as BES OD OSES A) Aaa AS, Bi ¥ ood os ZB 3 P) Ae — NCAA| col: WS Veen WE (6 ) TES oye 2 ee \ Ny muayy7 . VA == A NS AW ~“ aN Sa a.) 7 J) ZEXGWVVIZ Y N \) x 7 A) od YES @ cc ct o) ee CE i: sl i SN AC i ROSS y ARG ES Hi YA) i, Vow Lifes IN (69) 770) Hex) Cee, Ae RSS OSA ks WW j Ny N Wee ey aaa Gy UE PUBLISHED WEEKLY SS Sy D Sye y we” 34 y f At BENG : i owe oly XP} Y WY7)) 5: TROT I OTE — ravage sett I ty OOO tC AR OOO AAA > ni —~-- ~~ MMMM Mw Tete’ eyrryct.rrtere Number 2003 we ae we we el Tey C 8 VET ere rere erreryy YY ¥ 22 a . ~ 39 MMMM ww rCrt we © 8 ARY J ds right; stand with him while ¥ LIBR 4 4 } ¥F > I am not bound to succeed but I am bound DIED—APRIL 15, 1865. SDAY ~ id verery te eee ve ee EDN Ww ye ‘Tre vv > vet MMe »M. BORN—FEBRUARY 12, 1809. GRAND RAPIDS I am not bound to win but I am bound to be true. to live up to what light I have. I must stand with anybody that stan he is right and part with him when he goes wrong. VEEN ny ok kk MO OO OL a Ol OO Thirty-Ninth Year ys i A, Citizens Long Distance Service Reaches more people in Western Michi- gan than can be reached through any other telephone medium. 18,764 telephones in Grand Rapids. Connection with 150,000 telephones in Detroit. USE CITIZENS SERVICE CITIZENS TELEPHONE COMPANY A Story Ever Fresh— Our big national advertising of Fleischmann’s Yeast is a story ever fresh, reaching thousands of new readers every month. That means a troop of eager new customers for you. Don’t let them be misled into experiments with so-called ‘yeast-preparations” containing little yeast and more drugs. The only yeast that builds up the health is fresh yeast— Fleischmann’s. The Fleischmann Company The Name on the Sack is a Guarantee of its Contents When specifying cement insist that it be the kind with the ~ NEWAYGO PORTLAND CEMENT on every sack. You can then be assured that this important part of your construction work is being supplied with material that has proven its worth, one that will readily adapt itself to your job, no matter what problems or complications may arise. Newaygo Portland Cement is not limited in use to the con- struction of buildings. It may be used above or under ground, in or out of water. Its many uses have brought about a universal demand for the cement with a guarantee of uniform quality. Newaygo Portland Cement Co. General Offices and Plant _Sales oO ffices Hewayeo, Mich. Commercial Savings Bank Bldg., Grand Rapids, Mich. ‘| Ginger Cake | and | Red Hen Brands are Real Pure New Orleans Molasses * OE PACKEO eY i cng i ‘LERICH & BERRY, Ze We pack our molasses in standard size cans. which contain from 4 to 6 ounces each more than other packers. Old Manse Syrup It always pays to BUY THE BEST pecan ALL MICHIGAN JOBBERS Packed by OELERICH & BERRY CO. CHICAGO, ILL, ean. te a ee ee oa ee += netrnnn ost Aen se The Package Preserves the Profit You know how your jobber handles sugar,— he sends you the case or barrel just as he gets it, no danger of loss from weighing, no spilling, no expense for bags and twine. He makes a definite profit. You can do the same thing by handling Franklin Package Sugars because you send the housewife the original package, just as you get it from the jobber. Although comparatively new, Franklin Golden Syrup and Tea Sugar are making great names for themselves. The Franklin Sugar Refining Company PHILADELPHIA ‘*A Franklin Cane Sugar for every use’’ fv Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup ee ee ‘ prices for raw wool. A DESMAN Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 8, 1922 Number 2003 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. BE. A. STOWE, Editor. Subscription Price. Three dollars per year, if paid strictly in advance. Four dollars per year, if not paid in advance. Canadian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. Extra copies of current issues, 10 cents; 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. NOT DISCONCERTING SIGNS. During the last few months con- sumers, distributors, and producers have been bombarded with predictions of higher prices. In nearly every line of merchandise dealers have been urged to buy before the advance be- gan. They have been told that cloth- ing prices were bound to go up, that cotton goods were selling too low, and that even furniture prices, which had shown unusual resistance to the down- ward movement, were slated for a new advance.: The slight recovery in wholesale price levels in July and Au- gust, as shown by the index number of the Bureau of Labor Statistics, was heralded as an indication that the up- ward movement had begun. This ad- vance, however, was lost as a result of recessions in subsequent months. Those who have been predicting higher prices for clothing got some- thing of a shock a few days ago when the leading manufacturer of woolens in this country opened the lines for the fall of 1922 at a reduction from the prices of the previdus season. This was done, too, in the face of higher Meanwhile the weakness in the raw cotton market appears to preclude any prospect for an immediate advance in prices of cot- ton goods. Automobile manufacturers have decided that prices must come down if they wish to get any business. These are not disconcerting signs, ex- cept to those who believe that rising prices are the only avenue to pros- perity. So long as prices of such es- sential raw materials as corn, cotton, rubber and copper show a tendency to sag it is idle to expect an upward movement in the quotations for fin- ished goods. They must get into line with the basic commodities, or the basic commodities must get into line with them. EDWARD KRUISENGA. Although no man’s life is fully com- plete until the last breath has depart- ed, and happily the acme of a suc- cessful career is generally reached in later years, many times as a basis of measuring success the age 45 affords the best period upon which to make safe deductions. So it is, indeed, for- tunate to have a life to portray of one who has traveled the rough high- way long enough so as to determine with a degree of certainty that the traveler has not only not been forced to falter or quit, but is in shape to continue the journey with warranted confidence and in a creditable way not only but a way highly successful. Many young men start their busi- ness careers with ability, energy and quite frequently a good common sense training. Many such young men succeed at the start and con- tinue that success uninterruptedly; others succeed at first, then falter, and many times are lost in the mazes of commercial life; while still others for various reasons frequently inex- plicable make little or no satisfactory headway in their chosen business or profession. However, it can be safely said that the “acid test” comes in every life; squalls loom and storms arrive, and the navigator, no matter what his natural advantages may be, finds that even brains, energy and judgment must co-operate every moment, like shipmates, if a port of recognized suc- cess is to be reached. It is quite fair to assume that the decade between 40 and 50 in a man’s life affords the great test. This per- iod generally finds the primary stages of any business passed, with enough big problems met and threshed out in such a manner that larger affairs ahead for solution can be approached with confidence, broad vision and sound judgment. WOOL AND WOOLENS. During the past week auction sales of wool in Great Britain and Aus- tralasia have been held. The results are regarded quite favorable. Prices have been fairly well upheld and the bidding was quite animated at times. American buyers were in evidence. The results are a tribute to the policy of the wool pooling plan in doling out the supplies. How great the quan- tity thus kept from the market is was shown in the report made the other day. From this it appeared that the pool held, on Dec. 31 last, 1,890,774 bales of old wool, or about 570,000,000 pounds. This, of course, does not take into account last season’s clip. At the auction sale of army wool in Boston last Thursday, 7,000,000 pounds were disposed of at prices about 25 per cent. in excess of those obtained at last month’s sale. Only about 4,500,000 pounds remain of the wool bought by the Government. The rise in the price at successive sales has resulted in reducing the Govern- ment’s loss on its purchases to about 15 per cent. .In the goods market the main event of the past week was the opening, by the American Woolen Company of the remainder of its fall fabrics. These also show a small reduction from previous prices, al- though not enough to cause an ap- preciable diflerence in the price of garments or clothing. Other mills have followed the lead of the Amer- ican company in fixing prices. Thus far the takings have been mostly those for the women’s wear trade. The clothing industry is disposed to be cautious. The attitude of the re- tail clothier still remains to be de- termined and also the effect of pos- sible labor troubles before the man- ufacturers will feel free to order in quantity. Thus far, the main activity in the men’s wear line has been in plaid back overcoatings. a Advises Buying For Thirty Days in Advance. Written for the Tradesman. The past ten days has shown an ad- vance in wheat of approximately 10c per bushel—a very liberal upturn. The advance, primarily, was caused by the anticipated success of the arms parley at Washington, since which time the treaties have actually been signed. Considerable optimism in business circles, both at home and abroad, has been created by the results obtained at the Washington conference. In fact, the British pound sterling ad- vanced to $4.32, the highest point ob- tained in three or four years. The advance in foreign exchange, of course, has increased the buying power of Europe in exact proportion to the advance. In fact, the senti- mental effect has been greater than the actual advance obtained, and Eu- rope has been buying more of our wheat. One of the best statisticians in the country estimates European require- ments will be, at least, 8,000,000 bush- els per week of wheat up until the new crop is available. In the wheat market the chief ele- ment of the price market is the ex- port demand, for this country, with a few exceptions, always has a sur- plus of wheat for the world’s market. The crops of the Southern hem- isphere have been of an average char- acter and indicate a comfortable sup- ply for the importing countries; hence, the demand upon this country has been of a steady character, due to the ability of our merchants to extend credit. We have exported to date within 40,000,000 bushels of the theoretical maximum indicated and five months remain before the new wheat is avail- able; consequently, even at the mini- mum requirements, based on previous years the outlook is for an export vol- ume in excess of domestic needs and the demand can only be met by re- ducing domestic stocks to the mini- mum. Farm reserves, less spring seed, are given this year at 110,000,000 bushels, against 264,000,000 bushels at the same time a year ago. Stocks of wheat and flour in dealers’ hands are light, comparatively speak- ing. The trade have bought con- servatively and wisely. While we have had quite a ma- terial advance and probably will have some reaction in the long run wheat appears to be good property; in fact, both wheat and flour, and it is pre- dicted the present average level of prices will be maintained until the new crop is available. Probably they will be advanced somewhat. Another bullish factor is the report from Canada cutting down their sur- plus 30,000,000 bushels of wheat. Dur- ing the past three or four months Canada has been a heavy shipper and still has wheat to sell. In normal pre-war times, the world never carried over any considerable surplus of wheat. Russia, then, was a heavy producer. Of course, she is out of the ranks at the present time and it may be several years before agriculture is restored to a normal basis. Until then the world will be feeding directly from the harvest fields, with a close cleaning up of the pro- duction of the surplus countries. With the requirements in excess of 600,000,000 bushels annually by the im- porting countries, the United States is depended upon for half of the total and whenever our crop falls under 800,000,000 bushels, the world will be in distress and pay dearly for its wheat. Hence the grave concern over the prospect of our winter wheat, which should produce, at least, 550,- 000,000 bushels. The present pros- pects of the Southwest make that minimum a dubious one for the com- ing season, according to statements and figures accumulated by a promin- ent Chicago stock, bond, grain and provision house. While we do not believe there is any occasion for jumping in and buying heavily for long-deferred shipment of either wheat or flour, at the same time we believe both are excellent property and that the average of pres- ent prices will, at least, prevail and, as stated heretofore, they will un- doubtedly be advanced somewhat. The purchase of both wheat and flour for, at least, thirty days’ require- ments is advised. If a material re- action should develop from the re- cent advance, somewhat heavier buy- ing could possibly be indulged in, although, the trade should not forget their experiences of a year ago. Buy- ing in advance for thirty days’ in ad- vance is perfectly safe, we believe. L. E. Smith, 2 MICHIGAN TRADESMAN February 8, 1922 Gabby Gleanings From Grand Rapids. Grand Rapids, Feb. 7—-Good morn- ing, Mr. Councilor! Were you at the Council meeting last Saturday night? If you were, you saw a good exhibi- tion of team work and good fellowship. Three candidates were initiated into the order. They are Charles E. Jus- tice, representing De Laval Cream Separator Co., of New York City; Frederick F. Cook, Worden Grocer Company, Grand Rapids; Harold O. Blazer, A. Krolik & Co., Detroit. M. L. Potts was received by transfer from Capitol Council, No. 95. Senior Counselor Wells said he wished to an- nounce that he was about to appoint a very important committee whose duty it would be to “overlook” the books of the Secretary-Treasurer. John must have been thinking that this manner iof auditing the books of certain incumbents of positions of trust has been a ’la vogue of late. The committee thus appointed consists of A. N. Borden, George McNutt and M. D. Bosman. It is rumored that Art thas already ordered three high powered spy glasses and has instruct- ed his committee to change the word “overlook” to “scrutinize.” We were all glad to see our old comrade, Oscar Levy, at the meeting last Saturday night. He came _ up primarily to see Blazer “get his.” Whatever else we may say about the meeting, we must admit that justice was done. We were favored with visitors from widely separated parts of the globe: H. A. Bartrip, of Buffalo Council, No. 7, Buffalo, N. Y.; G. W. Steever, of Northwestern Council, No. 72. Chica- go, and Stanley Hitchings, of Detroit Council, Nio. 9, Detroit, all of whom made fitting remarks—fitting because they were brief and to the point. The many friends of Mr. and Mrs. R. J. Ellwanger, 1212 Bemis street, wree grieved last week to hear of the death of their little 10 year old son, Gordon. The funeral services were held at the home Wednesday, Feb. 1. If you stopped at the Keefer House, Hillsdale, and they shipped you over to the South overflow house, a half mile away, and you left a 6 o’clock call and the clerk called you at 6:15 and then when you got back to the Keefer in the morning at 6:45 to set- tle up, so you could get a 6:55 train out, they made you pay for breakfast, what would you say? That is what they did to one of our members last week. Can you beat it? Some day the Keefer may not have so many guests crazy to get in. Then they won’t be so cocky. As the Keefer is on the American plan the victim would not have thought so much of it ‘f they hadn’t checked two guests out for dinner who settled just ahead of him. Favoritism and unfair dealing never get a hotel man anything in the long run. For fear that a couple hundred of our members have forgotten that we have moved, we wish to announce that we are on Ransom avenue and that we will convene for regular business any Saturday night the Council meets. John Dooley is having a peck of trouble these days, training W. S. Shaffer and E. M. Wheeler in the way they sLould go. John says if he can’t get them up to the You-See-Tea Club luncheon next Saturday noon at the Association of Commerce room any other way, he is going to put a halter on them, begosh. C. J. Wormnest, who has been con- nected with the Art Stove Co.. of De- troit, for many years, now has West- ern Michigan territory for the Mar- shall Furnace Co., with headquarters ‘t Grand Rapids. With his superior knowledge of the art of heating we »rophesy for him marked success. The last Saturday night dance party would have been a 100 per center had it not been for the half dozen or more who slipped _in uncensored by the committee. It would be regrettable, indeed, and disastrous to the high status dancing parties if our long-fol- lowed custom of requiring all strang- ers to be vouched for should be aban- doned. It is earnestly hoped that our dance committee will see to it that not a person is admitted to our next party, Feb. 11 unless he or she is vouched for bya U. ©. T. meniper. Only 130 more days until bass sea- son. The third noonday luncheon of the “Vou-See-Tea” Club (United Com- mercial Travelers) at the Association of Commerce restaurant Saturday, Feb. 4, brought out so many that it was necessary to spread more tables to take care of all who came. Many new members joined Saturday and it is very evident that it will not take very long to sign up the quota. The music was good and the eats were also good. Cigars were passed around with the compliments of Harry Behr- man. 3y the way, Harry is some “pep song leader.” John D. Martin, chairman of the meeting, introduced Carroll F. Sweet, Vice-President of the Old National Bank. He did give some talk that went right home to every fellow there. His talk was along the lines of the inspiration of the brotherhood of man, where every man would have an interest in the other fellow, doing his best to make the world better. Mr. Sweet was very free to express himself. He said he was very glad of the opportunity to talk to a body of men where he felt free to express his sentiments with the privilege of calling a spade a spade, and use the word “dam” if he wanted to. To say the talk of Mr. Sweet was intensely interesting to all present is putting it mild. The boys to a man rose to their feet to express their appreciation and a motion was made and carried voting Mr. Sweet an honorary member of the “You-See- Tea” Club. The programme for next Saturday, Feb. 11, will surely be a “hum dinger.” E. B. Schumacher, of Detroit, the fellow who was the or- ganizer of the You-See-Tea Club idea, will address the meeting, and he is some live wire. If you miss hear: him talk, you certainly miss some- thing you will later on have cause to regret. Be sure and avail yourself next Saturday of this luncheon and bring a friend with you, some fellow you have in your mind for a possible candidate for Grand Rapids Council. If he attends just one of these lunch- eons right off the bat he will want to join good old No, 131 and then the You-See-Tea Club. D. C. Scribnér, whose funeral was held Monday afternoon under the aus- pices of the Knights Templar, was a member of Grand Rapids Council. Mr. Scribner was a life-long resident of Grand Rapids and was loved and re- spected by every one who knew him. He leaves a widow and hosts of friends to mourn his loss. Mrs. John B. Olney is suffering from the effects of a broken wrist, which she sustained last Wednesday. Bert Swix writes: “The hotel at New Lothrop deserves a liberal pat- ronage. It is clean, good beds and very good eats. They use you right.” Carl E. Grabill, formerly of Green- ville, and well known in Grand Rapids, has been named head of the appoint- ment bureau of the internal revenue division of the treasury department, and, as such, controls the destinies of more than 2,000 persons in the Gov- ernment service. Grabill, in his earlier life. was associated with his father in publishing the Greenville Independent. At one time he was associated with F. QO. Lindquist in Grand Rapids. From 1903 to 1906 he was in the rural free delivery department of the postoffice. After a lapse of several years he re- turned to the Government service on the general staff of the army. He again went into private life. In May 1920, he returned to Washington and entered the income tax division of the treasury department. Since that time his progress has been steadily upward in the Government service. The 1922 edition of R. M. Kellogg Company’s catalogue is off the press. It contains thirty-two color plates of strawberries and how best to serve them. The printing and binding was done by the Three Rivers Press and engrayings by Crescent Engraving Co., of Kalamazoo. There were 225,- 000 copies. Because it is a work of art and contains much valuable in- formation but a small percentage will be destroyed. Rather will they become worn and soiled from much handling. No concern in Michigan knows the value of high-class printing better than the Kellogg Company of Three Rivers. Starting in a small way sev- -ral years ago to produce and mar- ket strawberry plants this concern has many acres under high cultivation and employs a small army of workers. R. V. Pilkinton is on his way to the Southland, where he will spend several weeks in quest of business. The Tradesman has been promised an oc- casional letter from Mr. Pilkinton, who will write concerning business, crops and things in general. Readers never tire of tales from the Mammoth Cave district or a trip on the old Ohio river boats. Since Michigan moon- shine has made Missouri mountaineers jealous, we may be favored with a little information concerning our neighbors without touching upon the eighteenth amendment. Rupert Cain, who is with the Read Machinery Co. and has headquarters in Chicago, will spend the week end with his parents, Mr. and Mrs. Will Cain, of Sherman street. Since father and son are in the same line of busi- ness and with the same house they will probably spend muc* time talking shop. Following the accident near Fox station last week, a Pere Marquette passenger train broke down at the exact spot where a ford car had been wrecked. The engine suddenly halted beside the wreck where it remained for two hours until repairs could be made. There was considerable excite- ment for a time amionf# the passengers who ‘thought another fatal accident had occurred. Mrs. R. J. Ellwanger was called to Muskegov on Thursday. Her mother, Mrs. Westerman, was quite painfully injured by falling on the icy side walk. A gold medal will be presented on March 4 to the U. C. T. member se- curing the largest number of applica- tions during the year. In case of tie each will be presented with a medal. It is necessary that candidates be in- itiated in order to count in the score. Re-instatements are to be considered the same as new applications. As yet no one individual seems to have claim on the gold prize. Trying to get something for nothing through premiums, prizes and trading stamps, is a trap that catches many. In the end the purchaser pays for the premiums as well as the goods. While in Alma one day last week a Grand Rapids salesman remarked in a casual way that he would visit a local barber shop before train time and was surprised when the merchant sug- gested that he might have his tonsor- ial work done in Saginaw, where the rates were lower. An Alma barber is credited with having said he would rather have one job of hair-cutting at 50 cents than two at 35 cents each. Patrons of his shop had protested against the charge of 25 cents for shaves. The Tradesman correspond- ent cannot vouch for the above state- ment, but a hardware salesman _ re- marked that he had sold more than the usual number of razors in Alma on his last visit. A pessimist feared to enter a cave because of an imaginary Dear. An optimist went in and staked out a gold mine. It is just as easy to im- agine gold as it is to imagine a bear. Caution my be commendable but pro- gressiveness is always productive. Mark Twain wasn’t so very far from the truth when he said that the average man didn’t make much use of his head except as a means of keeping his necktie from slipping off. It looks now as if we will eventually have to loan the Germans the money they were going to take from us if they won the war. The cost of living is still about the same—all a fellow has. The annual meeting of the U. C. T. will be held the First Saturday in March, which is March 4. We wil put in the forenoon with routine busi- ness and the afternoon will be given over to initiation, election of officers, messages from the officers of the Grand and Supreme Council. We will wind up the day with a rousing ban- quet at the Pantlind Hotel. Councilor Wells was very fortunate in securing a committee for this banquet which are all live wires and they promise to give us one of the best banquets and entertainments, followed by a dance that the U. C. T. has ever put on. We urge every individual member not only to attend the afternoon session, but the morning session and the banquet as well. The success of this annual meeting depends upon not the officers alone, but upon. every individual member. We urge you to accept this responsibility and by being pres- ent encourage the incoming officers as they take up their work for next year. Mr. Verbeck complains because in a recently published contribution of his the intelligent compositor said of a salesman that he was in the “hilarious occupation of selling coffee.’ It should have read “coffins.” Mr. Verbeck’s hieroglyphics are much like the “Judge” himself—strikingly character- istic. Our oriental translator was ab- sent at the time and the contest com- mittee decided that of all the words offered coffee seemed the most hilar- ious. —_——_»—-2— = Richard Quayle, the veteran mer- chant at Gwinn, was in the city one day last week calling on his friends and inspecting his investments at this market. While here he related an incident concerning the Citizens’ Mu- tual Automobile Insurance Company of Howell, which is worthy of repeti- tion. It seems he had insurance on a Buick car in that company, includ- ing $1,000 for theft. About a year ago he traded the car for a new Buick, but forgot to bring the matter to the attention of the insurance company. Within a few days after the car was delivered to him it was stolen, and although he expedted several hundred dollars in the work of tracing the thief, he never succeeded in locating the car. Six months later he received a letter from the Howell company, stating that his policy was about to expire and suggesting renewal. Mr. Quayle thereupon wrote Secretary Robb, at Howell, that he had had no insurance for the past six months through his own carelessness in not requesting the transfer of the policy to the new car. ‘By return mail Mr. Robb called Mr. Quayle’s attention to the reading of the policy, which stated that when a new car was pur- chased the insurance automatically was transferred to the new car, wheth- er the owner notified the company to that effect or not. Mr. Quayle there- upon sent on proofs that the car had been stolen and received a check for $1,000 by return mail, all of which speaks pretty well for the integrity and good faith of the Howell institu- tion. —_—_+ + >—_—_ It would be very convenient to keep in the pantry fruit juices in the form of dry powders, so that one could mix a glass of lemonade or orangeade or other beverage offhand. They would be useful, also, for cooking. A newly patented process for making such powders consists in mixing the fruit juice with gelatinized starch and re- ducing the solution to a dry product by atomizing it into a current of dry warm air. ~ cari APA “> — wenn Pal concoct IDM, alec = ee ees — eee rm ee ee eee February 8, 1922 Calls a Halt on Hotel Agitation. Petoskey, Feb. 3—I want to thank you for the nice position you gave me for my article on the Bridge Across the Mackinac Straits. Last night the Crief -Wawatam attempted to cross and, after going out about two miles, had to come back stern first to Mack- inaw City and tie up for the night. I hope we can hurry the project along, because it will be built eventually and, with apologies to the Gold Medal peo- ple, why not now? I am in receipt of six sheets of 8% xll paper printed full of resolutions, etc., from our friend, John D. Martin. Most of this was published in the Tradesman a week or two ago and [ am enclosing herewith a copy of my letter to Mr. Martin, which I will be glad to have you print in the Trades- man if the same is satisfactory to you. The hotel fraternity will be glad to have their rates regulated if they start at the bottom and take into considera- tion the expense of doing business now as compared to what it was before the war, but our critics are prone to take the highest advance of ma- terials and when they have shrunk 50 per cent. from the peak, they want to cut the hotel rates in two. It would be tiresome to enter into this thing at length; in fact, it is almost as far- reaching as the tariff question, so we will let it go at that. W. L. McManus, Jr. Petoskey, Jan. 23—-Whenever the traveling man’s expense account runs up, the hotels are singled out as the direct and principal cause of the ad- vance. The hotel rates of to-day are not as high as they should be with relation to the expense of operating the hotel, comparing the rates and the cost of operation with the year 1914, when apparently hotel rates were sat- isfactory to the traveling fraternity. Yiou will agree that supplies, equip- ment and provisions necessary to op- erate hotels advanced from 200 to 400 per cent. during the war. The hotel rates did not advance in like proportion. As a matter of fact, the highest advance in hotel rates was 5) per cent. In the spring of 1921 a number of the hotels reduced their rates without solicitation, the Cush- man Hotel being the pioneer of the first-class hotels to lower their com- mercial rate for nice, clean rooms with running hot and cold water and three good square meals to $4 per day, American plan. Notwithstanding this reduction to a point where many of the hotels were operating at a loss, by reason of less business than in 1920, the traveling men and business organizations throughout the country have continuously bombarded the hotels for lower rates. The United Press recently dis- seminated the following: : The cost of living is still approxi- mately 70 per cent. higher than in 1914, - despite a drop of about 17 per cent. during the past eighteen months, figures for 21 representative cities made public to-day by the labor de- partment revealed. Furniture and housefurnishings are showing the greatest resistance to depression, the increase over 1914 still being from 109 to 149.9 per cent. This is authentic and proves’ con- clusively that if the ‘hotels were ioper- ating under an equitable rate in 1914, as compared with the cost of opera- tion, they would now be justified in advancing their rates to where they were in 1920 and adding still more to that if they are to receive a reasonable compensation for the service. they render. It is up to you to call off your traveling men and your auxiliaries, the Chambers of Commerce of vari- ous cities, from hammering the hotel rates and put their efforts behind a movement to reduce the cost of hotel supplies, food, coal, eleectricity, etc., as the prevailing price on these com- modities preclude any possibility of lower hotel rates. _W.L. McManus, Jr., Proprietor Cushman Hotel. MICHIGAN TRADESMAN Profits Are Essential It is to the advantage of society that busi- ness as a whole shall be profitable. The great industries, the railroads and public utilities, which are the framework of national well-being, could never have been created under conditions unfavorable to rea- sonable returns. Profit is the wage of service—the spur to endeavor—an objective of practically every material development of civilization. Good profits mean good service and pros- perity—poor profits presage unemployment, hard times and business mortality. Our progress towards better times de- pends upon the general acceptance of the truism that business is worthy of its hire. To deny reasonable earnings to industries, rail- roads or public service corporations is to deny their usefulness or right to existence. An important function of the Worden Grocer Company is to aid legitimate grocers to earn a profit commensurate with the value and importance of their service. W/oRDEN (j;ROCER COMPANY Grand Rapids—Kalamazoo— Lansing The Prompt Shippers 4 MOVEMENT OF MERCHANTS. Saginaw — Miller Bros. succeed Beeker & Miller in the coal and fuel business. Detroit—Ralph J. Hardy, Inc., has changed its name to the Intra-State Truck Sales Co. Jackson—John C. gaged in the undertaking business at 406 First street. Detroit—The Co. has increased its from $3,000 to $25,000. Holt—The Holt State been incorporated with an authorized capital stock of $20,000. Saginaw—The Nash Saginaw Mo- Patience has en- Fireproofing stock Anchor capital Jank has tors Co. has increased its capital stock from $20,000 to $40,000. Detroit—Karpelowsky & dealers in shoes, are reported to have filed a petition in bankruptcy. Detroit—The Ginbro Boot Shop is reported to be offering to compromise with its creditors at 30 per cent. Grayling—The N. Michelson Lum- ber Co. has decreased its capital stock from $300,000 to $100,000. Grand Ledge—William Davis has purchased the Biebsheimer stock taking immediate possession. Detroit—J. E. Langley, wholesale dealer in boots and shoes, is reported to have filed a petition in bankruptcy. Traverse City—The Grand Trav- erse Packing Co. has increased its capital stock from $100,000 to $200,- 000. Hillsdale—E. P. chased the Schafer property and en- gaged in the marble and granite busi- Carpol, grocery Refner has pur- ness. Quincy—R. C. grocery stock and store C. C. Porter, who has taken posses- sion. Saginaw—The Galloway-Pease Co., wholesale lumber dealer, has decreas- ed its capital stock from $50,000 to $5,000. Nashville—The Farmers Co-Oper- ative Creamery Association has in- creased its capital stock from $8,000 to $12,000. Holland—The Holland Chair Co., a newly company, has in- creased its capital stock from $25,000 to $100,000. 3elding—The Miller & Harris Fur- niture Co. conducting stores at Bel- ding and Greenville, has changed its name to the Brown-Hall Co. Gaylord—Fire destroyed the cloth- ing stock and store fixtures of Julius Kramer, Feb. 5. The loss is estimat- ed at $8,000 with $4,000 insurance. Muskegon—Frank FE. Hathaway, Inc., dealer in automobiles, accessories, Speer has sold his fixtures to organized parts and supplies, has increased its capital stock from $50,000 to $250,000. Jackson—The Good-Will Motors Corporation succeeds the C. D. Buell Co. in the automobile, automobile supplies, accessories and parts busi- 1e@Ss. Bay City—William Langrill, who ‘as conducted a grocery store at the -ame location for the past thirty-two years, dropped dead on the street Feb. 3. Harbor Springs—G. W. Melson & Co. have purchased the F. W. Aller- ton buildings and will open a meat market in connection with their gro- cery store. MICHIGAN TRADESMAN Holland—Boven & Fazakerley have purchased the dry goods and gro- cery stock of Van Lente & Co., 378 Central avenue, taking immediate possession. Alma—Lawrence and Merlin Elli- son have formed a copartnership and engaged in the automobile accessories, supplies and parts business, on West Superior street. 