handle Furnishings. A wardrobe replacement plan offers possibilities, particularly now, as there are probably more trousers with shiny seats, more shirts with frayed cuffs, and more torn underwear in use among the middle ‘classes than at any time since the close of the Civil War. An investigation of 100 well assorted wardrobes would give a fair indication of what articles need to be replaced. The gentleman making this suggestion would then stock up with these ar- ticles and forget that he was selling anything else. His next step would be to prove his honesty to the public conclusively, if he had to publish his costs‘and swear to them: He would then content himself with an exceed- ingly moderate profit. More than in prices, the consumer is interested in adherence to some rea- sonable standard of value. He goes into a retail store to find old clothing made during the war, cut in an ob- solete fashion and containing shoddy material, shown alongside new and better goods, but bearing a_ cor- responding price. Such experiences entrench in the consumer’s mind the conviction that the retailer isn’t doing his part to make buying possible. But most retailers still have to learn that freedom to charge a high price does not imply an obligation to charge a high price. Most retailers can’t forget a certain court decision to the effect that the retailer may ask what he pleases for his goods. They treat this decision as a kind of Magna Charta aioe ateea aa AAS UME Beer ee to Sc ESAS ACRES A RRS Re September 7, 1921 money, as well as increased good will, in prices which are not quite as high as they might ask if they wished. —————_».2.2>_—_ Glove sales grow on the basis ot: 1. The individual nature of the mer- chandise, considering a pair of gloves as a unit in itself. 2. The influence the gloves have on the completed at- tire of the wearer, in relation to hat, suit, and so forth. 3. The personal viewpoint of the purchaser. Gloves as a line of goods have a distinct merchandising personality. Do not confuse the glove as an item with what the glove means to the customer and do not confuse either with what the glove department means to the store. —_2+ 2 2>—__ A dazzling vision will lure, but sober judgment must pick the way. We are manufacturers of Trimmed & Untrimmed HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL-KNOTT COMPANY, Corner Commerce Ave. and Island St. Grand Rapids, Mich. 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND alesbooke PRICES. for their craft, forgetting that there may be times when there will be more —— ao sane een pe : Fall and winter months mean increased sales 3 of crochet threads. We stock such popular brands as C. M. C., O. N. T., Silkine and Peri Lusta. z Fill in your stock now. [e eI | Quality Merchandise — Right Prices — Prompt Service | ic : PAUL STEKETEE & SONS 2 WHOLESALE DRY GOODS GRAND RAPIDS, MICH. Sa aA aaa NT Daniel T. Knit Silk Ties ! Fifteen Styles ! ! The “‘last word” On the floor ! ! ! Get the business YOU Can!!! 1! atton & Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan ee — — — o—_ <= cai o— i —s — nena eet September 7, 1921 KEEP YOUR WINDOWS CLEAN. Untidy Appearance Has Bad Effect on Passing Public. What is the use in devoting much trouble and pains to a window dis- play, if the details are not considered? Why put time and energy into a trim, and overlook one of the essentials that create a good impression? Why let carelessness or unconcern enter in- to a well-laid scheme because of one or two matters that count for so much when the whole is considered? In the main, why be negligent as to the cleanliness of the glass through which those outside looking in get their first impressions? Why not do the entire job right? Too often we sée dirty window panes in show windows, which con- tain really commendable displays. A clean show window pane is necessary to secure the greatest publicity for a dealer’s display. Nothing so surely destroys the attractiveness of a really good window trim as a streaky, dust- covered or fly-specked glass in front of it. Such a condition is easily avoid- ed. If every dealer, or his display man, understood how simple it is to keep windows bright, probably more attention would be given to this im- portant detail of successful retailing. The following instructions are given for the benefit of those who desire their displays to have all the telling effect it is possible to create on the passing public. Do not attempt to wash a window while the sun is shining directly upon it, for under such a condition it will appear streaked after drying, regard- less of the amount of muscle used in the rubbing. One should wait until the window is shaded. A cloudy day is best. The best and cheapest equip- ment for washing windows is a brush and a rubber cleaner, the latter being generally known as a “squeegee.” A long round stick, which is used as a handle for both brush and cleaner, ac- companies the outfit. The water used must be clear and free from all sediment or grit, as grit will scratch and injure the glass, mar- ring its polished surface permanently. If the only water available carries an - appreciable amount of grit, such as sand, it should be filtered carefully before using it on the window panes. Where water naturally is clear, this is, of course, unnecessary. If the water. is “hard,” it is best to use a few drops of ammonia to soften it. Securing the brush to the long han- dle, it is dipped into the water and the cleaning started at the top of the window glass, which should be rubbed thoroughly. The long handle greatly simplifies the work, as a stepladder is not needed, the top of the glass being easily reached while the cleaner is standing on the sidewalk. While the glass is still wet the brush should be exchanged for the rubber cleaner. Starting at the top of the pane, the water should be squeezed from the surface of the glass by long, steady downward strokes reaching to the bottom of the window. The rubber cleaner should be wiped clean with a cotton cloth after each stroke. In polishing the window inside, Bon Ami can be very satisfactorily used. It should be applied thickly with a cotton MICHI@AN TRADESMAN rag. After this preparation has dried on the pane, it should be wiped off with a cotton cloth. However, the glass rarely needs polishing if it has been thoroughly cleaned. A similar method is employed for cleaning the inside of the pane, ex- cept that one never should use Bon Ami or any other similar powder, be- cause it creates a fine dust in rubbing, which is apt to settle on the merchan- dise, on the floor or background, get- ting into the crevices, where it is diffi- cult to remove it. Often, if the porter is given the task of cleaning show window panes, he is quite careless about the corners and edges near the frames, leaving dirt there. A glass never looks clean un- less it is thoroughly gone over. If sediment has accumulated in the cor- ners, it should be removed with some soft-pointed instrument, and the glass to the very edge cleaned and, if nec- essary, polished. Window washing is not an especial- ly attractive spectacle at the best, and a dealer will wisely select a time when there is not much pedestrian traffic along the street to have his wondows cleaned. The large department stores have their window glass cleaned at nights or on Sundays, when the pave- ments are not congested, and the man doing the work is not disturbed. Where there is a good deal of un- avoidable moisture in the interior of a display window, it can be dried quickly by using an electric fan, the breeze from which dries the floors and the sills readily. All these details are necessary in or- der to get the best results from a win- dow display. Carelessness and negli- gence should not be evident anywhere, for their marks are always noticeable. There is no excuse for them. —_»+-»—____ Cutting a Men’s Wear Store in Two. Toepfer & Bellack, Milwaukee, have grown rapidly very largely as the re- sult of the good will enjoyed by the partners in divergent social circles. Toepfer belongs to a large number of fraternal orders. Bellack, a college man, is popular among the first fam- ilies. Each of these men has brought his friends’ patronage to the store, with the result that in a short time it has outgrown its original quarters. Their location was expensive but valuable, and moving was not to be considered. They discovered that they could lease an adjoining “L,” but it occurred to them that what they wanted was not additional first floor space but second floor space. None of the second floor, however, was available. They were then impressed with the distance from their store’s floor to its ceiling, 20 feet. They cut it in two. The floor area was 40 x70 feet. The second floor was built over a space 40x55 feet. This was given over to clothing. The total re- sult is decidedly pleasing. The work being done in ornamental steel and a most artistic stairway being intro- duced into the center of the room about half way down its length. Lighting fixtures of the semi-indirect type have been installed. The floor has been carpeted and the color motif adopted is light gray. The change has enabled the store to take on a large amount of additional stock with- out increasing its overhead. Ue SALT SATS {SAT SAU Ts HUHUMHUAIAAT aoe TSA Wy? SA u AL A oy WITHOUT in rc \3t aI re AUT D 32 CTT 4 St SA THITLIAIAAT I\s U SAT IN 4 D U SATU SSA TT How the Rising Market Looks to Us New York, Sept. 3, 1921. Having been in the market the past three weeks with sev- eral buyers, we have had an opportunity to see and talk with those familiar with the situation and the causes back of the recent runaway movement in cotton goods. Cotton a few weeks ago was selling at 11%4c and very weak. To-day it is 18%c and strong. The change in senti- ment is due to the realization by those who use raw cotton that while the carry-over may have been 10,000,000 bales, that the next crop is likely not only to be very short, (around 7,500,000 bales) but that a large rart of the cotton carried over and the next crop WILL BE BELOW MIDDLINGS instead of MID- DLINGS AND ABOVE, and most of the Mills are equipped to handle only Middlings or better grades, and could not handle lesser grades without changing equipment at a large cost. Hence the Mills started buying. Speculators who counted on the pessimistic attitude of everyone had sold cotton short and were badly squeezed when the market rose, and their necessity to cover helped push up the price still further. During the fiscal year ending June 30, 1921, the exports of cotton fell off 21 per cent., but beginning August lst Europ- eans began to buy and the recent takings of cotton for export each week have been practically double the sarne week last year. Large corporations organized privately and Governmental assistance are providing proper credit facilities whereby the cotton farmers can secure loans on cotton to provide for their needs and prevent needless sacrificing and thereby handle the carry-over and new crop in an orderly manner. But perhaps the biggest factor of all is that supply and demand are now more nearly equal. Our 106,000,000 people are wearing out cotton goods constantly, whereas the production for nearly a year has been curtailed. Many wholesalers and retailers have been low on merchandise, and orders recently placed have cleaned up the available production for nearby delivery. Practically every Mill advanced prices first, but that didn’t stop orders pouring in. Meanwhile they tried to buy cotton in the face of a runaway market, and it jumped so fast they didn’t know what to do, so almost all Mills are now sold up until November, and have withdrawn their lines until they know what to do for later delivery. Manufacturers of Hosiery, Underwear, Knit Goods, Men’s Furnishings and Ladies Ready-to-wear are almost sold out of merchandise for nearby deliveries, and are asking advances on such merchandise as they have to sell. They maintain that during this period of readjustment, some lines dropped further than others, and are entitled to an advance to place them on a parity with the others, and that dry goods, of all other lines, is most entitled to benefit accordingly. Already it is plainly stated that those