$s N Ss FERRERS er CHIC wa a Qe SS 5 : ib a 7 a x 2 WED (es ra 7x le te = TIS. ao ei ae aaa oI SS — = " ies Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 28, 1921 Number 1984 | | NEW ERA ASSOCIATION of Grand Rapids, Michigan 4,498 Grand Rapids Citizens —for that’s the sabes of New Era Nececinicas life policyholders in this city—LAUGH ONCE MORE! Fooled our critics again! The September report shows Largest Net Resources in our History of Twenty-four Years!. Read the facts. Then you men who want to help yourselves, your dependents, your city, your state and nation, write or wire for a $5,- 000 Twenty-Pay Investment and Life Contract. It costs a little less; the gain is yours. Our irrevocable purpose is that you shall —and so, we LAUGH! be the gainer. e e e Two Ideal Life Insurance Contracts: Some Quick-Fire Facts: (a) A 20-Pay Investment and Life Contract Certificate-—Rate is no (a) Near Forty Thousand policyholders with over $43,000,000.00 higher than the whole life rate—stop paying at end of twenty (Forty-three Million Dollars) insurance in force. years. In event of death previous to maturity of twenty years your savings at 4% interest added to the face of your certificate. (b) $3,500,000 (Three MILLION Five Hundred Thousand Dollars) Though your rate is no higher than ordinary whole life rate, paid to beneficiaries. at end of twenty years practically 50% of face value of your policy becomes paid-up insurance. (c) $423,491.00 or nearly a HALF MILLION DOLLARS paid to } -Grand Rapids beneficiaries alone. t You pay no more even if you live to be 100 years old or } - more.. THIS IS THE BEST WHOLE LIFE CONTRACT ON (d) Over $4,800,000 NEAR FIVE MILLION dollars) protection THE MARKET. carried by Grand Rapids citizens—in New Era Association. (b) New Era’s Group Current Cost Policy with Co-Operative (e) $10,000 in Grand Rapids “Sunshine Bonds” held by New Era. features is the one best GUARANTY of buying life insurance Have you heard of any so- -called “adequate rate” folks with big és at near fifty cents on the dollar. “reserves” investing in Grand Rapids “Sunshine?” Two New Era Slogans: “Keep Michigan Money at Home.” ‘Real. Mutual Co-Operative Life Insurance Contract Guaranteed by the ‘Little Ballot.’ ” Ne w Era Association HOME OFFICE Grand Rapids Savings Bank Bldg. : Citizens 65437. 7 Bell M. 446 CORNELIUS L. HARVEY, : CHARLES. D. SHARROW, Gen’l. Secretary. ~ President. - Are You Out For Customers? Have you told your customers about the rich health-building properties in yeast? If not, begin now. Yeast-for-Health opens up an immense new field of profit in yeast selling. FLEISCHMANN’S YEAST is a sales-maker. Every cake you sell leads directly to other sales. For the satisfied customer likes to do all grocery shop- ping over the same counter. Ask the Fleischmann salesman for our store cards, leaflets, etc. THE FLEISCHMANN COMPANY Fleischmann’s Yeast Fleischmann’s Service Sets ; Li Carrying +4] BASKETS Built of Ash, and bound together with heavy galvan- ized wires and metal corners. Light and strong. Guaranteed to stand the hardest usage. Wires inside and outside of basket tied together with Brock Patent Rings. vj gamete "1 Archie J. Verville Co. oe 608 Quincy St. 4 Bushel size ------------ 3.40 Hancock, Michigan Agents wanted. ' 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’”’ Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup semice/ ee Our conception of service is not only what we do in the manufacture of Calumet Baking Powder but also includes what you and your customers get out of it. : Protected Service means that the customer satisfaction and the profit that Calumet brings is yours ~ all yours ~ you don’t split it with some mail-order house or peddler. ‘ Make your store service valuable to your trade by feat- uring loyal advertised products - insuring . quick turnover - real profit. : | Calumet Baking Powder Co. Chicago aon ti 3 f 3 ia ‘growing worse. Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 28, 1921 Number 1984 MICHIGAN TRADESMAN (Unlike any other paper.) Frank, Free and Fearless for the Good That We Can Do. Each Issue Complete in Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly By TRADESMAN COMPANY Grand Rapids. bh. A. STOWH, Editor. Subscription Price. Three dollars per year, if paid strictly lin advance. Four dollars per year, if not paid in ‘advance. Canadian subscriptions, $4.04 per year, ‘payable invariably in advance. Sample copies 10 cents each. Extra copies of current issues, 10 cents; issues a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old 50 cents. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. REVIVAL NEAR AT HAND. It is indicative of the growing opti- mism of the times that in almost every discussion of business conditions to- day the terms most frequently heard are “revival” and “recovery.” It is en- couraging to see these terms supplant- ing such phrases as “taking losses” and “consumers’ strike,’ of which the business world grew heartily weary a good while ago. The word “revival” seems to be used in ordinary conversa- tion in several different senses. One commentator on business conditions, for example, speaks of the revival as an accomplished fact, while another refers to it as having already begun, and still another as being in sight. Those who look upon it as already accomplished evidently think of re- vival as synonymous with general im- provement. In that sense trade has revived; it is getting better instead of Most business statis- ticians, however, use the term revival in a more technical sense, to refer to a distinct phase of the business cycle, ‘the phase which comes after liquida- tion and readjustment and precedes the long swing of prosperity. A re- vival in that sense may require several years for its completion. It is used in this sense when one speaks of the revival as being in sight. This means that readjustment is nearly over, and that a distinctly new phase of the business cycle is soon to be noted, in which bank loans will expand, profits will increase and industrial establish- ments will enlarge their buildings and equipment. Past experience goes to show that each successive phase of the business cycle—prosperity, liquidation, read- justment, and revival—is generally ushered in through unforeseen circum- stances. In earlier times, when liqui- dation usually began with a sharp financial panic, this phase of the cycle usually came suddenly, being precipi- tated by some spectacular failure, like that of the “Three W’s” in 1837, of Jay Cooke & Co. in 1873, and of the Carnegie Trust Company in 1907. It seems that we have progressed far enough now to enter the liquidation stage without the accompaniment of a panic, but the circumstances attending each change in the cycle are still un- forseen. One of the leading statisti- cal organizations in the country, for example, predicted last October that liquidation in the commodity markets would have run its course by April, 1921. Five months later liquidation was still running its course, although at a diminishing rate, and this organ- ization felt constrained to announce that there was nothing in the data it had at hand to show when the processes of readjustment would be completed. The foregoing facts seem, therefore, to furnish ground for the belief that the coming business revival may be ushered in under circumstances which no one now contemplates. We do not grasp the significance of many little events until they are matters of the past and can be viewed in proper per- spective. For instance, no one would have dreamed six weeks ago that the ravages of an insect in the cotton fields of the South would have created a buoyancy in the commodity mar- kets of the country such as had not been oted for more than a year. In like manner, the “overalls movement” of about a year and a half ago, al- though apparently a fad for the ap- proaching silly season, was at bottom a symptom of an underlying economic maladjustment resulting from the in- creasing spread between price levels and purchasing power, and it proved to be one of the forerunners of the world-wide consumers’ strike. There may be little developments of the same sort whose significance is not yet fully grasped, but which are really forerunners of the revival of busi- ness. We may indeed be much nearer this new phase of the business cycle than many of us believe. HIGH PRICES CHECK BUYING. Every report concerning the condi- tion of the cotton crop which came from the growing districts last week was of a gloomy character. The pre- dictions all were that the next Gov- ernmental estimate would show an even worse state of affairs than did the last one, which itself was the most pessimistic in many years. Or- dinarily, this would have been follow- ed by a marked and continuous rise in cotton quotations, possibly ful- filling the hopes of the optimists. But, somehow or other, this was not the result. One reason for what has been happening is that a too great rise in cotton values tends to check the use of it. This has already been shown as the result of certain rises in cot- ton goods. It was the same way with flax and linen fabrics, Prices of these went soaring because of the scarcity due to the absence of the usual sup- plies from Russia of the raw material and of the profiteering: of the linen makers. As a result, very little linen has been bought for quite a while, and the supplies are more than am- tle to meet the demands. The linen makers, meanwhile, have been having a strenuous time to make both ends meet. The goods market has been notable, mostly, because of the small, al- though sometimes frequent, pur- chases. Jobbers, to whom an en- quiry had been sent asking their pol- icy in view of the rises in price of cotton goods, stated that they pur- posed proceeding cautiously, as they did not think the increases were war- ranted or would hold. Some of the advances are regarded as in the na- ture of trial balloons. Everything depends on whether the ultimate con- sumer will stand for higher prices. Mear while the buying of fabrics and knit wear is mostly for filling-in pur- poses or to take care of orders ac- tually placed. WCOLEN GOODS WOBBLY. Enough encouragement has been had to warrant the continuance of the wool auctions abroad on quite a lib- eral scale. All of the recent sales in England and Australia have shown active bidding, most marked for the finer varieties of wool, although by no means confined to them. Prices have advanced for both merinos and crossbeds. No change has yet been made in the manner of disposing of the accumulations held by the British- Australian Wool Realization Associa- tion, but there is a growing feeling that larger quantities should be mar- keted. At the present rate of doling out the supplies, it will take five years or longer to disj ose of the sur- plus stocks, and many of those inter- ested are impatient. In this country the War Department will conduct an auction sale at Boston on Oct. 6, when about 5,500,000 pounds will be offered. The Census Bureau’s report, issued during the last week, showed a lessened activity at the mills on Sept. 1, as compared with Aug. 1. The drop was most marked in the number of worsted spindles, as com- pared with woolen ones. The fabric market presents few new features. Fall supplies are nearing the end, and spring requirements, which are quite extensive, will soon be on the looms. No date has yet been set for the open- ings of spring dress goods, although they are not likely to be delayed much more than a fortnight. The best indications are that the prices to be fixed will show declines rather than advances, PLAGUES FOR SLOW TRADER. There are seven plagues for the dealer who adheres in these times to a policy of slow merchandising. These plagues are the losses which may be obviated by means of a rapid turn- over of goods. They are the losses on invested money, of interest on bor- rowed money, of salaries and wages, of return from shelf and storage room, of efficiency, of prestige and reputa- tion, and from the inevitable mark- downs. The slow turnover means a loss of return from the dealer’s own invested funds. Doubling the turn- over would mean doubling the stock without increasing the investme:it. As most merchants are borrowers the interest charges are greater the longer the goods are held. So long as the and storerooms hold idle goods they are unproductive capital. Mark-downs must come eventually if the goods prove unsalable at the orig- inal mark-up, and so on. The way in which these losses will accrue to the slow trader is set forth in detail in a booklet which has just been pre- pared by the domestic distribution de- partment of the Chamber of Com- merce of the United States. Copies are available on application to the headquarters of the Chamber at Wash- ington. shelves recta lee [If conditions were anything like they used to be, the beginning of fall this year would have afforded the op- , ortunity of sizing up business pros- As it is, mer- doubt and pursue a waiting policy. The cooler weather has had the effect of forcing many of them to come to market for seasonable goods, but the buying is still in driblets as compared with former One thing that has discour- aged any tendency there might have pects and tendencies. chants continue to be in seasons. been toward more liberal purchases is the part of too many sellers to raise prices the mo- ment any considerable demand seems to show itself. This is particularly marked in the case of certain textiles. Such a policy does not take into ac- count the mood and disposition of the general public toward any ad- vances. Neither does it consider the position of the retailer who is in clos- est touch with the consumer. Yet the whole structure of mercantile business is dependent on the buying power and willingness of the people at large, who seem dead set against exploitation or what they consider as such. With lessened resources to ap- ply to expenses, which show no signs of decreasing materially, the really surprising thing is that sales have kept up as well as they have. It is taken as an indication that a lot cf goods are really imperatively needed, and that buyers can refrain no longer from meeting their undoubted wants. the disposition on oases SELLING MERCHANDISE. Circumstances Under Which the Process Should Start. When all is said and done, the gospel of life is the gospel of work. You have never found a lazy man a genius, because if he were an idler he would not be a genius. That is the reason why I work as hard to-day as I did when I worked in a general store from 6 a. m. to 9 p. m. six days a week and cleaned horses and washed wagons after church on Sundays, thirty-five years ago for $1.50 a week. I realized and appreciated what my boss was doing for me—teaching me to work and think and that this would be the means in future years of keep- ing the “wolf from the door.” That was the definite reason why I put the very best of me into it. I never assume that because I now hap- pen to be the President of my com- pany that it will automatically pros- per because of its big reputation. My whole attitude is that it must “get over” and that only can be done through hard work and apply- ing the Golden Rule. I have known business men who became careless after a first success, because they felt that their reputation could carry the overhead burden of unsatisfactory service, but that bur- den is always excessive and in the end they go into discard unless they get back to the faith, enthusiasm and de- termination that marked their earlier efforts, before it is too late. The moment a man slacks up in his sincerity or thinks that he can afford to be slipshod, he sounds his own doom. 3ecause the various companies of which I am President, employing in the neighborhood of about 800 people, demand that work start at 8 a. m., I feel that it is my duty to be at my desk at that time or earlier to see that we all start our day’s work promptly and in a progressive way. In the years to come, we will all feel grateful for the experience we have had the last year, regardless of how detrimental it has been, because conditions are such now that we must work and think and the man who does both is bound to prosper. But if he works and doesn’t think, he will not reach the goal or, if he thinks and does not work, he will not accomplish much. Theory won't go to-day. The pub- lic wants facts quoted in reliable, easy- to-understand English. That is why advertisements should be written in modern language. That is why they should be written by a man who knows the goods and not by a mere academic word coiner. toward it A good plan to follow when buying merchandise is to make sure of having truthful advertisements and to advise your clerks to make a list of the chief points of quality and style at the time «f purchase from the jobber or manu- jacturer. This list should be passed on to the advertisement writer. Then your advertisement writer can write intelligent and descriptive advertise- ments—as describing your merchan- dise correctly is very important. How can you expect your clerks to sell goods if they do not thoroughly eae AEA MICHIGAN TRADESMAN understand their stock? It is your chief duty as owner of your store to educate your clerks regarding the quality and style of nearly every ar- ticle in your store. In fact, first sell yourself your mer- chandise. Then sell your clerks 100 per cent. The first thing I do each morning upon arising is to impress myself anew with a greater sincerity and faith in my business, as well as to determine daily for its greater and steadier im- provement. Primed to the core with this realization that I have the biggest and best business in the world, I can- not help but pass my enthusiasm, my loyalty, my faith; in fact, my deep affection for my work, on to my fel- low co-workers, associates and em- ployes. This, in terms of the vernacular, is what a salesman means by “selling himself” first, then his customer, and ‘t is this, my dear merchants, that I Sell yourself and do it the merits of your store and stock. Then you can and will surely sell your clerks, your cus- tomers and all with whom you come in contact. During the summer season May 1 and on through to early au- tumn, I live about twenty miles from my office, which, necessitates my arising promptly at 7:30 to prepare for our regular morning get-to-gether meetings of about twenty-five execu- tives. bid you do: strongly, as to from The remainder of the year, which, of course, takes in the blizzardy and inclement weather of midwinter, I live in the city, but make a practice of daily walking from my home to the office, a distance of a mile or more, many times having the experi- ence of ploughing the first path or tracks through a heavy snowfall. But no matter what the condition of the weather, no matter if I have been up the night before until midnight, at a bank director’s meeting—winter or summer, I never deviate from my Cus- tom of being the first and the prompt- est attendant at our early morning meetings. I regard these meetings as the bar- ometers of the day’s happenings, vir- tually the pendulum upon which swings the enthusiasm and loyalty and unbounded efforts of all my em- ployes in starting their day’s work right. It is this custom I would like to pass on to you. Try it out at your store—not once a week or bi-monthly; but give it an honest-to-goodness fair trial daily for thirty consecutive work- ing days. Assemble your clerks promptly at 8 a. m. in your office or the rear part of your store; having previously pre- pared yourself thoroughly the night before on the points you wish to im- press. Take, for instance, a sample garment or yardage from three or four of your slowest selling lines in the store. Look at them carefully yourself from all angles; their beauty, their style, their durability, excellent wearing qualities, splendid value em- bodied therein, etc., and when you have thoroughly sold yourself, start in with dynamic force to sell your : clerks. In this way you can eliminate from your stock rooms and also from the vocabulary of your salespeople, the very term of slow movers, as applied to anything specific in stock. Then. for instance, take your new stock as it comes in from the jobbers. Has it been your custom in the past to delegate the task of unpacking, sort- ing, pricing and assembling this on your shelves without a word of de- tailed information to your salespeople as to the relative merits of same? lf so, I beg of you, stop this custom at once. When you are expecting con- signments of new merchandise—be the articles great or small—assemble your sales force in advance of the good’s arrival and elaborate at length and in detail to them upon the re- liability of the makers of the goods, the class of stores handling the same brand: the great values therein, and advanced style, the beauty of texture, or any one of the 100 per cent. good, impressive salesmanship points which they, in turn, can, should and must pass on to their customers. 3ecause in 90 per cent. of the cases, customers in entering your stores have not in advance centered their minds on specific goods; but it is up to you and your clerks to convince them that it is the particular brands of goods you carry that they want and need and must have. Seventy-five per cent. of salesmanship is a thorough knowledge of the product you are try- ing to sell and the other 25 per cent. is not to follow the same plan in sell- ing President Harding that you would in selling ex-President Wilson, for they represent two opposite and di- verse types of men. In other words, don’t deal in generalities, but study the personality of your customer, his likes, his whims, his soft side; yes, even in fact his grouches—for if you listen closely to his opening requests he will usually give you a keynote to his pre- ferences, if he says he likes blue ties, don’t commence showing him green or purple, but pull out all the best of your blue tie stock. Sounds elementary doesn’t it? Yet I have seen, in my visits at stores throughout the country, salespeople doing just these elementary stunts and it is up to you to see that practices similar to this are never done by your salespeople in any department. Thomas Kendall Kelly. —_22 2s Reindeer Steak Now Invading Our National Menus. Reindeer meat from Alaska prom- ises soon to become a quite usual dish on our menus. Several thousand car- casses have been received at Pacific Coast ports in the last few months and a few have reached Eastern re- tail markets. So far, however, most of the shipments have been consumed in Seattle and San Francisco. As soon as New York realizes what ex- cellent roasts and steaks venison makes it is probable that the demand for this new meat from the Far North, already much sought after in the West, will spread to the Atlantic coast. Reindeer meat is juicy, tender, and very nearly free of the gamy flavor that one might expect to find. It is a good deal like yearling beef. In less than thirty years a few herds totalling 1,200 animals, taken to Alaska from Siberia by the United September 28, 1921 States Government, have so multiplied that to-day they number approximate- ly 200,000. The herds were established for the benefit of the Eskimos, because of the rapid disappearance of wild caribou and the greatly reduced number of seals and other sea animals along the coast, which seriously threatened the food supply of the natives. At this time the Eskimos own about 150,000 of the 200,000 deer, white men possess- ing the remaining 50,000. Many persons consider it not at all improbable that some day reindeer raising in Alaska may vie with cattle raising in this country. Of course, it would be a number of years before this could be brought about, but a beginning has been made, and it is easy to see that the possibilities are boundless. Reindeer live on the treeless Arctic plains, where in summer they feed mainly on the abundant vegetation which the short Arctic summer pro- duces, and in winter they eat the lichen, commonly called reindeer moss, which covers great areas in the North. These plains, or tundras, spread out over many millions of acres along the Bering Sea and Arctic coasts of Alaska. The introduction of reindeer into Alaska has demonstrated that these vast stretches of territory, which hitherto have been considered desert wastes, are really valuable grazing lands, which will be a source of a new supply of food to meet the world’s increasing demands. Congress gave the Biological Sur- vey of the Department of Agriculture an appropriation to assist in develop- ing the reindeer industry in Alaska. In order to carry out the purposes of this fund, Dr. E. W. Nelson, chief of the Biological Survey, accompanied by experts, went to Alaska about a year ago and established a reindeer ex- periment station at Unalakleet, on the coast of Bering Sea, for the purpose of studying the parasites and diseases of reindeer and working out remedies for their control, as well as to con- duct an investigation into the grazing conditions and requirements of the animals and to determine improved methods of handling them. Dr. Nelson says that since his re- turn to Washington he has received from the experts in Alaska reports showing that they have gained infor- mation sufficient to facilitate impor- tant changes for the betterment of the industry and for reducing the death rate of the animals in the herds. Not only is the reindeer prized highly for its flesh, but says Dr. Nel- son, the skins are valuable for glove- making. Tanned with the hair on, they are very light, and robes made from the soft, tanned skins with the hair on are for weight probably by far the “warmest covering known. These might become extremely use- ful as automobile robes for winter in colder parts of the country. The Canadian Government also is taking an active interest in this novel industry. Some months ago the Do- minion leased a large area in the ex- treme Northern section of Canada to Stefansson, the Arctic’ explorer, who is making plans to stock his holdings with reindeer. Edward Owen Dean, } We _ no Y | 4 September 28, 1921 MICHIGAN TRADESMAN Items From the Cloverland of Michi- gan. Sault Ste. Marie, Sept. 26—Barney Chudakoff has rented the former Winkelman store room, in Manistique, where he will open a cash-and-carry grocery with a complete new line of goods and expects to be ready for business about Oct. 1. The location is a good one and prospects are very bright for a successful business. Miss Pearl McKee, for the past three years book-keeper for Mac- Lachlan Bros., at Dafter, has resigned her position and is contemplating a prolonged vacation in Southern Mich- igan cities. The many friends of Murray Clark, manager of the Grand Hotel at Mack- inac Island, were shocked to learn of his death, which occurred last Mon- day. Mr. Clark was a hotel manager of long experience and was especially well known to the many visitors from the Soo during the tourist season. It was largely due to Mr. Clark’s efforts that the Grand was the success that it has been during his management and he will be greatly missed. The approaching dissolution of the Dunbar Construction Co., which was incorporated in 1912, has been an- nounced. c “About all most people saved here this summer was daylight.” The annual fair held in the Can- adian Soo last week was one of the finest exhibits ever held in that place. The attractions were numerous and the Merchant’s building far exceeded the expectations of the fair committee. “Rockefellow, Jr., is building schools in China. Money talks in all languages.” Escanaba sportsmen have started a campaign to change the game laws. They will endeavor to have the board of supervisors close the deer season for a term of two'years. It is planned to interest hunters in every county of the Upper Peninsula in a_ similar movement. It would seem that there are some men who are still hard-up, judging from the number of burglaries which have taken place here during the past few weeks. Apparently some of them intend to go into the clothing busi- ness as the Man’s store was relieved of a large amount of stock. The bar- ber shops are among some of the places which were visited. The police force are on their trail and numerous suspects are being held for further investigation. One business ‘that still operates on a paying basis is the surgeon’s. William G. Tapert. ——_—__>> 2 —__-— Shark Skin Found Good For Shoes. Recent tests of sharkskin uppers for shoes by the United States Bureau of Standards were made in a way both ingenious and practical. Pairs were made to order, with one upper of kid and the other upper of shark leather, and these worn by employes of the bureau. It was found that the shark leather wore better and longer than the kid. It has the special advantage of being waterproof. It is officially announced that shark hides yield leather of high quality, suitable for many purposes and at- tractive for traveling bags, brief cases, desk sets and the like. When the value of the livers for “cod-liver” oil and the availability of the flesh as a meal for feeding animals are taken into consideration, it seems obvious that there is an important future ahead of the shark fishery. —_>+2—__ As far as the coal situation is con- cerned, the question is whether coal will come down or the consumer come across. LONG-SHOTS The cigar case in a retail grocery store should be an earner. It should contribute a considerable amount of profit to the store during the year. In some grocery stores the cigar case does pay. In these stores it is filled with well-known, fast selling brands which pay a fair profit. In other stores the cigar case does not pay because it is filled largely with slow selling so-called ““Long-Shot’’ cigars—cigars which pay a big profit, give the customer poor quality and kecome dry and unfit for sale long be- fore the box is empty. Is your cigar case a source of profit or a source of annoyance? Do you handle good cigars or do you handle long-shots? Are you making few sales with a long profit or many sales with a fair profit? Put your Harvesters, LaAzoras, Websters, R-B and New Currency Cigars-in a prominent place in your case and watch your cigar business grow. Avoid long-shots. cc AIA A OE IAAT cA COREE AN COE LEAS ATION A a WORDEN (jROCER CoMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers. 4 5 E Pd ? é on sah saanetaclibs hig icneneidigincind lina iil MICHIGAN TRADESMAN September 28, 1921 : ites i aig =A Y Movement of Merchants. Marquette—Morris Bros. have en- gaged in the grocery business. Ironwood—Peterson & Lindbloom have engaged in the shoe business. Belleville—Grant W. Martin has opened a confectionery, ice cream and cigar store. Detroit—The Montclair Grocery Co. has engaged in business at 1806 Jefferson avenue. Detroit—The Gold Star Grocery & Meat Co. has engaged in business at 6600 Michigan avenue. Gaylord—The Gaylord Lumber & Fuel Co. has increased its capital stock from $5,000 to $12,500. Adrian—The Monroe Mutual Oil Co. has increased its capital stock from $15,000 to $20,000. Ishpeming—The Northern Orchards Co. has increased its capital stock from $25,000 to $35,000. Freesoil—Frank N. Eddy has sold his buildings and his fuel and cement stock to Brunke Bros., of Fountain. Detroit—The International Purchas- ing & Engineering Co. has increased its capital stock from $5,000 to $30,- 000. Flushing—The First State & Sav- ings Bank has extended its corporate existence for thirty years from Nov. 12, 1921. Grand Rapids—The Liberty Candy Co., 1229 Madison avenue, has de- creased its capital stock from $25,000 to $7,500. Jackson—Thieves entered the gro- cery store of Wahl & Son, 514 North East avenue and carried away con- siderable stock . Detroit—Thomas J. Jackson, Inc., shoe dealer at 41 East Adams avenue, has increased its capital stock from $25,000 to $50,000. Manistique—Barney Chudocoff will engage in the cash and carry grocery business at the corner of Cedar and Elk streets, Oct. 1. Ishpeming—E. V. Eman has pur- chased the Jaedecke block and will oc- cupy the main store in the block with his stock of shoes, Oct. 15. Peacock—Henry R. Bartlett has sold his store building and stock of general merchandise to S. T. Curtis, who has taken possession. Lansing—The Neller Hardware Co. has merged its business into a stock company under the same style with an authorized capital stock of $20,000. Grand Rapids-Saginaw—Paul Nis- sen & Co. has merged its wholesale and retail auto parts, accessories, snubbers, etc., into a stock company under the style of the Paul Nissen Corporation with an authorized cap- ital stock of $50,000, of which amount $21,000 has been subscribed, $500 paid in in cash and $20,000 in property. 