3attle Creek—The Metcalfe Oil & Land Co. has been incorporated with an authorized capital stock of $8,000, all of which has been subscribed and paid in in cash. Niles—The Niles Waste Paper Co. incorporated with an au- thorized capital stock of $10,000, $1,000 of which has been subscribed has been and paid in in cash. Detroit—The Monte Carlo Restau- rant Co. has been incorporated with an authorized capital stock of $35,000, $16,550 of which has been subscribed and paid in in cash. Detroit—The Twin Steam Trap Corporation has been incorporated with an authorized capital stock of $2,000, all of which has been sub- scribed and paid in in cash. Morrice—Lewis Spaniola has open- ed a fruit store and billiard parlor in the Kern building. Mr. Spaniola, with his father, is interested in fruit stores in Owosso and Perry. Hyma and Ed- formed a co- Kalamazoo—Milo ward Kriekard partnership and engaged in the shoe business at 1320 Portage street, under the style of Hyma & Kriekard. Harbor Springs—Harbor Springs is a town of about 1,500. At present w have eight grocery stores and six meat markets. This looks like pretty good business for a town of this size. Benton Harbor—Theodore Borup, for the past five years proprietor of the Vreeland Hotel, Michigan City, Ind., has purchased Hotel Dwan, in have this city, taking immediate posses- sion, Eaton Rapids—Samuel F. Brunk has sold a half interest in the stock of the Home Dairy Co. to Glenn A. Burgess, of Springport and the busi- ness will be continued under the same style. Traverse City—L. Hoscoe succeeds Arthur L. Bachant in the shoe busi- ness. The two were formerly in part- nership for twenty years, Mr. Bachant then taking over the interest of his partner. L’Anse—The O’Connell Lumber Co. has been incorporated with an authorized capital stock of $50,000, all of which has been subscribed and paid in, $15,000 in cash and $35,000 in property. Jackson—James Oliver has sold his interest in the fish and meat stock of Oliver & Millerite, to his partner, William Millerite, who will continue the business under the style of the Model Market. Scottville — Stockholders of the State Savings bank and the People’s State bank have voted to consolidate under the style of the State Savings bank, with a capitalization of $65,000 and $32,500 surplus. Jackson—Albert E. Nichols has added a tea, coffee and peanut depart- ment to his meat market on West Main street. A modern coflee roaster has been installed in the front win- dow of the market. Howell—The Universal Sprayer Corporation has been incorporated with an authorized capital stock of $15,000, of which amount $7,500 has been subscribed and paid in, $5,000 in cash and $2,500 in property. L’Anse—The L’Anse Hotel & De- velopment Co. has been incorporated with an authorized capital stock of $100,000, of which amount $22,950 has been subscribed and paid in, $3,485 in cash and $19,465 in property. Grand Rapids—The Grand Rapids Safe Co. has secured the contract for the new burglar proof safe and vault door for the new Home State Bank for Savings to be located on the cor- ner of Monroe and Ionia avenues. Munising — Herbert J. VanAuken, who has conducted a jewelry and sil- verware store here for the past fifteen years, has sold his stock and store fixtures to his head clerk, Edward J. Nesemann and will take a much need- ed rest. Lansing — Harry Rosenbush, for seven years connected with the Union Clothing Co., has purchased an inter- est in the Costlow chain of women’s and men’s ready-to-wear clothing and will assume the management of the local store. Atma—B. W. Ellison, who has con- ducted a grocery store for over half a century, has retired from trade, be- ing succeeded in the business by his oldest son, Lloyd Ellison, who has managed the business for his father for the past fifteen years. Albion—Robert C. Baker & Co. has merged its grocery business into a stock company under the style of the Albion Wholesale Grocery Co. with an authorized capital stock of $6,000, $4,000 of which has been subscribed and paid in, $2,000 in cash and $2,000 in property. Shelby—T. W. Ford, for the past two years manager of the Shelby- New Era Co-operative Association, has purchased an interest in the F. H. Sandberg produce warehouse. A new co-partnership to operate under the» name of Sandberg & Ford has been formed. Kalamazoo—W. B. Talbott, for the past four years manager of the Union Store, 304 North Burdick street, has resigned his position and purchased an interest in Costlow’s Cash Price Credit Store, 212 North Burdick street and will immediately become associa- ted with the business. Saugatuck—William Drew has pur- chased the interest of George H. Siple in the elevator business of G. H. Siple & Co. Mr. Drew now owns two-thirds of the stock, the remain- ing third being owned by J. W. Oli- ver. The business will be continued under the same style. Detroit—The Hunter Trucking & Rigging Co., 3641 Trumbull avenue, has merged its business into a stock company under the style of the Hun- ter-Sorase Dump Truck Co., with an authorized capital stock of $30,000, all of which has been subscribed and paid in, $6,850 in cash and $23,150 in property. South Haven—The South Haven February 8, 1922 Chamber of Commerce is making an effort to secure the Stafford Roller Bearing Co. as a South Haven in- dustry. The village of Lawton is also a serious rival of South Haven, hav- ing voted twenty-six acres of land as a factory site and having raised the sui of $30,000. Detroit—The Cleage’ Bros. Service Corporation has been organized to conduct grocery, dry goods, hardware, shoe and auto accessories stores, with an authorized capital stock of $33,330 common, $6,670 preferred and 6,667 shares no par value, $10,000 of which has been subscribed, $300 paid in in cash and $700 in property. Kalamazoo—Reuel Elmer Green, 4l, a drug clerk who locked the store where he was employed and disappeared, it is alleged, with $205 in cash that was in the safe, has been arrested at Houston, Tex., on information furnished by Kalamazoo officers. Requisition papers will be requested for his return here. Manufacturing Matters. Detroit—The Welded Products Co, has decreased its capital stock from $25,000 to $10,000. Central Lake—The Central Lake Canning Co. has increased its capital stock from $35,000 to $60,000. Lansing—The Lansing Motor and Pump Co. is going ahead this year on a 100 per cent. production basis. Hamtramck—Fire damaged _ the plant of the Wayne County Furni- ture & Lumber Co. to the extent of about $20,000. Detroit—The Standard Computing Scale Co., 1118 Library avenue, has increased its capital stck from $180,- 000 to $1,000,000. Detroit—The Detroit Soluble Oil Co., Beard avenue and M. C. R. R. tracks, has increased its capital stock from $50,000 to $150,000. Moseley—C. L. Black, manager of the Moseley Co-Operative Creamery Co. plant, has purchased the business and will continue it under the same style. Detroit—The Brake Appliance Co., 3609 Gratiot avenue, has been incor- porated with an authorized capital stock of $25,000, all of which has been subscribed, $6,500 paid in in cash and $7,500 in property. Detroit—The Detroit Rug Works has merged its business into a stock company under the same style, with an authorized capital stock of $10,000, $6,010 of which has been subscribed and paid in in property. Detroit—The La Choy Food Prod- ucts, Inc., 12507 Oakman boulevard, has been incorporated with an author- ized capital stock of $25,000, of which amount $12,640 has been subscribed and $7,490 paid in in property. Mt. Pleasant—The Mueller chicory plant, which was idle last year owing to the stock left over and the low price of the finished product, is to reopen this year. Farmers are to be solicited to contract acreage again. Detroit—Webers Clothes Shop, 285 Gratiot avenue, has been incorporated with an authorized capital stock of $20,000 common and $25,000 prefer- red, of which amount $12,500 has been subscribed and paid in in cash. ll dea RIC ts SE ata ts cM Sree os February 8, 1922 MICHIGAN TRADESMAN 5 Essential Features of the Grocery Staples. Most of the Wisconsin canners have now named their prices for the 1922 pack of canned peas, and the variations are greater than usual. Especially is this the case with peas in No. 10 cans. Spot peas in first hands are cleaning up fast. Nothing can be had now for less than $1.25 per dozen in canned peas for im- mediate or prompt shipment. The No. 10 size of canned peas is entirely sold out of first hands, and on that account buyers are disposed to flirt with futures of that size, as there is never enough packed to supply the demand. In canned tomatoes there is no change in the quotations of future or 1922 pack which Indiana canners hold at $1.30 for standard No. 3s and 95c for standard No. 2s, at which prices sales are small. For spot ship- ment or delivery, 1921 pack, there is but little interest or enquiry. All the speculative feeling was taken out of the market by the announcement of future prices at a much higher price than the spot market. It is, of course, realized that there will hardly be enough tomatoes of the 1921 pack to supply requirements— in fact, probably only half enough— but even that admitted fact inspires no speculative feeling in the apathetic buyers. The Wholesale Grocers of the United States in circular No. 266, is- sued from their National headquar- ters of date Feb. 2, assume a very confident tone of assurance in rela- tion to the “Consent Decree” of the meat packers agreeing to stop hand- ling unrelated lines of goods, to take effect February 27, the date of ex- piration of the two-year limit. They state that the case they have pre- sented before the interdepartmental committee of the office of the Attor- ney General of the United States in relation to the matter is “air-tight,” and classify the opposing presenta- tion as ‘“frightfully weak.” In fact, the meat packers have not appeared in the case at all, that side of the contention being presented by a California canner from a standpoint of personal interest. The circular refers to a resolution recently introduced in the United States Senate by Senator LaFollette requesting the Attorney General to furnish the Senate with all the evi- dence and any action taken or an- ticipated by the committee holding the hearing. The National Whole- sale Grocers’ Association predicts an early settlement of their much-agi- tated matter. The meat packers who were re- quired by the terms of the consent decree to discontinue buying and sell- ing “unrelated lines” of goods in two years expiring February 27, 1922, have applied to the Supreme Court of the District of Columbia and have obtained an extension of time in which to comply with the decree. They asked for one year, but were given only six months, ending August 27, 1922. The application for the exten- sion of time was made because busi- ness and financial conditions during eighteen months previous to the ap- plication had been such that they had been unable to dispose of their stocks of merchandise. Sugar—Raws are steady and un- changed. The market has had a very busy week, with all sorts of rumors as to deals and possible advances floating about, making the situation quite unsettled. Most refiners are on the basis of 5.10c for granulated, al- though the Federal in New York has declined during the week to 5c. The demand for refined sugar is fair. Lo- cal jobbers are holding cane granu- lated at 5.80c and beet at 5.60c. Tea—The demand is fair, but no more, in spite of the fact that almost the entire line bids fair to be good property. The undertone is very strong and in seller’s favor. In fact, the markets on the other side are relatively much stronger and higher than our markets. Coffee—Coffee is very quiet. The demand is from day to day, only for actual wants. The week has brought no particular change, except that San- tos grades are a trifle weaker. Rio grades are about where they were a week ago. These fluctuations refer to green coffee sold in a large way. The jobbing market for coffee in smaller lots shows no_ particular change. Milds unchanged and quiet. Canned Fruits—Michigan still re- mains low compared to the Coast market on California fruits of all classes. There are odd lines to be had here which are not freely taken, although extra and choice grades are outselling standards. Then, too, it is noted that known brands are pre- ferred and jobbers are more or less neglecting the market. Some s. a. p. contracts are offered for futures and some northern fruits are offered by independent canners at 5 per cent. under the openmg prices of the larger packers. Hawaiian pineapple is firm in sliced. Apples are quiet. Canned Vegetables—Tomatoes are firm in all sizes, but at no radically different prices. The smaller cans are taken in a conservative way and are firmly held in the South. Gallons are relatively stronger than the other packs as they have been more or less withdrawn by canners who are hold- ing for higher prices. Holders of desirable standards are not free sell- ers. Teas are firm and well taken in any standard pack from any section. First hand offerings are light in all quarters and the tendency is toward higher prices. Buying is on spot and for early shipment from the factory. Extra standards are enjoying a larger sale. Fancy peas remain firm and corn is active in a limited way. Really desirable Southern standards are quoted 95@97'%c factory for really good .packs, depending upon the brand and the seller. Western corn is not a feature in this market at the moment and minor vegetables are in regular jobbing demand. Dried Fruits—Prunes are weaker in Michigan markets than at almost any other point in the country. They are decidedly not weak on the Coast, but, on the contrary, are firm, with predictions of still further advances on the part of independent and asso- ciation shippers. Both factors are inclined to hold for a better market, expected during the, spring months, and both are closely in line as to prices on all grades. According to the opinion of experts on the Coast, there is nothing to the prune deal but a steady liquidation of stocks dur- ing the remainder of the season, with an early cleanup of the 1921 pack. There is some disposition here to discount the reported light holdings on the Coast and some operators in- cline toward the belief that packers have deducted from their holdings the prunes which they have sold for ship- ment during March and April. These prunes, those factors think, should be reckoned into the accounts. Cheap spot prunes still are offered, and so far there has been no attempt made to clean up the holdings of the weak sellers. Apricots are firm and high and are not to be had in quantity in any section. The Coast has little or nothing to offer in any grade or pack. Peaches are moving freely, but are still not as active as they will probably be during the spring. The crop also is firmly controlled. Rai- sins are again experiencing a quiet week. Jobbers are not adding to their stocks, as they hesitate to pay Coast values, and are ‘not greatly pressed by their distributing trade for supplies. Pears are quiet. Cur- rants remain easier on the spot than abroad, which has eliminated buying at the source. Canned Fish—Salmon is quiet and fairly steady in Eastern markets, al- though nowhere near as strong as it is on the coast. Business in salmon is light because buyers and sellers are considerably apart. The indications are that the sellers will win, as the big demand is ahead. Sardines of all grades are unchanged and dull. Syrup and Molasses—Glucose and compound syrup are dull without change in price. Sugar syrups are selling in a very small way at prices fairly steady. Molasses is unchanged and in fair demand. Cheese—The market is_ barely steady, with ‘quotations ranging the same as they were a week ago. While the supply of strictly fancy cheese is fairly light, the consumptive demand is light. Provisions—The market on lard is slightly firmer, showing an advance of about 4@%c per pound. The market on lard substitutes is also firmer for the present, having ad- vanced !4c per pound over previous quotations. The market on smoked meats is somewhat firmer, quotations having advanced from 1@2c_ per pound during the last few days. The market on barreled pork is slightly firmer, with unchanged quotations. The market on dried beef is steady and unchanged, with an adequate supply to meet the present demand. The market on canned meats is steady and unchanged. Salt Fish—The demand for mack- erel is light. Holders say it is some- what under what it ought to be at this season. Light as it is, however, the market is steady because of light _stocks. Card From William P. Workman. Grand Rapids, Feb. ?T—Referring to your article on ‘Local Grocers Wake Up,’’ published in your issue of Jan. 26, permit me to say, in reply, that the greater part of the article displays a lack of information regarding the As- sociation on your part. I shall endeavor, by acquaining you with the facts, to show that there never was a day or an hour during my entire service spent in selfishness or personal gain, and after I have presented the facts you are at lib- erty to draw your own conclusions. I accepted the office of Secretary in February, 1915. When entering upon my duties I found the membership to con- sist of only thirty members, paying a membership dues of $7 per year. Upon further investigation I found that the Association was in debt to the amount of $500. This amount was due to clients and belonged to the clients, being money collected tor them, but was used by the Association in defraying the expenses of the office, as no provision had been made to take care of this feature of the business. These conditions were very discourag- ing. I immediately began to formulate plans by which the Association might be pulled cut of the hole and be placed on a paying basis. My recommendation to the Association was to square the Asso- ciation with the clients by paying back to them the $500 then due, and then to begin a campaign for membership. Just how we paid this $500 back is imprinted so forcibly on my mind that it never can be erased. Mr. Fred Fuller and Mr. L. J. Witters and myself went on a note at the bank for the $500; we then paid the clients. Then the responsibility of $500 note paying the at the bank was placed on my shoulders. Imagine, if you please, main- taining an office and keeping all bills paid and paying back a note of $500 on a membership dues of $7 per year on thirty members, who were hanging by a thread, undecided whether to continue or drop out. The $500 note was finally paid. We then recommended to the Association that the dues be raised to $12 per year. Considerable objection was raised to this, on the ground that we would lose what few members we had, but I reminded them that if we could not make it worth $12 per year we should stop at once. We finally agreed to make the raise. We then set about to increase the mem- bership, knowing that this was our only salvation. We did not lose any, but were rewarded with a steady increase. We then began to lay plans to put in some greatly needed office fixtures, for when taking over the work all that the asso- ciation owned was an old flat-top desk, which, when we endeavored’ to move, collapsed and went into so many pieces that an expert cabinet maker could not have put it together again; it was im- mediately thrown in the dump and one by one new fixtures were placed until to-day the office is fairly well equipped. From February, 1915, to January, 1919, I worked on a commission basis. It was surely a commission basis—so base that I will not mention, except to say that { used up $300 borrowed money to keep my home going, and in January, 1919, the Association agreed to pay me a straight salary. In January, 1920, I re- quested an increase in salary, stating that unless it was forthcoming I would be obliged to change my position. An increase was granted and I might state that, so far as financial interests are concerned, the years of 1920 and 1921 are the only years that really paid me a living salary. I wish to say that the indulgence in the auto insurance feature was a direct act of the Executive Board of the Asso- ciation. When it was discovered that it might be possible to secure the agency for an auto insurance in connection with the Association, arrangements were made whereby Colon C. Lillie, President of the U. S. Auto Insurance Co., was -in- vited to be present at a Board meeting and after the proposition was presented by Mr. Lillie, the Board voted unani- mously in favor of accepting the agency, the Association to receive the commis- sion on each policy written. About six months later the insurance company needed an adjustor for claims in Grand Rapids and requested that I look after that part of the business. I aecepted the work with the understanding that if it interfered or in any way hindered my work as Secretary I would immediately drop it, but it so happened that it was considered very fortunate that we were Able to secure this extra work at the time it was most needed, for about that time a depression came in the collection department, due to factories closing and men were laid off and collections were very hard. Every dollar received as commission on insurance policies and for services in adjusting did not come to me, but went direct into the bank account of the Association and is ac- counted for on the books of the Associa- tion. Wm. P. Workman. —_»>+ > There is no monopoly on business telligence, and the field is broad. Suc- cess is a hard-made article, and luck is usually but another name for hard work, SMILES AND SERVICE. How They Contribute To Increase the Turn-over.* [ hope none of you here expect to hear an orator. I am just a plain hard- and will read this ware man like you are to you as to my success along In order that you may not get am the only may | which line. the impression that I hardware merchant in Antigo, say that Langlade county, ot Antigo is the county seat, according to the census of 1920 had a population of 21,471, and that this trade is being cared for by nine exclusive hardware stores, a Farmers’ Grange, a Farmers’ Co-operative store, 4 Woolworth five and ten cent store and a McLellan store, dealing in articles selling from 5c up to and including one dollar— and the nearest jobbing center two hundred and seven miles from Antigo. I am occupying a building, two floors, 17x60, and am sure if you could see the old shack most of you would con- sider it a fair place in which to store barbed wire. “Do you know, gentlemen, who per- suaded me to go into the hardware business?” “Do you know who has made it possible for me to stay in business?” The only way to have a friend is to be one. A good habit of the friendly man is that it is so easy for him to smile. On the front page of a Milwaukee daily paper last year there came to my notice the picture of an elderly gentleman and above it in bold type, “Promoted to the Presi- dency of one of New York’s largest banks,” underneath in small type, asked as to what he attributed his success, he replied, “To smiling.” My friendly and jovial disposition, I know, has been a great help to my business and my wife by near friends has been accused of feeding me canary bird seed. Another good fault in business 1S It is another round in the ladder to success. It often succeeds where all else fails. The best part of it is that like smiling it doesn’t cost anything and is worth more than its weight in gold and he who cultivates it will find success easy. It is said that Speaker charming politeness toward everybody more than any of his speeches, secured for him a seat in Congress for sixteen years. Last June while some repair politeness. Colfax’s work was being done on Fifth avenue, - in Antigo, autoists had to detour. It happened that a large touring car, Car- rying besides the family a complete camping outfit drove up Field street, where my store is located. The li- cense plate besides the number bore the name Alabama. They were driv- ing real slow and I could tell they were wondering where to get back onto the trunk line. Not busy at the time, I stepped out into the road, and asked, “Where are you bound for?” “We are going to Eagle River. Where is trunk line thirty-nine?” After direct- ing them, he said, “T see you handle gasoline. For your effort we will fill up, although we don’t need much.” After pumping in the gasoline the Mrs. handed me a five dollar bill. I *Paper read at annual meeting Mich- igan Retail Hardware Association by A. L. Kommers, of Antigo, Wis. ‘got out. seer TS 7S S SSS MICHIGAN counted out the change to her and said, “Thank you.” “Very seldom any- one says ‘thank you,” she said, “when you buy gas. If on our way back we come through Antigo, we'll stop here.” Sure enough in August this car drove up. This time they all The Mrs. with the children came in. “We want some gas and oil. We are in quite a hurry and want to make Appleton before dark, and I want a pair of button hole shears.” IJ took my Southern lady by the arm, led her behind the show case, opened the door for her and said, “Help your- self.” I then stepped to the front door, asked the mister how much oil he wanted and told him to pump in the gasoline while I would put in the oil. He pumped in twelve gallons. The Mrs. not only bought a pair ot button hole shears at $1.50, but also a pair of trimmers at $2 and two paring knives. I sold these people whom I had never seen before or expected to see again $9.08 worth, because I step- ped out into the road to extend them a little favor and because I said, “Thank you.” And when they drove away they all gave me the high sign as though we were old friends. On a very cold morning last winter a farmer drove up to my place to warm up. I greeted him the minute he stepped in. He didn’t answer me be- cause his beard and mustache was a mass of ice. I knew him, although he was not a customer of the store. I told him to take a seat at the stove while I would tie and blanket his ‘horses. I came back to the store and watched him pull the icicles from his beard and mustache. When through he pulled out his pipe. I handed him my pail of Standard and he no more than had it plugged when I had a lighted match ready for him. “The reason why I never traded with you,” he said, “is because you extend very little credit and, of course, just start- ing in myself, I must trade where I can get it. You're a small feller your- self, know just how it is. Say, do you know where I can sell this load of wool?’ “Yes, sir,” f said, “I have orders on my books for seven loads. Jecause it is cold I will send you to the nearest place.” When the old man was getting ready to leave I called up this customer for the wood, told him the old gentleman was just leaving, to take out the cellar window and help him throw it in. The old gentleman smiled and thanked me as he left. Who came into the store in June but this man. “Say Al, let me see your roof- ing.” I showed him the assortment and he told me that he wanted forty- seven squares for his barn. As I carry only ten rolls of each kind, I told him I could have it here for him in ten days. “Sure,” he says, “T don’t need it for a couple of weeks, let me know when it comes.” When it ar- rived I told the drayman to pay the freight, but not to haul it. Had no room for it at the store. So I mailed a postal card to my customer and three days later he came in. I asked him if he wouldn’t just as soon go to the depot himself and get it. If he did I would give him a pound of Standard Tobacco. “Sure, I'll do it. What’s my bill?” he said. “One hundred sixty-four dollars and fifty cents.” He TRADESMAN paid the cash. There was a sale, gentlemen, I’m sure came about through the efforts I made for the sake of dumb animals and the sale of a load of wood. Sorry time doesn’t permit me to dwell longer and tell you of things I do for people whom I never saw or expect to see again and for people who are not customers of mine. My hobby in business has been to sell something I haven’t got. Any- body can sell goods out of stock. 1 believe in giving the customer such service that if you are busy ‘he will wait on himself and let his wants be known in advance for such items as I do not carry in stock. A farmer sit- ting by the dim light of a lamp look- ing through a catalogue sometimes spends an hour making up an order. The next morning at a certain hour he expects the rural mail carrier and waits at the mail box for him to pay in advance for the goods ordered. It may be 10 below or a thundershower. Probably in ten days or so he receives a notice from the railroad company that there is freight waiting for him at the depot. I have been driving this home to my customers. “Let me do this for you.” In the first place I meet the price, seéondly, I advance the money, and third, if the goods don’t come up to expectations you don’t have to accept them. I don’t know of any one stunt that caused more talk than grapple forks. A customer of mine came in the latter part of May, 1920, and wanted a grapple fork. I informed him that I didn’t carry them in stock, because there were six kinds, but I said, “I'll get you one.” After selecting the kind he wanted I or- dered it a few days later with other goods needed. When the fork came, 1 oiled the joint so it worked without a hitch, took it out in front of the store spread it out so as to take up as much room as possible and which I knew would attract attention and tied to ‘ta big red tag. “Sold to John Schroepfer, R. No. 4,” but not the price. What surprised me most was that even school teachers enquired as to what that clumsy bunch of twisted iron might be used for. When I was not busy and saw my farmer friends looking at it, I would step out and show them to what advantage it could be used in preference to a single or double harpoon hay fork or sling. From this one fork I sold thirty-two. Investment, $6.30; sales, $192. Tama February 8, 1922 subscriber and reader of three trade journals. You can’t in these days gain too much knowledge of your business. Knowledge is power. One of them contained an article on four strand rope. So I wrote a certain jobber for four feet of 7-8 four strand first quality rope. In the course of a few days the rope came and with postage amounted to 51 cents. One end I bound up, and again at thirty- three inches. The remainder | un- wound and combed out with a curry comb. I did the same thing with a piece of three strand I had. Every- body who came into the store handled those two pieces of rope and, with few exceptions, all could tell the four strand from the three strand. When a customer seemed to be interested I would show him where so and so had ordered so many feet. In the middle of June I had sold rope for twenty- eight barns—4468 feet, very near four coils. Investment, 51 cents; “sales, $424.26. When the rope came IT put up one order after another, so I had rope strung from one end of my little store to the other, in the windows and out in front, never forgetting the big red tag and sold to—. I carry ten rolls each of building paper Nos. 1 and 2 tar felt, 1-2 and 3 rubberoid roofing and red and green slate roof- ing—in all eighty rolls. When a cus- tomer buys nails I ask him what are you building. Very seldom nails and roofing are bought at the same time. I figure out what it will take, etc., and land the order, and nine times out of ten I have the roofing by the time he needs it. If niot, I sell out the stock and in a day or so the new shipment arrives, so if out it is only for a day or two. Sales on these items last year were, on an assortment of eighty rolls, 1264 rolls. I might go on and tell you about the stock tanks, rural mail boxes, farmer boiler, root cutters, bale ties, binder twine and sap pails, but time does not permit. Another thing about selling something you haven’t got is you haven’t any jeft overs. The smaller your amount of left overs the bigger your turnovers. Supposing that on the strength of sales on grapple forks, rope and twine in 1920 I would simply have ordered a like amount for 1921. I would be way in the hole on those three items. Why, no rain to speak of from the last week in May until the first week of August. What didn’t dry up from the drought the grasshoppers got. I sold two coils of ‘The Best Place to Get New Spring Merchandise Quickly On the Lowest Market Grand Rapids Dry Goods Co. We sell quality merchandise AT WHOLESALE ONLY at lowest prices prevailing and DELIVER THE DAY THE ORDER IS RECEIVED. LALA A February 8, 1922 rope instead of five and three forks instead of thirty-two and 2700 pounds of twine instead of 8500. I carry very little over because I make a warehouse out of the manufacturer and jobber. The jobber and manufacturer come in the winter and sell you goods for spring and summer and in the summer for fall and winter. If they can do it, why can’t I. A great help to stock turnover iS the parcel post. It is an every day occurrence to have a customer come into my place and say, “Been in every store in town, you haven’t got it, either. Thought I would try you any- way.” If I haven't the article out comes the price book and catalogue. “J will have it here day after to-mor- row,” that gets him. He would rather wait two days and pay more and get just what he wants than pay less and get something not just to his liking. There may be exceptions, but that is service. For instance, Pritz- laffs carry fifty-seven different plaster- ing trowels and forty-two different brick trowels. The plasterers and bricklayers never wait until the last minute to buy a new one, so in that way I get many a dollar. “Til send and get you one,” is such a big word at my store that many of my cus- tomers holler it at me when they come into the store. Ifa customer wants an electric lamp, bicycle, sewing machine, harness or auto tire, I don’t send and get such items for them, but send them to merchants who deal in such articles exclusively. I know, also, that these same dealers do not forget me when it comes to hardware, and send me many a customer. My right hand man in business is the want book. I also carry a vest pocket memorandum, so if a thing comes to my mind, I put it down and later in the want book. In selling I watch the stock. If I am long on the large size in three-in- one oil I push that and vice versa and this is also true of many items too numerous to mention. You can’t tell from the looks of a frog how far he can jump or how much business can be done on a small stock of hardware. I am always eager to learn what the traveling public has to offer, but keep both eyes on the specialty agents who have something to give away. If you buy five cases of polish you get one free; ten cases, three free; with fifty gallons of paint, ten gallons for noth- ing. We pay the freight or we sell in case lots only at a saving to you at 5 or 10 per cent. I figure what you get for nothing is worth all it costs that the customer pays the freight and I ask no one to save anything for me. Butler Bros. have this to say about buying goods by the case: “The re- tail merchant who prides himself on buying cases instead of dozens cannot be reasoned with, but the thoughtful merchants of to-day who have figured the annual profit of twelve turns in goods bought by the dozens as against three turns of goods bought by the case, know they should order their goods as they want them.” I am working under all the disadvantages in the world. I haven’t as much as a bolt rack or screw case in my store. Nevertheless, fellow hardwaremen, my stock is in just as good a shape as any of yours. I never stop to look for a MICHIGAN TRADESMAN thing. I know just where it is. This js necessary in order to wait ‘on trade with dispatch and there will never be any fear of buying something you have in stock. May I say how easy it is not to turn your stock. Supposing I didn’t read trade journals, had no want book, never smiled, carried a grouch, extended no favors and bought one and one-half dozen of lanterns instead of one-half dozen and three dozen flour sifters instead of one dozen; one dozen wash boilers in- stead of one-fourth dozen and so on all the way through. Then I would tie up $3,000 in stickers, leftovers and slow-movers—all ‘told $12,000. I would have at my desk a reclining chair. Ifa customer came in I would not greet him or go to meet him, but finish telling my story to some friend. When through, I would in a very dis- interested way approach him and say, “What will you have?” In answer to merchandise wanted would say, “No call for that article,” and let it go at that. Sales then would probably be about $3,000 on a $12,000 stock. Goods well displayed are ‘half sold. Eighty per cent. of my stock is accessible. The instant a customer enters my store he is greeted, pleasantly. This gives them the feel- ing-at-home spirit and if busy proceed to wait on themselves. When people who are not regular customers of the store don’t wait on themselves, I sug- gest it to them. Doing all my own work, from washing windows to writ- ing checks, it goes a tong way in waiting on those who need sugges- tions to make their decisions. You will agree with me when I say you would rather go to a store where the proprietor and clerks, although busy, greet you with a smile and wait on yourself than to a store where a half dozen indifferent clerks would be ready to wait on you. Having a good location, nice store, complete stock and fancy fixtures may help, but they do not always make one successful in business. If so, I for one would be a failure. In conclusion, may I say that on a stock of 1509 items, all as staple as the cash in the till, and which inven- toried $2757.74 Jan. 1, 1922, sales for 1921 were $35,204.70. I might go on for another ten or twenty minutes, but I know we will all benefit more from the discussion to follow. —_2»2>—___ Official Programme of Bay City Con- vention. Cadillac, Feb. 7—The Retail Grio- cers and General Merchants Associa- tion of Michigan will meet in their twenty-fourth annual convention at Bay City Feb. 21, 22 and 23. The program which has been pre- pared by the officers is one of wide range and is of particular helpfulness to the members, as the men who handle the various topics are well qualified and are familiar with every detail of the subjects on which they will address the delegates. In order that every retailer may have the op- portunity to attend the meeting and hear these men, the President takes this means of extending a cordial in- vitation to every reader of the Michi- gan Tradesman who is interested in the retailing of meats and groceries, to attend the convention and hear these addresses. The Bay City As- sociation assures us that a warm re- ception will be accorded those who visit their city at that time. The com- plete program follows: Tuesday, February 21. Officers headquarters at Hotel Wen- ona. 9 a. m. Registration and reception of delegates at the Board of Com- merce. 2:30 p. m. Meeting called to order in the Auditorium. of the Board ot Commerce, by Charles H. Schmidt, President Bay City Association. Invocation—Rev. A. J. MacKenzie. Address of Welcome—Mayor John Dean. Response—Past President, William Me Morris. 3:30 p. m. Roll call of State officers and directors. Report of State President, John Af- feldt, Jr., Lansing. Report of State Secretary, yo Mt. 3othwell, Cadillac. s Report of State Treasurer, Charles H. Schmidt, Bay City. Appointment of committees. Report of local secretaries. 7:30 p. m. Theater party. Wednesday, February 22. 8 a.m. Report of Credential Com- mittee. Report of Rules and Order Com- mittee. 9 a. m. Question Box—F. G. Me- Connell, Lansing. 10:30 a. m. Address by F. R. Hath- away, Detroit, on the Production and Manufacture of Beet Sugar. 11:30 a. m. Address by W. P. Hart- man, Lansing, on Relation of State Food Department to Retailer. Afternoon Session. 1 p.m. Retailers Problems—Ques- tions and Answers, 2p. m. Address by John A. Lake, Petoskey, on How Shall We Meet Re- adjustment? 3 p. m. Address by a representa- tive of Armour & Company, Chicago, on Meat Problems. p. m. Address by Prof. TL. F. Horner, of the Michigan Agricultur- al College. 5 p.m. Question Box—F. G. Mc- Connell, Lansing. Evening Session. 7 p.m. Banquet at Auditorium of Board of Commerce. 8 p. m. Illustrated lecture by John A. Green, Cleveland, on Production and Manufacture of Cane Sugar. Thursday, February 23. 8 a.m. Question box. Unfinished business. New. business. Resolutions. 10 a. m. Election of officers. Selection of next convention city. Adjournment. It frequently happens that difficul- ties arise in business that are beyond the power of the individual to meet, while co-operation of many _ individ- uals may be able to handle the same problem with ease. To those who may have such problems, let us say, place them before some of the officers and the matter will be considered from all angles and a solution found for the difficulty. The convention acts as a clearing house for many of the difficulties which present themselves during the year and in order to be helpful the problems must be presented. Other- wise no action can be taken. The year book is now in the hands of the printer and it will be ready for mailing not later than Feb. k7. An effort is being made to get a copy into the hands of every member, but mis- takes will occur and if requests are received for copies on or before the 17th a copy will surely be sent. J. M. Bothwell, Sec’y. ———__»<->___— g Defends the Use of the Term Drum- mer. Glen Lake (Maple City), Feb. 7— Mr. Olney objects to the application of “drummer” to traveling salesmen. Webster still recognizes it. Butler 3ros. apply it to their catalogue and “The Drummer” is also the title iof a periodical circulating among travel- ing salesmen. Seems like it sounds well and means much. Frank S. Verbeck. drivers. HOWELL, Successful Year $24,000 Added to Surplus The Citizens’ Mutual Automobile Insurance Company of Howell insured and renewed 40,268 policies in 1921. The company paid its claims promptly and has on December 31, 1921, total assets of $137,392.51. The company has never made a special assessment but follows the plan of collecting at the end of the policy year the renewal assessment or premium which keeps the policy in good standing the fol- lowing year. On account of the large volume of business the company offers a reasonable rate to careful automobile If not insured, write to THE CITIZENS’ MUTUAL AUTOMOBILE INSURANCE COMPANY MICHIGAN LINCOLN THE IMMORTAL. Another year has rolled into etern- ty, and again we stand uncovered in the presence of that natal day which -ecords the birth of the world’s great- est man—Abraham Lincoln. Grander, greater, more towering as ume goes on, the name and fame of America’s first martyr President climbs upward until there few civilized peoples on the green earth who have not heard his name, listened to the story of his achievements in the interest of all mankind. None so poor or humble that the great Lincoln did not extend a helping hand and grant a kindly smile. He was the most unselfish ruler of all time, the kindest of heart, the very acme of Christian virtues without hav- ing become the member of any church. When the exigencies of Civil War bade him raise armies for the defense of the Union the went about the work with his whole soul attuned to the ac- tion of war as a necessary outcome of conditions forced upon the country of which he was the head. As President and Commander in Chief duty made him a prosecutor of that conflict, to the end that peace and a restored Union might again prevail. War was not to his liking; in fact, the least of his de- sires as these concluding words of his first inaugural message will show. “In your hands, my dissatisfied fel- low countrymen, and not in mine, is the momentous issue of civil war. The Government will not assail you. You can have no conflict, without being yourselves the aggressors. You have no oath registered in Heaven to destroy the Government, while I shall have the most solemn one to preserve, protect and defend it. “T am loath to close. We are not enemies but friends. We must not be enemies. Though passion may have strained, it must not break our bonds of affection. The mystic chords of memory, stretching from every battle- field and patriot grave, to every liv- ing heart and hearthstone all over this broad land, will yet swell the chorus of the Union, when again touched, as surely they will be, by the better angels of our nature.” Although sworn to protect and de- fend his country, he yet sympathized with those poor, deluded citizens of the Southern half of the Union who went so blindly and madly into war for the subversion of the Government. With one hand mailed for war, the other was stretched to heal the wounds of his enemies caused in a war for the destruction of the Republic and the perpetuation of slavery. He stands to-day, not the peer, but the superior of any National ruler the world has ever known. Maligned and spat upon by the venom of misguided enemies, tried as by fire, tested to the quick by the woes of the most wanton and wicked rebellion in the world’s history, held up to public scorn by the men of the Democratic party as a tyrant and usurper, he came out of thé fiery furnace unscathed, the gentlest, kindliest yet greatest soul of all. The story of Lincoln’s life is un- matched by that of any one else in the world’s history. His tender solici- tude for even those who had despite- are his sworn MICHIGAN TRADESMAN fully used him; his great heart which beat in sympathy for all mankind, places him on a pedestal higher than that ever attained by the most exalted of earth’s rulers. “Among free men there can be no successful appeal from the ballot to the bullet,” is a Lincolnism none will care to refute. The memory of Lincoln is the strongest tie that binds our hearts to- gether and holds all states beneath a Nation’ flag. No enemies of Lincoln live to-day. Not only the Republic he saved does honor to his memory, wherever in the world souls are struggling up from the gall of slavery into the sunlight of liberty, there is heard the name and cited the example of America’s greatest President. Lincoln stands alone, the one great- est personality in the history of our world. Lincoln was an orator in the sense that he did not say what others thought, but what he thought. In every act of his life, from lawyer to President, he was his natural self. Not an imitator, nor a seeker after applause not rightfully his. It will be a sorry day for America if her sons and daughters ever forget to honor the memory of Abraham Lin- coln and live up to his precepts and example. “Lincoln was the grandest figure of the fiercest Civil War. He is the gentlest memory of our world.” but MAKE PRICES RIGHT. A study of prevailing economic tendencies reveals the fact that the purchasing power of the agricultural population is at a low point and can hardly increase until a new crop is harvested. As wage levels are more likely to decline than to advance dur- ing the next few months, the pur- chasing power of labor likewise will not increase. When these facts are considered in connection with the general levelling of prices of finished goods to a basis more nearly corres- ponding with that of the prices of raw materials, there seems to be little basis for any prediction of a strong upturn within the next few months. When the European situa- tion is added to these other consider- ations the case against the price boosters becomes still stronger. The time has come to forget all about wartime prices and “peaks” and to rely upon efficient production and distribution rather than upon mar- ket fluctuations for one’s. profits. While in the present phase of the business cycle, which the economists designate as that of “improvement,” a general rise of prices is to be ex- pected, conditions to-day are so un- usual that this symptom will be tardy in making its appearance. No finer example of service behind the counter was ever afforded than the remarkable experience of A. L. Kommers, hardware dealer at Antigo, Wis., published elsewhere in this week’s issue. Mr. Kommers’ sales during 1921 were $35,000 from a stock which averaged around $2,700, which meant a turn-over in excess of twelve times per year. How Mr. Kommers succeeded in accomplishing such a result is told so plainly and effective- ly that he who runs may read. FANTASTIC FOOLISHNESS. The farmers of this country are manifesting a keen interest in every- thing that Henry ford says and does these days. His reductions in the prices of cars and tractors have made him immensely popular in the rural sections. His proposal for utilizing the Muscle Shoals project so as to supply the farmers with cheaper fer- tilizers has brought him additional popularity. Travelers returning from the agricultural sections of the South and West report that his views with regard to a new monetary standard, backed with the support of Thomas Edison, are gaining wide acceptance. The farmers have been told many times before that the gold standard is the chief cause of their woes, and the preachings of Bryan in the nineties still linger in the memories of those of the older generation. When ford and Edison call upon the country to forget all about the gold standard and to turn to a new currency system based on “energy,” they find the soil of the South and West somewhat pre- pared for their fantastic theories. 