who do not buy for Spring 1922 now, will have to pay large advances, or go without altogether. More conservative authorities in cotton goods circles have expressed the opinion that they hope that the advances in cotton and other raw materials will not go so far as to force a large advance in cotton goods, as there are some other lines which went down with cotton goods which have not gone up accordingly and those lines have resented the advance in cot- ton goods. In Fall River, Mass. many of the Mills are now employing labor full time and in some cases over time and there have been some few advances in wages. It looks to us as if the remainder of the Fall would be a strong buoyant market in cotton and other dry goods. We are hoping that we will not have a re-occurence of the swiftly advancing market and the attendant evils which we had before, but that the market may become stabilized and move along on a basis where all of us, including Mills, Manufacturers, Wholesalers and Retailers will be able to merchandise without the attendant worries of a constantly fluxuating market. C. J. FARLEY, President, GRAND RAPIDS DRY GOODS CO. DAUD aU ATTA AT A UHUNUTNTI NS Raa fh All 2 ATES ATT SAT TK WA UU iD aA UIT le TUES We A AAT MLNS 2a Test aT ATS ATT i wh a 20 MICHIGAN mr AS YRS ES 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. Buying, Thawing and Cooking of Frozen Poultry. Many elements enter into the ques- tion of preservation of foods by the means of cold storage. Each step is a distinct and separate process, but in the condi- tion of the food is the main considera- successful each case tion. In the refrigeration of poultry the birds selected must be absolutely free ot After killing, they are pre-cooled to remove any body heat, disease. then placed in cold storage. It 1s stated on the best authority that tur- keys are far better when they have been in cold storage. Ninety per cent. of all turkeys are marketed in the fall and then held in cold storage until Thanksgiving, Christmas or New Year’s, when turkey is the popular bird. Otherwise it would not be pos- sible to supply the great demand for turkeys at this time. Before cold storage facilities were available, during the time of plenty, the prices were naturally low, and during the time of scarcity, prices were extremely high. Now cold stor- age houses enable us to have prac- tically as steady a supply during the period of non-production as during the period of greatest production. It is a most necessary and_ healthful form of food preservation and it is to be regretted that every one does not understand its importance. The average housewife thinks that all cold storage foods are frozen foods. Quantities of fruit as well as other things are kept in cold storage at a temperature that preserves, but does not freeze. When buying a cold storage fowl, choose a bird with white skin and a plump, round breast rather than one with a long breast and yellow skin, if you want one of fine texture and flavor. Often you will see some one select a chicken with bunches of fat inside as well as immediately under the skin, but the expert chef in the best hotels would throw it away rather than serve it. The best chicken has the fat evenly distributed in small globules throughout the flesh so that, when it is cooked, it is rich, juicy and sweet. This means the chicken has been properly fed with not too much corn. If possible, select a dressed fowl, rub your hand over the skin and never accept one that feels slippery or slimy, for this means it is in bad con- dition. It is best to buy the fowl in its frozen state, just as it comes from cold storage, because, once a cold storage chicken begins to thaw, it de- composes quickly. It should be thawed in ice-water and then cooked immedi- ately afterward, never allowing it to get Treated in this way, it is delicious, the meat tender and sweet and an entirely wholesome food. If the chicken is already thawed in the market, clean and cook Warin. purchased inmediately. A friend of mine told me that he took home with him two cold storage fowls. He cooked one and gave the other to his neighbor. The next day she called to him and asked him where he had the bird, saying that it was the best one they: had had in years. scientist and the chicken he gave to his neigh- bor was one he had kept in cold stor- purchased This man was a age for five years, having held it as an experiment. In England a chicken is not con- sidered first-class until it has been kept in a frozen state for some time. Many first-class restaurants, too, in this country serve only cold storage chickens, claiming they are the only ones which satisfy their patrons. The economic argument against cold stor- age is as unsound as is the attack against the healthfulness of properly handled cold storage foods. This form of food preservation should not have to suffer from hearsay and idle gos- sip. Probably some of the old charges are true, but cold storage of to-day is the result of the most careful study and investigation on the part of the Federal Department of Agriculture, agricultural colleges, and the growers and packers of food products. -It is rightly classed as one of the most beneficent agents in our present civil- ization. Helen H. Downing. —_—_—_»~.—__ - Many a marriage contract has been ruined by hot bread and cold feet. September 7, 1921 TRADESMAN 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 SEND US ORDERS FIELD SEEDS WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Both Phones 1217 Moseley Bs others, GRAND RAPIDS, MICH. MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan For Dependable Quality DEPEND ON Piowaty Watson-Higgins Mlg.Co. GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended _ by Merchants NewPerfection Fiour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables September 7, 1921 MICHIGAN TRADESMAN Leave the Farmer Alone. Trufant, Aug. 30—Under existing conditions we farmers have no op- portunity to make prices in our prod- ucts. We must accept such prices and conditions as the ones higher up see fit to allow us, but I cannot believe this will last so very long. Should it do so, we will go bankrupt. Us farmers cannot very well go bank- rupt with a substantial roll in our jacket. All we can do will be as our fathers did fifty and sixty years ago —work harder and longer hours, con- sume what we produce and stop buy- ing. This in time will’ shut down factories and the so-called laborer will probably find out the result and that Gompers and the law makers are not the ones who keep body and soul together. If all labor leaders could in some way be silenced and 90 per cent. of the last ten year’s law re- pealed and lawmakers go home and stay home, we could probably get back to normal times and avoid a revolution. All that I think is nec- essary will be to enforce the old laws, do away with 99 per cent.’ of the newly created officers and as the Grand Rapids Herald reported a short time ago, lock up drunkards and let them pay all the expense of arrest and their keep besides. The prohibi- tion movement as it is conducted seems to be too awful an ex} ense and a failure except for officers and those higher up. The producer needs no Government help. Just let him alone and conditions will right themselves in the end. Should the so-called busi- ness side object to farmer organiza- tions, such as Gleaner, Grange or Farm Bureau, I believe the remedy to discontinue is very simple. Just discontinue their own organizations. Let competition rule and, no doubt, the farmers will be glad to disband. However, should labor unions and all other combinations continue and ask the Government for backing, we cannot expect farmers to refrain from being mulish and kick back and they certainly are strong enough to hold their own. Not alone that, but they can take life easier than when trying to meet competition. Last, not least, I wish to make known _ personally I belong to no group nor what I call cowardly association whereby I ex- pect the other fellow to do the dirty work for me. I am one of the old timers and would feel awfully small in being supported by combinations or help from our Government. G. P. Rasmussen. —__--+__- >> o_o -—__ Secret of an Unusual Groery Success. Although Mr. Cochran had _ the reputation of being one of the high- est priced grocers in the county, al- though Clarion, Pa., is not excessively populated, and although there is no deficiency of competition, this grocer increased his sales in four years from $14,000 to $82,000. The fundamental cause of this growth is aggressive ad- vertising. The store avoids stocking anything that is not well advertised. Mr. Cochran maintains a mailing list that he uses effectively, and he uses the newspapers; but, as the news- papers are weeklies, he relies chiefly on direct mail matter. His town list includes 350 names, his rural neigh- borhood list 2700 names. Farmers’ names comprise another mailing list used for special purposes. The store’s employes collected as many names as they could, and the postmen were induced to add the missing names to the list. When a newcomer rents a house or buys one, the agent conduct- ing the transaction informs Mr. Cochran of his name. The same is true of the agent writing a fire insur- ance policy. Mr. Cochran’s file contains a set of cards showing customers’ preferences as to brands of coffee, etc. Coffee is one of the store’s leaders, and prac- tically every home uses it at the rate of 12 pounds per capita. Making coffee a leader is a good way to get customers. Letters are sent out week- ly, and special bulletins are issued every Wednesday under the capiton of “Cochran’s Mouth Organ.” New- comers are always pleasantly sur- prised by the personal letters which they receive from the store. Charles A. Goddard. ie ee Value of Eggs as Food. It is generally accepted that weight for weight an egg contains more nutriment than any other kind of food. There is no bone, no gristle, no great proportion of water, and the only por- tions which are not edible—the shell and the outer membrane—are a very small percentage of the whole. Thus there is the very modicum of waste or refuse. Eggs, as a rule, average eight to the pound, and a dozen eggs, even though they cost 45 cents per dozen, are cheaper as an article of diet than 1% pounds of beefsteak. .The two will cost alike, but in point of real nutriment we believe eggs have the advantage. Eggs can ‘be served in scores of different ways, and can be presented in the most palatable forms. They enter into the composition of innumerable dishes, are relished equal- ly by the invalid and the healthy; to- gether with milk they should form the principal diet of children and are, in brief, one of the most valuable of our foods. It is true they do not suit all stomachs. Those who are known as bilious subjects dare not eat many eggs, but apart from such people, there are few to whom a new-laid egg does not appeal. _— HS The steps of evil will never reach the summit of good. se RR meett BERS ized wires and metal corners. hardest usage. Patent Rings. 1! 