4 - ae pear “I fy sy | | a fons Keke pt se HH ' . Lg” = Bacar thay Ul la. yy ——__— W 4 lees cA Bs ‘i esau 3 bt fyi ——— ; rallies ae El \\ WS ortH#e BUSINESS WO = — = = = TM a Ne STMT? | ( ae. ee. Se Ruin Arwe Hd fa 2 = ys Lansing—C. L. LaChance has leased one of the store spaces in the Kearns hotel building and will occupy it Oct. 1, with a stock of men’s furnishing goods. Marquette — Thieves entered the shoe store of John Lammi and car- ried away considerable stock and the contents of the cash register, a trifle over $50. Lansing—The Lansing Warehouse Co. has been incorporated with an au- thorized capital stock of $1,500, $600 of which has been subscribed and paid in in cash. Detroit—The Wayne Oil Corpora- tion has been incorporated with an authorized capital stock of $10,000, all of which has been subscribed and paid in in property. Olivet—C. E. Reese and L. A. Read have formed a co-partnership and leased the Parker building which they will occupy with a complete stock of meats, fish, etc., Oct. 1. Detroit—The Tedd Co. has been in- corporated to deal in automobiles, etc., with an authorized capital stock of $10,000, all of which has been sub- scribed and paid in in cash. Ypsilanti—Roy Dickerson is erect- ing a new store building at the corner of Ellis and Summit streets, which he will occupy with a modern cafeteria and fancy groceries about Oct. 15. Kalamazoo—The Farmers’ Produce Co. has been incorporated with an authorized capital stock of $36,000, of which amount $19,950 has been sub- scribed and $9,000 paid in in cash. Elkton—The Elkton Co-Operative Farm Produce Co. has been incor- porated with an authorized capital stock of $50,000, $34,780 of which has been subscribed and $6,000 paid in in cash. Albion—The Martin grocery store has been closed by reason of a mort- gage for $1,500 being unsatisfied. George Martin, the latest proprietor of the place, is said to be en route to Europe. Muskegon—Alex Myer, proprietor of the Square Clothing Co., has pur- chased the lease, store fixtures and stock of the Jackson Clothing House, Inc., and will continue the business as a branch store. Lansing—E. H. Parsons and G. A. Berner have formed a co-partnership and engaged in the garage and-auto- mobile supplies business at-809 Syca- more avenue, under the style of the West Side Garage. Kalamazoo — Thieves entered the clothing and men’s furnishings goods store of Theodore Eisenberg, 113 Portage street and carried away stock valued at about $100 and the contents of the cash register, about $15. Benton Harbor—The Warner Auto Equipment Co. has been organized with an authorized capital stock of $25,000 preferred and 5,000 shares no par value, of which amount $25,000 has been subscribed and $1,000 paid in in cash. Alden—It is reported that Charles H. Coy is closing out his stock of general merchandise and will retire from business, owing to continued ill health. The business has been con- ducted by the family for the past fifty-one years. Detroit—Potts Motor Sales Co. has merged its business into a stock com- pany under the same style with an authorized capital stock of $75,000, $65,000 of which has been subscribed and paid in, $10,000 in cash and $55,- 000 in property. Negaunee—The grocery stock and store fixtures of Curley Bros., who recently went into bankruptcy, will be sold at auction to the highest bidder, by Thomas M. Wells, receiver. The stock and fixtures have been inven- toried at $11,000. Reese—C. R. Lendle has removed the Sanitary Garment Steamer Co. to this place from Bridgewater and incorporated it with an authorized capital stock of $100,000, of which amount $50,000 has been subscribed and $25,000 paid in in property. Detroit—The Montseau Importing & Trading Corporation has been in- corporated to import and deal in coffees, teas, spices, foodstuffs, etc., with an authorized capital stock of $50,000, of which amount $5,000 has been subscribed and paid in, $500 in cash and $4,500 in property. Sault Ste. Marie—Fred Taylor has merged his hardware, agricultural im- plement, automobiles, accessories and parts business into a stock company under the style of the Sooford Auto Co., with an authorized capital stock of $25,000, all of which has been sub- scribed and $15,000 paid in in cash. Hillsdale—The Chamber of Com- merce has just closed a deal whereby J. W. Baumgarten, David L. Golden and J. Folk, of Chicago, will move their clothing manufacturing plant to Hillsdale. The new concern has been incorporated as the Hillsdale Knee Pants Co. and will employ about 150 hands. The Chamber of Commerce has purchased and turned over to the company on a contract sale the Ellis rink, which for years has been the scene of all big political meetings, concerts and lectures. Work on re- modeling the building has been com- menced and a carload of machinery is now on the way for installation. Manufacturing Matters. Detroit — The Brown-Hutchinson Iron Works, 1831 Clay avenue, has in- creased its capital stock from $150,- 000 to $300,000. Grand Rapids—The Taplin Furnace Co. has increased its capital stock from $30,000 to $530,000 and 50,000 shares no par value. Hillsdale—Allen Borton is building an addition to his bakery and install- ing modern machinery throughout. Kalamazoo—The Shakespeare Co., manufacturer and wholesale dealer in fishing tackle and sporting goods, has increased its capital stock from $425,- 000 to $1,000,000. Albion—The Albion Bottling Works operated by Mike Magotta, has been closed, owing to a mortgage of $3,- 000. The goods and fixtures will be sold at sheriff’s sale. 3uchanan—The La Mode Garment Co., of Chicago, has leased a store building which it will occupy in man- ufacturing its line of men’s clothing until a site can be selected and a plant erected. Atlas—The Atlas Clay Products Co., Inc., has been organized with an authorized capital stock of $14,000 common and $16,000 preferred, $24,000 of which has been subscribed and paid in in cash. Benton Harbor—Byron S. Hyatt has merged his cigar manufacturing business into a stock company under the style of the Hyota Cigar Co., with an authorized capital stock of $2,000, $1,000 of which has been subscribed and paid in in property. Grand Rapids—The Leafless Spring Co. has been incorporated to manu- facture and sell auto springs and deal in auto parts, accessories, etc., with an authorized capital stock of $300,000 preferred and 30,000 no par value, of which amount $20,240 has been sub- scribed and $12,799 paid in in cash. Grand Rapids—The Balba Corpora- tion of America has been incorporated to manufacture, import and deal in vending machines, bottles, corks, per- fumes and other articles used in vend- ing machines, with an authorized cap- ital stock of $25,000, $12,000 of which has been subscribed and paid in, $1,000 in cash and $11,000 in property. Detroit—-The Detroit. Starter Co. has merged its manufacturing busi- ness into a stock company under the style of the Detroit Starter Co., Inc., with an authorized capital stock of $24,000 preferred, 2,500 shares at $1 per share, of which amount $15,000 has been subscribed and paid in, $11,- 000 in cash and $4,000 in property. Detroit — The Wireless Vacuum Cleaner Co., with offices in the Book building, has been incorporated under the laws of Michigan to manufacture and sell wireless vacuum cleaners. Present production is being carried on in temporary quarters, but negotia- tions for a factory in Detroit are near- ing completion. The officers of the company are: President, WS. Richards; Vice-President, F. D. Sie- bert; Treasurer, F. W. Edward; Sec- retary, A. F. Stryker. The wireless vacuum cleaner is operated without electricity by movement of a shuttle, “which slips up and down the handle. et o-oo Fresh Country Hides In Good De- mand. ‘There is very much more enquiry for country hides and apparently more anxiety on the part of tanners to make purchases, but good, fresh country hides are very scarce and most lots offered contain some old, damaged hides. Several transactions are pend- ing, as firm offers were made on sev- eral cars, but up to the time of writ- ing no trades were completed. The calfskin market continues firm with very few skins offered excepting old, damaged skins that are not want- ed at any price. Horsehides are so low in price that the great majority of them are being allowed to go to waste. eoiatipanpeennansts 7 Sacscinenes eee MICHIGAN TRADESMAN CCT, Why df: ~N 1 ee Wow edd Gig OCERY PRODUCE MAR me, ood. Essential Features of the Grocery Staples. The canned foods market is livening up and buyers are gaining courage. They are finding that canners are not compelled to put their products upon the market for lack of credit to carry them. The policy of buying no canned foods for future delivery in order to depress the market had its effect for a while, but it has failed, for the caners, thrown upon their own resources, have established credit for themselves and are prepared to hold their output uniil it is needed at a fair price. The steel and other great industries are employing more people. The farmers’ stock loans and farm loans have been authorized, cheaper money is coming. Bankers are asking mer- chants if they can use some money, when some time ago they looked with surprise upon any one who would presume to ask for a loan. The Fed- eral Reserve rate of discount has been reduced, and we are coming back to the days of 5% and 6 per cent. inter- est’on bank rates. Values seem stable and secure, and to be leaning toward even higher levels, consumption of all foods is increasing, and the outlook for good business is greatly improved. The pack of peas for 1921 in the United States is announced to be 8,- 207,000 cases. The comparative figures are as follows: Cases of peas packed in the United States in 1918, 11,063,156; in 1919, 8,- 685,000; in 1920, 12,317,000; in 1921, 8,207,000. It will be seen that the output of canned peas for 1921 is 4,000,000 cases less than that of 1920 and about 2,000,- 000 cases less than the average pack of four years. The consumption of canned peas in the United States is about 10,000,000 cases per annum. There were no peas carried over by canners, and the country confronts a shortage of 2,000,000 cases. This is not an estimate but a statistical fact. It is reported that a Federal Judge recently held that the agreement be- tween U. S. Attorney General Palmer and several meat packers in which they were given two years to retire from handling canned foods and gro- ceries, should be modified and that he has proceeded to modify it so as to permit packers to sell and ship any- thing they wish to sell and ship. This decision has been anticipated, but will not, it is thought induce meat packers to re-enter the groceries line heavily. The special articles in canned foods are now experiencing some demand— tuna fish, crab meat, Norwegian sar- dines, fancy canned tomatoes, canned figs, shrimp—are all attracting some interest as retail grocers are disposed to. replenish in all lines of canned foods in order to complete their stocks for a revival of business. The general public is uninformed as to the extent to which canned fruits are used for manufacturing purposes. Preservers like to use refrigerated fruits, frozen while fresh and held in barrels in cold storage until used, but the fruits cannot be kept as safely in that way as in cans, and occasionally there is a great loss from spoilage of such refrigerated fruits. It is the proposition of the preserva- tion of the fruits by cold exposed to the atmosphere as opposed to the sealing of them hermetically in cans absolutely protected from air, and the latter method is, of course, safer, al- though more expensive. Big pie bak- ers also use great quantities of frozen fruits, kept in cold storage in the or- iginal crates and carriers as they come from the growers. In this there is al- so an occasional big loss from spoil- age, while the canned supplies are safe keepers. The most important consideration, however, is that hermetical sealing in cans and preserving by heat seems to preserve the flavor and the color of the fruit, while the freezing process, exposed to the air, seems to lose both color and flavor and necessitates the use of coloring and much sugar. The hermetical sealing with heat of fruits in five gallon cans is apparently reconciling the conditions described, combining a low cost with desirable color and flavor for manufacturing purposes. Although the evidence of a short yield of canned salmon is apparent and it is being rather firmly held on the Pacific coast, the buying is in small quantities. Wholesalers seem deter- mined not to carry any salmon over until spring, and are therefore buying only for immediate needs. Sugar—The market is unchanged from a week ago—6.40c for cane granulated and 6.20c for beet. The outlook is weak and lower prices are by no means unexpected. Tea—There is a demand for tea, but it at no time reaches the proportion of briskness. Every day there is something doing from dealers who need to replenish stocks. Tea should be good property at present prices, but nobdy seems to be inclined to antici- pate his wants very much. News from primary markets is still of scar- city and rising prices. The market is firmer over there than it is here, al- though the market here is entirely dependent on market conditions there, plus, of course, our business condi- tions in this country. Coffee—The market for all grades of Rio and Santos is about the same as last week. News from the primary markets continues to be fairly strengthening. While the demand here is not heavy by any means, the general situation is fairly well pro- tected. Milds remain unchanged from last week. Canned Fruits—The general situa- tion continues steady to firm, with extra sliced No. 2% pineapple particu- larly strong on account of prospec- tive scarcity. Beans and Peas—The market for all varieties of beans has been dull during the week, with no change in price, but generally easy markets. This applies to pea beans, marrows and California limas. Green and Scotch peas show no change; demand is very light, but prices fairly well maintained. Syrup and Molasses—The demand for molasses is showing some im- provement. Better grades are wanted and from now on should show a still further improvement. Prices are un- changed. Sugar syrup is in small de- mand, both for home and export, with prices in buyers’ favor. Glucose and compound syrup are in very quiet de- mand, but with the market fairly steady. Canned Vegetables—The weather is fine for the finish in packing tomatoes and corn—bright, cool at night, and warm in the middle of the day. Can- ning of tomatoes in the Central West is now about finished and will be en- tirely wound up this week. The can- ning of corn is also about closed and probably will be entirely finished this week. Then it will take about two or three weeks to gather accurate statis- tics of the pack of each of these staples in canned foods, and the story will be told for 1921. There has been packed 8,250,000 cases of canned peas. It is predicted that the pack of canned tomatoes for 1921 will be about 6,- 000,000 cases and that the pack of canned corn for 1921 will be 8,000,- 000 cases. Canned Fish—Salmon has shown no further change during the past week. This applies ‘both to red and pink Alaska salmon. New pack goods are ‘beginning to arrive in the East, which has made spot demand very quiet. Europe is buying salmon now, espec- ially the lower grades, and this has a strengthening influence. American packers are reported, however, to have let considerable European busi- ness get away from them because they would not meet the price. A good many people are predicting an advance in both pink and chum salmon. Sar- dines remain unchanged and dull. Dried Fruits—Spot prunes have had a lively week, meaning particularly remnants of the 1920 crop and large sizes. These are wanted at full prices. Currants are weaker. The balance of the dried fruit list is steady to firm, but not very much of a demand this week. Evaporated apples are scarce and firm. The California Associated Raisin Association has issued the fol- lowing letter to the trade: The first two weeks of our selling campaign on the 1921 crop of raisins ended Sat- urday, Sept. 24. Our records show that buying on the part of the whole- salers for activity in this short space of time has broken all records of previous years. We have exercised the greatest care to protect the legiti- 5 mate trade and not only eliminate the speculators but also in many cases with orders from jobbers, where the quantity was in excess of normal re- quirements, the quantities were re- duced before same were confirmed. We have sold in this division 70 per cent. of our entire allotment of all varieties, and the number of varieties on which we are sold out we are with- drawing from the market, as indicated below. Our allotment on Little Sun Maids, the 5c package, has been over- sold for 1921, the sales amounting to over 370,000 cases, or more than 130 carloads. No further orders can be accepted on this item, but we are bringing all the pressure to bear with our home office to give us at least a few more cars from some of the other districts who possibly have not sold their allotment on this item. However to date we have been unsuccessful in securing any additional tonnage. On the following varieties of new crop the sale has ‘been withdrawn: Twenty- five-pound recleaned Thompsons, 45- 16s package Thompsons, 6-24 Little Sun-Maids, soda dipped Thompsons, extra fancy sulphur bleached, fancy sulphur bleached and choice sulphur The remaining quantity of our allotment is very small and we expect to close out the greater part the coming week, which consists prin- cipally of package seeded, bulk seeded, a few 1920 soda dipped Thompsons, sultanas, and also a few 1921 3-crown bleached. loose.” Sugar Syrups—No change in the situation is. apparent, demand being light and the tone of the market easy. Cheese—The consumption has in- creased to some extent during the past week. The quality of cheese arriving is very good for the season and we do not look for much change in the near future. Cranberries—Local jobbers hold Early Blacks at $13 per bbl. and $6.50 per % bbl. Provisions — Everything in the smoked meat line is steady, with a light consumptive demand, at prices ranging about the same as a week ago. Both pure lard and lard sub- stitutes are steady at unchanged prices with an extremely light demand. Dried beef, canned meats and_ bar- reled pork are steady at unchanged prices. Salt Fish—Mackerel is quite firm on account of the scarcity expected by reason of the short foreign catches. —_+-->—__ New Officers of Dry Goods Associa- tion. At the annual meeting of the Mich- igan Retail Dry Goods Association, the following officers were elected: President—J. W. Knapr, Lansing. First Vice-President—George T. Bullen, Albion. Second Vice-President—H. C. Wes- ener, Saginaw. Secretary-Treasurer—Fred Cutler, Tonia. Directors—C. E. Hagen, Mt. Pleas- ant; L. C. Cook, Jackson; C. W. Car- penter, Kalamazoo; H. E. Beadle, Sturgis. Place for March convention, also dates and places for district conven- tions, will be determined at the No- vember meeting of the board of di- rectors. OTLB aa 6 MICHIGAN TRADESMAN September 28, 1921 FROM BEHIND THE COUNTER. How Our Mercantile Friends Regard the Trdesman. Fremont, Sept. 21—I want to con- gratulate you on your long and suc- cessful reign as BOSS and IT of the most valuable journal of its kind in existence. I say this without hesitan- cy and witha thorough understanding that I am covering considerable ter- ritory. I not only believe it the most valuable, but I believe it is appreciated more than any other publication of its kind. The Michigan Tradesman stands alone in a class by itself. To be real truthful with you, at times I am some- what ashamed to look it “in the face,” knowing that at one time I was so ungracious as to take advantage of one of your special offers and pay a few years in advance. I am retting too much paper for the moncy and you are giving me more than you have received fair remuneration for. | well remember the time when you were fighting the typographical union to a standstill and how near they came to winning an unjust fight. L believe that fight was the beginning of the end of unionism. Although they have seemed to prosper since, their prosperity is a sham and of short life. Far be it from me to offer you—the veteran that you are—any suggestions regarding the Tradesman. You have proven your right to your generalship and it would almost seem a farce for me to even sugest—even though you are, as I know sincere in your desire even at this great hazard—to improve your service. Kind regards to you and your good wife and accept my as- surance of my continued good wishes. D. D. Alton. Saginaw, Sept. 20—I congratulate you on your thirty-eight years of pub- lishing a good trade journal, the best that can be had, so far s I know. It helps me in my business in every way. My suggestion is to keep on publish- in the true facts and you will have a great success with your Tradesman. I have been reading your paper now for four or five years and would not be without it. , E. G. Trommer. Bay City, Sept. 20—Such an event as celebrating a thirty-eight year an- niversary is certainly worth observing. It shows that you have done your work well or otherwise you would have gone by the wayside, as so many of the other trade papers have done. Your Tradesman is a welcome friend in its weekly visits and although I may not always agree with your views on all matters, I would miss it as a friend should it not put in any ap- pearance on the first mail Thursday morning. In regard to sugestions, would say, keep up the good work, so long well done; possibly add a win- dow trimming and advertising writing department; also add a section where- in information is contained about the various articles handled in a general store. Such a department would be of especial interest to clerks and would help to bring up the standard of employes. I wish you continued success and good health. We all hope that we may be able to help you ob- serve your fiftietth anniversary. William G. List. Kalamazoo, Sept. 20—-We wish to congratulate you on having rounded out thirty-eight years of service to the retailer and wholesaler, and be- lieve you have established a record in this respect, as we know of no other publication similar to yours which has had this length of con- tinuous service, and which has served the trade so well. We do not know how you could improve your publica- tion, for you have been fearless in your editorials, have exposed every scheme which would work to the detriment of the trade, and we feel your publication is in a class by it- self. We wish to assure you that you will have our continued support and in closing wish to express the hope that you will for many years continue with your work. With kindest re- gards from the members of our or- ganization. Wm. S. Cooke, Manager Worden Grocer (So: Sand Lake, Sept. 21—In regard to making the Tradesman more interest- ing and valuable, { have depended on the Tradesman about thirty-seven years and I don't know of any way to make it better. I don’t know how I could do without the Tradesman. George F. Cook. Saginaw, Sept. 21—We want to add our little quota to the many con- gratulations you have. no doubt, re- ceived in commemoration of your thirty-eighth milestone in the manage- ment of Michigan’s greatest trade journal. We wish you an overflowing measure of success for the future and trust that you may be able to guide the destinies of the pre-eminently valuable and fearless Tradesman for many years to come, If we had a customer who said he liked our policy or service and proved his or her con- sistency by trading with us unin- teruptedly for a long period of years, we would believe him to be sincere, even if he did not suggest to us im- provements that we ought to make in our business. Therefore, we can simply say: we assume a publisher knows the newspaper business if he succeeds in it, as we assume a mer- chant or manufacturer does if he suc- ceeds. If he makes a higher mark, even much higher than the average, we congratulate him upon his achieve- ment. Consequently, we congratu- late you very heartily, Mr. Stowe. Charles G. Christensen. Say City, Sept. 71 —1t is with pleas- ure that I extend to you my heartiest congratulations for having rounded out thirty-eight successful years as editor of the Michigan Tradesman, one of the best trade journals in the country. I do not happen to be one of your many admirers “from behind the counter,” but am one of the army of commercial travelers who are con- tinually boosting the Tradesman to the man behind the counter who is looking for helpful suggestions that will improve his business and condi- tion. There is no doubt but what every merchant or commercial travel- er can find something of value be- tween the covers of every issue of the Michigan Tradesman. With reference to making the Tradesman more interesting and valu- able, 1 might state that I intended to write you about this very thing some time ago and, as you have now asked for expressions along this line, I will take this opportunity of making a sug- gestion, which I believe, if acted upon, will prove mutually beneficial to the Tradesman, as well as to your sub- scribers in the Eastern part of the State. I believe that if you could arrange to have several correspondents located in the Eastern part of Michigan who would keep you in touch with the movements of merchants and other mercantile news from this part of the State it would make your paper more interesting to the merchants and more valuable to the traveling men who are located in the Eastern part of the State. Many of the wholesale houses and specialty salesmen who are subscribers to the Tradesman get valuable tips from your Movement of Merchants column and you could, no doubt, make this department more valuable to them by enlarging same, so as to include news items from all parts of the State and to cover building ac- tivities of prospective merchants, as well as the movements of established concerns, and by giving the street ranma agrees addresses of such concerns, especially of those located in the larger cities, so that the wholesale house or sales- man might get in touch with such con- cerns by mail. | have received many valuable tips through the columns of the Trades- man which have resulted in business which, I believe, has been as profit- able to my customers as to myself. F. J. Fenske. Saginaw, Sept. 19—We are surprised and at the same time pleased to think that the Michigan Tradesman. has been published by you for thirty-eight years. You surely have made it the best paper of its kind published in Michigan. We have taken the Trades- man for a good many years and know that our office would not seem com- plete without seeing a few copies of your paper laying around for people to read. I wish you continued suc- cess and assure you that you have our good wishes. 