3esides the ford scheme of “energy money,” which has been fully de- scribed in the press, there are various other plans a-brewing. Senator Ladd, of North Dakota, has introduced a bill which would virtually give the country a currency system based on land values. The idea of money based on land values is several centuries old, but it is resurrected in nearly every period of economic readjustment and generally succeeds in winning a few ardent supporters. It was given a trial in several of the American colo- nies early in the eighteenth century by means of so-called land banks. The experience was disastrous. Following the panic of 1837 a few States char- tered land banks, but the experiment was short-lived. The classical exam- ple of land money is that furnished by France during the Revolution at the close of the eighteenth century. This story is too familiar for repeti- tion. The inflationists, however, learn nothing from history, and their nos- trums are steadily increasing. Senator Watson, of Georgia, is gaining addi- tional notoriety by his bill to make the bonds of the United States Gov- ernment legal tneder. This idea gets its support from those who believe that what the country needs is more money and that to give bonds the legal tender characteristic is to convert them into money and thus supply the nation with some twenty-three billions of additional currency. This scheme makes the ford-Edison project look weak and timid. Most of the support for these mone- tary changes comes from those. who have suffered in some way from the pains of deflation. So long as prices were advancing under the gold stan- dard they had no fault to find with it, and would probably have resented any suggestion to substitute a new system that would keep prices of their prod- ucts from going up. In the commun- ities where cheap money schemes are popular, however, one finds a certain inconsistency. The producers want their owa prices to advance, but they are expecting other prices to come down. A recent discussion of this February 8, 1922 subject with a number of bankers in farming communities brought out the fact that the business of small town merchants is very nearly stagnant, not only because of the lower buying power of his customers, but also be- cause of their general belief that most prices are still too high. What is wanted by the agricultural communi- ties is not a general advance in prices such as might result from the cheaper money they are calling for, but an advance in the prices of a few com- modity groups, while others remain stationary or continue to recede. WHAT LINCOLN SAID. The same day that somebody asked Lincoln how long a man’s legs ought to be, and he replied: “Just about long enough to reach from his body to the ground,” he also said another thing equally as sound. You know he “kept store” for sev- eral years and knew from the way his pocketbook felt at times exactly what competition was. “Competition,” said Lincoln, “is the thing that makes you change things just a lap ahead of a thing’s change.” Another of his saying’s was: “Don’t knock your competitor. Better spend that time nailing down more business. It puts more money in the bank.” Don’t waste a minute of your time knocking the goods, business methods or character of the other fellow. AI- ways conduct your business on such broad and generous lines that every- body in your home town will come to love and respect you. Lincoln always maintained pleasant relations with his neighbors in trade and invariably ignored any disparag- ing remarks which meddlers and mis- chief makers undertook to deliver at his door. In this he disclosed his greatness and his claim to imperish- able fame. The merchant who ignores the un- pleasant things said about him by jealous and possibly unscrupulous competitors has taken a big step in the pathway which leads to success. RUBBER FROM MAIZE. Have you ever used one of those red rubber bath sponges? They serve the purpose excellently. But they aren’t rubber, really. They are made of a gum called “paragol,’ which is extracted from the germ of Indian corn. Perhaps you wear shoes with rub- ber soles. If so, it is likely that 20 per cent. of their material—of the soles, that is—is this same corn-germ gum. The eraser tips of millions of lead pencils are paragol, and not rubber at all. The germ of the corn-grain contains 56 per cent. of oil. One bushel of corn yields (from the germs) a pound of refined oil, suitable for salads and cooking. The residue from the refin- ing of the crude corn oil is used for making soap powders and soap chips. Don’t knock. Many a good busi- ness has had the props knocked from under it with a rhetorical hammer. It is just as easy to create an atmos- phere of business confidence as it is to convince your customers that Wall Street is conspiring to cause a panic, and it is a lot more profitable. February 8, 1922 Mileage Book Bill Is Passed By Senate. The interchangeable mileage book bill was passed by the Senate during the week. This bill directs the Inter- state Commerce commission to au- thorize railroads to issue mileage books from 1,000 to 5,000 miles at “Just and reasonable rates.” The bill now goes to the House, where it is likely to be passed without opposition, The present mileage rate averages about 3.6 cents per mile. What the Interstate Commerce commission will decide to be a “just and reasonable rate’ remains to be seen, but the general impression is that it probably will be 234 or 3 cents a mile. At 234 cents a mile a 1,000-mile book would cost $27.50 and at 3 cents $30. Under the present average rate 1,000 miles of transportation costs $36. Supporting the bill, Senator Nelson of Minnesota said that since the be- ginning of the depression period there was not a farmer in the United States who had, in his opinion, earned the operating expenses of his farm. “The one great relief needed,” said Senator Nelson, “is a reduction in transportation rates, and unless relief in this direction is given most of the other means we have approved in the hope they will relieve the situation will prove useless. Unless you can put the agricultural interests of this country on their feet we shall never get the prosperity we enjoyed before the war.” —_2 2 >—___ What the War Did For One Man. Written for the Tradesman. The kaiser’s war gave me new visions from many different angles, as follows: 1. It impressed me with the nar- row margin between civilization and savagery, as exemplified by the con- duct of the German people. 2. It impressed me with the hero- ism of the Belgians, the steadfastness of the English, the undying patriotism of the French. 3. It renewed my faith in democ- racy to see how quickly practically all classes in this country, except union labor men and German sympathizers, cheerfully and promptly. responded to the appeal for men, money and co- operative effort in winning the war. 4. It gave me a spiritual vision of the everlasting dominance of right over wrong. During the early days of the war, when I read of the bruttish actions of the German soldiers and sailors and realized how their conduct was condoned and applauded by the German people, I sometimes doubted the wisdom of the Almighty in. per- mitting such things to be done; but I soon came to realize that He was trying out the souls of men, so as to establish for all time the difference between the true and the dross. Of course, I do not think he had to do this for Himself, but He wanted to show the people of the world that there is but one standard of thought and action—right and wrong—and that the German belief that might makes right must perish from the face of the earth. That He accomplished His purpose is shown by the degrada- tion of Germany as she exists to-day and the utter humiliation of the Ger- MICHIGAN TRADESMAN man people who stand discredited in the eyes of the world for all time to come. Frank Stowell. +> Begin Disarmament at Home. Written for the Tradesman. A man who had served with an ambulance corps in France lay for days last month near death’s door be- cause his thirteen year old son fired a salute to the New Year. The third shot, fired accidentally when the gun was turned toward the house, passed through a storm door and wounded the father. Boys will be boys and it is well that they learn the use of fire arms, but no boy under sixteen years of age should be allowed to own or pos- sess a gun, and not after that age until he had taken a course of instruc- tion in the use and care of firearms. E. E. Whitney. ———_2>2>——_ Remember that your employer is your customer and you must give him good service for your own sake. Your place with your firm is built upon your results—value to that firm. A. W. EHRMAN & CO. Accountants and Auditors Federal Tax Service MARTIN DOWD, C. P. A., Mgr. 305 Fourth National Bank Bldg. GRAND RAPIDS, MICHIGAN by one manufacturer. construction. —N. Y. Evening Journal. American. Record. Gray Motor Corporation. Citizens 64826 60% of all the automobiles made in 1921 sold for One hundred and sixty manu Gray Car is being built to satisfy a growing Associated with Frank L. Klingensmith, former Motor Company, is F. F. Beall, former Vice President and Production Manager of the Packard Motor Car Company, who is Vice President of the Gray Motor Corporation and in charge of production. The Gray Car under $500.00 feature of the Show. The new Gray Car price marvel.—N. Y. Mail. The new Gray Car proves a real sensation.—N. Y. Gray Car has successful debut.—N. Y. World. Built on entirely modern lines. —Philadelphia ffered for public subscription. ares of common stock is issued. 10% upon the preferred stock it also participates equally wit There are several other features of this investment that are to explain to those who are interested. lative and participating, is 0 preferred stock, two (2) sh been paid upon the common. unusual in character and which we will be very glad The Newspapers Have Had the Fol- lowing to Say About the Gray Car: demand for a low THE GRAY The most sensational development of the year in the automobile world.—Detroit Saturday Night. The modern Motor Car for less than $500.00, built by Frank L. Klingensmith, former Vice President and Treasurer of the Ford Motor Company. less than $500.00. These were made facturers divided the other 40%. The priced car of modern Vice President and Treasurer of the Ford Its reception has been received with enthusiasm. —Philadelphia North American. Gray Car wins favor of fans.—Detroit News. The price sensation of the show is the new Gray. —Detroit Journal. Gray Car is one wonder of the show.—Chicago New Gray Car Evening American. is show sensation.—Chicago Journal of Commerce. The representative of the underwriters is Gilbert E. Carter, Bank Building, Grand Rapids, Michigan. GRAY MOTOR CORPORATION DETROIT, MICHIGAN Address All Correspondence to GILBERT E. CARTER Mr. Klingensmith’s financial plan calls for a distribution of a portion of the stock of the A limited amount of 10% preferred stock, which is both cumu- With each ten (10) shares of In addition to a dividend of h the common after 10% has The present terms of subscription will not be available for long. We urge you to make your commitment at this time. 507 Grand Rapids Savings 507 G. R. Savings Bank Building, Grand Rapids, Mich. Bell, Main 46 10 MICHIGAN TRADESMAN February 8, 1922 Byrd fe _—Ar ee SAAT EIGN y Ae qe} SS — — ae = = — = £ = > = o> = > = af oa =f! E SHOE MARKET : = cy. 2 Ga = Se — Dy | ay Os Cs i> S) 4 \Ay eal * How To Cultivate the Children’s Shoe Trade. Written for the Tradesman. Now that prices have passed the second stage in the process of stabil- ization, and manufacturing and_ sell- ing conditions become more nearly normal than they have hither- to been since the collapse of the war have boom, retail shoe dealers are renew- ing their old-time interest in the mer- chandising of shoes for little people. For that reason the old quest for new ideas, attracting attention to these lines, stimulating an interest therein, and promoting sales, has already set in. If, for any reason or reasons, you have been letting the children’s shoe department slide along, aided and abetted only by general goodwill plus the usual breaks of the game, it is time for you to face up to the stub- born fact that, from now on, the cream of the children’s shoe trade in your burg is going to the dealer or dealers who really deserve it. Gone for many a long day, it would seem, are the halcyon times when customers snapped up pretty much anything they could find in juvenile footwear lines, and at any old price, and went their way rejoicing. More and more quality, style, price and service—the big four of shoe mer- chandising and the fundamental fac- tors of all consistent merchandising operations—are going to resume their lawful place as determining matters in the children’s shoe trade. Let us ‘take up these ideas in the order here named and consider them briefly. Quality Shoes for Juveniles. Children’s shoes must have quality. Not assumed or alleged quality, but the real thing. They must be good shoes. Not necessarily shoes of the same grade: i. e. shoes of a uniform level of goodness, for that would be neither possible or desirable; but shoes uniformly good at the price named. In other words they must have a certain standard of value grad- uated to the various price levels. To put it another way, children’s shoes must have character, depend- ability, substantial wear-qualities. Anonymous and nondescript shoes for youngsters; shoes which the deal- er buys on pure blind faith, and sells with a whispered prayer to the end that they'll stay sold and not disap- yoint over-much—that kind of juve- nile footwear does not make for per- manent and increasing goodwill. Know your lines. Know the peo- ple who make the shoes you are recommending to your trade for lit- tle peoples’ wear. Know how these shoes are made, and of what sorts of material. Try out the lines. Sub- mit their makers’ claims to the acid test of hard-wear conditions. It is better to make haste slowly and be sure of one’s ground than to jump at conclusions and swallow whole gobs of extravagant and _ ficti- tious claims. And your salesman of juvenile foot- wear should be skilful in the use of facts and arguments pertaining to this whole matter of quality. Concerning Styles. Styles in children’s footwear is a much bigger and more important mat- ter than some dealers seem to believe. Shoes for little people nowadays are built on smart, snappy lines. That is some of them are. Of course the character of the trade to which you cater chiefly will determine to what extent the style-feature is a desider- atim in your case. But, broadly speaking, they want style in little peoples’ footwear these days—and that is true of the smaller towns and villages as well as the big centers of population. Styles in children’s shoes duplicate rather closely current styles in the When men were wearing smart English lasts, the footwear of grown-ups. shoes for lads and growing boys that hit the bull’s-eve of the little fellow’s fancy were built along lines similar to the pair dad was wearing. And so was it with the boots for the little girl or the so-called growing girl of somewhat muturer age. Smart, neatly-finished features in shoes for little people are not at all inconsistent with those sturdy qual- ities contemplated in a previous sec- tion of this article. Just as in the street shoe of the young man, or in the genteel business shoe for the sedate and substantial business man, neat and attractive lines combine with dependable wear-qual- ities, so in the shoe for the red-blood- ed youngster of steam-engine pro- clivities, smartness of design is blent with solidity of construction. And if this is true of Billy’s school shoe, it is certainly not less true of Mary Ann’s_ low-cuts. They, too, should be smart and attractive-look- ing as well as sturdy. Both Billy and Mary Ann, by hypothesis, are young and full of American pep, and it is going to require a good shoe to hold them. But the shoe that pleases their childish whims must be stylish as well as_ sensible. Style in children’s shoés? By all means. Styles right up to the latest whisper. Observations Apropos Prices. Now as to prices, perhaps the writer had better not be too—er, shall I say specific? Maybe he has already said enough. Selling costs vary rather widely, and all consciences are tot alike; and besides miodesty forbids ty posiig as an authority on the purchasing possibilities of your par- ticular constituency. 3ut this much, in a general way, I will endeavor to get out of my sys- tem: Play the game fair and square. With no other policy can a perma- nently successful shoe trade be built up, either in the merchandising of adults’ footwear or shoes for chil- People will not stand for ex- tortion. The process of stabilization in prices is inexorable. When defla- tion is due to arrive, deflation arrives. You can’t beat the game. You can’t stem an economic tide any more than you can sweep back the ocean’s waves. dren. You are not in business for health, to be sure; neither are you entitled to clean up all the shoe profits in creation in a single season. 3uy your lines judiciously, getting the very best prices you can on the sort of shoes you are willing to pin your faith to, and then sell them as reason- ably as you can, consistently, i. e. with a fair average of profits. Strive for a bigger volume of sales —and do not forget that the price of Home Case Jullet—In Stock Black Kid, Flex- ible, McKay, Stock No. 700 Price $2.25. BRANDAU SHOE CO., Detroit, Mich. Wn. D. Batt FURS Hides Wool and Tallow Agent for the Grand Rapids Steam Ground Bone Fertilizer 28-30 Louis St. Grand Rapids, Michigan GRAND RAPIDS KNITTING MILLS Manufacturers of High Grade Men’s Union Suits at Popular Prices Write or Wire Grand Rapids Knitting Mills Grand Rapids, Mich. FREE CUTS This illustration is one of a new series for newspaper ads. Send for this one by number. Ask us for cut sheet showing them all— and make your selections. It pays to handle MORE MILEAGE SHOES. Our salesman will soon call and show you our complete line. HIRTH-KRAUSE CO., Tanners—Shoe Manufacturers Grand Rapids, Mich. Grand Rapids, U. S. Weather Chart Calendar With bold figures and Good Quality Paper. Suitable for every line of busi- ness where a practical calendar is de- sired. Stock Breeding Records on last sheet. Not handled through Jobbers. Copyright edition. Grand Rapids Calendar Company PUBLISHERS Michigan Sane 188 LEO Nts Se eeeeenenneepacecweucrerreete rer No O psscemoerntiea MEE HET February 8, 1922 MICHIGAN TRADESMAN 11 individual pairs has a tremendous ef- fect on sales expansion. Having determined your prices in the fear of God and in anticipation of more volume, go to it—and heaven help you if you have made a serious miscue in your calculations! But just this little old familiar sug- gestion in passing: Remember that quality and service are borne in mind long after the incident of price has evaporated from memory. A Word About Service. Last and greatest of all, we have the matter of service. Production and service are the fundamental fac- tors in all merchandising. With the former matter—production—we are not primarily concerned in this arti- cle. The responsibilities thereof rest chiefly on other shoulders. But the responsibilities and re- wards of service the shoe dealer can- not escape even if he so desired. In the matter of service we have something of interest to shoe dealers of all kinds, to the owner and pro- prietor of the one-man shop no less than the Argus-eyed general manager of the whaling metropolitan shoe store. Shoe dealers differ from one another in countless ways, and their abilities, resources and working pol- icies are as multitudinous as the stars, but service makes the whole ilk kin. The real test of the efficiency of any children’s shoe department must be sought in its service. privileges, Here as much as anywhere else— and perhaps one would be putting it too strongly to say, more than any- where else—is the source of that most valued asset, Goodwill. Service is a complex thing. Many things enter into. It really includes all that we have considered in the separate sections above, and vastly more. It involves the store, its loca- tion and equipment, its stock arrange- ments, and the store policy. The ap- pearance, manner and general tore of the salespeople you employ are all a part of service. It: involves promptness, courtesy and efficicency. It includes the delivery of merchan- dise. Service is the right way—the modern way—of selling footwear to intelligent and discriminating people of to-day. And the last word in service hasn’t been found or coined as yet. Mer- chandising is a progressive enterprise. It is pushing forward in response to a fundamental urge. It is getting bet- ter as the world grows older. And service involves the whole range of discovered, clarified and accredited norms of contemporary merchandis- ing. Your service may be good. It is possible to make it better. It may be very good. It is not inconceivable that it might be rendered still better. Unfortunate to a degree is the shoe dealer who can see no room, for further improvement in the matter of service. Cid McKay. —_++>—___ The Kind of Salesmanship Which Endures. Before we advertise, educate, our way, we must be sure that it is the right way, the honest way—the inten- tion, the spirit of honesty must be there even if it has unintentional de- fects, and as fast as these are dis- covered they must be made right, just as in the case when we put a new material, device or service on the mar- ket. We have all found that misrepre- sentations react, that they are but a superficial means to a sale, and will not endure; that to advertise a thing as having merit that it does not pos- sess is to really advertise its defect, and its maker’s dishonesty; it is sim- ply publishing the fact that the maker is not worthy of future confidence, for it starts mouth-to-mouth advertising that is too strong for any paid pub- licity to counteract. The same principle must prevail in dealing with labor, not for any moral reasons, but also because it will pay for good, selfish, scientific business reasons. In selling we have all learned that a policy of getting all we can, and giving as little as possible in return, does not pay. That the way to get more is to give more. That sooner or later we get nothing for nothing. And labor should be taught these same principles by advertising, educa- tion. We have all found that men buy what is to their selfish interest to buy, and if they do not see it at first we advertise, educate them to it. Labor will do what is to its selfish interests to do, and if it doesn’t see it at once we should advertise, edu- cate, the laboring class to at. It is perfectly scientific to be selfish. But we must remember that there is a vast difference between selfishness and greed. Selfishness rocks the cradle and greed robs it. ‘The reason that a mother rocks the cradle is that she rocks a part of her- self. Yes, and ‘we do not wait for our trade to demand its needs. We an- ticipate its wants. We familiarize our- selves with the conditions which sur- round its production and selling in order to sell it the means of meeting these conditions. We do not always give the trade what it thinks it wants in certain in- dividual cases, but we induce it to take that which it should have—and this is the salesmanship that endures. When we find a weakness in the market of those to whom we sell, or an extravagant material or device they are compelled to use in their manu- facturing for the lack of a better one, we do not get sympathetic and give them the means of remedying it. We provide a means and the profits are mutual. We are all getting away from that old horse trader code of morals—that there must be a “best” end to every transaction, and to take advantage of another’s weakness to gain that end. The mutually profitable contract 1s the only binding contract, whether it is buying or selling ¢~ the labor by which we produce. Men do the best what they do will- ingly. Men do willingly that which is profitable. Compulsion is only another name for restraint. David Gibson. Gives the farmer the longest service When the farmer gets hold of an ex- ceptional value, he sticks to it. Year after year dealers are able to figure on the regular number of repeat sales of H-B Hard Pan shoes to satisfied farmers who will ac- cept no others. For all heavy outdoor work Thousands. of dealers gladly acknowledge that H-B Hard Pan shoes have helped them build up a profit- able business of satisfied cus- tomers by giving exception- ally good service to the man hardest to please—the out- door worker. Be ready for the fall and winter demand for this sturdy shoe. Send for catalog and prices. For the hard work of the World— H-B Hard Pan Shoes Only a SUPER SHOE can stand up under the rigorous day after day wear of the outdoor man through fall HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MIGHIGAN and winter; through mud and slush and rain and snow and ice. Withstands the tough usage ofthe railroad man Untold thousands of railroad men have been wearing the H-B Hard -Pan for years. Dealers tell us they insist on this shoe. Out in all kinds of weather, the railroader must... have a dry, com- fortable shoe that will give the severest knock-about service. See ATER SITY STS a 12 MICHIGAN TRADESMAN February 8, 1922 ~ _ = - . =~ ii FOCAL ECLA CCCCEC ACCC (al / Acee AE ¢ \ YY Ww s WS ysis] y! “FINANC IAL | eT it - prossond ' Cepie ee ODOPEIND deds ie Speedy Alignment of Wages and Prices Essential. Concentrated attention is being de- voted throughout the United States upon ithe farmer’s place in the coun- try’s social and economic scheme. A realization, delayed but none the less agitated, of what President Harding has called the ‘grim reality of the present crisis in agriculture” is re- sponsible for this; made poignant by its direct reaction on the whole in- dustrial and mercantile situation and on the general structure of credit, the farmer’s ill-fortune has become a sub- ject of eager National interest. The farmer’s ill-fortune, however, unlike its general recognition, has not been a matter of over-night develop- ment: it has been a feature of increas- ing significance over a period of two years, or since the prices of foodstuffs began their long downward sweep in 1920. Like the hardship which has been an almost universal feature of in- dustry and commerce in the post-war readjustment period, the hardship of agriculture has been attended by over- production, collapsed markets, blocked distribution and low prices, and has made the lot of the producer a par- ticularly hard one. This applies alike to the corn and wheat grower of the middle west, the cattle producer of the western range, the cotton planter of the South and the potato farmer of New England. Immediate solutions for the plight of ithe farmer not having presented themselves in other directions, they have come to be sought in legislation. Following the organization in Wash- ington of a powerful “agricultural bloc,” made up of senators and repre- sentatives who, breaking all party lines, united for the avowed purpose of helping the farmer by legal enact- ments, a nation-wide conference of agricultural leaders was held in the closing week of January, under the auspices of the administration, for a like purpose. President Harding, ad- dressing this conference on Monday, the 23rd, urged with particular em- phasis that 'the farmer was now. en- titled to support and assistance not only for ‘his services of the past, but because of the danger that “if we fail him we will precipitate a disaster that will affect every industrial and com- mercial activity ofthe Nation.” No great emergency has ever arisen ‘(n which the champions of the suffer- crs have immediately come to agree- ment on precisely the right course to pursue in meeting that emergency. Human nature and human instruments being what they are, perhaps no ab- solutely right solutions ever will be provided without test and trial. But this does not altogether explain the divergence in the methods to meet the present emergency which have lately been sought, for example, by the ag- ricultural bloc on the one hand and the bankers and business leaders of the country on the other. The bloc’s meth- od has been to seek a change in the system of banking control; it has been further, to seek means for the creation in the interest strictly of the farmer, of more credit and more currency, and for the renewal on a large scale of in- flation. The method of the others has been to plan to strengthen and sup- plement the existing commercial bank- ing system, to equalize the prices of what the farmer has to buy and what he has to sell to develop better mar- keting methods and transportation fa- cilities, and to re-open the channels to the outside world for America’s sur- plus goods. A rough enumeration of the causes of the present agricultural difficulties can be made as follows: 1. Farmers who bought land at a based three times what the market rate now affords cannot make ends meet, > valuation on prices two and farm have fallen much further than the manu- which the Prices of products factured articles farmer must buy. 3. ‘High transportation have forbidden the shipping of much of the farm output. 4. The disordered markets of in- ternational exchange have blocked a profitable foreign exchange. It is against a background like this, calling for wisdom and sympathy and for special study in order that correct solutions might be provided, that the course of the agricultural bloc in Con- gress has thus far been to legislate for the appointment of a farmer on the Federal Reserve Board, and to seek means for the release to agricul- ture of an increased amount of bank- ing credit. In analyzing these meas- ures, it ought to be obvious that the direct and special benefit to the farmer of having one of his particuler kind occupy a place on the Federal Re- serve Board would be a remote one. The fundamental requirement of this body, in its National service, is that it shall serve only in a judicial and non-partisan capacity, serving the wel- fare of the country as a whole and not that of a single group or class. The farmer has not had a special advocate on the Board in the past, yet he has benefited from the Federal Reserve system as much as any other, and fully as far as that system under exist- ing laws could benefit him. Accord- ing to a report made to Congress on January 20 by a joint commission which investigated ithe country’s agri- cultural affairs, the bank loans to farmers during the late period of ex- pansion were relatively greater than costs. of Trustees—A Hundred Years Ago and To-day In 1822, a man of foresight selected, as wisely as he might, a friend or relative to manage his affairs after his death. If this individual trustee was conscientious, he assumed a burden of responsibility often-times heavy. If he was dishonest, his appointment meant loss, sorrow and frequently calamity to the heirs of the estate. In- efficiency was often as serious in its results as dishonesty. In 1922, fewer and fewer people appoint individual trustees. More and more often the responsibility is placed with a corporate institution—the modern trust company—which is known to be worthy and which is authorized by law to act as a trustee, This Company has administered many trusts, both large and small. It pledges to those who use its services sound business management, persona! interest, and attention to every detail of any trust or estate problem. A booklet describing this service will be mailed to you at your request, or the officers of this Company will be glad to confer with you about your special problem if you will call at our offices. FFRAND RAPIDS [RUST [| OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN CADILLAC STATE BANK CADILLAC, MICH. TS 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 BOTH PHONES 4391 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 Bridge, Lexington and Stocking INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS President Mercnants Lire INSURANCE COMPANY Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents RANSOM E. OLDS Chairman of Board PRAY SGU BOE itll came Laie: sauces aaa, eg RO ETE ose ai PON ORE ST i taal aime be Ph casement: Jone ne February 8, 1922 MICHIGAN TRADESMAN 13 to other classes, (with New York pro- viding much of the credit used in ex- tending agricultural accommodations), while during the period of acute de- flation neither the Federal Board nor the Reserve banks took any actian which caused a greater curtailment of agricultural lines than others. As for the freer use of credit, it is recognized on every side that there is a gap between the facilities for short and long time agricultural credit, as provided by existing agencies, and that constructive amendments of the Fed- eral Farm Loan Act, to the end that this gap may be bridged, are required. Manufacturing and commerce have in the past been afforded facilities for their encouragement and expansion to a greater degree than argiculture, the commercial banking machinery of the country having from the outset been constructed chiefly on lines laid down by their financial requirements. The farmer, to be sure, has had recourse to this machinery, but with his turn- over period a long one—at least a year for any crop, and two or three years for livestock—he has regularly found himself in the unfortunate pre- dicament of seeking working funds under commercial banking methods, borrowing for short periods and re- newing his paper several times before his turnover was possible. So that he has had to take the chance, as President Harding put it in his ad- dress on January 23, that if he were “called upon untimely to pay off his note he might be compelled to sacri- fice growing crops or unfinished live- stock.” The farmer needs to have provisions adapted to his requirements, so that long time credit will supply him with working funds. But as regards the immediate release of a large sum of banking credit, it is obvious that low money rates and overabundant bank loans just now would help the farmer only as they inaugurated a period of secondary inflation. This, to be sure, would raise the prices of the goods he has to sell, which is what he de- sires. But it would raise thg prices as well for the goods he has to buy, which is the last thing the desires. Moreover, what requires to be em- phasized to-day is the condition of current farm indebtedness, as com- pared with the farmer’s ability tio meet that indebtedness. The com- mission referred to above, on ‘the strength of its investigation into agri- cultural conditions pointed out to Congress in its report of Jan. 20, that farm indebtedneess in the United States has doubled in the last ten years, while the late drop in prices has had the effect of again doubling this indebtedness. So the question which logically presents itself is whether the farmer’s pressing need at the moment is after all for freer credit. The war left many evils in its wake and we are finding that not the least of them is an inclination to call for special legislative help, in every emer- gency, which stands in sharp contrast to the rugged American independence of other years. Legislation for the benefit of certain “esseential indus- tries” was considered imperative dur- ing the war; it violated foundational economic laws and its defense was solely that it met an emergency in which the life of the Nation was at stake. The life of the Nation is not threatened now, but great number of people in Congress a over- because ‘of a possible miraculous power to come their present distress, whatever its cause, legislation is demanded, and the demands are powerfully supported, to reinject the Government into busi- ECSs: In politics it is at best a disagree- able task to oppose a large group of one’s constituency, and members of Congress, when looking ahead for re- election, have always had, and _ pre- sumably always will have, a human failing of voting as they think their action will affect such re-election. Per- haps this is a cynical way of referring to what has come to be a recognized and accepted condition of democratic government, but events at Washing- ton just now are especially forcing this condition to the notice of the gen- eral public. It would appear that more than ever education along right economic lines is necessary to-day— education, that is, not alone of ignor- ant people, but of sincere, earnest and conscientious people, congressmen among them, who do not properly appreciate the reasons underlying ex- isting conditions, and who look to legislation for artificial relief. The war was a great cataclysm, and the recovery from that cataclysm is proving painful and in many individual It is altogether right under the circumstances that every proper effort should be put forth to make the transition period as easy as possible, and with respect to the farmer every right suggestion for his benefit should now receive generous attention. But every student of polit- ical ‘history will agree that a renewal, on a large scale, of the war-time inter- ference with economic forces would cases disastrous. only postpone the restoration of a = Pree eee ESTABLISHED 1853 Through our Bond De- partment we offer only such bonds as are suitable for the funds of this bank. Buy Safe Bonds from The Old National “If you would have your business done, go; if not, send.” When you can “Go” no more, send us. We have none of the weaknesses of an individual. We can even be in several places at once. Under the authority of your WILL we can safe- guard your dear ones in the way you know is best. You can impose conditions on inheritances. You can extend your beneficences as long as they live. You can rely upon a service that is continuous, competent and faithful. But your expressed wish will not take effect unless you do SIGN A WILL. Advise with our Trust Officers in regard to it. 