2! Pwr Mra Bushel size _- Bushel size ___- Bushel size _______ Bushel size ______- Bushell size _____- Bushel size _______ Agents wanted. — = 950 - 1.90 oh gg 21 geo 4) @.00 1 345 Light and strong. Wires inside and outside of basket tied together with Brock Carrying BA SKETS Built of Ash, and bound together with heavy galvan- Guaranteed to stand the Archie J. Verville Co. 608 Quincy St. Hancock, Michigan DAYTON DISPLAY FIXTURES ARE TO —iner labor; ance Write GUARANTEED ease Sales; save time, and appear- improve display of store. for literature, terms space Dayton, Ohio. and prices. The Dayton Display Fixtures Co., Blanks for Presenting LOSS AND DAMAGE or OVERCHARGE CLAIMS, and other Transportation Blanks. BARLOW BROS. Grand Raplds, Mich. We are now shipping Apples Grapes If you are in the market for carlots or less, write - QOnions - Pears The Vinkemulder Company GRAND RAPIDS, MICHIGAN BAKERS cy ne ah os a py pp VY “cracking” a coconut with a can opener People used to sneak up on an unsuspecting coco- nut and hit it in the head with an ax. They made the coconut insensible and spoiled the ax. and then they got a little milk — usually they got a little mad. The sensible woman runs a can opener lightly around a It’s simple—it’s easy—an It saves time, tem- Baker’s Dry Sirex. Coconut—the old- fashioned sugar- cured kind is also sold—in paper Jarions, can of Baker’s Coconut. gets better coconut all ready to use. per and trouble. No wonder Baker’s Fresh Grated Coconut is the choice of discerning housewives everywhere. THE FRANKLIN BAKER COMPANY Philadelphia, Pa. Now she 22 MICHIGAN ~ — —_— — = Michigan Retall Hardware Association. President—Norman G. Popp, Saginaw. haan -President—Chas. J. Sturmer, Port ur Scott, Marine eae J. Treasurer—William Moore, Detroit. _ The Fall Fair Exhibit*as an Adver- tisement. Written for the Tradesman. With the advent of the season for fall fairs, a new opportunity is offered the hardware dealer for successful ad- vertising. A booth in the main build- ing at the fall fair or an exhibit on the grounds represents an excellent op- portunity to get into touch with cus- tomers new and old. It is especially an opportunity for the hardware dealer to meet his coun- try customers and to get a line on their needs. However, in most com- munities, the fall fair draws both the town crowd as well as the rural crowd and the hardware booth should be designed to appeal to both classes of customers, with, perhaps, some em- phasis on the needs of the agricultur- ist. The hardware dealer who also handles implements does not need to be told that the fall fair represents a good opportunity to advertise. He ex- pects to be represented as a matter of course. But the use of a fall fair booth to feature hardware lines, apart from agricultural implements, is not so gen- eral a practice. In my town, ten years ago, one hardware firm had a booth at the fall fair, showing stoves and ranges. Next year there were two. Last year four out of a total of five or six firms were represented. The original exhibits have been considerably expanded from year to year, and the first firm, which started with a small space, takes half of one wing on the ground floor for its present exhibit. “It is good advertising,” is the con- sensus of opinion among the _ hard- ware dealers who have tried it. “We make direct sales, we get a line on new prospects, and we get into touch with the people to whom we aim to cater a little later in the fall.” Many lines can be successfully fea- tured in the booth at the fall fair. The problem is, not to find something to show, but to find space to exhibit everything that can be shown to ad- vantage. In most exhibits the great feature will be stoves and ranges. These lines are timely at this season, and, al- though they occupy quite a lot of space, it is worth while to show them. Several models of ranges, including the biggest in stock; and_ several heaters of various sizes, should be shown. You cannot show everything you have to sell; but with a. fair amount of space you can show lines 29 that will interest and approximate the needs of all classes of customers. See that the heaters and ranges are spick and span, and keep them clear of dusters, circulars and the litter that such goods are apt to accumulate. Have them conveniently situated to show to customers, and in as good a light as possible. Paint can also be shown = and demonstrated. A good feature is a demonstration of some _ interior specialty—such as floor finish. One firm puts on a demonstration of this sort year after year, and reports in- creasingly good results. While space is a problem, the fixing up of the booth permits many op- portunities to show and demonstrate the use of various incidentals. If you handle linoleum, for instance, use that on the floor, finishing the edges with your floor finish. Have a full line of accessories, including any novelty ar- ticles, for your stoves and_ heaters. You can finish the side and back of the booth, and perhaps the ceiling, with wall board; and this can be at- tractively tinted, demonstrating your wall tint. The same wall board will serve for years, although every year the tinting can be touched upon re- newed. Another stunt is to show your “fea- ture” kitchen range with a complete line of kitchen accessories. So, too, a washing machine can be shown with all the incidental equipment—wash boards, clothes baskets, drying racks, clothes line and pins, etc.—for a com- plete Monday’s work. Aluminum and electrical goods can be shown in connection with your kitchen equip- although electrical goods will have small appeal in the ordinary rural districts, where no current is available. Many farm homes, however, are now equipped with individual gen- erating plants. ment; All the other lines mentioned are of interest to both town and country customers. The important point is to use every inch of space available to display articles that dovetail natur- ally into your exhibit. A good idea is to show a model equipment for some line of work— such as a model kitchen or a model wash-room. A furniture dealer every fall puts on a display representing three model, connected rooms—say, living room, dining room and_ bed nq? .- - room. This idea can be adapted to the hardware display. The hardware display will, however, fall short of its maximum of effective- ness if, after having been well and carefully put together, the responsi- bility of looking after it is entrusted to an indifferent junior. I have known juniors who had the natural capacity © TRADESMAN September 7, 1921 and enthusiasm to handle a fall fair display efficiently and well; but the fall fair exhibit deserves the most f capable salesman you can spare. If the hardware dealer himself cannot be present, he should send his best sales- man, or two of them. In this respect no effort should be spared to make a REFRIGERATORS for ALL PURPOSES favorable impression on prospects. ¥ ~ Personally, I think that, at least on the second or big day of the fair, the hardware dealer himself should by all means be present, at least when Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No. 72 for Grocery Stores No. 64 for Meat Markets No. 75 for Florist Shops SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Best installed. Plans and instructions sent wit each elevator. — eg ae requirements, McCRAY REFRIGERATOR CO. 2144 Lake St. Kendallville, Ind. giving kind machine platform wanted, as well as hei We quote m ney saving price. Sidney Elevatur Manfg. Co., Sidney, Ohio Foster, Stevens & Co. Wholesale Hardware 4 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. Brown & Sehler Co. ‘‘Home of Sunbeam Goods’’ Manufacturers of HARNESS, HORSE COLLARS Jobbers in Saddlery Hardware, Blankets, Robes, Sheep-Lined and Blanket-Lined Coats, Sweaters, Farm Machinery and Garden Tools, Automobile Tires and Tubes, and a Full Line of Automobile Accessories. GRAND RAPIDS, MICHIGAN Summer Goods, Mackinaws, Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. September 7, 1921 MICHIGAN TRADESMAN 23 the crowds are thickest. It is worth his while to exchange greetings with his country customers. The personal touch counts a lot more with them than with city customers. Incidentally, a big banner or sign outside the booth should carry the name of the firm in conspicuous let- ters; and show cards can be used to good advantage in connection with the display. The fall fair is, of course, a big opportunity to distribute advertising matter. Some firms make a practice of handing out inexpensive souvenirs. A large share of this material in ac- tual practice gets into the hands of unappreciative youngsters; although not all the material. so placed is wasted by any means. “Nevertheless, there is bound to be a lot of waste. See that all advertising matter handed out is stamped with your firm name and address. That is important. Special efforts should be made to get a line on new prospects; as, for instance, in the stove department. If a woman is interested in your big range, get her name and address; al- so, if possible, her promise to call at the store and talk things over. Per- haps with a little extra effort you can clinch some sales on the spot; but if not, don’t neglect the opportunities of dealing later on. Have a book to note down the names and addresses of all such pros- pects; noting also in what particular line they were interested. After the fair is over, make it a point to get in touch with these prospects and _ in- clude them in your follow-up adver- tising campaign. If you handle this matter properly, you will ultimately he able to trace a lot of good sales to your fall fair exhibit. Demonstration is always a first- class means of advertising; and, where possible, demonstrations should be put on. If, for instance, you have gas connections, you can show the range in operation; or you can _ perhaps demonstrate it with other fuel. If not, you can at least invite anyone interested to witness a demonstration at the store, a little later, or perhaps during fall fair week. Paint special- ties can be readily demonstrated in the fall fair booth; silver polish and similar articles can be demonstrated; a food chopper can be demonstrated and will make you a lot of sales in return for very small space to show it. The more the opportunities are studied, the more they will develop before you. It is important, however, not to attempt to show too much. 3etter show a few lines and show them effectively. Take ample time to get your booth in attractive shape be- fore the fair opens, so that from the very start your display will be effec- tive. Victor Lauriston. ——E—— Misleading. “Did you buy your furniture at that installment house I told you about?” “No, indeed! I went out there and looked at the sign in the window and came right away.” “Why, what was wrong?” “You know very well prices have been dropping like the mischief lately and his advertisement said ‘Nothing down,’” Varied Activities of Petoskey Business Men. Petoskey, Sept. 6—Thousands of annual sufferers from hay fever are now in this city, seeking the relief which Little Traverse Bay offers. Hotels, boarding and rooming houses and private homes are fast filling to capacity. In the work of housing these visitors the Chamber of Com- merce is very busy, a s%ecial staff de- voting full time to the work. A communication from one of our nearby cities published in the Trades- man of last week invites the follow- ing comment: What community ever prospered on flaunting its ills and short-comings? We doubt if any. The writer of the article referred to some time ago took occasion to rap the undersigned for seeking publicity. This was a “grievous charge,” but unlike Caesar’s experience, we hope to make no “grievous answer.” We are for the community in which we live and try never to overlook an oppor- tunity to tell the world of its virtues. When comes the time that ills attack us we'll keep on trying to better con- ditions and speak only of the good there is. Northern Michigan has a heritage in the development of which every unit of our citizenship should play its part and this the men of Petoskey are en- deavoring to do—and with splendid success. Publishing to the readers of the Tradesman—and they are legion— the beauties of Little Traverse Bay region has aided very materially in the present unprecedented prosperity of this city and we are very grateful for the opportunity afforded to use its columns. Chamber of Commerce activity has resulted in the re-opening of the In- land Route navigation. This wonder- ful water route has been closed since prior to the kaiser’s war. Visitors are enthusiastic over this added attrac- tion. J. Frank Quinn. > Suggestions For Pushing Enamel Ware. Sales in enamel ware have come up from 15 to 20 per cent. in the last six months under the slogan “Show it up and clean it up,” says a_ successful retailer. He suggests that not more than two or three pieces of ware be displayed in the window. In con- nection with these he would offer special reduced prices for about a week, for the purposes of “acquaint- anceship” with stock and values. This would be succeeded by other similar sales. Carry only the finest enamel ware or, at least give it first place in your store. Both in window display and interior arrangement, it is wise to confine yourself to one color. Large circular tables with ascending shelves placed in front of the store and carry- ing the identical lines displayed in the window, help the customer to make a quick choice. ——_~+-.