VS) poo + A ‘Ss een ap ona o a, su ; ( : e bs ‘ : ‘ NSSF 4 S Ae aa Oe NEE) DYN) Wee DI % ao a AG ; TV TET wi 38 NS LOVATO SFT SSSI VG LRG SLID AN Sy v (Lp 7 aC TON NTE NES bY SWVC SINT ae yo 76 OOF ON Wi PSs cne eel NY Y ) SS at wan Carr Car 3 € es’ ¢ N Yq & Yi Ee NO] wen § ES N y KG G Ke EDN Ces G <] $ Y oD GG, = (S Gr) se of o\n Ee \; = — we, eS 9 X ROK VA VU h) PS Sa NIC | @) a co Cay ie eps i ~ G 2 7 WIRES oF § CSO aaa eres SST PaO ga SESE SM LOR ESS LSI SOS STIISOe ON Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, MARCH 15, 1922 Number 2008 PECTUCTCVTTCT TESTS C TCC TT CTT TTT TTT TST ESTES SSS | PM YE YO OF uM. se" vv kt kk vu vv rv ev NEW EVERY MORNING Every day is a fresh beginning, Every morn is the world made new; You, who are weary of sorrow and sinning, Here is a beautiful hope for you— A hope for me and a hope for you. vV. VV VY VV vv All the past things are past and over, 7, SY, Tasks are done and tears are shed, Yesterday's errors let yesterday cover; Yesterday's wounds which smarted and bled, Are healed with the healing which night has shed. ~~~ —_—-—-—- es eee eS ¥ vor Yesterday now is a part of forever, Bound up in a sheaf, which God holds tight, With glad days, and sad days, and bad days, which never Shall visit us more with their bloom and blight, v vv ee a ‘yt et bd Sot Det bet Det Det bet bt Det be Det Def bt et de on on me me ee ot Ot Oe Ot Oe bet Ot Dt Ot Oe oe Dt Oe Oe Oe Ot ee te ee ett tt vow ee v vv v vv vv ¥ ¥ Their fulness of sunshine or sorrowful night. * * x * x : x t Let them go, since we cannot relieve them, Cannot undo, and cannot atone; God in His mercy, receive and forgive them; Only the new days are our own; To-day is ours and to-day alone. PA IIAAAAIAAAIAAAAAAAAAAADAAAAA AAA AAS AAA AADAAAAASAAAA A HK Here are the skies all burnished brightly, Here is the spent earth all reborn, Here are the tired limbs springing lightly, To face the sun and to share with the morn In the charm of the dew and the cool of the dawn. Ve eee UN VO NU ee Every day is a fresh beginning, Listen, my soul, to the glad refrain, And in spite of old sorrow and older sinning, : And puzzles forecasted and possible pain, Take heart with the day and begin again. Susan Coolidge. KKKKKKARAS BRR RR RKAKKKAAAKA AAR AKIRA ER IAA AIRE AAAI DAAR IAA IAAI ISASIIA AISA SDA AA ISAAS AAAI ISA ISSSISISSISSSISSSSADSSSSSSASC eee ee ee ee ee POP VEO VV Ve Ve Ve Ve We The Name on the Sack ts 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 :” >t 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. Sales Offices Commercial Savings Bank Bldg., Grand Rapids, Mich. General Offices and Plant Newaygo, Mich. Citizens Long Distance Service Reaches more people in Western Michi- gan than can be reached through any other telephone medium. 19,000 telephones in Grand Rapids. TELEPHONE | a=? Connection with 150,000 telephones in Tf iy ’ magypaE Detroit. USE CITIZENS SERVICE CITIZENS TELEPHONE COMPANY WE HAVE CREATE THE DEMAND Everybody, everywhere has been taught by extensive advertising that:- Franklin Package Sugars not only represent the standard of purity, but the packages mean cleanliness for the house- wife. and a big saving to you, because:- No Overweight. No Waste. No Expense for Bags, Twine and Labor. The Franklin Sugar Refining Company PHILADELPHIA ‘‘A Franklin Cane Sugar for every use’’ Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup Franklin Golden Syrup Order er | Franklin Tea Sugar qayNTqIT CRANULATED} WS Foe to Cathartics Doctors declare that the drugs people take to relieve constipation are the very cause of it. Fleischmann’s Y east is a corrective food. Every little tinfoil package is rich in the elements that increase the action of the intestines and rid the body of toxic poisons. Protect your customers against so-called “yeast tablet” preparations by recommending FLEISCHMANN’S YEAST. It’s fresh. Get your customers to place a standing order. The Fleischmann Company and Red Hen Brands are Real Pure -i a | New Orleans fimorreprcirs ter Molasses “Se 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 Distributed by ALL MICHIGAN JOBBERS Packed by OELERICH & BERRY CO. CHICAGO, ILL. a ele ia all cstaatinan "pam spe. tcc. ca: 5 ane ann a “ ' aR ee aR ADESMAN Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, MARCH 15, 1922 Number 2008 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. E. 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; tssues a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old 50 cents. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. THE EDISON QUESTIONNAIRE. The questionnaire on money which Thomas Edison has sent to a selected group of bankers and economists has the familiar ring of the series of prob- lems which college instructors are wont to present to their classes in elementary economics. His idea of a new kind of currency secured by staple commodities stored in Govern- ment warehouses is not at all orig- inal. The first English settlers in America at Jamestown were com- pelled to resort to a similar expedient some three centuries ago, when on account of the scarcity of specie they stored their leaf tobacco in ware houses and used the receipts as cur- rency. Mr. Edison believes that such a device would enable the world to get away from the gold standard and to adopt a standard based on com- modities of “real value.” He would limit the issue of certificates to 50 per cent. of the value of the com- modities, such value being based on their average price during the pre- vious twenty-five years. It so hap- pens, however, that these average prices would be gold standard prices, or the value of the commodities in terms of gold. With such a measur- ing stick it is evident that the new currency system would not get very far from the gold standard after all. Tn assuming that commodities have “real value” and that gold does not Mr. Edison has fallen into an error quite common among persons unread in economics. He confuses value with usefulness. Gold has relatively little usefulness and if it were demonetized it would have still less, is the implica- tion in his questions. The conclusion from such a premise would be that the gold standard is a highly artificial device. Such an assumption, ~ how- ever, does violence to the true con- ception of value, and it further ig- nores the facts of economic history. As every student of elementary eco- nomics knows, various commodities much more useful, but less valuable than the precious metals have been employed as money in the past cen- turies, but the outcome in every case has been the inevitable replacement of the baser materials for gold and silver, if these were procurable. The Edison questionnaire only opens up discussions that are heavy with an- tiquity. STATUS OF COTTON MARKET. A firmer market in Liverpool and freshets in certain of the Southern Sates helped, during the last week, in supporting the quotations of cot- ton on the exchanges. Factors work- ing the other way were the strikes in the mills and the curtailment of pro- duction both here and abroad, to say nothing of the political rumpus in India, to which so much of British cotton goods goes. The situation in Eastern mills is regarded as something of a crisis in the industry. Back of the matter of wages and hours is the old contention that mills in certain State sare at a disadvantage when compared with those in other sections. It is not only a competition between Eastern and Southern mills, but one between the mills of one New Eng- land State and another. Sometimes there are special advantages which en- able a mill with larger labor cost to overcome ‘he drawback of competing with one better favored in that re- gard. But that rarely happens in the case of staple fabrics turned out by automatic looms. Judgment and effi- ciency of management count, of course, but something else is often needed to put conditions on a parity. The goods market is affected by the uncertainties of the situation, and buyers show reluctance 'o order ahead until it is apparent that prices are more stabilized. Gray goods have tended to decline in price and the purchasing of finished fabrics, except certain specialties, is rather halting for the moment. Knit’ed wear, busi- ness shows signs of some activity for immediate uses while lagging some- what for Fall. More is reported do- ing in certain lines of hosiery. THRESHING OUT PROBLEMS. Periods of business depression al- most invariably give rise to move- ments that are referred to in the press as campaigns of education. The de- pression of the nineties precipitated the free and unlimited discussion of the free and unlimited coinage of sil- ver. In the last year and a half the country has been enlightened with re- gard to index numbers, the business cycle, stabilized’ dollars, and a few of the intricacies of foreign exchange. As symptomatic of this educational move- ment may be cited a joint debate re- cently held in a small town in Ne- braska to which attention has been called by one of our correspondents. The debaters were to discuss the rela- tive merits of the existing methods of marketing grain and of direct market- ing by farmers. The champion of di- rect marketing was a salaried repre- sentative of one of the farm organiza- tions and according to the correspond- ent his “failure to understand the dif- ference between speculation and ma- nipulation caused him to lose out two to one in the decision of the judges.” There were over 2,000 “paid edmis- sions” and “a thousand or more were unable to get in the church. The money went to the public library fund.” The gruelling nature of the contest may be judged by the remark that at the finish the losing debater “was a nervous wreck and his wife fainted.” SALARIED MAN’S CHANCE. With living costs down nearly a fourth from the 1920 peak, the sal- aried man and, for that matter, all persors with fixed incomes derived from investments, are enjoying more purchesing power than at any time since the armistice. Living costs are still over 50 per cent. above the level of July, 1914, accordng to the index number of the National Industrial Conference Board, and they stand now at approximately the same point as in the middle of 1918. Neverthe- less, in spite of the hardening of wholesale prices, the decline in the cost of living was still in evidence in February. As salaries are not so sen- sitive ‘to changing industrial condi- tions as are daily wages, they have not been so widely readjusted to lower price levels as the latter have been, and salaried individuals are now enjoying some advantages that go to counteract the troubles they encoun- tered when living costs and wages were soaring while their compensa- tion was but slightly increased. What is true of the salaried folk is even more true of individuals who are de- pendent on incomes from bonds, mortgages and other long-term in- vestments. Bondholders not only now enjoy incomes of increasing pur- chasing power, but the market value of their securities has also been steadily increasing. Real Golden Chimes. In the Mexican State of Sonora, on the headwaters of the Rio Mayo, is the ancient mining village of Tyopa, which in early days was famous for the sweet-toned bells cast there from copper procured in the neighborhood. It was from Tyopa that chimes of bells were obtained for many missions on the Pacific Coast, and from the same source came bells that were hauled by ox teams across the desert to mission settlements in Arizona and New Mexico. There was one such settlement at Sitka, Alaska, establish- ed by Franciscan monks, which got its chime of bells from Tyopa. Some of these bells are still in ex- istence, their tones as sweet as ever. Many of them have been melted in latter days for the gold and silver they contained. The sweetness of their music, in fact, was due to the circumstance that about 25 per cent. of the crudely refined copper from which they were cast was silver and gold. —_»+2+___- Light in a Glove. An electric glove is the invention of Frank Hodous, of Enderlin, N. D. It carries a small but brilliant in- candescent lamp, for reading or writ- ing in the dark, or for signaling. The lamp is energized by a little battery which may be hung by straps from the neck of the person using the contrivance, beneath his coat. A base-panel of insulated material, serv- ing as a support for the lamp, is riveted to the back of the glove. From it a cable containing wires connects with the battery, and the same wires extend to contact-buttons at the ends of the forefinger and thumb. Thus the wearer has only to bring the forefinger and thumb of the glove together in order to make the lamp glow. But to obtain continuous il- lumination for reading or writing, he adjusts a little switch in the base- panel aforementioned. —_—__+<-+____ The price of farm products con- tinues to be the chief topic of dis- cussion in business circles. Whether or not wheat can touch $1.50 again, as it did about a fortnight ago, and whether cotton can hold at 18 cents are ma‘ters on which opinions differ. In financial circles the movement of farm prices is being viewed from an- other angle, namely, that of its rela- tion to the prospects for cheaper money. While the money market has been growing easier for some months, a condition that would have been characterized in the pre-war days as cheap money has not yet developed. Such cheapening as has occurred has been coincident with a condition of slackened business. With the stimu- lus to trade that may come with higher prices for cotton and grain, there will come a greater pull on financial centers for additional funds. It is possible that this may check the tendencies that have been working towards easier money conditions. The matter thus acquires a two-fold interest for the business man. Na- turally, he desires to see an increase in the purchasing power of the agri- cultural producers, but he is also in- terested in getting easier money con- ditions. The next few weeks may demonstrate whether he will be able both to have his cake and to eat it. in nciananoononnn nena enenanenoneerennitiat 2 Proceedings of Grand Rapids Bank- ruptcy Court. Grand Rapids, March 2—On this day were received the order of reference, schedules and adjudication in bankruptcy in the matter of Claude W. Fuller, Bank- rupt No. 2060. The matter has been re- ferred to Benn M. Corwin as referee in bankruptcy. The bankrupt is a resident of the city of Muskegon. No information as to the occupation of the bankrupt is given in the schedules. The bankrupt lists assets in the sum of $959.60, of which-the sum of $250 is claimed as ex- empt, and liabilities in the sum of $778.03. Most of the assets of the bankrupt con- sist of debts due him on open account, therefore the assets are of a doubtful character and the court has requested funds before calling the first meeting of creditors. When such funds have arrived the date of the first meeting of creditors will be noted here. A list of the creditors of the bankrupt is as follows: B. Ginman, Muskegon __~-----~-~-$100.00 L. Freye, Muskegon ----_--- . 25.00 King Clothing Co., Muskegon __-~ 25.30 Mueler Bros. Art Co., 75 Chicago 28.10 Cae Muskegon as Store, Muske ‘gon. oo. -50 P. J. Koahl, EK. Hulbert, Curtis Tire Bridgeport Coach Lae e Co., Cleve- SO ue 4.66 3ush Hardware Co., Muskegon _. 55.00 A. Hanson, Muskegon — on «ee A. J. Lindquist, Muske on ee , Binhm. Muskegon _......-..__- 10:00 R. Freeman, Muskegon i So Bo Spigel May Stern, Chicago --_--_ 30.57 T. Lindland, Muskgeon ~- : _ 175.00 N. Martin, Muskegon ____- _ 46.00 Butler Bros., Chicago _____-__- ats March 2. On this day were received the schedules in the matter of Advance Brass Manufacturing Co., Bankrupt No. 2055. The schedules list assets in the sum of $28,425.16, and liabilities in the sum of $163,825.49. A list of the creditors of the bankrupt is as follows: City of Muskegon (personal prop- erty tax) __ onan 447,00 Richard C. Gillard, Muskegon aa 122.24 Osborne Mfg. Co., Cleveland __- 1,200.00 John C. Nolen, Muskegon ____-~~ 2,083.40 Air Reduction Sales Co., Detroit 56.84 Acem Petroleum Products Co., Cleveland —__- Se 0.80 Petroleum Products Co., E. Chi- earco, tad: __.. at ard Arlington Mfg. Co., Canton, Ohio 52.70 American Mutual Liability Ins. >, eos ._._..___.._._..._.... 29.69 J. eae ag -y Crucibile Co., Trenton, o. SCH SUNG a CBee SA OPE by 1 Buffalo Forge Co., Buffalo _____ .~ 490.00 Black Diamond Saw & Machine Co., Natick, Mass. _...._...___ 36.01 Chicago Crucibile Co., Chicago —- Clark Motor Transfer Co., Mus- kegon __--- 62.28 ieaunens Power Co., , Muskegon 53.29 Chaddock Ins. Agency, Muskegon 286.31 City Treasurer, Muskegon —_._~- 7.00 Dake Engine Co., Grand Haven 249.30 Drinen Roach Co., Muskegon ___ 14.50 The Egry Register Co., Dayton __ 101.61 Felt & Terrant Mfg. Co., Chi- ON 175.00 Goodyear Tire & Rubber Co., Oe CT OSS SS ia ee 85.99 Hunter Bros., Muskegon ~~ __---~~ 18.31 Hill & Griffity Co., Cleveland ____ 84.45 Howe Chain Co., Muskegon ___- 31.57 International Time Recorder Co., New Vor 423.50 Interstate Sand Co., Zanesville, 00) 184.50 Line Air Products Co., New York 959.40 Lakey Foundry & Machine Co., ROT 244.15 Muskegon Lumber & Fuel Co., BAGO 580.3 Mead Electric Co., Muskegon __-_ 174.85 Minimax Co., New York ____---- 111.00 Traction & Ltg. Co., Muskegon 3.86 Muskegon Barrel Co., —o 75.00 Norton Co., Wore ester as 28.60 S. Obermayer Co., Chicago —_~__~ 35.08 Olson Pattern & Machine Co., Muskegon . See 6.08 Walter J. Porteous, ‘Muskegon ae 40.00 Pere Marquette R. R. Co., Detroit 338.30 Rodgers Boiler & Burner Co., BISIGKEO OR R. B. Ridgley Co., Detroit ___- 99.06 Riverside Machinery Co., Detroit 150.00 Frederick B. Stevens, Detroit __ 50.00 Swar & Finch Co., Detroit ____ 29.61 Sinclair Refining Co., Chicago ~_ 912.10 Superior Sand Co., Cleveland ___ 543.77 Towner Hardware Co., Muskegon 87.41 Fred L. Winter Co., Muskegon __ 49.50 United Home Telephone Co., Mus- ern 14.10 Muskegon Glass Co Muskegon 22.28 William H. Wilson, Muskegon _. 38,99 Joseph G. Stewart, Battle Creek 1,493 ‘18 Linderman Steel & Machine Co., ORNS CIE 1,180.23 Hartman Ingot Metal Co., Chi- mare (note) 2 6,469.72 Muskegon Rag & Metal Co., Mus- ceomonm (ote) 1,000.00 Rogers Boiler & Burner Co., bo meehOron. es 00.00 Muskegon Scrap Material Co., Beer on ae ae Towner Hardware Co., Muskegon 700.90 Otto Langawell & Co., Muskegon 890.00 The Kimball Co.. Muskegon ____ 1,200.00 Peninsular Smelting & Refining o.. Demo oe 63,130.75 Busk & Mullen, Muskegon ______ 1.700.00 Gray Iron Foundry Co.. Muskegon 1,800.00 Hunter Bros., Muskegon Be ees 2,135.39 Muskegon Lumber & Fuel Co., TRRRRSCON 2 600.00 Oscar Berg, Muskegon -_-_-_-___ 1,380.00 MICHIGAN Consumers Power Co., Muskegon 439.86 Central Electric Co., Muskegon. 300.00 Continental Motors Cosrp., Mus- kegon Gueus Bliloke March 4. On this’ day “was held he final meeting of creditors in the matter of Emanuel tosenthal, Bankrupt No. 2007. The bankrupt was not present or represented. The trustee was present in person and by attorneys, Hilding & Hil- ding. Kirk 1. Wicks was present. Claims were allowed against the estate. The trustee’s report and account was con- sidered and approved. The bill of the attorney for the bankrupt and also that of the attorney for the trustee was ap- proved. Supplemental first dividend sheets on new claims were filed and a final dividend on all claims filed. An order for the payment of administration expenses was made. The final meeting of creditors was then adjourned no date. This case will now be closed and re- turned to the district court. In the matter of Edward E. Damon, Zankrupt No. 2059, funds having been provided for the prosecution of the same, the first meeting of creditors will be held at the office of the _ referee on March 14 In the matter of Hans E. Gleaser, sankrupt* No. 1995, a final meeting of creditors has been called for March 21. In the matter of Charles F. Bartlett Company, Bankrupt No. 1939, a special meeting of creditors will be held at the office of the referee on March 21 to con- sider the offer of compromise of the Michigan Trust Company, as receiver of the Farmers & Merchants Bank, in which the Farmers & Merchants Bank agrees to release any and all claims to the personal property of the estate in bankruptcy and to refrain from filing any claim against the estate, and the trustee in bankruptcy agrees to waive all claim to the real estate in which the bankrupt estate may have a_ beneficial interest. In the matter of Charles A. Arntz, Bankrupt No. 2059, an offer has been received for the assets of the bankrupt estate in the sum of $1,000 from Eli Nimz & Co., of Chicago. The assets that such bid covers are appraised at the sum of $3,959.25. The meeting will be held at the office of the referee. March 6. On this day was held the first meeting of creditors in the matter of Irving KE. Near, Bankrupt No. 2040. The bankrupt was present. but not rep- resented by attorney. E. C. Pugsley and EF. KH. Wetmore, of Hart, were present. John G. Anderson, of Muskegon, was present. Claims were allowed against the estate of the bankrupt. Earl Pugsley was elected trustee and the amount of his bond fixed by the referee at $2,000. The bankrupt was then sworn and ex- amined before a reporter. The appraisal filed was approved and allowed. The first meeting of creditors was then ad- journed no date. On this day also was held the first meeting of creditors in the matter of Albert E. Croff, Bankrupt No. 2056. The bankrupt was present in person, but not by attorney. Claims were proved against the estate. The bankrupt was then sworn and examined without a reporter. It appeared that the estate contained no assets, except those exempt to the bank- rupt, and the exemptions were* set off to him. The first meeting of creditors was then adjourned, no date. The estate will be held for a few days, pending the paying of the filing fee. On this day also was held the first meeting of creditors in the matter of Tony Schloub, Bankrupt No. 2053. The bankrupt was present in person and by attorney, Irving H. Smith. Certain cred- itors were present in person. The claims filed were then considered and allowed against the estate. The bankrupt was then sworn and examined by the referee without a reporter. There being no assets in the estate over the exemptions, the same were confirmed to him, and the estate held in abeyance, pending the filing of the statutory filing fee by the bankrupt, it appearing that the bank- rupt was working constantly and draw- ing fair wages. The first meeting of ereditors was then adjourned without date, March 7. On this day was held the special meeting of creditors in the mat- ter of Kent Fuel Co., Bankrupt No. 1994. The trustee was present in person and by attorney, G. 8. Norcross. Clapperton & Owen and kKfappen, Uhl & Bryant, were also. present. Several additional claims were allowed against the estate of the bankrupt. ‘Two witnesses were sworn and examined before a _ reporter, testifying as to whether or not certain claims were preferred. An order for the payment of administration expenses and the payment of a first dividend of 10 per cent. was ordered. The special meet- ing of creditors was then adjourned no date. March 8. On this day were received the schedules, order of reference and adjudication in bankruptey in the matter of Louis H. Dolan, bankrupt No. 2063. The matter has been referred to Benn M. Corwin as referee in bankruptcy. The bankrupt is a resident of the city of Grand Rapids and is a clerk. The sched- ules of the bankrupt list assets in the sum of $9,774, of which the sum of $1,700 is claimed as exempt to the bankrupt, and liabilities in the sum of $9,608.65. From the fact that the assets of the bankrupt are of a doubtful character, the eourt has written for funds for the prose- eution of this case, and upon the arrival TRADESMAN March 15, 1922 of $500. The stock consists of groceries itors will be called and note of the same and grocery furniture and fixtures, all made here. A list of the creditors of located in Hart. The inventory shows the bankrupt is as follows, all located at the assets appraised at the sum of $1,- Grand Rapids: 867.42. The sale will be held at the HH. #H. Jordan, (chattel mortgage) ve 00 oflice of the referee, in the city of Grand John Coffee 410.00 Rapids at 2 p. m., March 21. The in- of the same the first meeting of cred- Jou Drexer 220 "173.43 ventory may be seen at the referee’s Wiliam VanKorallar __..-.___..__ 168.00 office. Grand Rapids iaitry 0, Jo. 93.49 i ~—————— Sanitary Milk Co. ---------------- Proceedings in St. Joseph Bankruptcy Houseman: & Jones Wurzburg’s Dry Goods Court. H. Van Herder & Son St. Joseph, March 6—-Walter F. Clem- Hi. Grooters onto --- 32. ents and Edgar B. Pauley, engaged in Bardwell & Rugling ___ the jewelry business at Benton Harbor Madison Square Market under the firm name of Clements & Grand Rapids Herald Pauley, filed a voluntary petition and Dr. Baribeau tm se tt iS ho were adjudicated bankrupt and the mat- Zena Grocery _ 0 ter was referred to Referee Banyon, w:o Dr. Irwin ~__ eee ee a. was also appointed receiver. The fol- Dr. S. O Bricn lowing are scheduled as creditors: Perry Nichols St, Marys tcspital Service Uarage _....__.<. A. K. Material & Supply Co., -00 South Bend ~ 50 §. Glickauf & Go., CMiCazO 2 2 Noe ee Foster, | Stevens Co. 28 Hart Jewelry Co., Chicago —_____ Ray Watkins ~-- 22-2 - === === - 62 Hiram A. Jacobs, Minneapolis Wealthy Avenue Florist ~._..___-- 50 Hicin Bros. Co., Cincinnati ___-. 923.12 Geo. F. Cornell & Son i 50° Morris Levi & Co., Carl Schroeder 2... (9 Mabie, Todd & Co., Nicastro ._. Chicago _. 3 vo. > 3s ie i. 8 aes oo. i > 7. » 3. 2. 8. Powers & Butler -_____- 65.00 . H. Pudrith & Co., Detroit ___ 325.46 Geo. &. Sate 23.99 Strause & Strause, Newark _____ 200.50 Strong Electric CO. a, 17.638 White, Wile & Warner, Buffalo_. 238.00 CoB & Miecoie Co 00 M. H. Shiman & Co., New York 73.65 tiverview_ Furniture Co, -------- 232.00 Midland Optical Co., Chicago ____ 19.60 Brecon @ waaay 8 28.75 Parker Pen Co., Janesville, Wis. 92.45 Citizens Telephone Co, _--._.___ 9.42 Penj. Allen & Co., Chicago ____ 29.80 Singer Sewing Machine Co. ~___--- 50 Otto Young & Co., Chicago- ____._ 125.65 Tneodere Wiliams oo 10.00 Hodge Mfg. Co., New York ____ 70.43 A. Julian Wan GBinkeistein Lee’s Pharmacy -- Dan O’Brien G. th, T. G. Haskes & Co., Corning, N.Y , M. M. oe bee . CG & &. Sidewalk Co. a Brewster, New. York _____ Marshall, Chicago __._... 235 Farmers & Merchants National J. J. Hoey ---_____________________ Bank, Benton Harbor _________ 500.00 A. Keller —----------------------— 10 Herald-Press, St. Joseph _______- 16.80 Mrs. Bowman 2. 8.15 Spielkaker & Sons Garage —------- 24.53 Brummewr Van Strem —.-_____ 1.25 Men’s Union Suits Popular Prices Write or Wire Grand Rapids Knitting Mills Grand Rapids, Mich. ) Ora Chadwick 5.00 March 10. On this day was held the GRAND RAPIDS special meeting of creditors in the matter ! rupt No. 2001. The trustee was present in person. No bidders were present. The meeting was called upon the offer of the Kerry & Way Lumber & Mfg. Co. Manufacturers rupt located at Strongs for the sum of $15,000. No other offer was received, so of the sale was confirmed to this party : for $15,000. The meeting was then ad- High Grade In the matter of Charles A. Arntz, Bankrupt No. 2058, an offer has been received by the receiver from Eli Nimz & Co., of Chicago, in the sum of $1,000 estate inventories as follows: Stock of shoes, etc., $38,563; fixtures, equipment and furniture, $396.25. An inventory of the property is on file at the office of the interested. The date of sale has been fixed at 3 p. m., March 16, and all in- terested should be present at that time. The sale will be held at the office of In the matter of Irving E. Near, Bank- rupt No. 2040, an offer has been received from B. A. Vrieling, of Grand Rapids. rh lity that the housewife or th baker to ask for it th d time 1 tained of Michigan Forest Products Co., Bank- KNITTING MILLS to purchase all of the assets of the bank- journed no date. for all of the assets of this estate. The at referee and may be seen there by those the referee in the city of Grand Rapids. Flour ° ‘ : in RED STAR Flour. JUDSON GROCER CO. GRAND RAPIDS MICHIGAN ' ! 3 : } j j ' ! 3 : } j j March 15, 1922 MICHIGAN TRADESMAN 3 Courier, Comma 2.000200. 3. 8.00 $4,033.18 Assets. Stock in. trade 2200 $2,000.00 Carriages and other vehicles ___ 300.00 Machinery, tools, etc. —....._.__ 00.00 Debts due on open accounts ____ a i 80.0 Property in reversion ~__-______ $2,771.24 March 7. In the matter of William M. Traver, bankrupt, at Hartford, George R. Dater, the receiver, filed bond in the sum of $25,000 and the same was ap- proved by the referee. Mr. Dater filed a petition for the appointment of ap- praisers prior to the first meeting of creditors. An order was made by the referee, appointing Loomis K. Preston, of St. Joseph, John TT. Wilkinson and Paul F. Richter, of Hartford, appraisers. First meeting of creditors will be held at Hartford on March 27. March 8. The adjourned first meeting of creditors in the matter of Vernon R. McFee, bankrupt, was held at Kala- mazoo and the examination of the bank- rupt for the purpose of discovering assets continued; also George W. Perrin, trus- tee under the trust mortgage. Trustee filed his report of exempted property and after the allowance of claims the meet- ing was adjourned for thirty days. March 9. In the matter of Earl Marcy, bankrupt, of Kalamazoo, the first meet- ing of creditors was held at the latter place and’ William Maxwell, of the same place, was unanimously elected trustee, his bond being fixed at $1,000. The in- ventory and report of appraisers was considered and the trustee authorized to sell the assets of the bankrupt estate at public or private sale, as notice given to creditors by the receiver. The bank- rupt was sworn and examined by the referee and attorneys present, testimony to be transcribed and filed. The meeting was thereupon adjourned at the same place to March 14. In the matter of Louie J. Bressin and Roscoe D. Schad, as co-partners, and Louie J. Bressin, individually, bankrupt, of Allegan, the adjourned first meeting of creditors was held at Kalamazoo and the trustee’s second report and account were filed. On the hearing of the Hazel- tine & Perkins Drug Co. to the claim of Jennie B. Fouch as a secured claim in the sum of $2,116.78, an order was entered disallowing the claim as a pre- ferred or prior claim in the distribution of the bankrupt estate. The meeting was further adjourned to April 8 at the referee’s office. March 10—In the matter of the Palace Lamp Co., bankrupt, at Benton Harbor, the adjourned first meeting of creditors was held at the referee’s office and the trustee was directed to file his first re- port and account. The inventory and report of appraisers was considered and an order made directing the trustee to sell the assets of the bankrupt estate at public sale. The examination of Robert kK. Witz, president, and the other officers of the bankrupt for the purpose of dis- covering assets was continued to March March 11. In the matter of John Van Dyken, bankrupt, of Kalamazoo, an or- der was entered directing the trustee to file his final report and and account for the purpose of calling the final meeting of creditors, to declare a final dividend and make payment of administration expenses. The final meeting of creditors will be called within twenty days. —_—_--22—___ Six Cylinder Came (Into Existence. El Cajon, Calif., March 8—When I went with Pierce-Arrow and discov- ered that a six cylinder, properly made, was really a better power plant for an auto than the then popular four, I wanted the concern to drop the four and come right out in the open and fight it out to a finish. This, of course, meant an open fight with Packard, which had endorsed the four and had left no loophole to back through. The Lelands had also com- mitted the Cadillac to a four cylinder policy, as against the six. Being con- vinced, personally that Pierce-Arrow had demonstrated the superiority of the six, by trying to beat it with a four made as carefully as a six, and finding the six gaining steadily in the esteem of its users, I felt it a perfect- ly safe proposition to plunge right in- to it without reserve. I felt we were compromising ourselves by making a four at the same price, when we all knew the six was a better car. I failed in my efforts to convince more than two of the five directors, but so sure was I, and so sure was our Philadlephia agents, that I made up my mind to put it over through the press. and find some way to reimburse my helpers. So I resorted to the space writers. I got a member of the Philadelphia dealers to “find the man who could do it.” They found him on one of Philadelphia’s big dailies. I How the never was sure who it was, but I’ve always thought it was George M. Graham, who afterwards succeeded my successor in the P-A as sales ex- ecutive, now a Vice-President of the Chandler. I wrote pro and con stuff on the merits of four, as compared to six, never once mentioning the name of a car. For six months my mail contained a mass of letters ask- ing our opinion on the subject. This decided interest convincéd all our directors, who had in the mean- time come over to my side, and they agreed to make two less models of four and to get all four orders deliv- ered first, and leave it to me to steer future buyers of fours to the six of corresponding price. The result was that I sold but one four more than I could supply, and that customer was satisfied by getting a good friend to release his four, and take a_ three months’ later delivery of a six at the same price. At the end of six months, Packard knew thev were beaten, but they were stubborn, and six months later they announced, prematurely, a six at a price under $3,000, against our six of same size at $4,000. This move held hundreds of their customers who were on our prospect lists. The first Packard six was a lemon. So we scored again. By this time the Le- lands discovered they, too, were licked if they wished to stay in the better class to which they were aspiring. Leland-like, they passed up the six and went to an eight, rather than ad- mit wrong judgment. The Cadillac then made a bad move in adopting the duplex axle, in hopes of overcom- ing the shortcomings of the four. This cost Cadillac their profits for one year and got Leland in bad with Durant, so they were confronted with a choice of a cheaper car in a four which would conflict with other Gen- eral Motors units, or a six at over $2000 to meet Packard competition, or an eight in a field by themselves. They took the latter. Their first year they again lost money, but they won out, thanks to a lot of loyal dealers and owners. Probably no other con- cern could have put over an eight at that time. Packard did not dare try iE. In the meantime the P-A grew in size and reputation. We lost nothing in overstock of fours, thanks to my propaganda, and ability to write con- vincing letters in following up those enquiries. I suppose Packard and Cadillac had similar enquiries, of course, but I knew they could not put up an answer such as [ could for two reasons: First, they were on illogical ground and were compromised; second, I knew they had no man whom I could not lick to a standstill when it came down to that game. I never in my life had so much fun as I had in putting over that six cylinder propaganda. Of course, I realized that it was the psychological moment for it. To my mind this was my greatest achievement during my com- mercial life. But the disappointment came in getting no credit for it and mighty little compensation, compared to what it earned. Now you know why Pierce-Arrow won. J. Elmer Pratt. ———_>2.