7. E. fFhom. Kalamazoo, Sept. 22—I wish I could comply with your request and tell you how you can make the Tradesman more interesting and valuable to your subscribers. As a reader of your paper for many years I am conscious of the fact that it fills a need, supplies what I want, and is satisfying to a superlative degree. A spinster can tell her married sister just how to train her children, and ] imagine almost any one can tell you just what you should do in running your paper. Perhaps almost any one is just as competent to do this as is the spinster in bringing up other peo- ple’s children, but 1 doubt if any more competent. I embrace this oppor- tunity to wish you continued success and congratulate you upon attaining ripened years in creditable journalism. Samuel Folz. ay City, Sept. 17—1 do not think you can improve the Tradesman very much, but I do miss the interesting ‘nformation you used to give from week to week on meats and I think there are others in the meat business who miss it also. L. F. Wirth. Kalamazoo, Sept. 22—I am pleased to suggest a way in which I think you can improve your paper, the Michi- gan Tradesman. I have known you personally for twenty-five years. Dur- ing all that time I have liked and ad- mired you, in spite of the fact that you have lambasted me once or twice on account of my connection with the hotel business. You have during the past years pounded pretty hard some of my friends in the hotel business throughout the State. In fact, you hammer so much | am frank to tell you no one takes seriously what you say in criticism of the hotel business. Your paper has great prestige in its field and I would suggest that at your time of life especially, you can afford to sweeten things up a little in your columns. Don’t pass out so much sour stuff, and in any event, no mat- ter whether you dish up honey or dill pickles, don’t pass judgment on re- ports you receive until you can get all the facts in the case verified. You have asked for such a letter and I can assure you it is written in the most friendly spirit. Ernest McLean. Kalamazoo, Sept. 20—Thirty-eight years, eh! Well, the kids did go into business “them days,’ as suggested by one of your correspondents in your last week’s issue. One column of en- cyclopedia work on when and how ordinary things come from or come about might be interesting But— : Why not continue the Tradesman along the same lines as heretofore? Nothing succeeds like success. Congratulations. J. D. Clement. Kalamazoo, Sept. 22—I am surprised to learn that the Tradesman has been published for thirty-eight years. As I go round occasionally from town to town, I hear many remarks about the Michigan Tradesman. Our mem- bers who come into our office look for it and you can be proud of your record, because thirty-eight years is a long time for any paper to live. Ray O. Brundage, Sec’y Chamber of Commerce. Grand Rapids, Sept. 23—I note the compliment which you received from the three drug merchants of Lowell in regard to the Michigan Tradesman. The city of Lowell is particularly favored in its drug merchants and, therefore, the compliment they pay you is the more significant. It is very seldom that you will find, in a small city, three men of such sterling worth and standing in the community as is possessed by the three drug mer- chants of Lowell. Over and above all this, | consider the compliment they pay you as just and deserving. Many men are good starters in life but poor finishers, and the same thing is true in business, whether it is mer- chandising, banking or editing a trade paper. It is not so much a question of what a man does, if it is an honor- able pursuit, as to how he does it, and ] join with the others of my good drug friends in taking my hat off to you for your successful work during a long period of years. I hope that after a little, when my mind and my efforts are a little more steady than they have been of late, | can contribute, once in a while, some- thing that not only yourself, but your subscribers, will spare time enough to read, and possibly consider worth while after having done so. Lee M. Hutchins. Kalamazoo, Sept. 23—I can gladly state that I have read the Tradesman for the past twenty years, having been employed by parties who were sub- scribers or being myself a subscriber for that length of time. I consider it a help to me personally in my work 50% Penalty ANY taxpayers used appreciated or inflated values in determining invested capital on returns filed for 1917 and subsequent years. A recent ruling of the Treasury Department gives taxpayers until November 24th only, to correct this erroneous method of computing in- vested capital. Unless amended returns are filed within the time specified, a penalty of 507% will be imposed in addi- tion to the increased tax due. It is obvious that no time should be lost in filing amended tax returns. SEIDMAN & SEIDMAN Accountants & Tax Consultants Grand Rapids Savings Bank Bldg. GRAND RAPIDS NewYork Washington Rockford Chicago Newark Jamestown val asermsesee rn oneness val asermsesee ena once September 28, 1921 MICHIGAN TRADESMAN 7 as a traveling salesman. I for one think every salesman should be very grateful toward you for the help you have given us in regard to the hotels, railroads, service, etc. Sometimes I think you bear down pretty hard, but I have not been hurt as yet. The only suggestion I can offer to help the Tradesman is to keep on in the future as you have in the past in your fear- less manner, H. S. Prey. Kalamazoo, Sept. 22—Allow me to congratulate you as a subscriber of the very best trade paper published. A career of thirty eight years in the harness, with all the ups and downs which come.to the honest and suc- cessful business man, is worthy of the highest mention. The Tradesman is a great inspiration and help to me. I read it, follow closely its editorials, the writings of other good men, the market changes and all that goes to make it the best paper in Michigan. I think the most of it because it always takes a stand for the right. It is not afraid to protect the honest and not afraid to expose the dishonest. Again, I want to congratulate you for the wonderful success you have made of the Tradesman. I thank you for your courteous treatment and prompt service, as a subscriber and eager reader of your trade paper. Bell. Holton, Sept. 22—For many years I have been a subscriber to the Trades- man and I look anxiously for it every week, as nearly every issue has some good advice to the general public and especially to the mercantile trade. I cannot see any chance for improve- ment in your paper and congratulate you on the success you have made. H. A. O’Connor. Kalamazoo, Sept. 23—I am_ sure glad of an opportunity to express my appreciation of the Tradesman as a merchant’s paper, because it contains so many seasonable suggestions and so much good advice. The only added feature I can think of is a page of seasonable menus. The question that a grocer has to answer most is, “Tell me what to have for dinner” and “What shall I pack in his lunch pail?” Most of the suggestive menus in the papers and magazines are to use peaches in strawberry time; al- ways suggesting things out of reach of the ordinary purse. Yours for better business. S. F. Fenner. Byron Center, Sept. 24—I have al- ways enjoyed reading your paper. As a business paper I do not think there are any improvements to be made. The only thing I have to say is, please keep up the remarkable things you print on the front cover, as they are always good. C. Veldman. Otsego, Sept. 23—We have taken the Tradesman for many years and read it with a great deal of interest. Can truthfully say I am anxiously waiting for it every Thursday morn- ing. I think it is very valuable in en- abling the merchant to keep in close touch with the articles that are ad- vancing and declining. It also helps us to shun the fakes and crooks and is very beneficial in many other ways. I don’t think you could improve the Tradesman any more. I wish you continued success. Mrs. H. R. Daniels. Saginaw, Sept. 27—I have been a reader of your journal for a number of years and I wish to say that I have always enjoyed reading it very much. The articles contained in it each week are interesting and instructive. I can- ot at this time think of a thing to suggest in the way of an improvement in publishing this valuable journal. You are to be congratulated on having successfully edited this publication for such a length of time and I trust that you will continue in this capacity for a number of years to come. Wm. C. Krohn. Casnovia, Sept. 23—Well do I re- member a warm autumn day about thirty-eight years ago that I directed the editor of the Tradesman out into the country to interview my father for a subscription to the trade paper which has since proved itself of such benefit to the retail trade that, once a subscriber is landed, he is always a reader of its valuable contents. It has come to my desk from the first number to date and I trust it may come for many more years with the same characteristics that it now possesses. J. L. Norris. Kalamazoo, Sept. 24—Permit me to congratulate you on the splendid record you have made as publisher of the Tradesman for so many years past. We all read your paper with great interest and would certainly feel lost without it. Here’s hoping that no wise doctor will consider you a subject ready to be chloroformed for many years to come. Frank H. Bowen. Grandville, Sept. 26—I hesitate to prescribe in a case where the patient is in such a sound condition as the magazine you publish, and which has passed its majority by nearly a score of years. As a magazine of business it seems to me it can scarcely be surpassed. As a welcome visitor to the home I might suggest some slight innovation, something to please the women in the household. All work and no play makes Jack a dull boy. All business and no recrea- tion sometimes palls on the strongest nerves. A little nonsense now and then is relished by the wisest men, hence I would suggest a page given to something outside of the routine of business life, a sketch, either humor- ous or a story of human interest such as will add a glow of happiness to the reader, and take him or her away from the humdrum everyday work of life. Business men and women are quite human like the rest of the world, and who is there who does not enjoy a good story? All in all, I consider the Tradesman one of the best magazines published in this country. J. M. Merrill. Saginaw, Sept. 24—You may be sure that we have always appreciated each issue of the Tradesman as _ received and we highly commend the manner in which you handle all issues in your paper. Koehler Bros. Ee Salmon One of the Best of Canned Foods. One of the great canned food staples is salmon, and it has been given a wrong place in the popular dieting lists because the impression seems to prevail that it is a salad food only, to be used in hot weather and served cold. This is all wrong, for canned salmon is a fine food served either hot or cold. The U. S. Department of Agriculture has given the following comparative food values: Canned salmon (22202200000 21.18 Sirloin steals, 2.55) 16.5 Sugar cured ham .2.2..-.._ 14.2 Macaroni) (002 0 13.4 Beg. 22 13.1 Spring chicken 220.0 235 12.0 White bread 2202252. 3k 9.0 There is very little difference be- tween fish and beef. Both are chiefly made up of protein and water, and fish contains slightly more protein than lean beefsteak and much more oil or fat, and is more easily digested than sirloin steak. All species of Pa- cific coast salmon are highly nutritious and differ from one another only in the color and relative firmness of the flesh, and the proportions of fat. Canned salmon should never be con- sidered a luxury. It is an every-day food, ready for use at any and all times, always prepared, easy to serve, hot or cold. It is not a substitute for any food, but is much in demand as an alternative nutritious food, for it is not always convenient to obtain fresh meat or fresh fish. There is positively no waste to canned salmon, and nothing has to be thrown away except the can. Canned salmon will keep in- definitely if unopened. The price of caned salmon is now so low that it is within the reach of all classes and it is a great business builder for those who specialize in the finer grades and qualities. No. 1 red Alaska salmon is quoted strong on the Pacific coast at $2.35. The new rate of freight places it in a position to be retailed at a reasonable price. John A. Lee. ——_++-+ Combination of Black and Silver in Millinery. That the French modiste is inclined to the combination of black and silver is shown, the latest bulletin of the Retail Millinery Association of Ameri- ca will say, by the collection of French models just imported by a well-known concern. Describing some of the more important characteristics of the collection, the bulletin will state: “Black for the foundation of the hat is hard to replace, and with this tendency toward bright metallic trim- mings there is a still stronger need of the black foundation. Silver for hats of very elaborate inclination takes its place among the ranks of the newest offerings. “Little is done with the hat of medium size, according to this new collection. The turban of diadem cuff is considered very smart when it is extremely close fitting. There is a great deal done with this type of hat, extreme in line very often, or rounded at the top by a soft treatment of the edge. There are hats of Continental persuasion—as designed by Mme. Suzy—the only medium-sized models that have come over in this shipment. There is a tailored ‘chic’ approximat- ing this type of hat that is simply bound with ribbon and_ cocarde trimmed, and that is most effective. “Large sailors, very slightly rolled, are simply treated, with their lines portrayed in very wide-sided effects with short backs. The mushroom type of hat does not consistently carry out its line, a slight tilt to one side of the brim being the newer ef- fect. “There is quite a marked tendency toward duvetyn in this collection, it vying even with the much-favored hat- ters’ plush. In a Germaine Page model is seen a lovely shade of plat- inum duvetyn used in a fitted effect over a sailor of almost imperceptible roll. It is trimmed with a_hand- wrought buckle formed of pearly sea shells—the very smallest shells be- ing thickly clustered in it—with a galloon of gilt braid outlining the edge.” need it. and cotton goods generally. in the House. Exclusively Wholesale Dependable Source of Supply at Right Prices In view of the recent rapid advances in cotton and cotton goods your merchandising problem has been further complicated; more than ever you need a dependable source of supply at right prices. We believe that we are in as good or better position to take care of you than anyone else for the following reasons: In addition to the many reasons why you should trade with us, on account of being close to you, saving on freight, etc., we were lucky enough to go to the market during the early part of August when cotton was selling at around 11 cents per pound and when cotton goods were priced accordingly. price of 20 cents per pound we had covered in most departments for a reasonable amount of Fall merchandise and many staple items for Spring, so that at the present time with a large variety and quantity of merchandise coming in we have as good or better stock than you will find anywhere else. One of the biggest problems you will have this Fall will be to get the kind of merchandise you want when you The other reason why you should trade with us is that we have not advanced our prices in accordance with the advance in cotton We do not believe that you can think of two better reasons for trading with us than we have given you above. Remember that we give you the same low prices on mail orders and just as prompt service as when you buy from our salesmen or | Grand Rapids Dry Goods Co. GRAND RAPIDS, MICH. — Before cotton reached the No Retail Connections TUDE 8 DECLINE OF GERMAN MARK. The striking event in the last fortnight has been the fall of the German mark. Since May Hl, reparations “set- most financial London effected, the value almost 50 when the tlement’” was German fallen in The present quotation is mark has per cent. about ninety-four-one-hundredths of a cent, as against a parity of 23.8 At present quotations, there- one- cents. fore, a mark is worth about twenty-fifth of its pre-war value. The mark is falling in value for a very plain and simple reason, name- ly, that the German financial system is in a process of rapid disintegration. The process has been under way ever since the armsitice; the reparations burden laid upon Germany has merely intensified the situation. The enormous expansion in note issues, and in deposits, carried the re- serve ratio (of gold to paper money) down from 40.7 to 6.3 per cent. dur- ing the period of the war. Since the armistice the gold supply of the Reichsbank has been cut in two, and the volume of outstanding notes and deposits has been considerably more than doubled. During the single year, 1919, the note issues of the Reichs- bank were increased over 60 per cent. and in the year 1920 almost 100 per cent. There is still another form of paper currency in Germany, known as dar- These notes are issued by loan banks. Al- though they are now permitted to be lehenkassenschiene. certain used as reserve money, they are not redeemable in gold. The volume at present in circulation is 8,707,000,000 marks. To measure the full extent of the inflation in Germany this figure must be added to the above totals. On the banking side, Germany is therefore rapidly approaching a situa- tion similar to that which Austria has been in for the past year and ap- proaching that of Russia, where com- plete dissolution is an ac- complished fact. Yo understand the chief reason for the rapid deteriora- tion of the German financial system budgetary situation of the German national gov- financial one must appreciate the ernment, which shows a deficit of 24,- 122,363,000 marks during 1920 and 71,200,000,000 marks so far this year. These budgetary figures do not in- clude all the items of government ex- tenditure. For example, they do not include a little matter of 131,000,000,- 000 marks, expended for “compensa- tion to German citizens arising out of peace treaty, i.e, for the ships of the mercantile marine, the liquidation of German property abroad, the delivery of war material, etc.” The budget estimates for 1921 do not, include reparations, which, according to present estimates, would add from 60 to 70 billion paper marks to the quirements of Germany. In consequence of the discrepancy between government rev- enues and expenditures in Germany it is necessary for the German gov- ernment to borrow continuously from the Reichsbank. It is this process by which ever increasing quantities moreover, annual budgetary re- enormous I MICHIGAN TRADESMAN of paper money are fut into the chan- nels of circulation. Germany has been bending every energy this summer to stimulating in- dustrial output in order that exports might be increased and the means thereby acquired for meeting the rep- arations payments. To this end sub- sidies have been granted right and left and the support of the govern- ment has been everywhere given to the export trade. No other method appears to offer any hope of expand- ing foreign trade sufficiently to meet the reparations requirements. But the policy itself is fatal, as recent finan- cial events are clearly indicating. The whole rej arations issue is, therefore, again in the forefront of financial dis- cussion both in the United States and abroad. It is an open question wheth- er the process of making payments, with its unsettling effects upon for- eign exchanges and upon the trade of the world, is not doing more harm than good. It is a settled question that Germany cannot continue to meet her obligations for so long asa single What then? year. HATE-MONGERING KU KLUX. Of the 650,000 members enrolled by the Ku Klux Klan, it is certain that a large number are citizens who have been duped and who will recoil from it now that its real character has been so thoroughly exposed by some of the leading newspapers of the country. The Emyeror Simmons, the Imperial Kleagle Clarke, and their fellow-agitators have been shrewd enough to clothe their appeal in a garb of devotion to law and order, to 100 per cent. Americanism, to lofty patriotism. There are simple-minded ‘“jiners” everywhere always ready to take the oath of a secret order. The gaudier the vestments, the more fan- tastically exalted the titles, the more sonorous the ritual, the quicker do these dupes take the bait. More prac- tical considerations enter. Rise in the order, they are told, and they get a neat rake-off from friends whom they enroll. Great numbers of Ku Kluxers who did not realize that they were joining a vicious organization will flee it now that the searchlight has caught it; especially since the publicity exposes it to ridicule as well as to condemnation. For those who joined with their eyes open, or who at least remain in it with their eyes open, and _partici- pate in its criminal acts, stern meas- ures by Federal and State authorities are required. There are doubtless scores of thousands of such members. The Ku Klux is but the latest of many organizations which at different times have arpealed to lovers of se- cret violence in various parts of the nation—the Regulators, the Knight of the Golden Circle, the Whitecaps, the Night Riders, the Ku Klux of Re- construction days. The instinct of the cowardly gangster who dares not commit his evil deeds alone, but must have the support of fellows, finds an outlet in such bodies. Organizers of the new Ku Klax have overridden sectional boundaries by giving to their body a compre- hensive basis of racial and religious prejudice. If anti-negro alone, it would have been confined to the South; if anti-Semitic, to large cities; it is both that, and anti-Catholic and anti-alien, while in every locality its heads can make it anti-whatever-else- they-please. In scores of localities the local branches of the Ku Klax have laid themselves open to prosecution for tarring and feathering men and wom- en, for maiming victims, for driving reputable citizens from their homes and for menacing all who cross their path. It is for state and local author- ities to take drastic action to punish the guilty local officers of the Ku Klux. Federal officers should under- take to establish whatever connection exists between the lawless acts of the various local branches and the teach- ings and orders of the central author- The enterprises by which the high Klux officers are making for- tunes out of their organization de- mand the attention of both Attorney General Daugherty and Postmaster General Hays. There are assuredly statutes under which the hate-mon- gering of the Ku Klax, its excitements to violence, can be dealth with. This monstrous growth, throwing its coils over every State, can be slain by the united force of public sentiment and ities. the law. RETAIL CLOTHING SURVEY. The business of retailing is subject to laws and principles which operate with as much effectiveness as the laws of chemistry, physics, or any other of the exact sciences, according to Prof. Secrist of Northwestern Uni- versity, who recently completed an exhaustive survey of the retail cloth- ing trade in co-operation with the Na- tional Association of Retail Clothiers. The results of this survey are being published in six volumes by the Bu- reau of Business Research of the Northwestern University School of Commerce, and they give the find- ings of the most thoroughgoing in- vestigation of retail problems ever undertaken. As a result of this work, probably more is now known about the buying and selling of clothing than about the distribution of any other product. In addressing the Na- tional Association of Retail Clothiers at their convention in Rochester this week Prof. Secrist stated that there were about a hundred fundamental principles established as a result of the survey, and that their observance would place the retail clothing busi- ness on a scientific basis and elimi- nate hit-or-miss methods. The prin- ciples thus established, he said, are not transient, but will be applicable to the business at all times, or at least so long as it is conducted ac- cording to present methods. The six volumes containing the re- sults of this survey contain an analy- sis of every factor in retail distribu- tion, such as the types and locations of stores, sales, and sales ratios, rents, turnover, purchase discounts, and ad- vertising methods and expenses. The work will havé especial value in en- abling retailers to obtain specific in- formation with regard to costs and methods of obtaining greater economy and improved practices and policies. September 28, 1921 se a aa Heads of various types of stores, op- erating under widely divergent condi- tions, have co-operated by furnishing confidential information. This has been carefully analyzed and presented in such manner that it may be easily understood by any retailer and used as a means of gauging his own costs and merchandising practices. pena BLAMING THE PAPERS. A merchant in a neighboring city has come to the defense of the news- papers, which in past months were sometimes criticised for giving pub- licity to the decline in prices and thus leading the public to refrain from buy- ing while expecting further reductions. The newspaper management is not to blame, says this merchant, as it is al- ways too glad to co-operate with its advertising patrons, but the reporters, being salaried folk, are frequently prejudiced and manage to slip things into print which are prejudicial to trade, and which fail to catch the editor’s eye at the moment. Thus the much abused reporter is made the goat for the consumer’s strike. He will probably modestly disavow any such far-reaching influence—if he has any modestly left. It is possible that as a wage-earning consumer his per- sonal viewpoint sometimes appeared in his stories last year when prices began to break, but this ought to have helped the merchant to gauge what was going on in the minds of the masses of his customers. The press of the country has given just as much publicity to the recent signs of strength in commodity prices as it did months ago to the break in these prices. It claims responsibility jor credit for neither occurrence, but has tried to give the facts to the readers as part of the day’s legitimate news. Announcement is made that the un- fortunate theater situation in Grand Rapids is soon to be improved by the elimination of the present lessee of Powers opera house, who has sent every year more cheap and nasty shows to the city than Grand Rapids can reasonably stomach. The present lease expires one year hence, when the dominant owner of Powers theater will undertake to secure a manager who will put Grand Rapids on the map for the best to be obtained in the amusement line, instead of the poor- est, cheapest and nastiest. If he can- not find a manager who measures up to his requirements, he will manage the theater himself. Grand Rapids has been given so many filthy shows that many honest people utterly re- fuse to patronize Powers theater at all. Many mothers refuse to permit their children to darken the doors of the house, except when local talent furnishes the amusement, because there is no assurance that the outside attractions brought here by the ques- tionable management will be clean and wholesome. een If you can take advice from others and if you have the good sense to seek the opinion of others you can make a success of your work. Eee Without being an all around effi- ciency expert, if you are able to do some one thing well, you will achieve success. pee 2 scccammosnanostonganet i = ASU RR RR Seid. alas eS aa $e scat & ey eecaierae i | a 5 @ z i September 28, 1921 MICHIGAN TRADESMAN sors acti NRA ae si & MEAT FROM ALASKA. Thirty thousand pounds of dressed reindeer meat from Alaska landed in San Francisco marks the beginning of a new industry in the Far North. Some thirty years ago our Govern- ment stocked the Alaskan plains with 1,200 reindeer to serve as food for the Eskimos, whose wild caribou and sea animals were fast disappearing. The reindeer have increased to 200,- 000, of which 150,000 are owned by the natives and the remainder by white The latter have estab- lished a slaughter house and refrig- erating plant near Nome and have be- gun shipping the meat to Seattle and San Reindeer meat is described as juicy and tender, near- ly free of the gamy flavor, and tastes a good deal like a yearling beef. men. Francisco. What were considered a few years ago as Alaska are now found to be good grazing lands. desert wastes in The plains or tundras spread out over many millions of acres, producing abundant vegetation in summer. In winter the animals feed on the lichen ‘or reindeer moss common in_ the Bering Sea and Arctic coastal reg- ions. It may well be that in a few years this new industry will have as- sumed important proportions, adding justification to the wisdom of Seward in acquiring for one-fifth the cost of ‘a modern battleship possession of a land of gold, of fisheries, of forests, of 20,000 square miles of coal-bearing rocks, and 30,000 square miles of arable land. RESTORING THE BALANCE. Negro workers of the South, their war jobs a thing of the past, have been returning home from all parts of the country, glad to get work at $i25 per day. Many thousands of our population, lured from country to city by high wages and easy jobs, add seriously to the conjestion and unemployment in our urban centers. Even in normal times, there is an excess of city population. But cir- cumstances will tend inevitably to re- duce this excess and restore the bal- ance between agriculture and indus- try in this country. Reconstruction in Europe depends upon adequate supplies of the prod- ucts of the soil in other parts of the world. The need, therefore, is not ours alone: but ours alone is great enough to call for every practical means that will facilitate the move- ment from the cities to the land. Two years ago C. A. Blodgett, a merchant of Spokane, Washington, made a change from credit to cash. His store had been doing a business of about $85,000 a year in high-grade goods. After a few months, however, customers who were really worth- while began to drop off, and in spite of the best efforts of the management, sales dropped to $35,000. The credit system was again adopted and sales improved immediately. The reasons given as affecting the change are as follows: 1. To compete with cut- rate stores, it was necessary to carry a cheaper line of goods, and in many cases the business did not repeat as well as in the quality goods. 