—____ Putting Thought Into Your Window. More than shoes are required to make a campaign effective. Novelty must not be overlooked. There is al- ways opportunity to exercise artistic taste by introducing decorative ma- terials. The display man should al- ways be ready to place a special or timely trim. For example, he should have plans, show cards, price tickets, etc., ready for a special display of waterproof shoes—the window trim ready to be placed immediately when weather threatens. This advanced preparation makes a “scoop” over your competitor. WHITE ASH REMOVABLE THE BEST BOYS’ WAGON ON THE MARKET. NOTE EXCLUSIVE FEATURES HUEBNER SCREEN DOOR CO., Distributors. Farnsworth & Grand Trunk R. R. STEEL SPRING SHOCK ABSORBERS FRONT & REAR NEW LOW PRICES. Detroit. You Make Satisfied Customers when you sell “SUNSHINE” FLOUR BLENDED FOR FAMILY USE THE QUALITY IS STANDARD AND THE PRICE REASONABLE Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills - PLAINWELL, MICHIGAN When You Need Any of the Following Items And Want the BEST POSSIBLE SERVICE Write The Dudley Paper Co. LANSING, MICH. Wrapping Paper—Twine - Congoleum—Shingles—Roofing Wood Dishes—Milk Bottles We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan “The Quality School” A. E. HOWELL, Manager 110-118 Pearl St. Grand Rapids, Mich. School the year round. Catalog free. Sand Lime Brick Nothing as Durabie Nothing as Fireproof Makes Structures Beautiful No Painting No Cast for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand_Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick _Co., Saginaw Jacksond.ansing Brick Co., Rives Junction Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 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. W. M. Ackerman Electric Co. 549 Pine Ave., Grand Rapids Citizens 4294 Bell 288 24 MICHIGAN TRADESMAN September 7, 1921 HCG = — — = nl Aiiceveedet CE 4 Z ¢ 2 Z 7 z a oe 7 7 ¢ ’ ° v4 f =— = ~ = COMMERCIAL TRAVE Do Not Build Up a Wall Around Yourself. From the standpoint of efficiency, the ideal business is a first-class mer- chant running his shop all alone. In this case the merchant is the buver, the salesman, the stock clerk, the porter and the errand boy. If he is a good man every department of his business co-ordinates perfectly. There is no quarrel between the man who does the buying and the man who does the selling. The buyer opens up the goods and knows them thorough- ly. The buying department is in touch with the customers of the busi- Do you get the idea? Every great corporation in its organization, attempts to work out the idea of one ness. man running his own shop. Now this one man of ability may get along nicely until his business grows to the point where it is neces- sary for him to employ a salesman. When this necessity arises, and the salesman is employed, then a whole new field opens to this merchant. He immediately has a new problem. He must train his salesman to work ac- cording to his ideas. Now if he is a wise merchant and has understand- ing, he will study his new salesman very carefully, and he will start in training this salesman to do things the. way he would do them himself, and at the same time he will try to gain the good will and friendship of this salesman, so there will be just as little pulling against him as pos- sible. After a while if the business con- tinues to grow, other salesmen will be employed and the process of train- ing must be continued. Then the time will come when departments must be organized under foremen and here an entirely, new problem de- velops. This merchant, who started alone in business, must have the ability to train his foremen so they in turn, will train the salesmen un- der them. It is right at this point where many a good merchant finds his limitations. ‘Some good men can work well alone. They can not train even one salesman. If this is true then their development stops right there. Then’ there is a class of merchants who can train salesmen to work im- mediately under their eyes, but when they attempt to organize their busi- ness to run under the supervision of foremen, where the salesmen are not under the immediate supervision of the head of the business, for the head of the business can not do this and in that case he reached his business limitations right there. He can run a force of sales- men himself, but he does not under- stand the art of delegating this work some reason has to foremen and training foremen to train the salesmen under them. Every merchant in his progress reaches these various stages and each stage of development has its under- principles that surely and cer- lead to success or failure. become a lying tainly No business great merchant unless he understands the art of multiplying himself. It is necessary in the early stages of the development of any great merchant for him to study and learn the details of his business, but it is just as neces- sary in the later stages of his develop- ment for him to turn the handling of these details over to other people. Nothing is more discouraging in busi- ness than to have to deal with an executive who does not understand the details of the business, nor on the other hand is there anything more irritating than to have to deal with an executive whose mind constantly reverts back to details when one is attempting to outline and fix general policies for the guidance of the busi- ness. The shores of the ocean of business are strewed with the wrecks of those business ships where the captain in the time of an emergency left the bridge, went down into the boiler room and insisted on doing the stoking. Every merchant must learn the dif- ference between supervision and inter- ference. It is proper and right for every head man in a business to super- vise his business from garret to cellar. 3enjamin Franklin expressed the idea when he said that “the eyes of the master can do more work than his two hands,” but let me repeat that supervision is entirely different from interference. Some men can go through the business and afterward call certain®* heads of departments to their office and discuss in a sane and normal manner with these heads of departments certain questions in re- gard to the running of these depart- ments—but for the head of the busi- ness to stop in a department and make criticisms before the workmen in that department is decidedly interference with the work of the foreman of that department. No discipline. can exist where such things are done. No good foreman can be held on such jobs. A good merchant shows his own ability by building up the authority of and supporting his foremen. To criticize and humiliate one employe befage an- other is fundamentally a bad break on the part of any employer, and if it is your custom to do this you can put it down that you are not fit to occupy the position you are filling. If your business has reached the point where you are using superin- tendents and foremen, you must work (Continued on page thirty) man Can HOTEL WHITCOMB Headquarters ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor- Rooms with running water $1.50, with St. Joseph, Mich. European Plan for Commercial Men making the Twin Cities of rated throughout. Cafe and Cafeteria in connection where the best of food is ob- tained at moderate prices. private toilet $1.75 and $2.00, with private bath $2.50 and $3.00. J. T. TOWNSEND, Manager. CUSHMAN HOTEL Commercial entire year. and other entertainment During the Resort Season. tions. PETOSKEY, MICHIGAN Men taken care of the Special Dinner Dances Wire for Reserva- Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. Rates reason- able. WILL F. JENKINS, Manager. OCCIDENTAL HOTEL Muskegon t-3 FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mar. Michigan Livingston Hotel and Cafeteria PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager GRAND RAPIDS Nearer than anything to everything. Opposite Monument Square. New progressive management. Rates $1.25 to $2.50 MORROW & BENNER, Proprs. 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 CODY HOTEL IN THE HEART Division and Fulton ( ruc | 91-00 RATES 1 $2.50 CODY CAFETERIA OF THE CITY up without bath up with bath IN CONNECTION NeW Hotel Mertens GRAND RAPIDS Rooms without bath, $1.50-$2.00; with show- er or tub, $2.50. Union Meals, 75 cents or . a la carte. Station Wire for Reservation. oe as Se Ne: x. ‘ WN ‘i a DP Moke? s/t pg > | Orr" (as Sih iy Ves ae = wy HW x - Pere Wwe = GB peta a: (eck oe) ir. min c™ om) [0 1h5 { 1 J m i] FP C iF : ae = "f Yi. 4 =, (x Fire Proof Seestane keen ee ee re ee eee ee ane nee ee September 7, 1921 MICHIGAN TRADESMAN 25 Gabby Gleanings From Grand Rapids. Grand Rapids, Sept. 6—D. J. Wall, formerly assistant sales manager for the Rindge, Kalmbach, Logie Co., is now New York State salesman for that house, with headquarters at Buffalo. Mr. Wall’s successor is Andrew G. McGill, who was five years with the Emerson Shoe Co., of Rockland, Mass., two of which were devoted to the work of credit man. I’, J. Fessenden, who has long con- ducted a model drug store at Central Lake, has purchased the drug stock of F. S. Hines, at Charlevoix, and will continue business at both places. He has given the Hazeltine & Perkins Drug Co. his order for a complete set of Wilmarth fixtures and a Guar- antee iceless soda fountain, which he expects to have installed by October 15. When the changes he has ordered are fully completed he will have the finest drug store in the resort region. Mr. Fessenden will remove to Char- levoix and give the store at that place his personal attention. Travelers who are unable to obtain sleeping accomodations at the hotels at Benton Harbor can usually secure excellent room service at the House of David, about three miles out of town. Regular street car service is maintained direct to the resort. Ex- cellent food can be obtained at the House of David, if the diner can get along without meat and be content to drink the vilest and cheapest coffee ever served to a hotel guest. With everything else so good in quality it is unexplainable why the “brothers’’ should serve such wretched coffee, when good coffee is so easily obtain- able. All doubt as to the future of the Regent theater project has been dis- pelled by the official announcement of the promotor that as soon as his present theater project at South Bend is well under way he will return to Grand Rapids and resume the con- struction of the building with funds provided by himself. Mr. Handels- man purchased one-quarter of a block in South Bend for $300,000, accepted $300,000 common stock in payment for his purchase and proceeded to sell $300,000 & per cent. preferred stock to provide funds for the erection of the theater. Within six weeks $160,- 000 worth of stock was subscribed and the building is now practically ready for the roof. A ten year lease of the Oliver theater has also been secured and turned into the general project. Mr. Handelsman is a man who does things right as soon as he is satisfied that the conditions are right. W.N. Senf, Secretary of the Michi- gan Bankers and Merchants Mutual Fire Insurance Co., and Arthur G. Bode, Assistant Secretary of the Michigan Shoe Dealers Mutual Fire Insurance Co., both of Fremont, were in the city Tuesday. The daily papers state that the much-advertised labor union picnic at Reed’s Lake labor day, held under the auspices of the central organiza- tion of labor unions, was attended by less than 300 people, showing very clearly the demoralization which has taken place in the ranks of labor union propagandists in this community. The membership lists of the various unions have dwindled to such an extent that the union leaders dare not have a parade, because it would demonstrate the remarkable decay of unionism in this city. Howard F. Johnson, manager of the Rindge, Kalmbach, Logie Co., is put- ting in a week at New York and Bos- ton. He is expected home Friday or Saturday of this week. Charles W. Garfield, chairman of the board of the Grand Rapids Sav- ings Bank, has returned from a three weeks’ stay in Boston and environs. When business is dull, sharpen your wits. Jobs