>—____ Sweetest Things of Earth. What are the sweetest things of earth? Lips that can praise a rival’s worth; A fragrant rose that hides a thorn; Riches of gold untouched by scorn; A happy little child asleep; Eyes that can smile, though they weep; A brother’s cheer, a father’s praise, The minstrelsy of summer days; A heart where never anger burns; A gift that looks for no returns; Wrongs overthrown; pain’s swift release; Dark footsteps guided into peace; The light of love in lover’s eyes; Age that is young as well as wise; An honest hand that needs no ward; A life with right in true accord; A hope-bud waxing into joy; A happiness without alloy; A mother’s kiss, a baby’s mirth— These are the sweetest things on earth. Emma L. Dowd. may —— — -S- P Keen ears and eyes are of as much importance as an active tongue. Barney Langeler has worked In this Institution continu- ously for over forty-eight years. Barney says— Business is better. week and a number of ifems are advancing. Buying is quite general among the good merchants and, by golly, it seems good to have business going again at the old pace and all of us busy getting out the orders fo help maintain our reputation as prompt shippers. ORDEN GRAND RAPIDS—KALAMAZOO—LANSING THE PROMPT SHIPPERS There have been few declines this (;ROCER COMPANY 4 MICHIGAN TRADESMAN March 15, 1922 MOVEMENT OF MERCHANTS. Muir — Hercules Rice succeeds Harold Stott in the grocery business. Edgerton—A. W. Nichols succeeds FC. Bemis in the grocery business. Charlotte—Smith & Van Auken have engaged in the shoe business. Charlotte — Smith 3ros. succeed Page & Lamb in the billiard parlor and bowling alley. Homer—Russell ceeded in the bakery Linton & Goodwin. Benton Harbor—The Edwards is. suc- business by 3enton Tran- sit Co. has increased its capital stock from $50,000 to $175,000. Pinckney — Gilbert Campbell will open an ice cream parlor and con- fectionery store March 18. Grand Rapids—Geglio & Ross will open a restaurant at 750 Division avenue South, about March 20. Ithaca—C. H. Rason has sold his bakery to Carroll Betts, recently of Alma, who has taken possession. Detroit—The Michigan Shade Clean- ing Co. has changed its name to the Michigan Shade and Rug Cleaning Co. Pewamo—A. V. Janderman has en- gaged in Worden stock. De‘roit—The G. A. Ingram Co., dealer in physicians supplies, has in- creased its capital stock from $20,000 to $50,000. Kalamazoo—The Rose & Halpert Tire Co., 123 North Rose g‘reet, has increased its capital stock from $10,- 000 to $20,000. Adrian—Russell former- ly engaged in the bakery business at Homer, has engaged in a business here. Ypsilanti—Thieves entered the store of the C. & A. Baking Co. and carried away the contents of the cash register and some stock. Escanaba—L. K. Edwards, Inc., au- tomobile accessories, supplies and gar- age, has increased its capital stock from $50,000 to $60,000. Sunfield—George Triphagen has sold his grain elevator to Smith Bros., Velte & Co., conducting a chain of elevators throughout this section. Detroit—The Brownie Stores, 2467 Grand River avenue, his increased its capital stock from $100,000 to $500,- 000 and 50,000 shares no par value. Evart—C. A. Preston, recently of Foster City, has purchased the stock and store fixtures of the McGowan Hardware Co., taking immediate pos- session. Sturgis—David Sie nea 7. . asso hair weave all-overs. Maren 15, 1922 children than the city. We believe that business men will seek out such men and transport them to their farms in preference to depending on transient single men, which neces- sitates a boarding house on every big farm, in addition to the families of men employed by the year. Small farms operated by tenants have in the past largely resulted in de- terioration of fertility, buildings and fences, because of a succession of tenant farmers who seek to get as much out of the farm as possible with- out returning anything. Owners of big farms will pay strict attention to maintain or increase fertility and keep everything in repair for their own profit and pleasure. Therefore we may expect greater production per acre by this method, even if not as much output per man. Look at it as you may, syndicate farming, if that be the proper designa- tion, should be better for the general public than tenant farming. It will provide permanent homes for many farm workers who would otherwise be changing from place to place as tenants or seeking work in cities. E. E. Whitney. —_+7>—____. Hat Body Materials. Imported materials for use in mil- linery stress include either Milan or These are sell- ing here in large quantities, according to the bulletin of the Retail Millinery Association of America, but there are American variations of the established Parisian mode that are even bigger business items than these. “Silks, crepe weaves and body hats are thriving right now,” the bulletin goes on, “with every indication that they will prevail for the entire Spring and Summer seasons. Moire and taf- fetas are particularly strong, with some satins and a great deal of the heavier Chinese textures also wanted. In fact, it is thought in some parts of the trade that there will be a reversion to the all-fabric models of last Sum- mer before long. The prevailing vogue for body hats, however, offsets this. All-fabric hats will be worn, of course, but they will be confined to the sports category. Stitched stripe effects and tweed homespun ‘trotteurs’ will sup- ply this need. “Candy cloth, visca hair glace and cellophane are selling for use in med- ium-priced millinery. In fact, the vogue for such shiny materials as cire, hair and cellophane is again very active. Even trimmings are glossy enough to reflect the sun’s rays. “Among the body hats may be men- tioned those made of the hitherto in- active Ramaja, Italian husk, yedda and tagal, and the oat and cocoanut straws that are receiving much atten- tion this season, both at wholesale and retail. In addition to these are the standard Neapolitan, timbo and Milan effects. Rough weave body hats, bas- ket weaves and fancy blocked hoods are also coming in for much promin- ence in the salons where style counts and clients are numerous.” —_>+>—___ Scatter your flowers as you go along, especially in the lives of those in whose gardens the flowers never bloomed. Nothing will give you great- er satisfaction. MICHIGAN TRADESMAN Official Report of Flint Dry Goods Convention. Lansing, March 14—We wish to be brief in our comments regarding the Flint convention, but there are so many fine and favorable things tha: can be said that our efforts to be brief may not be entirely successful. We will, however, make the effort. The co-operation of the merchants of Flint, under the leadership of the chairman of our Program Committee, Glenn R. Jackson, was splendid in every way. They did not brag or bluster, but they were there all the time to do their part pleasantly, quietly and effectively. It is a great pleasure to work with a man like Mr. Jackson, who works quietly and with such definiteness. To mention each and every one of the Committee would be ‘only justice, but would require more time and space than we wish to devote in this bulletin. Equally fine in every way was the treatment we received at the hotel. True, the cost of the rooms was a little high, but the manager, a re- fined and courteous gentleman placed the hotel, with its beautiful ballroom, at our disposal and did everything we asked and did it cheerfully and promptly. I can very cheerfully recommend to our friends among the merchants that the Hotel Durant is a delightful place to go. We ask those who were there to speak to their brother merchants who were not there and tell them of the good things which *‘hey missed. It is not possible in a bulletin to discuss these addresses. The address of our President, J. W. Knapp, and the ad- dress of T. L. Blanke, are printed in full in the Tradesman of March 8. Extra copies may be obtained on re- quest. We were favored by the pres- ence of W. H. Mann, of Marshall Field & Company, who spent the en- tire day with us. The address by the representative of Babson’s Statistical Organization, also the address bv the representative of the Schreffler Store Efficiency Co., was very much ap- preciated. The program went through prac- tically on schedule time, as previously outlined in the printed program. Moses Rosenthal, of Flint, was in charge of the experience meeting and smoker. Messrs. French, Divine, Parker and Affeldt each accredited themselves well and the convention was very much instructed by the in- teresting address by our fellow mem- ber and former Vice-President, John C. Toeller, of Battle Creek, who spoke on ‘the co-operation of farmers and merchants. One of the real features of the, meeting was the address by Mr. Holler, of the Flint Chamber of Commerce. Both the Schreffler and Toeller papers will appear in this week’s issue of the Tradesman. In later bulletins we will discuss, as occasion requires, the recommenda- tions of the Committee on Standard- ization of Order Blanks, Patterns and Insurance. These are purposely omit- ted at this time, as further data is to be collected. The Committee on Resolutions, con- sisting of F. E. Mills, of Lansing, H. J. Mulrine, of Batile Creek, E. S. Knox, of Port Huron, and E. J. Krausmann, of Detroit, worked faith- fully to prepare a set of resolutions to reflect the sentiment of the conven- tion. These resolutions are as fol- lows: Resolved—That we recognize the need of greater co-operation between the farmers and the merchants as desirable to both and that a better understanding of the problems of each other might bring more cordial relations. We recommend ‘that our President, First Vice-President and Manager be appointed a committee to work with committees already in ex- istence in problems of mutual interest, and we recommend whereever pos- sible the establishing of community centers such as has been operated so successfully at Battle Creek. Resolved—That we urge upon all our members, regardless of size, the vital necessity of knowing the rate of turnover in their various stocks. The manager will furnish information on this upon request. Resolved—That this Association is unqualifiedly opposed to the further mul iplication of taxes of any kind whatsoever and respectfully urge upon all municipal, State and Federal leg- islative bodies, that the cost of gov- ernment be kept down and that pres- ent burdensome taxation be speedily lessened. We endorse the construc‘ive poli- cies as advocated by our Secretary of Commerce and object most strenu- ously to the political anti-business ac- tivities of the Attorney General of the United S‘ates. Resolved—That we urge publicity in stores and advertisements, “Con- sult your banker before you make any investment.” Resolved—That each member of this Association always so conduct his business in the interest of the pub- lic whom he serves that confidence in every retail distributor of merchan- dise wherever located shall be im- mediately and fully restored. Resolved—We express our great appreciation for the fine spirit of hos- pitality shown us by the merchants and citizens of Flint. Resolved—That we mourn deeply ‘he passing of our fellow merchant, J. W. Ippel, whose funeral is being held today at Saginaw. His city and this State have lost a fine citizen, loyal, generous and kind. We extend to his wife and family this word of ap- preciation and our heartfelt sympathy at this time. Resolved That we endorse the change in election of President, Vice- President and 2nd Vice-President, as outlined in Bulletin No. 13, Series 7, issued February 8, 1922. This gives wider latitude in choice of capable men for leaders of this Association. Resolved—That we commend the work of the Committee on Order Copy Blanks and the chairman, Mr. Cook, and suggest tha‘ final action be taken at our Fall meeting and adopt tentatively the plan now before us. Resolved—That we commend the work of our Pattern Committee, es- pecially their uniting wih many other states in this work. We urge the need of a final report at our Fall meeting. Resolved—That we recommend our Legislature limit the size and weight of trucks and loads to be carried over our highways. We further suggest the feasibility of a charge to common carriers. : Resolved—That we recognize the need of the teaching of salesmanship, standard store methods, textiles and merchandise in our public schools. Resolved—That we discourage the use of so-called value-smashing and half-price sales as an advertising abuse and that we urge upon our members the great need and desirability of clean and common sense me‘hods of ad- vertising. Jason E. Hammond, Mer. Mich. Retail Dry Goods Ass’n. ——_o. 2 ____- Wealth of Water Power. America not only leads the world in its wealth of hydraulic horsepower, but is ahead of all other nations in the proportion of energy it has thus de- veloped. Despite the progress of hy- draulic engineering in recent years and the completing of many notable projects, the latent wealth of the country in horsepower has scarcely been touched. It is surprising to find that the British Empire thus far has only developed 5 per cent. of its lat- ent power of this kind. In European countries where the population is great and the need of power often im- perative, only 18 per cent. of the avail- able power is utilized. In the United States over 20 per cent. of this power is available. The figures are especially significant in view of the serious coal shortage 7 from which all the world has been suffering. It is surprising to find in many countries where factories stand idle for lack of fuel, and serious un- employment exists as a result, that scarcely one-fifth of the available hy- draulic power is utilized. In other words, the immense hydraulic wealth of the United States may be increased 500 per cent. The total hydraulic horsepower of the United States is estimated at 32,- 000,000, of which 6,500,000 has been developed. The total hydraulic power of the British Empire is 60,000,000, but only 3,000,000 horsepower of this vast total is utilized. In other words, the United States, with one-half Great Britain’s hydraulic wealth, avails it- self of twice as much. We read of the dams on the Nile and in India, but, curiously, Canada develops 72 per cent. of the total hydraulic power of the British Empire, The total available horsepower of Europe is estimated at present at 47,- 000,000. = This includes the power latent in Italy, Switzerland, Spain, Austria, Hungary, France and Nor- way. Of this total some 8,450,000 horsepower has been developed. These figures are especially surpris- ing since it is commonly supposed that Norway, which boasts the best hydraulic engineers, and France, which prides herself on her economies, should add so little to the total. Al- though Europe has been at work much longer than the United States on these problems, and thas much greater latent wealth than America, she avails herself of less of this power. The combined hydraulic horsepower of the United States and Canada is 50,000,000, or slightly more than that of Europe. The power developed both in the United States and Canada, again, is slightly greater than the grand total for all of Europe. The percentage of power developed is, then, about the same in North America and Europe. The British Empire, apart from Canada, cuts a poor figure in these totals. Leaving out Canada, the power utilized by Great Britain in proportion to her re- sources is far below that of other countries. The possibilities of future wealth in the United States in this respect are amazing. In a single month the total output of water power for the country was 1,226,770,000 kilowatt hours. In- cidentally, California produces twice the hydraulic power of New York. By developing such natural resources, this wealth, it is encouraging to re- member, may be increased more than 500 per cent. — ++ > Reindeer Meat From Alaska. Alaskan reindeer meat has become a factor in the game and meat trade and it now appears on the bills-of-fare of leading hotels and _ restaurants throughout the United States. Nothing but altered bucks are used and they are produced especially for table pur- poses. This reindeer meat bears the same relation to average deer meat as the capon does to ordinary roasting chickens. Carcas sales are at 35c per pound, the weights running from 160 to 190 pounds apiece. The deer is shipped with the hides still attached, 8 WORKING BACK TO NORMAL. Salient and striking features are hardly expected in business at a time like this when the progress made is gradual and, often, almost impercep- tible. The decks are not yet com- pletely cleared of the wreckage due to deflation, as is evidenced by the still too long list of bankruptcies. The strain on credit continues, al- though with constantly greater relief. The struggle is continuing, also, for a reduction in the cost of production so as to turn out products at a low enough price to commend them to the consuming public and so induce larger sales, thus enabling mills and factories to run more nearly up to capacity than they have been doing. Other disturb- ing factors, like the threatened strike of the coal miners with what that im- plies and the uncertainties of tariff legislation, loom up to help unsettle conditions. These are all, however, acute, not chronic; temporary, not permanent. As in the case of bodily ailments, the tendency is to return to a state of health, which occurs as soon as the disturbances are removed and nature is allowed full sway. In busi- ness the worst that could take place has come and gone. The fever is over and convalescence has set in. Occasional relapses are only what was to be expected. Full strength will come with time, intelligent and sus- tained effort, thrift and the avoidance of needless waste. The usual indices of business re- covery are clearly in sight and are emphasized by other considerations, notably the rapid advance which has occurred in prices of farm products during the past two months. This substantial rise will necessarily have the effect of increasing the farmer’s power to pay his debts and enlarge his purchases of other merchandise; more especially so when the higher market value of what he has to sell is not accompanied by a rise in what he has to buy. It may safely be taken for granted, then, that something of trade revival is at hand. The ques- tion remains as to its extent. The process of readjustment of trade, credit, prices, supply and de- mand, production and consumption, after all of them had been thrown so wildly out of balance by the extrava- gances of 1919, may not yet have been completed. Individual losses from the collapse of that year’s ex- periments, along with the widespread unemployment and the shrinkage in Europe’s purchases of our goods, have greatly curtailed the people’s actual buying power. On the other hand, it must be remembered that such ob- stacles to business revival have al- ways existed in the year or two after every financial crisis and have never- the less disappeared when the real momentum of recovery was under way. It has been invariably discov- ered on such occasions that the latent buying power of the community had been underestimated. The actual wealth and purchasing capacity of the people, grossly exaggerated in periods such as 1872 and 1906 and 1919, are kept to be quite as much misjudged in the opposite direction during the subsequent periods of reaction. Event- ually, a sudden stimulus in the nature MICHIGAN TRADESMAN of what the markets call “return of confidence” has brought on such oc- casions results in the field of general business which took even the mer- chants by surprise. How soon such a change will come is a matter of conjecture. Recovery from trade reaction does not always follow the same course. The period of retrenchment, underconstruction and under consumption was sufficient to bring the country’s business abrupt- ly into a movement of rapid and spec- tacular revival a year or two after the bankers’ panic of 1907 and the general panic of 1893. After 1873 the recovery was slower and longer postponed. But in each case the natural require- ments of the consuming world, com- bined with the influence of enforced economy and accumulating resources, had the effect of causing eventual swift return toward normal business conditions. For the present, the one immediate certainty is that the tide has at least turned in financial and industrial affairs, and each successive movement which now occurs is in the direction of better things. WOOL AND WOOLENS. At London there began on Tuesday another series of auction sales of wool to last for nineteen days. In that period there are to be offered about 220,000 bales, of which 100,000 are from the pooled stock held by the British-Australian Wool Realization Association, the remainder consisting of free wools. As at the Australian sales, the prices show signs of some softening, although they are still well upheld, considering the large quantity of wool in sight. No material change has occurred in the domestic wool market. Shearing will soon be in full progress in the Southwest and, mean- while, some offers have been made for the clip in certain sections. The existence of the Emergency Tariff act tends to make growers much less yielding than hitherto. The goods market has displayed more activity in the women’s wear end, and this is by no means confined to sports wear fabrics. The trade generally showed much interest in the report made by the American Woolen Company of its operations during last year. Aside from the favorable nature of it as to earnings there were a few significant facts adverted to. One was that the company’s plant was running only nine months of the year. Another was of the abandonment of efforts to sell its products abroad, for which two reasons were given. One was that foreign buyers could get goods cheap- er in England and the Continent, which was the case even after the American company decided to make a try for the business. The other draw- back was “the rapidly increasing cost of wool in this country, due to the highest tariff on wool in our history,” which is a more obvious fact. Manu- facturing clothiers are expected to open their fall lines in about three weeks. By that time the labor situa- tion will probably have cleared and the clearance sales of retailers will be concluded. We can pull a man out of a rut, but he must go on his own power after he is out. MUST SELL ALL AT ONE PRICE. Another angle to the matter of price control has been considered by the Federal Trade Commission. Most questions of the kind have concerned the holding of jobbers and retailers to obtaining certain prices fixed by the producers of goods. The decisions made were not very satisfactory to the latter. The best they could get was an admission of their right to choose the customers they would sell to, but they are not allowed to make any agreement with the latter as to whom they must resell. A new case, however, was recently presented. As is well known, prices of many com- modities are dependent in a measure on the quantity purchased because of the discounts allowed. This has led to co-operative buying. Then, too, large retail establishments have sought to get jobbers’ prices, many of them buying more than some jobbers. Chain stores are in a class by themselves and also ‘buy in quantity. They have claimed every discount allowed and have often been able to get them—al- ways where goods were competitive in character—--because their trade was worth having. But the manufacturers, as a rule, have tried to keep up the distinction between wholesalers and retailers. When this matter was pre- sented to the Federal Trade Commis- sion in a test case recently, it decided that the manufacturer must sell his products, if they are uniform in qual- ity, at absolutely the same prices for similar quantities to every purchaser, whether wholesaler or retailer, chain store or co-operative group. And the discounts to one must be the same to all. This decision may be appealed from, but it is likely to be affirmed in such event. PERSISTENCE PAYS. Persistence pays, Look at the case of Jaffe, the principal seaport of Pales- tine, known as Joppa in Bible times, when it played second fiddle to Tyre and Sidon. Some 3,000 years ago a cargo con- sisting of cedars of Lebanon was brought into the port of Joppa. The Phoenician shipmaster who supervised the job of unloading them said at the time the harbor facilities were rotten, but he would deliver the cedars or bust, and he did. He delivered them and they were transported thirty-five miles overland and used in the build- ing of Solomon’s temple. The harbor master listened to the skipper’s com- plaint with an unsympathetic ear. Years passed. Three or four cen- turies later a Jewish prophet traveling incognito with a passport of Tarshish came down to the wharf at Joppa and engaged first-class passage on the first ship out. He commented on the ex- ecrable arrangements for handling pasengers. The captain agreed with him. He said the shipping industry had been trying for the past four or five hundred years to get something done. The incident is remembered because it later turned out that the pasesnger’s name was Jonah. Many things have happened since the cedars of Lebanon were unloaded on Joppa’s wharves and _ hauled through her crooked streets and out by the Jerusalem gate. There was the March 15, 1922 visit of the Apostle Peter, who was lodged in the house of Simon the Tan- ner, an event of such importance that they preserved the house and show it to credulous tourists to this day. There was the capture of the city by Saladin in 1187 and its recapture by Richard the Lion Hearted four years later. There was the slaughter of 1,- 200 Turks by Napoleon, who took the city in 1799, Finally in 1921 along came a party of Italian bankers. They heard the age-old complaint, and for the first time in 3,000 years it fell upon ears that were not deaf. The bankers said they would advance $7,000,000 for the work, which will make Jaffe port readily approachable for big seagoing freighters. These cannot now ap- proach nearer than three miles off the shore in stormy weather. The experience of Joppa, or Jaffe, offers the world’s best example of the value of keeping everlastingly at it. CALCULATING TURNOVER. That there is widespread ignorance among distributors with regard to the calculation of turnover, and that such ignorance is a source of incalculable loss is the opinion of the Domestic Distribution Department of the United States Chamber of Commerce. One of the most common practices in estimating the rate of turnover is to divide the cost-value of the annual inventory into the cost-value of the total annual net sales. The depart- ment points out that inasmuch as the annual inventory is usually taken in January, when stocks have been de- pleted by holiday and special reduc- tion sales, it does not truly represent the average annual value but is con- siderably below it. Using such a figure as the divisor, therefore, gives the dealer an exaggerated idea of the real rate of his turnover and may cause him to establish his mark-up on a wholly erroneous basis. Semi-an- nual inventories help to overcome this error, and quarterly inventories, in the department’s opinion, will pro- vide enough figures to establish quite reliable results. Statistics of wholesale transactions compiled by the Federal Reserve agent of New York for the Second Reserve District show that in January, 1922, the sales of diamonds were just about a third in value of those in January, 1920, when buying activity was it its height. The slump in sales of other jewelry was only slightly less. For clothing, dry goods, shoes, and hard- ware the slump in the two-year period was approximately 50 per cent., while for machine tools the decline was no less than 83 per cent. The last figure throws no little light on the extent to which the manufacture of machinery has been slowed -down during the period of industrial depression. In January, 1922, sales of drugs, dry goods and shoes were greater than in January, 1921, and sales of jewelry and groceries, though declining in dollar value, did not fall off more than the recessions in prices. On the other hand, the slump in sales of clothing, stationery, hardware, and machine tools in the comparative periods was greater than may be accounted for by the decline in prices. March 15, 1922 FARMERS BECOME THRIFTY. Although February was a_ quiet month in most lines of retail trade, it brought nevertheless many signs of returning business _ stability. The thing that gives retailers throughout the country most reason to be hopeful is the striking increase in the value of farm crops during the last thirty days. The gain is variously estimated at from a half to three-quarters of a billion dollars. A considerable por- tion of this accretion of values goes to stocks of grain still in the hands of the farmers. The same holds true with regard to the recent improve- ment in prices of live stock. This de- velopment indicates a substantial gain in the buying power of over a third of the country’s population, and its stimulating effect on trade should soon appear, as the time is near at hand when the farmers are to begin their usual spring purchases. This pros- pect has already served as a tonic to wholesale buying, which is reported in the distributing centers of the Middle West as much better than it was at this time a year ago. It would be a mistake, though, to assume that the recent improvement in farm prices is going to start any- thing like a buying mania among our farmer folk. They will buy more free- ly of things which they really need, but if the news from the West is accurate they will be loath to part with their cash for anything else. Western bankers state that there is already a surprising amount of ready money in farming communities, but that it is not being turned loose un- less there are exceptional bargains of- MICHIGAN TRADESMAN fered. Indeed, many who seem to have plenty of money have developed the thrifty habit to such a degree that their merchant creditors find it hard to obtain settlements from them. The farmers appear for the time being to be obsessed with the idea that no one should spend money unless it is abso- lutely necessary. Consequently when they sell their grain or meat animals at the new prices they are expected to park their automobiles in front of the country banks more frequently than in front of the stores. The higher prices for farm products may have one other very desirable result, of which little has as yet been said. They will undoubtedly tend to counteract the cheap money propa- ganda which has spread more widely throughout the country than is gen- erally recognized in financial centers. The movement naturally gains most of its support in the South and West, and there are indications that it will play some part in the Congressional elections next fall. If farm prices hold up and there are good crops dur- ing the year the rural constituencies will not be so discontented as they have been for the past year, and the cheap money agitation and other signs of agrarian revolt may disappear be- fore the autumn. Congress as now constituted has only a few cheap money advocates in its membership, though, these are quite voluble, but there are many new aspirants for Con- gressional seats who have flat money planks in their political lumber yards, and they will haul them out if the signs seem to favor their “selling” the idea in their bailiwicks. SHORTAGE OF HICKORY. Hickory timber has although held in vast amount by the forests of the country, that it may soon become in- sufficient to meet American manufac- turing and woodworking needs. The country’s present supply of hickory, according to figures compiled by the Forest Service of the United States Department of Agriculture, is dis- tributed over 200,000,000 acres of for- ests, or a total of 15,784,000,000 board feet. Of this the Central States have 6,791,000,000 feet, the lower Mississip- pi States 5,171,000,000 feet, the South Atlantic and East Gulf States 3,183,- 000,000 feet, the Middle Atlantic States 412,000,000 board feet, the Lake States 187,000,000 feet, and the New England States 40,000,000 feet. One of the uses to which hickory is put is the manufacture of spokes for automobile wheels. Vehicle and ag- ricultural implement industries com- pete with the handle industry for hick- ory and ash. These are located in the Middle West, but now derive most of their wood supplies from the South. A large number of far-sighted organ- izations purchased more or less ex- tensive hardwood tracts some years ago, from which they are now able to draw at least a part of their wood sup- plies. To secure hickory, which grows scatteringly over large areas, the vehicle and agricultural implement industries originally maintained ex- tensive buying, logging and milling or- ganizations in the South. Makers of automobile wheels say that they still can get the material re- quired if they make sufficient effort become so scarce, seemingly 9 and pay the price, but it is necessary to go further and further away for it. Hickory is often referred to as if it were a single species, like red gum or yellow poplar. In reality there are ten different kinds of hickory trees. For hickory handle purposes those known as true hickories are most valu- able. The pecan hickories include the water, nutmeg and bitter nut varieties. The true hickories comprise shagbark, pig shellbark, pignut and mocker nut. The handle industry is largely de- pendent on this last group of trees for its raw material. The annual consumption of hickory by the handle trade is something over 120,000,000 feet board measure. The wood of the butt