2. Cus- tomers did not call up and give or- ders in the old way, because they did not wish te wait at home for deliv- eries. 3. Most customers would rath- er pay monthly and thus keep track of their expenditures. Many were offended if goods were brought back to the store when no one was at home to receive them. 4. The cash trade proved to be anybody’s trade; the customers going to the store that offered the best inducements, and therefore did not trade regularly. 5. Sales in the better class of goods fell off to a much greater extent than on cheaper lines, with a corresponding reduction of profits. The charge cus- tomer will buy what appeals to him MEN OF MARK L. H. Baker, Well-Known Mutual Fire Insurance Expert. Luther H. Baker was born in Lan- sing Sept. 8, 1872. His antecedents were American on both sides. He at- tended the public schools of Lansing, finishing his education at the Michi- gan Agricultural College, where he graduated in 1893 on the agricultural course. The next ten years were de- voted to the occupation of pedagogue, having served as principal of the high schools at Galesburg, Albion and Kal- amazoo. In 1903 he accepted an offer to join the staff of the Michigan Mill- ers Mutual Fire Insurance Co., at Lansing. The first three years he de- voted himself to the work of under- Luther H. Baker. without thinking of the price if he does not have to pay at once, TS Stores wishing to utilize every inch of window space still give the essential publicity to the firm name by having it inscribed in a rectangular piece of plate glass and placing it in a bronzed frame held at an angle of about 45 degrees. The sign catches the eye of the spectator, but being small and low does not obstruct from view any object in the window. ———————E————_ If you want to be in a position to name your own salary find what work you are fitted for, and work night and day to perfect yourself along that line. — - — ><> ——_—_— There never-was a man so fat that his wife didn’t tell him sometime that she could see through him, writing. He was then promoted to the position of Assistant Secretary, which position he still holds. When his brother was made Treasurer of the organization, a year ago, Mr. Baker was elected Assistant Treasurer. At the annual meeting of the directors of the Michigan Shoe Dealers Mutual Fire Insurance Co., held at Detroit week before last, he was unanimously elected Secretary and Manager of that organization. He has already entered upon his new duties with the Shoe Dealers, having spent most of last week at Fremont in company with an expert actountant, going over the books and records of the organ‘za- tion. Everything was found to be in excellent condition, due to the pains- taking care with which the late Mr. Bode handled the affairs of the com- pany. Mr. Baker will devote his en- tire time to the work of expanding the business which has been erected on such a secure foundation. The company had total premium receipts of $85,000 during 1920 and Mr. Baker believes that, with proper effort on the part of himself and his associates the volume of business can be doubled during the next three years. All of the directors and officers of the com- pany are working heartily with him to achieve this result. Mr. Baker is Secretary of the Mu- tual Fire Prevention Bureau, of Chi- cago, and Manager of the Michigan Mill and Elevator Rating Bureau, of Lansing. He is a director of the East Lansing Realty Co. and also of the East Lansing Building & Loan As- sociation. He served East Lansing four years as member of the Common Council and is now serving his fourth year as member of the Board of Edu- cation of East Lansing. He is a di- rector of the Kiwanis Club of Lansing and trustee of the State organization. Mr. Baker was married June 28, 1899, to Miss Una Jacobs, of Gales- burg. He is the father of two sons —one 17 and the other 14 years of age. The elder boy is a student at the Wisconsin University, at Madison, where he is pursuing the business ad- ministration course. The younger boy is a student in the East Lansing high school. The family reside in their own home at 205 Delton street, East Lansing. Mr. Baker is a member of the Peo- ples church, which is probably the only distinctly interdenominational church in the United States. Mr. Baker has several hobbies which have served to add to the enjoyment of his life. He plays golf occasional- ly, but does not care enough about the ly, but does not care enough for the game to become an expert. He de- lights in gardening and the study of bird life, on which he specialized while a student at the Agricultural College. He knows the name, charac- teristics and peculiarities of every feathered creature which favors Mich- igan with its presence and does much to make their visits to East Lansing pleasant. Mr. Baker attributes his success to frankness in dealing, hard work and a devoted adherence to the theory and practice of the Golden Rule and the Square Deal. He believes in the ap- plication of mutual ideas to everything he undertakes, long experience having fully persuaded him that both parties to any deal are the gainers from such a practice. Personally, Mr. Baker is a most companionable gentleman. He has no frills and always speaks directly to the point, without evasion or cir- cumlocution and he thinks quickly, speaks deliberately and acts promptly. He has every reason to regard his status in life with keen satisfaction and his future with composure and confidence. 2-2 If you cannot keep your store look- ing busy with patrons, you can at least keep the store force busy, and prevent that deadly effect upon cus- tomers that comes by seeing iy]? salespeople, 10 MICHIGAN TRADESMAN Michigan Retail Shoe Dealers’ Associa- tion. President—J. FE. 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. Annual Convention of Michigan Shoe Dealers’ Association. President Tom Jackson brought the annual convention of the Michigan Shoe Dealers’ Association to attention at the Statler Hotel, Detroit, Sept. 12. Invocation by E. C. Harmon, of Char- lotte, followed. Deputy Police Commissioner Walters, representing Mayor Couzens, welcomed retailers in behalf of Detroit. The message of the President, as delivered by Tom Jackson, dealt chief- ly with the work of the Association during the past year, and with the suc- cess in forming numerous community or group associations in various parts of the State, President Jackson said that another great achievement of the Association during the year was the establishment of closer relations be- tween employer and employe by the founding of associate memberships for clerks. Following the President’s message, various convention committees were appointed. The Treasurer’s report, as rendered by Secretary- Treasurer Owens, of Saginaw, showed the As- sociation in healthy condition, finan- cially, and revealed a good growth in membership during the year. The general manager of Carl i. Schmidt Co., of Detroit, Nicholas J. Schorn, gave an interesting analysis of conditions in the tanning industry, in which he has had a lifelong experi- ence. He reviewed briefly the progress of tanning to the present day with its highly efficient processes and machinery. He explained the process of tanning, from the time that the hide is taken from the animal’s back until it was ready for the market in the form of finished leather. Fol- lowing his formal address, he was asked numerous questions by retailers in attendance, relative to hides, to tanning, to prices of hides and their comparative bearing on the price of finished leather and shoes, and then made a very interesting statement re- garding business, declaring that the country at large was consuming at the present time only 15 per cent. less than it could produce; that if mer- -hants and manufacturers could be told the idea of buying 5 per cent. more than they planned in order to absorb the 15 per cent. surplus, every- thing would start up and business would really be normal. In his pres- ent state of mind, he said, the mer- chant could not be induced to do any- thing of the kind, so this theory seemed to be hopeless. In his opinion the European markets would likely be the first to open up, and he hoped that this country would see its op- portunity in ample time so as not to be “scooped” by foreign business men. Charles Jacobs, President of the Jacobs Systems Co., gave the retailers much valuable information about sys- tems and record keeping for retail shoe stores. He showed how it is possible to have an inexperienced clerk know the stock of any store within a very short time after enter- ing its employ, and also explained how it is possible, with perpetual inventory systems to have a daily check on the stock, to keep same as low as possible, thereby securing the greatest turnover possible. The style show was given for the first time on Sunday evening previous to the opening of the convention. This show was in the nature of a rehersal, but at the same time the public was given an opportunity to witness the performance. On Monday evening, at the Adams theater, everything was in “apple pie” order for the retailer hosts and the show was put on with a smoothness that smacked of profes- sionalism, although the style show promoters insisted that it was a shoe retailers’ association effort in its en- tirety, and that even the models were not professional manikins, but beauti- ful young ladies, specially schooled for the occasion. The second show was given on the same stage, at nine o’clock. Costumes worn cost many thousands of dollars, and were com- pletely delineative of the current mode. The shoes worn were specially selected to suit the costume in each case, and were furnished by Detroit merchants exclusively. Tuesday’s Session. The attendance of retailers at the convention was considerably aug- mented by the arrival of several score up-State merchants early Tuesday morning. The forenoon was given over to inspecting the many lines on display, and to renewing acquaintanc- es among the retailers themselves, many of whom had not been together since the convention last year at Sag- inaw. Among the notables to arrive on Tuesday morning was William Pidgeon, Jr., of Rochester, N. Y., Past President of the Retail Shoe Dealers’ Association of New York State. He was scheduled as one of the speakers on the afternoon program. The local entertainment committee of Detroit ladies escorted visiting ladies about the city on a shopping tour among the various retailing in- stitutions. At 4 p. m. tea was served for them at Newcomb, Endicott & Co, a eas The convention started immediately after Chairman Jackson called the ses- sion to order at 2 o’clock on Tuesday afternoon. He asked all committees to convene promptly after .the regular session had adoujrned. A. H. Fyfe, Detroit’s shoe retailer, occupied the chair of honor on the platform. Chairman Jackson intro- duced Mr. Fyfe, and the words he chose were inspired without question by a feeling of respect and love for this man, who had not only built a monument in the form of one of the finest buildings devoted to the retail- ing of shoes anywhere in the world, but who is one of Detroit’s most re- spected citizens. “Any man who can make money in the shoe business,” said Mr. Fyfe, “is deserving of a lot of credit.” He told . September 28, 1921 of his long connection with the retail shoe trade, and said that he had never followed any other business and that he would feel very much lost without it. He used the opportunity while on the platform to tell about the SPECIAL FOR SEPTEMBER 8 to 10 Ib. Clear Oak Bends ---- 55c 11 to 15 lb. Clear Oak Bends ---- 70c 12 to 14 Ib. 1 Brand Oak Bends-- 60c SCHWARTZBERG & GLASER LEATHER CO. 57-59 S. Division Ave. Grand Rapids Strap Sandal ome E 1b ; In Stock Glazed Colt, Flex- ible McKay, Stock No. 500, $1.90, Terms 3-10. Net 30 days. Write for pamphlet BRANDAU SHOE CO., Detroit, Mich. by means of advertising. GRAND RAPIDS Sell Shoes That People Know HOE dealers who carry MORE MILEAGE SHOES enjoy the advantage of their good reputation. People know them. They walk into a store and ask for them by name. We establish consumer consciousness of our shoes It is an asset to carry our shoes in stock. Write us for particulars about our full line for men, women, boys and girls, and get our dealer terms. HIRTH-KRAUSE Tanners—Manufacturers of the MORE MILEAGE SHOE MICHIGAN shoe, with a round toe. 11 -13-1 5 Commerce Ave. A Splendid Value At a remarkably low price. This Shoe is Rapidly Gaining Genuine Black, H-B KANGAROO bal. Round Toe Last, Single Sole, Solid Leather Insole and Counter; a splendid fitter and a real value, E and D widths Number 980 -------------------------- $3.50 This shoe will meet your demand for a comfortable, stylish looking It is built over our number ONE last, which is one of our best fitters. In stock for at once delivery. -Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear. Favor GRAND RAPIDS, MICHIGAN oS Spee Sense snmp tease RT Oates sos gre Leonean Oe ANA EUNICE ees eeeeeivctens essen occas pakanat Seceenes ST FRE Toh pani te PNAS ENEERRHR EDEL RE eens i i ' ' i the men’s September 28, 1921 success of another speaker on the pro- gram, Alfred W. Donovan, of E. T. Wright & Co., Rockland, Mass. Mr. Fyfe formally introduced Mr. Dono- van. Mr. Donovan immediately took up the analysis of the slump in men’s shoe business. “As I see it,” he said, “retailers are causing the men’s end of their business to be the trailer to the main issue. It is perfectly all right for your dis- tinguished citizen Henry ford to make a trailer for his needs and general purposes, but retailers should get the idea out of their minds that the men’s sshoe business is a hopeless proposi- tion at this time, and should give at least as much thought and effort to end as they do to the women’s trade. “A great many retailers openly re- mark that if they could only build their men’s business up so that it would constitute 20 per cent. of the gross they would be happy, whereas if I were a retailer I would aim to have my men’s business be at least 40 per cent. of the whole, and if it didn’t do that I would see why not. The proprietors of various stores have done their part to kill interest in men’s shoes. Why is it that the poorest clerks are generally relegated to the men’s side? The women’s side generally has the peppiest and most capable sales people, which is all wrong. The trouble with nearly all retail stores is that the personal con- tact is not there. The prospective customer is not made to feel, from the very moment that he enters the store, that the institution is anxious to es- MICHIGAN TRADESMAN tablish such contact, the hearty hand- shake and glad smile are missing; and how in the world can a retailer ex- pect to educate his clerks to be more courteous and gracious to the trade if this same proprietor does not prac- tice what he preaches? It seems to me that it would be a capital idea if some shoe stores would put a sign in the window: Chairs Reserved for Gentlemen in the way that other trades adver- tise chairs reserved for the opposite sex. According to well figured out and accurate statistics each prospective customer crossing the threshold of your store is valued at and probably costing you from one dollar to a dol- lar and eighty-seven cents, which is ample reason why the retailer should do his utmost to clinch the sale. As a man thinketh of his business, so is it; and it is high time for the trade to think in terms of success and oppor- tunity in the retailing of men’s shoes. Every person in the United States to- day is the owner of $56 as against $23 before the war, and I’ll wager there is not a merchant within the range of my voice who would trade his balance sheet of to-day with his balance sheet of a year ago. Don’t gauge business by yesterday alone. About every ten years this country stops for breath, and then proceeds immediately to prosper and become greater. This is only one of the many decades in the history of the country, so I would advise you to think in ten year periods and there is apt to be more-accuracy to the figuring and fewer business mistakes made.” Mr. Donovan advised his listeners to come to market often in the year instead of buying six months ahead as formerly. He stated that a mer- chant should be pretty safe if he planed his needs sixty days in advance, in that way allowing himself every ad- vantage of the market, and besides giving him a greater turnover. Mr. Donovan was given a great ovation at the close of his address and was tendered a rising vote of thanks. Some folks are born artists, some musicians, some orators, and probably some shoe merchants, but very seldom do you find the combination of shoe- man and orator, as is found in William Pidgeon, Jr., of Rochester, N. Y. Mr. Pidgeon chose for his subject, “The Human Element in Business,” and let it be known that there was very little of the human element that was over- looked by Mr. Pidgeon. The silver tongued orator of the Empire State was never more interesting or more eloquent. He was at his best at the Detroit convention. He told how necessary it is for retailers to think about and study the human element, emotions, and the general purpose of life itself. He admonished retailers to discontinue thinking bout their stores as machines for grinding out money. He said that the bugaboos of shoe re- tailing were fading one by one into insignificance; first, the department stores, which came, went so far, and no farther. Recently the chain stores appeared; they have come, gone just so far, and will not go much farther. “There will always be room for the legitimate retailer,” said Mr. Pidgeon, “and the really big retailing stores of the country are now, and always will il be, owned by retailers, and not by manufacturers and chain store oper- ators.” Another rousing ovation, and a rising vote of thanks followed. At this point the chair called atten- tion to the passing recently of one of the oldest and most active mem- bers of the Michigan Association, George Bode, of Fremont, who died at his home Sept. 4. Chairman Jack- son recited Mr. Bode’s Association experiences, and informed the mem- bers that he had been the founder of the idea of an exclusively retail shoe dealers’ insurance company, the pres- ent company, sponsored by the Na- tional, being the outgrowth of this idea. E. B. Mouwer, of Saginaw, one of the founders of the Michigan As- sociation, and one who had known Mr. Bode for a score of years, told of the life, particularly the retailing and association experiences, of the de- ceased. At his request, assembled re- tailers arose while Mr. Mouwer lead in prayer. The meeting adjourned at five o’clock. Wednesday’s Session. The convention gained impetus as it progressed towards the final and closing session. The attendance of out-of-town retailers on the last day of the convention was the largest on record in the seventeen years’ history of the Association. Merchants were out bright and early to look over the displays. Reports from travelers were to the effect that a very fair amount of orders was taken at the conven- tion, while one or two travelers did a volume business. Most of the buy- ing was for immediate needs and in- (Continued on page thirty-one) such a demand. on the market, insuring 100% more wear. in Howard shoes and obtainable in no other. Are you acquainted with the HOWARD line? IMPORTANT NOTICE! OLD Our Complete Stock of Jobbing Merchandise More than seventy-five thousand pairs of shoes were sold last week, completely cleaning out our stock. As mentioned in previous announcements, we had to move this class of merchandise to enable us to devote all our time, energy and floor space to the manufacture of our HOWARD shoe for boys, for which there has been We now have IN STOCK for immediate shipment, Boys, Youths, and Little Gents shoes in both black and tan on English and Nature lasts. Every pair is manufactured with OUR CELOID CHROME sole, the best wearing sole Remember the Celoid Chrome sole is our own patent, used exclusively If not, would you like to have a recent catalogue or better still have a silent salesman, containing IN STOCK shoes, call on you? A card will bring you either, without further obligation. We thank you for your patronage in the past and trust that we may serve you in the future. R. K. L. Shoe Co. Grand Rapids, Michigan HOWARD Boys Celoid Chrame Soled Shoes HOWARD Bays. Celoid Chrome Soled Shoes SR ae gas ee eee September 28, 1921 12 MICHIGAN TRADESMAN — : ee ZA} __ emer = WE (J | = == oy 13125 a? = ( ae - > = > 4 6 = = . Se “iq <4 58" litte iu ‘4 {| TOA EEL LCL ECCCEEE 7 Z > Z co. > ( ——f}' Miya ¥ ij tt f (tay NC pp Monthly Review of the Business Situation. The sharp rise in cotton continues to spread cheer in the thoughts of business men in many lines. An im- provement in feeling came with al- most dramatic suddenness upon the announcement on September 1 of a forecast of only 7,037,000 bales. Fol- lowing the drop of over one million bales since the previous monthly esti- mate, the resultant increase in the value of the visible supply—nearly six million bales—and of the new crop has restored confidence and buying power to the South, and has had a stimulating effect on the outlook of the whole country. There is un- deniably more buoyancy in many trades as the fall season approaches. August was the first month of the year to show a decrease in industrial unemployment. Gains occurred in the output of pig iron, steel and coal. Silk consumption was the highest since January, 1920. August cotton con- sumption was the largest in twelve months. Exports made the first sub- stantial gain since December. Weck- ly bank clearings are again on the increase and reflect the passing of mid- summer dullness. Seasonal expansion might possibly be mistaken for the beginning of an immediate and substantial business revival. But there is no broad, gen- eral sweep forward in business yet visible. Progress is careful, in some lines such as rubber and copper al- most painfully slow, yet, on the whole, economic and financial improvement is gathering momentum. The mere fact that eighteen months of reaction, doubt, uncertainty, cross-currents and dullness have been lived through and surmounted is in itself a distinctly encouraging sign. The advance in wholesale food prices, together with the heavy movement of grains stimu- lated by reduced railroad rates, are enabling many farmers to pay off loans and make long deferred pur- chases of equipment and merchandise. Farmers have been put in a favored position by the greatly broadened powers of the War Finance Corpora- tion, whose revolving funds will ag- gregate one billion dollars. The Ag- ricultural Relief Act, while confessed- lyl an emergency measure, seeks to cope with fundamentally altered con- ditions of international credit. The European political and economic situa- ‘ion shows some betterment in the last month, and the German repara- tions payments of 1,000,000,000 gold marks, due August 31, were met in full. A separate treaty covering im- portant economic matters was signed by France and Germany, on August 27, at Wiesbaden. [Enlarged Powers of Credit Assistance Despite these favorable develop- ments, it is none the less true that foreign purchasers of basic American products to-day cannot carry large stocks as in former years. Due to the risks arising from fluctuations in for- eign exchange, merchants abroad for a long time to come will probably sail close to the wind, keeping their purchases down to actual require- ments. This means that the market- ing abroad of our raw products and possibly of our manufactures must henceforth be financed in larger part on this side of the water. Mr. Eu- gene Meyer, Director of the War Fin- ance Corporation, points out that where a broad speculative market ex- ists, as in the case of cotton, dealers can protect themselves by hedging; this special form of insurance would make it possible to carry reasonable stocks of cotton in the leading Eu- ropean markets and hedge them not in foreign currency, but in dollars. The full possibilities of the Corpora- tion are not yet manifest; it has been suggested that the Corporation could be instrumental in reorganizing our railrodd finances, so seriously dis- turbed during the period of Federal control. Comparing the first eight months of 1921 with those of 1920, leading chain stores show increases in the value of sales. These increases in dollars ac- company much greater increases in the total physical volume of gocds sold. The two leading mail order houses, on the other hand, show an average de- crease of 30 per cent. from the value of sales during the first eight months of 1920. In New York department stores the number of individual trans- actions in July, 1921, was 10.6 per cent. larger than in July, 1920, where- as total sales were 11% per cent. be- low the values of July, 1920. The automobile industry reported shipments equal to 72 per cent. of JOIN THE GRAND RAPIDS SAVINGS BANK FAMILY! 44,000 Satisfied Customers know that we specialize in accomodation and service. BRANCH OFFICES Madison Square and Hall Street West Leonard and Alpine Avenue Monroe Avenue, near Michigan East Fulton Street and Diamond Avenue Wealthy Street and Lake Drive Grandville Avenue and B Street Grandville Avenue and Cordelia Street Sriage, Lexington and Stocking Mr. Business Man— Perhaps, some years ago, shortly after you were married, you made a Will. passed your family has incr have acquired property. As time has eased in size and you You have doubtless thought about a new Will, but have put off ex- ecuting it, because healthy men are notoriously inclined to procrastinate about their Wills. Per- haps you have even made a rough draft of your ideas, naming a Trust Company as executor and trustee, and providing for trust funds for your wife and children. Suppose you met with an accident on a busi- ness trip and were killed. Even though your real wishes were expressed in this latter document, found in your effects, they could not be carried out because they had not been completed by proper signatures. If time has imposed new obligations, or if there have been changes in your personal or busi- ness affairs, let us help you avoid a real danger by making a revision of your Will. [;RAND RAPIDS [RUST [\OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS President f © RANSOM E. OLDS Chairman of Board Mercuars Lira Insurance ComMPANY Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - $500,000 Surplus and Profit - $850,000 Resources 13 Million Dollars 3% Per Cent. Paid on Certificates of Deposit Do Your Banking by Mail The Home for Savings 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 ‘ | (50 Rape YI Hem eR rR ASTON BRERA a SE ee emo met i Aes eins ceacmerieinywete rt oxa nepere anes rem ener aA YDS RAB September 28, 1921 MICHIGAN TRADESMAN 13 those of August, 1920, but 2 per cent. greater than July, 1921. July exports of American cars as a whole were the poorest for any month in recent years. Price reductions during the first ten days of September by manufacturers of nine passenger cars have somewhat upset retail purchases. The business is picking up. truck For three successive months Brad- street’s wholesale index of 96 com- modities has shown advances, rising from $10,6169 on June 1, the lowest since November 1, 1915, to $11.0868 on September 1, 1921. The figure on September 1, 1913, was $9.1006. In other words, what $1 would buy eight years ago would cost nearly $1.22 to- day as against $2.23 at the high point in February, 1920. Dun’s index fell from $163.777 on August 1, to $162.- 619 a month later. In England, com- modity prices also registered an ad- vance during August, according to the Economist index number* The fig- ures at the beginning and end of the month were respectively 4798 and 4819. The Statist index, however, compiled in a different way, declined from 158.2 to 155.5. Prices in Japan rose % per. cent. in June and 2 per cent. in July. In India the trend was toward a higher level, the increase for the month of July amounting to 3 per cent. In Australia and Sweden, however, the downward movement has not yet ceased, although the turn- ing point seems near at hand. According to statistics compiled by the U. S. Department of Labor cover- ing 15 principal cities of the country, retail food prices increased between July 15 and August 15 as follows in the cities indicated: New York, 6 per cent.; Rochester, 8; Buffalo, 7; ,altimore, 6; Milwaukee, Newark and Norfolk, 5; Charleston, S. C., Louis- ville, Manchester, and Portland, Me., 4: Houston, 3; Butte and Dallas: 2; Minneapolis, 1. As compared with the average cost of food in the year 1913 the retail cost of food in New York on August 15 was still 59 per cent. above the level of 8 years ago. In other cities the advances in 8 years were 62 per cent. in Manchester; 60 in Buffalo and Milwaukee; 58 in Bos- ton and Charleston, S. C.; 30 in Minneapolis and Newark; 47 in Dallas and 43 in Louisville. 