that are done at the last minute seldom last. : Things seldom go man who goes right. When you run into debt remember that it is a long walk: out. Remember the goat; when he meets competition he uses his head. Some towns need to build hospitals and some towns need to fill one. The only way to make a success of a business is to make a business of your success. Every father hopes his son _ will work as hard as he did and that he won't have to. There are 129 kinds of automobiles in the United States, but only two kinds of drivers. A contract is like a deck of cards: just when you think you are winning, the other fellow plays the joker. The moral that adorns a dog’s tail is this; The tail that gets a wiggle on seldom has a can tied to it. There is only one thing that a man would rather do than talk about him- self and that is to listen about him- self. Barney Oldfield says that an auto- mobile is really a locomotive; and “loco,” as we understand it, means Crazy, The moonshine is due to the fact that the moon is full, but when a man is full it is generally due to the moon- shine. Perhaps the members of a certain uncertain organization are called the Industrial Workers of the World be- cause they are trying to work the world for a living. An automobile running twenty-five miles an hour can be stopped in 58 feet; and sometimes a car running sixty miles an hour is stopped in fifty feet—but it is fifty feet straight down. Harding, Sr., says he got married because he was lonesome for some- one to talk to. Well, of course, he didn’t get someone to talk to, but he wrong for the got someone to listen to, and that helps some. —_>-> Moving Michigan Headquarters To Detroit. — Grand Rapids, Sept. 6—Will you kindly change the address on your records of this company from Wash- burn-Crosby Company, 1211 Grand Rapids Savings Bank building to 608 Empire building, Detroit to be effec- tive immediately. We are asking that change be made at this time as we are discontinuing, at least temporarly, our Grand Rap- ids office. Our year, which ends to-day, has been a remarkably good one. Our business has held up wonderfully, not- withstanding the adverse conditions. In changing to Detroit we are mere- ly transferring the book-keeping de- tails to that point. The telephones will be continued under present num-_ bers and all our city trade will re- ceive the same service in this respect as before. Our sales organization will, of course, be maintained as here- tofore and the change we are making does not in any way contemplate any reduction in our sales effort. In fact, we expect to give greater atten- tion than before to that end of our business and while not at all hamper- ing our service, the change will effect economy, which will in turn be re- flected in our dealings with the trade. We wish to express our apprecia- tion of your magazine. It is the only one we know of that keeps in touch with dealers in a comprehensive man- ner. We feel that it is of considerable service to us and are, therefore, re- questing that you send the magazine to Detroit. Washburn-Crosby Co. —__~+-+—_—__ It is a sign of good advertising when a customer knows more about the advertised goods than the sales- man, but it is a sign of poor manage- ment. Death of Mrs. Lee Hutchins. The sympathy of the trade will go Lee M. and Wilson Hutchins in the loss of their wife and mother, Mrs. Alice Wilson Hutchins, death occurred at the family residence The funeral was held at the late residence of the de- out to whose Sunday evening. ceased this afternoon, interment being in. the family lot at Oak Hill ceme- tery. Mrs. Hutchins had been a resident of Grand Rapids for many years and was prominent in church, social, club and philanthropic She was a member of Westminster Presbyter- ian church and especially interested activities of that church. She was a woman of broad views and took to her heart all who came up to her exacting standard of life living. Mrs. Hutchins profoundly lived her Chris- tianity. She early plotted her chart circles. im) all the wide sympathies who and of life, and her philosophy rose su- preme above every obstacle and every She not be thrown balance, what might, and she faced the prospect of a linger- ing, illness without complaint or a single word of regret. She could inevitable with complete resignation because through- out her life she possessed the stoicism of the cism rested upon the most solid foun- dations of religious belief and pro- vexation. could out of come torturing final face the ancients—save that this stoi- found faith in the eventual salvation of humanity. Mrs. Hutchins brought to her hus- band a certain dignity and grace, and a hospitality as ample as it was sim- ple and unostentatious. She came of a Protestant family, of whom it was said that “for two hundred years theis word was as good as their bond.’ To the very end of her life her mind was occupied with elevated and interesting subjects. More than this, hers was a most spiritual na- ture; while unselfish made possible her husband’s varied activities, his correspondence and his friendshij s, both with men and wom- en, in all parts of the country. How large a part Mrs. Hutchins filled in the development and the success of the noble career of her husband can only be known to those most near to her, who have witnessed the sweet- ness and patience as well as the men- tal vigor and the religious spirit which filled her active life and crown- ed her latter years. her devotion > oo Hats Designed For Bobbed Hair Ones. In view of the fact that certain prominent retailers have “put their foot down” on bobbed hair, so far as its being worn by their sales employes is concerned, it remains to be seen how freely they will take up the types of hats that have already been de- veloped especially for women whose tresses have been shorn. “For just this type of coiffure,” the current bulletin of the Retail Millin- ery Association remarks, “many of the French modistes have allocated to the back brim of these hats a very short effect. By this is not meant just the elimination of the back brim, but an improved line that gives a nice frame to the curly ends of the bobbed hair. Marsey has created a charming hat of large proportions to fit the need of the naturally small head size and unusual back arrange- ment of bobbed hair. She folds the back brim almost straight across and allows it to stnd in a little raised cuff that meets one of the sides, which is The rest of the hat continues in a large sweeping line. She then arranges back trim- mings of quills as a decorative touch, placing them high enough to give a good line to the head. “Although the vogue for bobbed hair started in Paris and has for some “Louise shaped the same way. time been so well established as to be taken into consideration by the French milliners, it has only been within the last few months that the manufacturer§ in this country had seriously to consider it. This way of arranging the hair has become so general, however, as to produce a special need of hats designed especial- ly for it. ————_>2e-___ Hide Sales of Six Months Set Record. The hide market appears to have reached a point that may be called stable. In the past six months prob- ably more hides have changed hands than in any previous six months’ period. Packers and dealers were obliged to carry enormous stocks of hides, being almost totally unable to make any sales from early 1920 until the present year. Since trading com- menced on a large scale, nearly all the hides accumulated during the year of stagnation, and practically all taken off since the improvement in business, have passed into the hands of tanners. There is excellent demand for cer- tain weights and selections of hides, particularly kip, light extremes, calf- skins, and spready native cows and But, in spite of the demand, tanners and dealers appear to have lost faith in the value of the merchan- dise and are afraid to advance prices for fear of driving customers away from the market. Calfskins and kip continue to sell well at 20c for calf and 17@18c for kip alone. Thus, kip are the first class of hides to double in price since March, when best kip brought 9c. Horsehides continue very low, and only best hides wanted. Sheepskins and_ shearings unchanged. have steers. remain —_—+—_>~e 2 Requisites of a Successful Salesman. The efficient salesman co-operates with the advertising. He pushes ad- vertised goods. See to it that your goods are placed on the lower shelves, as the goods kept there sell most quickly. Advertised goods deserve good display. A good salesman chooses the right employer that he may be proud of his house. “The best goods at a fair price” is the far- sighted business policy. A salesman cannot recommend his goods without knowing them. Explained. “Do you know,” asked the hard- ware dealer of his newest assistant, “why lead is so named?” “No sir. Why is it?” “The first discoverers of the metal made nails of it and found it could “not be driven.” MICHIGAN TRADESMAN ~ es VA) - =~ 52 = ' 4 = — == Beautiful Tribute To the Memory of Dr. Cutler. Dr. William R. Cutler, a Ionia, died Sunday, Au- former druggist of gust 28, I am pleased to contribute to you for publication a little history of the life of Dr. Cutler and of my experi- ences with him. Dr. William R. the few remaining direct descendants of James Cutler, who came from Eng- land and, with others, landed Plymouth Rock somewhere between 1628 and 1632. The family settled in and about Boston, Waltham and Watertown, and lived in those locali- Cutler’s Cutler was one of near ties for many years. Dr. father moved from Waltham, when a young and settled near Avon Springs in Western New York, Genesee county, only a few miles from Rochester. Emigrants from that part of New York made up the leading early settlers of Ionia. Dr. Cutler’s death was immediately preceded by that of Mrs. Frederick Hutchinson, Judge Allen B. Morse, Major T. G. Stevenson anc Mrs. Lewis Smith. These were all close neighbors and friends of the older generation of American pioneers who came to Ionia, just before the trials of the Civil War. Dr. Cutler was in- capacitated for service in the Civil War, but his younger brother, Captain Henry Cutler, of Avon, New York, was shot from his horse in a cavalry charge, and at Avon, New York, there is the Henry Cutler Post, G. A. Rk. Dr. Cutler came to Ionia in 1857 and engaged in the practice of dentis- try. He was then about 22 years of age and shortly after his coming to Ionia he suffered from the disease called necrosis of the bone in his thigh, and those who had known him for a great many years realized that on account of this difficulty and the operation which was performed by Dr. Zenas Bliss that he was incapaci- tated physically for laborious work. My father came to Ionia in Septem- ber, 1860, and bought the drug store that was owned by Phineas Hutchins and W. Yerrinton, and which was located where the Wagner clothing store is at the present time. In the year 1861 he formed an acquaintance with Dr. Cutler and my father took him in his business as junior partner. During the few years that followed, Dr. Cutler practiced dentistry, which was his profession. He was not only a genius, but he was a natural me- chanic and the writer knows thor- oughly that he was regarded as far beyond the times, as dentists were known in this part of the country, and he gave good evidence of it as years progressed. His work in this mah line was at a time when there were no automatic pluggers, and conveni- ences for the practice of dentistry were but the writer had the privilege of handling the mallet and assisting Dr. Cutler in his work, and his patrons were among the leading families, not only of Ionia but of the surrounding country. It was in this assistance to him and the necessity upon the writer for pocket money that brought about my acquaintance with Dr. Cutler. If space would permit, I could give a list of names that were his patrons at that time and which bore evidence of his respectability as a man and his few, ability in his profession. The firm of Hutchins & Cutler sold out to Taylor & Irish in the year 1866 and in the year 1871 Dr. Cutler bought out Mr. Irish and the firm became Taylor & Cutler. In