of a young hickory tree is of greater average toughness than it is when the tree is old. Hickory is the best known material for certain classes of tool handles, such as the ax, adz, pick, hammer and hatchet. There is certain strength, toughness and elasticity to hickory which nature has denied to other woods. Hickory, due to its unrivalled proper- ties of great strength, elasticity and resiliency, is used exclusively in the manufacture of handles for golf clubs. The constantly increasing popularity of this sport has placed another de- mand on the hickory supply. ND i Ask about our way BARLOW BROS. Grand Raplds, Mich. commercial The Crete Mills—Crete, Nebraska Are Millers of Victor Food Products Victor Flour has been the leading flour of the Middle West for 53 years. After six months trial in this immediate territory we are convinced this is the “best flour that ever come out of the West’’—makes good wherever it goes. If you are a carload or mixed car buyer and want the exclusive sale in your immediate territory get in touch with us at once and we are ready business a profitable one. If you are less than a car lot buyer we are carrying stocks at Grand Rapids, Kalamazoo, Lansing, Bangor and Mecosta for prompt delivery. “From the Mill to You”’ Price. We solicit your business. Discriminating Baker. Eiderdown Flour milled especially for The Strong High in Absorption. Ask us for a price. in Gluten, W. S. CANFIELD MICHIGAN REPRESENTATIVE 205 Godfrey Building GRAND RAPIDS, MICHIGAN to help you develop and make your flour Cor. Monroe and Ionia 10 MICHIGAN TRADESMAN March 15, 1922 a - Ae . yo. ~~ LLG ES [ee = = -— = = - 2 = = 2 2 = Sy REVIEW or = SHOE MARKET 1 eas is > ef hs F / SAD Importance of the Shoe Dealer’s Turn- Over. Written for the Tradesman. To the shoe dealer few things are more important than the matter of his turnover. And the number of his yearly turn- Overs is just as vital a consideration as his profit on a given turnover. If the profit on each turnover is, say 10 per cent., and there are three turn- overs in a year, then the dealer’s stock investment profit for the year is 30 per cent. Suppose the dealer fixes his goal at a 40 per cent. stock investment profit—a very vicious pro- gram, it must be confessed, but not impossible under certain conditions— then he has got to speed up to four turnovers a year. Whatever your present turnover may be—one and a half, two, two and a half, or three—your plan for the succeeding year should contemplate an increase in the matter of turnover. Quick turnovers is the surest way to quick and satisfactory profits in the retail shoe game. Several things militate against quick turnovers, namely: (a) ‘buying too much of certain lines or styles—more than the dealer can reasonably ex- pect to sell within a given turnover period, (b) failure to push the new merchandise with sufficient skill and aggressiveness to move it within the time limit, (c) errors of judgment in buying; i. e. mistakes in style-fore- casting, and (d) sudden appearance on the scene of new mid-season spec- ials, which have the effect of killing previously accredited and_ loudly touted styles. For some of these things the shoe dealer is himself to blame; for one of them at least—the fourth in the above list—shoe manufacturers are more to blame than shoe dealers. For the first, the retail shoe dealer and the salesman making his territory are jointly to blame. But however one analyzes the situation and distributes the responsibility thereof, the retail shoe dealer suffers. tarded at a vital point; the matter of turnovers. is re- namely, in Business Some shoe salesmen—particularly the representatives of houses noted for their high pressure methods—will not scruple to overload an unsuspect- ing dealer. Maybe he is promised an addition to the usual cash discount or some attractive price concession— something that must be kept abso- lutely secret—and he falls for it. Or the line is so attractive the dealer simply loses his head, and buys more than he can sell. For one or more of these reasons it often happenes that the dealer finds himself at the end of the season with a lot of goods on hand. His alluring vision of a speedy and complete turn- over is knocked into a cocked hat. He is a painfully disillusioned man. Mark- downs must follow in the wake of mark-ups, and a lot of merchandise must be sold at sacrifice prices. It is the slow movers that take the joy out of life for the retail shoe dealer. And it is the slow movers that hold up the whole line of march, and slow you up to beat the band in the matter of turnovers. The importance of quick turnovers becomes more evident when we stop to analyze the various items of waste and expense in slow turnovers. To the shoe dealer investment money is a source of profit which, in turn, depends upon the amount of goods in stock and the length of time they must be carried before they are sold at a profit. Now it is obvious that to speed up sales and secure two turnovers, instead of one, within a given period is just the same as doubling your stock without increas- ing your investment. Since many, if not indeed, the majority, of shoe deal- ers are borrowers, the interest-saving made possible by reason of quicker turnovers is an item of consequence. Quicker and more complete turn- overs mean cutting to the minimum your mark-down losses, for losses through mark-downs must be. at- tributed to slow turnovers. Of course the 100 per cent. turn- over is an ideal seldom, if ever, at- tained. The retail shoe dealer in- variably finds himself at or near the end of the season with a larger or smaller collection of pairs that have not sold. He must therefore choose between carrying them over or mark- ing them down, and the latter choice is far better. Some styles have proved unsalable at the original mark-up. Lines that the dealer confidently expects will move rapidly, sometimes fail to move. For some reason, or reasons, the new line wasn’t popular. They say, you know, there is no accounting for taste. Sometimes the disillusioned shoe dealer feels that way as the sea- son advances and some of his best lookers manifest the sticking symp- toms. Right then—before the season has advanced too far—is the time to apply nitroglycerine, salt solution, or whatever else you propose to use. Don’t wait until the season is almost over. Then your task is more diffi- cult and the process is attended by greater losses. Face the cold, hard facts, and get busy as soon as it be- gins to appear you have missed a bet. Again, a mark-down is required in lines wherein the shoe dealer has over- beught, This is pot so apt to occur No. 1009 Write For These New Cuts Not in years have we gotten up such an attractive series of newspaper ads. They are FREE to our dealers. Above is a sample. Consult cut sheet and order by number. State whether mats or plates required. Ads like these will bring the business. Dealers not stocking our line are requested to write us. On request we will send a salesman to show our goods. HIRTH-KRAUSE CoO. Tanners—Shoe Manufacturers GRAND RAPIDS, MICHIGAN Our widely known No. 960 Gun Metal Calf, Good- year Welt, half Double Sole, Round Toe, last No. 29, Tip, Blucher, D and E widths, - $3.25 Full grain calf skin upper— Full grain insole— Leather Counters— Nothing slighted in the materials or workmanship of the Herold-Bertsch Black Gun Metal Shoe. The calf skin upper is soft, pliable leather that affords comfort with a proper degree of stamina to endure knock-about service. The counters are all leather. Another feature is rubber heels. The soles are lighter of course than a heavy work shoe, but will stand months of heavy going. HEROLD-BERTSCH SHOE CO. Grand Rapids, Mich. gi toRoetamIR eae ee ete aera: RE wns + ~- patton SPR RT anti ce March 15, 1922 MICHIGAN TRADESMAN 11 in the store where there is a good stock control system in vogue, and yet it often happens in spite of the best of systems and the most judicious buying. The prosperity of the farm- ers, it has been well said, is the basis of general prosperity; but this is a matter entirely of the price of farm products. And what shoe dealer knows beforehand what these prices are going to be? When the farmers are getting good money for their crops they are good spenders, and retail shoe dealers in the country general stores and the larger and bet- ter stocked shoe stores of the towns and smaller cities do a good business. In the larger cities shoe store patron- age is often drawn from the ranks of working people—operatives in the mills and shops and production plants. But suppose one of those swift and unpremeditated changes in the indus- trial situation occurs, and the mills announce a half-time schedule, wage cuts or a shut-down? This directly affects the merchant in two ways: If he does a credit business, collections are going to be slow, and he is going to have to wait longer than he had hoped for his money; second, cash or credit, he is going to sell less mer- chandise within a given period than he had expected. Thus it is easy enough to under- stand why the most careful shoe deal- er is apt to be left with too much goods on his shelves—shoes that must be sold at reduced prices. And then, of course, there are the odds and ends always—extreme sizes and widths, fag ends of discontinued lines, soiled pairs, and more or less of the kind that is almost if not altogeth- er passe. Out of all this mess of stuff the dealer will want to get what money he can, and as quickly as pos- sible; but he can accomplish this only through mark-downs. So however you consider the propo- sition, judicious buying and the quick turnover is a mighty good policy. You can always buy shoes if you have the money; and nowadays you can get them quick by patronizing the in- stock houses. In times of industrial uncertainty such as these the shoe dealer had better try to play it safe. Let the aim for the year be, quick- er turnovers this year than last. Cid McKay. —_——_>->-e____- Gabby Gleanings From Grand Rapids. One of the things that the writer has noticed in his travels of late, which is a loss to the salesman who travels on commission as well as a loss to the houses who pay their salesmen a salary, is the way many buyers delay the salesman in more ways than one. They putter around doing little odd jobs which could well be put over until they gave that time to the salesman and let ‘him be on his way, but, no, they must do this and they must do that, and the sales- man and his time comes last. All wrong. Often times I have seen them and had it happen to myself, that they let the salesman stand around for an hour or so, and when he does get an opportunity to talk to them they say, ‘Can’t use any goods to-day.” Why can they not take the time to stop and listen for only a moment? They are not doing justice to the salesman, whose time is money. It is not doing justice to the house he represents. It is not doing justice to himself, for the buyer should know, if he stops to think of it, that often times the salesman has “a_ special.” It is up to him to show it to those he wishes. Now, is the buyer who treats the salesmen in this manner ever going to get “this special?” I should say not. He will get no favors shown him, he may be sure. It is hard for a salesman to feel friendly toward a buyer who treats him in this manner. If a buyer does not want any mer- chandise let him tell the salesman so at once, and then he, the salesman, knows where he stands. It is up to him to then work for an order, or to go as he sees fit. No one can be blamed then, but when the buyer— and they are many—holds up the salesman he is not doing right. He should be liberal enough to consider that the time of the salesman is money and when he loses time he loses money, not only for himself, but for the house he represents. Many buy- ers do not think of it in that way, the writer feels sure, and if it was placed before them in the proper form they would not do it. The writer has had occasion to say this to several within the last few months, and they all took it as it was given. So he hopes that his pioneer- ing along this line may be a help to other traveling salesmen who may meet these buyers later. In many stores, particularly in the small general stores, the buyer is a general man and little things look to him as if they must be done and can’t wait, where in the larger places and specialty stores, the buyer is not so rushed. But then, again, this happens in all places and some buyers seem to have no consideration for the sales- man. One of the funny things, however, is that as soon as a salesman opens up for himself he is about the hardest to sell and gives his fellow traveler about as little courtesy or considera- tion as any. Why? The Lord only knows! But it is so. “Manual training,” says Dr. Brewer, of Harvard, “is due for a radical re- vision. Such training should offer a diversified program with a few ample projects in the elementary stages of a number of occupations, and a junior high school student should have con- tact with six to a dozen different ac- tivities.” Trades people, skilled work- men and mechanics of the future must first be trained in the the school. With access to several activities it will be possible for Johnnie to select his own vocation rather than that some fond parent should “bind” him out as an apprentice to some trades- man as was the custom in the last generation. Then it will be that ‘na- tural born salesmen” will fall into their lines automatically, so to speak. A recent issue of the American Printer contains an article on book- making costs, showing the increases between 1914 and 1921 in the different operations of producing the average 320 page novel. These advances range from 20 to 138 per cent. The lowest increase, 20 per cent., is that for pa- per and printing for the wrapper. The second lowest is engraving which is 51 per cent. Other increases range from 60 per cent. to 138 per cent. That may be one reason why several large manufacturing concerns have been holding back on their annual catalogues. It seems, however, that printing has about reached its level. Catalogues are as essential as sales- men and a salesman without a cata- logue is handicapped.. Selling from photographs is not satisfactory in a great many lines. At best they are cold and severe. The softer half- tones of the well printed catalogue with well balanced descriptions are preferable in making sales of machin- ery and furniture alike. This is the experience of more than one sales- man. One man who has sold office furniture for years has practically discarded a portfolio of some fifty ex- pensive photographs and claims to have had better success in selling the same line from illustrated circulars. It is the psychological effect on the prospective customer and that must be reckoned with in every sale. _ The greater part of the courage that is needed in the world is not of a heroic kind. Courage may be dis- played in everyday life as well as on historic fields of action. The com- mon need is for courage to be hon- est, courage to resist temptation, cour- age to speak the truth, courage to be what we really are, and not to pre- tend to be what we are not, courage to live honestly within our means and not dishonestly upon the means of others. If you live much with people of low- flying ideals, with no real life pur- pose, you will put yourself in the failure thought-current. Your very being will become saturated with things that you want to get away from. Constantly assert your superiority, your divinity, your power to succeed. Believe in yourself, realize that you were made to dominate your sur- roundings. Resolve that you will be the master and not the slave of cir- cumstances. Never say “I can’t,” but always “I can, therefore, I will.” Every salesman knows that his work is not always up to the mark. It is not in the nature of things for man to be always at his best. Too often, however, the cause is in himself or the result of a night before. What think you the earth will be like when the majority of men and women in it learn that to be simple and honest and true, is the part of wisdom, and that to work for Love and Beauty is the highest good? Success is not measured by what a man accomplishes, but by the op- position he has encountered and the courage with which he has maintain- ed the struggle against overwhelming odds, Cats that don’t catch mice are, as a rule, not kept for their beauty. Neither are salemen kept on the pay- roll if they do not get the orders. It is orders that count, not your ap- pearance on dress parade. In these days of brisk competition the orders go to the man who goes after them, and those who wait for them to come in do the most kicking about lack of appreciation. Wouldn’t this be a grand world to live in, if all the grafters and para- sites could be converted and made to join the ranks of those who do things worth while? Half the victories of life come from a confident belief that one is going to win. The world has little use for the man who is continually down at the heels. >. An ounce of pep is worth more than a pound of butter. Home Case Jullet—in Stock Black Kid, Flex- ible, McKay, Price $2.25. BRANDAU SHOE CO., Detroit, Mich. 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 Teller Hospital 296 South Gratiot Ave. MOUNT CLEMENS, MICH. For the Creatment of Chronic Diseases Rheumatism, Neuralgia, Neuritis, Bright’s Disease and Diabetes Oroficial Surgery, Including Rectal PROSTATIC TROUBLE CURED WITHOUT THE KNIFE High Blood Pressure and Other Reflex Troubles Cured by the Teller Method x CADILLAC, MICH. 12 MICHIGAN TRADESMAN March 15, 1922 ne oe | Sr au arn ao (| | STATE BANK at Advocate Passage of Denison Act by Congress. State officials, especially those con- cerned with the operation of Michi- gan’s Blue Sky Law, are advocating the passage of the Denison Bill by Congress. The bill was recently re- ported favorably by the House Com- mittee on Interstate and Foreign Commerce. This bill aims to regulate the sale of stocks and other securities, and to prevent the use of the mails and other agencies of interstate commerce for transporting and promoting the sale of securities unapproved or dis- approved by the states. It is designed to plug the holes which state laws have been unable to reach. “The enactment of this bill” said H. N. Duff, executive officer of the Michigan Commission, “will complete the protection thrown Securities about Michigan investors. Until its passage, the State is powerless to pre- vent the operation of fly-by-night brokers and bucket-shop operators.” The bill makes it unlawful “to de- posit in, or cause to be deposited in, or to be carried or delivered by the United States mails, or to deposit with, or cause to be deposited with, or to be carired, transported or delivered by any railroad company, express company or other agency of interstate commerce, any security or securities for sale or delivery to any person in any other state, territory or dtstrict of the United States in which it is at that time unlawful to sell, offer for sale. tender for sale or delivery to such persons, or solicit from such per- son, subscriptions to or orders for such security or securities.” Similar restrictions are placed against matter intended to advertise such unapproved securities. Numerous exemptions are made, but they are so “hide-bound” and narrowly defined as to offer no op- portunity, in the opinion of state offi- cials, for persons intent on evading the law. United States Government bonds and state securities, and securi- ties issued by National banks, joint stock land banks or National farm loan associations under the Federal Farm Loan Act of July 17, 1916, are among the securities excepted. It has been estimated that the peo- ple of the United States have lost more than $500,000,000 annually through the sale of fraudulent and worthless securities. The Treasury Department announced recently that an estimate of $400,000 000 in Liberty bonds was a conservative figure, in computing the worth of bonds taken from their purchasers in “some of the states in the Middle West in a few months in exchange for worthless or doubtful securities that promised larger returns.” Mr. Duff is authority for the state- ment that for every $555 of capitaliza- tion in Oklahoma oil companies in 1917, only $1 worth of oil has been produced. Under the Denison Bill, unlawful sales of stock are deemed void at the election of the purchaser, and_ all parties to the sale or contract for sale are jointly liable to the purchaser for the full amount paid, plus court and collection costs and attorney fees. Such action may originate in the dis- trict where the sale or transaction or- iginated, or where it was completed, and the burden of proof. of any ex- emption claimed is placed on the de- fendent. A conviction of a first offense is punishable by a fine of not more than $2,000 or imprisonment of not more than two years, or both. A_ swbse- quent conviction lays the offender open to a fine of not more than $5,000, imprisonment for not more than five years, or both. Enforcement of the law is placed with the Department of Justice. ——_»+-.___ A New Inflation Danger? The easier money conditions of the last few months and the favorable terms on which tax-exempt securities can now be marketed are proving a great stimulus to the states and their political subdivisions to embark on ambitious programmes of public im- provements. In some quarters this is looked upon with a degree of misgiv- ing, inasmuch as unwise expenditures will pave the way for the return of another period of dangerous inflation and counteract all the work of read- justment through which the country has been painfully passing. Attention has been called to the extravagance of the states in the thirties, when cheap money and the high rating of American credit overseas caused many commonwealths to embark on exten- sive plans for building roads and canals and for establishing state- owned banks. This experience proved costly. It contributed to the inflation which culminated in the panic of 1837, and a number of the American States are to-day paying interest on debts contracted nearly a century ago for public improvements that have long since vanished. There is no likelihood of our states repeating such follies at this time. They are no longer the crude, frontier communities of 1830, and their financial resources are many times greater than they were in that period. Nevertheless, there is always a possibility of extravagance, when public agencies borrow and spend, and the words of caution which are now being heard may not be amiss. 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 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 a aS If You Wish to Establish A Trust Fund Our Trust Department can be very helpful to you if you wish to create a Trust Fund for the benefit of an institution, an individual, or a movement with the pur- poses of which you are in sympathy. The Fund may consist of securities, real estate or both. It may be for a large or for a comparatively small amount. It may be perpetual or for a period of only a few years. It may be revocable or irrevocable. We relieve you of every detail of managing the Fund— paying taxes and insurance, leasing property, collecting rentals, caring for securities, buying, selling, receiving and delivering securities as instructed, making out income tax certificates, etc., etc. Mr. Hooper, Vice-President in charge of our Trust Department will be glad to explain how our facilities can be adjusted to fit your requirements. FFRAND RAPIOS [RUST [OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 Fenton Davis & Bovle BONDS EXCLUSIVELY MICHIGAN TRUST BUILDING Chicago First National Bank Bldg. Telephones GRAND RAPIDS Detroit | Sitigone” Congress Building 1 Citizens 497° WE OFFER FOR SALE United States and Foreign Government Bonds Present market conditions make possible excep- tionally high yields in all Government Bonds. Write us for recommendations. HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Bank Bldg., Grand Rapids, Mich. Sui eaten Seay Ses tpnitestscmemcnet ihn Sim ERTS aa sem RNS Gre aR MeN ] a setae j i ies ER eines oremencet te i | March 15, 1922 Will Living Costs Go Up? It is worthy of note that while the prices of wheat, corn, cattle and hogs were advancing after the turn of the year the prices of food, both whole- sale and retail, continued to decline. On February 1 retail prices of food according to the National Industrial Conference Board’s index, were 2.3 per cent. lower than on January 1, and according to the Bureau of Labor in- dex, wholesale prices of food during the month of January dropped 3.6 per cent. Meanwhile, farm products ad- vanced 2.6 per cent. These figures again emphasize the relatively great- er sensitiveness of raw materials than of consumers’ goods to conditions in the world markets. The process of food price adjustments is now the re- verse of that in 1920 and part of 1921. At that time retailers got a great deal of blame because their prices were moving downward so much more slowly than those of the products in the primary markets. During Janu- ary however, retail prices of food con- tinued to decline, while prices of food- stuffs in the primary markets were go- ing up. It is evident that these two move- ments in different directions could continue only for a short period. Dun’s and Bradstreet’s indices of wholesale prices, which have just been published, show a further advance of food prices between Feb. 1 and March 1. Since there have been advances during the past month of about 20 per cent. in corn, 10 per cent. in wheat, 25 per cent. in hogs, 15 per cent. in raw wool, and_ substantial, though less spectacular gains in cat- tle and cotton, it seems hard to escape the conclusion that these changes must eventually become manifest in higher prices for food and clothing. The prospect of such higher prices is a matter which is viewed in business circles with mixed feelings. It has its-advantages from some points of view, but there are nevertheless sev- eral flies in the ointment. Perhaps the best feature of the re- cent price changes is the 6ne which has already received such wide at- tention as to call for no further com- ment. This is the bringing of prices of different commodity groups “back into line.” Farm products in particu- lar have been too low in comparison with prices of food, clothing, house- furnishings, and building materials. On the other hand, if farm products should move upward so far’ as again to cause a steady rise in living costs, there is a possibility that the whole wage question will more and more be- come a pressing problem. Prices and wages have been slowly getting back into balance, but an equilibrium has not yet been attained, and higher re- tail prices will tend to upset the ad- justments that have already been at- tained. While an increase in the farm- ers’ purchasing power is essential to a revival of business, this increase can come either by the farmers getting higher prices for what they sell or by their having to pay less for what they buy. Just at present both develop- ments are in evidence, and the former has undoubtedly been valuable both for its economic and its psychological effects in agricultural communities. If MICHIGAN TRADESMAN farm prices, however, should continue to go up their rise must eventually check the decline in other prices and bring on at least a temporary renewal of inflation. ——+-~> Effect of Rents on Prices. The small dealer as a rule is in- clined to combat rather vigorously the dictum of the economists that rent does not enter into the determination of prices. It is one of the chief arti- cles of their merchandising creed that they are able to compete with the larg- er establishments because their rents are lower. Part of this difference of opinion comes from the use of the term “rent” in two quite different The economist uses the term in a somewhat technical sense that varies from the ordinary commercial usage. In the orthodox economic conception rent is paid only for the use of land. The merchant, however, thinks of rent as what he pays to the landlord or the latter’s agent, includ- ing the hire of both the land and the building and perhaps an agent’s com- mission as well. In the technical eco- nomic sense what the merchant pays for the building is not rent but inter- est, or money paid for the use of cap- ital goods. It is not denied by econ- omists that interest is a factor in the determination of prices. To this extent, therefore, there is really no conflict in the views of the economists and of the business men who spéak of high rents being responsible for high prices. When it comes to payments for the use of land, or rent, according to the more technical meaning, there is a conflict of opinion between the econo- mists and others who are not versed in their lore. At first glance it would seem that the more any dealer pays for the use of a tract of land the higher will be his overhead costs and the greater will be the price which he will have to ask for his products in order to earn a reasonable return on his outlay. If this were a correct principle, however, it would inevitably follow that*the use of the best grades of land for any given purpose (the high-rent lands) would be a very ex- pensive thing for society, and that the way to make goods cheaper would be to abandon the best lands for busi- ness sites and to use only the poorest locations. This reduces the argument to an absurdity. Goods are produced cheapest on the best grades of land; merchandise can be sold cheapest on the sites best adapted for stores. But as these are always the lands that command the highest rentals, the con- clusion is inescapable that rents in the economic sense are not a factor entering into the determination of prices. senses. —~++.___ America is now prosperous as no other country in the world is prosper- ous. We are moving forward every day. Don’t roll any stones into the pathway of progress. RCS Cle creas Let Le aa Yee GRAND RAPIDS. MICE 13 INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS © RANSOM E. OLDS President Chairman of Board Mercuanrs Lire Insurance Company Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents DO YOU NEED TO BE REMINDED— That relationship does NOT qualify anyone to be your Executor? As a matter of fact, it disquali- fiies. Jealousies creep in among heirs; and a rela- tive would be a very extraordinary person if he did not “take sides” in the controversies that ensue. A Trust Company is impersonal—entirely free from bias. Why not avoid for your loved ones all question of future differences? When you designate this Company to serve under your WILL, you insure at very low cost against dissipation or mis-direction of your gifts. Consider NOW, what may be done. Do not procrastinate! Aa interview with our Trust Officers does not obligate you. Call at our office and get the Booklet, ‘“‘What you should know about Wills and the Conservation of Estates.’’ “Oldest Trust Company in Michigan’ THE MICHIGAN TRUST COMPANY Grand Rapids, Michigan Grand Rapids National City Bank CITY TRUST & SAVINGS BANK ASSOCIATED The convenient banks for out of town people. Located at the very centers of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of bank- ing, our institutions must be the ultimate choice of out of town bankers and individuals. Combined Capital and Surplus _________- $ 1,724,300.00 Combined Total Deposits _..._.....______ 10,168,700.00 Combined Total Resources __.-__________ 13,157,100.00 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED 14 Why Chimneys Sometime Increase Fire Hazards. The reasons why chimneys are such a fruitful source of fire have been summed up as follows: 1. Use of terra cotta sewer-pipe or other unprotected tile or hollow blocks for the chimney. 2. Construction of chimney with bricks laid on edge instead of flat. 3. Chimney walls built with brick flatwise or only one brick thick, and flues unlined. 4. Supporting chimney on the tim- ber construction of a building or up- on brackets; or insufficient masonry foundation, when the chimney rests on the ground; 5. Two or more connections to the same flue. 6. Building woodwork into the wall of a chimney, or placing it in contact with its exterior; 7. Smoke pipes arranged to enter a chimney in vertical line. 8. Carelessness in sealing the con- nection between smoke pipe and the chimney, and failure to anchor the pipe to the chimney. 9. Carelessness in not renewing a rusted smoke pipe and also in allow- ing combustible material too near the pipe. 10. Carelessness in not keeping the chimney clean and the joints in the brickwork properly pointed. It often happens that old and im- properly constructed chimneys de- velop cracks in that portion passing through the attic and thus become a continual menace. Sparks fly out into the attic and, owing to the location, a fire thus started is likely to gain con- siderable headway before being dis- covered. ——_~.+.