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Telephones { Main 656 Detroit Congress Building Grand Rapids Merchants Mutual Fire Insurance Company Economical Management Careful Underwriting, Selected Risks Affiliated with the Michigan Retail Dry Goods Association, OFFICE 320 HOUSEMAN BLDG. GRAND RAPIDS, MICH. 14 MICHIGAN TRADESMAN February 8, 1922 normal condition in agriculture, indus- try, trade and finance, draw out the period of readjustment, and intensify the pain that is an inevitable part of readjustment. It is not only that leg- islation which singles out an individual class for special privileges while deny- ing them to other classes 1s unsound as an economic principle, but it is dangerous politically as well. For if the policy were to be adopted that any special class should now be singled out for special privileges, it would only follow in time that the principle would have to be adopted for other classes. Following the farmer would come the wage earner, with particular reference to the ex-soldier. Then jus- tice would demand special favor for the manufacturer, and it would only be a matter of time when, through pressure, special privileges would have to be granted the exporter, the mer- chant, the rail-carrier, the ocean ship- per and every other special interest or group which has suffered under the blow of post-war reaction. No solutions for economic troubles will ever permanently succeed that are not in agreement with basic economic laws. In the present emergency, as it has been stated before, the great trouble is that people are looking for a miracle to happen, and for prosper- ity to come back at a single jump. Sound prosperity will return to the United States in accordance with the operation of basic economic laws, and what those people who now are call- ing for political ‘help for industry should be made to appreciate is that what they are seeking is an interfer- ence with the operation of those basic laws, as they work the country out of a situation which is the aftermath of the war. Help for present conditions, with respect to the farmer and every other worker, lies in a speedy alignment of the wages and prices which are now out of line with the general level, in a reduction of taxation, and in a restora- tion of sound conditions of finance. For the farmer in particular, the schemes of facilitating the investment of capital on the farm, together with better transportation, will contribute immensely to correct present condi- tions. But withal the thought needs to be kept constantly in our minds that underlying every disturbance at home is the disturbed state of the world at large, and on the correction of the world disturbance depends the correc- tion of most of the disturbance at home. It is only as we view the plight of the American farmer, manufactur- er, merchant and workmen in its larg- est aspect, as a part of a world condi- tion, that we keep our true sense of its relations. Moreover, it is only thus that we find a starting point for work- ing toward the proper remedies. No royal road, it is truly said, runs to prosperity; after all, the way to the solution of the common problems of the world is a matter which time will have to work out. But intelligent and courageous action on our part and on the part of the people abroad will shorten ‘the time, and it therefore is most essential now that this country, which occupies so important a posi- tion of world leadership, should avoid that certain harm which would come with the application of schemes, now being discussed, that would give pass- ing sense of prosperity, but that would put off indefinitely the return of true prosperity. ——— 72> Proposed Soldier Bonus Selfish and Unpatriotic. Detroit, Feb. 7—The amount of money involved in this scheme iS roughly estimated to be from $1,500,- 900,000 to $4,500,000,000. Mr. Mellon, the Secretary of the Treasury, has de- clared that there is no fund in exist- ence that can be utilized to make such payment; in this matter he has spoken for the Administration, while the President has intimated that he will not favor any law which shall grant a bonus that does not indicate the means of payment. I have heard thoughtful men who served in the war declare that the bonus scheme originated with the politicians, who hoped by such move to capture the soldier vote. If this is the explanation of the support given in Congress to this measure, we may expect great reluctance on the part of our representatives ‘to point out the persons or property or transaction which shall, in the first instance, bear this additional burden, because it will be so expensive and annoying to those upon whom it falls that they will naturally resent it and be likely to ex- press their disapproval by their votes. Thus the gain achieved through the soldiers’ votes will be more than offset by the taxpayers’ votes. Those who were injured ior incapaci- tated in the war should be well cared for, generously cared for. There is no disagreement about that. If there is a moral obligation to give a bonus to each man and woman who partici- pated in the war, that obligation, too, must be met, however burdensome it may be. Upon what foundation does such moral obligation, if any exists, rest? Of those constituting the fighting men, the regulars of the army and navy may be considered by them- selves. Military service was their chosen occupation; would they have been entitled to a bonus had there been no war? Can the fact that the field of their chosen profession was immensely widened, affording an op- portunity to every one to demonstrate his capacity and be rewarded by ex- perience and promotion, be considered ground for a bonus? Gen. Pershing has just refused a medal for dis- tinguished service because, he said, he had merely performed his duty! Then, how can those who enlisted voluntar- ily, led by love of excitement, desire for military experience, sympathy with France and Belgium, or moved by a high sense of their duty to their coun- try, claim a bonus? I know that a great many who so_ nobly served deeplv regret this claim and entirely disapprove of it. Does the Nation owe a greater debt to those who were drafted into the service than to those who voluntarily entered it? It is the duty of the Gov- ernment to protect the citizen; re- ciprocally, it is the duty of the citizen to obey and support the Government. The draft was simply a method adopt- ed by the Government to select the fittest to serve. The safety of the country was endangered; civilization was threatened. What more did these drafted men do than perform their duty? I have read some letters claim- ing that the men at the front should receive a bonus because they lost the opportunity to share in the high wages and great profits gained by those at home. I do not believe that these army men approve of the profit- eering by labor and capital during the war; why, then, should they base their claim to a bonus on the fact that they had no opportunity to share in that wrong? We are suffering to-day and may suffer for a long time, because of that profiteering. Will not the situa- tion be made much worse by taking more money out of the pockets of the already burdened taxpayers and put- ting it into the pockets of ex-service men? Profiteering is simply the ex- ercise of power for selfish ends. Let every one who disapproves of the bonus request his representatives in Congress to vote against the meas- ure, Stephen H. Little. —_22+>____ Leaf From the Book of Experience. “Your hero and villain are master- pieces, the one all that is admirable in man, the other utterly despicable,” the critic declared enthusiastically. “Where did you get your ideas for the characters?” “Oh, from my wife,” the dramatist responded modestly. “The one is her deceased husband as she describes him to me, the other I as she sees me when she is a bit excited.” ——»+2s>____ Success is not as you find it, but as ‘‘A MOTOR CAR is only as good as the house THAT SELLS IT.” We consider our Service organization second to none in Michigan. Consider this when you buy your NEXT CAR. Pierce-Arrow Franklin Oldsmobile F. W. Kramer Motor Co. Grand Rapids, - Michigan you make it. 0 0 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 1229 Madison Ave., S. E. For Calendars and Advertising Novelties The Calendar Publishing Co. CITIZENS PHONE 31040 Grand Rapids, Michigan WM. H. ANDERSON, President J. CLINTON BISHOP, Cashier Fourth National Bank United States Depositary HARRY C. LUNDBERG, Ass’t Cashier Grand Rapids, Mich. Savings Deposits Commercial Deposits 3 Per Cent Interest Pald on Savings Deposits Compounded Semi-Annually 3% Per Cent Interest Paid on Certificates of Deposit Left One Year ~~ Capital Stock and Surplus $600,000 LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier soe OMEN peAC 8 ’ i i SooSteueeraer o wre arcane ee RCT Rp Pete sat aessos s February 8, 1922 Information From an Official Source. Saginaw, Feb. 1—The writer has had considerable discussion in regard to mutual automobile insurance and knowing from your articles in your paper, that you are in favor of the mutual idea, as pertaining to certain lines of insurance, I am taking the liberty, to put these questions before you, and trust you will grant me the answers. Can any mutual company that may be getting unsound sue or force col- lection from any one member who happens to be fairly well off financial- lyl to cover their loss due to a great number of claims, o- perhaps non- payment of assessments by the ma- jority of the members? My under- standing is that the insurance com- pany has the right to put a lien on the car covered in the policy, sell same at auction and retain their amount due, the balance to go to the owner. If this is true, we see no reason why one member can be held liable for the entire organization, but this is an argument that is extensively used by the old-line companies. If the writer cancels a policy on Feb. 1 and during the month of Feb- ruary the insurance company makes an assessment, con they assess on a policy that has been cancelled? Can they make an assessment on Feb. 15, for instance, and date it Jan. 1, simply because they were going behind dur- ing January? In this case a policy cancelled on Feb. 1 would be assess- able. The old-line companies argue that a mutual company can come back with an assessment for years back. The mutual agents told me that my responsibility ceases at the same time that I relieve them from responsi- bility, by cancelling a policy. The insurance of our company cov- ering four cars was placed years ago with the National Co., of Bay City. This company was later absorbed by the U. S. Mutual of Bay City, the same crowd that organized the Pen- insular Fire Insurance Co. There is no need to mention that from that time on things went to the dogs. At present the State Insurance Commis- sioner is acting as receiver for this company and is closing up the books. This company placed an assessment during October, for 50 per cent. of the premium, which was still very cheap insurance. The writer paid each one of his assessments. Everybody says that this company, being in receiver- ship, is not further liable and that the Heid Baking Co. has no insurance at all. This matter was taken up with the offices of the U. S. Mutual and they state that all policy holders who have paid their assessments are cover- ed. Of course, knowing the past ac- tion of this crowd, it might be doubt- ful, and perhaps, if we had a loss and entered claim we would find out too late that they were stringing us along. If it is possible for you to answer these questions for us, we will ap- preciate it very much, as we feel that this same thought is in a good many minds to-day, and perhaps a good many of your readers will be as glad to get this information, as the writer. Heid Baking Co. The above was referred to the State Insurance Commissioner, who prompt- ly made reply thereto as follows: Lansing, Feb. 3—I have your letter under date of Feb. 2 and _ letter from Heid Baking Company addressed to you with reference to the status of a member of a mutual automobile in- surance company. Policyholders in mutual companies are liable only for losses occurring during the lifetime of their policies. You will find a court decision on the above in 101 Mich., page 393, Detroit M. Mut. F. Ins. Co., vs. Merrill. It is my understanding that a policy- holder refusing to pay an assessment for which he is liable may be sued and 2 anes would be rendered against im, In answer to the third paragraph of Mr. Heid’s letter, I would say that in view of the fact that a member is MICHIGAN TRADESMAN liable for losses during the lifetime of his policy, the company may assess such member any time subsequent to the cancelation of his policy, but such assesesment shall not exceed the mem- ber’s proportionate share of liabilities that accrued during the lifetime of his contract. When a mutual company is placed in the hands of a receiver, the com- pany’s liability under the policies 1s automatically canceled. It does not, however, relieve the policyholders from their liability as to liabilities ex- isting at the time receiver was ap- pointed and the expenses of the re- ceivership. L. T. Hands, Commissioner of Insurance. ——_22+>—__- The Shortest Creed. Written for the Tradesman. After the death of former Secretary Franklin K. Lane we read that his re- ligious creed was expressed by only two words, “I accept.” It is not necessary to have a history of that man’s life to know something about his character. These words re- veal an attitude toward life which is worthy of emulation. “I accept” does not mean a surrender before difficul- ties, but ‘the uselessness of lamenting their existence. It is to take cogni- zance of wrong that we may plan to combat and overcome it. “T accept” life’s responsibilities with all the hardships and struggles which may pertain thereto, because I have learned, by observation if not by ex- perience, that nothing can be gained by trying to evade them. “T accept’ a challenge to battle, knowing that only victory can give satisfaction. “T accept” the great fundamental truths of God’s power, wisdom, provi- dence, care and love, which are so evi- dent and so greatly overshadow the mysteries which we try in vain to fathom. Success in life—accomplishment of the greatest good—depends much on how early in life we attain this at- titude. This can be proven by the lives of those we know or have known. Unwillingness to accept the inevitable, indisputable facts, and consequent useless strivings, has delayed for some the accomplishment of that which they so earnestly desired, while those who reach this attitude earlier in life eliminate much trouble and ac- complish the most. E. E. Whitney. ——_-—_—2— eo Putting Out the Furniture Instead of the Fire. Written for the Tradesman. One forenoon not long ago the chimney of a farmer’s house burned out. Soon an unoccupied room up- stairs was discovered to be on fire. Neighbors came in answer to tele- phone calls but the dense smoke from a burning bed prevented anyone from entering the room where the fire started. One man went with an auto to a farmer’s home two miles away to obtain hand fire extinguishers. Others began to carry out the furni- ture and soon had nearly everything scattered about the wide lawn. Then another neighbor came and was struck with the humorous side, the idea of putting out the furniture instead of the fire. In his usual jovial manner he called aut: “Why not put out the fire?” A ladder was raised, a hole chopped in the roof and before the fire extinguishers arrived the fire was subdued. Minion. 15 Petoskey Transportation Company PETOSKEY, MICHIGAN This Company has made an excellent showing in the way of earnings ever since its organization and the beginning of its operation. As an investment opportunity, the 8% Preferred Stock and common stock are exceptional buys. In the very near future th’s stock will be withdrawn from the mar- ket. We would therefore advise all investors who are interested in becoming stockholders in a real, dividend-paying Company, to give this full consideration. Write for full information. F. A. SAWALL COMPANY 313-314-315 Murray Building GRAND RAPIDS MICHIGAN MICHIGAN SHOE DEALERS Mutual Fire Insurance Company ; LANSING, MICHIGAN Maintains Its 309% Dividend Record By careful selection of risks By sound and conservative management By thorough mutuality Courteous and prompt attention to all enquiries. ALBERT MURRAY, Pres. L. H. BAKER, Sec’y-Treas. OUR FIRE INS. POLICIES ARE CONCURRENT with any standard stock policies that you are buying. The Net Cost is 30% Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Secretary-Treas. SAFETY SAVING SERVICE Class Mutual Insurance Agency “The Agency of Personal Service”’ CLASS MUTUALS ARE LEADING MUTUALS, Because they limit their nes to PARTICULAR CLASSES, Resulting in WIDE DISTRIBUTION of risks, LOW LOSS RATIO, and MINIMUM EXPENSE. WE REPRESENT CLASS MUTUALS THAT SAVE Hardware, Implement and Sheet Metal Dealers 50% to 60%. Garages, Blacksmith Shops, Harness and Furniture Stores 40%. Drug Stores, Shoe Stores, General Stores, and Hotels 30% to 50%. ARE YOU INTERESTED IN THESE SAVINGS? Are your premiums paying you a THIRTY to FIFTY PER CENT DIVIDEND? If not, then it is up to you to see that they do, by placing your insurance with THIS AGENCY. CG. N. BRISTOL A. T. MONSON H. G. BUNDY FREMONT, MICHIGAN 16 MICHIGAN TRADESMAN February 8, 1922 MAKING SERVICE PAY. How To Develop Efficiency, Force and Character.* I have learned that the doctor who tells the nearest to the truth and tells you how to change your habits so that Nature can work out your des- tiny is not always the most welcome visitor to a home, neither is he the best paid, nor, at the time, the most appreciated. Yes, the big fees, fame and world gratitude go mostly to the so-called expert who looks you over and, with fear in his eyes, tells you that death lurks just around the corner and that, unless ‘you are operated on at once you will not live out the week. One of America’s greatest statisti- cans who is employed by 200 Chicago banks stated in an address at a mecet- ing of the Kiwanis Club of Chicago only a few days ago that it was his certain judgment that 1922 will be very much of a continuation of 1921 and that the slow process of doing business on the basis of declining prices, declining wages and declining profit will go on and will continue into 1923 before there is much of an up- ward turn. Now, don’t get panicky. Do as I did when four doctors told me that I would be dead before spring with tuberculosis. From what I knew of myself I decided that what I needed was a change of climate and a change in my mode of living. I saw that the air of the Alleghany Mountains did not agree with me, and I moved to Pittsburgh where the air was pure. I quit gulping down bottles, it seemed barrels, of cod-liver oil, and started in on some deep ‘breathing exercises, took some pills for a complaint called rheumatism, and have never lost a day’s work from that cause since. Suppose the experts do tell you that there were 19,817 failures last year and that there will probably be 10 per cent. more this year than there were last, your course of action, it seems to me, should be to cut down your overhead, increase the volume of your business, expedite your turnover, and study your sales with a view of safe- guarding your customers’ credit. I know I'd be a whole lot more popular if I were to tell you that business is about to boom, wave Old paint the lily of Michigan politics white and oratorically save the world, bring on the millenium and drill in a gusher in your back yard. But I am your friend. I want to tell you how our company faced this same condition and how we are com- ing through it with bigger and better business than we ever had before. Two years ago when most maga- zines were renting additional space, we cut down on ours, we cut the sub- scription price when most publications were raising theirs. Mr. W. H. Don- aldson got the same benefits from his move that Henry ford and John Wanamaker did for cutting prices when it seemed to the short-sighted that it was poor business to do so. I feel certain that it is good business policy to follow the lead of men like Henry ford, the greatest manufacturer *Paper read at annual meeting Mich- igan Retail Hardware Association by Fred High, of Chicago. Glory, the world ever knew, John Wanamak- er, who, though well up in years, still has the distinction of being the world’s greatest merchant, and Wm. H. Donaldson, the man who has made ~ his trade paper beloved that it is known the world over as the Show- man’s Bible. To-day the Billboard carries more pages of advertising than any other magazine next to the Saturday Even- ing Post. And, if that old lady keeps on falling away, it will not be long be- fore the Billboard will exceed her in the amount of advertising space car- ried. Our circulation has constantly climbed, and is to-day almost double what it was during the profiteering days following the world war. When we were plunged into the world war we faced the stern reality that our clients needed a different and more intensified service than we had ever been able to give them, so we increased our efforts, put forth great- er zeal to help our clients. We soon discovered that we would have to cease to look to some of our former best patrons to remunerate us for the services that we had been rendering to them, so we readily exchanged ser- vice for good will in a field that had at one time been our best revenue producer. Do you know of some of your pa- trons whose friendship during 1922 can be made more remunerative to you than their trade was last year? You are hardware men. Iron is the basis of your business. Last year there was not one-half as much iron ore produced as there was in the year previous. There was less than one- half as many steel ingots produced as there were in 1920, and, since much of your trade is with country people, it may be well to note that the value of the principal farm crops of grain, fruit and vegetables dwindled from 13,600,000,000 dollars in 1919 to 5,- 675,000,000. It may be worthy of note that the market price of farm products are said to have recently reached the low- est point ever reached during our life, that farm wages last year were 93 per cent. above 1914 and_ that city workers’ wages are 97 per cent. above the pre-war period and that railroad wages, the transportation system that handles your wares, were 183 per cent. higher than in 1914. These are the points where the pru- dent business man will stop, look, listen, then change his course of pro- cedure. Here is where heroic action is needed. Last year on the freight carried through the Panama Canal there were $10,325,000 collected in tolls, which was an increase of $3,000,000 over the year. 3ut this increased profit came from an increased tonnage that was handled by 6,454 less em- ployes than it took the year before to handle this traffic. previous The lesson in that for us is that we must all produce more, do more, cut down the overhead, cut out the waste, increase the volume of our output. And in this hour when we are still appealing for even the children’s pen- nies to help the starving millions, to sustain the helpless and the diseased, it is my opinion that he who lives or teaches the doctrine of do as little as you can, give as little as you have to, get all you can is a disgrace to humanity, an enemy to his country and a parasite on his own calling. The one big thing that every mer- chant should have at this time is a pro- gram. Lay out your plans. Put to practical test the Rotarian motto: “He profits most who serves the best.” Cut out some of your pub- lic prayers at church and take more time to putting the Golden Rule into practice in your store and in your dealings with your fellowmen, and you will find that it is good business to do so. Up in North Dakota they have had bad crops for several seasons. They have been in a political battle that has been raging for many years. Some of the merchants and bankers of our Eastern section look upon North Da- kota as being a vest pocket edition of Soviet Russia. But through it all there is one merchant in North Da- kota who has kept his face to the front. I mean Fred Mann, of Devils Lake. He is President of the North Dakota Retail Merchants Association. increased his sales from He started with $1600 worth He has nothing. iof goods bought on credit until last year he did a gross business of $500,- 000. - He also started a little store at Cando, a village of less than 1,000 population and there did $120,000 cash business last year. Devils Lake is a town of 5,100 population. Fred Mann_ has 5,500 families on his mailing list. How many have you? He studied the mail order catalogue business and put forth intelligent effort to meet it. He didn’t make the fool mistake of saying: “Don’t do anything, every knock is a boost.” He faced the stern reality. Last Spring Sears, Roebuck & Co. shipped eighty carloads of catalogues to Fargo and then put them in the mails. Fred Mann met that situation and won out. He says: “Our most successful trade promotion method is something of a social nature or in the line of en- tertainment. We find it pays big to spend money in entertaining the peo- ple of our city and adjoining territory, making them feel at all times that they are very welcome, and that we are endeavoring not only to give the Dest possible, but to furnish them merchan- dise of quality and price equal to any store in the United States.” I hope that out of this talk you will understand the purpose that actuates me in what I say. The peace of the world, the progress of humanity, the growth of our coun- try depends upon the solution of these problems that are in the hands of those who deal in material things. Let me give you a picture that was recently presented to the National As- sociation of State and County Fair Secretaries who met in Chicago. It is a word picture, and was painted by a representative of the United States Department of Agriculture who repre- sented the Government at this meet- ing. He said: Down in the mountains of Eastern Tennessee lives one of the oldest, purest branches of the Anglo- Saxon race. For two hundred years they have lived in these mountains, People call them mountaineers. Five years ago a young man visited that section on his vacation. He was struck with the beauty of the country. Its cool nights, cool days, green grass and wonderful grazing inspired him with hope for the future. He called the men together and told them of the wonderful possibilities there were for the development of the production of cheese. He called a meeting and or- ganized them into a group so they could take group action. He showed them how to construct the necessary buildings, then he got the school chil- dren together and taught them the art of cheese making. Previous to his visit there were grown children in those parts who had never owned nor even seen an American dollar. Last year $350,000 in cash went into that district for cheese. And it was the testimony of this Government official that in five years the manufacture of cheese had advanced these people, given them better homes, better schools, better churches, a_ better culture and a nobler civilization than 200 years of effort through the school and church had’ been able to bring. You are more than business men. You are missionaries for a better day, for more pleasure, greater prosperity and a nobler culture. So take your- selves more seriously than did the men who kept store in the years gone by. Don’t forget that leaders are de- veloped through adversity. Moses led the children of Israel out of Egyptian bondage, Lincoln freed the slaves at the time when it looked the darkest for ‘his cause, Grant took hold of a retreating army. All advance- ment in science and invention has been made by those who faced defeat, abuse, ridicule, death and crucifixion. Such times as these develop nerve, the fighting spirit, the determined pur- pose, such times develop merchants out of storekeepers and such business as we now do develops efficiency, force and character. Let us go forth with the mission- ary spirit, conscious that we are fol- lowing the great command: He who would be the greatest among you should be the servant iof all. ——_»+->—__ Will Manufacture Clogless Nozzles. Bridgman, Feb. 7—The_ Terrill Manufacturing Co. has elected the following officers: - President—L. L. Terrill. Vice-President—A. E. Chauncey. Secretary and Treasurer—William H. Gast. Directors—F. C. Stahelin, A. E. Chauncey, William H. Gast, L. L. Terrill and R. W. Seavers. : This company manufactures the new low pressure Can’t Clog Nozzle for applying all kinds of insecticides. Chauncey & Baldwin. WHEN U THINK OF A Business Education THINK OF Bookkeeping, Shorthand, Typewriting, Secy. Training, Salesmanship, Telegraphy and English subjects. Catalogue free. Accounting, Auditing, | Starts Day New Term a § Jan. 30, y & y “a pean cna, erent February 8, 1922 Each package of genuine Cannon Towels has the blue trade-mark label on the wrapper. Look for it, MICHIGAN TRADESMAN You Can Build a Department Around these Towels OU can surprise yourself with the sales and profits on Cannon Towels by featuring them in your store. For these towels represent un- equaled values; their exceptionally fine appear- ance suits them to any home, and you can sell them at prices that every woman can afford to pay. Moreover, your cotton towel requirements can be completely satisfied by Cannon ‘Towels since this line includes every kind of cotton huck and turkish towel. They are made by the Cannon Manufacturing Company, the largest producer of towels in the world. You can stand back of Cannon Towels to the limit. They are made of high « uality cotton and are woven for long wear. Cannon Towels have an exceptionally fine finish and are unusually absorbent. Look for the Cannon trade-mark label on every package. Order Cannon Towels from your jobber. CANNON MILLS, Inc., 55 Worth Street, New York City 18 THE PRESIDENT’S REVIEW. Of the Retail Hardware Situation in Michigan.* Another year has slipped by and we are again assembled in this con- vention hall. Since last February some drastic changes have taken place. We thave struggled through a trying period, but with toil we have gained wisdom and strength and can look out upon the New Year with faith and confidence. This is not the day for looking backward, but rather it is a time for gathering the forces of experience, brains and achievement. The man who works and thinks is bound to prosper; but if he works and does not think, he will not reach the goal; or, if he thinks and does not work, he will not accomplish much. There has never been a time in the history of merchandise business when good salesmanship will be more im- portant than in the future. We all realize that the mental unrest of la- bor during the past eighteen months has been nearly beyond endurance. Of course, this is going to regulate itself in time, but until that time comes mer- chants must have a lot of patience with their clerks. We must instruct them in the right, way so that they will sell the required amount of mer- chandise daily, to keep the standard of good business. One of the aftermaths of the great financial slide of 1920 was that credit was most affected by the depression. All branches of credit—manufacturing, jobbing and retailing—were carefully studied. it was the general conclusion that the real problems before the retail mer- chant were not so much credit as the abuse of credit. I want to present the question as to whether or not credit is essential to retail merchandis- ing and if it would not be logical, as well as beneficial, to conduct retail business on a cash basis.* It deserves our earnest consideration. A change to cash business would be a most radical departure from our present methods of retailing. Our decision must, therefore, be made only after a most thorough and pains-taking en- quiry into all phases of the subject— the effect such a change would have on business. Although slow to be convinced and in the face of many objections, I have come to believe that the proper way to retail goods sold for immediate consumption is ‘on a cash basis. It is from this position that I shall present the facts I have gathered in support of it. A 5 and 10 cent store starts from the most ‘humble beginning and the world’s tallest building on Broadway is evidence of its success. A mail order house advances until its business has grown into the mil- lions. Credit business creates loyalty and assures the merchant a larger share of customers’ business. How often have you seen just the opposite occur; and herein lies one of the greatest abuses of credit. You have had it happen that your credit cus- tomers would take their cash money and send away for something you ee es by President Norman 3. Popp before Michigan Retai - ware Association. " ee In considering retail credits, MICHIGAN TRADESMAN might have sold him which would have netted you a nice profit. Credit encourages freer buying. Too free buying is another name for ex- travagance. Extravagance is a bur- den which bears heavily on all busi- ness. Discontent, dissatisfaction and financial worry can be traced to the door of extravagance—buying beyond one’s means. The strongest competition the coun- try merchant has is the mail order house. It has been argued that credit is a method of meeting this competi- tion. It is now an open question if retail credit is not the very greatest help to the mail order house. The country merchant, under the credit @ Norman G. Popp. system, supplies, what the farmer needs and which he must _ have credit for; while the farmer sends most of his money to the mail order houses for the things he only half needs. A cash store can encourage diversified farming, add to the com- munity by keeping the money at home and help build up the home town. It would encourage thrift instead of ex- travagance. At this time there is one prediction, one prophecy, that will fit every man’s job, every business, farm, factory or store in America: “1922 will be a year of intense and inevitable competition.” In 1918 we saw the end of the great- est effort America has ever been called on to make. In 1919 great prosper- ity loomed up as a result of shortage of goods and inflation. In 1920, we saw a year of uncertain- ty, with good and bad business strong- ly mingled, and with all signs point- ing to a great business depression, which arrived on schedule in 1921. It has been quoted that 1922 will be a year of competition. There will be no lack of goods or men. But it is likely there will be a big shortage of good salesmen. In competitive times, these qualities are priceless. There will be a temptation to cut prices, of- fer better discounts here and there, and to cheapen quality and give less for the lessened price. Think will be the big word from now on and will be the salvation of many concerns and men. The business that plays fair, faces competition intelligently and _ not blindly and leans heavily on brains, good salesmanship, fair dealing and good quality will be victorious. To these, a new year of competition is a new year of opportunity. | strongly recommend the continu- ance of group meetings to be held in the various cities and towns; the As- sociations to defray all expense in se- curing a good speaker and features of entertainment. The price service to the retail hard- ware trade has been of great value and has proven highly beneficial. I recommend it as a permanent practice. Finally, I recommend that we con- tinue to show our good will and ap- preciation to the manufacturers, job- bers and all exhibitors. 3efore closing, I want to say that I have appreciated the honor you have conferred upon me in electing me to office and I feel that I have given it my best during my term as President. 1 consider the office of President non-important. While it is extremely important in the leadership of the As- sociation in harmonizing things, yet the President does not do the work. The real work comes down on our office at Marine City and the fellow who does things is our Secretary, Ar- thur J. Scott, who has made this As- sociation what it is to-day—1,600 strong—a record of which the Michi- gan Retail Hardware Association should be very proud. I have tried to say the things which would make for right thinking and constructive building at this conven- tion. While the sky is still dark, the clouds are now breaking. The chal- lenge of the year is for courage and strenuous endeavor. If we go forward with the spirit of expectancy and un- afraid of hard work, we shall reap a good measure of reward. —_-.-.> Should Wipe Out the Sparrow Bounty Law. Grandville, Feb. 7—Here is another record count of slaughtered sparrows. A woman deputy has the job in one county. How any person with a soul to save can count dead sparrows and smile at the work is past the un- derstanding of an ordinary citizen. In the instance referred to the deputy smiles as she counts them, even though many davs she has from 100 to 1000 dead birds to count. In one day ‘one man brought an 750 and an- other 320. —_—_ Man is by nature a creation of moods and impulses. Red tape bores him and routine chafes him as a starched collar does a son of nature. The work he loves is easy, but the kind that gathers crows’ feet in the corners of his eyes is apt to go into the discard. He hates system, yet he knows that the man who banks on system generally banks more than self-signed promissory notes, Laeger ml he $)) és. i... Sy $)) és. -_ wo February 8, 1922 MICHIGAN TRADESMAN SE Te TE What about the GASOLINE you use? | tedeues motorist knows that all gasoline is not alike: You have reason- able assurance that the quality of most gasoline sold under a well known trade name will remain constant, but trouble creeps in where you form the habit of just buying “gas.” It is not the idea of this company to claim that when you notice a dif- ference in the quality of your favorite gasoline, that the manufacturer has deliberately tampered with his product. What we do mean to say is that gasoline varies according to the methods used in its manufacture, and the EEE TT TT TT TT Tr ee eee ee a errr RS raw material from which it is made. == This company on account of its immense resources can truthfully say = the Red Crown Gasoline never varies, except as seasonable changes call for == variation. == It is also well to consider that the gasoline to which you have your car- buretor adjusted may not even be on sale in the next town or state, that too is a source of annoyance. So we say, what about your gasoline? Is it always the same, and can = you buy it everywhere? == Red Crown Gasoline can be bought everywhere. Once your car- == buretor is adjusted to Red Crown there need never be any necessity for = changing, because Red Crown can be bought every few blocks in the city == and every few miles in the country, wherever you go, and its quality never == changes. = It is a universal fuel. == STANDARD OIL COMPANY (INDIANA) CHICAGO U.S. A. aT SZANUAALAAALAU EERE Sn HM Ee 20 - AUTOMOBILE ACCESSORIES. They Are Profitable Line For Hard- ware Dealer.