the year 1885 Dr. Cutler bought the interests of John L. Taylor and he conducted the busi- ness in his own name until the time in which he took into partnership, Fred Lauster, who later went from Tonia to California. Mr. Lauster closed out the old store in 1919, and this will give all of his friends an idea of the length of time in which he was connected with the drug business. The writer went with Taylor & Cutler in the year 1873 and remained as errand boy, etc., until March, 1874. From March, 1874, to October, 1875, the writer was otherwise engaged, but in October, 1875, he went back to Taylor & Cutler and remained with the firm until July 1, 1887. The friendship between Dr. Cutler and my father was one of the splendid things which I remember in_ their business lives and I am proud to say that this same friendship continued between Dr. Cutler and myself. Ex- cept for his physical disability, he was a first-class business man. He always had a desire for a larger business and a broader field. He was naturally a producer and a wholesaler and many times I have talked with him along the lines that he ought to have been a wholesaler, instead of having the busi- ness which he pursued. After years of friendship and devo- tion to each other, in which I looked upon him as my foster father, and in which years I had learned to know him as an honest and steadfast friend, I talked with him about my own fu- ture, and it was out of his desjge and his love for me that he not only ad- vised me to look for a larger field of operation, but sacrificed his own inter- ests to secure for me a position that would lead to what he believed a full life in the lines of business which he had pursued. He not only advised me, but he recommended me to those to whom I went and exercised that ex- treme faith that it takes a big man to produce and to utilize. We differed in politics, in religion, in society and in certain economic both local and National, but when it came to the question of busi- ness, honor and trustfulness, Dr. Cut- ler and I always agreed, and never ourselves to injure each other’s feelings in the expression of differences of opinion. I have said that I knew him better than any other man, and I can sum it up by saying that I knew him to be an hon- est man. rules, allowed There never was a time nor a place in my associations with him and in his business when I was with him that he did not base his calcula- tions upon the principles which make up good men. In his going away I have lost my last and best friend in his generation. He lived as he saw the light of deal- ing justly with his fellow men. Those who knew him loved him. What more can I say? He trusted in me and I trusted in him and we never broke our trusts. Lee M. Hutchins. or o When the Resort Season Is Over. Looking ahead is the attitude which every business man should assume; work in the present, but plan for the future. With the advent of September most people will have completed their holi- daying and be ready to return to of- fice, store or factory, as the case may be. One of the objective points of the vacation is to enjoy as much out- of-doors life as possible; and as a result the resorter returns home bearing evidence of her experiences. Here, then, is one of the druggist’s opportunities to derive a profit from the sale of preparations of which the holiday maker is in immediate need. A liberal supply of cold cream and other preparations will be found amongst the best selling articles for the vacationists, and it affords an ex- cellent opportunity to dispose of quan- tities of “Complexion Improvers,” which should be liberally featured in any display during September. There are also many sundry articles which might appeal to those return- September 7, 1921 ing who are unable to get what they want at their favorite summer resort, amongst some of these the delicious ° candies which they were wont to buy before going away and of which a striking display should be made to attract the attention of the customers. The men will want to replenish with cigars, cigarettes, etc., as well as lines of shaving goods, talcum powders, and many other such lines. The druggist will do well to make a special feature of catering to the returned tourist or holiday-seeker, as not only will it mean immediate business of consider- able volume, but will also afford a splendid means to display one’s own specialties and to secure “repeat” cus- tomers. ——_++.—____ Dental Antiseptic. The following preparation is used for rendering the tooth cavities and root canals antiseptic in dental caries: Casbolic acid 2. (oon. 4 drachms @il of cassia — 322k 1 drachm Oilot Clove -.-0 035008 8 1 drachm Thymot, 20 oe 2 drachms Glycerine 00500 ce 1 drachm DPannic acia 22022 2a ee 20 grains The cavities are saturated with the solution, then lightly packed with ab- sorbent cotton dipped in the liquid, and finally sealed with a piece of cot- ton-wool saturated with sandarac varnish. Chocolates Package Goods of Paramount Quality and Artistic Design What Makes Your are ABSOLUTELY SAFE. Bonds Absolutely Safe? A million and a quarter in First Mortgage Bonds are backed by over SIX MILLION DOLLARS of property. Earnings directly applicable to payment of interest are nearly THREE AND ONE-HALF time requirements. THE COMPANY PRODUCES AN ESSENTIAL SERVICE. When you consider these facts you KNOW these 7% bonds Denominations $100, $500 and $1,000. Price 98 and Interest, to Yield 7.20% Maturing in 1514 Years. Citizens Telephone Company Citizens Telephone pA SS ARI ee eet eee eee ee September 7, 192 ’ 1 MICH LIFE IS AB IGAN TR ATTLE ADESMAN A good education i i let people dc e ‘ -ducation 1s hz pie doctor us Has your child’s cis of the fight. who don’t know i Nag on us Wh 27 Ee ‘ sce a z ) : NV ’ tfean budding? comfortable, want to trust our pre he don’t olesale Drug Price Cc / ; ele : 1 to peopl ur You k a. who don’t k f es I ple i rent now W hat happens to animals ‘tained te now their jobs. Get Prices quoted are nominal, b n unventilated, dirty barns. nals ame teachers. Acids , based on market the d : sick. We tak barns. They get Has your child’s Boric (Powd.) Almonds, Sweet ay of issue. ake great care : 3 nhild’s school tt ; Bori = - hae 25 imitati ae are of o ; teacl > 1e right e (Xtal) On Ti stock, but someti ur live- eacner: Carboli %@ 25 Amber, crud --, 60@1 00 netures in but sometimes we put childr One whc ae "S@ 36 Amber, Seca & cama ta Aconite —__- stuffy, dirty school buildi el » who has strength of charz Muriatic ___. - 65@ 70 Anise -- disann a. 1 86 then w y school buildings and "4 ideals; character = Nitric 4 6 Bergamont —___ | cai Go Ataice _..____ 1 65 Y wonder why they are stupi peopl ad. one who loves children, Quipht ce a. Cajeput -——---—- Y boo a Asafoetida - — 3 $0 our school should have < seupid. FP * ple and her work; one who unde , Sulphuric nee a 30 = os ooe: a ear aga eae g? = ventilation, clean shining He heater, a anid Wace Gee connie: enc eal artaric —__---_- 58@ 65 Goa [ae : ae: 52 Benzoin Comp’d @: 40 walls oe : oors and its your con : Sy Oo Citronell a 1 75 Neny 15 | Ss, pure water, comfortable con. : amunity, who works with Aas Cloves - oo 5 65@1 00 Cantharadies ___ 3 15 clean outhouses. Curtai . seats you and with whom y : onia Cocoanut ____- 2 50@2 75 Capsicum — 3 00 ee ses. Curtains to regul the rigl n you work. Get Water, 26 deg -- 10%@ 20 Cod Liver __-__ ahem 4g «Catecho @2 30 re light save children’s oe a uote Sti ne it teacher; then back her up Water’ it os ae te Coe a eee 2 se 99 Cinchona “______- = 50 ace ne . FES. =f Stick : if : : \ i Boe Cc oe 5@2 5 ‘olchi ee 1 place to wash encourages cle an im ry her through thick and thin Carbonate a 34 = Ca Seed -__ 1 00@1 is cua eee 3 os Your children spend mucl a iness. Pe to their mother, the teache a, oe oe se Eigeron a, 6 00@6 a5 pualtals ae oe gi 00 time in s uch of their the strongest i be ioynaa (iy ; Sucalyptus —_—— 96 25 Gentian "777 80 and : sober. Protect their health dren’s ao influence in your chil- Bals ao, pure 2 00 2 38 cians D. 8S. -- 2 Oe é ae their minds a chance to ee een bi ee her to help your (oPehe . ams ieee Juniper Ferries ouer Guaiac, “Ammon. + 80 as your child’s sc . . o be the stron : ir (Canada) ——— Lard, ex 175 Jodine --____ : 50 books, equi i school good maps telligent, ed g, honest, in- §e oon — 50@2 75 Lard, Kea _--. 1 25@1 45 1odine, Golasican 1 20 , equipment? oe ucated men and women Berna 2 coms = fod pa A 10@1 20 Iron, ola. ss 2 00 Our grat you want them to | Sia, Eavenda ‘ ae hoe 1 50 idfathers : | le 100@1 20 L f Gon tae oe 7 4 sharp stick, but w ee with a Res ee Pincccd Huea ib 1 60@1 78 Nux Vomica ___. @2 50 re e use a plow. O _ Resourceful merchants Barks Pieces a keen deed an Opium --___ a 1 60 g andmothe é ur : ants are be x - Aaa d less 93@1 Opium. Gann 3 rs used a needl ing alive t : com- Cassia (ordin Linseed, raw, bk @1 01 um, Camp. 50 use a sewing machine. M a but we store f o the possibilities of the Cassia Gear 300 S pa seed raw, lees 91. 99 neo ,Peodora’d eo = call for mod i odern times. - front as an_important f . Sassafras (pw. 55¢c) 50 at true oz. @2 75 i eer tes @2 0 i enn tools. Tt successful n ae actor in Soap Cut (powd.) lustard, artifil, oz 0 of to-day trai : 1e schools rerchandising. The {0c ---—-- Neatsfoot --..-. 1 @.3e in : ore l j oo 26 Oli ---- 1 10@1 3 morrow to live an children of to- o on costly window displays, the Olive, ge 4 75@6 se : Paints Maw lis moder subtleties of fo a yellow " Lead, red d Ene need many books ae world. used to Si apa ig color which are Cubeb oe , Olive, Malaga, see iat white dry 1 ios zines, good maps cane e maga- > the common citi nae oT 50@1 15 gen 9 da, ite oil 12% ps and pict may be defeated 1 Zen eee 40@ 650 Orange, Sweet 75@3 00 chre, yellow bbl. 4 @12% and black bo ures, charts ’ eated if the locati Juniper __---- 10 Orig , Sweet 5 00@5 25 Ochre, yell @ 2 yards. Tools f style of th a ation and Prickly Ash oo (@ 1a Go anum, pure @3 26 Putty ow less 2% 6 work are need s for hand . e outside fronts ar ——— @ 30 riganum, com’! 1 25 © haa vo.” ed, and oe to the spl € not up Pennyroyal @1 50 enet’n Am. 8 for hot | i cooking utensils splendor of the displ Pe aaa i canna 75 ed Venet’ 3% 7 unc : : ; : plays sho ppermint --~- WwW n Eng oe Pe a domestic science sg the relation of the store rane Licorice nena a er is’ o0@20 0 00 Whiting’ bb. ’ 1, : , ou ; Sa a : Oo icorice -.------- Rosemary Flows 150@1 75 iH. P.. Prep. Children and ae in most schools. a window display is that of the Licorice powd. -- 100 80 Sandalwood, 1. aca Tigers ey Prep. 3 883 25 ac . ran : r work with peng do their best ae to the picture. Some of tl Sassafras, tru 10 50@10 76 ep.__ 3 00@3 25 i good equipment. more resourceful advertisers iE ane Flowers Sassafras at 3 oa: 25 ‘las your St ae e dep eae : : maintain Arnica --- pearmint —_ 3 Mi teacher? child’s school a trained he nN to advise retailers in the Chamomile (Ger.) 36 ee 8 00@8 25 ecellancous : rements and designi oui, Hem 40@ 44 ‘Tar, USP __ 11 50 cetanalid If not trai = designing of thei @ 46 Tar, USP Cth 2.2 55@ ained, the tea store fronts. Tt Se on @utientice ia” 50@ 65 Alum -- 76 ch : ne po = urpe ntin b ‘ oo 1 bia How 6 fick by co Po ee ee ck a a of the Gums Turpentine, peal “4S “, bowd. pineal 0@ 18 - - rin i f xpres eae e ae child. Graduates of pistes dependability of ue ek 7 ace pao pian: com SS be ppl 8 00@8 — ‘Subni- ~ * raining school ounty limitle chant are A is ee So 45@ 50 Jintergreen De ae s @8 25 rate s ial ess. Or : s : eacia, Sorts --- ; » Sweet boas a 276 Gouesee su Bick eee training for a new cose the Hae ways Sees, ore 200 oP Wintergreon art 5 we 25 __ powdered or oo 93 mal schools r college, nor- by 2 o establish itself is At vrb Pow) 25@ 35 Wormseed - p1 00 Cantharades “po 13 and ; +s xy a well- . oes (Cape Pow) 30 Wo ---,,5.0 25 Calom » po 1 50@b5 50 how to teach ea Ee know — signed oe ae eye dese eee) Bog! 00 — ee Capsicuns ea T . 00. z ‘ : = ex oe ee x CUML ------- koe (CHa ey have had prac- since , expressive of the honest oa a “ Potassium an 6 60Q7 00 Ce n are like colts; they can re purpose of its proprietor ae - 7@1 a Ploamhonate 35@ 40 Cloves Buds --.. 