___ Gasoline Hazards and Their Handling. Gasoline, benzine, naphtha, are all known as “highly inflammable volatile liquids,” and give off inflammable vapor at very low temperatures. Gasoline is the liquid with which we are most familiar, although benzine is slightly more volatile, and naphtha slightly less. Naphtha and benzine are found principally in commercial uses as solvents or for cleaning processes. The hazards in connection with gasoline lie in the very common and casual use of it around the home. It is used for removing grease spots, cleaning bath tubs, gloves, and what is worst of all, frequently, for lighting fires. Many fires and deaths have been caused by cleaning gloves, silk clothes, etc., by rubbing them in gasoline or benzine. A case occurred last winter where a girl lost her life through shock caused by burns from gasoline. She had put the gloves on to clean and friction generated a static charge of electricity, the spark igniting the gasoline vapor. Gasoline fumes are heavier than air and flow like water, and will pass from one room into another at a lower elevation and possibly ignite there. Cleaning with gasoline or benzine should always be discouraged, but if it “has to be done,” it should be car- ried on in daylight and out in the open air. Gasoline should only be handled in MICHIGAN TRADESMAN special safety cans made for the pur- pose. These cans are of steel with a self-closing spring lid, and fitted with a screen to prevent a flame igniting the contents. They are made in all sizes from one-half pint to five gal- lons. The safety can should be used around private garages and motor boats, although it seems to be the universal practice not to do this. You will find that big industrial plants realizing the danger and specializing in Fire Prevention have definite stand- ing order that gasoline, benzine, naph- tha, etc., can not be issued for use under any circumstances unless the man has a safety can. —_—__2- Co-operation Still an Imperative Need. Fire has been a great factor in pro- moting the co-operative endeavor of mankind. In ancient days it promoted co-operation when one fire as a course for others was kept constantly blaz- ing under careful watchfulness of specially designated individuals. In later days, co-operation on a broader scale and under influences of modern knowledge has resulted in the pres- ence of gas and electricity as ready fire in millions of homes. Fire has also forced co-operation as a measure of protection against its destructiveness. Back in the days of Rome a privately owned fire depart- ment extinguished the Roman fires until the desire for private profits in- terfered too seriously with efficiency of the fire company as a public insti- tution and so a municipal bucket brigade was organized. When the fire insurance companies first began business in London they maintained and directed their own fire depart- ments and put out only those fires which might cause their own com- panies to pay a loss claim. This was not satisfactory and led to the co- operative endeavor of the entire city of London for fighting fires. In the United States one of the first co-op- erative organizations to find its way into every town community was a fire company. Many of these Ameri- can fire companies are more than a century old and are proud of the tra- ditions and records of their members in community history. Co-operative endeavor, but of a more subtle and impressive type, is necessary if the fire losses of the United States are to be conquered to- day. This co-operation must extend beyond tangible acts such as fire ex- tinguishment, carried on in actual physical contact with neighbors. It must be a co-operation which is recog- nized so clearly that individual re- sponsibility for fire causes and fire spread must lead to improvements on private property at private expense without the constant crowding of compulsory legislation. Failure to extend such co-operation will affect communities as unfavorable as though in the olden days one had refused to accept his responsibility as a member of the old-time fire company. —_2~2—__ Supererogation. “You can nearly always tell a mar- ried man—” “But you can very seldom tell him anything he hasn’t already been told by his wife.” March 15, 1922 MICHIGAN SHOE DEALERS Mutual Fire Insurance Company LANSING, MICHIGAN Maintains Its 30% 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 lines 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. C. N. BRISTOL A. T. MONSON H. G. BUNDY FREMONT, MICHIGAN Grand Rapids Merchants Mutual Fire Insurance Company Economical Management Careful Underwriting, Selected Risks Policy holders whose policies have been issued since Jan. 23, 1921, will be accorded 30 per cent, return premium at the end of the year, instead of 25 per cent., as heretofore. Operating Expenses During 1921 19.4% Loss Ratio 19.3% Surplus over -re-insuring reserve per $1,000 insurance carried net __ $8.94 Increase of net cash balance during 1921 $10,621.64 Dividend to policy-holders 30% Affillated with the Michigan Retail Dry Goods Association, HOME OFFICE 320 HOUSEMAN BLDG. GRAND RAPIDS, MICH. i i { —e caper LTS aE ~~} March 15, 1922 What Excuse Is There For the Auto us? Muskegon, March 14—Gifford Pin- chot was responsible for the statement that “transportation facilities create traffic.” When the electric line from Ann Arbor to Detroit was under construc- tion, fifteen years ago, the prophecy was made that its success would mean the destruction of local traffic on the Michigan Central Railroad. On the contrary, the first month af- ter the interurban service was in- stalled the railroad company carried 6,000 more local passengers between Ann Arbor and Detroit than during the same period the year previous and within a year had added several more trains, while the interurban was also a success. Later on the inhabitants of. the small towns on the Grand Rap- ids & Indiana Railroad, living between Kalamazoo and Grand Rapids, pe- titioned that company not to put on extra trains, but to make more stops for some of the trains which were chasing that will-o-the-wisp—through traffic. The company turned a deaf ear to that appeal and to-day a well- equipped electric railway hauls loaded trains hourly between those points, while the G. R. & I. is still following the occupation of chasing rainbows, without any increased traffic. Had they departed from their fossilized program and given the urban popula- tion a chance, it is doubtful if the electric line would ever have been built. The railroads have never learned their lesson—never profited by the ex- perience of others. If they are appealed to for improved service or remonstrated with for cut- ting off trains from ‘their schedule, they will produce comprehensive tables for the purpose of proving to you that it costs a certain unit of ex- pense to haul a human being an inch, fold up their overwhelming evidence and ask you to “guess again.” The other day I asked a hotel clerk how I could proceed tto the next town and he immediately gave me informa- tion as to bus transportation, forget- ting that an indifferent railway serv- ice was in operation in the same direc- tion. The bus line was in operation, especially on some lines in Central Michigan, so the railroad is only used as a last resort. The auto bus picks you up at this hotel at a convenient hour, leaves you at the hotel in the next town and you are put to no ex- pense for bus fare. These busses are run at convenient hours, so that sev- eral towns may be covered in a single day, the charge usually being less than that demanded by tthe railroad. Ordinarily, the traveler is incensed be- cause of the unbusinesslike methods pursued by the rail line and will put up with a great deal of discomfort rather than encourage rail traffic. The public at large have for some years been carrying around a large sized hammer to be wielded against the steam lines ever since the railroads were compelled to reduce their pas- senger rates in 1907 and there has been much evidence of soreness ever since. Instead of submitting gracefully to the inevitable, the steam lines begin a system of reprisal and petty persecu- tions in retaliation. All special ev- cursions and reduced rates were im- mediately abolished, train schedules were changed to give the traveling world the minimum of convenience and the old Vanderbilt slogan of ‘‘the public be damned” was patent in all their intercourse with that same pub- lic. The convenience of the public was never considered for an instant, and the transportation companies suf- fered losses brought upon them by their own inane methods. Recently the executive head of one of Michigan’s greatest railroads, in an open letter, advised the public that the inroads of the auto busses were of such volume that unless there was a cessation of such competition it would be necessary for his company to re- duce the number of its local trains—a brilliant and far reaching solution of the problem, I should say. Look at MICHIGAN TRADESMAN this spectacle: A ponderous corpora- tion with its millions of capital in- vested, taking fright at the modest bus line with its paltry hundreds. The elephant and the mouse. Why the auto bus? Let me cite you a few reasons why it has come and will undoubtedly remain a thorn in the side of the large corporations until they finally light somewhere and begin to realize that after all the pub- lic—God forbid—have finally opened their eyes and begun to toddle for themselves. For many years the G. R. & I. ran frequent trains between Muskegon and Grand Rapids, a distance of ap- proximately forty miles at a fair cost of 50 cents. Its three coach trains, five times daily each way, were pack- ed, and they enjoyed the good will of the public. To-day they charge an advance of 270 per cent. on their for- mer rate, run three measly trains each way, meagerly patronized. Luckily for them, their electric competitor is supplying the poorest service given by any similar institution in the State, or they would not find it necessary to operate at all. They supply nothing to the public, neither do they regard public convenience as to the running time of their trains. For this reason auto ‘busses flourish between Muske- gon and Grand Rapids. The Pentwater branch of the Pere Marquette Railway is another ex- ample of extreme short sightedness on the part of men who are so intensely interested in balance sheets that they cannot take the time to find out what would really satisfy the requirements of that contingent who made it pos- sible for railroads to exist. During the short season their train service is, beyond doubt, all that is re- quired, but long before the frost is on the pumpkin they take away the only train which really serves the public necessity and thave a_ schedule of trains operating, either late at night or early in the morning—the equiva- lent of one train each way, daily ex- cept Sunday. In addition thereto they penalize their patrons 26 cents worth for hauling them in and out of Hart —at the passenger’s inconvenience. Hence the auto bus. So far as the public is concerned the railroads in both of the cases I have mentioned might just as well remove all of their trains, instead of sobbing because the mouse has thrown a scare for the benefit of the elephant. : These are only two cases, but there are scores of such where the long suf- fering public have been forced to pat- ronize the auto bus and are promptly acquiring the habit. In the past two months of traveling in Michigan I have accomplished a four months’ program because of the auto bus and their timely time tables. Their promoters have consulted the public, found out their requirements ave met the issue promptly and equit- ably. The greatest stumbling block to the much-talked-of and to-be-desired return to prosperity are the senseless methods practiced by the great trans- portation ‘syndicates. How often we see the slogan on bill boards and in window displays: “Prosperity is just around the corner —help it along.” How necessary is prosperity to the successful conduct of the railroads and what are they doing to help it along? Their share? Maybe. Here is an example: Frequently of late, particularly in railroad stations, we have found pla- cards announcing wonderful reduc- tions in rates on several items, the most important of which are copper ingots, star dust and radium in car lots. Not a blessed thing in the whole list which would interest or effect the layman in any sense. Not a thing about coal. No men- tion of food stuffs. Only just an expression of a de- sire to help prosperity along—at the expense of the other fellow. The auto bus has come to stay. It supplies a transportation service which the regular arteries of travel are theoretically supposed to supply. The public is becoming used to them. They combine comfort, economy and convenience. They feel that spirit of revenge for past abuses by the giant corporations and they are giving the weaker competitor a hearty patronage. Within the next sixty days nearly every railroad line in this State will be paralleled ‘by a bus line supplying a commodity to the public at a time when they require it and at a lesser cost. And these methods of transporta- tion will not be confined to passenger trafic. Truck lines will be established which will call for freight shipments at your door and deliver to your cus- tomer at the terminal, saving time and dray charges and the “poor widows and orphans” whom the fellow with the ‘balance sheets are continually weeping over will still languish in asylums, while the law of the sur- vival of the fittest will continue to be exemplified. W. H. Istler. Unless you have survived a “killing frost” you are not properly hardened. WHEN U THINK OF A Business Education THINK OF Bookkeeping, Shorthand, Typewriting, Secy. Training, Accounting, Auditing, Salesmanship, Telegraphy and English subjects. Catalogue free. {| Day { Starts New Term {Evening 1 Jan. 30. 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 15 BANK FIXTURES For Sale—Complete equipment of Bank Furniture and Fixtures at reasonable price. Having erected new building and furnished same complete with new fixtures, we offer present equipment, consist- ing of cages, partitions, grills, desks, chairs, etc., in whole or in part. Fixtures less than two years old, very attractive, and in ex- cellent condition. First State Bank of Royal Oak, Mich. Ww 2 BUY a ESTABLISHED 1853 Through our Bond De- partment we offer only such bonds as are suitable for the funds of this bank. Buy Safe Bonds a from a The Old National wy & WM. H. ANDERSON, President J. CLINTON BISHOP, Cashler 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 Pald on Certificates of Deposit Left One Year ~ Capital Stock and Surplus $600,000 LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier 16 MICHIGAN TRADESMAN March 15, 1922 THE WONDER OF THE WORLD. Rise and Fall of the Russia. Grandville, March 14—What is the matter with Russia? Well may we ask this question when we consider the Russia of to- day and the nation of the Muscovite of a few decades ago. When she met Imperial the allied forces of England, France and Turkey, defying the might of these three nations for many long months during the war of the Crimea, her national power seemed in the height of its glory. Occupying a large half of Eastern Europe as well as a considerable ter- ritory in Asia, boasting a larger popu- lation than any other two European powers, her soldiers competing for the mastery in various portions of the round globe. Even when the bugles sounded: the charge as the cohorts of Germany and Austria broke out in war against the remainder of the world, the armies of the Muscovite rallied to the struggle and held the enemy under strong leash until Eng- lang and Italy came to the relief of desperately beleagured France. With all this glorious history mean- dering down from the days of Peter the Great, it seems like a red night- mare of unreality to view the Russia of to-day as she lies in the shambles, the football of anarchy, the very mat for bolshevic outlaws to wipe their feet upon. Where now is the boasted courage and chivalry of those other historic days? Gone like a flash in the pan of an old revolutionary mus- ket. Such a dropping from a high grade position down into the lowest slough of human degredation is something to make mortals weep and wonder. And while we are weeping, we naturally wonder what is to become of the once great Russian people? In fact, where has all the intelligence of the ages gone that we should be called upon to witness the present spectacle of an uncrowned empire? The degredation of the great Rus- sian people is certainly the wonder of the ages, as well as the most pitiful sight since the dark days of the French Revolution. How it all came about has not yet been explained to the satisfaction of the world which is witness to the complete annihilation of a once great and prosperous peo- ple through the wiles of a bestial fanaticism worthy only the ghouls ‘of the bottomless pit. And in all this woeful cline of a proud nationality has America no part or place? The fall of the most absolute anarchy in the world can have little in common with the every- day life of the inhabitants of the most democratic republic in all the world. We may say this, but do we believe itr We certainly cannot believe it when we remember through what mystic chords of’ memory the past of this republic and the empire of Russia rises up before us. Roll back half a century and more of time and again view the scene. From the foremost nation in Europe at that time Russia has become the back door garbage can of the world— a slop bucket full of unclean things! Why and wherefore has this come about? We of past middle age remember the dominant position Russia _ held among the nations of the world at that time. When the Civil War raged in this country the Muscovite empire dominated half of Europe, and was very properly consulted by the other great powers before any move was made on the political chess-board of continental Europe. It may not be generally known that the great Ameri- can Republic, as we know it to-day, might not be in existence but for the good offices of the Russia of sixty years ago. The Czar was, of course, the leading spirit of all that dominated the Rus- sian will to do of that day, but be- hind his will was the determination to do or die of over 100,000,000 peo- ple, whose feats at arms in early wars were a credit to her nationality as one of the great powers of earth. Soon after Lincoln freed our slaves the Czar did a like service for the serfs of Russia, thus treading swiftly in the footsteps of our Great Emanci- pator. At the time of our Civil War we had but one real friend among the nations of Europe and that one was Russia. How are we repaying the Bear for the inestimable service he rendered us in the hour of our extrem- ity? As memory reaches into the past we recall a picture that can never be eliminated from the American heart and brain. With the sound of Sumpter’s guns came the glad cry from the crowned heads of Europe that the republic founded by Washington had gone up in smoke. Nowhere was there greater rejoicing than in the hearts of British nobility. The democracy builded from the British colonies was done for, surely cause for rejoicing, which was taken up and echoed by the other monarchies of old Europe—except the Muscavite alone. Imperial Russia, said to. be the most despotic power in Europe, lifted its hand, calling a halt to this loud shout of joy over the foundering of the American Republic. Not a friend had we among the great powers except Russia alone. Why? It is undeniable that this was so, as well as that it seems unbelievable, and yet the friend- ship for struggling America during her Civil War of the great Muscovite empire is a matter of history When Captain Wilkes of the good American ship San Jacinto, boarded the British ship Trent and carried two rebel commissioners from its deck to the United States, the British nation flared at once into battle flame. Even as demand was made for the immedi- ate release of Mason and Slidell the government of Great Britain began preparations for war. It was plain that this seizure of the rebel commissioners was made a pre- text for the beginning of hostilities and that the surrendering of the cap- tured men would not have averted so dreadful a catastrophe had not the finger of Russia again been lifted in warning toward our English enemy. About this time a Russian fleet en- tered New York harbor. The officers of the fleet were dined and wined by the elite of the city. The Russian admiral held sealed orders not to be opened while Britain remained quies- cent. It became well understood afterward that the English knew of these orders and the war lords of John 3ull quietly hauled in their horns. Discretion was the better part of valor just then. It has become pretty well known that but for Russian interference Brit- ain would have declared war on the United States. France, then also our enemy, seized Mexico and would have aided Britain. Our having one power- ful friend in Europe at the time of the Civil War saved America from an- nihilation at the hands of her enemies. Russia, at this time the most popu- lous and powerful of European na- tions, refused to close her eyes to our dangers; she stood our firm ally and friend as never before in our history. It is not going too far to say that there would be no United States to- day had not the friendly hand of Rus- sia been extended to the Great Re- public in the dark days of our Civil War. This being true. well may we ask, What has America done to repay the debt so overwhelming in its na- ture that we owe the Muscovite em- pire of Eastern Europe? Nothing that appears in‘sight to-day. How Russia of the last century has come to fall to her present debauched and isolated condition is one of the unfathomable mysteries of the hour. That the great Russia of our Civil War days has fallen to the depths of degredation and infamy cannot be de- nied. The wicked murder of.the Czar and his whole kin marks one of the blackest pages in the world’s history. Shot down like dogs. bodies nothing in the kaiser’s war more black and damning. stripped, their given to the flames, there is The duty of America seems plain. The moment there comes a rift in the dark clouds of anarchy smothering grand old Russia, that moment let America step into the breach and offer every possible aid toward a resuscita- tion of the nation to which we owe so much, Old Timer. A penny for your thought; a dollar for your order. CITIZENS’ AUTO INSURANCE CoO. HOWELL, Figures taken from Annual Statement Dec. 31, 1921 Claims and Losses Paid, 1921 100 Pace $ 45,312.85 See Cet 67,104.63 G51 Taabiity as oe 100,139.34 1432 Collision = 110,716.54 2,646 $323,273.36 Total Claims and Losses to Date 7,642, Amounting to Over ___________________- $1,000,000.00 Assets, Dec. 31, 1921 Cash th Banks ___._._ Gey Cre A eee 27,613.44 Salvage Denartment 8,535.60 Mecounuts Recewable =. 6,160.40 Ofsice Maiioment = oo 15,000.00 Cota ee $137,392.51 Policies Written and Renewed, 1921 __._..........._ =. 40,268 Over 12,000 people killed in 1921 by Aut serious claim the Company will defend you. Adjusters. Insure AUTO INSURANCE AT MUTUAL MICH. ee $ 80,083.07 omobiles in U. S. When you have a It has experienced Attorney and before too late. COST PLUS SAFETY We have available a choice supply of high-grade GOVERNMENT, MUNICIPAL and CORPORATION BONDS bearing interest from of, TO 7% Write for our monthly offering list. ESTABLISHED 1880 Paine, Webber & Company 1212 GRAND RAPIDS SAVINGS BANK BUILDING GRAND RAPIDS, MICHIGAN NEW YORK BOSTON CHICAGO In this day when so many wild-cat speculations are being offered to the investing public, it is decidedly worth while for the public to thoroughly investigate every enterprise before they put any money into such enterprises, which hardly deserve to be even called enterprises, as many of them are nothing but promotion schemes pure and simple. There are a good many offerings BUSINESS OFFERINGS, that any isfy himself thoroughly regarding the management and the business of the Company. We are at this time offering the the Michigan Transit Company, a Company which has been in the water transportation business since June first, 1919, and which has shown a remarkable earning power. The future of the Michigan Transit Company is very bright. only has the Company been paying d organization, but in addition the prospects of the common stock in- creasing in value materially within very good. Upon request we will furnish all the information desired by any investor regarding this enterprise, and in addition give him the oppor- tunity of thoroughly satisfying himself before asking him to invest. F. A. SAWALL COMPANY 313-314-315 MURRAY BUILDING, GRAND RAPIDS, MICHI Gentlemen: I am interested in an investment in the Michigan Transit Company. Without any obligation on my part, Company. Yours truly, at this time, also, that are strictly investor can look up and can sat- Preferred and Common stock of sit Not ividends since the beginning of its the next two or three years are GAN send me all particular regarding the Name Address Y reece: ew 4 a Y | ' fare i mt * Ap | j March 15, 1922 STORE EFFICIENCY. What the Year 1921 Taught the Retailer.* Before I start this I want to outline to you the things I will talk to you about and tell you how these facts were obtained. I am going to ask you how these facts were obtained. I am going to ask you not to consider this statement that I am going to make as being an advertisement. For the past two years the Schreffler Store Effi- ciency Co. has been conducting a re- search service department with the object of teaching merchants how to understand their business better. We receive figures from stores doing a volume of $50,000,000 yearly and these figures are tabulaetd and charted in graphic form. Reports are sent out weekly and monthly setting forth the weak spots in their stores. I am mere- ly telling this to convince you that the figures that are to be shown are ab- solute facts and to set your mind at ease as to their reliability. The condition for 1922 must, of course, be arrived at through a care- ful and analytical study of conditions existing in 1921, The retail merchant worships a lit- tle tin god called “Sales.” He thinks that when sales volume is good every- thing else is good. “He does not study his purchase allowance and does not make plans for the spreading of mer- chandise from month to month. He excuses himself by thinking that next month is going to be better than this month. All he thinks about is sales volume—thinking that this is a pana- cea for all his ills. With only this idea in mind he is not going to make his business a success. In ‘studying your sales volume for 1921, compared with 1920, we find these things. During the first four months of last year the sales volume averaged regularly just about 5 per cent. less than in 1920. But in May sales went on a strike. They drop- ped rapidly month by month until we reach a low ebb at the close of Au- gust at which time sales were running little better than 25 per cent. less on the average than in 1921. At that time things came to a stop and since that time there has been a gradual but mighty slow improvement. Improvement of the sales volume is very little different from the im- provement of the stock market after the bottom has fallen out. When stocks go down, they go down rapid- ly. But on the upward course, there is an unsteady movement up and down from month to month. Hooking the sales is very much like driving an automobile. With too much carbon on the cylinder the en- gine knocks. We go up and then fall back. Each time we rise a little far- ther and don’t fall back so far, so that the tendency is upward but slow. January shows a retarding of sales caused by the poor business of the first week in January. The first week of January showed a 40 per cent. de- cline as compared with January 1921. The second week showed 26.5 per cent. the third week 16 per cent. and the *Paper read at Flint meeting of Mich- igan Retail Dry Goods Association by H. F. Armstrong, of Chicago, MICHIGAN TRADESMAN fourth 6 per cent., showing a gradual improvement through January. February sales volume showed very erratic turns but shows a gradual im- provement and for the month will show approximately 18 to 20 per cent. behind February 1921 volume. Easter came in March last year and will come on April 16th this year and this festival always changes your sale conditions somewhat. For this rea- son I believe that March is going to show a considerably poorer compari- son, but that after the middle of March and through April it will show some improvement. I believe that after the first of May this year we are going to show a very substantial sales volume as compared with last year. In reviewing the business records of past years it might be better still to go back further and take 1918 for instance. In the latter part of that year the Armistice was signed and war orders were slower. In 1919 we were in a period of prosperity. Peo- ple ‘had forgotten the war and were concentrating on business. The re- tailer was making money. In 1921 the back orders from whole- salers began to be filled and sent in. In this unloading process we went through in 1920 the merchant began to lose money. He began throwing his ballast overboard and took heavy mark-downs on a declining market, While he closed the year with a fair- ly satisfactory profit, business was very unsettled and he was facing times when many more mark-down losses would have to be taken. In 1921 most merchants came through the year with a lot of ex- pense and very little money. The big question now igs “What about 1922?” In studying 1921 you feel that the reason you didn’t make a profit was from lack of sales volume. I know that is what you fellows have in mind. If sales had kept up you could have made a profit, you believe. On the sales chart I am showing you our figures ‘have been checked up with all available figures—we find that the lines are right. And they indicate accurately what any retail business would show. You retailers sold more merchandise in 1921 than you did in 1919, By making the comparisons be- tween business in 1920 and 1921, as compared with 1919, we find that up until June 1921 the dollar volume of sales amounted to more than it did for the corresponding period in 1919: but during the remainder of the year it was less. But, for the period ag a whole the 1921 volume averaged more than 1919. Why then did not the re- tailer make as much profit as he did in his banner year 1919? There is a mighty good reason why the merchant didn’t make as much money in 1921 as in 1919, Everyone in 1921 was thinking of and deploring the poor condition of sales. If the merchant had spend a little of that time in examining a few of the other vital elements of this business he might have saved a lot of money. In 1920 a piece of merchandise priced to sell at $1 cost 63 cents, leaving a margin of mark-up of 37 cents. Out of the 37 cent mark-up, 17 A Real Opportunity Is Offered In the Dividend Paying Securities of the NUT GROVE BUTTER COMPANY The SECOND LARGEST PRODUCERS of Nut-Butter and Margarine Class “A” is PREFERRED as to ASSETS AND DIVI- DENDS, bearing 8% dividend and participating to 10% SPECIAL RESERVE FUND—full paid and non-assessable. : FEATURES Class ‘‘B’’—fully participating in management and divi- dends after 8% has been earned on Class “A”’—full paid and non-assessable. Exempt from Normal Federal Income Tax. OPERATING THREE FACTORIES The Company operates three factories, geographically located for superior distribution in Detroit, Mich., Providence, R. I., Syra- cuse, N. Y. THE DEMAND FOR NUT GROVE BUTTER The demand for Nut Grove Nut Butter has increased enormously, and its output is only limited by its manufacturing facilities. The company has many orders on hand, upon which they are making daily shipments. Among the brands manufactured by them are Nutto, Golden Hue, Silver Spread, Nut Grove, Liberty, Palestine, Nut-O-Gold, Country Club, White Valley, Higgins Country Roll, Nut Glow and cthers. They also manufacture under private labels for the largest distributors in the United States, and two brands of naturally tinted Nut Butter—the ONLY company doing so—under a secret process. STATISTICS The Nut Butter business in this country is still in its infancy. Government statistics show that the consumption in the United States of all oleomargarine and nut butter is only 3.71 lbs. per capita, while in Great Britain it is approximately 22 pounds per capita; Norway and Sweden approximately 26 pounds, and Denmark and Holland, two of the finest and largest butter producing countries in the world, 28 pounds per capita, while in Germany it is 45 pounds per capita. In 1908 the oleomargarine sold in this country consisted of only 81,530,566 lbs.; in 1914, 144,302,750 Ibs.; in 1918, 332,000,000 Ibs.; and in 1919, 371,000,000 Ibs. Comparative figures for the same months of 1919 and 1920 show an increase in the use of Oleomargarine of about 20%, while the increase for the same months in the strictly nut butter shows an increase of about 70%, thereby clearly indicating that the nut butter is increasing more than three times as fast as oleomargarine and other butter alternatives in general. RECORD OF SALES AND EARNINGS From Sept. 13 1917 1918 1919 1920 1921 (Approx.) $298,586.54 $815,336.26 $1,088,482.69 $1,381,046.25 $2,250,000.00 THE COMPANY HAS PAID 10% on CLASS A and 4% on CLASS B at present price offering on every dividend paying period, including the most recent one of February 15, 1922. THE COMPANY IS EXPANDING NOW IS YOUR OPPORTUNITY AUTHORIZED CAPITAL @7-10% Clase A (Pax $10.00)... $1,000,000.00 eee Oe ae a 150,000 Shares WE OFFER 30,000 Shares 8%-10% Class A Stock 30,000 Shares Participating Class B Stock OFFERED—in Blocks of j er 5 $15.00 per Block Purchases may be made either for cash or partial payment plan. Write To-day For Detailed Information NATIONAL INVESTMENT CORPORATION Murphy Building Detroit, Mich. GENTLEMEN: Without any obligation on my part send me full particulars regarding Nut Grove Butter Co. Name Address 18 the merchant paid 24.5 per cent. for expenses then took 5.2 per cent. off for mark-down and had 7.3 per cent. for net profit. In 1921 a piece of merchandise marked to sell at $1 cost 62% cents. The expenses took 29 cents. Here is one of the things that most merchants forgot to do—forgot to study expens- es. In addition it took 6.6 per cent. for mark-downs, leaving the small amount of 2 per cent. for net profit. Many have lost a lot of money; a few have made; some have done very well but on the average there will be less than 2 per cent. profit for the year, simply because the merchant was watching sales volume and for- getting his expense and turnover, re- ducing price on merchandise in fear of competition. While the merchant did forget his expenses, the expenses did not forget the merchant. They have hooked him and have him suspended in a very un- comfortable position and he is now wondering how long they will keep him in the air. It is mighty hard to control ex- penses when a merchant is influenced by sentiment. We get people on our payroll, then sales start to drop off, factories shut down, and we hate like the dickens to lay them off—in other words the store is turned into a char- itable ingtitution. We also continue to advertise more extensively until we find the condi- tion this year showing a 28.9 per cent. cost of doing business against an average of 24.5 per cent. for last year. Analyzing these expenses into three main classes—operating, fixed and overhead, we find that the oper- ating expense has increased 3 per cent.; fixed, .6 per cent. and overhead, 8 of 1 per cent.. Operating expenses for 1919 were 12.3 per cent.; in 1920, 13.4 per cent.; in 1921 16.4 per cent. The other items of expense have had increases very much out of propor- tion but it is the operating that must be watched closely. You may think that this is due to the fact that you have sold less merchandise. You may think the increased rate in the cost of doing business was due to the fact that you sold less merchandise. I will show you that generally it was not. Here is a typical store (illustration) doing an annual volume of $25,000. We find sales up to the end of Novem- ber showing