* When your committee requested me to spend a few moments with you this morning, I willingly ac- cepted their invitation, not from any | had a message to de- very thought that liver to this gathering of business men. I accepted the invitation be- cause I believe in get-together meet- ings and, therefore, think it the duty of every one of us to try, at least, to do our part in making such con- successful. It not who we may be, there is not one of us who has not, at some time or other, had some experiences that will be of some benefit to others. Prog- ress is the result of experiences, and if we are unable to profit by past experiences we Call hardly expect to be successful business men. We are fortunate in living in this advanced age, when improvements come so rapidly that the methods of yesterday are only mem- ories of to-day. We have been suc- cessful business men without the aid of electricity, telephone, wireless and other such improvements, yet ventions matters business many what would business be to-day if we were suddenly deprived of all these advanced business methods? ‘The merchant who in this age thinks he can secure sufficient information with- in the four walls of his store to keep pace with this rapid advancement is doing business with no greater light than that furnished by the old tallow candle. Merchandising to-day is a profes- sion. In order to be successful, mer- chants must be students. If you were to visit the hardware departments of the great department stores or the big catalogue houses, you would find that the men in charge are not as well posted on general hardware as the majority of men in this room; and yet they are very successful, sim- ply because they are students of the art of merchandising. They gain their knowledge from the general public and do not at any time attempt to educate the people. But after watching closely for the demands of the public they are able to place a word in their advertisement that will convince the user that this article is just what they want, or they will be able to display their goods in such a manner that it will convince the vis- ‘tor to their store that they have the goods he has been looking for. The five and ten cent stores carry no different lines of merchandise than other merchants, yet they are more successful, simply because they are able to display their merchandise in. a more attractive manner, the goods in greatest demand always being displayed so as to catch the visitor’s eye, no goods being kept in dark or unsightly places. All failures come from a desire to educate your customers. I see before me many merchants who can recall the days when all pieced tinware was made in your tinshop, and you will remember how proud you were of read at annual meeting Mich- *Paper Association by A. igan Retail Hardware H. Nichols, of Detroit. MICHIGAN TRADESMAN the tin pail, the dish pan and the tea kettle which your tinner made by hand. You also remember how you refused to purchase the so-called leaky tinware made by ma- chinery. And what reward did we receive from the efforts made to con- vince the public that our hand-made tinware was cheaper in the end than machine-made? We only succeeded in establishing a most disagreeable competitor—the bazaar store. Men and women the world desire to trade with friends, but we cannot keep our friends by endeavor- ing to sell them something they do not wish to buy or by refusing to sell goods that are in general demand. We no longer sell the ox-bow or the ox-yoke because the general public determined long since that oxen The horse took the place of the This gave us a chance to increase our business through the sale of the carriage whip, the buggy, the harness and such goods. The advancement that came from this more rapid method bronght about many other improvements un- til it required over twenty million horses to keep the wheels turning in own country. But to-day the is too slow and, consequently, reduced to a cheap, over has were too slow. OX. our horse the number little over one-half. It matters not whether your store is located on the four corners of the road, in a village or in the city, your customers are coming to you with motor driven vehicles. History does not tell us of any industry that has made the rapid advancement that the automobile industry has made. Un- heard of a few years ago, it is to-day one of the greatest industries, if not the greatest, in the world. Like per- petual motion, there were a number who had_ been experimenting for years, endeavoring to invent a self- propelling carriage, but it was not until 1898 that the first automobile was sold to an individual who was not in any way connected with some experimental enterprise. In 1899 the total investment of all automobile in- dustries in the world was estimated to be less than six million dollars, and the entire output of cars for that year was thirty-seven hundred. To-day we have one manufacturer who produces over four thousand cars per day, as well as manufactur- ing what would be equal to at least one thousand extra cars in order to have repairs in sufficient quantities to supply the demand for cars al- ready in use. The total investment at the present time in the automobile industry in our own country is esti- mated to be nearly two billion dol- lars; the output is perhaps two mil- lion cars per year. I can, perhaps, better illustrate to you the marvelous growth of this in- dustry by referring to a gentleman who less than twenty years ago was enjoying his work at the bench, wear- ing overalls the same as his co-work- ers, eating his noon-day meal from a tin dinner pail, for his only income then was that of an ordinary machin- ist. To-day, as a result of the auto- has been mobile industry, his wealth, without a doubt, is greater than any other the world. His total wealth, based upon a_ fair earning value of capital invested, would be over one billion dollars. His business has grown to such an extent that he finds it necessary to have not less than ten million dollars constantly on hand or in the banks. manufacturers of individual in Michigan auto- mobiles last year received one billion, one hundred and _ thirty-five million dollars for their output and they paid a Federal tax to the Government of over fifty-four million doffars. It was not so long ago that this amount would have paid, for a full year, the entire expense of our Government. Yet, in spite of these facts, the auto- mobile industry is only in its infancy. As we look into the future we cannot help but wonder what the results will be. when the one billion two hundred million dollars that has been appro- priated by the Government and the different states is spent for good roads throughout the country. To-day there are nearly ten million motor cars in operation. Two mil- lion, eight hundred and fifty thou- sand of these cars are owned by the farmer. Statistics show that 36 per cent. of all automobiles used are owned in cities of five thousand in- habitants or less. In addition to this, there are over one million motor trucks in general use, one hundred and fifty thousand of these trucks being operated by the farmer; to say nothing of the one and one-half mil- lion tractors, and thousands and thou- sands of gasoline engines which are taking the place of windmills and other means of producing power. Surely no other class of merchants have been blessed as the hardware dealer has. Have we taken advan- tage of this great opportunity to im- prove our condition? For in spite of the facts I have mentioned, we fre- quently find hardware dealers who say they do not sell automobile ac- cessories. Many are evidently labor- ing under the impression that auto- mobile accessories consist of many new inventions, some of which may be successful, but the majority are failures. Why, from the very first day that you sold hardware, way back in the days of the ox team and the tallow candle, the hardware dealer was a dealer in automobile accessor- ies! Think of the millions and mil- lions of wrenches, hammers, pliers, screw drivers, oilers, punches, cold chisels and such goods which are necessary for each motor driven ve- hicle. In this advanced age it is necessary for the hardware dealer to change his methods and bring to a more conspicuous place the goods that have heretofore been kept in dark corners and unobserved places. It is necessary for you to bring your wrenches and screw drivers to as prominent a display as you have your pocket knives and_ silverware, for the demand for automobile acces- sories is much greater and the profit is equally as good. It may be neces- sary to add a few items. Is there any line to which you have not added new goods? You have always sold the thermometers and other heat reg- February 8, 1922 Should you not sell moto- meters? Grease for wagons and oil for threshers and mowers have al- ways been included in your stock. Why should you not carry in stock higher grade oil and grease to be used by the motor driven vehicle? We are told that tires cause the dealer a great deal of trouble. Did you not have considerable unpleas- antness connected with the sale of stoves and other articles? Automobile accessories rightly be- long to the hardware dealer. Will we make the same mistake that we made with the pieced tinware? You are a better judge of quality. You are more familiar with the different makes and, therefore, in a position to a more satisfactory bargain than any else. The garage man is naturally a merchandiser; he is not familiar with the different manufac- turers, consequently is more apt to be influenced by price. Then, too, conditions are such that his personal appearance places a handicap on his salesmanship. Yet he is a student and has made wonderful progress as a merchant. This great opportunity has also been noticed by others who are most shrewd students of the art of mer- We find in the hardware business to-day a class of merchants who have heretofore devoted their attention to other lines of merchan- dise, but who are keen to see the opportunities that this new industry has given to the hardware dealer. Without any experience in this line they are meting with great success. Friends, automobile accessories are your birthright, for you always have and always will sell them. The profit is better than any other one line you carry. It is up to you to demand that which rightly belongs to you, and re-arrange your store to comply with advanced methods of hardware merchandising. This you cannot do until you have established it within yourselves, for no one can meet with success until he has gained a certain confidence that he is absolutely sure is correct. ——_>>2>—__—_- Would Like To Be Boss For One Week. Mears, Feb. 6—In answer to your letter of recent date, permit me to re- mark that I did have a good 1921 trade. I hustled back to normalcy early in the spring, so I enjoyed a very fair year. J cannot comply with your requist for news iof the traveling fraternity who come up the Pentwater branch, as I have nothing good to say of any of them. The business outlook for 1922 could not be brighter and if the traveling men will get away from the idea that they are moving crepe hangers and quit peddling the “blues,” times will brighten up. If anything gets my nanny, it is to have a man who is sent out to “go get ’em” come in with a I-know-you-wont-order-any- thing look on his face and greet you with a feeble, sickly smile. I wish I was the manager of a wholesale house for one week. I would make the whole stack of blue peddlers peddle nothing but pepper for a trip and see if some of it did not sift into their systems. Well, 1922 will show the go getters we have plenty of biz. Chronic Kicker. ulators. give one chandising. —_—_~++>—_—_- If friendship is worth having, it. is worth insuring; don’t make it a bar- gain counter where you always get the bargains, February 8, 1922 MICHIGAN TRADESMAN The Greatest Sentence in the Grocery Business: “Hf | get calls for it | will stock it” A simple ten-word sentence. A sentence to which the sales- | man of unknown, unadvertised brands of goods painfully must | listen when he tries to sell the experienced grocer. Yet it seems that sometimes it takes years for some grocers to realize the protective value of that sentence. The one and only test of the true value of a grocery product today is CONSUMER DEMAND. If every product in a grocer’s store moved into the con- sumer’s home with such continued regularity and satisfaction to the public as POSTUM, GRAPE-NUTS and POST TOASTIES, there would be no more profit-problems and ‘“chelf warmers’ for the grocer to contend with. Is there any secret about the success of POSTUM, GRAPE-NUTS and POST TOASTIES? If there is, every grocer in America knows it. With year-’ round advertising, month in the year, backed by highest quality, and with prices satisfactory to the consumer and profitable to the grocer, the makers of Postum, Grape-Nuts and Post Toasties can afford to guarantee sales. And they do! And ‘‘There’s a Reason.”’ every Postum Cereal Company, Inc. Battle Creek, Mich. 22 February 8, 1922 _ ~ a Ta a “ 8: = Ayes AWA = — Ke of VEZ. — = STOVES 4» SA ST ao ; = ree Le ( RING 7) | << ir ot mm a AA ? i 4% LY me Sn = § R65) = g . rt Ava QLUUC LUC LAUUUU kel 4 AAA Wu Bawa Looking Ahead To the Spring Paint Campaign. Written for the Tradesman. With the opening of the spring paint season only a couple of months away, the attention of hardware merchants and their salespeople should be turned, partly at least, to studying the pos- sibilities of making paint sales. Particularly is it worth while to spend a little time now developing more efficient methods of paint sell- ing. In the spring paint campaign salesmanship—personal salesmanship —is one of the biggest factors. For while window display and advertising will attract prospects and educate the buying public, personal effort is, in the great majority of instances, nec- essary to clinch the sale for your store. In this connection an experienced sales manager offers this advice to the hardware salesman: “There are possibilities for you in selling paint which will rapidly raise you from the position of a mere clerk to that of a real salesman. “Never limit your salesmanship to the transaction of the moment, but broaden the scope of your future sales by posting yourself with suggestions which you can readily offer to your customers and which will lead fo future sales. “Besides showing the good qualities of the paint you sell your customer, you can furnish him with ideas as to color schemes, best methods of ap- plication, and can present new Ppos- sibilities for the use of finishes which will be of material benefit to him. “Study and become an expert in the decorative possibilities of the lines you sell. With each paint sale do not be afraid to impart a little of such knowledge to your customer, and thus awaken new desires along these lines which will help to bring future sales. “The paint salesman who has at- tached to himself the record of an expert and upon whose counsel cus- tomers may rely is readily sought for by customers, not only to his own benefit and profit, but to that of his store. “By such methods extend your sales- manship, extend your influence, ex- tend your benefit to your store, and you will be surprised to see how rapidly the long green will extend your way. “Now that the off season in paint sales is here, you have ample oppor- tunity for studying this question. “Don’t forget to scatter your ideas plentifully amongst the women Cus- tomers. Women receive new ideas concerning the application of paint more readily than anyone else, es- pecially if you can show them how easy it is to fix up the home. A little time and counsel with the women Cus- tomers will boost paint sales immense- iv Knowledge is the basis of all suc- cessful salesmanship. To sell paint, you must know paint. There are a great many hardware clerks who feel that they have been too busy to study the subject, and look forward, in any emergencies of the paint campaign next spring, to depend on the labels for their information, or to pass their problems up to the boss. Now, that attitude does not pay, in the long run. The salesman who knows paint and can answer questions about paint is worth a great deal more to himself and to business than the salesman who can merely pass paint questions on to someone else. And inevitably he will get a great deal more in the way of financial returns. So, if you are a salesman, or a clerk who means to be a salesman, use your spare time now to study up on paint, and on the best methods of paint selling. Talk over your salesmanship experiences and problems with more experienced men, and strive con- scientiously to equip yourself better for the coming spring campaign. And if you are a hardware dealer, take a little time to coach your sales- people and encourage them to put forth more earnest efforts. One hardware dealer who has made an exceptional success of his paint die- partment states that no department is more interesting, nor is there any real limit to the possibilities. He aims to be always interesting his individual customers in paint specialties. For instance, if a customer wishes to purchase a can of floor paint, the merchant, after selling the paint and telling the customer how to apply it, goes on to explain how the interior walls of the home may be decorated by a special wall finish he has in stock. Customers are generally interested; and although sales are not always made at the time, the information then given out helps to many future sales. Another plan worked last season by this dealer and his salespeople was to concentrate on one specialty each week. For instance, the first week the merchant would feature varnish stains, and a good supply of color cards, sample boards and literature would be kept close at hand so that the salesman could show the line to customers without taking up too much time. The second week enamels would be featured. Enamels such as_ bath enamels, bed and furniture enamels, bicycle enamel, etc., would be shown and during that week a large number Michigan Hardware Company 100-108 Ellsworth Ave., Corner Oakes GRAND RAPIDS, MICH. Exclusive Jobbers of Shelf Hardware, Sporting Goods and ' FISHING TACKLE Foster, Stevens & Co. Wholesale Hardware oe 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. W. M. Ackerman Electric Co. Electrical Contractors All Kinds of Electrical Work. Complete Line of Fixtures. Will show evenings by appointment. 549 Pine Avenue, N. W., Grand Rapids, Michigan Citzens 4294 Bell Main 288 Our travelers are out with the new things in robes, blankets, sheep lined coats and mackinaws. In the past our line of this merchandise has always been a strong and active one and for 1922 you will find many fine additions. Kindly wait until our salesman calls on you and then look over the line. You will be glad you waited for this. Brown & Sehler Co. Grand Rapids -: Michigan ead catalan side E SAAR PSI ROTOR 3 CASAS ALD ERIN eee catalan February 8, 1922 MICHIGAN TRADESMAN 23 of prospective customers would be in- terested. This process would be varied from week to week; and be- sides the immediate sales secured, a great deal of educational wark was done that led to future sales. There are many paint specialties that can be successfully pushed in the winter months. The sale of special- ties helps to bridge the gap between the fall and spring campaigns, and to keep the paint department a live issue and to some extent before the buying public. The demand for paint special- tiese has grown rapidly in recent years and dealers and public are alike com- ing to realize that there are hundreds of articles that can be re-finished and made to look almost like new by a slight expenditure of spare time and money. Now is a good time to push these specialties. Bring them to the front, put on a window display or two, stage a demonstration—say, of flat wall paint or floor finish—and call the attention of individual customers to the lines you handle. While you are pushing the specialties keep a sharp lookout for prospects for ,your spring campaign; for catering to the specialty trade will bring you into touch with many good prospects. It is good policy, also, to spend a little of your spare time in these com- paratively dull winter months prepar- ing for the spring paint campaign. A lot of preparatory work can and should be done in the winter months. For one thing, the prospect list should be overhauled. In a good many stores this is done by the mer- chant himself glancing over last year’s list, eliminating the prospects who were “sold” last season or who have moved away, and adding such new prospects as occur to mind. This method is better than no re- vision at all. But one merchant | know of, when he comes to revising the prospect list, holds a council of war, so to speak. He gets his sales- people together, goes over the list with them, discusses each prospect indi- vidually, tries to get a line on that prospect’s interests and prejudices and objections to painting or excuses for not buying last season. Individ- ual prospects are allotted in some in- stances to certain salespeople who can approach them most conveniently and advantageously in a personal canvass. Then every salesman is put on the qui vive for new prospects, and is urged to take note of these and add them to the list. - There is, too, a pretty thorough discussion of the best methods of salesmanship—all of which helps to secure efficient work when the campaign is in progress. The entire advertising and mailing list campaign can be mapped out ahead of time, and the series of paint dis- plays outlined. This’ preparatory work will save time for real selling when the campaign itself is on. Then, too, the stock should be look- ed over, ito see that the popular lines are complete; and the arrangement of the stock should be planned well be- forehand. Nothing, in fact, should be left to chance.. Victor Lauriston. 2. Opportunity is the champion knock- er. It would be a sorry day if she ceased to knock. sted THE PROOF HEN large users of trucks buy a UNITED to “try it out” —and then add one or more UNITEDS to their fleets—they are satisfied. This has been done repeatedly by manufactur- ers, merchants, lumber and coal dealers, moving and transfer companies, and others whose haul- ing requirements are constantly expanding. There could ke no better proof of the soundness of UNITED engineering and of its value, con- sidered from all angles, as a dependable hauling unit. Choice of Worm Drive or Internal Gear. Ask us for specifications and particulars. 14—2%4—3%—5 Ton A Size for Every Requirement United Motors Company Grand Rapids, Mich. FACTORY AND SERVICE 675 NORTH STREET Bell Main 770 Citizens 4472 Quality— rather than quantity production 24 Encouraging Facts Substantiate De- pressive Predictions. Written for the Tradesman. After reading in the Tradesman of Jan. 18 the imposing array of facts and figures gathered from the United States Department of Agriculture rec- ords, showing how by the use of ma- chinery the production of food for the inhabitants of this country has great- ly increased per capita, and that now one man with machinery produces from two to seven times as much as he could by the hand methods of sixty years ago, one can sit back with the assurance that famine in our land is forestalled and the assurance also that out of our surplus of foodstuffs we are in a position to feed the starv- ing people of other lands. And all is well, How grateful we should all be for machinery! And after reading all this one may also come to the conclusion that if a bushel of wheat can be obtained from ten minutes work instead of two hours, as is claimed, the farmer’s labors must therefore be greatly eased and his hours of application lessened. Is this true? If the farmer now raises enough food for seven families instead of for one, he must also buy enough ma- chinery, building material, fertilizer, and many other things to enable those other six families to obtain the wherewithal to purchase all the food- stuffs he raises. This he does. But when he has bought the necessary equipment, has paid the taxes, insur- ance, interest and bought the absolute necessities for his family there is sel- dom much left to obtain the home comforts, decorations, and luxuries which those other families of wage- workers enjoy. And still he labors twelve or more hours a day as did his father or grandfather, with no play spells between planting and harvesting and no recess in winter. The next issue of the Tradesman contained an article on “Farms of the Future,” not backed by the authority of the United States Department of Agriculture and its thousands of ob- servers, investigators and statisticians, but based on the personal experience, observation and opinion of one man. Let us assure the reader that there is no antagonism between the two ar- ticles, no dispute as to facts or de- ductions from government statistics. No, the first but illuminates and cor- roborates the latter. We must consider that the gratify- ing results of the use of machinery in the production of food would not be based on operations on the small farms with their small fields, barely large enough for an engine hauling plows, discs, harrows, rollers and grain drills en tandem to turn around in. They would not be based on conditions where even the horse-drawn harvesters can be used for but four or five days in a year. Nor are these results based on the climate where hay and grain must be put in barns as soon as cured. No, they are based on the great farms of thousands of acres in the Dakotas, Kansas, Oklahoma, Iowa, Nebraska, California and Texas, where the far- mer starts out plowing seven or twelve furrows with one operation, and who turns around only once in a half day—-so as to get home to dinner and supper. MICHIGAN TRADESMAN They are based on the farms in some of these states where the grain is threshed and bagged at the same operation as cutting the standing grain or where the shocks of sheaves may stand in the fields for weeks without danger of rain or flood. Scarcity of labor during the world war compelled small farms to buy ma- chinery in excess of their adaptation to their normal circumstances, and be- fore those machines had paid for themselves in service, at the high prices charged, products had so de- clined in price that the selling price would not cover the cost of produc- tion, Not all the relief measures adopted, approved or suggested can ever place the small farmer where he can pro- duce wheat, corn and certain other crops profitably in competition with the prairie states. He must adapt his farming system to soil, climate, lo- cation, markets and costs of produc- tion, or else he must give up being a farmer, a farm owner or even a ten- ant. Farmers have been and are now even more so looking toward co- operation to enforce their demands and secure equitable compensation for labor, through buying and selling or- ganizations and bureaus. And so every branch of labor or business or manufacture must co-operate to hold their own, combine fior self defense. It is the military or militant program in every day affairs—the primitive club and stone to secure food and defend it from other savages. The laborer in any and every occupation defending his conquest from commercial greed which considers business a game and to the victor belongs all he can get and hold. Relief can only come through the reign of brotherly love, which will assure equitable compen- sation and distribution. In the writer’s opinion there are thousands of farmers in Michigan struggling under a burden of debt, overbalanced machinery equipment and high price of labor, who might live in comfort and plenty if they would cease struggling against the in- evitable, sell the larger farm and put their net resources into forty acres or less of land and be content to be known as a two-horse or even a one- horse farmer, fruit grower, poultry man or gardener. Nothing holds peo- ple back from bettering their condi- tion more than pride. They will keep on trying to farm on a grand scale until too late to make a safe readjust- ment. The wise old captain will pre- pare for a storm at the first sign, but the presumptuous one will wait to see if it will be a real storm or only a flurry. We should not allow false pride to become our master to the extent of blotting from our sight sound common sense. E. E. Whitney. —____ 2 Solomon built the greatest temple the world has ever known, and history tells us that envy. and discord had no place on the job, but that cheerfulness prevailed and the workmen sang as they labored. Solomon left behind him a greater reputation for wisdom than for architecture, and it doesn’t require a Supreme Court decision to point out the reason, February 8, 1922 “A perfect lining makes a perfect fitting dress’ + ALA TD Dress Linings Sell Readily If Attractively Displayed Perfect Ready-to-Wear DRESS LININGS _ This cut shows our new Counter display card 14 inches high. Send for it. Our new counter and window display matter is built to arrest the attention of the customer and to increase your sales. It is made for your use. The present vogue of home-dress making should be taken advantage of and a complete line of Naiad Dress Linings Will prove a big factor and pave the way for other sales. Exquisitely finished to the last detail of the finest of good materials. We surply electros for your local advertising. Send for Counter Card and Electros. THE C. E. CONOVER COMPANY (Also Mfrs. of the Naiad Dress Shield) 101 Franklin Street New York oP seinen weceramemeemest oP sevens February 8, 1922 MICHIGAN TRADESMAN Weekly Report of the Grand Rapids Bankruptcy Court. Grand Rapids, Jan. 23—On this day was held the first meeting of creditors in the matter of Parley B. Warren, Bankrupt No. 2035. The bankrupt was present in person and by attorney, A. A. Worcester. Several creditors were pres- ent in person. Claims were proved. A. V. Young was elected trustee and the amount of his bond fixed by the referee at $1,000. The bankrupt was then sworn and examined without a reporter. Ap- praisers were appointed. The first meet- a of creditors was then adjourned no date. On this day also was held the special examination in the matter of William H. Spears, Bankrupt No. 1964. Smedley, Linsey & Shivel were present for the bankrupt. Carroll, Kirwin & MHollway, Knappen, Uhl & Bryant and Clapperton & Owen were also present. Sidney, nie .... . oS 31.80 The Lin Specialty Co., C ‘hic AZO a $2.50 Ruckheim Bros. & Eckste in, Chi- : cago (note) —_______-___________- 212.00 The Touraine Co., Cleveland ---- 43.20 Ruckheim Bros. & Eckstein, i Chicago —___- pee eT 40.95 Peanut Spec ialty Co., C thicage > 00 Kauffman Confec tione ry Co., To- ce Re 5.35 J. S. Maloof & Co., New York -- 73.90 The Max Glick Co., Sine cate’ a 51.58 Araré ‘e Cream Cone Co., Chi- Ararat Ice rea 50 cago --—----------~------------~--- Chicago Chocolate Nut te o., Cnieaeo Pets Morrison Iron & Me tal C ‘o., s "Grand ee Rapids —--- i BBeee cine Oil Co.,. ‘Grand “Rapids ZS 1.07 Geo. E. Ellis Estate, Grand Rapids 358.12 National City Bank, Grand Rapids 432.22 Vandenberge Cigar Co., Grand ends 9 oe 9.02 Mitchell N. Azkoul, Grand Rapids 800.00 M. A. Azzar ,Grand Rapids --~---- 500.00 Hilding & Hilding, Grand Rapids _7.50 Crystal Candy Co., Toledo —_~~--- 156.00 Cc. W. Mills Paper Co., Grand Rap. 49.15 Bunte Bros., Chicago --.---—--_--- 87.85 Consolidated Cone Co., St. Louis 107.50 Hochle & Johnson, Boston ------- 47.50 srandass & Gheens, Louisville --_ 25.00 Runkle Co., Kenton, Ohio —~-------- 26.45 Geo. Zigler & Co., Milwaukee —--- 151.77 Dolly Varden Chocolate Co., Cin- saben cinnati J. G. Phelps & Co., Cleveland ~-_ 163.82 Switzer Licorice Co., St. Louis —-- Rigney & Co., Brooklyn Beene Schmidt Bros., Boseman, Mont. — 109.76 F. M. Paist & Co., Philadelphia. 56.58 fE. J. Brack & Sons, Chicago --- 146.00 The Bitrose Co., Milwaukee ---. 41.75 Pennsylvania Chocolate Co., Pitch 2 65.44 Lavezzorio Co., Chicago ~--------- 31.70 Sweet Co., of America, New York 88.32 Aro Mints Mfg. Co., Cincinnati ~~ 79.00 Geo. Bloome & Sons, Baltimore -- 23.66 lewis Eros., Newark —_____._-.__ 111.60 Farley Candy Co., Chicago ------ 142.92 American Candy Co., Milwaukee Peter Paul Candy Co., New Haven 39.90 Mason, Au & Magenheimer, Brook- 2) a eee ee ee 25.35 Curtis Candy Co., Chicago ~-----~ 173.25 Minerva Candy Co., Chicago —.___ 16.50 N. Alexander & Co., Brooklyn __-. 29.20 National Candy Co., Grand Rapids 84.63 A. B. Mewhimey & Co., Terre Ratatte 62.80 Venetian Candy Co., Chicago ---- 98.65 Walker Candy Co., Indianapolis -_ 24.00 Chicago 72.52 Fort Dearborn Candy Co., Cleveland 43.60 Sykes & Thompson Co., Weber, Schlitz Co., Milwaukee 148.15 Russian Candy Co., Chicago —_----- 32.00 Ryan Hayes Co., Cleveland ~----- 72.80 Best Candy Co., Indianapolis --._ 37.20 Pirika Chocolate Co., Brooklyn -- 32.50 Smith Kirk Candy Co., Toledo _--- 95.75 Jim Dandy Co., Battle Creek __-. 100.00 Hesse Bros., Detroit ~------------- 40.55 Straub Bros. & Amiotte, Trav- erse (city 22.85 Ferrara Lizza & Co., Chicago -- 38.10 American Chicle Co., Chicago ---- 55.00 Lyon Specialty Co., Chicago — --_ 84.31 Jos. R. Gillard, Grand Rapids --_ 50.54 Jan. 30. On this day was held the first meeting of creditors in the matter of Chinese Temple Cafe, Bankrupt No. 2008. The bankrupt was present in person by two of the partners and also by attorney, Arthur Shaw. Clapperton & Owen ap- peared for petitioning creditors. Wykes & Averill were present for certain cred- itors. Claims were proved against the estate. Douglas Clapperton was elected trustee by those present and the referee fixed the amount of his bond in the sum of $500. The meeting was then adjourn- ed to Feb. 3. Jan. 30. On this day was held the first meeting of creditors in the matter of Ee aatentaaet eee nemueatemiter ater MICHIGAN TRADESMAN Herbert H. MacKenzie, Bankrupt No. 2038. The bankrupt was present in per- son and by attorneys, White & Reber, of Fremont. Creditors were represented by Hilding & Hilding, and Harold J. Cogger. several claims were proved against the estate. Henry Smalligen was elected trustee and the amount of his bond fixed by the referee at $500. The bankrupt was then sworn and examined without a reporter. Appraisers were appointed by the court. The meeting was then adjourned no date. Jan. 31. On this day was held the final meeting and special meeting to consider the compromise offer, in the matter of Leo Goodrich, Bankrupt No. 1922. The bankrupt was not present or represented. The trustee was present in person. No creditors were present. No claims were proved, the time for filing claims having elapsed. The offer of Claude G. Piper and Eber Sherwood to compromise the dispute between them and the _ trustee in this estate by paying the estate the sum of $225 was considered and accepted. Bills were considered and allowed. The resignation of the attorney for the trus- tee was considered and accepted. An order was made for distribution and the payment of administration expenses, and for the payment of a first and final divi- dend of 10 per cent. to creditors herein. The meeting was then adjourned no date. the creditors making no objection to the discharge of the bankrupt. Nothing further will be done in this estate, save to close and return the same. In the matter of William Hornsby, Bankrupt No. 2042, funds for the first meeting having been provided, the first meeting will be held at the office of the referee on Feb. 13. j In the matter of Clarence M. Saunders, 3Zankrupt No. 2041, funds having been forwarded to the referee, the first meet- ing of creditors will be held at the ref- eree’s office on Feb. 13. ——— o-oo Dry Goods Horoscopy. Written for the Tradesman. One’s forecast of the business out- look for the new year will be deter- mined—let us confess it frankly—by the state of one’s digestion and one’s habitual temperament. To the pessimist the outlook is black, as usual; to the optimist it is as rosy as the dawn. And according to the new philosophic theory of Rel- ativity, both the pessamist and the optimist are right. To get a complete picture of the future, insofar as it may be gained from the present, syn- thesize the darkest and the brightest colors. By the application of this process to the dry goods situation for 1922, it will be discovered that we have a mixture of lights and shadows, problems to be solved, abuses to be righted, wrongs to be corrected; yet withal, of victories to be won, prog- ress to be achieved, and profits to be garnered. On the whole, business in the dry goods trade is going to be better in 1922 than it was in 1921—very much better. The alert and _ resourceful merchant who right now makes up his mind to plunge into the new year’s activities and work just as hard as he knows how, will doubtless find, at the end of the year, the net returns have justified the faith that was in him; but the fellow who holds back, hugs the shore, and refuses to take achance, will miss a lot of real money, but he’ll find an alibi for declining to get into the, game. Stabilization of Prices. For one thing—and this is quite im- portant—it is believed that price- fluctuations are not going to be so pronounced during the present year as they were in 1921. There is, at the present time, a tendency towards stabilization of values that is encour- aging to all concerned—commission men, jobbers and merchants. Extreme fluctuatins have a perni- cious. effect on business. The cus- tom of asking sharp advances irre- spective of the cost of labor and raw materials is the principle cause of the market disturbances and_ sporadic trading which characterized the year 1921. Certain basic factors of the dry goods business should receive due consideration by any one who hopes to obtain a correct outlook on the present and future situation. First of all, money is easier, and the banks are extending more favorable terms to borrowers. Those who have cotton, wool and silk holdings find funds readily available for carrying them over; they are not being forced to sell at unsatisfactory prices, And again, the mills have safely weathered the storm period incident to the in- evitable scaling down of war-time wages, operatives in the cotton mills of the East and the South having, for the most part, evinced a spirit of fair- play and reasonableness. ‘The labor market is described as being in a sat- isfactory condition. And raw mater- ials, though rather firm, are easily available for present and near-future requirements; while the car shortage and other transportation problems are far less acute to-day than they were during the war period and the turmoil and confusion following hard upon its close. And one other thing—and this is purely psychological—should be noted in this connection, and that is the in- evitable effect of what may be called the time-element. Minds—big minds as well as smaller ones—were natur- ly disturbed by the eddies, backwash, and swirling currents of the immediate post-war period. In the midst of February 8, 1922 such uncertainties as the world had never known before, the biggest and bravest of men were a bit uncertain. All sorts of predictions were freely made and all sorts of calamaties were confidently expected. Naturally the average dry goods merchant did not know what to expect. Manufacturers, commission men and jobbers were at variance amongst themselves, some saying one thing and some another; prices fluctuated sharply, and trade slowed up accordingly all along the line. But time passed and the heav- ens didn’t fall. The small merchant found that the good old ultimate con- sumer still had need of merchandise —maybe not as great need as he had hoped, but total sales’ records from time to time convinced him that the bottom had not altogether dropped 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. Ne Ask about our way BARLOW BROS. Grand Raplds, Mich. ANOTHER principle applying to PRINCIPLE SHIRTS is that the MATERIALS shall ALWAYS be clean, even woven and of DEPENDABLE quality. That is another reason why YOU will like them. Daniel 7. Pation & Company Grand Rapids,Michigan - 59-63 Market Ave. NW. The Mens Furnishing Goods House of Michigan Laces and Embroideries A line of beautiful goods at astonishing prices. It has been several years since it has been possible to show such patterns and values. Be sure and see these when our salesman calls. | Quality Merchandise — Right Prices— Prompt Service PAUL STEKETEE & SONS WHOLESALE DRY ee GRAND RAPIDS, MICH. February 8, 1922 MICHIGAN TRADESMAN 27 out of business. Now, as time has gone along, everybody in the trade has become more tranquil, more hope- ful. And this mental attitude of the men in the trade has had, and more and more is going to have, a stabil- izing influence on prices. Forward, Not Backward. From all of which we may safely conclude this is a time to go forward, not backward. The retailer should buck up and take courage. Many are holding back, halting between two opinions, not able to decide whether to buy now or wait until later. Wholesalers that many dealers are extremely dilatory about placing their spring orders, and oth- ers who have are assailed by fears that maybe they have been a little too hasty. Yet there is nothing to indicate that better prices are just around the corner. How can they be when raw cotton, wool and silk all are higher and firmer? Mills and manufacturers certainly are not fostering these doubtful hopes of a lower market. They frequently quote advanced prices on certain items. Instead of its being a doubtful procedure to order now, it may very well prove a distinct advantage to the retailer to order his spring mer- Of course he should order judiciously. One can over-buy, but that is never to be encouraged. complain chandise now. The milk in the cocoanut is simply this: The dealers that have the mer- chandise are the dealers that are going to capture the trade. And the time to stock up is when stocks are available. The policy of procrastina- tion is often suicidal. If the move- ments of trade in dry goods channels had become jammed through abnor- mal conditions and the whole tide of liquidation had been held up, the sit- uation now would be diflerent. But this isn’t the situation. Liquidation has gone on here perhaps as much as anywhere else. Always it is the policy with a cer- tain amount of aggressiveness in it that wins. Too much caution is a handicap; gone-to-seed conservatism is inhibitive. The man who goes straight ahead on the basis of present price levels will have little to regret in the end. Frank Fenwick. —_22+>__—_ Contentment can be cultivated just as flowers and grain. If you have the soil of fair play and the seed of friend- ship, you can have a fine crop of con- tentment. Signs of the Times Are Electric Signs Progressive merchants and man- ufacturers 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 PRICES CURRENT ON STAPLE DRY GOODS. List prices corrected before going to against changes. Bleached Muslins. ‘ AGO ee 61%4 Fruit of the Loom -- 19% Bravo —..--.-._---> 15 Cabot... 16 44 in. Indian Hd. S.F. 26 3ig Injun ----------- 13% Lonsdole ------------ 18 Hope 15 36 in. Indian Head -. 