30@ 40 r spol : ——— : aie ichrom Sere Ghule tecmar” 35 trained es oo by handling, and Purely O Par cae pone 11 2501 50 Bromide. --—--—-- i0@ a os thioroform. i is to get th ave been taught how : y Orthographical. a aaa @ 8 Carbonate -----. 35@ 45 Chloral uaa’ BQ 77 e best from them. We don’ Liquor sellers have given Myrrh neers S a0 Chlorate, wtal or” 25@ 35 Soares cote 12 85 Beet = ce on't liquor way to Myrrh, powdere< 70 — powd. or ‘ocoa Butter --_ 5 cellars nowadays. Opium Eergers? cons a Cyanide = 149 25 oe lena saan i Opium, a io Gymide ---------, 320, & Copperas, Powd. Opium, Ze 10 25@10 60 Permanganate . 3 45@3 60 Copperas, Powd. i 1 Sie gran. 10 ae 60 Peuecaie nate -. 60@ 170 Corrosive Sublm 1 a 10 Shellac Bleached 15 Sree yellow 55@ 60 CreamTartar a 1 25 OO] Shellac, Bleached, 13@, 8 brussiate, “red-~ §0@ 80 Dextrine sig 8 Ce ecn h606U™CClCU™CU 0@ 50 Are a 60 Tragacanth, pw. 3 60 © tice wa” 06@ 15 Turpentine i oe . Roots yg Powder 5 75@6 Een 30 mery, All N 00 Alkanet Emery, P os. 10 15 Blood, powdered-_ 15@ 85 Epsom’S owdered. 8@ 10 Should Be Purch Insecticides Blood, powdered 40@ $0 ipsom Salts, leas 44@ €8 ased Blac vitri 12@ 25 Gentian, po pwd 0g 38 lake’ powdered 1 76@2 00 lue Vitriol, bbl = : n, powd. ake W At Once Blue wee ne vend oe 20@ 30 Formaldehyde, 1b, ers ordeaux M ; J ed = 23 yelatine ---~~~ By Every Wi Hellebore, = al 17@ 30 Ginger, Jamaica io = Glassware, less" 50%. -_ se Merchant inbect Powder = @ 2% powdered —--~" 42 Gemreees tae Gee week Th Insect Powder -- $0@ 3 Cullens pow. 3 pit@e 80 Glue, Salts less 04g 10 e good merchant cannot afford es and Sulphur: a © Ipecac, powd. -- 3 = 00 aa no i ng is Cow 0 loll ne 11 iiccties wed 40@ 45 e, Brown Grd. 1 it lon Pari - 11@ 23 Licorice, powd. Glue, Wh - 11@ 35 before he makes his liberal 8 Green ---- 31@ 43 Drie, eet We @ coe White Grd. 309 38 ra purchases of h oke, powdered 40 45 Glycerine __ 35 supplies. Th : school ae Rhubarb _.----- ¢. ho pale a “ 35 e opening of the schools is j eis — Li petecouaaie nee - @ " Jodine ------_-_- | 5 2605 a : Is ju iper Ice Cream nwoo ow! adetorn weeks distant; and rock bottom h alll Bulk, Vanilla ae a Sarsaparila,” Homa. °° * i Acetate 6 30" Ss PE era opodi co on table : as been reached Bae ee enc | 10. sarsaparilla ee Ot Mace mee —--- © Tee oo , pencils, rulers, etc. There i Bulk, oe <<< 1 = enun (ee @ 380 vr eics powdered ~ 901 = of a further decli is no chance aE seesn nel o-7777 £30 Sauills, powdered “5 Moots 5 75@6 00 ecline before the fall Bulkk, Strawberry ---. 1 25 Tumeric, powd. 16@ 70 Nux Vomica __. 8 25@9 40 full swin W all season is in Brick, a ao “- 195 Valerian, powd. 50 é 0 Pen Vomica, pow 300 rH ce g. e are headquarters on school su Brick, Fancy ------- i a a Seeds been es had ao ° plies for Weste Ea p- a Se 1 10 nise ---- itch, Burgundy rn Michigan ae +i) Anise, powdered a5 Quaset ndy 10@ 15 ee nise, powdered a8 rao pee 12 Bird, 1s . 40 Qui - 15 Ganare 15 Rochelle Salts _- 96@1 69 We should be pleased : Leaves oo ke a 3O 18 Rochelle, Salts -- 85@ 40 sed to receive you Buchu ------- 14 Cardamon __-- 5 16@ 20 Salt Peter _-_--_-1 @ 30 r order. Buchu, powdered i 0 Gelery, powd. .35 50@1 75 Seidlitz uisicis’ Gee 25 Po pe La 67 a — pow. 25 236 a bt green sonal ; 2 e, loose .. 72 18 ee as oap mott castile. Sage, powd Renna 10 0 Soa : le 22%@ 26 Sage, domaered--, beg, 62 Ria ete 8 ccc wee canta OTS Hazelti . Scans’ ‘ies. fog. #8 PocruSreck ‘pow. 7 HB soap, white castle ne & Perkins Drug C Seana, inn: ow Bg gf Bempl age Ash eg 38 G o belia, Powd. —-. oda taste r a n d R e g O. Olis Mustard, yellow 10 1 75 Soda, Sal one s4@ 10 apt d ° Mustard, black @ 15 Spirits Camphor 5 8s, Michiga Abnaaey, Bitten, Poppy ann, 0G, a4 Sulphur, Sub "4g 0 ee nce —.... x _ ne n see aes 00@16 25 Rape geese He 1 Co 50 Tamarin oo iS 1% 10 ficial abadilla ___--___ artar Emetic ter 9 50@2 15 Sunflower —-_---- 1% ib Turpentine, Ven 1 Tom? 36 40 we we pure 1 50 00 azel .. 1 60@2 15 Almonds, Sweet, true ........... 1 00@1 35 Worm Levant 2 00 Zinc Sulphate — 06 614 MICHIGAN TRADESMAN September 7, 1921 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 peieee at date of pHrcere. DECLINED A DVANCE D Cheese Lard Lamb Flour Mutton Wheat Pork Oats Smoked Meats Some Candy AMMONIA Clam Boullion : CIGARS Arctic Brand Zurmhams 7 oz —... 2 60 16 oz., 2 doz. in carton, Corn Worden Grocer Co. Brands per Merz, 222 175 Standard - 1 20@1 75 ountiy Gentmn 1 i ee ee i : s Maine _..._._.. arvester ne AXLE GREASE x Kiddies, 100s — ES Ba DO HE dace aad 159 Record ‘Breakers, 50s im 00 Van sien eaten | : Delmonico, 50s ------ 5 00 : aude » 95 Pacemaker, 508 ----- iB 00 it ib. Star pose 4 80 Panatella, 508 ——.--- 75 00 4 ee Favorita Club, 50s -. 95 00 1 lb. Star ~----------- 10 60 Ane ae 5 0 Hpicure, 508 —__---- 0 A ae 139 Waldorfs, 50s 110 00 Wiustara, seen Mustara, 2 1b. —----__ 2 80 Soused, 1% Ib. ------- . The La Azora Line. Soused, 2 ib. —_-_-----—- 2 75 Mushrooms Opera (wood), 50s_- Pe 00 Choice, 1s, per can -~- 66 Opera (tin), 25s --- 57 00 Hotels, ls, per can -—. 32 Agreements, 5us -.-- 58 00 Ixtra_ pee ae 65 Washington, 50s --- 75 00 Sur xiea 2 8U Biltmore, 50s, wood 95 00 Plums - California, No. 2 ---- 2 50 Sanchez & Haya Line 25 lb. pails, per doz. 22 60 Pears in Syrup =" Clear Havana Cigars made Michigan ------------ ( : ‘la. California, No. 2 ---- 4 25 in Tampa, Fla : BLUING Diplomatics, 50s —-- 115 AS Jennings Condensed Pearl Peas | Reina Kina (tin) 60s 11 C-P-B “Seal Cap” Marrowfat ~----- a 35@1 90 «Rosa, 50s _-__- 25 00 a G (ibe) r 376 IWarly June --.- 145@2 10 Victoria Tins —---_-- lis 00 . or tere os lsarly June sifd 2 25@2 40 National, 50s ------ 130 00 p ‘ Original Queens, 50s 150 00 BREAKFAST FOODS eaches Worden »special, Cracked Wheat, 24-2 485 © talifornia, No. 24% 3 50 (Exceptionals) 50s 185 00 . 7 California, No. 1 2 252 75 Cream of ee a . +4 Michigan, No. 2 4 25 Pillsbury’s Best Cer’l 2 eee eee 50 : Pie, gallons —----- @8 Ignacia Haya Quaker Puffed Rice-_ 5 60 Quaker Puffed Wheat 4 30 Pineapple Extra Fancy Clear Havana Quaker Brist Biscuit190 | lo. 2 -. 2 80@3 25 Made in Tampa, Fla. Quaker Corn Flakes 2 80 Grated, No. 4 -- Diicades Gia 115 00 Ralston Purina ------ : » oe 2%, sce brimercs, Sts 140 v9 Haiston Branzos - 499 = 7 @ucens, 2b8) --_ = Ralston BopH. lange —— : 4 Pumpkin Perfecto, 258 ~------- 185 00 alston Foo small__ Wheat Food -. 4 80 Van Camp, No. 3 ---- 1 60 Shred. Wheat Biscuit 4 90 Van Camp, ne oo . ” Garcia Se oe Lake Shore, NO peal Kellogg’s Brands. : New Panatella, 100s 60 00 Gorn Fakes 23 = x Ww Jee Flat 2 75 Siarient Bree. 5 lakes, a. 2 arren’s Ye . Bk 75 Seal aha o4s eae 285 Warrens 1 ib. Plat —— 4 00 Congas, eee. aris ne Biles: 208 —-- 420 Bed Alaska —_--.-- 2 3d —— rumbled Bran, 12s_. 2 25 Med. Ked Alaska -- 2 o0 oe 50S 2c aac i. Post’s Brands. | 4) Fins Alaska --- 19001 0 Potinsular Glut, 5a 150 00 Grape-Nuts, 24s ----- i Ciiicos 258 2 150 00 Grape-Nuts, 100s ---- 2 75 a , a. ce) fel 175 00 pee ge be Mortem, Hie, —_ 4600 90 Meniecton, 2h 196) Pont Tonstion, Hs 360 Muster ea Mg ap, Resenthas Bros BROOMS Caiitornia Mustard -~ 2 10 ee seg sop California ‘Tomato ~~ 2 00 issue Wrapped —— Standard Parlor 23 Ib. 5 75 Sauerkraut R. B. Invincible, 50s, Fancy Parlor, 23 ib. -- 8 00 ae Foil Wrapped —--- 75 00 Ex Fancy Parlor 25 lb 9 50 Hackmuth, No. 3 ---- 1 50 Ex. Fey, Parlor 26 lb 10 00 Silver Fleece, No. 3 1 60 Union Made Brands BRUSHES Shrimps El Overture, 50s, foil 75 00 Scrub Dunbar, 1s, doz. ---- 250 Ology, 50s ---------- 60 00 Solid Back, 8 in. ---. 160 Dunbar, 1%s, doz. --- 6 00 Solid Back, 11 in. --. 1 75 aie agg a 5 Manila 10c a i See ie ke Kebeon, eo 70 00 Stove it 110 0 2 roe avai 0 Our Nickel Brands No. 2 22 cee See De — 7 ae 1 ioe “4 New Currency, 100s-- 37 50 Shoe ee Ga Mistoe, 100s -------- 35 00 No 8 90 CATSUP Lioba, 100s --------- 35 “4 Noe 2 oe 225 Snider's 8 oz. 190 Eventual, 50s ~------ 36 00 No. 3 ---------------- 200 Snider’s 16 oz. —----- 3 15 BUTTER COLOR Boye! ce o Oz. oar 4 Other Brands oya od, Tins ____ Dandelion, 25c size ~. 2 80 ' f Boston Straights, 50s 55 00 Perfection, per doz. -_ 1 75 CHEESE Trans Michigan, 50s 57 00 : Bok Court Royals (tin) 25s 57 00 CANDLES Wisconsin Flats —----- 2 oe ee ee Parafiine, 6s —._..--- 14 Lonenor —_____ 5. Le ee aratine. aegis aa New Work 2 4 cea Broadleaf, 58 00 . : iehivc» 1D. Case -.---- 8 48 ie & %s, 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 MMos ee Santos 223000 saz Maracaibo Mexican 2b 35 Guatemala Java Bogota PeAperTry 22022 ee 22 Package Coffee New York Basis Arbuckle 23 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. Coffee Extracts N: ¥.; per 100 _.2 .. 10% Frank’s 250 packages 14 50 Hummel’s 50 1 Ib. -. 10% CONDENSED MILK Eagle, 4 doz. 9 50 Leader, 4 doz. co 6 6 EVAPORATED MILK Carnation, Tall, 4 doz. 5 60 Carnation, Baby, 8 dz 5 30 Pet, Dall 5 60 Pet, Baby 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, 8) 07. 2a es 5 30 Silver Cow, Tali .... é 60 MILK COMPOUND Hebe, Tall, 4 doz, __-- 4 00 Hebe, Baby, 8 doz. ~~ 3 90 Carolene, Tall, 4 doz. 4 25 CONFECTIONERY Stick Candy Pails Standard 0.2000 17 Jumbo Wrapped 19 Pure Sugar Stick, 600’s 4 20 Mixed Candy Pails Grocers: 2052020 o le 13 Kindergarten —...___ 22 Deadger: 2220020 a 18 Century Creams --.. 22 XO a 1, 15 French Creams ------ 20 “ameo Mixed —----~ oe Maney Mix 220050 Specialities. Pails Auto Kisses ~-_------ 2 Bonnie Butter Bites _ 25 Butter Cream Corn ~ 27 Caramel Bon Bons ~- 30 Cream Waters, Pep. and Pink oo 24 Fudge, Walnut —---_-. 26 Italian Bon Bons -_-. 22 Marshmallow Peanuts 26 Manchus 220202 es 24 National Cream Mints, 7 4. ting) 22a 32 Nut Butter Puffs -.. 24 Persian Caramels --. 30 Snow Flake Fudge -. 24 Sugar Cakes A A Jelly Beans 7 Wintergreen Berries — 22 Sugared Peanuts __-. 22 Cinnamon Imperials — 22 Cocoanut Chips —__.._ 26 Chocolates. Pails Champion 2202 22 Honeysuckle Chips -- 40 Kjondikes —__...__.__ Bas Nut Waters: .2-022 2 - Ocoro Caramels --_-~ Peanuts, Choc. Covd 35 Quintette, Assorted — 26 Mount Royals 34 Fancy Chocolates. 5 lb. Boxes Bittersweets, Ass’ted 1 90 Choc-Marshmallow Dp 1 80 Milk Chocolate A A_~ 2 25 Nibble Sticks =-2---- 2 25 Primrose Choc., Plain Dipped 2220.22 oe 1 45 No. 12 Choc., Plain Dipped 75 Chocolate Nut Rolls ~ 2 00 Gum Drops. Pails AmIge oo 20 Raspoerry =. 2222 20 Mavyorite (oo 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. ails Lemon Drops -------. O. F. Horehound Dps 19 Anise Squares ~-~---- 19 Peanut Squares -_-.. 18 Horehound Tablets —-- 23 Pop Corn Goods. Cases 100s Cracker Jack, Prize 7 00 Checkers Prize 7 00 Cough Drops Boxes Putnam Menthol og hound {es 30 Smith Bros, 22. o-oo - 1 45 CRISCO 26s, 24s and 12s —---- 18 6 ib) 2 eee 174 COUPON BOOKS 50 Economic grade -- 2 »0 100 Economic grade 4 50 500 Economic grade 20 00 1,000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR 6 1b; boxes —-2-2- ooo 55 2) 1b; boxes =). 2. 60 DRIED FRUITS Apples Evap’d. Choice, blk. —-- 16 Apricots Evaporated, Choice ---- 25 Evaporated, Fancy ---- Citron 10 ib: box 222-2 52 Currants Packages, 14 oz. ---- 20 Boxes, Bulk, per lb. 18 Peaches Evap. Choice, Unpeeled 15 Evap. Fancy, Unpeeled 18 Evap. Fancy, Peeled -- 19 Peel Lemon, American -----~ 32 Orange, American ---- 33 Ralsins Fancy S’ded, 1 lb. pkg. 27 . Seedless, 1 lb. pkg. —--------—- 27 wuomneon’ Seedless, bulk 2 eee 26 California Prunes 80-90 25 lb. boxes a" 70-80 25 lb. boxes ~--@10 60-70 25 lb. boxes a 50-60 25 lb. boxes —- 40-50 25 lb. boxes — ig 30-40 25 lb. boxes -_@18 FARINACEOUS GOODS Beans Med. Hand Picked -- 05% Madagascar Limas -- 06 Brown, Holland ---- 06 Farina 25 1 lb. packages ---- 3 20 Bulk, per 100 lbs. ---- Hominy Pearl, 100 Ib. sack -- 5 25 Maca Domestic, 10 ib. ae 1 00 Domestic, brkn bbls. 8% Golden Age, 2 doz. 1 90 Fould’s, 2 doz., 8 oz. 2 00 Pearl Barley Chester 2222200 4 75 Peas Scotch. Ib: Woe es 05% Split, tb. 220 oe ee 07% Sago Hast India 225 es 07 Taploca Pearl, 100 lb. sacks ~_ 7 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant, 3 doz., per case .... 2 70 FISHING TACKLE Cotton Lines INO. 2; 16 feet 2 1 46 NO; 3, 15 feet 220 1 70 No. 4; 15 feet 22.22 1 85 NO: 3, 15 feet 2 oe 215 INO, 6, 15: feet ooo 2 4% Linen Lines Small, per 100 yards 6 66 Medium, per 100 yards 7 25 Large, per 100 yards 9 0¢ Floats No. 1%, per gross _- 1 60 NO. (2, per gross 2. 176 No. 2%, per gross _. 