an increase of $566. The expenses increased $3,178. Is there a good reason for such an increase in expense? No reason under the sun except that you have had your eyes on sales volume when you. should have had them on expenses, I am going to say this in regard to expense control There isn’t such a thing for the fellow who keeps his books on a cash received basis. Be- cause the payment of your advertis- ing bills, for example, for this month and the next two or three months may be postponed until May and then you will make a clean up. You will have a tremendous expense in May. If that is the way you record expenses you might as well forget expense con- trol. Put all of your expenses in each month and don’t let them accumulate. By all means make an expense bud-~ MICHIGAN TRADESMAN get. You are doing 10 per cent less than last year. In 1920 you did 25 per cent., in 1919, 35 per cent. Go back to the previous year and find out what you paid for expenses. Make a budget showing just what you can spend, and then live up to this bud- get as closely as possible. The merchant who does not have a merchandise plan or budget is gambling in merchandise. It is the best check you can have on your merchandise. The merchant who does not study his merchandise budget and watch his rate of turnover is asleep. Merchandise lies idle many times because it is not what the people want. Many times people are looking for merchandise they want and come to your store and can’t find it because you have a lot of stuff they don’t want. This is one of the things every merchant must find out—the kind of merchandise his customers want, or his rate of turnover will never be right. Turnover is figured on merchandise March 15, 1922 stock. Turnover is a comparison of the ratio of stock to sales. Before we go into this, we want to see how stock in 1921 matched up with 1920 and 1919 and we find that during the first part of the year 1921 merchants were still unloading and getting their stocks reduced. With an average decrease in sales volume of 5 per cent. until May 1921, we find merchants reducing stock. Then we find a sharp decline in sales volume but the merchant did not continue his reductions of stock pro- mate. the critical first years. Speak well of your city city. A Healthy Place to Live HIS is the healthiest large city east of the Mississippi. A Grand Rapids baby is more certain of living than a baby born in any other city over 100,000 in the United States. Our infant clinics help mothers bring their children through Health inspection in the schools corrects ailments in the first stages, and gives the youngster a fair start. A park or playground within a half mile of nearly every home provides recreation for all. A model for all states is the city’s housing code, which 1s- sures healthful living quarters for every family. Our unfailing supply of pure water is a tremendous agency for health, minimizing typhoid and other contagion. tuberculosis sanitarium is a forward step in stamping out the white plague. Industrial accidents and occupational diseases take a terrific toll in many cities. But Grand Rapids factories are largely clean daylight plants, with tasks that do not menace life or limb. The big open air markets where fresh fruits and vegetables and other farm produce are available from early spring till late fall, further promote the health of all our people. Few localities can claim a more delightful year round cli- Our summer mean temperature is 70.2, the winter mean 25.8, an average of 48.1. Grand Rapids is a good place to live because it is one of the healthiest communities in the world. Grand Rapids “A geod place to Jive” ADVERTISING CLUB @) OF GRAND RAPIDS This advertisement produced for the advertising club of Grand Rapids by the following: Typo- graphy by The Schuil Printing Co,, Copy by Ben Dean, Electrotypes and engravings cour- tesy of Newspaper Eng. Co. and Grand Rapids Electrotype Co, Grand Rapids has the lowest infant death rate of any large The new RARE — March 15, 1922 MICHIGAN TRADESMAN 19 portionately and his rate of turnover slowed up very materially. Stocks at the end of December were 13.6 per cent. lower than at the close of December 1920. The price of mer- chandise as near as we can determine is about 25 per cent. lower. Cotton goods is only down about 10 per cent., linens are down 30 per cent. to 40 per cent. Shoes about 20 per cent.; men’s clothing about 20 per cent. to 25 per cent. Ready-to-wear is a little hard to compare because of class and gtyle changes. We believe a 25 per cent. average is just about right. If merchandise at the close of De- cember was worth 25 per cent. less than in 1920, then the merchant was carrying more yardage than in 1920, and I do not believe he is justified. In 1921, merchants showed a good rate of turnover until we reach the month of May when, you recall, the sales started down and stock up. Since May turnover has been asleep. He almost woke up in October and then went off into a sound sleep again. A lot of merchants think that turn- over is a lot like dividing 2 in 4 and getting the answer 2. Turnover is a process of changing merchandise in- to cash and the number of times you can put your complete stock of mer- chandise into cash during the year, represents the number of turns you can get. A lot of fellows divide stock at in- ventory time into sales and say they get so many turnovers. They are only doing long division. What you want to find out is “How many times did I turn my merchandise into cash?” When we studied arithmetic one of the first things we learned was to get things into the same common denom- inator. In figuring turnover you can use sales at cost price as long as you use your stock at cost price—as long as you keep your sales and stock in the same common denominator. But the most common practice is to use stock at retail and sales at retail. The most satisfactory way to arrive at turnover, we find, is to divide the average monthly stock into the aver- age sales and find out just how many months it takes to turn your merchan- dise into cash. Turnover ought to be studied more frequently than at inventory time. It will help you to make a better show- ing thig year than last. This turn- over problem will solve a lot of busi- ness worries. As we study the figures that reach our office each week we are more and more impressed that the store that is getting a slow rate of turnover is the store that is taking the heavy mark- downs ag well. If you save 7 per cent. of the mark- downs and didn’t do anything else, or if you only save 5 per cent. think what a wonderful thing it would be for your institution. A small store merchant always thinks he has to carry a lot of mer- chandise. He thinks he must have everything the customer might ask for. I would like to cite a case where a new buyer went into the jewelry department and after twe or three weeks came to the ESTABLISHED 1899 ST-LOUIS A typical Brecht installation. Modern display counters and refrigerators will add fifty per cent to the appear- ance, economy and sales power of your store. Let us tell you why Brecht six-inch wall refrigerators are pre- ferred by progressive market men. Write Dept. B. THE BRECHT COMPANY - ST. LOUIS, MO. New York: 174-176 Pearl St. Chicago: Monadnock Bldg. San Francisco: 67 Second St. BRANCHES Liverpool, England adrid, Spain Buenos Aires, A. R. Capetown, S. A. Sydney, N.S. W. Shanghai, China merchandise manager and said: “I believe I have an idea—I may be right and I may be wrong.” “What is it,” asked the merchandise manager. “Here it is. In the jewelry depart- ment we have $8,000 in stock, while we are doing about $800 business. It is taking this department ten months to turn one time. I would like your permission to move all but $3,000 of this into the and lock the door, to find out if I am right.” The next month on that $3,000 stock they did two and one-half times as much business. Why? Because in order to sell things you have to dis- play them properly. That is the trouble with many merchants— they make their merchandise look too junky. They don’t have it displayed correctly because they have the de- partment cluttered with stock. stock stock room too Another client in Wisconsin worked the same thing in his infant’s wear department. He moved some of the stock out and put it in the basement department and made the department look like something and in the next month doubled his volume. A little attention to ‘these details will put money into your pocket. It is time to put Old Father Turn- over on the job. Get your lines mov- ing. But—you have got to study mer- chandise and study what people want. It only takes a little time to do it—and it ig certainly worth the trouble. Did you ever stop to think about Woolworth? Where did he get his money? He discovered that more people are willing to pay 10 cents for an article than any other price. He tried to start a 9 cent store, but it didn’t work. He found out what the people wanted. that the public wants. They know what they want, they know what they want to pay. It is up to you to study the problem and get the You have to dis- cover it yourself for your own store. Buy merchandise solution. No other merchant can find it out for you. You don’t have to record sales and prices for all departments and do a lot of book-keeping. The largegt stores do this and get accurate rec- ords, but for the smaller stores there is an easier way. I will give you an example. We will take a men’s fur- nishing department. You are going to find out what price the people in your town want to pay for shirts. Go through your stock and place an inventory ticket on each box of shirts, showing the number of shirtg and the price at they are marked. which When you get through accumulate the tickets and make up a chart show- ing the number of $1 shirts, $1.50 shirts and $2 shirts, etc., that you have on hand. That is about all there is to do until the test is over. Then arrange all prices of shirts taken dur- ing the period. If new stock has been added during the test, add the amount to the original inventory. Suppose the test lasts four weeks. Take from the quantity you had at the begin- ning (plus purchases during the test) nn emeemaeoainie” Be ce MAIN OFFICES AND FACTORIES: ST. LOUIS, MISSOURI 20 MICHIGAN TRADESMAN March 15, 1922 the quantity at the end and you have the total sold. I find that the $2.25 shirt did not sell. I am going to mark that line down to $1.75. If I had a record, I would see that the $1.75 line did not sell well but that the $2 shirt good seller. Concentrate and you can cut your stock down to the proper proportion. In merchandising one of the most essential things you must have is a perpetual stock record. Without it you will not have any means for a satisfactory checking up of your mer- chandise operations. A perpetual stock record is not a complicated matter; all that is neces- sary is a record of sales, purchases and mark-downs. The most satisfactory plan is on the retail basis. If I know to-day that I have so much stock on hand at re- tail price and how much more I add at retail during next week .and then at the end of the week subtract my sales and mark-downs, I will know the retail value of the stock on hand at the end of next week at an instant’s notice. That kind of information at hand constantly will enable you to get your control. We have been talking about sales volume. I have endeavored to point out that the problem for the merchant is not getting sales volume but in taking care of it after he gets it—that is what I mean by a control system. I don’t mean merely a book-keeping system but a plan for keeping your finger constantly on the pulse of your business. You see $100 worth of merchandise. What do you get out of it? $29 out of every $100 sales last year went into expenses—simply because the retailer didn’t know when to turn the valve, and shut off expenses. He did not know how to control his expenses. He didn’t know when to shut off the valve on purchases and was penalized by heavy mark-downs. Now when he is looking in the cash box, there is nothing doing. The only way to get money into the cash drawer is to know when to turn the valve on expenses, merchandise purchases, etc.—an do it. ——_2+->_____ Money Making Idea. C. L. Heverly, who conducts a store in Yakima, Washington, has tried out a plan which has been successful be- cause it serves the customer, the re- cipient of a gift and the storekeeper himself, “About the middle of November,” he says, “I get a small memo book or tablet, and when the young people come in and begin telling me just what they want for Christmas, I have them write their names across the top of the page and just below it the things they want for Christmas. “Later, when the friends of these people came in for the purpose of buy- ing presents and didn’t know what they wanted to buy, I would hand them the book and the chances were ten to one that I would make a sale.” Here is an idea which you may be able to work out next Christmas or you can use it for birthday presents all through the year. Was a ——_2>22——_ - Real happiness comes from doing a job well. BUSTING THE CITY LIMITS. How This Was Accomplished at Battle Creek.* “Busting the City Limits” is a fitting caption used by Collier’s, a National weekly, in describing the activities of the Battle Creek Community Club. for decades past there have been community clubs, but it remained for the retailers of Battle Creek, their wives and the farmers and their wives around Battle Creek to organize and make use of the word in its proper and fuller sense. For years now it has been the fash- ion for city folks to feel and say that the farmers are much better off and more independent than people living in cities. I agree with this conten- tion, yet the fact remains that the “Back to the Land” movement has utterly failed to date. Thousands of farms all over this great country of ours are idle and neglected. The owners or tenants who former- ly worked these neglected farms have gone to the cities to enjoy the so- called advantages of city life. So the farmers, thousands of them, believe and say by their actions, that the city dweller, though not nearly so in- dependent as the farmer, is the better off. While all this may seem not to be to the point, it is a significant fact that where two classes or groups of people believe the other group or class is getting the best of the deal, a feeling of animosity arises between these groups which ultimately leads to un- pleasant results and unfriendliness. This sort of feeling has led to a gradually widening breach between the farmer and the city man. In in- stances producing disastrous results as in the case of North Dakota, where the non-partisan league came _ into power and remained in power long enough to do almost irreparable havoc thereby ruining the credit of that State. All this was largely due to misunderstandings between the farm- er and city dwellers. The farmer es- pecially, in that case, believed he was completely at the mercy of city sharpers who were fleecing him. About three years ago and during the period when North Dakota, through its non-partisan league, was doing so much damage the merchants dinner club of Battle Creek made a survey of the situation as it affected Battle Creek; and after some months it decided that the time had come to create some sort of organization through which the farmers and their wives and the merchants and _ their wives might meet at stated, regular in- tervals—become acquainted, create friendship and talk over matters of importance to both groups, the farm- er group and the city group. The wise heads, as usual, stated it could not be done. That after a meet- ing or two the organization would disband for lack of interest on the part of the farmers. How far wrong they were is proven by the records which show that the farmers are join- ing the Battle Creek Community Club in larger numbers than the city peo- ple and that they also attend meetings *Paper read at Flint meeting of Mich- igan Retail Dry Goods Association by J. C. Toeller, of Battle Creek. more regularly and in greater num- bers, than do the city members, al- though many of them must drive long distances, often in bad, cold, stormy weather, to attend the monthly meet- ings which are held on the third Fri- day of each month at noon. The sole reason and purpose of the 3attle Creek Community Club is to arrive at a better understanding be- tween men and to build friendship and good will. This has been accomplish- ed in Battle Creek. After thirty months of operation the Community Club is in a strong, flourishing condi- tion. The merchants do not, interfere with the workings of the various farm organizations. In fact, they encourage them in every way possible. Yo illustrate—a farmer may join the Community Club only if he belongs to his home grange or farm club and a person living in the city may become a member only provided he is a member of the Chamber of Commerce, hence a linking up of most in any way, important farm and city organiza- tions. Since the organization of the Com- munity Club, many city men and women have taken memberships in various farm organizations, attend meetings regularly and pay dues regu- larly. Can you see anything in an or- ganization which brings about a brotherhood spirit of this sort? I shall proceed to explain how the Battle Creek Club was organized. First I must warn you that there is almost an endless amount of work connected with the undertaking and also it costs some money. briefly Community A committee from the Merchants Dinner Club was appointed to get in touch with the officers of the various farm clubs and granges around Battle Creek, to explain to them the idea and to request the privilege of visiting the farm clubs at their membership meet- ing with the object in view of inviting the entire farm club membership to be the guests of the Merchants Dinner Club at one of the regular Friday noon luncheons. The plan worked well. For five consecutive Fridays various farm or- ganizations were guests of the mer- chants the farmers came but were rather skeptical, believing there was a “nigger” in the wood pile. They could not quite understand why an organization of merchants would in- vite them to a feed at the best hotel in town and not expect to take it out of their hides. T can best illustrate this by reading, a copy of a letter written by Julius Hall, one of the foremost Calhoun county farmers, who at present is al- so the President of the Calhoun Coun- ty Agricultural Association, which or- ganization puts on a county fair at Marshall, the county seat of Calhoun county, each year. The letter reads as follows: Battle Creek, Mich., Feb. 10, 1922. R. S. Sweet, Bowling Green, Ohio. Dear Cousin:—From the tone of your last letter. I am thinking you are not entirely satisfied with the infor- mation given in the pamphlet, “Bust- ing the City Limits,” which T sent to you, so I will write you my personal ideas in regard to the success and benefits derived from the project. A little more than two years ago when the Merchants Dinner Club of the city of Battle Creek began to send a committee to meet with the differ- ent farmers clubs in the country sur- rounding the city, their visits were regarded with a considerable amount of curiosity and suspicion on the part of many of the farm club members. And when the clubs were invited to lunch with them at the Post Tavern, the finest hotel in the city, nearly all agreed that there must be some pro- gram in mind to hook the farmer with financial gain to themselves. jut a few had nerve and conceit enough to think they were capable of matching the wily merchant in whatever scheme he had in mind. so we kept meeting them half way. We kept on attending the different meet- ings appointed to learn all we could about their so-called plan of uniting the city business man and the farmers of the nearby territory. As a result what is known as the Battle Creek Community Club was organized and is now just entering its third year. It now has more than three hundred members, has for its slogan, “Boost Hard Together,” and the members are nearly evenly divid- ed between the city and country. Our meetings are held once a month, in the city in cold weather and at some farm or lake in summer time when they may be held out of doors. Well you say, what are the benefits derived from your club? They are many. I will name a few as they occur to me. We have learned that many, if not all, business men are willing to meet a man or a woman from the farm in a social way and are not all the time scheming to find a way to beat him out of a dollar. We meet on an equality and I will guar- antee a stranger would have a diffi- cult time at our meetings to tell who are city people and who are farmers. After the material jis brought in for dinner, the merchants’ wives and the farmers’ Wives get acquainted and en- joy themselves visiting while prepar- ing it to serve. As a rule a farmer does business with only a few men in a town and knows only a few, but it is much more pleasant to go to town and not only know the man you buy from but to be able to we and greet many on the street who greet you just as cor- dially as though you had bought of them. Again our wives used to go to the city and seldom meet a lady they knew, but now they meet many who greet them in a friendly way. This makes going to town much more pleasant for our wives. At almost every meeting of the Club we have from one to three men of State, Na- tional, and sometimes international reputation to address us on interest- ing topics of the day. We learn much in this way that we would not have the privilege to learn were it not for our Club. Our Community Club is helping some of us to get away from “All work and no play makes Jack a dull boy.” We have a day’s recreation each month and a day of profit by listening to some good speaker and we are better prepared to go on with our work. Gradually the skeptical are becom- ing convinced that our Club is for the benefit of all, and are uniting with us. Our Club stands for co-operation and union, and the exclusion of class- es. We believe there is no room for classes in this country and we feel sure that although our Club may not have accomplished all it could, it has made a beginning and expects to im- prove. We have recently seen the need of our people being united, and I sincerely believe that clubs similar to ours organized all over our country would do much to keep our people re-united. Hoping that this will help you to see the good in such organizations as ours, I am, your cousin, Julius Hall. Since the Merchants Dinner Club March 15, 1922 MICHIGAN TRADESMAN 21 When Cars Pass You On the Road you can bet a large percentage of them use Red Crown Gasoline If you love action—and get a thrill from shooting out ahead of the rest— use Red Crown, there is no gasoline made that surpasses it. Red Crown is good motor gasoline. Not only does it insure a quick “‘get-a- way’, but it causes your engine to ac- celerate smoothly and deliver the maxi- mum power and speed it is capable of developing. Red Crown is made to produce an abundance of power. Its chain of boil- ing point fractions is so arranged as to give to the piston an action closely ap- proximating the smooth, even stroke of the steam engine. It is impossible to manufacture a more economical gasoline for use in the automobile engine. STANDARD OIL COMPANY (INDIANA) | CHICAGO ILLINOIS | ia 22 entertained about five hundred farm- ers and their wives, you might ask, and with some justice, who paid the bill? 3attle Creek is fortunate in that it has a paying chamber of commerce membership in excess of a thousand and also it has a Chamber of Com- merce Board with vision and fore- sight enough to understand that the linking up of the rural and urban population is a big problem but ab- solutely necessary to the welfare of this country. Upon request, therefore, the Cham- ber Board passed the responsibility of the appointment of the Agricultural Committee to the Dinner Club. This committee after developing its plans appeared before the directors of the Chamber, asking that an appropria- tion be made to enable the committee to carry’out its plans. The directors promptly placed into the budget as a credit to the Agricultural Committee, the sum of one thousand dollars, about one-half of which was used to carry out the plans which finally de- veloped the Battle Creek Community Club. In passing I want to say that the Secretary of the Chamber of Com- merce must be in sympathy with the movement and give much time and effort to the cause, for after all the Chamber of Commerce is the parent body around which all activities of a civic nature should revolve. The Secretary of the Battle Creek Chamber of Commerce has done and is doing much to aid the work. These meetings developed interest- ing information. After being invited to do so by the chairman of the meet- ing the farmers did not hesitate to air their grievances, real and imagin- ary. The big point is they did open up and that is exactly what we wanted them to do, for their complaints and arguments proved the necessity of a community club. Each club as it met with the Mer- chants Dinner Club was informed that at a later date a round-up meeting of all clubs would be called at which meeting a community club would be organized if sufficient sentiment was in favor of such a move. The round-up meeting was held and took the form of a picnic dinner. Everybody brought grub. This meet- ing was attended by about four hun- dred men and women. Of this num- ber there were more farmers than city people. At this preliminary organization meeting 250 of those present signified their intention of joining. At a meet- ing held two weeks later, the organ- ization was perfected, officers were elected and constitution and by-laws were adopted. Since then the Club has held about thirty monthly meetings and every meeting has been largely attended, particularly by the farmers. The monthly meetings, as stated, are held on tthe third Friday of each month at noon; and always take the form of picnic dinners. Each person or couple attending brings a picnic basket. The work of preparing food for serving is done by the women members and the food is served by the men. The Club provides coffee, MICHIGAN TRADESMAN sugar, cream and meat. Members at- tending who do not bring picnic bas- kets are charged one dollar each for the meal. As a rule nearly enough money is obtained in this way to pay for items furnished by the Club. An interesting side light is that dur- ing the warm summer months meet- ings are held at the home of some farm member. The meetings are interesting due to the variations of the program, Be- cause of the great number of things to discuss, in addition to numbers on the program, meetings must be and are conducted in a snappy fashion as the adjournment hour is 2 p. m. Much of the success of the meet- ings depends on the chairman who must be a good presiding officer and know something of parlimentary law, as our farmer friends early taught us that they know parlimentary practices and proposed that meetings be con- ducted accordingly. To give you some idea as to how successful the Battle Creek Commun- ity Club has been in attracting real big men to its meetings, I will men- tion a few who have graced our meet- ings with their presence and talks. Hon. Milo Campbell talked on pres- ent conditions and future prospects, dwelling especially on the value of AN ANS AW \\ iit NA Organizations similar to that of the Community Club, in these times of unrest and uncertainty. Congressman John Ketcham, for- mer State Grange Master. Thomas Brooks Fletcher, editor of an Ohio paper and a Chautauqua lecturer. Dr. W. W. Diehl, an experienced and practical community worker. Dr. Gaylord Cummins, of New York. John A. Doelle, director of the Michigan Bureau of Agricultural De- velopment, and Secretary of the Great Lakes Tidewater Commission. Sir Horace Plunket, the noted Irish statesman and agriculturist. The September 1921 meeting was held jointly with the South Haven Community Club at South Haven, when forty cars loaded with Battle Creek Community Club members journeyed to South Haven, a distance of seventy miles each way, to spend the day there developing and creating more new friendships. Earlier mention was made that the Club was organized solely to create friendship and good will. Develop- ments, however, have lead to another important definite object which will soon be under way. I imagine you would be rather PROCESS March 15, 1922 pleased, if you had an organization in your town, the membership compris- ing of farmers and townsmen; and if that organization appointed a com- mittee of five, three of them farmers, with definite instructions to appear before the directors of your chamber of commerce to place before them a tentative plan requesting the Chamber of Commerce to erect a suitable build- ing large enough and commodious enough to house all the important ac- tivities of a community such as yours and to, at the same time, give your directors assurance that they, the farmers in your community, would give not only moral support but finan- cial support as well. That is exactly what happened in our case. I consider this move on the part of the farmers a splendid act of faith, good will and friendship, and a real desire on their part to aid in the good work of building up the com- munity in which they live. The resolution adopted by the com- munity Club and presented to the Chamber of Commerce _ directors reads as follows: Whereas—The Battle Creek Com- munity Club stands for community endeavor toward improved conditions and better understanding among all Ask Your Dealer or Decorator about the ALABASTINE OPALINE Beautiful walls! Harmonies never before imagined! A blending of tints and tones, a magic interweaving of colors which will transform your walls into a rich fabric unsurpassed in its charm and cheerfulness—and at a cost well within your means. AN good decorator can do the work—nearly all stores dealing in paints can supply the material—anyone can now afford to have Tiffanized walls formerly the exclusive privilege of the very wealthy. Instead of Kalsomine or Wall Paper All that is necessary is just Alabastine, the same nationally accepted wall tint which for forty years has been used in homes, apartments, offices and public buildings of all kinds — the same sanitary, durable, economical and artistic wall coating sold by the best stores and used by the best decorators. With Alabastine, regularly applied you get the exact color to match your rugs and draperies. Through the Alabastine-Opaline-Process you obtain a combination of colors most pleasing and satisfactory. Before decorating ask to see samples of the Alabastine-Opaline-Process. The Alabastine Company Grand Rapids, Michigan ___—_ Why Rapid Turnover Means More Sales. Speed up sales and make quicker turnover is the watchword of mer- chandising to-day. The store that knows its turnover accurately will be the one that does the best business and makes the most profits. A book- let by the domestic distribution de- partment of the Chamber of Com- merce of the U, S. has just been is- and sales which can be consulted at any moment, and supply the knowl- edge necessary for immediate action, either in regard to additional pur- chases or mark-downs. The division of an establishment into departments as a means of making the keeping of records easier is advocated. —_>-~> The Rooster. I love to watch the rooster crow, He’s like so many men I know, Who brag and bluster, ramp and shout. And beat their manly chest without The first ——- thing to crow about. HEADQUARTERS Advertising Novelties of All Kinds Will be pleased to submit samples and quote prices. sued in which advantages of rapid turnover to a business are vividly brought out. The directions in which losses may occur when merchandise is not turned over as rapidly as pos- sible are in investments, interests, mark-downs, salaries and wages, shelf and storage room, prestige, reputation These elements of loss are taken up in detail. Special emphasis is laid upon the necessity for mark-downs, and the necessity for keeping adequate records of purchases and inefficiency. Fair Associations, let us hear from you. " 1 | Grand Rapids Calendar Company 572-584 Division Ave. So Grand Rapids, Michigan elelelel Knowledge and Sales TT salesmen with the best records are invariably those who are thor- oughly familiar with every detail of the goods they sell. In other words, they know their goods. Every grocer’s clerk can become in- valuable to his employer through his knowledge of the goods on the shelves, and this knowledge can Le gained by a study of N. B. C. advertising It’s easier to sell advertised goods. A favorable opinion has already been created by the advertising. Such easy-to-sell goods are the various products of the National Biscuit Company. Their superior quality is widely recognized. To offer N. B.C. products is to sell them; less argument is necessary, for people know them to be dependable. IES NE, MIEN Qe (X18 Xe AE ie IE NS, MIE I, IE NE, NATIONAL BISCUIT COMPANY iscsi pein sHC scotch D ecnens socom ist ait les caceroteeaaens ate March 15, 1922 MICHIGAN TRADESMAN 25 Teach the Child Unselfishness and Fair Play. Written for the Tradesman. The family was very much impress- ed by the skill and intelligence that little Frances, aged seven, was show- ing in the games of “rum” and “five hundred” which were played around the circle in the early evenings, be- fore the children went to bed. She is a remarkably alert-minded child. The other evening she found particular satisfaction when both jokers in the two-pack game thay were playing turned up in her fat little fist, and won the game handsomely. That evening, when she was getting ready for bed, she said with naive candor to her mother, from whom she concealed -nothing: “Wasn’t it fine for me to have those two jokers, mother?” “Yes, that was great luck. You play very well.” “Guess where I got them.” “Why, of course they came to you in the deal.” “Oh, no they didn’t! I had them.” “Had them—what in the world do you mean?” Had them in my pocket.” Then she calmly if a bit triumphant- ly, described how before the game began she abstracted the two cards from the packs and had them all ready for the game. Their absence was not noticed in the deal. Ghastly situation, wasn’t it? th as ra sd Harbor Springs, Michigan y v t on : \ is to speec up the sale of dry goods Wanita a Molson Up-To-Date ces ££ = 3 e = . stocks to highest | notch consistent DRY GOODS and CLOTHING STORE (os £& & DRY GOODS = = with judicious selling, and omit not Complete Lines and Good Assortments 2 ’ : = 