20 33 in. Indian Head -- 18% 54 in. Ind. Head L.F. 82% Unbleached Mustins. Plaza... ----—--— 09%4 96A 36 in. ~--------- 12% Black Hawk --------- 13% Giant o2 12% 40 in. Exposition —--- 14% 40 in. 96A ~--------- 124% Wide Sheetings. Unblea. Blea. oo 53 68 Ee 49 53 aa 44 49 q-4 2. 40 44 Less 5 per cent. Pequot Unblea. Blea. 60 65 55 60 50 55 44 50 Less “5 per cent. Pillow Tubing. 42 in. Seneca ------- 32% 45 in. Seneca ------- 344% 42 in. Pepperell ---- 32% 45 in. Pepperell ---- 33% 36 in. Edwards ----- 26% 42 in. Indian Head ~- 30 42 in. Cabot -------- 31% 45 in. Cabot ~-------- 3344 42 in. Pequot ------ 38 45 in. Pequot ------ 40 40 in. Quinebaug ---- 30 Denims, Drills and Ticks. 220 Blue Denim ---- 18% 240 Blue Denim ---. 17 260 Blue Denim .--- 16 Steifels Drill ------ 17 8 oz. Canvas ------- 17 Armour, ACA Tick, Soe 28% Cordis, ACA Tick -. 25 Warren Fancy Tick 35 Thorndyke Fy. Sat. 374% Amoskeag, ACA ---- 28% Cambrics and Longcloths. Berkley, 60 Cambric 21% Berkley, 60 Nainsook 21% Berkley 100 Nains’k 30 Old Glory, 60 Camb. 18% Old Glory, 60 Nain. 18% Diamond Hill, Nain. 16% Diamond Hill, Camb. 16% 77 Longceloth ------ 13% 81 Longcloth ------ 16 84 Longcloth ------ 17% 7001 Longeloth ------ 15 7002 Longeloth ------ 16 7003 Longcloth ----__ 19 7004 Longcloth ------ 24 Ginghams. Ek, CG. =. 17 Toile du Nord ------ 20 Red Rose ---------- 17% Dan River -—--------- 17% Everett Classics --.- 15 Amoskeag Staples -- 13 Haynes Staples ---- 13 Lowe Cheviots, 32 in. 15 Bates 32 in. ------- 02% Treffan 32 in. ------ 27% B. M. C. Seersucker 18% Kalburnie 32 in. ---. 22% Jacquelin, 32 in. --- 40 Gilbrae, 32 in. ------ 45 32 in. Tissue -—------ 42% Manville Chambray - 16% Red Seal Zepheyr --- 18% Prints and Percales. Columbia, Lights -- 15 Columbia, Darks -.. 16% Columbia, Lt. Shorts 14 Columbia, Dk. Shorts 15% Am. Prints, Greys -- 10 Am. Prints, Indigo-. 10% Manchester 80x80 Lt. 18% Manchester 80x80 Dk. 19% Scout, 64x60, Lights 14 Scout, 64x60, Darks. 15% Shirtings ----------- 09 Reds... 11 Outings and Cantons. Cashmere Twill ---. 15 27 in. Unble. Canton 14 100 Flannelette -~----- 12% 1931 Outing Lights — 13% 1921 Light Outings ~ 12% Applefleece Shaker -- 14% Scotchdown Shaker — 16: Appledown Shaker -. 16 24 in. White Shaker 11% 26 in. White Shaker 12% Daisy Cloth ~------ ae 1931 Dark Outings -. 15 Draperies and Cretonnes. Hamilton Twill ----- Dresden Fy. Drapery 18 Tudor F’cy Drapery 20 Nu Drape ---------- 36 Westmoreland Creto. 16 Fancy Silkoline ~---- 16% Stratford Cretonne._ 16 3544 D. B. Scrim ---. 18% 8177 Curtain Net --. 365 8342 Curtain Net --. 62% 4039 Marquisette ---. 20 Dragon Drapery ---- 30 36 in. Art Cretonne.. 25 36 in. Elco Tapestry. 30 Linings and Cambrics. Tico D Satine ------ 30 No. 40 Blk. Satine ~ 16% No. 1 White Satine ~ 14% No. 50 Percaline --- 16% DD Black Satine -. 25 Satin Finished Satine 37% Raidant Bloomer Sat. 42% 36 in. Printed Satine 60 Windsor Cambric --. 09 Parkwood Wash Sat. 57% Meritas Oil Cloth. 5-4 White —_-_.._.. 10 5-4 Mossaics -------- 2 95 5-4 Blue Figure ---- 3 10 6-4 White —--------..- 4 1U All oil cloth sold net cash, no discount. Fiags. Doz. 16x24 in. Spearheads 1 32% 18x30 in. Spearheads 1 90 24x36 in. Spearheads 2 95 Each 3x5 ft. Reliance Prt. 70 4x6 ft. Reliance Prt. 1 30 5x8 ft. Reliance Prt. 1 90 . Reliance Prt. 2 90 . Reliance Prt. 4 26 4x6 ft. Defiance Swd. 2 00 5x8 ft. Defiance Swd. 2 75 6x9 ft. Defiance Swd. 3 60 8x12 ft. Defiance Swd. 5 20 10x15 ft. Defiance Swd 8 v0 6x9 ft. Sterling Wool 7 50 8x12 ft. Sterling Wool 11 50 Gross No. 7 Muslin Flags — 7 20 Sheets and Pillow Cases. 63x90 Pequot Blea._- 15 85 63x99 Pequot Blea... 17 36 72x90 Pequot Blea.-. 17 35 72x99 Pequot Blea... 19 00 81x90 Pequot Blea... 18 85 Less 5% 81x90 Standard ---.. 15 00 42x38% Utica Cases. 4 15 42x36 Pequot Plain -. 4 32 45x36 Pequot Plain -- 4 66 42x36 Pequot S. S. -- 5 32 45x36 Pequot S. S. -. 5 56 Less 5% press, but not guaranteed 42x36 Meadowbrook ~ 2 76 43436 Lenox . ........_-. 3 00 42x36 Standard ------ 3 15 Wool Goods. 36 in. Hamilton, All Wool Storm Serge 57% No. 75, 50 in. Storm Serge 22. 8744 No. 4040, 50 in. Storm MONG: os 110 40 in. Julliards Pla. 1 32% 50 in. Julliards Pla. 2 00 6120, 50 in. French Serre 20 1 50 K S, 36 in. Storm Serge 2 37 2215, 50 in. Storm ™ Serge 1 22% 56 in. Silvertone Coating: 22. 2 00 D RN Tricotine —. 1 65 Carpet Warp. Peerless, White ------ 46 Peerless, Colors ~..--- 50 Diaper Cloth. WS fe) oo 11 a0 ie) on 1 28 Be We oo 1 36 26 i, 1 45 27 in. oo 1 60 a0 in, 2 1 76 Blankets. Nashua Cotton F . 64x74, G. W. T. dela GOxiG, G. W. FE. 1 65 Gau76, G. W. T. ._.... 1 60 Gaes0, Go W. T. .. 2 00 (axed, G. W. T. .-- 2 15 (2x84, G. W. T. ...... 2 30 Catlin Cotton Felted. 54x74, G. W. T GOxi6é, G. W. FT. -_.. 1.43 60x80, G. W. T. ---- 1507 G4nt6. G. W. fT. ___. 1.60 64x80, G. W. T. ---. 1.60 7Uxs0, G. W. T. __._ 1.90 Notions. Doz. 1225-F Boston Garters 2 26 Rubber Fly Swatters 90 P Roberts Needles -.... i) $0 Stork Needles ~-.-__-. 1 00 Per Box Steel Pins, S. C. 300 Steel Pins, M. C. 300 wo Brass Pins, S. C. 300 75 Brass Pins, M. C. 300 85 Coats Thread -_-.-... Clarks Mile-End Td. 569 J. Clarks Thread. 56 Gainsborough Hairnets D. Mesh Gainsborough Hairnets S. Mesh R. M. C. Crochet Cot. 75 B-4 Clarks Crochet C. 90 Silkine Crochet Cotton 90 Sansilk Crochet Cot. 55 Dexters’ Knitting Cotton, White --__- 1 50 Dexter’s Knitting Cotton, Blk., col’d.. 1 75 Allies’ Yarn, bundle. 6 60 : Pound Fleishers Knitted . Worsted, skeins -__ 2 00 Fleishers Spanish Worsted, balls ---. 2 25 Fleishers Germantown Zephyr, balls ~---~- 3 30 Fleishers Saxony, ba. 3 30 Fleishers Knitted Worsted, balls ~-.-- 2 25 Fleishers Scotch & Heather. balls ~----- 2 55 Doz. Ironweave Handkfs._. 90 Rit Dye Soap -------- 80 Bixby Jet Oil Paste. 1 35 Bixby Brown Paste -- 1 35 Ladies’ Underwear. Vellastic Fleeced union suits Ladies’ 220 needle combed yarn hose, seamed back -------------- 2 50 Ladies’ 220 needle merc. hose with N- -ES _.--Reg. sizes 14 = =o ee 16 < 440 needle rib. top fashion seam : Fleeced vests and pants, Vests in back -~---------=--<--2<<-----=— 5 25 HN-LS, DN-HS, LN-NS, Reg. Siz. 8 25 Ladies’ fleeced hose, hem top ------ 2 25 Tc) Sizes 2 900 ©. Ladies’ fleeced hose, rib. top ------ 3 00 Pants, AL open or closed Reg. Si. 8 26 Ladies’ fleeced hose, rib. top ------ 3 25 ix. Sizes ------~----------------- 9 00 Une suits, Aes rib, " as Hosiery—Men’s. ge A Liesl toe sh ace 11 ’ Men’s 176 Needle Cotton Cut Toe $1 00 ae 200 needle full combed yarn <1 9 ose ‘s a Sagi ben iedcoagay aso Men's 220 needle full mere. hose -- 2 50 fuce aia . aia rawers ------—— 14 00 Mans 240 needie Fase a silk hose --- ‘ : an an eae en’s pure si Ose (20 Heck a High Rock shirts and a Nelson's Rockford socks, bale. ee 1 20 oa a elson’s Rockford socks, ooo Red Label High Rock shirts and Nelson’s Rockford socks, bdls. ------ 1 50 ewe eee ee ene enone ees drawers pu Black Label High Rock union suits 15 00 Red Label High Rock union suits 16 50 14 pound combed union suit Infants Hosiery. Cashmere, Silk Heel and Toe, Cooper collarette -------------- _. 15 00 60 per cent. Wool -~----- a 412% Heavy all wool union suit ---. “~~~ 35 00 Infants’ Cotton Hose 1x1 Rib ------ 1 00 18 pound part wool union suit __-_ 18 00 Infants’ Mercerized 1x1 Rib -------- 2 00 Infants’ Fibre and Wool Hose ------ 6 50 Hoslery—Misses and Ladies. Boys’, Misses and Ladies’ Hosiery. Misses 300 needle combed hose, Misses 1x1 Cotton Ribbed Hose bxd. 1 doz. $2.25 on 7 rise 10 fall $1.25 on 7 BR. & F. be Boys’ 3 lbs. on 9, extra clean yarn on 8 (R10F5) 2 26 Boys’ 2x1 Cotton Ribbed Hose $2.25 on 8 R. 10c, FB. be Men’s Sweaters. Heavy ail wool rope or shaker knit for men -------------------------- 4 00 Wool slip overs for men (respun)_- 2 50 Men’s fashioned all wool shakers -- 00 Men’s % Cardigan stitch, according to quality, each ~--~------ 3 00 to 4 50 Ladies’ Sweaters. Style entering into price, it is impossible to give specific quotations, but sweaters that may readily be sold can be had in a variety of styles and combinations from $3.00 to $5.00 each. Bathing Suits for Spring Delivery. Men’s all pure worsted, plain ---- 22 50 Men’s all pure worsted with chest stripes ------------------- 27 00 to 33 00 Ladies’ all pure worsted, plain --. 25 00 Ladies’ all pure worsted striped and color combinations 27 00 up Athletic Underwear For Spring. B.V.D.’s, No.01, Men's union suits 12 62% Seal Pax, No. 10, union suits -- 10 50 Men’s 72x80 Nainsooks, may be Wae’ Bt ae 7 25 to 9 00 Men’s Soisettes, highly mercerized at i ect rere eer eieneenentienaiinnt .50 Men’s No. 150 ‘Hallmark’ 72x80 Nainsook —.—..——----—.-—-----—- $ 9 75 Men’s 64x60 Nainsooks ~--------- 6 50 Men’s 84 Square Nainsooks ---- 9 00 Men’s Fancy Nainsooks ----.---- 8 75 Wide and Medium Stripes. B. V. D. Shirts and Drawers, Shivrte 6 87% U-D Youth’s B. V. D. Boys’ ‘“‘Hanes’’ No. 756, 4 a 1 2a 101 12 62% 8 50 Nainsook Union Suits ~-~------- 7 25 Boys’ ‘‘Hanes’’ No. 856, 72x80, Union Suits ~-----.------------- 6 25 Boys’ 64x60 Union Suits -------- 5 00 Boys’ 72x80 Union Suits --------- 6 25 Men’s and Boys’ Cotton Underwear for Spring. Men’s Egypt Balbriggan Shirts and Drawers -------------------- $ 4 50 Men’s Hgypt Balbriggan Union Suits an 7 50 Men's Egypt Ribbed Union Suits 8 00 Lawrence Balbriggan Shirts and Drawers —.--~-------------------= 50 Men’s Cotton Ribbed Union Suits, Egyption ---------------- 8 50 Men’s Combed Yarn Cotton Union Suits, Egyption -~-~-------------- 12 00 Boys’ Balbriggan Union Suits, Egypt ---.------------------------ 4 50 Men’s Dress Furnishings. Slidewell collars, linen or soft ---. 1 60 Neckwear 2 10, 3 75, 4 50, 6 00, 7 50 9 00 Flannel night shirts -------------- 10 50 Dress pants ---.-------._. 22 50 to 48 00 Muftliers 2..." 12 00 to 19 50 Dress shirts ...-_-_._____ 00 to 48 00 8 Laundered stiff cuff shirts, 80 sq. percale ~-------------------------- 16 50 President and Shirley suspenders -- 4 50 Men’s Work Furnishings. Mackinaws —-~-----~--——----—— 7 00 to 15 00 Duck coats ------------------------ 00 Sheep coats ~--------------- 7 00 to 12 50 No. 220 overalls or jackets ~------- 12 00 No. 240 overalls or jackets -~------- 10 00 No. 260 overalls or jackets ------- 8 87% Stiefel rope stripe, Wabash stripe Club or Spade overall or jacket, 2 seam, triple stitched ---------- 13 50 Coverall khaki Cottonade pants > 50 Black sateen work shirts -~------ Nugget blue chambray work shirts 8 00 Golden Rule work shirts ----- 7 50 Piece dyed work shirts ~----~------ 6 50 Best Quality work shirts ~~ 9 00 to 13 50 Cherry Valley flannel shirts... 23 50 Buffalo flannel shirts ------------- 39 00 Domet flannel shirts -------------- 8 75 Standard flannel shirts ----------- 22 00 Harding flannel shirts ---------- 19 87% Work suspenders -~----~------------ 2 25 Shirley Police or X Back work Sus. 4 50 Boys’ Furnishings. Knickerbockers ------------ 6 00 to 15 00 Mackinaws ---------------- 4 %5 to 8 50 Overalls, Brownies, etc. -- 6 50 to 9 00 Youths’ Wabash stripe overall --- = 25 Coverall 16 50 Standard flannel shirts ~----------- 16 50 68x72 dress shirts ------------------ 8 50 Caps and Umbrellas. Black sateen shop cap, doz. ------ 1 00 Dress caps, men’s, doz. -- 7 50 to 19 50 Dress caps, boys’, doz. _--- 7 25 to 10 25 Men’s & Ladies’ Umbrellas 10 50 to 48 00 Ladies’ Furnishings. Middy Blouses, red, green, or navy wool flannel, each -------------- 4 00 Serge middy blouses, each —.._._.. 8 50 Voile waists, doz. -------- 9 00 to 15 00 Georgette waists, each --------- —- 4&6 Crepe De Chine wa'.ts, each .... 3 25 Tricollette waists, __ Farewell To the Old Flour Sack. Before long the housewife will be able to buy flour at the grocer’s in five pound cartons. The big millers have taken up the idea, thinking it a good one. - Nearly everything else in the way of dry foodstuffs is sold in cartons now- adays; so why not flour? An objec- tion offered is that the housewife usu- ally wants more than five pounds for current supply. True. So likewise does she want more than one cake of soap; and therefore she buys several cakes at a time. On the same princi- ple, she could buy several cartons of flour. Flour in cartons would be more con- venient to handle. The paper boxes would be vermin-proof. Flat-dwellers would welcome such packages, if only for the reason that their flour supply would occupy a minimum of storage space. —_>->>____ Delays Will Cost Money. It is a common thing to hear can- ned food operators here talk along this line of thought: ‘The buyer who neglects the market now will have to pay more money for canned foods be- fore very long. No matter what economic and industrial conditions may be this spring, they are more than counterbalanced by a shortage in supplies. In my judgment there is nothing to prevent a healthy move- ment at a higher range of prices.” We invite you to look over our stock of New and Used Soda Fountains, Tables, Chairs, Glass Ware and Supplies. We are jobbers for the “‘Schuster’’ Line of Fruits and Syrups and our prices defy competition as we have no expensive road men to maintain. GRAND RAPIDS STORE FIXTURE CO. 7 lonia Ave. N. W. Grand Rapids, Michigan Retail Grocers and General Merchants Association of Michigan President—John Affeldt, Jr., Lansing. Vice-President—Chas. G. Christensen, Saginaw. Treasurer—Chas, J. Schmidt, Bay City. Secretary—J. M. Bothwell, Cadillac. Maintained for the purpose of Improving conditions for the retail grocer and meat dealer. Letters addressed the Secretary will have prompt attention. M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables We are in the market to buy and sell POTATOES, ONIONS, BEANS, FIELD SEEDS Any to offer, communicate with us. Moseley Brothers, GRAND RAPIDS, MICH. Both Telephones. Pleasant Street, Hilton Ave. & Rallroads. MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan IDEAL BREAD MAKES THE Ryo Le Upon 4 d FLOUR ASK YOUR GROCER FOR IDEAL SPREAD JUST ARRIVED CARLOAD NEW CROP JAPAN TEAS. SAMPLES AND PRICES MAILED UPON REQUEST. KENTSTORAGE COMPANY GRAND RAPIDS ~ BATTLE CREEK ‘Wholesale Distributors SONY SAR RP OAYESORLAI torr << SRST ORY oe a ae February 8, 1922 Pioneer Merchandising Days on the uskegon River. Grandville, jan. 31— Early day storékeeping was of a more strenuous nature than are thé methods of to-day. The store in the woods received its supplies from a distant town, all the goods supplied by team and wagon, over an indifferent roadbed. A ton was the average load and twenty miles the shortest route. Stores farther up the river received their supplies from fifty miles away. The freight charge on a twenty mile drive was 50 cents per hundred pounds, Grand Rapids and Muskegon were headquarters for all the supplies go- ing into the lumber woods and teams were continually on the road convey~ ing the needed provisions for stocking backwoods stores for the accommo- dation of the woods folk. A weekly mail was the first luxury enjoyed by a people long isolated from the doings of the outside world. Men driving up and down the river usually were conveyors of mail be- fore the first star route was eéstablish- ed. Sometime in the fifties the first weekly mail route was established on the Muskegon. A tall, lanky South- erner was the original carrier, and during the exciting days just preced- ing the Civil War he was very pro- fuse and emphatic in his denunciation of the “Lincoln Government” in its efforts to save the Union. Postoffices were established in out of the way places soon after the ad- vent of Lincoln. At our small village a Buchanan man held the office for at least a year after the Republicans came into power in the Nation. Although the mail was long a week- ly affair, Greeley’s Tribune circulated pretty freely throughout the lumber- ing region. Asa boy I had the read- ing of the semi-weekly Tribune and, no doubt, imbibed some of its anti- slavery teachings. The Kansas war, before the Nation got into the strug- gle, held a large space in the news columns of the paper. One news headline read: “Eleven Free State Men Murdered in Cold Blood.” This was in Kansas where, then or soon after, old John Brown won his spurs as the champion of liberty and assistant to- ward the liberation of the slaves. Brown lost ‘one or more sons in his Kansas struggle, which may have em- bittered him still more against the tyranny of Southern slavery. At any rate it was not long after his Kansas battles for liberty that he made _ his Harper’s Ferry. raid, startling the whole Nation and aiding, no doubt, in firing the Southern heart against the Union. Harriet Beecher Stowe, with her book on slavery, “Uncle Tom’s Cabin,” together with the attitude of Brown, undoubtedly hastened the crisis which precipitated the war known all over Christendom as “The Great Rebel- lion.” It was a great rebellion, indeed, the greatest as well as the most causeless the world ‘had ever seen. The out- break cut short the running on the underground railway and served in the end to give freedom to the slave. Two general stores served the pub- lic at our small village. Two lumber mills, afterward a shingle mill, made up the manufacturing. Although the people: were, many of them rough and uncouth, there was little outlawry carried on. The woods were more or less made stamping ground for jail birds and draft evad- ers from states ‘to the South and now and then a capital crime was com- mitted, but on the whole the North woods ‘of those days would compare favorably with conditions as they exist to-day. To-day the pistol is in evidence in all manner of crime. Then there was no such resort to deadly weapons. If one man owed another a grudge, he met him in a square fight with bare fists, settling in a far better manner than shooting could have done. “T can lick any man on the Muske- gon River,” blared a stage passenger, as he stumbled into one of the stores, filled to the neck with Muskegon rot- MICHIGAN TRADESMAN 29 gut whisky. Instantly a dead hush fell over the inmates of the store. Irish Jim was seen to slide off his seat on the grocery counter as the challenger fluné his hat on the floor. The mer- chant seized an axe helve and moved toward the opening in the counter as the blatant individual wound up his defiant challenge with: “Not at this present moment, but at some futtire time.” “That will do, Jim,” spoke the mer- chant. “Let him alone.” No fight occurred, since even fiery Irish Jim realized the man was help- lessly drunk, and_ it would ‘be no credit to mop the floor with his car- cass. There were numerous barroom brawls at the larger towns and fre- quent settos between muscular log- gers who considered themselves “the best man.” Few murders or robberies were committed and there were no holdups such as disgrace our modern civilization. As a boy I have carried large sums of tioney at various times from Mus- kegon to up-river lumbermen and never met with any mishap. There was a report of ‘one or more holdups during miany years, but nothing of a really serious nature ever came to pass. Rough and ready citizens, though they were, the denizens of the backwoods in that early day, would compare favorably with any equal number of citizens in any state in the Union. There was a considerable population of Indians, with all the proverbial red man’s propensity for lifting things not his own, and yet no real robbery of consequence was ever fastened upon those children of nature. The woods stores were open to them as to their white brothers and a fair share of the redskins were honest—at least on a par with their white fellow citizens. The Methodist circuit rider brought religious teaching into the wilderness and founded Sunday schools and churches, which are existing to the present day. Old Timer. —_—_—_+ +> Annual Meeting of Cadillac Merchants Association. Cadillac, Feb. 7—A meeting of the Cadillac Merchants Association was held last evening, commencing with a banquet at a local hotel, when forty retail merchants sat down to a sump- tuous and well-prepared dinner. The meeting was called to order by Mayor James Johnston and the regular work was gone through with and reports made on the work of the past year’s activities. While the reports and comments made by many public officials and statements in the press would indi- cate that enormous profits were be- ing taken by grocers, it was brought out in two cases cited that the profit in one business amounted to only 0548 per cent., while in another case the profit was only 0567 per cent. When one considers the service oOr- dinarily rendered by a retail grocer, it would seem that a profit of this size could, with very little inefficiency or inattention to detail, be turned into a loss. One of the pleasing features of the evening was an address on salesman- ship by John Affeldt, Jr., Lansing, President of the Retail Grocers and General Merchants Association of Michigan. Mr. Affeldt, by efficient methods in his own ‘business has at- tained success as a retailer. He brought out in a clear manner the real thought and close attention that must be given a retail business if suc- cess is to be met. The election of officers for the en- suing year resulted as follows: President—E. Gus Johnson. Vice-President—Charles Osterberg. Secretary—Ray Johnston. Treasurer—John W. Johnson. Credit Secretary—J. M. Bothwell. Delegate to State convention at Bay City—Ray W. Jaques. J. M. Bothwell. Grapefruit Appetizing, delicious, refreshing and strengthening. The ideal fruit with which to begin breakfast and end dinner. We always have fresh stock. Send your order to us. y The Vinkemulder Company GRAND RAPIDS z3 MICHIGAN You Make Satisfied Customers when you sell “SUNSHINE” FLOUR Watson-HigginsMlg.Co. Merchant Millers Blended For Family Use Owned by Merchants Te Gugiy estanaagend te || prods sold Merchants Genuine Buckwheat Flour Brand Recommended Graham and Corn Meal _by Merchants —_—er J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN HERE Are Three Reasons Why It Will Pay You to Handle Our Importations! NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks Write us about our SOLE AGENCY CHASE & SANBORN CHICAGO ai Y HALF POUND | ® FULL WEIGHT UNCOLORED 30 A YEAR OF PROGRESS. Hardware Trade of Michigan in Healthy Condition.* This has been an unusual year for all of us and the new conditions which we have been called upon to meet have required our best thought and effort in order to maintain our economic position and entrench the business in which we are engaged against emergencies. We have all suffered considerable loss during the past year, and rightly so, because of declines in almost all lines of hardware. From my observa- tion most dealers have followed these declines as they occurred and have re- marked their goods on the basis of market values. In some lines the de- clines have been rapid; in other lines they have come slowly, which has worked to our advantage. My advice in buying would be the same as given in my report last year: “Keep a well assorted stock and buy often in small quantities, always keep- ing in mind that ‘A lost sale is a lost profit.’ It is necessary for you to have the goods when called for, if you are to serve your community. If you are not in a position to serve it, the trade will go elsewhere.” We should place our business on a basis just as near to the cash system as possible. Some of us feel that we can not operate strictly upon a cash basis, but we can all of us reduce our open accounts and enable us to have the use of our capital in order to com- ply with the credit terms of those from whom we buy. Jobbers and manufacturers are drawing the lines closer on credits and if we adjust our business accordingly, it will eventually place the entire hardware trade upon a better basis. The record of our Association since our last convention shows very grati- fying progress in all departments. We have achieved a number of important accomplishments in the interest of the hardware trade and the membership, as a whole, has displayed a greater degree of active interest than ever be- fore. We have made another very fine showing in the matter of membership, and in spite of the large number of business changes that have occurred, we can show a large gain for the year. Last year we boasted of the largest retail association in the United States. This year we can boast of the largest single state retail hardware associa- tion in the United States. The Penn- sylvania and Atlantic Seaboard As- sociation, which comprises five states, passed us last June. Our Association can not grow much larger for the reason that we have about reached our limit as most of the hardware dealers of the State are now members. Our membership at the time of the last convention was 1516. Resigned, gone out of husiness, or dropped for non-payment of dues, 104. Old members still on our member- ship list, 1412. New members taken in since last convention, 178. Our present membership, 1590. Net gain for the year, 74. *Annual report of Secretary Arthur J. Seott delivered at the twenty-eighth an- nual convention of the Michigan Retail Hardware Association. MICHIGAN TRADESMAN Our influence in matters of State legislation has been very clearly shown during the past year and too much credit can not be given our Leg- islative Committee for the splendid work accomplished in behalf of the hardware dealers of the State. Their report was mailed to you shortly after the adjournment of the State Legisla- ture, so you were fully advised of the excellent work that was done by this committee. The twenty-second annual Congress of the National Retail Hardware As- sociation was held in Louisville last June and it went down in history as the greatest gathering of retail hard- ware dealers ever held. The meetings were called to order promptly. The roll was called at each meeting and at the close of the session Michigan stood 100 per cent. present, not a delegate being absent or tardy at any one of the several meetings. A very complete report was published in the July issue of the Bulletin, so it is un- necessary to make a report at this time. I wish to bring to your attention the service that is now being render- ed by the National through the State Association. This service is divided into three distinct departments, with an expert in charge of each. Service 1: Field Service Department, with Samuel R. Miles as manager. Gives to our members a simplified account- ing system, designed especially for the retail hardware business; furnishes standard store and fixture plans, gives personal assistance with store prob- lems of any nature. This is a service that means increased sales and profits. Service 2: Information Bureau, with Irwin E. Douglas as manager. Fur- nishes information of every nature re- garding fake schemes, sources of sup- ply for new lines or departments and repairs for new or obsolete goods. With the most complete file of hard- ware information in existence, this department is in a position to give valuable information without cost. Service 3: Sales Promotion Depart- ment, with Perry F. Nichols as man- ager. Helps dealers individually with preparation of store papers, news- paper advertising, circular letters, mailing lists. Supplies two advertis- ing services, consisting of cuts and suggestive copy, plans for stock re- duction sales and for sales campaigns on specific lines when requested. A card recently sent to you shows nineteen different services that the State and National Associations are rendering to Michigan members and it is hoped that more of our members will avail themselves of this service during the coming year. The matter of insurance is of vital importance to all of us and I am pleased to report that Michigan is better off in this respect than any State in the Union, for the reason that we now have five hardware mutual fire insurance companies authorized and licensed to do business in the State, and any ordinary stock can be entirely covered by these companies. For several years the? have returned to the assured from 40 to 50 per cent. of the premiums, which is certainly a very creditable showing. In the face of these large returns they have built up their surpluses, so that their as- sets for every $1,000 of insurance in force are greater than that of the old line or stock companies. Personally I cannot understand why every hard- ware dealer in the State does not take full advantage of this great saving. Michigan has been unfortunate during the past year in the matter of fire losses. Two of our larger hardware mutuals report a loss rate of 36 and 39 per cent., our average being 26 and 25 per cent., so you can see that in 1921 we were above the average. I mention this fact, for while none of us would intentionally do anything calculated to increase our percentage of fire loss, we are probably more or less careless in the matter of adopting precautionary measures against fire. It is hoped that we can succeed in cutting down tthe fire losses in Micni- gan during 1922. I am very enthusiastic about group meetings. Thirty were held during the past year, practically covering the entire State. Every meeting was a success. They were well attended and our members were, in every instance, desirous of having them continued. The Association movement in gen- February 8, 1922 eral has received the loyal support of the trade journals during the past year and I believe that we all should read as many of these publications as we can. The National Hardware Bulletin has ‘been steadily improved and_ every member of the Association should watch every issue, not only for the helpful trade ideas which are con- tained therein, but also that we may at all times be familiar with the pro- gress of the Association movement Nationally and in the different States. In closing my report, I wish to take advantage of this opportunity to thank the officers, members of committees and members, for the splendid sup- port given me and I hope that we will enter upon the new year with an en- thusiastic determination to increase the prestige of our Association. —__-2-+ Good Verse. A young fellow, who is given to verseifying, recently asked his fiancee: “Dearie, did you like the poem I sent you? Did it seem too sweetly tender?” “Oh,” she said, “it was lovely. I got $3.50 for it at the church fair.” product. request. Chicago Just slip your customers a word about HEBE Tell ’em what a wonderful help Hee is in cooking— what delicious dishes it makes and how it can be used as a cooking liquid in nearly everything they cook or bake. And tell ’em how economical it is, too. Hesz, they’ll thank you for the tip. Tell ’em just what Hersr is—pure skimmed milk evaporated to double strength enriched with vegetable fat. Sell it for just that and recommend it for cooking and baking and it won’t cut into your sales on evaporated milk. It will make its own separate profit, because it isn’t a substitute for any other article in your store. HEBE is a nationally advertised Your customers are read- ing the HEBE advertisements ap- pearing every month in the women’s magazines. hangers, wall posters, counter cards, leaflets, etc., to tie up your store with this advertising, will be sent on Address 2238 Consumers Bldg., Chicago. THE HEBE COMPANY Once they try Attractive window New York Seattle sip February 8, 1922 Will the Soldiers Wreck Their Own Country? There appears to be no doubt that Congress will enact a soldier bontis measure at the present session. It seems clear also that a cash bonus will be provided for. Even though other plans may be given in the bill, no one expects that much attention will be paid to them. There is a dif- ference of opinion as to how much money will be required to meet the cash feature of the bonus bill, but es- timates are that at least one billion seven hundred and fifty million will be required and possibly several bil- lion dollars. It was first suggested that the money to meet this payment might be raised through the interest on the for- eign debt.. A protest was raised, how- ever, on the grounds that the method was uncertain and that it would not be fair to enact legislation providing for a bonus with no certainty of pay- ment. Great Britain has indicated that it will begin payment of this inter- est at the rate of two hundred and fifty million dollars a year, but even this is not an absolute certainty as yet. It is obvious that if Congress enacts a bonus bill it must also provide a method of taxation which will raise the money. The method which is un- der consideration is a sales tax, and it is highly probable that such a plan will be included. Here is a situation of the most extreme importance con- fronting the country at the present time. Those who advocate the sales tax appear to forget that when the taxation bill before Congress every effort was made to limit it to the raising of four billion dollars, that be- ing as much as the country could stand. The sales tax was opposed for various reasons but may be approved as an additional tax. If we could only stand the amount of taxa- tion provided in the general revenue bill, how are we to stand an addition- al tax, no matter ‘how levied, which will raise an additional two billions of dollars? The fact of the matter is that the country cannot stand the additional tax which would entail an additional burden upon industry and would de- lay the return of prosperity indefinite- ly. All arguments to the contrary are political sophistry. The question is an economic one of supreme importance. It is not one into which politics should be injected but which should be con- sidered from the point of view of the financial and economic condition of the United States to-day. Will such consideration be given? was now it There is no use in beating about the bush and plain speaking is necessary. We wonder if under present financial and economic conditions, and at a time when the country is slowly strug- gling to get back to normal, at a time when taxes are oppressive and re- strictive, there would have been so much insistence by political leaders on the payment of this cash bonus if an election were not impending. The man in the street who knows some- thing of political maneuvering will tell you that the bonus bill is purely politi- cal. The amount which each service mon will receive will be inconsequen- MICHIGAN TRADESMAN 31 tial. It will neither help him material- ly nor promote the best interests of the country. It will saddle on the country an enormous additional bur- den. it will be resented by many right thinking ex-service men. It will fall into the hands of some who will use it for purposes not wholly helpful. The effect on the cost of living, for example will mean that those who receive pay- ments will be much worse of eventual- ly because of these payments than they would have been if they had not received them. But in political years nothing counts but votes and clamor is always pro- ductive of legislation. Legislation which is the result of clamor is al- most invariably bad. Let those who are now vociferously advocating the bonus bill as it is being forced through under the whiplash of the American Legion, recall how the Adamson Law was forced through in 1916 under the threat and whiplash of the Brother- hoods. That was a political year, and it was the impending election in Nov- ember that made possible the enact- ment of the legislation which was the forerunner of all the trouble which has beset the railroads. The Government is spending about five hundred million dollars per an- num for the care of the wounded and disabled anid dependents. While this is fair and right in principle, it is a well known fact that this money has not been either well or wisely spent, and it is appalling that from the pul- pits of churches appeals should be made to members of the congregations to send to the Red Cross old clothing for the use of service men in Govern- ment hospitals. Are the United States not great enough to take care of these, its wards, to the extent of sufficient clothing? Shall these helpless heroes be dependent on the charity and the bounty of church members and others for clothing fit to wear? If this Gov- ernment is not able to care properly for its wounded soldiers, certainly it cannot afford to spend nearly several billions on healthy ex-service men be- cause they have a vote. The whole situation is ridiculous. The eternal play of politics in the United States is becoming too serious, and the public will some day rise up and cheer the man in public life who eschews politics and tries to dio right without an eye on the ballot boxes. What we mean, precisely, is that the bonus bill is a political trap, baited with billions of dollars extorted from the taxpayers of the United States to secure the political continuance of so- called friends of the ex-service men. It is three years since Theodore Roosevelt died, and there is no lessen- ing of his fame nor of the affection which a people holds for him. On the contrary, day by day his influence is felt in that when thinking of Roose- velt men think of what might have been if he lived to continue his war on shams and keep up the fight for clean politics, true Americanism and loyalty to the ideals of the constitu- tion. There were those who said that Theodore Roosevelt was a consum- mate politician. That is true, because the consummate politician is the man who either .in his own wisdom and experience, or in his own belief and faith, recognizes that the good of the whole people is what should be sought and that he will do more for himself by promoting the good of the whole people than by any other way. It is the picayune politician who plays false to part of the people, fast and loose with some of them, toadies to classes and organizations, deceives when it serves his purposes and lauds himself always as a friend iof the peo- ple. REFRIGERATORS for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No. 72 for Grocery Stores No. $4 for Meat Markets No. 75 for Florist Shops If this be politics then let us have more of the Roosevelt brand, more thinking of the whole people, more honesty and sincerity, more square dealing and less of contemptible truckling to classes that may be mo- mentarily useful. We need Theodore Roosevelt to-day. William H. Barr. President of the National Founders’ Society. MicCRAY REFRIGERATOR CO. 2244 Lake St., Kendallville, Ind. —_2+>_—_ If you fail by reason of antiquated methods and poor stock do not lay the failure to your luck. TWO PROFITS Every sale of Van Duzer’s Extracts : brings you. two rofits—an immed- ate profit and an- other in the form of good-will and in- creased patronage. Van Duzer’s CERTIFIED Flavoring Extracts are unexcelled for purity and strength. Discriminating housewives know they ean always rely on Van Duzer’s—that there are no better extracts made. New York. N. Y. Chocolates Package Goods of Paramount Quality and Artistic Design Van Duzer Extract Co. springfield, Mass. Mr. Merchant: In order to be successful in your merchandis- ing, it is essential that the basis of your enter- prise be reliable, quality goods, to which you can apply your every energy, knowing that the customer will receive satisfaction and full value for any business entrusted to you. We stand back of our products knowing that honesty and ability were important factors in the building of this splendid business. JUDSON GROCER CO. GRAND RAPIDS MICHIGAN | GRAND RAPIDS SAFE CO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. TRADESMAN BUILDING - GRAND RAPIDS, MICHIGAN 32 Veteran Traveler Insists Buyers Have a Human Side. Saginaw, Feb. 4—Stopping at the Zancroft Hiotel here, for several days i came in contact with an army of salesmen, who, one evening, were in- dulging in reminiscences of their ca- reers. Naturally the subject of ap- proaching prospective customers was discussed, pro and con, and during the session a veteran traveler, with a rec- ord of forty years of successful sales- manship, entertained the boys with the relation of many interesting epi- sodes during his career, which were instructive as well. “T have been on the pay roll of the house I now represent,” he said, “for upwards of a quarter of a century. Have been offered several inside posi- tions of responsibility and trust during that period, but it is hard to teach an old dog new tricks, and as I have al- ways enjoyed a road life, I expect to be in the harness when the final sum- mons come to me. “Several years ago, covered an interesting territory in Wisconsin for fifteen years, where | knew every one of my customers by his given name, and perhaps had set- tled down to an ordinary order taken though presumably with profit to the house I represent, I was called in to headquarters in Chicago and advised that I was considered too valuable to spend my time in the limited field | covered, and the sales manager ad- vised me that I had been selected from among many others to visit periodical- ly several large cities in the East at an attractive increase of salary. “T demurred somewhat at the pro- posed change, as I had formed many lifelong acquaintances in my present territory, felt that I was giving my people satisfactory service and was somewhat in doubt as to whether | could make good in the more import- ant territory. In fact, to be honest about it, I was, though I did not tel] them so, somewhat afraid of the cars. In other words, I was doubtful if my personality, which had been so useful in the smaller field, would be as much of an asset in the new. “However, on the promise of my manager that he would only give out my old territory with the ptoviso that if I did not relish the new one I could have it ‘back, I reluctantly consented. “Well do I remember the mis; givings that were present in my mind in my journey to Pittsburg, which was to be my first stop. I fought out the battle and came to the decision that everyone had a human side and no matter what might be his. station in life, he must have a vulnerable point and I would try to discover it. “T registered at the old Seventh Avenue Hotel, refreshed my memory from the dope sheets supplied me and ventured out. “Ross & Stevenson were to be my maiden victims. Mr. Ross was the manager. After some manouvering | secured access to his office and pre- sented my card, which he immediately destroyed and peerage in the waste basket, coupled with the remark that ‘there was nothing in my line he wanted.’ This was my first jolt, but I decided here was where I was to make my first fight. ‘**Mr. Ross, I said, “I understand you have quite a force of road men. Am [I right?’ “He informed men so employed. “How would you figure it out that they could ever make a showing if prospective customers froze up on them the same as you have with me? “Ross looked at me_ quizzically, reached over in his basket, rescued the fragments cf my card, spread them out on his desk and said: ‘I beg your pardon, Mr. Read,’ explaining he had been somewhat perplexe d over a busi- ness problem just prior to my arrival and was in reality taking it out on me, the result being that he called in and introduced his buyer with the remark that he ‘would like to give me an order if possible.’ “That evening when [ returned to my hotel the clerk advised me that after having me he had twenty MICHIGAN TRADESMAN Ross & Stevenson had called up and asked me not to send in their order until I had seen them again. “Next morning, with visions of a countermand ahead, I again called but my reception was somewhat dif- ferent from the day before, when Mr. Ross informed me they had decided while I was on the spot to have a more general sorting up and I really se- cured a worth-while order. “Tl may say that during subsequent visits to Pittsburg, I was on more than one occasaion delightfully enter- tained by Mr. Ross at the Duquesne Club, and he is to-day one of the staunchest friends I have in my ter- ritory, and I had become convinced that all men have a human side. “I had remembered that at a Na- tional Democratic convention, in Chi- cago, a Mr. J. C. Blair, of Huntington, Pa., had been turned over to me for entertainment by my _ house. Mr. Slair so evidently appreciated the courtesies shown him that he assured me that if I ever came within reach of his city, he was desirous of recipro- cating. As Huntington was on my way en route to Philadelphia, I de- cided to stop off a train and renew the acquaintance. “On arriving at the institution which bore his name, I asked to see Mr. Blair. Much to my astonishment, | was informed that he had passed away several months previously. You can well imagine my disappointment and embarrassment, but I recovered my equilibrium, and was finally admitted to the preesnce of Mr. Africa, his successor, in the plea that I had been a personal business friend of Mr. Blair. “As soon as my wants were ascer- tained, Mr. Africa politely informed me that he had tried for some time to trade with my house, but that our prices were in the clouds and he could do nothing for me, accompanying his explanation with the display of an estimate of goods which he had really wanted to buy from us. I ex- plained to him that my call was pri- marily for the purpose of having a visit with his predecessor, but that it occurred to me that even if our prices did not suit him, we had a few special- ties which he would find useful and | hardly thought the slight difference in price would defer him from buying something that would prove valuable to him. He was keen enough to look over my samples and finally gave me a small order; again expressing his regret that he could not give me the much larger order he had spoken of, owing to difference in discounts. “T knew the goods I sold were of a superior quality and I made my fight on quality alone. I could see that he was interested and finally he proposed the giving to me of this or- der, if | would shade the price slight- Hy. ‘You know your people will fill the order at this price if you will send it in.’ ‘Most certainly they would, but they would not have the same high opinion of my selling ability if I did so. Mr. Africa, my house sent me out to sell goods at a profit. Anyone can sell goods at a cut price, but I am out for the purpose of selling on the merits of the goods alone, and not to give them away.’ I thanked him for the smaller order already booked and was about to leave ‘him when he called me ‘back, and I had the satisfaction of adding one more scalp to my belt. “Further than this, I was placed in touch with another institution in which the Blair people were interested and gathered in another order “When I finally made by departure, Mr. Africa informed me that I had been so firm in my stand for pftices hat he admired me and that if I had finally made the concession he had craved, he would have ceased to re- spect me; that he had many traveling salesmen and his one great fight with them was to prevent their giving away all the profits in business. “T had learned my lesson, discover- ed that the big fellows were really human, when rightly approached, and I never went back to the Wisconsin territory.” Frank S. Verbeck, February 8, 1922 MOST MODERN ROOMS with Duplex Bath $2.00 3 Short Blocks from Union Depot and Business Center HOTEL BROWNING AND NEWEST IN GRAND RAPIDS ; With. Private Bath $2.50 or $3.00 Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES } $2.50 up with bath CAFETERIA IN CONNECTION 139-141 Monroe St Roth Phonos Le. W OM e.g MT| CUSHMAN HOTEL PETOSKEY, MICHIGAN The best Is none too good for a tired Commercial Traveler. Try the CUSHMAN on your next trip and you will feel right at home. 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 o. 50, with private toilet $1.75 and $2.00, with private bath $2.50 and 33.00. J. T. TOWNSEND, Manager. 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—AIlil With Private Bath, $2.50 and $3.00 A. E. HAGER, Managing-Director OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mgr. Muskegon t-3 Michigan hey Witten ake ms a IRE PROOF One half block £os¢ of the Union Station GRAND RAPIDS NICH PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and HOTEL RICKMAN KALAMAZOO One block from Michigan Central Station. Headquarters U. C. T. Barnes & Pfelffer, Props. well ventilated. A good place to stop. American plan. Rates reason- able. WILL F. JENKINS, Manager. 1542 Jefferson Avenue ade OF esbeceas etches Wilmarth show cases and store fixtures in West Michigan’s biggest store In Show Cases and Store Fixtures Wilmarth is the best buy—bar none. Catalog—to merchants Wilmarth Show Case Company Grand Rapids, Michigan’ ds ies ial a cs raha sitlnen sencesesirassanesisiiaetetioie PROS ANA I RNAIN Ce IE 8 Sete 4 { 4 % : sronbessabaissoenaancceite sideman: rasta sist i February 8, 1922 MICHIGAN TRADESMAN 33 MADE GENERAL MANAGER. Edward Kruisenga Reaches Apex of His Ambition. Twenty-five years ago yesterday Edward Kruisenga sought and ob- tained employment with the Mussel- man Grocer Company here as office boy at a salary of $5 per week. Yesterday he received a letter from President Letts, of the National Gro- cer Company, stating that he had been appointed General Manager of the National Grocer Companty, to succeed B. B. Cushman, who has been compelled to relinquish the du- ties and responsibilities of that posi- tion on account of ill health. Mr. Kruisenga will wind up his connec- tion with the local house Saturday of this week. Next Monday will see him installed in his new position in Detroit with the hearty good wishes of his friends and associates, all of whom will do their level best to make his new connection a pleasant one for him and a profitable one for his employers. Edward Kruisenga was born at Holland, Aug. 4, 1876. His father was a native of Holland. His mother was of Irish descent. His father, John K. Kruisenga, was engaged in general trade at Holland for about forty years and Edward was initiated into the mysteries of the mercantile business at an early age. It was in Holland that Mr. Krui- senga spent his school years and reached that period in the life of every youth when much thought is given as to what vocation or profes- sion shall be chosen as his path to a niche in the hall of fame. Many thought Edward would follow in the footsteps of his father and become a retail merchant, but it developed that he had different plans for the trend of a life’s career. Just before graduating from the high school he took a commercial course at the Holland Business Col- lege. February 7, 1897, he entered the employ of the Musselman Grocer Company, of this city, as office boy. He was promoted from one position to another until he became assistant to General Manager Elgin. Dec. 16, 1910, he was promoted to the man- agement of the Cadillac branch, where he remained until August 1, 1913, when he became Manager of the local branch, succeeding M. D. Elgin, who retired to engage in other business. Mr. Kruisenga was married Nov. 25, 1903, to Miss Inez Hadden, of Holland. They have one daughter— Marian—now 9 years old. They re- side at 238 Barclay street. Mr. Kruisenga is a member of all of the Masonic orders up to the Shrine. He is also an Elk and a Woodman. He is a member of the Highland Golf Club. He is also an enthusiastic baseballist and is excep- tionally well versed in the rudiments of the game. Mr. Kruisenga attributes his suc- cess to hard work. He considers his ability in this line to be his greatest asset. He goes to his new position full of the hope and courage which are the sheet anchors of success. Mr. Kruisenga’s successor as man- ager of the Grand Rapids house will be Roy A. Clark, who started with the local branch as book-keeper twelve years ago. He subsequently served as city and house salesman, dividing his time between the two occupations. Nine years ago he went on the road for the house, contin- uing in that capacity seven years. Two years ago he was called in to take the position of chief buyer, which work he has continued to per- form up to the present time. —_—_—_++ +> Late News From the Cloverland of Michigan. Sault Ste. Marie, Feb. 7—The Man- hattan restaurant, one of our leading eating places, changed hands last week, James Molinaro purchasing the interest of his partner, Spiros Sas- that it is time for a change and that new timber should be selected for the best interests of the organization. He has decided to devote his entire time to his private business, which has been neglected during his faithful years of service. The Soo Hiker Association, compos- ed of our good business men, were entertained by George Bailey, the well- known shoe man, at his summer home on Sugar Island yesterday. The hike was made via Canada, skiis and snowshoes being the means of trans- portation. It was, indeed, surprising to know the talent some of our busi- ness men possessed, as it was not known that the cashier of the Central Savings Bank was an expert chef, while the cashier of the Sault Savings Bank acquitted himself in a very able manner at the arrangement of the tables and foods and seating the party. Mr. Hall, our prosperous druggist, gave a reading on the mining propo- sition, which would be a credit to Edward Kruisenga. salos. Mr. Molinaro is one of the best restaurant men in Cloverland, with several years’ experience, and is known as the chef that put O. K. in cook. He is making numerous improvements in the line of redecorating, getting ready for the spring rush which will come with the new industries recent- ly added to the community. We are informed that a New York firm wishes to purchase between 3,000 and 8,000 acres of land in Michigan, near a lake or river and close to a railroad, and it has made enquiries relative to the Upper Peninsula. Chip- pewa county can easily offer such ad- vantages and no doubt some of the real estate dealers will get busy on the proposition at once. ‘Charles E. Chipley. for the past six years the efficient Industrial Secre- tary of the Civic and Commercial As- sociation, has resigned, leaving a rec- ord of which he may duly feel proud. He has been on the job every minute, losing no opportunity to boost our home town and always fishing for in- dustries and everything that would develop Cloverland. It was largely due to his efforts that A. W. Dawson got started on bringing the last indus- try here. Mr. Chipley feels, however, Henry ford. Professor Malcolm tried to convince the hikers that “distance lends enchantment,” but it was all he could dio to get away with it, as most of the hikers argue that “distance lends fatigue.” The return trip was made without mishap until one of our bankers, who was carrying the pack, slipped and fell on the main street of the Canadian Soo, in front of the Sal- vation Army ‘band. He was helped to his feet by a bystander who,-on look- ing at the heavy foot gear and listen- ing to the rattle of the empty milk bottles which made a noise that is sometimes heard before crossing the river, remarked that he hoped the party would be able to get him safely across to this side. This, of course, added to the merriment of the party and after reaching American soil mine host Bailey was given a rousing cheer for his hospitality. Practice makes perfect—be careful what you practice. ‘ The Soo bakers have had a change of heart last week, dropping the price of bread to 10c. This will enable us to continue taking in one movie during the week. Our hockey fans received a severe blow when the large rink burned to the ground last Wednesday. The only thing they are thankful for was that it burned the night before the big game. As it was, all of the skaters had time to make their escape while the large crowd that would have been there the next night would undoubted- ly have met with serious mishap. If every day was a holiday when would we rest up? David Eliashoff, manager of the Leader Department store left last week for New York on a purchasing trip. W. S. Edward, of the Great Lakes Dredging Co., accompanied by his wife, left Tuesday for California, where they expect to spend the bal- ance of the winter. An income is what you can’t live without or within. D. K. Booth, of the Booth-Newton Company, who has been undergoing treatment at the ford hospital, in De- troit, for the past few weeks, has re- turned to his home here much im- proved in health. In spite of all these expert predic- tions that business will get better, it will: This is a good time for further talk of tunneling the Straits of Mackinaw. Our United States Senator, Charles E. Townsend, will never. have a better argument than he has since the com- plete tie-up by the ice in the last two weeks, William G. Tapert. +. Canner Claims Profiteering in Selling Canned Goods. Noblesville, Ind., Feb. 7—In olden days canned foods were considered staple articles and sold on a profit by retailers of 20 or 25 per cent. But with many retailers now they have been put in the luxury list and a profit of 50 to 100 per cent. demanded. This has greatly reduced the sale of such goods. People will not pay 15c or 20c for a can of corn or tomatoes that ought fo sell at t0¢ or IZc. As to food value and compared with other like foods, it is not worth 1l5c or 20c. Such foods as rice, beans, potatoes and hominy are much cheaper in com- parison. Farmers formerly bought many canned foods, especially corn, but now, instead of paying 15c or 20c for a can of corn, they can take 20c worth of white field corn and make a bushel of lye hominy—a mighty tooth- some food. And that is what is hap- pening. It ts a Godsend to canners that there was only a‘half-crop of corn and to- matoes in 1921. Had there been a normal crop, with the reduced con- sumption by reason of the profiteers, bankruptcy would have been the fate of half the canners of the country. Such conditions should cause the can- ners to stop and think. There is danger of an overproduc- tion in 1922. Many canners whose fac- tories were closed last year will want to get in the running this year.Others will want to increase their acreage. Therein lies the danger. Conservatism should be the policy. The outlook for the revival of business and industry is not rosy. Readjustment is not half accomplished. The purchasing power of the farmer is reduced more than half—other lines of industry are out of joint. It will take a long time to get back to normal. In my judgment, if 12,000,000 cases each of corn and tomatoes—an average of the last ten years—are packed this year somebody will have to ‘hold the bag.’ It will not be the jobber or re- tailer, as we well know, but the can- ner. The jobber will pursue his policy of squeeze and “watchful waiting.” The canner will not only have to be packer, but ‘banker and warehouse man. The salvation of the business is another short pack—just as a short crop of cotton saved the South last year. Canners should exercise thrift and economy and put their goods in the 10c seller class. If not, they will not go into consumption. Better a small pack and a little profit than a big pack and a loss. Will H. Craig. 34 MICHIGAN TRADESMAN February 8, 1922 =—_ vaca —— 2 ED) UY 5 E J e QF S Zo Zs c gy - em ft z - ; > a DRUGS” DRUGGISTS SUNDRIES| i 2a ” 3 S @ vera) vt wile Ws, ) sat), " Z 7 273 = Fae HNep 1 i Ai) WSS Sj) SRG Michigan Board of Pharmacy. President—James E. Way, Jackson. Sec’y and Treas.—Charles S. Koon, Muskegon. Director of Drugs and Drug Stores— H. H. Hoffman, Sandusky; Oscar W. torenflo, Detroit; Jacob Cc. Dykema, Grand tapids; J. A Skinner, Cedar Springs. i : March Examination Session—Grand Rapids, March 21, 22 and 23. : January Examination Session—Detvoit, Jan. 17, 18 and 19. Some Salient Features of the New Tax Law. The time is at hand when all per- sons whose income during the year 1921 was more than $1,000 must make Federal Government The execution returns to the for income, taxes, etc. of such reports by the industrial in- stitutions, wholesalers, and large deal- ers throughout the country is now largely intrusted to experts who make a business of this class of work. The question naturally arises as to why this is necessary, and there are several important answers to the question. In the first place, the requirements and ramifications under the law are numerous and varied. We can safely say that no calendar month passes over our heads, but what the depart- ment at Washington makes one or more rulings which have a bearing up- on the income tax law. Every year brings us report blanks in different form, which is necessitated from the fact that new rulings necessitate a change in forms. Institutions of con- siderable magnitude have learned dur- ing the last two or three years es- pecially that it is almost impossible for the regular officers of any oper- ating instituiton to be cognizant of and to keep an account of correctly, not only the requirements of the law, but the new rulings that constantly occur. The returns which are to be made during the months of January and February are to quite a large extent based upon the same requirements as one year ago, but when these returns are made one year from now the re- quirements will be entirely different and therefore, the danger in making reports. The complications referred to, and the dangers incurred, grow out of the fact that the law is complicated and that under the pressure of war, surtaxes and excess profits were nec- essary to raise quick money in large amounts, and to force it from such people as were able to pay it at the time. The income tax, itself, has come into our law and business throughout the country, and we believe to stay in all the years of the future. The excess profits and surtaxes and many of the so-called rulings must gradually fade away. In the first place, the debt of the country should be so distributed as not to be an immediate embarrass- ment upon the business of the country, and in the next place incomes should be taxed so that our regular taxes and a fair graduated income tax should be the sum total of our burdens. A few of our greatest financiers of the country have stated clearly in writ- ten articles of late that it matters not how profitable a business may be, if the present mode of taxation is con- tinued, it will put large business out of existence. The processes of busi- ness accumulate property, if the busi- nesses are profitable. The Govern- ment, however, requires cash, and in many instances it is not possible for large property holders to liquidate the property sufficiently to pay the Fed- eral taxes. Such operators must at once resort to banking privileges, and in a short time the loaning power of the banks is absorbed. We must, therefore, look in the very near future for a modification of these Federal taxes, so that business will not be obliged to default. We are inclined to say after the above statements, that the retailers throughout the country who find that they have made reason- able profits, should be very careful in making their reports to the Federal Government upon income taxes, etc. Just lately there have been new rul- ings in regard to losses sustained by merchants and manufacturers, and by that we mean losses other than the decline in the price of merchandise. A man may have an investment in na- other business and it is a failure. A man may lose property by shipwreck or something of that kind, and there is a new ruling that such a loss can be brought to the attention of the Com- and decided upon as to whether it can be deducted from in- come or not. Then, there is a new ruling in regard to bad debts, and to such an extent that a retailer may de- duct from his income the loss by bad debts which is sustained, and he may even deduct a part of a debt which he knows will be ultimately a loss, and he can do this by making proper affidavit to the Commissioner. missioner There are other rulings which we will not take space or time to men- tion, and our reason for referring to these is that in the making of returns, every person should be sure that if they have sustained losses, other than a decline in merchandise, that they have what might be called deductable losses, when presented properly to the Federal Government. There is, there- fore, no other safety than to refer such matters to men who make it a business to keep an account of every change in the income tax laws and every new ruling that is made by the department. The Federal Government will be very much disappointed in the returns made by the industrial and commercial houses as the result of the year 1921 and this very thing will bring the Congress of the United States to a further consideration of what kind of taxation will not only bring the neces- sary funds for the expenses of the Government and the debts of the past, but be just to all parties con- cerned. Lee M. Hutchins. —_+++—___ A Business Building Letter. Schloss Bros. Co., Indianapolis, wanted to find out why their inactive accounts were inactive, so they de- signed a special letter to use for that purpose. This letter, copy of which is shown herewith, was mailed out with a return postal to the names on the books which had been inactive for from eight months to two years. Naturally, there was a return of about 4 per cent. from this l'st of names, due to the great activity of the people since the war. There has been far more moving, according to records, than in pre-war days with results that mailing lists are not so accurate to- day as in former ties. Cut of about 300 letters, which stayed in the mail, Schloss Bros. received replies from more than 50 per cent. within a few weeks following the mailing of the letter, and they say “replies are still trickling in.” Of the number who re- plied, less than one-half per cent had complaints regarding service or mer- chandise. Part of these have already been straightened out and the rest are being diligently looked after. It is particularly interesting to note that 4 per cent. of the inactive accounts have already been made active ac- counts within two weeks from the time of mailing. In other words, 4 per cent. of the inactive customers who had not been in the store at least eight months, came in to buy mer- chandise within two weeks from the time the “inactive account” letter was sent out. —+2>—_—_ Why Is a Possible Sale Not a Sale? A lot of midnight oil is being burned by salesmanagers these days. The problem which they are wrestling iS: “Why is a possible sale not a sale?” First, of course because it isn’t. Sec- ondly, also “of course,” because the salesmen aren’t selling. That means there’s something wrong—something lacking in the attack. Thirdly, that something which is lacking is very often a lack of just plain courage. A lack of that simple, fearless determina- tion which begets exactly what it itself creates. A lot of prospects have corns—they have boils, carbuncles, stiff necks. The salesman may be a perfectly lovely gentleman, courteous, thoughtful and intelligent. But he can carry to extremes the respect and the diffidence which he has for the corns, the boils, the carbuncles, the stiff neck of the man he thinks he is trying to sell. When you are trying to sell a man, you’ve got to get under his skin first—that is common knowledge. 3ut to get under his skin, you’ve got to cut away the boil, rip out the corn, get the venom out of the carbuncle, and twist the stiff neck ‘to limber it up. That means to step on his toes if you have to. If your man is stubborn, if he is sensitive through a sense of personal vanity he needs to be cured. Remember, you are there to get his order—nothing else. Which, under- stand, please, does not mean, “by fair means or foul,” but simply to fight for what you want and not be afraid to dig in—-provided you know you're right. —__2 > >___ Bijou Cleaning Fluid. Menthyl salicylate ~--------- 4 Cc. (@intorofarm 222-2 8 8 Cc. Pther 2222 4 Ce. Benzine, a sufficient quantity to make. oe ee 500 Cc. Thoroughly brush the garment to be cleaned. Saturate a cloth (if pos- sible of like material as the garment) with the cleaning fluid; apply and rub with a circular movement. —_2+>___ The saving grease of common sense lubricates the squeaking wheels of daily life. A COUGH DROP OF EXCEPTIONAL MERIT Order Direct of Us or Your Jobber MENTHOL-HOREHOUND COUGH DROPS nt Manufactured by NATIONAL CANDY CO., INC. GRAND RAPIDS - PUTNAM FACTORY - MICHIGAN xX CIGAR CO. S. CW. Ae Gr ar ISTRIBUTORS * apse DI' RE sibetran avin = biaeabeteemaens 4 ‘ j ¥ 4 a | ‘ { 1 Atenas onl sein hte OE APTS Baggy SORTA = Ss ieee aN RS od tate: senna desc Ra RRND TD Ne sCoNE Ne ADAIR AS NSCS “ .. February 8, 1922 Proceedings of the Grand Rapids Bankruptcy Court. Grand Rapids, Feb. 2—On this day were received the schedules, order of reference and adjudication in bankruptcy in the matter of Benjamin H: Bush, Bankrupt No. 2048. The matter has been referred to Benn M. Corwin as referee in bankruptcy. The bankrupt is a resi- dent of Polkton township, Ottawa coun- ty, and is by occupation a farmer. Funds have been furnished for the first meet- ing and the same has been set for Feb- ruary 17. The schedules of the bank- rupt list assets in the sum of $1,060, of which the sum of $510 is claimed as exempt, and_ liabilities in the sum of $2,543.84. A list of the creditors of the bankrupt is as follows: Peoples Sav. Bank, Coopersville $500.00 Laug Bros., Coopersville ---------- 32.45 Roswell-Reynolds, Coopersville -- 5.40 Zimmer Bros., Coopersville -—----- 65.00 John Horling, Coopersville ~------- 8.72 Bert Lemmen Estate, Coopersville 56.48 Henry Garrison, Grandville __---- 89.00 Dr. R. D. Lillie,, Coopersville ---- 4.00 Arthur Schneider, Harietta ------ 8.00 Louis Eckhoff, Nunica —----------- 8.00 Van Alsburg & Busch, Coopersville 26.30 J. B. Pickett, Nunica —.__--_----- 7.92 Nunica State Bank, Nunica -------- 17.00 Coopersville State Bank, Coopers- Vile 2.0 114.00 Peoples Sav. Bank, Coopersville 125.00 Libben & Rankans, Coopersville -- 30.00 Reed & Son, Coopersville -------- 7.00 Cc, P. Lillie & Son, Coopersville -- 9.72 Edward Bekins, Dennison ~---~--- 42.00 L. J. Hinken, Coopersville ~------- 12.00 Wm. Mohrhardt, Coopersville ---- 5.30 Jacob Bolthouse, Coopersville ---- 2.25 A. E. Bonner, Coopersville —~~------ 39.00 Archie McKinnon, Coppersville -- 1.25 Durham Hdwe. Co., Coopersville 32.00 Hillman Hdwe. Co., Coopersville 12.00 Wm. Cushway, Coopersville ~----- 50.00 Dr. John Wenger, Coopersville ~--- 70.00 Elmer Newton, Coopersville ---- 9.00 John Koning, Coopersville -------- 4.00 Fred Bushman, Coopersville ------ 1.50 Henry Vanderlinden, Coopersville 10.00 Coopersville Co-operative Hleva- tay @O. 2 286.13 Louis H. Peck, Coopersville ------ 115.00 Chas. Welton, Coopersville -~------ 3. Samuel McClellan, Coopersville -- 456.00 William Stiles, Grand Rapids —--- 14.26 Miss Alice Busch, Rehobath, N. Mexico (22002 138.05 Dyke Auto Co., Coopersville ~----- 2.56 Abraham Post, Coopersville ----- 2.00 William Ernst, Nunica ~----------- 3.50 Samuel McClellan, Coopersville -- 118.10 On this day were received the sched- ules, order of reference and adjudication in bankruptcy in the matter of Andrew and Lizzie Pelon, Bankrupt No. 2046. The matter has been referred to Benn M. Corwin as referee in bankruptcy. The bankrupts are residents of Kent City and have been engaged in the business of shoe repairing. The schedules of the bankrupt list assets in the sum of $710, of which the sum of $500 is claimed as exempt to the bankrupts, and liabilities in the sum of $1,080.45. The first meet- ing of creditors in_ this matter will be held at the office of the referee on Feb. MICHIGAN TRADESMAN 18. A list of the creditors of the bank- rupt is as follows: Anna K. Farber, Muskegon H’hts $937.00 Alex Southerland, Muskegon ---- 50.00 Morley Bros., Saginaw ------------ 93.45 Feb. 3. On this day were received the order of reference, adjudication and ap- pointment of receiver in the matter of Irving E. Near, Bankrupt No. 2040. The case is an involuntary one, therefore the schedules have not been filed as yet. The court has ordered them filed on or before Feb. 13. The matter has been referred to Benn M. Corwin as referee, and who has been named as receiver. A custodian has been appointed and has charge of the property of the bankrupt. The bankrupt is a resident of the city of Hart, and a merchant there. The date of the first meeting will be set upon arrival of the schedules, at which time note of the same will be made here. On this day also was held the ad- journed first meeting of creditors in the matter of Chinese Temple Cafe, Bank- rupt No. 2008. The bankrupt was present by Arthur Shaw, attorney, and by three members of the partnership. Clapperton & Owen, George S. Norcross and Roger Wykes were also present. Several addi- tional claims were approved and allowed. Chung P. Lung was sworn and exam- ined; Lem Yee sworn and examined; Wugene Conger sworn and examined, all being in the presence of a reporter. The adjourned first meeting was then ad- journed no date. Feb. On this day was held the first meeting of creditors in the matter of Ox-Welding Co., Bankrupt No, 2043. The bankrupt was present in person by its officers and by George S. Norcross, attorney. Several claims were allowed against the estate. Frank V. Blakely was elected trustee by those present and the amount of his bond fixed by the referee in the sum of $200. Governor Breen was then sworn and examined without a reporter. The appraisal of the property and the sale of the same for 75 per cent. of the appraised value was approved and confirmed by the creditors. The meeting was then ad- journed no date. On this day also was held the first meeting of creditors in the matter of George Seabert, Bankrupt No. 2039. The bankrupt was present in person and by Dean S. Face, attorney. Claims were allowed against the estate. The bank- rupt was then sworn and examined without a reporter. From the examina- tion and the schedules of the bankrupt it appeared that all the assets that were not exempt to the bankrupt were so heavily incumbered that this estate had no interest in them, and accordingly no trustee was appointed. No appraisers were appointed. The meeting was then adjourned no date. This estate will now be closed and returned to the dis- trict court as a case without assets. —__.-__ > The First Leap. A man never feels so much in sym- pathy with the capitalistic class as when he buys his first $500 bond. STAPLE SUNDRIES Safety Razors Writing Paper Pens Perfumes Nail Files Face Powders Lather Brushes Razor Strops Toilet Soaps - Under present conditions the retailer will do well to buy only staple merchandise, of any sort, and this particularly applies to sundries. Keep your shelves well filled with sun- dries which sell themselves such as: Pencils Popular Books Candy Tooth Brushes Rubber Goods Shaving Soaps Razor Blades Pound Paper Typewriter Supplies Inks Etc. Hazeltine & Perkins Drug Co. | Grand Rapids, Michigan 35 Wholesale Drug Price Current Prices quoted are nominal, based on market the day of issue. Acids Boric (Powd.) -- 17%@ Borie (Xtal) ----174%@ 5 Carbolie .~--.--- 30@ 36 Citric .._------—— 65@ 70 Muriatic -------- 3%@ 8 Nittic 2. 9@ 15 Oxalic <.-..---- 25@ 30 Sulphuric ------— 3%@ 8 Tartaric --------- 40@ 50 Ammonia Water, 26 deg. -- 10@ 18 Water, 18 deg. -- 8%@ 13 Water, 14 deg. -- 6%@ 12 Carbonate ------ 22@ 26 Chloride (Gran) 10@ 20 Balsams Copaiba ~--------- 60@1 00 Fir (Canada) ---2 50@2 76 Fir (Oregon) --- 60@ 80 Per Z 50@3 00 Tolu .---------- 1 00@1 20 Barks Cassia (ordinary) 25@ 30 Cassia (Saigon) 50@ 60 Sassafras (pw. 65c) @ 50 Soap Cut (powd.) $5¢ .-- ee 15@ 20 Berries Cubeb -------- _. 1 60@1 175 Fish —.___ i ase@ «St Juniper ---------- 1@ 15 Pricky Ash --~--~- @ 30 Extracts Licorice --------- 60@ 65 Licorice powd. -- 70@ 80 Flowers Arnica ---------- 75@ 80 Chamomile (Ger.) 40@ 50 Chamomile Rom 75@1 25 Gums Acacia, 1st _------ 50 65 Acacia, 2nd ----- 45 50 Acacia, Sorts --- 20 25 Acacia, ‘Aloes (Barb Pow) 25@ 39 ‘Aloes (Cape Pow) 30@ 36 ‘Aloes (Soc. Pow.) 70@_ 7 Asafoetida ------ Ib@1 00 Pow. --------- 25@1 50 Camphor ------ 1 20@1 25 Guaiac ---------- @ 7 Guaiac, pow’d-- @i 00 Kino ~----------- @ 75 Kino, powdered_ @ 8 Myrrh, “powdered ¢ 18 rrh, powder Opium : ae sn 00@9 40 Opium, powd. 10 25@10 60 onium, gran. 10 25@10 60 Shellac ---------- 85@1 00 Shellac Bleached 90@1 05 Tragacanth ---- 3 76@4 Tragacanth, pW. 3 os 50 Turpentine ------ 2 30 Insecticides Arsenic ~--------- 09@ 20 Blue Vitriol, bbl. 07% Blue Vitriol, less 8@ 1d Bordeaux Mix Dry 144@ 29 Hellebore, White powdered ------ 25@ 35 Insect Powder -- 40@ 65 Lead Arsenate Po. 16@ 23 Lime and Sulphur Dry --------- 09144@23% Paris Green ---- 31@ 43 Leaves Buchu --------- 1 75@1 90 Buchu, powdered @2 00 Sage, bulk ------ 67@ 70 Sage, %4 loose -- 72@ 78 Sage, powdered-_-_ 55@ 60 Senna, Alex. --- 1 40@1 50 Senna, Tinn. 30@ 35 Senna, Tinn. pow 35@ 40 Uva Ursi ------- 20@ 25 Oils Almonds, Bitter, true —--..._- 10 50@10 75 Almonds, Bitter, artificial .... 2 50@2 75 Almonds, Swete, ia 1 00@1 25 Almonds, Sweet, imitation Amber, crude -. 2 00@2 2 Amber, rectified 2 25@2 50 Anise —.---.-—— 1 aot 50 Bergamont ---- 8 00@8 25 Cajeput .-----.- 1 60@1 75 Cassia —.---..-- 2 25@2 50 Castor ..__.....- 1 32@1 56 Cedar Leaf ---. 1 50@1 75 Citronella ----. 66@1 Cloves ............ 3 25@3 50 Cocoanut ------ 30@ 40 Cod Liver ~..... 1 15@1 25 Croton -~-....... 2 25@2 60 Cotton Seed --- 1 10@1 20 Cunebs 9 50@9 75 Bigeron -~-~----- 5 00@S 25 Bucalyptus ---- 75@1 00 Hemlock, pure- Juniper Berries Juniper Wood Lard, extra -.-. Lard, No. 1 ---- Lavendar Flow Lavendar Gar’n Lemon -.-.-—-.- Linseed Boiled bbl. @_ 87 Linseed bid less Linseed, raw, bbl. @ 8 Linseed, raw, less 92@1 00 Mustard, true 0z. @2 7 ft So et et Pt OO x bo a a - -_ = o Mustard, artifil, oz. @ 50 Neatsfoot ------ 1 15@1 30 Olive, pure --._¢ 75@4 7 Olive, Malaga, yellow -----— 16@3 00 Olive, Malaga, green ------— 2 16@3 00 Orange, Sweet 6 00 6 25 Origanum, pure 2 50 Origanum, com’l 1 00@1 20 Pennyroyal --—. 2 50@2 75 Peppermint ---- 16@ Rose, pure -. 12 00@16 00 Rosemary Flows 1 50@1 75 Sandalwood, BE. IL __----— 10 560@10 76 Sassafras, true 1 75@2 00 Sassafras, arti] 1 00@1 26 Spearmint -~----- 4 50@4 75 Sperm ~-------_. 2 40@2 60 Pansy — oan 10 50@10 75 Tar, USF —.— 50@ 65 Turpentine, bbl. @96% Turpentine, less 1 Os@1 10 Wintergreen, leaf (2. 2. 7 00@7 25 Wintergreen, sweet birch ..--...- 3 75@4 00 Wintergreen art L Wormseed ---- 6 50@6 7a Wormwood -.. 18 00@18 25 Potassium Bicarbonate ---- 35@ 40 Bichromate ------ 15@ 25 Bromide -~-------- 35@ 45 Carbonate ------ 30@ 35 Chlorate, gran’r or xtal ._..._.. 18@ 25 Chlorate, powd. 13@ 20 Cyanide --------- 25@ 60 Iodide ~-.------- 3 56@3 72 Permanganate -. 35@ 65 Prussate, yellow 45@ 55 Prussiate, red--. 65@ 7 Sulphate ------- 40@ 50 Roots Alkanet --------- @ 50 Blood, powdered. 20@ 60 Calamus -------- 35@ 7b Blecampane, pwd 25@ 30 Gentian, powd... 20@ 30 Ginger, African, powdered --~--- 23@ 30 Ginger, Jamaica 52@ 60 Ginger, Jamaica, powdered ---- 42@ 50 Goldenseal, pow. 6 00@6 40 Ipecac, powd. -. 2 75@3 00 Licorice 4 Licorice, powd. 25@ 30 Orris, powdered 30@ 40 Poke, powdered 40@ 45 Rhubarb, powd. @1 00 Rosinwood, powd. 30@ 385 Sarsaparilla, Fond: ground -.----- 25@1 40 Sarsaparilla Mexican, ground -...---- Squills ~—-------- 36 40 Squills, powdered 60 10 Tumeric, powd. 15@ 320 Valerian, powd. 50@ 60 Seeds Aniae OM 35 Anise, powdered 38 40 Bird, 1s ------ Me 14¢ 15 Canary ----——--—- 8 15 Caraway, Po. .25 ue 15 Cardamon 1 50@1 75 Celery, powd. .35 .25@ 30 Coriander pow. .25 ue 20 poe eee ae 10 2 ill 0 Fennell ~--------- 35@ 40 Wine 22. 06%@ 12 Flax, ground -- 06%@ 12 Foenugreek pow. 8@ 15 Hemp —-..----_---- 8s@ 15 Lobelia, Powd. --- = 50 Mustard, yellow 10 15 Mustard, black -. 15@ 20 Poppy ----------- 30@ 40 Quince -—--------- @2 00 Rape: —__ _. 15@ 20 Sabadilla ..------ 20@ 30 Sunflower ----~-- 71%@ 16 Worm American 30@ 40 Worm Levant 2 25@2 40 Tinctures Acenite ........-— 1 86 Aleee oa 1 66 AIMicaA ............ 1 60 Asafoetida -~....- 3 90 Belladonna -.--. 1 36 Bensoim .—......{ 2 40 Benzoin Comp’d 3 15 BOGOR see 3 165 Cantharadies -.. 3 00 Capsicum 2 30 Catechu .__..... 1 60 Cinchona 3 10 Colchicum 2 00 Cubebe ............-. 3 00 Digitalis 1 80 Gentian 96 cot mie | No Cot G TAC ae 50 Cc BEES, 4 to ae 4 . Filberts pags — -- 50 Neck as eee ce 16 p e Girl om wate 7 2 aS peotate A Dp : 75 No. z 15 fant age eiase tease to case. 4 Wainut oo ues Ts 08% cae ae = inke scrap, 10¢ iS 1rose, ao 55 a ss ae canea, ATE se. 2 60 en a S B oe 4 rton , 10¢ 0 Chi 12 Cc Cha ie i 80 No. 4, 15 Eat Daa! Bu cas ses, c D LI > -~---- p ceae ctl ta IONS . 04 Am B Toba 96. oe fo nL 2 00 No. 5, 15 feet —----—-- 115 10 a — : ME. sulk, 9 an Short pare ed Por Bi erica rands eco C ate Nu Cn 12 _ 6. 1 feet —-----—- 1 60 _ ca es, a «6s |. _ 46 aoe . gal. k Ss. Yea “nt ¢ _ k g ns . 0. ut Rolls” 9 R thet oe Me ses eae 50 nk ry keg r ¥ lea 00@ oe ae tar os pa 80 ee a aot. gal. -kee — gl 24 0 Pi ck S Ip., {i 10c, Gum ee Sma Ss onarenenas 1 95 case , 20 eee 4 puart 5 gal. ~Keg ae 28 3 Pp Dr iy 27 0@23 io ae ey ee sotto a. Ye = 2. H Ban ® ; a , ’ Q = ---- sar, ’ i eS /2 O27 Ss, : 5, 8 es . Pee ae dz. ; 26 Orange oe Pails ree, ‘per 100 vards § §5 e oe a eee 2 35 oy Ae ao — 4 7 89 Ib. tub Poh bgt a Red an a dz 40 Fa ters Y noon na naan .. Jo. 1 F y: ds 7 25 acon Hid PE he og ain, dz. 1 a5 CS on ee uy Ho Sc ap, 1 z 96 utterscotch fe -17 No. % loat ards 9 25 ‘reen. No es LTS 16% 07 ar, } pL, d 2 135 ompe bs ue J. rse a 0c ite an” No. 2.'D per 8 9 00 Cured No. to 3% 0%. 4e plain oz. 1 5 v9 ik sund ces ance 2 J. Bagl crap, aoa. . a — rf - 0. aes lth age oe Cured pha | eens te 8 Pigs aan PL. dos. 3 e 50 ib. tubs Lard a Gini Broadieat, 10 oo * = & ce a oe took Ero. wood 50 Cian a 07 8 on Jar. 8 ‘ee stuted oho 30 Ib. sale es Buckingha Oc . Brand x A P Size 1-12 oe ood 7 ! C: skin, So 08% 2 oz. Ja Stuffed doz. : as 4 Tate oy vane Ye Gold Ingham, ioe, do, oe A. Pink Lomenge Pails Size 2-8 per 1.000" ry calfskin green, No. 1 0746 Se a 1n Ib: pais — ‘advance & ceel ore, 5e ti . 4 otto oc 4O0Z 13 15 a ae ue : ‘000 _. Te iS in, c ed eG 2 im , GZ - pails ----& ance Me lato iy Sa 1 - a tinct ee th Size pa pe ona ioe a . Horace cured, 1 10% rn : uae 50 Bol S ----advanee 1” a Ko. 256, ie pa 1 44 d Milk y er 16 Size a ee Hep Sale a e, No. 2 ie 0. 2 1134 oa Liver acne ance 1 oh SE a ore eos uv Ne ber 1000 246 Lambe igo! af peesiet a yo Ser. doz. —- 1 53 or D oods. No. > per a 2 i peat ES . - 2 00 Veal <— 3 wild Fruit, grap, 10c 4 80 Anise oranont Pail No. 3, Res ae aa 50@ 15 — ’ * & ee s ound Di aus oO. : e s ---- a Met 50@ de e 10 ann steno: 0c, aon. 5 4 Se a No. i per gross aoe 65 Prime ae i0@ i aor — 7 pe , a : he era cer } No. 6. pe ona oe oe Z ele Hen, New ndent Ss aie Squares, —----- a. : iil eae . pails 7 ened a @i6 TOS», ao doz ‘i ith Ea B oo EXT 675 oN RAW noe a 18 50 ib pails 6 in crate { 7 np eet ; @16 RQ. J ils, aa 96 os. und oxes Pu ning RAC Wo, 1 Ss FUR “9 tm ee ate 4 00 3s iced tt : . 