2 2é Hooks—Kirby Size 1-12, per 1,000 __ 84 Size 1-0, per 1,000 -_ 96 Size, 2-0, per 1,000 __ 1 15 Size, 3-0, per 1,000 __ 1 32 Size 4-0, per 1,000 -_ 1 65 Size 5-0, per 1,000 -_ 1 96 Sinkers No. 1, per gross 66 No. 2, per gross ~....- 12 No. 3, per gross —.___ 85 No. 4, per gross —..._ 1 10 No. 5, per gross -____ : 45 No. 6, per gross —---- 1 85 No. 7, per gross —.... 2 30 No. 8, per gross ~____ 3 35 No. 9, per gross --_ 4 65 FLAVORING EXTRACTS Jennings Pure Vanilla Turpeneless Pure Lemon Per Doz. 1 35 1 90 275 3 00 3 25 5 00 8 8 50 7 Dram, Assorted ___ 1 35 1% Ounce, Assorted__ 1 90 Van Duzer Vanilla, Lemon, Almond, Strawberry, Raspberry, Pineapple, Peppermint & Wintergreen Peach, Orange, 1 ounce in cartons __ 2 00 2 ounce in cartons __ 3 50 4 ounce in cartons -- 6 75 S ounce foe 26 Pints, eo 26 4¢ Quarts 2200 1 0c Gallons, each ________ 16 00 FLOUR AND FEED Valley City Milling Co. Lily White, % Paper Sack) Saas soe 9 20 Harvest Queen 241%s 9 40 Light Loaf Spring Wheat, 24%s Snow Blake 24%s _. 8 40 Graham 25 lb. per ewt. 3 .0 Golden Granulated Meal, _25 lbs., per cwt. N 2 40 Rowena Pancake Com- pound, 5 lb. sack —. 4 20 Buckwheat Compound, 5 Ib. sack Watson H eine Milling 0. New Perfection, %s_ 8 60 Meal Gr. Grain M. Co. Bolted 2252022 2 25 Golden Granulated -_ 2 45 Wheat No: 1 Red iT 17 No. 1 Wihite 22 1 13 Oats Michigan Carlots —____ 43 _Less than Carlots uo aq Corn Carlots) 225255 eo 64 Less than Carlots ~._. 70 Hay Canlotis: 22s abs a 22 00 Less than Carlots ___ 24 00 Feed Street Car Feed ___ 28 00 No. 1 Corn & Oat Fd 28 00 Cracked Corn - _- _. 8 00 Coarse Corn Meal -_ 28 00 FRUIT JARS Mason, pts., per gross 8 76 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, gallon 2200 ee oe 15 90 GELATINE Cox’s 1 doz. large --_ 1 45 Cox’s 1 doz. small --. 90 Jello-O, 3 doz —------ 3 45 Knox’s Sparkling, doz. 2 25 Knox’s Acidu’d, doz. 2 25 Minute, 3 doz. Nelson’s Oxford) 20220 Plymouth Rock, Phos. 1 be Plymouth Rock, Plain 1 865 Waukesha 1 6@ September 7, 1921 MICHIGAN TRADESMAN 29 HIDES AND PELTS Hides Green, No. 1 2os2 ee 05 Green. | INO. 2. joel e ee 04 Cured, No. bt oo 06 @ured, No. 2 22.20 ae 05 Calfskin, green, No. 1 11 Calfskin, green No. 2 9% Calfskin, cured, No. 1 12 Calfskin, cured, No. 2 10% Elorse,, No. 2 = 22. 2 00 Morse, No. 2 2225s. 1 00 Old Wool 22022. 25@ 60 HWambs) 2222220055 2 10@ 25 Shearlines 220.07. 05@ 10 Tallow Erime 222200 eee @3 10, 1 2 @2 INO} 2 ee @2 Wool Unwashed, medium 15@16 es rejects___ oy Hine 2 @16 Market dull and neglected. HONEY Airline, No. 10 .2.-._ 4 00 Airline, No. 15 _.. 2. 5 50 Airline! No, 25 20. 8 25 HORSE RADISH Per doz. 7 62.0 2 is JELLY Pure, Silver Leaf, per pail, 80 IDS coed 4 00 JELLY GLASSES 8 0oz., per doz. 22... 44 MINCE MEAT None Such, 3 doz. case for (2220. 35 Quaker, 3 doz. case fOr 2 4 75 MOLASSES New Orleans Fancy Open Kettle -._. 95 Choice) 222) a 85 Good ji... 65 Stock 22 ee 28 Half barrels 5c extra NUTS—Whole Almonds, Terragona 25 Brazils, large washed 31 Bancy: Mixed ...._.._ 24 Filberts, Barcelona __ 32 Peanuts, Virgina raw 11 Peanuts, Virginia, roasted 220 230 13 Peanuts, Spanish ___ 25 Walnuts, California __ 29 Walnuts, Naples -___ 25 Shelled Almonds) joc 020 55 Peanuts, Spanish. Salted. 10 Ib. box 1 15 Peanuts, Snanisb Salted, 100 Ib. bbl. 10% Peanuts, Spanish Salted, 200 1h. bbl. 16 Pecans 22250030 yd Walnuts ...---. bb OLIVES 3ulk, gal. kegs, each 5 00 Bulk, 5 gal. kegs, each 7 00 Stuffed, a OZ. 2icn 2 25 Stuffed, 9 oz. ________ 50 Pitted it Auilled) V4 o%s 2 ee ee 3 00 Manzanilla, 8 oz. ---- 1 45 uneh, 10 07. 22 00 fhumeh: AG 07. 22.202" 25 Queen, Mammoth, 19 OZ.) Gee ee 50 Queen, Mammoth, 28 De 6 75 Olive Chow, 2 doz. cs. per doz. {22 coe 2 50 PEANUT BUTTER Bel-Car-Mo Brand 8 oz., 2 doz. in case —_ 24 1 Ib. pails 12 2 Ib. pails 5 Ib. pails, 6 15 Ib. pails 25 Ib. pails —- 50 Ib. tins PETROLEUM PRODUCTS Iron Barrels Perfection 2222-2220. ee Red Crown Gasoline 19.9 Gas Machine Gasoline 38 Vv. M. & P. Naphtha 22 Capitol Cylinder, Iron Bbis, ooo eee Atlantic Red Engine, Iron Bbls. wer Black, Iron 14 Poirine. Iron Bbis... 64.6 PICKLES Medium 1,200 count —_ bbls., 600 count kegs Barrel, Half 5 gallon Barrels Half barrels 5 gallon kegs Gherklins Barrels Half barrels 5 gallon kegs Sweet Small Barrels Half barrels 5 gallon kegs PIPES Cob, 3 doz. in box ~. 1 26 PLAYING CARDS No. 90 Steamboat --.. 2 76 No. 808, Bicycle --.. 4 50 Pickett 2220202 3 50 POTASH Babbitt’s, 2 doz. ---. 2 75 FRESH MEATS. Beef. Top Steers and Heifers 16 Good Steers and Heifers 15 Med. Steers & Heifers 13 Com. Steers & Heifers 11 Cows. Top es (ood 2 | ae Medium | eee il Common: 2225. oo 10 Veal. t MOpH oo es. ee 17 Good = ae Medium (oD Good Medium Poor Mutton. Good Co Medium 2 Poor Se OS Pork. / Heavy hogs —_- 2 Medium bees . NL Light hog ae 14 Sows sna sti ies : Wl Hoims {22s 23@24 Butts, 22225220 2s : 18 Shoulders 22 13% Hams) oe ee 28 Sparerips 222522222 == 09 IN6éck bones 22222002 oo" 04 PROVISIONS Barreled Pork Clear Back __ 23 00@24 00 Short Cut Clear 22 00@23 00 Clear Family 27 00@28 00 Dry Salt Meats S P Bellies ~~ 16 00@19 00 Lard 80 lb. tubs ._--_-advance % Pure in tierces 13%@14 Compound Lard 1114@ 12 69 Ib. tubs __-_-advance 50 lb. tubs ----advance %4 20 Ib. pails _._-_-advance % 10 Ib. pails ___-advance % 5 Ib. pails ___-advance 1 3 lb. pails _._-advance 1 Smoked Meats Hams, 14-16 Ib. 28 @2zZ Hams, 16-18 Ib. 28 @32 Hams, 16-18 lb. 28 @32 Ham, dried beef Sets) 22253. 38 @39 California Hams 144%4@15 Pienie Boiled Hams .- 2 34. @36 Boiled Hams __ 47 @49 Minced Hams __ 14 @15 Bacon 40) -@ 42 Sausages Bologna 2222 18 Vien a Brankfort (2202 tees Pork 2000 2 i8@20 Weal eee 11 Neneue [22282 ee 11 Headcheese —~----.--_- 14 Beef Boneless ---. 24 00@26 00 Rump, new —. 25 00@28 060 Mince Meat Condensed No. 1 car. 2 00 Condensed Bakers brick 31 Moist in glass ....-.. 8 00 Pig’s Feet a6 Dbiss ooo % bbls, 35 Ibs. % bbls. ee PDD. 20 es 14 15 Trige mite: 5 ibs. 2222 90 1 DbIs., 40 lbs. 22 1 60 % bbis., 80 ibs. ---___ 3 00 Casings Hogs, per ib. -_____ @65 Beef, round set __.. 22@24 Beef, middles, set_. 50@60 Sheep, a skein 1 75@2 00 Uncolored Oleomargarine oslid Dairy) —.._._ 28@29 Country Rolls —__--- 30@31 RICE Fancy Head -_--.-~. 7@i1 Blue Rose 2225502 -2o) 5 a Broken 2225252200200) 3 0 ROLLED OATS Monareh, bbls. 22. 7 00 Rolled Avena, bbis. 8 00 Steel Cut, 100 Ib. sks. 4 00 Monarch, 90 Ib. sacks 3 25 ‘Quaker, 18 Regular __ 2 05 Quaker, 20 Family -. 4 80 SALAD DRESSING Columbia, % pints -_ 2 25 Columbia, 1 pint ___. 4 00 Durkee’s large, 1 doz. 6 60 Durkee’s med., 2 doz. 7 10 Durkee’s Picnic, 2 dz. 3 25 Snider’s large, 1 doz. 3 50 snider’s small, 2 doz. 2 35 SALERATUS Packed 60 Ibs. in box Arm and Hammer -. 3 75 Wyandotte, 100 %s __ 3 00 SAL SODA ‘Granulated, bbls. ____ 2 60 Granulated, 75 100 Ibs cs 2 Granulated, 36 2% Ib. packages (0080080 3 60 SALT Packers No. 1 6 Ib. Sacks 2250000 G0 Cammon Medium, Wine 22.5.5 2 70 (once) by ta aT Lake SALT Per case, 24 2 Ibs. __ 2 40 Five case lots ______ 2 30 SALT FISH Cod Middles, 222503 Tablets, 1 Ib. _-...2 30@32 Tablets, % Ib. —.__-_ 20 Wood boxes -_-_----- Holland Herring Standards. bbis. —___ Y ME. bbls. 22202. Standards, cee es y. M., kegs ie Herring K K K K, Norway -- 20 8 lb. pails 1 Cut Lunch —__.- Sealed, per box — Boned, 10 Ib. boxes 13 Trout No.) TD 100) ips. 12 No. 1: 40 lbs: 22) No: H 10) Vbs: cele No. 1 3 is.) 22. Mackerel Mess, 100 Ibs. ~----- 26 00 Mess, 50 Ibs. —--_-. 13 50 Mess, 10 Ibs: 2. 3 00 Mess: § Ibs. -2....-— 2 85 No. 1, 100 ibs: <2 25 00 No. 1 50 Ibs. 22222" 13 00 No: 1, 10 Ibs) 222225 85 Lake Herring % bbi., 100 Ibs. __---- 7 50 SHOE BLACKING Handy Box, large 3 dz. 3 56 Handy Box, small _-_ 1 25 Bixby’s Royal Polish 1 Miller’s Crown Polish 35 90 SEEDS AIRS ec 30 Canary, Smroa. 0s Cardomon, Malabar 1 Zt Galery oe 32 Hemp, Russian ..._. 07% Mixead Bird 22... 2. 13% Mustard, yellow --_. 12 RODDY (2s ee 30 RUAN) oo 10 SNUFF Swedish Rapee 10c 8 for 64 Swedish Rapee, 1 Ib gis 85 Norkoping, 10c 8 for __ 64 Norkeping, 1 lb, glass ~_ 85 Copenhagen, 10c, 8 for 64 Copenhagen, 1 lb. glass 85 SOAP Proctor & Gamble. 5 box lots, assorted Ivory, 100 6 (oz. ..__ 7 00 Ivory Soap Flks., 100s 8 50 Ivory Soap Flks., 50s 4 35 Lenox, 140 cakes ___. 5 50 P. & G. White Naptha 5 75 Star, 100 No. 11 cakes 5 75 Star Nap. Pwadr., 100s 3 90 Star Nap. Pwadr., 24s _ 5 75 Lautz Bros. Acme, Big Master, 100 blocks 5 85 Climax, 120s 4 Climax, 120s 5 Queen White, 80 cakes 6 00 Oak Leaf, 100 cakes 6 75 Queen Anne, 100 cakes 6 75 Lautz Naphtha, 100s 8 00 Tradesman Company Black Hawk, one box 4 50 Black Hawk, fixe bxs 4 25 Black Hawk, ten bxs 4 00 Box contains:72 cakes. It is a most remarkable dirt and grease remover, with- out injury to the skin. Scouring Powders Sapolio, gross lots __ 12 50 Sapolio, half gro. lots 6 30 Sapolio, single boxes 3 15 Sapolio, hand ~_------ 3 15 Queen Anne, 60 cans 3 60 Snow Maid,.60 cans _. 3 60 Washing Powders Snow Boy, 100 5c ___. 4 10 Snow Boy, 60 14 oz. 4 20 Snow Boy, 24 pkgs. 6 00 Snow Boy, 20 pkgs. 7 00 Soap Powders Johnson’s Fine, 48 2 6 Johnson’s XXX 100 __ 5 75 Lautz Naphtha, 60s __ 3 Nine O’Clock 4 Oak Leaf, 100 pkgs. 6 50 Old Dutch Cleanser 4 75 Queen Anne, 60 pkgs. 3 60 Rub-No-More 5 5 CLEANSERS. ITCHEN LENZER 80 can cases, $4.80 per case SODA Bi Carb, Kegs —-.___ 4 SPICES Whole Spices Allspice, Jamaica ___. @13 Cloves, Zanzibar .___ @32 Cassia, Canton ------ poor Cassia, 5c pkg., doz. ac Ginger, African -~--- @15 Ginger, Cochin ~_---- @20 Mace, Penang ------ @70 Mixed, No. 1-2. - @17 Mixed: No.2 @16 Mixed, 5c pkgs., doz. @45 Nutmegs, 70-8 = @5i) Nutmegs. 105-119 _~ @A4d5 Pepper, Black @1a Pepper, White —_---- @40 Pepper, Cayenne ___--- @22 Paprika, Hungarian Pure Ground in Bulk Allspice, Jamaica --_ @17 Cloves, Zanzibar -_-. @40 Cassia, Canton ------ @ee 2 Ginger, African ------ @24 Neustard 222... @32 Mace, Penang ------ oc Nutmegs!) 2202.0 @32 Pepper, Black ------- @20 Pepper, White ------ @32 Pepper, Cayenne ---- @32 Paprika, Hungarian. G30 Seasoning Chili Powder, 15c ~._. 1 35 cory Salt, $ om... 3 %& Sage: 2 On, oe 90 Onion Sele 22 1 35 Gave ee 1 35 Ponelty, 3% a2, 2028 2 25 Kitchen Bouquet ---. 3 25 Laurel Leaves —-_..__ 20 Marjoram, 1 oz: ..____ $0 Savory, 1 oz. 90 Thyme, 1 oz. 90 Tumeric, 2% of. .... 90 STARCH Corn Kingsford, 40 Ibs. __.. 114% Muzzy, 48 1 lb. pkgs. 9% Powdered, bags —.._.- 3h Argo, 48 1 lb. pkgs. -. 3 75 Kingsford Ib Silver Gloss, 40 1 11% Gloss Argo, 48 1 lb. pkgs... 3 75 Arezo, 12 3 Ib. pkes. _. 2 74 Arzo, 8 5 Ib. pkgs. _.. 3 10 Silver Gloss, 16 3 lbs. 11% Silver Gloss, 12 6 lbs. 11% Muzzy 48 1 Ib. packages __ 9% 16 3 lb. packages ~._. 9% 12 6 Ib. packages _... 9% 5G ID. boeweg 22000. 71% SYRUPS Corn PREECHS 70 Efalt Barrele ....0 76 Blue Karo, No. 1%, 1s LL 2 05 Blue Karo, No. 2%, 2 C670 3 00 Blue Karo, No. », 1 dz. 2 90 Blue Karo, No. 10, He GOA oe 2 70 ted Karo, No. 1%, 2 doz, =. Red Karo, ‘No. 000 ee ted Kero, No. 5 Red Karo, No. O74, 22050 Cae Pure Cane Rate fe Coe Choice TABLE SAUCES Lea & Perrin, large -- 5 75 Lea & Perrin, small -. 3 35 Penner. CEC Roval Mint 2220.00. 2 50 TODASCO, 22220230 U 3 75 Bneland’s Pride ____ 1 40 A-t. laree 5 00 A-¥, small 2.2.) 2 90 Capers. 22 1 80 TEA Japan Medium —....-....— 38@42 Choice, oo 45@54 Baney 22 60@76 Backed-Fired Med’m ae t-Fired Choice Basket-Fired Fancy : INo. | Nibbs _.-.--. @65 Siftines, bulk 7 @21 Siftings, 1 lb. pkgs... @23 Gunpowder Moyune, Medium __ 35@40 Moyune, Choice ___. 40@45 Young Hyson @heice 222 35@40 Maney ess ee 50@60 Oolong Formosa, Medium __ 40@45 Formosa, Choice __ 45@50 Formosa, Fancy _ 55@75 English Breakfast Congou, Medium —. 40@45 Congou, Choice ~--- 45@50 Congou, Fancy ---- 50@60 Congou, Ex. Fancy 60@80 Ceylon Pekoe, Medium ___. 40@45 Pr. Pekoe, Choice_. 45@48 Flowery O. P. Fancy 55@60 TWINE Cotton, 3 ply come —___ 25 @otton, 3 ply balls —___ 26 Wdel © ply 22 VINEGAR Cider, Benton Harbor 25 White Wine, 40 grain 19% White Wine, 80 grain 24 White Wine, 100 grain 27 Oakland Vinegar & Pickle Co.’s Brands. Oakland Apple Cider -_ 26 Blue Ribbon Corn —-_-_ 22 wakland White Pickling 2u Packages no charge. WICKING No. 0, per gross: ..._ 70 No. 1, per @rass .... 85 No. 2, per gress .___.1 25 No. 3, per gross ...- 1 90 WOODENWARE Baskets Bushels, narrow band, wire handles Bushels, narrow band, wood handles -.... Market, drop handle 90 Market, single handle 1 00 Market, Splint, Splint, Splint, large medium small Butter Plates