4 to camp on the trail of customers cosdeereaisae oo ee srane - .FANCYGOODS NOTIO S | Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansing. First Vice-President—Geo. T. Bullen. Albion. Second Vice-President—H. G. Wesener, Saginaw. Secretary-Treasurer—Fred Cutler, Ionia. The Dry Goods Dealer’s Credit Policy Written for the Tradesman. The dry goods dealer may have a very efficient organization and well- trained sales people, yet he will find the going not good but rough if credits and collections are loosely handled. Every concern must have working capital, and the retail dry goods establishment is no exception to the rule. Nothing else can take the place of it. All and sundry of the merits and excellencies of the most ideal retail dry goods store cannot atone for failure here. To be hard-pressed, grasping for time, and harrassed by obligations one cannot meet, takes all the joy out of business. The speed which the dry goods dealer makes in the business ‘depends . very largely upon the promptness with which he collects money due him. business The dry goods dealer who conducts a strictly cash business escapes all the worry and uncertainty incident to credits and collections, but it is to be presumed that the number of such is comparatively small. Most dry goods dealers carry more or less charge ac- counts. They can not help it. And it is precisely at times like the present, when business is inclined to be rather slow, that the dry goods dealer must watch the credit situation. When cus- tomers are not as numerous as the dealer could wish and merchandise is moving slowly, the dealer hates like anything to miss a single sales oppor- tunity, and for that reason is more apt to take chances on sales to cus- tomers whose credit is doubtful. Of course the dry goods dealer wants to keep the stock moving. He understands perfectly that quick turnovers is a matter of prime im- portance. Some folks whose credit rating is not of the best understand this attitude of the dry goods dealer and they are just shrewd enough to take advantage of it at times like this. In big stores where there is a good credit man on the job there is a bet- ter chance of the store’s protecting itself against the accumulation of bad accounts; but in the smaller stores— which largely outnumber the big es- tablishments—where the proprietor is both credit man and salesman, the impulse to sell is not always regulated and controlled by the determination to sell judiciously only—i. e. only to people who may be counted on to pay with a reasonable degree of promptness. It is mighty encouraging to see the stocks moving and all that, but what is the use of swapping good mer- chandise for bad accounts? That sort of thing does not get you anywhere. Some time ago the writer was talk- ing to an enterprising merchant in a Southern city—a man who does a big credit business—and asked him this “How do you protect yourself from bad accounts?” “By thinking quick and learning to say no,” he promptly answered. That is a mighty good rule for the dry goods dealer to observe at this time. No doubt much trouble and many failures would be avoided by dry goods concerns if they would keep it in mind and act like this: There is a little childhood jingle which runs like this: The honey bee gets honey With a funny little buzz; But there’s nothing very funny In the other thing he does. In addition to its surface meaning, these lines have a deeper significance. Just think of the customer getting credit by his fetching little spiel. Quite clever. But the other thing he sometimes does—leaving you with the bag to hold—isn’t one bit funny, is it? It is this tardiness of consumers— the retail dry goods dealers’ custo- mers——in absorbing the stocks of local dealers, and paying for them in cash rather than promises, that is slowing up the whole process of merchandis- ing and making business conditions generally more or less unsatisfactory to everybody. For the dealer could easily enough pay his bills if the stocks were more liquid and collec- tions better. Jobbing houses under- stand the situation and seem to be manifesting a disposition to help their creditors in every possible way. The writer believes that the spirit of the average firm from whom the dry goods dealer buys is fairly well described in a more general survey of the present business situation and out- look, as made recently by Floyd W. Parsons, writing in the Saturday Evening Post, in a brief article en- titled, “Everybody’s Business.” Mr. Parsons says: “Every business man today should fix in mind that some of the com- panies now producing the worst statements are the best risks. The more intelligent and honest an ex- ecutive is, the more likely he is to mark down his whole inventory to present market prices. Firms which have followed this plan faithfully should be helped by their creditors in every possible way. Many deserving concerns will pull through the pres- ent trying times only if they are treated considerately by the people to whom they owe money.” About the only thing to be done in- question: business whose accounts are due or past due. That does not mean, of course, that he is to swing to the other extreme and suddenly develop a spasm of over- caution. If you are doing a credit business, you have got to extend credit. You can not afford to turn away honest and deserving people who apply for charge accounts simply because you have been stung in the recent past. But the average dry goods dealer, the writer suspects, is not so apt to err at this point as he is in being too lenient with his dealings with tardy and delinquent customers who Address Chamber of Commerce 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. 2 2 We recommend for RIGHT NOW Number L306 Men’s Heavy special twill Blue Cottonade Pant with fine pin stripe @ $21.00 It’s a real bargain and you will be pleased with it. Try it on our “‘say so.”’ Daniel T. Pation & Company Grand Rapids, Michigan - 59-63 Market Ave. N.W. The Mens Furnishing Goods House of Michigan Wanted Salesmen Two experienced dry goods salesmen with following quali- fications: 1. Complete knowledge of dry goods and notions. 2. Prefer man with experience in traveling and acquaintance with trade. One position is for territory adjacent to Grand Rapids and requires that applicant know the Holland language. The other is for a territory in the Lower Peninsula. If you can fill either of these requirements and have the usual qualifications of honesty, desire to work etc., let us hear from you. GRAND RAPIDS DRY GOODS CO. Wholesale Only SUSPENDERS How is your stock? Now is the time to be well supplied. We can fill your wants in any styles at practically any price. Our assortment is complete. Quality Merchandise — Right Prices— Prompt Service | PAUL STEKETEE & SONS WHOLESALE DRY GOODS GRAND RAPIDS, MICH. WA UU PURPURA e Se arn nearer i rearicessesiad emi sinc adanchidbeite mesons bei haan Rls teen GG pniasiiicinatesicni es nid Na March 15, 1922 ought to be ashamed, but apparently aren't. Keep after them. Collect bills due you as rapidly as you can. Tell them you would like to give them more time, but explain frankly what you are up against; that your creditors are pressing you. And then be ab- solutely frank with the people you owe. Lay down the cards face up. This is a time when the dry goods dealer ought to work both ends and the middle of the golden rule; and I firmly believe that those who do are going to come through with fly- ing colors. Frank Fenwick. — ++ >___ Late Fraternity News From the Sag- inaw Valley. Saginaw, March 14—Due to many conditions, including after-the-war in- ventories, your correspondent has failed of late to do his proper amount of corresponding. The U. C. T.’s of Saginaw are put- ting on a campaign for new members. Just a little pep behind this drive and we can increase our membership over last year. The other day the writer saw a bill- board which read, “When American business men look up, think up and buck up, we will have a return to prosperity.” Just read that over a couple of times, then take off that business-is-quiet, funeral air,” knock off a couple of sales you thought you couldn’t make, call on a few fellows you never could see before, get a U. C. T. application out of your pocket and sell that fellow sitting next to you on the train the best fraternal and accident protective policy he ever dreamed of owning. Do you remember when the house gave you a special price on a com- modity, how you could go out and sell it? Easy, wasn’t it? Went like hot cakes. Did you ever stop to think you've got a special price all the time when you are selling U. C. T. insur- ance and fraternalism? And when you sell the applicant, sell him the policy right. If his vo- cation is such that an injury received while doing certain kinds of danger ous work entitles him to partial in- demnity only, tell him so. salesman (so-called): sold me some radiator hose recently which was supposed to be equal in every respect to the kind I was handling and at a better price. Well, it wasn’t just as good. He gets no more orders. Just so, when you sell a man U. C. T. pro- tection, tell him just what to expect when he has an injury. At our last regular meeting we had the pleasure of hearing Secretary Haensel, of the Board of Commerce, and President Curry, of the United Club, discuss the local transportation problem. Mayor Mercer presided. After this part of the meeting, the brothers were the guests of the Ladies Auxiliary at a card party, which everybody enjoyed immensely. An effort is being made to organize a You-See-Tee Club. Ask about it. It is worth your while. Remember, too, that at our March meeting we hold our annual election. Bring along a candidate and cast your vote. Remember the date, March 18, at 6:30. Your interest in the selection of officers has a great deal to do with the success of your Council, so be there. O Leidlein. ——_>-.—___ Make the Most of To-day. I’ve shut the door on yesterday— Its sorrows and mistakes; I’ve. locked within its gloomy walls Past failures and heartaches. And now I throw the key away To seek another room, And furnish it with hope and smiles And every springtime bloom. No thought shall enter this abode That has a hint of pain, And Envy, Malice and Distrust Shall never entrance gain. I’ve shut the door on yesterday And thrown the key away— To-morrow holds no fears for me, Since I have found to-day. Vivian Yeiser Laramore. MICHIGAN TRADESMAN PRICES CURRENT ON STAPLE DRY GOODS. List prices corrected before going to against changes. Bleached Muslins. uto 16 Fruit of the Loom ~. 19% Bravo 2 16 Cabot 200 16 44 in. Indian Hd. S.F. 26 Bis Witun 200 13% or gees eee en 18 Hop 36 = Indian Head . 20 33 in. Indian Head _. 18 54 in. Ind. Head L.F. 32 Unbleached Muslins. Plaga oe —. Of SGA $6 in. 2 12 Black Hawk -- -----. Be Giant oe 40 in. Exposition ~-.. ii 40 ins 96A. 262 12% Wide Sheetings. Pepperell Unblea. Blea. 10-4 2 53 58 934 49 53 8-4 42 44 49 (<4 oo 40 44 Less 5 per cent. Pequot Unblea. Blea. 10-4 o202 60 65 9-4 Coes _. 2S 60 $-4 22 60 55 eo 44 60 Less 5 per cent. Pillow Tubing. 12 in. Seneca — -..-- ae 45 in. Seneca --.--.. 34 42 in. Pepperell -... 32% 45 in. Pepperell -... 33% 86 in. Edwards ---.- 26% 42 in. Indian Head — 380 42 in, Cahot 2. .< 31% 45 in. Cabot 2... 33% 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 Driil . 17 8 oz. Canvas .-.... 7 aoe ACA — 8 o Cordia. ACA Tick . 26 Warren Fancy Tick 35 Thorndyke Fy. Sat. 37% Amoskeag, ACA ~~ Cambrics and secant 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 Longcloth ..-.-. 13% 81 Longcloth ~.--.. 16 84 Longcloth -..... 17% 7001 Longcloth ~..... 15 7003 Longcloth -..._ 19 7002 Longcloth ~..... ise 7004 Longcloth -..... 24 Ginghams. A F.C. ce CT Toile du Nord ------ 20 Red Rese —....._..... 17% Dan River ....--.__ 17% Everett Classics _... 15 Haynes Staples Lowe Cheviots, 32 in. 15 Bates 22 In. 2.0. 02% Treffan 32 in. --.-.. 27% B. M. C. Seersucker 18% Kalburnie 32 in. _-.. 224% Jacquelin, 32 in. -.. 40 Gilbrae, 32 in. ~---- 45 32 in. Tissue --..... 42 Manville Chambray — 16 Red Seal Zepheyr --. 18% Prints and Percales. 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 a Outings and Cantons. Cashmere Twill --.. 15 27 in. Unble. Canton 14 100 Flannelette ~...__ 1246 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 --...... 16 1931 Dark Outings .. 15 Draperies and Cretonnes. Hamilton Twill -.... 16 Dresden Fy. Drapery 18 Tudor F’cy Drapery 20 Nu Drape Weatniclciandl Creto. 16 Fancy Silkoline ~.... 16% Stratford Cretonne. 16 3544 D. B. Scrim -... 13% 8177 Curtain Net -.. 35 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. Saline - 16% No. 1 White Satine . 14% No. 50 Percaline -.. 16% DD Black Satine -. 25 Satin Finished Satine 42% Raidant Bloomer Sat. 424% 36 in. Printed Satine 60 Windsor Cambric -.. 09 Parkwood Wash Sat. 57% Meritas Oil Cloth. 6-4 White 22.) 3.25 5-4 Mossaics ~----... 3.10 5-4 Blue Figure —___ 3.29 G-@ White 2.2.2.2. 4.25 4-4 ae Soe o2e 4.10 6-4 Sanitas 20 -50 All oil, ‘cloth sold net cash, no discount, Flag 16x24 in. Spastneade 1 BOK 18x30 in. Spearheads 1 90 24x36 in. Spearheads 2 95 i Each 8x5 ft. Reliance Prt. 70 4x6 ft. Reliance Prt. 1 30 8x12 ft. Reliance 4x6 ft. Defiance Swa. 2 00 5x8 ft. Defiance Swd. 2 76 6x9 ft. Defiance Swd. 3 60 8x12 ft. Defiance Swd. 5 20 10x15 ft. Defiance Swd 8 00 6x9 ft. Sterling Wool 7 50 8x12 ft. Sterling Wool 11 = Gro; No. 7 Muslin Flags — 7 20 Sheets and Pillow Cases. 63x90 Pequot Blea... 15 85 63x99 Pequot Blea... 17 35 72x90 Pequot Blea... 17 36 72x99 Pequot Blea... 1 81x90 Pequot — 18 85 Less 81x90 Standard __. 15 42x38% Utica Cases_ 42x36 Pequot Plain _. 4 32 46x36 Pequot Plain —. 4 56 42x36 Pequot S. S. — 6 32 press, but not guaranteed 42x36 Meadowbrook . 2 76 42x36 Lenox - ....... 8 00 42x36 oe anease 6 16 | Goods. 36 in. Hamilton All Wool Storm Serge 67% a a 60 in. Storm Ste once 87% 0 Pl — Y fulliaeda Pla. 1 32% 50 in. Julliards Pla. 2 00 6120, 50 in. French RG 2 1 50 Coating 2 00 D RN Tricotine __ 1 65 Carpet Warp. Peerless, White Peerless, Colors ______ 48 see Cotton Felted. 4, G. 1 60 x7 Wet. eon | W. eo CS ge 64x76, G. W. T. ______ 0 68x80, G. W. T. ______ 0 72x80, G. W. T. -____ 2 15 12x84, G. W. T. -.___. 3 30 Catlin Cotton Felted. 54x74, G. W. T. -... 1 82 60x76, G. W. T. ___. 1. or 60x80, G. W. T. ____ 1.6 64x76, G. W. T. LoL 160 64x80, G. W. T. ___. 1.60 70x80, G. W. T. ___. 1.90 Notions. Doz 1225-F Boston Garters 2 36 Rubber Fly —— 90 Roberts Needles _____ 2 i Stork Needles Pp Steel Pins, S. C. 300 ho Steel Pins, M. C. 300 a Brass Pins, S. C. 300 75 Brass Pins, M. C. 300 85 Clarks Mie and arks e-End Td. 5 J. J. Clarks Thread_ 4 tuba Hairnets Per Box R. M. C. Crochet Cot. 15 B-4 Clarks Crochet C. 90 Silkine Crochet Cotton 90 Sansilk Crochet Cot. 65 Dexters’ Eg Cotton, White _____ 1 60 Dexter’s Knitting Cotton, Blk., col’d.. 1 75 Allies’ Yarn, bundle_ 6 60 Po Fleishers Knitted ~_ Worsted, skeins ___ 2 30 Pleishers Spanish Worsted, balls ____ 2 60 Fleishers Germantown Zephyr, balls ______ 3 70 Fleishers Saxony, ba. 3 70 Fleishers Knitted Worsted, balls ___. 2 60 Fleishers Scotch & Heather, balls ____ 2 90 Dos. Ironweave Handkfs.... 90 Rit Dye Soap -....... 80 Wolverine Dmesh Cop Columbia, Lights —~. 15 45x36 Pequot S. S. —. 6 56 Mie 80 Less 5% Ladies’ Underwear. Ladies’ 220 needle combed yarn Vellastic Fleeced union suits, HN-LS or DN-ES -_._Reg. sizes 14 60 Ex, sizes 208 16 00 ia vests os -LS, DN- ax, Siges 2200200 Pants, AL one or closed Reg. Si. 8 26 ix. Sizes 22 9 00 hose, seamed Ladies’ 220 needle merc. hose with Se 2 50 440 needle rib. top fashion seam mute, Vests Late (eae Ses tax ao 3 26 fe " i adies’ fleece ose. hem top -..-.. wis ioe: Oe 23 Ladies’ fleeced hose, rib. top —.-... 3 00 Ladies’ fleeced hose, rib. top —--..- 3 25 oa suits, 11 pound rib, N-ES or LN-NS, Reg. Sizes —. 10 = Ex. Sikes, oe Men’s Underwear. Hanes shirts and drawers ........ 7 50 Hanes union suits ~____...__..._... 14 00 Black Label High Rock shirts and drawers 8 60 Rea is iy High Rock shirts and oc Black Label High Rock union suits 15 00 Red Label High Rock union suits 16 50 14 pound combed union suit with Cooper collarette —~.--..--.__. 2 00 Heavy all wool union suit _..._____. 35 06 18 pound part wool union suit _ is 00 Hoslery—Misses m8 gem Misses 300 needle com hose, bxd. 1 doz. $2.25 on 7 po 10 fall 06 Boys’ 3 lbs. os 9, extra clean yarn on 8 (RI10F5) -..--.-... since 2 a0 Hoslery—Men’s. Men’s 176 Needle Cotton Cut Toe $1 00 Men’s 200 needle full combed yarn ose 16 Men’s 220 needie full merc. hose — 2 50 Men’s 240 needle fiber silk hose —.. 4 50 Men’s pure silk hose -.----.-..-.. -- 6 00 Nelson’s Rockford socks, bdls. .... 1 20 Nelson’s Rockford socks, bdls. —.... a Nelson’ 8 Rockford socks, bdis. ...... 1 50 Infants Hosiery. Cashmere, Silk Heel and Toe, 60 per cent. Wool ~--.-.-.----.. 12% Infants’ Cotton Hose 1x1 Rib ~..-.. a 00 fants’ Mercerized 1x1 Rib ~~... 2 00 Infants’ Fibre and Wool Hose ------ 6 50 Boys’, Misses and Ladies’ Hoslery. Misses 1x1 Cotton Ribbed Hose $1.25 on 7 R. & Boys’ 2x1 Cotton ae Boe on F. 6c R. 10c, F. &e wool flannel, each -...--..____. 4 00 _ Serge middy blouses, each ~ 3 60 Voile waists, doz. -----... “9 00 to 15 00 Georgette waists, each .......... 4 00 Crepe De Chine we", 28, © aan OSE Tricollette waists, The Growing Importance of Cheese. Cheese making is now one of the important and growing industries of America. The use of cheese is in- creasing both in families that demand a bountiful table and those of frugal taste. With the result that home man- agers are clamoring for more informa- tion about cheese and are looking to the big food producing companies of the Nation for this knowledge. They want to know especially about the care of cheese in the home, the prin- ciples of cheese cookery and new and savory cheese dishes. Cheeses are of two general classes —those which are of mild flavor and those which are seasoned or ripened in such a way that they are highly flavored. The latter, like almost all highly flavored foods, are commonly season made of in- gredients without much _ distinctive flavor or else are used in small quan- tities at a time to make a dish or meal used to dishes more palatable. The housewife may serve cheese in a great variety of ways. If she wants a dish of custard like consistency, she has only to combine cheese with milk, eggs and flour or other thickening material. If she prefers cheese fon- due or cheese croquettes, for example, a large proportion of starchy food such as rice should be used. We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CO. Grand Rapids Michigan Every Day in the Year— our market is well supplied with fresh green vegetables and delicious ripe fruits. No other foods are as healthful and economical as these bought fresh daily and prepared in the home. We have been distributing fresh fruits and vege- tables for a quarter of a century and are now handling more and better goods and rendering better service than ever. The Vinkemulder Company Grand Rapids, Michigan PIOWATY METHODS INSURES PLEASURE AND PROFIT TO YOUR FRUIT AND VEGETABLE DEPT. Bd M. PIOWATY & SONS, of Michigan | Help Your Customers to Save You will lose nothing by showing your customers how to save. It will redound to your profit in the end. These are times when a friendly suggestion from the grocer is appreciated. The customer who adopts Shredded Wheat Biscuit as his daily breakfast cereal will save money, save fuel and save health. Shredded Wheat is ready- cooked and ready-to-eat. Contains the natural nutritive elements of the whole wheat berry. Con- sidering its nutritive value, it is the cheapest food in the world to-day. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. MICHIGAN TRADESMAN March 15, 1922 — — — = = STOVES anv HARDWARE _ - -_ ~ Michigan Retall Hardware Association. President—Norman G. Popp, Saginaw. Vice-President—Chas. J. Sturmer, Port Huron Secretary—Arthur J. Scott, Marine Cit Bearer Riliaan Moore, Detroit. How One Sale Will Help To Make Another. Written for the Tradesman. In the implement department, as elsewhere, the hardware dealer’s satisfied customers are his best ad- vertisement. Good advertising always pays. It pays to put forth a little extra effort, a bit of after-effort, to make such that the customer to whom you have sold a binder or a reaper is thoroughly sat- isfied. Invite him to’ bring his troubles to you, assures him that you stand behind the article you have just sold, and live up to these assur- ances. The word of mouth advertis- ing your goods will get will inevitably help you to make more sales. The dealer can, however, do a great deal more than this to realize on the advertising value of his sales. I recall one aggressive implement firm in a small town—a town of per- haps 1,200 people surrounded by good farming country. This firm special- ized for a long time on a manure spreader which was, at that time, a comparatively new implement. An aggressive canvass was carried on, spreaders were sold for delivery by a specified date, and then—then, the delivery was made a big event in the town’s annals. The dates of these periodical deliv- eries were advertised weeks ahead. The purchasers were invited to town; they lunched as the guests of the store; and then the long array of im- plements paraded the main streets of the town, with banners flying. On one occasion 52 of these implements were included in a single parade. Then there would be another can- vass, and another spectacular delivery. The deliveries were photographed, and these photographs kept on exhibition in the salesroom. “Is this spreader a good thing?” the dealer would say. “Just look at the number we have sold! There is our first delivery— three. There is our latest—52. Here is the list of farmers who have bought from us, and there is the telephone. I will be glad to have you call any farmer on the list and ask him just what he thinks of this spreader as a labor-saving device and a money- maker.” : That firm drew customers from 15 to 20 miles around, reaching out suc- cessfully for sales to within a couple of miles of the nearest large city. Evi- dently, the policy of playing up the advertising value of past sales was a good one. A hardware dealer who handled automobiles had a neat device as a clincher in his selling. He lured the prospect into his salesroom, and gave his little talk upon engines, carbu- retors, economy of operation and so forth. “You see lots of these cars every day,” he would add. “We sell throughout the entire county. Here is our list of sales so far this year.” He reached out, pulled down a win- dow blind attached to the wall and operating on rollers. On the white blind attached in black the list of pur- chasers for the current year. This device is a very handy one for showing a list of “satisfied custo- mers” to an interested prospect, and can be adapted to almost any im- portant line being featured by the dealer. Comparatively few dealers make the fullest possible use of their show window facilities. Indeed, the aver- age hardware dealer who also handles implements reserves his windows for his small hardware; while the imple- ment dealer proper reasons: “If a man is interested we will get him into the show room and he can see the im- plements there.” But the beginnings of interest. the germ which may ulti- mately grow into a big sale, is often very small indeed. Particularly if you are introducing a new article, or pushing a well-known article extra hard, a window display will help to attract prospects. A dealer who utilizes window dis- play very largely for implements goes further than merely showing the ar- ticle. If, for instance, he puts in a corn shredder, he accompanies the ar- ticle with a show card worded some- thing like this: If You Save Time If You Save Labor You Save Dollars Our corn-shredder helps you do it. These intelligent farmers have exam- ined different models and find that this just suits them. Below is run a list of recent pur- chasers, with addresses. Another card used with window displays is headed “Ask Them” and gives detailed reasons why a cream separator shown in the window is a good investment. To these reasons are added this clincher: “These 1921 purchasers decided it was just what they wanted. They will tell you why they like it. Ask them.” Then fol- lowed the list. Where there are good window dis- play facilities, such advertising can be employed very effectively. Even in the stove or implement show room such cards can be used. As a rule, dealers use this form of advertising Foster, Stevens & Co. Wholesale Hardware of 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 Michigan Hardware Company 100-108 Ellsworth Ave., Corner Oakes GRAND RAPIDS, MICH. Exclusive Jobbers of Shelf Hardware, Sporting Goods and FISHING TACKLE sine laea tio oy at iscecioa ae it Sata ' a ni sa cnet March 15, 1922 MICHIGAN TRADESMAN 31 chiefly to help the sales of some ar- ticle being specially pushed. The same idea can be adapted to newspaper advertising. Newspaper editors, particularly on small dailies and rural weeklies, will testify to the frequency with which country correspondents send in such news items as “Henry Smith has bought a new piano” or “John Jinks has invested in a clover-huller.” These things are news to the countryside; although the unfeeling editor in most instances uses the blue pencil. The frequency of such unwanted contribu- tions—unwanted, that is, so far as the newspaper is concerned—is strik- ing evidence of public interest. An implement dealer who realized the news value of such items took it upon himself to satisfy the long-felt want. He secured a column on the page devoted to country correspond- ence, and in this column from week to week he ran news items regarding his sales. As for instance: Purchases Separator George Watson, 10th line, has just bought a new cream separator. After looking into the problem of the most profitable handling of his fine herd of dairy cattle, he decided that a sep- arator would mean easier butter-mak- ing, provide warm skimmed milk for hog feed, and cut out the expense of hauling whole milk to town. He looked at several good makes and de- cided that the cream separator was most attractive in point of easy operation, close skimming and profit- making; so he bought one from H. P. Jones, Carisford. Just simple, ordinary newspaper English; no attempt to pull off any- thing smart; but it pleases George Watson, and it interests a lot of other farmers in cream separators and particularly in the make of sep- arator that George has thought su- perior. Every week this dealer runs a column of these little items. He makes it a point to bring out in each item some of the reasons why the im- plement sold appealed so strongly to the individual purchaser. These may, of course, be individual farmers who don’t want themselves paraded in this way. The dealer should make sure beforehand that the publicity is not unwelcome. Most implement purchasers, ‘however, ap- preciate it. Every purchaser of an implement, stove, washing machine or similar ar- ticle is, of course, a standing reference as to its merits. Such references are many times more convincing than most sales arguments. Tell a farmer that your potato digger is the best and you may still leave him cold; tell him why it is the best and you may fall far short of convincing him; but tell him that Dick Jones and Jack Smith have bought from you, and he has a wholesome resnect for the article, particularly if Jones and Smith are popular farmers and leaders in the community. For this reason it pays to keep in touch with your actual customers, and to follow up your sales. Make it a point to ascertain that the customer is well suited; and if any troubles oc- cur, see that they are set right. Then you will avoid the bad mistake of referring Watson, who wants to pur- chase a separator, to Dick Jones, who through some mismanagement of his own can’t make the blamed thing work. As a rule, complaints and dif- ficulties can be almost invariably traced back to misunderstanding of the machine on the purchaser’s part, and the dealer who is alert to straight- en out these little misunderstandings the minute they arise ‘s going to have a lot of good advertisements in the shape of satisfied customers. These advertising methods work excellently with any line of imple- ments; but they are particularly effec- tive in the introduction of a new ar- ticle. Farmers are as a rule conserva- tive; they like to see any new idea tested out at someone else’s expense. In one good farming district where 100 acres is a large farm, the tractor plow was unknown except by name. An enterprising implement firm, im- pressed by the scarcity of labor a few years ago, decided that the time was opportune to introduce the tractor. Yet they realized that a tractor in the show room was not as convincing as one on the land; and it might be a long time before the cautious farmers could be persuaded to purchase even one. | Arrangements were made with a farmer to take one on easy terms and with the fullest kind of guarantee of “satisfaction or money refunded.” The fact was widely advertised that so-and-so had purchased a tractor and that it would be demonstrated on such and such a day. Farmers were invited from miles around; and sev- eral likely prospects were brought to the scene from distant parts of the county at the firm’s expense. The clay soil after six weeks drought was almost as hard as cement and the farmer had despaired of plowing the field selected for demonstration with the ordinary equipment; but the trac- tor outfit went through it “like a knife through butter” as one eye wit- ness put it. Two more tractors were sold on the strength of that demon- stration; while a host of doubting farmers were convinced on the spot of the tractor’s feasibility and had only to go through the slower process of figuring out where the money was to come from. So, too, any new implement can be demonstrated more convincingly on an ordinary farm by an actual pur- chaser than on a trial plot by a pro- fessional demonstrator. The farmer is apt to suspiciously fancy that the demonstrator has some trick up his sleeve; but when a man he knows makes the new-fangled machine work, his suspicions vanish into the air. “Customer advertising” of this kind is good advertising, and can be used by the hardware dealer in many ways. Victor Lauriston. 