3 @ . Reynold z. & 40 oo oo pare Vanilla ie oe hoe s. PETROL a. . rial eles -- 40 a2 s -- 15 wore EL. No. 3 sh uate cum anon ; ee 5 George onal aay Less ape | a. 2) c gp Noo 4 al cine -. a7 Perfecti UM PRO _—s Bonel Beef Oss an Pe a : 0 Co. Five than 5 and 1 tu Gass — a cae tie ae Red Ce K Iron DUCT on. 3 z ae = old Rove ington mn ao 28 bp ates Ce tmtripe is a crown ees ne soar Prin ace ie A J a eae ene 2M Gan - ----- eaae 135 No. lar Ink -- bois ada M: Le gga =282:4 cond Gane 25 00@ 6 00 inc erti Cc, - gE oa OY, (Ce nnn 3: No. a ge - . vi : achi on e, : Co ense eM @ 26 prince Albert, 10 dé, fe ive oa are ie a ae See 7 Ne: 4 median 8 : Capitol & P. asin Condensed, Bak tar a ince ert, Oe, dz 96 Five en 5 fee 73) O mee -—a-==----- a te tum --——-- 2 0 Atlanti yi Napht e 39.5 in er 3 t A uk Ze ; cas o : (7 "7 mee a2 on Wi tic ylinder itha oye glas 8 06 Paice aoa oe 1 96 . es oo Los 7 Dram, aaaaaan 3 28 oy 14 oe 6 $0 : inter “Red Bn ea 23.2 % bbl Pig’ . seas 31 pand ‘Atbert, pipes: 53 ases gaan oo aoe A. une Agora : 00 No. 1 mann Sus @ ack meta aa 4 eile fiiade Feet _ 8 00 stan Pipes, OZ. 6 72 eres 17, Vani Va Acar 4 50 Wit 1 sm a 137 | bbis ns Stud” Gran. doz 8 co nen ee ees sn Buser oe ' 5% olarin 2 Ao = Ah nie 46 ¢ 16 oz. 88 E omi 00 shia plese - 190 it ia Dolarine | Yh SS “76 oe Be, doz 12 na Wecok ie & KS aig Sa n, Wi — 2 5 Polari oss e eo 00 Blo oe di doz 96 EB omic rade Pep pple ’ R Alm ay nter usk ue 2 BOE arine rE ine to in : es sla ---- 2 10 he a e . 14 xX. Mo a i Blond F180 oe | a. 25 Sah crnmce ie Red oe 5 80 Monarch," 901 ne ks . es cn ce . oo pound pancake re vis ey it bs bis 8 80 Quaker, a 90 ‘sacks :* Sam Br obacc 70 Bo kage, urrants 4 uckwhe Ib. aa ean 30 nee T afety M xs -- 5 50 6s ence 12 Regt b. sk. 2 50 s my Biapean o Co. xes, as ae. 8 0 5 Ib. ea Bn awe . Sahie 5 Natomas 5 75 Semda Paki 7 ea c : 0 aoa crap ee goo ae a oe oe i Silver Flake. ‘amily —- 2 80 Havana ar Clippin ao ee P ‘es ee 4 Seue ee a oi ac on © flake, 10 uly - 3 30 Knicker Piece, #0 : mya. cee 8 Ne iggins " ence adem M - 100 PI at cand 3 10 s e, 10 pane 1 : ee tie 1c 3 96 evap. Fancy, Pape WW a Milling Gutehes ch, 3 _ Barrel Medium S0 4 50 nue pe am. 1 - nual , 16 ¢ 95 ee , Un ed sction, uibb Ss, Dease alf bi ,200 So D cee’S E es me eZ doz. 3 0¢ = Speci Ee is M %S- 7 ne ices dea cane 4 a Sie * count. act larg lage oyal ajor Z.. doz. 9 cial ed 8 G eal 80 2s, W case 00 lon K 300 a S rkee’ med., do Ro Major, 10 OZ. 6 ee 20 B r. G Vet 4 ; eg. cou Snid 2's Pi a z. 6 ~~ Major. 6 of doz ae Bonnce oe 15 poe ee rain M MOLA i . is Gal 5 A ae 00 17 50 Snider's co a 7 ee zadg. 8 99 eon, amet ' pamemens ancy Ope ASSES. 991 Ga 2880 sfiall cry ing 1 doe § Z Ed & Br . az 7 “ ay N anulated aoe oe a val, 2880, <---=--- 28 A SA | 2 doz. 3 50 ene 2 Co.'s B 20 s~ F nT 26 i onwinest ee 25 — ee ettle iis be 3 a rm and LER aan oz. 2 35 : r Seede a --- = =n ana po ow ageworth Tins - Feces Seeded ame : White ------- 1 pba nes cea 43 — Size. WI Plokles. . 50 Granul SAC smmer 3 Edgew 8 02. eady Rub 1 62 Seedless. £05 cee 1 pena ao 1 22 falf —— 36 Cob ' bbis. a 17 Gramulated Rie pau 15 oe Se ease ed - less, 1 ag Ba -- ie 4eSS than © . 19 Red Molasees 1 Be ext a a , 3 doz IPES eae 19 bs ranulated 100 tha 2 : : —— é Sait gees : . in ack apne oe ub) 00 -cauernta pkg. _- a oe ane ‘a mea oe 54. in “cans. No. puaving cA ai nckages. 36 234 cs 3 a5 saeert —— — 50 80-90 25 Ib Pru Spopteigh Corn ---- #8 R Ps wo Pic eee ARD q Mid nade wi ’ 35¢ tnth Slice ug at a . bo nes een than by Hen. eeu woe ickett _ oer Ss eit DF nn we tins Sliced Plu 4 6 -80 2 Ib. b xes han. Carl tinge an. 6,” 5 lb b. 3 Con tt cycle 2 Tablet i ISH 10 , do Pl - 1 62 0-7 5 Vb. oxes --@10 Cc Gonleta 2. Ging r Ca i 20 So 25 jhotllegpapesits goes 75 Table Ss, oe : e ce 50-60 25 lb boxes _-@10 a Hay ote 60 Ginece pig 24 tbe 3 ¢ oe 4 50 a ts, % 7 ;renorgage 16 UE. 55 30-40 ns eg aco ou" ‘ss than Car = Ginger Cake ao o fs bitt’s OTASH sue i= Wood o-=- i: fo. 3 30-40 3 Ib xes _- 13 aelia _& Cake, 12 Ib FR 2 do mperi aes, ul ’ : 5 . bo “"@l ot - 19 T e, 5 40 Ee Ws Ww ria eee. Ib. vores oy Stree Fe 8 2 22 00 0. & L. Spec 6, 10 Ib. 3 bi Top S$ SH ME a 8 Vhole 1, ee: “are 1 40 sa O38 No. * Car ae e & L. Spec +» 24 ape 3 50 Goo Steer Beet ATS. " H oon d boxes 25 a 18 Crack Corn ao et 5 SPEC” a. 5 a 5 50 he pete nd Hei standards,” w--eoon s 16 Coa ead C Oa: ae uffs ee , 10 Lab Com. St Ss an eife .M rds, ahiewlae 12 rse oe t Fd a 00 Dove, & 10 Screw ib. 5 a m. ae my Helfers 12 x as. Nee ring 2 a ahead 0 ove. : yes ers 31 on s Neat as ban gees ae rew C. ou Top , - Sonn ol a 10 KKK ae r5 _ 26 00 Dove, a 5 tag Wh ~ 6 > — — 3. ers 08 eae XK, Norwa eae os one rig 1b. ine i § 30 eee —aane= ore Cot a co y -- 200 , 24, Pog L i no — mene in ane 1 40 lb. 4 . Eb oa 08 ‘te ea fee a 95 Mediu oo * aoe a - wna 14 amen: 50 Mack 6 ubs, 50 Ib. ees oo coun ney fa Med went t aes t ; 50 : ney Fish 4 25 os 00 Ib| os ae o 00 38 MICHIGAN TRADESMAN February 8, 1922 SALT ae, . _. a. = = oo 9 oz., doz. : : oapine, , oz. - =i, Jaxge a ; a ot Tm. 922 caowoy, 16 10 on 8) AL ae 3 60 FSS ed, «dy - bs = ‘ 1 80 agge> say ON Farmer Spec., 70 lb. 92 —— _ me Sad Capers --------------- FES I. nowboy Large 1 free oo «fs Species, 5 don, 7 20 TEA. Butter Salt, 280 lb bbl. 4 50 Sunbrite, 72 doz. ---. 4 00 Japan. Baker Salt, 280 lb. bbl 4 25 Wyandotte, 48 ----_. oo Meth 32@35 6 30 Cheivte ae CLEANSERS. (aU @ 1 lb. pkg. Siftings --._ 14 Gunpowder _ Sh ITC H E N ie 28 ST VR ares rei MACY 38@40 PNR oa, ee oe Melrose, fancy ------ 56 is ogy Pug aget iT alelaa ongou edium —._... Congou, Choice ---. 35@36 SA LT Congou, gratia ---- 42@43 Scars on Little Souls Inflict Lasting writing—even when it was a compo- n pes ; M a Medium pdescsilaed ee 36 Damage. sition required in school—she would peace ee LA Written for the Tradesman. i take delight in holding it up to ridi- ee Do you remember some time when cule; made fun of my handwriting, my ur uns Cotton, 3 ply cone ---. 35 You were a very small child, at home spelling, my forms of expression; Ses sou Cotton, 3 ply balls 35 ce : : : “vpn Bast ail tor... ew school, when you suffered a everything about it. Particularly she Per case, 24 2 Ibs. terrible fright or humiliation and no- would not tolerate anything in the Five case lots -~---- : ve y g in e - oa 28 body gave you any sympathy or form of fiction. Unless it was literally oT White Wine. 40 grain 17 seemed to realize how dreadful the ‘true’ she called it ‘a lie” niseé ---------------- Thite j e i J : voxgn: he i 2 ‘ “or Caraway oa - 80 can cases, $4.80 per case White Wine, 80 grain 22 thing was to baat When “they” made The result was that I got a sense ieteron “Salsber i - Oakland a Vinee - Pickle you stop crying right away, called of guilt about it and did my writing ’ rands : ota, Sp : : 4 aoe. Ruceian oot ~~ ontdan Apple Cider -. 30 YOU silly, and acted just as if you secretly, and hid the stuff, so that no MER ee ern ee e s. re > nN > yt *.e Mixed Bird wort 13% Allspice, Jamaica ps @12 ee ee iakoe 7 were a grown person who ought to” one should know that I was writing Poppy ee i: oe ev oe oe Packages no charge. understand all about everything? Al- these ‘falsehoods’, as she called them. Reve : a a Sep Cassia, 5c pkg., doz. gas WICKING a most everybody has one or more of Once when she found me out she pun- ne ; ice ey NT oie : ee se i : S : : French's Bird, per dz. 1 40 rt oil — Le = sng : oo Aiea ooge s those experiences, buried down in the jshed me severely. I did not dare to re oo ae oe ee ee 119 depths of memory or perhaps indeed tell about it at home, because my LACKENING. ixed, os No. er gross ---- : ‘ ; : : ’ 2 lg gto doz. __ 1 35 en 5c pees. doz. 2, Peeriess. Rolls, ber _ ao quite “forgotten,” which to this day, father, who was pretty stern and se- . Z. Combination, dz. 135 Nutmegs, 7 SU age Rochester, No. oz. wee are : oA x : ' line Drivioot. aon. enn 200 Nutmegs, 105-110 @25 Rochester, No. 3, doz. 2 00 ce aed ee ead . scala ane Eay. clea had told me that if I were pun- Bixbys, Doz. —-------- 15 evper, Black _____ 15 Rayo, per doz. ------ 90 bring painful associations and even jshed at school I would be punished Shinola, doz. ~------- 85 a Bulk WOODENWARE reproduce something of the old re- again when I got ‘home. Allspice, Jamaica ---. @15 actions of fe anic < oy~ “ee : bate : : wincTOVE,TOLEM: 5 ag SURES" Zanzibat Gis umole mata bands ,,, Sctions of fear and panic and suffer~ “So it came about that I lost, i , ee Cassia, Canton ------ wire =---3- ing. the fear an numiliation, all the Black Silk Liquid, dz. 1 40 ; ; 25 ‘Bushels, narrow ban : : ‘ ; oT Zoe ag re : : in oa wood handles -;-~ 1 8 We grown-ups little realize the pleasure that I had had in writing. Hnamaline Liquid, dz. 135 Mace, Penang -----—- ae ee Wide panndie 75 ©«©6damage that we do to little folks by The required composition became the kia eae aoe. sai : = Popper, ak @20 Market, single handle 1 = harsh words, by ridiculing their ef- merest drudgery; I carefully avoided Rising Sun, per doz. 4 <4 oe a Gas sunt,” a 900 forts, their ideas, their childish mis- anything that might seem to be indi- Valcanol Nos, doz, 95 Paprika, Spanish --- @42 Spine en 8 69 takes. We punish out of all propor- vidual. The whole thing became a Vulcanol, No. 10, doz. 1 35 Seasoning ee ae tion to the “crime;” we make scars terror to me. And when I passed from Stovoil, per doz. ---- 300 Chili Powder, 15¢c __-_ 1 35 Churns : Li f h ere Celery Salt, 3 oz. ---. = Barrel, 5 gal., each _.240 02 little souls that last often to the the control of that teacher I took : Ss oe Os ee is __ 2 65 hee . eo ~ i ‘ : : ; : Am. Family, 100 box 5 75. Onion galt 1 35 ea go — tg -sdatest day of life. Sometimes serious mighty good pains not to let any ee hc ray ag : 4 Garlic 1 35 Si ia mental and even physical disorders, other teacher know that I ever had Thite, 0X 0 p ee . : : : i : cin Magee, 100 box 5 60 co, monicuet ee ; - No. 1 Star C Carrier 5 00 00 with which doctors wrestle in vain had the sinful desire. Grdma White Na. 100s 5 30 Laurel Leaves —----- 20 No. 2, Star Carrier -- with talk and drugs and surgical “EB : hs . Laur Z Z s ‘rom that day to this, although * Na tha, 100 bor. co eee ae OD No 3 Star te Tage 4 i operations, have their roots in just al intel “Thay. i Switt Palais 100 box & 99 Savery: : = + -------- 30 = Bene, Ae : , s until lately lave not suspected the 20 Mule Borax, 100 bx 7 55 ee ee oe as such things, suffered in childhood at real reason for it, writing of any kind bhi a wae Bap ei als Belipse patent spring 2 00 the hands and tongues of ignorant and has been a painful business for me. y x 7 RS No. 2, pat. brush ho thoughtless grown people. ' i Palm Olive, i box 11 09 Kingsford, 40 Ibs. --—- 11% sib Got, Mop Heads i 20 I or a a fon Ss old who : ars eas yo [ oe lava, 100 box ------ 475 Powdered, bags ____ 03 42 Ib. Ane. ie Heads 1 80 yy s : Mas ‘hung over my efforts to write. Pummo, 100 box ---- 4 85 has much to tell the world of wide Like an undiscovered fracture of a Sweetheart, 100 box - 5 70 Grandpa Tar, 50 sm. 2 40 Grand Pa Tar, 50 Lee 4 10 Fairbank Tar, 100 bx 4 00 Trilby, 100, 12c ---- 8 50 Williams Barber Bar, 9s 50 Williams Mug, per doz. 48 Proctor & Gamble. 5 box lots, assorted Ivory, 100 6 oz. 7 Ivory Soap Fliks., 100s 8 50 Ivory Soap Fiks., 50s 4 Lenox, 140 cakes -_-- 5 P. & G. White Naptha 5 75 Star, 100 No. 11 cakes 5 Star Nap. Pwdr., 100s 3 Star Nap. Pwdr., 24s _ 5 Tradesman Brand. Black Hawk, one box 4 50 Black Hawk, five bxs 4 25 Black Hawk, ten bxs 4 00 Box contains 72 cakes. It is a most remarkable dirt and grease remover, with- out injury to the skin. WASHING POWDERS. Bon Ami Pd, 3 dz. bx Bon Ami Cake, 3 dz. Climaline, 4 doz. Grandma, 100, 5c ---- Gold Dust, 20 Large __ Golden Rod, 24 janx; 3 G0z.. La France Laun, 4 dz. Luster Box, 54 Miracle Cm, 4 oz. 3 dz. Miracle C., 16 oz., 1 dz. Old Dutch Clean. 4 dz. Queen Ann, 60 oz. —_ Rinso, 100 oz. god No More, 100, 10 D2 DO Hm ee 09 CO he im ee eo 9 He 09 0 nt oS Rub No More. 18 Le. 4 50 — Cleanser, 48, 0 o 4 00 Sani “Flush, 1 doz. —. 2 25 Argo, 48 1 lb. pkgs. -- a 16 Cream, 48-1 80 Quaker, 40 1. 20 6 Gloss Argo, 48 1 Ib. pkgs.__ 3 75 Argo, 12 3 lb. pkgs. —. 2 74 Argo, 8 5 lb. pkgs. _-_ 7 10 Silver Gloss, 48 Is -_. 114 Elastic, 64 pkgs. ---. 5 35 WAeer, (aeas 85 “ager, 60 ibs, 22 2-2! 05% SYRUPS Corn Biue Karo, No. 1%, 2 G07. a3 Blue Karo, No. 5, 1 dz 2 25 Blue Karo, No. 10, % G07, 2 00 Red Karo, No. 1%, 3 O07: 20 oo ee 1 90 Red Karo, No. 5, 1 dz. 2 60 Red Karo, No. 10, % O0e. oe 2 40 Maple Flavor. Karo, 1% Ib., 2 doz. — 3 Karo, 5 lb., 1 doz. ~. 6 15 Maple and Cane Kanuck, per gal. ---. 1 50 Sugar Bird, 2% Ib., Poe ok ees 00 ii ie Bird, 8 oz., 4 Uh ee ae 12 00 Maple. Johnson Purity, Gal. 2 50 Johnson Purity, 4 @oz., 18 of.) 2... 18 50 Sugar Syrup. Domino, 40 10 Ib. cans 3 00 Domino, 6 5 Ib. cans 2 50 Bbls., bulk, per gal. 30 TABLE SAUCES. Lea & Perrin, large__ & Lea & Perrin, small__ 3 35 Pepper 2. 1 60 Royal Mint -..---.-_. 2 40 TOWERCO 3 75 Palls 10 qt. Galvanized __.. 2 40 12 qt. Galvanized —._- 2 60 14 qt. Galvanized ---- 3 00 12 qt. Flaring Gal. Ir. 6 75 10 qt. Tin Dairy ---- 5 00 12 qt. Tin Dairy ---. 5 50 Traps Mouse, wood, 4 holes —. 60 Mouse, wood. 6 holes -- 70 Mouse, tin. 5 holes ~_-_ A Rat, wood ....-_-_-__ = Rat, spring, —--____-__ 1 00 Mouse, spring ------- 30 Tubs Large Galvanized -__ 8 50 Medium Galvanized 7 00 Small Galvanized -- 6 50 Washboards Banner Globe -------- 5 75 Brass, Single —~------- 6 75 Glass, Single ~------- 7 00 Double Peerless ~---- 8 25 Single Peerless ------ 7 50 Northern Queen ---. 6 25 Universal 2.2. 7 50 en Cleaners 12 14 — 16 in 13 in 15 in 17 in 19 in. Butter ...--..- WRAPPING PAPER Fibre, Manila, white 05% No. PiBre 07% Soars Manila -... 06 Kraf 09 YEAST CAKE Magic, 3 doz... 70 Sunlight, 3 doz. --__-_ 70 Sunlight, 1% doz. -_. 1 26 Yeast Foam, 3 doz. -. 2 70 Yeast Foam, 1% doz. 1 35 YEAST—COMPRESSED Fleischman, per doz. —. 28 travel and keen thinking; he is ex- ceedingly well educated and talks with vigor and brilliancy; but he simply cannot write. Put a pen in his hand, or even let him try to dictate with the knowledge that this story is to take written form, and forthwith his re- markable gift of expression is para- lyzed; his vocabulary is dumb; an ab- surd “stage-fright’ overtakes him. Only with the utmost difficulty can he get a word on paper. Even the writ- ing of a letter is a task of great dif- ficulty. The other day he told me that he had traced out the cause of all this, and that his understanding of it was helping him to freedom from it. “When I was a little boy,” the said “IT wanted very much to be a writer. I had a gift for story-telling, and un- til I went to school I used to write lit- tle stories. JI don’t know how good they were from any literary point of view—none of them is now is extant —but I got great pleasure from them. “My first teacher, for some reason that I cannot imagine, pounced upon this notion of mine and did all she could to discourage it. At least, that is the way it looked to me. Every time she got hold of one of my bits of bone, activity in that respect has hurt me. Now that I understand what it is that has paralyzed my writing hand all these years, I am getting over it. Something like facility is returning to me. I even have a desire to turn my hand to some of the old ‘lies’ in the way of fiction that used to arouse that teacher’s ire. But I find myself rather glad that that old teacher is dead!” I wonder how many of us who find the writing of letters irksome could trace the fact back to some well-meaning supervision in the years long forgotten; to some person who would not allow us to send away a letter full of childish exuberance and spontaneous self-expression ‘because there was a misspelled word or two in it; to frequent instances in which we were compelled to rewrite the whole thing in order that it might be “correct,” destroying all the fun of it and chilling the enthusiasm which inspired the first writing. What if somebody with a school- master’s switch had stood over Shake- speare when he was writing the Son- nets and thrashed him for misspelled words! From the point of view of strictest orthography Shakespeare was ow — ; fa = a ... Sepa cio hE eater ti ni ‘ PI ang SU a TRIES February 8, 1922 MICHIGAN TRADESMAN one of the worst spellers in the his- tory of the English language! The frights and humiliations and punishments of childhood leave scars that the years cannot remove, cause much mysteréous suffering, and de- prive the world of many beautiful and wonderful things. Prudence Bradish. (Copyrighted, 1922.) — +> The Coming Business Man. He is busy somewhere. The germ of his promise lies in that fact. A business man, in embryo or in ma- turity, is busy. Business has no place for the idler at any time. So when we look for him in the haunts of business we shall find him sweeping out the store, packing or unpacking goods in warehouses or basement, keeping stock in order, marking prices on merchandise and arranging it on the shelves, poring over business records in an office, or in some such employ- ment—always working, always keen to learn, always asking questions, studying qualities, considering styles. A little more advanced we find him studying markets, reading trade pa- pers, familiarizing himself with the technical details of buying and selling and always seeking information about the particular branch of trade in which he is most interested. If it is shoes, he studies leathers, styles, qualities, until he knows them on sight. If dry goods, he is after facts about cottons, linens, woolens and silks. He learns their beginnings on the plantations, the farms, and in the cocoons, He follows them to the factories and through all the processes they go through before they get on sale in the stores—their weaving, spinning, color- ing and knitting. This is merely saying that the com- ing business man is learning his busi- ness in every way available to him as clerk, stockkeeper, salesman and buy- er. He wants to know. If he did not have this desire to learn he would not be a coming business man either in manufacturing, trading or conduct- ing any sort of business. And while there are certain things ‘we may be sure he is doing, there are other things he is not doing. He is not perfecting his billiard or bridge game. He does not turn first to the sport page im a newspaper. He is not shining in so- ciety or thinking more of keeping his clothes immaculate than of the inter- ests of ‘his employer. Else he would not be a coming business man. He would be a going one—going out to take the air with somebody else ‘on his job. —_2>o—_—_ A Grocer’s Tribute To Lincoln. Written for the Tradesman. One year ago it was the privilege of the writer to listen to a sermon at a° mission church in Lansing, which, having no settled pastor, was supplied for that day by a grocer whose store was just a little distance away. His name was Baughman and this subject was “The Mind of Christ.” It being February 13, he devoted a portion of his time to consideration of ‘the character of “Lincoln, the Greatest American,” showing that in the elements of his character, in his great love and sympathy for his fel- lowmen, in all his endeavor to serve humanity he exemplified the mind of Christ. He portrayed a scale of hu- manity with Eugene V. Debs at the lowest point and Abraham Lincoln at the top. He described how, twenty- five years previously, while pastor of a church in a certain city in Illinois, he had sat for three days opposite Debs and fought for a righteous adjustment of a difficulty between laboring men and their employers, and how it was settled so satisfactorily that in all the years since there had been in that city only one slight disturbance be- tween labor and capital. He would say this for Debs, that at one time in his life he was really seeking the good of working men, but the opportunities which came through this work led to ambition for leadership, for domina- tion, for self-aggrandisement. The opportunities which came to Lincoln only made him more humble, more anxious to serve his country and his fellowmen, because in him was the mind of Christ. E. E. Whitney. ——_»-———_—_ t Corporations Wound Up. The following Michigan Corpora- tions have recently filed notices of dissolution with the Secretary of State: Industrial Construction Co., Flint. Bennett-Sustrick Co., Detroit. Glaser Realty Co., Detroit. Soule Delivery Co., Saginaw. Damon-Pantlind Co., Grand Rapids. Cc. A. S. Products Co. of Michigan, De- troit. Peterson, Dean & Maison, Grand Rapids. Butcher-Black Co., Battle Creek. Mansur Tool Co., Detroit. Russian Consultation Bureau, Detroit. Gillespie Garage Co., Detroit. Frigidaire Corp., Detroit. Central Forge Co., Detroit. Weston-Mott Co., Flint. Central Products Co., Detroit. Michigan-Salmon Mining Co., Rapids. BE. H. Leonard Co., Detroit. Youghiogheny Gas Coal Co., Detroit. Grand Rapids Realty Co., Grand Rapids. Auto Finance Co., Detroit. Lake Orion Groves Co., Pontiac. Michigan Humus_— and Chemical Co., Chassell. Monroe Butter & Cheese Factory, Mon- roe. Shaler Hardware Co., Bellevue. Apperson Detroit Co., Detroit. Vander Werp-Cedarquist Publishing Co., Fremont. F. H. Lantz & Co., Laurium. Moore Container Co., Detroit. Hastings Cabinet Co., Hastings. Motor Credits Co., Grand Rapids. Wolverine Glove Co., Saginaw. Cash Furniture and Rug Co., Rapids. Johnson Drug Co., Traverse City. Borgman-Wright Homes Corp., Detroit. Hugh Shutt Co., Detroit. Michigan Produce Corp., Muskegon. ‘Advance Publishing Co., Rogers. Cooley Realty Co., Detroit. Roseville City Land Co., Detroit. El Cajon Portland Cement Co., of Al- pena, Mich., Detroit. Wisconsin Chemical Co., Detroit. Midland Construction Co., Midiand. Peoples Window Cleaning Co., Inc., De- troit. Clyde Park Grand Rapids. Detroit Cream Cheese Co., Inc., Detroit. S. & M. Shoe Co., Detroit. Emery Hall Co., Romulus. Grand Grand Mercantile Co., —_++>___ Not Among the Rings of Talkers. Not among The rings of talkers, On the corners Of our marts, Would I stand in conversation, (Easiest of all the arts,) But far out Upon the hillside, Where the farmer Guides his plow, On the scaffolds With the workers, Where the weavers Bend and bow. Place me with The living doers, Men of brains And men of hearts; Not among The rings of talkers On the corners Of our marts. —__22>———_ We can’t have everything we wish, but we can make the most of what we have. 39 Advertisements Inserted under this head for five cents a word the first Insertion and four cents a word for each subsequent continuous insertion. If set In capital letters, double price. No charge less than 50 cents. Small display advertisements in this department, $3 per Inch. Payment with order is required, as amounts are too small to open accounts. re Sale—A $5,000 aoe eee: crockery and fixtures. cation mos REBUILT desirable in live Michigan town of 1200. Always a money maker and considered CASH REGISTER CO., Ine. best store in town. Address No. 646, Dealers in Care Tradesman. 646 Cash Registers, Computing Scales, = 5 : Adding Machines, ‘Typewriters ee aoe - bp alge ano in he ee Other Store and Office Specialties finely locate or business, goo own. 125 . Suitable for drug or clothing store. Ad- skies cad Danna te oa Seales For Sale—Manufacturing building at Portland, Mich. 12,000 square feet floor space. $2,500 cash. Write A. A. Meeth, Portland, Mich. 648 For Sale—30 lb. capacity seale, prac- tically new. $100. Dickery Dick, Mus- kegon, Mich. 649 Want to hear from established retail shoe business FOR SALE in town of 3000 up. Might consider half interest with right parties. Confidential. Address No. 650, care Tradesman. 650 DRUGGISTS ATTENTION—For quick sale lease and good will of CITY DRUG STORE established thirty-five years in same building, which is one of the best down town locations in BATTLE CREEK, MICHIGAN. Nearly new Grand Haven iceless soda fountain, back bar carbon- ator, etc. Complete. Electric sign, elec- tric fixtures, outside show cases. oO. E. Kewley Co., 231 West Main St., Battle Creek, Mich. 651 MR i FOR SALE—An old established cloth- ing and furnishing business. Best loca- tion in a city of 15,000 in Central Mich- igan. This is a real money maker and will stand investigation. Health reason for selling. Address No. 639, care Mich- igan Tradesman. 639 See ee eee FOR SALE—A stock of hardware, tur- niture and undertaker’s supplies and equipment, located in the thriving little town of Sterling, Mich. An ideal loca- tion in an old established and thriving community. Owners forced to make an assignment for the benefit of their cred- itors, and stock will be sold at a big sacrifice. Inventories at $4,300. Inquire of R. J. Crandell, Assignee, Standish, Mich. 642 icp. Wanted—To buy nearly new grocery refrigerator. Must be good size, and in first-class condition. Write description and price. Wise & Switzenberg, Alle- gan, Mich. 645 Bell Phone 596 Citz. Phone 61366 JOHN L. LYNCH SALES co. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 274 East Hancock, Detroit. 56 If you are thinking of going into busi- ness, selling out, or making an exchange, place an advertisement in our business chances columns, as it will bring you in touch with the man for whom you are looking—THE BUSINESS MAN. For Sale—Stock of groceries and fix- tures, also delivery car, Michigan city of 12,000. Address No. 601, care Michigan Tradesman. : 601 Salesmen—Profitable side line. Carry samples in pocket. Address Copper Jour- nal, Hancock, Mich. 574 Will pay cash for whole stores or part stocks of merchandise.. Louis Levinsohn, Saginaw, Mich. 998 1000 letterheads or envelopes $3.75. Copper Journal, Hancock, Mich. 150 For Sale or Exchange—Brick store building 832x100 feet, in Isabella county. Excellent location for general store or garage. For particulars, write Dr. : M. Adams, Jackson, Mich. 635 Wanted—To hear from party wishing to purchase good fruit farm located in Berrien county. Produces more grapes and small fruit, also has more macadam road than any county in the state. Ad- dress Box 45, Bridgman, Mich. 637 How to Purchase Real Estate Intelli- gently—Write for pamphlet of instruc- tion. Address Box 27, Bridgman, Mich. 8 For Sale—Cash registers and store fix- tures. Agency for Standard computing scales. Dickery Dick, Muskegon, Mich. 643 We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machi: and ize ola orm wanted, as well as height. We will quote Sidney, Ohio ~ a m ney saving price. Sidney Elevator Mnfg. Co., Sand Lime Brick Nothing as Durable 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 Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction safes. SECOND-HAND SAFES We are always in the market for second-hand Send us detailed description, including date of purchase, name of manufacturer, inside and outside measurements and general appearance and we will make you an offer. GRAND RAPIDS SAFE CO. GRAND RAPIDS, MICH. a eapadbbascinbitieiba sseapahesarcaoeasotae tinea aeveannennreen 40 THE MILK IN THE COCOANUT. Where the United Buyers Association Profit Comes In. Considering the apparently low prices the United Buyers Association quote on some staple goods to the consumer—especially granulated su- gar at 3c per pound in combination with other orders—it is a little diffi- cult at first to detect where the profit on the scheme comes in. Of course, there has to be a profit somewhere, because it costs money to handle staple groceries, pack and ship small orders and conduct the correspond- ence incident to transactions of this character. Careful study of the scheme discloses that the most profit- able feature is the sale of territory and supplies to agents, who are as- signed certain localities providing they purchase $50 or $100 outfits. The $50 outfit comprises the following assortment of printed matter, which can probably be obtained in the quan- tities purchased by the Association for about $15: Special Offer. The United Buyers Association, Inc., Grand Rapids: Enclosed please find the sum of $50 for which send me your complete Mail Order Outfit for operating the Membership Plan by mail, outfit con- sisting of the following: 500 Large Circulars enclosed). 500 Application Blanks (to go with circulars). 500 Envelopes for Mailing Litera- ture. 500 Return Envelopes. Also Members Confidential Lists of Groceries, Dry Cigars and Tobacco. 500 Names and Addresses of Mail Order Buyers living in my Ter- ritory. We will call special attention to these names and addresses, we do not give the same list of names to any two people, so that you will practi- cally have a virgin field. Also 250 Yearly Memberships (Value $2) Each these when sold by you will bring in $500, making a profit of $450. More Memberships will be sold you at 20 cents each when bought in lots of ten or more at a time. We will furnish you with as many Mail Order Outfits as needed at the same rates and conditions as above stated, so that you can have a per- manent business. All literature, en- velopes, etc., will be printed with your name and address, giving you a Mail Order Outfit same as the largest Mail Order Houses. Here, evidently, is the “milk in the cocoanut”—the sure and steady in- come which enables the concern to get up and send out its illustrated price lists, meet the expenses of rent, wages of clerks and stenographers and pay the salaries of the men who are manipulating the questionable undertaking. Of course, the agents who make these contributions to the “common cause” recoup themselves by reselling the 250 membership cer- tificates they receive with a $50 outfit for $500, thus netting $450 profit on a $50 investment. Not so bad, espe- cially when it is remembered that many of these agents are making from $25 to $40 per day selling little pieces of paper at $2 per. Grocers need have no fear from any competition that will be put up by The United Buyers Association. . (like sample Price Goods, MICHIGAN TRADESMAN Economic laws are not to be trifled with. Consumers are not all fools. No consumer in his right senses be- lieves that there 1s any system on the face of the earth that can sell groceries for half the price charged by the old reliable grocer on the cor- ner. Investigations by Government officials have proved beyond any question that grocers as a class fol- low the markets quicker, must follow the markets quicker, than any other class of merchants. The recent sur- vey of the Joint Commission of Agri- cultural Inquiry has established that. However, a scheme like The Unit- ed Buyers Association, which on the face of it is a promotion pure and simple, should afford another occa- sion for grocers to demonstrate that they are business men. Where the Association is pulling off any particu- larly strong propaganda, the grocet’s advertisements should include an edu- cational editorial designed to show consumers how hopeless it is for them to buy their groceries for “al- most half’? and therefore they are just throwing their money away by paying $2 for a yearly membership fee. —_22>—___ Review of the Produce Market. Apples—Wagner, Greenings, Spys, Baldwins and Russets command $9@ 10 per bbl.; cooking apples, $8 per bbl. Box apples from the Coast com- mand, $3.50@4 for Jonathans and Spitzenbergs. Bagas—Canadian, $2 per 100 Ibs. Jananas—7%c per Ib. Beets—$1 per bu. Butter—-The market remains steady to firm, with quotations ranging about the same as last week. There is an adequate supply of fresh creamery at this time to meet the present demand and the make is about normal for the time of year. Local jobbers hold extra creamery at 34c in 63 Ib. tubs for fresh and 3lc for cold storage; 35c for fresh in 40 lb. tubs. Prints 42c per Ib. Jobbers pay 15c for pack- ing stock. Cabbage—$4 for home grown; Cali- fornia, $3.25 per crate of about 75 ibs. Carrots—$1 per bu. Celery—$3 per box for home grown; California, $11.50 per crate of 6 to 7 doz.; Jumbo, $1.20 per doz. stalks; Florida, $5 per crate of 4 to 6 doz. stalks. Cranberries—Late Howes command $30 per bbl. and $15 per % bbl. t Cucumbers—lIllinois hot house com- mand $4.50 per doz. for extra fancy. Eggs—The market remains very uncertain, due to the extreme weather conditions. The egg situation this time of year depends very largely on the weather. The storage egg situation is about the same. There is a large supply at this time on the market, but a light demand. Local dealers are paying 35c for fresh. Cold storage are selling on the following basis: Maccts 6 29c Sivcte m cartons .....4.. STE Seconds 22225022 30 2c (Checks) (0223 oo 23c ‘Grape Fruit—The demand for Flor- ida stock is good. Present prices are as follows: i $4.50 ee 4.75 me 5.00 eo . 4.50 Grapes—California Emperors com- mand $7.75 per 30 lb. keg; Spanish Malagas fetch $12@14 for 40 lb. keg. ‘ Green Onions—Shalots, 75c per doz. bunches. Contrary to expecta- tions the market has not sustained further advances. Present quotations of Sunkist are as follows: 300 size, per box ~------------- $7.50 270 size, per box -------------- 6.50 240 size, per box -------------- 6.50 Choice are held as follows: 300 size, per box -------------- $7.00 360 size, per box -------------- 6.00 Lettuce—Hot house leaf, 23c per Ib.; Iceberg from California, $5.50@6 per crate. Onions—California, $9 per 100 Ib. sack; home grown $8.50 per 100 tb. sack; Spanish, $3.75 per crate. Oranges—California’s 1922 freeze will go down in history as the hard- est ever known to the California citrus fruit industry—four nights of record low temperatures. At this writing the most conservative judges who have personally covered the larg- er citrus districts and have sampled hundreds of oranges, agree that prac- tically 50 per cent. of the crop is ruined, 25 per cent. may be classed as “doubtful” while another 25 per cent. may be regarded as practically unhurt. This condition, however, as- sures the trade that there will be plenty of fruit to go around—fruit which can be offered without apolo- gies. It is generally agreed that the fruit to go forward between now and next September will net the growers as much total money, perhaps more, than if the entire crop on the trees on Dec. 1 had been shipped. Fancy California Navels now sell as follows: 60 and 100 22.22. ===. $6.50 150, 176 and 200 -------------- 6.50 Di oe ee 6.50 O37) 2 ee 6.50 ae LL 6.00 7 ee 5.50 Parsley—60c per doz. bunches. Peppers—Florida, $1.25 per basket. bans. Pineapple—$9 per crate for Cu- Potatoes—The market is weak. Lo- cally potatoes are selling at $1.40 per bu. Poultry—The market is, stronger and higher. Local buyers pay as fol- lows for live: Light fowls ------------------- l6c Heavy fowls ~------------------ 25c Light Chickens ~--------------- 16c Heavy Chickens, no stags ------ 25c Radishes—85c per doz. bunches for home grown hot house. Spinach—$2.50 per bu. for Florida. Squash—$2.75 per 100 Ibs. for Hub- bard. Sweet Potatoes—Kiln dried com- mand $2.25 per hamper. Tomatoes—$1.75 for 6 Ib. basket from California. —_»++>—___ F. A. Hunter, dealer in dry goods and groceries at Morley, renews his subscription to the Tradesman and says: “I must have it, cannot do without it,” February 8, 1922 Minutes Grocers and Meat Dealers Meeting. Grand Rapids, Feb. 8—At the regu- lar meeting of the Grand Rapids Retail Grocers and Meat Dealers’ Associa- tion, held last evening, the minutes of the Executive Board meeting Jan. 24, incorporating the resolution to regulate manufacturers who distribute food commodities at cost in order to maintain their low wage scale was read; also the reply to same of Lee H. Bierce, Secretary of the Chamber of Commerce. The matter was reier- red to the Furniture Manufacturers Association, as suggested by Mr. Bierce. Nine applications for membership ‘were read and referred to the next meeting for action. Mr. Williams, of Rochester, N. Y., gave an introductory talk on River- side oleo, a Danish product which is to be distributed through Dark & Son. The Executive Board was delegated to attend the State convention and the Secretary was authorized to appoint any member of the Association desir- ing to attend in place of any member of the Executive Board who would be unable to attend. Secretary Hanson spoke on Co- operation and presented the following resolution, which was supported by L. F. Hartman and carried unanimously. Whereas—Because of the loyal co- operation of Mr. E. A. Stowe, editor of the Michigan Tradesman, to our Association from the time of its in- ception; therefore be it Resolved—That the Grand Rapids Retail Grocers and Meat Dealers’ Pro- tective Association in meeting as- sembled, Feb. 7, 1922, do hereby adopt Mr. E. A. Stowe as the Godfather of this organization, and that he be officially informed of this resolution and a copy spread upon the records. President Gezon talked on Book- keeping and its value to the retail- er. He also explained the simple sys- tem used in connection with his busi- ness and its gratifying results. _Mr. Prendergast, of the Worden Grocer Company, gave a very elabor- ate “Visitation” talk, as he called it, calling the attention of retailers to the relation of jobbers to retailers. Mr. Prendergast urged the retailers to pay more attention to politics, stating it was about time the jobbers and retail- ers got together and put the cards on the table face up with the consumer and put a stop to the everlasting ac- cusation of cheap politicians who com- mercialize propaganda accusing job- bers and retailers of profiteering. Mr. Prendergast also stated there was not another business that rendered so much service for the small margins received as the retail grocer and meat dealer. Mr. Diouma, of the Fleischmann Yeast Co., gave a short complimentary talk with a little humor added. The meeting was very pleasant and profitable, inspired by the luxurious aroma of a ‘box of Harvester. cigars. Herman Hanson, Sec’y. —_.— os -—— Henry J. Vinkemulder and _ wife have returned from the South, where they devoted two or three weeks to attending conventions and inspecting the farming properties in which they are interested. Mr. Vinkemulder confidently expects to see oil develop- ed on the 19,000 acre tract of the Mich- * igan-Texas Land & Orchard Co., in which company he is a large stock- holder. —__~2++2>__ Munising—A. T. Chase has sold his grocery stock and store fixtures to Hankin & Co., who will consoli- date it with their own stock of gro- ceries and meats. —_++2>—__—__ Ishpeming—Charles Andrews has engaged in the cigar manufacturing business at 115' Vine street. 2s ————— When stagefright enters the bra:n, orders fly out the window . AT Sr RE Tr we wey © ae ypvite You to7, OUR SPLENDID Cs — ern aT AN (aa a “2 QRANGE PEKOE INDIA- CEYLON @ A A mo \ x) NS AT RTT Tae enol te ere J Frere aii alateun y BOSTON _—__~~_~— P SRS : OPULAR VARIETIES: | eee Black—Orange Pekoe India-Ceylon. ; Mixed—Blended Black and Green. aes par 2 Green—PAN-FIRED Japan. ey OK LEE & CADY—Detroit Wholesale Distributors of Dwinell-Wright Co.’s Products DIAMOND MATCHES THIS Is OUR “TRADE MARK, and its use on a package assures quality and_ satisfaction to the user; a prompt sale and a fair profit to both the Re- tailer and the Wholesaler. 2, ie ° THE DIAMOND MATCH CO. CHICAGO ST. LOUIS | NEW ORLEANS NEW YORK SAN FRANCISCO BOSTON : TORNADO BETTER INSURANCE LESS COST During the year 1920 the companies operating through The Mill Mutuals Agency paid more than $4,000,000 in dividends to their policy holders and $6,300.000 in losses. FIRE How do they do it? By INSPECTION and SELECTION Cash Assets Over $20,000,000.00 We Combine STRENGTH and ECONOMY THE MILL MUTUALS AGENCY 120 W. Ottawa St. Lansing, Michigan Qyanaies CausuERs ana Cement : . Prant of mre Perosxey Portiano Cement Co. at gf Ste age 1,7 PETOSKEY, PEM, Cay ee i ay “sass om” ae - ¢ ~st Petoskey Portland Cement A Light Color Cement Manufactured on wet process from Petoskey limestone and shale in the most modern cement plant in the world. The best of raw materials and extreme fine grinding insure highest quality cement. The process insures absolute uniformity. ASK YOUR DEALER FOR IT. Petoskey Portland Cement Co. General Office, Petoskey, Michigan Something for every market basket! HEN we say the Procter & Gamble line of products includes a soap ‘for every household need” we are not using a mere advertising phrase. It is a fact. You not only can satisfy every need —but you can meet the requirements of every pocketbook, too. Every Procter & Gamble Product has a definite niche to fill— and only the grocer who carries them all can be sure of giving the utmost satisfaction to every soap customer. Ko Grete. Ith Atlanta Baltimore Boston Chicago Cleveland Cincinnati, Ohio Branches Dallas Minneapolis Detroit New Orleans Kansas City New York Los Angeles Philadelphia Memphis Pittsburgh Send mail orders to nearest address 1422 Washington Boulevard, Detroit, Mich. THE WHITE ITN aE NCO © od San Francisco Seattle St. Louis Syracuse S sce Nigeria aeeiicay—eeoccaeo ae ek name seein ere LE ane OR IR Gc MI ec A RN tg AE A ct I AR Ne tn le