3etter Outlook for Iron and Steel. In iron and steel, the price situa- tion has grown steadily better during the current year. On September 7, the market average of fourteen representative iron and steel products stood at $35.35, the lowest point reached since the January 5 average of $52.75. In September, 1920, the aver- age was $68.86 and in September, 1914, $23.17. Wages and price reductions are putting the industry on a firmer basis, as is indicated by ‘the increase of output during August both of steel ingots and of pig iron. Of the former 138,071 tons were produced as com- pared with 803,376 during July; the pig iron output rose from 864,555 tons during July to 954,193 tons in August. The increases, although small, are considered a herald of definite and stable improvement. The unfilled orders of the U. S. Steel Cor- poration at the end of August were 4,531,926 tons, a decline of nearly 300.000 tons from July, and the lowest total since May 1919. The bituminous coal output from January 1 to August 27 was nearly 257,073,000 tons and for the entire year may reach 400,000,000 tons. This is the smallest annual production since 1914, but probably ample to meet the Anthracite production for the calendar year to the same date makes a better: showing, with 57,486,- 000 tons compared with 57,713,000 tons for the corresponding period of 1920. The anthracite industry is particularly affected by the new Koehler Act re- cently passed by the Pennsylvania leg- demand. islature, imposing a tax of 2 cents a ton to be paid by coal producers. The act prohibits “second mining” in or- der to prevent caving in of the sur- f Several large operators have been taking out pillar coal in workings mined many years ago, but these operations must be stopped to comply with the new law. face soil. Increase in Railroad Operating In- come. The railroad situation continues to grow distinctly brighter and more en- couraging. July earnings for 201 leading railroads show gross receipts of $462,953,000 a decrease of 12.5 per cent, from July, 1920; reduced traffic virtually cancelled all the gain result- ing from higher rates. Operating ex- penses, on the other hand, aggregated only $362,776,000, a decrease of 29.4 per cent. as against July last year, which reflects rigid economies and a 12 per cent. reduction in wages. The net railway operating income was $69,- 485.000, an increase of $17,000,000 over June and a contrast to the deficit of $11,878,000 a year ago. Car loadings have increased each week since July 9, reaching the rec- ord figure of the present year, 829,709 cars, on August 27. The principal in- creases have been in merchandise and IMPORTERS AND EXPORTERS ESTABLISHED 1853 OUR FOREIGN DEPARTMENT is well equipped and always glad to assist any customer in the financing and develop- ment of Foreign Trade. STEAMSHIP TICKETS to and from all foreign lands may be secured of the agent at our Foreign Department. CLAY H. HOLLISTER PRESIDENT CARROLL F. SWEET VICE-PRESIDENT GEORGE F. MACKENZIE N N N N NY NY N N NY NY N N N N N N N V.-PRES. AND CASHIER N NY N VWI aaaaaadaddddsdddéia Grand Rapids Merchants Mutual Fire Insurance Company Economical Management Careful Underwriting, Selected Risks Affiliated with the Michigan Retail Dry Goods Association, OFFICE 320 HOUSEMAN BLDG. GRAND RAPIDS, MICH. Fenton Davis & Boyle MICHIGAN TRUST BUILDING GRAND RAPIDS Main 656 Citizens 4212 Detroit Congress Building Chicago First National Bank Bldg. tetephones ; Protect Your Loved Ones— For instance, you may wish that your wife enjoy ALL your estate, or at least more than the share which the Law would provide. You may know that she would need it all in order to live. The only way of seeing that she gets it, is by a gift in a Will. Your WILL becomes Law and receives the support of the Probate Court. Giving by WILL is every man’s right. You may also know that unless your property is left in care of a Trustee for her benefit, she would not have it very long. It should be controlled FOR her and not BY her. Let us advise with you as to what is best to “authorize” in writing. Call at our office for the new booklet, ‘““What you should know about Wills.” “Oldest Trust Company in Michigan.” THE ICHIGAN [RUST COMPANY GRAND RAPIDS, MICHIGAN Grand Rapids National City Bank CITY TRUST & SAVINGS BANK ASSOCIATED The convenient banks for out of town people. Located at the very centers of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of bank- ing, our institutions must be the ultimate choice of out of town bankers and individuals. Combined Capital and Surplus ---------- $ 1,724,300.00 Combined Total Deposits ~--------------- 10,168,700.00 Combined Total Resources -------------- 13,157,100.00 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED 14 miscellaneous freight and in coal. The cut in rates on grain intended for ex- port has been doubtless an influence in the heavy movement of some cereals. For the ten weeks ending September 8, wheat exports totaled 98,527,167 bushels against 99,938,210 in the corresponding period a year ago; corn exports for the ten weeks totaled 21,952,827 bushels, against only 744,135 ‘bushels a year ago. The in- crease in traffic is seasonal in charac- ter, but the fact that the previous slump in traffic had been in coal and general merchandise makes more fav- orable the improvement in these two grades of commodities shipped. Expansion in Building Construction. August building construction ex- ceeded July by 4 per cent. In Chica- go, the arbitration settlement by Judge Landis in cutting wages from 10 to 30 per cent., and, what is more important, doing away with several vexatious union rules limiting produc- tion, resulted in the largest total of building permits recorded for the present year. The granting of a re- hearing, however, is reported. The New York Federal Reserve Bank’s index on the cost of building, which takes account of both material and wages, declined during July from 186.6 to 184.4, a fall of 1.4 per cent. Bradstreet’s total of new building per- mits filed in 145 cities amounted to $145,850,330, which is not far from the total permits of $149,456,170 filed in 163 cities for July. For the first time during the year industrial unemployment showed an increase. Reports from 1,428 firms in 65 principal industrial centers, each firm normally employing 501 or more workers, show a net increase of 1.8 per cent. as compared with the month of July. The general crop situation, accord- ing to the Government estimate of condition of crops on September 1, 1921, shows some gains as compared with the situation a month ago. —_—_- +. Gracious Gift To Citizen of Sister City. Petoskey, Sept. 26—At the conclu- sion of Petoskey’s harvest festival Sept. 22, the Chamber of Commerce made a gift of a new ford sedan to H. G. Wilson, of 603 South Lafayette avenue, Grand Rapids, who was one of the attendants. That some one in Grand Rapids should be the fortunate person in this instance is pleasurable in that it may emphasize the spirit of friendship which we of Petoskey have for our big and beautiful sister city. Every year at this time this city has visitors in large number who come from all parts of the country to avoid asthma and hay fever troubles. This year from the male portion of these visitors there has been formed an as- sociation for summer amusements with nearly 150 members. The city manager has been instructed by the commissioners to prepare for this as- sociation suitable and permanent grounds for out-of-doors games, to be ready early next season. This is one of many plans for the further enter- tainment of our many visitors now under consideration. The Trade Extension Committee of the Chamber of Commerce, Frank French, chairman, will hold a meeting at the Cushman House Tuesday, Sept. 27, to adopt plans for a big community trade event to take place the last of October. J. Frank Quinn. MICHIGAN TRADESMAN Corporations Wound Up. The following Michigan corpora- tions have recently filed notices of dissolution with the Secretary of State: Redford Pharmacy, Ltd., Redford. Peoples’ National Co-Operative Co., Bay City Birmingham Masonic Temple Assn., Birmingham. Monarch Construction Co., Kalama- ZOO. Florida- Michigan Marshall. Garage Sales Co. of Michigan, De- troit. Dematti Wheel Co., Detroit. Alt Heidelberg Co., Detroit. J. E. Dillon Co., Ypsilanti. Oakway Land Co., Detroit. Reid & Carlton Co., Jackson. Vogue Shop of Big Rapids, Big Rapids. American Boiler Alarm Co., Howell. C. H. Beck Realty Co., Detroit. Meyer Burgess Drug Co., Redford. Highlands Co., Detroit Farm Products Co., Detroit. B. F. Hall, Jr., Co., Lansing. Productive Service Co., Detroit. Metropolitan Detective Agency, De- troit. Big Rapids Publishing Co., Big Rap- ids. Farr Realty Corporation, Detroit. Empire Laundry Co., Detroit. J. C. Hatfield Co., Kalamazoo. Garber-Chevrolet Co., Saginaw. ———_3.+>——_— Good Investment in South Bend. Grand Rapids, Sept. 27—I seldom commend any investment to Trades- man readers, but I feel no hesitation in stating that the announcement of the Palace Theater Corporation, of South Bend, is worthy of confidence because of the character and experi- ence of ithe men who are promoting the undertaking and the assurance of large profits the business affords. The offering comprises an 8 per cent. pre- ferred stock, with a 50-50 participa- tion in further profits after 8 per cent. has been paid on the common stock. The retirement of the preferred stock at 110 within a few years is also pro- vided for in the plan. I cannot see how it is possible for such an invest- ment, managed by such men, to wrong. I have made an investment in this stock myself in the belief that I will never have occasion to regret my action. South Bend is growing rapidly and has many of the earmarks of a metropolitan city. The city has 80,000 population and her leading citizens expect to see her pass the 100,000 mark within the next five years. Mr. J. Handelsman, the chief factor in the theater enterprise, has already achieved several theatrical successes elsewhere. He was one of the successful promotors of the Blackstone theater, Chicago. E. A. Stowe. ——_++2>—__ Owosso—Closing of the Detroit Creamery Co.’s local plant recently was necessitated by a stagnant market for the company’s products, accord- ing to Lenius Hook, local manager. Mr. Hook declared that the company had twenty-five carloads of condensed milk in storage and that there was no market for it. Its storage space was all filled and the only thing that could be done was to shut down the plant. This is the second time the plant has been closed down in a few months. It is a hard blow to the farmers, who up to as recently as a year ago, were increasing their dairy herds. September 28, 1921 Fourth National Bank Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Pald on Savings Deposits Compounded Semi-Annually 3% Per Cent interest Pald on Certificates of Deposit Left One Year Capital Stock and Surplus $600,000 LAVANT Z. CAUKIN, Vice President WM. H. ANDERSON, President *J. CLINTON BISHOP, Cashier HARRY C. LUNDBERG, Ass’t Cashier BALVA T. EDISON, Ase’t Cashier Preferred Risks! Small Losses! _ Efficient Management! enables us to declare a 30% 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 Invest Now While Buy Consumers You Are Power Company Producing ‘7% Preferred Stock at $95 Per Share and Dividends Ask any of our employees for information. 28 “Buy Consumers | — Yielding 1.37% WE OFFER FOR SALE United States and Foreign Government Bonds Present market conditions make possible exceptionally high yields in all Government Bonde. Write us) for recommendations. HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Bank Bhig.,. Geantd Rapids, Mich. WE ARE SPECIALISTS Writing only Automobile Insurance. Live Agents Wanted. MICHIGAN AUTOMOBILE INSURANCE CO. Grand Rapids, Mich. A Stock Company. ¢ § ie ay Y a: t r t+ Wee rete RNs aap = AN Se RMON STR INANE TNE ek Mer RN UR NO ARETE NEHER % 5 apres MNeNT ve. AER nae eC AEE ORDO NET LAS RS TET semen ateonate RTI RENEE oa RCC SRAM STE DEAS NTA = ea eaennecmemennne ses AIEEE SORT AONE 8 ste Sense Nee PRIN September 28, 1921 MICHIGAN TRADESMAN 15 Why Put Inferior Men in Responsible Positions? One of the unsolved problems of life is the reason why the stock fire insurance companies almost invariably fill the executive offices of the bu- reaus they create to enable them to function with the greatest degree of profit and the largest measure of se- crecy with men of small mental cali- ber and with men who have little or no regard for their word. Perhaps all officials of this character do not come under this category, but most of them do; at least, those with whom the writer has had occasion to negotiate of late years have been men of such inferior mentality and such vicious dispositions as to excite disgust, rather than antagonism. . That men of this type are placed in positions of responsibility and trust is probably due to the fact that there is dirty work to be done and that no high minded man will consent to be made the tool of such unscrupulous employers. Particularly is this the case in the administration of a certain feature of fire insurance machinery in this State. The person who attends to this branch of the fire insurance monopoly so conducts himself in the presence of gentlemen as to create the suspicion that he is an utter stranger to all the fundamentals which characterize a gentleman. He has no regard for his word and appears to repudiate his promises as soon as made. He undertakes to convey the im- pression that he is the sole repository of the wisdom of the ages and that any one who questions his superior knowledge along certain lines is a proper object for insult and derision. -He is so narrow in vision and so jealous of his personal prerogatives that he undertakes to create almost unsurmountable barriers to hinder those who, through ignorance or in- experience, are so unfortunate as to seek relief through other channels than himself. What he cannot accomplish by bluff, bluster, bombast or cajolery, he seeks to achieve by attempted bribery. Instead of giving the men _ with whom he is negotiating direct and manly answers to direct and pertin- ent questions, he invariably resorts to evasion, circumlocution and sarcasm. He appears to have no conception whatever of the rights of others and refuses to accord them the privilege of expressing an opinion unless it happens to coincide with his own. His manner is so personably of- fensive to men of refinement and wide business experience as to stamp him at once as a person with whom one cannot conduct any negotiations with any pleasure or satisfaction. So long as the fire insurance monop- oly continues to employ persons of such a stamp to represent it in an official capacity, it will have only it- self to blame for the actions of thou- sands of large and small insurers who are cutting out stock insurance al- together and substituting mutual and reciprocal insurance therefor. —_—_+2 2 ____ Python Eggs. It was nearly ten years ago that I listened to a lecture in which the speaker, whose name I am sorry to have forgotten, showed that Habits are like pythons. The python is one of the most beautiful of snakes. With exquisite grace and poise it wraps itself about the body of its victim and crushes it. Yet there is nothing more silken, more attractive, more soft than a young python. One may place it in the cradle with the baby without danger. One may feed it from the same bottle of milk. But let the snake and the baby grow side by side and the day will come when the snake will be discovered wrapped about the human body and it will be found that the human soul has left. So it is with habits. A bad habit at the start is often attractive, silk- like, colorful and soft. One may crush it in an instant. It is so deli- cate, though, that one waits until it grows. “I can stop it growing any time,” we say. “I can quit this habit when I get ready.” But habits are like pythons. They gracefully glide to their victim and he doesn’t know how. strong and dangerous they are until their coils are about him and the red tongue is shooting at his face. Few of use are snake charmers. Negative, uninspirational thoughts are python eggs. From our thoughts spring our deeds. It is up to us to choose between the occupation of snake charmer or gardener. Our thoughts will produce pythons or flowers. We can take our choice. Thomas Dreier. —— Fire Prevention Day Program For Schools. Because October 9, 1921, falls on Sunday, the school observance of Fire Prevention Day will take place on Friday, October 7, in some cities and October 10 in others. Programs will, of course, be arranged according to the wishes of the teachers and the facilities of the schoolrooms, but the Tradesman, in response to a wide- spread desire, is following its usual custom in presenting herewith a few sugestions. Three items are judged to be of the first importance, viz.: 1. A talk by the teacher. 2, “The Erial of Fire.” 3. Practical advice, including fire alarm instruction, by a fireman. Three additional items, which are desirable if time will permit, are: 4. Girl’s essay on “Why Homes are Dangerous.” 5. Boy’s essay on “The Hazards of Matches and Tobacco Smoking.” 6. A fire drill. It is advised that parents be invited to attend, since a valuable purpose of the observance is that of arousing the interest of the older people. ——_2-+.____ Bay City—The Michigan Engin- eering & Manufacturing Co. has been incorporated with an authorized cap- ital stock of $12,000 common and $8,000 preferred, of which amount $11,760 has been subscribed and paid in in property. ———_+-2—_—_ The hen has a right to kick; she is never so much as allowed an egg of her own production. Our Michigan Shoe Dealers Mutual Fire Insurance Company Fremont, Michigan Primarily a Shoe Dealer’s Company Secondarily, writes the Best Banking and Mercantile Business The Company, under its new management, will maintain the same high standards of Efficiency, Square Dealing and Prompt Ad- justments that have characterized it since its organization. PRESIDENT—ALBERT OFFICERS 1ST VICE PRESIDENT--JOHN MUFFLY ---- 2ND VICE PRESIDENT—WALTER REBER -_~~~-~--~~- SECRETARY-TREASURER—LUTHER H. EDWARD H: Bb. WOODWORTH —--___- A. V. FRIEDERICH DIRECTORS Cohen ee OO en A oe ee MURRAY Jo BAKER - _Charlotte, =. Ka RIaAMasoo, _._._Fremont, _.Fremont, 22 Detroit, ge ane =... braverse City, _....-Muskegon, Michigan Michigan Michigan Michigan Michigan Michigan Michigan Michigan FIRE How do they do it? By INSPECTION and SELECTION TORNADO BETTER INSURANCE AT LESS COST During the year 1920 the companies operating through The Mill Mutuals Agency paid more than $4,000,000 in dividends to their policy holders and $6,300.000 in losses. Cash Assets Over $20,000,000.00 THE MILL MUTUALS 120 W. We Combine STRENGTH and ECONOMY AGENCY Ottawa St. Lansing, Michigan Per petra ey F i 5 16 THE BACKWOODS BARBER. How He Shingled Boyish Heads Fifty Years Ago. Grandville, Sept. 27—Bobbed hair in the days of lang syne was not what it is to-day. There was much said about short- haired women and long-haired men in those olden days, and even the boys of the woods country took up the cry and called the little misses who bobbed their hair “old maids.” To-day it is not uncommon to see scores of short-haired misses, and an occasional middle-aged dame with her hair trimmed off just below her ears. At any rate there is breathing space for the ears so long hidden beneath swads of snarled hair of which the least said the better. In the days of hand-sleds, skating, sleigh-riding, coasting, barn dances, bussing and husking bees, it became the fashion to not only bob the hair of the backwoods belles, but to “shingle” them as well, so that the difference between the boy’s head and a girl’s of that day was even less con- spicuous than it is to-day. Shingled heads were in evidence everywhere, the bobbed style being quite in disgrace, which is why two very sensitive youngsters met with an unexpected adventure while in quest of a barber. Mothers in those days were the only tonsorial artists in our neck of the woods. A genuine barber was looked upon with a certain awe such as appertained to a physician. Twenty miles to the nearest barber shop, the same distance to a physician, yet the denizens of the woods got along famously, seldom requiring the services of either. The mothers cut the hair of their sons, some doing a fair job, but the most of them giving the square cut which to-day is deoominated “bob- bed.” Coming from school one day, two small boys were hailed by a sleekly groomed young man from Muskegon with, “Who bobbed your hair, sonny?” Now that expression wrankled. The occasional sight of well groomed peo- ple from outside towns was the envy of the meek and lowly lads and lassies of the river country. Some there were among the boys who managed to induce their fathers to take them to Muskegon and the barber shop. Returning with neatly “shingled heads, these more fortunate lads were the envy of all the stay-at- homes who were compelled to wear bobbed locks. The girls, too, seemed to fall for the cutely trimmed ones, to the intense disgust of the home boys whom mother had trimmed as best she could. “Ma, cut your hair, eh? She did a whackin’ job didn’t she?” The sar- castic laugh following always brought the blush of shame to the cheek of the one addressed. “Wish we could go to a barber, Tom,” said big brother Jim one day to his small brother as the two stood before the glass at the sink trying to comb into shape lank locks of tow- colored hair which refused to stay where it was put. “I’m getting tired of being laughed at all the time. If ma could only shingle hair, how nice it would be.” “But she can’t so we may as well cut our own hair and done with it,” sighed the younger boy. One cold winter morning just at sunup, Tom rushed into the presence of his brother with an important an- nouncement: “Jim, oh, Jim!” he cried in ecstacy of excitement, “There is a barber out to Robinson camp. Bill Bradley told me so. A lot of the fellers are going there some day and have him shingle their hair. Let’s go, will your” “I know who you mean,” grinned big Jim. “It is Dutchy, the shanty cook. I heard some of the men talk- ing about him. One has to go Sun- MICHIGAN TRADESMAN day to get him to cut hair because he is busy week days.” “Well this is Sunday. Let’s 20, Jim.” Jim demurred, fearing their mother would object, since the two brothers had been faithful attendants at Sun- day school all the fall and winter. Tom, who had been the butt of the big boys’ jokes—those who had been barbered at Muskegon, was full of the project of going to the camp three miles away, getting their heads shingled, so that they might no longer be the object of covert grins from the big girls as well as the jeers of the boys more fortunate than they. The father was absent from home. The mother called her sons, tied their neckwear, gave them their testaments, kissed them goodbye, seeing them off to Sunday school with a_ pleased, motherly interest, accompanied with a broad smile. Those two small wretches never went near the schoolhouse in which one of the elderly mothers of the settlement superintended the teaching of the new testament scrip- tures. Instead, they shied off just be- low the hill, on the summit of which the temple of learning was situated, followed the Muskegon river road which led to the Robinson lumber shanties. Thus it will be seen that the temp- tation Tom had set before his elder brother overpowered the scruples of Jim, and he led the way to the back- woods dwelling of the imported cook and barber. Dutchy met the boys with a grin when they came to the shanty door, stamping the snow off their boots, holding their testaments tightly clasped in their hands. By keeping the books with them, and glancing oc- casionally at the chapter which was their lesson for the day, they seemed to imagine they were not quite so bad after all. Sunday was a very quiet day at the camp. Many of the men were away on a twenty-four hour vacation, just a teamster or two left behind to look after the live stock. The two boys sat on a pine bench while the Dutch barber used his shears on their bob- bed locks. He made a few grinning remarks about the efficiency of the person who had cut the boys’ hair previously. When told that it was mother who did the shearing, the lit- tle Dutchman exclaimed: “Oh, dot’s different,” and let it go at that. It was past the noon hour when the barbering was concluded. The boys fingered out a few pennies which Dutchy absolutely refused. He in- vited the lads to stop to dinner. Since both boys were exceedingly hungry, they decided to accept the invitation. A dinner in a logging shanty would be a decided novelty which they would be able to put over on the other boys in a manner of lordly superiority. Since they looked like town kids with tightly clipped hair Jim and Tom felt very much in the seventh heaven. Dutchy had but one other customer at dinner, a Muskegon jobber who drove up in a pung just as the meal was placed, steaming hot, on the long pine table. The cook made a number of excuses for not having an elaborate layout. Hot biscuit, with new, white butter, appealed to the appetites of our boys of which they ate with gusto. It was then that Mr. Smith, asking about why the butter was so pale in color, Dutchy made the statement that the white butter was not butter at all. “You see, de ole sow got kick from horse; she die, and dis is de fat I try out so’s not to lose anytings. Lard good almost as butter!” Was it? The Dutch cook’s state- ment didn’t go down with the boys. Both rose simultaneously, not even casting a longing glance at the cran- berry pie of which they had hitherto been exceedingly fond, making a bee line for the outside door. Sick is a mild word to use in connection with September 28, 1921 SAVING SERVICE Michigan Class Mutual Agency “The Agency of Personal Service”’ SAFETY Companies Represented and Dividends Allowed Minnesota Hardware Mutual ___. 60% Yllinois Hardware Underwriters. 60% Wisconsin Hardware Mutual _-_ 50% Druggists’ Indemnity Exchange 36% Minnesota Implement Mutual _~ 50% Finnish Mutual Fire Ins. Co. --- 50% National Implement Mutual ~-_--50% Central Manufacturers Mutual -- 30% Ohio Hardware Mutual __------ 40% Ohio Underwriters Mutual ----~ 30% Shee Dealers Mutual —_...---___ 30% Combined Cash Assets over $7,000,000. Cash Surplus over $3,000,000. Average Loss Ratio of Above Companies, 30.2%; Average Expense Ratio, 20.4%. Average Loss Ratio of Stock Companies, 56%: Average Expense Ratio, 41.9%. Are your premiums paying you a THIRTY TO FIFTY PER CENT. DIVIDEND? | NO? Then it is up to you to see that they do—by placing your Insurance with THIS AGENCY. Let your premiums work for you and also give you the most reliable protection obtainable. For further par- ticulars write to Cc. N. BRISTOL FREMONT, H. G. BUNDY A. T.. MONSON MICHIGAN To Investors Why gamble with your savings by investing in enterprises that are mere experiments or need years of development, when you have the opportunity to invest in the 8% preferred stock and common stock without par value of The Petoskey Transportation Company An investment in the above company does not call for taking chances. It has no experimenting to do, nor developing. It has nothing to sell, nor has it competition. It has no choice except to make substantial earnings, because it has guaranteed and has waiting for it, all the tonnage that its boats can carry. Its man- agement is composed of men of proven ability. An investment in the PETOSKEY TRANSPORTATION COMPANY is in an investment with a future, based on facts that can bear the strictest investigation. Write for full particulars. F. A. Sawall Company 313-314-315 Murray Building GRAND RAPIDS MICHIGAN September 28, 1921 MICHIGAN TRADESMAN 17 the lads who had played truant from Sabbath school in order to get a “shingle.’’ Dutchy was very sorry for the boys. His inadvertant speech had _ spoiled the day for Tom.and Jim. Both were ill nigh. unto death, nearly throwing up their boots. Tom, however, was the most affected, and it was at least an hour before he was sufficiently re- covered to start on the back trail in company with his brother. Some- where in Northern Michigan the Tom of that day, now a man with silvered head and dimmed eyesight, will crack a laugh should he by chance read this simple narrative of that long ago Sabbath escapade. It was not until a month later that the boys told the whole story to the good mother—that part of it in which the “white butter’ came into play. Of course, they had to explain how their bobbed heads were made over into neatly clipped. craniums, the butter part being left out of the tale. More than- half a century has passed since that hike to the back- woods barber, yet the memory of it is still as strongly limned on the brain of the big boy Jim as though it happened only yesterdav. Old Timer, —_——-2- 2 Glimpses of Widow Adams’ Auction Sale. Written for the Tradesman. “Vendue.’ It was a word new to me and drew my attention to the big poster displayed in the New England country store and post office where we were getting our mail, hardware, eggs and groceries, and “tonic,” as they call everything that comes in bottles to drink. “AI! household goods and farm utensils of the late Hiram Adams to be sold by his widow at public auction on Saturday, begin- ning at 9 a. m. standard time. Furni- ture, carpets, farm tools, antiques, etc.” At the top of a very steep hill we found a great gathering of the coun- try-side; automobiles of every type were parked in the yard, horses hitched to the fences were eating the shrubbery and trampling the flower beds; farm hands in characteristic garb chewed straws and smoked on the stone wall, and the veranda was crowded with chattering women as we came up to see and become part of the strange exhibit of human nature gathered to participate in the scatter- ing of the domestic equipment of a vanished family. There was something tragic in the spectacle of the widow, left alone in the world, forced to turn into cash the equipment and the treasures in the gathering and use of which she had spent the best years of her life; with anxious face watching the bid- ding over the relics of forty years of housekeeping, which now brought only a few cents for something that she counted precious, and again af- forded an astonishing price for some old thing that had lain for a generation forgotten in the attic. To the crowd it was a spectacle; to the auctioneer a chance to indulge his heavy-footed wit. Young country couples snapped up eagerly kitchen utensils, bits of old carpet, ugly furni- ture, and impossible pictures—wel- come acquisitions for the beginning of housekeeping. The dealer in antiques with keen eye assessed the things he could buy for 50 cents and sell to folks he knew for $50. There were a number of “summer people,” city folk, come partly for the show and partly in hope of picking up rare cr curious things as trophies for the summer house, or even to take back to the city. Impossible pictures, I said. There was one crayon portrait, a life-size representation of a cross-eyed man in all his cross-eyedness. Not the late Hiram, but, as the widow told me: “My brother Peleg, a dear, good brother, deacon in the church and faithful to the milking; never was a cow on this farm that he couldn’t call by name and she’d come to him. I hate to let that go, but I ain’t going to have no place to keep it.” The antique dealer bought it for a quarter. “The frame is old,” he said. “I am going to put a mirror into it.” Some woman in that family was a skillful and dainty hand-worker; she had time and facility to make really beautiful patchwork quilts, hooked rugs, and at least one handsome rag carpet. The widow seemed not to mind their going so much as_ she feared that whoever got them would not keep them clean. “T didn’t make them; no,” she said. “*Twas Aunt Lucy made ’em; but I was always good jt keeping such things clean. What do you suppose that boy wants with them dishes?” A city lad of seventeen was bidding up a set of old china. With inscru- table countenance he was nodding to the auctioneer as the bid went up, a dollar at a time, then fifty cents, then a quarter, at last a nickel. The an- tique dealer got the china at a price which did not please him at all. “T didn’t want ’em,” the boy said to me afterward with a broad grin, “but I knew they were valuable and I didn’t want that robber to get away with ’em cheap. Mrs. Adams needs the money.” A city woman, completing a col- lection of old cooking utensils, smiled all through the proceedings, even when things she ‘wanted very much were bid up beyond her reach. She behaved in sharp contrast to another summer visitor, whose temper broke almost to tears when she lost a lustre sugar-bowl on which she had set her heart. “One must be a good sport in this sort of thing, as in anything else,” the first woman said to me, looking with evident amusement at the glum face of the other, when I said I was sorry she had lost a beautiful rug upon which she had been bidding. “I made up my mind long ago that whenever IT began to lose my temper or have heart-burnings, I’d stay away from auctions and everything else. I can’t afford to be sour about things.” I took away from that hill-top ex- perience some articles well worth what I paid for them; but what I shall value most is the memory of the jolly “good sport” who laughed at disappointment and could not afford to be sour about things, and of the brave widow whose __ cross-eyed brother was loved by even the cows. Prudence Bradish. [Copyrighted 1921.] a His satanic majesty never gets tired of jollying people who boast of being self-made. ” LYE ano LIME MEET WANDER’S WONDER WORKERS t ¥ + iE- “Ser & Sons Chemical & Joe atmany, . ¥. J . chh Sender sons chemical ™ , ‘ty Alma my. aw att Doc Wanderlye Nurse Wanderlye Via the Newspaper Route We’re telling housewives about Wander’s Lime and Wander’s Lye, That’s the pair they'll want to buy. Our intensive and extensive newspaper adver- tising is certainly stirring up a live demand. Be sure to keep Wander’s Lime and Wander’s Lye on your shelves. They’re all-season sellers. Order from your jobber today. S. Wander & Sons Chemical Co., Inc. Main Office, Albany, N. Y. Sales Office, 59 Crosby St., N. Y. The Citizens Telephone Company Is a Home Institution It has 8,000 stockholders, of which number 2,383 reside in Michigan. It has $3,852,735 of stock outstanding, every share of which was sold to the investor by the company at 100 cents on the dollar; there is not a single cent of watered stock in its organization. It has paid its stockholders continuous quarterly dividends for the past 24 years. It has also saved the telephone users in Grand Rapids alone a sum conservatively estimated at $2,000,000, based upon rates charged elsewhere for similar service. It has always taken care of depreciation upon a liberal basis, its present rate being 6% on physical prop- erty. Its First Mortgage Bonds Are a first claim on over $6,000,000 of property, nearly five times the bonds outstanding. These bonds are a conservative and very attractive investment for your funds. Price 98 and interest, to yield 7.20%. Citizens Telephone Company 18 MICMI@AWN oe ssyN fase = 7 = DRY GOODS, ANCY GOODS “> NOTIONS: — Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansing. First Vice-President—J. C. ‘Toeller. Battle Creek. Second Vice-President—J. B. Sperry, Port Huron. Secretary - Treasurer-- W. O. Jones, Kalamazoo. GREETINGS FROM INDIANA. Organization Experience of Indiana Dry Goods Merchants.* As President of the Indiana Retail Dry Goods Association, I bring you greetings and best wishes for a most successful convention and also wish you prosperity in all your undertak- ings. You are gathered here to-day for the exchange of ideas for the bene- fit of your craft and I feel sure that one and all will be greatly benefitted by the talks which have already been given and which are still in store for you. My subject, as you well know, is, “Benefits we have derived in Indiana from a State Organization.” I can- not recite all the benefits we have derived, because there are many who have attended our conventions who returned to their homes well repaid by listening to the talks of those who have had larger and broader exerpi- ences in their lines. I have always kept in mind that I can learn some- thing from everybody and if everyone will keep this same thought in mind and profit by the experience they have when they rub shoulders with the successful one, they are bound to reap some benefit from the contact. The Indiana Retail Dry Goods Association is not as large as your own, mainly because we do not cover the territory that you do, but I will say that we have a very good representation of all the leading merchants in most of the towns and cities in our state and ex- pect to reach a membership of 300 by the beginning of next year. The subject allotted to me is one I really think would interest more those who are not present. I refer to the class commonly known as the “stay at home;’ those merchants who think their business cannot get along without them and that they must be on the job every minute of the day. As a rule, that is the same class who think state organizations and conven- tions are all tomfoolery and a waste of time. Their outlook in life is about as small as, undoubtedly, their busi- ness is for I cannot see how a mer- chant can hope to be successful in business with such narrow views. You who are here, I believe, are the best representation of Michigan’s mercan- tile life and the interest you are tak- ing in this convention would indicate that you are all wide awake and up- to-the-minute merchants and know the true value of co-operation. You can well be proud of your officers and your organization. If every state was as well organized as Michigan, I am sure we would be considered some factor in the Legislature. I will only recite a few of some of the most important benefits we have derived through our organization, Itinerant Merchants Law. First, I well remember when the itinerant merchants bill was presented *Paper read at annual meeting Michi- gan Retail Dry Goods Association by L. C. Stiefels, President Indiana Retail Dry Goods Association. to our State Legislature, it was pro- moted by our organization while we were still infants. We were very suc- cessful in securing the enactment of a law which makes it decidedly un- comiortable, to say the least, and em- barrassing for the so-called fly-by- night merchants to locate in our town without paying a just license and taxes to our county treasurer. Pure Fabric Bill. This bill was presented by a repre- sentative in our Legislature who thought he had a wonderful idea and would be considered a great bene- factor to the public if his bill could be enacted. This bill would have held every dealer liable for the composi- tion of every bit of fabric or garment sold by him, notwithstanding he had nothing whatever to do with the man- ufacturing of the garment or fabric. You can well imagine what this would have meant to any merchant who was trying to do business honestly and use his best judgment in buying mer- chandise, but found later on that he was misled as to quality and was held responsible by the law, subject to a fine or other punishment. It is un- necessary to state that the bill was defeated and our Association had a great deal to do with its defeat. The Anti-Trust Bill. This bill was another bit of wonder- ful brain work of a wonderfully brainy man—at least, he thought he was. This bill would have effectually stopped every merchant from marking down for clearance any article in his stock without holding himself liable to refund the difference between the marked down price and the original selling price to his customer who had, bought the article at the original price. Now, gentlemen, just think what this would have meant to you. Can you not see now why it is absolutely nec- essary for us to have a State organ- ization, so that we can be protected against such vicious legislation? Labor Bill For Shorter Hours. At every session of our State Leg- islature bills come up for shorter hours for our store employes. While I know that the merchants of Indiana are always willing to be fair with thei remployes regarding working hours, at the same time we must be alert to the various bills that are pre- sented which really make it a hard- ship, not alone to the public and mer- chant, but to the help, themselves. On three different occasions minimum wage bills, utterly unreasonable, were introduced, but were not enacted, but I feel sure that some day we will have the hours regulated in our State for our help that will be satisfactory and acceptable to both sides. When that bill is passed, it will have the ap- proval of the Indiana Retail Dry Goods Association. We do not do our work by the aid of a lobby, but we, the members, write personal letters to our representatives and thereby gain much better service. Bill For Discharged Employes. At one of our legislative sessions a bill was introduced which would make it compulsory for an employer to give a discharged employe what practically amounted to a letter of recommenda- tion. This was very successfully op- posed and you, as business men, can readily see why. TRADESMAN State Fair. Had it not been for the intervention of our Association every year the large mail order firms throughout the country would have been allowed to use the Indiana State fair as an ad- vertising medium. They did this for one or two years and were successful in disposing of 50,000 catalogues. It is unnecessary to state that our As- sociation got busy and when the mat- ter was properly brought to the atten- tion of the State fair officials, it was promptly stopped. The Michigan As- sociation should watch this movement. Concerning Patterns. Do you gentlemen know that it was the Indiana Retail Dry Goods As- sociation that started the agitation of the objectionable pattern contract and that the pioneer of this controversy was Meyer Heller, of New Castle, Indiana, one of our directors? I am pleased to say that he has now en- listed with him other State organiaz- tions and we are going to see if we cannot get a patern contract that is suitable and agreeable to the business man and not be a one sided affair. We feel that we ought to have a right to say our soul is our own and we ought to be allowed to have what we think is right for our own community, as we are supposed to know best, and we don’t want to be dictated to by the magnates in New York City who are not posted on our conditions. This subject will undoubtedly be handled by others better posted on the pattern situation than myself. Merchandise Exchange. We have in connection with our or- ganization an Exchange’ Bureau. Briefly stated, if a merchant is over- stocked on an item and wishes to dis- pose of part, he notifies the manager of our organization, who makes note of it and mentions it in the first bulle- tin going out. If the merchandise is disposed of this way, the State organ- ization gets 2 per cent. commission for the work done. Many of our mem- September 28, 1921 bers have been able to dispose of con- siderable surplus stock in this manner. Grievance Committee. This committee is a secret one, ap- pointed by the President, and is only known to the manager and the com- mittee themselves. Any member hay- ing a grievance against some manufac- turer or firm reports his case to our manager, who, in return, obtains a re- port from the other side. The matter is then discussed pro and con by our committee. If, in their opinion, our member is wrong, they candidly tell him so and drop the case, but if they consider he is right, they then take the matter up further with the manufac- turer or firm and impress them with the fact that the arbitration committee for the State Association considers that they are wrong and gives reasons why and in most all cases the firm op- posing our members does not wish the unpleasant publicity, and is will- ing to settle the case. Bulletins. Our manager is continually issuing bulletins when any matters of im- portance come to his notice, either pertaining to merchandise or legisla- tive matters, or on any matter of im- portance to the members. These bulle- tins are alone worth the membership tee. 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. Daniel T, BROWN’S BEACH JACKET ANOTHER GREAT HIT Special Knitted Outergarment No. 124 Men’s Snug Fitting Jacket, V-neck, with Sleeve _-.--_--_-_-_-__ $52.50 No. 224 Men’s Snug Fitting Jacket, Collar, with Sleeve ~--_-----_----____ 58.00 No. 324 Men’s Snug Fitting Vest, 4 Pockets, no Sleeve —-------__--_-__-- 27.00 Absolutely in a class by itself. Distributed Exclusively in Grand Rapids by atton & Company GRAND RAPIDS 59-63 Market Ave. North The Men’s Furnishing Goods House of Michigan ul Pe r 2) a a a For Fall Wear [el s : a We have in stock the following: A a No. 288—Men’s dark grey V-neck Sweaters, 36 to 46, 2 doz. in box E 5 CD ed es ce ne $9.50 Doz. & No. 2288—Boys’ dark grey Sweaters, Roll collar, 28 to 34, > doz. in E _ box @ ______. ee eee $9.00 Doz. £ iS No. 2299—Boys’ Red Sweater, Roll collar, packed as above @ --_-_- $10.50 Doz. e 5] Men’s Covert Duck and Moleskin Coats, Blanket lined, sizes 38 to 46, a Prices) Soe Ba es ee $2.25 to $3.75 Each ra] —| ~=- Men’s Corduroy Blanket lined, sizes 38 to 46 -------------------- $4.00 Each & (2 (2 S Quality Merchandise — Right Prices— Prompt Service | ral ra 3 - : PAUL STEKETEE & SONS 2 tf =& WHOLESALE DRY GOODS GRAND RAPIDS, MICH. & yee) ru} ru} wr fu [uj eee aR nt Pe ow September 28, 1921 Tax Matters. There has been considerable un- rest by our merchants as to how to give in their stocks at- tax paying time. It appears that different as- sessors have different views, conse- quently different merchants gave in their stock on different values. This matter was brought up at the recent meeting and the result of the dis- cussion was that we employed a tax expert to go before the State Board and explain thoroughly the situation as to depreciation on merchandise. We enlightened the State Board bet- ter than they had ever been on the subject of depreciation and liquidation of merchandise. Being represented as we were, a very satisfactory and thor- ough understanding was had, so that one and all could give in their stocks at a certain percentage off the inven- tory, which was acceptable to the State Board and was quite a saving to many of the merchants. The expense was borne by the State Association and saved many members many dol- lars. In conclusion, I want to say that you have a wonderful organization in this State and I am sure other states are watching your growth. Keep the good work up. Others will follow in your footsteps. Indiana has adopted your methods of group meetings and we certainly County ‘invite you all to attend any of our meetings. I thank you for the great honor you have bestowed on me by inviting me to be present here to-day and giving me the opportunity of saying a few words about your neighboring state and its organization. In a recent conversation with a representative of a certain pattern company who wished me to sign a new contract with them, I explained why I could not do so at the present time, being one of the committee to help formulate a new contract’ that would be agreeable to the various or- ganizations. I explained to him what was on our minds, that the various State organizations were going to send a committee to meet at some central point to see if we could not draw up a contract that would be ac- ceptable to the merchants. He smiled at the idea and simply said, “You will never succeed. You have tried many times to do this, but you can’t get to- gether. You can’t agree. You don’t co-operate.” Now, gentlemen, let us show them and others that we know the full value of the word co-operation. Let us go to our homes with determination that we will co-operate and that we will have confidence in our various com- mittees and will agree by their de- cision and show that we are thorough- ly organized for the betterment of our craft. When you go home, remember that the sun shines every day. It is shining now and always will shine. No mat- ter if clouds do appear occasionally and darken the horizon and _ things seem dark and gloomy in the business world, let us still remember that the sun is shining all the time. It is shining for you and for me and brings light to our business and not dark- ness. When we go home if business seems bad and you must say that it is bad, then end up by saying, “It is better than I expected.” News Service. “Do you take a daily paper?” asked the visitor in Poke Ridge. “No’m” answered Hank Darby’s wife, “we don’t need to. We live right next door to old ‘Miss Peabody. She brings in all the neighborhood news oncet a day, and if anything speshul happens, she puts on her sun- bonnet and gits out an extra edition without “delay!” MICHI@AN TRADESMAN Gabby Gleanings From Grnd Rapids. Grand Rapids, Sept. 27—Martin Block, the Charlevoix grocer and meat dealer, spent his fall vacation in Grand Rapids last: week. He was accom- panied by his wife. Fred T. Kimball, who has been en- gaged in general trade at Crystal for twenty-seven years—thirteen years with his father and fourteen years on his own account—has sold a control- ling interest in the stock to Harzy Fisher and E. S. Hammontree, Mr. Kimball still retains an interest in the business as special partner. The shift in ownership and responsibility will enble Mr. Kimball to take a much- needed respite from business cares and responsibilities and give him time for extended recreation which has been denied him during his long and suc- cessful mercantile career. Mr. Kim- ball and wife spent last week in Grand Rapids as guests at the Living- ston Hotel. Sam Baucina, who for several years has been engaged in the retail candy business at 1501 Wealthy street, this city, has discontinued business, but will re-open with new equipment at the corner of Norwood avenue and Wealthy street. The MHazeltine & Perkins Drug Co. sold him a soda fountain. P. H. Lewis, the live wire druggist of Watervliet, has placed his order for a new Guarantee soda fountain with the Hazeltine & Perkins Drug Co. La Verne Turner, who conducts the ‘Norwood restaurant at Lake Drive and Hampton avenue, this city, will open a confectionary store next door under the name of the Norwood Sweet Shop. The Hazeltine & Per- kins Drug Co. has the order for fix- tures and soda fountain. Right thinking men and women everywhere will commend the action of Judge Dunham, of the Superior Court of Grand Rapids, in sentencing a young millionaire to 90 days in the county jail for driving an automobile while drunk. The young man in ques- tion has never done a stroke of work and seldom drawn a sober breath since he was able to stand up to a bar. His career has been one of public and private debauchery ever since he was old enough to receive the large for- tune which came to him by inheritance from his father, who was one of the most estimable professional gentlemen Grand Rapids boasted of in the early days of the town. The unworthy son of a worthy father has been fined re- peatedly in police court for driving while drunk, but for some cause rea- sonable men are unable to understand the police officials have never taken steps to have his license taken away from him, as they should have done. Judge Dunham has not only done public service by protecting the citi- zens of Grand Rapids from injury by this drunken outlaw, but he has taken steps to secure prohibitive action by the Secretary of State in the matter of cancelling his permit to use the streets of the city and the roads of the country roundabout. For courage and fairness, the writer commends Judge Dunham in the strongest pos- sible terms. William R. Roach, the master can- er of the age, went to New York on business last week. On his way home he slipped up to Watertown, N. Y., to spend Sunday with the friends of his boyhood. Watertown is the place of his birth and about once a year he makes a practice of renewing his youth by visiting the scenes of his childhood. Miss Dorothy May Malloch, daugh- ter of Mr. and Mrs. Douglas Malloch, of Chicago, was married to Vilas Matheson Swan, of Rochester, N. Y., on Tuesday evening, Sept. 20, at the Sovereign Hotel, Chicago. The father of the bride is known to lumbermen everywhere as the poet of the Ameri- can Lumberman. Years ago he was a regular contributor to the Tradesman. Both bride and groom were students at Northwestern University. Mrs. George Fritze, of Port Clinton, Ohio, was matron of honor, and Willis Nance, of Chicago, was best man. Little Amy Jean Malloch, sister of the bride, was flower girl. Rev. George Craig Stewart, of St. Luke’s Episcopal church, Evanston, read the service. Mr. and Mrs. Swan will re- side at Rochester, N. Y., where the groom is engaged in the practice of law. In addition to limiting our defenses, we need to cut out a lot of our of- fenses. A colloquialism that should be banished is “springing a joke.” Most jokes of to-day do not spring; they are pushed and fall helpless a few feet away. The female fly lays 20,000,000 eggs in a season, it is stated. Now if some 3urbankian genius desires to boost himself into the class of the immortals let him work out a practical way of crossing the common fly with the barnyard hen. Billy Sunday’s physician has or- dered him to take more exercise. If he acts on this advice, it will be a sight to excite the risibles of the grim gods of gloom, from this on, to ob- serve Billy’s gymnastic gyrations in the pulpit. The former kaiser’s daughter has declined his request that she go and keep house for him in his exile. His patient wife-is in her grave. His sons are scattered about, spendin the in- comes left after the collapse of their father’s soaring ambition to rule the world by force of arms. And Wil- helm frets and fumes in what is prac- tically captivity in Holland. A weary man, no doubt, and vastly unhappy in a bed whose thorns are discontent, vain regrets, and constant compari sons of his present wretched condi- tion and circumstances with the power and glory that once were his, now wasted away in the blood of mil- lions of his fellow-creatures. No wonder an exchange quotes for him: “Which way I fly is hell; myself am hell.” One nice result of prohibition that most of us haven’t thought of is the fact that the walking delegate of the bartenders’ union has had to go to work. We wonder that some of the cellar distillers haven’t sought the services of the cotton gin. Grand Rapids is complaining of its extortionate laundry prices. Evident- ly the only reduction the laundrymen are capable of is in the shrinking of shirts. The traveling forces of the three houses of the Worden Grocer Co. held a joint meeting at the Grand Rapids house last Saturday forenoon. More than fifty men were present. Address- es were made by President Rouse and other officials of the company. ——_+ Buy Right—Sell Cheap—Keep Down Overhead. From a mére incidental part of the dry goods business of E. Rosenwald & Son, at Las Vegas, N. M., the gro- cery department in five years has grown in sales volume until it has reached the $300,000 mark. “Adver- 19 tising, buying right—and with cour- age, small margin and low overhead,” are the reasons given by the manager. The store’s slogan is, “Save the dif- ference.” The effort originally was to draw the business of ranchers not only on groceries, but on other lines as well. It was also endeavored to increase the volume of the average grocery sale. This now has reached $5.63. The advertising is done twice a month, in the newspapers and by means of a large circular mailed regularly to a large list. The circular is looked for by most families. The advertising costs but a fraction of one per cent. The show windows are never used for groceries. Last year the sales of the whole store were five times what they were in the year be- fore the grocery campaign was started. The grocery department is profitable on its own account. Mail order busi- ness is now being developed and has reached one-fifth of sales. —_~+.____ Women Are Best Salesmen. A woman should make a better salesperson than a man, according to Orville Davis. They have intuition in addition to ability. They have loyalty and are more attractive in appearance. The last becomes a disadvantage if they give too much attention to their dress and complexion. rf Cumulative - Participating Preferred-Investment OF THE PALACE THEATRE CORPORATION AND OLIVER THEATRE Send for Attractive Cir- cular on a Growing-Going Proposition—now active. Note—The Editor of the Trades- man recently visited South Bend and was so well impressed with our proposition that he handed us his subscription. PALACE THEATRE CORPORATION Oliver Theatre Bldg. South Bend Indiana Graham , Morton Pat 02 aa, City Ticket Office PANTLIND HOTEL Tel. Citz. 61111; Bell, M 1429 LN Chicago Dally 10:45 p. m. & Sat.’s 1:30 p. m. Chicago time. Lv. Holland rsh Except Sat.’s 9:30 p. m., Sat.’s only 1:45 and 11:30 p. m. G. R. time. CHICAGO $ 4 .35 Plus 4 War Tax DAILY Michigan Railway Lines Dally Except Sat. urday’s 9 p. m. _ % :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 MICHIGAN TRADESMAN September 28, 1921 ye ee i came, S:\ (YO kay é ROG exe uf 39. Rca S Yi, Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President— Patrick Hurley, De- troit. Secretary and Treasurer-—-Dr. A. ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. Bent- MICHIGAN BEAN JOBBERS. Annual Address of President Breisch at Detroit Meeting. Your Board of Directors, in fixing this date for the annual convention of our Association, instructed the Secre- tary and Program Committee to aban- don for this time the customary ad- dress of welcome and response and to arrange, if possible, a program which would deal with practical ques- tions in connection with elevator op- eration and the marketing of the Michigan bean crop. 3efore entering upon the regular program for this, our twenty-ninch annual meeting, I wish to briefly re- view the history of the past year and, possibly, make some recommendations for your consideration. A detailed history of the past year, which has not been a prosperous one for the bean interests of the State, would probably revive memories of losses which could better be forgotten. In common with dealers in all lines of farm products, the shippers of beans have faced declining markets. During the early period of the crop year, when the growers were market- ing their beans freely, the prices were relatively high and there existed at that time a belief that Europe would require all of the food stuffs which could be furnished for export. This belief was not well founded for the reason that while the European na- tions could well have used larger quantities of American products, the financial situation abroad and_ the poverty of Europe seriously curtailed exports in many lines and the ware- houses at seaboard overflowed with merchandise. We are starting on a new crop year under many favorable conditions. It is probable that the carry-over in elevator and growers’ hands is lower than for many years past and the new crop, according to Government esti- mates and members’ reports, is at least one-third less than the previous year. The high rail rates from the Pa- cific coast has given Michigan an ad- vantage in a large portion of the Gen- eral West which has within the last few years purchased large quantities of beans from California and Colo- rado. Ocean rates from the Pacific points through the canal to Atlantic sea- board are practically on a par with freight rates from Michigan, but the difference in time is decidedly in favor of shipments from Michigan by rail. The emergency tariff bill, carrying a duty of 2 cents per pound on beans, is effective until November 26 and the permanent tariff bill, as passed by the House and which is now in the hands of the Senate Finance Committee, car- ries a duty of 134 cents per pound. The permanent tariff bill has been sidetracked by the Senate Finance Committee in favor of the taxation bill and hearings on the tariff bill will not be resumed until sometime after this date, according to a letter re- ceived by the Secretary from Senator Charlies . Townsend. [ft 1s to be hoped that if the permanent tariff bill is not passed before November 26 that Congress will extend the time limit on the emergency bill until the permanent bill finally becomes a law; otherwise we would have an interval when large quantities of foreign beans might be dumped upon our market to the serious detriment of the entire bean interests of the country. Before closing my remarks, I wish to refer briefly to the following sug- gestions which to my mind are of vital importance. Namelv: First, in- spection and grades; second, consign- ments; third, transportation commit- tee; fourth, bean schedule; and fifth, members, monthly reports. First, inspection and grades. In ac- cordance with a resolution passed at the midwinter meeting, a committee was appointed to report to this con- vention recommendations looking to possible improvement in our inspec- tion system. This committee will re- port at the Executive Session to- morrow morning. Grades. I had the honor of ad- dressing the National Canners’ As- sociation at Atlantic City in January and at that meeting the suggestion was made that a special grade for can- ners’ use should be established which should specify that the amount of culls should not exceed 1 per cent., the argument for this grade bein that the additional % per cent. of culls over a choice grade could be more cheaply removed by the elevator than by the canner. My reply to this sug- gestion was that our choice hand picked grade permitting 1% per cent. culls was ™% per cent. better than the canners’ standard of 2 per cent. re- quired under their certification rules. Our Association grades have be- come established after many years marketing of the Michigan crop and are recognized the world over and, while we appreciate the tremendous business given to Michigan elevators by our good canner friends, some of whom pack only Michigan beans and who have and are conducting Nation- al advertising campaigns, it would not be practicable to establish a special canners’ grade. The action of the Federal Reserve Board, first in increasing the interest rate and later in restricting loans to non-essentials, undoubtedly had a con- siderable influence in retrenchment in the manufacture of automobiles and other non-essentials and resulted in throwing hundreds of thousands of men out of employment. The rapid decline in prices of farm products greatly reduced the purchas- ing power of the farmer. Merchants with shelves loaded with high priced merchandise were forced to take heavy losses and the conditions in the coun- try suddenly changed from a sellers’ market to a buyers’ market. The return to normalcy, which was expected to spread over a period of years, was, to a great extent, accom- plished in a few short months. Our industry has suffered in common with almost all others and fortunate, in- deed, has been the elevator or jobber who has escaped without serious loss. The profits which were made dur- ing the rapidly increasing price of products during the war have in many M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables Grand Rapids Distributor Blue Grass Butter Good Luck Oleomargarine Procter & Gamble Full Line of Soaps, Chips, Etc. , Flake White and Crisco Southern Cotton Oil Trading Co.’s Scoco and Snowdrift Oxford Brand Oranges KENT STORAGE CO. GRAND RAPIDS MICHIGAN MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Aiden Smith Building Grand Rapids, Michigan SEND US ORDERS FIELD SEEDS WILL HAVE QUICK ATTENTION Pleasant St. and Railroads Both Phones 1217 Moseley Br others, GRAND RAPIDS, MICH. For Dependable Quality DEPEND ON ~Piowaty - { / f ae \ ¢ September 28, 1921 MICHIGAN TRADESMAN 21 cases been wiped out in the deprecia- tion of the past twelve months. In starting upon the business of a new crop year we will do well to for- get the past, view the situation as it exists to-day, avoid, if possible, errors which have crept into our business and go forward with a determination to eliminate those errors and market the Michigan bean crop in the most sane and logical manner possible. Our friends, the canners, need have no fear of any lowering of Michigan grades. This fear was expressed by one canner in a letter from which [| quote the following: “T think that you will agree with us that it is the Michigan grading standard that has given Michigan beans the pre-eminent position that they now occupy. They are recos- nized all over the United States and in most civilized countries as being the very best beans produced in the world. It is our opinion that this reputation has been earned by the uniform quality that has been put out under your present rules. Before this standard was adopted, Michigan beans did not occupy the position among the world’s food that they do now, and this being the case, we do not believe that the Association can afford to have this standard lowered.” Second, consignments. The ques- tion of consignments has been dis- cussed for several months past in our bulletins and I do not wish to weary you with repetiton, but believe that the Association should go on record im no uncertain terms as opposing what has come to be referred to in many lines as the “consignment evil.” Consigned stocks are invariably a menace to stabilized prices and not only the frequent cause of breaking the market, but practically never are an advantage to the consignor where an advance takes place. Brokers handling consigned goods almost in- variably come in direct competition with the wholesale trade and many wholesalers become |. c. 1. buyers who have heretofore under normal conditions, purchased in carlots. Third. Transportation Committee. Recently the Interstate Commerce Commission has been permitting re- duction in freight rates on grain prod- ucts as well as many other lines, and I consider it of great importance that a transportation committee should be appointed for the following year com- posed of the best traffic men in the Association who can keep in touch with an take proper care of the As- sociation’s interests in the matter of rate adjustments. Fourth, bean schedule. During the past year the established bean sched- ule of the Association has been based on paying the pickers 8 cents per pound. This was a fair rate consider- ing the light pickage of the 1920 cron. Reports from over the State indi- cate that the average pick on the pres- ent crop will run from 10 to 12 per cent. and the pickers could earn fair wages on a 6 cent schedule and the lower schedule would work to the advantage of the farmer. I would therefore, recommend that the As- sociation adopt the 6 cent schedule and that the Secretary be instructed to prepare and distribute this schedule for use by October 1. Fifth, members’ monthly reports. During the past three years members have frequently been asked to make reports regarding stocks on hand and estimates regarding crop conditions. The greatest difficulty in connection with these reports was the disinclina- tion of some of the members to answer the questions. The value of these reports and the bulletins giving a summary of the same has probably never been better demonstrated than in the past three months. For sev- eral years past State law required threshermen to report acreage and production of all grains and beans. This law was repealed by the last Legislature and this year we will not have the actual threshing returns to use as a basis of production in the State. There probably has never been a better time than the present to start a new crop year with a closer esti- mate of stocks in the hands of ele- vators and growers. If every mem- ber would pledge himself to make the reports weekly of the volume of purchases and sales we would have very accurate information regarding the movement of the crop. This would be of value, particularly to tie country shippers, as the jobbers de- pend upon their own investigations. In this connection I wish to quote from a letter received by our Secre- tary from J. B. McLemore, Secre- tary of the Southeastern Millers’ As- sociation. After referring to the various weekly reports of purchases and sales Mr. McLemore says: “T can recall the time when millers were very much disinclined to report their sales or to supply other informa- tion which was considered by a great many as private and personal. Edu- cation has gotten them away from this attitude and it is rare for us to ever be refused an answer to any question we may ask. The Southeastern Millers’ Associa- tion is probably the most active and aggressive of any of the co-operative associations. The value of the reports issued by Mr. McLemore must be ap- preciated by their members from the fact that their membership dues vary from $24 to $100 per month, based upon milling capacity. Personal interviews or postcards mailed by each elevator to the farmers whose crops they ordinarily purchase would probably secure from them ac- curate statements of their 1921 crop and their carry-over from previous crops. If this information could be forwarded to the Secretary’s office and sent out in bulletin form to members, it would give information which would be of undoubted value in the market- ing of this year’s crop. Lack of mutual confidence, I be- lieve, is responsible for the disinclina- tion of members to make reports. We have all depended in former years for our profits more upon a_ hoped-for advance than upon the logical method of purchasing on a sufficient handling margin to prevent loss in case of a moderate decline. If the system of reports referred to above were carefully followed out by every member we would know w~> closely by Nov. 1 the total Michi- gan crop. A fair price reasonably stabilized would establish confidence in the minds of the canners and wholesaler grocers. As I look into your faces I am aware of the fact that at least half of you are saying, “Chris is talking through his hat or having a pipe dream.’ The other half are saying, “Chris is telling the truth and we will make reports whenever asked.” Why should we not be a real co- operative association spending our money and using our organization to secure and distribute reliable trade information ? —__2++2.—____ It makes a woman heartsick every time she has to cut a valuable piece of lace. COLEMAN ®rand) Terpeneless LEMON and Pure High Grade VANILLA EXTRACTS Made only by FOOTE & JENKS Jackson, Mich. You Make Satisfied Customers when you seli’ “SUNSHINE” Watson-Higgins Mlg.Co. GRAND RAPIDS. MICH. Merchant Millers Orn by Mert FLOUR Products sold by BLENDED FOR FAMILY USE Merchants THE QUALITY IS STANDARD AND THE PRICE REASONABLE Brand Recommended , by Merchants _ | Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN NewPerfection Fiour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks We are now shipping Apples - Onions Grapes - Pears If you are in the market for carlots or less, write The Vinkemulder Company GRAND RAPIDS, MICHIGAN TOLEDO — NO SPRINGS — HONEST WEIGHT TOLEDO SCALE CO. A demonstration puts you under no obligation. Citz. 51-685 GRAND RAPIDS 20 W. Fulton ‘‘Where does the best coffee come from?” It comes from a red carton bearing the words B.B.B. COFFEE Courtesy is the gulf stream in the cold sea of business. It melts the icebergs of in- : difference, and bears the ship of trade safely into the harbor of success. JUDSON GROCER CO. GRAND RAPIDS MICHIGAN Boston Breakfast Blend caine heresies rie cenen ames adie eye : yeni il Pag gg PE ae on Et ie i Ne ant ct came PABST AEN NE a NBER EE IN AG SOO FABIA 2S NRL: a RS Paes | i i i 22 MICHIGAN TRADESMAN September 28, 1921 — — _— — = 7 +. this line, it is necessary for the deal- er as a rule to use his wits, if he de- sires to get a little more than his ‘ share of the business. Thus, one fall an enterprising Ontario hardware dealer had one of his clerks secure a list of all permits for deer hunting issued in his district. The clerk visited the office where licenses were made out every day, and thus prompt- ly got a line on the men who were go- ing to the deer country that fall. The proprietor at once wrote personal REFRIGERATORS for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Michigan Retail Hardware Association. President—Norman G. Popp, Saginaw. Vice-President—Chas. J. Sturmer, Port Huron. . Secretary—Arthur J. Scott, Marine sity Suggestions for the Fall Sporting Goods Season. Written for the Tradesman. One of the first requisites to suc- cessful dealing in sporting goods is specialization. It is impossible to build up a business by merely order- ing a stock, scattering the goods throughout the store, and then de- pending upon the general knowledge of the merchant and his clerks to promote sales. A department must be organized, devoted exclusively to the display and sale of sporting goods. The windows should be liberally used to push sales in this department; and every form of advertising mat- ter should be made use of, to impress on the public the fact that these goods are handled in your store. Particu- larly should efforts along this line be put forth at the outset. Once the pub- lic associates your store with the line of sporting goods in which it is in- terested, it will be easier to get trade. Put a clerk—the one best qualified for the work—in charge of this de- partment. Encourage him to learn all there is to know about the different lines he handles. Take a young man who is interested in athletic sports and who can keep in touch with the sporting men of your locality; for it is from this class that most of your trade will come. There is really nothing about a complete stock of sporting goods which presents any difficulties to a clerk able to adapt himself, and most young men now- adays grow up with a pretty thorough knowledge of baseball, fishing rods, guns, etc., and it does not take long to supplement this general knowledge with the special information necessary to make sales. The more enthusiasm for sport the man has, the better his chances of making good in this de- partment. Incidentally, it is a good idea to systematically encourage the boy trade in the sporting goods depart- ment. The boy is apt to be keenly interested in many of the lines car- ried, and as he grows older this in- terest will develop and spread its in- fluence to other lines to the profit of the dealer and the store. At the out- set the boys may not be extensive purchasers; but at the same time they are apt to bring their parents when they come to make purchases. And a few ‘years hence they themselves will be among your big customers. When the boys come to the store it pays to give them personal attention, and to treat them so well that they will feel at home and want to come again. Getting in touch with new prospects is always one of the chief factors in building up a large gun, ammunition and general sporting goods trade. Gun clubs and hunting clubs of various kinds are in existence in many places. One large city dealer makes a regular practice of circularizing these every fall, both with circulars and catalog, and this brings him in touch with men most keenly interested in this line of sports. A keep in touch system is employed by another large city dealer of my acquainatnce. This man, in the course of years. spent in the business, had built up a valuable mailing list which he prides himself on keeping live and up to date. A card-index system keeps a record of every customer. This firm issues an annual catalog. Just before this is issued, a letter with an accompanying post card is sent to every customer on this list, announc- ing that the catalog is being prepared and asking the customer, if still in- terested in sporting goods, to fill out and return the post-card. By this method the live names are kept on the list, and the rest weeded out from year to year. Too much attention cannot be paid to the arrangement of attractive win- dow displays. Every normal man possesses a latent instinct to take a gun and go off into the woods. It is, therefore, impossible for the average. man to fail to feel an interest when he sees a window filled with hunting goods. A purchase may have been furthest from his thoughts, but such a window is arresting, and even com- pelling. A good display of this sort was put on by a small town hardware dealer. In the center of the window was shown a miniature lake, hedged in very naturally with fir boughs. On the surface of the water, decoy ducks were shown. In one corner of the window a tent was pitched. The flap was drawn aside sufficiently to reveal a supply of the many things which appeal to a lover of the wild, even to the bannock pan and a pair of old shoes. The background was filled in with hunters’ supplies, guns, etc. There can be no doubt that display helps considerably in making this de- partment a success. In a great num- ber of stores, however, the sporting goods are given neither adequate space nor sufficient attention. A promiscuous pile of goods on a coun- ter in an obscure corner, or a jumbled collection under a counter or in wall shelves, too often represents "the “sporting goods department.” As a result of keen competition in Hospitals, Etc. Sb No. 72 for Grocery Stores 4 0oO No. 54 for Meat Markets bisgnedoged No. 75 for Florist Shops 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND: PRICES. THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO McCRAY REFRIGERATOR CO. 2144 Lake St. Kendallville, Ind. Foster, Stevens & Co. Wholesale Hardware os 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, Summer Goods, Mackinaws, 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 Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. ( Ps foresee a September 28, 1921 MICHIGAN TRADESMAN 23 letters to every man on the list, sug- gesting that they call and see him about supplies before they left for the North. Quite a number responded, and the proprietor was ready to show them his stock. He had already gone carefully into the matter of camp comfort and necessaries, and was able to give them much sound advice in addition to selling them certain sup- plies they had not previously thought of taking. Now, that was a simple, an almost obvious stunt; yet it is just such little things which many dealers are too busy to think of, that make all the dif- ference between big business and little business. The sporting goods department presents wide scope for successful featuring. By setting aside a certain section of the store for the display and sale of sporting goods lines, not merely is the department given a fair show, but the general appearance of the store is enhanced. One dealer has located his sporting goods department in a room at the rear of the store, raised some feet above the general floor level. The sides are lined with cases containing a variety of articles from gloves to guns. Racks in the corners hold base- ball bats, tennis racquets, fishing rods, etc. This arrangement has the one advantage, that customers can care- fully examine the stock without that feeling of restraint that comes of the proximity of other customers. “T have secured a lot of business recently by putting up signs,” ex- plained a dealer the other day. “The ordinary fence-sign is, to my mind, obsolete, but if you can put up your sign at a place where the people most likely to need your goods will see it, then it is well worth while. “There were three splendid spots for fishing in and around my town,” he continued, ‘‘and at each place I had a sign put up advertising fishermen’s supplies. Every angler who visited one or the other of these places would sit for several hours, probably, in full sight of my sign. If the fish refuse to bite, the average fisherman is in- clined to blame it on his tackle. In such a mood, no one could refuse to give attention to a sign, right before his eyes, which read: ‘Latest im- proved tackle—prices right at Blank’s Hardware Store.’ I put up signs at points’ where huntsmen were most likely to penetrate and that got them, too.” “A few words may be said as to the care of guns. One dealer, a veteran in the trade, advises leaving all stock as far as possible, in the original wrappings, and in his own store has built special racks and shelving in order that this can be done the more easily. The stock on exposure he goes over continually to prevent rust. In another store every gun is wiped off with a specially prepared cloth soaked in oil and other preparations before being replaced in the racks. Victor Lauriston. a Looking Backward. A man of 80, looking back over his past life, is apt to decide that most of the things he worried about were not worth worrying about. The mountains then look like mole- hills. And many of the things we worried about never happened. It is a pity not to apply some of this philosophy as we go along. It would save a lot of worry. Also a deal of mental wear and tear. What were you worrying about this day last year? Can you remember? And was it worth while? A business man, if he will cultivate an even disposition, can save himself a lot of worry. Such a disposition can be cultivated. Losing one’s temper does upset the nerves, and too much of it will often put the nervous system in a deplor- able condition. Avoid it. It does not pay. If things do not go exactly right, if subordinates are careless or incom- petent, you will only injure yourself by letting conditions work you into a mental stew. It is proper to try to remedy these things, and that as speedily as pos- sible. That is a part of your daily job. But do not let them upset your bal- ance. We see men who take these things quietly. They may be disturbed, but they do not show it. And many of these men do not let circumstances worry them too much. They go through life on an even keel, so to speak. They seldom lose their tempers and. do not let their nerves become ragged. And they get a tangible reward as they go along. People like to deal with them. They make friends and hold them. It may be a natural tendency to worry, but fight this tendency. You can overcome it. Why let your nerves become fraz- zled? Looking backward, you are sure to say that it did not pay. ++. If you spend much time standing around waiting for people to pat you on the back your success may dissolve into thin air while you wait. ———__++ 2 The business men you used to know who waited for luck to bring them suc- cess are pushing up daisies in the financial cemeteries now. Grand Rapids Store Fixture Co. 7 No. Ionia Ave. Grand Rapids Store and Office Fixtures of All Kinds BOUGHT AND SOLD Correspondence solicited. Call and see us when in town. and Repairing We carry a complete stock of for which we are sole agents for Michigan. We have a fair stock of second hand motors. 549 Pine Ave., Grand Rapids Citizens 4294 Robbins-Myers Motors Motor Rewinding W. M. Ackerman Electric Co. Bell 288 Quaraes Ceusuens ane Cement Puan of me Petoskey Portiano Cement Co. PRIDSKEY, MItH, Petoskey Portland Cement A Light Color Cement Manufactured on wet process from Petoskey limestone and shale in the most modern cement plant in the world.: The best of raw materials and extreme fine grinding insure highest quality cement. uniformity. The process insures absolute ASK YOUR DEALER FOR IT. Petoskey Portland Cement Co. General Office, Petoskey, Michigan Grand Rapids We are making a special offer on Agricultural Hydrated Lime in less than car lots. ‘A. B. KNOWLSON CO. Michigan Blanks for Presenting LOSS AND DAMAGE or OVERCHARGE CLAIMS, and other Transportation Blanks. BARLOW BROS. Grand Raplds, Mich. 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 Sand Lime Brick Nothing as Durabie Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-J.ansing Brick Co., Rives Junction 24 MICHIGAN TRADESMAN September 28, 192% Michigan’s Second Oldest Drummer an Owosso Man. Owosso, Sept. 26—Rounding out his 40th year as a traveling salesman, over virtually the same territory, George W. Haskell, of this city, is the oldest “drummer” in point of service in the State, with one exception. In those forty years, Mr. Haskell has traveled several time the distance around the globe. Haskell is known for his ready wit and spontaneous humor. The coming of gray hairs and the piling up of the years that he has been selling grocer- ies have failed to dampen either in the least, and his humorous writings are frequently found in the Michigan Tradesman. George W. Haskell. The first trip that Haskell made, was to collect bills for an Owosso wholesale tobacco and oil concern. He had disposed of his own grocery here and was heaving dirt out of a cistern at the home he was building, when he was offered $15 per week and expenses if he would collect the bills. He took it. Within a week he came driving into town with three horses tied behind his buggy, and with the information that he had left a cow at Birch Run. He had taken them all, including a stallion valued at $2,000, in payment of bills owed the house. The house then sent him out to sell goods and he has been traveling ever since. For several years Haskell drove an old bay mare hitched to a buggy that was decidedly rickety. Finally he ad- vised his employers that he was driv- ing around the worst advertisement they could have. He was ordered to get a new buggy. He did so and took it to a painter. “T want every wheel painted a dif- ferent color,” he told the painter. “And be sure to make the colors bright and gaudy. I want people to remember me when they see me in this buggy.” The painter did as directed. Has- kell drove the buggy for years and it proved the biggest advertisement the company had. On the development of railroads Haskell discarded the horse and buggy for a steam train. Haskell is to-day selling to the sons of men to whom he sold years ago. Although he is around the 70 mark, Mr. Haskell is active and enjoys his work. He could retire if he wished but says that after so many years in the harness he cannot quit. Haskell gets a lot of joy out of his flute, and each year organizes a fife and drum corps for the United Commercial Travelers’ annual picnic. —Detroit News. —__s2- >. Gabby Gleanings From Grand Rapids. Grand Rapids, Sept. 22—Many of the traveling men who represent Eastern houses are in receipt of let- ters from their employers, requesting them to cover the trade as thoroughly as they can during September and November, because they will be with- drawn from the road during Novem- ber and December “on account f exhorbitant charges of the railroads and hotels.” Letters are now so com- mon that it is clear to see that both railroads and. hotels will have oc- casion ito realize that they have overreached themselves in the grasp- ing practices they have indulged in of late. C. L. Wood, traveling representa- tive for the Boston Varnish Co., in- forms the Tradesman that he recently had an unpleasant experience at the Hotel Wildermuth, Owosso. He or- dered a club breakfast which the hotel was unable to supply on account of one of the items being out. He, therefore, changed his order to break- fast No. 3, for which the price is 45c. When he came to pay his bill, how- ever, the clerk insisted on his honor- ing a check for 70c, because that was the price of the order he had or- iginally planned to have served to him. The traveling salesman who sat next to him ordered.a No. 3 break- fast and was charged 45c therefor. His name is J. C. Burr and he resides in Flint. Mr. Wood registered a com- plaint with the clerk in the hotel and was referred to the Vice-President and Manager, R. H. Reynolds, who not only refused to make the overcharge good, but slurringly informed Mr. Wood that hereafter he had “better eat with the Greeks.” Mr. Wood has been a regular customer of the Wil- dermuth for many years, but insists that he will never go there again. He does not care for the overcharge, but naturally resents the action: of the Manager in refusing to discuss the situation in a calm and friendly man- ner and then adding insult to injury by consigning him to the Greeks, whom he never patronizes. Jack F. Hebenling writes Gabby Gleanings as follows: “I have made a change in my position which I wish my many friends in the grocery busi- ness in Michigan to know of and the most direct way of conveying this message to them is through your Michigan Tradesman, for most of them are readers of your journal. I will give you a varied description of my activities for the past eighteen years, which, no doubt, will be crude, so far as journalism goes, but you will have the outline with which to work and will write it up in your own way. I have spent the past eighteen years in the coffee and tea business in the State of Michign. I traveled for about four years for the J. M. Bour Co., of Toledo, selling their product, which was coffee and tea, and covered the territory from Grand Rapids North to Mackinaw Island. At the close of the fourth year Kendrick Bour, son of J. M. Bour, went to Detroit and started in business for himself under the name of the Royal Valley Coffee Co., at which time I left the old com- pany and went with the young Mr. Zour. For the first five years with this company I covered Southern Michigan as salesman, then was pro- moted to assistant sales manager, which position I occupied for six years, spending the greater part of the time on the various territories with salesmen and breaking in new men. Then three years ago Mr. Wag- staff bought the Royal Valley Coffee Co. and I was made sales manager, in which position I remained until Sept. 1. - This would make about fourteen years’ service with the same house, as the business is still known asthe Royal Valley & Wasstait Coffee Co. I severed my connection on Sept. 1 to ‘take a position as Man- ager of the Chicago plant of the Cul- tured Coffee Co. of America and will make Chicago my home. I have lived in Detroit all my life. I am married and have a daughter 12 years of age. Am verv fond of base ball, fishing and all outdoor sports.” H. S. Prey (Edson, Moore & Co.) writes Gabby as follows: “I think a firm or an individual should be com- mended when they do their level best to fill a long felt want. Therefore, I am writing you in regard to the Sherman House, at Allegan. Bill and Bert are certainly doing wonders with this hotel. The meals are the best ever and the rooms are as good as they can be made, considering the age. —_—_—_~+-- —___ About the time a man’s first baby gets old enough to say things other men begin to shun him. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mar. Muskegon t-3 Michigan Livingston Hotel and Cafeteria GRAND RAPIDS Nearer than anything to everything. Opposite Monument Square. New progressive management. Rates $1.25 to $2.50 MORROW & BENNER, Proprs. 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—AII With Private Bath, $2.50 and $3.00 A. E. HAGER, Managing-Director Rew Hotel Mertens Rooms without bath, $1.50-$2.00; with shower or tub, $2.50; Meals, 75 cents or a fa carte. Wire for Reservation. A Hotel to which a man may send his family. CODY HOTEL GRAND RAPIDS RATES j $1.50 up without bath $2.50 up with bath CAFETERIA IN CONNECTION Anon {aM “The Quality School” A. E. HOWELL, Manager 110-118 Pearl St. School the year round. Catalog free. Grand Rapids, Mich. HOTEL WHITCOMB St. Joseph, Mich, European Plan Headquarters for Commercial Men making the Twin Cities of ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor- rated throughout. Cafe and Cafeteria in connection where the best of food is ob- tained at moderate prices. Rooms with running water $1.50, with private toilet $1.75 and $2.00, with private bath $2.50 and $3.00. J. T. TOWNSEND, Manager. Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. Rates reason- able. SIDNEY ELEVATORS. Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write sane requirements, giving kind machine jze platform X., wanted, as well as height. We will quote money saving price. Sidney Elevatcr Mnfg. Co., Sidney, Ohio WILL F. JENKINS, Manager. 139-141 Monroe St. ee LY GRAND: RAPIDS, MICH. Caer 4 . CUSHMAN HOTEL PETOSKEY, MICHIGAN Commercial Men taken care of the entire year. Special Dinner Dances and other entertainment During the Resort Season. Wire for Reserva- tions. HOTEL RICKMAN KALAMAZOO One block from Michigan Central Station. Headquarters U. C. T. Barnes & Pfeiffer, Props. PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager September 28, 1921 ee ne eae re MICHIGAN TRADESMAN eee ate CR ee een eee see eaten aieean tat nse eens 25 Review of the Produce Market. Apples—Wagner, Wealthy, Spys, Baldwins and Alexanders command $7 per bbl.; cooking apples, $6 per bbl. Bananas—7%c per Ib. Beets—$1 per bu. Butter—Taking the market all in all, it can hardly be classed as satis- factory as most dealers are unwilling to pay the prices asked on account of the limited orders received at the governing figures. On anything but the top scores local holders are be- ginning to realize the necessity of allowing slight concessions to put the market on a more suitable trading basis. These undergrades are accum- ulating and causing dealers some worry as to when a clearance will take place as buyers are not induced by the relatively low prices asked in comparison with those ruling for the better scores. The receipts of fine butter not running to any large pro- portions, and no surplus to speak of noted. Local jobbers hold extra creamery at 41c in 63 lb. tubs and 42c in 40 Ib. tubs. Prints 43c per Ib. Jobbers pay 18c for packing stock. Cabbage—$1 per bu. Carrots—$1 per bu. Celery—40c for ordinary and 60c for Jumbo. Cocoanuts—$1.10 per doz. or $9 per sack of 100. Cucumbers—75c per doz. for home grown hot house; garden grown, $1.50 rer bu.; Indiana hot house $1.25 per doz, Eggs—The market for fresh gath- ered good stock is firm. Much de- fective stock has been received and it has been difficult to sell. How- ever, this accumulation is getting out of the way and the market is gen- erally in a healthy condition. The undergrade held stock is offered be- low the fresh. The feeling on re- frigerator stock is rather firm and a number of Chicago operators are sell- ing eggs which cost below 30c above 35c and taking the profits. Specula- tion is not sufficiently rife to create any attention. Owners of high grade ice house stock feel that they will get the price this winter and this is indicated by future sales. Careful in- vestigation shows that the meat pack- ers as a whole have little confidence in the future of storage eggs. They are not carrying large blocks, as in former years, but are buying as they need stock. One of the five who started out to buy some held eggs this week found the anxiety to sell so great that he did not take on the volume he expected. The Grand Rap- ids market is on the same basis as a week ago, local jobbers paying 33c f. o. b. shipping point for strictly fresh, candled. Egg Plant—$2 per doz. Grape Fruit—Isle of Pines fruit is now in market, selling at $8 per box for all sizes. Grapes—Concords command $3.50 per doz. for 4 lb. baskets; Delawares, $4 per doz.; Niagaras, $3.50 per doz.; Tokay and Malaga from California, $3.50 per 24 Ib. crate. Green Onions—Silverskin, 20c per doz, Honey Dew Melons—$2.50 per crate of 8 to 9. Lemons—Sunkissed are selling on the following basis: 300, size, per: box .-- 2 2 $8.00 270 size, per bOxX 222-0220 s 8.00 240 Size, per box 2.0650 ou 7.50 Choice are held as follows: S00: size. per box. 2 $7.50 2/0 Size, fet box 2-02 200 ee 7.50 240 size, per box oo. .02. 22 8 7.00 Lettuce—Home grown leaf, $1.25 per bu.; head, $2 per bu.; New York head lettuce, $3.50 per crate. Muskmelons — Michigan home grown, $1.50 per crate. Onions—California, $4.50 per 100 Ib. sack; home grown, $4.25 per 100 Ib. sack; Spanish, $2.25 per crate. Oranges—Fancy California Valen- cias now sell as follows: Osage, se $7.50 PO ee 7.50 6 7.50 eo 7.50 B52) eee ea ee 7.25 We 7.25 co) OOS eo as Sie ed 7.25 Parsley—60c per doz. bunches. Pears—Anjou, $3.25; Keefers, $2. Peppers—Home_ grown, $1.25 per bu. for green; 30c per doz. for red. Pickling Stock—Cukes, $1.75 per % bu.; Onions, $1.50 per 20 Ib. box. Potatoes—$3.75 per 150 lb. bag for home grown. Pumpkin—$2.25 per doz. Quinces—$3 per bu. Radishes—15c per doz. for home grown. Spinach—$1.50 per bu. Squash—$3 per 100 lbs. for Hub- bard. String Beans—$1.50 per bu. Sweet Potatoes—Virginia command $1.90 per hamper and $5.25 per bbl. Tomatoes—75c per % bu. for ripe; 75c per bu. for green. Turnips—$1 per bu. Wax Beans—Home grown, $1.50 per bu. —_——__ 2 Buy Ample Supplies To Meet Flour Requirements. Written for the Tradesman. The wheat market during the past week has shown a tendency to be very erratic. One reason for this was the falling off in export demand cou- pled with rather heavy receipts of spring wheat. The visible supply, also, increased somewhat again; it shows an excess of 45,000,000 bushels at the present time. The French government, also, came out with the report their wheat crop would be 28,000,000 bushels in excess of their requirements. Stocks increased in Kansas City 475,000 bushels. Pri- mary receipts of wheat totalled 2,- 564,000 bushels on Sept. 26 compared to 2,287,000 bushels a year ago. At last reports, the Italian crop seemed to be considerably larger than a year ago. These various reports created a bearish sentiment temporarily and this, of course, reacted on domestic buyers, who have purchased very sparingly during the past week. On the whole, however, and as re- ports come in from all sections, it becomes clearer each day that the world’s crop this year will be no larger than last and the important importing countries must look to North America for the bulk of their wheat supplies for the next ten months. Last crop year Europe im- ported approximately 640,000,000 bush- els; North America supplied 400,000,- 000 bushels of this. Furthermore, wheat is at least $1.25 per bushel cheaper this year than a year ago and mill feeds are nearly $40 per ton cheaper. This has a direct bearing on the price of flour; in other words, if the mills were obtaining as much for bran and middlings to-day as they were a year ago, flour would be $1.50 per barrel cheaper than it is without any further change in the wheat mar- kets. Taken as a whole, wheat and flour are in a reasonably strong position. The big wash-out in food prices is over with. The farmer is producing many things at less than cost, and we feel it is not reasonable to expect any material decline; although, the market is bound to have setbacks. However, conditions are such, taken as a world-wide proposition, that it is unwise to buy flour in large quanti- ties for too distant delivery. It ap- pears advisable to purchase for not more than thirty day shipment; while, on the other hand, if wheat should break 10 to 15¢ a bushel and flour declined 50 to 60c per barrel, the sit- uation would be somehwhat changed; such a decline would warrant some- what heavier purchases, as the mar- ket seems destined to at least hold its own on an average and will prob- ably sell somewhat higher. For comparison, we are giving the wheat crops of the world for the past fifteen years, and, as it is practically conceded this year’s crop will be no larger than that of 1920, it can be readily seen that wheat and _ flour should not sell much, if any, lower, particularly in view of the fact this year stocks of flour were the lightest when the new crop came on the mar- ket they have been in years compara- tively speaking: Wheat Crops of the World. Year Bushels 1905 -.. i bes Oe $906 2 3,434,354,000 100 /s en ee 3,133,965,000 1908 oe 3,182,105,000 O09 3,581,519,000 1910 2 3,575,055,000 My 3,551,795,000 19f2 3,791,951,000 1915 eo 4,127,437,000 HOG 3,585,916,000 POS se 4,094,480,000 TONG 3,153,097,000 H9b, 2 2. 1,916,950,000 OPS ee 2,358,875,000 1900 Ce 2,571,488,000 TOA 2,763,536,000 We can see no reason for revising our previous statements regarding flour and wheat purchases. It seems advisable to buy ample supplies to cover requirements up to thirty days Lloyd E. Smith. —_—_++.—___- in advance. If you are unable to show cus- tomers that you know your stock, don’t feel disgrunted over their un- willingness to trust your judgment. Big Bargain in Merchandise We offer for sale the last remaining stock of the defunct Universal Stores Co. cated at Cassopolis. The contents of the store have been appraised as follows: Hardware _____-_- Groceries _____-_- Fixtures_______-_- U. S. Slicing Machine - - - - --- Purchaser will reap a rich reward. Grand Rapids Trust Company Receiver Grand Rapids, Mich. It is lo- ee $10,000 2,000 2,800 150 26 MICHIGAN e eo Nf f AA me ee SS. “DQ — Changes in Some Drug Stay les. Santonine—The price has been ad- vanced by leading importers to the basis of $126 per pound. This ad- vance, which was forecast last week, Market is occasioned by scarcity of the ma- terial on spot and the fact that re- placements are difficult to secure and are priced at very high levels. Pow- dered goods have been advanced to a basis of $127.50 per pound. Bromides—There has been a sharp decline in the prices of bromides by the American producers. The cut af- fected ammonium, sodium and potas- sium grades, all of which were re- duced 5c per pound. It is understood that the reduction was named to bring domestic prices more into line with the quotations on German goods, which have been offered consistently at from 5@8c per pound lower than the best domestic quotations. Crude Drugs—There is a slightly easier position in laurel leaves, which are now quoted at 3%c per pound. Both French and Spanish thyme are higher. Yellow mustard seeds are scarce on spot, and demand has im- proved. At the same time, higher prices are demanded for shipment from the primary markets. Anise seed is easier owing to arrival of some fair shipments. Sage is fairly active in all grades, and prices remain firm. Rhubarb root continues a_ strong feature, as do buchu leaves. Prices on these items are very firm. Lyco- podium is easy. Japanese camphor is quoted lower in some quarters, but the general price level hovers around 70c per pound. Balsams—A fair demand for Ore- gon fir is reported in one direction. Prices are steady. Essential Oils—Demand for clove oil is good at the new prices and they have been firmly established. Gums—Camphor remained dull and prices are more or less unsettled, with reports of shading current in the mar- ket. Berries—Juniper berries are in moderate request and are steady at former prices. Flowers—Valencia saffron is high- er in some quarters, but the general price levels are unchanged. Oils—Codliver oil is in only mod- erate request and prices, while steady, are far from firm in most directions. Rosins—All grades of rosins were cut 10c last Saturday. Buyers dis- played comparatively little interest in the market and the outlook is not considered very bright. The primary points have been very weak owing to the slump in the demand from both domestic and foreign buyers. Paper makers were enquiring a little more freely in the lower grades, but no price revisions were heard of. Rosin Oils—These oils are quite steady. Large buyers evidenced a fair interest and the movement is moderate. Most of the activity, how- ever, is chiefly against old contracts. Linseed Oil—Demand has picked up a little and, regardless of the fairly large offerings of foreign oil at prices considerably below those asked by sellers of American oil, there is much more disposition to purchase the latter. English oil is quoted around 65c while American oil is being quot- ed from 73@75c per gallon, raw in carlots, cooperage basis. Stocks are not very large and with paint and varnish makers also more interested prospects are brighter. Tannic Acid—Owing to quiet con- ditions in the tanning industry it was possible to shade current quotations on the technical grade of this product slightly during the past week. Selling has been of a more or less routine nature, with only small quantities taken on by the consumers. While open prices are still held at 40@60c per pound, according to test, it was possible to shade this in resale quar- ters and very possibly in first hands as well. Chemicals—Caustic soda is still in a strong position. Bleaching powder is in fair demand. White arsenic is a weak feature, as is also the case with antimony. Both of these prod- ucts are subject to shading on real business. Sulphide of soda is weak in second hands and some shading of the makers’ quotations are reported. Buyers of caustic potash report that they are able to secure supplies at 544c per pound, but no business at lower than this level has been re- ported. Bicarbonate of soda is in fair demand in a jobbing way and sales of lots of a few barrels were put through at 24%c per pound. Tin salts are slightly steadier owing to an advance in the metal, but no real buying has been noted during the past week. 2-2. —-_— Recent Proceedings in Grand Rapids Bankruptcy Court. Grand Rapids, Sept. 21—On this day was held the adjourned first meeting in the matter of Boyes & Blandford, Bankrupt No. 1965. The trustee was yresent in person by Mr. Birdsall. Wicks, Fuller & Starr; Car- roll, Kirwin & Hollway; Raymond Visscher, of Holland, and Irwin Trusch were present for various cred- itors. The trustee made a report of the progress of the several road jobs under completion and the meeting was adjourned for the purpose of permitting the work to be completed and a report of the same filed. Meet- ing adjourned to Oct. 17. TRADESMAN Sept. 22. On this day was held the first meeting in the matter of Julius Takats, Bankrupt No. 1968. The bankrupt was present in person and by attorney, Oscar E. Waer, of Grand Rapids. C. V. Hilding, of Grand Rajids, and Bunker, Rogoski & Dunn, of Muskegon, were present for creditors. The creditors failed to elect a trustee and the referee ap- pointed the Muskegon Trust Company as such and fixed the amount of its bond at $5.000. John S. Anderson, H. A. Morris and A. W. Bryant, all of Muskegon, were appointed apprais- ers The bankrupt was then sworn and examined by the referee without a reporter. The meeting was then adjourned without date. Sept. 23. On this day was held the adjourned first meeting in the matter of McGurrin Sales Agency. Bankrupt No. 1971. The bankrupt was present in person and by attorney, M. Thomas Ward. The trustee was fresent in person. The bankrupt was sworn and examined by the trustee, after which the meeting was adjourned without date. On this day also was received the order of reference and adjudication in bankruptcy in the matter of Jacob H. Insky. Bankrupvt No 1984. The bankrupt is a resident of Muskegon, and conducted a retail store at that place. He also conducted under the assumed name of “Grand Leader.” The proceedings have been referred to Benn M. Corwin, referee in bank- ruptcy, and who also has been ap- pointed receiver by the District Court. The schedules of the bankrupt are not filed as yet, owing to the fact that this is an involuntary case. The or- der to file schedules has been made and a list of the creditors of the bankrupt will be given by the writer when same is. reecived. Schedules must be on file on or before Oct. 4, which is the last day set for filing the same. On this day were also received the adjudication. and_ order of reference in the matter of Sigler Player Action Co., Bankrupt No. 1985 The bank- rupt is a corporation of the city of Grand Rapids and engaged in the manufacture and sale of actions for player pianos. The proceedings have been referred to Benn M. Corwin as referee in bankruptcy. This being an involuntary case the schedules have not been filed as yet. An order to file schedules has been made and served on the bankrupt to file the schedules in this matter on or before Oct. 4. On the filing of the schedules of the bankrupt a list of the creditors of the bankrupt will be given. Sept. 24. In the matter of Fred W. French, Bankrupt No. 1919, a petition was filed by the trustee of this estate for an order authorizing him to abandon the lease of the Hermitage Garage which was assigned to the bankrupt. The order allowing the same has been made by the referee. Sept. 26. In the matter of McGur- rin Sales Agency, Bankrupt No. 1971, an offer for the unexpired lease of the premises occupied by the bankrupt has been received by the trustee, and report of the same filed with the ref- eree. An order to show cause has been made and a meeting will be held on Oct. at which time the said lease will be sold. Also at that time the balance of the assets of the bank- rupt, consisting of automobile parts, accessories, office furniture and stock in trade inventoried at $1,271.62, will be offered for sale. All interested in either of these items should be pres- ent at that time. The meeting will be held at the office of the referee, at 315 Houseman building, Grand Rapids. On this day also was held the first meeting of creditors in the matter of George H. Cutler, Bankrupt No. 1891. There were no appearances and an order was made adiourning the first meeting to Sept. 28. In the matter of Chas. F. Bartlett Co., Bankrupt No. 1939, the trustee September 28, 1921 of the estate has filed in court a re- tort of an offer for a certain Chevro- let automobile at Kalamazoo. The offer is in the sum of $50, accompan- ied by a waiver of a preferred claim for ‘rent. The condition of the auto- mobile was very poor and the court made an order confirming the sale at $50. tl ie It Was Doubtful. A young fellow took his elderly father to a football match. “Father,” he said as they took their seats, “you'll see more excitement for your five dollars than you ever saw before.” “Oh, I don’t know,” grunted the old man; “five dollars was all I paid for my. marriage license.” —__+-.—___ If the calamity howlers would shut up maybe the mills wouldn’t have to shut down. Chocolates Package Goods of Paramount Quality . and Artistic Design ‘ . a st Day ih the Yea, § CANDY DAY s Saturday “tober Sth retinnsneninsnPn en Don’t Forget The Date TRIM UP YOUR WINDOWS AND CANDY CASES FOR THE OCCASION IT MEANS DOLLARS TO YOU ++ PUTNAM FACTORY GRAND RAPIDS - MICHIGAN ee eee centr aven meee ace cana ‘hci dp sli ain tmnt September 28, 1921 MICHIGAN TRADESMAN 27 Live Retailer’s Viewpoint on Future Lighting is for a purpose and that Wh . ’ Saas olesale Drug P Business. purpose must be justified. When a gs — Current eon Haven, ede ae course, customer has to go all the way to the Prices quoted are nominal, based on market the day of issue there has not been this summer front door to examine an article, be- enough business to go around in all li hti ae 1 ee Ce Boric (P og 17 2 a 1 00 — localities, so dealers have imagined it C@US¢ Propet ighting is lacking in Borie os ite 26 Amber, crude -- 2 00@2 25 Aconite -------- 1 85 was necessary to begin price cutting. the stores interior, what part of the Cartbolie 2. 29@ 35 Amber, rectified 2 25@2 50 Aloes ----------- 1 65 : : Citri 66@ 70 Anise ------- 1 25@1 50 Arnica —------.. 1 50 Well, we do not mind that very much total overhead should be charged to We yg 777777777 4 ¢ Bergamont ---- 8 00@8 25 Asafoetida -----. 3 90 except for the time being, as we are jmproper or inadequate lighting? Nitric _u-_u.--. 10@ 15 CaJeput -------- 1 50@1 75 a meen 1 36 usually able to keep the momentum wa hi Oxalic _-_______- ne % Coles 3 25@2 60 POnkCiR oo _° Gh teak bu Sue le Gv beter me Practicing economy on lighting usual- — suiphurie _- 4@ 6 Castor = 1 28@1 52 — Comp’d ‘i ae ie Ce ge ee Seda e awn Lh BOGE TR arene chandising methods. That may sound ly means greater losses clacwhers, "IE oe 58@ 65 Citronella --__—- soo1 a6 Cantharadies __- 3 00 egotistical but we seem to be doing it With lighting rates at ten cents a oe ——— = 2 — a as o------ : 7 anyway. Of course, we have all got kilowatt-hour, a store 20 feet by 60 oe co. en Gon tiew To ia oe Cinchona ea 2 10 to jbe_ satisfied with smaller profits feet can have @ reasonably high in- Water, $8 dag. — AP Son a 1 Sie Cubes 300 é y f ve all go ‘ ‘ Sat ‘ Water, 14 deg. _- 8@ 13 & : = Digitalis __ to ‘work for. these smaller profits tensity of illumination for six hours a Carbonate _-_--- io 36 on mer = Gentian SEES a good deal harder than we did a few day at less than the wages of a mes- Chloride (Gran) 10@ 20 Wucalyptus ---. 1 00@1 25 ginees. D. oo 2 00 years ago for much larger profits. I senger boy, or 25 per cent. of the a ig ey a es ia scans “ie o 2 — . is the sees that most deal- salary of a junior clerk. But after all Balsams : Juniper Wood 1 50@1 75 — maecgeee 1 20 ers fail to see. | believe we are get- a ke : Gopaiba —. 60@1 00 Lard, extra ---. 1 25@1 45 ine, Colorless 2 00 ting a bigger volume of business by oe agi oe er ~ se Casete) 4 7 . bs ppsviy sa ge nema ee Kino cn 7 oe goles tet opt am the commey amd OC caved of Nebing cots, DS how ir (Oregon) ---, 203 00 Lavendar Eiow $RGIS uch Sa mixing with the farmers, finding out much expended leads effectively in Tol 2 1 00@1 20 Lemon --------. 1 560@1 75 a soe 1 60 . : : : . Linseed Boiled bbl. @ 87 YPiUM --~.-~-~.. 3 50 page ee supplying them. other directions can be added to the Linseed bid less 94@1 02 Opium, Camp. .. 1 30 ae now that is the way our lighting costs with the net result of Barks Linseed, raw, bbl. @_ 85 Opium, Deodors’d 3 60 smaller merchants are getting busi- Linseed, raw, less a go Rhubarb -----___ 2 00 ness. We are advertising more than ever and are selling merchandise every day into a lot of nearby towns where the local merchant sits around on a chair in front of his store and waits for the business to come to him. If he would go after it as hard as we do, he would get the business in his own territory instead of our getting it. The banks are getting a little more money on hand, due to the farmers paying up some of their indebtedness. Money is very noticeably easier even in most of the smallest banks. It seems to me that retail merchants have the best prospects for the next ten years of any line of merchandising, because it will take ten years to catch up. Radix. —_~2++2—____ Good Store Lighting. Why is light needed in a store? Be- cause the merchant wants the cus- tomer to know what he is selecting and wants him to see it. The lighting equipment should enable the merchant to cash in on his advertising, to do the necessary business warranted by the location he pays rent for, and to have his sales people highly effective. greater earnings per dollar of the total cost of doing business.” Let a mer- chant have it impressed on him that “It takes time to see,” and “A look is worth a thousand words.” Norman Macbeth. —_——_—_—_>2——>—— Discovered Another Salt Island. New Orleans, Sept. 27—Cote Blance an island on the Southern Louisiana coast, has been found to be virtually an island of salt, according to informa- tion received here. The island is one of a series of several containing valu- able salt deposits, including Avery’s island, the site of the world’s largest salt mine. Local geogologists claim that this discovery proves a century- old contention that the chain of islands was formed by the expansion of vast saline deposits. The Avery’s island deposit was discovered by ac- cident during the Civil War. — +2 Boy Scout Census. There are now 523,119 members of the Boy Scouts of America. This is said to be more than the total mem- bership of scouts in the rest of the world. Holiday Goods and Druggists Sundries We are pleased to announce that our com- plete line of Holiday Goods and Druggists Staple Sundries is on display in our Sam- ple Room here in Grand Rapids. cordially invite our customers and friends to visit us at their earliest opportunity. The line is intact to date and offers a generous selection from which to choose. We Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Cassia (ordinary) 25 30 Cassia (Saigon) 50 60 Sassafras (pw. 55c) gy Cut (powd.) Se 20@ 26 Berries Cubeb =... -- 1 60@1 175 Wish 2.3. 40@ 50 Juniper —-_._._-_- % Prickly Ash ---. 30 Extracts Licorice ~--.----- 60@ 65 Licorice powd. -. 70@ 80 Flowers Arnica ---------- 7 80 Chamomile (Ger.) 50 60 Chamomile Rom 40@ 456 Gums Acacia, 1st ------ 50@ 56 Acacia, 2nd ----- 45 50 Acacia, Sorts --. 20 25 Acacia, powdered 30@ 35 Aloes (Barb Pow) 25@ 35 Aloes (Cape Pow) 30 35 Aloes (Soc Pow) 7 Asafoetida ------ 5@1 00 Pow. —....--- 25@1 50 Camphor -------- 97@1 00 Culaiac : --..--—-- @ Guaiac, pow’d_- @1 00 Rigg oo @ 345 The Le Axore Line. ” Mushrooms Opera (wood), 50s_. 57 00 Choice, 1s, per can -- 66 Opera (tin), 25s --. 57 00 Hotels, 1s, per can — 8% Agreements, 50s ---- 58 00 stra 65 Washington, 60s --- 75 00 Nur foxine 20 80 Biltmore, 50s, wood 95 00 Piums California, No. 2 ---- 2 50 Sanchez & Haya Line 25 lb. pails, per doz. 19.20 Pears in Syrup 00 Clear Havana Cigars made California, No. a au. 4 25 in Tampa, Fis. L Diplomatics, 50s -. 95 00 gale Reina Fina (tin) 50s 115 00 Jennings Condensed Pearl Marrowfat ----- 1 361 90. «- Rosa, 50s... 125 00 “F-B “Seal Cap” Warly June 2... 1 45@2 10 Victoria Tins -------115 00 3 doz. Case (lic) ---- 376 jy June sifd 2 25@2 40 National, 50s ——-_-- 130 00 Seaches Original 2 50s 150 00 oops Worden specia BREAKFAST © California, No. 2% 3 50 Cixneptionaiay 50s 185 00 Cracked Wheat, 24-2 485 California, No. 1 2 25@2 15 Cee at Gori 900 Michigan, No. 2 ----~ 4 25 2 s Bes > : oe Pulted Rice. 5 60 Fie, gallons ------ @ 50 Ignacia Haya Quaker Eaten fas 4 : : Pineapple xtce Boney Clee: ar speed uaker Brfs iscul ‘ ‘ 25 Made in Tampa, Fla Quaker Corn Flakes 2 80 Sa siti Delicades, 50s _ 115 Ralston Purina ------ 4 00 Extra Rea _. 360 WPrimeros, 50s - Ralston Branzos ---- 2 70 Se Queens, 258 8 Ralston Food, large -- 3 60 Pumpkin Perfecto, 25s ~------- 185 00 Ralston Food, ooo gan 30 Van Camp, No. 3 1 60 Saxon Wheat a scuit aio. Mo. 18 Garcia & Vega—Clear cuit Van Camp, No. 10 ~~. 4 50 a Shred. Wheat 5s Lake Shore, No. 3 — 1 60 Havana Kellogg’s Brands. Corn Flakes, 36s ---- Corn Flakes, 248 ---- Corn Fiakes, 100s --- Krumbles, 24s Dmwoec WP poco bo © oO Krumbles, 368 ------- 4 20 Krumbled Bran, 12s-- 2 25 Post’s Brands. Grape-Nuts, 248 ----- 3 80 Grape-Nuts, 100s ---- 2 75 Postum Cereal, 12s -- 2 25 Post Toasties, 36s -- 3 60 Post Toasties, 248 -- 3 60 BROOMS Standard Parlor 23 lb. 5 00 Fancy Parlor, 23 1b.-- 7 25 fx Fancy Parlor 25 Ib 8 50 Ex. Fey, Parlor 26 1b 9 00 BRUSHES Scrub Solid Back, 8 in. ---- 1 50 Solid Back, 11 in. --- 1 75 Pointed nds ees 1 25 peal 1 10 ee Ne 1 35 Shoe . No; 1 No. 2 ae No: 2 2 00 BUTTER COLOR Dandelion, 25c size ~ 2 80 Perfection, per doz. -. 1 75 CANDLES Blectric Light, 40 Ibs. 12.1 Plumber, 40 Ibs. 1 Paraffine, 6S -------- 2 Paratiine, 128 —--___ 12% Wicune 0 CANNED GOODS Applies 3 lb. Standards ~---@1 75 No. 10 2. @6 50 Blackberries : sagt — aa Sa @7 00