2.00 se Yas both postpaid anywhere at proper plant- ing time. Send Now. We have 50 other varieties of strawberries; also small fruits, shrubs, trees, evergreens, etc. Free Catalog of everything to plant. Our Re- duced Prices will pay you to answer this adv. Write today to THE ALLEGAN NURSERY, Box 12, Ailegan, Mich. You Can Increase your total volume of sugar sales by recommending the different uses of the different kinds of sugar to your cus- tomers. Prepare a window display, showing Domino Tablet Sugar for hot drinks— Domino Powdered Sugar for fruits, cereals, pies and cookies— Domino Confectioners Sugar for icings and fondants— Domino Old Fashioned Brown Sugar for cooking —and Domino Granulated for all general purposes. You will win appreciation and more business at the same time. We are backing your efforts in our national advertising which began in February. American Sugar Refining Company “ Sweeten it with Domino” Granulated, Tablet, Powdered, Confectioners, Brown, Golden Syrup EASTER CANDY (EASTER SUNDAY, APRIL 16) You will need a good, big supply this year. Get your order in early for Easter Novelties Candy Easter Eggs Fancy Package Chocolates Including Jadwams \OWNEYS (Pe > PUTNAM FACTORY, Grand Rapids, Mich. Watson-HigginsMlg.Co. Merchant Millers Owned by Merchants Prodacts sold by Merchants Brand Recommended : by Merchants NewPerfection Fiour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks REFRIGERATORS for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No. 72. «sr Grocery Stores No. 61 for Meat Markets No. 75 for Florist Shops McCRAY REFRIGERATOR CO. 2244 Lake St., Kendallville, ind. 32 MICHIGAN TRADESMAN March 15, 1922 Re a" saRNs SAA ANT # eran: f ae t es ae a » @ HCC Og wate att ((¢ CO TUK = < =< o © > 3 = | eceel NWR UVB Aw = 2 Gabby Gleanings From Grand Rapids. Grand Rapids, March 14—It was a good day’s work on the part of John Baird when he appointed Albert J. Stoll, Jr., of Detroit, Secretary of the State Conservation Commission. Mr. Stoll is an authority on wild life, knows Michigan like a book, is a real sportsman and conservationist. A great many—in fact, a majority of traveling salesmen—are ardent fisher- men and not a few are hunters of game. They are law-abiding and law- respecting, on intimate and friendly terms with game wardens and have probably assisted the latter more in the prosecution of violators than any other class of citizens. This calls to mind a specific instance that happened last May on the Pere Marquette. Two men were in the same seat in the rear of the smoker. One was a Grand Rapids salesman, the other an iron worker from Chicago. The latter was on a two. weeks’ vacation, early though the season was. He was part owner of a club house on some lake near Baldwin and was in high spir.ts in anticipation of his fishing trip. In his enthusiasm he unfolded several schemes for securing fish which were not according to the rules of the game as laid down by Hoyle or the Game Warden’s department. Having had his fill of this talk, the salesman cut loose with a warning that such methods were in direct violation of the laws of ths State and since the season was not yet open for several kinds of game previously mentioned the new- comer should act with discretion, se- cure his license and take only those fishes which were legal game at that season of the year. Rather scornfuliy, the Chicago man replied that he, being a taxpayer, would not require a fish- ing license and as for the wardens he could fix them easy enough; that he was “wise” to the game and would fish when and where he pleased and at any time, so long as he did so in front or near the club house in which he was part owner; that the game wardens and the Department in gen- eral could not molest him and he would “fix” anyone who would at- tempt to interfere. ‘Now, stranger,” said the traveler, “you Chicago folks have certain laws which you insist outsiders must observe. We in Mich- igan have laws which you must obey while you remain with us. I would advise you to procure a license and abide by the rules of the game to avoid embarrassment and inconven- ience. You will find one or two game wardens at your shack to-morrow morning to inspect your license and to see that you play fair. I will see to it that they call early.” “Who the dickens are you, anyway,” asked the Chicago iron worker. “Oh, I am just a prune-peddler and a_ resident of Michigan, but I am giving you fair warning because you've got. the wrong impression of things over here.” Arriving at Baldwin an hour later the salesman gave all the facts to one of the wardens who chanced to be at the station and a careful watch was kept on the stranger dur- ing his stay of two weeks. He re- turned to his home in Chicago with respect for the game wardens and a higher regard for Michigan folks in general. And now the Thumb is fighting the loss of several passenger trains. De- creased revenues, legislation, high rates and lack of business seems to have combined to cut down the ser- vice. Certain it is that neither rail- roads nor business houses can oper- ate for considerable time when the “outgo” is more than the “take in” and that is the way Thumb passenger trains have been operated for some time. Flanigan Brothers, of Marquette, who operate a line of motor buses between that city and Negaunee, an- nounce the opening of a new service between Marquette and Munising. To the outsider, the fellow who has trav- eled elsewhere, the method of hand- ling fares on the Flanigan lines is somewhat interesting. Especially would this be true should a receipt be lost or destroyed. The system is sort of a “pay as you enter” and “give up your ticket before you get out.” In other words, you buy a ticket when you begin the trip, keep it until the end of the journey and give it up when leaving the bus. And you are not going to get out any other way than by giving up a ticket. It reminds one of the method of handling traffic over the electric lines between Houghton and Hancock. There is a long stretch of road, single track and no switches, that winds and twists and climbs over a couple of viaducts in its irregular course. To prevent misunderstandings in orders and to avoid trouble over the right of way a simple system is used that is unique and effective. Since its adoption there has been no trouble. No car can pass over this stretch of road without the “right-of-way” which is a real honest-to-goodness, hold-it- in-hand kind, conssting of a piece of wood with a handle on either end. The motorman approaching the car which has just passed over must re- ceive this wooden right-of-way and deliver it to the next man he meets at the other end of the line. There is only one “right-of-way” in use, to be sure; never was but the one. It is now old and somewhat soiled with years of handling—well seasoned hickory—and quite smooth and shiny from years of handling. But it does the business. Lansing capital is interested in a new hotel to cost a half million dol- lars. The site has not as yet been decided upon. Local business men of Holland are contemplating the erection of a new modern hotel. Some time ago out- side capital was anticipated, but for some reason the proposition fell through and now the business men have taken it up. And now Grand Rapids is to have an ordinance compelling sanitary washing of dishes and other food re- ceptacles. No more will the waiter “slawsh” out the other fellow’s glass, fill it to the brim with sparkling spring water and pass it on to the next customer. No more are we to find portions of eggs yolks hidden between the tines of table forks, nor remnants of pork and beans on the edges of our dinner plates—reminders of those who have dined before. Not the least of the many remun- erations for the writer of Gabby Gleanings is the many letters received from friends and readers of the Tradesman. Most of these are purely personal, yet containing so many Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST One half block Last of the Union Station GRAND RAPIDS NICH OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mar. Muskegon ome Michigan HANNAFORDS NEW CAFETERIA 9-11 Commerce Ave., or 45 Monroe Ave. For The Past 10 Years Prop. of Cody Hotel Cafeteria HOTEL WHITCOMB St. Joseph, Mich. Buropean Plan Headquarters for Commercial Men making the Twin Cities of ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor- rated throughout. Cafe and Cafeteria in connection where the best of food is ob- tained at moderate prices. Rooms with running water $1.60, with private toilet $1.75 and $2.00, with private bath $2.50 and $3.00. J. T. TOWNSEND, Manager. HOTEL RICKMAN KALAMAZOO One block from Michigan Central Station. Headquarters U. C. T Barnes & Pfelffer, Props. ‘‘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. WE SELL Pierce-Arrow Franklin Oldsmobile F. W. Kramer Motor Co. Grand Rapids, - Michigan Chocolates Package Goods of Paramount Quality and Artistic Design 3 Short Blocks from Union Depot and Business Center HOTEL BROWNING MOST MODERN AND NEWEST IN GRAND RAPIDS ROOMS with Duplex Bath $2.00; With Private Bath $2.50 or $3.00 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. Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. able. WILL F. JENKINS, Manager. Rates reason- PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager CODY HOTEL $1.50 up without bath RATES $ $35 up with bath CAFETERIA IN CONNECTION March 15, 1922 MICHIGAN TRADESMAN 33 good things it is really hard to re- sist the temptation to print them “as is.’ One from our good friend R. V. Pilkinton, who is spending the week in Detroit on business, is especially good, but his impressions of the place “where life is worth living” are not in accord with the slogan of that town. He speaks of the many cafeterias and “smear’-self restaurants where De- troiters are wont to eat and run, be- lieving that he who eats and rushes away may earn enough to eat some other day., Councillor Millar, who is traveling South, writes the Gabby Scribe and so does Brother Smith and many others. It is refreshing, indeed, to receive good words from them all and this is the acknowledge- ment. Grand Rapids, March 14—The You- See-Tea Club at their noon lunch meeting Saturday, March 11, enter- tained as their guest, Hugh J. Gray, Secretary-Manager of the Western Development Bureau and Michigan Tourists’ and Resort Association. Mr. Gray gave a very interesting talk on the work of these associations in the past and the ultimate results they expect to attain for increased resort business for Michigan. The U. C. T. members who are not attending these Saturday lunch meetings do not real- ize what they are missing. Make a note for next Saturday. The lunch does not start until 12:30 and from the report sent in by the committee there will be a real treat for all at- tending. Guy W. Rouse, President of the Worden Grocer Company, will be the speaker and Miss Georgia Freberg will entertain with several vocal selections, accompanied by Miss Merton Lovelace. Be at the roll call fellows and get your name on the membership of one of the best “get together” propositions ever started by the traveling men. Mr. and Mrs. John D. Martin expect to leave Sunday for a three or four weeks trip through Eastern and Southern Michigan. The ‘high cost of traveling, includ- ing transportation, hotel and other expenses, has forced many business houses to reduce their road selling staffs, according to a survey just com- pleted by the National Council of Traveling Salesmen’s Association, as announced yesterday. The National Council is the recognized spokesman of 500,000 traveling salesmen in this country. [he survey disclosed that 164 houses have reduced their travel- ing sales staffs from 2,392 in 1917 to 1,621 at present. The average trip of the salesmen connected with the houses included in the Council’s sur- vey has been cut slightly more than five weeks per year. In illustrating the increase in the cost of traveling since 1917 the report cited the fare from New York to Chicago, which was $23 in 1917, compared with $38.20 to-day. This includes Pullman ser- vice. It cost 2.25 cents per mile to travel in 1917, compared with 3.6 to- day, while the Pullman accommoda- tions, which cost $2 in 1917, cost $4.05 at present, the report points out. Herbert L. Schamberg, managing di- rector of the National Council, in his preface to the report says: “The fact that the high cost of traveling is compelling many mercantile houses to reduce their sales forces is spur- ring the National Council on to re- newed efforts in its fight, not only for: mileage books but for reduced rates. The mileage books under con- templation by Congress would cut the cost from 3.6 cents per mile to 2.4. This would, we have conclusively as- certained, cause many firms to in- crease their road sales forces. It would mean a greater turn-over for the railroads and would also mean greater revenues for them from the freight division, since more merchan- dise would undoubtedly be sold and shipped.” Know yourself and you will be bet- ter able to understand others. A salesman’s backbone should be sufficiently long to keep him from sitting down when he ought to be on his feet going to it, and strong enough to keep him on his feet until he gets there. The Occidental Hotel (Muskegon) has introduced a feature which will surely prove to be very popular with the patrons of that hostelry—a beef- steak dinner for $1 between 6 and 8 p. m. daily. The menu includes a small portion of soup, a_ delicious sirloin steak, large portions of French fried potatoes and head lettuce salad, bread and butter and tea or coffee. The food is good and well cooked and the service prompt and satisfac- tory. Nothing the Occidental could do will do more to counteract the effect of the rather overpriced reg- ular bill of fare than this innovation. The traveling salesman is like a daily newspaper; he must be a little ahead of his custmers, but not too much, or else he will antagonize them. Examples illustrate points. If you are selling a machine for use in fac- tories, you must be able to talk in- telligently with factory superintend- ents and boards of directors if neces- sary. You must know enough of the English language—and this is no joke —to explain intelligently and con- cisely the good points of your prod- uct, both to the technical man and the non-technical man. On the other hand, you must be able to put on overalls and get your hands filthy without flinching. You ought to know a ball peen hammer from a chuck. Ability to chew without harmful effects has often come in handy while selling a machine to the mechanic, who in turn will sell it to the boss. Compensation is the first law of nature. For every action there is an equal and opposite reaction; we have darkness and light, heat and cold; even the ocean ebbs and flows —you'll get what is coming to you. All salesmen know that they re- ceive what they earn. The salary basis and the commission basis are identical after the first pay-day. Not even the salaried salesman can stick if he is a non-producer. We cannot have everything: a life of ease and shirking will not pro- duce accomplishment. The cold clim- ate invigorates; the hot climate breeds crocodiles, tigers, and fevers. Every excess causes a defect; every sweet has its sour, evéry evil its good. Even our pleasures are penalized by over- indulgence. All things possess worth, all things are mortal. Even immoralitv carries a moral. The most cold-blooded business has a code of ethics as rigid and uncompromising as the facets of a diamond. Our soul is our conscience interpreting the laws of Nature and God. Within us, it is a sentiment; outside of us, it is a law. We feel its inspirations; out there in history, we can see its strength. It is almighty, and all Nature feels its grasp. Pa- tience proves that every secret is told, every crime is punished, every virtue rewarded; every wrong is redressed silently and certainly. Every act re- wards itself in two ways, just as every effort the salesman makes is re- warded either by an immediate sale or by a future ease in making sales. Honest effort and reward both grow out of the same stem. _ Once upon a time there was a mil- lianaire. He was one of the very few millionaires who were happy. He was really successful, and he enjoyed life to the utmost because he always made it an inviolable rule to pay his debts. He carried that creed further than most of us, however. Not only did he pay all of his financial obliga- tions, but he made it a point to face every claimant and pay every just de- mand upon his time, his talents, and his heart. Go you, and do likewise. Selling experience is worth thou- sands of dollars to any man. It in- sures a constant contact with all kinds and conditions of people, and that is an education in itself; more- over it develops an aggressiveness, a self-reliance, a species of two-fisted manhood, which is otherwise abso- lutely unattainable. Get selling ex- perience. One of the pleasures as well as the necessities of doing business is get- ting the money for the goods. Some- times the credit man is at his wit’s end to collect small sums past due from perfectly responsible individuals. One of these instances is worth not- ing perhaps. During the year 1920 an up-state man ordered several times from his dealer and in sett!ement neg- lected one item amounting to $1.19. This balance dragged on throughout 1921, although the dealer wrote re- peatedly and sent many statements, yet the storekeeper paid no attention. In disgust the account was charged off on the first of last January. Later the storekeeper, probably coming across the item by accident remitted the amount by check wiiiicui vcom- ment. A new credit inan came on the job about that time and when the up-state storekeeper mailed in his next order the new credit man wrote him the amount of the bill and asked for cash with the order. Promptly came this from the enraged store- keeper: “You go to hell.” Not to be outdone the credit man acknowledged this order, which he declined to ac- cept without cash in advance, as he desired to purchase a round trip tick- et and from past experience he didn’t want to remain in the aforementioned place until the customer should re- mit, as he was taking chances of get- ting singed. The money was forth- coming and the storekeeper is again buying on open account, promising not to repeat his carelessness of the year before. John B. Olney. eg Recent Happenings at Head of Pine La e. Boyne City, March 14—The biggest event of the past two months was the annual banquet of the Boyne City Rod and Gun Club, held at the Wol- verine Hotel last Thursday evening. Three hundred men assembled from Boyne City and its suburbs, Petos- key, Charlevoix, East Jordan, Boyne Falls, Gaylord and Atlanta. The main dining room, writing room and lobby were filled. An abundant din- ner was served by a bunch of local young men, after which a feast of harmony (?) limbered up the minds of the assembled multitude, ready for an appreciation of the feast of reason which followed. F. O. Barden acted the role of toastmaster in his usually happy vein. Although the vein seemed more or less constricted at times, the young man did very well, considering his well known diffidence. Charles Peter- son, State Warden, gave a very in- teresting talk on the relation of for- est preservation to fish and game. F. J. Shipp, of Gaylord, talked about ducks, dressed and undressed—large- ly those he didn’t get. A. FE. Fitch, of Charlevoix, gave his views on the one buck law in an impassioned speech, full of facts in regard to the destruction of game coverage—and according to the following speaker, some fancies. W. J. Pierson, “Our Bill” of Boyne Falls, followed with a talk on the early development of the forest fire control, coupled with some pointed remarks about open- ing Charlevoix game control, at the behest of no one in Charlevoix coun- ty, and the consequent destruction of the few remaining deer in the county. He was preceded by Herman Lun- deen, of Bay City, who outlined the inception of the forest conservation at a time when it seemed that the forests of Michigan would never be exhausted. These talks were followed by a moving picture demonstration of the State Conservation Commission. Three pictures were shown of par- tridge hunting, the gathering, propa- gating and delivery to the streams of Michigan, of rainbow trout. Very interesting pictures of the Manistee River and the Paris fish hatchery were shown and a lecture in connection with this was given by James Mc- Gillivary. _ A very instructive and enjoyable evening was the result of the work done by the local Rod and Gun Club, assisted by the officers of the Noon- Day Club. The only fly in the oint- ment was that the unexpectedly large crowd made the table service too slow for some of the local guests. We had a good time anyway. The local employes of the Michi- gan Iron & Chemical Co. were all discharged last week. No intimation of resumption of operation is given, so we feel that Boyne City is to be deprived of this large source of in- come for the coming season. The Boyne City Wood Products Co. has completed installing steam power and resumes operations this week with a good stock of timber in the yard. The Michigan Tanning & Extract Co. has been running three-fourths time for the past month. The winter is broken and _ the streets are pretty well cleared of snow, although there is a big body back in the hills yet. It looks now as though we would have bare ground within a few days. As the ground is not frozen, work on the State and county roads can be resumed early. The State trunk lines through the county are to be put in condition this season. Work in the city is to be confined to repair and maintenance only, with a view of lessening run- ning expenses for the year. Maxy. a Five Indictments Against Harrison Parker. Chicago, March 14—Five indict- ments naming Harrison Parker, trustee of the Co-Operative Society of America and Louis I. Block, president of the Amboy Products Co., a sub- sidiary corpora ion, have been return- ed by a Federal grand jury before Judge George Carpenter. The indictments charge perjury in- dictments against Parker and. are based on a $450,000 loan made to the Co-Operative Society of America by Charles C. Higgins. a relative of Parker, with money Parker is alleged to have obtained by the sale of Liber- ty bonds belonging to the socie’y and advanced to Higgins to be loaned back to the society. Under oath Parker admitted that former statements he had made re- garding the loan during litiga‘ion be- fore Judge Evans were untrue, Fed- eral officials said. Judge Evans or- dered a grand jury investigation of Parker’s actions. CANE AND MAPLE SYRUPS. Old Manse. 75 Ibs., 6, 10 lb. cans, per case -__. 9 40 76 lbs., 12, 5 lb. cans, per case —.._10 40 77 lbs., 24, 2% lb. cans, per case _-_11 40 41° Ibs., 24, 1% Ib. cans, per case —. 7.00 60 lbs., 5 gallon jacket cans, each_. 7 15 48 Ibs., 36, 8 oz. bottles, per case —~ 5 25 58 lbs., 24, pint bottles, per case ~_ 6 75 68 Ibs., 24, 18 oz. bottles, per case__ 7 25 53 Ibs., 12, quart bottles, per case_. 5 75 Silver Kettle. 75 Ibs., 6, 10 lb. cans, per case ... 7 40 76 lbs., 12, 5 lb. cans, per case --- 8 15 77 Ibs., 24, 2% Ib. cans, per case -_ 9 15 82 lbs., 48, 144, lb. cans, per case ~_11 00 60 Ibs., 5 gallon jacket cans, each_. 5 90 48 Ibs., 36, 8 oz. bottles, per case_. 4 40 58 lbs., 24, pint bottles, per case ~~ 5 50 GS lbs., 24, 18 o2., per case —____..._ 5 75 53 lIbs., 12, quart bottles, per case. 4 75 Ko-Ka-Ma. 75 Ibs., 6, 10 lb. cans, per case ---. 5 15 76 Ibs., 12, 5 lb. cans, per case ~--- 5 65 77 Ibs., 24, 2% lb. cans, per case -- 6 60 Ibs., 5 gallon jacket cans, each ~~ 3 90 58 lbs., 24, pint bottles, per case ~~ 4 25 68 lbs., 24, 18 oz. bottles, per case... 4 Strawberry Book Free All about the Fall bearing high- grade Stock. 75 Standard varieties to choose from. SEND FOR ONE. E. W. POTTER Box 148, Leslie, Mich. MICHIGAN TRADESMAN March 15, 1922 34 — =~ Items From the Cloverland of Michi- success of himself you’ve got to give pa ( c wf 29) : gan. him credit.” ES - - \ Sault Ste. Marie, March 14—It H. M.. Gillette, local manager for % SE y Z > Z = 2 = = looks very much as if the Soo may the Metropolitan Insurance Co. for EF JZ : . é 3 . =. have a movie future. According to the pas: year, is considering a flatter- 2 ro : 9 : = : Ernest Shipman, Canadian Movie ing offer from his company of a better DRUGS“ DRUGGISTS S NDRIES: Magnate, it has every geographical position in Iron Mountain. If it is . ) : ANA4-—7" advantage necessary. It has inland a matter of dollars, the copper coun- Zz Z =F s lakes, rapids, rivers, and pastoral try may put us out of a good man, me ; : t = =a beauty within its reach, all of which but we know he would still be a a? 7, ~ => = . 6, © . 7 hr Oa eS a G) Z are big assets. In addition, it has booster for Cloverland. oa ES Ce the activities of the locks and de- N. J. LaPine, one of Swift’s popu- iz | N77 veloped industry which should per- lar salesmen on the Soo line, paid the AX yi mit of a wide range of pictures. Mr. Soo office a visi: last week. “Polly” Sr Shipman was here last week in con- says that winter seems tame around the Soo as compared with Gladstone Michigan Board of Pharmacy. President—James HK. Way, Jackson. Sec’y and Treas.—Charles S. Ikoon, Muskegon. Director of Drugs and Drug Stores-— H. H. Hoffman, Sandusky; Oscar W. Gorenflo, Detroit; Jacob C. Dykema, Grand tapids; J. A. Skinner, Cedar Springs. : March Examination Session—Grand Rapids, March 21, 22 and 23. : June Examination Session—Detroit, June 20, 21 and 22. Success and Failure Signals. The successful druggist carries a low, well-assorted stock which en- ables him to purchase at any time. The unsuccessful druggist is always over-stocked and plentifully supplied with “lemons” which prevents him from buying desirable merchandise The successful druggist spends a certain portion of every dollar for ad- vertising, knowing that such sums ex- pended will return many fold. The unsuccessful druggist “doesn’t believe in advertising,” or “can’t af- ford it,” not realizing that advertising is an investment and not an expense. The successful druggist makes his helpers feel they work with and not for him, thus securing one hundred per cent. efficiency. The unsuccessful druggist likes to order his people about and act the part of “boss” little realizing how much he retards the growth of the business. The successful druggist makes it his business to examine, even if he does not buy, all the lines offered for his inspection, thus becoming better posted each day. The unsuccessful druggist “hasn’t time” to look at salesmen’s lines or “he’s too busy to-day.” He also, as a rule, buys the same goods from the same houses at the same price. The successful druggist looks upon every visitor, whether they buy or not, as a guest, and treats them as a host should. The unsuccessful druggist customers think he just about toler- ates them. He also makes it clear that he has no time to waste upon “lookers” little realizing that every “looker” is a ‘buyer sooner or later. The successful druggist is affable, courteous and a decided help to each customer thereby increasing their re- spect for him and his establishment. The unsuccessful druggist is a man of moods: with some he is courteous others partly so and with many posi- tively discourteous, and all which compels people to shun his establish- ment. The successful druggist takes care to make no promises he cannot fulfill, does not exaggerate, and is quiet and forceful in his demonstrations. The unsuccessful druggist depends upon bombast bluff, and bluster mixed with a goodly amount of misrepre- sented facts to get him by. makes The successful druggist deposits change in the hands of his customer, always thanking him for his patron- age, and courtesously requesting him to call again. The unsuccessful druggist dumps change and parcel on the counter, al- lows the customer to depart unthank- ed and grunts seemingly with satis- faction when the sale is consummated. That is the difference between the successful and the unsuccessful drug- gist. In which class are you? B. J. Munchweiler. ———_+-. Eleven Million Automobiles. Little more than the evidence of one’s own eyes is needed to convince one of the amazing growth of the use of gas-driven vehicles. It is not only that city streets are filled with automobiles, parked and moving, but every little crossroads country village has its share as well. The figures that bear out these observations are impressive. Only a quarter of a century ago there were just four au- tomobiles in the United States. Now there are approximately 11,000,000. Last year, which was anything but a good year, witnessed an increase of a million and a half cars, or 14% per cent. That such an increase’ should have occurred in a year of depression is proof enough of the utilitarian status of the automobile. The National Automobile Chamber of Commerce emphasizes the fact that the automobile as a pleasure vehicle is entirely subordinated to its uses in commerce. Recent figures show that 70 per cent. of the cars in use at present cost less than $1,000 each and 94 per cent. less than $2,000, leaving a very small margin for the expensive limousine or the costly roadster. It is estimated, too, that farmers own some 3,000,000 of the 11,000,000 motors in use. The influence of the auto- mobile on farm life is a chapter of contemporary history that remains to be written. Its social value has been of transcendent importance in break- ing into the proverbial isolation of farm life. The manufacture of automobiles is now in third place among the indus- tries of the Nation. The industry still has painful readjustments to go through. The limits of the car-using public may be in sight. Henceforth it is to be as much a problem of re- placement as of finding new cus- tomers. But within that field the op- portunities are sufficiently great. —_»+-~>____ The person who never comes into your store cannot be reached by the displays and bargain counters you do not advertise. You have to reach out after such people. nection with the International Screen- craft Co. Harry R. Schneider, Financial Sec- retary of the Upper Peninsular De- velopment Bureau, of Marquette, is still in the city getting informa‘ion to provide for the auto tourists. He as- sures them that the Soo will have a free camp site with all conveniences in readiness to receive the visitors dur- ing the season. The Soo merchants are backing the movement and the drive for funds is coming along nicely. Much benefit will be derived through the efforts of the Bureau which will be appreciated by the public at large, as well as by the numerous tourists who visit Cloverland during the sea- son. “Don’t undertake to lay out a Dbig- ger man than yourself unless you are an undertaker.” That Spring has come is not evi- denced by the arrival of the robin this year as usual, but the Gamble-Robin- son-Shaw Co. has started the Spring season by putting their autos in com- mission Monday. However, their driver is willing to admit it was not a complete success, as he had to be strapped to the seat to keep him from being thrown out while trying to make his way through a foot of snow on some of the side streets. “Art” Smith, the well-known tobac- co salesman, is calling on the trade this week, having made the copper country for the past two weeks. This is Art’s home town and he wears a smile which is very noticeable to his many friends. If you have to gamble, why no get a two-headed nickel and match coins? Then you will be taking about as many chances as a stock broker takes with you. Harry D. Wyman Swift’s popular soap man, is endeavoring to take or- ders for a few carloads here this week. . John P. Old, one of our esteemed citizens, received the nomination for Governor of the Rotarians by popular acclama‘ion at the Detroit convention. The many friends of W. J. Atchi- son, manager of the Postal Telegraph Co. here, will be grieved to learn of his death, which occurred in Toledo, Ohio, last Saturday. Mr. Atchison for many years has been district man- ager for the Postal Telegraph Co. here and was one of the Soo’s highly es- teemed citizens. He is survived by his wife and one son, Richard, who have the sympathy of the commun#y in their bereavement. The radio fad has struck the Soo and we are now in touch with the larger cities and have an opportunity to hear the concerts, etc., which is somewhat of a novelty as yet. From present indications, however, it will be some time before many of the residences will be equipped with these instruments. “Chicago says she has only 10,000 criminals. Lots of her jail birds must be South for the winter.” It looks as if the Soo will soon have a new modern rink. A commit- tee of Soo boosters left last week for Eveleth, Minn., to look over the rink at that place and it is expected that something definite will be given out this week. N. J. Vournakis, one of the pro- prietors of the Olympia, is spending his vacation.in Tennessee and other Southern cities. “When a man makes a success of himself you are willing to give him credit. When a man doesn’t make a and stations West. He says that the telephone company reaped a rich har- vest during the snow-bound reriod, when that was the only means of com- munication. Many of the travelers had the pleasure of spending the time at home keeping the home fires burn- ing. R. W. Cowan, of the firm of Cowan & Hunt, returned last week from an extensive purchasing trip in the East. His re urn was celebrated by an at- home in his summer home at Sugar Island, where he _ entertained the Snowshoe Club last Sunday. Musical selections were rendered on the baby grand by A. B. Davidson and Isaac DeYoung, which would have made Paderewski jealous. Nels Hall, the newly elected prelate, after delivering a sermon, got busy in the kitchen and helped out the chief cook, Tom Foard. The Club is making great progress and eighteen miles seems only a s.art- er now to what it did at the beginning of the season. E. T. Martin, of Trout Lake, spent a few days in the Soo last week. Nat Holton, well-known merchant of Donaldson, was a business visitor her last week where he purchased a load of supplies. Of course you “can’t eat your loaf and have it too,” but the successful man is the one who eats his loaf and then gets another. The many friends of August Musie- lak, owner of the Alto Hotel, will be sorry to learn of his death, which oc- curred at Mt. Clemens las: Friday. Mr. Musielak was well known throughout this section of the country, having been extensively engaged in the lum- ber business as well as having operat- ed the Alto Hotel for several years until it was leased last Fall to John Nicholson. Mr. Musielak is survived by his wife, six daughters and two sons, who have the sympathy of the community. George Chandler, one of our well- known lumbermen, has changed his vocation and has started in this Spring as an auto salesman, representing the Wynn Auto Sales Co. Mr. Chandler has a large acquaintance throughout Cloverland, who wish him every suc- cess in his new venture. It will be hard to dodge George unless you have a Dodge. Mr. Maxwell, local Superin‘endent of the Pittsburgh Steamship Co., re- turned last week from a trip to head- quarters at Cleveland. He seems very optimistic for the coming season and Roe Store and Window AWNINGS made to order of white or khaki duck, plain and fancy stripes. Auto Tents, Cots, Chairs, Etc. Send for booklet. CHAS. A. COYE, Inc. GRAND RAPIDS, MICHIGAN 5 a March 15, 1922 MICHIGAN TRADESMAN 35 thinks the company will be unusually active in shipping ore. The Peterson shoe store, at Menom- inee, contributed merchandise to the value of about $200 to the professional night robbers last week. Whether this will help reduce the price on shoes remains to be seen. Messrs. Matt Lahti and Octo Laak- so, the new proprietors of the Hick- ler House, have every reason to feel proud of the new bath house, which is situated in the basement of their new hotel. The finishing touches are now being applied and when completed it will be the finest bath house in North- ern Michigan. The bath equipment consists of five entirely separate suites or sets of rooms, each suite having three rooms. The patron en- ters a dressing room from the cor- ridor, turns the key in the door and has the suite all to himself. The dressing room opening ino a bath room is equipped with showers and in several of the suites this room also contains a tub. The bath room opens into a third room in which the patron can steam ‘himself to his heart’s con- tent. Two lounging rooms, one for men and the other for women pa‘rons, are located in the forward part of the basement each having its own en- trance from the street. The upper floors are used as a hotel, having been refurnished and_ re- decorated. The proprietors are to be congratulated on this undertaking and are deserving of much success. Speaking of record breakers and old times, we understand that it is just thirty years ago that Otto Supe, one of the Soo’s well-known jewelers, walked from Bay Mills to the Soo in a little less than ‘hree hours. When Mr. Supe made this trip last fall it took him only thirty minutes. How time flies! “A wrinkle is a grin gone wrong.” We never seem to appreciate the wonderful resources and beauty of Cloverland until we have it described by ou'siders. It was with a great deal of pleasure and interest that we no- ticed in the March 1 issue of the Tradesman the beautiful description of the St. Mary’s River. Its hunting and fishing possibilities are pictured magnificently by your scribe from Grand Rapids. The only regret we have is that he did not call on us per- sonally and give us a few more point- ers of our Northern achievements which we are at times unaware of. A resident of Sugar Island died last week at the age of 119 years, which proves that this is a good place to live if you wish to die of old age. Compared with the present generation this is a good record. The Home. restaurant changed hands again last week. Thomas Ryan has purchased same from William Godfrey. Mr. Ryan needs no intro- duction to the trade here as he has had several years of experience as a cook. After remodeling and redecor- ating the entire building he will have an up-to-date restaurant. The loca- tion is one of the best in the citv and his undertaking will, no doubt, be successful. William G. Tapert. —>-_2- Jazzed Ice Cream. A newly patented invention is “aerated ice cream.” It is, however, more accurately described as just the opposite, the air contained in the mix- ture being withdrawn from it by a vacuum pump, after which carbonic acid gas is forced in under pressure. It is then frozen, and has the same sort of “bite” as that which makes fresh soda water so agreeable to the palate. 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 1229 Madison Ave., S. E. ONE OF THE BEST AND MOST COMPLETE LINES OF ART CALENDARS AND NOVELTIES IS BEING SHOWN BY The Calendar Publishing Co. G. J. HAAN, President and Manager Citz. Phone 31040 Grand Rapids, Michigan Wholesale Drug Price Current Prices quoted are nominal, based on market the day of issue. Acids Boric (Powd.) -. 17% @ 25 Boric (Xtal) --..17%@ 25 Carholie 2.0.22. 30@ 36 wan 60@ 65 Muriatic 22.00. 3%4@ 8 Nite 22000 9@ 15 OxeaHG 20 25@ 30 Sulphuric ........ 3%@ 8 Tartare 20 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 75 Fir (Oregon) -.. 60@ 80 Peve 2 2 50@3 00 OMe oo 1 00@1 20 Barks Cassia (ordinary) 25@ 30 Cassia (Saigon) 50@ 60 Sassafras (pw. 55c) @ 60 se Cut (powd.) So ee 5@ 20 Berries Cubebh: ~~ 1 50@1 75 Bish: 200 — 25@ 30 Juniper ....0 7@ 15 Pricky Ash ___.._ @ 30 Extracts Licorice 222 60@ 65 - Licorice powd. -. 70@ 80 Flowers Aenica, 2.28 75@ 80 Chamomile (Ger.) 40@ 50 Chamomile Rom 75@1 25 Gums Acacia, ist ...._ 50@ 55 Acacia, 2nd _.... 45@ 60 Acacia, Sorts -.. 20@ 25 Acacia, powdered 30@ 35 Aloes (Barb Pow) 25@ 35 Aloes (Cape Pow) 30@ 35 Aloes (Soc. Pow.) 70@ 75 Asafoetida -_____ 65@ 75 Ow. FOw. 2... 1 00@1 25 Camphor -..-.. 1 20@1 25 Gueie 2 75 Guaiac, pow'd__ @1 00 Milo 2 @ 75 Kino, powdered_ @ 85 Morrah 220 @ 170 Myrrh, powdered @ 7% Opium J... 00@9 40 4 Opium, powd. 10 25@10 60 Opium, gran. 10 “et 60 Shellae 2 1 00 Shellac Bleached Sool 05 Tragacanth ___. 3 25@3 75 Tragacanth, pw. 2 75@3 00 Turpentine ~_..._ 25@ 30 Insecticides AVEGRIG 2023 09@ 20 Blue Vitriol, bbl. 074% Blue Vitriol, less 8@ 15 Bordeaux Mix Dry 14@ 29 Hellebore, White powdered -____ 20@ 30 Insect Powder -. 45@ 175 Lead Arsenate Po. 16@ 28 Lime and Sulphur Dry 2 09%@23% Paris Green -... 36@ 46 Leaves Buchu 2. 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 va Oral .2. 20@ 25 Olls Almonds, Bitter, true 2.2 10 50@10 75 Almonds, Bitter, artificial -... 2 50@2 75 Almonds, Swete, true =... -- 1 00@1 25 Almonds, Sweet, imitation Amber, crude -. Amber, rectified Z 1 Hai 50 Ameo 202 Bergamont -... 8 00 Cajeput —. a Cassia. — 2 75@3 00 Castor ..... .- 1 32@1 56 Cedar Leaf -... 1 60@1 75 Citronela 85@1 10 Cloves: 3 25@3 50 Cocoanut ....... 25@ 35 Cod Liver —...... 1 15@1 25 Croton: 2. een 2 25@2 50 Cotton Seed -... 1 15@1 25 Cubebs 2... 9 50@9 75 FHECTON 8 .. 4 00@4 25 Eucalyptus --.. 75@1 00 7 Hemlock, pure. 1 60@1 75 Juniper Berries 3 25@3 50 Juniper Wood 1 60@1 75 Lard, extra .-.. 1 25@1 46 Lard, No. 1 --.. 1 10@1 20 Lavendar Flow 6 00@6 25 Lavendar Gar’n 1 75@2 00 Penn 1 75@2 00 Linseed Boiled bbl. @ 92 Linseed bld less 99@1 07 Linseed, raw, bbl. @ Linseed, raw, less "e3 05 Mustard, true oz. 27 Mustard, artifil, oz. @ 60 Neatsfoot —-.-. 1 15@1 30 aa pure -... 3 75@4 75 ve, Malaga, yellow ---... 2 75@3 00 Olive, Malaga, green 2 75@3 00 Orange, Sweet 6 00@5 25 Origanum, pure 2 60 Origanum, com’l 1 00@1 20 Pennyroyal -... 2 50@2 75 Peppermint —---. 3 25@3 50 Rose, pure -. 12 00@16 00 Rosemary Flows 1 50@1 75 Sandalwood, E. Lo 10 ee 76 Sassafras, true 1 75@2 00 Sassafras, arti’l 1 00@1 25 Spearmint eas 4 50@4 75 Sperm 220) 2 40@2 60 Paney —... 8. 10 50@10 75 har, USP 2. 60 65 Turpentine, bbl. _. @86% Turpentine, less 94@1 02 Wintergreen, fens oo 7 00@7 25 Wintergreen, sweet Birgh o.02 2 3 75@4 00 Wintergreen art 80@I1 10 Wormseed ---. 6 50@6 75 Wormwood -. 18 00@18 25 Potasstum Bicarbonate --.. 35@ 40 Bichromate — ---- 15@ 25 Bromide 35@ 45 Carbonate —___.. 30@ 35 Chlorate, gran'r 23@ 30 Chlorate, powd. Or Stal oo 16@ 25 Cyanide ......._ 35@ 50 Todide = 2.02. 3 92@4 08 Permanganate _. 25@ 40 Prussate, yellow 45@ 55 Prussiate, red__. 65@ 175 Sulphate -..... 40@ 50 Roots Alkanet ._..___ 2. 650 nn poner’. 20@ 60 Calamus oo ss@ 76 Ee cantane, pwd 25@ 30 Gentian, powd... 20@ 30 Ginger, African, powdered —__--_ 3@ 30 Ginger, Jamaica 52@ 60 Ginger, Jamaica, powdered --.. 42@ 50 Goldenseal, pow. 5 50@6 00 Ipecac, powd. -- 2 75@3 00 PaCenee oo. 45 Licorice, powd. 25@ 30 Orris, powdered 30@ 40 Poke, powdered 30@ 35 Rhubarb, powd. @1 00 Rosinwood, powd. 300 35 Sarsaparilla, Hond. ground ___... 1 25@1 4¢ adteaneein Mexican, ground -...-.. 80 35 4 Squills, powdered 60 10 Tumeric, powd. 15@ 20 Valerian, powd. 50@ 60 Seeds Anise: 33@ 35 Anise, powdered ao 40 Bird, tf 2 15 Canary ~~~... 33 15 Caraway, Po. 25 a? 16 Cardamon -... 1 50@1 75 Celery, powd. 36+ -25@ 30 aca pow. .25 ig 20 a pow. Tebelia, Powd. --. 1 50 Mustard, yellow Mustard, black —. ie 20 Poppy o22) @ 30 wan oe eee @2 25 ee 15@ 20 Sabadilia pL 20@ 30 Sunflower ~------ T%@ 15 Worm American 30@ 40 Worm Levant 2 25@2 40 Tinctures Aconite ......... 1 86 Ales oo 1 65 ASRICN, — 1 50 Asafoetida —.... 3 90 Belladonna —_.._ @1 35 POMS 43. @2 40 Benzoin Comp’d @3 16 BUCO @3 16 Cantharadies —__ @3 00 Capsicum —.._._. @2 30 CISCO 4 1 60 Cinchona. 2 10 Colchicum 2 00 Cunene 20 3 00 Digitalia _........ 1 80 Gentian .... gi 40 Ginger, D. S. __ 1 80 Guam@e $3 80 Guaiac, Ammon. @2 50 foaine @1 00 Iodine, — 1 60 Iron, clo. ... gi 50 Kino - 2. @1 40 Myrrh... ee @2 50 Nux Vomica ____ @1 50 Onfum — @3 50 Opium, Camp. 4 85 Opium, Deodorz’d 3 50 Rhubarb... @2 00 Paints Lead, red dry — 12% @12% Lead, white dry 12144@12% Lead, white oil 124%@12% @ Ochre, yellow bbl. 2 Ochre, yellow less 2%@ _ 6 Putty oe 5@ 8 Red Venet’n Am. 3% 7 Red Venet’n Eng. 4 8 Whiting, bbl —.. 44 Whiting 5% 10 L. H. PB. Prep. 2 age 75 Rogers Prep. ~. 2 50@2 75 Miscellaneous Acetanalid °.._.._ 55@ 175 AU 2 O8S@ 12 Alum, powd. and Srouna 50 09@ 16 Bismuth, Subni- Mate 2 2 76@2 93 Borax xtal or powdered -... 7%@ 13 Cantharades, po 1 50@4 00 Catomer .. 1 G8 2 Capsicum .......... 40@ Carmine —...... 6 00@6 60 Cassia Buds -.-. 30 40 CIOVGR 220 50 65 Chalk Prepared 16 a Chloroform ..... 66@ Chioral Hydrate 1 13@1 ae Cocaine —.... 9 25@10 25 Cocoa Butter ... 55@ 75 Corks, list, less 40@50% Copperas _.....__. 3@ 10 Copperas, Powd,. 4@ = Corrosive Sublm 1 06@1 2 Cream Tartar -.. 37@ 45 Cuttle bone -.-. ee a Emery, All Nos. 10 Emery, Powdered. 8 Kpsom Salts, bbls. @ 3% Iipsom Salts, less 44@_ 09 Ergot, powdered 1 75@2 00 Flake White -... 15 20 Formaldehyde, lb. 14@ 20 Gelatine ----_. 1 40@1 60 Glassware, less 55%. Glassware, full case 60%. Glauber Salts, bbl. @03% Glauber Salts less “¢ 10 Dextrine? Z Dover’s Powder 3 50@4 00 Glue, Brown —~ 21@ 30 Glue, Brown Grd uae 20 Glue, White -_-. 25 35 Glue, White Grd. 30@ 36 Glycerine oa 21@ 35 BOOS 2 65@ 75 NOGIne: 2 5 683@6 09 Ieédoform —_.... 6 60@7 05 Lead Acetate -. 18@ _ 25 Lycopedium —--.. 2 d02 10 Mace 20 75 80 Mace, powdered «n 1 00 Menthol —....... 50@8 00 Morphine —..... i 75@8 80 Nux Vomica -—.. a Nux Vomica, pow. 23 Pepper black Poms, a3 Pepper, white —. Pitch, Burgundy ing i ig Quassia ........... Quinine _.... se" % Rochelle Salts -- 40 Saccharine ~--... 0 “o Salt Peter --.._ a 22 Seidlitz Mixture 40 Soap, green iso 30 Soap mott castile. 22%@ 25 a white castile PURSE EL Soa iae @15 00 Saae. " white castile 5 less, per bar —-.. I 2 Soda Ash ---... 05 Soda Bicarbonate 3 @i0 Soda, Sal Spirits Camphor @1 35 Sulphur, roll --.. 04 Sulphur, Subl. —- ‘2 10 Tamarinds -_---. 25 30 Tartar Emetic -. 70 15 Turpentine, Ven. 50@2 25 Vanilla Ex. pure 1 75@2 25 Witch Hazel -. 1 47@2 00 Zinc Sulphate .. 06 36 MICHIGAN TRADESMAN March 15, 1922 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mail- ing, and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market anit at date of purchase. ADVANCED Sap Sago Cheese Longhorn Cheese Brick Cheese Prunes Holland Herring Evap. Apples Scotch Peas DECLINED Cracker Jack Checkers Whole Cod Soap Flour Cheese Veal AMMONIA Arctic Brand 16 oz., 2 doz. per coy, —......_.....-- IX L, 3 doz.. 12 oz. Parsons, 3 doz. small Parsons, 2 doz. med. Parsons, 2 doz., lge. AXLE GREASE in carton, 17 6 30 5 00 6 70 BAKING POWDERS Calumet, 4 oz., doz. 97% Calumet, 8 oz., doz. 1 96 Calumet, 16 oz. ,doz. 3 35 Calumet, 5 lb., doz. 12 75 Calumet, 10 Ib., doz. 19 00 x €.. 18c, doz. ._.. 95 K. C., 20c, doz. .--. 1 85 K. C., 25c, doz. ---. 2 35 x ¢.. 5 ib., doz. _____ 7 00 Queen Flake, 6 oz. -- 1 35 Queen Flake, 50s, kegs 13 Queen Flake, 100s, keg 12 Royal, 10c, doz. ------ 95 Royal, 6 oz., doz. -- : : Royal, 12 oz., doz.-- Royal, 5 Ib. --.--—---- 31 20 Rumford, 10c, doz. -- Rumford, 8 oz., doz. 1 4 Rumford, 12 oz., doz. 2 40 Rumford, 5 lb., doz. 12 50 Ryzon, 4 0z., doz. es 1 35 Ryzon, 8 oz., doz. —-- 2 25 Ryzon, 16 oz., doz. -- 4 05 Rocket, 16 oz., doz. 1 25 BLUING Jennings Condensed Pearl C-P-B “Seal Cap” 3 doz. Case (15c) ---- 3 75 BREAKFAST FOODS Cracked Wheat, 24-2 4 85 Cream of Wheat ---- 7 50 Pillsbury’s Best Cer’] 2 70 Quaker Puffed Rice-. 5 45 Quaker Puffed Wheat 4 30 i Quaker Brfst Biscuit 1 90 i Quaker Corn Flakes 2 80 Ralston Purina ------ 4 00 Ralston Branzos ---- 2 70 Ralston Focd, large -- 3 60 Ralston Food, small__ 2 90 Saxon Wheat Food --. 4 80 Shred. Wheat Biscuit 4 35 Post’s Brands. Grape-Nuts, 248 ----- 3 80 Grape-Nuts, 100s ---- 2 15 Postum Cereal, 12s -- 2 25 Post Toasties, 36s -- 2 85 Post Toasties, 24s -- 2 85 BROOMS Standard Parlor 23 Ib. 5 50 Fancy Parlor, 23 lb._- 7 00 Ex Fancy Parlor 25 lb 8 50 Ex. Fey, Parlor 26 lb : “4 Oy Whisk, No. 3 2 2 25 Whisk. No. 1 -------- 3 00 BRUSHES Scrub Solid Back, 8 in. ---- 1 560 Solid Back, 11 in. ~--. 1 75 Pointed Ends -------- 1 26 Stove No. 4 1 10 No: 2. 1 35 Shoe INO 8 90 No; 2 2 1 25 No; 8 2 00 BUTTER COLOR Dandelion, 25c size -. 2 85 Nedrow, 3 oz., doz. 2 50 CANDLES Electric oy 40 Ibs. 12.1 Plumber, 40 Ibs. —____ 12.8 Paraffine, 6s eee 14% Paraffine, 12s __-_____ 14% WR 40 75 4 50 CANNED FRUIT. Apples, 3 lb. Standard 1 75 Apples, No. 10 Apple Sauce, No. Apricots, No. Apricots, No. 2 Apricots, No. 24% 2 25@3 50 Apricots, No. 10 9 00@13 5 Blueberries, No. 2 -. 3 00 Blueberries, No. Cherries, No. Cherries, No. Cherries, No. Leer, No. 2 Peaches, Peaches, Peaches, 2 27 Peaches, a 2%, Mich 2 60 Peaches, 2% Cal. 3 00@3 756 Peaches, No. 10, Mich 7 75 Peaches, No. 10, Cal. 10 50 Pineapple, 1, slic. 1 60@1 76 Pineapple, No. 2, slic. 2 75 Pineapple, 2, Brk slic. 2 25 Pineapple, 2%, sliced : 25 Pineapple, No. 2, i 2 25 Pineap., 10, crus. 7 00@9 00 Pears, os 3 25 Pears, No. 2% ------ 4 26 Plums, No. 2... 2 25 Plums, No. 2% ------ 00 3 Raspberries No. 2, blk. 3 25 Rhubarb, No. 10 —--- 5 25 CANNED FISH. Clam Ch’der, 10% oz. 1 35 Clam Ch., No. 3 3 oon? 40 Clams, Steamed, No. 1 Clams, Minced, No. Finnan Haddie, 10 oz. Clam Bouillon, 7 oes Chicken Haddie, No. 1 Fish Flakes, small -- Cod Fish Cake, 10 oz. Cove Oysters, 5 oz. —- Lobsters, No. 4%, Star Lobster, No. %, Star Shrimp, No. 1, wet -- Shrimp, No. 1, dry -- Shrimp, No. 1%, dry Sard’s, % Oil, k. 4 2304 75 Sardines, % Oil, k’less 3 76 Sardines, Smoked 7 00 Sardines, % Mus. 3 75@4 75 Salmon, Warrens, %s 2 75 Salmon, Warrens, 1 lb 4 00 Salmon, Red Alaska. 2 85 Salmond, Med. Alaska 2 00 Salmon, Pink Alaska 1 45 me ncKeaniiiba oo ou Sardines, Im. \%, ea. ae Sardines Im., %, Sardines, Cal, 1 1862 rt Tuna, %, Albocore -- 90 Tuna, %, Nekco ---- 1 65 Tuna, %, Regent -- 2 25 CANNED MEAT. Bacon, Med. Beechnut 2 70 Bacon, Lge. Beechnut 4 50 Bacon, Large, Erie -- 3 00 Beef, No. 1, Corned —. 2 70 Beef, No. 1, Roast -- 2 70 Beef, No. % Eagle Sli. 1 30 Beef, No. %, Qua. sli. 1 90 Beef, No. 1, Qua. sli. 3 25 Beef, No. 1, B’nut, sli. 5 70 Beef, No. %, B’nut sli. 3 15 Beefsteak & Onions, 1s 3 35 Chili Con Ca., 1s 1 35@1 45 Deviled Ham, %s ~--- 2 20 Deviled Ham, %s --- 3 60 Hamburg oe & Onions, No. 1 ---. 3 15 Potted Beef, 4 oe poe UY) Potted Meat, % Libby 50 Potted Meat, % Libby cs Potted Meat, % Rose 8 Potted Ham, Gen. % 2 315 Vienna Saus., No. % 1 35 Veal Loaf. Medium -_ 2 30 Derby Brands In Glass. Ox Tongue, 2 Ib. -... 19 50 Sliced Ox Tongue, Calf Tongue, No. 1 Lamb Tongue, Wh. 1s 6 00 Lamb Tongue, sm. sli. 2 25 Lunch Tongue, No. 1 6 00 Lunch Tongue, No. % 3 65 Deviled Ham, 00 Vienna Sausage, sm. 1 80 Vienna Sausage, Lge. 2 90 Sliced Beef, small __ 1 85 Boneless Pigs Feet, pt. 3 15 Boneless Pigs Feet, at. 5 50 Sandwich Spread, % 2 25 Baked Beans. Beechnut, 16 oz. -.._ 1 36 Campbells See 1 15 Climatic Gem, 1 80z. 90 Fremont, No. 2 ~_____ 1 15 Snider, it. : 1 Snider, No. 8 1 66 Van Camp, Small ____ 1 00 Van Camp, Med. -_.. 1 30 CANNED VEGETABLES. Asparagus. No. 1, Green tips -.. 3 75 No. 24%. Lge. Gr. 3 75@4 50 Wax Beans, 2s 1 35@3 75 Wax Beans, No. 10 __ 6 00 Green Beans, 2s 1 60@4 75 Green Beans, No. 10__ 8 25 Lima Beans, No. 2 Gr. 2 00 Lima Beans, 2s, anes 965 Red Kid., No. 2 1 30@1 55 Beets, No. 2, wh. 1 60@2 40 Beets, No. 2, cut 1 25@1 75 Beets, No. 3, cut 1 40@2 10 Corn, No. 2, St. 1 10@1 35 Corn, No. 2, Ex-Stan. 1 65 Corn, No. 2, Fan 1 60@2 25 Corn, No. 2, Fy. glass : 25 Corn, No, 10 Hominy. No. 3 Tik@i 35 Okra, No. 2, whole __ 1 90 Okra, No. 2, cnt .... 1 60 Dehydrated Veg Soup 90 Dehydrated Potatoes, Ib 45 Mushrooms, Hotels __ 35 Mushrooms, Choice __ 45 Mushrooms, Sur Extra 65 Peas, No. 2, E.J. 1 25@1 80 Peas, No. 2, Sift., 0 0 . Fine, Frenh 32 Pumpkin, No. 3 —__. 1 60 Pumpkin, No. 10 __. 3 75 Pimentos, %, each 15@18 Pimentoes, %, each _. 27 Sw’t Potatoes, mS 2% 2 15 Saurkraut, No. 80 Succotash, No. 3 “60@2 35 Succotash, No. o es 45 Spinach, ‘No. Spinach, No. 3 Spinach, No. 3 2 10@2 85 Spinach, No. 10 Tomatoes, No. 21 40@1 65 Tomatoes, No. 3 1 85@2 25 Tomatoes, No, 2, glass 2 85 Tomatoes, No. 10 ——=- 6 OD CATSUP. B-nut, Large —.-_-___ 2 95 B-nut, Small ----____ 1 80 Fraziersa, 14 oz. --..__ 2 25 Libby; 14 oz. ..... 2 90 libby, 8 oZ. 2. = 1 90 Van Camp, 8 oz. --.. 1 90 Van Camp, 16 oz. —. 3 16 Lilly Valley, pint -. 2 95 Lilly Valley, % Pint 1 80 CeiIL! SAUCE. Snider, 16 oz. ~----_. : 60 Snider, 8 oz. Lilly Valley, % Pint 3 40 OYSTER COCKTAIL. Sniders, 16 oz. ---... 3 60 Sniders, 8 oz, —------ 2 35 CHEESE. Moguelort oo 85 Kraft “mall tins --_. 1 40 Kraft American --.-_ 2 75 Chili, small tins -__. 1 40 Pimento, small tins — 1 40 Roquefort, small tins 2 25 Camembert, small tins 2 25 ec 21 Wisconsin Flats ____ 24 Wisconsin Daisy —-__. 24% Tongzhorn oo 26 New Work) 20 26 Michigan Full Cream 22% Sap Sapo: 230 60 CHEWING GUM Adams Black Jack -_-- 65 Adams Bloodberry ---- 65 Adams Calif. Fruit --.. 65 Adams Chiclets ~----___- 65 Adams Sen Sen -_--_-_- 65 Adams Yucatan __--___ 65 Beeman’s Pepsin -_-- 65 Beecanut 2 70 Doublemint -~-------___ 65 Juicy. Fruit ... 65 Sapota Gum -____-__ 1 25 spearmint, Wrigleys -. 65 Spic-Spans Mxd Flavors 65 Wrigley's P-E __.._... 65 ONO oe 65 CHOCOLATE. Baker, Caracas, %s —. 35 er, Caracas, 4s --_ 33 Baker, Premium, ¥%s —. 35 Baker, Premium, \%s -. 32 Baker, Premium, %s ~_. 32 Hersheys, Premium, %s 35 Hersheys, Premium, %s 36 Runkle, Premium, %s_ 34 Runkle, Premium, %s_ 37 Vienna Sweet, 248 -... 1 75 COCOA Bakers t6 20 40 Baker's %8 .2.......—. 42 Bunte, %s Bunte, % Ib. Bunte, lb. Droste’s Dutch, Droste’s Dutch, Droste’s Dutch, Herseys, %8. -.--.--«--= 33 Hersheys, 46 .......--.— 28 Muyier 2. 36 Omwney, A oe 40 LOWwnRevs | S08) ooo 40 To whey, | 366) 3 Lowney, 5 lb. cans -_-- $l Van Houten, 4s ~----- 75 Van Houten, %s ------ 75 COCOANUT igs, 5 Ib. case Dunham 50 14s, Bb lb. case ........ 48 Ys & Ys, 15 lb. case 49 Buk, barrels _....__ 20 96 2 oz. pkgs., per case 8 09 48 4 oz. pkgs., per case 7 00 CLOTHES LINE Hemp, 50 . —... 1 60 Twisted Cotton, 50 ft. 2 00 Braided, 50 {t. —.__._ 2 90 bash Cord 2 4 00 een eo Rio 15% Ramos oo 18@2s8 Maracaino o.oo 24 Mexican — oe. 25 Guatemala 20 26 Java and Mocha -_--_ 39 BOROUA 2 26 reavenry 24 McLaughlin’s XXXX McLaughlin’s XXXX pack- age coffee is sold to retail- ers only. Mail, all orders direct to W. F.° McLaugh- lin & Co., Chicago. Coffee Extracts Nw. Y., per 100 2. Frank’s 250 packages 14 50 Hummel’s 50 1 lb. _. 09% CONDENSED MILK Hagle, 4 doz. —_-____ § 00 ieader, 4 doz. __._ 5 60 MILK COMPOUND Hebe, Tall, 4 doz. _. 3 70 Hebe, Baby, 8 doz. __ 3 60 Carolene, Tall, 4 doz. 3 40 Carolene, Baby --.-- 3 35 EVAPORATED MILK Carnation, Tall, 4 doz. 4 50 Carnation, Baby, 8 dz 4 40 Every Day, Tall -_-_ 4 50 Every Day, Baby -__- 3 30 Goshen, Tali... 4 25 Goshen, Gallon ______ 4 25 Oatman’s Dundee, tall, 488 oo 4 50 Oatman’s Dundee, baby, 968 ..02 | 4 40 Pec, Pall feo 4 50 et, BADY 22k 3 30 Silver Cow, Tall -___ 4 50 Silver Cow, Baby _-__ 4 40 Van Camp, Tall ____ 4 50 Van Camp, Baby -_-_-- 3 30 White House, Tall __ 4 25 White House, Baby — 4 00 CIGARS Worden Grocer Co. Brands Harvester Line. Kiddies, 100s -______ Record Breakers, 50s 75 00 Delmonico, 50s ~_--__ . 4 Panatella, 50s -_.__ Favorita Club, 50s _. OB 00 Epicure, 50s 95 00 Waldorfs, 50s The La Azora Line. Agreements, 50s -___ 58 00 Washington, 50s ___ 75 00 Biltmore, 50s, wood 95 00 Sanchez & Haya Line Clear Havana Cigars made in Tampa, Fla. Specials, 50s —_.___ 75 00 Diplomatics, 50s -. 95 00 Bishops, 50s —__-___ 115 00 Bpea, DOB fe 00 Victoria Tins —~ _.___ 115 00 National, 50s —_____ 130 00 Original ‘Queens, 50s 150 00 Worden Special. 25s 185 00 Webster Cigar Co. Plaza, 50s, Wood -. 95 00 Coronado, 50s, Tin __ 95 00 Belmont, 50s, Wood 110 Tiffany, 50s, Wood__125 ; St. Reges, 50s, Wood 125 Vanderbilt, 25s, Wd 140 00 Ambassador, 258, W 170 00 Sess o Ignacia Haya Extra Fancy Clear Havana Made in Tampa, Fla. Delicades, 50s Primeros, 50s —_ Queens, 25s —_ Perfecto, 258 _-....__ -185 00 Starlight Bros. La Rose De Paris Line Coquettes, 50s --.___ 65 00 Caballeros, 50s ~-___. 70 00 Rouse, 608 ooo 115 00 Peninsular Club, 25s = 00 RICO, (208) 2 150 00 Palmas, 258 __----__ 175 00 Perfectos, 258 —~....._ 195 00 Rosenthas, Bros. xR. B. Londres, 50s, Tissue Wrapped —__ 58 00 R. B. Invincible, 50s, Foil Wrapped _-_. 70 00 Union Made Brands El Overture, 50s, foil 75 00 Ology, 50s 58 Our Nickel Brands New Currency, 100s__ 36 00 Lioba, 100s _____ =.-3p 00 Eventual, 50s — - 35 00 La Yebana, COR 37 50 New Pantella, 100 __ 37 50 Cheroots Old Virginia, 100s __ 23 50 Stogies Home Run, 50, Tin 18 60 Havana Gem, 100 wd 26 00 CIGARETTES. One Eleven, 20, Plain Beechnut, 20, Plain __ Home Run, 20, Plain Yankee Girl, 20, Plain Sunshine, 20, Plain —_ Red Band, 20 Plain, —_ Stroller, 20s, Plain __ Nebo, 20, Plain —~_--__ Camels, 20, Plain ____ NAANAARAAMKI Men S o Relu, 20, Plain —.. 2: 80 Lucky Strike, 20s ___ 6 80 Sweet Caporal, 20, pl. 7 75 Windsor Castle Fag 20 8 00 Chesterfield, 10 & 20 7 20 Piedmont, 10 & 20, Pl. 7 20 Spur, 20, Plain 22 Te Sweet Tips, 20, Plain 7 50 Idle Hour, 20, Plain ~. 7 50 Omar, 20, Plain 9 50 Falks Havana, 20, Pl. 9 75 Richm’d S Cut, 20, pl. 10 00 Richm’d 1 Cut, 20 ck. 10 00 Fatima, 20, Plain _. 9 20 Helmar, 20, Plain -. 10 50 English Ovals, 20 Pl. 10 50 Turkish Trop., 10 ck 11 50 London Life, 10, cork 11 50 Helmar, 10, Plain ~. 11 50 Herbert Tarryton, 20 12 25 Egyptian Str., 10 ck. 12 00 Murad, 20, Plain -._. 15 50 Murad, 10, Plain -_. 16 00 Murad, 10, cork or pl. 16 00 Murad, 20, cork or pl. 16 00 Luxury. 10, cork _._ 16 00 Melachrino, No. 9, 10, cork or plain —.-. 16 00 Melachrino, No. 9, 20, cork or plain ---. 16 00 Melach’o, No. 9, 10,St 16 50 Melach’o, No. 9, 20, St 16 50 Natural, 10 and 20_- 16 00 eer No. 15, 10, Pall "Mail Rd., 20, pl. 17 00 Benson & Hedges, 10 20 00 Rameses, 10, Plain ~. 17 50 Milo Violet 10, Gold 20 00 Deities, 10 21 00 Condex, 10 Philips Morris, 10 -. 20 00 Brening Own, 10, Pl. 28 00 Ambassador, 10 —-_-. 28 00 Old 76, 10 or 50 -___ 37 50 Benson & Hedges Tuberettes -------- 5 00 CIGARETTE PAPERS. Riz La Croix, Wh., dz. 42 Riz La Wheat Br., 100 7 50 Riz Tam Tam, 2 dz for 87 Zig Zag, per 100 -_. 7 26 TOBACCO—FINE CUT. Liggett & Myers Brands Hiawatha, 10c, doz. 96 Hiawatha, 16 oz., dz. 12 00 Red Bell, 10c, doz. 96 Red Bell, 35c, doz... 3 50 Red Bell, 75c Pails dz. 7 40 Sterling, 10c, doz. ~~ 96 Sweet Burley, 10c, dz. 96 Sweet Burley, 45c foil 4 Swt. Burley, 95c Dru. 9 Sweet Cuba, 10c, dz. Sweet Cuba, 45c, doz. 4 25 Sweet Cuba, 95c Pail 9 Sweet Orange, 10c, dz 96 Scotten Dillon & Co. Brand Dan Patch, 10c, doz. 9% Dan Patch, 0Z., - 770 Ojibwa, 10c, doz. -. 96 Ojibwa, 8 oz., doz... 3 85 Ojibwa, 95c, doz. -_.. 8 50 Ojibwa, 90c, doz. ---. 8 00 Sweet Mist, 10c, doz. 96 Uncle Daniel, 10c, doz. 96 Uncle Daniel, 16 oz. 10 20 J. J. Bagley & Co. Brands. Mayfiower, 16 oz., df 15 00 P. Lorrilard Brands. Pioneer, 10c, doz. -. 96 aiger, i0c, doz. _.-- |. 96 Tiger, 50c, doz... 4 80 Weyman Bruton Co. Brand Right Cut, 10c, doz. 95 W-B Cut, 10c, doz. _. 9 PLUG TOBACCO. American Tobacco Co. Brands. Amer. Navy, 10c, doz. 96 Amer. Navy, per plug 64 Jolly Tar, 24, per plug 16 Gold Rope, luc, doz. 96 Boot Jack, 15c, doz. 1 44 Piper Heidsieck, 10c 96 Piper Heidsieck, 20c_ Spear Head, 10c cuts 96 Spear Head, per plug 64 Square Deal, per plug 64 Standard Navy, 8, plg 64- Town Talk, per plug 56 Liggett & Myers Brands. Clipper, per plug —— 66 Chops, 10c, doz. 96 Drummond Nat. L. 15¢ 1 44 Honey Dip Twist, 10c 96 Granger Twist, 10¢, dz. 96 Horse Shoe, per plug 74 J. T. Bright, per plug 56 J. T. Smooth, plug. 24 Jo. §. and R., plug 24 King Pin, per plug =a > oe King Pin, 10c cuts, ea 08 Masterpiece, per plug 41 Picnic Twist, 10c, doz. 96 Pure Grape, 10c, doz. 96 Spark Plug, per case 1 92 Star, per plug Uncle Sam, 32 10¢ cut 2 56 Scotton, Dillon & Co. Brands. Bracer, per plug --.. 38 Cream De Menthe, 10c 96 Peachey, per plug ---. _ 64 Stronghold, per plug. 64 Yankee Girl, per plug’ 56 P. Lurrilard Brands. Climax, 10c tins, doz. 96 Climax Smooth, plug’ 72 Climax Thick, per plug 72 Red Cross, 10c cuts. 96 Red Cros, per plug 48 R. J. Reynolds Tobacco Co. Brands. Apple, 5 lb. Butt, lb. 72 Caramel Twist, per lb. 80 Gravely Superior, 10c 96 Humbug, per Ib. -.. 1 32 Kismet, per lb. ~-_... 1 65 Liberty Bell, per lb. 65 Maritana, 15¢c Foil, dz. 1 44 Mickey Twist, per lb. 72 John J. Bagley & Co Brands, Maple Dip, per plug 56 SMOKING TOBACCO. American Tobacco Co. rands. Banner, &. C., 10c, dz. 96 Banner, L. C., 40c, dz. 3 84 Blue Boar, 25c Foil 2 28 Blue Boar, 30c Vac tin 2 76 Bob White, gran., 10c 96 Bull Durham, 10c, dz. 96 Drum, Gran., 10c, dz 96 Five Bros. 10c, doz. 96 Giant, L. C., 10c, dz 96 Giant, L. C., 30c, dz. 2 88 2 Giant, L. C. Pails, dz 6 Garrick, 30c Foil, dz. 2 Imperial Cube Cut, 30c 2 88 Lucky Strike, R. Cut 1 Myrtle Navy Plug Cut Myrtle Navy, 15c Po. 1 Navy, G. & A., 10c _. 96 Nigger Hair, 10c, doz. 96 Nigger Hair, Pails, dz 8 Nigger Head, P. C 10c Old English, C. C. 16c 1 53 Peerless, L. 10c Peerless, L. C., 35¢ oe Peerless, 1. Pails 7 44 Rob Roy, L. C., 10c 96 Rob Roy, L. C., 40c 3 84 Rob Roy, L. C., pails 8 40 Sweet Maple Scrap, 96 Soldier Boy, L. C., 10c 96 Soldier Boy, L. C., pail 7 32 Tuxedo, Gran. 15c foil 1 44 Tuxedo, Gran., l7c, dz 1 53 Tuxedo, Gran. Cut plugs, 8 oz. tins ~. 6 72 Yale Mix., 15c vac. tin 1 44 Liggett & Meyers Brands. Briar Pipe, doz. oer Cuban Star, L. C., l Cuban Star, Pails, a 6 30 Corn Cake, Gran. 6c Corn Cake, Gran., 10c 96 Corn Cake, Gran., 25¢c 2 40 Corn Cake, Gran., 50c 4 80 Duke’s Mixture, 10c_. Glad Hand, L. C. 10c 96 Growler, L. C., 10c_. 96 Growler, L. C., 25c_. 2 50 Growler, L. C., 50c_. 6 00 La Turka, Plug C. 15¢e 1 44 Pilot,’ Long’ Cut, 25c 2 50 Plow Boy, 10c, doz. 96 Plow Boy, 70c Pails 7 40 Summertime, 10c, dz 96 Summertime, 30c, ds. 3 9@ i i ee a eR A lp sce tienen March 15, 1922 MICHIGAN TRADESMAN 37 Summertime, 65¢ Pails 6 50 Weyman Bruton Co.’s FARINACEOUS GOODS FRUIT JARS NUTS. Veal. Sweet Tip Top, 10c, dz 96 Brands. Beans Mason, pts., per gross 7 25 Whole TOR: ce ae Velvet, Cut Plug, 10c 96 Central Union, lic, dz.144 yoeq Hand Picked 07 Mason, qts., pr gross 8 50 Almonds, Terregona_. 22 Good 1, a Velvet, Cut Plug, tins 153 Shag, lie Tins, doz.144 Ga] Limas _ “2 10% Mason, % pal. erose 1166 2X2 wm 30 Medium (CO Velvet, Cut Plug, 8 0z.6 72 Shag, lhc Papers, doz.1 44 Brown Swedish _... 08 Ideal Glass Top, pts. 8 80 Fancy mixed __------ 21 Lamb. : Velvet, ©. FPi., 16 oz. 15 84 Dill’s Best, 16c, doz.162 peg Kidney ; el 073% Ideal Glass Top, qts. 10 60 WFiberts, Sicily .-.--_ 16 Goo@ Yum Yum, 1l0c,--doz. 96 Will's Best Gran., 16c 1 52 Cee ee re Ideal Glass Top, % Filberts, Naples ----- 16 median oo 28 Yum Yum, 70c pails 6 80 Dill’s Best, 17¢ Tins 1 52 25 1 Ib eo 3 20 Salon 2s Ie 20 Ecenitts, oe ran -* Pooe 2 24 2 . Soe eae eanuts, r. roaste Mutton. P. Lorillard’s Brands. ane whee see cok Bulk, per 100 Ibs, ---- 06% Gon se tees 1 90 Peanuts, Jumbo, raw _ Qua = ls ~ 4 3 , , “ . dee + : Beechnut Scrap, doz. 96 Seai Blandening, 10¢ 64 p neey Cox's 1 doz., small __ 1 25 Feanute, Poni, re - Medium ----------- 14 F 1, 100 ib. sack 5 25 Pecans, 3 star Buzz, L. C., 10c, doz. | 96 Seri Goteborg, 10c, roll 64 | 9?" co nlegtaia Jello-O, 3 doz. 3 45 Se 9 Poor --..--------------- 12 Buzz, L. C., 35c, doz. 3 30 Goa) Gwe Eanes. Macaroni Teak Gnachitne “aoa +3. Pecans, Jumbo —_._ 8 Heavy hogs _....... 11 x Seal Swe. Rapee, 10c 64 95 alnuts, anchurian Medium hogs 18% Se, tis ONE, COZ. Seal Norkopping, 10c 64 Domestic, 10 Ib. box-. 100 Knox's Acidu'd, doz. 225 walnuts’ Sorento 35 ; § -- 13% ae C., ee doz. ne Seal Norkopping, 1 lb. 85 Domestic, er ae ° Minute, 3 doz. ______ 4 05 er eaidad la oma pe boge : 84 13% Honest Scrap, doz. -~ ) : Golden Age, 2 doz. -- Niison'a 1 50 A 10 Sows and stags ----- ] Open oe EEA, Ge CONFECTIONERY __ Fould’s, 2 doz., 8 oz. 180 Oxford -_-_- pear momen 7h ro ies oreo 21 ie oe tai Unie, Peador doe tin 96 Stick Candy Pails Pearl Barley Plymouth, White ---. 1 40 Shelled Aaah eee Union Ponder s60 dn 4 go Standeta_ . Chester 3 6 Werte —-...___. = hain... “- 2. + ’ A > + « Ferme ones meme anain AE Union wearer, 41 dn § ao Temhe Mirape! otto Peas an GRANULATED tve. Peanuts, Spanish, (. Spareriba 12% Union Leader, 10c, dz. 96 wus Segteh) 1h. 20 | 06% anders. _ 125 lb. bags -------- om Neek hones .. . 06 Union Leader, 1c, dz. 1 44 Mixed Candy Pails Split, Ib. ------------ 09 Single cases -------- i. ee 30 PROVISIONS ar ath, soc, doz. Kindergarten =... 17 Sago om CONGR 20 5 04 Bes : ae B Scotten Dillon Co. Brands o2d Q7--77777---- 14 Hast India ---._... 06% 5% cases ------------ oe 1 ies Ba eee cotten on Co. Panas xX. £. Qo. 2. oe Gases oo 2 . Short Cut Clear 22 00@23 Dan Patch, 10c, doz. 96 French Creams —---- M pos toa ee Ete cane. & 40 bulk, 2 gal keg, -... 3 00 Clear Family 27 00@28 be ee a ee 12 Minute, 8 oz. 3 doz. 405 | CHLORINATED LIME. Oe fo eee ae Dry Salt Meats ea a i a Oe of gua ak Dromedary Instant -_ 350 Single cases, case ---. 460 Quart, jars, dozen _. 500 S P Bellies __ 14 00@17 00 Loredo, 10c, ‘doz. -_ 96 Fancy Chocolates. FISHING TACKLE 2% cases, case ---_- 448 4% 02. Jar, a. dz. 1 35 _ Lard oe ee a Cee te le Gee Bt eae tiae Peachy Scrap, 10c, dz. 96 SBittersweets, Ass’tec 5. No. 2 15 feet _ 8 5 fee aera : oz. Jar, Pure in tierces £@15 Peninsular, Poe, doz. 96 Choc Marshmallow Dp 155 No. 3, 15 feet _....-__ 1 60 a > cans to 2 35 16% oz. Jar, Pl. doz. 350 Compound Lard 1416@15 Peeeue, 8 oz., az. 3 00 a Segre A A_- : a No. 4, 15 feet ~-__---- ! 30 ee a 3% oe ; iz 2 1 etn ~~~ Ravens % Reel Cut Plug, 10c, dz 96 Nibble Sticks —-____ No. 5. 1b feet 20 5 $ oz. Jar. Stu,, . 5 . tubs .___advance Union Workman Scrap EP >rimrose Choc: 237" : = No. 6, 15 foot ee 10 HIDES AND PELTS 9 oz. Jar, Stuffed, doz. 350 20 Ib. pails ____-advance % 10c. doz ue "06 No. 12 Ghoe (oo. pennia ti a tek ke — — 12 oz. Jar, Stuffed, dz 450 10 Ib. pails ___.advance % y = areech; INO, pole eso Ue i & at - i x ve oP: We, "doz, —- aoe ania aie ig 7 80 Small, per 100 yards 665 Green, No. 2 __._____ 06 PEANUT BUTTER. fie Ge eee . , , . um Drops ails Medium, per 100 yards 7 25 Cured, No. 1 _ = O08 0 r ee ee oe Large, per 100 yards 900 Cured, No. 2 1.0.2... 07 Rolozna S2uaae? Yankee Girl Scrap, lve | 96 R2SPberry ------------ “1 Floats Calfskin, green, No. 1 11 oe 12 ; Orange on it No. 1%. per gross wd. 5 00 Calfskin, green, No. 2 091% A - Pinkerton Tobacco Co. eee i as No. 2, per gross, wood 5 50 = Calfskin, cured, No. 1 12 Pork sone Brands. favorite —------------- No. 2%, per gro. wood 7 50 Cee, curee, No. 2 10% va ee Lozenges. Pails Hooks—Kirb orse, NO. I ~______- ‘ Wenwie 0 2 ee American Star, 10c, dz 96 - ooks irby J Onmue —. 11 Bie $ Cup, ido, doc. OG “ Bap. Uocengen 15 = size 1-12. per 008 105 «= Moree: No. # ----..- “ Headcheese -___-_-__. 14 Buck Shoe Scrap, 10c 96 “4: A- Pink Lozenges 15 Size 1-0, per 1.000 __ 1 20 Pelts ie A. A. @hoc ft ees 16 ; KOK Smoked Meats Pinkerton, 30c, doz. _. 2 40 - ne oo: 4uOZenges a Size 2-0. per Pa ce ; 45 oe hie OGF 22 aa e Hames 14-16 ib. 38 O8f Pay Car Scrap, 10c, dz 96 4,000 ee ee eetael Size 3-9, per 1.900 __ 1 65 zambs -__-.______ 50@1 0 ae F608 98 39 Peo Hit Setar 10c 9¢ Malted Milk Lozenges 20 Size 4-0, per 1.000 __ 2 10 Shearlings _______ 10@ 26 Bel Car-Mo Brand te a be ss Gc Red Man Scrap, doz. 96 Hard Goods. Pails 3176 5-@. mer 1-000 —— 2 45 Tallow 8 oz., 2 doz. in case 2 45 dela aa e orse Scrap, doz. 6 emo Sinkers MEG) ee @5 24 1 Ib. pails : 425 California Hams 16 @17 Red H S 96 Temon Drops _______- 17 <4 - ty : 7 ae 1 i aa ie am @17 O. F. Horehound Dps 17 QO. 1, per fSross ___-__ : ~----~~~~ ----- 12 2 Ib. pats ....- = L Pienic Boile of J. Bagley & Co. Brands. Anise Squares 00 17 No. 2, per gross _____ 80 Wor 2 Os 5 ib. pails, 6 in crate 4 65 Fiano, 30 @32 Breet eer aoe 96 Peanut Squares ______ 18 No. 3, per eross 2 | 90 Wool 25 Ib. pails aes 13% Boiled Hams 15 @49 Bnekinchan’ i oo 1 rH Horehound Tablets __ 18 os z per 4 = Unwashed, medium 22@25 50 Ib. tins ---------- 12% Minced Hams -. 14 @15 , No. 5, per \ Inwas FEC 7 ' sac 22 D38 ee a Oe ae RO per 200 Fine @ag PETROLEUM ‘PRODUCTS — - G aze ut, e, doz. racker Jack, Prize + No. 7, per 2 60 1 ¢ on ere ee aa 2 e Checkers. Prize 400 No. 8. vce Pross _._.. 3 75 RAW FURS. Bortection Maren Loe Pe oe a ere hed olny, ‘ oe ic 2 Cough Drops No. 9, per gross _____ 5 20 kunk. ec ba ’ , , “= % a ee ee Bower No. 10,!per-eross —--" 878 No. 1. black ue 200 gal "pacte Giaaciine 385 Condenced Nort car 2 16 » HCTe ’ nam’s ee eis a 3 to. 2 a s ae ‘8 Fe * : . = . oe Sweet Tips, 15c, doz. 1 44 Ean Eien a 150 FLAVORING EXTRACTS No. 5 pet bends ay oy Vv. M. & P. Naphtha 23.2 Condensed Bakers brick 31 ; I 4, ; a 4s Ny : wee Wild Fruit, 10c, doz. 96 J I soe 7 Capitol Cylinder ---- 42.2 Moist in glass _. 8 00 Wild Fruit, 15c, doz. 1 44 bo. ea Bure “Wenilie a bre coe Atlantic Red Engine 13.2 Pig’s Feet Independent Snuff Co Gusdmery avai hows Turpeneless Noo ti ao 7 00 Winter Black 13.4 “M phils, 2 2 aa rands. 4 oz. pKe: 12s, cart. 95 Pure Lemon No. 1 weatiiT 5 50 (Pp i bbls! 36 Wis, 4 00 New Factory, 5c, doz. 48 4 07, Specialties. 375 7 Dram Per Care NO. L Small £00 Oo arine i: Phy ee 14 a pew ee ae en OY acoso Bone 1s 1% Ounce __-----_-- 175 ae frotarine amen Tripe . Walnut Budee _...— 23 nee ee I aree é cits. fh be aoypc mee erent 9g FPineapple Fudge ____-- 21 gia Ounce 2 3 00 ae - py sles as 7 a M unl My gBarrels 57.2 ie uhie. as ey . Font a Pails en g 49 italian Bon Bons _____ Fo 2% Ounce --~-~----_... 3 a Ma f anal 2 00 Medium heavy 12 Kh bbe, ee ica te National Cream Mints 28 wee 2. 5 oo ee or re 2. &. J. Reynolds Tobacco Co. Silver King M. Mallows 30° § Ounce 8 50 - Muskrat. a pee woes << n === === — -: Casings a Brands. CRISCO 7 Dram. Assorted 195 Syne --------.---- a po ipso pat halla eae 57.2 sone Be al a jaa G : 1% Ounce, Assorted_. 1 75 Witter 1 co ra cipal Won. 1.66 Cee NS ee @ eorge Washington, 36s. 24s and 12s. eC ee 125 Finol, 4 oz. cans, doz. 1. Beef. middles, set... 25@30 Wedog, coe Less than 5 case 2 Van Duzer Kitts 10 Finol, 8 oz. cans, doz. 2.25 Sheep, a skein 1 75@2 00 Old) Rover, 10e doz) | 96 wire caces 0 oy, «= Wamila) emon,, Almond, 7 9 Parowax, 100, 1 Ib. ~~ 7.2 Uncolored Oleomargarine Gur avreecr, Me % Fen cases .___-__- 19 ee pce ae HORSE RADISH Parowax, 40, 1 1b. -- 76 /'solid Dairy... 20@%3 rince ert, 1Uc, dz. venty- ases 8¥ or aes , a GiQg a 25 -arowax, 20, 1 om Oe : ms Prince Albert, 17c, dz. 1 53 ore a an ae “4 Peppermint & Wintergreen Per doz., 7 oz : Country Rolls ------ “eS 24 i , Ive, is and 4s. ti cant 200 JELLY AND PRESERVES Gan Nat. Prince Albert, 8 oz. Less than 5 cases -. 19% : aaee o oe Tre 60 Pure, 40 Ib. pails 60 RICE i : : ou as i --- 2 oe weet Pines 6 2 ive eases 18% 40 in cartons _.6 75 Pure, 7 oz. Asst., doz. 1 35 Rance Head a9 Prince Albert, 8 oz. Ten cases 181, unce in cz y and Pipes, doz. __ 8 88 96 plenbiga Cee foe S omnes 22 3 20 Puck 15 . Asst, oe 4 2 - Bite Base 200 06 Prince ‘Albert: 1602) 12 96 907 ce Pints 26 40 uckeye, 44 0Z., oz. 4 Broken Stud, Gran. Se, doz. | as COUPON BOOKS — oo ee ROLLED OATS | Yhale, 16 0z., doz. —- 60 Economic grade -. 250 Gallons, each -------- JELLY GLASSES Steel Cut, 100 Ib. sks. 100 Economie grade ~. 4 50 8 02., per doze. 2 34 Monarch, 90 Ib. sacks 2 65 aplock Bros. Tobacco Co. Fo meonomic grade 20 00 FLOUR AND FEED Silver Flake, 90 Ib. sk. 2 60 ee ee eee 1,000 Economic grade 3750 —_ Valley City Milling Co. MATCHES. Quaker, 18 Regular -- 1 80 Falk Tobacco Co., Brands. Where 1,000 ‘books are Lily White, % Paper _ Blue Ribbon, 144 box. 7 Quaker, i2s Family -- 2 65 American Mixture, 35¢c 3 30 Ordered at a time, special- SG 870 Searchlight, 144 box. 8 0¢ Mothers. 10s, Family _ 2 80 Arcadia Mixture. 362240 Wy print front cover ie Harvest Queen, 24% 870 Safe Home, 14% boxes & 00 Silver Flake, 18 leg. 1 45 Champagne Sparklets furnished without charge. Light Loaf Spring Oe wey, X05 pene 8 0 Silver Flake, 10 Fam. 1 80 30c, doz. "270 Wheat, 445 92) Beg oo 70 te bas 5 SS SALAD DRESSING Cia ee “Sparklets, CREAM OF TARTAR Roller a 24% 8 ay Red Stick, 144 bxs ~~ 5 75 vusiaee be, fae 018 s ; ge Snow Flake, 24%s _. 7 20 rkee’s large, | a Pec tae ee Gram 20 tb es oat 340 ys ee ate. case 5 78 Haewees ete a ae 6 a Perique, 25¢c, per dob. 2 25 DRIED — Ce Meal, 59 Sociable, per gro. --.- 1 00 Semdac, u Ls cane : a cnidaea jarce, | do. 2 Serene Mixture, 16c dz 1 60 Aoolese : as SS Semdae, le - Ce Snider's small. 2 doz. 2 35 Serene Mixture, 8 0z. 760 Evap'd Choice, blk. -.. 20 Rowena Pancake Com- MINCE MEAT. PICKLES geile hn Tus Serene Mixture. 16 oz 14 70 oa pound, : ey ean 4 20 Mone Such. 4 dsc. .. & 35 Medium Sour Se 3 75 Tareyton Lundon Mix- Te iL Ape pala 20 Buckw ep omy 420 Quaker, 3 doz. case __ 4 00 Barrel, 1,200 count —_ Arm and é a ture, 50c., doz. __.. 400 Evaporated, Choice --- 35 5 Ib. sack --------—- lutches, 3 doz. case 400 fyal¢ bbis., 1300 count 17 50 SAL SODA ‘ Vintage Blend. 25¢e dz. 2 30 Evaporated, ae Tin 96 w Higgins Milling Libby Kegs, Wet, lb. 25 5 “gallon kegs --3 00@5 50 Granulated, bhis. .... 2 a Vintage Blend, 80 tins 750 Evaporated, Slab ----- atson on” Sweet Small Granulated, 100 Ibs cs 2 Vintage Blend, $1.55 Citron ans ; 2. > 9 MOLASSES. 16 Gal 1600 es: 28 Granulated, 36 2% Ib. tins, doz. 14°70 16 ib. box oo 40 New perfection, %s- 8 20 New Orleans wo i Gal. 2880 2. packages ---------- 2 60 rrants Fancy Open Kettle --- E@al f00) COD FISH. Superba Tobacco Co. ee ps cers ae aot 18 Meal a Choice — ---___-----_--__ 48 . Dill Pickles. Middles _............. 16% Brands. Boxes, Bulk, per lb. -- 17 Gr. Grain. M. Co. ne a ——— a 1800 Size, bbls. ------ 1750 Tablets, an eae -- 28 Sammy Boy Scrap, dz 96 Bolted 200 air —--~-------~-------- [Bhia 19 50 Tablets, ure, H Chaar Cpe nas 9g Evap Guelee’ Unceet 174%, Golden Granulated --2 45 eo ko Gen 25 2400 Siac, ee oe wen Beret eee " avana ossom, e 6 a ie , g bx 1 00@1 ood boxes, a 2 Evap. Fancy, Unpeeled 18 Wheat Cob, 3 doz. in neck 46 Havana Blossom. 40¢ 3 a Hivap. Waney, Peeled — 20 Wo 1 Red 1 98 Molasses in . 2 60 PLAYING CARDS PEAY _ i oe 11 Knickerbocker, 6 oz. 3 0¢ eat No. 1 White 125 Red Hen, 24, 2 = 2